Saddened this morning, when I’m forwarded a fellow professionals newsletter that professes opinions prompted by an alleged question from a prospective client.

“What makes you different from all the other coaches out there?”

I don’t actually believe that any client would ever ask that before choosing and advisor – after all, we know that such a choice is based on 80% relationship and 20% skill.

The inference in said newsletter is that you cannot do as good a job of helping clients if you are:

• a one-man/woman band
• you haven’t run a successful dental business yourself
• you don’t hold a dental qualification
• you have a strong personality and are not afraid of speaking your mind
• you offer packaged solutions

And on that analysis I have to admit that I would make a lousy coach.

        ❑        I’m a one-man band and I love it
        ❑        I have never owned or worked in a dental practice – successful or otherwise
        ❑        I don’t hold a dental qualification
        ❑        I have a very well developed ego and use it to express strong and sometimes unwelcome opinions
        ❑        I offer packaged solutions as well as tailor-made coaching

Oh dear – perhaps I should sail back to the BVI?

But then – on that analysis, a lot of other very talented people would be in the same boat.

Later in the same publication is an invitation to hear a member of their team speak at The Dentistry Show.

Why is it necessary to include the phrase “Don’t listen to the same old stories, come and hear a fresh approach.”

I’ll be delighted to attend both days of the show – and to hear what other people have to say, old and new – because the age of the material doesn’t matter if the material helps people to build better businesses and lives.

Let’s refer back to an article “what I wrote” just 10 days ago in my own newsletter – and which I am motivated to repeat here in its entirety.

Before I do so, let me suggest that on the above criteria for ‘The Difference“, most of the advisors mentioned in the article below would “fail” to qualify – and that, of course, is pure nonsense.

Abundance is about recognising a few simple facts:

• competition stimulates demand – the more coaches there are, the more coaching gets bought. The more dentists there are in a town, the more people buy dentistry.
• Its OK to recognise that there are consultants out there who have specialities and that you can pass work on to them without damaging your own business – what goes around comes around – look at the list below – I’ve been thanked by every one of them for the “mention”
• clients are looking for strong leadership and guidance – a good business coach has a strong ego – refer again to the list below and point out the ego-less?
• Its OK to mix “old stories” with thought leadership and innovation – the clients appreciate both
• When you denigrate your competition, no matter how subtly done – you make yourself smaller – and I appreciate the paradox here, that I am writing a blog post, criticising the fellow professional who authored the original comments. To clarify, I admire the results that they undoubtedly achieve for their clients but feel prompted to comment on this particular article and the negative attitude that it promotes

I’m motivated this morning to establish a new “tribe” – The Association of Dental Coaches, Consultants, Trainers and Advisors (or some such – needs a zippier title).

Perhaps to establish a code of professional conduct which might include

• acknowledging that there is room for us all and more business than we can all ever cope with
• freely passing potential new business to each other
• without financial inducement
• a central web site where prospective clients can search for a speciality
• regular meetings to share ideas and plans and create an incubator for innovation

Any interest?

If so please email me at coachbarrow@me.com

To quote once again…

Scarcity is about fear – abundance is about sharing.

Here’s that article again, showcasing all those less competent people like myself

Abundance This week – an issue primarily devoted to other people who are offering professional services to dentistry. Go to guys and gals I am constantly (and I mean constantly) in receipt of requests for referrals to other professional service providers for dentistry. Chris, can you recommend a good: accountant lawyer financial advisor web architect graphic designer marketing consultant employment law expert recruitment agency search engine optimiser social networking expert front desk trainer ethical sales trainer treatment co-ordinator trainer tax advisor restorative course provider and so on……. and I do – recommend – but with the important proviso that no commissions, introducers fees or other inducements change hands. That’s been a house rule since the early 90’s and it has served me well over the years – my judgement is never coloured or favoured by hidden sources of income. As part of my current re-brand (as mentioned last week), I’m going to create an area on my web site called a “G2G” section – featuring the best “go to guys and gals” for every other service (and perhaps even other business coaches who I rate highly). So if you are a professional advisor to dentistry and would like to be included in that section over the next few months – drop me an email to say “hi” and prepare a brief synopsis. I’ll then use the G2G section to showcase your talents (and save myself a lot of emails to prospective clients). On the subject of competition – I’ve been involved in a few conversations recently that come from a scarcity mentality. “Chris – a practice has opened across the road – should I be worried?” “Chris – if one marketing agency are serving two practices in close proximity, is there a conflict of interest?” I have always maintained that the busiest dental practices are in the areas with the most dental practices – competition stimulates demand. I equally maintain that the more business coaches, trainers and consultants there are in dentistry, the busier I become. Here are some people who I trust, respect, like and admire their work: Ashley Latter – ethical sales training Emma John – front desk training Laura Horton – treatment co-ordinators development Jane Lelean and Kevin Rose – business and life coaching Sheila Scott – team development Tony Gedge and Hilary Ford – marketing Guy Levine – optimisation Mark Oborn – social networking Ray Prince, Martin Haines and Thomas Dickson – financial planning Krishan Joshi – web design Kate Adam and Alex Nicolau – marketing Cathy Johnson and Yvonne Wallace – branding Alun Rees – business coaching and team development Kim Black – iPhone app development Jem Patel – video on web Kelly Michele-Hagget – recruitment Alison King – HR consultancy Sital Ruparelia – headhunting and recruitment Andy McDougal – financial modelling The profession is full of outstanding advisors who are committed to helping people create a better future for themselves – there has never been a better time to hire them. And I’ve never seen so much business opportunity for us all. Scarcity is about fear – abundance is about sharing. Remember – a new G2G section on my web site – apply now – its free!

