Katherine Eitel

I recently got back on my bike for a 22-mile ride after a 2-week absence... and it wasn't pretty. Tom and I were riding with his friend and experienced cyclist, Terry. It was a cold, gloomy morning and I had not slept well the previous two nights. But, the biggest problem was the wind. Another "first" for me: Wind so strong I had to pedal going downhill! With my already low energy reserves... I was more than struggling to keep up (and just in case you were wondering... my brakes were NOT on.)

I told Tom and Terry to go ahead. I was enjoying my ride but knew early on I would not be able to keep up. However, if I'm honest, it did feel good to see Tom ahead occasionally waiting on the side of the road to make sure I was okay, to notice Terry circle around behind me to check on me and then, as he passed me again, to slow down beside me and ask if I was "all good?" At one point, Tom slowed down ahead of me and pointed to his rear tire which was my signal to "lock in" behind him and draft off his bike which eased my effort (he told me later) by roughly 30%.

This experience reminded me of a time last Fall when I saw a flock of geese coming over my horizon, two groups seamlessly heading south for the winter, effortlessly aligning themselves into one cohesive group, a new bird sliding in to take his turn as the leader, soon to be replaced by another when he tired. I thought how much this family of geese, and their strategies to ensure the survival and ultimate success of their entire flock, was akin to my friends, colleagues, and loved ones who circle back around me, taking the lead when I tire, encouraging me forward, never once considering leaving me behind... knowing there will come a day when I will take my turn in the lead.

Later, I Googled this phenomenon with geese and found the following facts. Nature ultimately makes no mistakes and I hope you will enjoy the inherent lessons for all of us embedded in Mother Nature's classroom. This Thanksgiving weekend, I'm once again grateful for the gift of work that makes a difference in the world within such a rich network of people. I deeply love this connection we all have out here in the ether ... on "the cloud." What an amazing time to be alive! Happy Thanksgiving to each and every one of you!

Fact One: As each goose flaps its wings, it creates an "uplift" for the other birds to follow. By flying in a "V" formation, the whole flock adds 71% greater flying range than if each bird flew alone.

Fact Two: When a goose falls out of formation, it suddenly feels the drag and resistance of flying alone. It quickly moves back into formation to take advantage of the lifting power of the bird immediately in front of it.

Fact Three: When the lead goose tires, it rotates back into the formation and another goose flies to the front position.

Fact Four: (My personal favorite!) The geese flying in formation honk to encourage those up front to keep up their speed.

Fact Five: When a goose is sick, wounded, or shot down, two geese drop out of formation and follow it down to help and protect it. They stay with it until it dies or is able to fly again. They then launch out to catch up with the flock or rejoin another formation.

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Linda Miles

During the procedures when staff members are alone with the patients, are they encouraged to "talk dentistry" or do they spend 75% of this opportunity chitchatting socially? In the new roles for the dental team, offices that excel in communication skills spend 75% of their time "talking dentistry" and only 25% talking socially. Case acceptance increases tremendously!  

This "down time" when the dentist is out of the treatment room is a wonderful time for the staff members to educate the patients on dental procedures and the exciting products such as cosmetic whitening. So many dental professionals have a tremendous hang-up about the word "selling". They need to get over it and believe that connecting their patients with wonderful products and services is what the visit is all about.  

In fact, in one of my seminars entitled "The Art of Selling Dentistry"; I reiterate the importance that "selling is serving"! As amazing as this misconception is, it is the professional who is afraid of being labeled a salesperson who is actually the worst customer a sales person has ever seen when they are the customer.  

Maybe, just maybe, there's a connection here? Most people who enjoy selling have total respect for those in a sales position, they also have total respect for the person being sold and "selling" or serving comes easy for them.

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Jan Keller

Have you ever participated in a treasure hunt? Enjoyed the challenge of uncovering what is right in front of you, or hidden in a drawer or closet? Today is the day you should start a treasure hunt in your office.

Here's why. In today's economy, many dental practices are looking for ways to increase, or just maintain, previous levels of production and collection. One answer may be "hiding" under their noses... literally.

When was the last time you conducted an in-depth review of your patient charts, and the hidden treasure they hold?

For instance, how many of your patients are in need of updated x-rays? How many need a restoration, but have fallen through the cracks, either because they did not schedule at the time the treatment plan was presented, or because they cancelled their appointment and then fell through the rescheduling cracks? Successful offices use a tickler system to follow up on incomplete treatment, and with patients needing to reschedule treatment. In addition, they do NOT wait until late in the year to contact patients regarding unused insurance benefits.

Why wait! Uncover the hidden treasure in your patient charts by following this simple 3-step process:  

1. Audit your patient charts NOW for recommended treatment that has not been scheduled or completed.
2. Put a plan in place to contact these patients and give them an opportunity to complete treatment before additional treatment becomes necessary, or more expensive.
3. Use your internal credit guidelines to support your staff in successfully negotiating payment arrangements that offer flexible and affordable payment options.

If you're thinking, "No one can afford treatment these days," think again! Never judge someone else's ability - or willingness - to pay. Ask! Give them an opportunity to say yes, and fill your schedule with willing and motivated patients.

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