Maximize Your Income by Mastering Super General Dentistry

[00:00:00] That is what separates somebody who is taking home most to seven figures and somebody who's saying they like dentistry but then I bring in home nearly that much because they are dealing with the ceiling of knowledge

[00:00:11] What money do I need to run my business or my associate?

[00:00:16] Absolutely, efficiently. Without understanding the numbers that go into our practice, we're not gonna survive. We're gonna wonder why don't we driving that type of car?

[00:00:24] Why aren't we having that renovated office?

[00:00:26] But I really like about being the Super Generalistie at some point in your career when you're doing these procedures, nothing faces.

[00:00:32] You can mark it all you want but if we're doing fillings instead of crowns that are needed,

[00:00:36] or referring out who can out or extracting those tea because we're not comfortable with those who can out,

[00:00:41] We wanna get it on their own bill. That's gonna hold the growth of the practice.

[00:00:45] But when you have a dentist that wants to embrace this cause wants to do it all, look left, look right, look at the quadrants.

[00:00:51] This is what's going to make dentists have a tremendous career. It's not about money. Money comes.

[00:01:02] Hello everybody, welcome back to dentistry beyond the numbers. If you can tell I am very excited to be here.

[00:01:11] Took a few weeks off my son and my daughter-in-law. I had a daughter which makes it my granddaughter, my wife and I granddaughter first-grandchild.

[00:01:18] We are over the moon just to share some good news personal. I have three sons that my wife and I raised and never had a girl in our lives.

[00:01:25] We're so excited and took a little time off, spent some time got myself situated but we're back to dentistry beyond the numbers.

[00:01:32] And we're going to engage in a 10-week program. The 10-week program is to really dive into what we talked about our first venture.

[00:01:40] The dental hamsa. Really this roadmap of having just a quality exceptional career.

[00:01:48] This is something that I've thought about for many, many, many years. When I first came out, I'll remind everyone I had a large practice in New York City.

[00:01:57] Still part of it and we had specialists. But I've seen through the years some of my associates, couple of them mainly have really embarked on the super general dentist.

[00:02:07] What we're going to term the super generalist. To me, the super generalist is a future of dentistry.

[00:02:14] And it is my observation through many years of having associates and what I've seen is and studied is that a dentist that allows themselves to be able to learn and seek the knowledge of really a well-rounded dentist.

[00:02:30] And if you look at the five digits, the five fingers in vizoline, root canal, crown of bridge cosmetics, surgical extractions bone ref.

[00:02:38] And of course, implant placement, the fastest growing procedure in our field. When you embark on those things, you are what I call really a super treatment planner or a comprehensive treatment planner.

[00:02:52] And what I mean by that is, well, we are a super generalist. I want patients to know that it doesn't matter to us whether we do a root canal or extraction and bone graft or an implant or a crown or an onlay. We do it all.

[00:03:09] So the only goal for us is really to do what's best for the patient. And it's so important when when we look at that situation because once you have adapted and I've seen young and old, I mean, I have, we are partners, I have associates that have embraced this concept and really understanding what it means to be a super generalist.

[00:03:33] Well, to me they have the most well-rounded dentist. You know when I went to University of Pennsylvania, the goal in life was to be a period prosthesis dentist to spend the program there and be a dual specialist.

[00:03:45] I think this is what it's about. This homesa puts us on the road map, as somebody to say, I really want to embrace all aspects. I love surgery. But I understand the importance of crown and bridge. I certainly understand the importance of clear liners.

[00:03:59] What I really like about being a super generalist is at some point in your career when you're doing these procedures, nothing faces you. You can do it all and you can handle it.

[00:04:09] And it's really fascinating to me how we will embrace this and use this as our roadmap. And I've said this before, you know, I look at how we're going to build our new patient load. Are we going to go out market more? Are we going to blog reputation but a, you know, put different videos. It doesn't matter if we up are marketing to 20,000 a month. What happens at the chair is what makes the ROI.

[00:04:38] You can market all you want, but if we're doing fillings instead of crowns that are needed. If we're referring out, who can out or extracting those teeth? Because we're not comfortable with those who can out. We want to get it under our own bill, our own production.

[00:04:52] That's going to hold the quality of the practice, the growth of the practice.

[00:04:56] But when you have a dentist that wants to embrace this concept wants to do it all look left, look right, look at the quadrants. This is what's going to make dentists have a tremendous career.

[00:05:07] It's not about money. Money comes. That patient will absolutely know exactly who is treating, planning them the right way and who is treating, planning them the way that they know that is what separates somebody who is taking home above 500 in close to seven figures and somebody who's saying they like dentistry, but then I bring in home nearly that much because they are dealing with the ceiling of knowledge

[00:05:34] whoever embraced and barfed on this career and wants to develop and gain that knowledge also understands finances. Because they're not going to come to work and run their business without understanding what goes into that business.

