The Savvy Dentist

542. Stop Guessing, Start Communicating

Wed, 01 Apr 2026 07:00:00 +1100

What if the biggest problem in your practice isn't your marketing, your systems, or even your team - but the way you're communicating with them? In this episode, Jesse Green cuts straight to the chase: communication breakdown is not a people problem. It's a system problem. And that means it's fixable.

If you've ever felt frustrated that things aren't being done the way you envisioned, or that you're constantly stepping in to correct or redo work, this episode is your wake-up call. Jesse unpacks why your team can't read your mind, what real dental leadership communication looks like, and how creating shared language and crystal-clear expectations can transform the way your whole practice operates - from the front desk to the dental chair.

In This Episode:

00:01 Jesse introduces the biggest lever in your practice, and it's not what most dentists expect to hear
00:50 Meet Jason the cat: the surprisingly relatable story that reveals exactly what's going wrong in your team communication right now
01:45 What actually happens when your team is listening but still not understanding, and the costly ripple effects throughout your practice
02:38 The mindset shift that changes everything
02:50 Lessons from the Navy: what a warship's communication standard can teach you about running a high-tempo dental practice
04:05 The one question every team member in your practice should be able to answer
04:18 Jesse reveals two powerful language concepts from the Practice Max world that sharpen team performance and culture
06:57 Listener Q&A: Michael from Melbourne asks how to get off the tools.

Links & Resources:

Mentioned in this episode:

Savvy Dentist Team Training Bundle

If your practice can’t run without you, it’s time for systems - not more theory. That’s why we created the Savvy Dentist Team Training Bundle - five powerful, system-driven programs including Front Desk All Stars, the Million Dollar Dentist, Practice Manager Masterclass, Advanced Treatment Coordinator Training, and High-Performance Hygiene. Each course delivers practical, step-by-step systems your team can use every day to build accountability and create a self-managing practice. Save $2,000 for a limited time — visit savvydentist.com/team-training.

Team Training Bundle 2025

541. Trust, Verify & Let Go: The Dental Leadership System That Sets Your Practice Free

Wed, 25 Mar 2026 07:00:00 +1100

Are you the kind of dental leader who hands over the reins - or do you find yourself hovering, checking, and quietly correcting your team's every move? In this episode, Jesse unpacks why micromanagement quietly destroys trust, and what to do instead.

Drawing on one of history's most famous negotiating phrases, Ronald Reagan's "trust but verify", Jesse explains how the right systems create the accountability you need without you having to be in the room. The result? A practice that runs confidently without you at the coalface, and a dental leadership style that brings out the best in your team.

In this Episode

00:43 The Cold War phrase Ronald Reagan made famous, and what it means for how you lead your dental team
01:23 What's the difference between micromanaging and verifying?
02:03 Why so many practice owners have expectations stuck in their heads, and why that's quietly costing them
02:21 The three-part scorecard structure that gives every team member crystal-clear direction
03:23 Build it from the top down, execute from the bottom up
03:57 Why small improvements compound over time, and why you don't need a revolution, just the right hinge
04:20 The tiny daily habits that could be worth dozens of extra patients a month
05:07 Q&A with Mark: Should you hire a hygienist, OHT, or another dentist?

Links & Resources

Episode 540 - The Money In, Money Out Trap

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

540. The Money In, Money Out Trap

Wed, 18 Mar 2026 07:00:00 +1100

Are you working hard in your practice, hitting your numbers month after month, and still wondering where all the money goes? In this episode, Jesse gets straight to the point on one of the most common (and costly) traps that stands between practice owners and their dental practice financial goals: focusing only on revenue while completely ignoring the leaks draining profit from the other side of the ledger.

Jesse unpacks why the most financially successful practice owners aren't the ones hoping and praying they'll hit their targets — they're the ones who've reverse-engineered the outcome before the month even begins. If you're ready to stop guessing and start knowing, this episode is for you.

In this episode

00:20 You can have a great team, a great culture, and still miss your financial goals
03:36 Why are so many practice owners too reluctant to invest in good advice - and what is that reluctance actually costing them each year?
04:36 Jesse shares a real client story where one simple tweak to case acceptance generated a staggering result in a single week
06:02 What's the critical difference between practice owners who hope they'll hit their numbers and those who know they will?
07:43 Listener question from Jenny: "How do I make more money?"
08:53 What are the "silent leaks" in your practice, and why could fixing them be more impactful than chasing new patients?
09:16 The 3 Rs of patient marketing: are you covering all three, or is a gap in one of them quietly stalling your growth?

Links & Resources

Episode 539 Growing Culture from the Ground Up

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

539. Growing Culture from the Ground Up

Wed, 11 Mar 2026 07:00:00 +1100

Creating a thriving dental practice isn’t just about hiring great people, it’s about building the right environment for them to succeed.

In this episode, Jesse explores the idea that culture is the “soil” of your practice, explaining how leaders shape the environment that determines whether teams flourish or struggle. Drawing on lessons from gardening, the Navy, and real-world practice ownership, Jesse shares practical leadership insights on protecting culture, handling necessary leadership conversations, and making tough decisions when team members aren’t aligned with your values.

In this episode

[02:00] Why culture is like the soil in a garden and how it determines whether your team thrives
[02:29] The role of core values in shaping the behaviours and standards within your practice
[03:35] The three essential leadership conversations every practice owner needs to master
[04:55] Why being intentional with your words changes the outcome of difficult conversations
[05:14] The difference between scripts and conversational frameworks
[06:20] Preparing for emotional reactions during challenging leadership conversations
[07:50] Jesse’s experience rebuilding culture after taking over a difficult team environment
[11:43] Why high performers who don’t align with your culture can damage your team
[12:34] Protecting your culture as a leader and creating an environment where great teams grow.

Links and Resources

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

538. Build Your Team Like a Navy Ship (Not a Pirate Crew)

Wed, 04 Mar 2026 07:00:00 +1100

In the early days of your practice, things can feel a little like a pirate crew - informal, flexible, and held together by hustle and instinct. But as your practice grows, that same looseness can become your biggest constraint.

In this episode, Jesse shares powerful leadership lessons from his time as a Navy dentist and explains why scaling a dental practice requires structure, clarity, and discipline. From defining roles to eliminating bottlenecks, upgrading your marketing systems, and improving associate productivity, this episode is a blueprint for turning chaos into coordinated performance.

If you want a high-performance team, not a band of pirates, this episode is for you.

In this episode:

[00:00] Jesse’s early days as a Navy dentist and what it taught him about leadership
[02:17] Why every person on a Navy ship has a clearly defined role
[04:03] The difference between a “pirate crew” practice and a structured team
[05:43] Why no role in your practice is more important than another
[07:48] Identifying choke points that limit your growth
[10:16] Why your systems must scale as your practice grows
[11:00] The 3 pillars of marketing
[13:10] Why most practices only focus on one or two marketing levers
[15:41] Q&A: Why isn’t my associate dentist productive?

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

537. How to Let Someone Go (Without Burning Bridges)

Wed, 25 Feb 2026 07:00:00 +1100

Letting someone go is one of the hardest conversations you’ll ever have as a practice owner.

No one starts a business excited about terminating team members. Yet if you’re in business long enough, there will come a time when despite your best recruitment efforts, onboarding, training and feedback, someone simply isn’t the right fit. When that happens, how you handle the conversation matters — not just for them, but for you, your culture and your leadership integrity.

In this episode, I share a personal story about the only time I’ve ever been sacked — and how that experience shaped the way I believe leaders should handle termination conversations. I also walk you through my Decisive Release Framework, a structured yet flexible six-step approach designed to help you let someone go clearly, respectfully and without burning bridges.

In this episode:

[00:00] Why termination should never come as a surprise
[01:50] The story of the only time I was sacked — and what it taught me
[06:36] The two factors that determine how the relationship ends
[07:33] Introducing the Decisive Release framework
[09:04] The six-box structure for releasing someone respectfully
[10:37] How to clearly and confidently communicate “it’s not working”
[11:52] The three unspoken elements to prepare before the meeting
[12:58] Managing emotional reactions (theirs and yours)
[13:35] Legal compliance and protecting your practice

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

536. How to Deal with an Unproductive Associate

Wed, 18 Feb 2026 07:00:00 +1100

Hiring an associate dentist is meant to create leverage, free up your time, and help your practice grow. But when an associate becomes unproductive, the opposite often happens. Many practice owners find themselves working harder than ever, still carrying the bulk of the load, and wondering why the associate model isn’t delivering the freedom they expected. In this episode, Jesse explores why unproductive associates are such a common challenge, the patterns that lead to poor performance, and how practice owners can respond when an associate isn’t contributing as expected.

In this episode:

[00:00] Why hiring an associate often feels like the “freedom move” that backfires
[00:30] The moment practice owners realise they’re more involved than ever
[01:19] Why full appointment books don’t always equal productivity
[02:22] The hidden problem that causes patients not to come back
[03:09] What’s really happening when associates say patients won’t accept treatment
[04:18] Why confidence matters more than explanations when presenting treatment
[05:35] How perfectionism and slow dentistry quietly burn out your team
[06:20] The expensive impact of poor case selection and inefficient workflows
[07:57] The three choices every practice owner faces with an unproductive associate.

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

535. Three Fatal Mistakes Dentists Make When Scaling

Wed, 11 Feb 2026 07:00:00 +1100

Scaling your dental practice can feel like the natural next step once things are going well — but if it’s done at the wrong time or in the wrong way, it can quickly turn a profitable practice into a stressful, cash-draining business. In this episode, Jesse breaks down the three fatal mistakes dentists commonly make when scaling, why they happen, and how to avoid them so you can grow sustainably without doubling the chaos.

In this episode:

[00:00] Why scaling can be the fastest way to destroy a profitable practice
[00:33] The uncomfortable truth about growth that most dentists ignore
[00:56] The early warning sign that tells you scaling will backfire
[02:08] Why adding chairs, rooms or teams too soon creates financial pressure
[02:50] The simple principle that separates smart growth from costly expansion
[02:59] How practice owners accidentally become the biggest bottleneck
[03:54] The mindset shift that allows a practice to run without constant oversight
[04:35] The hiring decision that quietly kills leverage and freedom
[06:16] How planning for the future changes every scaling decision you make.

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

534. The Anatomy of a Successful Exit with Michael Filosi

Wed, 04 Feb 2026 07:00:00 +1100

What does it take to sell a thriving dental practice in just 81 days? In this episode, Dr Jesse Green is joined by returning guest Michael Filosi, who opens up about the mindset, strategy, and execution behind his successful business exit. From humble beginnings with possums in the walls to running a ten-chair, thirty-person operation, Michael shares how he built a high-performing, sale-ready practice, and why he chose to let it go.

Whether you're considering a future exit or simply want to build a better business today, this candid conversation dives deep into leadership, culture, team management, and knowing when it's time to move on. It's a must-listen for any dental entrepreneur.

In this episode:

[00:01] Michael announces the sale of his dental practice and reflects on why he made the decision to exit
[04:12] The turning point: how he realised the business no longer aligned with his values or energy
[06:00] From two chairs and possums in the walls to a 10-chair, 30+ staff high-performing operation
[08:38] Why being “sale-ready” long before selling enabled an 81-day exit
[10:55] What makes a practice attractive to buyers: reduced key-person risk, systemisation, and culture
[14:25] Building culture by design - leading through values, action, and high expectations
[17:04] Scaling lessons: how every two-chair jump brought new systems, structures, and complexity
[20:37] Transitioning from dentist to CEO: why Michael leaned into business as his craft
[30:15] The “solar system” metaphor: how Michael sees the practice team—and the value of flagpoles over flags
[44:19] Final advice: why owning a practice comes with risk—and how to ensure it's truly worth it.

Resources & Links:

Michael Filosi on LinkedIn

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

533. REPUBLISH Deliver an Astronomical ROI in your Practice with Abbie White

Wed, 28 Jan 2026 07:00:00 +1100

If there is one word in dentistry that gets people sweating, it's the word ‘sales’.

Sometimes the term ‘sales’ can have a negative connotation. Sales is helping people achieve better outcomes, whether it's in healthcare or otherwise, it's about understanding your patient or your customer and helping them with a solution. In dentistry, we use other words like ‘case acceptance’ or ‘case presentation’ in an effort to not use the word ‘sales’.

In today’s episode, Jesse is joined by Abbie White who specialises in high performance sales and charting the future of sales and AI in the dental industry. Most people agree that Abbie White is a mover and shaker and one of Australia’s most dynamic sales experts.

Abbie’s superpower is being the marriage counsellor for sales AND marketing, in order to deliver an astronomical ROI. Leveraging this superpower, she brings together revenue generating teams to achieve in excess of 2000% + ROI on lead generation campaigns for leading Tier 1 global corporations.

In this episode:

[3:30] - Let’s redefine the word and meaning of ‘Sales’.
[6:22] - Giving your patient ‘options’ for treatment, and not giving your professional opinion can be costing you sales.
[8:38] - How to build your confidence to ensure you utilise your authentic sales skills.
[9:54] - Is your Marketing helping your Sales? SMARKETING is the new dental business term. Statistically only 8% of businesses have a strong alignment between their sales and marketing and those that do generate 209% more revenue!
[14:36] - The $money$ is in the follow up!
[17:29] - The value of your relationship with your patient and the direct correlation to your ability to sell to them authentically.
[20:44] - Is there anything else I can do for you? I've got time! Why these could be the most profitable set of words you hear this century.
[27:18] - How we can use A.I in our businesses immediately. (and why if you do not embrace A.I, you might be missing out on revenue)

Resources & Links:

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

532. Dare Greatly to Lead Your Practice to Success

Wed, 21 Jan 2026 07:00:00 +1100

Jesse Green dives deep into one of the most powerful drivers of practice growth: personal leadership. At a time when it’s easy to blame the economy, external events, or staff challenges, Jesse challenges practice owners to take full responsibility for their outcomes - and shows how doing so can create profound momentum in business and life.

Drawing inspiration from Theodore Roosevelt’s Man in the Arena and the principles of his D.A.R.E. framework, Jesse unpacks how Determination, Acceptance, Responsibility, and Experience form the foundation of ownership. If you’ve been feeling stuck, overwhelmed, or frustrated with your results, this episode is a timely call to action — to own your ship, step into the arena, and lead with purpose.

In this episode:

[00:00] Why personal growth is the foundation of business success
[00:54] The slippery slope of mindset deterioration and external blame
[02:06] What extreme ownership really means in practice
[02:56] Owning your ship: The mindset shift from employee to leader
[04:07] The "Man in the Arena" and daring greatly in business
[05:58] Preparing for 2026: Reflecting and taking responsibility
[06:34] D = Determination
[08:43] A = Acceptance
[10:02] R = Responsibility
[12:04] E = Experience
[13:28] Charting your course: The role of intentional leadership
[14:46] A final call to action: Never stop, never quit, dare greatly.

Resources and Links:

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

531. How to Become Ridiculously Easy to Do Business With and Keep Patients for Life with David Avrin

Wed, 14 Jan 2026 07:00:00 +1100

In this episode of the Savvy Dentist Podcast, Dr Jesse Green is joined by global customer experience expert David Avrin to unpack what it really means to be "ridiculously easy to do business with" and why that’s the competitive edge dental practices can no longer afford to ignore. With consumer expectations rapidly evolving and disruption sweeping through healthcare, practices that cling to outdated processes risk being left behind.

David shares powerful insights into how simplicity, speed, and convenience are driving patient choice, and why traditional notions of quality and relationships, while still important, are no longer enough. From onboarding and scheduling to communication and customer journey mapping, this conversation is packed with practical takeaways to help you remove friction, build loyalty, and secure long-term patient retention.

In this episode:

[00:01] The problem with assuming your patients will stay loyal
[03:10] How multi-generational expectations are challenging practice systems
[05:45] Why patient experience matters more than ever in a world of choice
[08:20] David’s personal experience as a patient and what frustrated him
[10:30] The case for subtracting steps and simplifying your processes
[14:00] What other industries are doing better and how dentists can learn from them
[18:50] Macro trends reshaping customer experience
[22:00] Why patients care more about outcomes than procedures
[25:00] Rethinking marketing: it's not about quality, it's about differentiation
[30:00] Why patients leave (and it’s not what you think)
[34:40] The hidden power of convenience, speed, and access
[39:00] How to innovate before disruption hits your practice
[44:00] Should we stop treating patients “like family”? A new perspective
[46:00] Final thoughts on avoiding complacency and earning patient loyalty.

Resources and Links:

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

530. How to Successfully Hire (and Keep) Your Next Clinician

Wed, 07 Jan 2026 07:00:00 +1100

Hiring a new clinician can either be a catalyst for growth or a source of stress and stagnation, depending on how well the process is handled. In this solo episode, Jesse shares his proven 3-part framework to help dental practice owners confidently recruit, onboard, and retain high-performing clinicians who are not only clinically competent but also culturally aligned.

Whether you’re scaling your team or finally stepping back from the chair, Jesse unpacks the essential groundwork you need to lay before recruitment, how to attract top talent in a competitive market, and the onboarding strategies that lead to long-term retention. This episode is packed with actionable insights including the powerful "magnetic job offer" approach that has helped practices across Australia hire clinicians who thrive and stay.

In this episode:

[00:36] Why even hands-on dentists need a solid hiring strategy
[01:20] Common pitfalls when hiring clinicians
[02:35] The 3-step formula
[06:14] How to vet candidates
[07:47] The Magnetic Job Offer: a real-life example that worked
[10:49] Getting buy-in before discussing money
[12:55] Onboarding checklists, culture training, and mentoring
[14:16] Why this process is a force multiplier for your business.

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

529. Lessons from an Unlikely Entrepreneur with Alan Manly OAM

Wed, 31 Dec 2025 07:00:00 +1100

What does it really mean to be an entrepreneur? And how do we build a business that works, not just a job that pays?

In this episode, Jesse Green is joined by Alan Manly OAM, a distinguished entrepreneur, innovator, director, and author whose unconventional journey from the computer industry to educational leadership offers a masterclass in business building. Alan founded Group Colleges Australia (GCA), which includes Universal Business School Sydney (UBSS), one of the early pioneers of online education in Australia.

Alan shares lessons from decades of entrepreneurial successes and failures, chatting about mindset, systems, and real-world challenges of building a business from the ground up. From defining what it really means to be an entrepreneur, to understanding why queues are a business killer and why every team needs structure and process, this conversation is packed with insights for any business owner ready to level up.

Alan is a Fellow of the Australian Institute of Company Directors and the Australian Institute of Management, and was honoured with the Medal of the Order of Australia (OAM) for his contributions to tertiary education and community service.

In this episode:

[00:00] Why “entrepreneur” used to be a slur and what it really means today
[02:00] Alan’s early life, entrepreneurial spark, and escape from poverty
[04:50] Lessons from the PC boom and a corporate-to-startup leap
[06:40] Is it really about the money? What drives true entrepreneurs
[10:15] The power of cash flow and why it trumps everything
[13:00] How a queue changed Alan’s approach to business and customer service
[18:40] Why dentists (and other professionals) are often “condemned to wages”
[20:45] The real barriers to scaling: delegation, systems, and procedures
[24:00] Understanding team performance
[30:00] How knowing your stakeholders can protect and grow your business
[34:00] Why dentistry is both science and art and deserves to be celebrated
[38:00] Business as the ultimate personal development journey.

Resources and Links:

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

528. Your Strategic Review for a Stronger 2026

Wed, 24 Dec 2025 07:00:00 +1100

As 2025 winds down and the summer holidays approach, Jesse invites you to pause, reflect, and intentionally design the year ahead. In this solo episode, Jesse walks you through a powerful, forward-focused review to help you set clear goals, close open loops, and define what success looks like for you in 2026.

Whether you’re enjoying downtime or making the most of the financial opportunity this season offers, this episode is your invitation to recharge, realign, and reset. With practical exercises and thoughtful prompts, Jesse helps you move beyond default thinking and build your ideal lifestyle dental practice - one that reflects your vision, values, and version of success.

In this episode:

[00:00] The importance of rest, reflection, and resetting at year’s end
[00:29] A forward-focused review: Gratitude, pride, and personal wins
[02:56] Learning from challenges: Growth through adversity
[03:35] Clearing mental clutter: The power of closing open loops
[04:35] Vision casting: Defining your ideal 2026 from the future
[05:09] What is a lifestyle business - and how do you build one?
[06:26] Leveraging time: Do more, do less, eliminate
[07:13] Half-time reset: Strategic planning for the rest of the financial year
[08:01] Resetting revenue, profit, and patient metrics
[08:55] Elevating team performance and the patient experience
[09:12] Attracting ideal patients through better marketing
[09:26] Reimagining your role and ideal lifestyle for 2026
[09:53] Designing a business you love - not one you learn to resent.

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

527. Why End Game Thinking Is the Ultimate Tool for Leading Through Chaos with Lachie Smart

Wed, 17 Dec 2025 07:00:00 +1100

In this episode of the Savvy Dentist Podcast, Jesse is joined by Lachie Smart - entrepreneur, adventurer, medtech CEO, and record-breaking pilot - to explore the mindset behind navigating complexity and leading through chaos.

At just 18 years old, Lachie became the youngest person to fly solo around the world in a single-engine aircraft. Since then, he’s led a globally distributed medtech company, advised major organisations like Salesforce and McDonald’s on emerging leadership, and sat on NFP boards focused on innovation and national resilience.

But what underpins all of this? For Lachie, it’s End Game Thinking — the ability to plan with the finish line in mind, while staying adaptable in the face of uncertainty. This conversation is packed with insights on how to lead teams, manage your own mindset, and build resilience for whatever chaos comes next.

In this episode:

[00:00] Introducing Lachie Smart and the story behind his solo world flight
[02:20] The mindset shift from “just doing” to thinking with the end game in mind
[04:55] Why chaos is inevitable — and what great leaders do about it
[07:38] Planning a global flight: dealing with worst-case scenarios
[11:00] What End Game Thinking looks like in business and practice ownership
[13:35] How to prepare your team for complexity without creating confusion
[17:00] The difference between leading through uncertainty vs managing it
[20:02] The cost of avoiding hard decisions and the myth of waiting for clarity
[22:15] Advice for emerging leaders: start with purpose, not just tactics
[25:14] Leadership beyond business: how Lachie applies this thinking across sectors.

Resources and Links:

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

526. Turning Repeat Visits into Referrals Through the Power of Customer Loyalty with Rob Markey

Wed, 10 Dec 2025 07:00:00 +1100

In this episode, Jesse Green is joined by Rob Markey, co-creator of the world-renowned Net Promoter Score (NPS) and co-author of The Ultimate Question 2.0. Together, they explore how dental practices can harness the power of customer loyalty to drive sustainable growth.

Rob unpacks the differences between satisfaction, loyalty, and advocacy, and explains why emotional commitment, not just repeat visits, defines true loyalty. With practical insights into staff engagement, pricing, patient experience, and reputation-building, this episode is packed with tools for turning your patients into passionate advocates.

In this episode:

[00:01] Why customer loyalty is more than repeat business, and why it matters
[04:04] Loyalty vs. satisfaction
[08:20] Loyalty, advocacy, and the rare brands that inspire devotion
[13:39] Why internal culture and staff advocacy are key to external loyalty
[26:24] Jesse’s four-step framework for generating word-of-mouth referrals
[28:42] The role of pricing in perceived value and patient expectations
[33:04] The “trap” of elevated expectations and how to manage them.

Resources and Links:

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

525. When You Have Nothing to Lose, You Have Everything to Gain with Norliza Pavlakos

Wed, 03 Dec 2025 07:00:00 +1100

What does it take to not only survive extreme trauma, but to thrive and lead with purpose on the other side of it? In this episode, Jesse chats with Noliza, a mother of five, award-winning keynote speaker, entrepreneur, philanthropist, and survivor of unspeakable adversity. From childhood abuse and homelessness to near-death experiences and systemic injustice, Noliza’s story is not defined by trauma, but by transformation.

Despite unimaginable adversity, Noliza forged a path to global impact by building from scratch again and again. These aren’t business school theories - they’re field-tested systems born from crisis and refined over 25 years of turning nothing into something.

She shares how she rebuilt her life from the ground up using powerful frameworks forged in real-world crisis: The Power of Nothing, The Conviction Effect, and The One-Day Reset. Whether you're facing adversity, leading a team, or navigating personal reinvention, this episode offers practical insights on resilience, self-responsibility, and the true nature of healing.

In this episode:

[00:00] Introduction and the power of storytelling through lived experience
[02:21] Noliza’s early trauma and its lifelong ripple effects
[10:37] How repeated trauma shaped her nervous system and healing path
[13:30] Inner child work and what "doing the work" actually looks like
[17:04] The cost of staying in relationships where you’re not seen
[20:05] Parenting from a place of truth, strength, and independence
[22:10] From brokenness to becoming a global keynote speaker
[24:52] Boundaries, triggers, and self-protection as a core responsibility
[29:49] Curating your circle
[33:48] Building a healthy relationship with yourself, step by step
[37:46] What a true reset looks like and how to start again tomorrow
[40:36] Why mindset is everything.

Resources and Links:

Norliza's website

My Mind Hub website

Norliza's book Conviction

Connect with Norliza on LinkedIn

Norliza on Instagram

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

524. How to Safeguard Your Business against Economic Downturns

Wed, 26 Nov 2025 07:00:00 +1100

In this episode, Jesse shares a powerful four-part framework to help dental practice owners not just survive, but thrive during economic downturns. Drawing inspiration from the medieval concept of a castle and its protective moat, Jesse introduces the MOAT strategy as a robust defence mechanism for your business.

Whether you're facing turbulent financial conditions or simply want to future-proof your practice, this episode will walk you through specific, actionable steps to bolster your practice's financial reserves, systemise operations, diversify patient acquisition, and master your time for strategic leadership.

In this episode:

[00:00] Introduction to economic resilience and the castle-moat analogy
[00:01] Why your practice is your financial fortress, and how to defend it
[01:18] M for Money: Building strong cash reserves and managing debt wisely
[03:51] O for Operations: Systemisation vs humanisation and why it matters
[06:01] A for Acquisition: Creating multiple streams of patient flow
[08:11] T for Time: The real value of your time as a business owner
[08:55] Boundaries, delegation, and strategic thinking as leadership essentials.

Resources and Links:

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

523. Stress Is Not the Enemy - Poor Recovery Is with Luke Mathers

Wed, 19 Nov 2025 07:00:00 +1100

In this powerful conversation, entrepreneur, speaker, and stress coach Luke Mathers shares transformative insights on why stress isn't the real problem - it's how we recover from it that matters. Drawing from his business journey, Luke unpacks how stress, when harnessed correctly, can sharpen our focus, build resilience, and actually lead to better outcomes. But without the right recovery habits, even the most successful business owners can spiral into burnout, anxiety, and emotional dysregulation.

You'll learn about Luke’s unique alter ego strategy, the importance of designing systems for recovery, and why getting clear on your values is essential to living and working on purpose. Whether you're a seasoned entrepreneur or feeling the early signs of burnout, this episode is packed with actionable wisdom on how to reset, regulate, and rise.

In this episode:

[00:00] Introduction to Luke Mathers and his business background
[02:40] The moment Luke realised stress wasn’t the problem
[05:10] Why recovery matters more than reducing stress
[08:35] Creating systems and habits to manage stress cycles
[12:20] A tool for emotional regulation
[17:00] Using stress as a compass, not a curse
[20:45] How to improve your “recovery game”
[29:50] Making space for clarity and decision-making
[34:10] How Luke’s insights apply to everyday business challenges
[39:00] The link between emotional control and business performance.

Resources and Links:

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

522. Defying Limits in Sport, Business and Life with Matt Formston

Wed, 12 Nov 2025 07:00:00 +1100

In this inspiring episode, Jesse chats to world champion surfer, Paralympian, and business leader Matt Formston. Matt Formston stands as a powerful example of how resilience and determination can shatter boundaries and redefine what’s possible. Despite having less than 3% vision, he has excelled in the athletic, corporate, and community worlds, inspiring others with his story of courage and grit.

A Member of the Order of Australia (AM), Matt’s achievements are legendary. He holds a Guinness World Record for surfing the largest wave (51ft) conquered by a blind or para-athlete. He is a 4x Para Surfing World Champion, a Track Cycling World Champion, a 12x Australian Cycling Champion, and competed in the 2016 Rio Paralympics. Each accomplishment reflects his unwavering mission—to prove that any limit can be redefined through possibility and perseverance.

He shares his journey of defying expectations, the power of mindset, and how building the right team has helped him break records and lead global organisations. This is a conversation about resilience, trust, and redefining what’s possible.

In this episode:

[00:00] Introduction to Matt Formston and his early diagnosis with vision loss
[02:20] How Matt's parents helped shift his mindset from limitation to possibility
[05:15] Competing against sighted athletes and discovering his unique advantage
[08:45] The pivotal moment that led Matt to professional cycling
[13:30] Transitioning from elite sport to business and bringing a high-performance mindset
[17:25] Why Matt refuses to let external voices dictate his potential
[19:40] How adaptability and grit helped him lead through change
[23:10] Building strong teams and empowering others to succeed
[26:45] The role of preparation and consistency in world-class performance.

Resources and Links:

Matt Formston's website

Matt Formston Instagram

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

521. Scaling Success: From Two Chairs to Thriving Practice

Wed, 05 Nov 2025 07:00:00 +1100

This episode is a real-world case study of two of Jesse's clients who transformed their modest two-chair dental practice into a thriving multi-chair operation generating millions in revenue. Starting from a place of financial frustration and limited clinical capacity, Jesse unpacks the strategies that helped them boost profitability and reclaim time freedom.

It highlights the pivotal mindset shifts and tactical changes required to scale a dental practice sustainably. Whether you're just getting started or looking to level up, the lessons shared here offer a proven path to building a profitable and fulfilling dental business.

In this episode:

[00:00] Introducing the client's story and initial goals
[00:02] The reality of running a two-chair practice with competitive pressures
[01:19] Setting financial goals
[02:15] Short-term financial wins
[03:13] Medium-term strategy
[04:04] Increasing patient flow and team capacity with two chairs
[06:19] Hitting the $1M goal and facing new life challenges
[08:54] Identity shift: from clinical dentist to business owner
[09:52] Building leaders and systems for team autonomy
[10:54] Leveraging metrics and dashboards for smarter decision-making.

Resources and Links:

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

520. How to Retain More Patients Without Spending More on Marketing

Wed, 29 Oct 2025 07:00:00 +1100

In this episode, Jesse tackles one of the biggest profit leaks in dental practices - poor patient retention. Drawing on decades of experience and his book Retention: How to Plug the #1 Profit Leak in Your Dental Practice, Jesse breaks down the real cost of patient attrition, and why throwing more money at marketing won't solve the problem.

You'll learn how to build a retention-focused practice that deepens trust, boosts referrals, and supports sustainable growth. Whether you're just starting out or scaling up, this episode offers practical strategies to help you keep the patients you’ve worked so hard to attract.

In this episode:

[00:00] Why dentists often trade time for money, and how to break the cycle
[04:33] The real impact of patient loss on profits and growth
[05:55] A retention case study from a growing practice in Ballarat
[06:15] Why retention gives you confidence to scale
[07:06] The Know-Like-Trust factor and how it boosts case acceptance
[08:55] The financial value of a retained patient over three years
[09:44] How referrals and reviews flow from great retention
[10:50] The 3 biggest leakage points in patient retention
[11:44] 4-Step framework for patient retention
[21:13] Human-to-human connection as a competitive edge in the AI age
[22:53] Why patients stay - and it’s not your crown margins.

Resources and Links:

Jesse’s book: Retention – How to Plug the #1 Profit Leak in Your Dental Practice
Listen to Jesse’s episode with Adam Bradford on community marketing

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

519. The Secret to Creating Time and Money in Your Practice

Wed, 22 Oct 2025 07:00:00 +1100

Running a dental practice can often feel like a tug-of-war between time and money. In this solo episode, Dr Jesse Green shares a personal story that sparked a pivotal shift in how he approached business - moving from being time-poor to building a practice that supports both financial success and personal freedom.

Jesse breaks down the three critical pillars every dental practice owner must master to stop trading time for money. You’ll discover why most practices struggle with scalability and how adopting the mindset of a “training institution” can unlock the growth you’ve been chasing. This episode is a practical blueprint for anyone serious about creating time and money in their practice - without sacrificing their lifestyle.

In this episode:

[00:00] Why time is as valuable as money in practice ownership
[00:51] Jesse’s turning point: missing moments with his family
[02:08] The shift to building a lifestyle-based practice
[02:24] The 3 reasons practices fail to create both time and money
[04:48] Why training is the most underrated growth tool
[05:28] The identity shift
[06:35] What sport teaches us about training for success
[07:22] Building confidence through strong training systems
[08:08] Stop tolerating poor performance
[09:05] The 12-week training blueprint: rookie to pro
[10:04] The 3 E’s of training: Education, Exercise, Experience
[11:20] The problem with “sink or swim” onboarding
[11:43] How to systemise training with reusable resources
[12:25] The real ROI of becoming a training institution.

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

518. The 3 Gaps Holding Back Your Practice Growth

Wed, 15 Oct 2025 07:00:00 +1100

If you’ve ever wondered why some dental practices thrive while others tread water, this episode is for you. Jesse shares the three critical gaps that often prevent practice owners from growing and scaling effectively - and how to close them. These aren’t just theoretical ideas - they’re practical, real-world insights drawn from years of working with high-performing practices.

Whether you're looking to free up time, increase revenue, or gain momentum in your business, understanding and closing these gaps can be the turning point. Jesse shares personal stories, proven frameworks, and a powerful reminder that consistent action beats wishful thinking every time.

In this episode:

[00:58] Introduction to the 3 performance gaps that separate successful practice owners from those who stall
[01:17] Why identifying and closing the knowledge gap is the first step to real growth
[04:30] The skills gap - why knowing isn't enough without execution and repetition
[05:49] How to acquire business skills just like you did in dental school
[06:30] The third and most decisive gap: implementation - and why most fall short
[10:54] Finding your North Star: aligning resources and priorities to your personal goals
[11:27] Using the “impact-ease matrix” to focus on high-impact, easy-to-complete actions
[12:24] The habit of finishing.

Resources and Links:

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

517. How Dentists Can Thrive in the Age of Disruption

Wed, 08 Oct 2025 07:00:00 +1100

In this solo episode, Jesse unpacks what it really means to lead a dental practice during a time of massive technological upheaval. With AI evolving at a breakneck pace, and the future of dentistry changing before our eyes, Jesse explores how to position yourself in the age of disruption - not as the disrupted, but as the disruptor.

He reflects on key moments of disruption in the past, from the GFC to COVID, and draws powerful parallels with today’s AI revolution. Through candid stories, strategic insights, and practical takeaways, Jesse challenges practice owners to stop burying their heads in the sand and start leading with clarity, purpose, and adaptability.

In this episode:

[00:01] What “disruption” really means
[01:37] AI’s rapid acceleration and the collapse of Moore’s Law
[03:15] Why burying your head in the sand is the most dangerous choice
[06:10] Jesse’s near-death experience and a business metaphor
[09:08] Preparing your practice for AI instead of fearing it
[09:58] How AI can enhance diagnosis and lift associate productivity
[12:37] The coming shift from VAs to AI systems
[14:43] The rise of AI “slop” in marketing and how to avoid it
[15:45] Driving growth through the “Triad of Brands”
[17:54] Short-term and long-term AI-powered patient nurturing.

Resources and Links:

CoTreat AI
Morgan Housel website - The Psychology of Money & Same As Ever books

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

516. REPUBLISH: Going to Zero Clinical Days with Dr Michael Filosi

Wed, 01 Oct 2025 07:00:00 +1100

If you're a practice owner who's always wondered, “how do I build a business so that I can create time freedom in my life”? Then this is an episode you're going to really love. In this episode of The Savvy Dentist Podcast, Dr. Jesse Green is speaking to Dr. Michael Filosi from Fullarton Park Dental in Adelaide.

Michael has been on quite the journey over the last eight years. He bought a two chair practice, scaled that up to be an eight chair practice, and will soon be upgrading it to a 10 chair practice. In so doing, he's reduced his clinical hours down to zero which has given him immense freedom.

Michael discusses his journey and explains some of the lessons he's learned along the way. Lessons that are going to be applicable to you if that's the journey you want to go on.

In this episode:

[3:58] - The original purchase back 9 years ago looked completely different to the efficient practice it is today.
[8:27] - A wholesale practice purchase, verse, a partnership purchase.
[11:34] - Having a very clear vision has helped Michael create and grow the business. He shares his tips on how to create that vision, and then how to work ‘hard’ towards achieving the outcome.
[22:16] - Michael describes in detail the process and learnings from starting with 2 chairs nine years ago … to 8 chairs today.
[31:04] - Increasing the patient flow meant installing better more efficient communication systems. Michael explains how he did it and how his team embraced the growth of the practice.
[44:30] - Moving to (almost) zero clinical hours afforded Michael freedom to do the things he loves the most.

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

515. REPUBLISH: Shark Attack Survivor’s Guide to Business Resilience with Brett Connellan

Wed, 24 Sep 2025 07:00:00 +1100

In this episode of The Savvy Dentist Podcast Dr. Jesse Green introduces you to Brett Connellan.

The events that saved Brett’s life were not lost on him, and that perspective was needed as he faced a long and challenging road to recovery. With a bleak outlook prescribed to him by doctors, it was evident that Brett’s life as he knew it would never be the same.

These moments in time are pivotal in any person’s life as they often lead to a questioning of purpose and identity. The recovery forced Brett to "climb a new mountain" in his words and develop a different mindset towards resilience.

So how does Brett’s experience with a shark relate to you and your business? Well, press play and be ready to be inspired in ways you could never have thought possible.

[4:46] - Brett explains the shark attack in chilling detail., right down to the ‘feel’ of shark skin.
[9:22] - The chaos and the calm from when the rescue began.
[15:33] - What we can all learn from traumatic events and apply in our own lives daily.
[26:13] - How to recognise the lucky moments in your everyday life.
[29:32] - Brett explains his road to recovery and the similarities to running business. Physical vs. Mental.
[36:01] - The wisest most inspiring words Brett was told during his recovery. “People fail not from aiming too high and missing, but from aiming too low and hitting”
[46:49] - Facing your biggest fear and turning it into a compelling vision for the future.

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

514. Why Identity Is the Hidden Key to Scaling Your Practice

Wed, 17 Sep 2025 07:00:00 +1100

In this solo episode of The Savvy Dentist Podcast, Jesse Green dives deep into a topic that’s rarely discussed but absolutely crucial to practice growth - identity. As dentists and practice owners, how we see ourselves directly shapes how we behave, the decisions we make, and the results we create. Jesse explores why shifting your identity is the key to moving from clinician to business owner, and ultimately scaling your practice.

Whether you’re in the startup phase, growth mode or looking to create leverage and time freedom, this episode offers practical tools to help you evolve your identity to match your aspirations.

In this episode:

[00:25] Why identity is the “hidden lever” behind practice success
[01:01] The iceberg model - what’s visible vs what’s beneath
[02:14] Growth stages of a dental business and how identity must shift at each one
[03:32] Why retirement is a surprising point of identity crisis for many dentists
[04:16] The clinician vs business owner identity and why you can’t scale stuck in the former
[06:12] The “messy middle” - why most dentists struggle to let go of first base
[07:07] The internal shift that must happen before external success shows up
[07:56] Practical tools to shift identity
[10:11] Why your identity must match your vision for your practice

Resources and Links:

Robert Owens' podcast episode How to be Unstoppable

Follow Dr Jesse Green on LinkedIn

Join the free Savvy Dentist Facebook Group

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

513. Customer Experience Secrets to get Customers to Come Back Again and Again with Shep Hyken

Wed, 10 Sep 2025 07:00:00 +1100

In this episode of the Savvy Dentist Podcast, Jesse Green sits down with Shep Hyken, a world-renowned expert on customer experience and service.

Shep is an award-winning keynote speaker, researcher, and New York Times and Wall Street Journal bestselling author of eight books, including I’ll Be Back: How to Get Customers to Come Back Again and Again. Shep has worked with some of the world’s most iconic brands - from Disney to Lexus to the Four Seasons - helping them create exceptional experiences that build loyalty.

In this conversation, Shep unpacks the difference between customer satisfaction and loyalty, the role of technology in modern experiences, and how dental practices can borrow strategies from other industries to keep patients coming back again and again.

In this episode:

[01:13] Why great customer experiences are still so rare and what businesses get wrong
[05:08] A dental example of how digitisation can improve patient experience
[06:57] Why so many people avoid calling customer support - and what that means for your practice
[10:45] Retention vs loyalty: what really makes patients come back
[13:27] Why satisfaction isn’t enough and how to create an emotional connection with patients
[15:37] The power of small human touches that create lasting loyalty
[19:12] Why every team member is an ambassador for the customer experience
[24:03] The role of technology, AI, and chatbots in creating seamless patient experiences
[34:28] Shep’s favourite customer experiences and what every dental practice can learn from them.

Links and Resources:

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

512. How to Grow and Maximise Business Value in Your Dental Practice

Wed, 03 Sep 2025 07:00:00 +1100

In this solo episode of the Savvy Dentist Podcast, Dr Jesse Green unpacks a crucial but often overlooked topic for practice owners - how to create, grow, and maximise business value in your dental business.

Whether you plan to sell your practice one day or simply want to secure long-term wealth and resilience, building business value goes beyond day-to-day revenue. Jesse explores how to strengthen repeatable, sustainable earnings, manage risk, and ultimately build a dental practice that thrives well into the future.

You’ll discover practical strategies to plug profit leaks, de-risk your income streams, and grow with confidence so you can enjoy greater peace of mind and maximise the return on all the time, energy, and capital you’ve invested.

In this episode:

[02:00] The two ways practice owners are financially rewarded — income vs asset value
[03:07] Why repeatable, sustainable earnings are the bedrock of enterprise value
[05:16] Three revenue levers that compound growth in your practice
[07:01] The trap of being the primary revenue generator (and how to shift gears)
[09:42] Why key-person dependent services (like “All-on-4”) can reduce valuation
[10:52] The importance of managing costs, cash flow, and waste to protect earnings
[12:28] How predictable growth builds buyer confidence
[14:44] Managing external vs controllable risks (and the biggest one you must address)
[16:14] De-risking your practice from single point sensitivities
[20:41] Why diversifying patient flow is critical for sovereignty in your business.

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

511. Go for No - Reframing Rejection to Unlock Success with Andrea Waltz

Wed, 27 Aug 2025 07:00:00 +1100

In this episode of The Savvy Dentist Podcast, Dr Jesse Green sits down with Andrea Waltz, co-founder of Courage Crafters Inc. and co-author of the best-selling book Go for No! Yes is the Destination, No is How You Get There.

For two decades, Andrea has been teaching people in virtually every business and industry how to think and feel differently about failure, rejection, and the word, “no” to achieve their goals and dreams. The “Go for No” strategy has been featured in online and offline magazines and journals including Success Magazine, Inc., Forbes, and many others. Today, "go for no" is a well-known methodology in the world of sales and widely recognised as the singular best program that deals with rejection in business.

Whether you're a practice owner, a clinician, or a team leader this conversation is essential listening. You’ll discover how changing your relationship with “no” can be the key to unlocking business growth and personal freedom.

In this episode:

[1:00] Why our brains are hardwired to fear rejection
[3:14] How Andrea and her husband Richard created the “Go for No” philosophy from a pivotal sales moment
[7:31] The counterintuitive truth - the more “no’s” you hear, the more “yeses” you’ll get
[8:18] Differentiating personal rejection from professional objections
[10:57] The hidden danger of pre-judging patients and unintentionally limiting their choices
[13:41] “Yes is the destination. No is how you get there.”
[16:50] How to build the confidence to offer comprehensive treatment
[20:36] Why your tone and delivery matter more than the words you use
[24:14] Strategies for developing a “go for no” culture across your whole dental team
[28:37] What to do after the “no”: how to respond and keep the relationship intact
[32:04] The long game - planting seeds today that lead to “yes” tomorrow.

Links and Resources:

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

510. Stop Chasing Talent - The Hidden Cost of Talent Dependency

Wed, 20 Aug 2025 07:00:00 +1100

Is your practice always hunting for that next ‘perfect hire’? If so, you might be stuck in the Talent Trap and over-relying on unicorn employees instead of building systems that create consistent, scalable success.

In this solo episode, Dr Jesse Green unpacks why capability, not talent, is the real key to sustainable growth. He explores the hidden costs of talent dependency, the symptoms of an unsystemised practice, and the exact structures you need to elevate average performers into high-performing team members.

Whether you’re constantly retraining staff, micromanaging, or just feeling like your team isn’t quite “getting it,” this episode gives you the tools to shift from stress to structure. You’ll learn how to build a practice that runs smoothly, regardless of who’s on your team.

In This Episode:

[01:00] What talent dependency looks like in real-world practices
[02:15] Why you fall to the level of your systems, not rise to your team’s talent
[02:40] Culture by design: setting standards and values that stick
[04:30] Accountability systems that keep everyone aligned and focused
[05:10] Strong systems make average people perform like pros
[06:45] The hidden danger of micromanagement and how to fix it
[08:50] Why depth beats dependence—and how to build it.

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

509. The Art of Doing Less for Greater Impact with Ari Meisel

Wed, 13 Aug 2025 07:00:00 +1100

If you’ve ever felt like there’s simply not enough time in the day, this episode is going to change your thinking. Productivity expert, business coach, and author Ari Meisel joins Dr. Jesse Green to explore how entrepreneurs and executives can optimise, automate, and outsource their way to greater efficiency and impact.

Ari is the founder of Less Doing and the author of books like The Replaceable Founder. His work has transformed how leaders manage time, delegate effectively, and scale without burning out. In this conversation, Ari shares the systems, strategies, and mindset shifts that allow high performers to achieve more by doing less, without sacrificing quality or control.

You’ll walk away with practical tools to streamline your workload, create more freedom, and focus only on the things that truly move the needle.

In this episode, Ari and Jesse discuss:

[03:45] Why “doing less” doesn’t mean underachieving
[07:12] The decision-making framework to work out the right thing to do
[11:05] How to identify and eliminate unnecessary tasks
[14:28] The role of delegation in scaling your business
[17:52] Common myths about productivity that hold leaders back
[21:16] The mindset shift from being “irreplaceable” to “replaceable” as a founder
[30:10] How to start doing less—today—without guilt or fear.

Links and Resources:

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

508. What the Top Practice Owners Do Differently

Wed, 06 Aug 2025 07:00:00 +1100

In this solo episode, Jesse Green unpacks what truly separates the top 1% of dental practice owners from the rest. Drawing on decades of coaching, conversations, and lived experience, he reveals the six internal traits that drive external results.

If you’ve been chasing better KPIs, more profit, or faster growth, this is your reminder that the real breakthroughs start within.

In this episode:

[03:09] The one inner quality that keeps top owners in the game
[07:19] A trait more important than talent or intelligence and why it's a non-negotiable for long-term success
[10:15] The mindset shift that turns stuckness into momentum (and how most owners get it wrong)
[13:36] Why your success may have more to do with who you're around than what you're doing
[15:42] The hidden growth habit elite owners practice daily and why surface-level skimming won’t cut it
[18:14] How the clearest thinkers create unstoppable teams, motivation, and focus.

Resources and Links:

The Man in the Arena by Theodore Roosevelt

Grit by Angela Duckworth

Follow Dr Jesse Green on LinkedIn

Visit Savvy Dentist website

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

507. Build the Practice of Your Dreams with Keith Abraham

Wed, 30 Jul 2025 07:00:00 +1100

In this episode of The Savvy Dentist Podcast, we’re diving into an incredibly inspiring and practical conversation about how to build the practice of your dreams. Whether you’re just starting or you're looking to take your practice to the next level, today's episode is packed with insights you won’t want to miss.

Joining Dr Jesse is returning special guest, Keith Abraham. Keith is a globally recognised thought leader on goal achievement, business growth, and personal leadership. Over the past 25 years, he has worked with more than 1.7 million people across 39 countries, helping them clarify what matters most and craft the strategies to achieve it. Keith is the bestselling author of five books, and his work with major corporations has earned him numerous awards, including the Nevin Award, the highest honour for professional speaking excellence in Australia.

In our conversation, Keith shares his unique framework for unlocking clarity, creating a deep connection with your purpose, and building unstoppable momentum toward your biggest goals. He breaks down the practical steps dentists and practice owners can take to move beyond overwhelm, focus on what truly matters, and create a business and a life they genuinely love. Keith’s approach is not just theory; it’s built on decades of helping business owners turn their visions into reality.

If you’re ready to reignite your passion, get crystal clear on your goals, and take tangible steps toward building the practice, and future you’ve always wanted, this episode is for you. So grab a pen and notebook, because you’ll want to capture every piece of wisdom Keith shares. Let’s dive into this inspiring conversation with Keith Abraham.

In this episode:

[04:01] The danger of getting caught up in external noise and how to "starve your distractions and feed your focus
[06:17] Gold Drivers – the 8 core emotions that drive goal achievement
[08:29] The power of aligning your goals with how you want to feel
[11:21] Leveraging experts and teams to create business velocity
[13:46] The four universal desires of business owners and how to achieve them through intentional design
[15:26] Keith's pivotal story about the origins of his "business of your dreams" framework and the 12 defining questions
[24:29] The value of coaching, mentorship, and surrounding yourself with the right support structures
[27:15] The evolution from technician to true business owner
[30:26] Balancing systemisation with humanised experiences
[34:00] Creating remarkable patient experiences.

Links & Resources:

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

506. Failure is Just Feedback - How to Bounce Back

Wed, 23 Jul 2025 07:00:00 +1100

Setbacks are inevitable in business, but staying stuck in them doesn’t have to be. In this solo episode of the Savvy Dentist Podcast, Dr. Jesse Green shares how to master the art of bouncing back quickly, with resilience and clarity. Drawing on lessons from experience and a surprising insight from Ted Lasso, Jesse unpacks why forgetting strategically can be a competitive advantage for practice owners.

Discover how to protect your mental bandwidth, model emotional strength for your team, and turn disappointments into direction. This episode is about letting go of what’s holding you back so you can lead, grow, and thrive with focus.

In this episode, Jesse discusses:

[00:01] Why rumination kills future focus
[01:24] The “be a goldfish” mindset
[01:57] Failure as feedback—not defeat
[02:50] Bandwidth is a leadership asset
[03:53] How your emotional state shapes team culture
[04:47] Three mindset tools to help with strategic thinking.

Resources and Links:

🔗 Visit Savvy Dentist Website

🔗 Follow Dr. Jesse Green on LinkedIn

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

505. AI and the future of dentistry with Max Ganhewa

Wed, 16 Jul 2025 07:00:00 +1100

In this episode of The Savvy Dentist Podcast, Dr Jesse Green welcomes a special guest, Max Ganhewa, for a fascinating and future-focused conversation. Known for pushing boundaries in clinical practice and innovation, Max brings a unique perspective on how technology, particularly artificial intelligence, is rapidly reshaping the dental industry. Together, they explore the new possibilities, challenges, and opportunities AI offers for dentists ready to embrace change.

Max shares practical insights on how AI is already being used in diagnostics, treatment planning, and patient communication, and what it means for the day-to-day running of a practice. Max and Jesse discuss how dentists can stay ahead of the curve, why mindset matters when it comes to adapting to new technologies, and what steps practices can take today to future-proof their businesses. It’s a lively, down-to-earth discussion filled with real-world examples and actionable takeaways.

Whether you're a practice owner looking to stay competitive or simply curious about what the future holds, this episode will give you valuable insights into the next frontier of dentistry. Tune in to hear how AI isn't just a tech trend … It's a tool for creating better outcomes for patients, teams, and your dental practice.

Max Ganhewa is a Melbourne-based general dentist and the founder of Dental on Flinders. Since graduating from the University of Otago in 2007, he has cultivated a diverse clinical career spanning both rural and metropolitan settings. In 2020, Max co-founded CoTreat AI, a pioneering platform designed to enhance dental treatment planning and streamline practice workflows through artificial intelligence. CoTreat AI aims to assist dental professionals by automating routine tasks, improving diagnostic accuracy, and facilitating evidence-based decision-making, thereby allowing practitioners to focus more on patient care.

In this episode:

[05:37] - How to get hooked on using AI within your practice
[09:19]- There's profitable work just sitting within your current patients that you are not aware of. How AI can identify revenue opportunities
[14:37] - Let AI search for the ‘diamonds of opportunity’ for you and your team to identify with your patients
[19:14] - How to create a compelling reason for a patient to return
[27:41] - The future of AI and dentistry.

Links and Resources:

Sign up to cotreat.ai and enter this code: SAVVY25 to receive your first month free!
Visit CoTreat website
Connect with Dr Max Ganhewa on LinkedIn
Connect with Dr Jesse Green on LinkedIn

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

504. Talk Like a Leader - 3 Conversations that Shape your Practice

Wed, 09 Jul 2025 07:00:00 +1100

Effective leadership is built on the foundation of meaningful communication. In this solo episode of the Savvy Dentist Podcast, Dr Jesse Green unpacks the three critical conversations every dental practice owner and leader must master to lead a team and grow a thriving business successfully.

Drawing from years of experience and practical wisdom, Jesse breaks down these conversations into simple, actionable frameworks. Whether you're giving recognition or navigating difficult conversations, when handled with preparation and structure, will dramatically enhance your leadership capabilities.

If you want to create a positive workplace culture, build trust, and elevate your practice, this episode is a must-listen.

In this episode:

[00:43] Why communication (not just talking) is the backbone of great leadership
[04:38] The importance of using flexible frameworks over rigid scripts
[04:52] Why setting the frame of a conversation is more powerful than trying to dominate it
[04:59] How emotional and verbal preparation changes the outcome of conversations
[09:55] How to align communication with values for better team outcomes.

Resources and Links:

🔗 Visit Savvy Dentist Website

🔗 Follow Dr. Jesse Green on LinkedIn

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

503. The Secrets to Scaling an 8-Chair Practice

Wed, 02 Jul 2025 07:00:00 +1100

In this episode, Dr Jesse Green is joined by Dr Wendy Peng and Dr Gilbert Ko, owners of Dana Street Dental in Ballarat. Their journey from starting a small, three-chair dental practice to building a thriving, eight-chair business is filled with lessons on leadership, team culture, systems, and scale.

Wendy and Gilbert share candidly about the realities of business ownership—the wins, the missteps, and how they've created a practice that not only delivers outstanding care but also provides them the freedom to enjoy more time with their family. It's a down-to-earth, relatable conversation full of practical strategies for sustainable growth.

If you’ve ever wondered what it really takes to scale your practice without burning out, this episode is for you.

Dr. Wendy Peng and Dr. Gilbert Ko are the founders of Dana Street Dental, a leading dental practice in Ballarat, Victoria. With a passion for creating a patient-focused practice and a strong emphasis on team culture, Wendy and Gilbert have successfully grown their business from the ground up. Known for their commitment to mentoring young clinicians, developing robust systems, and building a positive workplace, they’ve created a business that supports both their professional and personal goals.

In this episode:

[03:10] Why they chose to open their own practice in Ballarat
[07:25] Early false confidence and hard lessons in recalls, marketing, and running a business
[12:40] How refining systems and identifying their ideal patient turned things around
[17:15] The growing pains of rapid expansion and what they learned going from three to six chairs
[35:20] How training and mentoring became the backbone of their successful, growing team
[41:30] Creating a workplace culture that attracts and keeps great people
[46:15] The difference between six chairs and eight chairs and why it feels easier now
[50:40] How their business now gives them the time and freedom they always wanted.

Links and Resources:

Connect with Dana Street Dental on their website

Visit the Savvy Dentist website

Connect with Dr. Jesse Green on LinkedIn

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

502. Create Principles NOT Policies

Wed, 25 Jun 2025 07:00:00 +1100

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green explores a powerful shift in leadership mindset: replacing rigid policies with guiding principles to create a more empowered, agile, and values-driven dental practice.

Rather than relying on exhaustive rulebooks that can stifle innovation and autonomy, Jesse explains how defining a clear set of principles can drive better decision-making, elevate team morale, and cultivate a culture of trust. Whether you're navigating team dynamics, scaling your operations, or simply tired of micromanaging, this episode provides a refreshing framework for leadership that’s both strategic and human-centred.

In this episode:

[01:00] The key differences between policies and principles, and why it matters
[04:55] How principles can empower your team to make smart, values-aligned decisions
[06:00] Why this approach fosters adaptability, accountability, and long-term success
[07:00] Steps to identify and communicate your core practice principles
[08:00] Embedding principles into your culture.

Dr. Jesse Green is a leading dental entrepreneur, speaker, and business coach who helps dentists create profitable, scalable, and enjoyable practices. As the founder of Savvy Dentist, Jesse shares proven strategies to help dentists take control of their time, finances, and business success.

Resources and Links:

🔗 Visit Savvy Dentist Website

🔗 Follow Dr. Jesse Green on LinkedIn

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

501. How boring discipline creates REAL money with Jacob Despard

Wed, 18 Jun 2025 06:00:00 +1100

We often chase big wins and flashy breakthroughs — but what if the real edge lies in doing the boring things… brilliantly?

In this episode of the Savvy Dentist Podcast, Dr Jesse Green speaks with Australian Olympian Jacob Despard, a record-setting sprinter from the 2024 Paris Games. Jacob shares the powerful, behind-the-scenes truth of elite performance - discipline isn’t glamorous, but it delivers real results. From his early dreams of cricket stardom to becoming one of Australia’s fastest men, Jacob’s journey is a masterclass in consistency, self-awareness and goal-driven habits.

Now also a sought-after speaker, Jacob brings high-performance insights from the track into the world of business. Jacob and Jesse explore the parallels between sport and entrepreneurship, revealing why the boring stuff (done well and often) builds the foundation for real success.

Whether you're leading a team, growing a practice, or refining your craft, this episode will reframe your approach to discipline and growth.

In this episode:

[01:10] Jacob’s journey from cricket-loving schoolboy to Olympic sprinter
[03:30] The systems and habits that underpin sustained elite performance
[06:13] Why consistency and fundamentals matter more than motivation
[09:04] How to rebuild after setbacks and redefine success
[11:52] The power of team trust — and what it takes to earn it
[16:00] How visualisation and self-reflection shape performance
[17:37] Goal-setting strategies for long-term wins in sport and business.

Links and Resources:

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

500: Exponential Business Growth with Jay Abraham

Tue, 20 May 2025 21:00:00 +1100

Welcome to a very special milestone episode of The Savvy Dentist Podcast with Dr. Jesse Green!

In this episode we’re celebrating our 500th episode - a huge achievement made possible by our incredible listeners, expert guests, and the relentless pursuit of excellence in both dentistry and business.

Over the years, we’ve shared insights, strategies, and wisdom to help you build a practice and a business that gives you more cash, more time, and more joy. And for this landmark episode, we have an absolutely legendary guest, one of the world’s greatest business minds … Jay Abraham.

Jay Abraham is a marketing and business growth icon, known globally as the $21.7 billion dollar man for his ability to help businesses scale, multiply revenue, and unlock hidden potential. As a trusted advisor to some of the biggest brands and entrepreneurs in the world, Jay has developed game-changing strategies that have transformed over 10,000 businesses across 1,000 industries. His unique approach to business problem-solving, revenue generation, and market positioning has made him one of the most sought-after consultants of our time.

In this episode, we’re diving deep into Jay’s legendary principles. From his Three Ways to Grow a Business model, to his philosophy of preeminence, which helps businesses stand out and dominate their market. We’ll explore how these powerful strategies can be applied directly to your dental practice, helping you attract high-value patients, build lifelong loyalty, and create exponential growth. Whether you’re looking to refine your marketing, improve patient retention, or unlock new revenue streams, Jay’s insights will completely transform the way you think about business.

So buckle up, because this episode is packed with pure gold! If you’ve ever wondered how the world’s most successful businesses operate, or how you can take your dental practice to the next level, this is the episode for you.

Thank you for being part of The Savvy Dentist Podcast journey … Here's to 500 episodes and many more to come!

Now, let’s dive in with the incredible Jay Abraham.

[03:57] - Who is Jay Abraham? The history, the journey, the accomplishments.
[08:22] - The ability to surpass others and build a successful business can be put into one word … preeminence. Jay explains how preeminence is all about ‘filling voids’.
[14:24] - How to build a successful dental practice without key person dependency.
[18:51] - The best lessons for dentistry come from outside of dentistry. If you can understand the psychology of the market, you can identify your competitive advantage.
[26:30] - How to look for enhancements and improvements to enable your practice to grow.
[41:00] - If you identify 15-20 factors in your practice that you can increase a mere 10% each. It's not 10% improvement, it's 10x10 improvement, and it ends up being over 100% improvement.

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

499: Layne Beachley AO - Awakening people to live a life by design

Tue, 13 May 2025 21:00:00 +1100

Welcome to The Savvy Dentist Podcast with Dr. Jesse Green, where we explore the intersection of dentistry, business, and personal growth to help you create a practice and a life you love.

Whether you’re an ambitious practice owner, an entrepreneurial spirit, or just someone striving for personal excellence, you’re in the right place.

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green dives into a conversation with Layne Beachley AO, whose story transcends sport and speaks directly to the heart of human resilience and authenticity.

Layne Beachley AO is a seven-time world surfing champion, Layne is not only an icon in the world of surfing, but also a powerful advocate for mental wellness. Her journey from battling self-doubt, chronic fatigue, and injuries to becoming one of the most decorated surfers of all time is nothing short of extraordinary.

But Layne's achievements go far beyond the waves. Through her platform, Awake Academy, she’s helping people dive deep into self-discovery, tap into mental resilience, and navigate life’s challenges with purpose and clarity. Layne understands that true success isn’t just about trophies and titles ... it’s about knowing who you are, owning your story, and rising strong through adversity.

In this episode, Dr. Jesse Green and Layne explore what it takes to cultivate a champion’s mindset, how to navigate fear, overcome setbacks, and develop the kind of determination that not only builds world-class athletes but world-class humans.

Whether you’re running a dental practice, leading a team, or navigating your own personal journey, there’s something in Layne’s story that will speak to you.

So grab a coffee, find a comfy chair, and get ready for an inspiring, energising, and deeply insightful chat with the one and only Layne Beachley.

Books - penguin.com.au/authors/layne-beachley

Awake Academy - awakeacademy.com.au

[02:17] - Competing in the sport world as a woman in the 1990’s. The unwelcoming, hostile, misogynistic and sexist environment helped shape Layne’s competitiveness.
[08:21] - How to find your inner strength.
[10:39] - Going from the hunter … to the hunted. The transition we must all make as our businesses succeed.
[18:46] - The magic happens when we don’t focus on the outcome …
[24:44] - One’s life is too short for di**heads.
[28:56] - Don’t rob yourself of joy. It WILL affect your business.
[32:43] - The Awake Academy - check it out!
[33:56] - How your success can cast a shadow.

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

498: Dr. Jesse Green - Building a Tribe

Tue, 06 May 2025 21:00:00 +1100

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green dives deep into the concept of building a tribe within your dental practice. More than just a team, a tribe is a group of people connected by shared values, mutual trust, and a collective mission. In today’s competitive and fast-evolving dental landscape, having a strong internal culture isn’t just a “nice to have” ... it’s a non-negotiable for sustainable growth, team retention, and patient loyalty.

Jesse shares practical strategies and leadership insights on how to foster belonging, boost engagement, and turn your team into a high-performing, purpose-driven community. If you want to create a practice where your team shows up energised, your patients feel the difference, and your business thrives ... this one’s for you.

🔑 In this episode, you’ll learn:

What it really means to build a tribe in your business, and why it matters.
The role of values, vision, and vulnerability in creating deep connection.
How to attract, retain, and inspire team members who believe in your mission.
Common mistakes practice owners make when building culture—and how to avoid them.
Practical tools to strengthen team communication and trust.

📌 Quote:

“A tribe isn’t just a group of people working together - it’s a community moving in the same direction.”

“When your team feels seen, heard, and valued, they bring their best selves to the practice every single day.”

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

497: Dr. Paige Williams - Turning Disruption and Uncertainty to Your Advantage

Tue, 29 Apr 2025 21:00:00 +1100

Welcome to The Savvy Dentist Podcast with Dr. Jesse Green, where we explore the intersection of dentistry, business, and personal growth to help you create a practice and a life you love.

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green dives into a conversation that’s as relevant to the dental chair as it is to the boardroom. Whether you’re leading a practice, managing a team, or just trying to keep your head above water in a fast-changing world, this episode is going to speak directly to you.

Dr. Jesse Green is joined by a truly remarkable guest - Dr. Paige Williams. Paige is a leadership expert, author, and corporate speaker who brings a wealth of knowledge around resilience, positive leadership, and how we can unlock our own potential as well as that of those around us. With a PhD in Organisational Behaviour and deep experience working with leaders across education, business, and government, Paige has a gift for making complex psychological concepts not just digestible … but actionable.

In this conversation, we unpack her work on becoming “AntiFragile” … the powerful idea that we can grow stronger through uncertainty, challenge, and change. She’ll share practical insights into how we, as practice owners and professionals, can navigate stress, build thriving teams, and lead with purpose, even when the pressure is on. This isn’t about fluffy feel-good advice … it’s grounded in science and delivered with heart.

So whether you’re on your morning walk, driving to work, or taking a rare moment to yourself, we invite you to lean in and soak up the wisdom from someone who truly gets what it takes to lead well in tough times ... Dr. Paige Williams.

Website - drpaige.au

[04:43] - Are you, as a leader, Accountable? What does accountability, responsibility and ‘owning it’ refer to in a business?
[10:03] - As business owners, we cannot force our team to be accountable … so how do we manufacture motivation in our team?
[17:48] - Which mechanics of communication are you utilising within your business day-to-day?
[21:26] - Communicating with the 6-W's.
[23:49] - How does being values led? Fall in with accountability?
[25:10] - Where can The Netflix Culture Deck fit in to your dental practice?
[28:32] - Resilience v. Anti Fragile. Why being ‘harder & tougher’ is replacing our need for resilience.
[35:25] - How do we bring anti fragility into our team while maintaining accountability at the same time?

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

496: From Zero to Market Leader – Bob Ansett’s Business Playbook

Tue, 22 Apr 2025 21:00:00 +1100

Welcome to The Savvy Dentist Podcast with Dr. Jesse Green, where we explore the intersection of dentistry, business, and personal growth to help you create a practice and a life you love.

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green we have Australian Business Royalty … Bob Ansett.

Bob Ansett is a renowned Australian entrepreneur, best known as the founder of Budget Rent a Car in Australia. Born in 1933, Bob grew up in a family deeply connected to business and innovation. He took Budget from a small operation in 1965 to a nationwide success, revolutionising the car rental industry in Australia through exceptional customer service and innovative marketing. His leadership and commitment to customer satisfaction made Budget a household name before he eventually stepped away from the company in the late 1980s.

Bob is the son of the legendary Australian aviation pioneer Sir Reginald Ansett, the founder of Ansett Airlines. Reginald built one of Australia's most iconic airline companies, which operated for over 65 years before ceasing operations in 2001. His entrepreneurial spirit and determination were key influences in Bob’s career, shaping his approach to business and leadership. Despite their shared passion for innovation, Bob carved out his own path, distinguishing himself in the car rental industry rather than following directly in his father’s footsteps.

Beyond his business achievements, Bob Ansett has been an influential figure in Australian corporate culture, advocating for strong customer service, ethical business practices, and employee empowerment. He has authored books on business and leadership and continues to inspire entrepreneurs with his insights on resilience and adaptation. His legacy, like his father’s, is one of pioneering spirit and a commitment to excellence in service and business.

[02:53] - Starting his first business. The challenges, and the triumphs.
[07:41] - Bob suggests that you NEVER say ‘no’ to a customer!
[09:19] - The story and journey of one of Australia’s greatest airline companies. ANSETT AIRLINES.
[11:21] - How your resilience can be your greatest business driver. NEVER give up. Never quit.
[13:38] - When everyone around you thinks you're ‘nuts’... how to find the confidence and drive to push through.
[22:05] - Innovate … then innovate again … then innovate some more …
[26:56] - Navigating the tough times in business. Bob endured 4 separate recessionary periods. Success leaves clues …

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

495: Gus Balbontin - Why disorder is a competitive advantage

Tue, 15 Apr 2025 21:00:00 +1100

Welcome to The Savvy Dentist Podcast with Dr. Jesse Green, where we explore the intersection of dentistry, business, and personal growth to help you create a practice and a life you love.

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green we have a truly fascinating guest … Gus Balbontin, a renowned entrepreneur, investor, and former Executive Director and CTO of Lonely Planet. Gus is a master of navigating uncertainty and leveraging disorder as a competitive advantage. In a world where businesses are constantly disrupted, he believes that embracing change, rather than resisting it, is the key to long-term success.

In this episode, we’ll explore how disorder, when harnessed correctly, can drive innovation, agility, and growth within your dental practice. Gus will share insights from his experience leading companies through transformation and explain why structure and predictability aren’t always the best path to success. We’ll discuss how to stay adaptable, make smarter business decisions in uncertain times, and create a practice that thrives in an ever-changing market.

If you’ve ever felt overwhelmed by change, struggled with systems that feel too rigid, or wondered how to stay ahead in a competitive industry, this conversation is for you. Get ready to rethink the way you approach your practice, learn how to turn uncertainty into opportunity, and discover why a little bit of disorder might just be your greatest asset.

Let’s dive in with Gus Balbontin on The Savvy Dentist Podcast with Dr. Jesse Green!

[02:29] - Why you should prepare your dental practice for the future.
[06:12] - Your business behaves in line with the sum of the behaviors of the people in the business. How to get the behaviours in balance.
[08:55] - Fixing problems in your business - going from disorder … to order.
[14:28] - An example of disorder in business .. and an example of order in business. Models you can apply to your practice.
[16:22] - Are you NAVY … or PIRATE?
[20:38] - Setbacks v. Failures. The difference between the two and how to lead your team through them.
[28:04] - Where possible … bring some NOVELTY to your business. Gus explains some ways on how to bring the fun to work.
[32:04] - Are you thinking of starting your dental practice? Gus shares his tips for you.

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

494: Joseph Michelli - Driven to Delight

Tue, 08 Apr 2025 21:00:00 +1100

Welcome to The Savvy Dentist Podcast with Dr. Jesse Green, where we explore the intersection of dentistry, business, and personal growth to help you create a practice and a life you love.

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green sits down with Joseph Michelli, renowned customer experience expert and author of Driven to Delight. Together, they explore how world-class organisations, including Zappos, Mercedes-Benz, Starbucks, and others, create exceptional customer experiences … and how, as dentists we can apply the same principles to build our own practices.

If you want to create a business that is really valuable, then you’ll want to create a Customer-Centric Practice. You want repeatable, sustainable earnings, and that's what allows you to create enterprise value. So understanding what creates a wonderful experience, how to systemise it, how to hire for it, how to build the culture is what Jesse and discuss.

What You'll Learn in This Episode:

✅ The key principles behind a customer-first mindset and how they apply to dentistry

✅ How to build systems that deliver a consistently excellent patient experience

✅ The role of leadership in creating a culture of delight and trust

✅ Lessons from Mercedes-Benz and other top brands on service excellence

✅ How emotional connections impact business growth and profitability

[04:08] - The psychology of the customer-experience and how to use it to your advantage.
[07:06] - Hire for culture … hire for a customer service mindset.
[13:41] - People want to be recognised. They want to feel important. They want to be appreciated. They want to be heard. And, and that doesn't take a lot if you have a customer relationship management database.
[20:54] - How to be a human. No … seriously … great customer service #101.
[23:21] - The great customer-service-oriented BIG businesses have sensational leadership. How you can duplicate and model them in your practice.
[32:57] - Where does our service culture fit into enterprise value?
[34:43] - Can dentistry be a ‘subscription’ business?

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

493: Get out of the Rat Race - Dr. Jesse Green

Tue, 01 Apr 2025 20:00:00 +1100

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green dives deep into the strategies and mindset shifts required to build a thriving dental empire. If you're feeling stuck in the day-to-day grind, this episode is packed with actionable insights to help you scale your practice, achieve financial freedom, and create a business that supports the life you truly want.

What You'll Learn in This Episode:

✅ The key mindset shifts required to transition from clinician to business owner

✅ The critical systems every dental empire needs to scale efficiently

✅ The financial strategies that allow you to build wealth and step away from daily chairside work

✅ How to structure your business so it runs smoothly—even when you're not there

Resources and Links:

🔗 Visit Savvy Dentist Website

🔗 Follow Dr. Jesse Green on LinkedIn

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

REPUBLISH: Creating Your Wealth Plan

Tue, 25 Mar 2025 20:00:00 +1100

In this episode of The Savvy Dentist Podcast Dr Jesse Green is joined by Tony Bradshaw. Tony is an expert when it comes to personal finance and coaching people to become millionaires.

Dr. Jesse and Tony discuss the mindset of becoming a millionaire, being clear about your vision, the steps on how to do it, but also your ‘purpose’ and ‘why’.

Tony shares so many valuable tips to help you in your own journey to create wealth.

[08:32] – How to make your plan to become a millionaire, and create a plan to execute your plan.
[10:15] – What does the decision mean, when you choose to become a millionaire?
[21:08] – What is money? And what does it truly mean to you?
[24:24] – How to become a millionaire internally … before becoming one externally.
[32:16] – How to become a dreamer. (if you’re not already one)
[38:05] – What are the steps to transform your life from a financial perspective?

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

REPUBLISH: A toolkit for turbulence – Professor Martin Bean CBE

Tue, 18 Mar 2025 20:00:00 +1100

Professor Martin Bean CBE, CEO of The Bean Centre, is a visionary leader shaping the future of education in our workplace.

Currently a Professor at the University of New South Wales, Martin's expertise lies in exploring the evolving landscape of work and lifelong learning.

In this episode of The Savvy Dentist Podcast Martin shares his knowledge as a mentor connecting some of Australia's brightest minds and Jesse and Martin unpack all of the lessons of leadership that he's uncovered throughout his career and make them really practical for you in your dental practice.

[2:01] - A pathway to leadership
[7:12] - How Leadership has changed and evolved over recent years.
[10:02] - Don’t lead - coach. The difference between a hierarchical manager, and a leadership coach in your business.
[13:18] - How to commit to a learning culture within your dental practice and how it can impact engagement and retention.
[17:44] - A powerful leader is someone who can understand what motivates and inspires your team to follow.
[25:27] - Lessons from the top executives in Microsoft that you can apply in your business.
[30:36] - What Martin wishes big business would learn from our small business operations.
[38:29] - Don’t try to control the uncontrollable.

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

492: Jesse Green - 9 Essential Business Lessons for Dentists

Tue, 11 Mar 2025 20:00:00 +1100

Welcome to The Savvy Dentist Podcast with Dr. Jesse Green ... the show where great dentistry meets great business. Jesse helps you navigate the journey of building a thriving dental practice that supports your lifestyle, your team, and your long-term success.

In this episode, we’re diving into the 9 Essential Business Lessons for Dentists ... powerful strategies inspired by the insights of legendary business minds like Tony Robbins, Keith Cunningham, and other thought leaders. These are the principles that separate struggling practice owners from those who scale with confidence. We’ll be exploring the mindset shifts, financial frameworks, and leadership strategies that turn a dental practice into a well-oiled business machine ... one that doesn’t just survive, but thrives.

So, whether you’re just starting out or looking to take your practice to the next level, get ready to sharpen your business acumen, challenge the status quo, and take actionable steps toward a more profitable, stress-free practice.

If you’ve ever wondered how to create a practice that runs smoothly, grows sustainably, and allows you to enjoy more freedom, you’re in the right place.

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

491: Peter Baines - What Homicide Investigations Can Teach Us About Running a Dental Practice

Tue, 04 Mar 2025 20:00:00 +1100

Welcome to The Savvy Dentist Podcast with Dr. Jesse Green, where we explore the intersection of dentistry, business, and personal growth to help you create a practice and a life you love.

In this fascinating episode of The Savvy Dentist Podcast, Dr. Jesse Green speaks with Peter Baines, a world-renowned forensic scientist, leadership expert, and crisis management specialist. Drawing from his extensive experience in homicide investigations and disaster response, Peter reveals the surprising parallels between forensic science and running a successful dental practice.

From decision-making under pressure to analysing data for better outcomes, Peter shares how the principles of forensic investigation—attention to detail, critical thinking, and strategic leadership—can be applied to building a resilient and thriving dental business. He also explores the importance of teamwork, communication, and ethical leadership in both high-stakes crime scenes and the dental industry.

This episode is packed with unique insights that will challenge the way you think about leadership, problem-solving, and business success.

🎧 Tune in now for a thought-provoking conversation that bridges the gap between science, strategy, and dentistry!

[04:08] - The path from young constable … to International Forensic Expert.
[9:32] - What are the critical thinking skills a dental practice owner can apply to forensically think and examine their business?
[11:56] - How to be aware of your biases and preconceptions so that they don’t overshadow your analysis.
[20:55] - The smell of death, and the destruction nature can unleash is unfathomable.
[28:38] - Leadership insights from an expert on how to grow and progress through the ranks.
[33:49] - How the most intense and horrific scenes after the Tsunami in Thailand, led to a 20 year charity and passion project. Hands Across The Water

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

490: 9 Referral Secrets to Generate New Patients Today!

Tue, 25 Feb 2025 20:00:00 +1100

Welcome to The Savvy Dentist Podcast with Dr. Jesse Green, where we explore the intersection of dentistry, business, and personal growth to help you create a practice and a life you love.

In this episode Dr. Jesse Green explains how your business can become a referral powerhouse.

Word of mouth referrals are a great source of patients because we know the patients that come in through word of mouth referrals are typically more 'sold' on the practice, more likely to accept treatment. They're often high quality patients and quite simply, just nice people.

If you're going to use referral (or internal) marketing as a strategy to grow your business, you've got to be on the front foot, you've got to be very active with it, you've got to be able to drive it and do the right things consistently and well over a period of time, and you'll see those results grow.

What can happen with referral marketing is you can take one person (one new patient) that you get through referral marketing, and turn them into two, and take those two and turn them into four, and take those four and turn them into eight, and take those eight and turn them into 16 ... and so on.

So let's talk about the nine key ideas, nine key strategies on how to become a referral business leader.

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

489: Shane Hatton - A Masterclass on how to set your Organisational Culture

Tue, 18 Feb 2025 20:00:00 +1100

Welcome to The Savvy Dentist Podcast with Dr. Jesse Green, where we explore the intersection of dentistry, business, and personal growth to help you create a practice and a life you love.

In this episode Dr. Jesse Green sits down with leadership and communication expert Shane Hatton to explore the power of organisational culture in building high-performing teams.

Shane is an Australian living in London. He's a global speaker on the topic of culture and leadership. He's an author and also a researcher … Everything he talks about is based on research. So it's based on facts.

Shane shares valuable insights on how we as leaders of our dental practices can shape culture intentionally, foster alignment within our tight teams, and create an environment where our people thrive. Shane delves into the role of storytelling, communication, and clarity in strengthening workplace culture and ensuring long-term success.

Whether you're a business owner, team leader, or practice manager, this conversation is packed with practical strategies to help you cultivate a culture that drives engagement, productivity, and retention. If you create productivity … you create profitability.

Tune in for an insightful discussion on leadership, team dynamics, and the mindset shifts needed to build a strong, values-driven organisation.

[06:01] - Defining Culture … the good, the bad, and the toxic.
[11:25] - Understanding exactly where your business culture sits today is imperative.
[15:13] - What to do if you feel you don’t fit within your culture … but you own the business!
[18:32] - Is it a problem to solve … or a tension to manage?
[23:24] - How to manage everyone’s expectations and set your culture to fantastic growth.
[31:12] - The 'Netflix Culture Deck' is not for everybody … nor will your culture be for everyone. The not-negotiables of culture setting.
[33:21] - How to measure your team's engagement.
[36:19] - One of the worst things for your culture is to overlook bad behavior.

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

488: Eric Jorgenson - The Wisdom of Naval Ravikant

Tue, 11 Feb 2025 20:00:00 +1100

Welcome to The Savvy Dentist Podcast with Dr. Jesse Green, where we explore the intersection of dentistry, business, and personal growth to help you create a practice and a life you love.

Whether you’re looking to master the art of leadership, grow your practice sustainably, or find balance and fulfillment, you’re in the right place. Each episode is designed to deliver practical strategies and inspiring ideas to help you thrive both professionally and personally.

In this episode of the Savvy Dentist Podcast, Dr. Jesse Green is joined by Eric Jorgenson, the author of the groundbreaking book The Almanack of Naval Ravikant: A Guide to Wealth and Happiness. This modern classic distills the wisdom of Naval Ravikant—a Silicon Valley entrepreneur, philosopher, and investor—into actionable principles for creating both financial success and personal well-being. Eric’s unique talent lies in his ability to break down complex ideas into relatable, actionable insights that help people design lives of purpose, freedom, and joy.

Beyond his work as an author, Eric is a startup operator and seasoned curator of wisdom, always focused on empowering others to think bigger and live better.

In this episode, Eric will share key lessons from his book and unpack how dentists can apply these timeless principles to their practices and lives. From leverage and compounding to aligning your work with your values, Eric’s insights will challenge the way you think about success, growth, and happiness.

Get ready for a thought-provoking conversation that could change how you approach not only your business but also your personal journey in 2025.

[07:01] - The parallels between Warren Buffet, Charlie Munger and Naval Ravikant and why Eric felt compelled to write a book on the topic.
[12:41] - Happiness as a process can be a much more achievable outcome for all of us. Try it!
[16:07] - Speaking in 140 characters … how Naval Ravikant learnt to speak the Twitter (X) language to the world.
[29:35] - The future of the world according to Eric Jorgenson. The technologies he feels will change the world in the long-term.
[34:34] - How many lead bullets can you fire, or should you be looking for the ‘silver bullet’?

