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HUMAN CAPITAL

31 MAJOR CAUSES OF FAILURE: ARE YOU GUILTY OF THESE? (p.11)

MARKETING

DISCOVER HOW TO TURN YOUR STAFF INTO MARKETING MASTERS (p.20)

MONEY

WHAT WILL YOUR LEGACY BE? YES, YOU CAN DO MORE IN 2014 (p.27)

I S S U E

SERVING DENTISTS WHO ARE ASPIRING TO CREATE GROWTH IN THEIR PRACTICE

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YOUR “HOW TO” GUIDE FOR

MAKING 2014 YOUR

BEST YEAR EVER! ...and MAXIMIZE YOUR RETURN on your Scheduling Institute Relationship

SOLD OUT!

FINANCIAL FREEDOM 2014

P I H RS

S

Details Inside (p.32)

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If you haven’t made New Patients your #1 priority, it’s time to re-engage your Practice in 2014... The best way to boost your New Patients, and keep your team 100% focused and engaged with growing your New Patient numbers, is to continuously train your staff! Make your team a New Patient generating machine by investing in our famous Telephone On-Site Training at least once a year! You’ll see the benefits the very next day!

RECEIVE $500 OFF!

AVAILABLE THIS MONTH - ONLY $6,400 (Training Value: $9,997)

[

Schedule your Telephone On-Site Training

TODAY BY CALLING 855-390-1709!

[

Book in the month of February and...


YOU MANAGE OTHERS…BUT

WHAT ABOUT YOURSELF? By Jay M. Geier

So how would you start managing YOUR self? The single greatest lesson I ever learned was that each of us is in control of our own thinking. This is a great gift that must be protected; yet few people do because the concept is rarely understood.

Because I understand how important it is, I personally committed roughly 10 days last year to nothing but my thinking. Now you ask yourself: “How much time did I spend last year thinking about my thinking?” Chances are, none! That’s why we work with our Platinum and 5X Coaching clients to teach them to consider their thinking in a new and improved way. The transition comes easy for some, but can be surprisingly challenging for others! Virtually without exception, people who quit a coaching program, or stall mid-way, are not in control of their thinking; they give up control to “external forces.” The most common example is people who worry a great deal about what everyone else thinks of them. They tend to be conformists — never wanting to make waves or stand out. As a result, they have little to no impact on anything or anyone. On the other hand, successful people impact everyone around them…which is not always viewed as positive by

(cont’d on next page)

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with its usual speed, I find myself thinking about traditions. Not things like dinner and decorations and resolutions, but rather the annual process of selfanalysis. If we anticipate there are going to be 90 turns of the calendar in our lifetime, shouldn’t we learn to master our own selves better with each passing year? Of course we should! It starts with honest self-analysis, and continues with disciplined self-management. S THE NEW YEAR ROLLS IN

THE PRATICE | 2014

JAY BEHIND THE SCENES


JAY BEHIND THE SCENES

everyone else. Well, too bad! Ponder this question: “If I become more successful, who will feel threatened?” Maybe your office manager? Your spouse? A good friend? You need to do some real soul-searching about that because to become truly successful, you have to free yourself from the shackles of other people’s opinions of who you should be… even people close to you.

Clear Goals

My personal view is that God’s opinion is the only one that really matters. Think about seeking His plan for you, not your own — and certainly not someone else’s. God’s plan for you will alone be bigger than anything you yourself can envision!

Now think about 2014 — comprising of 12 months, each filled with amazing opportunities. You absolutely must focus on SETTING OF GOALS – the defining CLEAR EXPECTATIONS, not just for your business, but also your family and relationships, your education and experiences, and your contributions to your community.

I start each year by filling out a worksheet just like the poster-sized one we have wrapped around this issue of The Practice for you this month. I usually identify a long list of goals for the year, then I prioritize and narrow the list to the top 10-15 that I’m especially committed to achieving within the next 12 months. I do this religiously at the start of every single year.

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You need to do the same thing. Make your list, prioritize the top dozen or so, then focus your attention and thinking on ONLY the activities, projects and people that will lead to the accomplishment of your top goals. You will have a constant onslaught of daily distractions that will keep you from achieving your goals

AT THE END OF THE YEAR THERE’S NO POINT IN MAKING EXCUSES FOR WHAT YOU HAVE… BECAUSE IT’S EXACTLY WHAT YOU DESERVED. unless you control your thinking about what’s important. It sounds so simple, but the key to your success in 2014 is staying focused on priorities.

It’s alarmingly true that You Get What You Deserve. That’s an indisputable fact that you simply must accept. At the end of the year there’s no point in making excuses for what you have, because it’s exactly what you deserve as a result of your decisions, actions and behaviors throughout the year. Since we’re at the beginning of another year, it’s the perfect time to Get Started Deserving What You Want by year-end! JG


HUMAN CAPITAL

KOLBE AT SI

MONTHLY CALL STATISTICS

661 173

HC

certification calls

3,826

on demands

total calls

536

8%

24%

28%

1,505

monthly mystery calls

training calls

certification calls

951

lead calls

Our latest tradition here at SI is Kolbe Wednesday! We all participate by wearing our Kolbe colors, Kolbe t-shirts, or Kolbe glasses around the office.

15%

7%

18%

The percentage of people who passed their mystery calls was 32%... that’s a 7-point jump! Congrats to our newly certified staff members!

AUDITOR

TIP MONTH

THE GREETING IS ONE OF THE MOST IMPORTANT ASPECTS OF YOUR CALL, AND IS ALSO ONE OF THE EASIEST PARTS TO PERFECT.

Follow the 3 steps listed below, and you will be well on your way to a five star rating:

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Introduce yourself! “This is ______________.”

Ask the patient “How may I help you?” to determine the purpose of the call. Remember: “How can I help you” is not grammatically correct, and should never be used.

NEED HELP ON THE PHONES? CALL OUR ROLE PLAY HOTLINE AT (805) 399-1000

CODE: 232957# (Enter *6 to enter the queue) HOURS: Mon-Thurs (9am-5pm ET), Fri (9am-12pm ET)

THE PRATICE | 2014

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Start by stating the Doctors name or name of the practice. Avoid words like “hello,” “hi,” or “thank you for calling.”

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HUMAN CAPITAL

NEW YEAR, NEW YOU:

Invest in Your Health in 2014 HEALTHIER LIVING, IN SOME FORM OR FASHION, IS ON EVERYONE’S LIST AT THE BEGINNING OF THE YEAR. YET IT’S ALSO THE AREA WHERE MOST DON’T FEEL PARTICULARLY SUCCESSFUL WHEN THE NEXT DECEMBER COMES AROUND. BY J E N N I F E R , 5 X P RO G R A M A DV I S O R

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e’ve all heard it said before, “for more energy we need to eat smaller meals and snack twice throughout the day.” But whose got time to make informed decisions about food once the day gets rolling? Here are some snack ideas to make healthy decisions easier — even at the office — and these are simple enough to stick with until it just becomes a habit. • Raw Almonds and an Apple or Pear • Apple or Cucumber slices & hummus (make your own or buy single serving packets) • Rice cakes and 2 Tablespoons of peanut butter or Raw Almond Butter • Broccoli Salad w/ Bacon (see recipe to the right) • Banana Spinach Smoothie (see recipe to the right) • Greek yogurt & Fresh Berries • Trail Mix (1 cup salted nuts,1 cup unsalted nuts, ¼ cup raisins or dried fruit) Some of you may be thinking, “nuts and fruit? I’ll be starving!” Just relax! If they’re good enough for Atlanta Falcon’s Tight End, Tony Gonzalez, you’ll be fine. Gonzalez tells MensHealth.com he believes in the 80/20 principal when it comes to fueling his body. Eighty percent of the time he’s eating whole foods that are healthy and rich in nutrients. With 17 years in the NFL, this philosophy has clearly served him well.

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A healthy snack between moderate meals keeps our blood sugar level steady, allowing for an even flow of energy throughout the day. Soon you will have more energy and feel like the hours in your day have doubled! Imagine how much more you can accomplish when you have the energy to match your “to do” list. Make 2014 the year that you are able to tackle all of your resolutions and goals!

