The Dental MeTaMorphosis - The Profitable Dentist

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PRACTICE MANAGEMENT
1
The
Dental
MeTaMorphosis
By Dr. Guy Moore
and Linda Camoriano
Success in today’s dental world demands that dentists morph
the roles of clinician and business person.
As a single-practitioner, I produce $3,000,000 annually.
Dentists nationwide ask, “How in the world do you produce
that much?” I produce this much because I have forced myself
to morph – to become a really good dentist and an equally good
business man. These roles are no longer mutually exclusive. I
have to keep a two-fold perspective – I view myself as a dentist
and view my practice as a business.
Business success depends on clinical abilities. As dentists
we need to master the services within our discipline and strive to
have referral-free businesses.
Today’s general dentists can skyrocket their income and job
satisfaction by maximizing their skill sets instead of referring
patients out. People want one-stop shopping – they want to have
all their dental work completed in one convenient location. It is
bad business to send customers elsewhere for service.
Many patients come to my office because their dentists
referred them to a specialist who was out of town and cost more
money. They see my advertisements or hear about my practice and
call to schedule an appointment. After I treat them, I encourage
them to return to their “regular” dentist. Most of the time they
won’t go back because I offered them a superior skill set and a
better experience. In cases like this, I do not apologize; I don’t
steal patients, other dentists lose them.
Realize that talent is only a starting point and the skills of
dentistry must be constantly increased and refined. Expand your
skill set to include endodontics and extractions. Learn to perform
adjunctive procedures: tori removal, implants, bone augmentation
and apicoectomies. Not only are endodontics and surgeries high
profit procedures, they allow you to deal with complications and
manage failures easily and comfortably within your office.
Expanded skill sets allow practitioners to promote and
provide the highest standard of comprehensive, convenient care.
Having a referral-free office dramatically increases patient satisfaction,
patient retention, referrals and production.
Clinical success depends on business abilities. A smart
business man will:
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