Anissa Holmes:
What's up, guys? And welcome to another episode of the Delivering WOW Dental Podcast. I am super excited to be coming on today. So I just want us to share a few observations. As I was talking about on my last podcast, we had opened up our inner circle for about a week and we actually invited people who had been through our business acceleration boot camps and people who were in our coaching level of our Platinum Mastermind to apply. And what's really interesting is, again, patterns. You guys know I love to talk about patterns that I see and patterns for success, right? Now, this is really, really interesting because I do quite a few phone calls for practice owners who are looking to grow their businesses. And all of the practice owners that I spoke with this week who were interested in Inner Circle... First of all, they all signed up for inner circle.
Anissa Holmes:
But the interesting thing is that they were so excited, they were all in. They had done their homework and they were ready to get results, right? And it really makes me think about action takers. And interestingly, the same thing for me. A few weeks ago, I did a speaker training. And it was amazing. It was phenomenal. And so, as many of you guys know, I'm going to be speaking at Funnel Hacker Live, which is a huge marketing conference. And so I want to go all in to being able to deliver the best presentation ever. And so I'm speaking to another friend who is an amazing speaker and he actually works with men. He has a men's group that helps men to be better husbands and it's amazing. And so he had a speaking trainer that he has worked with as well.
Anissa Holmes:
And so I'm really overly obsessed with this whole thing right now, maybe. But I went all in and interestingly, the next training is a week and a half from now and it's in California. And of course, I'm like, "I know this person can help me, I know they can get me results. I see what they've done with my friend." And I did some research and I was just like, "I'm all in." And I look at, again, the patterns of people who are successful. I look at the patterns of those people who are in my inner circle. I look at the patterns of successful entrepreneurs and business leaders, successful dentists. And what's interesting, by the way, is that the doctors that joined my inner circle this week, they... Interestingly, money was not a big topic of discussion for them.
Anissa Holmes:
It was just like, "I want in. It doesn't really matter, the cost and because know it's going to give me results." And they did not micromanage, asking so many questions about the process. They just have seen how we've helped them already and they see the people that we've helped and they decided to be all in. And they're going to have amazing success and I'm so excited for them. And I think about calls that I have with some people who are interested in joining the platinum and we are on a call for a really long time and at the end of the day, they're like, "Wow, this can really help me with marketing. Wow, this can help me with hiring. Wow, this can help me with case acceptance. Wow, this can help me with building processes to know where there are leaky spots."
Anissa Holmes:
But then we come off the call and... Actually, before we come off the call, they were like, "Oh, how much is it a month?" And, "Oh gosh," and I'm like, "Well, if you're not ready to invest in the $1,200 a month program, that's why we have the $300 a month program." And if we can't grow your business, teaching you similar processes that we teach our inner circle that's allowing them to grow and add an extra $10,000, $20,000, $30,000, $50,000 a month.... If we can't give you that with our program, we might as well just shut it down. And so despite that, these are people that know that it can help them and know that it can take them to the next level. And maybe they don't believe that the investment can get them to the next level.
Anissa Holmes:
Maybe that's it. But I find a different pattern and that pattern is that some people are just really slow. And one of the guys today, I was on the phone with him and I'm just like, "You know what? It doesn't matter to me if you join the program or not. I want you to join it so that you can grow your business. But I know the program is amazing and I know it helps people get results." And so I'm like, "What's going to hold you back and what's holding you back? If it's okay, if I can get permission to coach you for a little bit." It's what holds people back from growing, is procrastination. And what holds people back is not taking a leap of faith and believing them themselves and giving themselves an opportunity to be successful.
Anissa Holmes:
And so they just do nothing and give themselves a chance to perhaps have failure. I don't know. Interestingly, as I've become... really started to own this whole mental space of my own, of knowing and having the confidence that what we're doing is crazy life changing and it's not being taught in any other programs. I'm just asking people, "Can I give you my... Can I get permission to just coach you on this?" Because that's what good coaches do. And one of my inner circle members today, I was like, "My job is to love on you. I love you so much, but my job is to kick your butt because you're not going to grow if I just am your friend and I don't point out what you need to work on. I love you so much to kick your butt." And she's like, "Yeah, I know. That's what I need."
Anissa Holmes:
So anyway, I am not really sure where I'm going with this podcast, but I guess the message here is that if you're finding something that can help you, and it's not just with the Platinum Mastermind or Delivering WOW. Perhaps it is a program that you want to learn how to be a better cook. I don't know. And you know that it's going to give you what you want. You just have to do it. Sitting around and procrastinating and thinking about it is robbing you of time where you can be successful. So I hope this message speaks to you and I'd love to be able to get to know more about you and your practice and if there's anything I can do for you, reach out to me. I'm here to help. I'm here to serve and I want to see you be successful. All right guys, that is it. If you've not had a chance to join our Facebook group, join us at deliveringwowhangout.com and we'll chat soon.
