Dentistry Uncensored with Howard Farran

Perception equals reality despite the world not being flat because trust has more value than logic. The time needed to make a knowledgeable decision reality means that most of us can only master one thing unless you're Torakusu Yamaha who mastered both motorcycles and pianos. Trust is an investment when your infection control builds patient confidence and is being explained by long term staff the...

Do you reward your new patients with a gift?

Profitability begins with the Financial Arrangement and ends with increasing account receivables, sending statements, then resending again with scary 'Past Due" messages stamped on it with red ink made from a single drop of blood from your CPA, collection agencies, bad debt, negative cash flow, and high overhead. The Financial Arrangement at McDonald's begins with clear prices so you can decide ex...

If you want to keep your promise you should Underpromise and Overdeliver. The First Law of Customer Service is Satisfaction = Perceptions – Expectations. The Second Law of Customer Service is it's hard to catch up once you are behind! When you over promise and underdeliver you are raising your patient's expectations which is setting up a trap that you could eventually step in. If you under promise...

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I'm sorry, we can't see you today. Please wait in line and give us your money another day. Having your customers wait in line to give you money is an idea that given enough time will make your business obsolete and dead as a doornail from some competitor dentist who doesn't have lines. If I can't come in today and give you money then hit your gas pedal to add capacity, operatories, associates, hou...

Is your house in order? Are you poised forward growth? The first Dollar General store opened in Springfield, Kentucky in 1955 and today has 16,368 stores in the U.S. which is 3.5 times as many as the 4,743 Walmarts. They locate their 7,500 square foot stores and plan their merchandise selection to best serve their target customers of the low and fixed income households who are underserved by other...

Dr. Doug Depew has been practicing in the Northwest suburbs of Atlanta Georgia since 1990. He graduated Magna Cum Laude from the University of Georgia, received his dental degree from the Medical College of Georgia, and received his certificate in orthodontics and master's degree from Baylor College of Dentistry at Baylor University. Dr. Depew is the founder and Academic Director of Trapezio, whic...

Female-friendly Lowe's started in 1946 and has 2,197 locations. Home Depot started in 1978 and has 2,296 locations. Home Depot focused on men because 90% of the 11.4 million U.S. construction industry workers were males while Lowe's focused on females because they knew home improvement decisions are made by women, who also make 75% of all dental appointments. OB-GYN became a specialty in 1880 and...

Hire on attitude and train for skills is what made Atlanta based Chick-fil-A started in 1967 by S. Truett Cathy. They do $11 billion a year with only 2605 locations, averaging $4.8 million per store, compared to McDonald's $2.7 million. The franchise fee is only $10K, the average franchisee earns $200K a year, you can only own one store, all because they want long term happy employees that stay tw...

What can dentists learn from the UFC - Ultimate Fighting Championship? You think dentistry is tough? How would you like to go to work and get punched in the face, literally? When Dana White and the Fertitta brothers, Frank and Lorenzo purchased the Ultimate Fighting Championship (UFC) in 2001 for $2 million, it was banned from Pay Per View and every major television network. Even right here in Ari...

The secret sauce at Blockbuster was the experience, what is your everyday patient experience like? Blockbuster started in 1985 renting VHS movies for 70% of sales and 30% for merchandise, popcorn, candy, and late fees. They peaked in 2005 and went bankrupt in 2010 after steadily declining to subscription services like Netflix that comes to you, instead of you going to them which is a much better e...

Santosh Patel, President and Co-Founder of Complete Specialty Solutions, is committed to driving collaboration between general dentists and specialists by providing a turnkey in-house specialty solution. With over 15 years of large-scale operations experience in both the medical and dental industry, Santosh and his team are helping DSOs/Groups/Solo offices thrive by addressing the needs expressed...

Do you have ED? Come on doc, it's really not that hard. The hospital Emergency Department (ED) patients are admitted for treatment 15% percent of the time, resulting in profits of 8% on low paying government insurance Medicaid and Medicare and 40% on high paying privately insured patients. This is why oral surgeons earn $448K and endodontists earn $307K because they all have ED - Emergency Departm...

I'm lovin it if you own your dental office, land and building. McDonalds does via the Harry J. Sonneborn (1916-1992) Model because McDonalds is really a real state company that owns all of their McBuildings, charging 8-15% of store sales as rent, with more earnings from McRent than selling McBurgers and McFries. This is what Dr. Rick Kushner DDS does with his Comfort Dental franchise with over 150...

In-N-Out proves you need to simply get good at one thing, specialize, and reduce manager turnover by paying them on average $160,000 a year to manage a single location so they stay 14 years providing a consistent experience. In-N-Out isn't racing to a city near you because they take their time to open consistent de novo locations with the same simple, quality in a world of turnover. When CEO Lynsi...

Do you warranty your work? It's cheaper to keep them than replace them. Loyalty programs like warranties, birthdays, & bleaching for life is better than marketing. Increasing retention rates by 5% increases profits by 25% to 95%.

After eight years of higher education, paying 100% of costs himself, Dr. John A. Wilde spent two years in the Army Dental Corp before beginning a practice from scratch in Keokuk, Iowa. By age thirty, he was debt-free, owning outright his new country home and the practice he'd designed and had built. By forty, John was financially able to retire. At age fifty-three, he fully retired. He has had six...

Donot judge me! Why did you go to dental school? Because you were fed up with the hole business!

Gabriel Asulin is an international expert in the management and marketing of dental Practices and the author of the book "Turn Your Dental Practice into a Successful Business - the Gabriel Asulin Method". The book has been translated also into Spanish, Russian, Bulgarian and Hebrew and is considered as a bestseller in the global dentistry market. In recent years, Gabriel is considered a "guru" in...

What is your waiting room worth? At Cracker Barrel it's worth 20% of sales, $2.7 billion a year, $415 per square foot, which is in line with Wal-Mart, while your patients in the USA spend $33 billion a year just on toothpaste.

Department store magnate John Wanamaker (1838-1922) said, "Half the money I spend on advertising is wasted; the trouble is, I don't know which half." How many phone numbers do you have?

Only two industries have lines: Healthcare and Government. Get rid of your lines.

Are you playing with a full hand - Faster, Easier, Higher Quality, Lower Cost, and Smaller - or are you just making noise until someone does?

Ted has over 25 years of experience running technology companies, including two similar to Kaleidoscope (in different industries). He is an expert in all aspects of digital marketing, and a passionate leader/mentor. Ted holds an BA/MBA from Harvard, having graduated in the top 5% of his class. He has traveled to 60 countries and 47 states. Ted begins his days in Florida with yoga on the beach. Cha...