Gems Publishing - March 2019

Gems Publishing - March 2019

The Difference Between Stagnation and Massive Success Part I

By Dr. Tom “The Gems Guy” Orent

After 20 years working with Dentists around the world, I’ve identified traits the super successful have in common as well as tendencies and habits most often found among the struggling. It’s not all black and white. There is some crossover. But for the most part, what you are about to read is an accurate depiction of what it takes to achieve peak practice performance versus why others feel “stuck” going nowhere fast. Change isn’t easy for most folks. Every once in a while, I remind my Gems Team that just about the only constant they can always depend upon … is that things will always keep changing! Do you have a local gym membership? How often do you go? WHY do you go? What are your personal health goals? What is your dream? Next time you’re there, take a close look at the other folks in the gym. HABITS OF SUPER SUCCESSFUL DENTISTS

members’ website and get on the phone with your Personal Gems Concierge once or twice a month … if you utilize your calls with your coach … you’re on the right track! But being on the right track is only the beginning! Look at those folks showing up at your gym week in and week out. Month after month, year after year. Do they look any different? For the most part, the answer is no. Ever wonder how a person can go to the gym regularly, even workout diligently, and never lose weight and/ or improve their overall fitness? “The most successful Dentists CHOOSE to do the things that may be harder and may require CHANGE, but they CHOOSE to do these things because they know in their hearts and minds that their PATIENTS WILL BENEFIT ...” The answer is really simple. They eat too much. Ask me how I know this!? I was overweight (fat) as a kid. I was the kid all the others made fun of. I was the only one in my elementary school grade who, when in line at the nurse’s office for annual height and weight measurements … the nurse would jot my weight down on a scrap of paper instead of saying it out loud (I really appreciated that too). I lost weight in high school but began gaining it back after dental school. By the time I was in my late 20s, I was 212 pounds. At 6 feet 2 inches tall, I wasn’t obese … but I was (much) heavier than I

Gym members fall into three categories:

1. DON’T KNOWWHERE THE GYM IS!

That’s right. There are (a lot of) people who buy a monthly membership to the gym and assume that buying a gym membership will help them get into better health and fitness! If you asked them how to get to the gym, they likely couldn’t find it … even with Google Maps! Turns out that studies have shown (just) buying a gym membership doesn’t make you any fitter!

2. VISIT THE GYM REGULARLY

Those who SHOW UP are on the right track. Figured out the analogy yet? If you are a Gems Family Member and you visit the

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... continued f rom cover

Dr. Cindy Wolt

wanted to be … even though I was very active physically, playing high- level volleyball and working out “at the gym” regularly. But that was easier than eating less! Unfortunately, it didn’t work. Today I weigh 172 pounds. Still 6 feet 2 inches at age 61. Still playing volleyball at a highly competitive level three nights per week against kids in their 20s and 30s. Playing nationally several times a year as well (upcoming tournaments in Connecticut, Ohio, and Utah). I still work out with a personal trainer. But my “TOBI” … THE ONE BIG IDEA that has allowed me to CHOOSE my weight … is controlling what and when I eat. Just showing up at the gym isn’t enough! Remember his 1962 speech? “We choose to go to the moon in this decade and do the other things, not because they are easy, but because they are hard; because that goal will serve to organize and measure the best of our energies and skills, because that challenge is one that we are willing to accept, one we are unwilling to postpone, and one we intend to win, and the others, too.” The most successful Dentists CHOOSE to do the things that may be harder, may require CHANGE, but they CHOOSE to do these things because they know in their hearts and minds that their PATIENTS WILL BENEFIT and ultimately they will be rewarded with PROFESSIONAL SATISFACTION and the ability to BUILD WEALTH for themselves and their families. I received an email from Wayne, one of our Gems Concierges, regarding a member he is trying to help. He told me about an online screen share and phone consultation with the member and the doctor’s team. The doctor was concerned that finances were getting tight and asked Wayne what he might recommend they do in order to stimulate revenue growth. Wayne had already been working with them recently on their TOBI (“The One Big Idea”). So he asked the doctor and team a series of questions in order to determine why that particular Gem wasn’t "working" for them. On Planet Gems, we call these questions a “Strategy Debriefing.” Walking through the actions taken step by step, helps us to determine whether or not there may have been a deviation from what should have been done. I won’t list every detail of their conversation, but the result was that 5 out of 7 questions were answered in the negative. For example, “Did you meet with your team once a week to work on this strategy?” “No.” “Have your team members been role-playing the verbal skills?” “Not yet.” “Are you filling out the challenge form?” “Nope.” I could go on, but I’m certain you get the picture. The REASON they aren’t seeing the growth they yearn for is that they’ve chosen NOT to take the actions necessary to reap that growth. 3. HOW PRESIDENT KENNEDY LANDED US ON THE MOON A TALE OF TWO DENTISTS. BOTH GEMS MEMBERS. Dr. A. (real name withheld to protect the guilty)

