Team Strategies for Practice Success: Developing a Passionate, Motivated and Efficient Team

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1 Team Strategies for Practice Success: Developing a Passionate, Motivated and Efficient Team Changing Lives Instead of Teeth as a Strategy for Practice Growth Connecticut State Dental Association 150 th Charter Oak Dental Meeting Mohegan Sun May 8, 2015 Presented by: Dr. Steven M. Katz and Kelly Fox-Galvagni 116 Broadway, Malverne, NY coaching@smilepotential.com

2 Dr. Steven Katz & Kelly Fox-Galvagni Connecticut State Dental Meeting ACTION PLAN ACTION WHO IS RESPONSIBLE? FIRST STEP DUE DATE Steven M. Katz, DMD, MAGD Kelly Fox-Galvagni, CDA Phone: coaching@smilepotential.com

3 Team Strategies for Practice Success: Developing a Passionate, Motivated & Efficient Team 8:30 11:30 am 1. Dentistry is facing challenges. Commoditization Factors opposing us A great time, nevertheless Dentists do amazing things Why practices succeed or struggle 2. Vision, Motivation and Teamwork Creating a vision Price, Service, Quality Excuses The Energy Bus by Jon Gordon Team motivation Job satisfaction and dissatisfaction Appreciation 3. Culture Leadership Empowerment Eliminating gossip

4 4. Systems, Scripting and Meetings The need for systems Manuals Scripting Meetings and huddles 5. Time Management SOOT-SOT-GOOT Procedural time studies Block scheduling Priority Scheduling 6. Understanding the numbers What you must know Trends Myths Expenses and overhead Production per hour 7. The challenge of change Advisors Coaching Jump Start Redefine your purpose Make a difference The Power To Change Lives

5 Changing Lives Instead of Teeth as a Strategy for Practice Growth 1:30 4:30 pm 1. Patients believe and want change 2. The Story of the Pump 3. Growing your practice Developing a Wow Phone skills Welcoming your guest Office tours The interview 4. Conditions and treatment or Problems and Benefits Understanding Condition, Disability, Benefit and Fit Comprehensive exam Photography 5. Hygiene profitability Scope of hygiene Creating value Comprehensive hygiene Periodontal Progress Report

6 6. Treatment Presentation Triple hear Presentation Folder Levels of motivation Sequence of presentation Perceived value 7. Overcoming objections Objections are opportunities Third party financing Patient communication 8. Changing lives Advisors Coaching Jump Start Show that you care Make a difference

7 Bios for Dr. Steven Katz and Kelly Fox Galvagni Dr. Steven M. Katz Dr. Steven M. Katz has lived every dentist s nightmare of seeing a thriving practice decimated by a series of serious life setbacks, including two years of disability. Yet, by developing the same strategies he teaches and implementing solid systems, he has developed a thriving General Practice, Smiles On Broadway, which has tripled in size in just 8 years. Most importantly, he is a full-time practicing dentist, so that he is fully aware of the trends and challenges that everyone is experiencing. He has studied Practice Management with all of the gurus and admits that there is very little that is new, though conditions change. His degree of organization allows him to present the material in a way that is more easily adapted for the practices he coaches. He is a graduate of Columbia College (1978) and the Washington University School of Dental Medicine (1982). He completed a two-year GPR at North Shore University Hospital (1984) and continues there as an attending. He is a Master in the Academy of General Dentistry and a Fellow in the International College of Dentists. He has been a Dental Consultant to Fox News (Channel 5) and was the Team Dentist for the New York Jets for 10 seasons. He is the Senior Partner in Smiles On Broadway Dental Care and the founder of Smile Potential, Inc. a Dental Practice Coaching company on Long Island. Dr. Katz lives in Roslyn, NY with his wife, Regina and he has three beautiful daughters. Kelly Fox-Galvagni CDA Kelly Fox-Galvagni is one of the most knowledgeable, articulate and energetic dental auxiliaries that you will ever meet. She has been a Clinical Assistant since 1989 and takes pride that she has constantly driven each practice that she has worked in to great success. Kelly believes that all dental professionals have the potential to be superstars and she thrives on helping them harness his potential. She has a perspective many dental consultants lack, the employee point of view and she is a master of bridging the communication gap between the dentist and their team. Kelly encourages dental auxiliaries to realize dentistry is a career, not a job. She focuses on self respect, respect for the dentist and team respect. Her love of dental technology and emphasis on embracing new techniques and ideas is contagious. She is a full-time Clinical Assistant and Certified and Licensed by the Dental Assisting National Board. Currently, Kelly is the President of the Long Island Dental Assistants Association. She lives in Ridge with her husband, Rich and two children. In her spare time she does organic gardening and raises chickens.

8 Dr Steven Katz & Kelly Fox-Galvagni Connecticut State Dental Meeting 2015 My questions are: QUESTIONS If we did not answer your question(s) during the course of our presentation, would you like us to contact you regarding your concerns? Yes No Name Circle one: Dentist Hygienist Administrative Clinical Assistant Name of Practice Office Address Work Phone Office CSDA 2015 Steven M. Katz, DMD, MAGD Kelly Fox-Galvagni, CDA 116 Broadway Malverne, NY Phone: Fax:

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