481: How to Do Profitable Non-Selling Dentistry with Dr. Pat Lillis - a podcast by ACT Dental

from 2022-10-05T03:00

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How to Do Profitable Non-Selling Dentistry

Episode #481 with Dr. Pat Lillis

You don't need to be pushy to be profitable. And to help you get more yeses without the hard sell to patients, Kirk Behrendt brings back Dr. Pat Lillis to share his secret formula to profitable procedures in a non-selling manner. With predictability and a strong team culture, you can increase production without increasing your workdays! To learn more about profitable, non-selling dentistry, listen to Episode 481 of The Best Practices Show!

Episode Resources:


Main Takeaways:

Start with a vision.

Predictability is the key.

Don't sell dentistry to patients.

Master the posterior restoration.

Cultivate your team and your culture.

Educate your patients, then back away.

Quotes:

“Without vision, it’s almost like we waste a lot of time in dentistry. And we only have so many years and hours and days at the chair. So, I think it starts back to vision.” (4:16—4:28)

“The holy grail of dentistry, to me, is efficiency, predictability, and time.” (6:28—6:33)

“When you're doing your procedures, you should take a stopwatch and you should be able to time that down to the minute of when you're going to start and when you're going to stop. And if that is not predictable, then it’s time to start looking at that procedure, if it’s really a good idea to keep in your armamentarium and your practice. Now, if it gets you out of bed in the morning and you love it, great. Go for it. But it’s really homing in that predictability. But the posterior crown, the posterior implant crown, the full-mouth reconstruction can be as well. As long as you can predictably know where you're going to end up before you start, that's the holy grail of dentistry. That's how you become profitable.” (7:12—7:52)

“For me, in my hands, it just wasn't efficient. It’s more efficient to do the same four or five procedures — which I love to do anyway. I know when I'm going to start and when I'm going to stop. That, to us, is we just turn and burn. So, you go from one crown preparation to the next crown preparation, to the next one, to the operative procedure. You pre-block your schedule out where you're just going to do crowns and major stuff in the morning. Then, you're going to do operative dentistry in the afternoon, sprinkled in with exams pre-booked out. That, to us, has been a very, very efficient model. And it took us from working four days a week all the way down to three days a week, and still producing the same numbers as we were when we were doing four days a week...

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