I’m so excited to introduce you to my special guest on this episode of the podcast, Weston Lunsford. Together, we discuss how you can find your ideal patient and the things you can do to attract more ‘rockstar’ patients to your practice.
As CEO of Dental Intelligence, Weston oversees the strategic direction of the company and its products. While he is responsible for the revenue growth and future expansion plans, he dedicates a large part of his time to be intimately involved with their clients, the dentists, to fully understand their needs, wants and experience with their solutions.
Weston spent the previous 10 years as the founder and principal partner in Lunsford Peck, a Certified Public Accounting firm providing services for medical and dental professionals with nearly 2,000 clients.
Weston and his team are passionate about what they do. They trust in each other and in their abilities to create something special, something unique, and something impactful. As Dental Intel always says, “we make incredible happen!”
On the podcast we discussed:
If you’d like to get a FREE practice analysis from Dental Intel, whereby you’ll discover strengths and opportunities for growth in your practice, click here.
For more information and to explore other episodes, click here.
Anissa Holmes:
What's up, guys? Welcome to another episode of the Delivering WOW Dental Podcast. I am super excited to be coming on today. I just wanted to share a few observations. As I was talking about on my last podcast, we had opened up our inner circle for about a week, and we actually invited people who had been through our business acceleration boot camps and people who were in our coaching level of our Platinum Mastermind to apply.
Anissa Holmes:
What's really interesting is, again, patterns. You guys know I love to talk about patterns that I see and patterns for success. Now, this is really, really interesting because I do quite a few phone calls for practice owners who are looking to grow their businesses, right? And all of the practice owners that I spoke with this week who were interested in inner circle, first of all, they all signed up for inner circle. But, the interesting thing is that they were so excited. They were all in. They had done their homework. They were ready to get results. It really makes me think about action takers.
Anissa Holmes:
And interestingly, like the same thing for me, a few weeks ago I did a speaker training, and it was amazing. It was phenomenal. As many of you guys know, I'm going to be speaking at Funnel Hacker Live, which is a huge marketing conference. So, I want to go all in to being able to deliver the best presentation ever. I'm speaking to another friend who is an amazing speaker, and he actually works with men. He has a men's group that helps men to be better husbands, and it's amazing. He had a speaking trainer that he has worked with as well, and so I'm really overly obsessed with this whole thing right now maybe. But, I went all in. Interestingly, the next training is a week and a half from now, and it's in California. And of course, I'm like, "I know this person can help me. I know they can get me results. I see that what they've done with my friend." I did some research, and I was just like, "I'm all in."
Anissa Holmes:
I look at, again, the patterns of people who are successful. I look at the patterns of those people who are in my inner circle. I look at the patterns of successful entrepreneurs and business leaders, successful dentists. What's interesting, by the way, is that the doctors that join my inner circle this week, they, interestingly, money was not like a big topic of discussion for them. It was just like, "I want in. It doesn't really matter the cost, and because know it's going to give me results." They did not micromanage asking so many questions about the process. They just have seen how we've helped them already, and they see the people that we've helped, and they decided to be all in. They're going to have amazing success, and I'm so excited for them.
Anissa Holmes:
I think about calls that I have with some people who are interested in enjoining the platinum. We are on a call for a really long time. And at the end of the day, they're like, "Wow, this can really help me with marketing. Wow, this can help me with hiring. Wow, this can help me with case acceptance. Wow, this can help me with building processes to know where there are leaky spots." But then, we come off the call, and you know ... Actually, before we come off the call, they're like, "How much is it a month?" And, "Oh, gosh." You know? And I'm like, "Well, if you're not ready to invest in the $1,200 a month program, that's why we have the $300 a month program. And if we can't grow your business teaching you similar processes that we teach our inner circle that's allowing them to grow and add an extra 10, 20, 30, $50,000 a month, if we can't give you that with our program, we might as well just shut it down."
Anissa Holmes:
So despite that, these are people that know that it can help them and know that it can take them to the next level. And maybe they don't believe. I don't know. Maybe they don't believe that the investment can get them to the next level. Maybe that's it, right? But, I find a different pattern, and that pattern is that some people are just really slow. One of the guys today, I was on the phone with him, and I'm just like, "You know what? It doesn't matter to me if you join the program or not. I want you to join it so that you can grow your business, but I know the program is amazing, and I know it helps people get results."
Anissa Holmes:
So, what's going to hold you back? And what's holding you back, if it's okay if I can get permission to coach you for a little bit, is what holds people back from growing is procrastination. And what holds people back is not taking a leap of faith and believing themselves and giving themselves an opportunity to be successful. So, they just do nothing and give themselves a chance to perhaps have failure. I don't know.