HEALTHY RECIPES

Broccoli Salad w/ Bacon Submitted by Jennifer INGREDIENTS:

• 2 bunches raw organic broccoli, florets only (5 to 6 cups florets) • ¼ cup red onion, chopped • 1/2 cup raisins • 10 to 12 slices turkey bacon, cooked and crumbled • ¼ cup raw unsalted sunflower seeds • 1 cup mayonnaise • 2 tablespoons rice vinegar • 2 teaspoons sugar • Fresh Cracked pepper to taste PREPARATION:

Separate florets from broccoli stalks. Gently toss raw broccoli with red onion, raisins, crumbled bacon, & sunflower seeds. Combine dressing ingredients; toss into salad. Chill and serve.

Banana Spinach Smoothie Submitted by Jodi

IN A BLENDER COMBINE:

• 2 cups raw organic Spinach • 8 oz unsweetened almond milk • ½ banana • 1 peeled kiwi • 1 tablespoon almond butter • 1 scoop/serving vanilla whey protein powder • 2 ice cubes Blend until smooth and enjoy!


Dr. David Remaley, Gold Member since September 2013, networking with one of the hundreds of doctors that attended our December 2013 workshops on preparing for 2014. Now he is ready to take on the new year and make it his Best Year Ever! Alan Boval (member since September 2010) and Dr. Tim Stirneman (member since April 2006) spent some time networking before a recent workshop at our Atlanta Training Center.

LIVE EVENT PICS

Do you know what it will take to make 2014 the best year you’ve ever had? In December we had events in both Atlanta and Phoenix to show hundreds of doctors the strategies and techniques that have been proven successful for thousands of our other clients! Dr. Jig Patel, Scheduling Institute Member since March 2007, is geared up and ready to fight and win a new Ferrari in 2014! Here he is in his best “Schaumburg Dental Studio Spartans” armor.

Dr. Michael McCarthy’s team snapped a picture before The Science of Influence Workshop at the Atlanta Training Center.

A behind the scenes look at Kelsey, SI Events Team Member, backstage preparing gifts for our Doctors attending Platinum Workshops last month!

DR. THOMAS MATTERN’S WIFE

Completed an Ironman Triathlon in 2013!

DR. ROLAND PAGNIANO DR. DON HARVEY

DOUBLED the size of their team in 2013 and are actively recruiting a new Associate Doctor!

THE PRATICE | 2014

Enrolled all of his staff in The U in 2013!

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2013 HUMAN CAPITAL WINS


HUMAN CAPITAL

SERVING OUR CLIENTS

WE ARE

...IT’S OUR PLEASURE!

“After 4,200 miles by plane, and then 105 miles by train, I arrived in Bristol for back-to-back trainings — a Kolbe Training and a Live Coaching Day. Dr. Gerrard and his team could not have been more inviting and lovely! I got to see firsthand how great dentistry is provided in England, and all the great Cosmetic Dentistry options his office provides. Since they knew I was there for a few days, the team shared so many great ideas that I should experience while in the UK, including a proper tea and a visit to Harrod’s. What a great experience!” — JESSICA, SI Trainer

Dr. Neil Gerrard | Platinum

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CLIFTON, BRISTOL, UNITED KINGDOM Scheduling Institute Member since August 2009


Dr. Stephane Reinhardt | Gold Plus BROSSARD , QUEBEC, CANADA Scheduling Institute Member since April 2013

Dr. Stephane Reinhardt and his team of superstars are ready to WOW their New Patients after a stellar New Patient Experience Training with Casie! They are going to blow away their patients all over again after their next training already scheduled for February — Accept, Buy and Comply.

Drs. Kai Kawasugi & Heather Stamm | 5X DENVER, COLORADO Scheduling Institute Member since January 2013

Call 866.956.2520!

228 LOCATIONS IN ONE MONTH!

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Interested in scheduling one of our Certified Training Specialists to come train your team for an entire day?

CHECK OUT HOW MUCH WE’VE TRAVELLED TO HELP OUR CLIENTS GROW!

THE PRATICE | 2014

SI Certified Training Specialist, Katherine, enjoyed a day on the slopes (right) after a wonderful Clarity Retreat with Drs. Kai Kawasugi & Heather Stamm. They worked on their vision for the Practice, setting goals, and building accountability. Here’s the team on their road trip up to Steamboat, CO (above) to mix a little business with pleasure!


228 TRAININGS

OUR MOST ENGAGED MEMBERS Dr. Alan Foster Dr. Alan J Bauman Dr. Albert Kelling Dr. Allan Stevenson Dr. Amanda Juarez Dr. Ami Barakat Dr. Andrew Burton Dr. Andrew Taylor Dr. Anne Nicholas Dr. Austin Burns Dr. Ben Baldwin Dr. Benjamin Johnson Dr. Birgit Schold Dr. Bradley Bishop Dr. Brandon Patten Dr. Brian Amison Dr. Brian Barron

Dr. Brian Bergh Dr. Brian Gilbert Dr. Brian Kynaston Dr. Brian Raskin Dr. Bruce Bilow Dr. Bruce Howell Dr. Bryan Murray Dr. Bryan Riecker Drs. Cary Goldberg & Charles Greenebaum Dr. Charles Lindsey Dr. Chester Clark Dr. Chris Mihalios Dr. Christopher Miller Dr. Claire Cho Dr. Clark Elkins Dr. Cliff Brown

Dr. Craig Bindi Drs. Dan Jones & Casey Jones Dr. Dan Kelkar Dr. Dan Myers Dr. Danette McNew Drs. Daniel Faber & Richard Malek Dr. Daniel West Drs. Darren Tong & Mariliza LaCap Dr. Darryl Warren Dr. David Allen Dr. David Arrington Dr. David Reesman Dr. Dayn Boitet Dr. Denise Antalis

Dr. Dennis Rinaldi Dr. Dina Fixler Dr. Dominic Gioffre Dr. Dorothy Distelhorst Dr. Douglas Snyder Dr. Eamonn Noonan Dr. Edward Vallely Dr. Ellen Nam Dr. Emine Loxley Drs. Eric Thomas Fogg & Zareie Enterprise Dr. Forrest Bryant Dr. Frank Peritore Dr. Frederick Solomon Dr. Gary Torres Dr. George Cochran Dr. Glenn Zeh

Dr. Greg Kammeyer Dr. Greg McElroy Dr. Gregg Petty Dr. Hisham Barakat Dr. Holly Krystek Dr. James Crouse Dr. James Livingston Dr. James M. Wells Dr. James Powell Dr. Jared Cox Dr. Jared Smith Dr. Jason Hilde Dr. Jay Johnson Dr. Jeff DeMercy Dr. Jeffrey Elliott Dr. Jeffrey Grove Dr. Jeffrey Neal

Dr. Jennifer Garza Dr. Jeremy Bewley Dr. Jim Craig Dr. John Beninato Dr. John Evanish Dr. John Pate Dr. Jordan Balvich Dr. Joseph Marcius Dr. Joseph Ray Dr. Joseph Salvaggio Dr. Joseph Thomas Dr. Josh Erekson Dr. Julia Neuls Dr. Justin Scott Drs. Kai Kawasugi & Heather Stamm Dr. Karen Roschella

LIFE ON THE ROAD

A SNEAK PEAK INTO THE LIFE OF A CERTIFIED TRAINING SPECIALIST

Life as a trainer at the Scheduling Institute has its share of ups and downs. From exotic destinations to inclimate weather & red-eye flights, our trainers are commited to making your training experience memorable. Clockwise from top: Erica and Ali met up in Salt Lake City during a big winter storm, giving these Atlanta-dwellers a taste of a winter wonderland for a couple of days. Romantic dinners with your laptop are a common occurance for our Certified Training Specialists! Life on the road isn’t always glamorous! Marianne enjoyed a Hot Pocket for dinner after arriving at her hotel long after all the local restaurants were closed.

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Jessica, Katelyn, and Sam all crossed paths in New York City while on the road! They made the most of it by discussing their goals for 2014 over some delicious sushi.


