Dentaltown March 2021 - 32
dentistry uncensored
highlights
Dr. Howard Farran: " What letter grade would you
give the average dental office in America? "
Jay Geier: " Probably a D, because of the 'default' culture.
If this is the first time you've ever thought about culture, that means
you don't have an intentional culture, you have a default culture. "
feel-good stuff-a rah-rah rally? Or will
it affect my practice and the bottom line? "
JG: Let's turn this around and think
about the typical doctor who goes to a
seminar, gets a great idea and tries to
implement it with a team but it doesn't
go anywhere. That is a reflection of your
relationship with those people.
Trust is the greatest accelerator of ideas.
A lack of trust causes no movement at all,
and things are very, very slow. Imagine if
you had a culture where every time you
had an appropriate idea, that culture would
absorb and execute that idea. That's kind
of the fantasy that any leader would have.
HF: " Trust is the greatest accelerator. "
JG: A lot of people don't realize the
reason your team doesn't do what you ask
them to do is that they don't trust you.
DT0321_SI_Podcast-Transcript-sm_V2.indd 32
HF: When you come back from a
seminar all excited and say something,
they'll roll their eyes because they know
it's going to be just like it always has, given
enough time. They always say, " Well,
nothing's ever going to change. "
JG: Because they trust in that more
than something else.
HF: Do you think the average dentist
out there has the tools? Is it a trainable
skill to be a leader and have a culture
that's intentionally designed, as opposed
to default culture?
JG: All of these things can be learned.
The question is: Are you willing to put
in the work? So much of this is about
submitting and not thinking you know
everything.
HF: Dentists think, " I know there are
so many things wrong with our office-
people get upset, leave bad reviews, don't
come back-but I'm just going to double
down on marketing. I can burn and churn
50 new people a month and none of this
matters. " Where would you prioritize?
Marketing, technology, consulting?
JG: I've identified an absolute correct
hierarchy, and No. 1 is human capital
capital.
When you talk about your team, that's
human capital. You can be a great coach
but if you've got no talent, you have a
problem. So, normally we look at human
capital fi rst. For instance, if your phone
ratings are correct, go market.
By the way, many people think just
because a marketing company is recording
your phone calls, that constitutes training
your team. That's not true. Anyone who
2/18/21 2:38 PM
Dentaltown March 2021
Table of Contents for the Digital Edition of Dentaltown March 2021
Dentaltown March 2021 - Intro
Dentaltown March 2021 - Cover1
Dentaltown March 2021 - Cover2
Dentaltown March 2021 - 1
Dentaltown March 2021 - 2
Dentaltown March 2021 - 3
Dentaltown March 2021 - 4
Dentaltown March 2021 - 5
Dentaltown March 2021 - 6
Dentaltown March 2021 - 7
Dentaltown March 2021 - 8
Dentaltown March 2021 - 9
Dentaltown March 2021 - 10
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Dentaltown March 2021 - 12
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Dentaltown March 2021 - 38
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Dentaltown March 2021 - Cover3
Dentaltown March 2021 - Cover4
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