Cindy and her office manager, Abbie, are still relative newbies here at Gems (landed a little over a year or so). Yet their results and growth have been stratospheric!

Here is a brief glimpse taken from a long email Abbie sent:

“I know you haven't heard from us for a couple of weeks — we have good reason — which I WILL be sharing on New Year’s Eve — you WILL need to sit down for it …

“So prepare the Gems team, Dr. Orent, and Lisa Weber: Old Abbs rocked out over $125,000 of treatment in eight days — not just accepted, but paid all patient portions in full!!”

PART I CONCLUSION

The difference between success and stagnation is palpable. Whether you live at the Gems Retreats, are on the phone with their Concierge or Coach, or even communicate in an email … you can FEEL the excitement, the JOY, and the dedication expressed by Cindy (Dr. Wolt) and Abbs (Abbie, her office manager) as they share the stories of what’s happened recently in their practice. They are every bit as excited about their patients’ appreciation for better health and aesthetics as they are about the astounding financial increases they are experiencing. Of course, Dr. Wolt isn’t unique here on Planet Gems. Hardly. She follows a long list of doctors and team members who “get” that they’ve got to “do” some things in order to achieve their goals and live their dreams. Stay tuned for Part II in next month’s “New Frontiers of Dental Practice Success” Newsletter in which I’ll reveal a self-assessment quiz … an itemized “SUCCESS CHECKLIST” in order to ensure CRYSTAL CLARITY … and what YOU can do for yourself and your practice in order to achieve your goals and live your dreams!

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Just to clarify:

Team Bonuses: Pay Now or Pay Later?

• Cash is ALWAYS best. • A dedicated bonus check is second best but less effective. • Tying it in with normal payroll is bad. • And the winner for the worst possible outcome of all is (drumroll please …) paying bonuses using direct deposit. Just so there’s no room for confusion, you NEVER want to pay bonuses by direct deposit. Why? Direct deposit is “digital money.” It’s too ethereal. This is made crystal clear when you look at spending habits by payment method. Studies show people spend 18% more money when they buy something with a credit card or 8% when they use a debit card than when they use cash. Digital money is “pretend money.” It’s only slightly better than Monopoly money. You don't want the access to the bonus to be fettered or limited by needing to cash the check or going to the bank. You want to present the money in a way that conveys the highest perceived value ... Why? So they go and do it again. Cash carries a higher perceived value, which makes it harder to spend. That’s why it motivates. Cash (paid immediately upon hitting/ exceeding bonus) is motivation in its purest form. In order for the bonus to have the desired ongoing impact on behavior, your team needs to see, feel, and smell the money. In other words, the minor inconvenience of additional record-keeping pales in comparison to the immediate and lasting impact of receiving the reward exclusively as the reward. Incidentally, if you’re looking for guidance on creating your own team bonus system, please reach out to your Personal Gems Concierge and schedule a one-on-one call with Elizabeth, Dr. Orent’s wife, “The Engineer,” Davidson. She will go over your practice numbers, then design and write your Team Bonus System for you. Elizabeth will walk you step by step through the process of deploying this powerful strategy to spur accountability, inspire your team members to help your patients achieve their very best health, and, as a result, drive increased practice and revenue growth.

