Compass Points

What's your "pre-shot" routine? Do you have a way of calming yourself before you engage in difficult conversations or situations? Are you taking a moment to compose yourself before you walk in to see a patient? Samantha Jones welcomes back Dr. Dave Striegel for this invaluable conversation about preparing to handle stress. Dave has worked with elite athletes, military special forces, Fortune 500 executives, and dentists for more than 25 years. He knows a few moments of preparation before high-pressure situations can have a dramatic effect on their outcomes. So lower your stress, and have a listen!

Sales - Expenses = ProfitEasy enough equation, right? Dental CPA Drew Hinrichs is here to assure you it's not quite that simple. Drew has worked with more than 500 dentists, helping them navigate through complex tax and financial issues.In this episode, Drew gives advice about strategizing expense accounts and better managing the flow of funds through your practice. What percentages of those funds are allocated for payroll, taxes and operating accounts? Working exclusively with dentists, Drew helps map complete financial plans to maximize financial freedomAn industry leader, Drew has co-authored the book "Profit First for Dentists" (available on Amazon). You can check out their website www.engageadvisors.com, and fill out their contact form to set up a call.

Do you have an employee handbook, or manual that contains protocols, ground rules, and operational guidelines for your practice?The next question is, where did it come from?Kara Kelley is a dental HR expert, and she's seen and heard it all. She is the founder of Clinical HR, and helps dental practices set strategic goals, draft employee handbooks, and develop pay structures.Kara prides herself on turning dental practice owners into dental practice leaders, and her guidance is vital to avoiding mistakes in hiring and employment protocols.In her work, she's found that many practices are guided by poorly written or dated guidelines. There was the practice that simply used the handbook left by the previous owner. As Kara explains to Samantha Jones (with a colorful story or two!), operating this way can lead to serious legal trouble.In this episode, Kara shares some great reminders about responsible communication, and keeping all of your employment guidelines in check.Give it a listen, and don't forget to check out her website: www.clinicalhr.com.

It's a busy day ahead in your practice. Maybe you're walking into a heavy case load, and you need to be prepared to take care of your patients.But are other large concerns looming in the back of your mind? Do you ever find yourself wondering (and worrying):"How are we going to stay on time today?""Are we on pace to make our goals?""What about that new hire we're not so sure about?"Trying to balance the business end of running the practice with the need to care for every patient can raise your blood pressure quickly!This is where a little advice from Dr. Dave Striegel can be of great use. Dave earned an advanced degree in sports psychology. During his 25 years as a performance coach, his clients have included Fortune 500 executives, military special forces, professional athletes, and dentists.Dave understands that dentistry is a profession loaded with its share of stressors, and encourages mental and physical awareness in situations when we face pressure. He draws parallels between how athletes and professionals (dentists!) can prepare and alleviate stress. He is a big believer in having a "pre-shot routine" for those moments where are brains sense the threats that can knock us off our game.Take the time to listen to this episode, be more prepared for the challenges that are always ahead, and learn how you can ease the pressure. As Dave will remind you, don't forget to breathe!

Have you ever thought about taking your dental expertise on the road? Showcasing it on stage, and sharing it with others in the industry as a speaker?In this episode, Samantha is joined by speaking guru Vanessa Emerson.Founder of Dental Speaker Institute, Dental Speakers Bureau, and The Dental Speaker, Vanessa has been recognized as one of the top 25 women in dentistry by Dental Products Report. She is the go-to person for meeting planners, and works with dental professionals to showcase their knowledge at events around the country.Vanessa gets clear about considering your vision when structuring your role as a speaker. Do you want to make it your side business? Part of your retirement plan?It's all possible!Get advice from an expert about making a plan for sharing your knowledge with the dental industry.