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

487: John Formica - Using the Disney philosophy to the most loyal patients ever

Tue, 04 Feb 2025 20:00:00 +1100

Just Imagine "If Disney Ran Your Business, What Would It Look Like?"

Welcome to The Savvy Dentist Podcast with Dr. Jesse Green, the show where great dentistry meets savvy business! Whether you're a dentist, practice owner, or someone passionate about personal and professional growth, this is the podcast where you'll discover strategies, tools, and insights to take your business to the next level while finding more balance, freedom, and fulfillment in your life.

Today, we're thrilled to welcome John Formica, also known as The "Ex-Disney Guy". With over 25 years of leadership experience, including a distinguished tenure as a top executive with Disney. John has become one of the most sought-after speakers and consultants in customer experience and service excellence.

During his time at Disney, John played a pivotal role in shaping the "Disney Way" of creating magical experiences for guests, and he now helps organisations around the world achieve extraordinary customer service, brand loyalty, and team engagement. His ability to transform businesses into "magic kingdoms" is truly inspiring and practical for any industry—including dentistry.

In this episode, John will share the secrets behind Disney's world-renowned customer service and how you can apply those same principles to elevate your dental practice. From building a culture of excellence to delivering experiences that keep patients coming back, John’s insights will empower you to stand out in a competitive market. So, grab a notebook and get ready for an engaging conversation that will help you create your own "magic" in your practice.

Let’s dive in!

[06:16] - The DNA of Disney Org can be used to build your dental practice culture.
[11:08] - Mission Statement vs. Vision Statement. Understand when and how to use them effectively in your business.
[18:47] - Empower your team to provide exceptional customer service, just like Disney … John describes exactly what to do.
[28:42] - Walt Disney Imagineering Research & Development, commonly referred to as Imagineering, is the research and development arm of The Walt Disney Company. John explains how you can utilise the same philosophy within your own dental business. This is powerful!
[36:39] - Great examples of exceptional customer service to inspire you to be creative and implement within your business.
[44:15] - How to turn a mundane experience like waiting for an appointment ... into a wow factor for your patients.

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

486: Jay Pottenger - Practical Mindfulness and Neuroscience in leadership

Tue, 28 Jan 2025 20:00:00 +1100

Welcome to another episode of The Savvy Dentist podcast with Dr. Jesse Green.

In this episode we are honored to welcome Jay Pottenger from EQ Minds, a renowned speaker and thought leader in the field of mental health, emotional intelligence, and workplace well-being. Jay has made it his mission to empower professionals with the tools they need to thrive in both their personal and professional lives. With a deep understanding of the unique pressures faced by business owners and dental professionals, Jay brings practical strategies to help you enhance your focus, manage stress, and cultivate resilience in an ever-demanding world.

As an ex-athlete turned corporate leader turned entrepreneur with one of Australia’s leading mindfulness and mental health companies, EQ Minds, Jay's approach to wellbeing is refreshingly straightforward and backed by real-world experience and science. He will transform the way your team thinks, focuses and performs.

In this episode, Jay will dive into the core principles of emotional intelligence and how mastering them can revolutionise the way you lead your practice and engage with your team. Drawing from his extensive work at EQ Minds, he’ll share actionable insights into building a positive workplace culture, fostering effective communication, and maintaining peak mental performance. Whether it’s managing high-pressure situations or striking a balance between work and life, Jay’s expertise will help you navigate these challenges with clarity and confidence.

So, if you’re ready to take control of your mindset, optimise your energy, and build a thriving dental practice, this is the episode for you. Jay’s passion for creating healthier, happier workplaces is infectious, and his practical advice is sure to resonate with professionals at all stages of their careers.

[02:31] - From professional athlete … to peak performance coach.
[11:23] - The pace of change continues to get greater and greater. Jay’s tip is for us to lean into change.
[15:05] - Habits are everything when it comes to our performance, because when we get stressed, we always fall back to our habits. But if you have really solid, good habits in place, they’ll create a great fundamental foundational base that you can use to fall back on and make sure that you’re pushing forward in the right direction.
[28:09] - The intentional use of our attention. Why mindfulness is the most powerful tool in a business owner's toolbox.
[34:22] - The path from gratitude, to stress reduction.

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

485: Deborah Cooper - Glitter-bombing your way to excellence

Tue, 21 Jan 2025 20:00:00 +1100

Welcome to another episode of The Savvy Dentist podcast with Dr. Jesse Green. We are thrilled to introduce Deborah Cooper, a dynamic thought leader and business strategist who has dedicated her career to helping professionals like you break through barriers and achieve extraordinary results in life … and in your dental practice.

With a wealth of experience in leadership development, team optimisation, and innovative problem-solving, DebZ has become a trusted advisor to many seeking to elevate their careers and practices. Deborah specialises in taking uninspired and underperforming teams through a process which transforms how teams communicate, and ultimately profits, with productivity dramatically increasing.

In this episode, Deborah will help you get unstuck in your life and hit new levels of growth, new levels of happiness, new levels of fulfillment in your business and indeed your life. Her expertise and practical advice will inspire you to not only achieve your goals but to exceed them, creating a practice that thrives in every sense.

So, get ready to dive into a conversation packed with actionable takeaways, real-world examples, and a fresh gratitude-filled perspective on what it takes to reach the next level.

[07:01] - Everything changed for Deb when she discovered that she had two personalities, one that she would put on for other people … and one that she had for herself.
[11:01] - Why is Deb the only Stressologist in the world?
[16:26] - How to control your stress levels on a daily basis.
[18:45] - How to discover YOUR ‘Glitter-Time’.
[26:59] - Get clear on the difference between Emotional Regulation, and emotional suppression.
[29:35] - How and why to make decisions and take action from your heart.

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

SUMMER SERIES - Wealth Creation for Dental Practice Owners

Tue, 14 Jan 2025 20:00:00 +1100

Welcome to our final episode of The Savvy Dentist Podcast Summer Series.

We're going back into the archives, rummaging through the vault, finding the best bits of the best episodes and we're taking those vignettes and those snippets and we're combining them together to form one single episode around a particular theme or topic.

The theme for this particular episode is all around wealth creation.

Creating wealth is a very important thing for dentists to think about because ultimately wealth is what gives you freedom. At Savvy Dentist, we talk about creating multi-generational wealth ... so that the wealth you create has an impact beyond yourself.

It impacts your family, it impacts your friends, it impacts the community of which you're part.

Like dropping that pebble in the pond, the ripple effect extends way beyond yourself.

This episode is designed to help you to think, To plan and to examine your internal belief structures around wealth so that you can then talk to your particular advisors and map out these thoughts and chart a course for your financial goals, your financial future ... that gives you the ultimate freedom, the ultimate flexibility to live life on your terms.

[02:56] - Creating Your Wealth Plan – Tony Bradshaw (episode #421)
[09:01] - Building a Valuable Practice.– John Warrillow (episode #310)
[14:57] - Developing a Millionaire Mindset – Michael Yardney (episode #303)
[18:50] - Strategies Of The Super Rich – Tim McNeeley (episode #192)

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

SUMMER SERIES - Creating Great Systems in your practice

Tue, 07 Jan 2025 20:00:00 +1100

Welcome to another episode of The Savvy Dentist Podcast Summer Series.

And the topic for this episode is creating great business systems.

Every business on the planet needs great systems, and dental practices are no exception. But what does great systems mean? Well, most people have their systems documented sitting up in a folder somewhere on a bookshelf gathering dust and no one ever follows them.

So for us, great systemisation involves not just documenting the systems, but having those systems followed by all your team. And when you get this right, what's going to happen is your patients are going to have the most amazing experience within your practice. They're going to have the best possible clinical care, they're going to receive the best possible customer service, and they're going to be raving fans about your practice.

On top of this, when you have new team members, you're going to onboard them faster.

In this episode of The Savvy Dentist Podcast you're going to hear from Verne Harnish, the author of scaling up. You're going to hear from Dr. Glenn Richards, who is the founder of greencross vets. One of the sharks on shark tank. You're going to hear from Dave Jennings who wrote the book systemology.

Your life is going to get simpler, easier, and better because you have great systems in your practice.

[03:03] - How To Scale Up Successfully with Verne Harnish (episode #47)
[08:03] - Simplify and Scale Your Practice – Marissa Roberts (episode #392)
[14:38] - Scaling Up with Greencross Vets Founder Dr Glen Richards (episode #385)
[20:12] - How to Scale your Practice Predictably – Peter Mohr (episode #376)
[28:39] - Systems that Actually Work – David Jenyns (episode #261)

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

SUMMER SERIES - Smart Marketing for Dental Practices

Tue, 31 Dec 2024 20:00:00 +1100

Welcome to the Savvy Dentist Podcast Summer Series.

To ensure you are motivated and ready to hit 2025 running, the team have gone back through the archives and found snippets of different episodes of different shows and we are stitching them together around a particular theme. The theme for this particular episode is Smart Marketing for Dental Practices.

Marketing is one of those areas that most dentists know they need to activate, but really never quite master. The thing about marketing is it is a bit like dentistry in the sense that there's certainly some art to it, but there's a lot of science to it as well. Many dentists feel that marketing is this dark black box. It's just like any skill that you can learn it, you can master it, and you can develop and implement it into your own practice with great success.

We say here at Savvy Dentist that the best marketer always wins.

So in this episode, we want to introduce you to some of the concepts to take your marketing to a new level with your business because marketing is that first domino that needs to fall. We need to have patient flow before we can ever have success. And patient flow is a function of marketing.

In this episode our list of guest are specialists in marketing and they discuss marketing in terms of patient acquisition, patient retention, patient reactivation and what it means to have smart-marketing in your practice.

From Google ads that work ... to how you can get comfortable with social media.

Our goal with this Summer Series is to motivate you so that after your Summer break you can kick-start your 2025 marketing in a more strategic way and implement some of the tactics and strategies that we share with you in this particular episode.

[02:54] - Smart Marketing - Paul Mackiewicz (episode #347)
[09:02] - Ilana Wechsler – Google Ads that work (episode #471)
[14:51] - Getting Comfortable with Marketing – Michelle Tayler (episode #454)
[22:00] - The surprising role of personal branding to scale your practice - Nina Christian (episode #454)
[27:31] - The Power of Purpose Driven Marketing – Chris Hogan (episode #427)

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

SUMMER SERIES - Developing a winning mindset

Wed, 25 Dec 2024 20:00:00 +1100

We trust that you are enjoying our Savvy Dentist Podcast Summer Series.

Our Savvy team have been sifting through the episode archives and have selected snippets from a variety of episodes, and we're combining them to form one episode around a particular theme.

The theme for this episode is Developing a Winning Mindset.

Mindset is critical as the inner game, the mental game is really where the game of business is won and lost. We can have all the external factors in our favor, but if our inner game, our mental game is not up to speed, things can fall in aheap!

In this episode of The Savvy Dentist Podcast Dr. Jesse Green is joined by a bunch of absolute legends who share their insights and their experiences around developing winning mindsets. From the chief psychologist for the Australian Olympic team, to Dr. Jenny Brockis, to high performance author and coach Dr. John Demartini about living an inspired life. We're going to be talking about resilience with shark attack survivors and overcoming adversity with Robert Owens, who's a pararescueman, which is the equivalent of the Navy SEALs in the US Air Force.

All of these guests share their insights and their experiences about how to become unstoppable. How to become anti-fragile, because the one thing that we know in life is that nothing is certain. There will always be setbacks, there will always be adversity.

Very rarely does life go in a straight line. Very rarely is it always smooth sailing. So we've got to have a really sharp innergame to be able to cope with and to focus on the things that matter and to be able to deal with the things that crop up from time to time and to keep moving forward no matter what.

[02:40] - High Performance Lessons from the Chief Olympic Psychologist – Graham Winter (episode #445)
[09:57] - The Thriving Mind with Dr Jenny Brockis (episode #304)
[16:45] - Living an Inspired Life – Dr John Demartini (episode #263)
[22:56] - Shark Attack Survivor’s Guide to Business Resilience - Brett Connellan (episode #434)
[29:17] - How To Be Unstoppable – Robert Owens (episode #406)

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

SUMMER SERIES - High Performance Teams

Tue, 17 Dec 2024 20:00:00 +1100

As you relax over Summer, the team at Savvy Dentist have created our Summer Podcast Series to ensure you are inspired and motivated and set to make this year your best ever, personally and professionally.

This episode of The Savvy Dentist Podcast is part of our Summer Series. We've searched through our podcast archives and created snippets of different episodes, and stitched them together around a particular theme.

Now of course, if you resonate with a particular person or topic and want to go back and listen to the full episode, we highly suggest that you do. The show notes below explain where to find the full episode.

The theme for this episode is High Performance Teams.

We all understand the value of our team. We all understand that if we're going to grow and scale our practice, we need to learn to develop a high performance team. A lot of the frustrations and day to day headaches come from managing. So in this episode, we're going to unpack all of that and a whole lot more so that we can actually understand how to be the best managers, how to build and grow people, how to help them become the best version of themselves.

How do we retain our best team members? How do we develop 2ICs so we can delegate more effectively and hand-off work to allow us to focus on the things that only we can do? Learning to have a high performance team ensures your patients have a wonderful patient experience ... every single time!

Building a great practice, no matter what size, no matter what your ambitions are, then having a great team is a key asset for you.

[02:28] - 4 Crucial Steps to Retaining your best team members (episode #459)
[08:39] - Michael Licenblat - High Performance in a fast paced world (episode #468)
[11:59] - Kylie Denton - Build and Lead a High Performance Team (episode #417)
[17:49] - Shirley Dalton - Developing your 2IC (episode #387)

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

SUMMER SERIES - Essential Leadership Skills for Dentists

Tue, 10 Dec 2024 20:00:00 +1100

On behalf of the Savvy Dentist Team we all hope that you are enjoying your Summer festive break. This episode is part 1 of our Summer Series as we want you to rest and relax, but also prepare to make 2025 your best year ever ... personally and within your business.

Throughout this summer series, we'll be going back through the Savvy Dentist Podcast archives and finding the best parts of the best episodes and pulling them together around particular themes.

So this particular episode is themed around leadership. We know that as business owners, if we want to grow and scale our practice, the ability to work with and through other people is an essential skill that we've got to master. So leadership becomes core to our business.

And in this episode, you're going to hear about a variety of different elements of leadership. You're going to hear about the different challenges that face leaders today. You're going to hear about the different types of leadership voices that you have and how you can channel each of those voices depending on the circumstances. We're going to talk about connecting with people at a heart level so that we can work with people at an emotional level, to really understand who our people are so we can help them achieve what they want and to get the best out of them, which of course drives the business further.

So when it comes to leadership, it is an urgan myth that leaders are born and not made. It's simply not true. Leadership is a skillset like any other skillset that can be learned, and it can be mastered.

[02:14] - The surprising secret to effective leadership – Daniel Murray (episode #472)
[05:47] - The Leadership Challenge - Professor Barry Posner (episode #414)
[10:31] - The 5 Leadership Voices – Jeremie Kubicek (episode #440)
[16:32] - The Science Behind Why We Do What We do (episode #423)
[24:37] - Leadership From the Heart – Wade Thomas (episode #393)

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

484: Lynne Schinella - Pick Me! Using fruit to understand yourself and others

Tue, 03 Dec 2024 20:00:00 +1100

Welcome to another episode of The Savvy Dentist Podcast with Dr. Jesse Green, where we explore groundbreaking ideas and the brilliant minds behind them.

Today, we’re excited to introduce Lynne Schinella, an accomplished speaker, author, and creator of the Fruit Personality Profiling System—a unique and insightful approach to understanding human behavior and enhancing communication. Lynne’s innovative system uses fruits as metaphors to represent different personality types, making it accessible, relatable, and fun for individuals and teams alike.

With decades of experience in training and development, Lynne has worked with organisations around the globe to help people navigate the complexities of workplace dynamics and interpersonal relationships. Her Fruit Personality Profiling System identifies four distinct "fruit" types—Apples, Mangoes, Limes, and Bananas—each with their own strengths, challenges, and ways of interacting with others. By decoding these traits, Lynne empowers individuals to better understand themselves and those around them, fostering collaboration and mutual respect in personal and professional settings.

Author of Bite Me! And Other Do’s and Don’ts of Dealing with our Differences, Lynne pens a regular blog series, and hosts two podcasts Fruitful Conversations and Fruitful Pairs. Lynne’s second book is Pick Me! Loving and Living with People You Just Don’t Get.

In today’s episode, we’ll explore the story behind Lynne’s creation of the Fruit Personality Profiling System and dive into how this tool can transform the way we connect and communicate. We’ll also hear firsthand insights from Lynne about what makes each "fruit" type tick, how to leverage your personality traits for success in your dental practice, and why embracing diversity is key to thriving in today’s world.

When we have more respect and understanding for each other’s differences in every way, we can connect more effectively as human beings. We have less stress. We get more done. The world is a kinder place.

Get ready to discover a fresh perspective on personality profiling and a practical tool that could change the way you interact with others—let’s get started!

[04:05] - How you become a 'Fruit Chick'.
[10:52] - Utilising Lynne’s Fruit Profiling will allow you to understand your people better, they’ll be more productive, and at the end of the day you’ll get to go home on time.
[14:47] - An overview of the Fruit Profile characteristics.
[24:33] - What types of people make up a dental practice business.
[30:04] - How to deal with different people in your team.

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

483: Diane Demetre - Bridging the generational divide

Tue, 26 Nov 2024 20:00:00 +1100

Welcome to another empowering episode of The Savvy Dentist Podcast with Dr. Jesse Green, where we explore the lives, stories, and strategies of remarkable individuals making an impact in the world. Today, we’re thrilled to be joined by none other than Diane Demetre—an award-winning author, sought-after motivational speaker, and a true advocate for living a bold and purpose-driven life.

With her magnetic energy and transformative insights, Diane has inspired countless people worldwide to overcome obstacles, unlock their potential, and achieve extraordinary success.

A cross between a savvy business leader, behavioural scientist and energy psychologist, Diane possesses the rare ability of taking complex information and delivering it in easy-to-understand way with an infectious joy for life.

Diane's journey is as dynamic as her message. From her early career in the performing arts to becoming a respected entrepreneur and thought leader, she has consistently embraced change and fearlessly pursued her passions.

In today’s episode, we’ll dive deep into Diane’s personal story, uncover the key principles behind her motivational philosophy, and hear about the life-changing moments that shaped her into the powerhouse she is today.

Whether you're looking for actionable advice to take your career to the next level, inspiration to overcome challenges, or simply a spark to reignite your dreams, Diane’s message is sure to leave you feeling uplifted and ready to take on the world.

Let’s get started!

[05:12] - Diane was the first public #metoo case in Australia when she refused her producer’s sexual advances, and he sacked her for apparently being too fat. Though there were no grounds for her dismissal, there were no laws to protect her back then, and she lost everything. She had no money, no job, no future.
[12:13] - The moment when Diane heard a voice inside, say, “Dare more.” This changed the trajectory of her life and she launched into a conscious journey to reclaim her power, passion, and purpose.
[22:18] - What are the differences between the various generational trends. From Baby Boomers … to Millennials … to Gen X’s and Z’s, and what can we all learn from one another?
[40:28] - What we can do as small business leaders to help our organisations better communicate and understand each generational divide.
[48:17] - How and why to be a ‘BOLD’ thinker.

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

482: Dr Rupert Neville - Business and Life Mastery

Tue, 19 Nov 2024 20:00:00 +1100

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green is joined by fellow dentist from the U.K Dr. Rupert Neville, who, along with his wife Alannah, own dental practices in the south of England.

Rupert is a long term client of Savvy Dentist, and has a really great perspective, not just about business, but about life. Rupert is a deeply reflective human being and very courageous in the way he goes about life.

Rupert shines a light on a pathway for dental practice owners that might be going through challenges to help them come out the other side. And of course, the pathway is not always beautifully laid out. Rupert has had to deal with his share of challenges along the way, as you'll hear in this podcast, and the way he's overcome them has been magnificent.

Rupert qualified from Newcastle University (U.K) in 2006 and started working at the Lodge Dental Surgery in 2007. He bought the practice with his wife Alannah in 2011.

He has recently become a validation supervisor (trainer) for dentists. Away from dentistry Rupert is a keen sportsman and played rugby for Newcastle Falcons between 2000-2006 . He now enjoys coaching.

[03:31] - A valuable lesson in resilience for every parent.
[07:17] - The power of sports in helping us be better dental practitioners and ‘bounce back’.
[14:51] - The importance of finding good role models and mentors.
[18:04] Spending your day ‘running and gunning’ is exhausting. Dr. Rupert Neville offers a healthier and more efficient alternative.
[21:10] - The importance (and team power) of you being vulnerable can never be understated.
[23:53] - COVID from a UK perspective. What it was like working in a dental business in the UK during the pandemic.
[30:48] - Rupert explains how he built his powerful team, and what he does to lead and empower them.
[36:48] - Taking over an established practice … verse … starting a practice. Compare the pair!
[43:51] - Being a leader means you must have a passion and strong vision for the future of your practice, and the team. It also means you must make tough decisions at times. For Dr. Neville, removing his practice from the UK DEMPLAN system after 30 years meant losing long term patients, for the long term sustainability and profitability of the business.

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

REPUBLISH: Growth is inversely correlated to control - Dr Jesse Green

Tue, 12 Nov 2024 20:00:00 +1100

Now, in a clinical setting this makes so much sense. But in a business and operational sense and a broader life perspective, it can be a real financial and cultural ‘handbrake’.

Your ability to grow and scale your practice is inversely proportional to YOUR desire for control. In other words, if you desire control too much, it slows you down in your business growth, and your ability to create time for yourself and to create the results you're seeking.

In this episode of The Savvy Dentist Podcast we pose the question, on a scale of one to ten, how strong is your desire for control in your business and your life?

Dr. Jesse Green walks you through a very truthful and personal journey that will have you thinking differently within the next 19 minutes and 47 seconds. Press play.

Mentioned in this episode:

Savvy Dentist Team Training Bundle

Team Training Bundle 2025

481: Prof Ramesh Balasubramaniam - exploring the intersection of Entrepreneurship and Academia

Tue, 05 Nov 2024 20:00:00 +1100

Professor Ramesh Balasubramaniam graduated with a BDSc from the University of Western Australia in 2000 and subsequently practiced general dentistry.
In 2006, he completed a certificate and Master of Science degree in Orofacial Pain at the University of Kentucky. While at the University of Kentucky, Ramesh also underwent training in the field of Dental Sleep Medicine.

Ramesh is a Diplomate of the American Board of Orofacial Pain. In addition, Ramesh completed specialist training in Oral Medicine as well as a Fellowship in Interdisciplinary Geriatrics at the University of Pennsylvania in 2008.

13500+ Patients Treated
Author and editor of 2 books
60+ Published Articles
13+ years of teaching experience

Ramesh has an appointment as a Clinical Associate Professor at the School of Dentistry of the University of Western Australia and is actively involved in teaching and research.
He is president-elect of the Oral Medicine Academy of Australasia.
He also has public appointments at the Oral Health Centre of Western Australia and Princess Margaret Hospital for Children.

His Oral Medicine Specialist practice focuses on Orofacial Pain, Oral Diseases and Disorders, and Dental Sleep Medicine.

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green and Professor Ramesh Balasubramaniam discuss the three big facets of his professional life. His academic life, his dental practice life, and his expanding commercial business product called Periogold.

Ramesh is driven to impact the world, he's driven to improve people's lives, and in this discussion you will hear the passion that drives him to juggle and balance the busy ecosystem of his personal and business life.

[02:28] - Ramesh accidentally fell into a dental career … and has never looked back.
[10:06] - The early years after graduation allowed Ramesh to get a clear understanding of the direction he wanted to take his dentistry career.
[16:26] - The juggle of work commitments is ‘real’... how does Ramesh handle the incredible workload and day-to-day push-and-pull of life and business?
[21:09] - The concept of PerioGold and how Ramesh and his team bought it to market.
[34:28] - If you are contemplating a career in Academia, or have a product or business concept of your own, Ramesh explains how to juggle your practice and family life and create the space necessary to bring your ambitions to fruition.

480: Why some people achieve more than others - Jesse Green

Tue, 29 Oct 2024 20:00:00 +1100

People achieve more than others for several reasons, with mindset and perseverance being key factors. Those with a "growth mindset," believe that talents and intelligence can be developed through effort and learning. This mindset encourages individuals to embrace challenges, persist in the face of setbacks, and continually strive for improvement.

People with a fixed mindset, on the other hand, may avoid challenges or give up easily, thinking their abilities are limited. Additionally, high achievers often set clear goals and maintain a strong sense of purpose, which helps them stay focused and motivated. They’re willing to make sacrifices, learn from failure, and adjust their strategies to keep moving forward.

Another important element is the support systems and opportunities available to them. Successful individuals often have access to resources such as mentors, education, and networks that help them develop their skills and open doors to new opportunities.

However, it’s not just about what people are given—it's about how they leverage these opportunities. Time management, discipline, and the ability to delay gratification also play significant roles in achievement.
Moreover, individuals who surround themselves with positive influences and foster resilience are better equipped to overcome challenges, further propelling them toward success.

Ultimately, a combination of mindset, effort, opportunity, and resilience determines why some people achieve more than others.

Welcome to The Savvy Dentist Podcast, the show where great dentistry meets savvy business! Join Dr. Jesse Green as we explore the strategies and insights that drive the most successful practices.

Dr. Jesse Green has been coaching dentists for over a decade helping them grow and scale their business. The most commonly asked question is, “What is it that separates the people that achieve great results for their practice compared to those that achieve mediocre results”?

In this short episode of the Savvy Dentist Podcast Dr Jesse explains what he feels you can do immediately to move to the path of achievement and success.

479: Derrick McManus - Facing death after being shot 14 times

Tue, 22 Oct 2024 20:00:00 +1100

Now imagine you're a police officer going to work and you're part of an elite law enforcement team that deals with all sorts of nasty things. You're going into a situation and it changes rapidly, things turn for the worse, resulting in you lying on the ground with severed arteries, shrapnel wounds, bullet wounds and you're fighting for your life. On this particular day you get shot 14 times within 5 seconds.

Welcome to The Savvy Dentist Podcast, the show where great dentistry meets savvy business! Join Dr. Jesse Green as we explore the strategies and insights that drive the most successful practices.

Derrick McManus is an inspiring leadership coach and former South Australian police officer who is renowned for his remarkable story of survival and resilience.
In 1994, while serving as a Special Tasks and Rescue (STAR) Group officer, Derrick was shot 14 times during a high-risk operation. The intense ordeal, which included critical injuries and hours without medical assistance, became a defining moment in his life.

Despite the trauma, Derrick’s mental and emotional strength carried him through, allowing him not only to recover but to thrive. His recovery and subsequent return to policing stand as a testament to the power of human resilience, mindset, and the capacity to overcome extreme adversity.

Today, Derrick channels his experience into leadership coaching, where he focuses on building resilience, mental toughness, and effective decision-making under pressure. He emphasises the importance of what he calls "Sustainable Peak Performance," teaching others how to maintain their performance and well-being even in the face of extreme challenges.

In this episode of The Savvy Dentist Podcast, Derrick shares his story using his unique insights to empower you to face your own obstacles with courage and confidence. His work as a coach and motivational speaker is underpinned by the principles of accountability, preparation, and the belief that with the right mindset, anyone can overcome the odds.

[3:16] - How to become a Special Tasks and Rescue (STAR) elite officer.
[4:53] - The first brush with death. “I wasn’t risk taking … I was risk managing”.
[6:43] - How to maintain control of your emotions in everyday high-stress situations.
[12:31] - May 1994. Derrick explains how the day he was shot 14 times in 5 seconds turned so rapidly.
[17:23] - The power of open, honest, compassionate and confronting conversations.
[27:46] - How to summon your ‘inner mongrel’ and get things done.
[41:03] - The difference between Resilience … and Durability.
[47:14] - Strategies to give you the edge in your life and business.
[50:55] - Does Derrick McManus forgive the perpetrator who shot him 14 times?

478: What I know for Sure - Jesse Green

Tue, 15 Oct 2024 20:00:00 +1100

What life lessons have you learned throughout your life, that you would consider you ‘know for sure’?

Welcome to The Savvy Dentist Podcast, the show where great dentistry meets savvy business! Join Dr. Jesse Green as we explore the strategies and insights that drive the most successful practices.

In this episode Dr. Jesse Green dissects a book by Oprah Winfrey that he has recently read, What I know for sure ~ Oprah Winfrey.

What I Know For Sure by Oprah Winfrey is a collection of reflections and life lessons that the iconic talk show host and media mogul has gathered over the years. The book is divided into sections, each focusing on core themes like joy, resilience, gratitude, and connection. Oprah shares personal stories and insights about overcoming hardships, finding purpose, and living with intention. Throughout the book, she emphasises the importance of self-awareness, embracing life's challenges, and practising gratitude.

You live your life, and along the way you learn and craft your beliefs from many different inputs and experiences, and while your core thinking can remain pretty solid as you get older (and wiser) … at some point it’s a good feeling to look back and expand on some old truths that you have learned.

Dr Jesse Green discusses the top 5 things he ‘knows for sure’. You might just resonate with one, or all of these, so press play, and have a pen or pencil at the ready to take stock of your life to date, and take note.

477: Abbie White - Redefining Sales

Tue, 08 Oct 2024 20:00:00 +1100

Welcome to The Savvy Dentist Podcast, the show where great dentistry meets savvy business! Join Dr. Jesse Green as we explore the strategies and insights that drive the most successful practices.

Now if there is one word in dentistry that gets people sweating, it's the word ‘sales’.
Sometimes the term ‘sales’ can have a negative connotation. Sales is helping people achieve better outcomes, whether it's in healthcare or otherwise, it's about understanding your patient or your customer and helping them with a solution. In dentistry, we use other words like ‘case acceptance’ or ‘case presentation’ in an effort to not use the word ‘sales’.

However, if it walks like a duck, if it talks like a duck ... then let’s just call it a duck!

In today’s episode, Dr. Jesse Green is joined by Abby White who specialises in high performance sales and charting the future of sales and AI in the dental industry.
Most people agree that Abbie White is a mover and shaker and one of Australia’s most dynamic sales experts.

Abbie’s superpower is being the marriage counsellor for sales AND marketing, in order to deliver an astronomical ROI. Leveraging this superpower, she brings together revenue generating teams to achieve in excess of 2000% + ROI on lead generation campaigns for leading Tier 1 global corporations.

Abbie has 17 years of sales experience in the trenches working with leading companies. Now, she's the founder of Sales Redefined, which is a B2B company, which helps dental practices grow and scale your ‘sales’.

[3:30] - Let’s redefine the word and meaning of ‘Sales’.
[6:22] - Giving your patient ‘options’ for treatment, and not giving your professional opinion can be costing you sales.
[8:38] - How to build your confidence to ensure you utilise your authentic sales skills.
[9:54] - Is your Marketing helping your Sales? SMARKETING is the new dental business term. Statistically only 8% of businesses have a strong alignment between their sales and marketing and those that do generate 209% more revenue!
[14:36] - The $money$ is in the follow up!
[17:29] - The value of your relationship with your patient and the direct correlation to your ability to sell to them authentically.
[20:44] - Is there anything else I can do for you? I've got time! Why these could be the most profitable set of words you hear this century.
[27:18] - How we can use A.I in our businesses immediately. (and why if you do not embrace A.I, you might be missing out on revenue)

476: Rod Cottam - Building resilience and the Spirit of Invictus

Tue, 01 Oct 2024 21:00:00 +1100

One of the things about life and business is there are always going to be setbacks and adversity. Our lives will be full of challenges and things to overcome.

And the degree to which we experience success in business, and indeed life, is related to our ability to overcome these obstacles, these hurdles, these setbacks. And if we don't already have this skill set, we've got to develop that skill set and build resilience into the way we approach life.

In today’s episode of The Savvy Dentist Podcast, Dr. Jesse Green is joined by Rodney Cottam. Rocket Rod Cottam has resilience in spades.

Rodney is an ex-military man of the 3rd Battalion, Royal Australian Regiment who loves to run — and whose love of running has helped him overcome some pretty major challenges.

In 2004, Rodney was in a serious motor vehicle accident, sustaining several injuries including a spinal injury, fractured pelvis, broken ribs, punctured lung and multiple lacerations. After two 10-hour surgeries and 12 months of treatment, his long-term prognosis caused by spinal nerve damage is a condition called Brachial Plexus Palsy, which has left Rodney permanently paralysed in his left arm.

In a split second, Rodney went from being an elite soldier, in the best physical shape possible, to completely losing all movement and feeling in one arm, from shoulder to fingertips.

www.runrocketrun.com
Rodney says, “I’d always loved running, but after the accident it was a challenge as I had no strength or support in my shoulder joint. Over time, I found my balance and rhythm, transitioning from an elliptical machine to a treadmill, then to road and trail running.”

Now Rodney runs at least five days and up to 100kms per week, and in October 2024, he will run his third trail run challenge in support of Invictus Australia. This year he will be running for 7 days, covering 560km.

The plan is to complete a major challenge each year and participate in ultra-trail events in Australia and around the world under a project called Run Rocket Run.

“When we believe in ourselves, we are capable of so much more than we think. We can push ourselves, physically and mentally, way past any perceived threshold. And this journey—this commitment to ourselves—is an incredibly special and rewarding one.”
~ Rodney Cottam

[5:50] - The Military is much like your Dental Practice, it reveals more about you as a human than you possibly think.
[8:03] - The day that changed everything. Rod was simply riding his motorcycle to work …
[17:01] - Laying in hospital with a broken pelvis, punctured lung, broken ribs, an arm that's not doing what it used to do. How do you reevaluate your life, stay optimistic, and what do you think about your future?
[23:01] - So how does a person who has had muscle surgically removed from his legs and attached to his paralysed arm, find relief and harmony in ultra-running?
[25:34] - How the Invictus Games became Rod's purpose in life.
[28:04] - What does resilience mean, and what does it take to be resilient in business?

475: Tom Potter - How I started, grew and scaled Eagle Boys Pizza

Tue, 24 Sep 2024 21:00:00 +1100

Welcome to The Savvy Dentist Podcast, the show where great dentistry meets savvy business! Join Dr. Jesse Green as we explore the strategies and insights that drive the most successful practices.

In today’s episode, Dr. Jesse Green is joined by a true Australian business legend, Tom Potter, the visionary founder of Eagle Boys Pizza.

Tom is one of Australia’s most outstanding retailers, entrepreneurs and inspirational leaders and his straightforward, no nonsense approach is sure to resonate with you.

Tom left school at 15 and found himself jobless at 23. He opened his first pizza shop in Albury, New South Wales in 1987 and proceeded to build his business to become Australia and New Zealand’s largest privately owned pizza company. Tom's journey is nothing short of remarkable.

In this episode of The Savvy Dentist Podcast Tom shares the ups and downs of scaling a business, his lessons learned from leading a brand, and how you, as a dental practice owner, can apply Tom’s exact principles to grow and thrive in your own local business.

Whether you're a seasoned practice owner or just starting out, this conversation is packed with practical advice to help you build a successful, sustainable business. So sit back, grab a notebook, and let’s dive into this episode of The Savvy Dentist Podcast with Dr. Jesse Green!

[1:57] - From working in a flour mill … to starting a small regional pizza shop. The beginning of an entrepreneur's story can be full of tips for all of us.
[6:04] - A restricted menu approach to your dental practice could be the strategy you’ve been looking for.
[7:35] - Scaling from one shop … to two … and beyond. (note: have your pen and paper for the business tips Tom shares)
[13:33] - How to liaise and build your team.
[16:10] - What is ‘The Owners Trap’ … and do you have a case of it?
[19:26] - Preparing to sell your business.
[22:55] - How to keep your business on the path and how to block out the surrounding noise. Tom’s exquisite approach and focus on building his pizza chain can be adopted and implemented into your very own dental practice growth.

474: Dr Hitesh Doshi - How to balance being a great clinician and a great practice owner

Tue, 17 Sep 2024 21:00:00 +1100

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green is joined by Dr. Hitesh Doshi as they discuss the juggle of clinical work whilst running a successful Dental business.

Dr. Hitesh Doshi graduated as a dentist in 2003 and completed his postgraduate studies in public health in 2006. Combining technology and continuing education, Dr. Doshi practices all the aspects of general dentistry, cosmetic dentistry, orthodontics and implant dentistry.

Dr. Hitesh has a couple of superpowers in business. He is a tremendous leader. He is really good with people, and he is extremely good at understanding how the numbers of his business work and paying attention to the critical steps he needs to take to maximise business growth.

No matter where you are in your dental practice business journey, this episode is one you will find powerful and full of tips you can implement immediately.

[5:43] - Buying a Dental practice from a Corporate Organisation. The pros, and the cons.
[7:38] - If you enjoy your dental clinical work, you can still develop a very successful and profitable business.
[10:21] - Look ‘outside’ for business growth strategies.
[11:57] - The first step to start your business growth.
[13:07] - You’ll understand your business better if you understand the data behind your business. How to read the numbers.
[15:17] - How to recruit people that stay long-term.
[18:19] - To OHT … or not to OHT … that is the question Dr Hitesh answers.
[20:59] - Building a culture on your terms, that serves the greater good of the business and the team around you.
[24:08] - Understanding your leadership voice is a superpower you can use everyday within your dental practice business.
[29:15] - You WILL make mistakes. Dr Hitesh describes the mistakes he has made along his dental business journey.
[35:25] - The philosophy you create to build your dental practice is critical to its long term financial success.

473: Dr Adam Fraser - Decision making in an uncertain world

Tue, 10 Sep 2024 21:00:00 +1100

Dr Adam Fraser is a peak performance researcher who helps people strive to achieve better performance in all aspects of life and business. He has worked with elite athletes and sporting teams, special forces soldiers and business leaders from some of Australia’s largest organisations.

Business and life has become more complex and sophisticated. The quality of our education needs to follow suit.

What is unique about his research is that it focuses on ‘how do people go beyond their potential’ without the collateral damage that normally comes with elite performance.

Dr.Adam Fraser has the ability to take complex things and make them simple. And in this episode of The Savvy Dentist Podcast with Dr. Jesse Green you will learn tips to some of the dilemmas that you have to encounter on a day to day basis when you're in practice.

Jesse and Adam discuss how to become better leaders as we interact with a myriad of people and how you can become more effective, happier and fulfilled.

“I believe everyone has a superpower. Some people can cook, some people can create amazing works of art, others can hug with the appropriate amount of pressure for the right length of time. My super power is the ability to make the complex, simple and engaging. I take the latest science and translate it so that people can immediately apply it to their own situation.” ~ Dr. Adam Fraser.

[4:10] - Having a breakdown after finishing his PhD became an intersection of Adam’s life that changed his trajectory.
[6:07] - There is danger in following your assumptions with staff and patients.
[10:29] - Why it’s best for your patient for you to become ‘detached from the outcome’. How to make better decisions.
[15:26] - As decision makers in our clinical world or in our business world, how do we find peace with the possibility of something occurring … versus the probability of something occurring?
[18:04] - How to avoid your leadership ‘blindspots’.
[23:46] - For our practice to succeed, we MUST become really good at developing people.
[27:21] - Looking over the fence into other people's backyards, into other industries will allow you to learn and gain perspective in ways that are not possible by simply being insular and looking within the dentistry industry alone.

472: Daniel Murray - the surprising secret of effective leadership

Tue, 03 Sep 2024 21:00:00 +1100

As a Dental practice owner, one of your key roles is to be able to build and lead your team. Success in your business requires that you master this skill.

It's not a skill that we're born with. It's not a skill that is taught at dental school. It's a skill that we need to develop after dental school, but it is a skill that can be learned.

Recognising that it is your team that looks after your business, we therefore want YOU to be able to look after your team. Creating an environment for them to thrive and do the best work that they can do.

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green is joined by Daniel Murray from empathic consulting. Daniel and Dr. Jesse discuss how empathy as a leadership tool unlocks discretionary effort, how it unlocks culture. They explain what empathy is … and what it's not. This is really about practical leadership to deliver practical results.

At the heart of our philosophy lies the belief that empathy is the paramount capability for enhancing outcomes across businesses, leadership, and communities.

Despite its frequent oversight or misinterpretation in the corporate world, empathy embodies the profound ability to comprehend both the rational and emotional motivations of others.

By cultivating this vital skill, leaders and businesses can forge deeper connections with their employees, customers, and stakeholders. This empathetic approach enables the development of groundbreaking competitive strategies and the nurturing of dynamic, diverse teams, ultimately driving greater employee engagement and organisational success.

Guiding Principles discuss in this episode include;

Understanding & Empathy: greater self-awareness of the actions, behaviours and subconscious drivers of tension in teams.
Better Conflict Management: healthily disagreement & challenge to balance fairness, performance & accountability.
Effective Feedback: the power of immediate, direct & kind feedback to foster a transparent & constructive environment.
Empathy and Understanding: a strong call to action for empathic support of team members to truly understand their perspectives & behaviours.
Personal Accountability and Growth: inspire personal growth & accountability at all levels with leadership becoming the way we behave not a title or position.

[5:43] - How do we boost productivity? How do we get that discretionary effort?
[10:33] - Where does empathy and empathic leadership fit within our dental practice?
[14:09] - Sympathy v. Empathy … what are the differences?
[21:32] - Why you should seek to understand someone’s perspective first.
[27:06] - How to create strong, trusted relationships with your team.
[33:07] - Separate trust, from rapport. You are not there to be a team member's bestie.
[34:50] - Do not think that conflict is a bad thing that should be avoided. If you're having conflict, this is good because that means people care enough to speak up.
[40:02] - How do you start the process of becoming a more empathic leader?

471: Ilana Wechsler - Google Ads that work

Tue, 27 Aug 2024 21:00:00 +1100

The ability to generate traffic to your website is a key marketing skill.
Most dentists rely on agencies, whether that's for SEO or paid traffic. Paid traffic is a real art and a science that can be learned.

Ilana Wechsler’s background is in data analytics. She's a numbers girl.

On this episode of The Savvy Dentist Podcast with Dr. Jesse Green, we're going to talk about paid traffic specifically. And in particular, what are the three things that you can do to help your website traffic, no matter what's happening on a technological front.

What's happening in the world of AI?
What's happening in the world of automation? And how does that impact the advertising you do on the various platforms?

Ilana describes the common mistakes that Dentists make when they're trying to optimise their advertising campaigns. She explains how much of your time is required to be able to successfully achieve good quality leads through your website.
Ilana Wechsler not only runs an agency, but she teaches people how to run their campaigns, so that you won’t need her agency services.

As Ilana says, it's not hard, but it requires a bit of work on a consistent basis. So an hour or two a week to monitor the campaigns, to keep them on track is really all it takes.

[3:17] - How has the process of Paid Traffic advertising changed these past few years?
[10:15] - How is A.I being incorporated into the website traffic advertising process?
[17:12] - As a small dental practice, when is the right time to engage a digital ad agency?
[18:19] - How much time should you commit weekly to your digital ad campaign?
[20:06] - To TIK TOK … or not to TIK TOK … that is the question.
[22:48] - How much should you spend on your digital ad campaign?
[30:17] - SEO v. Paid Traffic.

470: Daryl Holmes - Business Lessons from Australia's most successful practice owner

Tue, 20 Aug 2024 21:00:00 +1100

Dr. Daryl Holmes is the founder of 1300-Smiles which was the first listed dental company in Australia and was recently acquired.

Daryl's idea was simple, yet brilliant, bring aging dental practices back up to speed through injecting them with brand-new equipment and state of the art systems and operating them under the one brand.

In this episode of the Savvy Dentist Podcast, Daryl shares his lessons about business and life across the journey of the 1300-Smiles story. From the early days in partnership with another dentist … through to building out six practices of multiple chairs … to listing the business on the ASX and the process that entails … to managing a listed company.

1300-Smiles would become an icon in North Queensland and around Australia after Daryl successfully negotiated the naming rights to the North Queensland Cowboys' stadium.

[2:31] - Where 1300-Smiles all began for Dr. Daryl Holmes.
[12:46] - How to build a leadership team while you build your business.
[20:57] - Keep your debt low, and your cash flow can fund your growth. The key to managing both is in your recruitment.
[26:32] - How you can duplicate and build your own 1300-Smiles customer focused culture.
[37:28] - Designing your business growth plan is step one. Dr. Holmes explains his philosophy on how to execute and floor your plan through to the end result.
[44:39] - GSD … Get. Stuff. Done. The principle that changed it all for 1300-Smiles.
[45:22] - Opportunities exist everywhere. Dr. Holmes explains where he sees the future growth opportunities within dentistry.

469: Kate Christie - Living life by design

Tue, 13 Aug 2024 21:00:00 +1100

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green is joined by time-management expert Kate Christie.

After losing her former life partner to cancer, Kate Christie resolved to live her absolute best life. An audacious, joyful, stupendous life by design with more time and freedom.
Kate was 40, building a life as a lawyer turned senior executive in one of Australia’s biggest companies. She was also CEO of the household, with three kids under three.

Now Kate is an international time management specialist, coach, author and speaker working with high performing individuals and teams, helping clients including L’Oreal, BUPA, Westpac, Specsavers and the European Union find 30+ guilt free lost hours of time a month.

Kate and Jesse unpack how to not only think about managing our time, but how we can manage our energy and do deep meaningful work that gives us joy and happiness.

If this episode resonates with you, be sure to support and purchase Kate Christie’s best selling books here

[2:46] - There is a groundswell that practice owners want to live very differently, and they want to manage their time very differently. How to look at your productivity through a very different lens.
[5:08] - How to maximise your time investment in the practice.
[8:37] - Is ‘busyness’ your badge of honour?
[12:08] - You’ll perform your best work when you are in your flow state. So, how do you get into a flow state?
[16:01] - the concept of ‘batching’ and how it can help you and your team.
[24:17] - The fear of rejection, and how to successfully use batching to power through to exponential results.
[25:45] - How to regain 30 hours PER WEEK of lost time.
[30:32] - Invest in your health and you’ll reap the benefits within your business.
[33:48] - Change is not hard … but it IS important. For things to change, YOU must change.

468: Michael Licenblat - High Performance in a fast paced world

Tue, 06 Aug 2024 21:00:00 +1100

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green is joined by Michael Licenblat. Michael is an expert on resilience and teaches us how to bounce back fast from pressures, setbacks, and rejections in life and business … and in doing so, how to maximise our performance and success.

Have a pen and paper ready for this episode as Michael gives you the techniques, confidence and courage to manage the failures, challenges and problems that are part of every process in the world of business.

Michael Licenblat was born into a family of entrepreneurial parents and grew up working inside the numerous family businesses. In this fast paced, high pressure environment, he quickly learnt that success often came to those who can ride the bumps, get up, and keep going.

Over 20 years ago, Michael became one of the pioneers in building a successful natural therapies business through overcoming market rejection, refusals, and knockbacks. By drawing on his background in business, psychology, Shiatsu therapy, and over 25 years of martial arts experience, Michael has helped countless companies become ‘pressure proof’ and out-achieve their competition.

Michael explains how to read ‘pressure patterns’ and build your personal resilience so that you have practical ideas on how to ‘keep the drive alive’.

[2:45] - The good news (and the bad news) since the COVID pandemic in terms of the ‘pace of change’ for our teams.
[7:27] - The ability to adapt when change comes-a-knockin’.
[10:09] - How to cope … and how to capitaise on a changing world.
[14:39] - The older I get, the more stuck in my ways I am … Myth, or not?
[18:04] - Where do Curiosity, and Resilience meet and allow us to out-perform?
[20:48] - Where does our self-confidence begin and end … and where does our ego take over?
[24:28] - How to build a High-Performance dental practice team.
[29:05] - How to take one on the chin … and how to get straight back up again. Resilience 101.
[34:07] - We are designed by nature to ‘survive’ … don’t make life harder than it needs to be. Learn. Grow. Make life on your terms.

467: Bridget Sakr - The power of community during unimaginable tragedy

Tue, 30 Jul 2024 21:00:00 +1100

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green has a truly inspiring guest.

Bridget Sakr is a name that resonates with strength, resilience, and unwavering determination. Bridget's journey is one of profound transformation, from navigating personal tragedy to becoming a passionate advocate for change and community support. Her story is not just about overcoming adversity but also about channeling that experience into making a meaningful impact.

Bridget Sakr’s 11-year-old daughter Veronique was killed along with her three cousins by a drunk and drugged driver.

The business leader and mother of two says she will never stop grieving but the tragedy has inspired her to “give back” to the community that enfolded her family in love and support.

Bridget shares her insights on leadership, community engagement, and the power of purpose-driven action. Her experiences offer valuable lessons for all of us, both in our personal lives and our professional endeavors.

[3:14] - It’s Unfathomable … Bridget recounts in detail the night she lost her daughter and 3 other children.
[9:34] - The grieving process from a mother’s perspective.
[13:15] - An 11 year old girl who loved people and had the world at her feet.
[18:35] - Forgiving the killer.
[21:34] - Forgiving yourself. (something we can all learn to do)
[25:55] - Creating a legacy within the community and honoring Veronique.
[38:09] - Why we are never prepared for grief.

466: Zac Herps - Getting your legals right

Tue, 23 Jul 2024 21:00:00 +1100

Welcome to The Savvy Dentist Podcast, the show where great dentistry meets great business. Each episode, we bring you insightful conversations with industry leaders and experts, offering you the wisdom and tools to create a thriving dental practice.

As dental practitioners and practice owners we all know that getting your documentation right is critical and when you get it right, it gives you that terrific peace of mind. When it's not documented properly, then you're at risk of having disputes and issues.

In this episode, Dr. Jesse Green introduces us to lawyer Zac Herps. He’s not just a lawyer, but a beacon of expertise for dental professionals navigating the complex legal landscape.

Zac, with his extensive knowledge and experience, has been instrumental in helping dentists across the country safeguard their practices and make informed, strategic decisions. He shares invaluable insights into the legal challenges and opportunities that every dental practitioner should be aware of.

Zach and Jesse talk about the importance of having great advisors around you at all times.

[3:37] - How do you know if it’s good advice?
[11:49] - The structure and documentation suite you will need as a solo practitioner.
[14:35] - Directors duties and responsibilities explained.
[17:58] - What’s the go with data protection in your practice?
[21:45] - Facility agreements and how to protect your intellectual property.
[24:38] - Is a ‘restraint of trade’ worth the paper it is written on?
[31:45] - Documentation that is commonly overlooked when growing your practice.
[40:49] - Estate planning checklist.

465: Dr. Andrew Hong

Tue, 16 Jul 2024 21:00:00 +1100

In a dental practice, we perform a lot, and train very little. In comparison, in the sports arena, an athlete will practice a lot, and perform occasionally.

In today’s episode of The Savvy Dentist Podcast with Dr. Jesse Green, we meet Dr. Andrew Hongh. Dr. Hong isn't just known for his exceptional skills in dentistry but also for his unwavering passion for sports. This unique combination has propelled his dental practice to new heights and Andrew and Jesse uncover and share all the lessons he has learnt along the journey.

[3:18] - The value of training and practice in your practice.
[5:10] - The BIG tax lesson and the transition process from associate … to owner.
[8:14] - “Am I cut out for this?” The question that changed everything.
[11:06] - Andrew’s lessons moving from ‘driller-and-filler’... to ‘business owner’.
[14:46] - The BEST tip for building loyalty with each individual in your team.
[17:18] - How to make continual learning part of your DNA.
[20:20] - The 3 A’s. Accept. Adapt. Achieve. How to utilise these three simple steps in your business everyday.
[28:50] - Andrew Hong’s business tips to allow you to relax more and sleep at night.
[31:04] - The sporting playbook analogy applied to your dental practice.

464: A toolkit for turbulance - Professor Martin Bean CBE

Tue, 09 Jul 2024 21:00:00 +1100

Professor Martin Bean CBE, CEO of The Bean Centre, is a visionary leader shaping the future of education in our workplace.

Currently a Professor at the University of New South Wales, Martin's expertise lies in exploring the evolving landscape of work and lifelong learning.

In this episode of The Savvy Dentist Podcast Martin shares his knowledge as a mentor connecting some of Australia's brightest minds and Jesse and Martin unpack all of the lessons of leadership that he's uncovered throughout his career and make them really practical for you in your dental practice.

[2:01] - A pathway to leadership
[7:12] - How Leadership has changed and evolved over recent years.
[10:02] - Don’t lead - coach. The difference between a hierarchical manager, and a leadership coach in your business.
[13:18] - How to commit to a learning culture within your dental practice and how it can impact engagement and retention.
[17:44] - A powerful leader is someone who can understand what motivates and inspires your team to follow.
[25:27] - Lessons from the top executives in Microsoft that you can apply in your business.
[30:36] - What Martin wishes big business would learn from our small business operations.
[38:29] - Don’t try to control the uncontrollable.

463: Overcoming overwhelm - Daniel Sih

Tue, 02 Jul 2024 21:00:00 +1100

The world is certainly speeding up. The rate of change, the pace of change and technological advances are all increasing.

As a practice owner, are you constantly thinking about your team dynamics and the structures or issues going on between people. You're possibly also thinking about your business (and personal) finances, your tax, payroll tax, approaching EOFY.

Sometimes the list becomes so long it can be overwhelming.
How do you reconcile that sense of overwhelm?
How do you overcome overwhelm so that you can continue to move forward and achieve the goals that are really important to you?

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green introduces you to Daniel Sih, a productivity expert.

Daniel has a framework for all of us around developing and maintaining productivity and creating ‘space’ within your day to ensure you maintain a sense of sanity as you grow your practice.

Daniel Sih is an award-winning author, professional speaker, and productivity consultant, leading the team at Spacemakers.

Daniel co-founded Spacemakers, a productivity consulting group, where he serves as a key leader and thinker. The organisation focuses on helping individuals and companies improve their productivity through better management of technology and work-life balance. Spacemakers offers workshops, coaching, and resources that aim to address the modern challenges of digital overload and workplace efficiency.

Daniel’s work emphasises the importance of unplugging from digital distractions to foster creativity, focus, and well-being.

[5:03] - The transition from physiotherapy … to productivity expert.
[11:33] - Daniel explains his framework for us to be able to “create space”.
[16:31] - The theory that we can outrun the busyness of life and business … even though in reality we all know that that's a race you can't just win.
[20:28] - The relationship between your technology, and your productivity.
[35:26] - One of the hardest roles to create space in is the reception role. Daniel explains how his framework can be applied.
[38:29] - How to apply the productivity framework you’ve just learned in everyday life and business.

462: The Life and times of Soo-Wee Ong founder of DPR

Tue, 25 Jun 2024 21:00:00 +1100

Dr. Soo-Wee Ong is a distinguished dental surgeon based in New Zealand, known for his expertise and dedication to the field of dentistry. Originally from Malaysia, Dr. Ong moved to New Zealand to pursue higher education and professional development.

He runs courses for dentists to teach them the basic surgical skills and advanced surgical skills and is the founder of the Facebook group, DPR, which is a resource for all dental practitioners, no matter where you are in your journey.

Dr. Ong has built a reputable practice in New Zealand, where he specialises in a wide range of dental services, including cosmetic dentistry, implantology, and oral surgery. His commitment to continuous learning has led him to participate in numerous international conferences and training programs, ensuring that he stays at the forefront of the latest advancements in dental technology and procedures.

Dr. Soo-Wee Ong's blend of technical proficiency, compassionate care, and continuous pursuit of excellence has made him a prominent figure in New Zealand's dental landscape, earning him a lasting legacy in the field of dentistry.

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green uncovers Dr. Ong’s journey in business and life, including how he discovered his passion for weightlifting.

[3:51] - That moment when your best friend asks, “So why do you want to go into dentistry?”
[11:10] - The job as a specialist is to ‘educate’.
[21:29] - Finding confidence as a young dental practitioner.
[26:41] - Easy case, hard case, easy patient, hard patient … Dr. Ong discusses how he views the differences.
[35:18] - The evolution and the community power of the DPR facebook group, a tremendous service to our profession.
[43:50] - How an Oral Surgeon becomes a weightlifter in later life.

461: David Keir - Finding strength through adversity

Tue, 18 Jun 2024 21:00:00 +1100

David Keir is perhaps one of the greatest thinkers when it comes to helping new graduates start their dental career. David is the host of the Dental Headstart podcast created to help dental students become great dentists.

David spent over 10 years dental assisting before graduating from The University of Sydney in 2016. The idea of Dental Head Start was born from the hopes of sharing the lessons he’s been lucky to learn along the way and helping others gain a head start also.

Having spent many summer breaks in the Mid North coast, and even marrying his beautiful wife there, David is proud to now call Port Macquarie home.

When he’s not busy with one of his endless side projects … which is a rare, you’ll find David adventuring the great outdoors on his mountain bike or running in an ultra marathon.

[2:14] - Starting a podcast to self-learn and help new dental graduates understand the business of dentistry.
[6:29] - Business was always the path … but not the start.
[13:13] - How David and his wife turned a tremendous tragedy into a 1 year traveling adventure around Australia.
[18:01] - What has an ultra marathon got to do with running a dentistry practice?
[27:24] - Take a break … breathe … and give yourself the time to decide ‘what next’.
[35:50] - Tips to accelerating your business growth.
[41:03] - When you are pulled in many different directions in your business, how do you define what to focus on?

460: What creates value in a business

Tue, 11 Jun 2024 21:00:00 +1100

Valuing your dental practice is crucial for understanding its financial worth.
It's really important to understand that as we go about growing our practice, we want to build your practice the right way. Accurate valuation helps in making informed business decisions and ensures that you maximise your practice’s potential and profitability.

In this episode of The Savvy Dentist Podcast Dr. Jesse Green discusses the concept of ‘building to sell’, regardless if you envisage selling your practice or not.

To understand your business value involves assessing tangible assets like equipment and property, as well as intangible assets such as patient base and brand reputation. Which can be essential for securing loans, attracting investors, or planning a future sale.

To build value in a dental practice, focus on enhancing patient experience by providing exceptional care and maintaining a welcoming environment, which fosters patient loyalty and referrals. Invest in modern equipment and continuing education to offer the latest treatments and maintain a competitive edge. Additionally, implement efficient practice management systems to streamline operations, reduce costs, and improve profitability.

So when we talk about building to sell, it doesn't mean you have to sell. It's about making sure that you're building an asset that has tangible value in the marketplace.

If you build it right and your business is easy to sell, then your business is also fun to run because it's giving you the income that you want and it's giving you the freedom that you want.

459: 4 Crucial Steps to Retaining Your best team members

Tue, 04 Jun 2024 21:00:00 +1100

In this episode of The Savvy Dentist Podcast Dr. Jesse Green discusses the importance of building a rock-solid team culture within your business.

After 450plus episodes of the Savvy Dentist Podcast we all know the basics of great team culture;

Understand the strengths of each individual.
Explain your business vision.
Get your employees involved.
Define roles clearly.
Consider team-building exercises.
Recognise the value of diversity.
Extend your team beyond your business.
Let your team know that you value them.

However in this episode Dr. Jesse Green goes deeper into the psychology of a highly successful and well-oiled team.

Maslow's Hierarchy of Needs is a model that can help you to identify your team members' needs and to think about what you can do to meet them. It can be especially helpful in your regular one-on-ones when you're thinking about how best to develop your people and enable them to thrive.

Effective management begins with understanding the diverse needs of employees, and Maslow's hierarchy offers a comprehensive framework for doing just that.

By addressing the needs at each level of the hierarchy, you can not only improve employee retention but also enhance overall performance and productivity.

Needs lower down in the hierarchy must be satisfied before individuals can attend to needs higher up. From the bottom of the hierarchy upwards, the needs are: physiological, safety, love and belonging, esteem and self- actualisation.

Dr. Jesse explains this five-stage model and how he utilises it in his day-to-day business dealings.

REPUBLISH Buying Back Your Time

Tue, 28 May 2024 21:00:00 +1100

In this episode of The Savvy Dentist podcast, Dr. Jesse Green discusses the most precious resource we have … our time.

When it comes to running a business, one of the most common things that dentists say is that they want to make more money. And then once they're making ‘more’ money, then their desire turns to them having more time in their life, with more enjoyment, meaning and satisfaction.

How do we get the balance right?

If you are feeling burned and stressed out, then this is the episode you need to listen to.

[4:20] - Re-engineer your business and create a business that you love.
[5:38] - Who to hire, and when!
[6:22] - Internal training vs. external training. The pros and cons. Which works best and creates the most profit.
[15:23] - If you want to free up your clinical time, hire an associate dentist, or a dental hygienist or therapist.
[18:08] - How to continue to grow your revenue within your practice.

How To Scale Up Successfully with Verne Harnish

Tue, 21 May 2024 21:00:00 +1100

In this episode, I chat with Verne Harnish. Verne is the founder of the world-renowned Entrepreneurs' Organization (EO), with over 11,000 members worldwide. He is also founder and CEO of Gazelles, a global executive education and coaching company with over 180 partners on six continents. Verne has spent the past three decades helping companies scale-up.

In today’s episode, we chat about:

▪ The 4 key elements that determine why some businesses make it and others fail
▪ Why you should never make a decision alone
▪ Ways dentists can compete and scale in a competitive market
▪ Expert customer service tips
▪ Finding ways to scale when you love your own craft
▪ Why you need a daily huddle

REPUBLISH: What's working now?

Tue, 14 May 2024 21:00:00 +1100

REPUBLISH: Episode 2 with Nauv Kashyap

Tue, 07 May 2024 21:00:00 +1100

It's hard to believe, but the Savvy Dentist Podcast has now surpassed 450 episodes!

When I started this journey all those years ago, I never could have imagined how far we'd come.

To honour this milestone, I've decided to revisit some of my most memorable conversations - and what better place to start than with Nauv Kashyap?

Nauv was the second guest I ever had on the podcast (it’s amazing to see how far we’ve come with sound quality!), and his insights on business, risk-taking, and the parallels between poker and practice ownership have stuck with me to this day.

In this classic episode, Nauv shares:

The importance of playing to your strengths and outsourcing your weaknesses as a practice owner
How delegating early on allowed him to focus on strategic growth (and how it led to him opening 11 practices)
Why taking calculated risks is essential for success (and how to minimise your exposure when taking leaps)
The surprising parallels between poker and business negotiation (and how to tell when someone is bluffing)
Why being patient and selective is the key to capitalising on the right opportunities (in poker and in practice)

This Episode challenges assumptions about what it means to be a practice owner and gaves a whole new perspective on managing risk and growth.

If you're feeling stuck, stagnant, or uncertain about your next move, this nostalgic episode will set you right.

457: The 6 Step Recruitment Process every practice needs - Jackie Strachan

Tue, 30 Apr 2024 21:00:00 +1100

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green is joined by HR specialist, Jackie Strachan from HR Tactics.

Jackie’s passion for creating better Human Resources outcomes stems from over 20 years’ experience in the field and a drive for finding innovative solutions.

Recruiting the ‘right’ people, and keeping the right people is an ongoing challenge we all face when running any size business.

If you do not have a recruitment process, then this episode is going to help you develop one, plus specifically guide you through how to advertise to recruit great people for your practice.

The goal is to not be at the whim of people leaving your practice, where you have to recruit in a knee jerk manner. This always results in productivity headaches because when someone leaves you've got to spend time recruiting to get people on board and it takes time to train them and get them up to speed. Then if that first person that you've hired doesn't work out, you're back to square one.

Jackie’s HR career has seen her hold both operational and strategic HR management roles across a vast array of industry sectors including retail, financial services, child protection, professional services, dental, state emergency services, Department of Justice, agency recruitment and IT.

Jackie is a Certified Professional Member of the Australian Human Resources Institute (AHRI), holds an MBA from QUT, a Cert IV in Training & Assessment, and accreditation as a facilitator of ‘Extended Disc’ Psychometric Employee Profiling.

[4:14] - The most common challenges dental practices face in regard to the recruitment process.
[10:36] - Your recruitment process gives you the opportunity to sell your business to find the right applicant.
[17:40] - How to write a great recruitment ad for your practice.
[20:36] - How to create your recruitment process.
[27:17] - How should your onboarding process align with your recruitment process?
[29:34] - What ‘Day 1’ should look like for your new recruit.
[35:22] - What your new recruit should be thinking at the end of their first week. HR peeps call it ‘The Employee Experience’.
[44:25] - A wrap up of the 6 steps to your recruitment process.

456: A Tactical Guide to Growing Your Practice

Tue, 23 Apr 2024 21:00:00 +1100

Since 2016, the concept of The Savvy Dentist Podcast was to share the best thinking, the best ideas and the best practices from other industries, and bring them back to dentists so that you can adopt them for your own. So you can create the practice and the life that you ultimately want to create.

Thank you to each of you who have tuned in over the last eight years, whether you're a regular listener or a sometimes listener, we really appreciate you.

Business is becoming more competitive, the marketplace is becoming more sophisticated and therefore the practice management techniques that were prevalent in the early 2000s, no longer apply today. As practice owners today, we need to have more advanced thinking than we've ever needed in the past.

If you want to have a business that you love, that you get to run, then we need to jettison that old thinking and we need to embrace new thinking.

In this episode of The Savvy Dentist Podcast Dr. Jesse Green shares some fresh current day tactical small business lessons he has learnt over many decades in business to help you build a viable and profitable practice.

455: How I accidentally opened 8 clinics - Dr Dylan Hyam

Tue, 16 Apr 2024 21:00:00 +1100

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green is joined by Dr. Dylan Hyam, experienced Oral and Maxillofacial Surgeon.

Now, if you've ever thought that running a dental practice can be challenging at times, well, frankly, you're absolutely right. It can be very challenging on occasion. But how about running eight practices all at once?

Dr. Dylan Hyam is a specialist maxillofacial surgeon in Canberra, and along with his business partner, he also operates TMJ clinics around the country.

In this episode, Dylan and Jesse have a really wide ranging conversation with some great lessons around decision making, and how to make decisions that are effective over the long haul.

Dylan has a very deliberate and considered approach to both his life and his businesses, underpinned by a strong sense of values and principles. And one of those principles that Dylan holds above all else, the work must be good.

Now, we all know that as healthcare providers, we want to do great work that we're proud of, and what Dylan shares is his long term approach to building success in practice.

Based on this value of doing great dentistry or great work. And he's also a really astute businessman and Dylan explains how he builds teams and his businesses to operate remotely from his headquarters in Canberra. And he's been able to instill great culture remotely.

So if you've ever wanted to own more, more than one practice, or even if you want to run your one practice much better this conversation with Dr. Dylan Hyam will help you.

Dr. Dylan Hyam gained honours degrees in both Medicine and Dentistry from the University of Sydney. He began his career serving in the Royal Australian Army before taking up his first residency post at Westmead Hospital, Sydney.
A/Prof Hyam trained in Sydney, Canberra and the United Kingdom, in order to maximize his exposure to the management of complex maxillofacial patients.

In the United Kingdom he gained valuable training and experience in the management of head and neck cancer, orthognathic surgery, and complex bone grafting procedures.

A/Prof Hyam is the Director of the Oral and Maxillofacial Surgery Unit at The Canberra Hospital. He divides his time between both public and private practice.

A/Prof Hyam holds multiple appointments within the Royal Australasian College of Dental Surgeons, relating to the provision of training to young surgeons. His appointment as Adjunct Associate Professor at the Charles Sturt Dental School allows for a continuum of education for undergraduate dental students.

Based on this value of doing great dentistry or great work. And he's also a really, really astute businessman because what he talks about is how he builds teams and his businesses operate remotely from his headquarters. And he's been able to instill great culture remotely. So if you've ever wanted to own more, more than one practice, or even if you want to run your one practice much better this conversation with Dr. Dylan Hyam will help you.

[6:06] - The transition from Dentist to Oral and Maxillofacial Surgeon.
[9:18] - Consult, Operate, and running business, the ‘how to’ manual.
[18:57] - The power of efficiency, and how to refine it.
[23:48] - Good decisions can have bad outcomes … similarly, bad decisions can have good outcomes.
[27:24] - How to scale from one to 8 practices.
[29:46] - The power of delegation and how to utilise it to run your practice remotely.
[35:28] - Aim to be predictable, repeatable, and reliable for your team and your culture will boom.
[42:41] - Staying focussed on the long term vision is powerful, and profitable.

454: Getting comfortable with Your Marketing - Michelle Tayler

Tue, 09 Apr 2024 21:00:00 +1100

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green is joined by Michelle Tayler from Marketing Practices.

Marketing is what will drive your business forward, and it will help you achieve new heights of revenue, and scale.

Michelle is a marketing professional who works specifically with dental practice owners to help you implement effective marketing strategies to attract new patients and retain existing ones … and ultimately, feel more comfortable with your ongoing marketing strategy.
So, if you lack the time and your marketing approach is a little ad hoc and doesn't seem to get much traction, or, you realise the value of a strong online presence, but find it nearly impossible to keep up to date with the rapid developments in digital and social media marketing. In this episode you will gain not only the confidence, but the clarity on how to increase your marketing efforts and see instant results.
Michelle describes how to encourage your patients to authentically refer your practice, without feeling like a salesperson?
Marketing is just a small element of all the things that you are juggling with the heavy demands of running your practice, so press play and learn how you can strategically increase your marketing, and your revenue.

[2:46] - Why are practice owners not comfortable with marketing?
[9:52] - Why you MUST be authentic in your marketing.
[13:10] - There is no magic marketing button. But these are the tips and tricks.
[21:39] - You will never need to ‘sell’ to your clients and future patients again.
[29:39] - How to market your practice - the sensible way.
[34:29] - How to recruit and train a marketing pro in your practice. (note: You might already have ‘that’ person on staff)

453: Hey Siri ... Navigating Life with Karen Jacobsen

Tue, 02 Apr 2024 20:00:00 +1100

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green is joined by International Speaker, Concert Artist, Voice Over Actor, and Songwriter Karen Jacobsen.
You may not have heard of Karen by name, but we guarantee you will have heard her voice, especially if you've ever uttered the phrase, “Hey Siri”.
Karen is the voice of Siri and is heard in over one billion GPS and smartphone devices worldwide.

In real life, through her music, concert performances, and keynote speaking presentations, Karen entertains and inspires people to ‘recalculate and navigate’ change powerfully. It's all about navigating your way, no pun intended, through life and through business.

Karen explains her five key ways to get back on track if you're off-track. If you've ever felt like your business isn't quite going the way you wanted, or things aren't quite right, or something just doesn't feel quite as it ought to, then be sure to have your pencil, a clean notepad, and press play … stat!

Taking her universal message to major events across multiple industries including finance, health, education, travel and real estate, Karen is a TEDx Speaker and Author of two journal-style books; The GPS Girl's Road Map for Your Future, and Recalculate - Directions for Driving Performance Success.

[4:13] - How growing up in regional Mackay QLD, led to New York City.
[6:56] - The voice over casting that changed Karen’s life forever.
[12:46] - Does the voice of Siri … actually take Siri’s advice?
[17:10] - The 5 key steps to ‘Recalculating and Navigating’ your personal and business life.
[23:16] - The difference between America & Australia according to Siri.
[27:43] - The importance of having a support network, and how to create one if you don’t already have great people around you.

452: Business lessons from owning multiple practices & starting disruptive tech ventures

Tue, 26 Mar 2024 20:00:00 +1100

Dr. Namita Gupta is an Implant and Cosmetic surgeon, educator, and visionary entrepreneur, with over 21 years of dental industry experience. As the Co-founder of Restocq, and multiple greenfield dental practices, Dr. Gupta seamlessly blends her passion for dentistry with a keen entrepreneurial spirit. Her mission is to combine passion with purpose, empowering dentists and their teams to operate at their full potential.

Beyond her entrepreneurial pursuits, Dr. Gupta actively contributes to dental education, holding roles as an examiner, lecturer, and planning committee member for the Graduate Diploma in Implant Dentistry at the University of Sydney, and as an examiner, lecturer, and clinical supervisor at The Implant Institute in Perth.

In this episode of The Savvy Dentist Podcast, Dr. Gupta shares her background story growing up in a family business and the lessons that she learned from her parents that still guide her in making important business decisions today.

[7:38] - There is value in learning what hard work is at an early age coming from a migrant background.
[13:46] - Graduating in 2004, Namita opened her first practice in 2010. Her aim was to take the time to really dive deep into her profession and hone her skills in every different aspect of dentistry, not just clinical, but also work process.
[24:28] - You can own the business, you can support and train your team, you can mentor … and you can take time away and do those things that are of value to you, like having a family.
[30:14] - Dentistry is really cutting edge when it comes to technology. Not so when it comes to systems & business processes. So Namita and her husband Stephan started Restocq.
[45:52] - The future of procurement utilising Restocq.

451: Growth is inversely correlated to control

Tue, 19 Mar 2024 20:00:00 +1100

In dentistry, we are always working with precision and control over a patient's situation. Having acute attention-to-detail creates a perfectionist tendency in us all, and this trait is critical to achieving great clinical outcomes.

Now, in a clinical setting this makes so much sense. But in a business and operational sense and a broader life perspective, it can be a real financial and cultural ‘handbrake’.

Your ability to grow and scale your practice is inversely proportional to YOUR desire for control. In other words, if you desire control too much, it slows you down in your business growth, and your ability to create time for yourself and to create the results you're seeking.

In this episode of The Savvy Dentist Podcast we pose the question, on a scale of one to ten, how strong is your desire for control in your business and your life?

Dr. Jesse Green walks you through a very truthful and personal journey that will have you thinking differently within the next 19 minutes and 47 seconds. Press play.

450: Do you REALLY want it?

Tue, 12 Mar 2024 20:00:00 +1100

On The Savvy Dentist Podcast we talk with a lot of really motivated and driven practice owners, who are some of the most talented dental practice owners in Australia.

There can be a big difference between a practice owner who sets a big hairy audacious goal … and achieves it! Against an owner who sets an equally large audacious goal … yet does not move towards achieving it.

There is no magic pill or silver bullet that will allow you to click your fingers and achieve your goals. The truth of the matter is that nothing worthwhile comes without a dose of hard work. In fact, several doses of hard work, let's just call it what it is, right?

There is a clear difference between doing the best you can … and doing what it takes!

Many people say they're doing the best they can, but they might not be doing what it takes to get them to their specific goal.

In this episode Dr. Jesse Green describes the 3 areas that can help you identify if you are moving towards, or away from, your big hairy audacious goals. And best of all, allow you to adjust your sails and ensure you get back to focusing on what truly means the most to you at this stage of your life and business.

449: TikTok for Dentists - Talia Datt

Tue, 05 Mar 2024 20:00:00 +1100

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green discusses how to utilise TikTok when marketing your dental practice with one of Australia's most renowned digital marketing experts,Talia Datt.

Talia explains the pros and cons and the different strategies around many different social media platforms. Instagram, Facebook, Google, but in particular, they talk about TikTok and its place in a digital strategy for your dental practice.

Dr. Jesse and Talia discuss how to create content for the platform that will help build your brand for your practice. Talia shares a framework for creating content at ease and at speed.

If you want to create engagement on any platform, you want to be able to create content that really speaks to your ideal patient.

Talia Datt, is the visionary founder behind The Social CliQ, a dynamic full-service social media and e-commerce marketing agency. After Sensing the seismic shift towards TikTok during the pandemic, she started The Content CliQ, a service that connects brands to content creators all over the world offering payments for their work.

[5:08] - How to create your digital strategy for a small local dental practice.
[8:06] - The difference in buyer intent between TikTok, Instagram, Facebook, and Google? Where does each of these platforms sit in terms of the customer journey?
[10:04] - Why you should be targeting patients on TikTok?
[14:26] - Today, people are scrolling at such a fast rate that they are viewing content as fast as possible. So what is the value of short-form-video, versus traditional longer-form content?
[16:09] - Tips to create engaging short-form-video content. (get your pen and notepad ready)
[20:20] - TikTok is more than dancing and cat videos. Talia explains an educational opportunity that exists to connect with your clients.
[25:04] - The power of AI and short-form-video content creation.

448: The surprising role of personal branding to scale your practice

Tue, 27 Feb 2024 20:00:00 +1100

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green discusses marketing, with Nina Christian.

Nina Christian is the author of Marketing Me. Nina is an expert when it comes to personal branding and she's an expert at helping businesses achieve scale through personal branding.

If you plan to scale up your practice, you need to be able to work with and through other people. And having your patients trust your team by having those team members have a great reputation in the marketplace is critically important.

It's about having a cohesive strategy that allows everyone to elevate their profile in the marketplace and to be able to support one another in that process, and ultimately give the principle of the practice the opportunity to step back from the day to day operations, step back from the clinical work, trusting that your people on hand are great and they're respected in the marketplace.

Nina has a knack for simplifying the complex, turning time-sucking activities into easy-to-follow systems and processes that make a lot of sense and get outcomes fast.

[3:28] - Identifying the marketing opportunities for people who want to scale their dental practice and get off the tools.
[6:34] - People are not interested in connecting with logos and brands but they are open to connecting with people.
[11:18] - If you're the principle of the practice and you're saying I don't want to be the key person dependent in the business. How do we get that right balance of marketing as the principle of the practice and then where do we go beyond that to the rest of the team?
[21:17] - How to find the sweet spot where we've got your personal joy and fulfillment in the business, aligning with your business objectives.
[28:32] - As you build and scale your practice it is really important to think about which marketing process is sustainable and does not compromise on the authenticity and connectivity factors.
[35:20] - Let’s address the concern that practice owners have around elevating their team through marketing with the fear that they might steal patients and move to another practice.
[41:05] - In scaling your practice there is no B-Team. How to ensure you only have an A-team!
[44:35] - Tips from Nina on how to scale-up and not trip-up while you do so.

447: Case Study - going to zero clinical days Michael Filosi

Tue, 20 Feb 2024 20:00:00 +1100

If you're a practice owner who's always wondered, “how do I build a business so that I can create time freedom in my life”? Then this is an episode you're going to really love.

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green is speaking to Dr. Michael Filosi from Fullarton Park Dental in Adelaide.

Michael has been on quite the journey over the last eight years. He bought a two chair practice, scaled that up to be an eight chair practice, and will soon be upgrading it to a 10 chair practice. In so doing, he's reduced his clinical hours down to zero which has given him immense freedom.

Michael discusses his journey and explains some of the lessons he's learned along the way. Lessons that are going to be applicable to you if that's the journey you want to go on.

[3:58] - The original purchase back 9 years ago looked completely different to the efficient practice it is today.
[8:27] - A wholesale practice purchase, verse, a partnership purchase.
[11:34] - Having a very clear vision has helped Michael create and grow the business. He shares his tips on how to create that vision, and then how to work ‘hard’ towards achieving the outcome.
[22:16] - Michael describes in detail the process and learnings from starting with 2 chairs nine years ago … to 8 chairs today.
[31:04] - Increasing the patient flow meant installing better more efficient communication systems. Michael explains how he did it and how his team embraced the growth of the practice.
[44:30] - Moving to (almost) zero clinical hours afforded Michael freedom to do the things he loves the most.

446: The Discipline of Steve Waugh

Tue, 13 Feb 2024 20:00:00 +1100

As a practice owner, we have so many things coming at us at all times that it's easy to lose focus from the outcomes we truly want. And losing our focus can result in us not doing the tasks and things we know we need to do, when we need to do them.

It's easy to lose discipline. And if we're not disciplined, we end up living with the regret that comes afterwards.

In this short episode of The Savvy Dentist Podcast Dr. Jesse Green explains how to stay disciplined and moving towards the outcome you desire in 2024 and beyond.

When emotions are high, intelligence is low. This episode will help you ensure that your decision making capability is not diminished, and that your enthusiasm to remain focussed on the desired outcomes remains in tack.

445: High Performance Lessons from the Chief Olympic Psychologist

Tue, 06 Feb 2024 20:00:00 +1100

In this episode of The Savvy Dentist Podcast we discuss how to cope with change? How to build a great team? How to we become the best version of ourselves so that we show up and perform at our best every day.

When we know what's limiting us and where our blind spots are, we can navigate our business to greater heights.

Dr. Jesse Green is joined by sport and business psychologist, Graeme Winter.

Graham Winter is a respected authority in performance psychology, known for his practical approach to guiding leaders and teams to sustainable high performance. With a proven track record spanning elite sports, international business, and governmental advisory, Graham is sought after for his pragmatic facilitation and coaching expertise.

Having served as Chief Psychologist for three Australian Olympic Teams, including the Sydney 2000 Games, Graham brings tested insights into high-pressure environments and effective teamwork.

Part of building a great business and having a great life is being psychologically fit. If you want to grow a team, if you want to be your best, if you want to do great work. Then there's going to be plenty of gold in this conversation for you.

[3:11] - Is it curiosity, or fascination … that separates performers from non-performers? What is it that separates the real champions from the rest?
[13:26] - What is ‘focus fatigue’ and how can we overcome it when it occurs?
[19:10] - ADEP … what is it? And how can YOU apply it immediately … today!? (get a pen and paper out as you’ll wanna take some notes)
[21:07] - Perfectionism. Do you suffer from it? Do you want to know some tips to recover from it?
[36:32] - How to cope with change in the workplace and be able to continuously adapt to new and changing conditions.
[41:15] - What are the key emotional journeys that people go on during change?

444: Case Study - Multiple Practice Ownership - Dr Vandana Budhwar

Tue, 30 Jan 2024 20:00:00 +1100

In this episode of The Savvy Dentist Podcast we do a deep dive on how to scale your business.

Scaling up a business can make you more money, give you more free time, and ultimately you will design a business, rather than a job.

Dr. Vandana Budhwa owns 2 dental practices and in this episode shares her business scale-up insights and experiences.

Dr. Budhwa explains how she was able to radically and exponentially grow her first practice through building on the good foundations that came when she bought the practice. Vandana also shares a story of a practice that she bought, but later sold, because it wasn't the right kind of practice for her.