Dr. Kellyn Hodges Dr. Kevin Kellerman Dr. Khurram Siddiqui Dr. Kristen Ritzau Dr. Kurt Grieshober Drs. Lance Law & Mihaela Bogdanov Dr. Laura Morgan Dr. Leslie Barrilleaux Dr. Lisa Heinrich-Null Dr. Louis Conte Dr. Lynda Dean Duru Dr. Magdalena Blasko Dr. Margaret Boone Dr. Mark Davis Dr. Mark Fabey Dr. Mark Galli

Dr. Mark LaHaye Dr. Mark Morgan Dr. Mark Morin Dr. Mark Rieger Dr. Mark Wightman Dr. Mark Wilson Dr. Maryam Mojdehi-Barnes Dr. Mason Yeary Dr. Matt Kraner Dr. Matthew Maley Dr. Merneatha Bazilio Dr. Michael Alsouss Dr. Michael Brunner Dr. Michael Delaura Dr. Michael Landry Dr. Michael Larimore

Dr. Michael Potts Dr. Michael Sharrock Dr. Michelle Haynes Drs. Miguel Scheel, Brian Gear & Denise Lottridge Dr. Mike Moroni Dr. Nathaniel Chan Dr. Neal Richter Dr. Neil Gerrard Dr. Nicholas Geller Dr. Nick Cost Dr. Nicole Teifer Dr. Ousama El-Hillal Dr. Paul Keelan Dr. Paul Metz Dr. Paulo Viana

Dr. Perry Stamatiades Dr. Pete Richards Dr. Peter Mohn Dr. Peter Scerbo Dr. Peter Wilk Dr. R. Scott Smith Dr. Raed Younes Dr. Rajul Patel Dr. Rami Maarouf Dr. Ramon Bana Dr. Richard Crum Drs. Richard George & Boone Allen Dr. Richard Mantoan Dr. Richard Padberg Dr. Rick Harvey Dr. Robert Colpitts

Dr. Robert Matiasevich Dr. Robert McGonigle Dr. Robert Prazer Dr. Robert Schrameyer Dr. Robert Semtner Dr. Roberto Monteagudo Dr. Rod Burdette Dr. Roderick Cooper Dr. Roland Pagniano Dr. Ronald Goodman Dr. Ross Anderson Dr. Ryan Oakley Dr. Sadesh Kumar Dr. Sam Sukkar Dr. Scott Clinton Dr. Scott Dudley

Dr. Shahram Yazdani Dr. Shawn Anderson Dr. Sonia Smith Dr. Stephane Reinhardt Dr. Stephen Matlaga Dr. Stephen Walding Dr. Steven Johnson Dr. Steven R. Johnson Dr. Stuart McCormick Dr. Suhyun An Dr. Tai Mao Dr. Tamara Clauson Dr. Terence Hickey Dr. Terri Pukanich Dr. Theodore Grellner Dr. Thomas Broadbent

Dr. Thomas Hickey Dr. Thomas Kellogg Dr. Thomas McFadden Dr. Thomas Young Dr. Toan Tran Dr. Tongela Williams Dr. Varvara Clark Dr. Verne Weisberg Dr. Vince Fava Dr. Wally Liles, Jr Dr. Wayne Jackman Dr. Wayne Martin Dr. William Caldon Dr. William Millon Dr. William Trout, Jr. Dr. William Waters Dr. Wyn Steckbauer

Dr. Yaritza Wright Dr. Zach Hodgins Dr. Zoran Stojanovic Dr. Zuzana Grunberger

CLIENT SUCCESS STORY

DID YOU KNOW?

Here are some fun, interesting facts about our Certified Training Specialists LAST MONTH:

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177

RENTAL CAR DAYS

269,000

CANADIAN PROVINCES

MILES FLOWN

“We just had our KOLBE training last Wednesday! We enjoyed learning about our team members and how we can work more efficiently with each other, and provide exceptional care to our patients! Planning on coming to the Phoenix U 2014! OUR CURRENT PROMOTIONS ARE:

AIRPORT MEALS

31

STATES

165 HOTEL NIGHTS

– DR. CLARK ELKIN’S OFFICE Member since January 2013

THE PRATICE | 2014

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228 TRAININGS

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118

TICKETS ISSUED

(1) New Patients can win a 55” Smart TV. (2) Donate 5 nonperishables for Complimentary Exam and X-rays or $25 off recommended treatment, Donations go to the local Friendship Coalition for Care Baskets!”


HUMAN CAPITAL

31 MAJOR CAUSES OF

A

FAILURE

S YOU START OUT 2014 and think about the

goals you want to achieve, it’s important to understand the hinderances to success that our society experiences. Think and Grow Rich by Napolean Hill is always a “must read” on Jay’s list. From this iconic book on success, we pulled these 31 Major Causes of Failure. Take note of these major causes listed below so you can be prepared to prevent them from destroying your chances of success in 2014 and beyond! And pick up a copy of Napolean Hill’s Think and Grow Rich so you can keep your practice ready for nothing but success this year. (1) Unfavorable hereditary background: There is but little, if anything, which can be done for people who are born with a deficiency in brain power. (2) Lack of well-defined purpose in life: There is no hope of success for the person who does not have a central purpose, or definite goal at which to aim.

(7) Unfavorable environmental influences during childhood: “As the twig is bent, so shall the tree grow”. (8) Procrastination: Most of us go through life as failures, because we are waiting for the “time to be right” to start doing something worthwhile. Start where you stand, and work with whatever tools you may have at your command, and better tools will be found as you go along.

(3) Lack of ambition to aim above mediocrity: We offer no hope for the person who is so indifferent as not to want to get ahead in life, and who is not willing to pay the price.

(9) Lack of persistence: Most of us are good “starters” but poor “finishers” of everything we begin. The person, who makes persistence his watch-word, discovers that “Old Man Failure” finally becomes tired, and makes his departure. Failure cannot cope with persistence.

(5) Lack of self-discipline: Before you can control conditions, you must first control self. Self-mastery is the hardest job you will ever tackle.

(11) Lack of controlled sexual urge: Sex energy is the most powerful of all the stimuli which move people into action. Because it is the most powerful

(4) Insufficient education: It takes more than a college degree to make one a person of education. Men are paid, not merely for what they know, but more particularly for what they do with that which they know.

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(6) Ill health: No person may enjoy outstanding success without good health.

(10) Negative personality: There is no hope of success for the person who repels people through a negative personality. Power is attained through the cooperative efforts of other people.


(13) Lack of a well-defined power of decision: Men who succeed reach decisions promptly, and change them, if at all, very slowly. Indecision and procrastination are twin brothers. Where one is found, the other may usually be found as well.

(14) One or more of the six basic fears: Poverty, criticism, ill health, loss of love from someone, old age and death. They must be mastered before you can market your services effectively.

(15) Wrong selection of a mate in marriage: Unless this relationship is harmonious, failure is likely to follow. Moreover, it will be a form of failure that is marked by misery and unhappiness, destroying all signs of ambition. (16) Over-caution: The person who takes no chances has to take whatever is left when others are through choosing. Over-caution is as bad as under-caution.

(17) Wrong selection of associates in business: In marketing personal services, one should select a mentor who will be an inspiration, and who is, himself, intelligent and successful.

(19) Wrong selection of a vocation: No man can succeed in a line of endeavor which he does not like. The most essential step in the marketing of personal services is that of selecting an occupation into which you can throw yourself wholeheartedly.

(20) Lack of concentration of effort: The jack-of-alltrades seldom is good at any. Concentrate all your efforts on one definite chief aim.

(21) The habit of indiscriminate spending: Money in the bank gives one a very safe foundation of courage when bargaining for the sale of personal services. Without money, one must take what one is offered, and be glad to get it. (22) Lack of enthusiasm: Without enthusiasm one cannot be convincing. Moreover, enthusiasm is contagious, and the person who has it, under control, is generally welcome in any group of people.

(23) Intolerance: Intolerance means that one has stopped acquiring knowledge. The person with a closed mind on any subject seldom gets ahead. (24) Intemperance: The most damaging forms of intemperance are connected with eating, strong drink, and sexual activities. Over-

indulgence in any of these is fatal to success.

