How to Produce 30% More Without Adding Any Hours or Raising Your Fees with Curtis Marshall - a podcast by ACT Dental

(Audio)
How to Produce 30% More Without Adding Any Hours or Raising Your FeesEpisode #308 with Curtis Marshall
Work smarter, not harder! Increasing your hours isn't the surest way to produce more. And today, Kirk Behrendt brings in Curtis Marshall from Dental Intel to teach you how to produce 30% more in your practice. His secret is the morning huddle, and you can have more production without getting more chairs, working more hours, or raising your fees! For more on how Dental Intel can help you and your team, listen to Episode 308 of The Best Practices Show!
Main Takeaways:Working more hours isn't a sure way to increase production.
Data helps you know where you are so you can move forward in the right direction.Morning huddles are the secret to higher production.
Don't undervalue the huddle, and make sure your team is on board.Have good, accurate information.
Have actionable items and know what to focus on.Huddles should be quick — 15 minutes is almost too long.
Make sure your patients have a future appointment.Make sure your patients accept treatment.
Quotes:“[You can] produce more without doing what most people tell us, which is, ‘Get more new patients, open more hours, put more chairs in.’ That's typically the answer for producing more, is, ‘Well, you need to work harder,’ and that's not necessarily the truth.” (05:05—05:23)
“Why is data important in your life? The same answer is what we’re saying for dental practices. The reason why data itself is more important now more than ever is because it’s giving us the true, actual status quo, ‘This is what's happening’ whether you like it or not.” (07:04—07:25)
“If you don't know where you are today, then you cannot move forward in a timely fashion. That's why data is so important for every dental office in 2021 and in the future.” (07:58—08:11)
“The more information we get, the easier it is to be more productive. For example, when I was in high school, for weight training, the main thing that they did was said, ‘Go do bench and go do squats. You need to get really good at your bench and get really good at your squats.’ That's how they trained you on how to become better, faster, stronger. Well, now, what they're focusing on is plyometrics. They're focusing on core. They're focusing on the true things, because now they’ve tested and truly found out that it’s not necessarily — even though you want the big guns for the girls — this right here isn't where it’s at. It’s more in the core.” (12:45—13:31)
“The important information to know [about morning huddles]is, first, make sure everybody’s on board. The team members have got to be on board. Second is having good, accurate information. Lastly, actionable items, what to really focus on.” (15:52—16:07)“If I'm having a huddle, the main goal is to do, what? That's probably the biggest thing to realize when looking at the data, or the information, the reports, whatever it is, the discussion. What's the outcome that we’re wanting? Is it just to check off morning huddle? If it’s just to check off morning huddle, you will fail every time.” (21:04—21:27)
“The morning huddle is not to say, ‘Hey, we need to do better as a company.’ That is a meeting. That’s your weekly, monthly meeting with your office managers. That is not what morning huddle is for. It’s to say, ‘How can I better care for my patients?’ And there's really only one of two ways that we can take better care of our patients when talking about the morning huddle. Number one, making sure that they have a future appointment. Simple, right? Number two, making sure that they accept the treatment that we’re presenting them.” (22:48—23:31)
“New patients are not rescheduling, and we’re not discussing it. It’s okay that K.C. left without an appointment. My question is why, so that today we don't repeat what we did yesterday. And then, the follow-up is, ‘All right. Sam, the action item is for you to reach out to K.C. and make sure she gets a future...

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