You’ll be clear on how to gear up to be a business … versus a practice that is geared to be a self employed or job for the owner operator dentist and understand the distinctions and differences between the two.

Vandana explains how she's built her team, how she's trained her team, what sort of systems are in place and the three key metrics for success.

This episode of The Savvy Dentist Podcast is a blueprint for scaling your business.

[4:10] - Defining your business and personal goals now, can design the next 10 years.
[8:50] - A job … versus A Business. What are the differences?
[12:40] - How to create a profitable business.
[16:45] - Learning from your mistakes. (even the expensive ones!)
[20:40] - Buying regional, and living metro. A blueprint for success.
[26:35] - Setting up a training program for your team.
[39:45] - The buddy system. Mentoring your team.
[45:32] - How to successfully run two practices in two different cities.
[48:38] - The mental shift from being self employed, to being a business owner of a dental practice.
[51:24] - Keeping it simple works best.
[54:01] - What separates people that achieve … compared to those that don't?

443: Mindset Mastery - the first step to business success

Tue, 23 Jan 2024 20:00:00 +1100

In the field of human achievement, one question that is constantly asked is why do some people achieve so much … while other people find it much harder?

In this episode of The Savvy Dentist Podcast we explore this topic in detail with Mindset Coach and Personal Trainer Beth Bishop.

Beth has years of experience in helping professionals master their mindsets and business processes to achieve more joy.

Beth explores the top 5 obstacles that practice owners face and shares how you can shift from feeling overwhelmed and move into an optimal mindset so that you can harness your leadership skills and find success.

Beth was ready to embark on a career in law but made a massive pivot and went into the personal fitness industry. She's run a successful business and now is working with entrepreneurs to help them achieve similar results in their own businesses.

Mindset. The thing between our ears determines so much of our external success. We talk about the roadblocks that hold people back, the resistance points around these roadblocks, and help you unlock your goals.

[8:17] - Why do 95% of people in the United States who start a fitness program, quit within the first three months? And how does this statistic relate to our Dental Practice?
[10:01] - Understanding our Belief System, and also our State of Being.
[14:30] - Why 80 percent of boutique fitness owners go out of business within the first three years and only 11 percent of fitness business owners are profitable above 20%.
[20:33] - Anytime that you want to make a change, you have to first become aware that there's a problem.
[23:31] - Strategies to help adjust your mindset when you have stinkin thinkin.
[31:50] - What is subconscious resistance and do you suffer from it?
[34:58] - A mindset exercise from a professional coach.

442: Are you a sitting duck for a cyber attack?

Tue, 16 Jan 2024 20:00:00 +1100

Cyber attacks aren't just an urban myth and I'm speaking from experience. One Monday morning I found our dental IT system in lock down and our business held to ransom by a CryptoLocker attack. Fortunately, I'd met James Borg and he was my knight in shining armour.

James is the Managing Director of Teamwork Technology and in this episode we discuss the importance of having secure, reliable IT systems in your dental practice.

With over ten years of IT experience within the dental industry, he and his team are highly knowledgeable with solutions that are relevant to the dental industry.

We chat about:

Common IT problems in dental practices
How do you look after your passwords?
What do you do to make sure they don't get hacked?
The key things you need for IT security
My experience with a CryptoLocker attack
Three action steps to improve your practice IT systems

Find out more about James Borg:
Teamwork Technology Website: http://www.teamworktech.com.au/about-us/
LinkedIn: https://www.linkedin.com/in/james-borg-07709964

[3:56] - Why are public holidays the prime time for your business to be hacked?
[7:50] - What is best practice for storing your passwords?
[12:11] - Best practice when it comes to the hardware and software for email and data storage.
[16:05] - Microsoft 365 … or Google Workspace? Which is more secure for your business?
[19:07] - When to update your hardware and data systems.
[24:17] - A real life recent hacking story that happened within 90 minutes!
[27:20] - How to plan out what kind of infrastructure and layers of redundancy your practice will need in the next few years.

441: Good … to Great in 2024!

Tue, 09 Jan 2024 20:00:00 +1100

How was 2023 for you? Was it a profitable year in your business? Did you achieve the things you set out to accomplish?

Were you worn-out and stressed at the end of the year?

Was it a ‘good year’ … or GREAT year?

In this episode of the Savvy Dentist Podcast Dr. Jesse Green is going to explain how you can turn a good year … into a GREAT year!

You’ll learn how to go from making incremental, slow progress … to quantum leap, exponential growth.

Everything you do has a return on effort. One of the key responsibilities for business owners is to make sure we are allocating our resources wisely and appropriately.
Where to spend your time, attention, and money on things that actually move the needle.

Let’s get your growth mindset activated - press play now.

[3:30] - What is ‘The Plan’?
[7:15] - How to create a passive income of $100,000 per annum.
[11:30] - How do we inspire, involve and emotionally engage our team to buy into the vision of the practice?
[16:21] - Who do we need to grow into? The three levels of leadership start with self-leadership.
[22:22] - If you are working 9 to 5, 5 days a week, drilling, filling, and billing, and want something to change - here are some tips for exponential growth to achieve outsized results.
[25:37] - Work consistently for an extended period of time.

REPUBLISH: 304 The Thriving Mind With Jenny Brockis

Tue, 02 Jan 2024 20:00:00 +1100

As business owners, we need to be the best version of ourselves to lead our team and take care of our clients. But to do that, we must first be able to take care of ourselves including our mental well-being. My guest today, Dr Jenny Brockis, author of Thriving Mind: How to Cultivate a Good Life, talks to us about self care and how we can make sure we’re at our best to support other people in our life. We talk about a multitude of things including burnout, brain health, mental well-being, anxiety and so much more.

In this episode we discuss:

[03:58] Jenny’s impetus for writing her book Thriving Mind.

[06:45] Attributes of people that makes them more susceptible to burnout.

[11:15] Reconnecting and re-discovering things that make you happy.

[16:27] What is brain health and how do you cultivate it.

[19:20] The importance of rest, sleep and other factors to brain health.

[22:34] Why you need to look for the root cause of your issues.

[28:26] Setting and keeping boundaries.

[31:58] Jenny shares her thoughts around resisting other people’s obligations.

[34:38] Dealing with and reducing stress and anxiety.

[41:02] The default setting of our brains.

[44:26] Practicing habit stacking to achieve success.

[47:51] Practicing self-care to restore and replenish.

[50:28] A quick synopsis of Jenny’s Mental Well-being course.

REPUBLISH - Living An Inspired Life

Tue, 26 Dec 2023 20:00:00 +1100

In this republished episode of the Savvy Dentist Podcast, I converse with Dr John Demartini for a very interesting discussion on human behaviour and living a life you love.

Dr Demartini is a human behaviour specialist, educator, internationally published author and business consultant. His expertise in personal and professional development and achievement has gained him clients ranging from CEOs, financiers, health care professionals, politicians, celebrities and many more.

In this episode we discuss:

[02:40] What does a life well-lived look like?
[07:25] The reason why people get so caught up with other people’s views of success or visions for their lives and assume it for our own lives.
[10:24] Breaking away from the herd and living the life you aspire.
[19:30] Comparison as an unhelpful thing in life.
[21:59] Clues to look for in your own life to uncover authentic hierarchy values.
[29:06] The presence of competition and how to remain focused on your mission.
[39:13] Dr. Demartini speaks about self-sabotage.
[42:27] Wisdom from Dr. Demartini.

440: The 5 Leadership Voices - Jeremie Kubicek

Tue, 19 Dec 2023 20:00:00 +1100

Most of the challenges that business owners have, including practice owners, relate to people.

If we can improve how we communicate, if we can improve how we relate with one another, we're going to improve trust. And when we improve trust, we create engagement, productivity, and a whole heap of good culture.

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green chats with Jeremie Kubicek, Co-Founder of GiANT, and a powerful communicator, serial entrepreneur and content builder.

Jeremie creates content used by some of the largest companies around the globe found in the books he has authored: The 100X Leader, 5 Voices, 5 Gears, Making Your Leadership Come Alive, The Peace Index, and his brand new book just released in November of 2023, The Communication Code.

Jeremie is the Co-Founder of GiANT, a company that certifies coaches and consultants that serve companies and their employees. Jeremie has started over 25 companies while living in Oklahoma City, Moscow, Atlanta and London.

[2:45] - Jeremie explains why personality style self-report questionnaires help indicate differing psychological preferences in how people perceive the world and make decisions, and how he cracked the code to create an easier model that is more user friendly, applicable in the workplace, and memorable.
[5:42] - 5 Voices is a simple key that unlocks complicated relational dynamics and improves the health and alignment of all your relationships. All five leadership voices come with their own particular sets of strengths, and all have areas for growth. Understanding both sides of the equation is the key to taking your leadership to the next level and is the secret to increasing your ability to influence your team, family, and friends.
[10:06] - Why the Sherpa on Mount Everest is the greatest example of a leader
[17:21] - Understanding your team's personality characteristics can improve communication so that everyone feels heard, seen and respected … and it will create relational trust.
[23:05] - How you can grow in your relational intelligence and increase your influence. Jeremie explains 5 mindsets that carry you through various facets of your day. These include:
- First gear - when you fully rest and recharge
- Second gear - when you connect with family or friends without the involvement of work
- Third gear - when you are socialising
- Fourth gear - when you are working and multi-tasking
- Fifth gear - when you are fully focused and 'in the zone, ' working without interruption
[30:01] - Healthy communication is essential in any professional or personal relationship. When the lines of communication are frayed or broken, the resulting drama, unnecessary conflict, and inefficiency often lead to 'dropping the ball'. Better communication yields better results. It's a no-brainer―honest conversations build deeper, more productive relationships. It may seem simple in theory, but healthy communication is one of the most challenging things to master in practice. That’s why Jeremie wrote his most recent book - The Communication Code: Unlocking Every Relationship, One Conversation at a Time

437: Building an ecosystem of businesses - Dr Rashi Gupta

Tue, 12 Dec 2023 20:00:00 +1100

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green chats to friend and colleague Dr. Rashi Gupta.
Dr. Gupta owns multiple dental practices plus many other businesses that complement and capture the community around the areas of her Dental Practices, including childcare centers, general anesthetic facilities, medical centers, and cafes.
In addition, Dr. Gupta has built a real estate portfolio to support her business portfolio.

In this episode, Dr. Gupta discusses the lessons she has learned as she's built this ecosystem of businesses.

Dr Rashi Gupta has been practising dentistry for more than 23 years.
In 2022 she was awarded for being one of the TOP 3 Dentists in Geelong and was recognised as a Global Women Leader in 2022 by Passion Vista.
Additionally, she was featured in Bite magazine for her ability to transform obstacles into opportunities.
“Resilience is having the ability to transform obstacles into opportunities, something dentist and business owner Dr Rashi Gupta has in spades”
– Bite Magazine.

[2:46] - Dr. Gupta's business and property portfolio explained from the first humble beginnings.
[5:38] - How to create excitement and bring your team along for the business acquisition ride.
[11:56] - The biggest lesson Dr. Gupta has learned from her first Dental Practice … to now. (we’ll give you a hint … it is described in ONE word!)
[15:24] - With over 12 properties in the portfolio, Dr. Gupta explains how her negotiation style has evolved and how she believes that negotiation is all about finding a win-win outcome for both parties.
[19:40] - The greatest learnings are to stay calm no matter what noise is happening around you, and that you should never stop learning.
[21:58] - The business evolution from Dentist, to owner, to mentor … and how to delegate.
[23:18] - Creating clear roles for your team can make all the difference. Dr. Gupta explains her process in detail.
[26:17] - How to build a business empire. From Dentistry, to schools, to cafes.
[35:27] - The secrets to building a great team and building great wealth.

436: 3 Keys to making 2024 the best year ever

Tue, 05 Dec 2023 20:00:00 +1100

We all love this festive time of the year because it's a time of relaxation, it's a time of family, it's a time of kids and excitement around Santa and all that good stuff.

But we also know that at this time of year, typically, practice owners start to fatigue.

You may be looking forward to the festive break so much that you're limping to the finish line, and not closing down the things that need to be finished off.

When you’re not finishing tasks, not finishing projects it likely means that you go into the Christmas holidays with these ‘incomplete things’ in the back of your mind, and they occupy your holiday brain space and you don't get a rest mentally.

So in this episode of The Savvy Dentist Podcast, Dr. Jesse Green gives you some inspiration to finish 2023 stronger … while setting up 2024 to be your best year ever!

It’s about digging deep for these last few weeks of December and making every single day count. Let's make every little thing that we do in these last days before Christmas contribute to a good strong finish, and to a great start to the new year.

435: Compassionate Prosperity - Andrea Putting

Tue, 28 Nov 2023 20:00:00 +1100

Welcome to The Savvy Dentist Podcast, where we explore the ins and outs of running a successful dental practice.

In this episode Dr. Jesse Green delves into a topic that's not just relevant to dentistry but to workplaces everywhere … compassion.

In the fast-paced world of dentistry, where precision and expertise are paramount, it's easy to overlook the importance of compassion in the workplace. Today, we have a fantastic guest joining us, someone who brings a wealth of knowledge and experience to the table.

Andrea Putting is a renowned expert in workplace dynamics, specialising in fostering compassion within teams. As a sought-after speaker, author, and consultant, Andrea has worked with organisations across various industries, helping them create environments where empathy thrives.

We'll be exploring the critical role compassion plays in not only improving the work culture but also enhancing patient care and satisfaction. How can dental practices cultivate a compassionate environment? What are the tangible benefits for both the team and the patients?

Andrea shares her insights and practical tips based on years of experience.

Get ready for an engaging conversation filled with valuable takeaways on compassion in the workplace.

[1:18] - Compassion is vital for our community. It's vital for ourselves. What is it about the topic of compassion that made you feel compelled to write several books?
[2:43] - How do we find fulfillment at work and what role does compassion play in that process?
[6:15] - What is the definition of success, versus one of fulfillment?
[9:56] - In psychology, there's a concept called the hedonic treadmill. An example would be, when you buy a new car and you get that sugar hit of fulfillment for a little while, and all of a sudden your happiness tends to drift back to its previous level. If we've been looking in the wrong place for satisfaction, happiness and fulfillment?
[17:21] - Compassion is empathy in practice. As dental practitioners, compassion is almost baked into our DNA. And if it's not, you probably don't last in a healthcare environment. Intrinsically, we understand compassion, so how does empathy compare to compassion in our workplace?
[20:54] - We can't do everything. So you've got to be compassionate to yourself first and foremost. Finding the magic in the things we do everyday is what is most important.
[30:49] - Have some chocolate and a coffee with someone you want to understand better.

434: Turning Consultations into Conversions

Tue, 21 Nov 2023 20:00:00 +1100

Sales isn’t a dirty word … or just a business function.

Magnetic corporations and brands attract and bond with their customers differently. So can our Dental practices.

Ingrid Maynard has an impressive 25-year track record of transforming business outcomes in record time frames for some of Australia and New Zealand’s most iconic brands.

In this episode of The Savvy Dentist Podcast, Ingrid speaks about sales through an inspired, heartfelt and purpose-driven lens. Pragmatic, practical steps we can all use immediately in our business.

[5:15] - Being an introvert is OK.
[8:26] - Why anyone can be a great salesperson.
[17:44] - Selling is about focusing on the things you can control.
[21:55] - How to develop your sales skill - step-by-step.
[29:26] - Understand the outcome our patient desires, then it becomes easy to sell to them.
[35:26] - How to develop and engage our team to sell to patients.

434: Shark Attack Survivor's Guide to Business Resilience

Tue, 14 Nov 2023 20:00:00 +1100

Turning the worst day of your life into your best is no easy feat, but sometimes there is simply no other option. In Brett Connellan’s case, this day included the moment every surfer’s worst nightmare became his reality when he was attacked by a Great White Shark.

In this episode of The Savvy Dentist Podcast Dr. Jesse Green introduces you to Brett Connellan.

The events that saved Brett’s life were not lost on him, and that perspective was needed as he faced a long and challenging road to recovery. With a bleak outlook prescribed to him by doctors, it was evident that Brett’s life as he knew it would never be the same.

These moments in time are pivotal in any person’s life as they often lead to a questioning of purpose and identity. The recovery forced Brett to "climb a new mountain" in his words and develop a different mindset towards resilience.

So how does Brett’s experience with a shark relate to you and your business? Well, press play and be ready to be inspired in ways you could never have thought possible.

[4:46] - Brett explains the shark attack in chilling detail., right down to the ‘feel’ of shark skin.
[9:22] - The chaos and the calm from when the rescue began.
[15:33] - What we can all learn from traumatic events and apply in our own lives daily.
[26:13] - How to recognise the lucky moments in your everyday life.
[29:32] - Brett explains his road to recovery and the similarities to running business. Physical vs. Mental.
[36:01] - The wisest most inspiring words Brett was told during his recovery. “People fail not from aiming too high and missing, but from aiming too low and hitting”
[46:49] - Facing your biggest fear and turning it into a compelling vision for the future.

433: Dr Pankaj Arora - How to Scale Up Rapidly

Tue, 07 Nov 2023 20:00:00 +1100

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green chats to emergency
physician Dr. Pankaj Arora.

Dr. Pankaj Arora has two large multidisciplinary clinics and is opening five more.

Dr. Arora has been in emergency medicine for 28 years. He is the founder of the WISE Clinics, which stands for Walk In Specialist Emergency Clinics. And he has some incredible insights around how to scale business rapidly while building your team culture.

If developing a business that works whether you do or not, then press play and have your notepad ready.

[4:25] - As with any successful business, seeing and filling a need in the market is an important first step. Dr. Arora explains the problem he first saw that led to him developing the concept of WISE clinics.
[11:51] - You know you have created a unique practice when patients enter and look at the environment and say, “Oh my God, I don't feel like in a hospital.”
[12:34] - How to apply the lessons from practice #1 … and duplicate them in
practice #2.
[16:52] - Dr. Arora describes how a simple question to a receptionist allowed him to start understanding his individual team members' unique skills and utilising them to serve the greater goals (and ongoing growth) of the business.
[18:32] - Stepping out of the way and employing a CEO was one of the best (and worst) decisions. Dr. Arora explains why it nearly backfired, and how he used the knowledge he gained.
[25:09] - No two doctors think alike and no two physicians think alike. They don't like those fixed guidelines of saying you have to do it this way. So be flexible and respectful when expanding and growing.
[28:14] - Growing from one practice to having 5 in development and over 400 staff, Dr. Arora explains how he creates systems, recruits, and trains new team
members.
[42:39] - Dr. Arora describes how the company values of G L O H came about and how they have helped to attract and retain his teams.

432: How to retain your best team members

Tue, 31 Oct 2023 20:00:00 +1100

We all understand that recruiting in today's marketplace is a little more challenging.

In this episode of The Savvy Dentist Podcast Dr. Jesse Green discusses team retention and some of the factors that influence team retention.

From money, to career development, workplace environment, and core values of the organisation, which factors influence a candidate's decision and will keep them enthused and committed?

[4:34] - The factors that influence Team retention.
[7:51] - The power of a competitive base salary.
[9:17] - What is W I F L E? And how can this acronym power stronger emotional connection within your practice?
[13:25] - Summary

431: 3 Powerful Leadership Tools for Practice Owners

Tue, 24 Oct 2023 20:00:00 +1100

In this episode of The Savvy Dentist Podcast we're having a really important conversation around ‘progress’, and how it relates to leadership for the practice owner.

We all want to feel like we're making progress. We want to feel like tomorrow's gonna be better than today.

There are three perspectives on progress that will help you accelerate your practice's growth, its development, and of course, its progress.

There is a misconception that progress is linear, that if you were to chart it on a graph, it would go from low on the bottom left, to high on the top right.
Of course, that's just not true.

It's really important to understand what progress looks like. So press play and let’s go through it.

[2:38] - The first leadership lesson. Progress is progress… so, what drives progress, and how do we achieve progress?
[4:32] - The upward phase or trajectory is what we call visible progress. We can see it. Our numbers are good. We can feel it. We can see it. We can measure it. But in what if there is a plateau, or even a dip? This is invisible progress.
[6:18] - The concept of perturbation. We all do it … but what is it and how does it affect progress in the organisation?
[10:39] - We must understand our team so that we can work cohesively together and get the best out of each other. As humans, each of us will respond to pressure.
[14:29] - Why it’s imperative to try and think ‘above the line’, not ‘below the line’.

430: Disney Leadership Lessons

Tue, 17 Oct 2023 20:00:00 +1100

In the past few episodes of The Savvy Dentist Podcast we have been taking you on a road trip across the U.S. Starting in Las Vegas where we visited famous shoe company Zappos, then over to Seattle where we visited the Pike Place Markets and stopped off at the world famous fish market.

In this episode we wrap our tour off in Anaheim at Disneyland, where we dissect the lessons of leadership that have created the world famous culture that is Disney.

If there was ever a chance to understand how to pragmatically utilise one of the most successful companies on the planet's rules for customer service, then jump on the ride and be sure to have a notepad handy.

[3:27] - There is always a market for someone who wants to upgrade. Disney call it ‘the fast lane’. There is always a premium opportunity in your practice as not everyone is cost sensitive, so be on the lookout for people that want to go to the front of the queue. What should we offer those clients and patients?
[4:36] - Many dentists and dental practices encounter friction in the sales process. The friction could be handover between the front desk, appointment availability, or how your team is asking for the sale. These friction points slow down the sales process. So how do you make that buying process for your patients as frictionless and as easy as possible?
[7:12] - Everything drives back to your organisations values, and vision. How to get these two critical points right in your practice.
[9:06] - The Culture Creation Telescope, what is it, and how to use it to develop a culture like the Disney Organisation.
[12:10] - Everyone needs a Roy. Roy was Walt Disney’s brother. He was the guy that made Disney fiscally achievable. He was the guy that brought structure to the creations. How to find a ‘Roy’ for your practice.
[15:41] - Be sure to be promoting people into leadership roles thoughtfully and based around their values alignment. Skills can be taught. We can't often shift someone's values, so be intentional when promoting your leaders
[19:38] - Disney have a beautiful way of letting team members go … they simply ‘upgrade them to guest’. How do you need to modify how you upgrade someone who is not fitting in, ‘to guest’?

429: Lessons from our trip to the famous Pike Place Markets

Tue, 10 Oct 2023 20:00:00 +1100

The best ideas often come from outside the industry.

So at The Savvy Dentist Podcast, it's our aim to find things that are interesting in the business world, and look for their relevance to the dental world.

The Pike Place Fish Market in Seattle, Washington, was founded in 1930 and is known for its tradition of fishmongers throwing the fish purchased by customers prior to wrapping it.

The fish market was near bankruptcy in 1986, but after the introduction of new practices such as the fish throwing, games, and customer performances, it received significant exposure in national media and on television shows.

Pike Place Fish Market is today a world-famous tourist destination, attracting up to 10,000 daily visitors.

[6:12] - The four tenets of the fish philosophy are to choose your attitude. The idea is you come to work and you get to choose, am I going to have a good day? Or, am I not going to have a good day? Am I going to have a good attitude or not a good attitude?
[13:06] - How telling stories can help connect you with your patients.
[16:12] - Personal emotional connection is the glue that holds your dental practice together. The personal emotional connection with your patients, knowing them, knowing their families, knowing their interests, knowing their hopes and their aspirations as well as their fears and frustrations and matching our care to suit.

428: Zappos Insights - Lessons from our US field trip

Tue, 03 Oct 2023 20:00:00 +1100

The best ideas often come from outside the industry.

Now, I've been looking at other businesses for decades, having long held the view that what happens in other businesses is directly relevant to what we can do in our local dental practice.

The market has evolved, and the needs of today's practice owner are farmore sophisticated than traditional practice management paradigms.

The market has moved on. And so as business owners, we need to be constantly educating ourselves. We need to be constantly at the forefront.

Zappos is a company I've been fascinated with for over a decade, and in this episode of The Savvy Dentist Podcast I am going to share some of the insights that came about as a result of a recent field trip to Zappos in the United States.

[5:02] - The story of Zappos and Tony Hsieh.
[6:31] - Tony Hsieh wanted to create a work place that people were happy to go to work and they could do business on Zappo’s terms. Zappos became well known for their internal work culture.
[8:32] - The 10 core values of the Zappos organisaton.
[14:03] - How can you utilise the Zappos core values in your Dental Practice.
[17:46] - Hire and retain the best people using the Zappos core values.

428: The Ins and Outs of Applying for Finance

Tue, 26 Sep 2023 21:00:00 +1100

In this episode of The Savvy Dentist podcast, Dr. Jesse Green chats with Senior Relationship Manager at Medfin, Ian Walsh.

Whether you are looking to buy a commercial property, or to buy a dental practice, or looking to buy second practice or refinance your current business, Ian talks through the general principles around Finance approvals.

[4:39] - What have been the changes over the last few years that have reshaped the requirements in terms of lending and giving business finance?
[10:19] What is the anti-money laundering legislation and the anti-terrorism legislation?
[14:27] - How many years of tax returns and financial records must we keep on file?
[18:59] How much collateral is enough to borrow?
[21:42] - How to best manage your tax liabilities.
[23:06] - What legal documentation do the banks require to satisfy their business borrowing criteria?
[28:04] - How do the banks evaluate a Dental Practice Business?

427: The Power of Purpose Driven Marketing

Tue, 19 Sep 2023 21:00:00 +1100

In this episode of The Savvy Dentist podcast, Dr. Jesse Green chats marketing with Chris Hogan, author of Building Brands on Purpose.

Typically when we talk about marketing, it's all about open rates, and click-through rates, and this social media platform, or that algorithm change.

However, today Jesse & Chris discuss strategic marketing. Getting right back to the foundations and the fundamentals that actually power your marketing.

They discuss the role of purpose, the role of values, not just in your marketing, but in your team structure and how they all interplay and create a powerful business culture, internally, and externally.

We're gonna encourage you to raise your gaze. So rather than looking for the silver bullet, the magic pill, the short term fix, this is about getting those foundations right. It'll cause you to approach your marketing from a different perspective.

[6:34] - Starting a Dental Practice, generally we are not trained in the art of strategic marketing. So what are the common things that small businesses misunderstand when it comes to strategic marketing?
[10:35] - Jesse & Chris explore how Purpose & Values form a foundation of your business and a lever for your strategic marketing. So, what are your business Purpose and Values?
[19:06] - The Proactive Methodology explained. P for purpose. R for research. O for opportunity. A for audience. C. Content. Turn it on. I ignite, V for validate. E is evolve.
[24:43] - The common problem for business owners is being stuck in the trenches. When you're stuck in the trenches, you can't see the forest for the trees. Raise your gaze, Chris explains how to get out of the trenches.
[32:07] - How to work with the members in your team who realistically don't want to do this as a long-term career.

“People won't always remember what you did, but they'll remember how you made them feel.” Maya Angelou

426: What to do if a team member is under performing

Tue, 12 Sep 2023 21:00:00 +1100

In this episode of The Savvy Dentist podcast, Dr. Jesse Green discusses what you can do if a team member is not performing well?

Although most team members go to work absolutely believing that they're doing a good job, it’s important that as a leader, you know how to handle if someone is performing a poor job

Dr. Jesse explains how to set your entire team up for success.

[3:45] - Position descriptions and Scorecards … how best to create and communicate them.
[5:20] - The 3 choices you have if a team member is under performing.
[9:45] - How to measure and assess competency.
[12:20] - The ‘Decisive release’ and how to use it with respect and care.

425: Coping with change in a fast paced world

Tue, 05 Sep 2023 21:00:00 +1100

In this episode of The Savvy Dentist podcast, Dr. Jesse Green is joined by change leadership and confidence expert Lata Hamilton, Founder & CEO of Passion Pioneers and the creator of the "Leading Successful Change" program.

The marketplace is changing at a pretty brisk rate. We're seeing lots of different changes on the technological front, the social front and they impact our workplace.

Lata Hamilton is well regarded for helping people navigate change and bring small and large business organisations through that change management process.

[4:41] - Why technology is creating overwhelm in our teams.
[7:08] - How as leaders we can help to create positive change in our workplace.
[10:31] - Change only happens when our teams make the decision individually to change. What is the best tip to help our teams make the decisions we need them to make, to change.
[16:58] - How to involve your team in the ongoing decision making process, rather than waiting for one momentous event.
[29:52] - How to manage younger generations within the workplace.

424: Money secrets every practice owner needs to know

Tue, 29 Aug 2023 21:00:00 +1100

In this episode of The Savvy Dentist podcast, Dr. Jesse Green discusses a really important topic … money! Specifically Cash Flow in your business.

Cashflow is the lifeblood of a business. Without cash flow, the business dies.

Dr. Jesse explains how you can generate more cash flow and how best to manage your business cash flow.

Remember, Cash Flow is not Profit.

[4:45] - The 3 ways to increase your business revenue.

[8:35] - What is Cash flow maximisation? And how can it help your business right now?

[9:18] - The 3 most important financial reports you must know how to read for your business to be successful.

[12:40] - Beware of having too much stock on your selves.

[17:50] - How long should your cash reserves last?

422: The Science Behind Why We Do What We do

Tue, 22 Aug 2023 21:00:00 +1100

In this episode of The Savvy Dentist Podcast Dr Jesse Green is joined by Carlos Davidovich.

Carlos has a background as a medical practitioner for 20 years in Argentina where he became fascinated by neuroscience. Carlos is now a professor of neuro management at the University of New York, and also in Prague in the Czech Republic.

In today’s episode, Dr Jesse & Carlos discuss ‘why we do the things we do’.

Utilising Carlos’ understanding of the neuroscience of success, you can delve deeper into your own habits and characteristics, and also gain understanding of the motivations and actions of both your team members, and patients.

[11:38] - We are social beings … understanding how the brain works allows us to understand the external world regarding human behavior.
[19:24] - The hardest thing about running your business … is people. How do we strike that right balance between being an effective leader and achieving goals, while also managing our team dynamics well enough to feel like we are caring, empathetic and supportive?
[25:17] - One of the good things about being a highly sensitive leader … is intuition. When you can feel things that perhaps others can't feel. So what is the role of that ‘intuition’ in leadership.
[39:08] - Why is common sense so uncommon? Is there a neuroscience explanation of common sense?
[43:41] - Some of your team are more creative than others … Is creativity a skill that can be taught?

421: Creating Your Wealth Plan

Tue, 15 Aug 2023 21:00:00 +1100

In this episode of The Savvy Dentist Podcast Dr Jesse Green is joined by Tony Bradshaw. Tony is an expert when it comes to personal finance and coaching people to become millionaires.

Dr. Jesse and Tony discuss the mindset of becoming a millionaire, being clear about your vision, the steps on how to do it, but also your ‘purpose’ and ‘why’.
Tony shares so many valuable tips to help you in your own journey to create wealth.

[08:32] - How to make your plan to become a millionaire, and create a plan to execute your plan.
[10:15] - What does the decision mean, when you choose to become a millionaire?
[21:08] - What is money? And what does it truly mean to you?
[24:24] - How to become a millionaire internally … before becoming one externally.
[32:16] - How to become a dreamer. (if you're not already one)
[38:05] - What are the steps to transform your life from a financial perspective?

423: Buying Back Your Time

Tue, 08 Aug 2023 21:00:00 +1100

[4:20] - Re-engineer your business and create a business that you love.
[5:38] - Who to hire, and when!
[6:22] - Internal training vs. external training. The pros and cons. Which works best and creates the most profit.
[15:23] - If you want to free up your clinical time, hire an associate dentist, or a dental hygienist or therapist.
[18:08] - How to continue to grow your revenue within your practice.

420: How to Master Uncertainty

Tue, 01 Aug 2023 21:00:00 +1100

In this episode of The Savvy Dentist Podcast Dr Jesse Green is joined by Matt Watkinson.

Matt Watkinson is an author of three books.
The first one is all around the 10 Principles behind Great Customer Experiences.
Matt’s second book, The Grid, gives you the Decision Making Tools for Business.
And his third book, which is the topic for this episode of The Savvy Dentist Podcast, is about Mastering Uncertainty.

We live in an inherently uncertain world, and there's all manner of events happening at any one moment. We need to become comfortable with the idea that making decisions in an uncertain world is going to have some successes from time to time, but equally some failures.

In this episode Matt explains how we all can become really comfortable with that relationship with uncertainty.

Matt Watkinson has worked with all manner of organisations. From the FBI … all the way through to Microsoft. Matt’s hypothesis is that “success is correlated to your relationship, or how comfortable you are with uncertainty.”

Matt & Dr. Jesse discuss what uncertainty actually is. They talk about the biases that we all have. And they talk about why we are compelled to seek certainty.

[14:18] - How is your relationship with uncertainty? Do you ever feel afraid when making a decision or when having to step into something unknown?
[22:32] - People like to think that we're operating in some kind of order. Uncertainty scares most people because they don't like to know that no one really knows what's going to happen and that there's a whole lot of randomness in the world.
[25:44] - So how do we make decisions in what is predominantly an uncertain world?
[33:05] - Your relationship with uncertainty affects how you perceive Success … and Failure. Unless something works out to the letter, exactly as the plan predicted, then some people see that as failure. How you see ‘success’ can be directly related to you becoming more comfortable with your relationship with uncertainty.
[39:11] - Have a healthy and enlightened relationship with failure and not getting what we want straight away. You need to be extremely tenacious because when things are a numbers game, your numbers might not come up straight away, so you need to keep rolling the dice.

419: How to Make Success a Habit

Tue, 25 Jul 2023 21:00:00 +1100

In this episode of The Savvy Dentist Podcast Dr Jesse Green is joined by Dr. Gina Cleo.

Dr. Gina Cleo is an expert when it comes to habits. With a a PhD in habit research, what she doesn't know about habits isn't worth knowing.

In today's episode Dr Jesse & Dr Cleo discuss what habits actually are, and how to differentiate habits from behaviours.

They dig deep into the psychology and neuroscience behind how habits are formed, how to install healthy habits, and how to uninstall those habits that no longer serve us.

The pair also talk about the difference between habits and addiction, how to install workplace habits, how to create a culture based on the habitual way of doing things in an intentional way rather than by default.

Dr. Gina Cleo is one of the world’s leading experts in habits and is passionate about translating scientific evidence into simple, actionable strategies to help improve health, wellness, mindset, and lifestyle-related habits – long-term.

[06:17] - Most people know what to do, but they don’t always do what they know is best. Why? The biggest factor is ‘their values’. How much value we might place on something. So if somebody places a lot of value on their dental hygiene, they're going to put in the effort to floss their teeth and brush twice a day, but if they value something like their time more, they don't value their dental hygiene as much.
[08:12] - What is the difference between a habit, and a behaviour? Because they are very different!
[13:20] - The secret sauce to creating a habit that sticks and creates lasting change is consistency. Dr Cleo explains how this happens.
[17:43] - Our brain is only capable of making up to three changes at one time. However the research suggests it is more productive for creating change and forming a new habit to simply focus on one thing at a time. High achievers struggle to focus on one habit forming thing at a time as they generally feel it is tedious and not enough of a challenge.
[20:53] - What's the relationship between habit and addiction?
[25:00] - If we want to install organisational habits, and we've got a team of five or 10 or 50 or a hundred people. How do we get all our team onto the same page?
[28:47] - We need to be behaviorally flexible, your team will respond really differently to different styles of communication. It’s important to understand your team and understand how they're going to respond to the way that you speak to them. If you automate the way that you interact with your staff, it's not going to work.

418: Exponential Practice Growth

Tue, 18 Jul 2023 21:00:00 +1100

In this episode of The Savvy Dentist Podcast Dr Jesse Green is joined by Lynn Whitbeck.

Lynn Whitbeck is the Queen of Sales and has been working with dentists, orthodontists, and other people within the dental specialties to shorten their sales cycle.

In this episode Lynn lays out a step-by-step for referrals, reviews, and recommendations.

Business owners and entrepreneurs hire Lynn to ignite winning sales, because most are chasing down leads, lack client retention, conversion, and profit. So, Lynn helps eliminate the lengthy chaotic sales cycle to ignite your sales and unleash lasting profits.

Bottom line, don't make this harder than it has to be.

[6:17] - When your team starts asking for reviews and referrals at the right time in the patient journey … you will start filling your chairs and your practice with patients who come in already trusting you because they've been referred or recommended by a personal friend.
[19:26] - When you have people calling in because they were referred by a friend or family, they've already made the decision in their mind. That's the first soft sell. They've taken action and it's so much easier when they're in the chair to get the next level of Yes.
[24:18] - How to coach your team with specific examples of what to say and how and when to say it. (pens and paper out!)
[29:15] - Referrals are 93% more effective than any other form of marketing. The number one thing is getting your team on board with this because they're the ones who are constantly interacting with the patients. Lynn explains how you can do this effectively.

417: Build and Lead a High Performance Team

Tue, 11 Jul 2023 21:00:00 +1100

In this episode of The Savvy Dentist Podcast Dr Jesse Green is joined by Kylie Denton.

Kylie Denton is a highly experienced leadership consultant, professionally certified coach, a bestselling author and speaker specialising in leadership and sales. With over 30 years’ experience in leadership and formal qualifications in psychology, Kylie has a proven track record in building confident leaders and successful teams.

Kylie Denton and Dr. Jesse share some wonderful insights about how to develop our own leadership and how to nurture and develop other leaders in our practices.

If we're going to have any success in our practice, it's going to correlate to how well we can build and lead our team. Kylie shares a model called the idea model and a whole lot more.

Kylie works with blue chip and established companies to improve the productivity and performance of leaders and their teams.

[6:48] - You can generally feel confident about your skills and abilities within the four walls of your dental surgery. We've spent many years practicing those things. Then all of a sudden we go, you know what, I'm gonna open a business. How hard can it be? And it turns out it can be pretty tricky, right? There's no learning around business, there's no learning about leadership, there's no learning about people development. Where does leadership come unstuck? Where do people typically stumble? What are the common pitfalls or mishaps?
[12:38] - What sort of practices and skills need to be developed as we figure out our way on this leadership pathway?
[24:52] - How do we lead ourselves so that we can be that example for others?
[31:30] - The power of ‘thinking time’. Taking time-out regularly to look and think about your people and business, is the single most important thing you can do. It’s what all top leaders schedule into each day.
[36:47] - Creating a great culture within your practice is critical. “Great culture eats strategy for breakfast”. So what ways can you work on developing an engaged and enthusiastic team?

416: How to Elevate Your Team and Yourself

Tue, 04 Jul 2023 21:00:00 +1100

In this episode of The Savvy Dentist Podcast, I'm joined by culture and marketing leader Robert Glazer.

Robert is the author of the inspirational newsletter Friday Forward, CEO and Chairman of the Board of Acceleration Partners, and the #1 Wall Street Journal bestselling author of several books, including Elevate, Friday Forward and How To Thrive In The Virtual Workplace.

Robert is also a sought after speaker who has appeared on the likes of TedX, The Today Show, Harvard Business Review, Inc, Forbes, Entrepreneur, Fast Company and Business Insider, alongside hosting the Elevate Podcast.

After a long and exhausting couple of years dealing with the pandemic and ensuing global implications, many people are struggling, burnt out, and have lost their way.

If you've been feeling a little bit flat, a little bit jaded, this episode is going to be like a shot in the arm with adrenaline that's gonna get you revved up and moving forward.

Be sure to register for The Dental Summit here.

[5:48] - If you are feeling like you have been living below your potential for some time, Robert explains from his own personal experience what can be done.
[7:58] - Robert explains the four values to building capacity. Spiritual capacity, intellectual capacity, physical capacity, and emotional capacity.
[13:36] - So, how do we build these capacities within our business and what are the noticeable consequences?
[21:15] - What are the benefits of building capacity across your team?
[28:54] - We often see organisations with lovely well-worded value statements posted on the walls throughout the hallways. But where does grit and determination come into the capacity equation? Why is it when things get hard, some people roll their sleeves up and get on with it, while others check out and go home?
[37:32] - A lot of people think about culture as something warm and fuzzy, as opposed to a vehicle for achieving outcomes. So, how do we build a culture of performance in a team, from a business sense?
[42:18] - Three business performance tips from Robert Glazer that could transform or revolutionise your thinking, and ultimately your business.

415: Overcoming Fear of Failure to Become Your Best

Tue, 27 Jun 2023 21:00:00 +1100

Tyler Williams is the creator of the 5-Minute Fear Formula. He helps dreamers, lovers, and innovators remember how powerful they are by activating their fear response, creating extraordinary personal and business growth.

In this episode, Tyler Williams helps us understand how to break through your greatest fears by improving your signature leadership and communication style and removing limiting beliefs.

Having spent more than 20 years engaging his own fears as a country music singer and race car driver, Tyler has a fresh perspective as he guides high performing clients to become unapologetically extraordinary.

Be sure to register for The Dental Summit here.

[10:13] - Everyone has a level of a gift that is untapped. So how do you find your special gift and talent, and how do you unlock its potential?
[17:40] - How do we understand our ‘Fear Formula’? That connection between our mind and our body and respecting how they talk together to create the emotions that we feel when faced with fear.
[28:30] - Are you trying to be ‘everything to everybody’? To seek perfection can be exhausting and frustrating and makes finding balance difficult. So what is the rhythm of life that you truly are seeking to create?
[32:26] - The changing seasons in each of our lives will require you to appreciate the change and act accordingly to how you feel and what you truly believe. Tyler urges us to be “present in the moment”.
[39:17] - What is stopping you from achieving the success you desire?
[44:28] - We live in a world that is attached by ‘outcomes’. There is never enough, there is always more to be sought out. This is all at the cost of you being the person you choose to be. So what is the art of being? How do you put meaning to your life?

414: The Leadership Challenge

Tue, 20 Jun 2023 21:00:00 +1100

As a practice owner, you've probably wondered… how do I become a better leader?

If you've ever had those thoughts, then you're going to really resonate with this episode.

Professor Barry Posner has studied leadership and entrepreneurship for over 30 years. He's authored over 12 books on the topic. One of those books is called The Leadership Challenge, and has sold over 3 million copies. Barry has consulted to companies like Apple and Amazon and WD-40 to name just a few. He's incredibly well respected in the field of leadership. And in this episode Dr. Jesse and Barry talk about his five key practices that are useful and helpful for every leader.

We know that leadership is a skill that can be learned. We know that there are basic principles that govern leadership and whether the context shifts and changes from one day to the next or into the future, we know that these principles will serve you very well. So in this episode, we're going to unpack those five principles.

[6:42] - There is a difference between ‘leadership’ and someone who considers themselves a ‘leader’ due to their title. Understanding this difference will allow you to grow and serve your team on every level.
[16:34] - Communication can build a connection with your team. It’s hard for anyone to follow you if they don’t understand who ‘you’ are, what your values are.
[19:05] - Many practice owners struggle with growing and learning leadership. Trusting people and allowing them to feel capable can be a powerful first step in growing your leadership skill.
[23:33] - How can you identify if your team doesn't exhibit trust, and what signals will your team show when they do feel trusted?
[28:56] - It’s a myth that "it’s lonely at the top”. It’s only lonely if you isolate yourself from your team. When you openly communicate and become vulnerable with your team it can open up an empathy that strengthens our human-to-human connection.
[34:06] - How will leadership change in the future and what can you do to prepare and grow into the future as a better, stronger, more trustworthy leader to your team?

413: Business Lessons from the Wiggles

Tue, 13 Jun 2023 21:00:00 +1100

Greg Page is possibly best known as the original yellow Wiggle. But in 2020, he made headlines after suffering a cardiac arrest on stage.

At the end of a performance by the group raising funds for bushfire relief, one of his arteries blocked 100% and caused a sudden cardiac arrest. If not for the quick thinking and life saving skills of bystanders, chances are Greg would have died.

His life was saved because of CPR and an AED at Castle Hill RSL Club that was brought to the stage, and used to revert his heart to a normal rhythm in time for paramedics to arrive and stabilise him until he received lifesaving surgery.

Upon waking up in recovery, Greg was told that 90% people who suffer a sudden cardiac don't make it out of hospital alive, which shocked Greg.

Now, Greg is on a mission to educate others about the importance of knowing CPR, and making AED’s more VISIBLE, ACCESSIBLE AND ACTIONABLE in our communities.

[4:50] - How can the business lessons from a children's music group who have toured the world, be applied to your Dental Practice?
[10:45] - The transition from Dentist to Business owner can be daunting. Greg explains how The Wiggles went from Band to Brand - and built a global business brand with no business experience.
[18:36] - How can you leverage your support staff and create your own Dorothy The Dinosaur?
[25:16] - Having a heart attack and cardiac arrest on stage changed Greg’s life forever.
[31:39] - AED’s are incredibly important. Greg has a foundation ‘Heart Of The Nation’ that notifies the community and allows you to share your AED with anyone who may need it in an emergency.

412: Mentoring Young Dentists

Tue, 06 Jun 2023 21:00:00 +1100

If you're a practice owner and you've thought about hiring young dentists recently, then I guarantee the topic of mentorship has probably factored into those conversations. Young dentists seem to be graduating, requiring, and requesting more mentorship than ever before.

The opportunity exists for practice owners to use mentoring programs to attract and retain the best and brightest young dentists in our practice, but there are some challenges … and those challenges typically occur when there's miscommunication about what's on offer and what's expected.

Sometimes young dentists might feel like they're signing up to a practice that has a great mentoring program and they are disappointed about what's on offer.

From the practice owner's point of view, they feel like they're giving up a lot of their time, energy and expertise to train a dentist that might stay or may not stay.

And so there's a gap; a bridge that needs to be spanned.

In this episode of The Savvy Dentist Podcast we close this gap and show you how to get everyone on that same page.

Dr. Camelia Maris and Dr. Jeff Kho join Dr. Jesse Green, and together they explain what good mentoring looks like, how to structure it, what are the challenges that young dentists face as they start their career, and what are the challenges that practice owners face in trying to help the young dentists get started in their career.

Camelia and Jeff both have a wonderful broad perspective. They're looking at things from both sides of the fence. How do we support the young dentists? How do we give them the best start in their career? And how do we acknowledge that it's their responsibility to be self-reliant while also putting in place some of the building blocks that will give them that start that they're looking for?

Be sure to register for The Dental Summit here.

[4:50] - Where are young dentists struggling the most? And as practice owners, how can we best help them?
[15:01] - The word ‘mentoring’ is used a lot currently, and often is a recruitment tool when interviewing young dental candidates. So what IS ‘mentoring’ and how differently can it be perceived by young dental graduates, and dental practice owners?
[19:20] - How to help young dentists flip their assumption that mentoring is a one way path. It’s important that they take responsibility for their personal growth.
[24:07] - If you do not have the time to put together a curated mentor program, there are outsource options?

411: HR Compliance - What Every Practice Owner Needs to Know

Tue, 30 May 2023 21:00:00 +1100

In this episode of The Savvy Dentist Podcast, we're talking about a topic that every single practice owner needs to know, understand, and appreciate.

That topic is HR compliance.

We know that when HR goes well, our team is fantastic, everyone feels supported, and things run smoothly. But when things don't go well, you can find yourself in the midst of time consuming, emotionally draining, and costly issues.

Sally Murphy from Purple Playground joins Dr. Jesse Green to help us understand what practice owners need to know about HR compliance to avoid issues before they arise.

Sally Murphy is an expert in all things HR. She's worked her whole professional life in this sphere for both large companies, and now with small to medium enterprises including many dental practices.

Sally is here to let us know what we need to have in terms of policies and procedures, and how to stay on the right side of the compliance line.

[4:54] - In a small dental practice business, people are our brand and we know it’s important to surround ourselves with a great team. So as dentists, what do we need to do to bring the best out of people and what structures and policies do we need to have in place?
[10:28] - So if the Fair Work Ombudsman comes knocking, what do you do?
[15:43] - What sort of policies must we have in place that allow our businesses to be ‘fit for purpose’ and are ‘bespoke for our dental industry’.
[26:13] - Creating an environment for our team to succeed can definitely support the policies our business has in place. Build culture by having one-on-one conversations with your team regularly.
[28:53] - Record keeping is key. What documents and policies are crucial, where do we keep them, what is the best way to manage these processes?

410: Disney Leadership Lessons

Tue, 23 May 2023 21:00:00 +1100

Today, we're having a conversation about one of the greatest business people ever; Walt Disney.

Many of us are familiar with Disney. Whether it's his Disney World, Disneyland, all the movies, cartoon characters, and in recent times, the Disney+ streaming service.

But very few of us know the story of how Walt Disney and his brother, Roy dreamed of then built the empire that we now know today as the Disney Corporation.

So joining us today is Jeffrey Barnes, a Disney expert who has studied Walt Disney from a very young age. Jeff has dedicated his entire life to understanding the Disney Corporation, the Disney family and the experiential ecosystem they've built.

In this episode, we talk all about the qualities that made Walt the great businessman we know him as today. What kind of person was he? What allowed him to achieve such phenomenal success? What were his early setbacks and how did they shape him? What were the consequences of those setbacks? And how did it create the Disney that we know today?

[7:30] - What kind of man was Walt Disney and how did his young years forge his character and resilience?
[11:51] - A real life story from rags to to riches that will inspire you and prove that we all have an inner Walt Disney.
[20:50] - The modern day leadership lessons we can learn from Walt and apply in our dental practice today.
[28:29] - It takes a fair amount of courage for someone to start any kind of business, including a dental practice. It’s easy to be courageous when you know something will work, but you have to draw on different skills to find that courage when there is massive uncertainty associated with your decisions and goals.
[35:21] - Walt always wanted to be moving forward, and this lesson shows how to grow your business. Scale your successful business for bigger profits.
[42:45] - If you want to channel some Walt Disney into your own practice today, here are 3 easy tips to apply instantly.

409: Staying Safe Online

Tue, 16 May 2023 21:00:00 +1100

In this episode of the Savvy Dentist Podcast, we have a really important conversation about cyber safety and staying safe online.

Dr Jesse is joined by Susan McLean, who is Australia’s leading expert in the area of cyber safety and was a member of Victoria Police for 27 years.

Susan was the first Victoria Police officer appointed to a position involving cybersafety and young people, where she established, and managed the Victoria Police Cyber Safety Project.

Today we're talking about your people, your business policies, and the procedures you can initiate, plus we’ll cover ‘things that can go wrong’ in a dental practice - and you'd be surprised!

It's often something very simple, that has a catastrophic impact. It could be as simple as clicking on a dodgy email … or sometimes a whole lot more!

We want to make sure that you know what to do, and how to handle it should a cyber attack ever happen within your family or business.

[7:39] - If you are gathering data on a person, such as a patient, then you have something that is ‘valuable’ to someone else. You have to accept that there is a risk to your business based on what you are doing online. How much of a risk profile will depend of these key factors.
[8:56] - Be specific in your employment documentation about what you expect from your staff. In the modern world, you need to clearly outline what is considered acceptable online behaviour. Susan describes situations of brand alignment that has gone horribly wrong.
[20:36] - There are two primary types of hackers; who are they and how can they infiltrate your business?
[29:18] - Dr Jesse explains a real story when The Savvy Dentist business was hacked and the lessons and step the business took to protect itself.
[40:16] - The online and social media tips for parents to gate-keep your child's online world.

408: How to Create a Human Centred Experience in a High Tech World

Tue, 09 May 2023 21:00:00 +1100

As dentists, we all understand and appreciate the value of a great patient experience - one with a strong human connection.

When we connect with patients emotionally, we develop empathy, understand them, and get inside their head so we can appreciate what they're going through as they experience our services.

In this episode of The Savvy Dentist Podcast, Dr. Jesse chats with digital strategist, Chris Hood. Chris has been within the film & TV industry, the computer gaming industry, as well as working for Google. He brings a really deep understanding of technology coupled with human psychology, and how to integrate the two for the best customer experience.

Jesse and Chris discuss why we do the things we do, and what we need as humans to create a great dental experience. They talk about the modern day intersection of both a human experience with a technology experience and how we can streamline and simplify our patients' experience of our practices.

[5:42] - What is a ‘human centered’ experience and how might it look for our patient?
[8:23] - How can we make the patient experience better and more human?
[20:38] - Why it’s incredibly valuable and important for you to understand how technology changes the way our patients interact with our businesses.
[24:48] - 73% of customers will choose the ‘experience’ they have with your business, over the ‘price’ they are charged. Consumers are NOT only motivated by ‘price’. That is why you must consider the human centred approach you give your patients.
[28:40] - How will Artificial Intelligence (A.I) affect our businesses in years to come?
[36:13] - At the end of the day, remember to have a strong empathetic approach to ensure you have a ‘human centered’ patient experience that can never be replicated by technology.

407: Tax Planning for Dental Practices

Tue, 02 May 2023 21:00:00 +1100

Tax time is fast approaching…

In this episode of The Savvy Dentist Podcast, Dr. Jesse is joined by Brendan Campbell from Prosperity Advisors based in Brisbane.

Brendan has over a decade of accounting and taxation experience managing a variety of clients within dental and the broader health industry.

In today’s conversation Brendan and Jesse discuss strategies, tactics and insights that will help you get your tax affairs in order so that you can stay on the right side of the compliance line, while also maximising the benefits of having a business structure.

Brendan specialises in advising clients on a broad range of business issues. In particular, he supports his clients’ needs by advising on business strategies, structuring, business advisory, taxation planning, and minimisation strategies.

They talk about a variety of topics including fringe benefits tax, electric vehicles, and professional profit allocation to name a few.

[4:28] - Let’s talk about your tax planning for 2023, and what options are available to you. If you are ready to buy an electric vehicle, Brendan explains why now is a good time to be purchasing one for your business.
[12:15] - Brendan breaks down and explains in detail what an ‘instant asset write-off’ is, or it’s new ATO title, ‘temporary full expensing’.
[17:12] - Dental practice need to be aware of 'professional profits allocation’. Brendan explains what they are, how they apply to your business, and what you must do to understand them.
[23:15] - What is Payroll Tax and how will it change how you do business in the future?
[41:34] - Brendan shares his top tax tips for Dental Practices to help you prepare for tax time 2023.

406: How To Be Unstoppable

Tue, 25 Apr 2023 21:00:00 +1100

In this episode of The Savvy Dentist podcast Dr. Jesse is joined the unstoppable Robert Owens.

Robert is a man who has worn many hats. Air Force Special Ops Pararescueman, Business Consultant, Inspirational Speaker, 40 year endurance athlete, Business and Leadership Coach, 12-time Ironman Finisher, and officially declared "The Fittest and Mentally Toughest 66 Year Old in the World."

Among his accomplishments, Robert is also known for having run 7 marathons on 7 continents - in 7 days.

In this jaw-dropping episode, Jesse and Robert explore how to develop the self-mastery to be able to achieve all the things that you want to achieve in your life... and beyond.

If you want to understand how to develop that inner strength, your mental toughness to be able to get through any adversity that life throws at you, then press play now!

[3:06] - What does team rowing and your life running a dental practice have in common? Robert has recently completed an extraordinary feat, rowing 5000 kilometers across the Atlantic Ocean in 43 days, where the longest sleep he had was 1 hour 45 minutes.
[17:54] - The way to control your heart rate by breathing can a powerful technique for you to calm your emotions within seconds. Robert explains his 'Big 4' tips and techniques for a calmer life.
[26:39] - How to create a winning team 'culture' in your business.
[34:58] - Rowing is similar to running a dental practice ... Robert explains how to get your team in a flow-state.
[38:21] - How to bounce back from adversity when things go wrong in your business or your life.
[57:01] - A few final tips from The Fittest & Mentally Toughest 66 Year Old in the World.

405: What's Working Now

Tue, 18 Apr 2023 21:00:00 +1100

In this episode of The Savvy Dentist podcast, Dr. Jesse Green discusses what is working now in the current market conditions, to fill the white space in your appointment book.

White spaces impact your business revenue, which in turn creates a downturn in your cash flow and profits. So it’s important to identify some of the root causes and Dr. Jesse offers some strategies and tactics for you to help fix this problem should you have it in your practice.

As practice owners it's important for us to understand why cancellations occur and what the mindset of our patients may have.

Dr. Jesse explains how you can elevate the value of dentistry in the mind of the patient by creating a compelling reason to return.

[0:50] - The #1 question practice owners are asking right now
[2:11] - What practice owners believe is causing cancellations in their appointment books vs what's REALLY the root cause
[5:15] - Practical steps you can take to reduce cancellations, gaps, and white space in your appointment book
[8:17] - How to communicate urgency and importance to build value in the mind of the patient
[13:30] - Measuring and optimising your case acceptance so you nip white space in the bud

404: Getting Your Location and Property Strategy Right

Tue, 11 Apr 2023 21:00:00 +1100

In this episode, Dr. Jesse Green is joined by Julian Muldoon who is the founder of 1Group property advisory services.

For 12 years, Julian has been helping health practitioners find the right property, and comply with the numerous different regulations and factors to consider.

In this conversation we talk about three big elements of a property strategy.

The first one is your location strategy. In other words, which area should you choose according to clientele, visibility, and business opportunity?

But once you've found the right location, what sort of property should you be looking for that allows for future growth? Do you rent it? Do you buy it? What are the considerations for each of those strategies?

And finally, how does that interact with your overall business strategy and what are you trying to achieve from a commercial outcome?

Julian Muldoon has a very skillful and practical nature of bringing all these things together into one cohesive picture.

And you're gonna wanna have your pen and paper handy because there's some real value bombs that he drops as we discuss 'Getting your location and property strategy right'.

In this episode we discuss:

[4:12] - It’s human nature to leave things until the last minute, so when should we start thinking about our property strategy?
[9:29] - So what do we evaluate about the site once we have found the area we want to set-up in? Julian explains the specific details you need to consider and how to surround yourself with professionals such as town planners, traffic management consultants, interior designers, and architects.
[14:11] - So what are the pitfalls to beware of when going through your business site planning?
[18:40] - What clauses in a lease should you see as a red flag?
[22:36] - Julian explains some great tactics when negotiating a lease or sale.
[31:59] - Before you do anything - Julian shares his wisdom and suggests what you should do first.

Find out more:

403: A hackers guide to cyber security

Wed, 29 Mar 2023 20:00:00 +1100

In this episode Dr. Jesse Green is joined by Assadi Youssef

Assadi Youssef is a former hacker working at KPMG as a cybersecurity consultant. He helps Australian businesses improve cybersecurity because he knows how to exploit their weak points.

Assadi is passionate about all things IT, with a special interest in Cyber Security. Assadi was introduced to Cyber at the young age of 13 and dabbled more seriously within it during highschool.

In this episode we talk about what hackers think, how they think, and how they exploit weaknesses in systems. But most importantly we talk about risk mitigation and how best to protect your data. We also discuss what to do if indeed the ‘worst’ does happen and you are breached, including how to talk to your patients and how to recover your data.

We know that we have to be conscious of the data we hold and we’ve got to put in place steps to protect it.

In this episode we discuss:

[3:09] - How do you become a hacker?
[7:55] - What drives a hacker's behaviour?
[12:45] - What is the art of social engineering and how can you utilise the same skills a hacker uses, in your day to day business?
[21:47] - How do hackers decide which business to attack and do hackers have a moral compass?
[26:44] - With so much personal patient data held on file, what can you do in your practice to avoid being a ‘soft-target’ to hackers?
[33:49] - As a small business, if you are breached, how do you respond and recover your data, while also managing the people affected?

Find out more:

402: Futureproof You, Future Your Practice

Tue, 21 Mar 2023 20:00:00 +1100

In this episode Dr. Jesse Green is joined by Kellie Tomney to talk about a really important topic, that is, future-proofing you, and future-proofing your practice.

We know that we are living through changing times, and we know that the only true constant is ‘change’, so how do we continue to find that personal fulfillment and satisfaction, not just for you, but also for your team.

In this episode you’ll learn how to develop your leadership style to get the best out of your people. When we have a team that are engaged in their work, doing their highest and best work, we create an unstoppable force.

Kellie Tomney is a Future of Work expert who has futureproofed thousands of organisations & leaders globally.
After an award-winning corporate career, Kellie is now a global thought leader and international best-selling author of Futureproof You.

Kellie’s fresh, strategic & unique framework gets to, and has a transformational impact on ‘what really matters’.

In this episode we discuss:

[6:12] - Kellie explains why she feels that ‘work is broken’ and how we as leaders in our businesses can help navigate our people and our organisations through the coming years. The question is: Will you change with the times, or will you be forced to change because of them?
[12:19] - Jesse & Kellie discuss how we can find fulfillment in our work, and how we can help our teams find fulfillment.
[16:57] - Know thyself. If you don’t know yourself, you have little impact on leading your team and subsequently your business. Kellie and Jesse discuss a pathway for you to start understanding your purpose and values.
[24:56] - Future Proofing your organisation in a time when things are constantly changing can revolve around a simple and unified purpose for your practice.
[28:03] - How you live, is how you lead. Kellie describes the power in understanding and working on your own ‘leadership brand’. Being simple and consistent in what you stand for, and what you consistently activate on a daily basis.
[36:49] - The application of knowledge around futureproofing is summed up by Kellie with these 3 fantastic hacks that you can implement immediately in your practice and your life.

Find out more:

Kellie’s website - www.kellietomney.com
www.futureproofyoubook.com - This book is big, bold and life-changing, designed to help you to get back in the driver’s seat when it comes to your career, leadership, organisation and future.
FB: https://www.facebook.com/kellietomneyfutureproofing
IG: https://www.instagram.com/kellietomney/
LinkedIn: https://www.linkedin.com/in/kellietomney/
Twitter: https://twitter.com/KellieTomney
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401: Leading the Way -Techniques for Personal and Professional Advancement

Tue, 14 Mar 2023 20:00:00 +1100

In this episode Dr. Jesse Green is joined by Dominique "Dom" Brightmon, a certified trainer with the Maxwell Leadership Team, bestselling author, and host of the Going North Podcast.

The Going North Podcast is an informational, inspirational, and motivational podcast where published authors share their life experiences to help others advance themselves.

And we know that for our business to grow, we MUST grow. And sometimes we have to do that inner work, before we see the outer results.

In today's conversation Dom & Jesse discuss self-leadership, how we need to show up, and how to identify and develop great people within our team and give them confidence in their skills and abilities.

If we want to go FAST in our business, we can go it alone, but if you want to go FAR in your business, then you’ll need to do that involving other people.

In this episode we discuss:

[6:28] - It’s great to read the books and go to the seminars … however at some point you need to use the tools you’ve learnt. Dom discusses how you can implement what you learn through self-development.
[12:56] - Dom is a published author and successful podcast creator. He explains the meaning behind the title ‘Going North’.
[18:03] - Managing the decisions you make everyday can be the beginning to understanding how you influence other people. If you’re not self-leading yourself well, then other people are not going to be inspired to listen and follow you.
[21:35] - So what are the two characteristics you need to hone for other people to be influenced by you?
[25:57] - How do you identify, develop, nurture and nourish the people you feel have leadership qualities?

Find out more:

Dom’s website - https://www.dombrightmon.com/
Podcast: https://www.goingnorthpodcast.com/
FB: https://www.facebook.com/dominique.brightmon
IG: https://www.instagram.com/dombrightmon/
LinkedIn: https://www.linkedin.com/in/dombrightmon/
Twitter: https://twitter.com/DomBrightmon
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400: A Sales Masterclass from Australia's Top Salesman

Tue, 07 Mar 2023 19:55:00 +1100

In this, our 400th episode, Dr. Jesse Green is joined by John Roca, arguably one of the greatest salesman in Australia. John knows people, and explains how his structure for running a car dealership, can be applied to running a dental practice.

John has advised organisations about the need to encourage a customer centric culture within business and develop strong processes in order to deliver benchmark results.

John believes your dental practice’s success comes from the willingness and culture of your team to anticipate customers' needs, and deliver a ‘promise’ … as opposed to promising to deliver.

In this episode we discuss:

[5:04] - Landing in Australia as a six year old not able to speak English, John explains how his migrant background helped shape his drive, work ethic, and persistence to succeed.
[9:56] - If you love serving people, John believes that, with passion, you can build a business.
[13:36] - Having a deep appreciation and empathy for people who walk into your dental practice and understanding their dreams, hopes, and aspirations, can be the difference to a successful practice. John explains how a car dealership can be similar to your practice, and what processes you can model or duplicate.
[17:01] - Designing every single touch-point for a patient or customer creates their ‘experience’, and so it’s important to have all your team well-trained and aligned to create exceptional service. Create the environment for your ‘guest’.
[18:42] - John explains his ‘EVOLUTION process’ which is his 10-steps to land a sale. The edge is ,that it's not about delivering the 10-steps in one day! Creating a customer experience over the evolution of the patient, that all your team are on-board to deliver, is essential to the ‘10-step EVOLUTION’ process working successfully.
[24:24] - Word of mouth is the best marketing you'll ever do. If someone has a bad experience they'll tell 10 people, and if they have a good experience, they'll tell 2. They might not buy today, so be focused on the future sale.
[30:03] - So, how do you implement and train all your team to create a 10-step culture so that everyone is aligned and understands the DNA of your business?
[33:45] - You get 'one shot' at a first impression, so where do you start today if you are liking the concept of developing a 10-step evolution process. John explains his 5-bomb theory.

Find out more:

399: Case Study - A Blueprint for Scaling Up

Tue, 21 Feb 2023 21:41:00 +1100

At Savvy Dentist we pride ourselves in guiding you through the process of scaling up your business so you can earn more, work less, and enjoy more freedom.

When you free up your time, and you’re still making money, it provides you with choice in your life.

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green is joined by Sam & Adam Bradsaw from Jacaranda Family Dental in Queensland.

Sam & Adam are the quintessential case study on how to scale your dental practice successfully. They have done amazing things to build (and scale) their dental practice in Gympie, Queensland.

Sam & Adam share in detail how they have built their business from one chair, to two chairs, to four chairs, to six chairs … to currently twelve chairs. They share their story, they share their experiences, they share their lessons and some of the things that have worked really well for them as they’ve embarked on their business growth these past 8 years.

In this episode we discuss:

[3:57] - What early challenges can you expect when deciding to scale your practice?
[5:39] - What to consider when recruiting your first employee. Hiring on attitude and culture fit can be more important than hiring on qualification.
[5:39] - How to design and create a business culture.
[13:42] - Massive growth is tough at times. Adam and Sam explain how they coped and what they felt in the periods of strong growth.
[17:49] - From two chairs … to four chairs … then the decision to go to 6 chairs was made. So what details do you need to know when taking that next leap?
[21:04] - As your business grows, so will your team. So what do you need to look out for during this phase of growth, and how do you lean on your team for culture growth so that retention is strong.
[24:51] - Winding back your time on the ‘tools’ and resisting the temptation to be pulled back into the business is real, so what do you need to know to help understand this period?
[29:30] - How to look after your practice manager.
[31:20] - So when you fill up six chairs … and there's no more space … what do you do?
[42:00] - With more people on board in the business, what percentage does Adam contribute to revenue now and what freedom has this given to both Adam and Sam.
[44:38] - Hang around for these final few ‘tips’ from Adam & Sam - these are worth their weight in gold if you are contemplating to scale your business in any way in the future.

Find out more:

398: Transforming Spaces - The Importance of Design and Fitout in Dental Practices

Tue, 14 Feb 2023 22:00:00 +1100

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green is joined by Jerry Kennard from Evoke Projects. Evoke is an interior design, construction and project management firm with clients all over Australia.

Jerry is a highly focused and results driven Managing Director who leads through example and motivates the Evoke team to work to their full potential. He inspires his team to think outside the box when delivering creative and visionary office design and fit-out solutions to ensure that every client not only achieves their operational objectives but also increases the engagement, productivity and retention of their team.

Jerry believes the physical environment is like the soil for every team to grow in, and ultimately the determinant of their success.

In this episode Jesse & Jerry discuss how to understand your desired result and your objectives when contemplating a dental practice fit-out? The end that you have in mind is only the beginning.
Dental Practice designs are so much more than plans on paper: they are the future of your business.

https://www.evokeprojects.com.au/

In this episode we discuss:

[3:41] - What common mistakes do people make as practice owners building a new practice?
[6:47] - When is it best to contact a project manager?
[9:52] - What to look for when selecting a new premise.
[13:51] - Why we must consider the client/patient … the ‘human’ experience, within your planning and design process.
[18:41] - So who is your ideal patient, and why your strategic ‘marketing’ must be considered when creating a fit-out and an environment for your team and ongoing business growth.
[28:15] - OK, so let's talk about the budget. How much do you need to be thinking for a fit-out?
[36:10] - Always read the contract! Staying on-budget is important, as is working to a particular time frame. How do you manage a project schedule?

Find out more:

397: Revealing the Unexpected Key to Improving Dental Practice Revenues

Tue, 07 Feb 2023 22:00:00 +1100

If there was a way for you to increase your productivity and profitability while working less you'd try it in a heartbeat, right?

Well, this week's podcast guest is here to show you exactly how to do that.

Please give a warm welcome to Sahil Bareja - practice owner, fully qualified Oral Therapist, and Director of NSW Dental Hygiene Association of Australia.

Sahil unpacks the business case for having an Oral Health Therapist, and how they can be an crucial part of your dental practice.

He also shares his expert tips on onboarding and integrating an Oral Health Therapist into your practice, and explains what you stand to gain in terms of profit, productivity, and true business leverage.

In this episode we discuss:

[8:53] - There is a perception that Oral Health Therapy is not a productive part of a practice, however Sahil spins this myth on it’s head and proves by personal experience how the role can not only be productive, but incredibly profitable.

[16:53] - How to go from 6 days a week in your practice, to 4 days a week while increasing revenue and productivity.

[20:48] - How to create a team that ‘think’ for themselves, and build a super-culture within your business. Motivating your team can be as simple as understanding human-nature.

[25:19] - Having a culture of growth and learning makes all the difference in your team's performance. So, what makes a great mentor, and what makes a great mentee within your business?

[29:43] - What kind of revenue is possible if we make these changes and invest in our team and let them fulfill their potential?

[35:09] - Sahil shares the lessons he has learnt, and the advice he has should you be keen to look deeper at an OHT.

Find out more:

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396: How to have a great practice manager

Tue, 24 Jan 2023 22:00:00 +1100

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green is joined by Danielle Levy to discuss how you can become the CEO of your dental practice, rather than staying stuck as the ‘Chief Everything Officer’!

Danielle Levy is the CEO and Founder of The Boardroom League. A sought-after executive who has helped six and seven-figure businesses expand with clarity and efficiency, Danielle established The Boardroom League to give other entrepreneurs a little black book of trusted industry professionals to help them implement and scale their businesses.

With a background in agency work, Danielle has experience in the traditional business world, as well as the online entrepreneurial space. An Integrator at heart, Danielle believes in helping business owners build a trustworthy ecosystem of professional resources, so that they can focus on their ‘zone of genius’, instead of being distracted by day-to-day business obligations.

Danielle holds an MBA, is certified as a Project Management Professional, and is a Certified Online Business Manager. An energetic mother of two boys, Danielle understands the balance of being both a hockey Mum … and a successful entrepreneur!

In this episode we discuss:

[2:09] - So what is the role of an Integrator (or COO) and how can it help add massive value to your practice?
[6:43] - What are the common mistakes happening at an operational or systems level within a dental practice?
[8:37] - An integrator is your person who runs the business of the business. The best place to start if you are wondering do you need an integrator is to reverse engineer your own role. Jesse and Danielle explain how.
[12:12] - Every practice has a period of growth and these stages have their own inherent issues. Danielle explains how the role of an integrator can help develop your long term business success.
[15:53] - How do we recruit the right integrator for our practice.
[20:53] - Need some proof that an integrator can make a difference in your business? Danielle shares some real business stories of growth and profitability.
[24:35] - These are the qualities of a great integrator.

Find out more:

Website: https://danielleclevy.com/
FREE - Blindspot Identifier pdf
FREE - Delegate Better guide pdf
The Boardroom League
Danielle Levy - Instagram
Danielle Levy - Facebook
Danielle Levy - LinkedIn
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395: A Practice Owners Guide to Dealing with Wins

Tue, 17 Jan 2023 22:00:00 +1100

In today’s episode, Jesse sits down with good mate and repeat guest, Dr Tyson Franklin to discuss how you can navigate the wins (and losses) of your business practice.

Tyson is a successful Podiatrist, author, business coach and host of his own podcast Podiatry Legends, and also joined us on episodes 14, 95, 150 and 355 of The Savvy Dentist Podcast, so be sure to have a listen to the back-catalog once you’ve finished listening to this week’s episode.

In this episode we discuss:

[1:09] - Why do we over-value our losses in life, yet under-value our wins in our day-to-day?
[4:13] - As dentists, we are ‘perfectionists’ by nature and are trained and rewarded to find fault, through training, through our business. We are honed to what is ‘not right’.
[7:23] - Jesse & Tyson discuss examples of when we can be better at understanding 'the wins'.
[10:53] - If you never take ‘the swing’, you’ll never get the ‘wins’. The key is not to take too long before you take the swing … and then the next swing … and then the next …
[13:55] - Book mention: Thinking in Bets - Making Smarter Decisions When You Don't Have All the Facts (Annie Duke)
[17:03] - The reason people keep on hanging on to losses is because they don’t want to admit that they’ve made a mistake. And it will hold them back from making the next decision! “Use past mistakes as a learning for future decisions.”
[22:03] - A good decision can still lead to a poor outcome. So what can you do in this situation?
[30:47] - So if you've had a few things go wrong, and are a little bit 'gun-shy', what can you do to get back to making decisions and moving towards more wins?
[42:16] - Remember, every big business you know of today … once started as a ‘small’ business. And every big business still makes mistakes as the company grows larger.
[43:39] - key take-away: The people who do well in their business practice, over-value their wins, and under-value their losses as a general habit.

Find out more:

Website - www.tysonfranklin.com
Facebook - https://www.facebook.com/tyson.e.franklin/
You Tube - https://www.youtube.com/tysonfranklin
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394: What is your focus for 2023?

Tue, 10 Jan 2023 22:00:00 +1100

Are you feeling a little sluggish after your festive break? Are you still in holiday mode?

What we see is that a lot of practice owners waste their opportunity in January and don't get back into gear until early Feb. If that's you, let's crank it up!

In today's episode Dr Jesse Green explains how to launch your 2023 with intent and focus. You've had your rest, and now it's time to get simple-minded and focussed in our execution of things, and as a result, we'll go further faster in achieving our 2023 goals.

In this episode we discuss:

[3:05] - The 3 steps to making 2023 magical for your business and personal life.
[4:13] - Clarity & Focus will create a successful and happy well-rounded life in 2023. If we're not clear about what we're aiming for, it becomes very hard to be focussed in our activities. Ho to optimise your practice in terms of revenue, clinical work, and lifestyle. Get clarity ... then you'll be focussed.
[7:37] - The importance of your daily habits cannot be understated. If we don't create our habits by design, often we'll fall in to bad habits by default. A great book on habits is The Power of Habits - Charles Duhigg.
[12:07] - Nothing changes without targeted action and so we have to look at our time and what we're spening time on. What do you want to do less of, and what do you want to do more of with your time? We all have the same 168 hours every week, so it's important to list what where you want your energy to flow for the best outcome you desire.

Find out more:

393: Leadership from the heart

Tue, 03 Jan 2023 22:00:00 +1100

Author, Coach, Founder and CEO, of Aim to Win, Wade Thomas has over 25 years of professional experience in large and small business leadership, business strategy, and individual development.

With over 20 years of professional experience in executive human resources, leadership development, and business strategies, Wade has experienced firsthand what makes businesses work.

Wade embraces uniqueness while challenging the status quo. He uses imagination to discover better ways to build entrepreneurs’ businesses and to help them make a difference. Wade believes that growth comes from experimentation, and having the courage to accept and learn from failure. He believes in being nimble enough to change direction quickly when needed to make the most of new opportunities.

Wade believes that not only do compassion and empathy have a place in the business world but that they are integral parts of long term success.

In this episode we discuss:

[6:17] - Having a growth mindset approach to you business can create change in your business practice, as Wade explains.
[8:32] - So what is ‘the leadership gap’ and how does it contribute to business. How strong can your business be if your team feel that you care about them?
[10:24] - Being busy in the day-to-day running of your practice, Wade explains how you can develop your team so that they feel more emotionally connected to the business.
[13:18] - The abilities of your team are only limited by the ability to grow your self first. Self Leadership is the process of YOU getting better … and in-turn the business and your team will grow.
[16:46] - Empathy is the deepest level of understanding and will allow you to lead your team. In addition, your team ‘see’ empathy, they see that you care, and they will go the extra mile and help you take your business to new levels of growth.
[19:08] - Having empathy and compassion isn’t about being a doormat … it’s about stretching and pushing people, it’s about making hard decisions. One of the most compassionate things you can do for your team is to help them to reach their potential. People don’t reach their own potential if you give them easy goals and give them feedback that they don’t want to hear.
[22:09] - How does ‘courage’ apply when in a leadership position?
[24:05] - So we know it’s good to be vulnerable as a leader, so when is ‘too much’ vulnerability not as effective? If we share ‘too much’ can it still be effective?
[27:35] - Some of the key learnings Wade has from over 25 years in leadership in many different sized organisations.

Find out more:

392: Simplify and Scale Your Practice

Tue, 27 Dec 2022 22:00:00 +1100

Marissa Roberts is passionate about helping business owners, service providers and entrepreneurs find simpler and easier ways to run their businesses.

As a mum of two who built her first business working just 10 hours a week, Marissa has collected a lot of ideas, hacks, and strategies along the way to help YOU simplify tasks, save time and make running your practice easier - without sacrificing income or lifestyle.

In this episode you’ll learn how to lighten your workload with systems & processes, work to your strengths and natural talents, tighten your boundaries for fewer working hours, and find a simple business model that runs smoothly for you.

In this episode we discuss:

[5:47] - As business owners, why do we often try to ‘over-cook’ and over-complicate things?
[6:39] - If you are looking to scale up your business, then it’s important to have systems and processes in place, otherwise your problems and issues will scale up. Marissa explains that if you start with ‘how you're feeling’, you will find a smoother way to develop your processes for scaling business.
[9:28] - It’s up to us to not only give our customers a great experience, but it’s also up to us as practice owners to encourage our existing customers to return. Marissa explains some wonderful tips for encouraging our customers to return and keep them loyal to your business.
[12:35] - Do you have systems and processes currently in your business? More importantly, is your team implementing these systems and processes regularly? Marissa explains how to ensure everyone in the team are on the same page.
[16:52] - How to raise your pricing. Positioning your fee structure should be something you consider regularly. Customers return for ‘how you make them feel’.
[19:48] - If you’re going to bring systems into your practice, you have to ensure people can actually use them, and you have to make sure that they make a difference. For a starting point, what makes you crankiest at the moment in your business and find a system for that.
[26:55] - “Nobody can do it the way I do” … You can’t scale without processes, and it’s very difficult to scale without a team that you trust to implement the processes. So how do you ‘let go’ and what do you need to do to make change happen?
[29:40] - There is a danger in creating too many systems and automation. Marissa explains the value to keeping human experience and interaction within your business.

Find out more:

Marissa Roberts - Website
Resources - some wonderful resources generously shared by Marissa
Marissa Roberts Instagram
Book A Strategy Call
Savvy Dentist Facebook Group
Access FREE Video Series: Earn More, Work Less
Savvy Dentist App - Download Now

391: Why every dentist needs to know about tele-dentistry

Tue, 20 Dec 2022 22:00:00 +1100

Brant Herman, Founder and CEO, is the executive leader of MouthWatch.

Widely known in the field of teledentistry, Brant is a frequent public speaker and author of articles in leading oral health-related publications explaining the benefits of teledentistry to patients, practitioners, and policy makers.

Since starting the company in 2012, Brant has actively advocated the use of enhanced visual communication technology between patients and providers, overseeing the development of both hardware and software products.

MouthWatch products are used by over 35,000 practices in many countries across the globe.

Prior to forming MouthWatch, Brant founded a health and wellness company, worked as a dental practice manager and as an operations manager in a medical billing and health insurance claims processing company.

In this episode we discuss:

[3:18] - How does the future of Tele-Dentistry look and how might you utilise this tech in your own dental practice?
[10:15] - How does Tele-Dentistry fit within the dental practitioner, and the patient experience?
[13:48] - Until this technology, there was no option to work remotely from home. Brant explains how it can benefit the remote side of your business.
[24:17] - How do we equip patients with the correct technology?
[28:38] - Brant describes some case studies on how this technology has worked for practice owners and patients to date.
[35:47] - If you are keen to learn more, Brant is happy to set up a time to guide you through and inform as to how best tele-dentistry can currently work within your business.

Find out more:

390: Finish 2022 strong

Tue, 13 Dec 2022 22:00:00 +1100

As 2022 draws to a close, Jesse explains how important it is to not slow down too soon before you and your team take a few well-deserved festive days off.
2022 has been a crazy year as we have come out of the pandemic and we are all still trying to find our rhythm while managing fatigue. However it’s important to prepare this week and preload your business success in 2023.

In this episode we discuss:

[2:02] - How does running a marathon compare to the next few weeks in your dental practice?
[2:45] - Finishing the year strongly starts with you setting up 2023 to be productive. So how do you do that? We’re glad you asked. Jesse explains.
[5:15] - When you go to the festive break, be sure to have the mental freedom to enjoy your time. To have a restful holiday, Jesse explains why and how to complete any projects that are open and needing your attention.
[7:47] - Reflection from the lessons you've learnt in 2022 is a powerful process to help create momentum in your practice into 2023. Where focus goes, energy flows.
[10:54] - Rejuvenate. It’s great to be goal focused and work hard, however it is important you spend time to fill your own energy cup. There is discipline around work, but there is also a discipline around rest, so be sure to find time for yourself during your time-off.
[12:36] - Resilience. The world is turbulent and we do not know what is in store for us and our businesses in 2023. Be sure to focus on your revenue generating systems, your cash flow management systems, your wealth creation systems, and the fundamentals will always provide you with success.