By Tom Rich, MBA, GG12 Senior Practice Analyst

It comes down to a question of effectiveness versus convenience.

No matter who you are, there's just something magical about getting a wad of “ready to spend” money. Don’t misunderstand; it absolutely needs to be reflected in their payroll, taxes, and your accounting. You should have people sign that they've received the cash bonus (including the date and amount).

Recently we’ve received several questions about team bonuses. Not so much how big they should be or what yardstick should be used to determine whether someone qualifies. The recent questions revolved around when and how bonuses should be paid. The answer, much to your accountant’s chagrin, isn’t rooted in accounting. Instead, it comes from psychology. Psychologists will tell you that in order for a reward to be effective and have a long-term impact on behavior, the reward needs to be given in very close proximity (timewise) to the action/behavior that generated it. In short, in an ideal world, your team bonus should be paid out on a weekly basis, as it is earned. By the way, Mondays are great days to pay bonuses.

The fact is that cash = excitement.

Why? Because cash = opportunity/freedom/ choice/security.

DON’T TAKE THE “TEETH” OUT OF YOUR TEAM BONUS SYSTEM! Although it may be more convenient to include the team’s bonus in their normal paychecks, it's entirely counterproductive. You don't want the bonus money buried in their normal checks. You also don't want them to start confusing what they made in bonuses with what they normally make. If you absolutely refuse to give a cash bonus, the next best alternative is a standalone check . It’s not nearly as effective as cold, hard cash at encouraging your team to continue to push for better results, but it’s better than burying it in their paycheck. "In order for a reward to be effective and have a long-term impact on behavior, the reward needs to be given in very close proximity (timewise) to the action/behavior that generated it."

Here’s the part that makes a HUGE difference: You should pay the bonus in cash.

Reading those words will make many accountants’ heads explode and cause more than a few Dentists to think that it’s “less efficient to process it outside of payroll.”

True … but that’s ignoring the entire purpose behind your team bonus.

The reason for a bonus is not to make it efficient for you to pay or easy to track for your accountant … your team bonus is there to incentivize your team to reach — and exceed — performance goals. You’re asking them to step outside their comfort zone and do more than they’ve done before, the achievement of which requires immediate and meaningful reward.

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APersonal Invitation FromElizabeth and Tom to JOINUS AT OURHOME FORDINNER Gems Insiders Circle Fall 2019 Mastermind Retreat

SAVE THE DATES NOW! STARTINGWITHDINNERWED 9/25/19 SESSIONS CONCLUDE 5:00 PMSAT 9/28/19

Please join Elizabeth andme for dinner at our home as we kick off the Fall 2019 gems family retreat! Save the dates! Block it off your calendar TODAY! Registration will open very soon.

Save the Dates! Over for Info

How to Sell More Implants in the Next 6 Months Than You've Placed in the Last 6 Years!

GOLDRUSH FLYER Included with this system is a DONE-FOR-YOU full-color 8.5-by-11- inch flyer. Simply add your office name and contact information. Then you’re ready to print and mail to every patient who has visited your practice within the last two years. In addition to the ones you mail, print an extra 1,000 or so and give them to your team to attach to the next day’s patient charts (or routing slip if you are totally digital), and hand them to each patient as you seat them. Your team member says, “Mrs. Jones, Dr. Smith thought this might be interesting for you to see. Even if it’s not something you may need, please take it home with you as you may have a family member, close friend, or relative who may benefit.” Most patients will oblige and take the flyer home. Most will end up in the recycling bin. But several will result in current patients (or new patients!) calling and ASKING YOU FOR THAT VERY TREATMENT! GOLDRUSH EMAILS We also provide DONE-FOR-YOU, customizable emails for you to send to all patients and prospects for whom you have an email address.