(25) Inability to cooperate with others: More people lose their positions and their big opportunities in life, because of this fault, than for all other reasons combined. (26) Possession of power that was not acquired through self-effort: Power in the hands of someone who did not acquire it gradually is often fatal to success.

(27) Intentional dishonesty: There is no hope for the person who is dishonest by choice. Sooner or later, his deeds will catch up with him, and he will pay by loss of reputation, and perhaps even loss of liberty. (28) Egotism and vanity: These qualities serve as red lights which warn others to keep away. (29) Guessing instead of thinking: Most people are too indifferent or lazy to acquire facts with which to think accurately.

(30) Lack of capital: This is a common cause of failure among those who start out in business for the first time, without sufficient reserve of capital to absorb the shock of their mistakes, and to carry them over until they have established a reputation.

(31) Lack of imagination and creativity: No success can be achieved without these twin qualities. A man can create a new world if he can imagine it. His world will thrive if he can create it with details.

THE PRATICE | 2014

(12) Uncontrolled desire for “something for nothing�: Gambling (e.g. stock margins) instinct drives millions of people to failure.

(18) Superstition and prejudice: It is a sign of ignorance. Men who succeed keep open minds and are afraid of nothing.

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of the emotions, it must be controlled, through transmutation, and converted into other channels.


HUMAN CAPITAL

MONTHLY SUPERSTAR

KATIE SMITH Office Manager & Team Lead

DOCTOR: Dr. Wyn Steckbauer LOCATION: Houston, TX

4X

INCREASE IN NEW PATIENTS PER MONTH

TIP OF THE MONTH

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BATTLE OF THE STATS

Be sure to give yourself adequate time to catch your flight home! Workshops end at 4 PM ET, so please do not book any return flights before 5:30 PM ET!

THE U HAS HELPED US TRAIN ALL OUR NEW EMPLOYEES AND HAS HELPED US HIRE THE RIGHT PEOPLE AS WELL.

W

e started with one Dentist, one Office Manager (who was also the Marketing Coordinator and helped up front), one other person in the front office, two Assistants, and two Hygienists (seven total).

Now we have two Doctors, still myself as the Office Manager, two front office personnel, four Assistants, three Hygienists, and a Marketing Coordinator. Thirteen total and almost doubling our size! I think our biggest win besides the

amazing increase in New Patients, patient referrals, production and collections is being able to hire more staff and create an amazing team. By gaining a doctor, we started opening on nights and weekends for our patients and have a fantastic referral program where we get to give away trips and prizes! We help people in our community, have a great place for our team to work, are able to send our team to more training, have effective meetings, have a marketing coordinator (that we are able to send to The

Marketing Masters Program, plus three of our staff went to Conversion & Compliance 3.0! 2013 was an amazing year, but 2014 will be even better.

Thank you everyone at The U, Jay Geier, and all the Scheduling Institute!”

2012

2013

17

90

ADJUSTED PRODUCTION

$82K

$116K

COLLECTIONS

$88K

$116K

(Avg)

NEW PATIENTS

(Avg)

BEST MONTH IN 2013 • 110 NEW PATIENTS • $150K ADJUSTED PRODUCTION • $143K COLLECTIONS

1st Place

VERONICA ROCKWITZ FROM DR. DON HARVEY’S OFFICE Won $300 for submitting her Hygiene U stats since October 2011!

2nd place

LIZETTE SALINAS FROM DR. JIG PATEL’S OFFICE Won $200 for submitting her Assistant & Team Leader U stats since September 2013!

3rd place

KATIE RUKAMP FROM DR. WYN STECKBAUER’S OFFICE Won $100 for submitting her Front Desk U stats since October 2013!


Below: Abby, our stellar Dental Assistant Trainer, enjoying working with these Assistant U 101 students in Atlanta!

EVENT PICS

SEE WHICH TEAMS HAVE RECENTLY BEEN SPOTTED AT THE “U!”

Dr. Randall Hiers’ office is learning how they can transform the way they think about Customer Service at the Ritz-Carlton U course. Dr. Michael Landry sent his team of superstars to Hygiene U 101 last month to get them prepped and ready to start 2014 off with a bang!

This team of allstars from Don Harvey Dental attended the Science of Influence course at The U to learn more about how they can positively impact the lives of their patients. Roxanne Fassbender from Dr. Peter Wilk’s office enjoying her time in her Retention, Recare, and Reactivation “U” course.

JAY’S GIVING AWAY 4 JEEPS TO OUR MOST ENGAGED ATTENDEES AT THE “U.”

To Find Out More visit www.TheUJeep.com

TO ENROLL YOUR TEAM IN THE “U”,

CALL (855) 389-6655!

THE PRATICE | 2014

Right: Traci Stone from Dr. John O’Brien’s team of superstars is in the zone at her Hygiene U course... she’s learning how to boost her Hygiene Production and become a true “Hygiene Queen” in her office!

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Maite Tatum from Dr. David Yates’ office is lined up with her fellow Hygiene U attendees for an interactive exercise to learn the best techniques and strategies for successful patient communications.

One lucky Hygienist, Team Leader, Front Desk, and Assistant will be driving home in a brand new Jeep next year!


HUMAN CAPITAL

9 FACTS YOU DIDN’T KNOW ABOUT OUR HYGIENE CLINICAL TEAM 1 We are the premiere Dental Hygiene Training team in Dentistry with over 150 years of combined clinical hygiene experience!

2 Our Hygiene Specialists have trained over 3,197 dental hygienists around the world!

3 Our Hygiene Specialists have decades of ‘in the trenches’ experience! Each Trainer has a proven track record of increasing hygiene profitability in real dental offices like yours.

4 Dental Offices that implement the tools given in the training days can easily DOUBLE their Hygiene Production in a matter of days!

5 A typical office will increase Hygiene Production by 30% within the first 2 months after our trainings.

6 This year our Hygiene Clinical Specialists visited over 318 offices for On-Site Trainings. 7 Our team has experienced a growth of 4X in the last year alone!

8 In 2013, our Hygiene Clinical Specialists delivered more trainings than ever before; in other words, they made it our Best Year Ever! 9 Our Hygiene Training Team has delivered more in-office trainings than any other Dental Hygiene consulting group on the planet. How about them apples?

IMAGINE IF WE COULD INCREASE YOUR HYGIENIST’S PRODUCTION BY $100,000…OR MORE? That’s what we do by making them Queens of Hygiene. Achieving the Hygiene crown is a result of your Hygienists taking complete ownership of their area and growing it to be more PROFITABLE than you ever thought possible.

Your Hygiene Department should be treated as its very own PROFIT CENTER for the practice, continuously producing additional income into the practice without much work involved from you. The benefit? More money in your pockets! We’ll train your Hygienists to completely take over and grow this area for you! Your Hygienists will focus on increasing their hygiene production and becoming more valuable to the practice…which means this area will be much more lucrative for you.

CALL (855) 390-1709 TO START YOUR HYGIENE QUEEN TRAININGS TODAY! There are 4 On-Site “In Your Office” Trainings to Choose From. All are Guaranteed to Drastically INCREASE HYGIENE PROFITS. Call (855) 390-1709 TODAY!

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FIRST 10 TO RESPOND RECEIVE A COPY OF JAY’S HYGIENE HIRING PROCESS (A $1,997 VALUE) FOR FREE!


Right: Dr. Bruce Burley (Member since November ‘08) grabs a quick photo with his team after investing in The Science of Influence course at The U. We love seeing our most engaged members at our Training Centers!

See Who’s Been To Our RECENT EVENTS FULLY ENGAGING Themselves In THE GROWTH Of Their Practice

LIVE EVENT PICS

Dr. Thomas Kellogg and the Howell Dental Center superstars snap a quick photo in our Operatory at the Atlanta Training Center!

Dr. Julia Strait and team pose for a quick photo at the Atlanta Training Center before starting a day full of training and learning.

Our most engaged Coaching Program members attended a hugely successful workshop in December to make sure they are on track for their goals in 2014. Many of these doctors are long-time clients who work closely with Jay and our expert advisors to build the practice of their dreams.

Dr. John A. Smith attended one of our largest Customer Appreciation Events in history where he learned all of Jay’s secrets to making 2014 the Best Year Ever for his team and his practice!

