The Everything Dental Rep

We all want to feel valuable.

 

“We all stumble….every one of us. That is why it is a comfort to go hand in hand” Margaret Mead

 

That staff member asks for a raise as a way to feel more important and valuable.  So often I get calls from staff members looking for another job.

 

And you know what……It’s NEVER been about the pay.

 

And yet, when I sit and consult with many of my doctors – it’s the number one thing many are thinking about!!

 

Think about how you want to be treated when you are performing.  Do you like it when someone doesn’t respect your treatment plan.  Questions your work?  Thinks you are overpaid for what you do? Tells you how to do dentistry, and they decide to pay you what THEY think it’s worth, or will just go somewhere else if you don’t do as they say.  What if they just think ALL dentists are the same, and think they should just go save a buck?

 

We are all human.

So think….

 

Who would you work harder for? Provide the highest quality of treatment for? That person who respects you,  is happy to pay you what you ask, accepts your treatment plan and advice?  Or that person who grinds you and tells you from day one they are just going to “get a second opinion” to make sure you are giving them good advice?  Maybe they will just ‘shop around’ to see if they can get a better deal…and they probably can. But will it really be the same as what you do?

 

Interesting things I know…

 

Most offices with high turnover pay the highest wages. Did you know that?

Most offices with the highest overhead also have multiple sales reps. Ya, that’s a plug for me. But my guys who check RK house and compare to the majority tend to be in the most desired ‘positions’ (low overhead, high production)….I don’t believe it’s a fluke.  I am proud of it, and proud of you, my friends for getting there!

 

Soooo…..

 

The golden rule of treating others how you would want to be treated yourself…..it seems too often forgotten while ‘doing business’.  “It’s just business”…..is it really?

 

If you want staff to perform – make sure they feel the respect for what they do.  Give them some freedom and understand they don’t live to work, they work to live.  The most passionate people find a way to enjoy what they do – get a sense of accomplishment at the end of the day, and the true reward is not really the paycheque (albeit, it is one way to show people how much we value them – it isn’t the only way).

 

It works well with staff, and you almost always get back what you give.   Every high performing office rewards staff, pays ‘average’ but allows staff to show their skill and doesn’t dictate.  They find the right spot on the team for each team member. They have fun.  They often play together and pursue the passion for the profession together….

 

Production is more valuable than Deduction

 

Watching your expenses is important.

 

But stressing about dollars to save dimes is not good.  It is a path to mediocrity.

 

Instead focus on the end result.  Performance and time is everything in this profession.  If you keep your eye on constant improvement, time and proper staff management – the expenses will ALWAYS fall in place.

 

Did you know that wasted product and time  IN THE OFFICE will cost you more than you could ever save by ‘shopping around’.  Go ahead and see how much a wasted drop of bond costs….or two minutes of time wasted instead of performing chair side.  High performing staff will earn your practice much more relative to pay than an inexperienced person would for a few bucks an hour less.  You know it. 

 

The offices with the highest performance work as a team.

 

Every team member knows their job.  They are motivated to do better by the other team members doing better.  It’s a much easier goal to accomplish with a clear path.

 

Team meetings are valuable and necessary.

Having a goal is important, or you are on the path to nowhere.

With no sense of direction, you get no sense of accomplishment –and the team flounders.

 

KISS

 

When things are running right – it just keeps getting better.

 

It takes a bit of work to get on the right path – but once you have it figured out, it can become a self propelling machine.  The beautiful thing in our business is the amount of shared success stories.  It’s easy as a consultant (not a Salesman)  to help find ways to increase your production.  Most of the ideas are NOT just ‘let’s wing it’.  Since I know most of you so well, I can help find ways to get you where you need to be…..and that’s what I really do. Consult.

 

Someone told me the other day they didn’t understand how it was better for them to only have one ‘salesman’ to work with.  They felt it would be more advantageous to have us compete with each other.

 

We are not different, I always ask….when you are good at what you do – and you know the TRUE value of your services, and what you would do in a strong relationship you are trying hard to develop for life….how hard are you going to work if every step of the way your skills are questioned?

 

My commitment to you (sorry for the self promotion) is a lifetime commitment.

 

I have been there from the time of graduation, through staff changes, kids growing up – graduating, going on to build their own dental practices, selling practices.  There are not many other team members that are there from day one to the day you retire.  That kind of commitment is what you get from me, and it means ALWAYS doing the right thing.

We all want to feel valuable….

 

Have a great weekend my friends!

 

Smile!

Warren Bobinski

Success in Dentistry and Life!

 

PS –Dr. Gordon Christianson just “friended” me on Facebook….I thought that was pretty cool!