[00:05:48] What money do I need to run my business or my associate ship? Absolutely, efficiently. Without understanding the numbers that go into our practice, we're not going to survive.

[00:06:00] We're going to be sucking women for a long time. We're going to wonder why don't we drive in that type of car? Why aren't we having that renovated office because we as dentists need to understand that there's a tremendous difference between understanding and really embracing numbers tell the story.

[00:06:17] If the hygienist in that office is probing and advising scaling or re-planning and asking for certain procedures like in a rest in procedure or deep cleaning procedure, all those people are the hygienist really producing and generating numbers like in the past or are they not.

[00:06:38] The numbers from marketing really, you know, was spending 10,000 a month. Are we really getting a 3 to 4 to 1? Are the phones ringing? What are we doing? Let's understand how our payroll is being affected.

[00:06:50] We are going to dig into this hand like you've never dug in. I want to bring people in to make you understand the doctors, the teams that if you institute root canal therapy in your office, you'll do more crown of bridge than you've ever done in your life.

[00:07:06] Whether it be a socio-training, if you're young enough or old enough and willing to embrace it, doing root canal therapy is amazing.

[00:07:15] Doing in vis-align or clear liners or author brain and understanding the concept of occlusion will help you with future work. We're going to get deep into that.

[00:07:25] As medics, crown and bridge, if you can understand the concept of the curbs of Wilson and Spain and et cetera, and understand had deliver an absolutely beautiful case. You're going to be better for it.

[00:07:37] And of course, surgery, you know, every young doctor coming out loves surgery because it is absolutely rewarding when you could take out a tooth graft and put an implant in.

[00:07:48] And these are the ones that I see are going to embark on building great practices.

[00:07:54] And if there are associates coming into a practice, look at the talk about the integration of that today.

[00:08:00] Because to me, I'm seeing a lot of people being brought into practices and asking, how do I get in if there's a specialist? How do I do the work I want to do? We'll talk about that.

[00:08:10] But right now, I want to show you some.

[00:08:12] I have seen many dentists, let's bring up that act right. I have seen many dentists that are making some changes. I am very fortunate to deal with a number of dentists that I feel are really excellent clinicians.

[00:08:26] Now if I look at this act right and I see two number 14, and I'm an average general dentist. I probably wouldn't even address number 19, although we know what has to be done there.

[00:08:39] So if I'm a dentist who not sure about root canals and I'm definitely not going to take these teeth out, I'm going to refer almost this entire case.

[00:08:48] Because the tooth number 29 need to new root canal or right you look at the teeth in the anterior, they need crown of bridge, some of them need retreats or extractions and implants.

[00:09:00] The difference is that if somebody wasn't educated didn't have the confidence in the five procedures, this would be a punt.

[00:09:08] As opposed to somebody sitting inside and saying, look, the root canal is almost on 19 is almost through the furco with a large PAP. That tooth should come out graft and put an implant in the tooth number 29 will try to set.

[00:09:21] Toot number 14 probably too much decay to save, it's going to need a graft may after wait we'll put an implant in there. The point I'm making is somebody who came to this office is now being referred either out or to another room.

[00:09:37] Is so different than one of the super general doctors who have and she or he have embraced this concept of being somebody that refers out the things that need to be referred out.

[00:09:51] I'm looking at somebody who comes into the office and this office has always referred things out now you're coming in or I'm coming in or somebody's coming in is now hired as a dentist and they're fully aware this is a doctor who does those things now it's a.

[00:10:06] It's an office change the whole office is focused it the whole office is excited because now assistance one was system surgery the team wants to collect bigger cases production will be enormous.

[00:10:21] Case in point.

[00:10:22] Doctor goes into a practice true story doctor goes into a practice after five days this doctor produced close to sixty thousand dollars.

[00:10:34] Twelve thousand a day between ten and twelve thousand a day five days the owner doctor after three weeks.

[00:10:41] Produced close to thirty eight thousand.

[00:10:45] The difference of production between a super generalist and an excellent general doctor who refers everything out except fillings crown of bridge and partials in restoring teeth as opposed to being a.

[00:10:59] The dental Humsa.

[00:11:01] Believer the difference in production if you analyze that is a million one a year that's the difference if you analyze that the doctor just made himself difference from the other doctor of close to three fifty above what the other doctor was produced.

[00:11:18] So the difference of production is astronomical and the difference of quality will it should be no different.

[00:11:27] And that's what we're going to get into today a little bit and that is you know the integration process but the entire office needs to understand.

[00:11:36] What it really means to bring in somebody like this oh doctors that is that a is that a feeling no that's not a feeling that's going to be a quadrant of on list I said this before and I'll say it again to you doctors.