Find out more:

389: 5 Steps to having a practice AND a life you love

Tue, 06 Dec 2022 22:00:00 +1100

After receiving a distressing email from a successful dental practice owner this week who is finding he is working harder and harder, staying later at work into the night reviewing patient cases or to write referrals, getting home late. Subsequently it is having an impact on his family … especially missing time and events with his two young children.

In this episode Dr Jesse lays out his 5 Steps to having a successful practice … AND, a life you love!

In this episode we discuss:

[3:04] - The 3 levels of growth in a Dental Practice. Profitable, Scaleable, Valuable.
[4:36] - Have a good Strategic Plan is step 1. Know what is working, what is not, and have goals for an outcome that you decide is important to YOU.
[7:42] - Income always follows assets. So building assets is step 2. All your assets are key to converting to revenue, and ideally profit.
[10:36] - Next step is to create a self-managing team. A group of people who know what to do, they know how to do it, and they are empowered to make decisions ‘like you’. You want your ‘batteries included’.
[20:23] - How to execute and how to keep things simple and achievable.

Find out more:

388: Carol Cooke - The Force Within - A Journey to Paralympic Gold

Tue, 29 Nov 2022 22:00:00 +1100

Imagine working in a field you loved that had a long history within your family. Then one day being diagnosed with MS to see that joy in your life taken away? In this episode Carol gives the ultimate meaning of starting over; beginning a new life part thrust upon her but mostly because of her will to win and refusal to be boxed in - and just make it happen.

This is a great episode of the Savvy Dentist. You won’t believe how the life changing diagnosis was presented by the neurologist

In this episode we discuss:

[4:50] - At 9yrs old what a moment
[11:10] - Inside the mind of an athlete chasing gold. Reframe the age thinking
[14:30] - Policing as a career
[25:28] - April 23rd 1998 215pm. It wasn’t an ear infection
[47:28] - Making an Olympic team

Find out more:

387: Developing your 2IC - Shirley Dalton

Tue, 22 Nov 2022 22:00:00 +1100

Developing your loyal lieutenant. Four words that can send a shudder through any leader. You know it’s important but do you know how vital it is to your own health and well-being and of your practise?

If you’re not working on this now, you need to be and this episode will show you the how and why.

We’re on the search for that brilliant 2IC

In this episode we discuss:

[2:50] - Why you need to identify your 2IC. Vision vs. Implementation
[6:49] - A special relationship. It’s lonely at the top you need someone to talk with confidentially
[8:45] - How to identify that person. Cream rises to the top. What values are needed
[19:46] - What’s the pay-off?
[21:00] - Explore delegated authority

Find out more:

386: Create fans, create customers - David Meerman Scott

Tue, 15 Nov 2022 22:00:00 +1100

In this episode learn how to create fans not just build your client base.
Fans are loyal. Fans tell others about you. Fans are your most effective and efficient form of marketing. They’re also the clients you’ll enjoy working with more than anyone else. A wildly successful practice is full of fans.
Let’s find out how:

In this episode we discuss:

[9:45] - Fans vs. Appreciation and the difference between
[11:22] - Human relationships are more important than goods and services
[15:12] - Passion. The skateboarding dentist
[18:06] - Sharing passion creates fans
[29:40] - Creating the experience that creates fans. It starts with making an appointment

Find out more:

385: Scaling Up with Greencross Vets founder Dr Glen Richards

Tue, 08 Nov 2022 22:00:00 +1100

In this episode Jesse chats to Dr. Glen Richards.

Glen is the Founder of Greencross Vets, the Founder of Pet Barn, he’s been a Shark on 3 seasons of Shark Tank Australia.

Glen is one of Australia’s wealthiest people, and this episode is not about academic theory, Glen has lived experience in starting and running business.

In this conversation Glen explains some of the fundamentals of running a dental practice, not just to grow it … but to scale it.

This is an absolute Masterclass in how to grow your business, how to think like a business owner, how to operate your business better, and (most importantly) how to increase your results and profit.

In this episode we discuss:

[8:01] - Writing a business plan the Glen Richards way.
[14:09] - Glen describes the teething problems you’ll encounter in growing and scaling your practice.
[27:50] - How do you grow and build your people and culture.
[36:20] - Going from Professional Services … to Retail.
[42:21] - The Shark from Shark Tank explains how to ‘pitch’ your business idea.

Find out more:

384: How to influence and persuade like a Mentalist

Tue, 01 Nov 2022 22:00:00 +1100

Using his skills as a mentalist, Anthony Laye is ready to inspire you to become a better leader, influencer and communicator to give you and your company a unique edge. He firmly believes that the right mindset and the ability to connect with people is key to opening more doors and hearing YES more often.

Anthony has made it his mission to teach others to live a more conscious life and demonstrate the importance of becoming a conscious communicator. He has found that those who communicate and live consciously find themselves happier, more productive, and more business will be won and retained. It is the secret to standing out from the crowd and being a part of the top 1%.

A dynamic and engaging professional speaker, Anthony reveals powerful business communication and influence tools to help give you a unique competitive edge.
He combines this with his energy and excitement to create a fun and engaging session. Ultimately, Anthony will empower you to develop more cohesive teams, improve customer experience, sharpen your sales speak and build stronger business relationships.

In this episode we discuss:

[2:45] - How does one become a ‘Mentalist’? Actually, what is a Mentalist?
[9:40] - How you communicate will be directly related to how successful you will be. However more importantly, how positively you communicate will ensure you have loyal and dependable people around you. So, how are you turning up?
[16:09] - How we see ourselves, is often how we ‘show up’. You become the average of the 5 people that you spend the most time around. Jesse and Anthony discuss the ‘performance’ similarities between an entertainer on a stage, and us as dental practitioners in our businesses every day.
[27:12] - What are the common processes when entertaining in a show, and how are they similar to processes we should be applying in our businesses?

Find out more:

383: Are you having an affair?

Tue, 25 Oct 2022 22:00:00 +1100

Born in South Australia, Sidney Kidman left home aged 13 to work as a sheep drover. Being a man of vision, he formed a small business with his brother in droving and trading cattle and horses.

Sir Sidney went on to become the greatest pastoral landholder in modern history, earning the nickname of “The Cattle King”.

So what can we as dental practice owners learn from Sir Sidney? Well, press play on this episode and listen to Dr Jesse explain.

In this episode we discuss:

[01:11] - Who is Sidney Kidman and why can he help us?
[3:41] - While he was building his wealth, as each obstacle arose for Sidney, he patiently executed his strategy and remained true to his vision.
[4:58] - Where does the value lie in your dental practice?
[6:10] - Importantly, we must be able to handle setbacks as they happen. So how do we do that from day to day?
[7:19] - Having a ‘revenue generation system’ and a ‘cash flow management system’, are fundamentals in your business. Understanding the difference between cash flow, and revenue is imperative to weather any storm.
[10:01] - How do you take your ‘business profits’ and convert that into personal wealth?
[11:28] - The number one thing that re-rails our business strategy. Are you being faithful to your business, or are you having an affair?

Find out more:

382: Taking a Leap of Faith

Tue, 18 Oct 2022 22:00:00 +1100

Scott Harris is a well-known parachutist, veteran, businessman, and motivational speaker. From a young age, Scott had an interest in flying, which led him taking up an interest in skydiving later in life. He was able to fulfill his dreams of flying airplanes and skydiving by joining the army.

Scott realised that he had a knack for taking a leap of faith. How much he enjoyed embracing and facing challenge and performing at his best.

Scott and Jesse discuss how these principles can be implemented to both our businesses, and our personal lives.

In this episode we discuss:

[06:16] - Scott explains how he went to jail for trespassing after parachuting into Elizabeth Taylor's last wedding on Michael Jackson's Neverland Estate.
[08:55] - As a skydiver, Scott describes the metaphor he uses to teach and coach people. Taking that leap of faith. book: Leap Forward - Scott K Harris
[15:51] - In today's modern world, we have so much coming at us all the time, from all kinds of different sources. And it's very hard to not be distracted. It's hard to cut yourself off from input. If you're really trying to do your very best at anything you have to able to focus and apply all your available resources to that challenge. Scott describes The Concept of focus, what and how to control it in your day to day practice.
[23:30] - In your business, being able to 'focus' is a superpower. Being able to develop and work on the skill of focus will enevitably help in giving us balance and the ability to leverage our time better in our practices. Scott explains what specifically is involved in creating focus, maintaining it, and the outcomes that will happen for you. Mastering focus will change your life.
[29:02] - We've all been guilty of trying to do to much. As Scott describes, 'anything worth doing ... is worth doing well'. If you can't commit to the very best of anything you do, then don't do it. Scott explains the value of living up to your potential.
[35:27] - Scott grew up with an Orthodontist father. Scott shares some sage advice on what he'd tell his dad today, knowing what he now knows about life and the dental business. "Pay people what their worth".

Find out more:

381: REPUBLISH: A Small Shift in Focus Equals a Big Lift in Profits

Tue, 11 Oct 2022 22:00:00 +1100

On episode 207 of the Savvy Dentist Podcast, we are joined by an exquisitely good entrepreneur, Jason Pilgrim. Despite being an exercise physiologist by profession, Jason has also owned, operated, and scaled several businesses in other industries.

We are going to talk about his journey from being overworked, stressed out and literally nearly dying under the workload to transitioning to a fully leveraged business that he now enjoys.

In this episode we discuss:

[02:47] Overview of Jason’s backstory.
[08:54] The good that came from his scary life experience.
[11:30] The first thing he did when he went back to work to start creating time and space for himself.
[14:57] The reason why most health professionals put themselves second in terms of health and well-being.
[19:48] Steps to take to wind up a practice owner’s clinical time.
[24:14] Impact on Jason’s business from cutting down his hours.
[34:19] Lessons he learned from running a team that has made a difference.
[42:34] People he’d like to invite to a dinner party.

380: REPUBLISH: Building a Better Practice

Tue, 04 Oct 2022 22:00:00 +1100

In this episode of the Savvy Dentist Podcast, we are going to explore the art of selling your business. I am joined by the entrepreneur’s entrepreneur, John Warrillow, who has started, grown and sold several businesses. He is also the author of 3 best-selling books – Built to Sell, The Automatic Customer, and The Art of Selling Your Business – which I have learned so much from. He is the host of Built to Sell Radio and has been featured in many publications worldwide. We chat about the processes, ins, and outs of exiting and selling businesses.

In this episode we discuss:

[02:53] How Jesse applied the lessons from Built to Sell in the dental industry.
[04:13] The reason why some businesses never get sold.
[06:45] Key drivers of enterprise value within service-based industries.
[10:58] Knowing the right time for exiting a business.
[16:05] Selling businesses because of exhaustion and burnout.
[19:44] Planning for exiting businesses, handling transitions, and selling regrets.
[27:05] How to ameliorate concerns on privacy and how to create a competitive bidding process.
[31:05] Key things you should look for in the negotiation process.
[33:56] Finding a reasonable price for your business.
[37:56] Negotiating or ameliorating earn out.
[41:31] Pearls of wisdom for the art of selling your business.

379: Best Business Books for Practice Owners

Tue, 27 Sep 2022 23:00:00 +1100

Today’s episode is something a little different.
Running a business is a skill that can be learnt and a set of skills that can be mastered. What we need to do is find the ‘right’ pieces of information that we individually resonate with.

As a constant learner, Dr. Jesse shares and reviews some of his most favourite business books that have made a significant difference for him and his businesses.

If you’re a practice owner who’s motivated and driven and who wants to get the most from your practice. Whether it’s earning more income, or having more free-time, then we want to encourage you to come and join us at the Savvy Dentist Facebook group. Search Savvy Dentist in Facebook.

In this episode we discuss:

[1:54] - book - Skill with People - Les Giblin
[3:35] - book - The Richest Man in Babylon - George S. Clason
[4:57] - book - Essentialism: The Disciplined Pursuit of Less - Greg McKeown
[5:57] - book - Influence, New and Expanded: The Psychology of Persuasion - Robert B. Cialdini
[6:29] - book - The Ultimate Marketing Plan - Dan S. Kennedy
[7:11] - book - Teams of Teams - General Stanley McChrystal
[8:50] - book - Built to Sell: Creating a Business That Can Thrive Without You - John Warrillow
[10:19] - book - Retention: Plug the profit leak in your practice - Dr. Jesse Green
[book list] - Top Books to transform a practice owners life

Find out more:

378: Recession proof your practice

Tue, 20 Sep 2022 23:00:00 +1100

In today’s episode, Dr. Jesse discusses how you can build a practice that is resilient to whatever the economy throws at us. Whether the economy is going up, sideways or down, we need to be able manage our practice through the economic seasons.
Defense is the best offense, so we need to plan for the worst, and hope for the best.
Preparing for an economic downturn requires planning and consideration.

[3:08] - Operating your practice prudently when people’s purse-strings tighten is important.
[4:35] - The 3 core principles to recession proofing your practice.
[9:47] - The South West Airlines model is a useful study for any practice owner.
[11:44] - Manage your debt levels with buffers.
[13:08] - As a business owner it’s imperative to protect the number one asset in your business.
[15:23] - What drives team retention?
Dr. Jesse explains how he has navigated every economic season and come out in better shape and positioned for growth will be explained in an upcoming free training. Sign up now for our FREE webinar on Recession Proofing Your Practice.

Find out more:

377: Creating a Practice AND a life you love - living with passion, intention, gratitude and grace

Tue, 13 Sep 2022 23:00:00 +1100

How would it feel if what you love … became the life you live?

In this episode Martin Pigg discusses why you need to stop listening to the folks who tell you that whatever you want to do with your life is impossible. And he’s not just talking about the people you know! There are plenty of people you don’t know but see in the media who have a negative world view that is more about who they are, than who you aspire to be.

The fact is that, out of the 8 billion people on this planet, you are the only person who will ever be able to do what you can do in the way that you can do it.

Martin Pigg is an author, speaker and coach in the personal mastery arena and his mission is to radically elevate global happiness with The PIGG Principle.

For fun Martin flies airplanes, lifts weights, and occasionally wears a speedo on stage.

In this episode we discuss:

[2:47] - First off, you need to understand Martin, specifically he’s back story and how he has become the coach and leader he is today.
[11:29] - Finding your passion is an important discovery for us all. Martin describes how you can find your passion. Key ingredients will be your ‘intention’ and ‘gratitude’.
[20:22] - So why do we lose sight of our passion? And how can we live a true life and apply it to our business life.
[23:07] - Martin explains a process for your passion to find you. Your purpose will find you. Purpose is an ideal, just like happiness is an ideal. So find something you enjoy that you can be intentional about, and your purpose (and happiness) will find you.
[25:24] - Most of us live our lives unintentionally. Martin explains the role of ‘intention’. The energy of what you do and who you connect to.
[35:38] - Often we forget to acknowledge ‘how far we’ve come’ and what we’ve achieved. So take the time to focus on the view and stop being so hard on yourself. Martin describes how grace and gratitude can help you to achieve this.
[35:38] - Often we forget to acknowledge ‘how far we’ve come’ and what we’ve achieved. So take the time to focus on the view and stop being so hard on yourself. Martin describes how grace and gratitude can help you to achieve this.
[38:49] - “Never allow the voices of mediocrity to silence the whispers of your own soul” - Optimise your life and your business to maximise your business joy.
[book] - Winning the war with self - Martin Pigg

Find out more:

376: How to scale your practice predictably

Tue, 06 Sep 2022 23:00:00 +1100

If you want a business that runs on rails that allows you to take time away, on holiday, while the business still takes great care of your patients and remains profitable, then today’s episode with Peter Mohr will allow you to understand the code that will allow your business to operate while you’re not there.
Peter Mohr helps entrepreneurs transform their frustrations into freedoms by using a variety of frameworks that help them cut through the chaos and overwhelm of running a business.
Pete’s refined his tips, tools, and techniques within his own businesses over the past 25 years and loves sharing them so others can live the life they deserve as business leaders.

In this episode we discuss:

[3:48] - Defining ‘entrepreneurship’. Why you need a balanced life. Do you have any hobbies or creative pursuits?
[7:22] - Breaking through the start-up mode and applying the 5 ‘P’s’. Decisions should be made at the lowest level in your business.
[12:27] - Crafting your business ‘promise’ so that everyone understands it.
[17:58] - Refining your ‘product’ is important to ensure you can deliver on your ‘promise’. Do you need to refine your ‘product’ offering?
[35:15] - We are not only marketing to our customers, but also to our team. Peter and Jesse discuss what a ‘discovery day’ is for new staff members.
[38:19] - OK … time to breakdown your accountability chart for your practice. What’s an accountability chart we hear you say … well, listen in, Peter and Jesse explain.
[43:01] - So, we’ve covered 4 of the 5 P’s … wanna know what the 5th P is? This element set’s your business up for ultimate success. This P will make your life easier, and it will be a life you love.
[48:27] - When you set your business up and it’s rolling on rails, your business will run when you’re not even there. This is when your business is the most valuable.

Find out more:

375: The Lost Superpower of Practice Owners

Tue, 30 Aug 2022 23:00:00 +1100

John Reid is the Founder, President and Lead Designer of JMReid Group, a global behavior change organization specialising in leadership, development, sales effectiveness and skill enhancement.
After John survived three bouts of cancer, he decided to pursue his passion for learning and development with a belief that people want to get better and can get better, but it is often the manner in which traditional training is designed and delivered that makes this desire for growth difficult.
John is the author of Moving from Models to Mindsets: Rethinking the Sales Conversation and, The Five Lost Superpowers.

In this episode we discuss:

[7:13] - Curiosity is a lost ‘superpower’ according to John. He explains how your curiosity can be applied in your practice and why it’s OK to be wrong sometimes.
[11:13] - Having an attachment to being ‘right’ all the time can be an ‘ability bias’ that causes more stress in your business than necessary.
[13:20] - How well we make decisions, impacts our outcomes in our practice. So do you go with your ‘gut’ … or not go with your gut? Even when we’re wrong, we tell ourselves we’re right. Asking questions and being curious truly is a ‘superpower’ for you.
[19:55] - Let’s talk about accountability.
[25:15] - Does your team want to be heard? Or do they want to be understood? John breaks down how your leadership can explore the accountability of your team.
[28:36] - As Dentist’s we are schooled to be ‘right’ most of the time, however in business, things are murky, we aren’t always ‘right’. Leadership, to do it well, is about being ok that we may not be right. So what are you about? And are you modeling these attributes?
[36:05] - Can we change our identity from (for example) I was a command and control kinda person, and now I want to be a more entrepreneurial type of person?
[40:21] - So if ‘curiosity’ is one of the 5 superpowers … what are the other 4 and how can you utilise them everyday in your practice?

Find out more

374: How to recover from burnout

Tue, 23 Aug 2022 23:00:00 +1100

Are you feeling burnt out at work?
Burnout is a state of physical and mental exhaustion caused by excessive, prolonged stress. It can happen to anyone who works too hard for too long without taking care of themselves.
But it doesn’t have to be that way!

Life Coach for high-achievers and host of the “Burnout To Leadership” Podcast Dex Randall joins Jesse in this episode to discuss Burnout. What is it, how do we recognise it, and how can we move through it and become stronger and more authentic within ourselves.

Dex Randall has carved a career from his own personal burnout story, and now helps professionals beat burnout - so press play and get your mojo back.

In this episode we discuss:

[3:59] - The amount of pressure that we’ve all experienced within recent COVID times has caused a cumulative stress load. So is burnout more prevalent now post COVID or is it simply something we are more aware of now?
[6:28] - Disconnection can be a big identifier of burnout, Dex discusses the other factors that can identify burnout.
[9:12] - Dex describes his experience of burnout where physically, it never killed him.
[14:01] - What are we likely to be feeling, thinking, and experiencing if we are heading towards burnout?
[17:28] - Our inner critic is yelling at us all day … Dex shares some tools to conquer the feelings and affects of burnout?
[23:19] - The ability to be able to say ‘no’ can be so powerful for our health.
[26:57] - When we’re on a downhill slope it can be challenging to get off that slide. Dex and Jesse discuss some pattern-interrupts that will help if you are feeling the symptoms of burnout.
[31:19] - So what does post burnout look like? Dex has shared a free video series especially for listeners of the Savvy Dentist Podcast.
[35:16] - Dex Randall’s top 3 tips for helping you work through burnout. Book: Essentialism: The Disciplined Pursuit of Less by Greg McKeown

Find out more

373: Creating your dream practice

Tue, 16 Aug 2022 23:00:00 +1100

In today’s world, a lot of things are instant … However, success is not!
In this episode Jesse gives you the big picture vision tools to ensure you are moving your practice, and your life, towards the success you desire.

We can’t let our life be swamped by the business, so it’s time to get clear and set yourself up for the next 10 years.

Application of principles over a period of time is the winning formula.
So … what are your ‘principles’?
Where we place our time, energy, attention, money, and effort … and how we use them, is what determines our success.

Episode highlights

[2:19] - Intent + Design. How to create a practice by design, and a life with intent.
[4:51] - For your business to give you everything that you want … you gotta know what it is that YOU want!
[6:35] - How does a life wheel work and how can you apply the same tool and principles to your life design.
[9:15] - We drastically overestimate what we can achieve in 12 months, and radically underestimate what we can achieve in a decade. We often set ourselves up for failure by wanting instant results. If you stay the course, you will achieve way more.
[10:59] - So let’s set a 10 year vision for your practice. There are 4 types of ‘time’ that we need to get clear on, and Jesse walks through each of these to help you understand.
[13:51] - Goal setting ensures you have achievable, time relevant, and achievable tasks to ensure you reach your vision. Jesse explains how to understand your ‘effective hourly rate’.
[18:52] - So what are the 4 types of Business Model and which one do you want?
[23:52] - The emotional connection that we have to our vision is what will pull us through the inevitable tough times. So let’s get clear on the exact tasks to focus on in the next 3 months.

Find out more

372: Getting the people part of business right

Tue, 09 Aug 2022 23:00:00 +1100

If you want your business to thrive—without having to do and think of everything yourself, this episode contains all you need to know to create a winning team that will up-level your business results and set you up for continued success.

You will hear team-driven solutions that will kick your business into gear and deliver real results.

If you’re a leader who feels like you just aren’t good with people. You will finally understand what’s blocking your success and how to become the kind of leader who team members want to go above and beyond for.

Annie Hyman Pratt’s mastery is developing leaders, teams and infrastructure that drives business growth … So we, as entrepreneurs, can do the strategic and creative parts while also having the time, freedom, and positive impact on our business.

Whatever challenges you may be facing in your business, Annie has likely already seen them—and solved them.

This is how you do the People Side of Business!

In this episode we discuss:

[6:26] - Sometimes we have a love-hate relationship with our team in that we LOVE our team, but sometimes we hate managing them. To get where you wanna go … you need people.
[10:17] - When and how to evaluate how we’re doing leadership, and how we’re building teams, and how we’re doing ‘The People Part’. How are you going with the people part?
[13:20] - These are the different levels of leadership and it starts with ‘self-leadership’. This is the most important foundation for you to master to build a successful team within your practice.
[23:25] - These are the 7 different types of agreements. How we set situational intentions. An agreement is not a promise.
[31:47] - Why to build leaders within your practice. As you are adding functions within your practice, you can develop leaders to manage those functions so you do not have to. A leader is someone who can be trusted to deliver the results.
[35:41] - Here are the benefits to you if you get the People Part of your practice right.

Find out more:

371: How to overcome objections in case acceptance

Tue, 02 Aug 2022 23:00:00 +1100

When it comes to objections, the thing we have to realise as dental practitioners, is that they will happen. We simply need to have the skills and a process for handling that objection within our case acceptance.

In this episode, Dr. Jesse describes the 5 typical objections we hear and then reveals 4 specific techniques to handle any objection. Objections are often questions, an opportunity for us to delve deeper and truly help.

Ensure to register for our Advanced Treatment Coordination for Dental Practices workshop - 26 August - Zoom/online. One fee for the whole practice.

www.SavvyDentist.com/treatment-coordinator

In this episode we discuss:

[4:21] - There is a group of people that just need a lot of answers before they can make a decision.
[5:28] - Objections come in 5 categories - Dr. Jesse explains all 5 categories.
[7:48] - Using the 4 types of objection handling techniques.
[13:33] - How to deal with the “I can’t afford it” objection.

Find out more:

370: Get a 40% productivity boost by getting team culture right

Tue, 26 Jul 2022 23:00:00 +1100

This episode of The Savvy Dentist will change the way you think about productivity. What if you could boost performance from within by asking one simple question; what are our unwritten ground rules? (UGR’s)

Steve Simpson redefines what really matters inside your workplace. How to clarify it, define it and commit to fixing it.

As a leader you might be great at what you do but have no idea of the rules or social norms that define your culture and the people who live it. It might be the very thing holding you back from massive success and preventing you from attracting and keeping key staff.

Time to talk about culture because culture defines performance. Give yourself the time to absorb this very important episode. Here’s Steve Simpson

Episode highlights

[5:20] - UGR’s what are they?
[8:20] - perception vs. reality
[10:30] - Fight for something better
[15:02] - power of the UGR
[26:12] - clarity and commitment

Find out more

369: How to recruit great staff in any market

Tue, 19 Jul 2022 23:00:00 +1100

Episode highlights:

From a dental practice owners point of view, it could appear that there is a staff shortage and a lot of challenges when it comes to recruiting staff, much less looking to up-scale and grow your dental practice.

In today's episode, Dr. Jesse shares some great tips on hiring, marketing for the right candidates, and most importantly, screening applicants and the interview process. That's right, the word, 'process' is key to making the recruitment of new people a win-win result for you, AND the applicant.

In this episode we discuss:

[2:19] - 'The Great Resignation' ... how to capture your new staff member.
[3:28] - The principles of marketing apply just as much to your recruitment, as they do to you acquiring new clients and revenue.
[3:58] - The 5 key elements to recruiting great staff, anytime ... Everytime!
[11:36] - Entering the conversation that is already going on in your new applicants head.
[13:12] - Make your recruitment ad sparkle. No more 'vanilla'.
[15:45] - Great applicants will have 'options' ... how you can get magnetic in the interview process.

Find out more:

368: Dream Big, Achieve More

Tue, 12 Jul 2022 23:00:00 +1100

If energy is infectious then you’re about to test positive.

He’s not a dentist or a practice owner, and wouldn't know a filling from a drilling. He is however an international speaker and athlete. Cam Calkoen also has Cerebral Palsy and a wicked sense of humor.

Cam is living proof that a combination of good grace, good humor and big hairy goals is what it takes to succeed.
You’ll love his uncomplicated approach to being open in order to become the best version of you and others in your circle.
Learn how to connect with others, stay true to yourself, celebrate the difference and above everything else be AWESOME!

Please meet Cam Colkoen ...

Episode highlights

[7:27] - Cam’s story
[8:50] - Connection via humour
[10:25] - Dare to dream
[25:17] - Celebrate the difference
[29:30] - Connect with your people

Find out more

367: Take control of your finances

Tue, 05 Jul 2022 23:00:00 +1100

Today’s episode takes a good look at the nuts and bolts of a practice around the right stock levels. How and when to order can have a huge impact on your bottom line. The great practices have this part of the business humming.

One of the Directors of Dental Innovations, the original disruptor of the dental industry, joins Jesse. Berris Saultry is one of the nicest guys in dentistry. Their family business has been running for over 20 years.

Berris knows an owner wears many hats in business today and getting your staff to buy into financial and cultural goals is the only way to operate.

Dentistry like many other businesses looking to stand out has never been more competitive so listen in to an expert to give you the edge.

Episode highlights

[04:48] - Dentistry is more competitive than ever before
[08:53] - Why a team approach is the only way
[11:58] - Ordering stock the tips and tricks of a great system
[18:04] - Opportunities to grow the business should be kept top of mind
[21:05] - Be part of the community and share ideas to grow

Find out more

366: Getting Treatment Accepted

Tue, 28 Jun 2022 23:00:00 +1100

Every business - dentistry included - needs to stay focused on sales.

Your practice isn’t a charity, and in order to grow and turn a profit you’ll need to work out who you want to attract and how to keep them doing business with you.

Brittany Baldwin has a simple philosophy on selling; the biggest sale is the one you'll make to yourself. Brittany is not a natural born salesperson but has learnt and taught the art via her signature 8 step approach to reclaim time and increase confidence.

Remarkably simple, Brittany believes that great customer service is at the core of any successful business.

Time to think differently about selling and instead offer the right solutions at the right time for your loyal clients.

Episode highlights:

[11:30] - Marketing gets your clients to the door, sales walks them through
[13:00] - Repeat business and why an efficient, consistent follow up system is crucial
[19:25] - Knowing your client well can turn into repeat business. Make it a good experience
[22:13] - Customer service generally today is poor. Make your business stand out by doing the basics well
[25:16] - How to handle objections from clients by preparing for them

Find out more

365: The Art of Negotiation

Tue, 21 Jun 2022 23:00:00 +1100

Getting out of your comfort zone is easier said than done. Sounds exciting but in reality it’s really (really) tough because of the habits you’re accustomed to. Step out from those habits and they won’t be happy! They’ll try and drag you back to what you know, what is safe.

Creating that vision is one thing but bringing that clarity into the day in day out takes courage. The great news is it’s all within you. Yes you have the answers but it’s time to think differently.

Tim Castle is a Sales and Negotiation Coach, Bestselling Author and Entrepreneur. His motto is 'believe it is possible' and his books have transformed thousands of lives around the world, helping people find their purpose, understand how to integrate high performance into their daily lives and become the best version of themselves.

Time to be a lion - courageous, bold and plays to its advantage. A lion is also remarkably disciplined.

Episode highlights

[9:02] - Start with the big vision and get uncomfortable chasing it
[11:20] - Bring the vision (the future) into the present
[13:40] - Let go and fall in love again
[15:40] - Be willing to fail but visualise the big win
[16:20] - Developing your instincts and trusting them
[17:45] - Use that discipline of the negative voice to find new strengths
[19:11] - What makes a good decision
[21:40] - Look at it from many different lenses
[33:00] - Awareness to being anchor

364: An SAS soldier's guide to high performance

Tue, 14 Jun 2022 23:00:00 +1100

Any leader should be prepared for the battle of business. It’s not easy.

A state of happiness - all the time - is highly unlikely but you can put daily practices around mental health and well-being in place to help you get there.

Being at your best and bringing your best to the role each day can be one of the biggest hurdles as a business owner. Bring it and watch your team thrive - but lose it and watch the momentum of your business fall away.

In this episode Jesse talks with former SAS team Commander Harry Moffitt who, recently retired after nearly 30yrs military service, is completing his time as the SAS Director of High-Performance.

A registered psychologist, he is now the CEO of Stotan Group – a human performance consultancy – as well as a Director for the Mission Critical Teams Institute.

Harry will demand you sacrifice something for high performance because if you don’t it’s not high performance you’re just doing what everyone else is. So if you’re ready to move ahead of the pack and prepare physically and mentally for the role then take a deep breath and hit play:

Episode highlights

[13:33] - Facing fear and what to do

[14:00] - Breathe to make better decisions

[18:28] - The really good ones are doing the work when others aren’t

[20:20] - What are you prepared to sacrifice to reach high performance

[23:24] - Stoicism creates momentum for happiness

[25:40] - Open your life to self discovery

Find out more

363: Developing Leaders

Tue, 07 Jun 2022 23:00:00 +1100

It’s not easy leading a team on a submarine; you’re under a lot of pressure.

Ok we promise that’s the only sub pun you’ll read in this intro. But it’s true; in your practice or deep under water the heat’s on to be at your best so your team can grow into leaders and you can step away without the stress of making every decision every day.

David Marquet is a former nuclear submarine Commander, and named one of the Top 100 Leadership Speakers by Inc. Magazine. David is the Author of the Amazon #1 Best Seller: Turn the Ship Around!, and The Turn the Ship Around Workbook. David’s latest book, Leadership is Language, is a Wall Street Journal Bestseller.

David knows that the best workplace is where everyone engages and contributes their full intellectual capacity, a place where people are healthier and happier - where everyone is a leader.

From eyeball accountability to letting go and trusting more; David knows that even with some of the most damaging nukes at his disposal it’s words that are a leader's greatest weapon.

Ok time to take a deep dive (sorry that’s the last one) into the timeless subject of leadership - which David will explain is a practice not a theory.

Episode highlights

11:22 How to create cultural change and turn that ship around

13:40 Enable staff to see the answers rather than tell them the solution

14:10 Pushing the person with authority to make the decision

16:20 Leadership is a practice not a theory

19:30 Eyeball Accountability

23:22 Let go, trust, walk away

25:00 Leadership is not about you but everyone else

362: Become the CEO of your practice

Tue, 31 May 2022 23:00:00 +1100

Stepping away from day to day dentistry to growing, leading and inspiring a team isn’t easy. It is however one of the most rewarding decisions you can make.

Great dentists can make profitable business owners with high staff retention rates. But, like any professional who moves away from the tools in order to lead it’s best to get expert help.

Brandy Mabra is the CEO of Savvy Clover Coaching & Consulting, with over 15 years of business management and leadership experience, she helps private practice business owners increase their time and profitability.

Brandy runs a successful online coaching business empowering her clients to own their role as a bold, confident, and Unapologetically Savvy CEO. She teaches her clients to look at their businesses holistically using 6 Pillars of Business Excellence™️️ and her 9-step signature method.

From how to build a leadership team, to getting your processes in place to how to make sure new employees have the right experience when they begin; scaling up is exciting but not something you should attempt until you tick crucial aspects off first. Get ready to take notes, this episode with Jesse on a late night call to the US is full of practical tips for your vision and mission.

In this episode we discuss:

[4:58] - Stages of growth
[8:05] - When to step away from the tools
[10:34] - Facing your fear but doing it anyway
[14:00] - Building a leadership team and the must have processes
[19:02] - Why onboarding new staff must be planned in detail
[24:07] - Vision and Mission and what’s the difference?

Find out more:

361: Why Work LIfe Balance is a Myth

Tue, 24 May 2022 23:00:00 +1100

Stop! We’ve been doing it all wrong.
How long have you been struggling with that work life balance and never got it quite right? Great news; according to Jesse’s guest work life balance is a myth.

Ted Talker and author Dan Bruder reckons we’re making a mistake making it binary because finding harmony only flows when we admit we’re one person with one life.

This episode redefines how we look at our own work, the work of your team and your customers.

Dan is co-founder of Blendification which will take a new way of thinking but if you’re up for it you can be that positive force in business and your community.

Stop chasing and start blending one person, one life - time to meet Dan Bruder.

In this episode we discuss:

[8:12] - Sometimes we see the relationship between work and life as different. Dan points out that if you want to accomplish something significant in your life, more than not, you’ll need to do it through your work.
[12:59] - How do we begin that thought process of ‘blending’ work and life?
[16:11] - The best way to run a business is through an agile process. Change is inevitable both in business, and in our lives. That same methodology can be assigned to our personal lives.
[21:35] - A shameless plug for Dan’s book - and how he came to writing and documenting his life work.
[26:40] - When we figure out our own life goals, we can figure out our business goals. However we can also apply the same process to our team and help them to achieve their own goals.
[28:56] - What sort of transformation happens in your business when you begin to apply this focus on your team?
[30:38] - The tension that typically exists is that if you give up your ‘chair-time’ to focus on your team and their individual work-life balance, revenue will drop. However this is a myth according to Dan.
[37:35] - “Success without fulfillment is the ultimate failure”

Find out more:

360: How to Scale Your Practice - Dr. Jesse Green

Tue, 17 May 2022 23:00:00 +1100

If you’re wanting to think bigger this episode is one you cannot miss. Jesse has helped many dentists just like you become successful business owners to earn more, work less and straighten up that work life balance.

It might be your dream is multiple practices or a super clinic offering multiple services under the one roof. Whatever your strategy, let Jesse boost your financial and leadership potential.

This episode runs less than 20 min but could well be the best investment in time you’ll make this year. Lean in as Jesse gives you a snapshot then book a call to talk more about how to move powerfully into a growth phase.

In this episode we discuss:

[4:29] Why you need to step back to scale up
[6:35] Scaling up is a predictable strategy but it won’t happen overnight
[9:16] - Why you’ll never scale up successfully without the right people in the right roles
[15:09] - Scaling up is not just about getting bigger but better in your leadership qualities

359: Larissa Banting - PR Secrets to grow your practice

Tue, 10 May 2022 23:00:00 +1100

PR is tricky but a crucial element of your marketing strategy to grow your business and keep it top of mind. Too many of us think the media’s role is to promote your business; it’s not. PR is a partnership acutely tuned to the type of media you target to get your message across.

Think about content like never before.

Meet PR guru with over 25yrs experience Larissa Banting. Jesse taps into Larissa’s remarkable knowledge working with key brands to stand out and become profitable.

Discover the difference between earned and paid media, why you’re already an expert in your niche and how to get that message across. Larissa knows that planting your flag in a position with authority will be one of the best decisions you’ll make for your practice.

This episode will give you the momentum you need to face the market with knowledge you already possess but perhaps haven’t thought about straightening it up to give your clients the clarity they crave.

Strap yourselves in, get ready to take notes, this episode could change the way you view your practice by getting featured, famous and profitable!

In this episode we discuss:

[3:10] What is PR and what it isn’t?
[8:02] Earned media vs. paid media
[10:01] Who is your audience and what is your message?
[12:46] How to approach the media?
[14:56] Become a partner with the media and make it easy for them
[20:09] Why hyper niche is a great thing
[22:22] What’s the first step, and where to find that low hanging fruit?
[26:00] Why you need to plant your flag and own a position

358: REBROADCAST: How to Build Wealth Outside your Practice

Wed, 04 May 2022 11:36:47 +1100

Having an income stream outside your practice can change your life and mindset, just like how it changed Salena Kulkarni. Salena is a wealth advisor at Phoenix Wealth Group and is the author of an Amazon bestseller book called The Freedom Warrior: How to Build A Bigger Life Through Alternative Property Investment Strategies.

Salena is our guest on Episode 186 of the Savvy Dentist Podcast, where she’ll be sharing the most important things we need to know and understand about investments.

In this episode we discuss:

[02:48] Salena’s journey and what led her to property investment.

[05:46] The highs and pitfalls she experienced in her journey in property investment.

[09:25] How Salena bounced back from her loss.

[12:22] Process for developing your own rules, boundaries and parameters for investing.

[16:28] What is a Risk fingerprint.

[18:59] Where Salena sees opportunities these days.

[21:50] Increasing the familiarity and understanding to decrease your risk with investing.

[23:43] Diversification in investing.

[26:48] Salena talks about network and net worth.

[29:33] People Selena wants to have dinner with.

357: How to successfully introduce CBCT into your Dental Practice - Dr Acrane Li

Tue, 26 Apr 2022 23:00:00 +1100

CBCT imaging is turning diagnosis on its head. The difference between 2D and 3D imaging is like comparing black and white vs. colour TV.

In this episode Jesse catches up with one of Australia’s experts in CBCT, DR. ACRANE Li, a dual trained radiology and nuclear medicine imaging specialist with subspecialty interests in head and neck, body, oncology and molecular imaging.

Find out how 3D imagery opens the door to more accurate diagnoses and better patient outcomes. And, how CBCT moves your practice to the one stop shop for imaging and treatment. In short the business case for CBCT stacks up.

Precision medicine is in the frame for this episode so find out how by offering CBCT you’ll move your practice away from the pack with a valuable point of difference offering a new level of detailed imagery.

In this episode we discuss:

[8:05] - Benefits of 3D vs. 2D
[10:16] - The business case for CBCT
[13:05] - Radiation anxiety and why there is nothing to worry about

Find out more:

356: Inspiring Leadership

Thu, 21 Apr 2022 00:55:00 +1100

This week, we're diving into the archives to bring you a very special episode full of our top leadership hits. Over the past 350+ episodes, we've had some fantastic leadership experts who each offer a unique perspective and approach - so we’ve compiled them for you to enjoy the “best-of” leadership!

In this episode we discuss:

1:56 - Martin Moore defines leadership, the difference between leadership and management, and practical steps you can take in order to become a better leader.

4:12 - Kate Russell identifies common mistakes people make in their leadership, including the assumptions we make that lead to miscommunications.

6:22 - Rael Bricker demonstrates the importance of humility and showing public respect to others.

8:07 - Scott Stein talks us through the factors that separate a great leader from an average leader, and urges you to take time to recharge in order to make smarter and more strategic decisions.

9:48 - Rohan Dredge gives us the keys to scaling and building up other people in your practice in order to fulfill the potential of your business.

13:39 - Catherine Plano talks us through the common mistakes business owners make in setting a goal, and why it’s important to do the deep work before going into business and accepting the responsibility of being a leader.

15:46 - Our very own Ronan Lutman, Head Coach at Savvy Dentist, talks about all things EQ and emotional intelligence, including the components that makeup EQ and how they help us navigate communication and behaviour.

Find out more

355: Business Secrets with Dr Tyson Franklin

Tue, 12 Apr 2022 23:00:00 +1100

Getting out of bed each morning and taking your best self to work doesn’t happen by accident. Rather than trying to dig deep and find motivation, it's a matter of discipline that allows you to build momentum.

In today’s episode, Jesse sits down with good mate Tyson Franklin. Tyson is a successful Podiatrist, author, business coach and host of his own podcast Podiatry Legends.

Jesse and Tyson take you on a conversation filled with laughs and wisdom from both their own experiences and from the many guests they’ve interviewed.

At the core of this episode is how to view your business as much more than just the service you provide in dentistry. By thinking, seeing and feeling differently your world can change dramatically. Let’s catch up with Jesse and Tyson.

In this episode we discuss:

[13:13] - How repetition pays off in any business. You have to do the right work in the right areas to make the magic happen.
[15:57] - A positive mindset is an easy thing to say and we all want it but how do you cultivate it consistently? Jesse and Tyson discuss why surrounding yourself with people who motivate you is crucial. Be that person who makes others feel better after any interaction.
[20:45] - Core values go to the heart of any business and define how you will go about building your business. Like brand qualities they need to be defined, articulated and demonstrated consistently. An important core value for both Jesse and Tyson is around fun.
[41.07] Learning from other people has been a key pillar to success for both Jesse and Tyson. Hear about the types of people they gravitate towards and why asking great questions and listening can be revolutionary for any business.

Find out more

354: From 0 to 4600 franchisees with Jim Penman

Tue, 05 Apr 2022 23:00:00 +1100

David "Jim" Penman is an Australian businessman and historian in the field of biohistory. He is the owner of Jim's Group which has nearly 5000 service franchisees. He has self-published books, based partially on his work with a lab he funds at La Trobe University. In short there’s much more to Jim than lawn mowing.

Jim’s passion is customer service; it keeps him awake at night. Anyone who doesn’t obsess over customer service won’t have a long career within the Jim’s Group. Every complaint is not just taken seriously but offers a chance to improve the service. Every franchisee protects their star ratings passionately and if they don’t then they might be on the end of a Jim’s breach notice.

Customer service with heart is what this group is all about. Doing the right thing by their customers and their staff by creating a sense of community and a place to belong. High retention rates are a huge focus with Jim, his staff and the thousands of franchisees trading with Brand Jim.

Jesse caught up with Jim for a fascinating chat which at times gets emotional. There’s no doubt Jim cares but find out why caring is also great for business. Business is so good for the Jim’s Group that money taken for advertising has been returned to franchisees because they can’t keep up with demand and are actually turning business away. I urge you to listen to the entire podcast but here are some key moments:

In this episode we discuss:

[17:30] - Finding better ways to deal with customer complaints. No one likes a complaint but they’re often a perfect way to improve the service or determine if you have the right person representing your business. Listen how Jim created his star rating system.
[20.30] - Advertising is crucial in any business so find out why Jim when they need to market only uses an online platform.
[24.08] - Find out when Jim knew he was onto something special and the type of person that will never join or last in the Jim’s Group.
[27.52] - The on boarding system at Jim’s is first class. Anyone coming in knows immediately what the expectations are given excellent support so they can thrive.
[32.20] - Any business can be emotionally draining and hear a moment that changed the way Jim thought about mental health and the systems now in place.
[38.37] - Jim lives and breathes community. He knows the power of it and why it offers a sense of belonging and purpose.

Find out more

353: Mental Health in a Post Pandemic World

Tue, 29 Mar 2022 22:00:00 +1100

There’s a new challenge facing employers – and this one is more insidious.

As a result of the whirlwind events of the past few years, employers are now facing a tsunami of employees struggling with mental health. As a leader within your practice, getting out in front of this brain health pandemic is crucial for your business.

In this episode, Jesse catches up with Michelle E. Dickinson – a passionate mental health advocate, a TED speaker, and a published author of a memoir entitled Breaking Into My Life.

Burnout, anxiety and depression will have a major impact on your business. As a leader you need to be present with your own brain hygiene and create an environment where your employees feel safe within the right environment to discuss their own self care.

Michelle explains how creating this space is easier than most leaders think and why too many over-complicate the process.

Having said that, any safe space also needs boundaries for you and your team and Michelle explains why normalising the conversation around a lack of joy is crucial for anyone’s health and well-being.

Creating the best environment around brain health will allow your team to be present more often which will only help productivity.

The first step is to not assume everyone is equipped to deal with mental health in the workplace so let’s start by removing some of the pre-existing biases and lean in to this conversation with Michelle E Dickinson.

In this episode we discuss:

[2:43] - After more than 2 years of upheaval and uncertainty, the affects and impact on your teams wellbeing should not be underestimated. Michelle explains the important stats around the scope and scale of the issues we are all facing.
[5:37 ] - The inability for our people to connect the way they were used to connecting, added to the pressure to perform have shifted and the result is that people are working longer. It's important for us to support and encourage, while also looking after ourselves.
[7:37] - Being vulnerable with your team has great power to humanise mental health and help to create conversations.
[15:25] - When you are dealing with someone with a mental health challenge, ensuring you have your own firm boundaries in place, is vitally important.
[17:58] - Understanding someone with a mental health issue can be as simple as understanding their level of joy.
[20:17] - As employers in a dental practice environment, the question to understand is, "how much care, is too much care"? When is too much support invasive, and when is not enough support neglectful?
[25:24] - We're in 'Health Care' ... so it goes without saying that we want to look after our team. However it's important to remember the commercial outcomes and upside, and how that manifests through our people.
[29:33] - Leadership in a modern dental practice can be enhanced by your level of compassion with your team. And that comes from leaning into your own wellbeing and mental health.
[33:09] - Sometimes your people simply need to be 'heard'. So listen, talk from your heart, and have human compassion and your business culture will thrive.
[36:36] - Interview ends.

Find out more

352: Be the leader you always wanted to be

Tue, 22 Mar 2022 22:00:00 +1100

Running a practice is more than great dentistry. Today you need to lead and manage and know the difference between the two. Get this piece of the puzzle right and you’ll attract and retain the best people to help your business thrive …. (read more)

In this episode Jesse is on a late night call to the UK to speak with the author of The Broken CEO (how to be the leader you always wanted to be)

Chris Pearse has lived a rich life of leadership and knows leaders aren’t programmed by algorithms. Discover the important difference between management and leadership, what tools are at any leader’s disposal and why a pottery wheel will get you thinking when to push and when to offer a steady hand!

Together, Chris and Jesse discuss the crucial role of emotions; why every leader needs them but how the great leaders use them to express themselves and inspire teams to do good things they didn’t think possible.

Chris Pearse will show you how your best life as a leader will come from keeping your emotions under control and at your discretion.

Time to discover more about this cozy relationship between leadership and management; get the balance right and you’re on your way to becoming the leader you always wanted to be.

In this episode we discuss:

[2:57] - Leadership has many definitions, especially when compared to 'management'. Chris explains useful ways of looking at, and understanding leadership, and how you can apply the characteristics within your business.
[7:02] - The particular behaviours that better and more insightful leaders display routinely.
[8:46] - The greatest risk to your business is 'you'. It's not helpful to suppress our emotions when it comes to our leadership style. Realising that you are not - what you are feeling is the first step to understanding the mechanics of your mind.
[11:43] - Leadership is not about bottling things up inside and simply projecting a happy, caring, calm persona. When you feel agitated there are some helpful tips. Just be sure that you are doing the 'emotion', and not the emotion doing you.
[13:53] - What are the differences between Leadership ... and Management? The simple answer is that they are both necessary within your business. How they balance and work together is crucial.
[19:17] - Are you an Autocratic leader, or a democratic leader?
[21:32] - When we become aware of our leadership style, we can step up and remove any ego and foster better relationships and more efficiency within our business.
[27:40] - There's no rush ... if we can focus on the process and less on the outcome, the leadership balance will be an enjoyable journey.
[31:10] - Be sure to pick up a copy of Chris's book - The Broken CEO: How To Be The Leader You Always Wanted To Be
[36:28] - Interview ends.

Find out more

351: The Heart of a Champion

Tue, 15 Mar 2022 22:00:00 +1100

Paralympian Ellie Cole is like no one you’ve ever met before. After losing her right leg to cancer at age 3, at the 2020 Tokyo Paralympics, she became Australia’s most decorated female Paralympic athlete.

With a record-breaking 17 Paralympic medals and OAM to her name, Ellie Cole is an extraordinary athlete. Overcoming injuries and adversity, Ellie has risen to prolific heights and, in recognition was honoured as the flagbearer at the Tokyo 2020 Closing Ceremony.

Ellie is raw and real, funny and wonderfully charismatic, refreshingly humble and completely unaware of the true inspiration she is.

In this episode we discuss:

[2:10] - Being conscious about setting milestones and goals is important as an elite athlete, however it's just as important for all of us in our dental businesses.
[4:47] - The mantra of "I'll be happy when ... or, I'll be successful when ..." can be incredibly dangerous in business and in the Olympic medal chase.
[7:17] - What does success and chasing dreams teach us about life in general?
[9:01] - What does failure teach us about ourselves?
[10:47] - When obstacles and life gets in the way of us working towards our business goals, how does it relate to the pursuit of gold Olympic medals?
[14:12] - If we prepare well for something, often we can assume or relax about the outcome. Executing a race plan on the day can help us understand the preparation necessary to succeed.
[18:10] - Understand the passion that can drive, maintain ... and lead us to our goals.
[20:51] - Mentoring and guiding our teams is an important leadership skill. Ellie explains some simple ideas she applies in the swimming fraternity that we can utilise in our dental practices.
[23:47] - Looking after ourselves and re-charging is incredibly important ... as it is for elite athletes.
[28:07] - Ellie's experience on how the Para Olympics has evolved over the past 8 years.
[36:24] - Interview ends.

Find out more

350: Ethical case presentation

Tue, 08 Mar 2022 22:00:00 +1100

Elliot Epstein is recognised both in Australia and globally as a renowned sales expert having coached over 7000 people to sell, present and negotiate to win more business.

Elliot is the author of the #1 Amazon best selling book ‘Confessions of a Pitch Consultant’ and co-author of the negotiation book ’Sales Versus Procurement’. His popular podcast ‘Selling in a Time of Corona’ contains his trademark style of candor, humor and down to earth advice.

In this episode we discuss:

[4:46] - In the dental industry we've created our own term for 'sales' ... case acceptance. What is the link between sales, persuasion, negotiation and what is going on in the psychology of a patients mind?
[7:27] - If you want to be 'in business', then sales revenue generation is going to be a key part to master. Where do most of us go wrong and where is the behavior gap?
[11:36] - As a health care practitioner, we often have conflict when it comes to sales and revenue generation. How do we be empathetic while persuading and keeping the ethics that drove us to be a dentist in the first place?
[15:56] - What can be the benefit of slowing down and giving each patient just a little bit more time.
[22:46] - How to recommend a treatment, without sounding, or more importantly, feeling like a pushy salesperson.
[27:36] - Some powerful questions you can ask to understand any reluctance a client may have to proceed with a recommended treatment.
[37:56] - Has these COVID times changed how clients spend their money when it comes to oral health?
[37:56] - Has these COVID times changed how clients spend their money when it comes to oral health?
[41:04] - We became dentists because we are passionate to 'help' people ... however letting go of the outcome or the decision a patient makes can be hugely rewarding.
[37:56] - Has these COVID times changed how clients spend their money when it comes to oral health?
[44:55] - Some top tips that can help you change how you negotiate, persuade and generate revenue.
[51:59] - Interview ends.

Find out more

349: Be a Go Giver

Tue, 01 Mar 2022 22:00:00 +1100

For over 30 years Bob Burg has been successfully showing entrepreneurs, leaders, and sales professionals how to communicate their value and accelerate their referral business.

Although for years he was best known for his sales classic, Endless Referrals, it’s his business parable, The Go-Giver, coauthored with John David Mann that has created a worldwide movement.

While part of a four-book series, The Go-Giver itself has sold more than one million copies and been translated into 30 languages. It was rated #10 on Inc. Magazine’s list of The Most Motivational Books Ever Written, and was on HubSpot’s 20 Most Highly Rated Sales Books of All Time.

Bob is an advocate, supporter and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve.

In this episode we discuss:

[3:14] - What was the pivot point in Bob Burg's life that made him think about go-giving in sales.
[5:59] - It's intrinsic within us to want to give and add value. What is it in us that makes us respond positively and favourably to go-givers?
[10:32] - What sort of daily practices, or what sort of routines might someone have to ensure they are staying on the path of go-giving?
[14:54] - The Go Giver book is predicated by 5 laws, Bob explains the 5 laws?
[19:49] - Bob explains how receptivity, the 'ability to receive', feeds into being a Go-Giver.
[26:09] - Something Bob learnt really early in his life, that has proven to be incredibly valuable later in life?
[28:58] - Interview ends.

348: Getting stock management under control

Tue, 22 Feb 2022 22:00:00 +1100

Starting his journey at 12 years old, you would have found Luca in one of his dad's five practices, helping make dentures for extra pocket money. He officially started as a full-time dental technician at age 17, aspiring to eventually become a dental prosthetist.

After working five years in the family business, he realised there was a massive issue around managing stock and completing the ordering in his family practices, and started looking for a solution to the problem. With no solution available to the Australian market, Luca quit his job in the family business and started Invedent with the help of his co-founder Bailey Moore.

Invedent is now Australia's leading dental ordering and stock management platform. It is a highly intuitive, innovative, all-in-one system that helps dental practices all over Australia streamline their processes. Luca's passion for helping dental practices has led to an impressive 100% retention rate from practice sign-ups and partnerships with ADA branches across Australia.

In this episode we discuss:

[2:15] - What led Luca down the path to creating a stock management and ordering tool for dental practices?
[5:11 ] - What are the key things Luca sees that dental practices struggle with when it comes to stock management and the ordering process?
[9:27] - What is the best practice for addressing how we manage cash flow in regard to inventory levels?
[12:01] - If we know that the cause is 'stock management' ... what are the 'symptoms' a practice owner might be experiencing?
[14:10] - If a practice is looking to expand, how can they plan or know how to anticipate the required stock levels after the expansion?
[15:46] - On average how many man hours per week are utilised in stock managing and ordering?
[24:08] - Interview ends.

347: Smart Marketing

Tue, 15 Feb 2022 22:00:00 +1100

Paul Mackiewicz is an Army Veteran and experienced marketing professional. He opened his digital marketing agency to provide professional service businesses with a trustworthy and knowledgeable team in their corner who live up to the values he learned in the military.

Before starting his company, Paul served in an executive role at two different INC 5000 fastest growing companies in the digital marketing industry. He was once a Golf Professional and small business owner, fueling his passion for fellow entrepreneurs and the struggles they face marketing their businesses today.

Paul truly enjoys offering up actionable tips that can be put into place right away to help small businesses grow. He specializes in helping medical professionals and others within the professional services space get their digital marketing efforts off the ground.

In this episode we discuss:

[8:45] - What have been the keys things throughout your various professional career that you've been able to take forward into your Marketing Business?
[12:49] - What separates fast-growth companies and allows them to grow and scale-up, compared to those that don't grow so quickly?
[16:17] - Explain to us the 'Zero Moment of Truth'.
[22:02] - Behind a business ... are 'people'. What prevents business people from stepping outside the normal and revealing their true self in their marketing?
[28:16] - Who do you see the interaction between online marketing, digital marketing, traditional marketing?
[31:45] - The ability to retain long term patients comes back to relationship, Can you explain how that can be nurtured through our marketing?
[40:35] - Check out the marketing tool dashboard at Paul's website - zmotexpert.com
[44:58] - Interview ends.

346: Oral health versus Systemic health

Tue, 08 Feb 2022 22:00:00 +1100

Chuck Reinerston
Book

The Power of a Really Great Smile: What's Your Smile Costing You in Opportunities, Relationships, Health and Money

Website - https://thedentalmedicalconvergence.org/

Listen to this episode on spotify, apple podcasts, google podcasts or our website.

Dr. Charles Reinertsen started his dental career in 1979 after graduating from the University of Florida’s College of Dentistry. He opened his family dental practice in Tavares and has been serving the dental needs of local residents for almost 40 years.

Dr. Chuck Reinertsen once thought as many Dentists do: the key to earning more was to produce more. After all, his central Florida general dental practice grew steadily since 1979; his waiting room always seemed full, and he had a loyal base of patients. What also grew steadily during the same period was his overhead.

So at the age of 61, Chuck was at a crossroads: he had not saved enough to maintain his current lifestyle in retirement. His strategy to improve his finances and hope for aggressive retirement savings growth was risky. He was betting that a significant increase in production would fill more chairs and therefore lead to a similar increase in his personal income.

All this activity would hopefully keep his overhead in check while he would divert some of that new income into his retirement savings.

While these plans for expansion were exciting, they kept the good doctor up at night. That’s a lot of birds to hit with one stone, but what other options were there?

Episode timestamps

2:36 - As a pioneer of talking about oral and systemic health for over 30 years, what was it like talking about these links in the early time in your career?

5:36 - What sort of systemic diseases are typically linked to oral diseases?

7:44 - How broadly has this link between systemic and oral diseases been adopted by our medical colleagues?

10:58 - What’s the transition from ‘tooth mechanic’ to ‘health provider’ look like?

14:31 - The gateway is the new patient exam, what are you asking new patients and how are you educating them?

18:16 - In general practice, what is the awareness of all this?

24:09 - Where are some good resources for someone to find out more about dental disease and systemic disease?

Quotes from this episode with Dr. Chuck Reinserston

“If you feel the mouth is not part of the body, when you go to work on Monday, leave your mouth at home”

“We are not tooth mechanics, we are health care providers”

“The more time you spend at home taking care of your teeth, the less time you spend in my chair”

“Spend 8 to 10 minutes thoroughly cleaning your teeth”

“Your reputation goes way up with those patients cause they realise that this is someone that not only cares about my teeth and my smile and my chewing, but my whole body …”

“... Help people connect the dots between the infections they have in their mouth that are pain free, that affect the heart, the brain, the pancreas, the whole body”

“You take care of the dental situation and their medical situation greatly improves”

345: Ari Galper - Trust-Based Selling

Tue, 01 Feb 2022 22:00:00 +1100

Ari Galper
Sales Trainer and sales coach - World's #1 Authority on Trust-Based Selling
Website LinkedIn Twitter facebook

Listen to this episode on spotify, apple podcasts, google podcasts or our website.

Ari began his sales career at 18, when he went door-to-door selling mobile phones to businesses.

He quickly discovered he had a knack for selling when he became the youngest and most successful salesperson out of the 20 other salespeople in his region.

Ari worked in high-level sales training positions for large US corporations, including UPS and Qualcomm.

He then went out on his own and created an entirely new sales mindset and methodology, called Unlock The Game®.

Unlock The Game is a no-pressure sales approach that refocuses the sales process away from closing a sale and toward building genuine trust with prospects. By focusing on trust and not trying to ‘close’ a prospect, the truth of whether there is a sale or not uncovers itself quickly.

Check out Ari’s books at Unlock The Game.

Thousands of salespeople around the world have adopted Ari’s Unlock The Game program and are generating significantly better results.

Ari has also created Stump The Guru which uses live chat to help online businesses increase their sales by applying his no-pressure trust-building approach.

Ari is very happy having made Australia his new home and now lives in Sydney with his wife, Michelle, and their two sons, Toby and Nathan.

Episode timestamps

0:25 - Ari Galper introduction

2:44 - Interview starts

3:18 - What is ‘Selling’ and What is trust based selling?

4:46 - At what point did you discover Trust Based Selling?

12:56 - Tell us the core principles in ‘Trust Based Selling’?

15:32 - How do you deal with the “I’ll think about it” question when it comes up with a potential customer?

16:15 - What other principles underpin ‘Trust Based Selling’?

19:55 - Typically with a new sales lead, they only give you the tip of the iceberg, they don’t go below the water line because they don’t trust you yet … take the time to ‘understand’. Your job is to go down the iceberg.

22:15 - What is the first step in gradually ‘going down the iceberg’ with someone?

25:04 - How do you know when to go deeper? Is there a process?

26:35 - When you take the pressure off the sale, and a person acknowledges that they’d like to think about it … what do you do next?

27:20 - In a one-step sale, what is the relationship between sales and marketing?

29:06 - Trust versus credibility - what’s the relationship?

30:40 - When it comes to selling … What are some of the more harmful views and myths?

33:53 - Rejection is not part of the game of selling.

34:34 - The problem with free consulting.

36:45 - The reality is, they really don’t care about your solution, they are only interested in whether they can trust you.

38:11 - Some Ari Galper words of wisdom.

39:59 - Buy Ari’s books - Unlock The Game

Quotes from this episode with Ari Galper

“Trust Based Selling is where you let go of the goal of the sale”

“I asked myself this question … Why were they afraid to tell me the truth?”

“When you let go of your goal to win the sale and you focus 100% on trust with them, you double all your sales!”

“When you ask “Where do you think we should go from here” that gives them permission to tell you the truth”

“Peel the onion back and unpack their issues”

“In many cases they may tell you what they ‘want’ … but not what they ‘need’”

“If it’s not a priority to solve NOW … disengage”

“Credibility has become commoditised … no longer is it a differentiator”

“We need to clean up and defrag the mental hard drive”

“ Never again use the phrase ‘Follow-Up’”

“They have to feel that you actually care about them … and they don’t feel that way when you are in sales mode”

344: Marketing Your Practice

Thu, 27 Jan 2022 07:43:12 +1100

Do you currently have a practice, starting a new one or buying an existing one? Whichever boat you’re on, you’ll want to listen to this marketing strategy episode with Michelle Tayler of Marketing Practices. We talk about the essential elements of a marketing strategy, how you can create and communicate better with your ideal patient avatar, implement activities and tactics to build the dental practice that you envisioned and dreamed about, and so much more about marketing your dental practice.

In this episode we discuss:

[03:55] Michelle shares her journey to making her way into the world of marketing practices.

[07:16] 2 secrets to marketing that you need to learn about.

[08:58] Tips on how to research about and communicate better with your ideal patient avatar.

[13:45] How marketing strategies and tactics work together and how you can apply both to your brand and marketing.

[17:31] The importance of reviewing your marketing strategy and how its consistency can encourage people to buy.

[22:32] Top reasons why you need to be on top of your marketing strategy as a dental practice owner.

[25:10] Starting a new practice? Learn how you can market it before opening.

[27:27] Michelle shares how you can open a practice with a ready waitlist of patients.

[30:28] First steps you need to take in your pre-launch marketing.

[32:17] 2 things you need to think about before choosing your practice location.

[35:30] Find out how you can change people’s perceptions about a practice when you buy and take over an existing one.

[38:58] Learn more about pricing value in your practice.

343: Summer Series: Self-Managing Team

Tue, 18 Jan 2022 17:30:00 +1100

No man is an island, and so is any business. In episode 4 of our Summer Series, we’re going to talk about how you can build a self-managing team, decrease toxicity in the workplace, and create a positive culture in your practice to be able to scale and grow it.

In this episode we discuss:

[03:42] Episode 336 - Dr Jesse Green: Tips on how to align, articulate, and communicate your practice values to your team to create a winning team culture.

[13:28] Episode 324 - Kiera Dent: Learn how you can create an incredible, trustworthy and loyal team who share the same goals and growth for your business.

[21:42] Episode 311 - Peter Economy: Understanding and identifying toxicity, its impact and how you can reverse it to create a collaborative environment in the workplace.

[30:03] Episode 306 - Tristan White: Practical tips and tricks on creating a positive culture in your practice as a leader.

[34:31] Episode 298 - Mamie Kanfer Stewart - The importance of encouraging your employees to share their thoughts and ideas in meetings and showing them your respect for their opinions as a leader.

[41:48] Episode 256 - Dr. Jesse Green: How performance and retention is impacted by the 5 lenses of culture creation.

342: Summer Series: Financial Blueprint

Tue, 11 Jan 2022 17:30:00 +1100

Running a business isn’t as easy as it seems. More often than not, entrepreneurs end up in disastrous events because they lack the ability to handle their finances. Developing your financial intelligence is key to growing your business and having surplus cash flow to create and build wealth. Learn all about healthy money mindsets and financial habits from the experts in this episode of the Savvy Dentist Summer Series.

In this episode we discuss:

[03:40] Episode 303 - Michael Yardney: Learn how to think differently and develop good money habits to create wealth.

[06:40] Episode 216 - Steve Daley: The 3 key team members you need to have in your business to mitigate risks and protect your business.

[11:27] Episode 215 - Terry Tran: The importance of creating wealth outside of your business to build financial stability through economic instabilities.

[13:10] Episode 192 - Tim McNeely: Creating wealth by having a vision and practising principles of wealth creation to achieve success.

[20:10] Episode 142 - Damion Lupo: Paying attention to te important numbers in your business to help you make better decisions and create more cash flow in your business.

[23:45] Episode 134 - Justin Krane: Managing your cash flow and understanding why profit doesn’t equal cash.

[30:10] Episode 94 - Jordan Goodman: Learn how to set up a successful strategic plan to get ahead financially. a strategic plan to get ahead financially.

[33:48] Episode 68 - Reese Harper - Simple tips on wealth creation for dentists.

341: Summer Series: Business Intelligence

Tue, 04 Jan 2022 17:30:00 +1100

In the second episode of the Summer, learn how you can stand out, scale up, deal with failures and become a successful Dentalpreneur. It’s not enough to just be a dentist and let the business run itself. We need to put in time and effort to plan our way to success. Let’s hear from the best of the best in Business Intelligence so that we can apply the lessons in our own dental practice.

In this episode we discuss:

[02:19] Episode 331 - Pete Williams: Working on the 7 levers in business growth to double your profits at a faster pace.

[11:39] Episode 301 - Steve Anderson: Learn how Amazon’s Jeff Bezos makes decisions with incomplete information, manages risks, and turns failures into successes.

[17:48] Episode 189 - Babette Bensoussan: Increasing your competitive intelligence to gather and analyze information and achieve the business objectives you have for your dental practice.

[20:25] Episode 71 - Aynsley Damery: The critical mistake of failing to plan for your business and learning the fundamental elements of how to plan successfully.

[27:27] Episode 64 - Dr. Mark Costes: Learn the basic skills and traits to be a Dentalpreneur and become the CEO of your practice.

[34:09] Episode 47 - Verne Harnish: Make your business scale up and earn more by focusing on 4 critical things in your practice.

340: Summer Series: Smart Marketing

Sun, 02 Jan 2022 17:30:00 +1100

In today’s Summer Series episode, let me take you back to some of the best interviews we’ve had about smart marketing. Marketing plays a major part in dental practice, unfortunately, it is not taught in school. Marketing helps dentists widen their network, attract new patients, and maintain their loyalty. It is also through marketing that dentists can ride the trends such as automation and digital marketing. Get some ideas to take your dental practice further through this episode!

In this episode we discuss:

[02:25] Episode 318 – Angus Pryor: Understanding how to connect successfully with your clients through different marketing touchpoints.
[07:09] Episode 332 - Robert Webster from Lana: Nurturing clients through marketing automation while maintaining personalisation in your communication.
[11:12] Episode 271 - Will Arana: How to generate and nurture leads by blending traditional and digital marketing.
[16:04] Episode 199 - Sue Rice: Humanise your marketing by knowing and understanding your clients.
[18:27] Episode 194 - Josh Rimmington: Key metrics to search and aim for to achieve ROI in your practice.
[23:40] Episode 124 - Allan Dib: Marketing strategy versus tactics.
[26:26] Episode 163 - Penny Burke: 3 laws of marketing to leverage your position.
[29:00] Episode 166 - Brent Hodgson: knowing your patients on a deeper level to service your clients better.

339: The Intersection of Technology and Dentistry

Tue, 14 Dec 2021 17:30:00 +1100

The powerful combination of dentistry and technology can do so many wonders for dental practice owners and their patients. In this episode, we talk to Edward Zuckerberg, dentist and - yes - father of Facebook’s Mark Zuckerberg, about how technology and the dental industry can work hand-in-hand in changing and evolving how we help patients. We also talk about why pursuing a career in dentistry nowadays might not be as alluring as it was before. With higher costs and lower returns, Ed and I lay down the factors that affect these outcomes for dentists and practice owners. Of course, let’s not forget the startups that Ed has launched and the impacts of the research they’ve done so far.

In this episode we discuss:

[02:36] The story of how Ed discovered his knack for technology and how he envisioned using it in his dental practice.

[10:34] The effects of the increase in education costs versus the compression in the stature and earning potential of the dental profession.

[16:28] Reasons why you need to weigh your options in pursuing a career in dentistry.

[21:17] How dentists and patients are affected by the current state and changes that the dental insurance industry is going through.

[28:45] Should you work with preferred providers?

[32:48] Understanding why you need skill sets in managing a business as a dental practice owner.

[34:05] The interesting and game-changing projects and startups of Ed and how it reflects his passion for technology in the dental practice.

[44:52] Ed shares the results of years of research done by one of his startups.

[54:18] Long term impacts of the therapies they recommend based on their research.

[55:46] Ed talks about the early days of Facebook and how Mark built his first social network in Ed’s dental practice.

[01:03:39] How Mark’s success has changed their personal lives.

338: Never Lose a Patient Again with Joey Coleman

Tue, 07 Dec 2021 17:30:00 +1100

Today Joey Coleman, author of Never Lose a Customer Again, will let you in on the secret of how to gain happy and loyal clients for your business - and that’s customer experience. It’s something that many business owners hardly take notice of but don’t realise that it’s one of the simplest and powerful tools you can use in your practice to make your patients keep coming back for more. Learn how you can create remarkable and memorable experiences for your clients with us in today’s episode.

In this episode we discuss:

[02:18] Joey shares his eclectic career path from working as a lawyer to starting his own ad agency and becoming a customer experience speaker and writer.

[04:48] The impetus for writing his book, Never Lose a Customer Again, through his real-life experience with one of his clients.

[09:49] The analytical reason behind the 100-day breakpoint.

[13:40] Why business owners need to invest in customer experience.

[19:05] Understanding the 8 A Phases of customer experience to make a one-time customer become a long-time customer.

[27:07] Why you should never take your customers for granted.

[29:32] Retain your patients through the power of personal connections.

[33:23] How to identify your best patients and create world-class experiences for them.

[36:35] Start creating a baseline experience for your practice today with Joey’s tips.

[47:41] The things and people that give Joey inspiration.

337: Building a Great Team

Mon, 29 Nov 2021 17:30:00 +1100

Every practice owner has a goal of building and leading a dream team that will help us turn our vision into reality. But what does it really take to have driven and culture fit team members?

In this episode, Dr. Becky Chen, dental practice owner and founder of Denteamology - a community for practice owners that are looking to lead their teams more effectively, joins us to talk about building great teams for our business. Find out why teaching and training is essential, understand the importance of performance management, and learn tips and tricks for accelerating your business through developing your leadership and team.

In this episode we discuss:

[02:36] Becky shares how optimising and growing teams became the focus of her practice.

[04:33] Becky talks about what she learned about herself through soul searching, her story growing up, and the pivotal moment she experience that made her realise that she wanted to work in this field.

[11:48] The reason why you, as a business owner, need to become a training organisation in conjunction with being a dental practice.

[14:19] Understanding why teaching and training your team is essential to become a great practice.

[15:32] Do you need to teach your team yourself or can you outsource it?

[17:43] The importance of performance management and having KPIs in your business.

[20:06] What to expect in the future of teamwork.

[23:11] Main challenges dentists face when leading a team.

[24:57] Tips on how to slowly let go of your clinical commitments.

[27:39] How the ability to let go can help your business accelerate.

[29:31] Learning how to overcome emotional challenges throughout your journey.

[33:07] 3 golden rules think about in developing your own teams and leadership.

336: Creating a Winning Team Culture

Thu, 25 Nov 2021 14:19:56 +1100

Business success is a result of many critical factors, one of which is having a winning team culture. In this solo episode of the Savvy Dentist Podcast, Dr Jesse Green talks about what it means to be working with people who know, understand, and embody the values you have set for your business. Values help you identify whether they fit your business culture or not. A winning team culture is about fit and alignment. You want to have a team that is aligned, productive and harmonious because they will help you achieve your vision.

In this episode we discuss:

[1:19] Dr Jesse Green talks about the Proficiency of A to D Players as described by the Performance Culture Matrix

[3:00] Culture as a series of lenses that starts with alignment of values

[4:01] Clarity of vision as the second lens which gives the team direction

[4:45] Stories as the third lens that connect people together

[5:45] Fourth lens is about behaviours, and the fifth lens is about habits – your way of knowing whether they support the values of your business

[6:33] Values as your way of knowing whether your people are the right fit for you

[7:22] How do we create, articulate, and communicate the business values to our team and our customers

[8:01] Integrity is a minimum requirement, not a core value of the business

[8:38] Knowing your values and what they mean to you

[9:34] Communicating our values by synthesizing them into something practical and usable

[10:09] Explaining our values to our team members regularly through stories, analogies and practical examples

[11:42] How each individual member of the team can also embody your business values

[12:10] The importance of identifying the behaviours that undermine your business values
[12:36] Communicating values in a very clear, concise way to bring them to life

[13:47] Knowing whether they are an A, B, C or D player based on their values and how you can device a performance plan to help them become an A player

[14:08] What if someone is not aligned with your business culture

335: Dealing with Adversity

Thu, 18 Nov 2021 09:21:06 +1100

Adversity is something that all of us go through in our personal and professional lives. It is so important for us to find a way to deal with it in the best way possible to be able to move forward in life, carrying the lessons that come with it. In this solo episode of the Savvy Dentist Podcast, Dr. Jesse Green shares his insights and tips about how we can better deal with adversity so that we can build resilience and achieve success in life and business.

In this episode we discuss:

[02:29] Dealing with adversity through self-care.

[04:09] Examples of healthy habits you need to practice and start today.

[06:25] Understanding the 3 As and practicing it to help you better deal with adversity.

[09:08] Remembering and paying attention to the lessons you learn to help mitigate risks moving forward.

[10:44] Why you need to refrain from making important decisions when you are in a heightened emotional state.

[12:23] Dr. Jesse Green shares important takeaways from the episode.

334: How Technology and Consumer Trends are Changing the Future of Dentistry with Padma Gadiyar

Tue, 09 Nov 2021 17:30:00 +1100

How does technology change the way we practice dentistry? Today’s episode sparked my creativity as Dr Padma Gadiyar, founder of tech company Smilo.ai shares with us the future trends in the dental industry. The big question is: Is there a faster way to collect patient data, provide recommendations, engage the public and most of all, reach out to a wider audience? That’s a win-win situation, right? Tune in to find out how Smilo.ai has addressed the stakeholders’ needs and improve our overall experience.

In this episode we cover:

[2:38] How Dr Padma’s curiosity and keen eye on market trends landed her a business that integrates dentistry and technology

[5:26] Dr Padma identifies key trends that can impact our profession and the healthcare industry

[7:53] The role that data and hyper-personalization play despite meeting our patients once or twice a year only

[9:47] The monitoring activities that companies are doing to track the purchasing habits of oral care products and the future of usage and behaviour monitoring

[10:51] Using patients’ oral health insights as data to be used in improving the experience of patients, practitioners, insurance companies and product companies

[11:55] Pre-diagnostic and early identification using data and technology as a way to come up with a personalized treatment approach

[15:20] The smartphone as our digital twin in the future

[17:30] Dr Padma talks about Smilo.ai’s value proposition to improve multiple stakeholders’ experience

[20:32] How Smilo.ai helps dentists collect patient information in advance and come up with recommendations

[21:51] What data says about growing the dental pie by knowing what the population needs

[23:54] Should dental workers be worried about their jobs being replaced by technology?

[26:31] Dr Padma’s advice for entrepreneurs who might be experiencing the ups and downs of the business

[29:25] Dr Padma’s advice for dental practitioners about embracing new technology

333: Courageous Leadership for Practice Owners with Katherine Eitel Belt

Tue, 02 Nov 2021 17:30:00 +1100

How do you empower your team and give them the ability to have courageous conversations with you and each other? In this episode of the Savvy Dentist podcast, my guest Katherine Eitel Belt Lang of LionSpeak explains how we can build a culture that celebrates alignment with your team. We are going to tackle the tools and tips you need to enhance your team’s communication and so much more.

In this episode we cover:

[03:20] Katherine’s background and how she wound up working in communication skills coaching.

[06:30] The benefits of and learning how to manage courageous conversations with others as leaders.

[10:42] How and why you need to have consistency, authenticity, and connectivity in your messages.

[15:07] How to use the combination of structure and preparation to have successful conversations.

[17:25] Katherine shares how she created a culture that supports courageous conversations in her company.

[25:32] The importance of having clarity of vision that can align with everyone in the company.

[33:08] Steps you need to take to lead your team to have an aligned vision with you.

[36:30] Katherine shares an example of a client who applied these steps to have an aligned vision with his team.

[47:02]Practicing kindness and understanding.

332: Get More Patients with Marketing Automation

Tue, 26 Oct 2021 17:30:00 +1100

Have you ever lost patients and leads in your practice because you were not able to nurture them, follow up with them, and retain their loyalty? This normally happens when every step of your marketing is manually done in your practice - from booking and sending messages to making follow up calls.

In this episode, Rob Webster takes us through how software like Lana, can help automate all our back- and front-end marketing processes to help you nurture and retain current and prospective patients so that you don’t lose people out of your pipeline.

Learn how you can automate and systemise your funnels today for liability, repeatability, and sustainability in your practice.

In this episode we cover:

[03:15] Robert tells us about his background and how he found his way into working in marketing automation.

[04:23] Looking at marketing automation and how it can help practice owners in nurturing patients and leads who contact the practice outside the normal modes of communication.

[06:26] The common challenge of losing inquiries and leads due to the overwhelm felt by front desk staff.

[08:35] Four most common problems dental practices have and the solutions that Lana can offer to help you manage those.

[12:01] How to manage patients who have scheduled but have not shown up in the appointment so that practices can reactivate them and don’t lose the opportunity.

[17:00] Tips on how to save yourself time by maintaining the integrity of your database.

[18:27] Understanding what happens in every step of the marketing funnel to turn your leads and patients into returning customers.

331: Fast Business Growth with Pete Williams

Tue, 19 Oct 2021 17:30:00 +1100

Want to know the secret to having fast business growth? In this episode, Pete Williams, the best-selling author of the book Cadence: A Tale of Fast Business Growth, will help you understand how 10% small wins can help you succeed and achieve fast growth in the seven key areas of your business. The real-world examples he shares will give you a better understanding of how the 7 Levers framework can be implemented into your practice to give you the results, profitability, and growth you want.

In this episode we cover:

[02:30] Pete shares his entrepreneurial background and his fascination with business since he was a child.

[04:43] Do you innately have the DNA to be an entrepreneur, or can you learn the skills to become one?

[07:10] Find out the number one key to success for anybody in any industry.

[09:35] Understanding rhythm and cadence and what it can do for you and your business.

[11:45] How fast is fast growth and how do you sustain it?

[15:26] Pete tells us more about the story foundation of his book, Cadence.

[17:50] How to apply the 7 levers and practice the 10% win approach to get you the results and growth you want.

[29:10] Pete shares real-world examples of the mistakes entrepreneurs make in their approach to marketing and applying the 7 levers.

[34:50] How the idea of 10% wins makes people more confident to get off the tools.

[40:13] Pete talks about vanity metrics and the two important metrics you need in your business.

[42:53] Pete shares one of his first business projects selling the MCG at $500 apiece at 21 years old.

330: Harnessing Creativity to Grow your Practice with Marc Silber

Tue, 12 Oct 2021 17:30:00 +1100

How do you harness creativity in your practice or business so that you and your team can function and perform better? In this episode, I’ve invited Marc Silber of Silber Consulting Group to talk about how we can use the creative process to help you achieve your goals. Creativity is in all of us but it’s up to you on how you get those creative juices going to get you to a place of joy and fulfilment both in life and business. Join us in this conversation to find out how creativity can help you become a better and more effective leader and create an equally competent team that will help grow your practice further and faster.

In this episode we cover:

[02:56] Marc shares his journey from studying, teaching, building a practice, writing books, to where he is today.

[08:09] Marc defines creativity and how it can be a 24/7 activity.

[12:26] Unpack, enhance, and develop your creativity through the 5 steps to creativity.

[15:58] The importance of letting your creative juices flow first before thinking about editing your work.

[18:49] How to remain creative even when working on a deadline.

[21:39] Tips and examples on how you can use constraints to enhance your creative process.

[24:20] Unlock your and your team’s creativity for better performance at work.

[27:50] Why you need precise skills to become an effective leader.

[30:22] Using the 2 most critical creative tools of leadership to grow your business.

[34:10] Marc and Jesse give concrete examples of optimal conditions to get your head in the right space and get your creative process flowing.

[38:51] Learning more about the resources from Marc’s book, Create, and the exercises within it to help create better results for yourself.

[40:58] The power that a team can bring to help you work smarter and better.

