Importance of “Why”

Transcript performed by A.I. Please excuse the typos.
00:00
Hello everyone. Welcome to your weekly motivational moments with Eric Vickery, president of coaching at All-Star Dental Academy. With me is my fellow coach, Jen up in Alaska. And we’re going to talk about the importance of finding the patients why and WHY, finding the patients why. So Jen, I know this is something that you’re passionate about with your clients. Just share with us from your standpoint.

00:24
why we do this, what do you see it? It’s a good reminder for us to be focusing on. Yes, to me, this is 100% most important thing to be doing in a dental practice. I coach my clients all the time on this. And this really definitely happens in the back. Having that conversation over the phone just doesn’t work, but we use a certain system, SWOT, finding that motivation, the emotional exam with the patient. So finding the why is

00:54
Yep. Finding what is most important to them. Why did they get dressed, get in their car, take time off of work, and why are they sitting in your chair today? It could be as simple as coming in to get their teeth cleaned. They didn’t roll out of bed and just show up. Just show up, yeah. Or they say, oh, well, my wife made me. Could be maintaining that smile. It could be maintaining that smile. It could be the feeling of having their teeth cleaned. So their why is keeping their wife happy. Yeah. They say. So they say. Yes.

01:24
Keeping the wife happy. All right. Yeah. So now you said something that I thought was really important here. You said the most important thing to do in dental practice is find the patients. Why? Give some background to that. Why do you think it’s the most important? I mean, that’s a, that’s a big statement. So why do you think it’s the most important thing to do in a dental practice? Well, I hear it.

01:45
And you’ll probably, you’ve probably heard this before from Eric, from myself, you know, people buy for their reasons, not yours. And so we can say every day in the dental profession, it’s, you know, we love to tell people you need this, you need that, this is what you need to do. But we never stop and ask, Hey, do you want this? Why do you want it? Why do you want those white, curly, straight teeth?

02:12
Oh, I’m going to a family reunion in a couple years and they’ve always made fun of my teeth. And they call me Bucky. And I don’t wanna go by Bucky anymore. I wanna go by B- Right? So if we don’t tap into that, we’re just another office. We’re just another office saying, okay, let’s do some whitening. Tap your shoulder on the back and be like, okay, goodbye, we’ll see you next time. Come back for your cleaning. When there’s so much more to discover and that to me is life-changing dentistry.

02:42
Finding the why will give you that ability to deliver a life-changing dentistry. And I, that’s what we’re all here to do. So you took the words right out of your mouth. I was going to ask you, what do you see this when this system is implemented, what do you see this do to a dental practice? And maybe you can elaborate that on, but what I’m hearing you say is it allows you to do life-changing dentistry with patients. So what does it do for the practice side of it? When, when this is implemented and you’re doing life changing dentistry on patients.

03:12
What difference does it make for the dental office? You know, I get goosebumps thinking about this. It completely changes the attitude, the culture. People, I’m gonna dive into a little bit about culture here, but you know, your team sees that. You know, patients will cry in the chair. It’s heartwarming, it’s heartfelt. So not only does it change the life of the patient, but it changes the life of you as a practitioner, as a doctor, you know, you feel good.

03:41
You have a purpose, you have a vision, and your team follows you, and they’re behind you with that 100%. The bonus to all that and the byproduct is production. Beautiful, I’ve witnessed it. I know. And that as well, right? Production is, the money shows up when you take care of the patient. Yeah. Yes, yes. That all shows up. But being an emotional human being that I am, that is the beautiful part of it. That is life-changing dentistry. And so finding the why will give you that life-changing dentistry.

04:11
So everyone listening, I love what Jen’s encouraging you this week to do. All of your new patients this week, make sure you’re focusing in on that emotional exam and finding their why. Are you using it in the conversation? Because if you’re not, it sounds like you’re really missing out. So Jen, thank you so much for joining me this week. Really appreciate it. Thanks for having me.