OK… now back to our regularly programmed dental talk…
Work, work, work…
Any fans of “Blazing Saddles” by Mel Brooks? It’s probably one of the most quotable movies ever made. It’s also likely the most politically-incorrect movie. But, I enjoy using a Blazing Saddles quote in conversation when the opportunity arises. Some get it. Some don’t. If I offend with this… well… it’s my party.
While the first part of this year has been quite slow, recently the pace has picked up at my practice. I’ve been working at a pitch while not unprecedented… it has been a while since I’ve worked this hard. Work, work, work. It reminded me of this Mel Brooks line in Blazing Saddles.
Fight the Recession by Just Saying Yes!
Why am I busier? Dumb luck, most likely. And, I realize it may be VERY temporary. But, part of it may be learning and reminding myself to JUST SAY YES. Many of us dentists are our own worst enemies. We talk our patients OUT of more treatment than we do INTO. Yes… I just ended a sentence with a preposition. Again… my party!
Sometimes we dentists feel like we have to fill every single second of time with words. We hate silence. Some patients just need a moment to process what is happening and ponder their decision.
But, nooooooooo… we dentists have to keep on talking! Rather than add anything of value, we just keep blathering and ultimately confusing patients. “Why is he talking so much?”
Anyone who knows me will probably agree that I can be guilty of this!
In the sales profession… YES, we are in sales… there is a saying, “He who talks first, LOSES.” I think that applies to dentistry. Maybe, “He who won’t shut up, LOSES.” is more apropos. Again, I know I’ve been guilty of this. Furthermore, we dentists are often guilty of using the “Aim, aim, aim…. aim some more…. aim again… then fire.” So, when a patient is READY for treatment, we come up with reasons to postpone it. “First we have to _____. Then we need to ________.” Even for restoring a single broken tooth, we’ll do this. “Suzy will schedule you for that.” What about NOW? Or as Tony Robbins would say, “When would now be a good time?” Oftentimes, the patient is ready, but the dentist hesitates.
A dentist friend of mine, Dr. Marvin Berlin, told me about “Just say YES.” In other words, if the patient is ready, you do whatever you have to do to make it happen… NOW. Just say YES. When the patient ASKS for treatment, you say YES. And, make room in your schedule to do it now. Work through lunch. Stay late. Let your email wait! It’s AMAZING how this very simple exercise works! And, it can add significantly to your day’s production.
So, in summary: Shut up, and get to work Dental Warriors!