[44:13] Marc shares his wisdom around the creative process and why it’s so important to practice the 5 steps to creativity.

329: Take a Big Leap for Big Results with Dr Gay Hendricks

Tue, 05 Oct 2021 17:30:00 +1100

What does it take to discover your genius, unlock your true potential, and have a constant flow of positive energy running inside you?

In this episode of the Savvy Dentist Podcast, we dive deep into the 40-year experience and expertise of our guest, Dr Gay Hendricks, as he shares the essential tools and tips to help you uncover your unique ability and true genius to help bring forth happiness, acceleration, and satisfaction at every step of your personal and professional life.

In this episode we cover:

[03:38] Dr Gay Hendricks explains how he helps individuals have a better flow of positive energy inside themselves and work on discovering their genius.

[08:06] Unlocking your true potential through prioritizing your own well-being.

[15:56] The importance of making a commitment to bring forth your genius.

[22:37] Dr Gay Hendricks shares wonder questions to ask yourself to help uncover your unique abilities.

[33:06] Understanding one way to realize and maintain your true genius state.

[37:09] Life-changing results you can experience when you uncover and maintain your unique abilities.

328: From Fighter Pilot to Business Advisor to Dentists with Morgan Hamon

Tue, 28 Sep 2021 17:30:00 +1100

In this episode of the Savvy Dentist Podcast, I’ve invited Morgan Hamon to talk about becoming a fighter pilot and applying the skills and lessons he’s learned from that profession to business.

Morgan is a CPA and the founder of HDA Accounting Group. They work with over 500 dental practices which makes him an expert in identifying what does and doesn’t work, the numbers to focus on, and what really drives profit.

We talk about so much stuff including skills required to operate a successful enterprise, the lessons he has learned as a fighter pilot, and so much more.

In this episode we discuss:

[03:14] Morgan shares his military background and what drew him to become a fighter pilot.

[08:31] Learning how to become situationally aware and applying it to business.

[11:42] Taking inputs and assimilating information as a pilot and as an accountant.

[16:27] Key critical data points in a dental practice from an accountant’s point of view.

[22:35] Mistakes business owners make in identifying, managing, and mitigating risk.

[30:10] The difference between two large practices and two small practices when going into the multiple practice path.

[33:28] Advice to practice owners around dealing with tumultuous times.

[38:27] Morgan shares his key advice for doctors from an accounting perspective.

[45:00] Top people he wants to learn from and why.

327: Win the Day, Every Day with James Whittaker

Tue, 21 Sep 2021 17:30:00 +1100

I am sure you’ve had one of those days where you felt really busy but realized you weren’t as productive as you thought you were. Well, you’re in luck because we are talking to James Whittaker who is an expert in the topic of how to win the day every day.

James is the author of 3 books and a podcast host. He has spoken to over 200 most revered entrepreneurs in the world to unlock the secrets to their success on his Win the Day Podcast.

We are going to dive deep into tapping your natural rhythm to get the best out of yourself rather than conforming to someone else’s version of habits, sleep or other things like that; resilience; bouncing back from adversity; and so much more.

In this episode we discuss:

[05:22] The story of how James found his way into the US.

[06:51] How Americans think big in a different way.

[09:17] A modern take on Napoleon Hill’s book, Think and Grow Rich.

[14:13] Learning how to uncover your burning desire.

[19:10] The inner work that needs to go along with a success plan.

[23:18] The realism around the 5 am club.

[26:55] Having enough habits and knowing when it’s too much.

[30:55] Talking about resilience and the ability to bounce back.

[35:20] His learnings on himself and life through the conversations he’s had on his podcast.

[37:40] How kindness can go a long way.

[39:52] James’ top tip for navigating your life.

326: Scientific Hiring Process with Mike Neal

Mon, 13 Sep 2021 17:30:00 +1100

Building a great team is a key skill that will allow you to take your practice to the next level. But it’s never really taught in university. So how do you learn to approach hiring for your business? In this episode, we are joined by Dr. Mike Neal who is an expert at hiring and building a great support team around you. He’s an optometrist and founder of Build My Team, a company dedicated to helping health care professionals find the right team for their practice. His invention of a scientific and predictable way to hire superstar team members is going to blow your mind!

In this episode we discuss:

[02:11] His impetus for getting into the business of teams and starting Build My Team.

[09:16] Common pitfalls practice owners make in recruiting staff.

[14:12] Things to think about to become better at hiring.

[21:55] Not looking at experience when hiring staff members.

[25:50] Walking us through the onboarding and training for new hires.

[29:47] The differences between hiring support staff and professional staff.

[34:38] Why “slow to hire, fast to fire” is outdated advice.

325: 7 Tips to Hire Great Staff in ANY Market

Tue, 07 Sep 2021 17:30:00 +1100

In this short episode, I want to share my top tips and thoughts to help you attract and hire the best team members for your practice. Great team members are hard to come by especially in the current state of the labour market. But if you have the foundations in place to attract the right team members, you’ll be able to build your dream team in no time.

In this episode we discuss:

[00:57] The challenge in the labour market at the moment

[01:40] The mindset of marketing for talent.

[03:42] Having and understanding your employer value proposition.

[04:40] Improving the ads you release to attract the right team members.

[05:58] The importance of a screening process.

[07:15] Marking rubrics for assessing applicants for an interview.

[08:34] Preparing interview questions to see if they are a great culture fit.

[10:31] Having a magnetic job offer.

324: Using Ice Cream to build an A Team with Kiera Dent

Tue, 31 Aug 2021 17:30:00 +1100

The value of having a great team is undeniably important and appreciated by both practice owners and team members alike. With that being said, having an A team to help you run your practice is a big key to its success.

In this episode, owner and founder of Dental A Team Keira Dent talks to us about the nuts and bolts of building a great team - from the essential elements that make it up, to recruiting, and great marketing to attract the A team of your dreams.

In this episode we discuss:

[02:34] The COVID 19 experience for doctors and dentists in the US.

[07:09] Lessons practice owners took from taking a month off from work.

[10:07] How owner burnout affects the performance of their practices.

[13:24] The benefits of building a great team.

[17:40] How and why practice owners should start sharing goals with their team.

[22:58] Tips on marketing to and attracting team members who are high calibre and engaged.

323: How to Have Conversations that Get Results with Chris Fenning

Tue, 24 Aug 2021 17:30:00 +1100

Having great conversations sounds like it should come naturally, but that isn't always the case. Effective communication is learned and can deliver great outcomes for businesses, teams, and their patients or clients. In this episode, Chris Fennings, author of The First Minute: How to Get Start Conversations that Get Results, joins us to talk about just that. Chris is a masterful communicator who is on a mission to help the more technical, Type A people (as many dentists are!) to become really great conversationalists and communicators.

This episode covers how to frame conversations, the difference between frameworks and scripts and why you should choose the former, common mistakes people make in communication and how to avoid them, and so much more.

In this episode we discuss:

02:53] Chris shares his background, how he found his way into communications and his impetus for writing his book.

[05:21] The difference between being a communicator and conversationalist.

[07:52] Why Chris almost didn't write this book - and what he planned to write instead.

[12:23] The reasons why some conversations don’t get results.

[15:07] The power and benefits of reframing.

[21:48] Importance of frameworks and the structure a framework can give you to guide you through a conversation.

[24:55] Being intentional around the framework used in business.

[27:32] Tips for becoming more intentional.

[31:45] Why we need to learn communication.

[34:15] Understanding cultural overlay in communication.

[37:15] Chris shares a very special promotion he is offering.

322: Essential Mindset Practices to Grow and Scale your Practice with Julia Pimsleur

Tue, 17 Aug 2021 17:30:00 +1100

The growth of a business is directly correlated to the growth of its leaders. An important part of this is having a mindset that will drive business growth which is what Julia Pimsleur and I will talk about today. Julia has grown, scaled, and sold businesses of her own and is a total expert when it comes to mindset. She’s authored several books including Go Big Now and Million Dollar Women. We are going to talk about essential practices you must adopt and embrace in order to grow as a business owner. We aim to help you get your mindset right and provide the foundation for future growth and scaling to have a business that will give you time and financial freedom.

In this episode we discuss:

[05:02] What scuba diving has taught Julia about life and business.

[08:22] The impetus behind writing her book Go Big Now.

[09:36] Understanding how you get a resilient mindset.

[13:15] Creating the practice of minding the gap.

[19:26] The process of working on your mindset.

[23:53] Creating realistic expectations in the context of being compassionate.

[27:32] Competing commitments and self-sabotage.

[29:28] Knowing when to push and surrender.

[33:43] Struggles female entrepreneurs encounter and things that they want men to understand more.

[36:09] Women juggling personal and business life.

[39:00] Letting go of things the guilt free way.

[40:52] The concept of fixing your teeth is like fixing your business.

321: 7 Military Lessons to Supercharge your Practice

Tue, 10 Aug 2021 17:30:00 +1100

In this special episode of the Savvy Dentist Podcast, Dr. Jesse Green reflects on the lessons he has learned from his experience in joining the Navy. He shares 7 important lessons that we can draw upon that are pertinent to business and life in the hopes that it will help you too.

In this episode we discuss:

[02:21] My experience in officer training in the Navy.
[05:51] 1st lesson: Having a code of ethics and being honorable.
[09:56] 2nd lesson: Being open to opportunities in every situation.
[12:47] 3rd lesson: Not everything goes to plan.
[14:39] 4th lesson: Picking up different styles of learning.
[17:31] 5th lesson: Having an organisational structure.
[18:49] 6th lesson: Every single person had a role in the ship.
[20:13] 7th lesson: Having grit and tenacity.

320: Levelling Up your Leadership with Martin Moore

Tue, 03 Aug 2021 17:30:00 +1100

In this episode of the Savvy Dentist Podcast, I’ve invited Martin Moore to talk about leadership from a very practical point of view. Leadership that achieves outcomes to move our businesses forward. Martin is a leader, speaker, and author of the book No Bullshit Leadership. We talk about so much good stuff that you can implement in your practice like delegating without micromanaging, having the right level of accountability and supervision so you are confident that things are getting done, creating a culture of accountability to make people aware of the results that need to be achieved, creating empowerment within the team and so much more.

In this episode we discuss:

03:28] The definition of leadership.
[06:49] How the fundamental principles of leadership remain constant and stable.
[08:33] Getting the best out of people without sitting on their shoulders.
[11:39] Keeping the momentum and engaging the team.
[13:22] Creating a culture of accountability in your business.
[16:39] Sharing insights around his experience on leadership.
[19:03] The appropriate level of communication so that your message is heard loud and clear.
[21:05] Effective strategies to help develop other people’s leadership skills.
[25:42] Implementing accountability among team members.
[30:10] Emotional journey that a leader needs to go through.
[38:50] What prompted him to write his book, No Bullshit Leadership.
[42:51] The coexistence of results and being virtuous.
[47:53] Rewards and outcomes of going through the journey of becoming a leader and helping others become one.

319: Customer Service Lessons from the Mouse with Dennis Snow

Tue, 27 Jul 2021 17:30:00 +1100

How do we make our patients leave our practice with a great story to tell about us? Stories that get us more patients through word-of-mouth referrals, better reviews, and overall patient satisfaction and retention. In this episode of the Savvy Dentist Podcast, I’ve invited Dennis Snow who has had 20 years working on customer experience with the Disney Corporation. He is currently a full-time speaker, trainer, consultant, and is also the author of two books entitled Lessons from the Mouse and Unleashing Excellence. Our interesting conversation revolves around his journey, the lessons he has learned, and lessons from Disney that you can directly apply to your own dental practice.

In this episode we discuss:

[03:25] Thoughts, lessons and insights that came with his diagnosis.

[07:15] The role of kindness in the modern world.

[10:20] Reason behind business struggle with customer service experience.

[12:35] Insights around creating culture around service while dealing with different things.

[15:18] Opportunities for business owners to embrace service as part of their culture.

[18:50] How Disney maintained personal touch despite being a high-tech organization.

[21:15] Taking Disney’s concepts on their onboarding process and applying it to small businesses.

[25:35] Role of appreciation of team members as it relates to pride and customer service.

[30:23] How to recover when things aren’t as good as it should be.

[36:17] The difference between loyalty and retention.

[37:34] Things Dennis most admires about Disney.

[41:11] Dennis tells us about his books Lessons from the Mouse and Unleashing Excellence.

318: Get More Patients with your Marketing

Tue, 20 Jul 2021 17:30:00 +1100

All of us want to bring in new clients and nurture current ones so that we can have a thriving and successful business. We can only do this if we have a good marketing strategy in place. But let’s admit that most dental practices don’t know how to market themselves. In this episode, the Founder of Dental Marketing Solutions, Angus Pryor joins us to talk about his expertise. We discuss tons of practical and implementable tips such as how to market your practice; attract new patients; and market online, offline, and everything in between.

In this episode we discuss:

[01:49] Angus gives us a quick overview of his career background.

[07:19] What his role in government has allowed him to be a better business person.

[09:51] Things dentists need to understand about marketing.

[14:28] Understanding what a marketing funnel is.

[17:28] Integration of online and offline marketing.

[26:46] The most fun ads Angus has done.

[28:15] The Marketing Gospel according to Angus.

317: Ali Cudby on Perfecting your Patient Journey

Tue, 13 Jul 2021 17:30:00 +1100

Turning customers into long-term and loyal patients are the keys to sustainable growth in your practice. We all know that customer experience plays a crucial role in keeping your customers. In this episode, Ali Cudby, author of the #1 bestselling book, Keep Your Customers, joins us to talk about all things customer retention and growth. Ali runs Alignmint Growth Strategies and is a professor of entrepreneurship at Purdue University. From engineering customer experience, systemising and humanising it, the value of understanding patient retention and how it impacts growth and patient experience, Ali is the expert to ask. I tell you, if you apply what you learn here to your practice, it’s going to skyrocket your growth and give you a sustainable business.

In this episode we discuss:

[03:36] Getting to know Ali.

[04:47] What led her to work around customer retention.

[07:12] Why every industry thinks having more customers will get them more sales.

[09:32] Reasons why people reject customer retention.

[11:20] Customer connection and retention in the environment of dentistry.

[15:38] The boundary between systemisation and humanisation of the retention process experience.

[17:28] Looking at touchpoints before, during and after a client’s visit.

[20:27] Things to think about when designing touch points in your business.

[23:34] Advice for practice owners to help them and their team stick to systems.

[30:47] Results you can expect when you execute a retention strategy well.

[34:30] Her thoughts on lifetime customer value versus a 3- or 5-year value.

[36:05] Mapping out the lifetime value of your clients.

[38:58] Retention versus attracting new business.

[46:14] Key takeaways from Ali.

316: Connected Leadership in a Changing World with Mike Cameron

Tue, 06 Jul 2021 17:30:00 +1100

For a business to grow, its leaders must first grow. But today, we are going to talk about leadership of a particular kind. So I’ve invited Mike Cameron, author of Becoming A Better Man, to talk about his thoughts, insights and experiences on the topic of leadership. Mike is an expert on leading from the heart. And this is exactly what we need – empathetic leadership – if we want our team members to show up committed and engaged. It was an interesting conversation and we covered so much including navigating through the messiness of day-to-day life, applying principles, coping, expectation shifting, and a lot more.

In this episode we discuss:

[06:53] The lessons he has learned through running marathons.

[10:51] Mike tells us about his experience working with his uncle and what he learned about himself, the world and other people.

[14:58] What his parents noticed in him after his experience in Australia.

[16:07] Being an effective leader in leadership in messy circumstances.

[22:40] Understanding, fostering, and recognising the emotional engagement of your team better.

[28:22] Authentically creating genuine connection and engagement.

[34:07] Practices, thoughts and notions on being deliberate about slowing down.

[37:47] Mike talks about a common trait seen in men when things are not going well.

[40:40] How Leadership for men is changing through the times.

[43:45] Things to consider for men to find their path when role models and stereotypes are outdated.

[48:23] Tips for creating our own code of doing things rather than following the steps of others that may or may not work for us.

315: Does Your Practice Meet the Standard?

Tue, 29 Jun 2021 17:30:00 +1100

What are ISO standards and why do you need it in your business? Some people don’t know the concept of international standards or ISO and this is what my guest, Mel Blackmore, is going to talk about today. Mel is an absolute expert at ISO standards and she is going to show us how and why these standards are relevant to small and medium enterprises to capture the best thinking and implement best practices.

In this episode we discuss:

02:43] The story of how Mel found her way into this kind of work.

[05:47] The relevance of ISO standards from the SME point of view.

[08:40] How to decide which standards are relevant for a particular business.

[12:23] Things to consider around information management particularly for dentists.

[16:27] Using standards for risk management.

[18:44] Thoughts around making sure the standards are followed.

[22:53] Why some organisations don’t use standards.

[24:11] The future of using standards in organisations.

[25:45] Benefits of using standards in a practice.

[29:00] Key takeaways from Mel.

314: Enjoy the Ride with Steve Gilliland

Mon, 21 Jun 2021 17:30:00 +1100

In this episode, we talk about leadership, growth, productivity, kindness and just good vibes with Steve Gilliland. Steve is a member of the Speaker Hall of Fame and is one of the most in-demand and top-rated speakers in the world. He is also an accomplished author of 6 books: Detour, Enjoy The Ride, Hide Your Goat, Making a Difference, The Cherry on Top and Turn the Page which perennially make the publisher’s bestseller list and his being named Author of the Year.

In this episode we discuss:

[00:51] Steve tells us about his childhood and background.

[05:47] What Steve enjoys about sports.

[07:47] Things that help with having a productive mindset.

[11:20] Why you need to start growing yourself before growing others.

[12:50] The journey he went through as he wrote his books.

[17:58] Leadership in the context of uncertainty.

[22:48] How you can change the story.

[31:58] Skills and thought processes that helped him identify opportunities.

[41:57] Where kindness fits in our day-to-day life.

313: Emotional Intelligence for Practice Owners with Christopher Connors

Tue, 15 Jun 2021 17:30:00 +1100

Emotional intelligence is a phrase we commonly use but do we really understand it enough to apply and get the most out of it on ourselves and others? In this episode, best-selling author Christopher Connors joins us to talk about practical and thoughtful stuff that can lead to becoming emotionally intelligent. He wrote the books Emotional Intelligence for the Modern Leader and The Value of You. We discuss what emotional intelligence is and if it can be learned; skills that leaders need to master to have thriving teams and great relationships with our family, clients and team; practices to engage yourself in self-awareness and self-regulation; and a lot more in between.

In this episode we discuss:

[04:32] The message he wanted to share to the world through his books.

[06:41] The definition of emotional intelligence and EQ.

[09:36] Things to look out for in human to human interactions

[13:23] How to become a better listener.

[16:44] Balancing EQ and decision making.

[19:33] Things that surprise him most about EQ and emotional intelligence.

[24:25] What Sara Blakely of Spanx manifests so well to succeed.

[31:06] Recognizing self-management especially in our responses.

[35:04] Removing yourself from situations from time to time.

[39:15] What led Chris to this line of work.

[44:44] Key thoughts from Chris.

312: It starts with you with Sally Foley-Lewis

Tue, 08 Jun 2021 17:30:00 +1100

Developing and growing your leadership capabilities is such an important topic we need to discuss. Today, we are looking at it through the lens of running a dental practice with leadership expert Sally Foley-Lewis. Sally is a global professional speaker, author, CEO, and coach. We are going to share how leadership starts with you, how to understand self-leadership, grow your team, develop other leaders, and give you tools and tactics to become more effective and productive in your role.

In this episode we discuss:

[02:56] The impetus that led her to think about working on leadership and productivity.

[06:23] How workplace loneliness is a common thing.

[08:32] The struggle to delegate things to team members.

[12:24] Handling delegations in your business.

[14:59] Secrets you need to know to learn how to delegate.

[18:49] Falling into the busy trap.

[21:17] Tips on growing your business.

[23:57] The importance of self-leadership and why it comes before leading others.

[27:36] Creating the space for our team to give us reflective feedback.

[31:50] Outcomes of incremental changes she sees in the coaching she does.

[34:35] Basics for setting and maintaining reasonable boundaries.

[39:00] Practising productivity when you have freed up your time.

[46:27] The correlation between productivity and the amount of holidays people take.

[49:15] Observations on leadership through the COVID pandemic.

[54:10] Essential elements of building a leadership team.

[59:09] Key takeaways from Sally.

311: Do You Have a Toxic Workplace?

Tue, 01 Jun 2021 17:30:00 +1100

One necessary topic that we need to discuss today is on toxic workplaces. My guest, Peter Economy, is the leadership guy at Inc.com, a Wall Street Journal best-selling ghostwriter, and author of more than 120 books which have sold more than 3 million copies worldwide. 2 of the books he wrote on the topic includes What, I’m working with who? and Wait, I’m the boss! We talk about toxicity, how to identify it, who’s exhibiting behaviours like these and what we need to do as leaders of the business. He also shares leadership qualities that can contribute to growth.

In this episode we discuss:

[02:49] The impetus for writing his book What, I’m working with who?

[04:47] How to identify a toxic workplace.

[05:57] Effects of toxicity in the workplace.

[09:12] Examining yourself as a leader to identify whether you are contributing to the toxicity.

[11:51] Relationship between toxicity and culture.

[14:18] Can jerks become A-players?

[16:53] Initiating conversation with toxic team members.

[20:42] Leadership qualities that contribute to growth.

[23:42] Developing resilience as a person.

[25:03] Things that have surprised Peter over the years about leadership.

[26:55] Best characteristics of great leaders.

[30:04] An example of a leader who is a role model.

[34:27] Pearls of wisdom according to Peter.

310: Building a Valuable Practice

Tue, 25 May 2021 17:30:00 +1100

In this episode we discuss:

[02:53] How Jesse applied the lessons from Built to Sell in the dental industry.

[04:13] The reason why some businesses never get sold.

[06:45] Key drivers of enterprise value within service-based industries.

[10:58] Knowing the right time for exiting a business.

[16:05] Selling businesses because of exhaustion and burnout.

[19:44] Planning for exiting businesses, handling transitions, and selling regrets.

[27:05] How to ameliorate concerns on privacy and how to create a competitive bidding process.

[31:05] Key things you should look for in the negotiation process.

[33:56] Finding a reasonable price for your business.

[37:56] Negotiating or ameliorating earn out.

[41:31] Pearls of wisdom for the art of selling your business.

309: The 12 Week Year

Tue, 18 May 2021 17:30:00 +1100

Get more done in 12 weeks than others do in 12 months. This is what Brian Moran will share with us on the podcast today. Brian is the CEO and Founder of The Execution Company and is the leading authority on leadership, execution and productivity. He co-authored the New York Times Best Seller book called The 12 Week Year. We tackle the issues he wants to address in the book, getting started with the book and all the good stuff in between.

In this episode we discuss:

[01:31] The underlying issue he was seeking to address in the book.

[03:36] Redefinition of the year and why he used 12 weeks.

[06:24] The meaning of periodisation

[08:35] The value of rest and recovery in this cyclic approach.

[10:29] Reasonable amount of work you should take in.

[12:41] Filtering process for choosing the work you what to take on.

[16:35] 2 Types of activities in the 12-week plan.

[20:07] How practice and team plans work and merging it with your personal 12-week plan.

[23:13] The pattern in the 12 weeks.

[24:57] Most interesting things he has seen in the 12-week year.

[29:01] Getting started with the 12-week year.

308: Dr Anikó Ball on Wellbeing and Career Longevity

Tue, 11 May 2021 17:30:00 +1100

As dental business owners we need to take care of our patients as well as our team that we often neglect to take care of ourselves. In this episode, I’ve invited Dr. Anikó Ball to talk about looking after ourselves in the physical and emotional perspective. She is well-known for the work that she does in helping dentists achieve perfect posture from a working perspective and making sure that they take care of their physical and spiritual wellbeing. Our conversation was so interesting and I reckon you will learn so much in this episode to increase the longevity of your career and help take care of yourself so you can take care of those around you as well.

In this episode we discuss:

[04:05] The origin of stress in the field of dentistry.

[07:46] Stress levels of dentists among various professions.

[09:19] Signs of stress and red flags we need to pay attention to.

[13:09] Being trained as dentists to find fault and carrying it in our personal lives.

[16:15] Adopting and being at peace with being good enough.

[19:32] The impact of self-care on team leadership, maintaining good standards and being compassionate.

[24:14] Addressing performance issues of team members with love and kindness.

[29:25] Understanding clinical hypnosis and what it does.

[33:41] What led her to learn self-hypnosis.

[36:21] Dr. Anikó shares about processing trauma.

[40:02] Physical elements of dentistry and how it affects dentists.

[43:55] How the changes in science, materials and techniques is impacting the problem of muscular-skeletal issues of dentists.

[45:20] Common mistakes people make when setting themselves up for work.

[49:05] Setting up your space for surgery that allows for a good working environment.

[51:22] Tips for keeping our body in the best working order through physical self care.

[54:35] Practicing physical self-care and mental wellbeing to increase the longevity of your career.

307: Maximum Productivity, Minimum Stress with David Allen

Tue, 04 May 2021 17:30:00 +1100

It’s possible to become more productive with less stress. Get things done with David Allen, the world’s leading thinker when it comes to productivity, on this episode of the Savvy Dentist Podcast. David has been working for 35 years as a management consultant and executive coach and has earned worldwide recognition in that field. His bestselling book, the groundbreaking “Getting Things Done: The Art of Stress-Free Productivity”, has sold millions and been published in thirty languages; and the “GTD” methodology it describes has become a global phenomenon, being taught by training companies in more than ninety countries. You’ll pick up tons of practical and actionable information in our interesting conversation. We talk about the why’s and how’s of getting things done (productivity), its process, why some people struggle with it, and so much more.

In this episode we discuss:

[03:22] The ambient level of stress in our world today.

[05:37] The struggle of engaging with our world in a way that is supportive of what we’re trying to achieve.

[07:44] Learning how to manage commitments in our life.

[11:38] Deciding where to best use your resources.

[13:10] THe subconscious methodology of decision making.

[17:37] Expounding on next actions and outcome thinking.

[20:00] Discussing the 5 why’s, 5 steps to apply order to chaos and 6 horizons that drive us.

[25:56] People’s addiction to busyness.

[27:00] The reason behind our struggle to stop doing the “busy” stuff.

[28:16] Exploring creativity and how you can achieve it.

[31:21] David’s thoughts on the concept of slowing down to speed up

[3537] The importance of reflective moments in your life.

[3830] The process of recording and capturing your plans and thoughts.

[44:01] 3 practices that can help you gain more control of your life.

306: Culture is Everything

Tue, 27 Apr 2021 17:30:00 +1100

Culture plays a major role in having a high-performance, self managing team to help you grow and scale your business. In this episode I’ve invited an expert on this topic, Tristan White, who is the author of the book Culture is Everything. His book is based on life experiences and academic theory of his own business Physio Co where he is the founder and CEO. Learn how he made his business rank as one of Australia’s best places to work for 11 consecutive years in this conversation. He shares how we can create a culture by design, how we can have an empathy and accountability continuum and so much more. If you want to lead and build your team more effectively, we have wonderful tips for you in this episode.

In this episode we discuss

[02:57] The big role of culture in winning his business awards.

[05:18] His rationale behind working in the aged care sector.

[07:52] Challenges of growing a business in an ugly-duckling sector.

[10:09] The growth of his business.

[11:50] Tristan’s definition of workplace culture.

[13:42] Creating culture with intention.

[16:13] Steps for creating a thriving culture.

[21:11] How big companies can maintain culture under the pressure of growth.

[23:59] The problem of dealing with team members who are not a culture fit.

[30:58] Not being a character fit doesn’t equal to being a bad person.

[33:50] Finding the right balance from choosing between being empathetic and accountable.

[36:42] How we can get better as leaders.

[38:58] The challenge of having the team commit to the culture.

305: Infection Control Essentials with Sue Sandles

Tue, 20 Apr 2021 17:30:00 +1100

Compliance around infection control is such an important topic for dentists and practice owners. In this episode, we have Sue Sandles of Practice Base Solutions, who has a deep history in the profession. Sue’s expertise and passion lies in helping teams become the very best they can be in the space of infection control. We talk about common mistakes, new requirements, and standards around infection control. We also dive into specifics in particular disciplines in dentistry and practical tips that can be implemented in your practice today.

In this episode we discuss:

[03:45] Sue shares her experience during COVID.

[09:38] The protocols and precautions during COVID that might become permanent.

[11:52] New guidelines and standards that will be published or have just been published that we need to be aware of.

[15:27] Most common things that are overlooked even by well-intentioned practice owners

[18:05] Things that make people become unstuck.

[19:47] Reasonable turnaround times in rooms.

[21:04] Infection control protocols in endodontics.

[23:09] Sue’s thoughts around fee setting.

[27:53] Things that have surprised Sue around surgical infection control.

[34:19] Sue’s suggestions for best practices in infection control.

304: The Thriving Mind with Dr Jenny Brockis

Tue, 13 Apr 2021 17:30:00 +1100

In this episode we discuss:

[03:58] Jenny’s impetus for writing her book Thriving Mind.

[06:45] Attributes of people that makes them more susceptible to burnout.

[11:15] Reconnecting and re-discovering things that make you happy.

[16:27] What is brain health and how do you cultivate it.

[19:20] The importance of rest, sleep and other factors to brain health.

[22:34] Why you need to look for the root cause of your issues.

[28:26] Setting and keeping boundaries.

[31:58] Jenny shares her thoughts around resisting other people’s obligations.

[34:38] Dealing with and reducing stress and anxiety.

[41:02] The default setting of our brains.

[44:26] Practicing habit stacking to achieve success.

[47:51] Practicing self-care to restore and replenish.

[50:28] A quick synopsis of Jenny’s Mental Well-being course.

303: Developing a Millionaire Mindset

Tue, 06 Apr 2021 17:30:00 +1100

How do you change your mindset and habits around money to create wealth and get out of the rat race? In this episode, I’ve invited Michael Yardney - mentor, thought leader, property expert, and Australia’s leading expert in the psychology of success and wealth creation. He is also a #1 best selling author of 9 books and host of his own podcast called Michael Yardney. We talk about habits and mindsets of the wealthy, the difference between the rich and the poor, the importance of investing in yourself, common mistakes that make people trip, risk mitigation and so much more.

In this episode we discuss:

[01:06] Michael shares his backstory.

[04:14] Why people are not able to get out of the rat race.

[06:33] The difference between rich and poor.

[10:14] Working on practicing good habits that compound over time.

[12:07] The importance of Investing in yourself to learn about money.

[15:30] What is true wealth?

[16:30] The habits tied in with the rich and poor.

[17:52] Common mistakes that trip people up.

[22:54] Risk mitigation in purchasing properties.

[26:45] Mindset around mistakes and recovering from it.

[32:40] Discussing the changing dynamics on perspectives and the things you value over time.

302: How Spies Think

Tue, 30 Mar 2021 17:30:00 +1100

It is possible to effectively make decisions even if you have incomplete or contradictory advice. This is what Sir David Omand GCB and I talk about in this episode. David became the Head of the British GCHQ which is responsible for gathering communication intelligence and advising the government on various matters. He is also the author of the book How Spies Think: 10 Lessons in Intelligence.

In this episode we discuss:

[02:04] Recounting his experience working in the ministry of defence.

[09:03] What stops people from acting on something they know.

[11:28] An overview of the seize model to help you make better decisions.

[14:57] How to know the right place to look for what you need.

[26:26] Drawing the line between preparedness becomes paranoia.

[30:19] Business examples of having systems in place for managing risk.

[35:05] The difference of misinformation and disinformation.

[39:26] Challenging information and doing it that it’s received well.

[42:42] Taking intuition in reasoning and keeping faculties sharp when dealing with high stakes decisions.

301: Bezos' Lessons for Growing a Business

Tue, 23 Mar 2021 17:30:00 +1100

What strategies did Jeff Bezos use to scale Amazon to where it is today? Jeff has shared all his strategies, executions, and lessons willingly in letters to his shareholders and, my guest today, Steve Anderson, took those letters and decoded it. Steve decoded 4 growth cycles of a business (testing, building, accelerating, and scaling) as well as 14 principles that underpin them. In this episode, we talk about growth, risk, decision making, and betting on big ideas so that you can come out on top and create a business that is truly remarkable. If you are looking to grow and scale your business, you need to tune into this.

In this episode we discuss:

[02:28] How Steve found his way into insurance and then entrepreneurship.

[07:56] What separates Bezos from the rest.

[10:01] How Bezos’ experience impacted and shaped his direction with Amazon.

[13:15] Remaining committed to your vision.

[15:03] Overview on the 4 Growth Cycles.

[20:27] Making good decisions with incomplete information and managing the risks around it.

[27:35] Enhancing customer experience.

[29:22] What betting on big ideas means in Amazon’s experience.

[32:17] How can small businesses create an ecosystem to grow their group.

[36:01] Understand your Flywheel principle.

[39:13] Amazon’s near-death experiences.

[42:46] Common traits among entrepreneurs like Bezos and Elon Musk and where their sense of confidence comes from.

300: The Fastest Way to Practice Success

Tue, 16 Mar 2021 17:30:00 +1100

It’s so nostalgic that I’m now looking back and reflecting on 300 conversations we’ve had over the last 5 years in the Savvy Dentist Podcast. We began this journey in 2016 and it’s really interesting to look at what has happened and what we’ve learned along the way. So today, I’m going to share the top 10 lessons I’ve gained from speaking to wonderful people with brilliant minds on the podcast.

In this episode we discuss:

[01:28] My heartfelt thanks to special people who have been part of this podcast.

[03:01] Explaining the purpose of this episode.

[06:20] 1st Lesson: Bouncing back from adversity.

[10:16] 2nd Lesson: Playing to win.

[12:11] 3rd Lesson: Go slow to grow fast.

[15:37] 4th Lesson: The business never outgrows the leaders.

[19:00] 5th Lesson: Look outside of dentistry.

[20:43] 6th Lesson: Success is personal.

[24:08] 7th Lesson: Sail the wind you’ve got.

[25:41] 8th Lesson: The ability to adapt to change.

[28:51] 9th Lesson: Be a training institution.

[32:11] 10th Lesson: Build assets.

299: From refugee to Celebrity Dentist with Dr Rhonda Kalasho

Tue, 09 Mar 2021 17:30:00 +1100

Nothing spells complete and utter drive and determination more than Rhonda Kalasho. Rhonda is a celebrity dentist based in Hollywood. She moved from Baghdad, under very difficult circumstances as a child. Rhonda and I talk about her biggest life transition moving to the United States, building her business, and how she made it thrive. It’s a story full of inspiration, success, courage and belief in the fact that you can do it. Join us to get easy tips you can implement in your practice today so you can be successful too.

In this episode we discuss:

[02:50] Rhonda’s inspiring backstory on immigrating to and growing in the United States.

[10:01] The most important lesson she learned from her past.

[16:32] Establishing her practice and setting it apart from the rest.

[21:18] Sharing her vision and how she runs her business.

[27:00] Her influences for creating and running the practice.

[32:23] The mistakes she made and the steps she made to correct it.

[35:35] The technology present in their practice.

[41:38] Her grand plans for the future of her business.

298: Make Your Meetings Count

Tue, 02 Mar 2021 17:30:00 +1100

Have you ever attended a meeting and didn’t know what it was about or why you’re even attending it? Well, my guest today, Mamie Kanfer Stewart is going to share so much pearls of wisdom on having meetings that actually work. Yes, meetings can be worthwhile, effective and outcome focused. If you want this for your business or for your team, I assure you you’re going to get some tactical and practical tips that you’ll be able to apply from the get go.

In this episode we discuss:

[02:35] How she found her way into building her career around meetings.

[04:35] Why meetings have become excruciating.

[06:08] Outcomes of a good meeting and how it leads to a successful business.

[07:44] Common mistakes made in conducting business meetings.

[13:05] Filtering process to pick projects.

[14:40] Top reasons for having meetings.

[16:27] Mamie tells us a story of her client’s Aha! moment in running meetings.

[18:30] Tips for having effective meetings.

[21:55] How to encourage people who don’t want to speak and participate in meetings.

[25:15] The role of the facilitator - what we might look at or think about.

[29:34] The concept of virtual meetings and its effectiveness.

297: How to Use Magnetic Stories to Grow Your Practice

Tue, 23 Feb 2021 17:30:00 +1100

Stories that connect with and touch your audience are the ones that are most remembered. This is why brand storytelling should be a part of any business. Gabrielle Dolan, speaker and author of Magnetic Stories (and five other books!), joins us on the podcast today to share more about storytelling. She takes us back to the basics of understanding what a brand and story are and then indulges us in a deeper understanding of the stories we can share, how we can share it, and the process of implementing it in our business. If you want to start or improve your business’ brand storytelling, this is one episode you’ll want to listen to.

In this episode we discuss:

[03:14] The impetus behind writing her book, Magnetic Stories.

[05:02] Understanding what brand storytelling is.

[06:20] What is a brand?

[08:15] Remembering the great brand story of Barbie.

[13:27] The elements of a story.

[15:25] Five types of stories you can tell.

[18:52] Knowing where you need to share your brand stories.

[24:58] Creating and sharing genuine and authentic stories.

[26:12] The process of implementing storytelling into your business.

[29:21] Learning how to collect your stories.

[37:29] Advice from Gabrielle around brand storytelling.

296: Avoiding the Advice Trap

Tue, 16 Feb 2021 17:30:00 +1100

Create teams that are self-sufficient, autonomous and who perform at their highest level with Michael Bungay Stanier’s advice and tips. Michael is best known for his books The Coaching Habit and The Advice Trap which focuses on what it takes to tame your Advice Monster. He also founded Box of Crayons, a business that helps organizations move from advice-driven to curiosity-led. There are a lot of pearls of wisdom in our conversation as Michael talks about the elements of leadership and making yourself a more effective team leader. So if you want to up your game in leading your team, this episode is for you.

In this episode we discuss:

[04:11] Michael talks about his book The Coaching Habit.

[05:24] His impetus for writing his books.

[06:40] 3 roles you go through as you grow in business.

[12:00] Talking through the quote “Curiosity is insubordination in its purest form.”

[14:22] How curiosity fits into leadership and how it fits in traditional leadership.

[19:24] Pushing authority to the level it best fits in your practice.

[22:07] Unwinding your habits.

[30:46] Empowering people in your team.

[36:17] Things he has learned from going to Oxford.

295: Playing to Win

Thu, 11 Feb 2021 17:30:00 +1100

There are many parallels to be found between sporting and business ownership. In this week's Bite-Size episode, we reflect on the lessons of a sporting legend and how they have remained relevant through years of practice ownership and leading a team. From the discipline of training, to resilience, to making decisions under pressure - let's take a look at the life, sporting, and business lessons that have stood the test of time.

294: Business Lessons from Sporting Legends with Craig Johns

Tue, 09 Feb 2021 17:39:00 +1100

Learn the steps you need to take to become an elite performer in your field. Craig Johns, a high performance leadership expert, coach and speaker shares his expertise on this subject today. Craig has been involved in the sporting industry for many years and is able to see potential and help people fulfil their potential. Today, Craig unpacks the steps that are relevant and applicable for you in your dental practice to help you achieve extraordinary results.

In this episode we discuss:

[02:16] The story of how Craig came into the sporting industry.

[08:34] Observations around the gap between excellent and elite.

[11:29] Focusing on your own race and goals and improving those instead of other peoples’ races.

[14:15] Explaining the gap between excellent and elite.

[16:30] How to manage performing under pressure.

[19:22] Definition of success and the role it plays in performance.

[21:43] Creating flow of elite performance at a team level.

[25:12] Enduring success rather than fleeting success.

[28:11] The biggest difference between sport and business.

[31:49] Craig’s advice for achieving long term success.

[40:00] Thoughts on how a sabbatical can be achieved for business owners.

293: How to Be a Good Boss

Thu, 04 Feb 2021 17:30:00 +1100

Having a great team in place can make all the difference in your practice - and it's equally as important to be a good boss in order to empower your team as best as possible.

Being a good boss is about creating a team of culturally aligned high-performers, building people up as skilled employees, and having such confidence in your team's ability that you have the option to step back from the business.

This Bite-Size episode is full of advice, ideas, and guidance on how to be a better boss and allow your team to step up.

292: Creating a Self Managing Company

Tue, 02 Feb 2021 17:30:00 +1100

Do you want a company and a team that self-manages? My guest today is someone who is intimately familiar with that. Shannon Waller is an Entrepreneurial Team Strategist and a Director at Strategic Coach. They help entrepreneurs create freedom in life. We touch on so many interesting things in this conversation including building a self-managing team and company, practical steps you need to take, hiring the right people for the right roles, the mindset you need to have and so much more. Shannon’s insights and knowledge will definitely give you clarity and focus to take your practice to the next level, create a self-managing company, and have the freedom you want as a business owner.

In this episode we discuss:

[03:01] Shannon shares her story of becoming an Entrepreneurial Team Strategist.

[05:48] Understanding the concept of a self-managing company.

[10:13] The mindset you need to take and practical steps you can implement if you are not experienced in having freedom in your life.

[14:11] Having clarity in wanting what you want.

[20:40] The look and feeling of being in your unique ability and creating a team that’s operating in that space.

[26:24] Expounding on the concept of “enough”

[29:00] Having a unique ability and self-managing team.

[32:50] How to build a self-managing team around you.

[38:32] What happens when business owners experience freedom of time.

291: The Assets You Need to Protect in Your Practice

Thu, 28 Jan 2021 17:30:00 +1100

Did you know that almost every problem in your practice can be traced back to a deficiency or mismanagement of your assets? Whether it's time, cash flow, intellectual property and key person risk, or even equipment - it all comes down to your ability to build, distribute, and protect assets effectively.

290: Rebroadcast: Lessons from Dentistry’s Most Successful Entrepreneur

Tue, 26 Jan 2021 17:30:00 +1100

This week I have chosen to rebroadcast my interview with industry high achiever, Dr David Penn. As we venture into 2021 dentists will be presented with some amazing opportunities. David's ability to recognise the possibility and build success on it makes his podcast even more relevant today as when I first interviewed him. It will provide us the drive to broaden our view of what is achievable.

In this episode we discuss:

[02:03] Diving into practice ownership straight out of graduation.

[06:34] The things that set him up in his first foray into private practice.

[12:02] His dream of having a large enterprise and his ability to spot gaps in the market.

[16:34] Dentistry as a people business.

[18:48] The early days of Southern Cross Dental.

[23:43] Penetrating the Australian market.

[29:35] The time frame from starting to becoming a full-fledged business.

[36:04] Working through 16 years to build his practice.

[40:03] Managing and getting through rapid growth.

[47:15] His experience on DMF numbers from when he started versus today.

[52:50] Advice for younger dentists to ensure longevity in their career.

[57:20] His thoughts on the future of dentistry especially on price-sensitivity.

[01:04:28] His wife’s advice for dentists.

[01:07:11] Things he loves about Eastern Suburbs Football Club.

[01:11:26] David’s advice for young dentists.

289: Creating a Patient Experience - Preparation, Arrival, and Welcome

Thu, 21 Jan 2021 17:30:00 +1100

We all know how powerful first impressions can be - and that rings especially true when it comes to creating an incredible patient experience.

From the moment the patient picks up the phone to enquire, they begin to form a relationship with the practice for better or for worse. It's our duty to ensure that every step of the journey, from the moment they book an appointment through to when they see the dentist, they feel a sense of loyalty and connection to the practice.

288: Practice Success Series Part 3

Tue, 19 Jan 2021 17:30:00 +1100

This is part 3 of our Practice Success Series which is aimed to help you set up 2021 to be your best year ever. In this episode, we discuss how we manage setbacks and failures. Generally, dentists are bright but what I’ve most noticed is that they are also perfectionists. Often tough on themselves, setbacks and failures are not part of their experience. So when they do occur they have a tougher time dealing with it. This is what we’re going to address today.

In this episode we discuss:

[03:38] Setbacks and failures are normal.

[05:03] It’s okay to feel disappointment.

[05:36] Follow the 3 A’s Model.

[06:44] Knowing how to manage your blind spots.

[07:45] Don’t get caught up in the emotional stories we tell ourselves.

[08:47] Learn from the lessons of the setbacks and failures.

[10:40] Understanding that setbacks and failures are a part of life.

288: Practice Success Series Part 2

Thu, 14 Jan 2021 17:30:00 +1100

We’re picking up our Practice Success Series today. The second part of the series we’ll discuss who you need to be in order to achieve your goals. This is based on a model called the be, do and have model focusing specifically who we need to be. Before we can achieve the things we want we have to do certain things and be the kind of person who does those things. That’s what we’re talking about today.

If you havent done the exercises in part 1, I suggest you go back to that episode, listen to it and do those first before proceeding to part 2 of the series.

[03:24] Using Leadership as a framework.

[04:31] Understanding the Leadership PLEJ.

[05:08] The characteristics of personal leadership.

[09:58] Leading the way by having clarity, goals, and focus.

[12:09] Empowering other people as a leader.

[15:39] Managing your journey and implementing it.

286: Practice Success Series Part 1

Tue, 12 Jan 2021 17:30:00 +1100

We all know that 2020 was a year for the history books. That’s why we’re starting our 3-Part Practice Success Series today to help you move forward in the coming year. This series aims to help you get what you want from 2021 by setting a clear vision for the next 12 months. We’re going to identify where you want to be and what you want to achieve and accomplish.

[01:52] All progress begins with telling the truth.

[02:10] Get clear about where you want to be and what you want to achieve.

[03:01] Capitalizing on opportunities.

[03:30] An exercise you need to do on thinking and doing the work.

[09:52] Set aside time for more meaningful projects that make a difference.

[10:53] Identifying practice success that you want in the next 12 months.

[11:44] Success is personal and different for everybody.

[12:08] What we’re going to talk about in Part 2 and Part 3 of the Practice Success Series.

285: The Art of the Fireside Chat

Thu, 07 Jan 2021 17:30:00 +1100

Any dentist that's struggled with case acceptance and completion - you're going to want to listen to this.

The patient-clinician relationship is important, and there needs to be a level of trust and support there so that the patient seriously considers your recommendations. A huge part of that comes down to knowing your patient, and how to talk to them. A Fireside Chat is a powerful tool for building rapport and connection with your patients, but also for understanding their goals and desires when it comes to dental care. Find out more about how to structure your Fireside Chat in this episode.

284: Successful Property Investing

Tue, 05 Jan 2021 17:30:00 +1100

Wealth creation is a topic that is near and dear to many people’s hearts. This is why I’ve invited Sally Roche of the Mindset Moneybox to discuss wealth creation through properties. We exchanged interesting tips, strategies and ideas on mindset and investing. Sally excels in creating strategies that are the right fit for individuals rather than giving them generic ones. There are tons of practical learnings in this episode that you’ll definitely be able to apply in your wealth creation plans this year and for the years to come.

In this episode we discuss

[03:56] The story of how she started creating wealth and teaching it.

[05:38] How you can have a healthy relationship with money.

[07:50] Changing your values and beliefs on money while growing up.

[09:30] Investing strategies and mindsets for different people.

[11:22] Reason behind why people’s lifestyles expands to their income.

[12:58] Estimating the amount of money you need to put aside.

[14:18] Looking at capital growth and cash flow strategies for retirement.

[15:59] Overview of the categories of income strategies.

[18:13] Buy hold and rent strategy the likelihood of buying a property and seeing cash flow

[20:17] factors you should look into in choosing an area

[21:31] Other cash flow strategies you can look at

[22:21] Best strategies for growing capital.

[24:55] Finding land for land banking.

[27:31] The art and science of crafting a portfolio of deals.

[29:45] Elements of managing a portfolio.

[32:14] Commercial property feeding into the mix of your portfolio.

[33:36] Sally’s thoughts around office space rentals.

[36:52] Mistakes people make when they’re going about their wealth.

[38:15] Sally talks about her course.

[40:27] Best tips from Sally.

282: REPUBLISH: Scaling Series - Go Slow to Grow Fast

Tue, 29 Dec 2020 17:30:00 +1100

In this of the Savvy Dentist Podcast, I am thrilled to bring to you Brent Tilson, author, entrepreneur, industry leader and civic advocate to talk more about his interesting and note-worthy book called Go Slow to Grow Fast, which has won book of the year. I highly recommend that you get a copy of this because it is an absolutely fantastic read.

In his book, he brings to life the classic challenge that all business leaders face - the conflict of growth and business capability. To Go Slow is the ultimate goal in order to understand the current capability of the business. Following this, the business needs to prepare for the future by undergoing changes, adjustments and improvements to Grow Fast.

In this episode we discuss:

[01:55] Problems Brent has observed in the marketplace that prompted him to write his book.

[05:10] Identifying if you are in the Driving Zone or Drama Zone through the things you are experiencing.

[07:27] Common things that go wrong when you are in the Drama Zone.

[11:03] Steps to moving into the Driving Zone from the Drama Zone.

[14:06] The difference between growth and scale.

[16:22] The problem with growing so fast.

[18:47] How to go slow with your business.

[25:45] The impact of employee turnover in the organization and how it can be eliminated.

[29:33] Dentist’s issues around accounting in business.

[32:32] Thoughts and advice on how to Go Slow to Grow Fast.

281: Lessons I've Learned

Tue, 22 Dec 2020 17:30:00 +1100

What a year 2020 has been. This year was a roller coaster ride that has tested a lot of people financially, emotionally, and physically. In this episode, we reflect on the year that has been and see which bits have been good and not so good so that we can take the best of 2020 into the year 2021. Events that happened this year have forced us to rethink, examine and ponder and question things in ways that we haven’t done before. This is my take and perspective on 2020 and the lessons I’ve learned along the way.

In this episode we discuss

[03:05] Appreciating the value of human kindness more.

[05:05] Getting through the emotional roller coaster by having people as sounding boards.

[07:58] Things are as good or bad as newspapers say they are.

[09:45] Building a rainy day bank account.

[12:42] Practicing and learning forgiveness.

[14:37] Mistakes are inevitable - be kind to yourself and other people.

[15:33] Prepare ahead of time.

[17:12] All progress begins with telling the truth.

[18:20] Positively influence people so we leave them feeling better from our interaction with us.

280: The ABC's of Trust and Loyalty

Thu, 17 Dec 2020 17:30:00 +1100

When it comes to building and maintaining patient relationships, there are a few "do's and dont's" that every practice owner should know. Let's go back to basics and cover the ABC's of trust and loyalty - Ability, Behaviour, and Character.

279: Understanding Emotional Intelligence to Be A Better Leader

Tue, 15 Dec 2020 17:30:00 +1100

In today’s episode of the Savvy Dentist Podcast, Ronan Lutman joins us to talk about emotional intelligence. This is a topic that’s so relevant at this particular time given that we’ve had so much going on in the year 2020. We are going to be talking about the facets of emotional intelligence, what makes it up, how to improve it, and how to apply it directly in the dental setting. If you take action on the things we talk about here, it’s going to set you on a path to greater fulfilment, success, happiness and enjoyment in life.

In this episode we discuss:

[03:48] Ronan’s interesting observations about working with dentists and practise owners over the years.

[07:53] The correlation of EQ and success in a chosen endeavour.

[09:41] The components that makeup EQ

[13:08] Categories of Emotional Intelligence.

[15:12] Things that change the circumstances of self-expression.

[19:01] Leadership is engaging and facilitating instead of knowing and telling.

[22:15] Allowing your team to contribute to the business.

[24:19] Measuring EQ by getting qualitative feelings and turning it into quantitative data.

[30:12] Engaging with your clients with empathy.

[34:50] Being aware of the reflex response.

[39:42] Taking strengths and making boundaries to make it a negative in your life.

[43:58] The place of optimism in EQ and how it can be improved.

[47:17] The definition of happiness and it’s difference from joy.

[55:48] The meaning of purpose and why it’s different from Start with Why.

[59:10] Reconciling 2 Simon Sinek and Victor Frankl’s work.

278: Why the Best are the Best

Thu, 10 Dec 2020 17:30:00 +1100

What does it take to be truly successful in life? Elite athletes, entrepreneurs, visionaries, and industry leaders - how do they win against all odds? This week, we'll be exploring the habits, behaviours, and actions that the best of the best have in common.

277: Getting Off the Tools

Tue, 08 Dec 2020 17:30:00 +1100

In today’s episode of the Savvy Dentist Podcast, I’ve invited Andy and Angela Smith of Dr. Drip Plumbing and Lifestyle Tradie, a coaching business, to talk about getting off the tools. We touch on the topics of getting systems in place, creating not just profitability but time, the challenges of scaling and selling up. Andy and Ange give us practical lessons, tips and strategies you can implement in your dental practice today.

In this episode we discuss:

[03:10] The process of writing their book called Startup, Scale Up, Sell Up and what prompted them to write it.

[5:19] Foundational pieces needed for a trade business.

[08:22] Trusting your team enough to build a business and free up your time.

[12:21] Things you need to think about to scale up.

[15:18] Overcoming emotional, upset or difficulty to continue the journey through scaling up.

[19:38] Number one piece of advice for working with teams

[22:06] What it means to sell up.

[26:12] The difficulties with multi-business and multi-practice ownerships.

[28:45] Starting and setting up the training process in your business.

[30:51] Starting their Doctor Drip business and the realisations they had when running the business.

[38:52] Best advice from Andy and Ange.

276: Why Retention is Your #1 Profit Leak

Thu, 03 Dec 2020 17:30:00 +1100

Did you know that attracting new patients cost SIX TIMES as much as retaining existing patients? All too often, practises are focused on marketing and advertising to new patients, when really the emphasis should be on retention and re-activation. This Bite-Size episode outlines what every practice owner needs to know about patient retention and creating a compelling reason to stay.

275: REPUBLISH: Design Your Practice To Run Itself with Mike Michalowicz

Tue, 01 Dec 2020 17:30:00 +1100

In this episode, I’m speaking to Mike Michalowicz, author of many books including Profit First about how to design a business that runs itself.

By his 35th birthday, Mike had founded and sold two multi-million dollar companies. Confident that he had the formula to success, he became an angel investor… and proceeded to lose his entire fortune.

Then he started all over again, driven to find better ways to grow healthy, strong companies. Among other innovative strategies, Mike created the “Profit First Formula”, a way for businesses to ensure profitability from their very next deposit forward.

Mike is now running his third million dollar venture, is a former small business columnist for The Wall Street Journal; is the former MSNBC business make-over expert; is a popular keynote speaker on innovative entrepreneurial topics, and is the author of Profit First, Surge, The Pumpkin Plan and The Toilet Paper Entrepreneur, which BusinessWeek deemed “the entrepreneur’s cult classic.”

In this episode, we discuss:

1:49 Understanding the hierarchy of needs for you as a practice owner

3:12 Tips for how to get off the delivery treadmill and make time to delegate in your business

3:53 Why you shouldn’t believe the myth of switching from working in to on the business

7:07 Tips for making that leap from working in your business to on your business

9:42 Why putting more effort and more time into your business won't continue to grow your business

10:43 Understanding that it’s the delegation of outcomes not tasks that achieve growth

13:50 Ways you can empower your team

15:23 Tips for creating a balanced team

18:33 Why you need to focus on your strengths as a business owner

20:05 How to focus on what you're good at without the wheels falling off your business

22:02 How to delegate slowly, but effectively for optimal scaling

24:17 How to implement Profit First principles in a structured way

And more!

274: Optimising Your Practice Phone Experience

Thu, 26 Nov 2020 17:30:00 +1100

Often, the telephone is the first touchpoint patients or prospective patients have with the practice. Answering the practice phone might seem like a menial little task, but it can actually be a crucial opportunity to capture leads and turn enquiries into loyal patients. Check out this Bite-Size episode for some excellent tips and strategies you can implement now, to turn your practice phone into a conversion cruncher.

273: Lessons on Growth From 1 to Over 100 Practices

Tue, 24 Nov 2020 17:30:00 +1100

In today’s episode of the Savvy Dentist Podcast, a remarkable businessman is joining us to talk about working as a clinical physio to becoming a CEO of a large conglomerate of practices. Jason Smith of Back in Motion shares his remarkable story of growing from 1 practice to owning and running over 100 practices today. His story and vision of wanting to impact the lives of other people and live a life of service is reflected in his personal and business growth. It’s truly an inspiring story you’ll learn so much from.

In this episode we discuss:

[00:50] Jason’s backstory and his impetus to grow a large business.

[03:39] His story of working as a physio and eventually becoming a businessman.

[06:54] How his business looked like in the first few steps of growing from 1 to 5 practices.

[14:42] The key disciplines you need to put in place in your practice from the very start.

[17:47] Honing your talent enhancement process.

[23:40] The process of making your team better.

[29:51] Their jump from 6 to 40 practices.

[35:36] How Jason evolved through the years.

[38:49] His thoughts on the growth of leaders and their business.

[41:23] Jason shares his experience on shortcomings.

[45:01] Turning point in opening 40 practices that unleashed the next part of his business expansion.

272: Clarity + Consistency = Results

Thu, 19 Nov 2020 17:30:00 +1100

This truly is the formula for sustainable and reliable success in business - and really in any area of life. It's all too easy to get distracted by shiny new tactics and starting a million new projects, but it really comes down to your ability to commit and follow through on your existing plans.

271: Why Pay Per Show Marketing Will Revolutionise Dentistry

Tue, 17 Nov 2020 17:30:00 +1100

In today’s episode of the Savvy Dentist Podcast, we’re going to look at an interesting and different way of digital marketing. I’ve invited Will Arana, Founder and CEO of Dental Boss, the digital marketing agency whose model is a unique and impressive one. Will has been a lead digital marketer with years of experience and has managed over a million dollars of ad spends on social media alone. Will is going to walk us through how their digital marketing services work and its benefits to clients.

In this episode we discuss:

[02:38] Finding his path into digital marketing.

[04:19] The things Will loves about the digital marketing space.

[06:07] The difference of traditional digital marketing versus what they do.

[10:43] Will explains lead nurturing.

[12:02] Combining traditional with modern digital marketing.

[15:17] The different model they practice with their services.

[17:19] The reason why agencies don’t practice performance-based services.

[19:25] A walk through on their advertising process.

[26:36] Their model versus the traditional model.

[29:22] Conversion of clients.

[32:13] Types of products that work with their type of marketing.

[33:23] Benefits clients can expect to see with their services.

270: The Challenges in Creating a Positive Practice Culture

Thu, 12 Nov 2020 17:30:00 +1100

As a practice owner and team leader, we want to foster a welcoming, productive, and friendly environment - for both the patients and ourselves! But inevitably, we will face challenges along the way. This Bite-Size episode explores the most common challenges in practice culture, as well as how to navigate them for a quick and easy resolution.

269: How to Focus on Tasks that Deliver Results

Tue, 10 Nov 2020 17:30:00 +1100

In today’s episode of the Savvy Dentist Podcast, I’ve invited Million Dollar Host author, Julie George. Julie runs an incredible property management business through Airbnb. The business, though different from dentistry, shares so many common lessons that are directly applicable to the dental practice. It’s a wonderful episode that touches on how to get your target market, increase your price point, market your business, employ great people on your team, and position yourself as an expert to name a few. Julie shares her knowledge so openly and freely and I’m sure you’ll get a lot of gold nuggets from our conversation.

In this episode we discuss:

[03:38] An overview of Julie’s business in Airbnb.

[07:27] Going through the process of identifying and targeting her market.

[10:38] Creating an experience to increase your price point.

[14:27] Learnings from expanding her business.

[19:05] Stepping back to go forward.

[20:23] Finding people to help and work in your business.

[24:40] Where to look for team members who have drive.

[26:51] The role of creativity in her business.

[30:52] How to create and position yourself as an expert.

[35:36] Business trends to expect moving forward.

268: How Analyse and Mitigate Risk in Your Practice

Thu, 05 Nov 2020 17:30:00 +1100

Smart and savvy practice owners know the importance of analysing and mitigating risk. We'd love for life to always be smooth sailing, but the reality is that we need to stay vigilant and proactive in order to protect our business. Check out this Bite-Size episode for the five principles you need to know to avoid a risky business.

267: Embedding a Customer Service Culture

Tue, 03 Nov 2020 17:30:00 +1100

Great customer service is such a crucial part of retaining customers in business. It is about creating a culture where people are present, engaged and interested in what they’re doing across the team. I’ve invited customer service expert Jaquie Scammel on the podcast today. Jacquie is also the author of 2 books called Service Habits and Service Mindset. And we’re going to talk about embedding a customer service culture to help scale your business.

In this episode we discuss:

[02:31] The story of what led her to becoming a customer service expert.

[03:52] Defining great customer service.

[05:53] The importance of identifying touch points.

[07:37] Where companies go wrong with poor customer service.

[10:55] Finding balance and ensuring consistency of outcome without over systemising.

[16:11] Service habits that are integral to creating a service-based culture.

[20:00] Being present and practicing mindfulness on a day-to-day basis.

[24:09] Commercial outcomes of relationship-based business models.

[30:36] Key things to consider in order to scale when you have a service-based, customer-centric business.

[35:47] work in meditation and mindfulness

266: Commoditisation in Dentistry

Thu, 29 Oct 2020 17:30:00 +1100

The commoditisation of the healthcare industry has been a hot topic in recent years, and there are a lot of differing opinions and perspectives on the matter. As a dental practice owner of over 20 years, leading dental business coach, and marketing expert, Dr. Jesse Green discusses the various ways dentists can approach the commoditisation of dentistry.

265: Using Creative Thinking to Grow Your Practice with Sally Arnold

Tue, 27 Oct 2020 17:30:00 +1100

In today’s episode of the Savvy Dentist Podcast, we have an engaging conversation with Sally Arnold of Creating Encores. Sally started her professional life as a flautist but went through challenges in her life that led her to where she is today, working as a trained psychotherapist and high performance coach. She helps business owners and teams move forward, improve productivity and fast track success. And today we’re going to talk about the impact of creativity on people and in business, mental health and how it relates to the current COVID pandemic.

In this episode we discuss:

[02:00] Sally gives a how she started in the performing industry to becoming a psychotherapist.

[06:32] The emotional journey she experienced.

[10:42] Bouncing back from the tough challenges in her life.

[12:28] How to foster creative thinking.

[15:13] Sally shares about what she does with Melbourne University.

[19:05] Talking about the creativity of people.

[21:17] The impact of creativity in business life.

[24:20] Practices that can be put in place to help people adapt through the pandemic.

[27:34] Breaking down barriers on the mental health stigma.

[29:47] The problem of people talking more and listening less.

[32:44] THe positives that have come out of COVID.

[36:29] Things that business owners need to be thinking about and considering so they can come out of this pandemic well.

[38:46] People she would love to invite to a dinner party and the food she would prepare.

264: Smooth, Seamless, and Stress-free Patient Transfer

Thu, 22 Oct 2020 17:30:00 +1100

If you want to facilitate a smooth, seamless, and stress-free patient handover, there are a few things to keep in mind. You need to be able to pass the baton, but also receive it and run with it whilst maintaining a world-class patient experience. This Bite-Size episode is your guide to the communication, relationship management, and logistics required to conduct an effortless patient transfer.

263: Living an Inspired Life

Tue, 20 Oct 2020 17:30:00 +1100

In today’s episode of the Savvy Dentist Podcast, I’ve invited none other than Dr. John Demartini for a very interesting conversation on human behaviour and living a life you love. Dr. Demartini is a human behaviour specialist, educator, internationally published author and business consultant. His expertise on personal and professional development and achievement has gained him clients ranging from CEOs, financiers, health care professionals, politicians, celebrities and many more.

In this episode we discuss:

[02:40] What does a life well-lived look like?

[07:25] The reason why people get so caught up with other people’s views of success or visions for their lives and assume it for our own lives.

[10:24] Breaking away from the herd and living the life you aspire.

[19:30] Comparison as an unhelpful thing in life.

[21:59] Clues to look for in your own life to uncover authentic hierarchy values.

[29:06] The presence of competition and how to remain focused on your mission.

[39:13] Dr. Demartini speaks about self-sabotage.

[42:27] Wisdom from Dr. Demartini.

262: The Key to Holding Efficient and Effective Meetings

Thu, 15 Oct 2020 23:00:00 +1100

We all know the feeling of being in a never-ending meeting, one that goes on forever without really accomplishing anything. But when done right, meetings can be an incredibly efficient and effective way to bring your team together and achieve a common outcome. This week's Bite-Size episode is your guide to making meetings productive and worth holding. From morning huddles to annual planning, this is how you do meetings right.

261: Systems that Actually Work

Tue, 13 Oct 2020 17:30:00 +1100

David Jenyns, entrepreneur and author, joins us for a very interesting conversation on the Savvy Dentist podcast. He’s best known for his business around systems and SYSTEMology… and we all know how important this is for businesses. When you have systemised business it de-risks the business. It gives you time freedom and flexibility. In a dental clinic, it means that the experience that the patient has is more consistent. David generously shares heaps of wisdom and information about fully systemising your business, handling team resistance, how systems and creativity work together, and so much more.

In this episode we discuss:

[03:13] David tells us about his experience working with Michael Gerber, author of E-Myth.

[10:26] How hiring his CEO and focusing on building systems improved his business.

[10:41] Roadblocks in systemising businesses.

[21:02] What a system culture looks like and moving through resistance from your team.

[25:31] How systems and creativity work together.

[30:08] David shares the 7-step process in his book Systemology.

[34:07] His interesting story about selling the Melbourne Cricket Ground

260: Five Steps to Handling Patient Complaints

Thu, 08 Oct 2020 17:30:00 +1100

We all deal with patient complaints at some stage in our careers. While they're not necessarily fun, they are a hidden opportunity to improve aspects of your patient experience and even deepen your relationships with the patient in question.

In this Bite-Sized episode, we'll explore a five-step complaints process using a real-world example of a complaints situation with this model.

259: Know Yourself, Know Your Business

Tue, 06 Oct 2020 17:30:00 +1100

Really, really interesting episode with Jim Bostock on the Savvy Dentist Podcast today! Jim is a former elite mixed martial artist and a physiotherapist by profession. He’s got an incredible pedigree when it comes to treating pain and voice issues. He has had the chance to treat and work with popular and influential people such as Guy Sebastian, Tina Arena, Keith Urban and a heap more.

His incredible story around his business is truly inspirational. His courage to step out boldly into unknown territories and thrive is so compelling. He shares his experience both in life and in business, talking about his current business model, simplifying life and business, getting through anxiety and self-sabotage and just having a balanced life. If you are wanting to be inspired today, I invite you to listen to this episode.

In this episode we discuss:

[02:11] Jim shares about his background and current practice.

[06:47] His experience in finding new approaches in his profession.

[08:19] The acceptance of his new needling technique in the world of physio.

[10:17] Jim talks about his current business model and how it has evolved.

[13:03] His philosophy about a simplified life and business.

[16:28] How he developed and communicated his expert status.

[20:28] The rituals he observes and things that keep him on track and focused on where he’s going.

[23:11] Learning and practising breathwork.

[25:16] Salient things he has learned from influential people who have impacted his life.

[27:12] Jim explains what a voice lock is.

[29:04] Sharing how it feels to work with big names.

[30:09] Experiencing and working through anxiety and self-sabotage.

[33:16] Jim shares a key message about feeling good about yourself and business.

258: Your Simple and Effective Case Presentation Framework

Thu, 01 Oct 2020 17:30:00 +1100

Dr. Jesse Green shares the case presentation framework that can be used by clinicians and front desk staff alike, in order to answer patient's questions and provide the best possible care at every stage. This is your go-to structure to communicate effectively, demonstrate expertise, and master case acceptance.

257: The Magic of Thinking Big

Tue, 29 Sep 2020 17:30:00 +1100

In this super fun episode of the Savvy Dentist Podcast, I invited my good friend Geoff Hall. Geoff is the founder of Ortho Ed, an Orthodontic Education Program. He has 27 years and over 10,000 cases of orthodontic experience.

Geoff shares his vast experience in dentistry, learning to spot opportunities, and recovering from ideas that don’t work. He also talks to us about life lessons, wisdom and actionable ideas that we can implement in our practice today that will eventually give us great results. He inspires us to think outside the box and never give up. For anyone with an entrepreneurial dream, you’ll definitely want to listen to this conversation with Geoff.

In this today we discuss:

[02:46] How he’s seeing things in the current COVID pandemic.

[03:36] Learning how to spot opportunities.

[05:30] Commoditisation in dentistry.

[07:40] Where the view of being high volume low fee comes from.

[10:39] Knowing your unique selling value proposition.

[12:28] Reason behind people not charging different fee schedules in their practice.

[14:03] Why you shouldn’t have a fixed mindset.

[15:25] Charges that dentists make for their services

[17:18] Experiences that have shaped Geoff’s thinking and allowed him to look outside the box.

[22:54] Finding the gift in COVID.

[26:09] Opportunities in aesthetics.

[29:20] Why you should never gie up.

[31:22] Improving and adapting ideas.

[32:29] Learning to think big from Americans.

[33:21] Encouraging “thinking bigger” and bringing it into dentistry.

[35:53] Exploring opportunities to learn and meet new people.

[38:05] Trying to experience things outside dentistry.

256: The Five Lenses of Culture Creation

Thu, 24 Sep 2020 17:30:00 +1100

One of the cornerstones of a successful dental practice - or any business for that matter - is a culture feels welcoming to team members and patients alike. If you have an unhealthy or unbalanced practice culture, it's going to trickle down and affect everything from productivity, retention, patient experience, and reputation.

That's why this week's Bite-Size episode is a comprehensive breakdown of the five lenses through which you should analyse your team culture. This will help you spot misalignments, identify where you can improve, and build a culture that you and your team can be proud of.

255: What Professional Podcasting Can Teach Dentists About Communication

Tue, 22 Sep 2020 17:30:00 +1100

In this episode of the Savvy Dentist podcast, I have a very interesting conversation with Eric Hunley of the Unstructured podcast. Eric is a long time podcaster with over 250+ episodes and a growing YouTube channel.

Our chat revolves around the topic of communication which is super important for anyone who owns a business, including dentists. We also talk about the art of listening, vulnerability and rapport. He generously shares many skills & practical tools to enhance your communication skills through effective listening. You will definitely pick up heaps of gold from Eric.

In this episode we discuss:

[03:29] What led Eric into podcasting.

[10:34] The thing that fascinates him about different people.

[12:31] Things he learned and improved about himself as a podcaster.

[13:57] Particular practices that have made it easy for him to hone the skill of podcasting.

[17:40] Elements that he’s observed in his interviews.

[19:58] Tools and tactics you can use to build rapport and improve communication skills.

[24:08] What drove him to running marathons.

[29:54] His feelings about running.

[32:28] Experiencing something similar to a “runner’s high” in the work that he does.

[34:27] Role of vulnerability in his work and life.

[37:23] Picking up important things in conversations with people.

[41:38] Learning the skill of interaction and communication.

[43:33] His experience in bullying and the impact it has had on him.

[51:49] Words of wisdom from Eric.

254: Positioning and Differentiating Your Practice through Marketing

Thu, 17 Sep 2020 17:30:00 +1100

Marketing, branding, and positioning is of the utmost importance for any dental practice owner who wants maximum ROI for their marketing efforts. In the spirit of working smarter not harder, we'll be discussing how to position your practice to attract more of your ideal patients.

253: A Case Study: How to do Multi Practice Ownership Successfully with Dr Paul Hwin

Tue, 15 Sep 2020 17:30:00 +1100

In this episode of the Savvy Dentist podcast, I have a conversation with someone I admire and respect greatly, Paul Hwin. Paul is the founder and Lead Dentist of Sapphire Dentistry and owner of multiple practices. He is a smart businessman with a great mind and a great philosopher when it comes to thinking about life and business.

We have an interesting chat about his journey to multi-practice ownership, the lessons he has learned along the way, and some things to consider when you are looking at taking this journey yourself. There’s so much pearls of wisdom to be taken and applied in your practice from this episode as Paul is super generous with his knowledge and insight.

In this episode we discuss:

[02:09] Paul’s journey on how he arrived at this point in his career owning multiple practices.

[03:58] How his interest in commerce has lead to his interest in business.

[05:03] Managing clinical development along with business ownership 2 years out of university.

[06:55] 2 things that set him up for success in practice ownership.

[09:44] The mindset lessons that he received from his parents.

[11:33] His learnings from their family businesses.

[12:47] Paul’s transition from working in the business to on the business.

[15:15] The best investments for his time.

[17:09] His setup, systems and frameworks for managing his business remotely.

[19:24] Things that he scaled but wished he didn’t.

[22:30] The difference that a key team member made in his business.

[25:18] Learnings that his key team member has had in working with him.

[26:25] Future plans for Paul.

[29:35] How things in his life led from one thing to another.

[30:51] His innate ability to spot an opportunity and take a leap.

[31:39] Dinnertime conversations in their home.

[33:15] Paul shares words of wisdom from his mum, Mrs. Hwin.

252: What you need to know about navigating business partnerships

Thu, 10 Sep 2020 17:30:00 +1100

This week's Bite-Size episode is the practice owners' guide to courting, securing, and working with business partner's to achieve mutually beneficial outcomes. From how to choose a compatible partner, offering mutual value, and getting the outcome you desire, this is what you need to know.

251: What Digital Platforms Can Teach Dentists About Scaling

Tue, 08 Sep 2020 17:30:00 +1100

In this episode of the Savvy Dentist podcast, I have an interesting and incredibly stimulating conversation with Fred Schebesta of Finder.com. Fred started coding and building websites at a young age and managed to build a digital marketing agency that he sold to a publicly listed company. His skills has led him to build a new website called Finder.com

Our conversation revolves around where he started and how he succeeded in growing his million dollar business. He’s been featured in the AFR Young Rich List. Now he’s involved in the world of open banking democratising banking, changing the way we do things. A true disruptor and true innovator he is.

In this episode we discuss:

[02:27] What sparked his entrepreneurial journey.

[04:30] Scaling before selling his business.

[06:08] Are agencies or personal services businesses really scalable?

[09:03] The reason behind starting his business, Finder.com.

[11:30] Their experience in going to Google “jail.”

[12:58] Future of the application of data.

[16:44] Customising the use of data for better user and customer experience.

[20:50] Exploring and taking his skillset into open banking.

[21:45] Fred shares his decision making matrix around opportunity identification.

[23:53] Dealing and managing with fear.

[24:29] The pressure that comes with receiving the AFR Young Rich List.

[27:21] Artistry and science in business.

[29:21] Fred talks about the relationship of scarcity and abundance in business and how to remain abundant.

250: The Art of Marketing

Thu, 03 Sep 2020 17:30:00 +1100

How do you attract more patients? Increase retention and referral? Boost your reputation in the community? Ultimately, it all comes down to your ability to market your practice effectively. This week's bite-sized episode is every dentists' guide to effective marketing to increase patient flow so you can do more of the work you enjoy.

249: How a Virtual Assistant Can Accelerate Your Success

Tue, 01 Sep 2020 17:30:00 +1100

There’s a growing need for outsourced solutions. The benefits may not be visible for some business owners yet. We’ll discuss that today with Rosie Shilo, an expert in virtual assistance business and the owner of Virtually Yours, that provides the pairing of business owners and virtual assistants.

Join us this episode to better understand how you can leverage on getting a number of your day-to-day tasks to a virtual assistant and focus on other things that you’ve been putting off.

In this episode we discuss:

[4:59] Overview of what it looks like having a VA.

[9:20] The advantages and disadvantages of hiring locally or offshore virtual assistants.

[13:05] Tasks that virtual assistants can cover under dental practice businesses.

[16:20] Rosie’s favourite virtual assistance services.

[17:03] Other possible hurdles that business owners may have for outsourcing tasks.

[19:40] How to harness the team culture of a virtual team.

[23:35] The process of finding, recruiting, and onboarding a virtual team member.

[26:39] Potential traps and hurdles a business owner may come across.

[28:55] What does a business look like when working with a virtual assistant runs well.

[29:50] The process of starting with outsourcing work.

[30:25] Investing in your virtual assistant.

[32:23] Virtual assistants vs. freelancers?

[32:58] Rosie’s advice for business owners on trying on virtual assistance.

248: How to Sell to People Who Hate Being Sold to

Thu, 27 Aug 2020 17:30:00 +1100

This week's bite-size explores the unique situation we dentists find ourselves in - having to navigate case acceptance with patients sceptical of spending large sums. Rather than trying to persuade with facts and figures, here is how to speak to a patient’s pain points and achieve the outcome they want.

247: Disruption: A Case Study on How to Embrace it and Build a World Class Business

Tue, 25 Aug 2020 17:30:00 +1100

In this episode of the Savvy Dentist Podcast, we talk to one of the brothers who leads the team at Race Dental Laboratories, Matt Race. Race Dental Laboratories is a 3rd generation Australian business that has survived numerous disruptions.

In this interesting conversation, we talk about how their family business survived and thrived throughout the years despite different disruptions. Matt shares how he sees the future of dentistry and dental technology; as well as how their business is serving and supporting the dental profession today, which is what I really appreciate about them.

In this episode we discuss:

[03:51] The interesting story of how Race Dental Laboratories started.

[07:17] The degree of responsibility and pride they have in running the laboratory.

[08:43] Surviving and coming out strong through disruptions.

[11:47] Their experience on heavily investing in technology.

[12:52] Managing to overcome a disruption while working alongside a new in-house technology.

[14:15] Things dental owners should be thinking about.

[16:08] Embracing technology instead of fighting it.

[17:36] Their process of working with family.

[20:35] His drive in becoming involved in education.

[22:31] The future of dentistry and dental technology in 3 years and beyond.

[25:45] Upcoming launches for their business.

[28:15] The future of AI and human input in the dental industry.

[30:08] Matt’s message to clinicians on the business of dentistry.

246: Know The Patient

Thu, 20 Aug 2020 17:39:00 +1100

Dr Jesse Green unveils the secrets to knowing your patient. Learn how to skillfully invest in the patient relationship. Understand the motivations, hopes, dreams, fears, aspirations and desires of your patients and speak to it.

245: Creating Success through Clever Positive Innovation

Tue, 18 Aug 2020 17:30:00 +1100

In this episode of the Savvy Dentist Podcast, we have an interesting conversation with one of the influential thought leaders in the dental profession, Dr. Safa Souzani. Safa is the entrepreneur behind many brands including Dental Members Australia. He has helped shape the profession in Australia massively.

There are heaps of wisdom to be picked up from this conversation with him. From learning about business models to creating recurring revenue and expanding your practice, Safa shares his thoughts and practical tips. This innovative thinking and business smarts will definitely inspire you to think more, do more and be more. Listen in on our conversation today.

In this episode we discuss:

[05:33] Dr. Safa’s driving force in doing and starting different things.

[06:51] Challenges that come with working.

[08:10] Finding ideas and inspiration in his creative process.

[11:33] The impetus behind creating Dental Members.

[14:04] Great advantages of the membership concept for practice owners.

[17:43] The process of filtering ideas and what he has learned from unsuccessful ideas.

[20:37] How one business idea leads to other ideas.

[21:54] Practicing Clear Align in your business.

[24:13] Traps for young players in business.

[26:26] The advantage of case selection for expansion.

[28:08] The importance of focusing on things.

[31:18] People who have helped shape Safa’s thinking growing up.

[33:19] What fascinates Safa and gets his brain working.

[35:37] Future plans for Safa.

244: Unpacking the Psychology of Influence and Persuasion

Thu, 13 Aug 2020 17:30:00 +1100

Dr Jesse Green unpacks the gift that helps you get the results you want from your interactions with people in your professional and personal life. He talks about the power of comparison and how to make sure you understand it and know how to use it.

243: 100 Lunches with Strangers

Tue, 11 Aug 2020 17:30:00 +1100

I really believe that one connection can change your life. In this episode of the Savvy Dentist Podcast, I’ve invited Kaley Chu, the woman who set a hundred lunches with a hundred strangers. Kaley found it hard to interact with people who did not have the same background as her. To overcome this challenge, she set lunches with strangers. Her 200th lunch was even with comedian-actor Shane Jacobson.

In this very interesting and fun conversation, we talked about so many things including her background, her experience, the learnings and wisdom she has acquired. She shares what pushed her to put herself out there and the confidence she’s developed as a consequence of this exercise. So many things to pick up from Kaley and I can’t wait to share it with you today.

In this episode we discuss:

[03:15] Kaley’s background and upbringing in Hong Kong.

[05:50] The impact of communicating with people outside her network.

[06:49] Her turning point for starting 100 lunches with strangers.

[08:16] Where the idea of the 100 lunches came from.

[09:07] Her thoughts on people’s loneliness and craving for connection.

[10:39] Easing into the comfort of having lunches with strangers.

[12:10] How her lunch guests found the experience.

[13:12] The things she learned about herself during this process.

[14:45] What she learned about other people at the lunches.

[16:44] The changes that her family has noticed about her and the impact it has had in her family life.

[19:33] Her feelings about asking people out to lunch.

[20:10] The number of people she asked to get the first 3 lunches.

[20:26] The effect of getting declines and what made her keep stepping forward.

[21:31] The idea of having world leaders do a hundred lunches.

[23:27] Her thoughts about the changes within her from when she moved from Hong Kong to now.

[27:26] Wisdom she has acquired from her experience.

[28:39] Lunches that had profound impacts on her.

[29:26] Agenda for her lunches.

[30:17] Things that fascinate Kaley.

242: The First Element of Scaling Success: Know Your Outcome

Thu, 06 Aug 2020 17:30:00 +1100

Dr Jesse Green talks about the very first element of scaling success. That is to know your outcome before you set out on your scaling journey. You need a roadmap and when you know your outcome, you can create one. He shows how a plan can support your decision making with clarity, focus and action, keeping you on your scaling path.

241: Innovating Your Way to Success

Tue, 04 Aug 2020 17:30:00 +1100

Our guest on the Savvy Dentist Podcast today is Dr. John Hagiliassis, founder of the Aesthetic Orthodontic and Restorative Training Academy (AORTA). He is also a dental practice owner who has sold and bought businesses, entrepreneur, and has been listed in the BIW Fast 100 magazine.