As dental professionals, we often mistakenly assume that our patients have a basic understanding of all that is trending in the field or an awareness of the changes that have occurred in recent years. Of greater concern is the fact that most of your patients haven’t a clue about the wide range of treatments and services you offer. And how would they know … unless you tell them? In fact, I’d say it’s our moral and ethical obligation to let them know how we can help. WHY DIDN’T YOU TELL ME YOUWANTED VENEERS?! Over the years, I’ve had a number of members tell me they were dumbfounded (their words, not mine … but appropriate!) to learn that one or more of their seemingly happy loyal patients went elsewhere for their porcelain veneer smile makeovers! How did these dentists find out? The patients returned to their original dentists for continuing recall visits! When asked (sheepishly) why they went elsewhere, the unanimous response from patients was, “Doc, I’m so sorry … I had no idea you even offered that here!” What if I told you there was a 100% DONE-FOR-YOU Gems Family Member internal marketing system that could efficiently make every single one of your active patients aware of whichever treatment or service you’d like to do more of? "'Doc, I’m so sorry … I had no idea you even offered that here!'" For example, let’s say you want to do more implants. Would you like a system that dramatically increases your patients’ awareness of the abundant benefits of dental implants while simultaneously DOUBLING or even TRIPLING the number of implants you’re placing? GOLDRUSH PATIENT MOTIVATOR SYSTEM We’ve created just such a DONE-FOR-YOU multimedia internal marketing system; it’s called “GoldRush Patient Motivator!” There are 36 different modules to choose from! For example, our GOLDRUSH 012 effectively raises your patients’ awareness (and consumption ) of dental implants. Every GoldRush marketing module has three different media tools you’ll need to increase your practice’s profitability AND substantially improve the quality of your patients’ lives. Take action using the GOLDRUSH 012 media tools below. Choose one GoldRush module on which to focus for ONE FULL RECALL CYCLE. You’ll enjoy maximum results if you deploy just two or at most three GoldRush modules each year. 4 InsidersCircle.com | 1-888-880-GEMS (4367)

GOLDRUSH BUTTONS Each GoldRush module has an associated wearable button. Just tell your Personal Gems

Concierge which module you’re about to begin, and let us know how many buttons you’d like (one for every team member). Once you receive them, make sure all team members wear the buttons every day in practice.

When you focus on increasing patient awareness of a particular treatment or service by deploying all three media (flyers mailed, flyers handed to every patient, and the buttons), you will enjoy a measurable increase in patients asking for and scheduling that treatment. To learn more about GoldRush Patient Motivator, reach out to your Personal Gems Concierge to set up a call with your Coach or go to InsidersCircle.com SITE MAP ADDITIONAL RESOURCES GOLDRUSH PATIENT MOTIVATOR SYSTEM (FLYERS AND EMAILS) GOLDRUSH 012 Implants!

pocket. Tom’s method is not only effective, but it serves as a reminder all day long.

Once you’re able to alter your mindset and focus on your team’s positive efforts, you MUST make sure you’re being sincere, honest, and timely with your acknowledgments. Say, for example, your Dental Assistant is helping you with a patient and anticipates which instrument you need before you even ask for it. In that moment, you should stop and praise him or her for being so detail-oriented and for making your job easier. Praise, especially in front of the patient, will be most appreciated. Catching your team in the act of doing the RIGHT thing will facilitate a more positive and enjoyable practice for both your team and your patients, which will prevent/ combat high turnover rates and keep your team wanting to help the practice and patients in any way they can. It will also help you recognize each of your team members’ strengths. This will allow you to better see if everyone is the right fit for their role and make adjustments if necessary. In the end, you’ll have a far better idea of how your practice operates — down to every last cog in the entire system! Lastly, the implementation of this approach at work will undoubtedly bleed into your home life as well. You’ll find yourself noticing and acknowledging all the great efforts put forth by your spouse, kids, and friends. That’s really the best aspect of being a part of the Gems Family: Everything you learn to help your practice has a REAL and DIRECT effect on your personal life as well. If you want more direction, be sure to walk through the process with your GG12 Coach!