Why the big smile? These doctors are learning some of the most upper level strategies for growth around! Jay’s “Make 2014 Your Best Year Ever” Event laid the foundation for any doctor, dentist, or orthodontist to achieve their biggest goals and dreams this year.

Food Pictures: We always go above and beyond to make our clients feel comfortable and well taken care of when they attend a workshop with us. Our food is one big way we aim to please every guest! Here are some of the tasty treats we prepare at our Training Center...


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FEBRUARY 14 SUNDAY

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MONDAY

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Dr. Training Teleseminar #3 Orientation @ 1pm EST ••

TUESDAY

WEDNESDAY

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Doctor Only Q&A Call-In Day @ 10am EST •

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Dr. Training Teleseminar #4 @ 1pm EST ••

Dr. Training Teleseminar #5 @ 1pm EST ••

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General “U” Q&A Call-in Day @ 1pm EST**

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Team

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Doctor Orientation Teleseminar @ 1pm EST ••

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ASSOCIATE

BOOTCAMP

Doctor Only

Staff Only

The “U” Enrollees Only * Specific to Coaching Members ** Specific to The “U” Enrollees, Call

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AY

THURSDAY

FRIDAY

SATURDAY

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Weekly Staff Q&A Call-in @ 1pm EST •

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Assistant U-101 ATL

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PERSONAL ASSISTANT

BOOTCAMP

Front Desk U-101 ATL

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Assistant U-102 ATL**

Hygiene U-101 ATL**

Front Desk U-102 ATL

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Mark Your Calendars for the CAN’T MISS EVENTS of 2014!

Hygiene U-102 ATL**

MARCH 3 | PHX

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Weekly Staff Q&A Call-in @ 1pm EST •

Weekly Staff Q&A Call-in @ 1pm EST •

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U-301 ATL

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Science of Influence U ATL

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Send your Personal Assistant to Bootcamp where they will learn the best techniques and strategies to make YOU more efficient every single day. Don’t get stuck doing $10/hr work, learn from Jay and invest in training a Personal Assistant that will ultimately save you TIME and MONEY!

Call 866.956.2520 to Register!

U-202 Ritz Carlton CS ATL**

Assistant U-201 ATL** Front Desk U-201 ATL**

OCTOBER 23 - 25 | ATL

Hygiene U-201 ATL** Team Leader U-201 ATL

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Weekly Staff Q&A Call-in @ 1pm EST •

Feb 28 - Mar 1 (PHX) SOLD OUT

Registration for Financial Freedom Weekend 2015 is now open! Call 866-956-2520 for more info!

You don’t want to miss the BIGGEST and MOST EPIC Practice Growth event in history! Bring your whole team and learn about what 5X means for your Practice — no matter what membership level you’re at! We will bring 5X tips, strategies, and techniques to YOUR level.

Call 866.956.2520 to Register! 712.432.0075, access code 737646# • Call 712.432.0075, access code 334182# (press*6 to be put in queue) •• Call 712.432.5400, access code 92299#


MARKETING

See How You Can Turn ANY PIECE into a WINNING MARKETING CAMPAIGN For Your Office. HERE IS ONE OF OUR PIECES — CHECK OUT THE NOTES BELOW TO LEARN HOW YOU COULD TAKE THIS IDEA AND TRANSLATE IT FOR YOUR PRACTICE. Provide a limitation, either a deadline or a limited number available.

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DR. HIERS’ OFFICE — KATHY HIERS,

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YOU NEED THI S

TRAINING IF… –You are curren tly marketing –Your New Pat your practice ient numbers are lower tha New Patient goa n your ls –Your New Pat ient numbers are up and you ready for eve are –You have NO n more New Patients idea how mu ch to spend on marketing –You were eve r told NOT to market your practice This one

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-day Training will get your PHONE and your Marketi RINGING! Designe ng Director will d to get you MO This one-on-on spend the day RE NEW PATIEN e experience will with TS and more REA help you budget help you ensure a Certified Training Speciali CTIVATIONS! You st , prioritize, revi ew, and lay out that successful marketing stra to get CLEAR on you overall marketing PLA a plan for your tegies are put N. marketing cam in place for you Schedule your paigns! r practice. We Marketing Trai will ning Day at the Team experts, S.I. World Headqu but you’ll also receive feedbac arters… not only k on your very will you get to me own marketing et with one of pieces! Jay’s Marketing

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nt to kick start my marketing we can contin efforts into HIG uously increa H GEAR so se our New Pa $7,900 – $6,900 tients!” (UNTIL 12/31 ONLY!)  3 total payments

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Add photo of a healthy smile!

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Describe the benefit in the headline, so tell them they can have “the smile they’ve always wanted.”

“Had to share the 3 step recall letters we got itute. The are sending out the The Scheduling Inst from you guys at about a week ago. We just first letter went out people & 25 of them have return!” looked up those 145 tments! That is a 17% scheduled appoin

 Pre-Pay for just

equaling $6,900 ($1,000 down, 50% due upon Location of Trainin confirmation and  Credit Card scheduling, 50% g remaining balanc on file (signature or e due three weeks  At S.I World Headq only)  Visa prior to trainin  Check here  MasterCard uarters g) if you’re a VIP (additi  AMEX  Discov  At my office onal er  Check (fax 15% off ) Doctor’s Name in) _______________ _____ _____ Credit Card # _______________ _______________ ______________ _____ _____ Offi ce Phone # _____ Signature _____ _______________ _______________ _______________ _______________ _______________ _____________ Exp __________ _______________ _______________ ________ Date _______________ _______________ __ _______________ ___________

Use a call to action so the reader actually DOES SOMETHING! Believe it or not, you need to tell them to call you.

FAX TO 866.6 51.6445 OR CA LL 888.201.74 63 – UNTIL 12 /31!

By signing I agree to the terms of account. Should The Scheduling I decide to change Scheduling Institute and Institute to auto-c a scheduled trainin the rights and remed d training. I unders harge my accoun g within selecte ies available at days of tand that travel law or otherw t using the selecte30 expens d payme the scheduled date ise, including but not limitednt method accordingI understand that I willes up to $1,000 are include pay for any additio to the to submission d in the of any delinqterms outlined above. cost and any costs incurreabove In the eventnal uent balance overages will d to change of non-pa to third-party be billed to my collections and yment, The Scheduthe travel plans. I author ling Institute the recovery is entitle ize The of associated fees and expensd to all other es.

4125 Old Milton Alpharetta, GA Pkwy (888) 201-74 30005 63

FIRST-CLASS PRESORTED MAIL U.S. POSTAG E PAID ROSWELL, GA PERMIT NO. 497

Include the value to the reader


Marketing Mastery is Now Within Reach!

Enroll Your Marketing Director in our Marketing Mastermind Program and

BOOST YOUR MARKETING RETURN ON INVESTMENT.

What Your Marketing Director Can Expect… • Jay’s Marketing Masters Program was designed • Your Marketing Director will receive similar solely for your Marketing Director or those who want to become experts in marketing, and is based off of the needs and requests from our clients

• The course will be taught with a MAS-

TERMIND feel, full of sharing ideas, tests, results, and networking among attendees from other extremely engaged offices that understand the importance of Marketing and that want to increase their doctor’s marketing return on investment

training and accountability on his or her results produced on a monthly basis, just like our staff enrolled in The “U”

• Instant eligibility for our “Marketer of the Year” contest to win the JEEP from Jay

• Your Marketing Director will

receive an “INSIDER’S OVER-THESHOULDER APPROACH” to exactly what Jay’s Marketing Team of Experts does to successfully market to potential New Patients, existing patients, and inactive patients

CALL 855-390-1709 TO ENROLL YOUR MARKETING DIRECTOR NOW!

SEATS WILL SELL OUT. ONLY 12 SEATS REMAIN, SO CALL TODAY!

The investment to enroll your Marketing Director is based off of tiered pricing, depending on your current Membership Level. Call to request availability and your specific price. You may enroll more than one person to attend, as long as seats are available.