John joins us today to talk about fast growth, key lessons from growth, creating great brands, providing patient experience that rocks, creating and scaling a business, and maintaining great relationships in and outside the practice. Our conversation is filled with heaps of gold nuggets that you’ll definitely learn from.

In this episode we discuss:

[02:20] John shares his background and journey to becoming a dentist.

[06:08] The most influential person that created the drive in him.

[08:00] The definition of fast business growth.

[09:15] The similarities and differences of the Global Financial Crisis and the Coronavirus pandemic.

[14:18] Role of technology in dentistry moving forward.

[16:35] Learnings from the growth his business achieved.

[18:09] Evolution of his leadership in the process of growth.

[19:57] Going through mistakes along the way.

[21:00] Process of making decisions.

[22:00] His rationale for pivoting into AORTA.

[24:00] The sale of his practice.

[25:57] Learnings from running AORTA.

[27:35] New and transferable skill sets they needed and the challenges they went through as they made the transition from running a practice to running AORTA.

[31:44] Future plans for John.

240: How to Create Partnerships that will Accelerate Your Practice Growth

Thu, 30 Jul 2020 17:30:00 +1100

Dr Jesse Green explains how to set up and maintain great business to business partnerships to accelerate your practice growth. Learn how to avoid the 3 big mistakes and understand how to implement the 5 key must-do action tasks that make partnerships with like-minded businesses a winner for your practice.

239: REPUBULISH: Marketing Your Practice Using Social Media - with Adam Houlahan

Tue, 28 Jul 2020 17:30:00 +1100

Adam Houlahan is a social media expert for business. He is also the CEO of the highly successful boutique agency, Web Traffic That Works. He has written two books: Social Media Secret Sauce and The LinkedIn Playbook. Adam lives on the Gold Coast, Queensland.

On the podcast Adam shares his wisdom on using social media effectively in service based businesses like dental practices to gain and retain clients.

Adam has hands on experience as the CEO of six successful companies. He is also a columnist for MOB Magazine and consults on social media to clients around the world.

In this episode we talk about:

Why dentists should care about social media

Common pitfalls and how to avoid them

The importance of having a strategy with measurable results

What social media can do for you when it’s done well

Using it to gain new patients and retain existing patients

Choosing the right platforms for your business

How to implement social media effectively in your dental practice

238: What is an Ideal Patient Avatar and Why Does it Matter?

Thu, 23 Jul 2020 17:30:00 +1100

Dr Jesse Green explains the importance of knowing your ideal patient avatar. Learn how to develop an avatar, how to find and talk to these patients in a language they understand. A first step in really maximising the return you achieve on your marketing spend.

237: Risky Business - Don't Get Caught Short

Wed, 22 Jul 2020 05:30:00 +1100

Our conversation today will revolve around the topic of risk. The ability to assess and mitigate risk is a key business skill. It is something that I often discuss with my coaching clients. Last year, I wrote an article for Dental Innovations called Risky Business - Don’t Get Caught Short.

In this episode, I’ll be giving you a brief synopsis of that article as well as the lessons we can learn from the global financial crisis and COVID-19. I am also going to share opportunities, surprising things and key lessons that came out of the GFC and coronavirus pandemic.

In this episode we discuss:

[01:39] The film that inspired me to write the article.

[03:30] One of the most fundamental skills a business owner needs.

[04:34] Where you need to proactively assess risk.

[05:40] Lessons from the global financial crisis that could be applied to COVID-19.

[07:38] Surprising things that happened during COVID-19.

[10:07] Opportunities out of the coronavirus pandemic.

[11:38] Key lessons from the GFC and COVID-19.

236: Laying the Groundwork for Successful Marketing

Thu, 16 Jul 2020 17:30:00 +1100

Dr Jesse Green talks about a big mistake when laying the groundwork for your business - making everyone your audience. He explains why being vanilla is the biggest marketing sin and gives us 5 big keys to market to your target audience.

235: REPUBLISH: How to Have a Productive Associate Dentist

Tue, 14 Jul 2020 17:30:00 +1100

In this solo episode, we are going to talk about how to have a productive associate in your practice. This is designed for both the business owner and associate where I will give tips on building your appointment book, generating revenue, creating pleasant experiences for clients, getting more referrals, and more to help grow your business.

In this episode we discuss:

01:44: Helping dentists scale their business to a true business.

02:41: Building a team and having an associate/s.

03:00: Having an associate that is busy and productive while making a living from what they love.

04:20: Key points to look for when hiring an associate.

05:13: Key things that Jesse has learned from being an owner and associate.

05:35: For associates - Developing 2 skills outside clinical competence.

06:35: 1st Core Competency: Building an appointment book.

18:00: 2nd Core Competency: Generating Revenue.

20:47: 3 Ways to increase revenue.

23:25: Mentoring.

24:53: Principal dentists handing patients over to associates.

234: Lift Team Performance

Thu, 09 Jul 2020 17:30:00 +1100

Dr Jesse Green identifies some key things that we, as dental practice owners need from our team members, and how to lift team performance. He promotes the importance of having a "Better before Bigger" mindset.

233: Tips for Doing Business in Regional Australia

Tue, 07 Jul 2020 17:30:00 +1100

Have you ever wondered what it’s like to live in the regions? Because of the gift of COVID, many people are now thinking of moving or returning back into the regions. This is why I’ve invited Bronwyn Reid, speaker and author of Small Company, Big Business, to give us a glimpse of what it’s like to own a business and live in the regions today.

After sharing her interesting life story of living in the regions, moving out and coming back for good, she shares the great opportunities available to industries and individuals in these areas. This conversation will change the way you look at the regions, and hopefully, encourage you to explore the possibility of taking the leap and moving there.

In this episode we discuss:

Bronwyn shares her story on finding her way into the work that she does now and back to living in the regions.

Making the decision of coming back to Australia after travelling the world.

The definition of a region and what it constitutes.

Economic drivers in the regions that make them sustainable, vibrant, and attractive to people.

Opportunities that attract industries and people to head to the regions.

Reasons professionals and young people are now attracted to living in the regions.

A description of the people who are migrating back into the regions.

Things people should think about when moving to the regions.

Qualities to look out for to identify regions that are thriving or declining.

Why you need to follow Bernard Salt, the demographer.

Vital information you ought to know and understand about living in the regions.

Common themes of economic booms and busts.

232: Multiple vs Single Practice

Thu, 02 Jul 2020 17:30:00 +1100

Dr Jesse Green explores what drives some of us to own multiple practices. He reveals how some of the high performing single practice, single chair operators are scaling and strengthening their profits.

231: Practice Hypergrowth - How to Create It and How to Manage It

Tue, 30 Jun 2020 17:30:00 +1100

Dr. Tony Liu, together with Dr. Chu Tan are the founders of Berwick Dental Studio in Melbourne. I’ve invited Tony today to talk about the hypergrowth of the practice since they formed it 2 years ago.

This hot-seat interview is full of pearls of wisdom on achieving and managing practice growth as well as taking advantage of opportunities. We talk about the challenges they faced, transitioning to a balanced life, bringing in associates to the practice and so much more. There’s so much to be learnt from this conversation and I can’t wait to share them with you.

In this episode we discuss:

[02:15] How Tony found his way into practice ownership.

[03:34] Key practices he’s modelled from other practices and mentors.

[04:00] The reason behind their practice growth.

[05:26] Where dentists fall into the trap of being the same as everyone else.

[05:57] The story of how they knew that the difference makes the difference.

[07:58] The changes he has seen and the things he has learned in his journey building the practice.

[08:57] Stressful things about growth.

[11:03] Hours they worked to get the growth of their business.

[13:24] The transition to creating balance in his life.

[16:28] Their experience in bringing on associates in the practice.

[17:22] Refining the process of hiring people into the practice.

[18:47] Things they have done to maximise time and create leverage points in their practice.

[21:13] What surprises him when he looks at the market.

[25:13] The next challenge they’re going to solve in their practice.

230: Strategy vs Tactics Pt 2

Thu, 25 Jun 2020 17:30:00 +1100

Dr Jesse Green delves into making strategy and tactic work for you.

229: Create a Winning Mindset for Business and Life

Tue, 23 Jun 2020 17:30:00 +1100

Loren Trlin, a transformational mindset coach, joins us on the podcast today to talk about a multitude of topics on mindset and resilience. Loren is also the founder of the Abundant Entrepreneur Business Accelerator and host of the Modern Alchemist podcast. She works with individuals to help find their purpose, unlock their mindset and launch and scale their service-based businesses.

Our conversation was so full of golden nuggets around mindset - how to get a winning mindset, how it can impact outcomes in a positive or negative sense, and dealing with change. Loren also gives some wonderful insights on having the resilience to bounce back from adversities. With this pandemic happening, Loren shows us how we can all course through it the best way possible.

In this episode we discuss:

[02:12] How Loren found her way into work as a mindset coach.

[03:43] Her experience and learnings on the liquidation of their family business.

[06:20] What made her rethink a career in Loren Finance.

[08:51] Advice for people who want to reflect and reset.

[10:35] Going through the process of your strategy.

[11:52] Connecting to the broader purpose of your business.

[13:13] Defining your own success.

[14:35] The things that surprise her in the work that she does from the vision and purpose piece.

[16:50] Reconciling visions for people with families.

[18:17] Creating a sense of identity that allows you to step into your best self and achieve the things that are important to you.

[20:26] Loren talks about self-identity and going about the process of creating change in this space.

[23:20] Maintaining your state of being to be able to grow into the experiences you want to have.

[25:04] Embracing the discomfort that comes with the process of discovery.

228: Strategy vs Tactic

Thu, 18 Jun 2020 17:30:00 +1100

Dr Jesse Green differentiates strategy from tactic and explains why this is important for mindset and getting things done.

227: How to Align Your Team with Your Standards and Expectations

Tue, 16 Jun 2020 17:30:00 +1100

Mel Thompson, one of the members of our team at Savvy Dentist, joins us to talk about systems and processes on the podcast. Mel is the key person in charge of helping team members help the practice owner. She works with teams to skill them up, get them on board, and make them buy into the vision of the practice owner to help them follow systems and processes to make sure the practice is operating consistently at a high level.

Our conversation was wide-ranging, tactical and practical. We talked about creating, implementing, and getting great results from systems in your practice. If you want to know how you can do all of this for your own business or improve what you already have in place, Mel will give you an overview of what you need to do on this episode.

In this episode:

[02:18] The role that systems played in Mel’s own business.

[03:30] Where things become unstuck with systems.

[04:43] The things both business owners and team members need to understand when it comes to implementing systems.

[08:28] Mel talks about the engage hearts and minds framework.

[11:20] Getting the buy-in from your team members.

[12:58] What team members can bring into the business.

[15:26] Becoming valuable and indispensable as a team member in your practice.

[18:55] Getting things right and making things work in your business.

[20:16] How to start documenting your systems.

[23:56] Areas where people struggle in creating systems.

[27:13] The important framework called ‘the necessary conversation’.

[32:36] The language you can use to engage your team members to follow your systems.

[34:01] Encouraging team members to pull each other up in following systems.

226: How to Work with a Marketing Company

Thu, 11 Jun 2020 17:30:00 +1100

Dr Jesse Green explains the key things that will support your success when working with a marketing company.

225: Lessons from Life in a Family Business

Tue, 09 Jun 2020 17:30:00 +1100

Berris and I talk about disruption, business ethics, growing a business, and tips on how you can make your journey to growing your practice a better one. You’ll definitely pick up pearls of wisdom from my conversation with him. I highly encourage you to listen in, especially if you are looking to start, build, grow and maintain your business even through the tough times.

In this episode:

[02:51] Berris’ journey to the work he is doing today.

[04:01] His experience working with family members.

[05:55] Going through the startup phase of Dental Innovations.

[07:09] Changes in the dental industry over 20 years.

[08:16] The future for independent dental practices in the next 10 years.

[10:03] Key drivers for independent practice models.

[11:10] Lessons from his upbringing and how it has shaped him into building a successful business.

[13:09] The fundamental lessons and values he learned from his father.

[13:56] The difference of how Dental Innovations looks then and now.

[15:08] The services of Dental Innovations.

[17:07] Negotiation process of the company.

[18:27] Problems and lessons they’ve experienced and learned along the way.

[19:29] Implementing ideas into your own practice.

[19:55] People that fascinate and inspire him.

[21:15] Key pieces of advice for practice owners.

[21:11] Tips for getting through the pandemic.

224: Why Being an Entrepreneur is not all it Seems

Thu, 04 Jun 2020 17:30:00 +1100

Dr Jesse Green explains the ins and outs of entrepreneurship experienced by all stand out dentists.

223: Building a brilliant Business and a Beautiful Life

Tue, 02 Jun 2020 17:30:00 +1100

My very interesting and delightful guest today, Dr Sonia Yadav, is well-known in the dental profession throughout Australia. She has so much passion and enthusiasm for her life and business. I am so excited to share our conversation with you.

Dr Sonia is going to share her journey with us from the moment she stepped into the country not knowing the language to becoming an owner of multiple practices here in Australia. She has gone through so much but what is great is that she has picked up heaps of life lessons that are relevant to life and business.

In this episode:

[02:30] The interesting story behind her name, Sonia Sonia.

[04:27] Her struggle of flying to Australia from India without knowing the language.

[06:19] Being a dentist in India before coming to Australia.

[06:50] The reason why migrants are driven to succeed.

[09:19] Handling things in her life with grace.

[12:05] The importance of asking for support.

[14:58] Sonia shares her own definition of beauty.

[18:30] Mental transformations she has gone through.

[21:35] Lessons and takeaways from working hard.

[23:39] Going from single to multiple practices.

[27:05] The difference between being a leader and a boss.

[31:00] Lessons she learned from the mistakes she made.

[34:31] Rethinking decisions she made in the past.

[38:38] Learning from the outside world and implementing it into dentistry.

[40:05] What drew her into flying.

[42:57] Two key takeaways from Sonia.

222: The Golden Rule of Business

Thu, 28 May 2020 17:30:00 +1100

Dr Jesse Green talks about the one things business owners often overlook.

221: How to Organise Your Practice with Systems that Work

Tue, 26 May 2020 17:30:00 +1100

Founder and lead coach of Business Growth Leaders, Geoff Currie, joins us in episode 221 of the Savvy Dentist Podcast. Geoff is also the author of a book called “How Valuable is Your Business” which is about tips, tactics and strategies for adding value into your business.

We talk about teams and systems - 2 leverage points in business which can also be sources of frustration for some owners. Geoff’s gives practical and applicable tips and learnings from his vast experience in business to help leverage your business, free up your time, and make more money.

In this episode we discuss:

[02:57] The story of how he found his way in the work he does.

[06:03] Most common frustrations of practice owners on manuals and systems.

[08:06] Having systems in your business and getting your team to follow documented processes.

[10:49] Things business owners should give attention to when creating systems.

[13:14] Tips on creating practical systems for your business.

[15:06] The possibility of over-systemising your business.

[16:26] Encouraging and challenging team members to be better in their roles.

[18:20] Creating freedom in your life while building your business.

[21:20] Actions business owners should take to transition from being the technician to business owner.

[22:33] The challenge of getting things done.

[24:34] Take our four week challenge to get yourself into the business owner role.

[28:43] Rookie mistakes in leadership.

[31:51] How the growth of a business depends on the growth of its leader.

[33:13] The skill set you need to run a multi-million dollar practice.

[34:15] Tips on becoming a better business owner and leader.

[37:30] Providing mentoring, training and skills development for your team.

[41:09] The importance of mentoring and systems in leading your team.

220: The Truth About Wealth

Thu, 21 May 2020 17:30:00 +1100

Dr Jesse Green shares his truths about wealth.

219: Lessons from Dentistry’s Most Successful Entrepreneur

Tue, 19 May 2020 17:30:00 +1100

Well-known dentist and founder of Southern Cross Dental Laboratories, David Penn, joins us in the Savvy Dentist Podcast today. I am so impressed by David’s business acumen and his ability to take something from other professions/industries and make them relevant to the industry he is working in.

David generously shares his story and experience in growing his dental practice straight out of university. What he did is so interesting and is just the epitome of perseverance and hard work. There is so much to learn from him, whether you are a new graduate or have been in the business for years.

In this episode:

[02:03] Diving into practice ownership straight out of graduation.

[06:34] The things that set him up in his first foray into private practice.

[12:02] His dream of having a large enterprise and his ability to spot gaps in the market.

[16:34] Dentistry as a people business.

[18:48] The early days of Southern Cross Dental.

[23:43] Penetrating the Australian market.

[29:35] The time frame from starting to becoming a full-fledged business.

[36:04] Working through 16 years to build his practice.

[40:03] Managing and getting through rapid growth.

[47:15] His experience on DMF numbers from when he started versus today.

[52:50] Advice for younger dentists to ensure longevity in their career.

[57:20] His thoughts on the future of dentistry especially on price-sensitivity.

[01:04:28] His wife’s advice for dentists.

[01:07:11] Things he loves about Eastern Suburbs Football Club.

[01:11:26] David’s advice for young dentists.

218: Would Warren Buffet Buy Your Business?

Fri, 15 May 2020 06:19:26 +1100

Dr Jesse Green explains the importance of focusing on building the value of your practice.

217: Re-Imagining Business in a Post COVID World

Tue, 12 May 2020 17:30:00 +1100

Australia’s leading small business author, Andrew Griffith, is back on the podcast! And we’re going to be talking about the changes we’re expecting in small businesses after the COVID-19 global pandemic. Our engaging conversation on moving forward instead of going back to business as usual was so interesting. Needless to say, we’re going to be facing a new normal once our businesses reopen.

Andrew is the go-to guy for small business because he has worked and consulted in this space for many years. With 13 books under his belt, and soon to release his 14th, he definitely knows everything there is to know about the industry.

So, have your pen and paper handy and get ready for some thought-provoking discussions in this episode.

In this episode:

[03:27] His thoughts on the current situation on COVID-19.

[07:13] The things that surprised him the most in this situation.

[13:28] Andrew’s insights on the hustle and building an empire.

[18:42] Small business owners versus entrepreneurs.

[23:14] Marketing yourself and living up to it.

[26:35] The shift happening around the world on people willing to pay for the best in the craft.

[30:07] Success versus fulfilment.

[33:27] Details on Andrew’s upcoming book.

216: How to Reset Your Finances for the Post Covid World

Tue, 05 May 2020 17:30:00 +1100

Steve Daley of Health Care Finance joins me in Episode 215 of The Savvy Dentist Podcast. Steve’s 20-year long term approach to working with people is something I really admire and resonate with.

In the podcast, we are going to talk all about finance - dealing and working with professionals like brokers, accountants, lawyers and coaches. This is an essential topic to help you pull your team together and get financial outcomes that make sense for you, your family and your business.

In this episode we discuss:

[03:04] The story of how Steve found his way into the world of healthcare finance.

[04:43] 3 good financial habits you need today.

[07:55] The reason some people don’t like paying for advice.

[09:39] The importance of investing in a good accountant.

[12:17] Guiding principles on contingency planning.

[21:27] Lessons to learn from times of difficult economies.

[25:16] The need for coaching.

[27:22] Being prepared will make you the best.

[30:00] Continuing communication with your patients during this time.

[31:46] Wisdom from Steve on finance.

215: Managing Investments Through a Tough Economy

Tue, 28 Apr 2020 17:30:00 +1100

Have you geared up for the recession? So many people plan for everything except this. Our guest's market performance remained neutral despite low market performance.

In this episode, I've invited Terry Tran of the freedomtrader.com to show us how we can spot, deal with and learn from previous recessions.

In this episode we discuss:

[02:14] Updates on Terry's life from the finance perspective.

[03:29] Setting yourself up to be ready for a crisis.

[04:42] Lessons to focus on from downturns.

[07:43] Getting yourself ready after a downturn.

[08:48] Knowing when to get back into the market.

[09:30] 5 main key courses of a recession.

[12:34] What people should be doing in the next 2 months.

[14:25] Common mistakes people make during a crisis.

[15:41] Things that have surprised him in the coronavirus situation.

[17:37] The importance of creating wealth outside your business.

[20:06] What surprises him at the moment.

[21:50] Managing your emotional state when managing volatility.

[23:58] Things business and practice owners should be thinking about.

214: Reflections on Practice Ownership and Life

Tue, 21 Apr 2020 17:30:00 +1100

In episode 214 of the Savvy Dentist Podcast, I have an interesting conversation with a good friend of mine, Dr. Ayesha Aijaz. Ayesha runs a very successful group of practices in Melbourne.

Today, Ayesha and I talk about the life and leadership lessons she has picked up and learned over the last few years in her journey of growing and scaling her businesses and creating time in her life. I learned so much from Ayesha in this episode about leadership, decision-making, meditation, humility and so much more and I know you’ll feel the same after listening to this podcast.

In this episode we discuss:

[02:54] Her business journey over the last few years.

[05:59] TIps to free up time in your life.

[08:18] The most important thing about creating time for herself and what she learned from it.

[11:05] Things she has learned from taking a trip to Jerusalem and what surprised her the most.

[14:36] The benefits she has taken from her trip as a leader and her day-to-day life.

[15:40] What touched and moved her in the trip she took to Jerusalem.

[17:23] Ayesha’s trip to South Africa.

[18:14] The role of meditation in her life.

[20:52] She shares how she journals.

[22:59] What fulfilment looks like for her.

[23:43] How journaling and meditation helped her in making better decisions as a leader.

[25:04] Her definition of failure.

[26:38] Failures she has experienced and how she learned from it.

[28:18] Reflections on COVID-19.

[30:37] Where humans get caught up in arrogance and how to keep a degree of humility.

[35:58] People that inspire her.

213: Marketing in Uncertain Times

Tue, 14 Apr 2020 17:30:00 +1100

In the midst of the coronavirus pandemic or anything similar, how do we make sure that our business marketing is both effective but sensitive to our clients? In episode 213 of the Savvy Dentist Podcast, I have an interesting interview with Tyson Franklin.

We talk about marketing during uncertain times and how we can communicate with care so that patients come back to us when we’re ready to open our doors once more after the crisis. He gives us practical advice that we can easily implement in our business today. If you are a practice owner in the guessing game of whether to continue marketing during these times, this episode will help you adapt your marketing messages to the current situation.

In this episode we discuss:

[05:00] The idea of marketing in uncertain times - is it good or bad?

[07:17] Common marketing mistakes of health practitioners.

[14:22] Things we can learn from other company marketing strategies.

[17:38] Adapting your messaging to the current times.

[26:50] Making deposits to your “relationship bank accounts.”

[32:00] Top things dentists should consider about marketing today.

[35:00] Accepting the current situation and being better.

212: How to Stay on Brand and Get Your Messaging Right

Tue, 07 Apr 2020 17:30:00 +1100

Why is branding important for a business, how do we build a brand and do we really need one for our dental practice? These are just some of the questions that Lou Marx answers in Episode 212 of the Savvy Dentist Podcast. Lou is the owner of Branded X, a business that helps other businesses build from the brand up with clever communication and smart storytelling strategies.

There’s heaps of information to be taken in this interesting conversation from knowing what a brand is and isn’t, the differences between a company and a personal brand to strategies you can implement in building your own brand. If you’re looking to build or improve your brand and communication, you’ll definitely want to listen to this episode with a pen and paper on hand.

In this episode we discuss:

[03:28] The story of how she started BrandedX.

[05:21] What a brand is and isn’t.

[07:46] The relevance of having a brand for a dental practice.

[09:26] The intersection of a personal and business brand.

[10:25] Getting started on building a brand for yourself or your business: Positioning Yourself.

[13:13] The clever move of Pepsi positioning themselves as 2nd in the market.

[14:07] Looking at your brand architecture and maximising it.

[15:53] Succeeding with branding - can it be done unconsciously?

[17:03] Mistakes people make in branding.

[18:47] Changing your messaging to be relevant to the times.

[20:14] Tips on communicating your message while remaining empathetic to the conditions of the market at the present time.

[22:38] Tweaking your communications to become solutions-focused.

[23:59] The most interesting things in branding and marketing today.

[26:12] The future of marketing and branding in the next 3-5 years.

[28:44] A brand with great marketing that interests Lou.

211: Bridging The Gap with Dr Tom Giblin

Tue, 31 Mar 2020 17:30:00 +1100

My guest today is Dr. Tom Giblin and I'm very excited to have him on the program. Tom is a prosthodontist and he's an educator and he's known for both his clinical excellence and his ability to teach things in practical, simple ways.

Our conversation today is wide ranging - we covered a lot of ground, lots of different topics. What I've always really appreciated about Tom is his generosity, his willingness to share his openness as he discusses all the things going on in specialty practice and some of the trends that he sees that are going to impact, not just specialty practice but general practice as well.

In this episode we discuss:

[2:41] Backstory on how Tom became a prosthodontist.

[7:02] The things Tom learned from his dad while growing up.

[8:27] Doing the fundamental things.

[14:18] Tom’s role as a prosthodontist.

[18:52] Dealing with things that haven't gone so well from a general dental point of view.

[21:40] Building good relationships with specialists.

[27:32] Business model of specialist practice.

[31:40] Lab flow and considerations when purchasing gear.

[38:42] What constitutes a good referral and a good referrer.

[41:38] Lessons and learnings on Tom’s journey and role in the specialty practice.

[45:27] The top few people Tom would want to have if given the chance to host a dinner party.

210: Managing Risk in Uncertain Times

Tue, 24 Mar 2020 17:30:00 +1100

In Episode 210 of the Savvy Dentist Podcast, we are going to talk about managing risk in uncertain times. As I’m recording this, the COVID-19 pandemic has spread all throughout the world with various places under lockdown. The situation remains fluid and things are evolving and changing rapidly.

The reason I want to talk about risk today is that throughout this COVID-19 situation, the businesses that manage risk the best, the ones that can identify and mitigate risk are going to be the ones that have the greatest chance of survival. I’m going to discuss the things you can do right now to put your business in the best possible position to come out of this situation stronger than you went into it.

In this episode we discuss:

[01:46] The importance of discussing business value in situations like this.

[02:33] Reason why managing risk is an integral part of running a business.

[03:04] Basic premise of any risk analysis and other questions it can lead to.

Things you have control over when going through a risk analysis:
- [03:38] Concentration and single point of failure
- [05:13] Predictability and sustainability.
- [08:15] Risks identified in the balance sheet.
- [09:52] Decision making and assumptions that influence decisions.

Areas of risk that we do not have control over:
- [12:47] Economic factors.
- [13:40] Industry-specific factors and market cycles.
- [14:07] Regulatory environment.
- [14:13] Competitors.

[14:48] Things you can do to put your practice in the best possible position to get through any challenging time.

209: Navigating the Covid 19 Crisis

Tue, 17 Mar 2020 17:30:00 +1100

We are in the thick of the Corona Virus crisis as we speak. In Episode 209 of the Savvy Dentist Podcast, I want to talk to you about navigating this crisis, getting through it, and thriving post-COVID-19.

The future is unclear for us in the next 18 months or so but if we do some smart things now and are willing to go on the right path to success, we will be in a position to grow quickly into the future and come out of this crisis unscathed.

In this episode we discuss:

Crises that have happened through the years and the lessons we can take from them.

Anxiety is normal in this situation.

Using this time as a chance to demonstrate high personal leadership.

Assisting in the containment of the corona virus.

Risk management in your business.

The importance of preserving your cash flow.

Maintaining the integrity of your team.

Communicating with your patients effectively.

Potential opportunities you can take advantage of during this time.

What you can do if you get closed down.

Preparing for future crises.

208: Fees, The Good, The Bad and The Ugly

Tue, 10 Mar 2020 17:30:00 +1100

Episode 208 of the Savvy Dentist Podcast is a solo episode with me, Dr. Jesse Green. We are going to talk about fees and setting fee structures - in essence, the good, the bad and the ugly of fees.

It is highly important for a practice to have an appropriate fee level to allow us to operate commercially and successfully. This allows us to give the best possible care to patients while being able to level up the business and making sure that enough money comes through the door so that our business and our team members are sustained. It’s a short but informative episode that will give you the information you definitely need on practice fees.

In this episode we discuss:

● [01:34] Good reasons for setting fee levels appropriately and operating in a commercially successful and sustainable way.

● [03:11] Fees reflect the brand of the business.

● [04:12] Things that affect the fee structure.

● [05:26] Problems that come up in setting fee structures.

● [06:01] Common issues that come up when increasing your fees.

● [08:03] The trouble of single point sensitivity.

● [09:57] The best way to market your practice.

● [10:43] Should you give discounts or not?

● [12:17] Reviewing your fees.

207: A Small Shift in Focus Equals a Big Lift in Profits

Tue, 03 Mar 2020 17:30:00 +1100

We are going to talk about his journey from being overworked, stressed out and literally nearly dying under the workload to transitioning to a fully leveraged business that he now enjoys.

In this episode we discuss:

[02:47] Overview of Jason’s backstory.

[08:54] The good that came from his scary life experience.

[11:30] The first thing he did when he went back to work to start creating time and space for himself.

[14:57] The reason why most health professionals put themselves second in terms of health and well-being.

[19:48] Steps to take to wind up a practice owner’s clinical time.

[24:14] Impact on Jason’s business from cutting down his hours.

[34:19] Lessons he learned from running a team that has made a difference.

[42:34] People he’d like to invite to a dinner party.

206: Understanding the Legal Elements of Practice Ownership

Tue, 25 Feb 2020 17:30:00 +1100

Our guest on Episode 206 of the Savvy Dentist Podcast has been around in the profession for decades. Dr. Brad Wright is the owner of Dentalegal Solutions, a business that provides legal services for dental professionals. Brad is both a dentist and barrister so his understanding of the profession is immense.

We’ve covered quite a lot of ground in this interview such as handling disputes and conflict, getting consent from patients, top things to look out for when buying or selling your practice, common legal mistakes practice owners make and so much more. It was a very thorough and encompassing interview you wouldn’t want to miss.

In this episode we discuss:

[02:58] The backstory of how Brad became a dentist and barrister.

[05:19] His skills transference from being a dentist to a barrister.

[07:23] Things in dentistry today that surprise him.

[09:29] How the reduction in professionalism is affecting the protection of the public.

[11:51] Building resilience around complaints.

[13:58] Common mistakes dentists make from a legal perspective.

[15:19] Appropriate procedure for letting patients know about the treatments they are going to go through.

[21:21] Dealing with the dispute resolution process.

[27:01] The beginning and end of a practice owner’s liability for associate dentists.

[30:10] Issues with contracting, employment and SFAs.

[33:26] Dealing with young dentists who insist on contracting or SFAs.

[35:15] Common pitfalls on contracts for sale from the vendor and purchaser’s perspective.

[37:23] Top 5 things buyers are not considering when purchasing a practice.

[41:35] Considerations to take on registred business names when buying.

205: How to Speak with Power and Influence

Tue, 18 Feb 2020 17:30:00 +1100

There is power in your voice and this is what we’re discussing in our wide-ranging conversation with Maria Pellicano on Episode 205 of the Savvy Dentist Podcast. Maria is a singer, voice coach and public speaking trainer and she helps people communicate effectively with others so that their messages are delivered the way it’s intended.

In this interview, Maria shares with us some practical tips on how to use elements of voice to enhance and deliver the message we are trying to convey. We also talk about handling specific scenarios in dentistry between dentists, clients and team members and so much more. If you apply and take her tips to heart, you will definitely improve your communication skills.

In this episode we discuss:

[02:53] How Maria found her way into the world of voice coaching.

[05:06] The importance of using your voice to deliver your message.

[06:54] Communicating effectively by bringing intention to the way you use your voice and coupling it with words you choose.

[08:46] Using different voices for different scenarios.

[12:49] Elements needed to create the voice and style of communication you want to achieve.

[15:32] Voice tones and paces to use in a specific scenario with a client.

[18:38] Strategies to employ when dealing with conflict in your team.

[23:18] Signs and cues to look out for to help interpret voices.

[30:46] 3 Key things to consider in communicating and using their voice effectively.

204: How to Use Great Content to Attract New Patients

Tue, 11 Feb 2020 17:30:00 +1100

Great content marketing is key to an effective business marketing strategy. This is why on Episode 204 of the Savvy Dentist Podcast we’ve invited content marketer Macushla Collins to help us understand the importance of writing and publishing high quality and purposeful content for our practice.

Macushla is a total expert at what she does. She possesses the ability of taking technical subjects and humanizing it so that it resonates with the lay audience. We’ve covered so much in this interview such as strategies for creating content, hiring content writers, SEO considerations, using images in content, common failures in content marketing, and so much more. You’ll get tons of tips and tricks to take your content marketing to the next level after listening to this episode.

In this episode we discuss:

[03:45] How Macushla came to find herself in the world of content marketing.

[06:16] The reason why content is so important.

[09:11] Common mistakes people are making in content marketing.

[11:30] Preparing plans and strategies for coming up with content.

[13:27] Benefits of getting a great content writer.

[17:00] Telling relatable stories in your content.

[18:32] Key points to consider in writing content for your website, blogs and emails.

[22:00] The structure of writing a blog.

[23:28] The importance of writing content with purpose.

[26:54] Role of infographics and images in content.

[29:18] SEO considerations in writing your content.

[32:18] The difference between personal and business personality.

[36:42] Key things to keep in mind when working with a content writer.

[39:35] What conscious content is.

[42:08] Key things business owners need to be aware of in creating content.

203: Fix Your Front Desk

Tue, 04 Feb 2020 17:30:00 +1100

Episode 203 of the Savvy Dentist Podcast is an interesting chat with Sue Sandals of Practice Based Solutions on the topic of having a high functioning front desk in your dental practice.

Front desk personnel need to be well-trained and be high performing because they are the ones who give patients their first impression on your practice. They are also responsible for making sure that your appointment book is operating smoothly. In this episode, Sue is going to share with us how a front desk person can operate highly and consistently, how to overcome common problems they experience, the importance of appearance, and so much more gems you’ll want to implement in your practice today.

In this episode we discuss:

[02:04] Training courses run by Sue and The Savvy Dentist for Front Desk Personnel.

[03:39] The story on how Sue found her way into the work that she does now.

[06:34] Lessons she learned from working for airlines.

[08:15] Sue talks about what makes for great customer service.

[09:17] The changes that customer service is going through today.

[10:08] Other things we can do to become more approachable at work.

[12:39] Essentials for grooming and deportment.

[17:03] The reason why your practice needs to look good and why you need to take care of your team.

[18:11] Tools front desk people need and how practice owners can support them in that.

[19:06] Why practices that do really well are those that invest in training.

[21:45] Stand-out qualities of a great front desk team and how you know they’re working well.

[23:54] Things you need to master to run the appointment book well.

[25:28] The importance of client appreciation.

[27:17] Advice for front desk personnel and practice owners to have a high functioning, rock-solid front desk experience.

202: Leaders Who Lead

Tue, 28 Jan 2020 17:30:00 +1100

Episode 202 of the Savvy Dentist Podcast is a wide-ranging, practical and very interesting interview with Kate Russell, an expert with an extensive background in mediation and conflict resolution.

We all know that the ability to create a self-managing team for our own practices is critical. Kate shares heaps of information for business owners like you on the essential skills you need to help you get the most from your team. She also discusses important things you need to know about conflict and conflict resolution in teams. The episode is full of gems that you wouldn’t want to miss.

In this episode we discuss:

[02:43] The story of how Kate found her way into leadership and conflict resolution.

[05:23] Her observations about the human character in her role as a legal aid.

[07:00] Her impetus to writing her book, Leaders Who Lead.

[09:27] Her thoughts on the reason why leadership is not taught broadly.

[11:15] The problem of business owners managing people.

[11:42] Leadership skills can be developed.

[12:10] How to increase your self-awareness.

[13:51] Common mistakes people make in their leadership.

[15:20] Usual source of conflict in teams.

[16:41] Tools needed to create clarity.

[20:00] Using Disc Profile in leadership.

[21:54] Tips on having difficult conversations without having resentment or anxiety and getting an outcome.

[25:41] How conflict can be good in teams.

[30:36] Mediating conflict between team members.

[36:10] Kate’s advice for business owners.

[37:36] Leaders that best exemplify leadership for Kate.

201: 7 Instagram Hacks to Drive More Leads in 2020

Tue, 21 Jan 2020 17:30:00 +1100

In Episode 201 of the Savvy Dentist Podcast, Liza Choa - speaker, trainer, podcaster, and digital marketing strategist joins us as she talks about Instagram hacks that you can use today for lead generation. Liza is the founder of Content Maximiser, a company that helps your business convert more with better content.

In this in-depth interview, Liza is going to share how 7 elements can increase your leads on Instagram. She also discusses the importance of a multi-channel approach in marketing. I’ve picked up quite a few ingenious ideas on this chat and I encourage you to get a pen and paper when listening to this episode because you’ll pick up tons of gems from Liza.

In this episode we discuss:

[00:45] The story of how Liza found her way into the world of internet marketing.

[02:50] The reason she chose to work with Instagram.

[04:19] The buyer intention on Instagram versus other platforms.

[08:16] Their process of taking people from the bottom to the top of the funnel.

[09:37] Demographics in different online platforms.

[11:42] The first hack on usernames.

[13:39] 2nd hack on your business bio.

[17:10] 3rd hack on links.

[20:44] 4th hack on branding.

[23:48] 5th hack on being intentional.

[27:14] 6th hack on audience outreach.

[31:52] 7th hack on Instagram Stories.

[39:49] The multi-channel approach and email marketing.

200: Celebrating 200 Conversations

Tue, 14 Jan 2020 17:30:00 +1100

This episode is a very special episode because I am celebrating the 200th episode of the Savvy Dentist Podcast. And today, I’ve invited Tyson Franklin to do the interviewing for me. Come celebrate with us as we hit this milestone in podcasting.

In this episode we discuss:

[01:47] Dr. Jesse Green’s feelings on hitting his 200th podcast episode.

[02:40] Committing to delivering one podcast a week since 2016.

[03:20] The important life lessons he has learned from podcasting.

[05:00] Time blocking & controlling his diary.

[07:03] Other lessons podcasting has taught him.

[08:26] His feelings about re-listening to his earlier episodes.

[12:05] Focusing on things that make a difference.

[14:48] The importance of conversation and speaking

[16:30] The difference between speaking and communicating.

[19:05] Dr. Jesse Green’s favourite superhero.

[19:44] The reason why Tyson likes Captain America.

[22:05] Podcast guests that have made him nervous.

[23:22] The story behind the audio snippet of Richard Branson in his podcast.

[30:29] The difficult parts of producing his podcast.

[39:09] Reasons why Dr. Jesse Green has stuck around in producing his podcast.

199: How to Get More Patients with Email Marketing

Tue, 07 Jan 2020 17:30:00 +1100

In Episode 199 of the Savvy Dentist Podcast, I am interviewing Sue Rice who is an expert copywriter I have personally worked with. She is a professional copywriter, communications strategies and entrepreneur for over 25 years.

Sue is also very well-known in the world of email marketing and that’s the topic we are going to touch on today. She shares valuable information on the fears on email marketing, how to make your emails stand out and finding your voice to make your message come through effectively.

In this episode we discuss:

[00:45] The story of how Sue found her way into the world of copywriting.

[02:55] The things she loves about living in France.

[04:50] Changes and constants Sue has seen in the world of marketing.

[07:39] Sue’s thoughts on email marketing.

[12:58] The business owner’s fear of sending emails to customers.

[18:40] Finding your voice and balance with being professional and vulnerable in writing emails.

[21:23] Things to be mindful of when emailing leads versus patients or clients.

[27:11] Email campaigns for dental practice owners.

[30:59] Maintaining the premium of your dental practice.

[35:36] Making your email stand out and measuring your open rates.

198: A Guide to Making 2020 Your Best Year Ever

Tue, 31 Dec 2019 17:30:00 +1100

Episode 198 of the Savvy Dentist Podcast is a solo episode by yours truly, Dr. Jesse Green. Before the year ends, I wanted to share some thoughts and practical strategies with you to help you make 2020 your best year ever.

I am going to be talking about principles that can help you create a practice and a life you love, how you can implement these in your life and business and how it can make 2020 a better year for you.

In this episode we discuss:

[01:29] Looking back and learning from the lessons of 2019 to make 2020 better.

[02:35] The 3 Big principles I’ll be talking about to create a practice and a life you love and to also achieve work-life integration.

[03:40] Suggestions on how you can design your future.

[04:42] Planning and getting clear on your 10-year, 3-year and 1-year goals.

[07:10] Revisiting your business model.

[09:24] Things you can do to earn more.

[13:52] Maximising your cash flow.

[15:17] Leveraging your team and time.

[20:37] Things to think about for making 2020 the best year ever for you.

197: Marketing Automations To Help Scale Your Practice

Mon, 23 Dec 2019 17:30:00 +1100

In this episode of the Savvy Dentist Podcast, I am interviewing one of the key people who are part of my business both at the dental practice and coaching business - Jorge. He helps me with systems and operations, which he has an incredible pedigree on.

We will be talking about systems and automations in our conversation today and will be touching on topics such as understanding strategies and tactics, common mistakes business owners make, automation, personalisation and so much more.

In this episode we discuss:

[01:04] How Jorge found himself in this line of work.

[06:23] His definition of automation.

[07:15] The effect of having simplification, structure and scale to get an outcome.

[07:57] Understanding strategies and tactics.

[11:30] Working on keeping it simple.

[13:41] Simplifying based on the needs of the business.

[14:46] The things we need to be aware of in designing our systems.

[16:47] Common mistakes businesses make in systems and automation.

[18:37] Creating automation and personalisation at the same time.

[21:30] Systemisation, automation and conversational framework working together.

[22:55] Things to know and be wary of when implementing systemisation and automation in the business.

[24:30] The importance of teams in systemisation.

196: How to Get the Most From Your Practice Manager to Accelerate Results

Tue, 17 Dec 2019 17:30:00 +1100

In this episode of the Savvy Dentist Podcast, I am interviewing a key person in my business, Melanie Thompson. She is the person who sits beside me alongside our business, the person I turn to to get things done, takes my ideas and implements them and sits with practice owner clients to help them work with receptionists, business partners, managers.

We are going to be talking about how to get the most from your right hand person in your team. If you have a great relationship with your right-hand person, you are going to achieve your goals much faster than you would.

In this episode we discuss:

[03:15] The importance of a right-hand person in a business to achieve the best results.

[04:45] Defining a plus one in your business.

[05:41] Key things that separate the practice owners and practices that really do well compared to those that are just okay.

[07:29] The specific things we need to be clear about and the reason why we aren’t clear sometimes.

[08:54] The reason why clarity is hard to achieve and the tools you can use to bridge the gap.

[11:09] The role of the plus one in the business.

[14:10] Creating buy-in for the plus one.

[18:50] Are plus one’s born or are they made?

[20:52] Skills and attitudes of a right-hand person.

[23:52] Things that surprise her in working with clients and dentists in the plus one-owner relationships.

[27:03] Beginning the process of building a relationship with your plus one in your business.

[29:13] Managing and mitigating risk regarding your plus one.

[32:45] Great results of having a good relationship between business owners and their plus one.

195: Success Leave Clues with Dr Ayesha Aijaz

Tue, 10 Dec 2019 17:30:00 +1100

Today on the podcast I am chatting with Ayesha Aijaz.

Ayesha has built an incredible business over the past few years and she shares with us today about how she built her business to a success, some of the challenges she has faced and how she has gotten to where she is today.

I loved this interview and I hope you do as well and that it brings you a few ideas and things to implement in your business

In the episode we discuss:

[ 3.05 ] Ayesha talks about the changes in your career over the past five years.

[ 3.45 ] We discuss the balance between lifestyle and business and how a business manager helped to create the balance.

[ 5.02 ] The initial concerns around hiring a business manager are discussed and how these concerns were overcome.

[ 6.33 ] The benefits of a business manager are discussed and how handling over control is needed.

[ 9.05 ] We talk about the changes that Ayesha has gone through over the last 5 years and how not only operational changes have been made but also personal and mindset shifts that have added to the success of the business.

[ 11.18 ] Mistakes made in business are discussed and how it is important not to make emotional decisions.

[ 12.18 ] We discuss the need for organisation in a business and structure to keep it running smoothly.

[ 13.06] Hindsight is mentioned and how mistakes made in business have stopped Ayesha from being able to run the business and the staff the way she should have.

[ 15.32 ] We discuss challenges that are faced in business and what things that Ayesha would have done differently.

[ 16.20 ] Self care and mindset shifts are discussed and how they are important in order to running a successful business.

[ 19.31 ] We discuss the common misconceptions and mistakes that dentists make in their businesses.

[ 20.17 ] We talk about success being a personal thing and not to compare to other people success.

[ 21.45 ] Ayesha gives her recommendations for others who are trying to build a successful business.

194: Get Your Marketing Right for 2020

Tue, 03 Dec 2019 17:30:00 +1100

In this episode of the Savvy Dentist Podcast, Josh Rimmington of the JR Marketing Group gives us pearls of wisdom on how to get our marketing right in 2020.

We talk about all things marketing, how to assess your marketing, making sure your strategy and marketing is aligned with your business strategy and so much more. If you are a business owner, you will definitely want to listen to this as Josh gives tons of information that may take your marketing to the next level.

In this episode we discuss:

[03:00] Josh’s learnings from his recent kickboxing match.

[06:08] How Josh remained analytical, focused and on top of things during the match.

[10:56] Josh’s observations on what has worked and not marketing-wise.

[14:30] Things to look at to assess the effectiveness of your marketing.

[20:11] Complexity in dental practice marketing.

[24:13] Simplifying your marketing.

[31:25] Changes in marketing trends over time.

[35:35] Where email marketing stands in the overall marketing picture.

[39:16] Reasonable open rates for emails.

[43:26] Josh walks us through his Cut the BS Action Planner.

193: Motivational Interviewing for Dentists

Tue, 26 Nov 2019 17:30:00 +1100

In this episode of the Savvy Dentist Podcast, Claire Mullins, a coaching expert with many years of experience joins us to talk about her expertise in motivational interviewing and how dentists can apply this to their own practices.

In this conversation, Claire unpacks how you, the practice owner, can get the best of yourself and your team so that your business can go the next level. She shares absolute pearls of wisdom that you will want to apply to your business to see it grow in the areas of harmony, productivity, and improvement.

In this episode we discuss:

[02:47] The story of how Claire found her way from health care to mentoring and coaching.

[04:46] What fascinates Claire about psychology.

[05:53] General application of coaching skills in business.

[06:46] Fundamental differences of coaching and mentoring.

[07:50] Possible outcomes of coaching teams.

[09:01] Claire tells us about motivational interviewing and what it involves.

[10:22] 4 steps of a motivational interview.

[11:56] Evoking skills a successful motivational interviewer possesses.

[13:46] Motivating yourself to accomplish the things you need to do.

[15:20] Common mistakes dental practice owners are making when trying to guide and build their team and what they can do about it.

[20:14] Claire’s thoughts about dealing with context shifts in roles and maintain productivity at the same time.

[22:19] The things make the biggest difference across business.

[26:46] Being conscious about how we communicate and creating an environment with a specific intention.

[28:39] Important takeaways from the conversation.

192: Strategies of the Super Rich

Tue, 19 Nov 2019 17:30:00 +1100

In this episode of the Savvy Dentist Podcast, Tim Mcneely joins us to share his wisdom in helping dentists create passive wealth outside of their practice. He knows the industry intimately and his wife is a dentist which puts him in a great position to speak to us about this topic.

In this conversation we talk about the steps you can take to create wealth outside your practice, why you need to do it, what it takes to do it, and resources you can consider before or while going through the journey.

In this episode we discuss:

[02:16] The story of how he found his way into the work that he does.

[03:19] The rationale behind why dentists need to start thinking about creating wealth outside their practice to develop passive income.

[05:06] The look of a successful retirement.

[07:06] Reasons why people don’t think about creating wealth outside their practice.

[09:15] First step you need to take to start creating the journey of creating wealth outside your practice.

[11:10] Principles of wealth creation that stand the test of time that you can adopt.

[13:04] Discipline as a very common characteristic seen in his most successful clients.

[14:07] The percentage of income that should be allocated to future wealth creation.

[15:00] Things you need to think about to prepare for changes in economic seasons.

[17:10] Advice for people who are thinking twice about taking risks.

[18:50] The challenges that dentists go through and what they should think about.

[20:50] Overview of the book Becoming Seriously Wealthy.

[23:06] His observations about the ultra wealthy.

[24:42] Things that surprised him in his research.

[27:05] Making creation of wealth a priority.

[27:39] Where to get Tim’s book.

[28:27] Resources for people on creating wealth and mindset.

[30:27] The benefits of masterminds and peer-to-peer learning.

[32:45] Big things to consider about creating your journey to wealth.

191: How Can You Help New Patients Find Your Practice

Tue, 12 Nov 2019 17:30:00 +1100

In this episode of the Savvy Dentist Podcast, Taylor Cutler, Director of Marketing in Australia and New Zealand for Podium. Podium is a multi-product platform that gives businesses and their customers the most convenient experience possible - from reviews to messaging and insights.

In this conversation we talk about online marketing trends, general versus local google searches, getting online reviews from clients and practical tips on marketing and reviews that you can apply in your practice today.

In this episode we discuss:

[00:40] The story of how he found his way into the space of online marketing and marketing in general.

[01:54] Latest trends on searches in Google particularly in local search.

[03:16] Difference between general search versus local search.

[05:30] Specific searches versus broad searches by location.

[08:29] The trend of getting online reviews for businesses.

[10:02] Problems on getting reviews from clients.

[11:58] Tips on how to ask for reviews from clients.

[17:32] Views on asking for 5 star reviews or feedback.

[18:49] Number of reviews a practice needs before they become a referral source in their own right

[19:30] Four things google looks at when determining local search rankings.

[22:23] How reviews affect team recruitment or employee applications.

[24:08] The things that are making a difference, adding value, and creating loyalty to customer experience.

[28:27] The future of marketing trends.

190: REBROADCAST: How To Scale Up Successfully with Verne Harnish

Tue, 05 Nov 2019 17:30:00 +1100

The 4 key elements that determine why some businesses make it and others fail

Why you should never make a decision alone

Ways dentists can compete and scale in a competitive market

Expert customer service tips

Finding ways to scale when you love your own craft

Why you need a daily huddle

and more

189: Understanding Competitive Intelligence

Tue, 29 Oct 2019 17:30:00 +1100

In this episode of the Savvy Dentist Podcast, Babette Bensoussan, founder of MindShifts, joins me as we talk about competitive intelligence. Babette is internationally acclaimed in this space being a Competitive Intelligence (CI) Expert and Strategist. She is both an academic and an entrepreneur and has written numerous books around this topic.

Our conversation also touched on industry trends, relevant data that businesses need, making decisions in a volatile, uncertain, complex and ambiguous world, and positioning your practice for growth. Join us in this interesting and fascinating episode today.

n this episode we discuss:

[02:17] Babette’s background and how she works as both an academic and an entrepreneur.

[09:59] The books that Babette has written.

[11:09] An overview on competitive intelligence.

[14:22] Typical data used by businesses for analysis.

[17:22] Social trends or changes as consumers.

[23:24] Babette’s view on a collegiate environment and a competitive marketplace and how they do or do not co-exist.

[25:12] Self-interest and emotional intelligence in people.

[28:59] The VUCA (Volatile, Uncertain, Complex, Ambiguous) model.

[32:53] Advice for small businesses on being able to respond in an agile manner.

[35:24] Decision making in a VUCA world and how you can minimize risk in those environments.

[40:15] Common traits that good leaders have.

188: How to Introduce a New Clinical Procedure

Tue, 22 Oct 2019 17:30:00 +1100

Introducing a new clinical procedure is not as easy as it sounds. On this episode, I shared a lot of tips and tricks on how you can go about the process in an efficient and open way.

If you are clueless on where to start introducing a new treatment to your patients, this episode is for you. Dr. Jesse Green also touched on the things you need to master, the marketing tactics you need, and the benefits of giving them a chance to enjoy the simple things we love too.

In this episode we discuss:

[02:18] Bringing back the skill set into your practice.

[03:26] The three skill sets you need to master.

[04:08] Marketing tactics to attract patients.

[13:45] Introducing and presenting the service.

[15:22] Biggest mistake in case presentation.

[16:13] The things clients research on the process.

[17:48] What kills efficiency and how you can be more efficient in the practice.

[19:57] Training your people.

[20:31] Benefits of introducing a new service in the practice.

187: Integrating Paediatrics Into Your Practice

Tue, 15 Oct 2019 17:30:00 +1100

Kids may be quite a challenge as patients, but can be the most rewarding as well. Dr. Tim Keys, a Specialist Pediatric Dentist - my guest on today’s episode is going to generously share his knowledge with us on handling kids under your practice in the best possible way.

This is a wide ranging interview with so much topics to be covered from behavioural issues, parental management, and of course, tips, tricks and techniques to operate efficiently. If you are a dentist seeing kids or planning to take in kids in your practice, this episode is for you.

In this episode we discuss:

[02:28] Tim’s journey and how he started in Pediatric Dentistry.

[04:58] The struggles general dentists have in providing the best possible care for kids and how they can improve their ability to look after the kids.

[08:34] Tips on managing parents and creating a relaxed environment for them.

[12:34] Guidance on having parents in or out of the room.

[13:44] Best advice Tim has received on dentistry in his journey.

[15:35] Things he wished he’d known earlier about pediatric dentistry.

[18:58] Techniques on efficient practice and longevity of treatments.

[24:00] Tim’s advice for dentists on treating kids.

186: How to Build Wealth Outside Your Practice

Tue, 08 Oct 2019 17:30:00 +1100

Salena is our guest on Episode 186 of the Savvy Dentist Podcast, where she’ll be sharing the most important things we need to know and understand about investments.

In this episode we discuss:

[02:48] Salena’s journey and what led her to property investment.

[05:46] The highs and pitfalls she experienced in her journey in property investment.

[09:25] How Salena bounced back from her loss.

[12:22] Process for developing your own rules, boundaries and parameters for investing.

[16:28] What is a Risk fingerprint.

[18:59] Where Salena sees opportunities these days.

[21:50] Increasing the familiarity and understanding to decrease your risk with investing.

[23:43] Diversification in investing.

[26:48] Salena talks about network and net worth.

[29:33] People Selena wants to have dinner with.

185: Scaling Series: How to Create a Winning Team

Tue, 01 Oct 2019 17:30:00 +1100

All of us understand the importance of having a great team to achieve our practice goals and set our practice up to go from profitable to scalable. But, many practice owners often encounter the problem of not being able to make their team operate at the highest possible level.

In episode 185 of the Savvy Dentist Podcast, I’ll be sharing a practical step-by-step guide to create a great team that will take your business from profitable to scalable.

In this episode we discuss:

[02:06] The types of team members in the 4 quadrants of the Performance Culture Matrix

[04:22] Creating a great team by having an organizational structure.

[07:32] One mistake businesses encounter when using organizational charts.

[08:34] Approaching recruitment in a systematic and methodical way.

[11:42] The process of the Magnetic Job Offer.

[15:00] Creating a robust onboarding and training process.

[17:18] Shifting the business owner’s role from being the primary dentist to building and leading the team.

[18:01] Building a personal improvement plan for each of your team members.

[19:45] Using the GROW Model in coaching your team and communicating with your patients.

[21:19] Providing the team a great place for work help them earn a living.

184: What Farmers Can Teach Dentists About Wealth Creation

Tue, 24 Sep 2019 17:30:00 +1100

Episode 184 of the Savvy Dentist Podcast is a very interesting chat with Terry Tran who runs the Freedom Trader. The Freedom Trader is “ a community for normal, everyday investors who want something more out of their lives.” The company teaches based on his Philosophy of Financial Risk Management.

Terry teaches financial freedom to people outside their current job without taking unnecessary risks because we know that creating wealth outside the business can really give you total freedom.

In this episode we discuss:

[02:32] Terry tells us about his business and how he found his way into it.

[04:00] How his experience shaped and affected him and his family.

[06:52] Terry’s emotional response to losing $100,000.

[08:48] The things that made Terry a really good student.

[10:20] Differences between good and mediocre investors.

[13:10] The financial weeds we need to be mindful of.

[16:24] Steps to mastering fear and greed.

[18:11] Common challenges for business owners creating wealth outside their business.

[20:02] Mistakes that people make when creating a 2nd stream of income.

[22:08] Interesting things that have surprised Terry in his own journey.

[23:51] How the market changes.

[26:28] Topics to be covered by Terry in the Practice Max event.

[27:41] Terry’s tip on creating wealth outside the business.

[28:55] The power of compounding.

183: Creating a Practice with Profits and Purpose

Tue, 17 Sep 2019 17:30:00 +1100

Episode 183 of the Savvy Dentist Podcast is a very insightful and interesting conversation with Scott Andersen, Co-Founder and Director of Stakeholder Stewardship at Aritsan Dental. Scott generously shares their experience of being a Certified B Corporation practice and the practical and tangible steps they took to make sure they are operating in a commercially successful way while being economically and environmentally sustainable.

I personally think that Conscious Capitalism is going to be a future trend. There is now a growing movement around it. And in this episode we are going to learn more about how it can improve your business, team fulfillment and retention, productivity and give you personal and professional satisfaction like how Scott and his wife experienced with Artisan Dental.

In this episode we discuss:

03:10: Scott defines his role in their practice as the Director of Stakeholder Stewardship and lists down the 5 stakeholder groups in their business.

04:20: Scott shares an example of what his role involves on a day-to-day basis.

05:13: The backstory of how Scott arrived at this point in his career.

06:30: Understanding what a B Corporation is and where it falls under the umbrella of conscious capitalism.

08:31: Trends that will likely evolve in the movement of conscious capitalism.

10:52: Their experience in becoming a Certified B Corporation.

11:55: 4 tenets of conscious capitalism.

13:30: Scott explains conscious culture and how they apply it to their practice.

15:33: Commercial benefits of conscious capitalism for the business and its stakeholders.

21:07: Our practice’s water program with B1G1 as an example of conscious capitalism.

24:51: The first steps to take to start and implement conscious capitalism in your business.

27:44: Their practice’s success that they attribute to being a B Corporation.

28:28: The most interesting experience they’ve had since embarking on this journey.

182: What Makes a Valuable Practice

Tue, 10 Sep 2019 17:30:00 +1100

In Episode 182 of the Savvy Dentist Podcast, we are going to have a valuable conversation with Lisa Singh, and we are going to talk about how to create a valuable business, a topic that is very near and dear to my heart. We’ll be discussing the drivers of value, how to maximize it, how to position your practice for sale, and ultimately creating the most valuable business that you can.

Lisa has a degree and background in business and dentistry. She is uniquely positioned to understand what corporates are looking for as they buy practices, the key ingredients that must be in place, negotiating deals and terms. She is working as a practice broker which enables her to see both sides of the situation.

In this episode we discuss:

03:24: The story of how Lisa found her way into this kind of work.

06:23: Trends that have shaken the way dentistry is done in Australia and overseas and where is it going?

07:55: Lisa’s career at Dental Partners now Maven Dental Group.

09:55: Things that corporates look for when acquiring a practice.

12:02: Risks that need to be addressed from the perspective of the practice purchaser.

13:57: The importance of a business plan in assisting the acquisition of a business.

15:40: Other factors in getting your business multiple.

17:56: Ranges of multiples that are accepted in the marketplace.

19:04: Integrating your practice smoothly with the corporate purchaser and making the transition easier.

22:19: Emotionally preparing for the sale of your practice.

23:03: The differences and similarities of selling privately and selling to a corporate.

24:44: How preferred providerships influence value.

25:32: Preparing for selling your practice.

28:28: Being flexible in your thinking.

181: Scaling Series - Go Slow to Grow Fast

Tue, 03 Sep 2019 17:30:00 +1100

In Episode 181 of the Savvy Dentist Podcast, I am thrilled to bring to you Brent Tilson, author, entrepreneur, industry leader and civic advocate to talk more about his interesting and note-worthy book called Go Slow to Grow Fast, which has won book of the year. I highly recommend that you get a copy of this because it is an absolutely fantastic read.

In this episode we discuss:

01:55: Problems Brent has observed in the marketplace that prompted him to write his book.

05:10: Identifying if you are in the Driving Zone or Drama Zone through the things you are experiencing.

07:27: Common things that go wrong when you are in the Drama Zone.

11:03: Steps to moving into the Driving Zone from the Drama Zone.

14:06: The difference between growth and scale.

16:22: The problem with growing so fast.

18:47: How to go slow with your business.

25:45: The impact of employee turnover in the organization and how it can be eliminated.

29:33: Dentist’s issues around accounting in business.

32:32: Thoughts and advice on how to Go Slow to Grow Fast.

180: Digital Marketing for Dentists

Tue, 27 Aug 2019 17:30:00 +1100

In Episode 180 of The Savvy Dentist Podcast, Nicholas Dogulin of Dental Rank joins us as we cover the ins and outs of digital marketing.

Dental Rank is an agency that has expert understanding on the dental profession and is focused solely on serving only dentists. In this conversation we will cover the basics of internet marketing which is traffic and conversions, as well as email marketing, tracking, good copy and so much more.

In this episode we discuss:

02:47: The story of how Nicholas found his way into the world of digital marketing.

05:08: Going from web development to marketing - what Nicholas had to learn around the marketing to complement the technical piece.

10:43: Things to consider when formulating tactics and plans to develop the dental practice website and have it convert.

19:30: Developing and implementing digital marketing for your business.

23:13: Importance of good copy that converts on the website.

28:48: 2 key things for exit pops.

30:52: Implementing tracking tactics for clients.

34:12: Service benefits of Dental Rank.

36:00: Expectations you need to have for digital marketing.

45:04: The role of email marketing in the marketing realm.

50:11: Pearls of wisdom from Nicholas.

179: Build a Practice You Love

Tue, 20 Aug 2019 17:30:00 +1100

n Episode 179 of the Savvy Dentist Podcast, Jason Cunningham the founding partner of The Practice, is also an author, a well-sought keynote speaker and media commentator. He helps business owners articulate and achieve their business goals.

Jason is going to share with us a wealth of knowledge on being a good leader, preparing your business for selling success and the importance of creating space for yourself. He gives us real-life examples and manageable tips that we can surely apply to our practice or business today.

In this episode we discuss:

01:03: Updates on Jason's business

03:42: Attracting and retaining key talent in the business

05:27: The impact of things that may come up when preparing to sell your business.

14:31: First step into transitioning from working for to working on your business: Plan.

24:45: Instances where people come unstuck in the transition.

26:58: The notions of being an absentee owner when transitioning to becoming a business leader.

30:00: 4 roles of a good leader.

33:21: The importance of creating space for yourself.

35:06: Observations and realizations on life changes and transitions.

40:19 Pearls of wisdom from Jason

178: How to Be A Better Leader

Mon, 12 Aug 2019 17:00:00 +1100

In Episode 178 of The Savvy Dentist Podcast, Rohan Dredge, a speaker, mentor, author and coach, shares his expertise on understanding and unpacking leadership. Rohan helps technical experts become people leaders.™

Rohan has over two decades of teaching leaders the essential skills to help them make the leap and become outstanding at leading people. Rohan will share approaches to leadership and teams, the power of your own potential and intention and the expectations we need to set both for and from our team members.

In this episode we discuss:

01:12: The story of how Rohan found himself in this line of work and the reason why he feels technical experts to hone their leadership skills.
02:50: What good leadership looks like.
05:44: Approaching thoughts of team leaders who are worried about team members leaving the practice.
07:51: Steps for having clarity and conviction.
11:06: Realizing and fulfilling your potential.
17:14: Rohan’s view around the power of intention.
22:14: Number 1 reason where people go wrong with their expectations from their team and how to make it better.
28:00: Knowing what we want from and for our team members.
33:43: The 5 types of voices.

177: How to Have a Successful Dental Career

Tue, 06 Aug 2019 17:30:00 +1100

I am very excited to share Episode 177 of the Savvy Dentist Podcast with you because our guest today has an incredible pedigree when it comes to dentistry. Dr. Tony Hobby, Founder and Principal Dentist of Island Dental and I talk about what it takes to create, own, maintain and grow a dental practice. From a very early age, Tony has been known as someone who sees things differently and challenges the status quo and he has applied this in running his dental practice as well.

With 38 years of experience, you’ll get an immense amount of wisdom from Tony as he shares with us the lessons he has learned, the things he has observed, the secrets he has accumulated and the pearls of wisdom he’s picked up along the way. We will also learn about how his background in AFL Football and the culture they had in the team guided him in building his dental practice.

In this episode we discuss:

02:48: Tony shares the things he most enjoys about football.

04:17: How football has helped shaped his values and life.

05:46: Lessons from his football career that he brought into his dental career and Island Dental.

08:21: His transition from playing football to starting his career in dentistry.

10:02: Analyzing the moves of the opposition in their games and how he relates it to his dental practice team.

11:40: Specific things Tony did, as the founder, to create, maintain and protect the culture in his practice.

14:07: Trends in the last 20 or 30 years that have shaped the profession.

17:54: How Tony stayed ahead in the industry.

19:33: Observing other industries and incorporating their practices in your dental practice.

20:43: The skill of communication and putting intent behind words.

23:38: The difference between selling something and helping people buy.

24:36: Tony shares his greatest learnings on being a dentist and staying in the game.

29:03: Importance of offering outstanding service to your patients.

32:39: The future of the life and times of Tony Hobby and the dental profession.

176: Get More Time

Tue, 30 Jul 2019 17:30:00 +1100

You will definitely find Episode 176 of the Savvy Dentist Podcast very interesting if you are someone who has a to-do list longer than the time you have to complete it. Les Watson, also known as “The Time Lord”, is a time management and productivity expert who will share his knowledge with us to help us finally get stuff done. Our conversation includes tips on how to get the most of your day and focus on the things that really matter to take your practice to the next level.

Les is the author of the book “Get Back An Hour In Every Day - The A to Z of Being More Productive”. The book features an A to Z format that you can use as a quick resource when you are faced with a specific time–related problem. He has over 30 years of training, speaking and facilitating experience in self-management, motivation and communication techniques. He has worked with numerous corporations, small businesses and individuals all over Australia and South East Asia.

In this episode we discuss:

01:40: The story of how Les found this niche and line of work.

02:55: The biggest roadblock to getting things done.

04:35: Learning more about setting and implementing boundaries in your business.

05:57: Evaluating the workload that you need to prioritize and how to get it done.

09:25: Underlying reasons behind procrastination.

12:11: The role of decision fatigue in procrastination.

13:30: Importance of delegation and how to do it correctly.

15:36: Things that have surprised Les in his journey to managing to focus on the right things and getting time and productivity under control.

17:29: Knowing how much time to spend on planning and execution.

21:07: Common challenges, tips and tricks that the audience can benefit from.

26:08: The positive changes that can happen in your life from implementing things the right way.

27:38: The good results you can expect to see in your team and business.

31:12: Free 15-minute consultation.

32:27: A peek on the structure of Les’ day and some tips on how to apply a system in your own life.

175: How to Create a Winning Culture

Tue, 23 Jul 2019 17:30:00 +1100

In this action-packed Episode 175 of the Savvy Dentist Podcast, Collin Ellis, an award-winning keynote speaker, culture change specialist and author, joins us as we talk about his expertise - creating a winning culture in your practice. He gives us practical tips that you can implement in your practice today.

Colin’s work is centred around helping organisations and individuals change the way they get things done. He is a catalyst for creating cultures where great work thrives. If you are a practice owner wanting to create a good culture with intent in your business, this episode is for you.

In this episode we discuss:

02:40: What is culture?

03:55: How culture is created with specific intent.

05:53: Benefits of culture with a specific intent in business.

07:47: Owners getting fulfilment from their business.

10:11: Steps to create a culture.

12:41: Examples of companies with compelling visions.

14:26: Why people buy into compelling visions.

17:07: Colin explains the disconnect between behaviour and visions.

18:48: The reason culture needs to be updated regularly.

20:10: Getting people to buy into recreated or reshaped culture.

21:50: Dealing with people who don’t want to buy into the culture.

24:12: Markers to know if you have a good culture.

25:45: Why processes and procedures are not followed by people.

28:21: The importance of the implementation of metrics, accountability and frequency of performance measurement.

30:02: Briefing your team about collective goals for the business.

31:25: Dealing with the challenges of hiring people.

33:36: Questions to ask in interviews to determine culture fit.

36:07: Words of wisdom from Colin on success.

174: Things I Wish I Had Known as a Recent Graduate

Tue, 16 Jul 2019 17:30:00 +1100

In Episode 174 of the Savvy Dentist Podcast, we are joined by fellow dentist, Dr. Omid Azami who runs the Noobie Dentist Podcast and Noobie Dentist Study Club. The Noobie Dentist Podcast and Study Club was created to give noobie dentists a safe place to connect, collaborate, learn and grow.

If you are a new dentist, associate or practice owner, you wouldn’t want to miss this interview as we talk about experiences, challenges of and advice for new dentists. For practice owners, we also touch on how to better understand your associate dentists to have harmonious relationships with them.

In this episode we discuss:

02:12: Dr. Omid’s backstory and how he ended up in Australia from Canada.

04:38: His personal experience which prompted him to start a dentist study club.

06:00: Next steps after putting up together the study club.

07:48: Challenges young dentists face today.

10:36: Dr. Jesse shares his experience on his first job.

12:12: The things that Dr. Omid thinks would have been great to have been included in their uni curriculum.

14:23: Dr. Omid’s advice for new graduates to excel in the field.

18:19: Understanding your associate dentists better.

21:01: Dr. Jesse’s experience and his advice to associates on the topic of interacting with staff.

23:24: Future plans for the Noobie Dentist.

173: A Business Owners Guide to Dealing with Change, Making Transitions and Self Mastery with JoAnna Ferrari

Tue, 09 Jul 2019 17:30:00 +1100

In Episode 173 of the Savvy Dentist Podcast, JoAnna Ferrari joins us as we talk about change in all its flavors - life change, business change, you name it - we’ll be discussing it. JoAnna is an expert in guiding individuals through change and help navigate their paths. JoAnna is currently writing a book called “Start Up and Stay Up” which covers a multitude of very interesting topics on mastery of self, business, relationship and persuasion. These are the engaging topics we’ll be discussing and how it relates to change and business.

JoAnna is a Transition Specialist who teaches audience to “Harness the Power of Transitions” and ReThinking Life’s Rules, where she shares strategies, models and formulas she developed over the years through her own personal and professional experiences.

In this episode we discuss:

01:18: The ability to deal with change and why it’s so important.

04:36: Trying to stop the feelings of overwhelm.

05:47: The reason why we create mischief in our own minds.

07:11: Problems with comparison, competition and consumerism.

08:18: Self-mastery and growing your business JoAnn’s perspective.

12:17: Creating a lifestyle that includes your business.

15:11: The meaning of “failure is below survive.”

17:01: Thriving to success.

18:14: Defining your personal level of success.

20:27: Filters you can use to identify what works and what doesn’t.

26:10: JoAnna’s website and the story of the red shoes.

27:42: Transitions in JoAnna’s Life and how she coped through the changes.

35:08: Knowing if your process of transition is completed.

41:36: Finding the courage to run through transitions to where you want to get to.

47:15: JoAnna asks Dr. Jesse Green the number one thing he thinks someone should look at to get them started.

172: Leadership Hacks for Dental Practice Owners

Tue, 02 Jul 2019 17:30:00 +1100

In Episode 172 of the Savvy Dentist Podcast we are joined by Scott Stein to talk about his expertise on leadership. He has helped thousands of leaders around the world and focuses on helping them implement and fastrack strategies that will improve results. He shares a wealth of knowledge with us on how to improve leadership skills, overcome common frustrations experienced by business owners, effectively handle meetings and address the problem on the addiction to technology and social media.

Scott works in the thought leadership space. He’s a sought-after international speaker and a best-selling author, with 4 books under his sleeve. His most recent publication, Leadership Hacks, is what we discuss in today’s conversation.

In this episode we discuss:

02:30: The reason for the lack of leadership in some organizations.

03:22: Three essential elements of good leadership.

04:35: Recommendations for developing a growth mindset for leaders.

06:54: Steps for enhancing skills that a leader needs.

09:11: Delegation as a common frustration for business owners.

12:50: The possibility of technical people to get off the tools and the key steps they need to take to step up.

17:55: Characteristics that leaders need to consider to become the best for their team.

20:50: The challenge of information overload and technology.

22:32: The issue on the overuse of and the addiction to social media.

24:39: Better ways that leaders can practice in their business.

26:22: The scale of the e-mail and social media checking problem today.

30:08: Email hacks you can do to manage your emails.

32:18: How to run effective and efficient meetings.

34:26: Frequency of meetings needed for teams.

35:49: Pearls of wisdom from Scott on leadership.

171: Reinvention - Creating a Life by Design

Tue, 25 Jun 2019 17:30:00 +1100

In Episode 171 of the Savvy Dentist Podcast, we have an interesting conversation with Michelle Gibbings about reinvention and creating a life by design. Michelle is the founder of Change Meridian and an expert on change leadership and career transition. She helps people reinvent themselves and upgrade their careers.

Change Meridian is a boutique consulting firm who helps leaders, teams and organisations accelerate their progress in changing environments. They offer services such as consultations, workshops, training and mentoring programs.

In this episode we discuss:

01:39: The story of how Michelle found herself in this line of work

05:25: Where people go wrong in making choices.

08:14: The benefits of meditation and getting to a space to listen to yourself.

12:07: Factors you need to consider when making a choice.

14:33: Knowing the difference between fulfilment versus achievement.

18:15: Getting comfortable talking about making money

22:49: Complexity of life playing a role in decision making.

26:23: How simplicity brings in more happiness to your life.

29:40: How mapping out your plans for your life and business can help you bring more clarity and simplicity.

32:24: Words of wisdom from Michelle.

170: How to Master the Art of Listening - The Most Important Skills for Dentists

Tue, 18 Jun 2019 17:30:00 +1100

In Episode 170 of the Savvy Dentist Podcast, Oscar Trimboli, an expert on the subject of deep listening joins us to talk about how we can quiet the mind, improve our listening skills with ourselves, our team and our patients and apply these skills to our dental practice.

Oscar has over 30 years experience in bringing out the best in senior executives and next-generation leaders. He has worked with numerous large companies such as Paypal, SAP, Microsoft, Icomm and many more. Oscar is the author of 3 books: Deep Listening: Impact Beyond Words, Breakthroughs, and 125-400 Rule.

In this episode we discuss:

02:40: Oscar’s observations on dentists as a patient.

05:58: Deep listening versus normal listening.

09:13: How to quiet the mind and 3 tips to listen better.

19:46: 5 levels that a deep listener goes through.

21:19: Why listening to yourself is the foundation of deep listening.

23:17: Other levels of deep listening and how you can apply it to your practice and life.

32:12: Benefits of deep listening on your practice.

35:40: Where intuition fits in the 5 levels of listening.

39:48: Vulnerability in the workplace.

43:12: Parting thoughts from Oscar.

169: How to Bounce Back From a Setback

Tue, 11 Jun 2019 17:30:00 +1100

In Episode 169 of the Savvy Dentist Podcast, our topic will be resilience - what it means and how to develop it. Michael Licenblat, our guest, is an expert on this. He is the author of Pressure Proof where he explains how to perform better under pressure, change and setbacks; and how to build your natural resilience to turn tension and pressure into energy and enthusiasm.

In this episode we discuss:

01:40: The story of how Michael started working in this space.

03:36: Developing the skill of resilience as a very important part of the future.

06:04: The aspects of uncertainty, how accessibility has changed, and how technology turns on our attention constantly.

10:00: How accessibility and technology have made us so connected and disconnected at the same time.

10:42: Things that deter you from performing at your peak and using your time consciously.

14:40: Things you need to know and practice to thrive and perform better.

16:16: My own experience with burnout.

17:26: Learning where and how to grit your teeth.

20:15: The reason people are now struggling with delayed gratification.

24:25: Practical strategies to help overcome setbacks.

28:47: Why you don’t have to be perfect.

31:13: Productivity, engagement, growth mindset and resilience in the team.

35:11: Where necessary conversations fit in resilience and bouncing back.

40:32: Words of wisdom from Michael.

168: How to Use Stories to Build and Lead Great Teams

Tue, 04 Jun 2019 17:30:00 +1100

The role of storytelling and thought leadership in a business are sometimes undermined. In Episode 168 of the Savvy Dentist Podcast, Gabrielle Dolan joins us to tell us why these 2 topics are incredibly relevant for any business small or big. Gabrielle is a best-selling author and a highly sought-after keynote speaker and educator who has worked with thousands of high-profile leaders around the world and has helped countless of Australia’s top 50 ASX companies and multinationals to humanise their communications.

In this episode we discuss:

01:33: Gabrielle’s story and how she found her way into what she does now.

03:20: Storytelling and leadership working hand-in-hand.

04:55: The reason why stories engages people so well.

06:29: How storytelling can compel individuals to buy into the vision, values and mission of the business.

08:30: Difference between vulnerability and over-sharing.

12:48: As a leader, you are allowed to be imperfect.

14:54: How political leaders can maintain authenticity and vulnerability without diminishing themselves.

18:40: Common mistakes when engaging people through story.

20:23: Anatomy of creating a good story.

22:51: Standing out from the crowd through effective storytelling.

25:36: What thought leadership is.

27:32: How dentists can use thought leadership.

29:15: The intersection of Storytelling and Thought Leadership.

30:45: 7 Day Storytelling Starter Kit

32:26: Gabrielle’s inspiring words on storytelling and thought leadership.

167: How to Introduce Digital Workflow Into Your Practice

Tue, 28 May 2019 17:30:00 +1100

In Episode 167 of the Savvy Dentist Podcast, I have a conversation with Dr Murray Orr as he shares his journey of going 100% digital in his own practice. So, if you haven’t started with digital workflows yet or if you already have this, this chat will help you take it to the next level. He shares how he started out in the industry, the common pitfalls to look out for and the importance of knowing your “why” to build a workflow that’s right for you and your practice.

Dr Murray Orr is a Dentist & KOL and Founder of CAD ART, Heal Dental Care and StuDental. He provides consulting services to practice owners, dentists and clinical teams for the implementation and integration of CAD CAM (CEREC and others) into their dental practice.

In this episode we discuss:

01:31: Dr Murray Orr’s journey from how he found himself in this industry, started with digital workflows, and implemented it 100% in his own practice.
12:30: Mastery is about immersion and investing time. The power of your networks and relationships to your business.
1520: Introducing a form of digital workflow into your practice without spending too much.
20:30: The importance of knowing the value and the “why” of having a digital workflow in your practice.
22:40: The most common pitfalls in implementing a digital workflow.
27:57: Recap of the essential thoughts that Dr Murray Orr shared with us.
30:25: Mastery takes time and precedes profitability.
31:44: Building your own workflow that works for you, your nature or your practice.
36:40: Scaling your practice.
37:30: Information on taking Dr Murray Orr’s course.
39:13: Last words of wisdom from Dr Murray about getting into digital.

166: How Little Tweaks Can Skyrocket Your Current Marketing Activities

Tue, 21 May 2019 17:30:00 +1100

Marketing your practice is an essential piece for growing your business. However, many of us are clueless about how to apply it in a practical sense. In Episode 166 of the Savvy Dentist Podcast, we’re going to have a chat with Brent Hodgson, a Marketing Strategist, speaker, author and mentor, about helping us understand our numbers, using this to our advantage, and implementing tiny tweaks that can result to bigger increases in our sales and marketing results.

In this episode we discuss:

02:16: The ideas that prompted Brent to write his book.
06:00: The reason why it is important for dentists to understand the emotions of their potential patients and some examples they can implement to approach and engage their patients.
09:36: Most common mistakes in marketing.
13:45: How Google Analytics can help you identify where your clients are coming from.
15:36: Looking at numbers in your website to identify what kind of marketing you need.
21:23: Marketing foundations that dentists need to be aware of in their marketing and some tips you can implement in your practice.
24:25: Current and future trends in marketing you need to know to stand out.
27:31: Old-school marketing strategies that still work today.

165: How to Lead not Manage Your Practice Team

Tue, 14 May 2019 18:30:00 +1100

Leading high-performance teams can definitely scale your business. This is what we’re going to discuss in Episode 165 of the Savvy Dentist Podcast. I’ve invited Mark Hodgson, a leading thinker in Transformation and Influence who helps business owners to unlock their inner talents for success and happiness, to talk about his lessons in leadership and the things that he has learned in his journey from transitioning from a corporate background to building a small business of his own.

In this episode we discuss:

● 02:14: Mark’s journey, the detours he went through and how he found himself in the work that he’s doing now.

● 07:29: Identifying untapped potential in your business and maximising it to its full potential. The difference between leadership and management.

● 11:50: Fundamental changes you need to transition from being key-person dependent to leading a team who can replicate you.

● 17:48: The meaning of self-leadership.

● 25:00: Role of courage, vulnerability and authenticity in terms of leadership.

● 31:15: Mark’s observations on how people push through the 2nd bases speficically around courage and change.

● 36:59: Mark’s Diagnostic Tool

● 40:07: What surprises Mark most about leadership in today’s world.

● 43:52: Top 3 leaders Mark would love to chat with.

164: How to Run Meaningful Meetings

Tue, 07 May 2019 17:30:00 +1100

One of the biggest challenges in business is having high productivity and getting things done. Often, we find ourselves too busy to give time for the important things that we should be focusing on. In this episode, Elise Keith of Lucid Meetings joins us to talk about a fundamental tool that can assist you in business productivity - meetings. Elise is an expert at running high-performance meetings to get outcomes. Their company specializes in turning organizations with an underperforming or dysfunctional meeting culture into organisations that use meetings to their competitive advantage.

