Without the desire to grow, and a well thought-out, outcomes-focused plan to achieve that growth, dentists will stay exactly where they are – working too hard for too long for too little.
– I think the biggest elements of practice growth are number one, the doctor’s got to want to grow.
– And I think the best quote I’ve ever heard about wanting to grow a practice actually comes from a source that’s a little unconventional, comes from Bobby Knight, who if you have ever been through Indiana is a legend.
– The former Indiana basketball coach for many years, many decades, Olympic gold medal champion, NCAA, the list goes on and on.
– Coach Knight, who I used to go to his basketball camps, by the way, when I was little, Coach Knight said, “Everybody wants to win, but very few have the will to prepare to win.”
– And I think said another way, everybody wants to win the lottery, but very few people actually go and buy the tickets.
– So when I talk to a dentist, the first thing I’ve got to figure out is does he really want to grow, or is it just kind of like a nice to have if he did grow.
– Because practice growth doesn’t just happen. You don’t just wish it and dream it up and then all of a sudden it occurs.
– The second thing that has to happen is you have to have a plan.
– If I want to go and I want to go from New York to Miami, that route, that plan is a hell of a lot different than if I’m starting in Topeka, Kansas.
– And you’ve got to understand that every practice is different and unique and where everybody wants to get to is different.
– It may be more time, it may be more money, it may be better patients, it may be less time, whatever it is…
– … and your GPS to get you from where you are to where you want to be, you’ve got to have calibrated and you’ve got to understand the different parts of the plan that are going to drive the outcomes.
– Because if you’re not focused on the outcomes you want to achieve, you’re not going to get to Miami. You’re going to end up in Louisiana.