[00:11:47] I love on list. I love it because if you tell a patient that we want to put in a personal filling that's going to last a long time and prevent root canal down the road.

[00:11:58] They will do that as opposed to another filling that put in tail the possibility of drilling on that too too many times causing desiccation causing the need for root canal so it's just simple quality of dentistry.

[00:12:12] We are moving to the quality or dental of the standard of dental care. It's really exciting if you say that the better you are is the better it is for your practice and profession because you're bringing in a lot more of the.

[00:12:29] And if you take that extra just from that one extra how about missing tea partial versus implants if we're not even going to give them that choice are we really delivering quality dentistry.

[00:12:39] And if we don't have it in our office are we going to refer it out and risk loss of income specialist have a place please don't don't think not specialist have a place.

[00:12:51] But I believe specialists should be doing specialty work today all on access signus lifts but the super generalist it's his or her career to advance to me should be doing things that they feel very comfortable and can bring it to the absolute level of where would be if you send it out to a specialist and they really on a single to the implant it's integrated it's straight it's beautiful.

[00:13:16] It's done doesn't matter how many years we spent in school if we use a guide if we use this printed spent you know it goes in.

[00:13:26] So it's very important to understand we as dentists as we go and embark on our career we are fine tuning on skills and learning our practices and learning what it means to run a practice it also.

[00:13:40] Is an issue you know I'm going to tell you why the interesting thing is the issue is as good as we think we are and I'm not talking personally I'm talking for you the super generalist.

[00:13:54] The amazing super generalist that reached an unbelievable level of production unbelievable level of knowledge if you go into a new office.

[00:14:02] You can't score a chair this office you coming into has specialist has has a lot of people that that are focused on sending people to the specialist whether it be a pre-molar rucanow or a simple extraction and bone graft that dentist was referring everything out

[00:14:21] I do believe that the aspect of integrating into a practice is so important.

[00:14:27] Those first few days doctors that you walk in you the well trained doctor that has an ego needs to check it at the door because you're walking into somebody else's home.

[00:14:39] And you have to go and like I like to say you crawl you walk you run you don't come in and start ripping apart the whole scenario and the whole the whole aspect and philosophy of the practice.

[00:14:54] If you come in and start treating planning everything your way you're going to make some enemies you're going to make some relationships that will struggle to get back on the right track when you walk into that office there's a plan there's a philosophy learn it then start instituting your.

[00:15:09] For super general powers of doing a lot more procedures what happens when somebody has a specialist I'm really a firm believer in that you come in you want to learn.

[00:15:22] You want to you want to really get in the good graces of everyone but you also want to learn if they have a period on a surgeon who are doing some logic cases send them a case send them a simple case tell them you want to learn how they're doing it.

[00:15:37] It's sort of like you know tipping the major date.

[00:15:40] I mean in a higher form and what I mean by that is you want to great see and you want to be remembered and you want to be respected.

[00:15:48] If you come in and take those implants right away you have just disintegrated that possible relationship but if you go slow.

[00:15:55] Eventually you're going to tell them that you're trained to do implants you're going to tell them that you're ready to do or her you're going to ready to do some more cases and slowly you'll have a fan.

[00:16:05] Because the avenue is open and if there's a logic case with some sinus lifts maybe an all on X refer it.

[00:16:13] Study it learn it remember this is a marathon not a sprint and if you really like the practice.

[00:16:22] Just take.

[00:16:23] Take a time win over the team educate your staff your team that how you want things talk to the hygienist how we're going to integrate these procedures into our on material and we want to make sure he or she knows that so they could talk about it.

[00:16:40] Well, let the doctor talk to you about this because I know Dr Jones he's going to be wonderful she's going to be fantastic they do everything really yeah everything they're great.

[00:16:50] And that's what we want to do we want to integrate this situation so which really a situation where we're at the peak of our ability to grow.

[00:17:00] A peak at our ability to really really take command of the practice I feel like I see so many things coming on and associates asked to do this and that.

[00:17:10] But really you need a focus your focus is to get respect.

[00:17:15] Well, the first thing an office needs to know is this doctor is going to deliver quality care to our patients once that happens.

[00:17:22] You got referrals once the specialist feel good you got what you need let it come to you don't think day one you got to produce 20 grand.

[00:17:29] Day one you've got to be accepted day 21 you're going to be doing great work.

[00:17:37] So it is not just going in there and you know just doing everything it's learning to philosophy you know making people realize that we are here to build the practice to grow the practice yes to make a lot of money yes to build our careers.

[00:17:50] But we want to do it the right way integrate do not disintegrate that practice and from there we will gravitate our knowledge our earnings in our career so with that.