In this episode we discuss:

● 01:40: The story of how Elise started running trainings and programs for productivity and achieving business goals.

● 04:11: Things that you can implement in your business to transition out of bad meeting experiences.

● 09:36: Elise gives an example and advice on making meetings a vehicle to embed values and culture to create a high-performance culture within the team.

● 13:06: Dr. Jesse Green’s team’s practice during their morning huddles and Elise explains how this benefits their business.

● 14:18: Skills involved in running effective meetings.

● 16:53: Things you should be working on or thinking about to hone your skills and improve your performance. Elise shares a story of the effect of leaving out meetings in business.

● 20:50: Outcome-based meetings as a key way for teams to communicate better.

● 22:23: The underlying key to scalability.

● 24:08: How to translate your to-do lists and meetings into actions.

● 30:04: What Elise wanted to achieve in her book, “Where the Action Is.”

● 33:19: Elise’s advice for business owners wanting to transform their businesses.

163: Why lovers and haters are marketing gold

Tue, 30 Apr 2019 17:30:00 +1100

How does staff and client behaviour affect the growth and success of your business? Inspiring staff to work better and getting patients to avail your services often stems from their behaviour. In Episode 164 of the Savvy Dentist Podcast, I’ve invited Penny Burke, Director of Essence Communications, to share the psychology behind these behaviours and how we can implement effective strategies that encourage commitment from both employees and clients. Penny has had over 20 years off experience in the field of marketing and advertising and is also the author of “Forced Focus.”

In this episode we discuss:

01:40: Penny’s backstory and how she found her way into the space of behaviour change.
06:29: The meaning of behaviour change and its importance as part of the toolkit for business owners.
09:23: The successful elements that precede behaviour change.
12:06: Does behaviour change come from crafting a logical “why?” or an emotional “why?”
14:33: The source of the lack of engagement from staff.
15:43: The psychology behind pricing and services and the behavioural elements behind those choices. Why people choose discount offerings versus premium offerings and vice versa.
19:21: The emotions going on when individuals purchase luxury goods.
21:08: I share my experience in effecting a price hike in my dental practice and Penny shares her thoughts on it.
23:48: Strategies behind marketing your practice.
31:13: Elements for Strategic Planning in your business.
36:29: Effective strategies that successful, independently-owned optometry practices have done to stay relevant and profitable and carve out their niche and market share despite not participating in corporatisation.
41:01: Penny’s research services and a breakdown on the types of customers who give feedback.
44:45: How Penny uses survey results and turn it into meaningful data to come up with 4 processes for the business owner.
49:02: Penny’s 3 Laws of Marketing

162: How to Have an Amazing Patient Experience

Tue, 23 Apr 2019 17:30:00 +1100

We all know how important it is to have patients experience fantastic service, especially customer service. More often than not, we know what to do but we don’t necessarily practice it. So, in Episode 162 of the Savvy Dentist Podcast, we talk about practical ways to lift your game in the area of customer service with Martin Grunstein. Martin has worked with over 500 companies across more than 100 industries that have made him the most in-demand speaker on the subject of customer service.

In this episode we discuss:

02:19: Why customer service important and how it has changed over the years.
02:55: The importance of human to human marketing despite technological advances available in communication.
04:11: The risk of commoditisation in industries.
05:16: Tips on how to price your services better.
07:47: Learning to communicate your intangibles effectively and applying it to your dental practice.
10:51: Martin shares stories about a nursery and cafe industry and how the dental industry can learn from it.
13:24: How Dr Jesse Green applied the nursery and cafe example to his own dental practice.
15:17: Some tips from Martin regarding the things that surprise him the most in the world of customer service today.
17:29: Learning how to distinguish employees who are gems for your business. Martin also gives examples of how customer service is so important in any industry.
22:35: Martin explains the rule of awesome customer service and shows us the difference between professional and friendly relationships between dentists and patients.
24:16: Mending relationships after complaints.
27:59: Martin discusses how loyalty and referrals come from patients after their complaints are handled well.
31:30: Why is good service so uncommon?
33:10: 2 things dentists should focus in their practice to help them become successful both in business and life and have an enjoyable professional experience for themselves and the patient.
37:48: The value of customer retention for your business.

161: Give Up Control to Get Control

Tue, 16 Apr 2019 17:30:00 +1100

Episode 161 of the Savvy Dentist Podcast we have a conversation with Rael Bricker as he gives tips and tricks on how to run and scale your business; how culture plays a big role in business; and how you can apply these things to your dental practice. We also talk about his book “Dive In: Lessons Learned Since Business School.”

In this episode we discuss:

02:13: Things Rael learned before business school and the story of his quest to learn more about business.
05:58: His emotional reaction about learning more about business.
07:22: 3 things to think and learn about to create culture in your business with a degree of intention and authenticity.
11:42: 2 tools that can be used for the process of measuring culture.
14:22: Learnings of Rael when he reflected on his work underground for a mining company.
17:30: His experiences, lessons learned and problems encountered about giving up control and how he got through it.
24:32: More about “Chapter 5 - Business is about sales (Don’t tell the marketing gurus)” of his book and how he relates this to sales in dental practices.
27:42: What to do for post-sale sales and customer retention.
32:15: Challenges and pitfalls he went through in his scaling process and the steps he took and lessons he learned in his rapid trajectory. He also gives examples of how you can apply these things in your dental practice.
40:27: Best tips from Rael for running your business.

160: Metrics that Matter Part 2

Tue, 09 Apr 2019 17:30:00 +1100

Episode 160 of the Savvy Dentist Podcast is a continuation of our discussion on metrics that

matter. Pick my brain and hear my thoughts on Metrics that Matter #2 which is about looking

and understanding the financial elements of your business. We discuss the 2 types of metrics -

Key Performance Indicator and Critical Driver.

In this episode we discuss:

02:00: Understanding business metrics through the metaphor of flying.
03:09: Cash flow and how we can use it.
04:00: Understanding the numbers lead to better decisions and outcomes.
04:41: 2 Types of Metrics: Key Performance Indicator and Critical Driver.
05:26: Looking at and understanding the financial elements of your business.
05:55: Revenue divided by assets
06:30: Revenue per employee
07:05 Organisational structure
07:32: Marketing, Sales, and Day-to-Day operations of the business
10:04: Recall success rate
10:57 Incomplete treatment
11:19: Critical drivers for driving in new patients
12:00: Net promotive score - what is this metric and is it useful.
12:41: Case acceptance / Sales.
13:15: Average new patient value.
12:27: What is the effective hourly rate.
15:17 Key metrics to look out for and utilize

159: Maximising Cashflow

Tue, 02 Apr 2019 17:00:00 +1100

n Episode 159 of the Savvy Dentist Podcast, we are going to talk about an important business

metric that we need to understand and consider - maximising cash flow. I share with you five

things you can do to enhance your business cash flow, how you can do it and some real-life

examples of applying this to your practice or business.

In this episode we discuss:

● 02:07: Understanding business metrics.

● 04:11: The reason why people are not looking into cash flow and why they should.

● 05:02: What is cash flow composed of?

● 05:40: How to convert your business assets into cash flow.

● 06:24: Things you can do with free cash flow.

● 07:19: Mastering and maximising cash flow.

● 07:40: Five things you can do to enhance cash flow in your business.

● 07:46: First: Maximising Revenue

● 09:41: Second: Minimising your expenditure

● 12:38: Third: Reduce accounts receivable days

● 14:25: Fourth: Minimising inventory days

● 15:57: Fifth: Increase payable days

● 17:07: Quick recap on how you can maximise your cash flow.

158: The high performance practice - lessons from elite sport

Tue, 26 Mar 2019 17:00:00 +1100

In Episode 158 of the Savvy Dentist Podcast, Dr. Jeffrey Tho, a dentist, practice owner and elite athlete joins us to talk about personal effectiveness and performance in life and business. He shares his experiences and knowledge on becoming an effective leader and growing as an individual and leader.

In this episode we discuss:

● 02:27: Jeffrey’s journey in life, business and sport

● 05:20: Role of discipline and structure in his sporting life and how it has helped him in managing his priorities and getting everything done.

● 07:52: Practices and disciplines Jeffrey did to maintain his focus.

● 10:24: The role visualisation plays in his life.

● 12:22: Managing anxiety, stress and other feelings.

● 15:08: How to focus on the process.

● 17:08: Steps on focusing on the process and what hinders progress in business.

● 18:50: Training to perform well.

● 23:14: Dealing with fear, anxiety, and stepping into the unknown and how to step up from it.

● 27:42: How Jeff deals with making big decisions in his life.

● 32:15: High performance habits in Jeff’s sporting life that translate directly into business.

● 35:55: 3 things to do to improve your business and quality of life.

157: Scaling Success - A Case Study with Dr Jahnavi Vora

Tue, 19 Mar 2019 17:00:00 +1100

About scaling - the lessons she learned the process she went through and how to go about it.

In Episode 157 of the Savvy Dentist Podcast, we talk to Dr. Jahnavi Vora about scaling your practice. She shares with us the process that she and her husband went through in scaling their business, the important things to do and what they learned in the process.

In this episode we discuss:

● 01:57: Jahnavi and her husband’s journey to where they are now.

● 02:40: Good things about living in smaller towns or in regional areas.

● 04:00: Their motivation for scaling up.

● 05:33: What has changed in their business, life and views or thinking since their journey to scaling up.

● 06:34: Things that she has learned.

● 07:11: How she managed juggling different roles in her life.

● 08:27: Was her vision always clear in her mind or was it something that she had to think about?

● 09:52: Visions are always evolving.

● 10:49: The processes and practical steps they went through in growing their businesses.

● 12:40: The benefits of utilizing what you already have and is it worth the effort?

● 15:37: The challenge of finding good talent especially in regional areas.

● 16:23: Setting up systems and processes in training new staff.

● 18:00: Why culture is an important part of their practice and how they went about it consistently.

● 21:24:The impact of the videos they have created.

● 23:43: Comments they’ve received on their videos.

● 25:22: Lessons they have learned and missteps they have experienced along the way.

● 27:34: Why we should always remember where our leverage is coming from.

● 28:23: The importance of speed and implementation.

● 29:20: Advice for people wanting to grow their practice but are feeling stressed or burnt out

156: Marketing Your Practice on a Shoestring

Tue, 12 Mar 2019 17:00:00 +1100

In this solo episode, we will be discussing how to get patients in your practice for free. I will be sharing 10 key tactics and practical tips that you can apply in your practice today to ensure that your books are always full.

In this episode we discuss:

● 02:11: Why marketing on a shoestring?

● 02:44: 1) Posting great content onto a blog.

● 04:23: 2) Commenting on other people’s content and building relationships with them.

● 05:18: 3) Retaining existing customers.

● 06:34: 4) Having a really good complaint handling process.

● 08:31: 5) Public relations.

● 09:20: 6) Generating referrals through word of mouth marketing

● 13:17: 7) Generating reviews.

● 14:35: 8) Multiplying the booking.

● 16:40: 9) Building corporate partnerships.

● 18:29: 10) Networking.

● 18:18: Roundup and key points to remember.

155: How to Have a Productive Associate Dentist

Tue, 05 Mar 2019 17:00:00 +1100

In this episode we discuss:

● 01:44: Helping dentists scale their business to a true business .

● 02:41: Building a team and having an associate/s.

● 03:00: Having an associate that is busy and productive while making a living from what they love.

● 04:20: Key points to look for when hiring an associate.

● 05:13: Key things that Dr. Jesse Green has learned from being an owner and associate.

● 05:35: For associates - Developing 2 skills outside clinical competence.

● 06:35: 1st Core Competency: Building an appointment book.

● 18:00: 2nd Core Competency: Generating Revenue.

● 20:47: 3 Ways to increase revenue.

● 23:25: Mentoring.

● 24:53: Principal doctors handing patients over to associates.

154: How to Create a Better Life for Yourself with Kurek Ashley

Tue, 26 Feb 2019 17:00:00 +1100

In this episode, Kurek Ashley joins us to talk about how to create a better life for yourself. Kurek is world-known author, in-demand speaker, and coach, teaching private individuals and companies which have produced awe-inspiring results. He is recognised as one of the premier experts in personal and professional development, self-discovery and peak performance.

In this episode we discuss:

02:20: Kurek’s story of how he got into the business of helping business owners and entrepreneurs create an abundant life.

05:03: IIs distraction a key thing that is seen regularly. Are people generally distracted and experience difficulties in focusing?

07:34: How can you focus longer and intently in a practical sense?

12:09: Key reflections after his accident and how he managed to maintain his awareness of personal growth and self-development while he was going through the grieving process and how he got himself outside this space.

17:20: The biggest decision Kurek has made because of his accident.

20:17: Do people continue to engage in unhealthy habits and relationships because it serves them?

24:48: Learnings from the conversation and the importance of having the support of others.

30:52: The importance of having mastermind groups and forward movement momentum.

32:18: Learning how to acknowledge fear and move past it while remaining safe in the process.

38:26: The most interesting thing he has observed about human life.

41:40: Kurek’s Free 10-day course called “Get out of your bad mood.”

153: How Justin Herald turned $50 into a $20M empire

Tue, 19 Feb 2019 17:00:00 +1100

In this episode, Justin Herald, a business owner, business mentor, speaker, managing director and bestselling author, joins us to talk about his success in managing his business and growing it from $50 to a million dollar enterprise. He also shares his knowledge and expertise on how to improve your business customer experience to help grow your business.

Justin created Attitude Inc, a clothing brand that became an international licensing success that turned over in excess of $20 million per year. His success was so well noted that he was named the International Entrepreneur of the Year for 2005. He recently was also awarded the Future Leaders Award, which recognises him as being one of the 50 most influential leaders of the next generation in Australia.

He is also Managing Director of Customer Culture, one of Australia’s leading customer service and customer engagement training companies, that not only teaches staff the how to give great service, but more importantly, why it is needed.

In this episode we discuss:

● 02:00: The genesis of the Attitude range clothing and how it exploded so quickly.

● 04:40: The challenges and growing pains he went through when he created his empire.

● 08:05: The time frame of his business growth.

● 09:20: Dangers of comparisons in products and business.

● 11:05: Why is customer experience always talked about but never done.

● 16:25: Customer retention and simplifying customer experience

● 18:25: Recovering when things go wrong in your customer experience and the importance of having the skills to know the personality type of your staff.

● 20:30: What is the initiative gap?

● 23:05: Why do businesses operate in a transactional way even if it is a relational one?

● 29:26: How emotions play a big role in sales.

● 30:34: The mechanics for creating a great customer experience.

● 33:15: What are the other processes and trainings beyond the set standards.

● 36:30: The pros and cons of automations and humanization of your business.

● 40:00: From a business owner’s perspective, what are the things that he did really well and the lessons he learned from his experiences.

● 44:10: Why it’s important to be noticed, be different and stand out.

152: Creating breakthroughs in business and in life with Yu Dan Shi

Tue, 12 Feb 2019 17:00:00 +1100

In this episode, Yu Dan Shi joins us as she shares her expertise about helping people break through from where they are to where they want to get thru and achieve success and happiness in their life.

Yu Dan is a business mentor, executive coach, founder of Inner Genius, and the author of Come Alive. Her personal experience on losing her passion and motivation in her career in 2008 has led her to this path of searching for answers and becoming a coach & mentor for professionals, executives and entrepreneurs who want to find clarity in their life, career and business so they can focus on what really matters and succeed with joy and meaning.

In this episode we discuss:

01:25: The story of how Yu Dan started working in this space.

03:51: Does everyone experience dips in their careers?

07:21: Hitting your defining moment and making changes to make your path more enjoyable.

11:55: Beginning the process of working on internal rather than external factors.

18:43: Message for business people having problems switching off.

22:44: Handling transitions and defining moments in your 40s and 50s.

27:20: Key habits and behaviors of the most successful and fulfilled people - the 4 Practices.

36:40: Giving yourself the gift of quiet time and daily restoration.

41:00: Do the inner work now before reaching your defining moment.

151: Creating A Purpose Driven Practice with Carolyn Tate

Tue, 05 Feb 2019 17:00:00 +1100

I’m joined by marketer Carolyn Tate to share with us how becoming more focused around purpose in our business leads to more satisfaction, employee retention, and a better bottom line.

Carolyn Tate is a marketer with a passion for purpose-digging, writing, speaking, teaching and community building. As a brand and marketing specialist with a 20-year history at Westpac, Merrill Lynch and in her own business, she is uniquely placed to help any company dedicated to building a “profit-for-purpose” entity.

Carolyn is the author of five books; Small Business Big Brand, Marketing Your Small Business for Dummies, Unstuck in Provence (a personal memoir), Conscious Marketing and The Purpose Project.

She is the founder of The Slow School of Business (Slow School), Talk on Purpose and The Purpose Project programs. All her learning programs are highly experiential and transformative for every participant.

Underpinning all her work is a commitment to being courageous, growing in consciousness, operating with compassion and connecting authentically with others in the spirit of collaboration. The company is a Certified B Corporation and Carolyn is a founding member of Conscious Capitalism Australia.

In this episode, we discuss:

01:38: How purpose is becoming one of the key drivers for successful companies around the globe

05:53: How small-medium enterprises can integrate purpose into their businesses

12:53: The difference between success and fulfilment

14:19: Why purpose drives performance in businesses

17:09: How businesses thrive with common unity amongst their staff

18:58: How we find our purpose through doing projects

24:28: What is ‘conscious marketing’ and how you can use it

28:37: How your employees are an untapped opportunity for marketing

34:15: Viewing the market place as collaboration over competition

40:02: How to integrate purpose at a business level and a personal level at your own practice

150: The Keys To Success In Your Dental Practice with Dr Tyson Franklin

Tue, 29 Jan 2019 18:00:00 +1100

In this episode I’m joined by repeat guest, Dr Tyson Franklin to discuss how to do the work to become successful and create a life you love.

Tyson E. Franklin is a Queensland University of Technology graduate and over the past 30 years has opened, sold, taken over and relocated well over 20 podiatry businesses. He’s won The Telstra Business Award, written two books, runs a weekly podcast show called It’s No Secret with Dr T., is a professional speaker and currently mentors business owners in the health industry on how to market their businesses and how to set up systems to support their marketing strategies. At present Tyson Franklin lives in Cairns, Queensland.

In this episode, we discuss:

03:26: Is the "easy" path always the best path?

08:52: How the 80/20 rule applies to everything in your practice

11:37: The value of focusing on improving one thing at a time

14:59: Where to focus your energy in business

17:11: Key systems to build in your practice

18:55: Simple tips for improving your induction process

22:57: Simple tips for improving problem areas in your practice

26:22: The value of networking and masterminding outside of dentistry events

28:08: Putting the hours in to learn something new

32:06: Why you can only connect the dots looking backwards

37:48: Building your personal brand in and area through putting in the time

And more

149: Do Well in Your Business by Doing Good in the World with Carolyn Butler-Madden

Tue, 22 Jan 2019 17:00:00 +1100

In this episode, I’m joined by Carolyn Butler-Madden to share her insights on the benefits of cause-led marketing to the practice, the staff and to the world at large. Our dental practices have an impact on the world. And we can expand that impact by embracing cause-led marketing as part of our strategy.

CEO and founder of Sunday Lunch, Carolyn offers brand consultancy services to businesses that want to build purpose-led brands; brands that stand for something beyond profit. Sunday Lunch specifically takes a cause marketing approach to building purpose – aligning a client’s brand with a cause in a way that unlocks both brand and social value. It’s an approach that can be neatly summed up as “doing well by doing good”.

02:29: Why Carolyn moved from corporate agency style marketing to more social-cause driven.

06:33: How Millennials are driving the change in culture and cause marketing

13:35: How leveraging relationships and partnerships can increase sales and make a difference

16:10: What personal benefits cause marketing has for business owners

17:14: The impact cause marketing has on teams inside a business

23:18: How to integrate cause marketing into your practice

And more

148: How To Scale Up Your Dental Practice Part 2

Tue, 15 Jan 2019 17:03:00 +1100

In this two part series, I’m focusing on sharing with you how practice owners can transition from an operator style practice to true business ownership. So you can create more time and more freedom and become unshackled from your business.

In this episode, I discuss:

01:55: 4 types of practices review

04:45: Transitioning to true business ownership and the leverage line

06:47: How to make sure you don't burn out and run your practice down

08:34: Tips for getting your team to be a self managing team

17:26: How to find A-grade players and attract them to your practice

24:37: Process of managing people

29:30: How to create your strategic plan

34:09: How to execute on your plans consistently

147: How To Scale Up Your Dental Practice

Tue, 08 Jan 2019 18:00:00 +1100

In this episode, we discuss:

06:13: Why scaling is like changing gear

07:55: The 4 different types of practices

13:01: Why you need to learn to relinquish some control to move from profitable to scaleable

13:43: Scaling vs leverage - what’s the difference

14:39: A scaling case study

18:43: Why you need to uncover your own why before you start the transition process

21:13: Choosing the right business model for you and your personal goals

22:38: The scaling framework

23:53: Why you need to focus on building assets in your business

25:12: The power of operational systems

27:34: When you need frameworks instead of operating systems

30:44: Process of employing people

32:11: How to work out what IP assets you need to build for your business

146: Growing Your Peak Performance Team with Rik Rushton

Tue, 25 Dec 2018 17:07:00 +1100

In this episode, I’m joined by peak performance coach and communication expert Rik Rushton to share with us his tips for improving your team, your mindset and your business through the power of communication.

Rik Rushton is a “time tested” Peak Performance Coach, Platform Speaker, Conference Emcee and Trusted Advisor to many of the leading brands, organisations and professional sports teams throughout Australasia.

From the boardroom to the training room, Rik’s success drivers in both business and personal pursuits have been shared with more than 50,000 people from more than 1,500 empowering presentations.

Since 1995, Rik has been a regular visitor to the USA leaving American audiences inspired, motivated and educated! Whether it’s an intimate gathering of 5 Key People or a major conference Audience of 5,000, Rik offers his very best ideas, tips and strategies for enhanced performance through the “High 5” Pillars of Success!

In this episode, we discuss:

02:12: Why connection is so important

04:21: How to build connection, especially with people different from ourselves

07:55: The art of maintaining connections

11:25: Tips for becoming a master communicator to yourself (and why that matters)

20:52: Secrets for creating high performing teams

26:04: Why the most important asset in your practice is P&L - People and Leverage

27:42: How to have difficult conversations about team members not adhering to the business' values

29:18: Tips for creating a desirable team environment that attracts and retains the best staff

33:41: How to rebuild after culture breakdown

36:53: Why focusing on winning heart-share will lead to market share

40:29: How energy and marketing are linked

And more

rikrushton.com

145: Mastering your mindset for dental practice success with R!k Schnabel

Tue, 25 Dec 2018 17:00:00 +1100

80% of business success comes down to your mindset. That’s why I’m speaking with NLP master R!k Schnabel about how you can master your inner game.

About to be fired and at the bottom of the sales ladder, R!k Schnabel had an epiphany which took him to the top of the sales ladder in just 3 months as he broke all the company’s sales records! He untrained his brain.

R!k knows all too well what a mindset shift can do and since 2002 he’s been teaching people how to ‘UNTRAIN THEIR BRAIN.’

A multiple best-selling author, he is one of the most humble people you’ll ever meet with a pandora’s box knowledge.

In this episode, we discuss:

01:38: Why the growth of your practice is tied to your personal growth

02:53: What constitutes a healthy mindset and how to cultivate it

03:20: Unlocking the power of leverage to live the life you want

06:50: Why the real learning in business is to apply knowledge

11:06: Finding ways to create leverage in your business

13:54: How we get caught up in stories that don't benefit us

22:12: Practical things you can do to break the current cycle of story that’s holding you back

31:06: Why 80% of success is mindset and how our early education sets us up for failure

36:04: Why do people not do things that are good for them?

40:57: The one simple method to winning more often

Find out more about R!k Schnabel

https://lifebeyondlimits.com.au

144: Become a great leader and master your inner game with Catherine Plano

Tue, 18 Dec 2018 18:00:00 +1100

As dental practice owners, being able to lead our team well is crucial to success. That’s why I’ve invited Catherine Plano on the show to talk all about her insights on becoming better leaders in our practices.

Catherine is known in her community as an innovative leader and creative entrepreneur who specialises in helping people achieve their goals and dreams. She is passionate about assisting others to reach their highest ambitions and live a life that is fulfilling and rich. She is a strong advocate and a leader by nature. Catherine thinks BIG, encourages possibilities, and honours individual wisdom and strengths, and is valued for helping leaders build stronger and more effective teams that come to think strategically and engage in meaningful conversations that allow for reflection, change and growth.

Catherine is an International Keynote Speaker and Executive Coach, Leadership Development Professional, Queen of Transformation, a Creative Soul Adventurer, a Theorist and Provocateur of Change, and … an Agent of Philosophy. Catherine Plano has dedicated her entire life to helping others transform their own lives into greatness. With more than two decades of working with renowned companies and touching 100,000 lives through spiritual and mental reinvention.

In this episode, we discuss:

1:31: Why people lead leaders, not companies

3:35: Overcoming fear when starting or doing something big in business

06:30: Unpacking the fear

08:09: How to develop and lead leaders

12:33: Mindset shift from controlling clinical work to collaboration in the rest of the business

15:20: Why understanding how trust works is key for great leaders

18:07: The power of body language

19:31: The role that unconscious bias plays and how to be aware of it

22:42: Why you need to do the inner work or your business won't succeed

28:45: How comparing yourself to others disempowers you and how to move past it

30:15: Overcome comparison by unearthing your own purpose

30:41: Sharing the why not just the how to motivate and inspire your team

31:27: Finding space to do the inner work

35:51: Top tips for improving your leadership skills

Find out more about Catherine Plano

https://www.catherineplano.com.au

143: Tips to improve your practice valuation with Jenny Letts

Tue, 11 Dec 2018 18:00:00 +1100

In this episode, I’m joined by forensic accountant and valuation specialist Jenny Letts to talk about how business valuations work and how to improve yours.

Jenny Letts is a highly experienced forensic accountant, specialised in forensic and valuation assessment. With 19 years’ specific forensic experience, Jenny has technical expertise in analysis and reporting, and strong communication skills that differentiate the service her clients receive.

Jenny works with personal, corporate and government clients across a broad range of matters including business and company appraisal and valuation, valuation of intangibles, tracing of assets for commercial and family law purposes, and economic loss assessments.

With extensive experience in forensic and valuation methodologies, Jenny has the ability to draw on the most effective methodology to deliver successful outcomes for lawyers and their clients, providing assessment reporting in a timely manner.

As an expert witness in court-related matters, Jenny has a deep understanding of her responsibilities under various Court and Tribunal jurisdictions. Often engaged by both parties, Jenny maintains high standards of professionalism by providing impartial, unbiased and independent assessments, representing all involved parties.

Seeing the benefits for clients in providing specialised valuation and forensic accounting services, Jenny established the firm with the intent to provide a reassuring service to lawyers and clients. Jenny’s passion is for problem solving and she believes that having a clear understanding of the purpose and requirements of the problem lead her to gain insight into issues. With this insight, Jenny can provide simple, concise and elegant solutions. This approach allows for efficient turnaround both in terms of time and costs.

We discuss:

3:48: What are business valuations and forensic accounting?

8:26: How do you arrive at a definite value for a business?

12:55: What are “maintainable earnings” and why are they so desirable for your business

15:44: Why it’s important to have documented the duties and roles of the person that owns the business

20:09: How a Capitalisation Rate is measured and how you can improve yours using systems, procedures and operating manuals.

25:37: Other things you can do to improve the valuation of your dental practice

35:22: Common profit and risk factors in a business

36:35: How to dramatically improve your business multiplier without increasing your profits

38:54: Why you should be aiming for stability of profit before growth

And more

Find out more about Jenny Letts

www.jennyletts.com.au

142: Unlock your financial freedom and reinvent your life with Damion Lupo

Tue, 04 Dec 2018 18:00:00 +1100

In this episode, I’m joined by Damion Lupo to discuss how we as dental practice owners can work towards greater financial freedom.

Damion Lupo is a financial mentor to Transformation Nation. He is a best selling author in personal finance who focuses on rewriting the rules and plan for retirement. His mission is to free 1 million people from financial bondage.

In this episode, we discuss:

7:17: How big changes in fortune can force us to examine what is true

8:27: The importance of uncovering your mission and your vision

15:20: The importance of understanding your numbers, especially your bottom line.

17:03: What causes us to have such dismal bottom lines in our business

18:43: How to build the foundations of your wealth in a dental practice

20:45: Why you should invest in your own education and financial literacy first

24:46: Tips for how to pay greater attention in your life

32.36: And whether anyone can anyone reinvent their life

Find out more about Damion Lupo

damionlupo.com

reinvention.net

141: How To Become Your Best with Steve Shallenberger

Tue, 27 Nov 2018 18:00:00 +1100

I’m chatting to Steve Shallenberger all about being the best that you can be, developing your leadership skills, and building a wonderful team that can support you in your quest to build a wonderful dental practice.

Steve Shallenberger has more than forty years of experience as a successful business owner, a trusted senior executive, professional corporate trainer, and a respected community leader.

After graduating from Brigham Young University in 1976, Steve launched Eagle Systems International, a global leadership and management consulting firm.

He has successfully led companies in four different industries and has a keen understanding of how to thrive in business.

During those formative years, he continued his education at the Harvard Business School.

Steve also worked many years with Stephen R. Covey. As a key leader, among others, he helped build the world-renowned Covey Leadership Center.

He’s taken his lifetime of experience and founded Becoming Your Best Global Leadership LLC, a company devoted to helping individuals and organisations achieve their maximum potential!

In this episode, we discuss:

9:28: The three categories of great leadership skills

10:54: The importance of vision and how to create it

24:10: What does it mean to be "transformational" and why is it so powerful

25:20: How to make rapid progress

30:04: Why the growth of the business is tied to the growth of the leader

32:55: Can anyone improve their leadership skills?

35:00: A simple plan for how to become your best

38:57: Why the opposite of success is not failure

45:46: The importance of having mentors in your life

And much more!

Find out more about Steve Shallenberger

https://www.becomingyourbest.com

140: Harnessing Social Trends to Grow your Practice with Mark McCrindle

Tue, 20 Nov 2018 18:00:00 +1100

In this episode, I’m joined by social researcher, Mark McCrindle. It’s no secret our society is changing rapidly, with new technology and changes in population and demographics. But what effect does this have on businesses and those in the health-care sector in particular?

I spoke with Mark about what the changing social trends suggest, how dentists can establish trust in times of change and more.

Mark McCrindle is an award-winning social researcher, best-selling author, and influential thought leader, and he is regularly commissioned to deliver strategy and advice to the boards and executive committees of some of Australia’s leading organisations.

In this episode, we discuss:

6:07: Population growth not just in urban but in regional areas (and what it means for your practice)

13:09: Why people are getting busier

15:13: The transfer of wealth from one generation to the next and what that will look like

18:11: Career trends in the younger generation (and hiring)

20:75: Healthcare trends - and some of the effects of baby boomers living longer

23:29: What the future might look like for healthcare providers

24:34: How dentists need to realise they're dealing with a digital generation (especially for marketing)

25:23: Trends towards cosmetic services

26:05: How the more highly educated generation requires new ways of communication

27:28: Differences between health care for the younger generation in big cities vs regional cities

29:06: How the younger generation will travel to access services and businesses that they like

30:12: How to establish trust as times expectations change

31:28: The fact that dentists already have high trust in the public eye

33:09: Trends dentists should keep and eye on

Find out more about Mark McCrindle

http://markmccrindle.com/

139: The Art of Buying and Selling Businesses with David Barnett

Tue, 13 Nov 2018 18:00:00 +1100

In this episode, I chat to David Barnett who works with entrepreneurs around the world helping them to buy, sell and organise their small and medium sized businesses.

Whether you’re thinking about selling soon, down the track or just want to make your practice more valuable, this episode is for you.

From 1998 to 2005, Mr. Barnett was a major account representative with the Yellow Pages. This opportunity gave him an insight into the particular challenges of small & medium businesses as he dealt daily with the owners of these companies. In 2005, Mr. Barnett left the publishing industry to start a small business with a partner. Their venture was an immediate success. After opening, operating and building the business, an opportunity to sell presented itself in late 2006.

In 2006, Mr. Barnett began building his professional consulting practice by starting Advantage Liquidity Partners Ltd. ALP Ltd. was a broker of commercial debt solutions for small and medium sized enterprises including commercial mortgages, business loans, factoring facilities, and capital leases. Barnett has arranged such financing for hundreds of small and medium sized companies. Working with entrepreneurs to build their companies and/or acquire other firms naturally led to the field of business brokerage.

Barnett is an Amazon best-selling author with Invest Local: A guide to superior investment returns in your own community. Recent new titles include Credit Card Advantage: Understand the Costs and Benefits to your Business and Franchise Warnings: What you really need to know before you buy. All titles are available from Amazon or this website.

Barnett's April 2016 book; How To Sell My Own Business, became a best seller under Amazon's Entrepreneurship category in its release month.

In this episode, we discuss:

12:54: Choosing business models and building an asset that will sell

14:18: The importance of documenting systems and procedures to make a saleable business

20:51: Key tips for documenting your procedures and systems

28:07: Common mistakes people make when selling a business

33:33: Why you need to price your business correctly (you can’t just change it later)

34:53: Keeping business sales confidential to ensure the best outcomes for all

36:16: Mitigating cashflow risk in a small business for sale

28:29: What to look for when buying a business

38:59: When seller financing benefits the buyer

41:33: Why you should always seek out professional advice before buying or selling a business

Find out more about David Barnett

On his website http://www.investlocalbook.com

138: High Performance Business Tips with Jamie Fitzgerald

Tue, 06 Nov 2018 19:00:00 +1100

In this episode, I chat to Jamie Fitzgerald from Inspiring Performance all about how to run a high performance business.

After a professional career in New Zealand, Australia and Asia with a management consultancy firm, Jamie led the culture and training of 6000 Rugby World Cup volunteers in 2011. Outside his business career, Jamie has walked unaided to the South Pole, captained rowing crews against Cambridge and Oxford Universities during his management degrees, and holds the world record for rowing 5000km across the Atlantic Ocean.

Jamie has also walked the length of New Zealand with hundreds of at-risk teenagers and hosts the TV documentary series First Crossings and Intrepid New Zealand.

Having completed degrees in Management and Marketing and growing Inspiring Performance from the ground up, Jamie delivers a range of strategic, leadership and performance-based initiatives with organisations, government agencies and individuals around the world.

When he isn’t in the corporate jungle or up a mountain, Jamie with his wife Kate and their two kids enjoy time at a family farm in the Wairarapa.

In this episode, we discuss:

2:40: Striving for to be the best through clarity

4:15: The power of choice and why the things you say no to can define your success.

4:36: Why teams and businesses need clarity

7:11: What alignment means in organisations and why it's so powerful

14:47: The power of preparation and risk management

18:54: How to create harmony, flow and alignment

22:40: Why focusing on value driven business and lean thinking improves business performance

26:41: How removing unnecessary detail and complexity improves the running of a business

28:38: Common traits among the best organisational leaders

And more.

Find out more about Jamie Fitzgerald

https://inspiringperformance.co.nz

137: Boost Your Productivity And Kick Procrastination To The Curb with Eric M. Twiggs

Tue, 30 Oct 2018 19:00:00 +1100

As dental practice owners, our time is valuable. So how do we ensure that we are using it optimally?

In this episode, I chat to Eric M. Twiggs who is an expert in time management and procrastination. He shares quick and easy tips that you can implement now to boost your productivity and kick procrastination to the curb.

Eric M. Twiggs works with business owners across America and Canada as The Accountability Coach. In this role, he drives profits and dreams home for his clients through radical honesty, and the relentless pursuit of excellence.

He is a Certified Guerrilla Marketing Coach, Certified Life Coach, Cognitive Behavioral Therapy(CBT) Practitioner, and a Neuro-Linguistic Programming (NLP) Practitioner, who has conducted over 28,000 coaching sessions that have resulted in his average client experiencing a nine to one return on their investment.

He is also the author of two books The Discipline of Now and One Moment in Time.

In this episode, we discuss:

02:13: The difference getting good results and getting great results

03:15: Can you learn to not procrastinate?

04:24: Why clarity of purpose is the first key to overcoming procrastination (and how to get it)

07:08: Why perfectionism is the handmaiden of procrastination

08:20: How fear causes procrastination (and what you can do about it)

11:47: Knowing when you work best will boost your productivity

13:32: Why you should be looking after your energy levels

16:44: Why you should build failure into your success plan

18:44: How to build resilience to overcome setbacks

23:15: The strategic art of prioritising

26:06: The power of saying no

27:51: Top tips for overcoming procrastination

31:12: The power of time blocking

And more

Find out more about Eric M. Twiggs:

http://www.ericmtwiggs.com

136: Keys To Scaling Excellence with Grant Menzies

Tue, 23 Oct 2018 18:00:00 +1100

In this episode, I chat to Grant Menzies about how to scale a business when you are committed to a high-end quality product or service.

Grant Menzies is the General Manager of Adina, and son of company founder, Bob Menzies. Grant is extensively involved in the design of every new Adina watch and works closely with international manufacturers to ensure all Adina watch components meet strict quality standards. Grant also manages the wholesale distribution of Adina watches to independent Australian jewellery stores, as well as providing training and support to these retail partners.

In this episode, we discuss:

10:44: Getting into the family business

13:07: Tips for taking over a family business (with as little friction as possible)

17:21: The power of internal collaboration and growing the business

18:16: The challenges of scaling excellence

23:00: Bringing on new team members and maintaining your quality standards

26:33: Tips for finding good talent for the business

27:52: Why being a watchmaker is like being a dentist

28:44: Challenges around dealing with suppliers and how to overcome them

31:54: Creating a brand that survives global and national financial ups and downs

35:06: The importance of staying relevant to the market

And more

Find out more about Grant and Adina watches:

https://www.adinawatches.com.au/

135: Expert Tips For High-End Cosmetic Dentistry Services With Dr Luke Cronin

Tue, 16 Oct 2018 18:00:00 +1100

Dr Luke Cronin runs an exclusive cosmetic dentistry clinic in Sydney. In this episode, we discuss building a niche dental clinic that focuses exclusively on cosmetic dentistry and attracts high-end clients. If you’re thinking about incorporating high-end cosmetic services into your practice, Luke shares his tips and techniques, such and digital workflows, communication standards and more.

Dr Cronin has a specific interest in cosmetic smile design, digital workflows, porcelain veneers and clear aligner therapy. Luke’s passion for balanced, natural looking smiles has attracted models, actors, fitness personalities worldwide.

Dr Cronin provides a refreshingly contemporary approach to customer service in his Quality Dental practice overlooking the iconic harbour bridge.

As an early adopter of the latest technology and dental techniques, Dr Cronin plans, designs and delivers ideal outcomes coupled with a more efficient, predictable and comfortable patient experience.

Dr Cronin is regularly featured as the leading cosmetic dentists in his regular segments on television and publications such as Vogue, Harper’s Bazaar, Elle, GQ, Cosmopolitan, and Marie-Claire. Luke has a significant following on social media that allows him to regularly connect with his international client base.

In this episode, we discuss:

04:48: Lessons in building a cosmetic practice

06:14: Mastering digital workflows for better and predictable patient outcomes

09:49: Using publicity and the power of editorial pieces to market a new practice

12:51: Things to consider when adding cosmetic services to a traditional practice

15:30: Common pitfalls to avoid when starting out in cosmetic dentistry services

19:21: Keys to selecting the best patients for cosmetic services

20:35: Tips for better communication and managing patient expectations

25:20: Case presentation and case acceptance tips in cosmetic dentistry

27:54: The things you need to succeed in cosmetic dentistry

And more

Find out more about Dr Luke Cronin

https://masterdentalevents.com

134: Improving Cash Flow In Your Practice with Justin Krane

Tue, 09 Oct 2018 17:00:00 +1100

In this episode, I’m joined by financial advisor Justin Krane to share his insights around cash flow, ROI metrics and more.

Justin Krane is a money strategist for business owners. His mission is to help business owners understand the money side of their business. He teaches entrepreneurs how to be strategic with their business money so that they can grow their businesses.

Justin isn’t about cutting back and living a frugal life. Justin is all about getting the shoes, doing sushi, and living the best life today – while saving for the future.

He has been featured in CBS, Fox Business News, and MSNBC.

In this episode, discuss:

5:30: Why you need to have financial clarity and what that looks like
6:40: Why cash and cash flow are more important than profit
8:48: Where time is best spent when managing cash flow
11:36: Managing strategic investments in your practice
14:15: Looking at your marketing as an investment (and tracking ROIs)
20:34: Understanding the numbers in relation to your team
26:34: The effect on the practice when you manage your cash flow well
28:54: How prosperity thinking can help you achieve financial freedom
31:06: Preparing your exit strategy
38:44: Tips for advancing your financial security
And more

Find out more about Justin Krane

http://www.cashflowgift.com/

133: Identifying And Managing Risk in Your Dental Practice

Tue, 02 Oct 2018 19:00:00 +1100

Today I’m having a conversation with you about a topic that I think is really overlooked in running a dental practice: identifying and managing risk.

So in today’s conversation, we’re going to be giving you some structure for identifying and managing risks in your own practice.

In addition to that, we’ll be talking about how to manage those unexpected events that come out of left field - the things you haven’t prepared for. I share with you my tips and strategies for how how to handle things when they do go wrong.

In this episode, I share with you:

2:13: The two key questions you need to ask yourself to identify risk in your practice

3:33: A structured way to quantify and then reduce your risks using a risk matrix

6:11: Tips for evaluating opportunities that come your way

7:24: My suggestions for managing unforeseen events

And more.

132: Harness The Power Of Personal Branding For Dentists With Jane Anderson

Tue, 25 Sep 2018 19:00:00 +1100

The ability to market and sell yourself as a dentist has never been more important than now. The rise of experts in their field and access to industry leaders on social platforms has leveled the playing field. For those dentists who wish to stay ahead of the game, they need to be positioned effectively to sustain their practice for the long haul.

With over 20 years experience, Jane Anderson has helped over 20,000 people to build their personal brand. She has worked for personally branded businesses since she was 14 years old and has been featured on Sky Business, The Today Show, The Age, Sydney Morning Herald, BBC & Management Today.

Jane holds one of the top 1% viewed LinkedIn profiles & is the host of the "Jane Anderson Show" Podcast. She was nominated for Telstra Business Women Awards in 2014, 2016 & 2018. She has been voted in the top 30 branding gurus globally and her blog is in the top 25 branding blogs in the world.

The author of 5 books, Jane is also the creator of the Lead Generation Indicator, the world's first diagnostic for experts to identify marketing gaps in their practice. Her signature program "Expert to Influencer" is renowned amongst industry experts earning over $500k+ and mentors her clients to double their practice within 12 months.

She also trains Business Managers, Business Coaches & Personal Branding Consultants to become Certified 'Expert to Influencer' Practitioners.

In this episode, we discuss:

05:43: Why is personal branding important even for dentists

08:48: How to leverage your personal brand

11:29: The relationship between trust, patient retention and personal branding

14:43: 3 key factors to help you build trust

17:53: How many touch points it currently takes to build trust and what that might look like in the future

19:37: The power of small and how you can use it to your advantage

22:13: The practical elements of creating a personal brand

26:40: Common mistakes with personal branding and how to fix them

29:23: The potential ROI on becoming an influencer

31:10: Reputation management

And more

Find out more about Jane

www.jane-anderson.com

Take the influencer indicator quiz

https://janeandersonspeaks.com/influencer-indicator/

131: How To Scale Personal Communication in Your Practice with Matthew Barnett

Tue, 18 Sep 2018 22:47:39 +1100

In this episode, I’m speaking to Matthew Barnett, the founder of Bonjoro. In dentistry, we’re always looking for ways to scale our personal communications. We want to ensure a better patient experience and higher retention rate. But even with automated systems, sometimes that personal touch can get lost.

That’s why I’ve invited Matthew Barnett on to discuss ways that dentists can scale their communications without losing that personal touch.

In this episode, we discuss:

3:40: How Bonjoro came to be

5:49: How customers crave genuine personalisation, not automation

8:25: Why small to medium businesses should be focusing on excelling at customer service

9:55: Why you'll make more revenue and gain more avid fans through better customer service

11:55: How to create a business culture that values exceptional customer service

16:30: Scaling communications

19:32: Opportunities to personalise communications in your business

23:24: The future of communication space

More about Matthew Barnett and Bonjoro

https://bonjoro.com

130: Tips For Creating A World Class Dental Practice Team With Dr Les Jabbour

Tue, 11 Sep 2018 20:00:00 +1100

In this episode, I’m joined by Dr Les Jabbour, owner of Define Dental on the Gold Coast. We discuss his lessons transitioning into dental practice ownership, his tips for building a world class team and more.

Les had his heart set on being a dentist as a child. Les visited Surfers Paradise Dental Centre (as it was known then) as a kid, and was a long term patient of both the original practice owners, Dr Foster and Dr Cowie. He was so inspired by the ethos of the practice, he became a dentist himself.

After graduating with Honours from the University of Queensland in 1995, and gaining valuable experience around South East Queensland, Dr Les Jabbour made his way back to the practice that set him on the road to where he is now. Starting as an associate dentist, and then buying into the practice, Les took over full ownership in 2011. With changes in location and a new vision for the future prompting a re-brand to Define Dental in 2017, Les is on a mission to recreate people’s experience of their dental care so they feel good about seeing the dentist.

He is the proud dad of five beautiful kids, happy husband to Heidi, and inspired advocate for giving back to the Gold Coast community.

In this episode, we discuss:

7:10: How to manage relationships at different levels in the practice

9:13: Having faith in yourself to back yourself during transition to practice ownership

10:56: Unexpected happenings when taking over the practice

14:50: Current organisational structure for his practice

18:24: Tips for managing staff leave through organisational structures

20:19: How to be resilient even when the best laid plans fall through

22:20: How to create a living staff culture

25:25: Tips for hiring staff based on culture fit

27:38: Tips for building a world class team

30:19: How to have a life and a business

37:07: Which metrics to measure and how to understand that data

And more.

Find out more about Dr Les Jabbour at

https://www.definedental.com.au

129: Design Your Practice To Run Itself with Mike Michalowicz

Tue, 04 Sep 2018 19:00:00 +1100

In this episode, I’m speaking to Mike Michalowicz, author of many books including Profit First about how to design a business that runs itself.

By his 35th birthday Mike had founded and sold two multi-million dollar companies. Confident that he had the formula to success, he became an angel investor… and proceeded to lose his entire fortune.

Mike is now running his third million dollar venture, is a former small business columnist for The Wall Street Journal; is the former MSNBC business make-over expert; is a popular keynote speaker on innovative entrepreneurial topics; and is the author of Profit First, Surge, The Pumpkin Plan and The Toilet Paper Entrepreneur, which BusinessWeek deemed “the entrepreneur’s cult classic.”

In this episode, we discuss:

1:49 Understanding the hierarchy of needs for you as a practice owner

3:12 Tips for how to get off the delivery treadmill and make time to delegate in your business

3:53 Why you shouldn’t believe the myth of switching from working in to on the business

7:07 Tips for making that leap from working in your business to on your business

9:42 Why putting more effort and more time into your business won't continue to grow your business

10:43 Understanding that it’s the delegation of outcomes not tasks that achieve growth

13:50 Ways you can empower your team

15:23 Tips for creating a balanced team

18:33 Why you need to focus on your strengths as a business owner

20:05 How to focus on what you're good at without the wheels falling off your business

22:02 How to delegate slowly, but effectively for optimal scaling.

24:17 How to implement Profit First principles in a structured way

And more!

Find out more about Mike Michalowicz

http://www.mikemichalowicz.com

128: The Art of Resilience and Perseverance with Catherine DeVrye

Tue, 28 Aug 2018 20:00:00 +1100

In this episode, I’m chatting to Catherine DeVrye about how to cultivate resilience. In order to have a business and a life you love, you need to excel at cultivating resilience so you can handle whatever life and business throw your way.

Catherine DeVrye was an IBM executive in Australia, Tokyo and Hong Kong with roles in sales, marketing, HR, communication.

The best-selling author of 8 books, translated into over a dozen languages Catherine is an inspirational communicator with proven hands-on international experience in the private and public sectors as both a corporate businesswoman and small business owner. She was named in 2016 by the Financial Review as one of the Top 100 Women of Influence in Australia.

In this episode, we discuss:

11:20 Tips for moving through adversity

13:00 Why resilience is like a muscle and how to exercise it

15:51 The importance of taking care of ourselves

20:03 How to maintain an even keel when the world around you is changing

21:39 Triaging your problems to avoid overwhelm

24:02 The art of focusing on what you can change and being at peace with what you can't change

26:17 How to spot an opportunity

28:57 Lessons from "successful" people

32:31 Tips for cultivating resilience and perseverance 

Find out more about Catherine DeVrye

https://www.greatmotivation.com

127: How to get more patients and guide them to saying yes with Dr Chris Phelps

Tue, 21 Aug 2018 20:02:00 +1100

In this episode, I chat to Dr Chris Phelps a dental practice owner and an expert in the Science of Influence and Ethical Persuasion. We discuss ethically marketing your practice, decreasing no shows and getting a higher case acceptance rate for your practice.

An entrepreneur and Amazon bestselling author, Chris is also a general dentist practicing in Charlotte NC. In his first seven years of practice Chris grew his practice revenue by a factor of 10X: growing from one practice location to four. After selling two of those offices for profit, Chris focused on maximizing the capacity of his remaining two practices and enjoyed two consecutive years of $1,000,000 revenue growth in each of the two practices, effectively collecting with two offices what he had collected when he owned four.

The Call Tracker ROI program he developed played a major role: decreasing missed calls by 90% and increasing team conversions of new patient appointments over the telephone from 24% to over 86% which helped increase his new patient numbers from 60/month to averaging over 300/month; all the while decreasing his marketing expenses by 74%.

In 2016 he launched Golden Goose Scheduling to help practices answer and schedule more new patient calls so they didn’t have to pay more in marketing money to get them.

Dr. Phelps is also an expert in the Science of Influence and Ethical Persuasion. He has studied under the authority in this field, Dr. Robert Cialdini, and is the only dentist in the world to be named a Cialdini Method Certified Trainer (CMCT). Chris uses Cialdini’s Principles to ethically steer patients to more referrals, decreased no shows and higher case acceptance.

In this episode we discuss:

4:45: How Chris began his early career as a dental practice owner

6:46: How he grew multiple practices

12:34: How Chris took the two worst performing practices made them high performing

23:14: How to ensure patient commitment to appointments and decrease no-show rates

27:39: How to use the contrast and compare method to increase patient case acceptance rates.

28:56: The art of turning someone's dental need into a dental want

32:15: Why walking people down the price stairs is more effective than up

38:27: One handy trick you can use on your intake forms to encourage a proactive patient mindset

41:45: Are membership models the future of dental practices?

Find out more about Dr Chris Phelps

https://www.strategicpracticeaustralia.com/

126: Mastering the Inner Game of Business with Dr Sarah Reiff-Hekking

Tue, 14 Aug 2018 19:00:00 +1100

I’m joined by Dr Sarah Reiff-Hekking to share with you proven tips for improving your productivity and focus so you can become a high performance business owner.

Dr Sarah Reiff-Hekking is a Speaker, Coach, and Clinical Psychologist with over 20 years’ experience helping people create and achieve their goals. She’s developed unique systems to help her clients get a grip on their time and step up to the next level in their life or business.

Dr Reiff-Hekking received her Ph. D. from SUNY at Stony Brook in 1997, and Coach Certification from MentorCoach. She was on the facility at UMass Medical School for 6 years. She founded True Focus Coaching in 2005 and, as a business-savvy entrepreneur, she grew her successful coaching practice during a down economy.

In this episode, we discuss:

05:19: What drives entrepreneurs

06:21: What stops people from going from good to great

08:44: How to filter what you should and shouldn't be doing

12:57: The dangers of modelling other people's lives

16:23: Whether you be getting up at 5am

19:49: How to transition from burnout to a healthy blend

21.24: The myth of how working harder and longer will make you more productive

25:28: Tips for overcoming procrastination

32:17: Tips for dealing with failures and set backs

38:17: How to set up your physical environment for success

And more

Find out more about Dr Sarah Reiff-Hekking

www.truefocuscoaching.com

www.truefocustips.com

125: Grow Your Wealth with Savvy Property Investing with Salena Kulkarni

Tue, 07 Aug 2018 20:00:00 +1100

In this episode, I’m joined by Salena Kulkarni to chat about property investing for dentists. Property investing is becoming more and more attractive to everyday Australians, so it is critical that you give yourself an edge over everyone else.

So many people try to kick off their property investing with little more than excitement and a general feeling that they want to create wealth.

There are many voices in the property industry trying to lure you into buying their definition of a good investment, but the truth is that until you build and understand your own personal map, you can't distinguish the good from the bad and you could end up at the wrong destination.

Salena Kulkarni works with successful professionals who are time poor, but who want to create real wealth; that is, more money, more time and more freedom.

She is passionate about tailoring property strategies and solutions for property investors to help them achieve their goals sooner. She provides advice which takes into account their means, circumstances and risk profile and gives them a practical plan to get them to their goals.

In this episode, we discuss:

04:44: Whether anyone can learn the skills required for successful property investing

06:29: Whether it’s too late to start investing in property when you’re older in years

06:49: The four seasons of property investing

09:00: What’s so attractive about property as an asset class for investment

13:53: How to start developing your own game plan for property investing

18:37: Finding the right balance for you between investment and lifestyle

25:24: Examining and managing risk

28:00: The importance of building your financial power team

28:37: Common mistakes in property investing and how to avoid them

31:10: The importance of building your network of mentors and advisors

36:13: Why clarifying your vision is a crucial starting point

Find out more about Salena Kulkarni

http://phoenixwealthgroup.com.au/about-salena-kulkarni/

124: Simple Marketing Tips for Your Practice with Allan Dib

Tue, 31 Jul 2018 18:00:00 +1100

Marketing is essential for any modern dental practice owner. In this episode, I’m joined by marketing genius, Allan Dib to share with us tips for how you can improve your marketing.

Allan Dib is a serial entrepreneur, rebellious marketer, technology expert and #1 bestselling author.

He has started, grown and successfully exited multiple businesses in various industries.

One of his previous businesses was in the hyper-competitive telecommunications industry, where he faced heated competition from multibillion-dollar, multinational competitors. In four years, Allan grew this business from a startup to being named by Business Review Weekly(BRW) as one of Australia’s fastest-growing companies—earning a spot on the coveted BRW Fast 100 list.

On this episode, we discuss:

03:08: How you can learn marketing as a new skill

04:38: What exactly is marketing

05:26: Common mistakes people make with their marketing (and how you can avoid them)

11:52: The elements of a good marketing plan

16:54: What you need to know about direct response marketing

21:33: The 3 things you need to execute your marketing plan: Tools, Assets, and Processes (TAP)

25:57: How to craft a high converting offer

27:53: What is authority marketing and how do you do it

32:31: Do you need an Ideal Patient Avatar to improve your marketing?

35:14: Tips for marketing to the affluent

Find out more about Allan Dib

https://successwise.com

123: Dr David Maloley on The Secrets To Building An Epic Dental Practice and An Epic Life

Tue, 24 Jul 2018 20:00:00 +1100

On this week’s show, I chat to fellow dentist and host of The Relentless Dentist podcast, Dr David Maloley.

Do you want to let go of status quo and live your epic life? Dr David Maloley is all about closing the gap between who you are and who you want to be.

Dr David Maloley is a graduate of the University of Nebraska College of Dentistry. He served as a Dental Officer in the U.S. Army for five years. While in the military, he was stationed abroad in Germany and Italy. After he returned to the U.S., he moved to Vail, Colorado to start Vail Valley Dental Care in 2009. He is the co-author of Titans of Dentistry, the host of The Relentless Dentist podcast and a Certified High Performance Coach. He loves to ski and travel with his family.

In this episode, we discuss:

03:39: How to get the courage to do the things you fear

11:46: Dentistry and business lessons from the military

16:45: How to become a high performance dental practice owner

20:45: The difference between high performance and high achievement (and which you should be aiming for)

24:00: Why do so few dental practice owners have clarity around their goals

26:45: How to find clarity to build your own epic life

31:15: Why you need to start setting intentions

35:16: Tips from high performance dentists

40:09: The art of overcoming setbacks (whether large or small)

Find out more about Dr David Maloley and The Relentless Dentist

http://relentlessdentist.com

122: Motivate Your Staff, Build Better Patient Relationships and More with Jim Cathcart

Tue, 17 Jul 2018 19:00:00 +1100

On this episode, I’m joined by legendary motivational speaker Jim Cathcart to discuss motivating ourselves and our staff, intentionality in business and so much more.

With over 40 years of professional speaking around the world, Jim Cathcart is one of the best known and most award-winning motivational speakers in the business.

He has delivered more than 3,100 presentations to audiences in every state of the US, most provinces of Canada and countries from Scotland to Singapore.

A business strategist, psychological researcher and philosopher at heart, Jim is also a down-to-earth regular guy. He has worked in warehouses, driven trucks, sold door to door and at trade shows, been a bank teller, plays guitar in night clubs and pubs, and has toured much of the world on a motorcycle.

On this episode, we discuss:

3:59 How Jim became a motivational speaker

13:38 The secrets of knowing when and how to pursue your passions

17:55 How you can learn optimism and courage

23:44 Tips for dealing with adversity

29:21 How you can motivate yourself and your staff

37:44 Why money is made in following up

40:00 Why relationships are key to sales (and how to do that well)

46:07 How to craft an intentional patient experience that will improve retention

And more!

121: Effective Content Marketing for Dental Practice Owners with Alexi Neocleous

Tue, 10 Jul 2018 19:00:00 +1100

On this episode, I’m joined by Alexi Neocleous to discuss effective content marketing strategies for dental practice owners.

The world of content can seem big and intimidating, especially when you’re busy running your own practice. But there are ways to do effective and consistent content marketing that brings in new leads as well as retains current patients.

In this episode, Alexi talks to us about creating content that attracts and retains customers.

Alexi Neocleous is one of the leading direct response freelance copywriters in Australia. He’s known as a copywriter who gets fast results for his clients.

As a world class copywriter, Alexi has generated hundreds of millions in sales over 18 years. As a mentor, he has trained dozens of writers who have continued on to forge their own successful writing careers.

In just one recent campaign, one of our clients consistently brought in $100,000 for every $10,000 invested on marketing.

His sales copy even got the attention of currently the world’s richest men, Warren Buffett. Mr. Buffett received one of Alexi’s sales letters and invited him to be a guest at his company’s annual general meeting in Omaha, Nebraska.

He’s written advertising copy for bestselling authors… world renowned seminar leaders… and multi-million dollar business owners.

In this episode, we discuss:

6:17 Why understanding the human condition is key to good copy

9:50 Why trust is paramount for dental care copy

12:14 Where copy and content writing fit into a dental practice

17:30 How to quickly move people through a funnel & when to put an offer in front of someone

19:51 Tips for pitching an offer effectively

22:40 Creating content that works quickly and easily for dentists

29:24 Harnessing the power of direct mail

35:27 A simple process for small business owners to create effective content

37:27 Tips for delivering content consistently

42:51 Tips for dentists to grow their practice using content marketing

Find out more about Alexi Neocleous:

fubbi.co

3 Secrets to Creating a Profitable Social Media Content Plan webinar

fubbi.co/webinar

119: Plan B For Dentists At All Stages In Their Career with Dr David Phelps

Tue, 03 Jul 2018 20:00:00 +1100

Dr David Phelps has been a general dentist business owner 27 years. He specialises in operations, marketing, succession and exit plans for professionals and business owners. He has also been in the real estate business and investment since 1980. He specialises in alternative financing methods, transaction structures enabling parties to close with or without conventional financing. Joint ventures and equity participations.

What we talk about in this episode:

2:29: Why change brings opportunity (and how to harness it)

7:30: How do you know when you’ve got enough to retire (and how to aim for it)

12:45: Why real-estate is a great revenue stream for older dentists

15:39: Plan B options for early career dentists

20:50: What skills should new graduates be investing in

24:53: Plan B options for mid career dentists and outside wealth options

29:00: What are the key risks, how to identify them and mitigation strategies

Find out more about Dr David Phelps

https://www.freedomfounders.com/

119: 5 Keys to Transition to True Business Ownership

Tue, 26 Jun 2018 20:00:00 +1100

When we transition from dental practitioner to dental practice owner, quite often we just create a job for ourselves. Our business ends up being key-person dependent and depends on us to keep the whole thing running.

However, that’s usually not the future we dreamed of when we bought or started our practice. We thought we’d get more freedom. More time to ourselves.

Where did we go wrong? And how do we fix it?

In this episode, I share with you the 5 key things you need to consider to transition from self-employment to true business ownership. These are things that I suggest to my clients time and time again. These 5 keys will help you finally change gears and begin a whole new journey as a true business owner.

In this episode, I discuss:

2:41 The difference between a true business and self employment

3:00 The risks of the self employment model

4:02 How to change gears from self employment to true business ownership

5:34 Transitioning from key-person dependent to team and systems dependent

9:35 Why you need to be able to build and lead a high performance team

10:38 How to find great team members

11:35 How to ensure you have a structured training in place for new team members

12:56 Secrets to appreciating and support your team

13:57 Finding the people to outsource your low-end tasks to (asking WHO not HOW)

16:30 Working out your effective hourly rate so you can use your time more wisely

18:13 How to get an advantage in business with critical thinking (with guidelines on how to do it well)

20:35 How to manage the messiness of business (and ditching perfectionism)

And more.

Visit www.drjessegreen.com for more information.

118: End Of Financial Year Tips For Dentists with Accountant Adrian Hill

Tue, 19 Jun 2018 19:00:00 +1100

In this episode, I’m joined by accountant Adrian Hill to discuss his end of financial year tips for dentists who want to grow their wealth.

Adrian Hill is accountant with over 25 years experience. He is one of Australia’s leading experts in the art of protecting hard-earned assets and legally reducing tax. Adrian is also a highly sought after speaker who has presented nation-wide on Tax Minimisation, Asset Protection and SMSFs.

In 2009 Adrian was approached to write a chapter on Tax Deductions and Asset Protection for the book ‘Think and Grow Rich in Property’ and in 2012 Adrian published a chapter on Tax Minimisation in the book ‘The New Way to Make Money in Property Fast!’

In 2016 Adrian became a published author in his own right with ‘Investment Property + Time = Wealth’.

In this episode, we discuss:

Common mistakes individuals make with their tax affairs (and how to avoid them).

What areas can people improve in when running their businesses?

The art of structuring your business to minimise personal asset risk

Bookkeeping mistakes small business owners make

Risk mitigation strategies

The difference between small and large enterprises (and which one your business is)

EOFY tips for dental practice ones

Understanding Personal Service Income

And more

Find out more about Adrian Hill

https://www.superioraccountinggroup.com/our-founders/

https://www.linkedin.com/in/adrian-hill-9986a4a8/

https://www.superioraccountinggroup.com/shop/

117: Patient Retention and Growing Your Practice with Jerry Jones

Tue, 12 Jun 2018 19:00:00 +1100

In this episode, I’m chatting to Jerry Jones, a top expert on professional practice management and marketing about the keys to patient retention, management and more.

Jerry Jones is a top expert on professional practice marketing with well over 20 years experience.

His company, Jerry Jones Direct, is the #1 internationally recognised Membership-based boutique dental marketing and advertising firm focused on both patient retention & turn-key new patient solutions, with clients in the US, England, Australia and Canada.

While not a dentist, starting in 2003, Mr. Jones opened a start-up, “from-scratch” multi-doctor dental office, Wellness Springs Dental of Salem. He later held interests in as many as three offices. In May of 2018, Jerry sold his last office, completing the journey he started in early 2003. For over 15 years, Jerry and his team conducted research and experiments with a variety of cutting-edge marketing and management techniques.

Mr. Jones knows what it takes to successfully own and operate a dental office in an area with high competition and in the ever-changing dental landscape. For example, for several years during and after the 2008 financial collapse, his dental office maintained double-digit year-over-year growth while surrounding practices were going under.

In this episode, we discuss:

12:08: The current landscape for dental practices (which type is yours?)

18:54: Current trends in the US and Australia (and how to use international trends to manage risks)

20:40: Lessons learned from scaling mishaps (and how to avoid them)

22:53: What is a regional domination strategy and can you use it?

28:18: What are the key metrics in your business that you should be keeping an eye on?

37:32: Why patient retention is the key to growth and stability in a practice

40:35: How to understand and utilise emotional equity with patients

44:31: The lifetime value of a patient and what it means for your practice

And more

Find out more about Jerry Jones:

http://jerryjonesdirect.com

116: Key Strategies for Growing Your Dental Practice with Glen Carlson

Tue, 05 Jun 2018 20:00:00 +1100

In this episode, I’m joined by Glen Carlson to share his strategies on growing a profitable dental practice. And, his advice is not typical. It’s all about recognising what you want out of your business and how to get there by building assets.

Glen Carlson is co-founder Dent Global, where they run structured accelerator programs that produce entrepreneurs that stand out, scale up and make a positive impact in the world. They’re best known for the award winning ‘Key Person of Influence’ program, acknowledged by INC.COM as “One of the top personal branding conferences in the world”.

In the last 7 years, they’ve expanded to the UK, USA, Singapore and Australia, published over 800 books for their clients, and built an epic full time team of 50 across 12 time zones.

With 3 acquisitions under their belt in the technology, media and publishing, Dent has become a ‘one stop shop’ for business owners that want to accelerate their entrepreneur journey.

Glen has been featured in INC.com, the Fin Review, Sky Business News, Entrepreneur.com and his DENT PODCAST is consistently in the top 100 business podcasts in Australia and people watch over 2000 hours of his business tips each week.

In this episode, we discuss:

3:58 How to make the leap into more scale in your business and more leverage

7:16 The journey towards that 2-3 million dollars and what you need to build to get there

9:25: What key assets you’re missing when you’re building your lifestyle business

11:34: The power of having a “to build list” and why you need one

16:37: Why most people don’t actually want a “fast growth” business

20:07: Practical tips for pushing through self doubt

27:46: Why building a performance business is insane (for most people)

35:46: How not all growth in business is healthy. Work out what you want first

37:57: How to make the huge jump from 3 million in revenue per year to more.

Find out more about Glen Carlson

http://www.keypersonofinfluence.com/author/glencarlson/

Steve Job’s address https://www.youtube.com/watch?v=D1R-jKKp3NA

Key Person of Influence Scorecard http://www.keypersonofinfluence.com/scorecard/

Facebook https://www.facebook.com/glencarlson.cc/

115: Dramatically Improve Your Communication Skills with Alan Stevens

Mon, 28 May 2018 23:01:33 +1100

People skills are one of the most important skills we can develop as dentists and business owners. Whether it’s putting nervous patients at ease or recruiting with staff, being able to quickly read and communicate well with people is a key skill for us.

In this episode, I’m joined by Alan Stevens, who is an International Profile and Communications Specialist. He is regularly featured on National TV, Radio and in the World’s Press, profiling the likes of our leading politicians, TV and sports stars as well as Britain’s Royalty.

He is an authority in reading people; what they are not saying, what they are attempting to conceal and how they are likely to behave in given situations. All of this through recognising the unconsciously leaked indicators of concealment and deceit as well as the indicators of a person’s conscious preferred behaviours and personality.

With over 30 years accumulating experience, and skills in training and coaching, counselling, psychometric profiling, neuro-linguistic programming (NLP), body language, micro and subtle expressions and reading personality traits, Alan believes that all aspects of human relations and interactions are improved when you can read people accurately. Having these skills today, more than ever before, can determine the future success of your business and your personal relationships.

Alan conducts training for businesses and organisations in team building, sales training, negotiations and recruitment skills. Alan also works with educators to increase their people reading skills around social-emotional intelligence, and to assist students to find careers that suit their personalities.

In this episode, we discuss:

7:06: What leadership skills you should develop

9:42: How to facially profile someone to better connect with them

11:48: How we as dentists can use facial profiling with our patients, coworkers etc.,

17:36: Ways you can integrate facial profiling with psychometric evaluation

24:31: How to use facial profiling to deal with anxious patients specifically

27:00: Using facial profiling to build trust and improve patient retention

And more.

Find out more about Alan Stevens

http://www.alanstevens.com.au

114: 13 Entrepreneurial Principles For Being A Great Dental Practice Owner with Dr Nauv Kashyap Part 2

Mon, 14 May 2018 05:05:32 +1100

Welcome to the second part of my two part interview with Dr Nauv Kashyap. In this episode, we continue our conversation on 13 key entrepreneurial principles to become a great dental practice owner. No more being an employee in your own business.

Grab your pen and paper because in this episode, we discuss:

1:52 The power on focusing on the things that really matter

5:33 Unlocking the power of the decision making tree to make better decisions

9:55 Why progress is not linear (and why you should embrace that)

17:17 The power of celebrating your wins

24:35 The importance of loving your patient more than your product

31:01 How to build up resilience

34:57 The keys to hiring the best staff (and it’s not all about competency)

About Nauv Kashyap

Since 2010, Dr Nauv Kashyap has been helping dentists transition into ownership with some excellent results. Many dentists have relied on him to provide expert guidance as they take on the challenges of ownership.

Dr Nauv Kashyap bought his first practice in 2008 with approx $400K a year turnover and 2,500 patients. He has started a further ten dental practices and has also sold practices. He continues to find opportunities for successful startups and takeovers even through a saturated dental market.

Find out more

http://www.practiceownership.com.au

113: 13 Entrepreneurial Principles For Being A Great Dental Practice Owner with Dr Nauv Kashyap Part 1

Mon, 14 May 2018 04:52:04 +1100

In this episode, I’m joined by multi-practice owner and good friend Dr Nauv Kashyap. We discuss what we think are some key entrepreneurial principles to become a great dental practice owner. No more being an employee in your own business. We share our tips and insights for how to transition into true business ownership.

4:22 Why the growth of the business can never outstrip the business owner

6:30 Why it’s important to start with your end goal in mind

12:05 Keys to managing your risks and responding to failure

18:20 Why managing your energy is more important than managing your time

23:22 Why looking after your health and well being is key to entrepreneurial success

26:23 The main reasons you should question the status quo and look for opportunities

32:37 How successful entrepreneurs delegate (and how to relinquish control)

And much more ...

About Nauv Kashyap

Find out more about Dr Nauv Kashyap

http://www.practiceownership.com.au

112: Peak Performance in Business Using Mindfulness with John Shackleton

Thu, 03 May 2018 01:50:41 +1100

John Shackleton has a background in sports psychology and has coached world champions and Olympic medalists. A top level swimmer in his youth, John became a professional coach in his 20s, training international level swimmers and triathletes. In his quest to improve performance he turned to sports psychology to help his athletes achieve at their absolute best.

Over the next 20 years his training company grew to become the largest of it’s type in Europe with a group of specialist trainers working with blue chip clients such as Hewlett Packard, Coca Cola and Pfizer throughout Europe and the US.

In his late 40s John sold his interest in his UK companies and emigrated to New Zealand where he set up on his own speaking and coaching business and quickly established himself as one of Australasia’s top motivational speakers. For the last 15 years he has been delivering conference keynotes and training workshops throughout Australia, New Zealand and Asia on performance subjects such as motivation strategies, self belief and goal setting etc.

In this episode, we discuss:

2:30 John’s journey from athlete to sports psychologist

7:18 Achieving peak performance without the stress

8:45 Understanding what is and isn’t in your sphere of control (and why that matters)

16:18 How to ensure your mental wellbeing isn’t tied to “success” or “failure”

20:19 How the definition of “peak performance” needs to chance

23:35 How mindfulness lets you unlock more peace and time

26:30 What mindfulness is and how to harness it

29:46 How mindfulness improves staff and patient relationships in a business

37:58 Being values driven and mindful in your business

40:30 Tips for those who struggle with mindfulness

43:05 Practical things you can do to bring more mindfulness into your business

Find out more about John Shackleton

www.johnshack.com

111: The Secret To Being A Great Leader in Your Practice with Gary Bertwistle

Thu, 26 Apr 2018 03:23:25 +1100

In this episode, I’m joined by Gary Bertwistle who shares his insights on how to get your mojo back. When we work in our practices day in and day out, it’s easy to get stuck in the grind and not operate at our best.

Gary has always had a passion for innovation and creativity. His career has spanned the retail, music and radio industries. Gary’s drive comes from having people and organisations think differently to generate new ways of doing things.

As a thought leader in innovation and creativity, Gary has helped companies of all sizes, in all industries and categories, to look at how they currently do things and address what needs to change in order for them to think differently and maximise the ideas that currently exist within the business, with the view to making the company more successful. He is often called when companies or individuals lose their mojo.

In this episode, we discuss:

5:57 How to get regain your mojo to lead your practice to greatness

9:45 Why businesses lose their mojo (and how to get it back)

10:40 Why metrics and revenue alone won’t drive you to success (but what will)

13:30 How intention can drive you through each day

17:21 Why you should use a journal

20:55 What practices lead to a fulfilled life

25:71 What stops us from living a fulfilled life and how to overcome that

27:37 The “game recognises game” concept and why it’s essential for leaders

29:54 What the qualities of a good leader are and how you can become one

33:06 The secret to never being nervous

Find out more about Gary Bertwistle

https://www.garybertwistle.com/

110: SEO for Dentists Made Easy with Justin Morgan, The Dental Marketing Guy.

Thu, 19 Apr 2018 03:15:00 +1100

I’m joined by Justin Morgan to share how you can grow your practice using SEO.

SEO (Search Engine Optimisation) can be a mystery. But on this episode, Justin helpfully breaks it down into simple, practical advice that you can start implementing today.

Justin Morgan is the founder of Dental Marketing Guy. Dental Marketing Guy is brand that offers SEO services to dentists and provides a place for people of different circles within the dental community to share information, learn tools for business growth and connect with other successful dental professionals.

In this episode, we discuss:

4:30 Why dentists benefit a great deal from SEO

6:25 The value of having a marketer with specific industry experience

7:00 How SEO fits into a well rounded marketing plan for your dental practice

9:00 Great content for your dental practice website

11:00 How to know if SEO will be beneficial for your practice

13:15 Understanding how to harness both on-page and off-page SEO

19:24 The 3 questions every website needs to answer to be a great website

27.54 Simple ways to encourage backlinks

39:07 Do you need to be on Bing and Yahoo

And more!

Find out more about Justin Morgan:

https://dentalmarketingguy.com

109: Secrets To A Well Managed Dental Practice with Jennifer Pearce

Thu, 12 Apr 2018 02:28:32 +1100

On this episode, I’m joined by dental practice owner Jennifer Pearce who specialises in practice management.

There’s a lot to manage as a dental practice owner and it’s easy to feel overwhelmed. In this conversation, Jennifer Pearce brings over 20 years of experience in office management and now practice ownership and shares with us her tips for running a smooth operation.

Jennifer Pearce is Co-Founder of The Prosperity Dental Practice as well as Co-Owner of two dental practices in the Dallas Fort Worth area. The Prosperity Dental Practice is an online and hands-on coaching company developed because true change doesn’t happen without integration and help. Jennifer is the lead integrator and is comfortable being a change agent. Having been a Practice Administrator for 17 years and a co-owner for 5, the combined 22 years of experience uniquely qualifies her to facilitate positive change.

In this episode, we discuss:

1:51 How Jennifer got into dental office management

3:04 The changes in the dental industry over the last 22 years

4:57 How to improve the performance of your team

14:26 Managing multiple practices

16:50 How to integrate training into a practice

20:07 Tips for practice owners to work better with their practice managers

27:47 How to become a great owner and leader of your practice

32:17 Tips for preparing for an uncertain future

35:15 How to make a great patient experience in just 90 minutes

And more

Find out more about Jennifer Pearce

http://theprosperitydentalpractice.com/

108: How to deliver WOW and grow your practice with Dr Anissa Holmes

Thu, 05 Apr 2018 00:11:31 +1100

In a growing and competitive dental market, how can we as practice owners create business that not only survive but also thrive? In this episode, I’m joined by Dr. Anissa Holmes, a dentist, business acceleration coach, social media strategist and best selling author. She shares her insights on how she has created a highly profitable practice that doesn’t rely on competing on price through carefully cultivate culture, offerings and more.

Dr. Anissa Holmes, a Dentist, Business Acceleration Coach, Social Media Strategist, and best selling author is a leader in the dental industry. Dr. Holmes has coached and advised coaches, million dollar practice owners, and startup practices. Based on her massive success, Dr. Holmes has been featured in top dental publications, such as Dental Economics, Dentistry IQ, and Dental Products Report, and has been featured as one of the top 25 Women in Dentistry.

She has also been a featured speaker at Social Media Marketing World and her Delivering WOW Dental Podcast has listeners in over 100 countries. Dr. Holmes is the Founder of Delivering WOW U, an Online Coaching Community for Dentists, and runs 10X Business Acceleration Bootcamps for Dentists to 10X their team performance, profits and brand.

In this episode Dr Anissa Holmes and I discuss:

2:52 - Dr Anissa Holmes’ journey began with wanting to help people

5:15 - Why being unique can boom your dental practice

9:13 - How to choreograph your patients’ story about your practice

14:14 - Steps to building a practice that gives you freedom

20:15 - The power of seeking out mentors and assistance

23:51 - Why mindset can be the key to achieving results

26:47 - Don’t get stuck on the how. Say you’re going to do something and figure it out on the way.

30:00 - The power of having unique offerings and being the authority in your space

37:55 - The three things you need to nail to deliver wow in your practice

107: Build Your Practice Through Referral Marketing with Stacey Brown Randall

Thu, 29 Mar 2018 01:30:30 +1100

Stacey Brown Randall joins me to share with you her simple system for generating referrals without asking. We all know referrals are key to the health of a dental practice, but systemising referrals can feel overwhelming.

Stacey is a contrarian when it comes to typical referral advice and believes the best way to unleash a referral explosion is to do it WITHOUT asking for referrals (and she has results to prove it). Stacey is a three-time entrepreneur, certified productivity and time efficiency coach, has a background in sales and marketing, and is an aspiring author.

In this episode, we discuss:

3:30 Discovering the power of referral marketing

8:18 Understanding what a referral is

10:42 Referral marketing myths

14:56 What to do on a day-to-day basis to generate referrals

18:45 Components of a referral marketing system

20:28 The referral mode mindset shift

23:59 The value of a handwritten thank you note

28:32 How to encourage repeat referrals

29:50 What to do in between receiving referrals

34:05 The five stage plan to get referrals

46:49 Common roadblocks to implementing the plan

Find out more about Stacey Brown Randall

Stacey Brown Randall has one focus in life: to help others avoid business failure. She knows – she’s been there. What Stacey learned after her first business failed and through years of researching successful businesses is the importance of referral marketing. And she is sharing all of her secrets.

http://growthbyreferrals.com/savvydentist/

106: Tips for a Harmonious Workplace with Catherine Gillespie

Thu, 22 Mar 2018 05:43:08 +1100

In this episode, I’m joined by workplace conflict resolution expert Catherine Gillespie to share her advice around navigating and resolving conflict and cultivating a harmonious and professional workplace.

As practice owners, managing our team is a big part of our responsibilities. However, as is the nature of managing people, conflicts are bound to arise.

Catherine Gillespie brings a wealth of skill to her clients. With particular expertise in teaching communication and workplace conflict resolution skills, Catherine has made a marked difference to the organisations she has worked with. She empowers teams and managers to adopt constructive styles that support harmony, productivity and progress in the workplace. Catherine has a particular interest in Challenging Behaviours and High Conflict Personalities & Situations within the workplace.

As a qualified and Nationally Accredited Advanced Mediator, Catherine is able to support parties to more fully understand their dispute and work towards agreements for future workplace behaviours and interactions.

Get your FREE Tool here: http://drjessegreen.com/catherine-gillespie/

In this episode, we discuss:

4:54 Why people are seemingly so self-entitled in the workplace

6:10 What makes a team a team

9:00 Cultivating a culture that focuses on supporting the business

10:59 How workplace conflicts arise

13:04 Maintaining professional yet friendly relationships in your practice

17:19 Tips for creating a harmonious team

20:23 The importance of communicating expectations clearly

25:38 Understanding types of conflict

29:34 Mediating conflict between two coworkers

36:13 What harmony looks like in the workplace

105: Protecting Your Practice Intellectual Property with Chris Round

Thu, 15 Mar 2018 22:41:24 +1100

Protecting Your Practice Intellectual Property with Chris Round

On this episode, I’m joined by lawyer Chris Round to share his insights on protecting your dental practice intellectual property assets.

As dental practice owners, we might not think that we have any “intellectual property” to protect. But nothing could be further from the truth. From trademarking your practice name and logo, to inventions and copyright, there are plenty of pieces of intellectual property we need to protect.

Chris Round is an intellectual property lawyer with extensive experience in the registration of intellectual property rights and associated litigation. He represents clients in copyright, trade mark, patent, designs and associated trade practices litigation in all Australian Courts.

In this episode, we discuss:

2:00 The most important thing to protect as a small business and how to do it.

4:41 What you can trademark as a dental practice

8:53 Navigating the international social media landscape vs the local trademark registration process

11:08 Can you trademark your suburb name and “dental”?

17:55 The process of getting a trademark registered

20:34 Prior use of names

22:50 The benefits of filing a trademark registration with a law firm

25:49 Protecting inventions or methodologies through patents

28:39 How to protect your content through copyright

104: Success Lessons from Olympic Gold Medalist Steve Bradbury

Thu, 08 Mar 2018 01:00:09 +1100

Steven Bradbury is Australia’s first ever Winter Olympics gold medalist. What is less known is his backstory, the hardships, the set-backs and the resilience it took to get there.