Catching Your Team in the Act of Doing the RIGHT Thing!

By Ira Hirsch, Certified GG12 Coach

I want you to imagine for a second that you are a parent (if you already are, then you’re ahead of the game) … and you’re driving down the road with your two kids in the backseat. For once, your kids are playing with each other politely and quietly. While their usual M.O. is to scream or throw toys at each other, on this drive, they are sitting there like perfect angels. Rather than acknowledge or compliment them for their good behavior, you just continue driving. Isn’t that strange?! If they were back there fighting, you’d surely have something to say about it. But when they are behaving, you don’t say anything. If this story resonates with you, you’re not alone! The tendency to only acknowledge kids’ wrongdoing — or the “Gotcha!” mentality — doesn’t just exist among parents. It runs rampant in the workplace for any business! Throughout my career, I recall having two types of bosses: ones who would seek out opportunities to praise their employees when they did a great job and ones who would look for opportunities to constantly criticize when a mistake was made. While there were major differences between their leadership methods, the biggest effect their approaches had on their teams was that, with the first boss, we wanted to do anything she asked of us. With the second boss, we rarely wanted to go out of our way to do anything exceptional for his sake.

While it may not seem like it, when it comes to running a dental practice, you really have two types of people you are serving: your patients and your team. Just as it’s of the utmost importance for you to make sure patients are receiving the best care you can offer, it’s equally important for your team to feel appreciated for their work by having you catch them in the act of doing the RIGHT thing! Still, actually setting aside time to recognize each team member’s efforts is far easier said than done … especially if you’re a perfectionist like me! It’s just human nature to focus on mistakes rather than acknowledge competence. Luckily, Tom “The Gems Guy” Orent has a handy and helpful trick to help us remind ourselves to seek out our team’s exceptional work. Start your morning with five marbles in your left coat pocket. Throughout the day, if you acknowledge a team member for a job well done, transfer one marble over to your right

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Rosa’s Fresh Pizza The Power of Creatively Paying It Forward

One of the joys of running a successful business is the chance to give back to the community. We all have causes near and dear to our hearts. More often than not, the hardest part is figuring out exactly how to support charitable organizations of the less fortunate in our areas. But when a business finds a creative, meaningful way to give back, it can take off like a rocket. That’s exactly what happened to Rosa’s Fresh Pizza in Philadelphia. Mason Wartman held down a high-powered finance job on Wall Street before he made the decision to give up the world of investment for something a little more down-to-earth. “I had always wanted to start my own business, and there’s a bunch of dollar pizza stores throughout New York and Manhattan,” Wartman told TheTab.com. “I thought it was a concept I could work with here in Philly.” While Wartman thought he could serve up authentic New York pizza slices to the people of Philadelphia, he didn’t expect to start one of the city’s most viral charitable efforts. His story illustrates how you can create a way to give back that aligns with your business and ideals. As a result of their $1 slices and welcoming atmosphere, Rosa’s Fresh Pizza was already a place for homeless and low-income Philadelphians to grab a fresh, hot, and delicious meal. While this inclusiveness was always a core aspect of their business, they didn’t start a system of paying it forward until one customer inspired them to do so. “One day a customer came in after reading that we naturally serve a lot of homeless people because it’s affordable food,” Wartman recalled. “He tried our pizza and liked it. He asked us if homeless people ever came in short and didn’t have a full dollar. They did, and I told him as much. He offered to pre-purchase a slice for the next homeless person.” Apparently, this customer was inspired by a practice in Italy called “caffe sospeso” where customers purchase coffee in anticipation for those who may not be able to pay for it. After receiving the customer’s donation, Wartman placed a Post-It on the wall that would be redeemed by the next homeless customer. From this one small gesture, a revolution was born. THE MOMENT OF INSPIRATION

quickly. It’s very simple and they appreciate that. They appreciate the simplicity of participating and the transparency of the program. It encourages more involvement.” After the story was picked up by USA Today, it was shared far and wide. Today, Rosa’s Fresh Pizza gets dozens of donations every day. Customers love being able to help those in need, and they enjoy sharing kind words via those Post-Its. If you walk into Rosa’s, you’ll find hundreds of them plastered to the wall. Rosa’s is now more widely known for their creative way of paying it forward as much as they are for their affordable, tasty slices.

