Eric Vickery, President of Coaching at All-Star Dental Academy, wraps up the DISC personality series by focusing on C personality types.
Resources:
About Eric Vickery
Eric holds a degree in business administration and brings a strong business and systems approach to his consulting. His initiation into the field of dentistry was in the area of office management. He managed dental practices for over ten years and has been consulting over 250 offices nationwide since 2001.
Episode Transcript
Transcript performed by A.I. Please excuse the typos.
00:02
This is Dental All-Stars, where we bring you the best in dentistry on marketing, management, and training. Hello friends, welcome to your weekly motivational moments with Eric Vickery, president of coaching at All-Star Dental Academy. We are into our disc series here, and we’re gonna wrap up with our C personality styles. And these are not people who are about the attention, they’re about the details, precision, making sure that
00:31
We’ve done the research before we make the call. Their C stands for maybe conscientious or compliance. I even use the word computer sometimes. And they’re analyzers, they’re very analytical. They love accuracy. That’s the number one thing they want is to be accurate. They typically got great grades in school, you know, and their fear is not the lack of accuracy. It’s criticism for making the wrong choice
01:01
even their own self-criticism and making the wrong choice. And so sometimes they will get stuck in analysis paralysis where they’re really thinking about what the right way to do this is in researching and researching and researching. My wife, she will, I’ll look at, oh, it’s got 4.9 stars. She’ll actually read the reviews going through them and see what people are saying. So they’re very much about the details. Now, these are introverts, they’re askers, they’re on the bottom of the grid like the S.
01:30
but different than the S, but similar to the D, they are task-oriented. They’re not really interested in a lot of people and a lot of conversation. They love the behind the scenes, think accountant or insurance coordinator, billing coordinator, somebody like that would be, oh my gosh, this is their dream job, their comfort zone. So again, we use owl with all the books and we need the poo. So here’s what I wanna get into for this week for the Cs. I want you to challenge yourself in a couple ways. One,
01:58
to when you’ve got an eye personality style, your opposite that you’re working with as a patient, can you pick up your pace a bit? You see what I’m doing? Pick up your pace, smile more, engage, make eye contact more. What you’re saying’s important. And I know that sometimes you ask questions that you already know the answer to to see if people know what the heck you’re talking about. But really, really focus in on asking questions that you think matter to that person. Not the question you already know the answer to. What’s important to them?
02:26
Make them feel important with what they’re communicating about. And make sure that also in team meeting settings, you have a voice that you communicate well with them. And don’t just hold on to your data. Don’t just hold any reservations, because you’ve got really, really powerful things to say. So the Ds and the Is, again, give the Cs room to speak in this. Know that the C population is about 15%.
02:51
since I said that now, Ds are about 15%, I’s are about 15%, and the big group is the S, about 55%. So I think the Cs probably have the hardest time adapting and relating to I styles. There’s a big gap there, a big difference. So I think that’s fair. I think what would be important for you to do this week, though, is to get out of your comfort zone and say, all right, I’m comfortable in research, but I wanna really challenge myself to reach people where they are in moments.
03:19
from a customer service standpoint. I don’t need you to be Tigger, run around that way, but I do need you to be smiling and engaging and really be curious in those other worlds from a research standpoint. How can I be that person? And so in a relationship management of your emotional intelligence, relationship management means I’m not just gonna be the man in the chair behind the scenes. I’m gonna be the superhero sometimes that puts me out there and in front of people and courageous in that way.
03:49
Not all the time, but just in moments. Just in moments, that’s what we need from you. You’ve got great things to say. Put yourself out there. Okay, I love it. We did the disc overview. It’s been a good five weeks. I love that we’ve had this time to talk about it. If you have questions about it, your coach is fully trained in how to do deep dives and whether it’s team building on disc, there’s a whole series on how to be effective as a team in understanding disc, and also disc with patients. Cs.
04:16
You want all the details, you want to list everything out, you want accuracy on the insurance, not everybody wants that. Know what people want, do they want the broad picture? That’s good. And I’ll finish with this. I was observing a C doctor and he said to the patient, I’ve got a lot of information to go over here with you on your plan and I can give you all of the details or I can just give you the bottom line, what would you prefer? The patient being a D personality style, so just give me the bottom line doc. 20 minutes later, after talking and communicating, the C doctor gave the bottom line.
04:45
Just be aware of that. Be aware of where you’re willing to adapt or not adapt. Create some flexibility in your structure for moments for the betterment of the business and the customer service experience for the patient. Team building’s a whole other thing. Relate, speak up, make sure that you’re open-minded, hear other people, and ask the right types of questions, not just analytical questions. I think that’ll create some more freedom for you. I think it’ll get you better results. All right, guys, this has been fun. I’ll see you next week.
05:16
We hope you enjoyed this episode of Dental All-Stars. Visit us online at allstardentalacademy.com
