Every dentist should check references and do background checks on job applicants, prior to making a hiring decision. Too many times, a non-confrontational dentist will hastily hire the first applicant that impresses him, without conducting the necessary background and reference checks.I recommend that all dentists use a disclaimer/release form as a part of their job application. The disclaimer accomplishes two purposes. It releases former employers from any liability for providing information about the applicant. It also gives the dentist permission to conduct background and credit checks, as well as drug testing. I recently had a client dentist hire a new dental assistant without conducting background checks. This employee lasted less than one-week. After she left, the dentist discovered that the employee had multiple DUI convictions. There is no question, that this employee would not have been hired had the background check occurred before the job was offered.

There is an added benefit to having job applicants sign the release form at the time they complete the job application. Often, applicants wanting to hide details from their past, will balk at signing the release form. This would immediately alert the dentist to not pursue these applicants for employment.

Dr. Mike Goldstein
Goldstein Management

A wonderful way to increase profitability in your dental practice is to strategically refer fewer procedures out of your office. Review your referral habits by analyzing the type and volume of procedures you’re currently referring to specialists. Chances are, you’ll be able to identify procedures that you can be trained to perform comfortably in your own office. If you’re referring a high volume of ortho cases, why not take an Invisilign course or perhaps Six-Month Smiles? There is a very small learning curve to become proficient and profitable doing these procedures. If you’re referring a lot of extractions to the Oral Surgeon, why not take a course to learn about the new Golden Misch Physics Forceps, which make the uneventful extraction of difficult teeth, easy and predictable. If you’re like many dentists and refer out tons of endodontics, why not take a course to become proficient at performing at least some of the endo cases now being sent out your door?A number of years ago when my former partner, Kit Weathers and I were having one of our two-day, hands-on endo courses in Griffin, Georgia, one of our female dental students told us that she came all the way to Griffin from Los Angeles, because she was tired of receiving a $50,000 holiday gift basket each year from her endodontist.

This frustrated dentist was implying that she thought she should be doing most of the cases she was referring…and she was right! The good news is that endodontics is one of the most productive procedures on an hourly basis that a GP can do. In fact, the profitability doing endo is so good, that endodontists typically have the greatest profitability of all the specialties, at around 58.5%, compared to general dentists, at 39% or less. During the eleven years, while I was partnered with Kit doing Root Camps, I did my own research on the economics of our students’ endo, both before and after their training. What I found was that after a two-day hands-on course, most of our students became confident performing many of the root canal cases they were referring. In addition, for the cases they had been doing, they increased their hourly production performing endodontics by between 47% and 54%, depending on which tooth they were working on. That translated to an additional net profit for each hour of production of between $255 and $303. Surprisingly, the greatest improvement was for the anterior tooth cases. The average “post-Root Camper” was producing about $949/hr doing anterior root canals.

So, if you’re looking for a quick and sure-fire way to increase your profitability, consider learning to do more efficient endodontics, or learn how to comfortably, enjoyably, and profitably perform many of the procedures you’re currently referring to your various local specialists.

Dr. Mike Goldstein
Goldstein Management

A post-op telephone call made by the dentist to the patient is a great motivator to inspire patient loyalty. The unexpected display of concern demonstrates the level of caring that the patient can expect from you and your dental office. There are some important logistics to keep in mind concerning the calls.

If you read articles on finances and retirement planning, you understand the term, “financial freedom.” Simply stated, financial freedom is achieved when you acquire enough wealth to provide for personal and family needs for the remainder of your life. This is a dollar amount that is defined by a series of projections and calculations. There are two additional terms I believe everyone should define for themselves, and strive to achieve.

The first, I call “financial comfort.” You reach financial comfort when, if you lose a significant portion of your income or net worth, you’re not forced to make major changes to your lifestyle. You won’t have to move to a less expensive house or remove Junior from private school. You get what I mean. Achieving financial comfort is an indication that you’re living well within your means.

The most important financial position to strive for is “financial satisfaction.” Financial satisfaction exists, when despite a sudden, significant increase in your salary or net worth, you have no desire to change any major aspect of your life. Achieving financial satisfaction indicates that you’ve developed a lifestyle where your ultimate happiness is not derived from your material possessions. To me, there is no more satisfying position to reach.

Dr. Mike Goldstein
Goldstein Management

The other evening, my wife and I decided to try out a neighborhood restaurant for the very first time. Once we were seated, our young waiter greeted us and enthusiastically questioned if we had visited the restaurant before. He then stated, “I’m really glad you decided to try our restaurant tonight. I know you’re going to love it!” Even though we were aware that this young man probably used this greeting routinely with his customers, we got the feeling that he was genuinely pleased that we were dining at his restaurant tonight. Further, when we questioned him about some of the dishes on the menu, he proudly bragged about the quality of the food offerings.This waiter’s positive attitude had a lot to do with us having a wonderful dining experience. This young man understood the two most important messages that he could have possibly communicated to us that evening.

He was genuinely happy that we selected his restaurant.
He was proud of the quality and taste of the food offered.
When you and your team members interact with your dental patients, do you routinely convey these two messages? At every visit, can your patients tell that you and your team are glad that they chose your office for their care? Does your team brag about the dentistry you perform and the skills of the other team members in your office? If not, you should learn a lesson from the young waiter in Atlanta, and communicate this to all your patients.

Dr. Mike Goldstein
Goldstein Management