The program has served thousands and thousands of slices to homeless people throughout Philadelphia. It’s a staple of the community and a model for other businesses to follow.

HOW TO CREATE YOUR OWN GIVING PROGRAM

Look, there’s nothing wrong with simply picking a worthy organization and sending them a check. However you want to give back is welcome, but finding a way to help and inspire people can turn a simple donation into a movement. Paying it forward in a way that encompasses who you are as a company can yield huge benefits for your community. As you’re thinking about giving back to those less fortunate in your community, ask yourself if there’s a way to creatively inspire both your team members and your patients to join you. It may not result in feeding thousands of hungry people, but we promise it will yield something extraordinary.

FROM 1 SLICE TO MORE THAN 100,000

While Wartman didn’t put that Post-It on the wall with the intention of the program exploding, that’s exactly what happened. Once word spread of the concept, it took off like wildfire. “People from all over the world donate online and visit us in the shop when they’re in Philly,” Wartman said. “It’s a concept that a lot of people understand very

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We’re looking forward to seeing y’all at the Gems Family Members’ Retreat in Atlanta THIS month! We’ll do our very best to ensure that you experience a transformative time for both your practice and your life! 90-Minute GG12 Team Training Webinars: GG12 Team Training Toolkit Dental Practice Transformation members, please block out this monthly program on your calendar. These occur just once each month, but they could easily be the most important 90 minutes you and your entire team will invest. GG12 Office Hours: Twice each month, my office door is open for your visits. This is an opportunity for GG12 doctors and team members to reach me directly with questions about dental practice management. Gems Insiders’ Circle™ Quarterly Q&A Webinars: Four times each year, I’m available in the evening for up to 90 minutes to answer your questions about any topics of your choice regarding dental practice management.

GG12 and Insiders’ Circle™ Members’ Spring Retreat: The spring retreat is here! Doctors and team members often tell us they have never experienced anything like our retreats in all their years attending dental continuing education. Experience it for yourself and form a lifelong bond with other GG12 and GIC family members. Register now! March 8: 10:00 a.m. to 11:00 a.m. EST — GG12 Office Hours March 14–16: Gems Family Members’ Mastermind Retreat in Atlanta! March 14: GG12 Coaching Members’ Celebration Dinner March 20: 11:00 a.m. to 12:30 p.m. EST — GG12 90-Minute Team Training Webinar March 22: 10:00 a.m. to 11:00 a.m. EST — GG12 Office Hours March 25: 8:30 p.m. to 10:00 p.m. EST — Gems Insiders’ Circle™ Webinar For the latest up-to-date information about what’s happening on Planet Gems, go to InsidersCircle.com and click on “Calendar” (menu bar, top left of homepage). If you have questions, please contact your Personal Gems Concierge or call 1-888-880-GEMS (4367). Outside the USA and Canada, dial 001-508-872-0066.

Lance McIntosh, Canada Kyle Nawrot, Canada Jeffrey Cho, Canada Mark Fabey, PA Fred Dreher, NY Dennis Custer, OH William Eastburn, AL David Eurich, TX Shirin Fakhri, MI Edward Jackson, NJ Gregory Jungman, CO Mariana Conant, CT Rohn Falter, WA Steven Thompson, TN MarkWojciechowski, IL

MatthewHarris, UT Robert Scharp, MI Craig Aebli, FL Jennifer Crandall, CA Alvin Harris II, IL April Hearns, OH TomMachgan, WI CarsonWhittington, SC JimCaudill, KY Scott Frey, IN Bruce Greenstein, FL Joseph Kilman, FL Steven Sideris, CT Arthur Schlachtman, CA Steven Hechtman, MI Miroslav Stanic, CA