MARKETING

2013 MARKETING WINS

DR. MICHAEL J. RECHTER

DECREASE IN NEW PATIENT ACQUISITION COST

+18%

&

INCREASE IN MARKETING BUDGET

- 15%

DR. MIKE MCCARTHY & STAFF

Nearly doubled their New Patient Increase record (held since 1999)!

DR. ROLAND PAGNIANO

Added a Marketing Director to the Dublin Dental Care team!

DR. DON HARVEY

Hired a Marketing Coordinator and saw the most New Patients the Practice has ever seen.

DR. MICHAEL TILLERY

DR. JEFF SPROUT, DR. BEVERLY KEELER AND DAUGHTER AVERY Celebrated 148 New Patients in December! This blew their goal of 82 out of the water.

MARKETING TIP

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TO SEE SUCCESS IN 2014, and beyond, you MUST focus your attention on marketing. Marketing your Practice brings in more New Patients, more referrals, more reactivated patients, more upgrades, and positively impacts every area of your Practice. It is an investment you can’t afford NOT to make in 2014! Without a doubt, marketing will be an essential element to making any year your Best Year Ever.

Hired a full time Marketing Director for his Practice and enrolled him in the Marketing Masters Program and Team Leader U right away!

DR. BRENT PARROTT & STAFF

Held a Veteran’s Day event at Oroville Gentle Dentistry that provided free dental work to Veterans in their community. Not only did they gain New Patients and referrals, but they served those that have bravely served our country!

DR. MICHAEL LANDRY

His office won a recent Facebook contest for having the biggest Marketing Win of 2013! They have a new campaign in place for existing patients and potential New Patients that sends a basket of goodies to their workplace. The basket includes cookies, toothbrushes, pens, koozies, etc. that are all branded with their contact information! They’ve seen great results and received tons of compliments from surprised patients.

DR. BRETT SILVERMAN

His office gave away bags of cookies to patients throughout the month of December! They got great reviews online for going the extra mile for their patients.

DR. PETER KICS

His Marketing Director (Teja K.) at Westgate Dental Care, turned their recreation room into her own Marketing War Room! She’s clearly in the New Patient business!

YOUR VIP STATUS gives you exclusivity that none of our other members get to enjoy. And it only takes 3 referrals to get there!

Just send us the name and phone number of a friend or colleague as a referral, and we will take the time to call your referral and listen to their needs and concerns. That way we can truly understand what benefit the Scheduling Institute will have for them.

ONCE THREE OF YOUR REFERRALS JOIN THE SCHEDULING INSTITUTE, YOU WILL EARN THE COVETED VIP STATUS.

READY TO GET STARTED? You can submit referrals at any time via: referrals@schedulinginstitute.com 866-932-5119 www.SImembers.com/referrals

Congratulations to these doctors who have achieved, or reactivated, VIP status! DR. PETER NORRIS DR. CHRISTOPHER PHELPS DRS. HELYNE & STEPHEN HAMELBURG DR. RYAN CRAIN DR. DON HARVEY DR. PAUL HANYSZ DR. TROY MICHELSON DR. AARON WILHARM DR. BRUCE CRAWFORD DR. AMIT PATEL DR. JOHN FORNETTI DR. BRENT PARROTT DR. TERRI PUKANICH DR. JESSE CHAI


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FR OM DATES ERS. P U T S E T THE LA , AND FOLLOW ARING S E : D H N E IE V S, FR ITH US R WE LO E B W M L E A M I R C OU ET SO

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THE PRATICE | 2014

" T U O T U O H S


SPACE & EQUIPMENT

SE SI EXPANSION IN...

PHOENIX 2014 WILL BE A HUGE YEAR TO INVEST IN SPACE & EQUIPMENT FOR SCHEDULING INSTITUTE MEMBERS! With Real Estate still at his-

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toric lows, now is the time to invest in the space you need to truly expand into your dream practice. Likewise, we are continuing our expansion in Phoenix with our Training Center. Here are some before photos and after “mockups” of the space.


A charming old bar in Downtown Phoenix is being transformed into a 25,000 square foot, state of the art training facility for our clients. A sports fans paradise, just a few steps from the downtown arenas and stadiums, the training facility will include ample space for courses and workshops, an outdoor patio, office space, full bar, dining room, and highly-requested nursing room. All of this, just one block from the Light Rail Station.

BEFORE

AFTER

Ella, Mandy, Allyson, Ellen, Meg, Jessica, Michelle, and Andrea snap a photo outside the building we purchased in Phoenix. We are all excited to see this space transformed into a modern, beautiful training space for our clients on the West Coast! Constuction is slated to complete mid-2014.

AFTER 24

BEFORE


SPACE & EQUIPMENT

Dr. Wyn Steckbauer and team cut the red ribbon as they move into their larger space.

Remember...all statistics received by the 10th of the month that have “BEAT THE BASELINE” by at least 5 New Patients will be entered into the drawing to

WIN $1000 CASH EACH MONTH!

Update your statistics using your Member Site at www.SImembers.com. You could be our next winner!

Congratulations to Dr. Wyn Steckbauer and his team at Glacier Dental for making 2013 their Best Year Ever, and starting 2014 off with a huge bang — a new office! An opportunity to double their Space & Equipment arose this month, and they jumped on it! They are also our Beat The Baseline winner this month, as they had 110 New Patients last month, compared to a mere 7 New Patients one year prior. This team is making huge strides to change their Practice, and we couldn’t be more proud of their progress! Based on their 2013 wins and their investments in Space & Equipment in 2014, there’s no doubt that this will be another Best Year Ever for them.

SI and Jay, We started SI at the very lowest Membership Level in February 2013; a single doctor practice averaging 17 New Patients per month. We quickly saw the enormous value in the teachings and philosophy you provide. By May we were Platinum, and by July we were 5X. We added each of the Hygiene Trainings in addition to the included trainings and also sent our Associate (added to the practice at the end of June) to Associate Bootcamp in August — he was signed up before he was hired! We have had our best collection year by over 30% and the size of our patient pool at the end of 2013 is 75% larger than where we ended 2012! For the last six months we’ve averaged nearly 90 New Patients per month and had our highest ever in December at 110 New Patients, for comparison, we had 7 in December 2012! We have an engaged and superstar staff, a solid leadership team, and clarity on our vision for the future. In January 2014, I believe solely because of our success with Jay and SI, we quickly jumped on an unexpected opportunity and moved into a new, larger space. Our professional path has been forever elevated and our sights are set on altitudes that we didn’t have the capacity to imagine in the past. Personally, my engagement level with SI and Jay has had the most impact. When you increase your level of engagement and commit to listen, learn, and act on what Jay teaches, it makes you a better community member, leader, mentor, friend, husband, and dad. Without overstating it, we’ve been 5X for 6 months and it is already clear to me that we have recaptured every penny of the initial investment and the lessons learned will carry on for my lifetime and into future generations of my family.

Thank you for serving us so well,

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Dr. Wyn Steckbauer


2013 SPACE & EQUIPMENT WINS

DR. MICHAEL J. RECHTER NUMBER OF OPERATORIES

+60% TOTAL SQUARE FOOTAGE Above: Jay invested in our Space & Equipment again with this new van for our Event Team! Our team used to load up to 10 smaller cars with booklets, materials, pens and calculators for our events! Now we have one van that can hold it all. We are excited to take our new ride 10X!

I

+120%

T’S IMPORTANT TO COMMIT TO THE GOALS YOU WANT TO ACHIEVE. If you don’t identify the specific

goal and why it’s important, you won’t be motivated to accomplish the goal. So make a commitment to three Space & Equipment goals in 2014 in the space below.

- 60%

DR. DON HARVEY & STAFF Purchased additional space for his Practice in 2013 and is excited to expand!

Remember, you can invest in new signage, a new office space, fresh coat of paint, renovation of your existing office, new technology, or better TVs for your waiting room. Don’t limit your goal to something small because it feels “comfortable,” if you aim higher, you’re more likely to accomplish more! So don’t be afraid to dream big when it comes to setting your 2014 goals for your Space & Equipment.

