Team, Time And Training

All right, so let's talk about team, timing and training really, really quickly today. As soon as you come into the dental implant machine family, you understand that there's four central roles. Obviously, there's a marketer, you have to have new patient opportunities; that's inbound phone calls and inbound leads. Then you have the setter, the closer, the treatment coordinator, and the doctor. It's essential that each of these team members, including you, Doctor, whoever's watching this, has enough time to do their role properly. One of the biggest mistakes we see is that there's an already really busy office. So let's say, you're trying to fill your hygiene schedule, your regular dental schedule, and you are trying to grow your implant practice at the same time. So, basically by default, "Hey, let's have the setter be the front office staff, or let's convert the office manager into the treatment coordinator or the closer." If this happens, and this is the way you need to start out, that's okay. But you have to understand, that's not a longterm solution to scale your implant practice.​

So, essentially for the setter, let's say you start out that way. So, if a front office person is the setter, you have to take other things off their plate and give them enough time to be able to call through the leads and receive inbound phone calls and take enough time on the call itself to schedule the right people. So, that's number one. Number two, they have to have enough time to actually go through the dental implant machine training. There's scripts and videos and everything that we have in our members portal you have to follow, because the other things that we hear sometimes is, "Hey, these people aren't showing up. I'm making appointments, but they're not showing up." If that's the case, you're not following our systems and our protocols to get them to do that, right? So the biggest thing here is just ensuring that that individual has enough time to do it. We also have a setter center. So if you need to, we can make those phone calls and set those appointments for you, so you don't have to do that. You take that responsibility off your staff.

And it's the same thing with the treatment coordinator and the closer. If you're going to convert an office manager, then you have to give them the training and give them the time and make sure that they know that this time is blocked off for them to train to do sales, because that's what this is. This is a high ticket sale. They can obviously join our closing collective. Coming out in the future we have our dental implant sales mastery course. You have to make sure that they go through those trainings and that you support them doing that. People go through so much school to be able to come certain things, right, in their careers. Well, and then what happens when we want somebody to be really good at closing sales? We just kind of say, "Hey, talk to these people and tell them how much this is going to be." But it's much, much, much more than that to really be successful at this. Those two roles are so essential. Please reach out to our success coaches if you have any comments, questions, or concerns on how you can do that.
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Ideally, you have one setter that's hired outside of your corner organization already, or you hire internally and then hire somebody else in, like a front office staff spot. And then the treatment coordinator, the only thing they're doing is selling high end treatment. That's it. Ideally, that's what you do, because if you have these individuals and that's all they're doing, you can scale your ad spend and you can get much more leads and close much more treatment. But if you're just going to stay at, the front desk is going to be the setter and our treatment coordinator is going to be the office manager, whatever your current setup is. You have to know that's just a short term solution, or you won't really be able to scale your admin and scale your production much past what you're already doing right now. So there you go, team, time and training. Short snippet for you. We have more in-depth training in our closing collective on all of these roles. Anyways, hope that helps and we'll talk to you soon.

Dewey Denning
Founder & CEO

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