Pacific Coast Society of Orthodontists Bulletin Winter 2021 - 52

Doctors

i.	 Dr. Jeff Kozlowski is the guru of
modern clinical efficiency. His
goal is to treat in 12 visits.
ii.	 Dr. Reynolds' average is 14 visits.
iii.	 According to Chris Bentson,
the national average is 19 visits
but might be closer to 23 to 24
visits.
6.	 Delivering value to your team:
a.	 Pay your team well, but money is only a
threshold motivator.
b.	 Give value to your team to make them
want to work for you.
1.	 Autonomy: the intrinsic desire to direct
our own lives. Try to fight your desire to
micromanage and control everything.
a.	 Manage your team: hire people
who can complete necessary tasks
and empower them to do their job
well.
b.	 " 360 review "
i.	 Reviews in Dr. Reynolds' office
are not one way, with him
providing subjective feedback,
which can create a situation
in which team members take
criticism personally.
ii.	 SurveyMonkey is used to allow
all team members to evaluate
each other (including the doctor), and feedback is given via a
numerical figure.
2.	 Mastery: the urge to get better and
better at something when it matters.
a.	 Mastery requires a growth mindset: belief and knowledge that
you can apply work and discipline
to yourself or something and get
better at it.
b.	 Mastery is not easy: getting really
good at something takes effort.
c.	 Mastery is an asymptote: you can
never achieve full mastery, but you
can get closer and closer to it.

52	

3.	 Purpose: the desire to do what we do
in the service to something larger than
ourselves.
a.	 Five months out of the year, Dr.
Reynolds' office changes uniforms
to promote a charity and gives
money to a special cause. This not
only serves the purpose of supporting individual charities but creates
conversation among patients.
b.	 Smiles Change Lives.
c.	 Open up your heart and be good to
people.
4.	 Employee feedback: an honest evaluation. Do not offer feedback in a group
setting; keep it one-on-one. An office
with a culture of customer service
carries this over to the team and avoids
embarrassing individuals in front of
the group.
7.	 Delivering value, enterprise:
a.	 Never recommend treatment you
wouldn't recommend for your own family.
b.	 If our recommendation is in the patient's
best interest, then implementing it is in
their best interest, too.
1.	 Communicate with patients in a way
that makes them appreciate the value
of what we offer.
2.	 Sales is the process of taking a prospective patient and converting them into
a customer. Success is measured in the
form of conversion percentage.
c.	 Three components of sales that orthodontists need to pay attention to:
1.	 Same-day starts. There is a linear and
direct correlation between same-day
starts and conversion percentage. The
higher your percentage of same-day
starts, the better your conversion
percentage.
2.	 Intelligent flexibility
a.	 The OrthoFi slider allows people to
determine how much money they

PCSO Bulletin    Winter 2021
Pacific Coast Society of Orthodontists Bulletin Winter 2021

Table of Contents for the Digital Edition of Pacific Coast Society of Orthodontists Bulletin Winter 2021