2014 SPACE & EQUIPMENT GOALS GOAL 1

COST PER SQUARE FOOT

DR. MICHAEL LANDRY & STAFF Expanded and remodeled the Consultants in Dental Aesthetics office! Ribbon-cutting ceremony was open to their patients to keep them engaged in their growth.

GOAL 2

GOAL 3

What is your goal?

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What is the worst case scenario that will happen if your don’t accomplish this goal?

THE PRATICE | 2014

Why is this goal important for your Practice?


MONEY

BUILDING A LEGACY FOR YOUR KIDS WHEN LOOKING AT FINANCES, YOU SHOULD NEVER LIMIT YOUR COMPREHENSION TO JUST “MONEY.” SURE, WE LIKE MONEY AS MUCH AS ANYONE ELSE DOES. AND IT IS VITAL TO MAKE YOUR BUSINESS SUCCESSFUL AND YOUR FAMILY SECURE, BUT THERE’S MORE RESPONSIBILITY THAN JUST THAT WHEN IT COMES TO FINANCES.

M O

NE OF THE PRIMARY VALUES INSTILLED in our programs is the responsibility to give back. We ask our most engaged and successful members to focus on their impact on a larger scale, not just in your family or office, but in your community as a whole. Make 2014 a year of giving back, because in reality, giving back is an investment in your community.

Leading the way in giving, Jay and Diane have recently invested in education for future generations of children in Atlanta. They have made a $5,250,000 donation to construct a High School learning facility to be called “Geier Hall.” Their children, Flint, Jack, and Anabelle are graduates or current students at the school.

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Jay & Diane want to give back to the school that has given their children so many opportunities. Construction on the new building has started, and Jay and Diane are excited to see the finished product which will help thousands of young adults increase the quality of their education.


WHAT ARE YOU GOING TO DO IN 2014 TO MAKE SURE YOU HAVE A POSITIVE IMPACT ON YOUR COMMUNITY? Remember

to include your whole team and family in these activities! Wear matching t-shirts to get everyone excited and engaged in the process of giving back.

Here are some ideas to get you started: • Volunteer with Habitat for Humanity in your community • Host a Dentistry From The Heart day

• Write letters to soldiers through Operation Gratitude • Host a canned food drive with your patients in exchange for a discounts on services

• Volunteer to deliver meals to the elderly...especially around the holidays

• Host a blanket and coat drive with your patients in exchange for a discount on services • Provide free dental care to Veterans in your community • Sponsor a sports team for at risk youth

JAY AND MOST SI EMPLOYEES SET GOALS EACH YEAR FOR GIVING BACK TO OUR COMMUNITIES.

We’d like to inspire all of our members to do the same! So please commit to a number (or maybe a number of volunteer hours) right now, that will make 2014 your Highest Ever year for giving back! What is your 2014 Donation Goal?

$

• Volunteer at a soup kitchen or homeless shelter

• Send a box of necessities each month through The Box Project

• Pick up litter in a park or beach in your community

+25%

+120%

DR. ROLAND PAGNIANO & TEAM

INCREASE IN RDH PRODUCTION

Increased their 2013 production by 64% and collections by 52% since 2012!

DR. DON HARVEY

Had his highest annual production and highest annual collections in the history of the Practice in 2013!

+12%

DR. SPENCER WIRIG

Started with SI in 2013 and saw a 20% increase in production in his first year alone!

THE PRATICE | 2014

INCREASE IN SPECIALIST PRODUCTION

DR. MIKE MCCARTHY & STAFF

Increased collections to $5,287,000 in 2013! That’s a 10.5% increase, and a new record for his Practice! He also broke previous records for collections every single month in 2013, making each month his Best Month Ever!

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2013 MONEY WINS

DR. MICHAEL J. RECHTER

INCREASE IN DOCTOR PRODUCTION


MONEY

INTERVIEW WITH

DON BARDEN CEO AND MANAGING PARTNER DDS FINANCIAL SPEAKER AND AUTHOR FOR THE PERFECT PLAN™

DON BARDEN IS WELL KNOWN ON WALL STREET AND IN THE FINANCIAL INDUSTRY. His 27 year career has spanned the globe and put him in the company of some of the world’s greatest leaders. Pick any political, religious, business or sports super star, and there is a good chance Don knows them and has their contact info in his phone. Don’s book, The Perfect Plan™, is published in over 40 countries worldwide and he is the founder and Managing Partner of DDS Financial. The Practice caught up with Don in between one of his many on-site client trips (this time from Toronto and Dallas) to ask him about his career, life, and vision for the future.

Not only do I have the most wonderful family I could ever imagine, but I have had the opportunity to work alongside and for some of the greatest business minds of the past 50 years. I started my career working in business-to-business institutional sales, and worked my way up to handling some of the biggest accounts, brands, and deals out there. LETS START TODAY LIKE YOU START ALL OF YOUR MEETINGS: “TELL ME YOUR STORY.” DON: (laughing) Wow, now I know how it feels.

My story isn’t nearly as fascinating as our clients, but I will give it a try.

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Personally, I live in Atlanta with my wife Lisa and 3 boys. Lisa and I have been together for 25 years and the boys are doing great. My oldest son is a sophomore

at The University of Georgia, the younger 2 are still in High School; one is a Junior and the other a Freshman. We have a chocolate Lab named Eddie and yes, Eddie is famous for his appreciation of Jack Daniels. Professionally, I spent most of my career working for Fortune 100 financial firms based out of New York and the New England area.

My career and my life have been unbelievably rewarding.

Today, as you know, I am more excited than I have ever been. DDS Financial is a special place where wonderful things are happening, and it is the greatest honor of my career to be heading up the team here.

TELL US HOW DDS FINANCIAL GOT STARTED. DON: I had the idea in my head for quite some time. I wanted to turn the personal and financial business world upside down with a new model that was built around “servant leadership


About 2 years ago, he and I were talking about what I saw as a huge need in the small and mid size business world. Uniquely, he had the same thoughts for his client base. So, to make a long story short, we spent two solid days locked up at his lake house designing what we saw as the perfect solution for doctors and small business owners and what is now DDS Financial.

HOW DID THE PERFECT PLAN™ WORK INTO THIS? DON: My book (The Perfect Plan™) was (is) doing very well around the world and it is basically the result of my doctoral work. I spent 10 years traveling around the globe looking into the hearts and minds of the world’s best and brightest. The secret, of course, is servant leadership, and that is something Jay and I both felt was missing in today’s market.

From that meeting, I was able to design the path and...off it went.

Jay, as he always was, felt so strongly about the foundation of “service” he asked us to roll it out to Scheduling Institute clients. Well, once we did, I went back to him and committed to something I never thought about in the beginning. I wanted DDS Financial to be dedicated exclusively to SI clients and their referrals…that’s it — no one else.

THE REASON? DON: It completes the cycle. Anyone who has gone through the Scheduling Institute programs will tell you that it works. Their businesses grow if they follow Jay’s advice.

Well, at DDS, we help round it out by taking the business owner to a place where they feel confident – both personally and professionally. SO WHAT IS THE SECRET? DON: The secret is for the Doctor / Business owner to commit to servant leadership while personally looking at their life with a wide-angle lens.

Business owners, and doctors in particular, have a lot of balls up in the air. These balls represent decisions that have

to be made. Everything from Accounting and Tax, to Risk Management and Banking require their attention. Then add in Real Estate, Financing, Credit, Employee Benefits, Retirement, Leases, Valuations and Net Worth and it is exhaustive… especially if they were never formally trained for it. At DDS Financial, we incorporate our personal expertise into their lives so that they can take it all in. From there, we give them very clear advice while helping them take control, and see their present and future with absolute clarity. That clarity leads to a new level of confidence that opens the door for their next level of success – again, both personally and professionally.

WHAT IS THE BIGGEST CHALLENGE FACING DOCTORS AND BUSINESS OWNERS TODAY?

DON: Simple, all of their “advisors.” The 14+ balls they have up in the air each seem to have an expert attached to it. These are generally good people, but you have to ask yourself; how can they give real advice when they only focus on one subject matter?

For example – accountants know accounting, bankers know banking, insurance agents know insurance, and real estate agents know real estate; but in today’s world, the system is designed to force you to make independent decisions based on independent advice.

