Flourishing in Changing Times
Making Bold Moves Or Retreat to Safety?

I have been asked why some Doctors can really pull it together while many perceive they are happy where they are while others struggle making decisions and taking action. There are lots of answers and reasons why we are all different yet, there are certain characteristics of very successful doctors I have observed. It is about behavior and behavior always is a choice, unless someone has a gun to your head. In all situations, there is behavior that works and behavior that doesn’t work.

Our growing tendency in America is to blame someone else for our behavior that doesn’t produce the results we want. Or, we don’t know what we really want but what ever I am doing today isn’t it. Dentists are small fish in a big puddle yet; most of us spend time comparing, idolizing, wishing and hoping. But, when it comes time to make the big decisions, the actions are one of retreating back to their comfort zone.

Successful dentists exhibit behavior, which is bold. They have taken the time to see clearly who they are and where they want to position themselves. Their vision is in place and they believe it will happen. They surround themselves with a team who see the same and support that vision. They act like that leader. They start exhibiting behavior that will have them reach that path and they start acting as if they have reached that position. Asking Tom Watson, the founder of IBM, how they become so successful, he said, “We figured out what we wanted IBM to look like in ten years, and then we started behaving like that from the start.”

Most people will tell you they will do most anything to change things in their life. Is that true? Generally, people will do and behave in a manner that is comfortable for them. They will do anything that doesn’t require them to step outside their comfort zone. But the moment they reach the terror zone, that point where we all have to take the proverbial leap of faith, most people will rather step backward into safety than step forward into growth.

People (and dentists are especially good at this) base their goals on what they have accomplished before. If they have always increased by 5%, that is then the goal. Base your goals on what you really want and make the bold decisions to make that dream goal a reality.

What does it take to move you out of your comfort zone? The pain of the present must be so clear and hurt bad enough that you can taste, know and feel the new and better results will be worth going through the unknown for you. What would it take to support a new bold goal, be it moving, adding another practice or changing the direction of your practice and treatments?

Changing the behavior of the Doctor comes first and the right team members will see it and want to be a part of your growth and change. The right people will support your decisions. Behave as if you are on the path now.

We need strong systems to support a change. Do you have business systems in place, which create respect from your patients, your team and yourself? Time is a big indicator of respect? Do you have a systematic daily booking, which allows your guests to feel served well in a timely manner or are you still double booking and a single crown prep appointment has the patient holding on for two hours?

Making the bold decisions creates a team with systems of accountability and rewards. They behave differently because they are needed and wanted. They hunger for regular and clear vehicles for communication. Do you value your team enough to train together on a monthly basis so everyone is speaking as one? Or do you have layers of paperwork and managers of managers with more people doing the paperwork then the actual dentistry?

Do you have hygienists and assistants scheduling, entering treatment, producing insurance forms and collecting money? How would this change the sense of service in your practice?

Furthermore, do you feel the pain enough to see how hard you are working to produce $1M and take home only $200,000 and that includes debt reduction? Behavior that works is being bold enough to do something about your pain. Are you ready to change your behavior? Do you deserve to win bigger?

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