Dentistry Uncensored with Howard Farran

Latest Episodes:

Howard Speaks: Listen to treatment plan expert Amy share tips on leading the patient to schedule for treatment and turn a cancelation into rescheduling an appointment. Dec 28, 2021

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Howard Speaks: Dr. Tater Tot shares his Tips On Temps (TOT) Dec 20, 2021

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Howard Speaks: I saw a tornado once. It really blew me away. Dec 16, 2021

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Howards Speaks: How do you prevent corruption, embezzlement, and fraud in your dental office business? Dec 09, 2021

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Howard Speaks: Your Treatment Plans Must Last At Least Five Years Nov 09, 2021

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Your treatment plans must last at least five years. Patches will come back to bite you, especially on the elderly who usually outlive everyone's expectations.

Howard Speaks with Scott Bradshaw and Miles Cone DMD, CDT on how GC has changed the dental industry over the past 100 years Sep 30, 2021

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Howard Speaks: Dentists could learn a lot from Costco Sep 27, 2021

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Dentists could learn a lot from Sol Price (1916-2009), the founder of Price Club in 1963, which became Costco, which pioneered the membership, absolute pricing authority, warehouse store retail model. The membership model is currently one of the hottest trends in retail. A store that tries to be all things to all people will end up being nothing to anyone. A retailer reflecting honesty, credibility, and a definite direction that can be understood by its customers and vendors will have a good chance to make it. Costco's 3 Business Categories: Personnel, Product & Facilities. Costco's 6 rules: Have the right kind, in the right place, at the right time, in the right quantity, in the right condition, at the right price. Costco counts on very significant productivity because they pay high wages and benefits. If you buy into the concept that Costco is the low-cost provider of goods and services and also pay the highest wages in retail and have the richest benefit plan, then we must be getting better productivity, because of every dollar that we spend on our business, $0.70 is on people. There's a categorically false notion that the only business model in the service industry is the minimum-wage business model. Costco people work for years making great money plus health benefits. 87 million people have a Costco card because they have absolute pricing authority meaning if you see it at Costco, you're sure it's the best price you can find. Advertising is cost. The only secret to lower prices ins lower cost. So, if you spend 1-3% on advertising, you'll raise your cost which will raise your prices. Advertising is like heroin, once you start doing it, it is very hard to stop. Word of mouth is the lowest cost most effective type of advertising. Costco saves 2% a year in costs by not advertising. In 2017 Amazon spent $6.3 billion in advertising, Target $1.4 billion, Walmart $2.9 billion. The average markup at Costco is just 11%, Walmart is 24%, Supermarkets 30%, Home Depot and Lowe's 35%.

Howard Speaks: In baseball and HR, three strikes and you're out. Sep 24, 2021

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In baseball and HR, three strikes and you're out. So, if you fire someone and they're surprised, you need to reexamine your ability to manage and lead your team. Sometimes no matter how many times you tell someone they're not performing and meeting expectations, they just don't get it. However, more times than not, managers and leaders want to avoid confrontation and they don't ever address the issues with someone and instead avoid the person. That's being a horrible leader or manager. Let's say you open at 7:00 am and your assistant rolls in at 7:05. Young dentists are mad but don't say anything. The better managers, as soon as time permits will call the employee back into their private office and explain the problem, open up a word document and leave while the assistant types out in their own words what went wrong and explains why it won't be a reoccurring problem. Many times, you comeback to learn that she does this because she always stays an hour after we close while the other assistant flies out the door and she doesn't think it's fair. This is what you need know so you can build a winning team as opposed to other more common method where the first time it made you mad and you didn't say anything. The second time it made you madder and you still didn't say anything. Then the third time you erupt like a volcano and fire them. This person had no idea this was going to happen, they have monthly bills they need to pay, and now they're shocked, saddened, and unemployed, all because their coach never showed up for the game. Watch any professional game and watch how the coach is intimately involved during the entire game, standing at the sidelines calling in plays, time outs, etcetera. Now watch Doc go back to their private office in between every patient and shut the door. If this is you, then you need to delegate to an office manager that has the same authority to make plays that match their responsibility. You're either the coach or a player, cuz you can't be both. So, play ball... and okay to win.

Howard Speaks: Getting to Yes by Tracking No Sep 22, 2021

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Getting to Yes by Tracking No means you better know your overhead and break even point for the day. The average net income for:

Dental Specialists ($320,990)

General Practitioners ($197,190)

Dentists who owned their own practices ($244,980)

Dentists who were employed at a practice ($147,950)

Oral and maxillofacial surgeons $448,140

Periodontists: $330,690

Endodontists: $307,460

Pediatric Dentists: $304,280

Orthodontists: $289,190

Prosthodontists: $219,950

Howard Speaks: Does your dental team celebrate as much as your family? Sep 21, 2021

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Does your dental team celebrate as much as your family? Do they spend more time discussing problems than celebrating victories? The whole team is greater than the sum of each team member. There's no such thing as a self-made dentist. You're only gonna reach your goals with the help of others - and that means having fun.

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