THE PRATICE | 2014

I have been close friends with Jay (Geier) for almost 20 years, and I have watched the Scheduling Institute grow. Talk about WOW! Very few people on Wall Street have ever done what he has accomplished. It was really neat when I originally heard his vision 10 years ago, and to see what it has become today is fabulous. He is the envy of a lot of people in the business world.

So, what ultimately came out of that 2-day “brain trust” at Lake Oconee, was a model that reaches out to people with a single agenda – financial freedom through servant leadership.

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with a wide angle lens.” My approach is simple; to help people find financial freedom, as long as they help and serve others.


MONEY

That is the very problem right there.

So we ask: Why would anyone make independent decisions on items that are actually interdependent in their results? They shouldn’t, but they do. At DDS, we are experts in every one of the 14+ areas, literally all of the subjects.

We take an approach that some see as unconventional, but it is the only way to truly serve our clients. As far as I know, we are the only firm in America dedicated to helping the doctor/business owner get complete control of their personal financial lives with absolute clarity and advice, geared toward growing their business. Everything we do is in concert with the Scheduling Institute and it is all about personal financial growth. Our goal is simple: Growth leads to Financial Freedom, which leads to Living the Life you Deserve, so you can Help and Serve Others… that is why we are here.

SO, I MIGHT BE AFRAID TO ASK THIS, BUT WHAT EXCITES YOU AND MAKES YOU TICK?

DON: Great question! I

am so fortunate, because I get up every day and can’t wait to get to work.

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I love meeting and serving our clients, and I equally love guiding our team to

serve others with all of their hearts and minds.

I also love the “ah ha” moment that occurs in almost every client meeting. It is the point when they get to see their life differently. In many cases, for the first time ever, they see themselves as they truly are, and get real advice from experts who care. I also really appreciate all of the emails and testimonials we get from people who have been touched by our team. The Perfect Plan™ Day is really a special time and something I hope everyone gets to experience.

WHY IS THE PERFECT PLAN™ DAY SO SPECIAL?

DON: It is a time when

couples see their hard work and actually appreciate each other. Life is hard, and sometimes you just need someone to help you see it with clarity and purpose, especially if you are a servant at heart.

WOW, THAT IS INCREDIBLE. SO I HAVE TO ASK, WHAT BUSINESS ARE YOU REALLY IN?

DON: (smiling) We are in the

confidence business.

We help Doctors and business owners find and nurture their confidence. That’s where it begins and ends. It is really special and something that touches all of us.

This year (2014) will be something great for everyone. Our Knowledge Workshops are designed to help everyone learn and grow without the chatter and confusion you might get elsewhere. I am personally teaching 4 classes this year for our clients that will help them accelerate their growth and go toe-to-toe with any MBA out there. I want everyone engaged with DDS to understand the business world like no one else in the industry. We promise to exceed everyone’s expectations this year.

I LOVE YOUR EXCITEMENT! WHAT ADVICE WOULD YOU LIKE TO TELL OUR READERS AS WE WRAP IT UP TODAY?

DON: First, don’t let a lack of confidence or lack of understanding stand in your way. Come see us and experience what we can do for you. Our team is the best in the industry and we are here for one reason and one reason only…to serve you.

SO HOW DO THEY GET IN TOUCH WITH YOU AND THE DDS TEAM?

DON: It’s simple.

Email us at info@ ddsfinancial.com, or call anytime at 877503-7046. We are here to serve you and help you serve others.


BUT...

AT T E N T I O N

Due to massive demand from our clients, we are PRE-RELEASING seats to:

PRE-RELEASING

2014 SOLD is

OUT!

2015 JANUARY 30-31, 2015 ATLANTA, GEORGIA

Get your seat while you still can! Registration is open TODAY for our

ULTRA DISCOUNTED EARLY BIRD RATE:

2,499

$

VALUED AT

8,599

$

Call today to reserve your seat before this one sells out too!

855.389.6660


MARK YOUR CALENDAR

Hours

72

for the Ult

you will not forget and will absolutely transform your practice and your Team Engagement!

1

Superstar Country Concert

THE GREATEST EVENT IN DENTAL HISTORY O C T O B E R 2 3 RD - 2 5 TH, 2 0 1 4 AT L A N TA, G E O R G I A

2

Car Giveaways!

One could be yours to take home!

EVENT


the Ultimate Team Engagement Event of the Century!

10 MONTHS ...until the main event!

NO EXCUSES, CLEAR THE CALENDAR, You and your entire team will be in Atlanta.

5

Times the... ACTION FUN CONTENT SPEAKERS ENERGY RESULTS ACTION FUN CONTENT SPEAKERS ENERGY RESULTS ACTION FUN CONTENT SPEAKERS ENERGY RESULTS ACTION FUN CONTENT SPEAKERS ENERGY RESULTS ACTION FUN CONTENT SPEAKERS ENERGY RESULTS

Guaranteed to be the best experience you have had with your team!

NT you must attend in 2014! Mark Your Calendars Today!

GET READY TO BE

BLOWN AWAY! You don’t want to be the only office to miss this event!

“Thank you for another successful event! I enjoyed the guest presentations and truly appreciate all the advice Jay and his special guests imparted. I am just beginning to get actively involved in the “new patient business” and this event has given me a lot of material to develop a strategic plan and set goals for next year and beyond. I started working on the plan and goals on the plane ride home. Again, thank you for a successful marketing event. I look forward to the next event!”

– Amina Saeed, from Dr. H. Aziz’s Office “This weekend changed my life. It is the best, and I have gone from being mildly overwhelmed by marketing literature and brochures, to now anticipating and looking forward to any mail from you. Call me your latest loyal, raving fan and follower. Even the team is already on fire and they did not even attend. When I arrived back in New Zealand on Tuesday morning, I went from the airport to our first meeting and tonight we have a ‘This is the day O’ barbecue. You have our whole team’s co-operation. They look forward to meeting you in October 2014, for the 5X Summit!”

– Annette, from Dr. Eksteen’s Office

Register NOW for the Early Bird Enrollment Savings! GO TO WWW.5XSUMMIT.COM OR CALL 877-407-1660 TODAY!

“My first experience at S.I was at one of your events. I was enamored with the amount of information that I learned in such a short period of time. I am excited about taking our practice to the next level / 5X status!”

– Dr. C. Ern


Platinum Coaching can help you build the practice and life you always wanted, but never dreamt possible. Family vacations. Working less days a week. Reduced stress. More time with your family. Better quality of life. A practice that runs like a well-oiled machine, even when you are a thousand miles away. Sound like a dream? It’s not. This is a reality for hundreds of our Platinum members, and it can be a reality for you too.

INTERESTED IN APPLYING TO THE 5-TIME TOWNIE CHOICE AWARD WINNING PLATINUM COACHING PROGRAM?

Fill out the form below & fax to 866-651-6445 to see if you’re eligible to join the most prestigious practice growth coaching program in the world! Space is limited to the first 42 applicants! PAYMENT INFORMATION Doctor Name________________________________________ Office Phone____________________________  Visa

 MasterCard  AMEX

 Discover

 Check (fax with form)  Credit Card on File (signature only)

Credit Card #________________________________________________________Exp_____________________ Signature__________________________________________________________Date_____________________ By signing this order form I agree to the terms of The Scheduling Institute and the Platinum membership level as documented in this order form. I acknowledge that any prepayment discounts require advanced payment in full at the time of submitting this application. All other payment plans require an initial payment at the time of submitting this application with additional monthly payments due according to the selected payment schedule. I authorize each monthly payment to be auto-charged using the selected payment method. I further acknowledge that this is a 36-month program and that I will remain responsible for payment of the entire cost of the program, regardless of program completion or my activity level and attendance at events. I understand that, unless I inform The Scheduling Institute otherwise, my Platinum Membership will auto-renew using the payment term and method selected above. I further understand that, in the event of non-payment, The Scheduling Institute is entitled to all other rights and remedies available at law or otherwise, including but not limited to submission of any delinquent balance to third-party collections and the recovery of associated fees and expenses.

OR CALL: 866-956-2520 | OR VISIT: WWW.YOURCLEARFUTURE.COM


January Member Magazine