Kevin Bybee, OK Nick, Tucci, NY Jerry Martin, CA Kevin Norige, CT Steve Cobb, TX Michael Sisk, PA Erin Rautio, DE Robert Lum, CA Val Ludlow, UT Jerry Skaryd, MI Martin Chee, CA Sandra Seyfried, MI Daniel Bunn, NV TomHedge, TX Katrina McFadden, TX Bill Griffin, AL Ronald Hayes, PA Robert Holloway, IN

Justin Slager, TN TimothyWalsh, IL Leslee Yost, NE Vincent Augello, NY

James Watts, CT Theodore Rist, CA Greg Dale, MO

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Gems Inside

p.1. The Difference Between Stagnation and Massive Success Part I p.3. Team Bonuses: Pay Now or Pay Later? p.4. Recently Unearthed: How to Sell More

p.5. Catching Your Team in the Act of Doing the RIGHT Thing! p.6. Great Things Happen When Business Meets Philanthropy p.7. Happening on Planet Gems! p.8. How the Team Bonus Gem Changed Everything for Dr. Jarvie

Implants in the Next 6 Months Than You've Placed in the Last 6 Years!

The Gem Responsible for Helping More Than DOUBLE Our Revenue in Just 10 Months!

By Dr. Stephen Jarvie, GG12

Just over a year ago this month, I started my journey to seek out a coach to help me bring my practice back onto positive ground. I’d spent the last nine years trying method after method to bring my numbers back up, and I truly believe that if I hadn’t found Dr. Orent and his GG12 program, I might have lost my practice completely. While I consulted with at least eight other coaches, I found both Tom and Elizabeth to be the most genuine in their approach. They offered solutions that NOT ONLY helped my practice’s bottom line, but they simultaneously support my patients’ best health interests, my team’s abilities, and my personal life as well! If you’re a part of the Gems Family, then you already know that Tom encourages his GG12 members to follow the TOBI (The One Big Idea) EFFECT of focusing on just one Gem at a time. I started with the Team Bonus System, which was particularly fantastic because it brought my entire team in on the fun. We started the Team Bonus System in April 2018 and were seriously surprised at how easy it was to implement. “I can honestly say that I’ve fallen in love with being a Dentist all over again … and it’s all thanks to Gems!” This Gem helps every team member focus on his/her role, what kind of care they are providing, and — using Tom’s verbal skills — promote better dentistry to every patient who walks through our door. We enter collection and production numbers into a shared spreadsheet to ensure that everyone can see their goals and our progress — they can see what’s needed to earn their bonus! In less than a year, my practice has experienced dramatic results! Almost immediately, we saw a 15% increase in revenue compared to the previous year. Then in October — just six months after we started the Team Bonus System — we had earned 25% more than we did in the same month in 2017. As of February 2019 — less than a year

in — we’ve increased revenue by a whopping 60% over our previous record! We have more than DOUBLED our earnings in just 10 months!

In addition to helping my practice’s bottom line, the Team Bonus System helps my team members feel proud of all the hard work they do. The approach allows them to work autonomously toward their goals of educating patients about how to achieve better oral (and overall) health. The Team Bonus System made it abundantly clear which team members were 110% on board … and who was not (which Tom predicted might happen). In the end, I did have one team member who opted out and left … which was best for all involved. I’m now blessed with a team of passionate professionals who give their all to help our patients and our practice. Last (but perhaps most important), the Team Bonus System has helped revive my passion for dentistry. After feeling frustrated and stressed throughout the last nine years, I was starting to get burnt out. It seemed that no matter how many days I worked, my practice just wouldn’t get better. Since becoming a part of the Gems Family last year, I actually enjoy coming to work again. I can honestly say that I’ve fallen in love with being a Dentist all over again … and it’s all thanks to Gems!

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