I’m Jim Du Molin, and I’ve spent the last thirty years teaching dentists how to build their practices, and substantially increase their production and net bottom line profit. I’ve spoken at virtually every major dental meeting, including the ADA and California Dental Association. I’m the founder of the Master Plan Alliance and co-founder of the Dental Organization for Conscious Sedation. I’ve worked one-on-one with over a thousand doctors and their spouses to help increase their practice production by hundreds of thousands of dollars each. But most important, I helped those doctors achieve the personal financial security that they and their families needed to live the lifestyle they deserved, educate their children at the best schools, and helped them transition in to a secure retirement.
When I first started out I really had to try to convince doctors that they needed to actively market their practices. Instead of just opening a practice and hoping it did well, they needed to put together a structured marketing strategy, and back it up with a well-engineered team management system that smoothly moved each new patient lead into the doctor’s chair, maximized case acceptance, and backed it all up with a solid financial arrangement.
Now after thirty years my doctor’s success speaks for itself, and we manage over 500 dental marketing and team training programs across the country. My doctors are doing it in every kind of practice, from solo practices to large multi-doctor multi-location group practices. From general practitioners to every kind of dental specialist. Each of these doctors are using our systems to target high-value patients in over 27 different dental categories, from full restorative dental implants to cosmetic, sedation, sleep apnea and ortho.
These doctors are using these marketing strategies and practice systems to grow into leaders, positioning themselves as experts in their market. To become the guru so to speak. And they’ve used these strategies to build real substantial professional practices. Many of them started small and progressively built their practice… built positioning in the community… built momentum, and built their expert status to become the go-to doctor for their clinical skills. In fact, I bet you’ve probably met these doctors at your local and national dental meetings, and even taken clinical and management courses from them. Take a look at what they’re doing. Not what they’re teaching… but what they’re actually doing. I guarantee you, they are aggressively marketing their practices and backing it up with consistent team training, because this is how you get expert positioning in your market.
In a minute I’m going to share with you the one core strategy that really fuels these practices, that drives the great practices. But first, I need to warn you. There is one problem. There are some dark clouds on the horizon, and I’m seeing a lot of broken dental marketing and stumbling practices. Just looking at the dental marketing that flows into my mailbox my inbox and the Internet, even on TV and radio. I’m thinking, “You didn’t really do that did you?” Then I hear about their results, and they’re not going anywhere. That’s a real problem, because a broken marketing system can really set you back. It’s not just a onetime oops. It can really set you back months or even years.
In fact, the gap between the haves and the have-nots in the dental practice world… has never been greater. Those problems are all easy to avoid, and I’ll get to that in a minute. The thing is, it’s not all bad news. In fact, it’s mostly good news. It’s mostly great news, because I’m also seeing these great marketing plans that are just crushing it. That’s what this video series is all about. I want you to show you what’s broken so you can avoid that. It’s not hard to avoid these things. You’ll see in just a minute.
I want to show you what’s broken, but more important I want to show you what’s working so that you can have the practice and life you’ve worked so hard for. Not just one great marketing program, but a coordinated set of campaigns. You go from one to the next, and you’re continually building… more momentum and results so that you can build a great practice. So that you can build a real practice; a practice that gives you the income, the lifestyle, and the impact that you want and that you deserve.
The reality is that you are going to market. You have to market. If you’re just starting out then obviously at some point you’re going to open your doors and launch your practice. If you’ve already got a practice, you know that you need to continually innovate both your clinical offerings and your services and benefits. You are going to market. The big question is, are you going to use a well-structured, well-engineered marketing strategy, or are you going to use what I call hope marketing?
Hope is an interesting word. It could save your life if you’re shipwrecked at sea. It’s really important that you have that hope that you can hang onto something. But in a dental practice hope is an awful word. You never want to hope that your marketing does okay. I see hope marketing when someone puts all this time into a new clinical skill. They work on it and they work on it, and then they just sort of release it with no plan to market it. They just put it out to the world. it’s like the Field of Dreams: build it and they will come. That’s hope marketing… and it doesn’t work. In almost every case you just sort of fade away and die.
That’s why you need to put thought into your marketing. You need a well-structured marketing strategy, and a well-trained team to make it work.
There’s this other thing. Many doctors focus on having the perfect clinical skills, and they end up forgetting about having the perfect patient Experience. The Real Goal is the patient experiencing the result; the function, the beauty, the smile, the self-esteem. It is the total experience of the process from the first time the patient calls your office to the final point when you hand them the mirror, and you see that look of amazement and satisfaction on their face.
In an upcoming video I’m going to share with you how to set your practice on auto pilot,from how to generate that initial new patient call to organizing your team to deliver maximum patient satisfaction and case acceptance. Your goal is to make each day in your practice a joy. A low stress choreographed ballet with you, your team and your patients all satisfied. You’re satisfied with the clinical results, and can be proud of your practice. And your patients and your team are satisfied and happy with the total experience.
This is the question: Are you going to use hope marketing and start off slow and just fade away? Or are you going to use a well-structured well-engineered marketing strategy that builds momentum for you. That gives you a surge of patients. That gives you great expert positioning in your market?
When I first started working in dentistry, I came to realize that most doctors are just five additional new patients a month away from solving almost any practice problem, and in many cases, personal financial problems at home.
Why five additional new patients? Well, on average, each additional new dental patient is worth at least about $1,200 in gross production. Now before you start to question the numbers, this is on-average. That means we are working with different fee structures from rural Iowa to downtown Manhattan. But adding five more new patients a month is not going to increase your fixed expenses, your rent, your electric and gas bill or your team salaries.
You are still going to have those expenses with or without the five additional new patients. It will increase your variable expenses, lab fees, disposables, cotton balls, etc. But out of that $1,200 you should net at least an additional $1,000 to your bottom line. Five additional patients a month means $5,000 a month in your pocket times 12 months. That’s $60,000 a year. $60,000 goes a long way to sending your kids to decent schools. It can cover the cost of that new car your spouse has wanted for the last 3 years. Or perhaps it’s a significant boost to that retirement program your accountant has been pressing you to fund. Of course you’re not just limited to an extra $60,000. You’re only limit is your lack of knowledge on how to make it happen, and let’s remedy that problem right now.