The Psychology of Marketing Part 2

with Naren Arulrajah

This Thriving Dentist Show interview is about the Psychology of Marketing Part 2. Robert Cialdini is recognized by many authorities to be an absolutely brilliant marketing mind!

Running time: 67:14

His book, Influence: The Psychology of Persuasion is a New York Times best seller and Fortune lists it as one of the ’75 Smartest Business Books’. Naren Arulrajah has adapted the concepts taught by Robert Cialdini to the dental profession. In this interview, Gary and Naren discuss; The fundamental principles of the Psychology of Marketing, why reciprocity is such a powerful concept, how to apply the idea of ‘first gift, then ask’ in your dental practice, how to use the concept of commitment to move patients toward decision, why scarcity is such a powerful motivator and how to use the concept of scarcity with integrity in your practice and throughout the interview Naren shares how to help your patients make great decision about their dental care by applying the ground breaking fundamentals of persuasion and pre-suasion as pioneered by Robert Cialdini. You will LOVE this interview and more importantly, you will love how this information serves your patients!

Links from ‘Top Clinical Tips’ with Dr. Lee Ann Brady:

Lee’s website:
http://www.leeannbrady.com

Restorative Nation website:
http://www.restorativenation.com

Teflon Plumber’s Tape

https://leeannbrady.com/dental-materials/blocking-out-undercuts-for-impressions

https://leeannbrady.com/restorative-dentistry/plumbers-tape-screw-access-holes

https://leeannbrady.com/esthetic-dentistry/plumbers-tape-the-matrix-you-get-at-the-hardware-store

https://restorativenation.com/top-eight/

Naren Arulrajah

Link to our first interview, ‘The Psychology of Marketing’
http://bit.ly/PsychologyOfMarketing

Naren’s website:
http://www.ekwa.com

Naren’s email address:
naren@ekwa.com

Naren’s Cell Phone number:
647-824-3893

How to Lead with Impact

with Manley Feinberg - Episode 315

Gary gets the opportunity to meet many speakers at Conferences where he is speaking throughout the year. This past year Gary met Manley Feinberg, the Keynote Speaker for the Speaking Consulting Network Conference.

Running time: 74:24 minutes

Manly is Speaker, Business Leader, Author and world-class Mountain Climber. He uses his experiences as a climber to provide leadership lessons. Manley’s presentation at SCN was absolutely amazing and Gary knew that the listeners to the Thriving Dentist Show would benefit greatly from Manley’s lessons on how to lead with impact! In this Show Gary and Manley discuss: The content in Manley’s best selling book; Reach Your Next Summit! 9 Vertical Lessons for Leading with Impact, how to decide if your project is worth it, how to convert insight into action, the powerful concept of how visibility drives velocity, why you need a group of people to connect with on a regular basis, why it is so important to surround yourself with incredible partners and things to think about when leaving your legacy. You will thoroughly enjoy this interview and the stories and lessons provided by Manley!

Manley’s website:
http://www.verticallessons.com

Amazon Link for Manley’s Book;
Reaching Your Next Summit! 9 Vertical Lessons for Leading with Impact https://www.amazon.com/dp/1941870686/

Link to connect with Manley on LinkedIn
https://www.linkedin.com/in/manleyf/

How to Embrace a Culture of Celebration in your Dental Practice!

with Theresa Narantic - Episode 308

Let’s face it, as much as we all love the dental profession the truth is many people do not look at a visit to the Dentist as one of their favorite things!

Running Time: 57:11 minutes

In this Thriving Dentist Show Gary invited his friend Theresa Narantic to share some information that will help present a more favorable image of dentistry in the eyes and mind of the public. In this Show, Gary and Theresa discuss; Why it is so important to celebrate in your dental practice and how building a culture of celebration contributes to a thriving practice, why we all need to eliminate the word ‘can’t’ from our vocabulary, how embracing a can do perspective in your practice can make a massive difference, how celebrating in the dental practice can help your team members learn to love their work, how celebration in your dental practice can help you develop deeper connections to your community and throughout the interview Theresa shares some great examples of how you can embrace celebrations throughout the year in your dental practice including some unexpected dates and examples that are worthy of celebration. Patients love a dental practice that embraces celebration, joy, appreciation and gratitude!

Theresa’s website:
http://www.speaker.dental

Link to Gary and Travis Frederickson’s Disney to Dentistry courses: https://c4practiceservices.mykajabi.com/p/from-disney-to-dentistry

How to Convert New Callers into Appointments and Loyal Patients

with Ashley Latter

Your telephone is the single most important piece of equipment in your dental office because it is the conduit through which your patients flow into your practice!

Running Time: 63:40 minutes

In this Thriving Dentist Show, Gary interviews his friend Ashley Latter on how to convert callers into appointments and loyal patients. In this Show Gary and Ashley discuss; The concept of your reception team members as ‘Directors of First Impressions’, why many team members unconsciously act as ‘Sales Prevention Officers’ and how to avoid this situation, how to quickly develop rapport and relationship with callers, the four-step process that any team member who answers the phone must follow and throughout the interview Ashley shares great verbal skills for your business team members. This podcast interview is excellent content for your next Team Meeting!

Link to Ashley’s Books, both of these books are brilliant reading for your entire Team!: http://www.ashleylatter.com/books

Ashley’s website:
http://www.ashleylatter.com

 

Pathways to Creating Positive Change in Your Practice

with Mary Osborne

Creating change in your practice is a subject that every one of our listeners will face at different times in your career. To help you create positive change in your practice Gary invited his friend Mary Obsorne on the Thriving Dentist Show.