Steven Bradbury has presented at over 800 conferences and events in 15 countries. He loves the adrenalin before going onstage and loves that his strategies for success in business and in life are able to inspire and help people.

In this episode, Steven Bradbury unpacks what it took to get to the Olympics and win gold despite set backs.

In this episode we chat about:

5:07 The value of surrounding ourselves with those more knowledgeable and experienced.

10:48 Setting goals and planning to be successful

14:30 Overcoming setbacks

22:47 Adapting to changing circumstances

27:16 Success is about focusing on process over goal

32:00 Strategising around your limitations

35:35 The value of a coach with a different approach

37:46 Having a team around you

And more

103: Increase your revenue by adding orthodontic services with Dr Geoff Hall

Wed, 28 Feb 2018 23:23:34 +1100

Orthodontics can be a great way to add a specialist stream to your general practice and increase your revenue. In this episode, I chat to Dr Geoff Hall from SmileFast about orthodontics, the changing private practice landscape, advances in orthodontic technology and much more.

Dr Geoffrey Hall is a specialist orthodontist based in Melbourne, Victoria and inventor of the SmileFast cosmetic orthodontic system. Dr Hall lectures to dental professionals nationally and internationally and has written many articles and more recently was a co-author in a lingual orthodontics book.

In this episode, we discuss:

6:30 - Demystifying orthodontics

7:30 - How integrating orthodontics into a general practice can give you an edge

9:00 - Systems for including orthodontics in your practice

18:30 - The BEST question to ask to find out the barriers to treatment

20:20 - Changes in orthodontics

25:02 - Why you’re leaving money on the table when it comes to orthodontics

27:31 - How you can leverage orthodontics in your practice

29:00 - The invaluable role of mentorship in orthodontics

30:30 - How to make your business more robust by adding a specialty service

33:00 - How private practices can survive in a world dominated by corporates

102: How Mindfulness Contributes to Success, Lessons from the Merrymaker Sisters Emma and Carla Papas

Wed, 21 Feb 2018 01:30:58 +1100

Emma and Carla Papas are the Merrymaker Sisters. They are on a mission to merrymaker over the world, helping people to live a healthy, happy, magic-filled life. They help over 1.5 million people every year with their book, app, programs and podcast.

In this episode, it was a pleasure to sit down with the spirited entrepreneurs, Emma and Carla Papas and discuss their thoughts around success, running a business whilst juggling their personal relationship and much more.

In this episode, we discuss:

10:55 How to juggle a business that also has a personal relationship element - e.g. working with family members or spouse.

14:10 The importance of having hobbies outside of business

15:42 Mistakes to avoid in business

21:14 Busy-ness vs business.

30:40 The role of mindfulness in success

33:33 Factors that have contributed to success

And more

101: Harnessing The Power of Video Marketing with Geoff Anderson

Thu, 15 Feb 2018 02:57:06 +1100

Geoff Anderson loves helping his clients tell their stories through video. Since 1993 he has owned and operated Sonic Sight, a video production facility in Sydney Australia.

He has worked on productions throughout Australia, New Zealand, Singapore and the US. Geoff is a video producer, a camera man, an editor, a director and a scriptwriter.

Geoff is the author of “Shoot Me Now – making videos to boost business”, a prolific blogger on video, a regular writer on LinkedIn, Smallville and Leaders in Heels. He presents on the topic of using video to boost business.

3:00 Why you need to build a business that supports your lifestyle

11:10 What successful business videos do

14:00 Some suggested video strategies for dental practices

16:01 The role of video in establishing trust with patients

17:30 3 types of video - which are you using?

19:50 Where people go wrong with creating videos and how to avoid them

24:00 How to identify your audience to nail your video message

26:10 Tips for being better on camera

33:30 Where to host your videos

35:00 How to leverage your videos

39:15 And key lessons from YouTube celebrities about video marketing

Find out more about Geoff Anderson and Sonic Sight at

www.sonicsight.com.au

100: 100th Episode Special: Top business lessons from the Savvy Dentist with guest host, Ronsley Vaz.

Tue, 06 Feb 2018 01:37:34 +1100

In this very special 100th episode, I am on the other side of the mic. Guest host, Ronsley Vaz asks me about what I’ve learned from my own podcast and much more.

In this episode we discuss

2:00 My top 3 learnings from guests on the show

4:06 Common threads in the show

5:49 The skill gap that most dental practice owners have (and how to fix it)

9:03 How the Savvy Dentist Operating System can give you freedom and confidence

11:26 How to frame value for your patients and turn them into returning patients.

15:00 How to escape the commoditisation of dentistry

18:30 What I’ve learned about myself

25:35 How to temper a perfectionistic nature

28:25 A simple exercise to appreciate how far you’ve come

32:00 The power of curating your peer group

99: The Secrets of Successful Dental Entrepreneurs with Elijah Desmond

Thu, 01 Feb 2018 00:19:26 +1100

Elijah Desmond is a serial entrepreneur who has worked in over 300 different dental offices over the years and garnered invaluable experience.

He has seen first-hand what techniques worked for increasing production and motivating staff. Perhaps more importantly, he learned why such techniques worked and why others didn’t.

Plus, he is the founder of the unique Dental Conference, Smiles At Sea.

In this episode, we discuss:

4:22 What sets successful entrepreneurs apart from the rest

5:28 The power of following through

7:00 How to determine what you should commit to.

8:34 The key to success

9:25 How to find your passion

13:16 Elijah’s biggest mistake and how dentists often do exactly the same thing

17:58 Why most dentists are doing team huddles wrong and how to fix it.

24:09 The power of letting go of control

29:16 Why the future of marketing is in mobile/cell phone marketing

32:10 The common marketing mistakes made by dental practices

To find out more about Elijah Desmond

www.elijahdesmond.com

www.smilesatsea.com

98: How to Communicate Like a Leader with Dr Laura Sicola

Tue, 23 Jan 2018 00:30:19 +1100

98. How to Communicate Like a Leader with Dr Laura Sicola

Communication skills are an indicator for success in business.

We need to communicate effectively with our team to avoid or negotiate conflict, to improve our workplace culture and more.

But also, we need to communicate effectively with our patients for better case acceptance and behavioural change.

Communication is one of the backbones of our businesses, so it’s important to look closely at how we’re communicating and where we can step up our communication to align with our roles as leaders in our businesses.

This week, I’m joined by leadership communication coach, Dr Laura Sicola.

Dr. Laura Sicola is a professional speaker, leadership communication coach and the founder of Vocal Impact Productions in Philadelphia, PA. Her mission is to help people confidently and authentically master the 3Cs of “Vocal Executive Presence”: to command the room, connect with the audience, and close the deal in any context.

In this episode, we discuss:

3:00 Dr Laura Sicola’s journey from linguistics to leadership communication

5:00 How you can learn better communication skills

7:29 Finding the gaps in your communication skills so that you can improve them.

8:42 Why your words might be great, but the message just doesn’t get across

12:11 Using communication to navigate and resolve conflicts within teams

16:50 Getting out of sticky conflicts with a simple and honest approach

18:21 Listening and mindfulness are powerful communication tools

26:07 The pros and cons of written-based communication (is it all bad?)

28:53 Building trust through vulnerability in communication

36:16 How to improve behaviour change with our patients through the way that we communicate with them.

Find out more about Dr Laura Sicola

http://vocalimpactproductions.com/about/

97: Why adaptability is the key to successful business with AI expert, Matthew Michalewicz

Fri, 19 Jan 2018 01:11:50 +1100

Artificial intelligence and machine learning are on the rise in businesses, including the health space. As small business owners, we’re often curious about how these technological developments can help or hinder us. But as I always say, with change comes opportunity. In this episode, I bring AI expert and CEO of Complexica, Matthew Michalewicz on to the show to share his enormous insights around not just AI, but what actually makes businesses successful in an ever-changing landscape.

Matthew Michalewicz has more than 20 years of experience in starting and running high-growth tech companies, especially in the areas of predictive analytics and optimisation. He is currently the CEO of Complexica, a provider of Artificial Intelligence software for optimising sales & marketing activities, and a director of several ASX-listed companies, including Prophecy International (ASX: PRO), ComOps (ASX: COM), and LBT Innovations (ASX: LBT). He is also the author of several books, including Life in Half a Second, Winning Credibility, Puzzle-Based Learning, and Adaptive Business Intelligence.

In this episode we discuss:

3:55 Trends in AI and machine learning

5:15 What exactly is AI and “machine learning”

8:43 AI and machine learning the health space

10:11 How disruption is occurring (and how to stay ahead of it)

14:06 Embracing personalisation and on-demand as current trends

17:07 How small business can and should embrace competition and customer-centric services

19:13 Traits of successful entrepreneurs

And more!

Find out more about Matthew Michalewicz

http://www.michalewicz.com.au/

96: Get Your Employment Legals Sorted with John Wilson

Thu, 11 Jan 2018 21:02:15 +1100

John Wilson is Canberra’s leading employment lawyer. He is the Managing Legal Director at Bradley Allen Love and has been a NSW Law Society accredited specialist in Industrial Relations and Employment Law for over a decade. In 2017, John became a member of the NSW Specialist Accreditation Employment and Industrial Law Advisory Committee.

For five consecutive years John has been named in the Australian Financial Review’s Best Lawyer list for his employment law expertise. He has acted in numerous precedent-setting cases, regularly advising individuals, local businesses and international companies in high-profile disputes. Such is John’s recognition as the ‘expert’s expert’ that many of his clients are referred by lawyers at other firms.

John is a thought leader in the workplace relations space. He is a prolific author, writing for The Canberra Times, The Mandarin, Ethos: Journal of the ACT Law Society, the NSW Law Society Journal, HR Monthly and the Australian Financial Review alongside appearances on ABC Radio National and 3AW. John chairs the ACT Law Society’s industrial relations committee, and formerly lectured on employment law at the University of Canberra.

In this episode, we discuss:

3:00 The one thing most business owners get wrong when it comes to employment law

4:43 A three point system for general business employment related issues

5:45 How to start setting expected behaviour from your staff

8:55 Enterprise agreements vs individual contracts

16:03 What constitutes “ordinary hours”

23:15 Employees vs independent contractors

34:30 Who owns the “goodwill” in a business

And more

ballawyers.com.au

95: Avoid Bad Habits in Small Business with Dr Tyson Franklin

Wed, 03 Jan 2018 23:35:57 +1100

Tyson Franklin is a podiatrist, author, speaker and host of the It’s No Secret with Dr T. podcast.

Systematising his business was a key factor in winning the 2003 Telstra Business Award and he now takes great pleasure in sharing what he’s learnt with other podiatrists, health professionals and small business owners, through mentoring, workshops, weekend conferences and other speaking engagements.

Tyson Franklin loves small business, marketing, writing and helping others, which is why he wrote his first book, It's No Secret...There's Money In Podiatry, in 2014. This book was a logical place to start but my next book, It's No Secret...There's Money in Small Business, released in Oct 2017.

In 2017 Tyson started the IT'S NO SECRET WITH DR T. podcast, which is aimed at helping small business owners earn more, work less and enjoy what they do more each day. There are no secrets in small business; you just need to be open to new ideas.

In this episode, we discuss:

6:41 - How bad habits form in business and how to prevent them

13:20 - Why you need to be keeping your eye on KPIs

16:00 - How to avoid OVER systemising your business

22:39 - How to come up with endless blog ideas and titles (even when you’re not a copywriter)

29:00 - Tyson’s method for extracting business lessons from other industries

35:15 - How to avoid perfectionism in a business setting

38:35 - Mitigating risks in your business

94: Money Mastery Tips for Dentists with Jordan Goodman

Thu, 21 Dec 2017 07:54:47 +1100

Jordan E. Goodman is “America’s Money Answers Man” and a nationally-recognized expert on personal finance. He is a regular guest on numerous radio and television call-in shows across the country, answering questions on personal financial topics.

For 18 years, Jordan was on the editorial staff of Money magazine, where he served as Wall Street correspondent.

He is the author / co-author of 13 best-selling books on personal finance including Master Your Debt Fast Profits in Hard Times, Everyone’s Money Book, Master Your Money Type, Barron’s Dictionary of Finance and Investment Terms and Barron’s Finance and Investment Handbook. We discuss 1:42 Jordan’s early entrepreneurial spirit 3:47 Where dentists come unstuck with managing their finances 6:04 What’s happening in the market and how to harness that 7:39 Things you consider about Bitcoin 10:37 Where dentists should be focusing to grow their finances 17.23 Tips for debt reduction 19:54 Money habits you need to practice 24:50 Entrepreneurial skills that dentists should harness 27:53 Some ideas about the future of the market 32.59 The power of leverage in your business Find out more about Jordan Goodman on his website http://www.moneyanswers.com/bio.html

93: Become a High Performance Dental Practice Owner with Dr Emily Letran

Thu, 21 Dec 2017 00:32:23 +1100

Dr. Emily Letran is a general dentist who owns two multi-specialty group practices in Southern California. She received her Bachelor of Science in Biology from UC Riverside. She is a graduate of UCLA School of Dentistry and received her Master of Science in Oral Biology from UCLA at the same time. As a mother of three, Dr. Letran creatively balances work, family life, after-school life and her personal life as a growing entrepreneur.

2:00 Emily’s refugee story 12:45 How to embrace the hard work of growing your business 15:45 Why you should aim for high performance NOT high achievement 18:10 How to avoid getting stuck in high achievement mode 21:00 Why high performers know their WHY intimately 25:45 How to get leverage in your dental practice 33:00 How to get focused like a high performer 38:00 The power of having a mentor to guide you to high performance

Find out more about Dr Emily Letran http://www.exceptionalleverage.com/

92: Simple Tips for Great Social Media for Dental Practices with Mark Warncken

Tue, 19 Dec 2017 05:10:33 +1100

Social media can often feel like wasted time. In this episode, Mark Warncken shares with us his 3 simple steps for social media success.

Mark Warncken has had a 30 year career working in sales across many industries gives me a unique insight into understanding the challenges every business faces in generating leads and converting them into buying customers. He now brings his sales expertise to the world of social media with great success.

In this episode, we discuss:

2:45 How a 50 year old expert in corporate sales came to be an expert in social media 5:15 Why you can’t ignore social media in your dental practice 6:15 How social media has changed the way we live life and do business 7:45 Tips for how to fit social media into your daily routine 8:45 Defining your Ideal Patient is crucial for nailing your social media 15:45 Tips for working out which social media platforms you need to be on 20:15 Marks 3 simple steps for social media success 33:15 Reusing content again and again 38:00 Asking for the sale And more.

91: 10 Biggest Business Insights of 2017 for Dental Practice Success

Thu, 14 Dec 2017 08:22:53 +1100

Dental practice success is something I like to reflect on at the end of the year. In this episode, I share with you what have been my biggest takeaways from 2017 - advice from others and myself, as well as gems from outside the dental space.

If you take these insights and start implementing them in your business, you’ll make 2018 your biggest and best year yet.

In this episode, I cover:

Why successful people ask WHO not HOW Why all business owners need to get better at managing risk Key marketing predictions for 2018 Why you should focus on what are you really optimising your business for The often overlooked importance of culture in dental practice succcess How to grow your business by knowing the difference between critical drivers and key performance indicators The key role that personal development plays in business growth Lessons from high performers on taking time out Identifying under-utilised assets Harnessing the power of the performance curve

90: 90. Wow Your Patients with Exceptional Customer Service with Andre Shirdan

Fri, 01 Dec 2017 03:08:34 +1100

Andre Shirdan is an inspirational and motivational speaker, executive coach, and certified trainer.

Since 1989, Andre has worked with thousands of practices helping to create systems for treatment planning, staff training, goal attainment, internal and external marketing, and computer systems integration.

Andre founded Systems Practice Management, Inc., a dental practice management, training and consulting firm. He created Building Blocks Scheduling, Countdown Confirmation, SELL Training and the PracticePar Analysis. He co-created the non-surgical periodontal protocol Stat-Ck.

Andre is best known for creating The CREW Process - a better way to define practice philosophy, bring consistency to treatment and gets the entire office in alignment. Practices working with Andre have found great personal success while getting to know his genuine, frank, and devilishly funny personality.

In this episode, we discuss: Why dentists suck at customer care (and how to fix that) How to be forward thinking in your customer experience Why your philosophy of care is crucial to your business How to communicate better with your team The art of fostering patient experiences What you need to know about the future of dentistry And more.

Episode break down: 4:00 Hear Andre’s story of how he came to work for Disney and other major corporations 7:50 How Andre’s experiences in high-end retail shaped his approach to dental practices 10:00 Substance vs fluff in patient experience 12:48 What dental practices struggle with when implementing better customer experiences 16:00 What the future of dental practices might look like 18:30 Fostering human connection in patient experiences 28:00 The Performance-Culture Matrix and how to use it in your practice 31:30 Where corporate dentistry is headed 34:20 What new dentists should consider before opening their own practice 36:30 The lean start up model of dentistry

Find out more about Andre Shirdan at http://www.thecrewprocess.com

89: How to Successfully ScaleYour Dental Practice with Franchise Expert Peter Irvine

Tue, 28 Nov 2017 00:00:07 +1100

Peter Irvine is the co-founder of Gloria Jeans Coffee franchise and he was on the team that launched McDonald’s in Australia. Peter has over 40 years experience in business at a high profile management level.

In this episode, Peter and I explore business success from his decades of experience. If you’re looking for advice on how to move into a true business management model, this episode is for you.

03:00 Building a successful franchise chain in Australia (and lesson you can learn from that) 09:45 Why you should have a vision for your business if you want it to be successful 12:30 Vision statements to avoid 14:00 Keys for dealing with setbacks 17:30 How to effectively manage staff to grow your business 25:30 Finding the low hanging fruit in your business to instantly boost sales 31:00 Peter’s success tips 34:00 How to get off the tools and move into true business ownership 41:20 Unlock the secret habit Peter has that contributes to his success 47:00 How to stay competitive in a growing market

Find out more about Peter Irvine www.peteririvine.com.au

88: Mastering Resilience for Business Owners with Stacey Copas

Tue, 21 Nov 2017 05:47:05 +1100

Stacey has not let a devastating accident that left her a quadriplegic and dependent on a wheelchair at 12 years old slow her down. Instead she picked up the pace and has used her life experience and personal philosophies to become Australia’s leading keynote speaker and facilitator on resilience and turning adversity into an asset, delivering keynote speeches, training, consulting and coaching to organisations such as Telstra, South East Water and CSIRO.

In this episode you’ll discover: How to be a better business person through developing resilience Tested and tried methods for practicing resilience How to prioritise in your business Supporting yourself through setbacks And much more.

At... 3:10 We explore Stacey’s story 8:45 How to frame the past and future 11:00 Stacey shares her tips for how to shift your mental state when you experience a set back 14:15 Why resilience is a skill 16:30 We chat about resilience and the younger generation 18:30 How technology affects business owners’ lives negatively 23:30 How to prioritise for success 28:00 Stacey 3 top tips for building resilience during tough times

Find out more about Stacey Copas On her website: http://welcome.staceycopas.com

87: Simple Tips for Effective Adwords Campaigns for Dentists with Ilana Wechsler

Tue, 14 Nov 2017 04:56:17 +1100

Ilana Wechsler is the founder and director of Green Arrow Digital. Ilana is a former Data Analyst, turned PPC expert. She has worked at many of the global financial institutions but switched careers many years ago when she finally gave in to her passion for PPC, IT and entrepreneurship. She is truly passionate about working closely with her clients and helping them achieve their business goals by helping them grow their businesses online. Ilana lives in Sydney with her husband and 3 children. In this episode we chat about Whether Adwords is still a viable marketing tool Effective Adwords strategies Common mistakes and how to avoid them Hacks for getting your Adwords converting Tips for crafting effective ads What questions you should be asking your Adwords provider And more

86: How To Destress in Your Business with Dr Linda Wilson

Tue, 07 Nov 2017 04:16:49 +1100

As the year races towards the end, it can feel like as our to-do list builds up, so does our stress levels. As the business owner, it’s imperative that you look after yourself so that your business and team

Dr Linda Wilson has qualifications in both Education and Traditional Chinese Medicine. She works with individuals to find positive ways to manage anxiety, stress and a range of other issues.

In this episode we discuss:

Why our brain affects our body and vice versa. How not jumping to conclusions is a powerful skill when managing team members Breaking down the stress responses that we have The huge cost of stress to business and to the individuals in that business Tips for creating balance in your life. Meditation and mindfulness for entrepreneurs And more

Find out more about Dr Linda Wilson www.drlindawilson.com

85: How to Manage Your Team Like a Pro with Chris Robb

Tue, 31 Oct 2017 08:16:09 +1100

Chris Robb is the author of the book ‘Mass Participation Sports Events’, a highly sought after International Speaker and CEO of Mass Participation Asia.

Chris’ life reads like the pages of a novel. His amazing journey has allowed him to impact the lives of millions of people by creating and delivering mass participation sports events across three continents.

While there have been countless highlights, including working on the Sydney 2000 Olympics and recently, meeting Sir Richard Branson at his home on Necker Island, Chris came from humble beginnings, growing up poor on a farm in Zimbabwe.

It has always been Chris’ belief that our greatest opportunity to grow and learn comes from times of extreme pressure.

Along the way, he discovered that events he initially perceived as “disasters”, were in fact gifts. These significant moments taught Chris the valuable lessons he needed to be successful in business, and what he could do to help other businesses achieve success.

His first business was started with a few thousand dollars, six months after emigrating to Australia. The business grew into a multi-million-dollar international company which was then sold to IRONMAN.

He has been at the helm of some of the biggest mass events, including the Singapore Marathon, with 65,000 participants.

In this episode we discuss • The art of resilience • Working with teams to pull off ambitious projects • Tips for managing a crisis • Why you should be empowering your team members • How to manage risk proactively • Tips to correctly identify the correct problem to tackle • And more

84: Dramatically Improve Patient Experience and Boom Your Practice with Vinh Giang

Mon, 23 Oct 2017 05:28:48 +1100

Vinh Giang is a motivational/ inspirational keynote speaker. Along his journey as an Entrepreneur he has learnt so many lessons that have dramatically changed his life and business.

He has built a successful online business that teaches magic to over 41,000 students from all over the world, this business of his also won South Australian young entrepreneur of the year in 2013.

In this episode, we discuss: The power of a personal brand for dentists Escaping comparisons in a digital age Letting go of the temptation for a magic bullet How to wow your patients by learning how to be a performer Vinh's five tips for using your voice like a performer to craft better patient experiences and more.

83: Australia's leading business author Andrew Griffiths with his tips and tricks for success [Re-broadcast]

Tue, 17 Oct 2017 03:10:14 +1100

Andrew Griffiths is Australia’s #1 small business author with 12 books now sold in over 60 countries. He’s a writing and publishing expert, an international speaker and leading business advisor with over 20 years’ experience. Andrew presents around the world, sharing his ideas and expertise on all aspects of entrepreneurialism.

Considered an expert in entrepreneurship and an authority on building a profile as a thought leader through writing, publishing and speaking, Andrew is featured regularly in mainstream media globally. Andrew’s greatest strength is his ability to energise entrepreneurs to achieve extraordinary results.

His best selling books include: The Big Book of Small Business, The Me Myth, Bulletproof Your Business NOW, 101 Secrets to Building a Winning Business, 101 Ways to Sell More of Anything to Anyone, 101 Ways to Market Your Business and more.

82: How to Disrupt the Healthcare Space with Katherine Maslen

Tue, 10 Oct 2017 23:15:07 +1100

Katherine Maslen is a naturopath, nutritionist, author and renegador for amazing health. She founded Brisbane Natural Health – a wellness centre where they work as a team to get overcome our clients health issues.

In this episode we chat about:

How to survive the tough periods in your business Why prolific beats perfect How a membership model works in a clinical setting Who to listen to when it comes to business advice How you can cultivate resilience How to harness your creativity in business

3 Tips to Accelerate Your Practice Growth

Tue, 03 Oct 2017 00:31:06 +1100

In this episode, Dr Jesse Green shares his 3 top tips for putting your practice into hyperdrive. If you want to transcend the traditional model of owner-operator (as is common for dental practice owners) and step into true business ownership, this episode it for you.

In this episode Dr Jesse Green discusses: Quick tips for building up a leadership team How to ease the pressure on yourself to do everything How to structure your team for success What limits the growth of practices and how you can overcome it And more.

Simple Systems for Impeccable Delivery of Care

Tue, 26 Sep 2017 00:40:00 +1100

In this episode, Dr Jesse Green shares his approach to systems that are both supportive enough to make your practice run more efficiently, but flexible enough to help you deliver personalised patient care.

In this episode, Dr Jesse Green chats about: When systems can stifle creativity When systems can SUPPORT your business How to use systems and frameworks. And much more.

Make Your Practice Thrive in a Changing Market with Dr Frank Papadopoulos

Sun, 17 Sep 2017 04:13:37 +1100

Dr Frank Papadopoulos is the founder and currently one of three directors of Centaur Software. Dr. Papadopoulos' aim was to create practice management software products specifically tailored to the workflow of Australian Dentists. In this episode we discuss: The value of service experience when running a dental practice How to look out for great business opportunities Why even dental practice owners should embrace the entrepreneurial spirit Why business owners need to be investing in themselves and their own development The simple secrets to managing cash flow Why successful practice owners have multiple marketing channels And more

Entrepreneurship for Dentists with Jemimah Ashleigh and Shevonne Joyce

Tue, 12 Sep 2017 01:09:36 +1100

Jemimah Ashleigh and Shevonne Joyce are the hosts of The Business Experiment podcast. They decided it was time someone got REAL about what it’s like to be in business - the good, the bad, the ugly. They have started an important global conversation, with a dedicated following through documenting our personal experiences in business, interviewing innovative and ground breaking entrepreneurs and industry experts and more!

In this episode we chat about:

Business conversations we should be having How to grow your resilience in business Addressing the reality that sometimes things don’t work Entrepreneurial habits that dentists should cultivate And more! Find out more about Jemimah and Shevonne:

http://www.businessexperiment.com.au/

What Practice Owners Need to Know About Internet Marketing with Josh Rimmington

Mon, 04 Sep 2017 03:45:24 +1100

Josh Rimmington is a Leading Online marketing Consultant ( Owns JRMG.com.au). His Specialty is Local Online Marketing and also in particular helping dentists with online marketing. His results speak for themselves with his services being in high demand and a long list of raving fans.

In this episode, we chat about: How to make the most of keywords Hot tips for making sure your practice is ranking for your area When pay per click advertising is effective Using Instagram to market your dental services And much more

Harness the power of neuroscience for your marketing with Roger Dooley

Tue, 29 Aug 2017 04:00:27 +1100

Roger Dooley is a speaker and author of Brainfluence: 100 Ways to Persuade and Convince Consumers with Neuromarketing, the popular blog Neuromarketing, and Brainy Marketing at Forbes.

Dooley spent years in direct marketing as the co-founder of a successful catalog firm and also was director of corporate planning for a Fortune 1000 company. He has an engineering degree from Carnegie Mellon University and an MBA from the University of Tennessee.

In this episode, we chat about:

How to create images that grab your audience’s attention Tips for copy that converts What makes quality content How to engineer your website better for converting visitors Running more effective ad campaigns And more Find out more about Roger Dooley

On his website: http://www.rogerdooley.com

Pro Tips for Business Excellence with Brad Beer

Tue, 22 Aug 2017 04:47:16 +1100

Brad Beer is a a physiotherapist, AMAZON Best Selling author, host of The Physical Performance Show podcast and the Founder of a company called POGO Physio. Brad specialises in helping active people perform at their physical best, by keeping them pain and injury free.

In this episode, we chat about: Pursuing personal bests Overcoming hardships How to genuinely disrupt a crowded market The value of staying in business for the long run Why you need to uncover the deeper reason patients are coming in for treatment And more

Find out more about Brad Beer Brad’s website: http://www.bradbeer.com.au Pogo Physio website: https://www.pogophysio.com.au/

How to Become a Great Leader in Your Practice with Edward Plant

Tue, 15 Aug 2017 06:58:18 +1100

Edward Plant was in the Australian Army for 17 years, and during that time, he spent 7 years training to lead soldiers and plan operational missions.

Now, he works with the people who own and operate businesses to bring a military mind to their own strategic planning and lead their business to increase income, reduce the time they need to be in the business and increase the financial return and results.

Edward Plant works with business owners and directors to improve business leadership, create dynamic strategies and drive business growth and improved staff efficiencies.

In this episode we discuss:

Whether leadership skills are something you’re born with or you can learn Ed’s tips for improving your leadership today How husband and wife teams can improve their business efficiency Why you need to make decisions more quickly The line between leader and friend And much more

www.lead-better.com.au http://www.lead-the-ship.com/

The Secret to Building Highly Profitable Businesses with Doug Winnie

Mon, 07 Aug 2017 04:05:35 +1100

Beginning at age 14, Doug Winnie embarked on his first entrepreneurial experience selling holiday greeting cards door–‐to–‐door. This early drive for success led him to become a successful business owner, avid private pilot, and an accomplished world traveler, exploring over 25 countries.

Doug has been the owner or manager of multiple successful companies and understands the challenges, pressures, and pleasures associated with being an executive. Today, Doug works as an Executive Coach, assisting other managers, executives, and entrepreneurs to consistently obtain the highest results.

In this episode we chat about:

How Doug built multiple multi-million dollar businesses The essential ingredients of building a great business that supports you How to leverage through staff When to build a team for optimal leverage How to hire amazing staff in just 4 hours How to get the most out of your 24hr day The secret to improving your mindset

To find out more about Doug Winnie head to:

www.businessasatool.com

Secrets for a Winning Business Mindset with James Cluskey

Tue, 01 Aug 2017 10:42:09 +1100

James Cluskey is a retired Irish professional tennis player who is now Richard Branson’s private tennis coach. James has an astute eye for business and success and in this episode we have a fantastic chat about the overlaps between business and sport.

In this episode, we chat about: Why failure is a better teacher than success How to tap into a winner’s mindset What sets the winners apart from the losers Why you should ask better questions The value of having a coach (in business and in sport) How a mission statement can shift your mindset

The Art of Better Business Growth with Aynsley Damery

Tue, 25 Jul 2017 09:16:39 +1100

Aynsley is the CEO of Tayabali Tomlin, an accounting firm that specialises in working with owner-managed business to help them grow profitably. The firm has been named as one of the World’s Most Inspiring Accountants and was awarded Best Advisers to Small Businesses in the UK at the end of 2016. It has also been awarded Most Innovative Accounting Firm in the UK for the past three years for the way it does business. Particularly, for the work the firm has done in the areas of brand, culture, social purpose, customer value propositions and use of technology. All of which has helped it to stand out from the crowd and create a better experience for clients and ultimately, help them achieve better results. Aynsley was ranked number five on the #Economia50 list of the most influential sources of finance news and information on social media in the UK. He is a regular keynote speaker and has recently presented at the ICAEW Annual Practice Growth Conference, QuickBooks Connect and was invited as a guest to Sir Richard Bransons’ Necker Island, to speak to a group of entrepreneurs from around the world about how to scale profitably.   In this episode, we discuss:   How to avoid common business owner mistakes The fundamental elements of a good business plan Which numbers you need to paying attention to (and how to get them) Why operating cash is more important than profit At what stage in your business you should consider getting finance or investment When you should upgrade your business systems And more

70. How to Run Your Business Like Sir Richard Branson, Part 2

Tue, 18 Jul 2017 03:18:11 +1100

My time on Sir Richard Branson’s private island gave me a lot to think about, especially when it comes to what works in business and what doesn’t. Branson is clearly a great businessman who runs hundreds of successful businesses. And spending time with him was an honour and a privilege.

Equally important was the time I spent with the other business owners also attending.

Drawing on my experience at Necker and business more broadly, in this episode, I share with you some key points for running a successful business including:

How to become a better business owner (no one is a “natural”) What training secrets from sports teams business owners should steal Why focusing on Critical Drivers is more valuable than KPIs or revenue Tips on creating a great team culture A handy performance/culture matrix to plot your staff along For Savvy Dentist listeners, I’m extending an invitation to attend my 2 day team training workshop, ‘Be Impressive on Purpose: the Aligned Team’

69. How to Run Your Business Like Sir Richard Branson, Part 1

Tue, 11 Jul 2017 06:25:41 +1100

Recently I had the opportunity to travel across to Sir Richard Branson’s private island where I spent time with Richard Branson and thirty other global entrepreneurs who are doing amazing things. It was a humbling and exciting experience and I’m so thrilled to be sharing with you my key lessons from my time on Necker Island. Plus, I have a snippet of audio from Richard Branson himself.

In this episode I chat about: Why you should put yourself (not your company) out of business as soon as possible Why Richard Branson asks WHO not HOW (and why you should too) How scaling is about building and leading a great team Understanding the growth/control ratio How to create a great business culture And more

68. Simple Wealth Creation For Dentists with Reese Harper

Tue, 04 Jul 2017 04:12:13 +1100

Reese Harper is the founder of Dentist Advisors and host of the Dentist Money Show. Dentist Advisors helps dentists make smart decisions with their money and achieve financial independence.

Dentists have unique financial planning needs, like dealing with real estate and practice financing, student loans, income tax budgeting, overhead and saving for retirement. Their personal and practice finances are closely related. For over a decade, Reese has consulted with dentists to help them reach their personal and business financial goals using a scientific, data-driven decision making process he developed.

Reese takes care of dentists’ finances so they can focus on growing collections, improving profitability and enhancing their team.

In this episode, Reese and I talk about:

The most common mistake dentists make when investing The four buckets you need to be consciously dividing your income into Good rules of thumb for looking at your financial health The value of systemising your allocation of money What cognitive biases stop you from always making the best financial decision How your investment DNA guides your decisions Why doing everything yourself often stifles wealth creation For more information about Reese Harper:

dentistadvisors.com

67. Genius Marketing Insights with Christo Hall from Basic Bananas

Tue, 27 Jun 2017 05:24:09 +1100

Christo Hall is a marketing strategist who assists business owners to increase their sales and grow their business while enjoying the process.

He often speaks at business events and has developed a reputation for his online marketing results. He is very passionate and gets very excited about online marketing (when it's working for you, it's super cool).

Basic Bananas (his business) is known for its very honest and no garbage approach, they have a lot of fun, but take some things very seriously, like client results.

In this episode we chat about:

How to get seen by the media Successful marketing campaign planning How to structure your product pyramid Common marketing misconceptions (and how to avoid them) Using automation and structure for easier marketing Understanding your audience And much more!

Find out more about Christo Hall and Basic Bananas: www.basicbananas.com

66. Harness the Power of Change in Business with ex-Firefighter Dean Hawkins

Tue, 20 Jun 2017 09:03:32 +1100

Raised in difficult circumstances, Dean Hawkins was a single-minded kid who learnt how to survive in a tough environment and how to be resilient. He became a decorated Fire Officer with over 30 years in emergency response and management, from the Fire Department to running a successful risk and emergency advisory and training business.

In this episode, we chat about:

The power of knowing yourself

Why you should wear your trade (not just speak it)

Why practice is key to leadership confidence

Dean’s 4 pathways to self-improvement (and how you can use them in your business)

Your business WHY and its role in marketing

Why you should be embracing helpful marketing in your business today

How to prepare for a major crisis like a firefighter

Find out more about Dean Hawkins

https://www.deanhawkins.com.au/

65. Insider Tips for an Excellent Dental Career with Lincoln Harris

Tue, 13 Jun 2017 04:17:13 +1100

Dr Lincoln Harris has been completely focused on excellence and quality from the beginning of his career as a dentist. He established the first private dental practice in Bargara – Harris Dental Boutique in 2000. Since graduation, he has trained extensively in Aesthetic Implant Techniques and Full Mouth Rehabilitation to attain immense skill and knowledge.

With his vast dental knowledge, Dr Harris coaches and trains dentists from all over the world on complex aesthetic dentistry, surgical techniques and business management. Dr Harris has also lectured in multiple cities throughout Australia, North America, Asia, Singapore, United Kingdom and Europe.

In this episode we chat about:

Common pitfalls dentists make early career (and how to avoid them)

Why we need to be aware of how learning new things is a grieving process

The importance of making conscious career choices

Upcoming trends in dental technology to be aware of

Tips on starting a successful practice

Secrets for a long and happy career in dentistry

Why dentistry is a fear-based profession (and how to embrace that)

Find out more about Lincoln Harris

https://restoringexcellence.com.au/about-us/

64. Successful Dentalpreneur Secrets with Dr Mark Costes

Tue, 06 Jun 2017 05:25:36 +1100

Dr Mark Costes is far from a typical dentist and dental coach. During his career, he has been able to start or acquire over a dozen successful dental practices during some of the profession’s most challenging times. Dr Costes is the founder of the Dental Success Institute, a company committed to helping dentists to achieve their full potential while recapturing their passion for dentistry. He is also the founder of the Horizon Schools of Dental Assisting which has experienced explosive growth and has expanded to over one hundred and eighty locations throughout the United States.

Dr Costes is the International and #1 Amazon Best Selling Author of the book Pillars of Dental Success. His internet radio show, The Dentalpreneur Podcast now has listenership from over 130 countries worldwide.

In this episode, we discuss:

The meaning of dentalpreneur

What the most important entrepreneur skill to develop is

Developing skills outside of dentistry

The changing market and how you can take advantage of it

How to build your skills up as an entrepreneur and CEO

Mark’s top recommendations for those wanting to grow their businesses

Find out more about Mark Costes

http://truedentalsuccess.com/about.html

63. Wow Your Patients with Great Office Staff with Laura Hatch

Tue, 30 May 2017 06:02:09 +1100

Laura Hatch is a Dental Office Manager in San Diego, California and the founder and owner of Front Office Rocks. She created Front Office Rocks with the goal of helping other dental offices train and learn new policies and procedures.

Laura has a bachelor’s degree in human resources and a master’s degree in organisational development. In this episode, she gives us tips for how we can improve our patient experience, retention and profits through hiring and training great front office staff.

We chat about:

How to hire people who are a good fit The secrets to great communication with your staff Why the phone is the most important tool in your office How to handle cancellations elegantly The special role of the front of house plays in case acceptance And much more.

Find out more about Laura: https://frontofficerocks.com/about-us/

62. The Secrets of High Converting Dental Websites with Mike Pedersen

Tue, 23 May 2017 03:34:51 +1100

Mike Pedersen is the founder and owner of The Dental Boost. He has had articles published on authority dental sites like AACD.com (American Academy of Cosmetic Dentists), Dental Town, and DentalCPAs. He has formed partnerships with some of the biggest names in dental practice consulting.

He is an expert in SEO and digital marketing for dental practices.

In this episode we chat about:

How to get qualified patient leads from Google

The anatomy of a high converting website

One simple thing you can do today to convert more website visitors

How to appeal to your ideal patient with your website

Harnessing the power of mobile searching

How to choose a good SEO company

And much more.

Find out more about Mike at

https://thedentalboost.com

61. Hot Tips for Practice Growth with Dr Harry Marget

Tue, 16 May 2017 06:07:08 +1100

Dr.Harry Marget is the principle dentist and director of East Bentleigh Dental Group. Dr Marget’s journey began in 1972. Since then he has done clinical hypnosis, chiropractic, myotherapy, orthodontics and implant surgery. His real passion is pain control and orthodontics.

Dr Marget graduated from Adelaide University and has worked all over Australia. He is an astute businessman and in this interview, you will be blown away by his insights into growing your dental practice.

In this episode we chat about:

Why multiple practices might not be the best growth strategy Missteps made by young practice owners Opportunities for younger dentists What commercial astuteness means and why you absolutely need it What to do when times get tough Why and how you should be investing in your staff and much more!

Find out more about Dr Harry Marget

http://www.ebdg.com.au/team/dr-harry-marget/

60. How To Improve Profits With Great Patient Experience with Daniel Gibbs

Tue, 09 May 2017 07:04:43 +1100

Daniel Gibbs is the director of Posture Podiatry.

He has developed a method of care that has benefited thousands of clients including Olympic Athletes and the Australian Dance Theatre. Although he’s no longer consulting with clients, he continues to works closely with the team of practitioners at Posture Podiatry to ensure the highest level of care for every guest of the clinic. Daniel also is the founding director of clinicmastery.com which is an education company for health professionals. He is also a winner of the Telstra Business Awards.

Daniel has been invited to give keynote presentations to health professionals and business owners in various fields, and works with clinics of all sizes sharing his mantra of creating great experiences for all clients.

In this episode, we chat about:

Creating great customer experiences in the clinic Why patients judge you on their experience, not how technically good you are How to get off the tools How to put systems in place to train your team Cultivating a purposeful team culture The 4 STEP process to clinic mastery Staying ahead of the changes in the health profession

59. How to Market to Mums, the World's Most Powerful Consumer, with Katrina McCarter

Tue, 02 May 2017 03:17:00 +1100

Mums are the powerhouse of our economy – they’re responsible for more than 80 percent of consumer spending. So, how can dental practices make sure they’re marketing effectively to mums?

In this episode, I chat with the author of Marketing to Mums, Katrina McCarter. Katrina is a trailblazer and expert strategist in the field of selling to mums, Australia’s most powerful consumer. For 15 years, she has worked with companies whose target market is mums, including Bonds, Booktopia and ABC Reading Eggs.

In this episode we chat about:

How most businesses are missing out this huge market Common mistakes when marketing to mums Why you need to niche within ‘mums’ The number one thing that influences many mums in a purchasing decision How to use Facebook to build your relationship with mums
The power of leveraging partnerships to fast track your success and much more.

58. Perfect Partnerships for Small Business with Callum Laing

Tue, 25 Apr 2017 05:13:25 +1100

Callum Laing has started, built, bought and sold half a dozen businesses in a range of industries across two continents. He is a partner in private equity company Unity Group, director of multiple companies and is cofounder and nonexecutive director of The Marketing Group PLC, listed in Europe. He is widely published, regularly featured in the media and often invited to speak at conferences. Callum is based in Singapore with his family and can be contacted through Linkedin.

In this episode we chat about:

How to build great teams What is really the best use of your time The anatomy of a good partnership How to find good partnerships as a dentist The major downside of being acquired by a larger company The innovating way entrepreneurs are levelling the playing field against big corporates

About Callum Laing https://www.linkedin.com/in/callumlaing?ppe=1

57. How To Free Yourself From Your Dental Practice with David Phelps

Tue, 18 Apr 2017 03:19:11 +1100

David Phelps is the founder of Freedom Founders.

David made the decision to become a true business entrepreneur, transforming his dental practice to enable him to spend more time with his family.

As a result of his new-found freedom, David began practicing dentistry part-time and subsequently stopped being the “provider” of dental treatment. He ran his practice remotely for another six years before selling to one of the associate dentists.

Today, David is a firm believer that time is our most important asset. He counsels: “You can’t buy your life back at some future retirement age – there’s no such thing. It’s an illusion that unfortunately escapes too many hard-working people.”

In this episode we chat about:

•    Getting your staff to step up 
•    How to extricate yourself from being the main doctor in a practice
•    Mindset strategies for managing tough times
•    What you need to know about changing trends in private practices
•    Approaching your career in alignment with your personal goals
•    The freedom blueprint for your life

56. Building Resilient Leaders with James Greenshields

Mon, 10 Apr 2017 01:02:44 +1100

James Greenshields is an ex-Army Major who recovered from post-traumatic stress after his armoured vehicle was hit by a roadside bomb in Iraq back in 2007. The ground-breaking work he does with employees of large award-winning corporations now sees him regularly consulted by leaders of these organisations in the area of Resilient Leadership.

What we talk about in this episode: • Finding meaning in adversity • The difference between principles and values • How gratitude makes you a better leader • Establishing and maintaining great team culture • How inclusive decision making is key to functional teams • The value of team initiation • James’ top tips for being a great leader

Find out more about James Greenshields: http://www.centreforresilientleadership.com

55. 7 Steps To Building a Successful Business with Jason Cunningham

Mon, 03 Apr 2017 00:27:39 +1100

Jason Cunningham is one of Australia's leading business growth experts.

Over a 20 year career, he’s inspired thousands of business owners to take action to build a better business, and get the full financial and lifestyle rewards they deserve from their business.

At 24, he co-founded the business and personal wealth advisory firm The Practice which focuses on liberating people’s lifestyles.

As well as a successful business owner, Jason is a Fellow of CPA (Certified Practicing Accountants), author, industry commentator, engaging keynote speaker, and a member of Channel 10's The Living Room.

His experience, engaging personality and down-to-earth style make him a unique voice in the small and medium size business space.

In this episode, we chat about:

How adversity is a better teacher than success The 7 steps to building a successful business Why you need to learn to “sack yourself” How to create an organisation culture that attracts and keeps amazing employees Why the financial data is not the driver of your business The value of strategic planning

More about Jason Cunningham: http://jasoncunningham.com.au/book/

54. The Secret to Massive Media Exposure with Deb Morandin

Tue, 28 Mar 2017 03:43:45 +1100

Deborah Morandin is the CEO of both Entrepreneurs Paradise and The Butterfly Experience. She has spent 20 years immersed in her passion for business and training, inspiring, mentoring, motivating and building businesses.

At The Butterfly Experience, she creates champions in media and the transition from small business scaling to entrepreneurs.

Deborah began her Butterfly empire in 2003, after recovering from a spinal accident. She hit the ground running with her signature program The Butterfly Experience where she went from zero to six figures in her first six months in business.

She also calls Richard Branson a friend. As part of Entrepreneurs Paradise, Deborah hosts events exclusively on Necker and Makepeace Island - the private islands of Richard Branson.

In this episode we chat about:

Why you need to set aside time for thinking each day and how it benefits your business How to become more resilient Deb’s friendship with Richard Branson (and how she did it!) How to get into the media Why you need to up your networking game

More about Deborah Morandin http://thebutterflyexperience.com.au/aboutus43.html

53. Pro Tips for Nailing Practice Ownership with Nauv Kashyap

Wed, 22 Mar 2017 01:56:18 +1100

Dr Nauv Kashyap bought his first practice in 2008 with approximately $400K a year turnover and 2,500 patients. That practice has seen more than 20,000 patients and in 2015 will turnover approx. $2.5million. He has started a further ten dental practices and has also sold practices. He continues to find opportunities for successful startups and takeovers even through a saturated dental market. The first Dental Practice Owners Conference will take place later this year after the huge success of the DPO (Dental Practice Owners) Facebook group started by Nauv in 2014.

We talk about:

Defining what success looks like for you and finding models outside of dentistry Spotting opportunities Why “irreplaceable” employees are not ideal How to flick the switch from being owner-operator to true owner Why you should consider attitudinal based hiring

Find out more about Nauv Kashyap: Website: http://www.practiceownership.com.au/about/ Dental Practice Owners Conference: http://dpoc2017.com.au

52. Why You Need to Automate Your Patient Follow Ups with Nathan Paris

Mon, 13 Mar 2017 23:41:42 +1100

Nathan Paris is the CEO of Dental Conversions. Nathan has over 20 years of international experience in systemising and automating processes through various technologies and methodologies. In 2012 he co-founded ON THE FUZE which specialises in sales and marketing automation for small businesses in Australia.

After seeing a huge need for automation in the dental industry, Nathan launched Dental Conversions in late 2015 focused on helping Dental Practices cut operations costs while also increase fees through automation.

Dental Conversions’ product Revive is a Virtual Treatment Coordinator that helps practices take advantage of the enormous value of their Incomplete Treatment List.

Nathan is from the Colorado, USA, and now lives with his wife and 3 children in Brisbane. He spends his spare time watching his kid’s play sport and enjoying craft beer...and if possible both at the same time!

In this episode, we chat about:

Where dentists go wrong with their systems The true cost of not systemising and automating multiple modes of follow-up How you can harness changing automation trends Why automation still has to have a human element (and how to do that) How to nail a follow-up email that gets read and acted upon Find out more about Nathan Paris:

Website: www.dentalconversions.com

Twitter: @DentalConv (https://twitter.com/DentalConv)

LinkedIn: https://www.linkedin.com/in/dentalconversions

51. An Insider’s Guide to Avoiding Expensive Payroll Mistakes with Tracy Angwin

Tue, 07 Mar 2017 01:10:38 +1100

Payroll is one of those things dental practice owners have to deal with. But there are common traps that small business owners can fall into and the consequences can be very expensive. That’s why on today’s episode, I’m speaking with payroll expert Tracy Angwin.

Tracy Angwin, is a solutions expert, media commentator and keynote speaker. She is the driving force behind Australian Payroll Association. Tracy is also the bestselling author of ‘The Payroll Revolution’ and ‘Profit from Payroll’.

A self-described ‘corporate escapee with an obsession for improving payroll compliance and efficiency’, Tracy is a big picture industry innovator on multiple fronts.

In this episode we chat about:

Common mistakes dental practice owners make when paying wages How to understand Enterprise Agreements and Modern Awards Obscure issues in the payroll that trip small business owners up How to find a payroll expert to assist you Why you should ditch any paper-based payroll processes NOW

Find out more about Tracy Angwin: Website: www.payrollhq.com.au LinkedIn: https://www.linkedin.com/in/tracyangwin/ Facebook: http://www.facebook.com/austpayroll Twitter: http://www.twitter.com/aust_payroll

50. Excel at Sales Even If You’re Not A “Sales” Person with Matthew Kimberley

Tue, 28 Feb 2017 20:00:00 +1100

Matthew Kimberley is a keynote speaker and a marketing consultant. He trains sales teams and helps very small personality-led businesses get more customers. He is the creator of Professional Persuasion and author of the self-help classic, How To Get A Grip.

In this episode, we discuss:

How to triage and fix a leaky sales pipeline How to get 40% increase in sales with Matthew’s persuasive sales technique The real reason you’re avoiding the sales conversation (and how to overcome it) Why you should audition your patients A simple exercise you can do toady to better connect with your prospects and increase sales

Find out more about Matthew Kimberley

Website: http://www.matthewkimberley.com/ Twitter: @mjkimberley Facebook: fb.com/matthewkimberley

49. Steal These Entrepreneur Secrets with Kate Erickson

Tue, 21 Feb 2017 01:38:32 +1100

Kate Erickson is a creator, engager and implementer over at EOFire (Entrepreneur On Fire), a 7-day a week podcast that interviews today's most inspiring and successful entrepreneurs. She is also the host of Kate's Take: The EOFire Audio Blog and author of The Fire Path: A Beginner's Guide to Growing Your Online Business. Kate is passionate about helping entrepreneurs create freedom in their business and life through developing systems and processes that can help their business scale and grow.

We chat about:

Building the foundations of your business to scale and leverage How to build a team and keep them engaged How to stay focused on the things that drive your business forward How daily habits can improve your productivity Why journaling can help you focus on what’s working and what’s not Find out more about Kate Erickson at

http://www.eofire.com https://www.facebook.com/kate.erickson.39 https://www.instagram.com/katelerickson/ https://www.linkedin.com/in/katelynnerickson

48. Productivity Hacks for Dentists with Mike Vardy

Tue, 14 Feb 2017 02:49:17 +1100

Mike Vardy is a husband, father, writer, speaker, and productivity strategist (or "productivityist" for short).

In addition to being the founder and chief writer at Productivityist, he continues to contribute guest articles to several blogs on the topic of productivity, time, and task management. He has served as Managing Editor at Lifehack, and as an editor at The Next Web and WorkAwesome.

Along with his written work, he has given talks on productivity and technology, including a TEDx talk, a panel at SXSW, and facilitating a three-day workshop for creativeLIVE. He currently hosts The Productivityist Podcast, a weekly show that examines personal productivity and tactical approaches to work and life.

In this episode, Mike and I chat about:

Theming your days Using modes to batch your work more effectively Productivity myths Morning and evening routines Stacking habits and routines Respecting boundaries and saying no

Links mentioned in the episode:

The 5 Zeros You Should Achieve Every Day to Give You Peace of Mind

https://productivityist.com/5-zeros/

https://productivityist.com/savvydentist

Find out more about Mike Vardy

https://productivityist.com/mike-vardy/

47. How To Scale Up Successfully with Verne Harnish

Mon, 06 Feb 2017 23:39:07 +1100

In today’s episode, we chat about:

▪ The 4 key elements that determine why some businesses make it and others fail
▪ Why you should never make a decision alone
▪ Ways dentists can compete and scale in a competitive market
▪ Expert customer service tips
▪ Finding ways to scale when you love your own craft
▪ Why you need a daily huddle
▪ and more

Jesse's workshop: www.drjessegreen.com/nailit

Get a copy of John DiJulius’ Secret Service https://www.thedijuliusgroup.com/shop/item/secret-service-systems-for-unforgettable-service/7/

Find out more about Verne Harnish https://scalingup.com/

46. Building A Profitable and Scalable Business Through Exit Planning with Geoff Green

Tue, 31 Jan 2017 06:56:50 +1100

In this episode, I chat with the author of The Smart Business Exit, Geoff Green. Even if you’re not thinking about exiting anytime soon, this episode is jam-packed with information on how to build a profitable and scalable business through exit planning.

For over 30 years, Geoff has been helping business owners not only build great businesses but also get rewarded for their blood, sweat and tears when they exit.

Geoff provides strategic guidance to a number of private businesses in his roles as director and advisory board member. In particular, Geoff is a member of the international advisory board of The Value Builder System, which provides a highly effective process for improving the value and sellability of private businesses. It is also one of the world’s largest and fastest-growing networks of business exit advisers.

In this episode we cover: 3 types of business owners (which one are you?) Why profit is only one component of the value
How preparing for sale improves your business right now Different types of value - recurring revenue, wheel and spoke Why you should be viewing your business through the eyes of a buyer Advice for those who are exiting soon And more!

Find more about Geoff Green GRG Momentum website: http://www.grgmomentum.com.au/about LinkedIn: https://www.linkedin.com/in/geoffgreenthesmartbusinessexit/

Buy yourself a copy of The Smart Business Exit http://smartbusinessexit.com/the-smart-business-exit-book/

45. How to Accelerate Your Business Growth Without Losing Your Mind with Meryl Johnston

Tue, 24 Jan 2017 06:30:15 +1100

On this episode, I’m joined by founder of Bean Ninjas and business growth and systems whizz, Meryl Johnston. Meryl has embraced the true art of business ownership. If you want to know how to scale and grow your business or want to get tips and insights into accounting for dentists, this episode is for you.

Meryl is a Chartered Accountant. She started her career in the audit division at BDO (Melbourne), followed by a number of years in commercial roles and a stint as a lecturer in accounting and audit. Meryl is a keen surfer and can often be found at her home break at Palm Beach on the Gold Coast.

We talk about: • The phenomenal growth of Bean Ninjas • Transitioning into real business ownership from the owner-operator mindset • Building a team • The importance of key drivers • Streamlining your bookkeeping to free up your time • And much more.

Upcoming Workshop: Profitable, Scalable, Sellable 23/24 February 2017 - Surfers Paradise Register here: drjessegreen.com/nailit

Find out more about Meryl Johnston: Bean Ninja’s website: https://beanninjas.com/ LinkedIn: https://www.linkedin.com/in/meryl-johnston-3a483728/

44. Diamonds And Ferraris: How To Design A Luxury Experience, with Karl Schwantes

Tue, 17 Jan 2017 00:38:32 +1100

In this episode, I chat with the owner of Xenox Diamonds and luxury experience designer, Karl Schwantes. Karl is an expert at creating outstanding customer experiences and forging ideal partnerships. He is a super savvy marketer and businessman. If you're looking to create a boutique experience in your practice, this episode is a must listen.

In this episode, we chat about How he came to run the family business Niching and creating a premium brand The power of a positive, goal-driven mindset How to get to know your Ideal Client Avatar well Why he runs Whisky nights in his jewellery shop Creating luxury experiences Value adding rather than discounting and much more.

You can find out more about Karl Schwantes On his website http://www.xennoxdiamonds.com.au/biography/ LinkedIn https://www.linkedin.com/in/karlschwantes

43. The Secrets of Successful Entrepreneurs with Nathan Chan of Foundr Magazine

Tue, 20 Dec 2016 23:01:05 +1100

In this week’s episode, I chat with Nathan Chan, the guy who started the hugely successful Foundr Magazine, a digital magazine for entrepreneurs. He has been fortunate to interview and connect with some of the most interesting, innovative entrepreneurs and business leaders in the world today including: Sir Richard Branson, Arianna Huffington, Seth Godin, Tim Ferriss and many more to share their insights and stories with the readers of Foundr Magazine.

We chat about How Nathan started Foundr Magazine Key ingredients to making a successful business Fostering your hunger Nathan’s scary moments Being sued and the lessons he learned from that Key strategies for managing people Lessons around scaling His Instagram success story The genesis of the coffee table book

Where to find Nathan Chan Linked In https://au.linkedin.com/in/nathanhchan Foundr Mag https://foundrmag.com/about-us/ Instagram https://www.instagram.com/foundrmagazine/?hl=en FoundrMagazine Coffee Table Book https://www.kickstarter.com/projects/383335868/foundr-v10-lessons-from-the-greatest-entrepreneurs

42. Unlock Your Business Superpower, with Peter Shankman

Tue, 20 Dec 2016 22:45:51 +1100

Peter Shankman is a spectacular example of what happens when you merge the power of pure creativity with Attention Deficit Hyperactivity Disorder (ADHD) and a dose of adventure and make it work to your advantage. An author, entrepreneur and corporate keynote speaker, this “worldwide connector” is recognised for radically new ways of thinking about customer service, social media, PR, marketing, advertising, and ADHD.

We chat about The art of being nice in business The customer economy Lessons you can learn from entrepreneurs How to harness fear and change Peter’s superpower Peter’s rituals to improve focus and get the most out of his day

You can find Peter Shankman at http://shankman.com

41. What technology disruption means for dentists, with the PE Geek Jarrod Robinson

Mon, 19 Dec 2016 23:31:32 +1100

This week I’m joined by Jarrod Robinson who is better known as the PE Geek. Jarrod is a Physical Education teacher from country Victoria Australia, with a passion and enthusiasm for the role emerging technologies play within teaching and learning. He is first and foremost an advocate for lifelong movement and physical activity, however realises the power of 21st century technologies that can shape new age teaching pedagogies.

We chat about What the global tech trends are and what they mean for business. What education services can teach businesses about delivering the right message at the right time Why tech illiteracy is no longer an option Perpetual learning The importance of having a great web presence How technology enables leveraged personalisation of service

Find out more about Jarrod Robinson https://thepegeek.com

40. Challenging Industry Conventions (and Why You Should) with Clarissa Rayward

Mon, 12 Dec 2016 03:44:00 +1100

In this episode, I chat with Clarissa Rayward about challenging your industry’s conventions and why doing so will set you apart from the rest. Clarissa is the director of the Brisbane Family Law Centre and is an Accredited Specialist in Family Law and is focused on supporting her clients through their divorce and separation without the need for them to go to Court. She is passionate about education and in 2013 launched her blog - The Happy Family Lawyer sharing her knowledge on separation and divorce to assist families at this difficult time. Clarissa has been a finalist in the Young Entrepreneur of the Year Awards in Brisbane during 2012, 2013 and 2014. Her unique approach to business and to the needs of separating families has ensured that the Brisbane Family Law Centre is a leader in this field.

In this episode, we chat about: • The development of the Happy Lawyer personal brand • The role her natural creativity has played in business development • The value of becoming known for something • Creating a comfortable space for clients going through a difficult time • Niching • Avoiding burnout • Why dentists need a personal brand

You can find Clarissa Rayward at: http://www.bflc.com.au http://www.thehappyfamilylawyer.com/

39. How to Rock Social Media Strategy with Gina Lednyak

Thu, 08 Dec 2016 03:46:57 +1100

In this episode, I am joined by Gina Lednyak. Gina is the Founder and Social Media Director at L&A Social Media, a social marketing agency, with over 7 years of Social Media Marketing and Digital experience. Gina has worked with large companies as well as small and medium enterprises.

In this episode we chat about: Biggest problems small businesses have with their social media Utilising psychology in your marketing Social media strategy Figuring out which platforms to use Making time for social media Developing your content pillars And more

Where you can find Gina Lednyak: L&A website www.landasocial.com LinkedIn https://www.linkedin.com/in/ginalednyak Twitter: https://twitter.com/ginalednyak

The Secret to a Successful Business in the New Year

Wed, 30 Nov 2016 04:53:01 +1100

In this episode, I walk you through my tips and strategies for finishing the year strongly so you start 2017 on the right foot. We have a tendency to limp toward the end of the year, but that means we don’t spend December as productively as we could. And in January we are playing catch up. Here's how to avoid losing two months of the year.

In this episode I chat about: Why you should focus on critical drivers The 21-day sprint Avoiding distractions Celebrating wins Reflecting on lessons Rest and recovery Thinking about what we want out of 2017 90 day plan for 2017

Head to drjessegreen.com for more episodes and information

37. How To Put Your Business Onto Autopilot, With Dr Ayesha Aijaz

Tue, 22 Nov 2016 03:53:37 +1100

This week I’m joined by Dr Ayesha Aijaz. Dr Aijaz owns two practices in Melbourne and has vast experience in private practice. She has an interest in cosmetic dentistry and strives to bring the right combination of comfort, health and aesthetics to every patient. In this episode, she shares her story about transitioning from working part-time as a dentist in a few different practices to owning and running two dental practices of her own.

In this episode, we chat about:

The key drivers of growth Embedding a practice in the community The importance of your team and managing them well How systems are vital to practice health and growth Delegation and time management And more. To find out more about Dr Ayesha Aijaz:

LinkedIn: https://www.linkedin.com/in/ayesha-aijaz-33b19863

Website: http://www.smileworksdental.com.au/about_aijaz.html

36. The Minimalist Guide to Content Marketing with Cate Scolnik

Thu, 17 Nov 2016 03:06:18 +1100

Cate Scolnik helps business owners increase engagement, authority, and influence. She specialises in "done for you" online marketing and gets results through effective social media management, blogging and content marketing strategies.

Cate is an experienced writer and has worked with some of the most respected experts in the online environment — including Lori Deschene of Tiny Buddha and Jon Morrow of SmartBlogger.

Cate's work has appeared on some exclusive and influential sites, including Huffington Post, MindBodyGreen, Marc&Angel, LifeHack, and others.

In today’s episode we chat about: How blogs help potential patients choose YOUR practice Common blogging mistakes newbies make Practical ways to position your blog to attract your ideal clients How to choose whether to do a written, audio, or visual blog Cate’s structured approach to blogging Repurposing and re-syndication Action steps you can take to start or improve your blogging

Find out more about Cate Scolnik:

http://catescolnik.com/

35. Uncomplicate Business with Howard Farran

Tue, 08 Nov 2016 04:42:59 +1100

Howard Farran, DDS MBA is a noted international lecturer on faster, easier, more efficient dentistry. He has captivated audiences around the world with his innovative, informational and entertaining style. He is the author of the book Uncomplicate Business.

Dr Farran is the author of several dental practice management articles and multiple video series. His experience ranges from all aspects of practice management, including business planning, operations and finance, to e-commerce business and Internet marketing. Dr Farran is the founder and publisher of Dentaltown Magazine, which is mailed to more than 120,000 dentists in 43 countries each month. Dr Farran is also the founder of Hygienetown.com, Orthotown.com and the flagship site, Dentaltown.com where more than 140,000 registered dental professionals share information with each other on a daily basis!

In this episode we chat about: • The three foundations of business: people, time and money • Business models and nailing your existing business model • The pitfalls of scaling too early • What data points in your business you should be focusing on • Challenges facing the profession • Opportunities in the profession

Find out more about Howard Farran On his website: http://www.howardfarran.com Buy his book Uncomplicate Business: http://www.howardfarran.com/product/uncomplicate-business/

Listen to me on Howard’s podcast here: http://www.dentaltown.com/Dentaltown/Blogs.aspx?action=VIEWPOST&b=54&bp=5914

34. How to Get Your Practice to Run Itself, with James Schramko

Tue, 01 Nov 2016 04:16:36 +1100

James Schramko is the Founder of SuperFastBusiness (SFB). SFB is a business resource to help you, the online business owner get plenty more profit while working a lot less. On this episode we chat about: • How James structures his week and days • How to build structure into your week • How to free up your time • Outsourcing the things you shouldn’t be doing • Outsourcing the things you’re good at • The elegance of a simple life • What an effective hourly rate is • The instant influence framework and how it can help you reframe.

33. Insider Tips for Buying and Selling Practices with Simon Palmer

Tue, 25 Oct 2016 02:07:01 +1100

Simon Palmer is the Founder and Managing Director of Practice Sale Search. With more than 12 years’ experience in dentist recruitment, on-hire and dental practice sales, Simon has extensive knowledge of and insight into the Australian dental industry. He is a licensed business broker and real estate agent; is a regular contributor to dental publications and journals, and is regarded as an expert on dental practice purchases and sales in Australia.

We chat about in this episode:

The anatomy of a good deal Common buying and selling mistakes Exit strategies for buyers Getting maximum value for the vendor Key considerations and risks for buyers What goes into the valuation of practices And much more

Find out more about Simon Palmer:

Website: practicesalesearch.com.au

LinkedIn: https://www.linkedin.com/in/simon-palmer-bb803a4

32. How to Steal Back Your Time with Kate Christie the Time Styler

Fri, 14 Oct 2016 06:45:40 +1100

How can dentists get the most out of their time? In this episode, I chat to Kate Christie, time management expert, international speaker and best-selling author.

Kate consults to big and small business, government departments and C-suite executives on smart time management; how to maximise productivity at home and work; and how to retain top talent via smart time management strategies. Kate has appeared on Australian and NZ television and radio as a leading commentator on managing work/ life integration to ensure you can have success across your career, family, community, and life.

Author of “Me Time – The Professional Woman’s Guide to Finding 30 Guilt-Free Hours a Month”, Kate steps readers through a proven 5 step process to find and harness hours of lost time each month.

In this episode we cover: • The work-life balance “myth” • Common time management mistakes and remedies • Resolving conflicting priorities • Top time thieves • A system to manage interruptions and minimise their impact on your productivity.

Find out more about Kate Christie: www.timestylers.com https://www.facebook.com/TimeStylers/?fref=ts https://www.linkedin.com/in/kate-christie-58a0102b?trk=navresponsivetabprofilepic

31. How bouncing back from adversity will make you a better dentist with Ben Ikin

Sat, 08 Oct 2016 02:03:11 +1100

Ben Ikin is a former professional rugby league footballer who played 150 games in the NRL with the Gold Coast Seagulls, North Sydney Bears and Brisbane Broncos. Ben represented QLD 17 times and played 2 tests for Australia and still holds the record as the youngest player ever to play State of Origin football. Ben was also lucky enough to win a premiership with the Brisbane Broncos in the 2000 season.

Following a triumphant playing career, Ikin spent 5 years with the Nine Network working as a rugby league commentator and co-host of The Sunday Footy Show. Ben also worked for 10 years in various senior commercial roles in the property and construction industry but now works full time in the media with Foxsports and Crocmedia; he is also a director of the North QLD Cowboys and the Men of League Foundation.

Ben also delivers a presentation with Robert Ford, State Director - Queensland, Corporate & Specialised Banking at Bankwest. Robert has 20 years experience as a senior executive of the banking industry and together Ben and Robert speak on "high performance teams and individuals".

Ben is married to Beth and has four children, Will, Joe, Grace and Bella.

30. How To Improve Your Leadership Skills And Grow Your Practice

Sat, 01 Oct 2016 01:12:23 +1100

Successful practice owners have great leadership skills. But what exactly is “leadership”? Are leadership traits innate or can you learn them?

If you’re not constantly improving your leadership skills, you may find you’re losing valuable staff productivity. You're also not effectively executing your vision for your business, and you're unlikely to be getting the financial return you want.

In this episode, I dissect “leadership”. We cover everything from leadership myths through to the elements of a great leader. You’ll find practical tips, stories, and exercises to get you on the path to improving your skills in this area.

In this episode I cover:

Why leadership is important in dental practices 4 common leadership mistakes and how to remedy them A simple model of leadership An exercise to evaluate your current position The periodic table of leadership elements and much more.

29. 5 Things My Dad Taught Me About Business

Thu, 15 Sep 2016 07:13:56 +1100

Sometimes the best business lessons come from outside the business world. In celebration of father’s day a couple of weeks ago here in Australia, I reflect on five things that my dad taught me about business. Although my dad isn’t a dentist, there are some simple life lessons from him that I’ve carried with me into the day to day running of my practice.

In this episode, the five key things are:

How to start each day with a win, and why you should
The keys to making your business a team sport.
How to give your customers more than they asked for (without breaking your budget)
Why persistence is the secret to success
How you can make each day better than the last

28. How Secure are your IT Systems from Cyber Attack, with James Borg

Fri, 09 Sep 2016 01:46:05 +1100

Cyber attacks aren't just an urban myth and I'm speaking from very recent experience here. One Monday morning I found our dental IT system in lock down and our business held to ransom by a CryptyLocker attack. Fortunately, I'd met James Borg and he was my knight in shiny armor.

James is the Managing Director of Teamwork Technology and in this episode we discuss the importance of having secure, reliable IT systems in your dental practice.

With over ten years of IT experience within the dental industry, he and his team are highly knowledgeable with solutions that are relevant to the dental industry.

We chat about: Common IT problems in dental practices The impact of IT systems on your professional image and productivity The essentials of a good IT system The key things you need for IT security My experience with a CryptoLocker attack Three action steps to improve your practice IT systems

27. Cultivating Your Purpose Driven Practice, with Paul Dunn

Thu, 01 Sep 2016 21:04:47 +1100

In this episode, I talk to one of my mentors, Paul Dunn. Paul is the Chairman of B1G1 and a hugely respected and admired business leader too. Paul offers amazing insights into building a purpose driven practice that attracts your ideal team and your ideal clients.

In this episode, we chat about:

How to get to your purpose

Communicating your purpose to your team

The electromagnetic power of your purpose

Why business is about connection

Business processes

and much more.

26. HR Secrets Every Dental Practice Owner Should Know, with Natasha Hawker

Thu, 25 Aug 2016 03:52:13 +1100

In this episode, I chat with Natasha Hawker about savvy human resources (HR) strategies. This is one of the areas dental practice owners and managers struggle with regularly.

Natasha is an employment and HR expert and director of Employee Matters. Natasha believes small businesses are the backbone of this country and work harder than anyone else. She helps small businesses grow their businesses through their employees. She helps them lose their ‘employee headaches’ and do what they love.

Natasha is the author of the book ‘From Hire to Fire & Everything in Between’. Her book helps business owners hire better, manage better and fire better even when they have limited time, money and employee relations knowledge.

In this episode we chat about:

How to attract and retain great staff Employer obligations Pitfalls and traps for small businesses How to measure and increase staff engagement Different interview styles and questions Firing elegantly and without repercussions And more

25. Marketing your practice using stories with Valerie Khoo

Wed, 17 Aug 2016 01:13:43 +1100

In this episode I speak with Valerie Khoo about the role of storytelling in business marketing. Valerie is the founder and CEO of the Australian Writers’ Centre. She’s also the author of Power Stories - 8 Stories You MUST tell to build an epic business, hosts two podcasts and is a journalist and keynote speaker. In this episode, you’ll hear what makes a story, how to get into the minds of your readers, and much more.

24. Business success and collectible cars with renown orthodontist, Derek Mahony.

Fri, 12 Aug 2016 00:45:04 +1100

In this episode, I speak to Dr Derek Mahony. Dr Mahony is a Sydney based Orthodontist who has spoken to thousands of practitioners about the benefits of interceptive orthodontic treatment. Dr. Mahony currently has over 3000 orthodontic patients in active treatment and has been a key note speaker at the International Orthodontic Summit meetings, the International Association of Orthodontics meetings, and the American Association of Functional Orthodontics meetings.

In this episode we chat about: How Derek got his start in orthodontics Finding an opportunity and acting on it The importance of having a unique selling point Hard work and luck Being a disrupter in the orthodontics space There’s enough work out there for everyone Generosity and marketing The rise of group practices Why you need a Plan B outside Dentistry - like collectible cars What trends Derek sees emerging in Australia What opportunities there are in this time of change Why you need to learn the art of delegation The mistakes Derek has made and the key lessons he has learned Building a team Training Recruiting Derek’s business and clinical mentors

Find out more about Derek Mahony Website http://www.eodo.com/ LinkedIn https://www.linkedin.com/in/drderekmahony

23. The Stages of Practice Growth Part 3 - Mastering Case Acceptance

Thu, 04 Aug 2016 01:50:40 +1100

I’m joined once again by Dr Nauv Kashyap for part 3 in our 3 part series on the Stages of Practice Growth. In this episode, we talk about mastering case acceptance for the ongoing growth of your practice.

Nauv bought his first practice in 2008 with approx $400K a year turnover and 2,500 patients. That practice has seen more than 20,000 patients and in 2015 will turnover approx. $2.5million. He has started a further ten dental practices and has also sold practices. He continues to find opportunities for successful startups and takeovers even through a saturated dental market.

In this episode we talk about: Why not all revenue is created equally How patients make decisions Elegant case acceptance principles The new patient exam and case acceptance The purpose of a treatment plan The “fireside chat” and how it works The importance of training new graduates in case acceptance communication Why case acceptance is about patient outcomes What unethical case acceptance looks like Building a team with well rounded clinical abilities to ensure procedures are kept in house Techniques for case acceptance Common case acceptance mistake and how to avoid them The 3 ways to increase revenue The importance of building a relationship with new patients The simplest and most effective way to case acceptance When taking more time before presenting a treatment plan is more effective And more

Where to find Nauv Website: http://practiceownership.com.au Linkedin: https://au.linkedin.com/in/nauvneel-kashyap-04041b4b

Get new patients with a website that converts

Thu, 28 Jul 2016 04:12:43 +1100

Does your website get your practice phone ringing? What makes a website good? How do you make sure your website is working for you? In this episode I chat with Jon Hollenberg. Jon runs a web design business called Five by Five. He is the author of "Love at First Site - A No B.S Guide To Getting Your Website Firing". Jon started life doing web design but now leads a team of talented designers, developers and content marketers delivering powerful web solutions. He works with small to medium business owners to make them a rock star online. The ultimate result is a website that generates gets the phone ringing your inbox full of enquiries. With over 18 years experience Jon has delivered over 1,000 websites working with brands such as Qantas, Jetstar and Jeep, Chrysler and Dodge.

In this episode we talk about: The technical elements of a good website Why Wordpress is one of the best website software on the market Things you should look for in a host What are the current design element trends Why you need to be intimately familiar with the client journey How to brief a designer What content you should be putting on your site How to measure the success of your site with Google Analytics The importance of Google Webmaster Tools and more.

Find out more about Jon Hollenberg

Website www.fivebyfive.com.au LinkedIn https://www.linkedin.com/in/jonhollenberg Twitter: https://twitter.com/fivebyfiveweb

21. Stages of Practice Growth Part 2 from Survival to Stability

Thu, 21 Jul 2016 00:20:24 +1100

I’m joined once again by Dr Nauv Kashyap for part 2 in our 3 part series on Practice Growth. In this episode, we talk about how to move from survival to stability and what needs to be done to get there as quickly as possible.

Dr Nauv Kashyap is the founder of Practice Ownership Consulting, Australia’s first dedicated consulting business to help employee/associate dentists explore practice ownership opportunities. He has been helping dentists transition into ownership with some excellent results. Many dentists have relied on him to provide expert guidance as they take on the challenges of ownership. Dr Nauv bought his first practice in 2008 with approx $400K a year turnover and 2,500 patients. That practice has seen more than 20,000 patients and in 2015 will turnover approx. $2.5million. He has started a further ten dental practices and has also sold practices. He continues to find opportunities for successful startups and takeovers even through a saturated dental market.

In this episode we talk about:

Budgeting and how to do a budget forecast Creating daily goals from your budget Systems Team huddles and meetings Setting aside time for thinking Building a team Taking a systematic approach to HR early Wages Recruitment IP assets

Where to find Nauv Website: http://practiceownership.com.au Linkedin: https://au.linkedin.com/in/nauvneel-kashyap-04041b4b

20. The Stages of Practice Growth Part 1 with Nauv Kashyap

Fri, 15 Jul 2016 21:41:58 +1100

Dr Nauv Kashyap joins me for a 3 part series on the Stages of Practice Growth in detail. The series focuses on what you need to be doing so you can progress through the stages at a good pace. In part one, we cover location, marketing a dental practice, and more.

In this episode we talk about:

The first stage of practice growth How to choose a location for a dental practice How Nauv determines the socio economic status of an area Marketing and how it differs depending on your location Marketing gains and pitfalls to avoid The important of delegation Marketing niche procedures Nauv’s biggest miss step when starting up Staffing and processes

Where to find Nauv Website: http://practiceownership.com.au Linkedin: https://au.linkedin.com/in/nauvneel-kashyap-04041b4b

19. Get Ahead Faster - 1300SMILES founder Daryl Holmes with lessons on practice success

Thu, 07 Jul 2016 00:28:45 +1100

Dr Daryl Holmes is the founder of 1300SMILES. In this episode we cover a broad range of issues related to the dental industry and growing your dental practice. Avoiding indecisiveness, the growth of shared practices, and ensuring you are thinking about your lifestyle now, rather than in retirement.

The history of 1300SMILES and the role that mentorship played in Daryl’s early career. Creating dental facilities in better locations and providing flexibility for dentists. The 1300SMILES Triple A policy - Accessibility, Availability, and Affordability Making trumps indecision What current trends and future projections are for the dental industry including challenges for dentists, both established and new dentists. How dental practices can handle this time of change including - a recall system, great customer service, great dentists, getting to “yes” with flexible payment options. The growth of shared dental practices Why you need to think about your lifestyle during your working years. The importance of a team and how to build it And business lessons sport

18. Success: reach your full potential with powerful planning

Tue, 28 Jun 2016 23:39:40 +1100

Success leaves clues, as we discussed in episode 16.

One of those clues is that successful people plan and execute their plans well.

In celebration of the new financial year here in Australia, this episode is all about how to create plans that will help you achieve your definition of success. I cover three key areas of creating powerful plans, how to juggle multiple projects without getting overwhelmed and how to bring your whole team onboard with your plans and executing them.

“Management is doing things right; leadership is doing the right things.” - Peter F. Drucker

In this episode we chat about

How to create your roadmap - including getting clear on your start and end points Metrics and how they can give you direction, help you predict and forecast and stay agile Ways to implement your plan daily to make sure you’re taking steps each and every day to achieve your goals. You’ll get insight into the project management system I use to prioritise and execute multiple projects Discover what the difference between critical or key driver and KPIs are - and why the former is the one you should focus on Action steps to take into your practice to start creating powerful plans geared toward success.

17. Get off the tools - tips to help you transition into a thriving business owner with Warrick Bidwell and Michaela Clark

Fri, 24 Jun 2016 03:42:18 +1100

In this week’s episode I chat with the hosts of the Tradies Business Show to discuss the overlaps faced by both dentists and tradespeople, especially when it comes to getting off the tools. It’s a great discussion, packed with simple business marketing tips, ideas for cultivating your business ownership mindset and practical, actionable things you can take into your practice.

Things we chat about:

• How to tell if you’d be better off as an employee rather than running a business
• Imperfect action beats inaction every time
• Email marketing
• The power of following up for both dentists and tradies
• The power of asking and why no is not a rejection
• Mindset around transitioning off the tools
• How to start to grow your team and the systems you should put in place

Find out more about Warrick and Michaela of the Tradies Business Show Website http://www.tradiesbusinessshow.com/ Facebook https://www.facebook.com/tradiesbusinessshow/ Twitter https://twitter.com/Tradiesbusiness Instagram https://www.instagram.com/tradies.business.show/

16. 10 key habits of successful business owners

Fri, 17 Jun 2016 00:55:45 +1100

Success leaves clues. In this episode, I lay out ten key habits for successful business owners. Whether you’re a dental practice owner, or a business person looking to up level your business and productivity, adopting some or all of these habits will make a huge difference to you and your business.

15. Become a Key Person of Influence and take your dental business to the next level with Glen Carlson

Fri, 10 Jun 2016 00:13:10 +1100

Glen Carlson is the CEO and co-founder of Dent Global. Glen is a small business expert with a razor sharp mind and his signature KPI (Key Person of Influence) program is highly regarded around the world. In this episode, Glen and I talk about how to apply the principles of entrepreneurship and business that he’s learned to the dental industry.

In this episode, we cover: Why having an entrepreneurial mindset is critical to the success of your dental practice What elements make up an entrepreneurial mindset The centrality of personal branding to your business When to scale and when to stay put What needs to be in place before you try to scale, some of the challenges, and ways to overcome them Why now one of the most opportune times to be in business Mentors that Glen has had through his life

14. The foot and mouth episode with Tyson Franklin

Thu, 02 Jun 2016 23:59:21 +1100

Tyson Franklin is a business savvy podiatrist. In this interview, you’ll get masterful insights into how health practitioners, and specifically dentists can better market and run their businesses. Tyson is a business coach and mentor who divides his days between running his very successful podiatry business in Cairns, being a business mentor to other podiatry clinic owners, and relaxing poolside. His awesome book It’s No Secret… There’s Money In Podiatry is well and truly worth the read for dentists.

In this episode we talk about: How to do marketing the right way for health practitioners The mistakes Tyson has made along the way, and how you can avoid them The importance of really nailing your business processes How to manage your workload between clinic time and business time If you want to get off the tools, how to do it Building a team Getting up close and personal with your numbers And more!

Find more about Tyson Franklin Website: http://www.tysonfranklin.com Buy Tyson’s book: http://www.tysonfranklin.com/it-s-no-secret-there-s-money-in-podiatry Facebook: https://www.facebook.com/tyson.e.franklin Google Plus: https://plus.google.com/+TysonFranklin/posts Twitter: https://twitter.com/TysonFranklin2 Pinterest: https://www.pinterest.com/tysonefranklin/