If you are going to do something – do it as well as you can.

Happy Friday!

​

and its only a matter of time.

“Would you like Flying Club points with your tooth whitening Mr Barrow?”

And caused a bit of a stir at The Royal London last weekend…….

Dentistry is becoming a retail business, offering products and services to a high professional standard.

And in the latest issue of Dentistry on-line….

Hi Chris
 
Have you see this?? Or seen this elsewhere??
 
Might be worth letting the tribe know that this is out there cos it looks SO BAD!
 
Today I searched “Dentist Edinburgh” in YouTube.
 
http://www.youtube.com/results?search_query=edinburgh+dentist&search_type=&aq=f
 
All the videos are made by the same “Dentists Edinburgh” person. All low quality. AND use the names off all the dentists in Edinburgh as tags so it looks like various practice have posted the video, or at least given their permission for their names to be used.
 
It continues on over the next 3-4 pages.
 
Look for Polwarth Group and Stafford Street Dental Care… those videos are so BAD.
 
These guys need to know that this is out there!
 
Everything links back to http://dentistsedinburgh.com/ a video site chap based in the Philippines.
 
Does this break all the rules? Is this the next thing video spam??
 
Thought you’d like to see this.
 
Pete

I remember one of the first dentists I worked with (back in the mid 90’s) always introduced himself as follows (name changed):

“Good morning, my name is John Smith and I’m the slowest, most expensive dentist in Birmingham. Would you like to come and see me?”

And way back then he was grossing £25,000 per month as a single handed generalist – figures that would be good even now – and were spectacular then.

He understood that there is always a market for “slow and expensive” – and people prepared to pay.

Of course, your customer service and physical facilities have to match – sumptuous will suffice.

Expensive is an option – and the people who want it are usually recession proof.

Whenever I meet a principal with an average daily productivity of less then £1500 (and that accounts for over 80% of you) I automatically ask how much of their time is spent delivering the dreaded “check up”.

And, of course, the answer is “80% of my time”.

I have never understood this as a business model – the senior dentist in the practice delivering the most junior work?

Wouldn’t the principal in any other professional service firm oversee the routine work and deliver the most complex?

• accountant
• lawyer
• architect
• hospital consultant

Perhaps only medical GP’s, slaving over a full waiting room of the elderly, the infirm and the pregnant would be a similar fate.

And look how much of their work is now being “passed down” to nurses and others.

The mantra is always the same:

my patients wouldn’t want to see anyone else, they have been with me for years

or

I couldn’t find any other dentist who would look after them as well as I do

Neither is true – and that has now been proven by numerous practices who have moved “maintenance” to associates, therapists and/or hygienists (under supervision) and with excellent results in terms of business efficiency, customer satisfaction, team pride and a healthy bottom line.

CLICK HERE to see a letter introducing the concept to existing patients.

Interesting to see a new digital magazine from the creators of Apex, with a heavy emphasis on the clinical.

CLICK HERE for details….

• off to bed after a lovely day and a rather nice football result #
• 1st March eh? – time really does go faster as you get older. 60th day of the year – are you on target? #
• The new issue of Apex is out http://tinyurl.com/yzsjc3s #
• I am having a really good day – focused and productive – patting myself on the back #
• Busy day out – practice visit and then a working dinner #
• Blimey – its late for me – fab day and a lovely dinner with good friends. I need to get to sleep. #
• OK – super-productive morning – keep focused. #
• still focused after 10 hours….. #
• that will do – woke at 06:30 and have been working all day – time to switch off and enjoy some food and a football game on TV #
• Lousy game but good fun chatting in the pub #
• The guy below me is having a guitar hero evening. Oh dear. #
• Warwick Services – Starbucks – The Flat White – heading South…. #
• Harley Street this afternoon – ha – that will set tongues wagging…. #
• Chicken Caesar and a glass of Pinot. I miss my lovely lady. #
• with James Goolnik for breakfast in the City #
• The Branded Experience day that James and I are presenting in Birmingham will be AWESOME!!!http://tinyurl.com/yz38h68 #
• I've had such a fantastic week – not sure if I can take much more good news……..OK – I can. #
• At The Royal London Hospital with The Old Londoners this morning – a half-day lecture on "the future" #

Powered by Twitter Tools

See what I mean about turning your patients into “members” of your practice?

The big retailers have cottoned on – now its your turn…..