Hiring high achievers is the goal of any practice. But finding and bringing on highly motivated, driven people is only the beginning. Once onboard, proactive communication is critically important with these extremely valuable team members.In this episode, Sam is joined by Aunica McMullen. While a standout volleyball player at Pittsburg State University, a medical experience forced Aunica to make adjustments to her life goals. After completing her degree in strategic communications in just 3 years, Aunica went on to receiver her masters degree in only one.Now as a communications director for a Kansas City company, Aunica has become an expert in hiring and communicating with high achievers. Her important advice for leaders is to recognize the unique values these employees bring to the team. This means clearly defining expectations, strategizing their roles aside other team members, providing feedback, and using proactive communication to best harness their strengths in achieving goals.Her knowledge is invaluable to any leader in a hiring role, and applies especially to goal-oriented practices who seek a thriving, vibrant team culture.Don't make your next hire before listening to her advice!

It seemed like a typical situation for any treatment coordinator. The new patient pulled into a parking space, walked into the practice, and went back for his comprehensive exam.Except the situation wasn’t typical. The patient arrived in a loud, rusty, beat-up truck. He stepped out to reveal a long, bushy beard… His stocky 6′ 5″ frame was wrapped in a pair of dingy, well-worn overalls.Sitting behind my desk, the wheels of bias were already churning in my head. How would this guy react to the diagnoses? How could he possibly afford treatment? The prejudgments obscured any realization that I was about to make the largest, most regrettable mistake of my dental career.In a practice geared toward KPIs and specific production goals, I kept a prideful eye on my case acceptance percentage. I could get a “yes” out of any treatment conversation. But this guy? No way. Big bearded burly man was about to blow a hole in my shining record of success. That was all I cared about in the moment. And it’s why bias and prejudgment is such an important problem to address in dentistry.After his appointment, the doctor dropped a $10,000 treatment plan on my desk. $10,000!? For this guy?! I nearly scoffed as the doctor turned away.It’s still hard to recount what happened next. The patient sat down before me and surely read the doubt in my eyes…He heard the bias in my short explanations. He sensed my impatience with his questions, and ultimately, I didn’t even offer him an appointment.And then he gave me the response I clearly deserved:“Samantha, the doctor told me that this is what I’m supposed to do. So this is what I want to schedule for. And I want to pay you today, so that I don’t have to see you when I come back”.I can’t fully explain the regret I felt as he slapped a $10,000 check on my desk and walked away. I promised I would never treat someone that way again.And it reminds me as administrators, our job is simple;We present the information about the investment,We explain the treatment opportunities for the patient.We work with the patient to find an appointment.That’s it! The key takeaway: We must find actionable ways to quiet the biases that. pop up in those moments. Whatever our role in the practice, we must be total advocates for those we serve. No matter what they drive, how they dress or look, they are our patients, who have chosen to trust us with their care. And we must to our best to honor that trust.For more ideas and perspective on dentistry, check out our website: www.compassdps.com

How do we get patients to say "yes" to treatment that ranges beyond the scope and cost they had expected?In this episode, Samantha is joined by Starr Patterson, an expert in most roles in dentistry. Starr has served as an assistant, hygienist, treatment coordinator and office manager for practices in the Midwest and Southern United States.Starr talks about redirecting her education and career path at the age of 17, while working part time for an oral surgeon. Her first "thrown into the fire" experience came when she was ask to step in and assist during a surgery, cementing her interest in dentistry. She has pursued a wide-ranging career in dentistry for three decades since.One of her earliest "light bulb" moments was assisting in a case that involved more invasive, expensive treatment than the patient had anticipated. From that experience, Starr developed a methodology called "Teach, Not Tell". Using technology and carefully crafted language and analogies, Starr began an approach of providing patients with a deeper understanding of their oral health. Her ability to gain patients' trust and meet them "where they are" helped her practice achieve a 99% case acceptance rate.Learn her three components of educating patients in a way that makes case acceptance nearly automatic. Once mastered, the "Teach, not Tell" methodology will benefit case acceptance, collections, and overall patient perception of the practice.

Get to know our host, Samantha Jones. Sam is an expert in every aspect of running a dental practice. She's coached practices across the country in the administrative and clinical systems critical to thriving practices. This is the start of a podcast series dedicated to giving ideas and perspective for peak practice performance!In this episode, Sam addresses the importance of intentional communication between our team members and with patients.