Anissa Holmes:
Interestingly, as I've become really started to own this whole space of ... or mental space of my own of knowing and having the confidence that what we're doing is crazy life-changing and it's not being taught in any other programs, I'm just asking people, "Can I give you my ... Can I get permission to just coach you on this?" Because that's what good coaches do.
Anissa Holmes:
One of my inner circle members today, I was like, "My job is to love on you. I love you so much, but my job is to kick your butt. Because you're not going to grow if I just am your friend and I don't point out what you need to work on, right? I love you so much to kick your butt." She's like, "Yeah, I know. That's what I need. You know?"
Anissa Holmes:
So anyway, I am not really sure where I'm going with this podcast, but I guess the message here is that if you're finding something that can help you, and it's not just with the Platinum Mastermind, or Delivering WOW, right? Perhaps it is a program that you want to learn how to be a better cook. I don't know. And you know that it's going to give you what you want. You just have to do it. Sitting around, and procrastinating, and thinking about it is robbing you of time where you can be successful.
Anissa Holmes:
I hope this message speaks to you. I love to be able to get to know more about you and your practice. If there's anything I can do for you, reach out to me. I'm here to help. I'm here to serve, and I want to see you be successful. All right, guys. That is it. If you've not had a chance to join our Facebook group, join us at deliveringwowhangout.com, and we'll chat soon.
Speaker 1:
Hi, guys. Welcome to another episode of the Delivering WOW Dental Podcast. Wow. It has been a while since I've come on and done a podcast from my car. Actually wanted to just jump in here and just tell you guys what I've been working on. I've been super busy, as many of you guys know, building out the back end of our Delivering WOW Platinum Mastermind program, which is where we have all of the different industry coaches. We've also been working in the mastermind creating content for our social bundles. We've been just adding on more and more resources for members who are currently in our programs. So, a lot of focus has been put to that, which, unfortunately, means that I have not been as consistent with the podcast. But fortunately, all of that work, or the majority of it, is behind me. I'm really excited to get back to our podcasts from the car.
Speaker 1:
Today, I actually wanted to talk to you guys about the power of creating an impact in your community. I actually just had a doctor who was going through our Facebook Bootcamp. They did a Project Smile, which many of you guys have heard me talk about Project Smile, which is a smile makeover competition that allows you to be able to come together with your team to be able to select someone to come in for a free smile makeover. What's really cool is, of course, it really connects you as a team. You serve the community. And ultimately, in terms of marketing and Facebook, it brings a lot of exposure to your business in a really, really positive way.
Speaker 1:
But, what was really neat is that this doctor actually tagged me. He was showing the video. This was the reveal of him and the patient. He's got the biggest hug ever from the patient, and what he said was, "It really feels good to be a dentist." It's so interesting that so many times I hear dentists that are coming to me that are burnt out, and they're tired, and they're exhausted. It's not easy being a dentist having to help patients with all of the emotional things that they've had to deal with in the past surrounding dental experiences and having to help them with that, having to manage people, having to work with different suppliers to get the lowest costs. It's not easy to run a dental business, let alone the toll that it takes on our bodies from having to sit in specific positions and things like that. So having this doctor say, "Wow. It feels good to be a dentist," it really made me feel good because it shows that, number one, the work that I'm doing to be able to help dentist is so powerful and it's so important, but it also shows how we as dentists can reconnect and find back our purpose and our passion. That really had me to start thinking about practices, purposes, and practices, gives.
Speaker 1:
A lot of times, we just go through the day and we don't think about our purpose. The purpose of our practice is definitely something that has not as much to do with teeth but what we're doing to leave a legacy in our communities. Interestingly, it has nothing to do with the money that we make. So, our purpose is, why do we exist? Why are we serving others?
Speaker 1:
And when you start looking at creating your purpose and your why, and you are having that culture in the practice, then what happens is that you're able to attract team members who are aligned and who are drawn to that purpose. It's really interesting is that when you look at a life cycle of a business, many times there are ups, and there are downs, and there are times when things are going really well, and there's a ton of new patients, and you're closing a lot of cases. Then, all of a sudden, you see that you have a slow month or you see that maybe there's a team member that is experiencing personal pain in their family and it kind of draws on everyone. So, that happens in every business.
Speaker 1:
Where you start to have a practice or when you have a practice that has a purpose, what you see is that you have team members that no matter if you're up, no matter if you're down, they're going to be there with the practice owner. They're going to be aligned to helping the business to be able to get over any struggles that it's going through. And again, when you start looking at what is the purpose and the purpose is to change the lives of your patients, when you start looking at what is the purpose, which is to give them better health, what happens is that when you start looking at case acceptance, then false beliefs that a patient cannot afford treatment or your beliefs that they will not be able to will not stand in the way of you telling people what they really need.