Running Time: 57:36 minutes

In this Show Gary and Mary discuss; How to create positive change with your patients and help them take a greater interest in ideal care, a wonderful story about how to get ‘in synch’ with your patients, why slowing down can be a solution to becoming significantly more productive, the power of ‘staying in the question’ with your patients, some great questions to ask your patients and how these questions will provide you with insights on your patients, the important distinction between cooperation and collaboration and the interview concludes with a powerful conversation about tips to help your team members embrace change in your practice. Mary is an incredible resource and you will truly appreciate her genuine desire to help you better serve your patients!

Mary’s website:
http://www.maryosborne.com

Link to the upcoming workshop titled:
‘Step by Step: Practical Strategies to help you get the Most out of your Practice’
with Mary Osborne and Lee Ann Brady DDS
http://www.maryosborne.com/workshops/step-by-step/

How One Dentist Became Passionate About Lifesaving Dentistry

with Hazel Glasper DDS

Dentistry is truly an amazing profession where you have the ability to change people’s lives every day. Not only do you have the ability to change lives with your knowledge, but you also have the ability to SAVE lives!

Running Time: 54:04 minutes

In this Thriving Dentist Show, Gary invited his friend Dr. Hazel Glasper to talk about lifesaving dentistry. Hazel was the recent winner of the Spotlight on Speaking competition at the Speaking/Consulting Network Conference. Gary was a judge in this competition as was so impressed with Hazel’s presentation that he wanted to bring her on as a guest on the podcast. In this interview Gary and Hazel discuss; The very personal story that caused Hazel to become passionate about the oral/systemic connection, how to get started with making the oral/systemic link a strong part of your practice, specific tips for the Dentist and Team Members to help patients value high quality dentistry and the interview concludes with a powerful discussion about Hazel’s ‘Teach Me Dental’ Movement where she is helping the public redefine their understanding of oral health. You will be moved by Hazel’s story and her passion to save lives will inspire you!

Hazel’s website:
drglasper.com

Hazel’s email address:
drglasper@gmail.com

 

Amplify Your Practice by Mastering Case Presentation

with Dr. Mark Montgomery and Dee Dee Reid

Mastering case presentation is such an important topic in a thriving practice. In this Thriving Dentist Show, Gary interviews his long-time friends Dr. Mark Montgomery and Dee Dee Reid on how to amplify your practice by mastering case presentation.

Running Time: 68:36 minutes

In this interview, Dee Dee, Mark and Gary discuss; how Mark and Dee Dee developed their passion for dentistry, the power of relationship-based treatment planning, how to guide patients to become interested in comprehensive care, the importance of non-judgmental communication and specific tips to make sure you are communicating without judgment, the power of agreements, how to help patients with values clarification, the concept of ‘simmering in the gap’, the importance of curiosity and the interview concludes with a cool discussion of the work that Mark and Dee Dee are doing to help Dentists and Team Members.

Mark and Dee Dee’s website
www.AmplifiedDynamics.com

Link to 4 minute ‘Amp Up My Practice Quiz’
www.amplifymypracticenow.com

Mark and Dee Dee’s email address:
AmpdUp@AmplifiedDynamics.com

 

The Power of Unscripted Communication

with Katherine Eitel

Great communication is a necessary element of a thriving practice. In this Thriving Dentist Show, Gary has invited his friend Katherine Eitel to share her thoughts on the power of unscripted communication. Katherine is an incredible communications skills coach and an absolute master of effective communication.

Running Time: 68:44 minutes

In this interview, Gary and Katherine discuss; The importance of congruence in your communication, why scripted conversations are often not very effective, why 93% of communication is non-verbal, communication tips for handling conflict, how to have a critical conversation with an under-performing team member and where to start if you’d like to become a more effective communicator. This is such an important topic and you will LOVE Katherine’s wisdom and passion for the topic!

Katherine’s website: www.LionessLearning.com

Katherine’s email address: info@KatherineEitel.com

Katherine’s Monday Morning Stretch Newsletter:
www.LionessLearning.com/mondaymorningstretch.html

Why Patient Attraction and Retention is like Dating

with Janice Hurley

Photos are a very important element of your marketing plan. In this Thriving Show Gary interviews his friend Janice Hurley on the types of photos you need on your website, social media sites and throughout your marketing materials. Janice is known as ‘The Image Expert’ and also is a very accomplished photographer.

Running Time: 50:30 minutes

In this interview, Gary and Janice discuss; How to take the best possible photo of your team, things to think about for the Dr. bio photo, why you should hire a professional photographer and how to make the most out of your photo shoot, the role of candid photos in your marketing materials, why patient attraction and retention is like dating and the interview concludes with a discussion of how Janice is helping her clients present their best possible image. This is a fun interview filled with information you can use NOW!

Janice’s websites:
www.janicehurley.com

www.dentistrysimageexpert.com

Janice’s email address: jhurley@janicehurley.com

Tips to Massively Increase Case Acceptance

with Ashley Latter

Ashley Latter is a returning guest on the Thriving Dentist Show and a brilliant authority on ethical sales training for Dentists. In this Thriving Dentist Show interview Gary and Ashley discuss why Dentists should be asking more questions when presenting treatment plans with patients.

 

Running Time: 55:47 minutes

In this Show, Gary and Ashley discuss; Why asking more questions is your quickest path to increased case acceptance, the difference between closed-ended and open-ended questions, the listening mistake that many Dentists make, the four questions that should be part of your case presentation sequence and the one question that will radically increase your case acceptance. This is a very practical interview filled with use-it-now information that will help you guide more patients to accept ideal treatment recommendations!

Ashley’s website: www.ashleylatter.com

Ashley’s email address: ashley@thesellingcoach.com

Gary’s email address: gary@takacslearningcenter.com

Send Ashley or Gary an email with the word ‘Yes’ in the subject line if you would be interested in Ashley and Gary providing a digital CE course together on the topic of ‘Strategies to Increase Case Acceptance’