[00:18:04] My goal is really can really build you there are certain things that I haven't even touched on.

[00:18:10] And that is the building of communication I've said this many many times I wasn't a surgical general dentist I had a specialist if I could do it over again I would learn how to do implants because to me.

[00:18:22] I was too gracious to my specialist they were great they were the best I loved working with them but at the same token today we need to learn how to do implants because implants became much more much more easy to operate more defined more definitive with.

[00:18:38] The advent of surgical printers surgical stance and do it chair side and do it same day it's amazing communication will get us those cases knowledge gained.

[00:18:48] I mean we're embarking on a situation where you're going to be able to go at learn this learn this and so much knowledge integration of the procedures in our office.

[00:18:58] And carrying out fantastic results from our chair is so much to do in dentistry so much to learn but to have no ceiling of knowledge to have no ceiling you could keep learning and learning and learning it's the true meaning why we call it a practice.

[00:19:12] Because we can learn so much and when we're done with that there's more innovation there's more technology AI is coming you know very important to understand that this is.

[00:19:24] A career not a month next episode we are going to have Dr. Dan German and I'm hoping he will be the first one up in the reason is because if you look at a homesa clear aligners is number one why is clear aligners number one.

[00:19:38] You know I believe clear aligners is foundational for us to do clear aligners we need to understand occlusion we need to understand form and function and that takes us to the next level.

[00:19:53] Foundation, Rookin Altherpy what it means for a doctor to be able to do Rookin Al. On a vital tooth and that same day post it in chronic.

[00:20:02] What it means for a doctor to do it and not lose that patient.

[00:20:06] Out the door to a referral that we can do it not torture us not.

[00:20:11] Calcified not a retreat I'm talking straight Rookin Al's from 2 to 31. I think we can learn how to do that especially with the advent of rotary we're going to bring on rotary experts to understand the importance of integrating that into the practice.

[00:20:25] Crownabridge cosmetics, surgical extractions and prosthetics of implants implant placement.

[00:20:32] So we're then going to embark on the practice itself.

[00:20:35] Understanding the necessary needs for this that need to understand the concept of doing these procedures the foundation the phase one phase two.

[00:20:44] And how that could be used to sell or to treat and plan and then sell a case to a patient. I need a lot of dentists and I find for the most part dentists are very smart, very educated and know their business.

[00:20:59] They want to practice efficiency. They want financial.

[00:21:05] Sustainability.

[00:21:06] We want practices that we walk in and we say oh it's not a 50 it's a very productive day it's not 15, but it's 12 today is 22 tomorrow's whatever the numbers may be.

[00:21:19] It makes us happy.

[00:21:20] What if a dentist feels their number is that makes them successful and that's what it says.

[00:21:27] The man who a woman who's happy with their plot whether their plot is a $5,000 a day or a $25,000 a day they are a successful clinician.

[00:21:36] That's my opinion you want to grow it that's what we hear for it work like balance so important.

[00:21:44] I respect so many people that we're able to keep that throughout their career and continue to do that.

[00:21:51] Kudos it's amazing and it's really what you're looking for in life, especially as I started my family is expanding my work like balance needs to be better.

[00:22:03] And a great exit no matter how we exit I want to give you the best exit and if I can embark a little bit of knowledge that I've had a number of transactions we've gone through that.

[00:22:13] So if I can help you please reach out. I want to put in front of you my listeners the best best way and the avenue to really grow your personal personal advancement, your personal gain and eventually what you look for in your career.

[00:22:31] Everyone is different not everybody drives in Mercedes but the one who's driving Alexis is very happy or a Toyota as long as you're happy that's the best.

[00:22:43] And that's what we go for that's what we wake up for all I know is what's done at the chair.

[00:22:49] I'm not an expert in marketing, I'm not an expert in buying supplies.

[00:22:54] I believe I'm an expert in building dentists to the peak of their careers and helping practices gain and revenue and subsequently exiting.

[00:23:05] So that's what we're going to do. We're going to be embarking on so much knowledge that it is going to be great and one day I will tell you a little secret.

[00:23:16] I really believe there should be a residency either at night once and once a week over a three year period that teaches dentists every one of these digits.

[00:23:28] And when you come out of that three year program you are knowledgeable in every aspect think about that you come out knowing how to treat almost every situation at your chair.

[00:23:47] How amazing with that being really I think that's the future.

[00:23:52] I hope I like it and I think about it and by the end of this I believe that if you need help you'll call me but if you go back and take these lessons from great people that are going to come join us you are going to elevate elevate like I like those eights.

[00:24:11] Integrate don't to sit a centigrade and elevate your personal growth that's what we're in for that's what we're going to embark on and that's what we seek on dentistry beyond the numbers. I'll see you there. Thank you so much.