Speaker 1:
I see that a lot with talking to doctors. I say, "What is going on?" Actually had this happen recently with one of the practices that I work with one-on-one in my inner circle. We were going through their numbers, and their hygiene production per visit was really low. I'm like, "Why is this number low?" Everything else has been increasing like crazy. They smashed their production goals, and they've smashed their collection goals, and the doctor production per visit has gone way up, and their AR 30 days and up has been reduced significantly. So, they're working on so many things, and I said, "Well, what is going on with hygiene?" They said that essentially the hygienist had a patient that they offered a sealant to and the patient said, "I'm too old for this," and essentially told the hygienists that they didn't want to have the service done. From that point, the hygienist had in their mind that they were not going to offer that service because people didn't want it.
Speaker 1:
I'm here today to tell you that there's always going to be people that, number one, are not going to want what you're offering. Then, there are also times when people really don't understand how what you're offering them can truly help them. So when we are so certain that something can help them, it's really important that we break through that noise. I told the doctor and the office manager, I said, "What could have been said is that Miss Joe ... Just say, 'Miss Joe, you're being so funny. Actually, what's really interesting is that we have tons of patients who are even in their 70s that are getting sealants because they don't want to have a cavity pop up. They're in a position where they are getting older, and they have to worry about taking care of getting a cavity or having a toothache. So if we can prevent that, it makes a ton of sense, right?'"
Speaker 1:
So, sometimes it's just a little bit of coaching and verbal skills that we have to do with our team members. But what's interesting is that we have these concepts that happen with doctors as well. So they'll say, "Well, a patient really can't afford to have these implants or this number of implants, and so we're going to give them an alternate procedure or we're going to recommend something different." And in your mind, you're saying that and you haven't even spoken to them. You haven't even told them what you feel honestly is the best thing for them.
Speaker 1:
What's really important is that when you start looking at talking to patients, you have to talk to them as if the money doesn't matter. Because the fact is that it really doesn't. Because if we're serving people and we're telling them what we really need from our heart, they see that we care, and you're going to have patients to accept the treatment that you recommend. And when they do, of course, the funds will come in.
Speaker 1:
Again, I just wanted to talk to you about purpose and passion. Because if our purpose and our passion is to be able to serve people, to be able to help them, to make sure that they're healthy, to make sure that they're going to have peace of mind, then it's really important that we are all in with that purpose and we don't let false beliefs and internal beliefs get in our way of doing what we know is best.
Speaker 1:
Another final point to leave with on this podcast is to find a bigger calling. Find a bigger calling in your practice that will have you to keep working really, really hard. It could be that you want to be the number one practice known for helping patients who have sleep apnea. It could be that you want to be the number one practice known for helping patients who have dentures to be able to get a note, another option to be able to eat and have confidence. So, you're going to do everything that it takes to be able to get out there and serve.
Speaker 1:
And, again, having a purpose and a why, getting back to the beginning of the doctor that did the Smile Makeover Competition, there is nothing that you can do that's more impactful than to gift someone a beautiful smile. So if you've not had an opportunity to start Project Smile, I encourage you to do that. It would really significantly allow you to be able to, again, connect with your team and to be able to change someone's life.
Speaker 1:
All right, guys. So that is it for today. Thanks so much for listening. If you've not already joined us, make sure you join us on the inside of our Facebook group, and that is deliveringwowhangout.com. All right, guys. Take care. Until next time, keep Delivering WOW.
I’m super excited to be joined by the CEO of Dentist Advisors, Reese Harper, on this podcast episode to talk about financial planning and how to create more wealth as dentists. We also explore why it’s so important for dentists to be prepared and educated when it comes to using a CFP to help them grow their net worth and retire on time.
Reese is committed to building a team of expert advisors who help dentists fulfill their wealth-building potential. He began his career in 2003 and is a CERTIFIED FINANCIAL PLANNER™. He also holds CLU® and CHFC® designations from the American College of Financial Services.
Reese’s investment in leading edge technology and his decision to focus solely on dentists has led to a powerful service platform where advice is given with greater precision at faster speeds. He is the host of the Dentist Money™ Show, a popular speaker at dental conventions, and a regular contributor to dental publications.
In this episode, we discuss:
If you want to find out more about how Dentist Advisors can help you with your financial planning, you can book a free consultation here.
To listen to The Dentist Money Show, where you can find more tips and advice on making smarter financial decisions, click here.
You can also access Dental Advisors’ amazing Financial Education Library for Dentists, where you’ll discover lots of resources and insights on investing, retirement planning, personal finance, debt management, profitability, and many more topics.
To find out more and to explore other episodes, click here.