DentaltownUK April 2018 - 7

5 percent of dentists in the U.S. do a full-mouth
rehab not just once a year, but once a month.
They have $2 million, $3 million, $4 million
practices, located in the same medical/dental
building as those other dentists who'll never
do a $35,000 case in their life.
If you have a PPO-only practice and say,
'Everybody's only going to take what the insurance pays in the yearly max,' your lack of success
is a mind game. If you believe that, I can't change

See Howard Live!
Howard Farran, DDS, MBA, is an international speaker who
has written books and dozens of articles. To schedule Howard
to speak at your next national, state or local dental meeting,
email rebecca@farranmedia.com.

2018
APRIL
13

Townie Meeting

APRIL
20

Oklahoma Dental Association

MAY
15

Riverside/Corona Study Club

JUNE
15

Wyoming Dental Assocation

Orlando, Florida

Oklahoma City

Riverside, California

Jackson Hole, Wyoming

your mind-but I can call you on your own
hooey. The average full-mouth rehab costs about
as much as a new car-and in 2016 Americans
bought more than 17.5 million new cars, at an
average cost of more than $35,000. If you tell
me there's no money in your community, I'll
walk out into your parking lot and say, 'So how
did these people buy all these cars?' America
has money!
When I see dentists who are on PPO treadmills, working in dental factories, it looks like
they're running up a mudslide. They're not
getting anywhere, doing fillings all day long
and barely breaking even, and doing cleanings
for a loss. The energy just drains out of them.

It's time to crank it up a notch
I want to talk about energy. The older I get
and the more practices I observe, I've realized
that people who work fewer hours are usually
more productive, because they're going faster
and getting more done. They crank it out.
Think about your pacing: If I ask you to
run 100 meters, you'll run as fast as you can and
do it in 10-13 seconds. But if I ask you to run
a mile, your speed will be totally different ...
and if I ask you to run a marathon (26.2 miles)?
That's just, like, fancy walking.
If I set your work hours at 8 a.m. to 5 p.m.
Monday through Friday, and a half-day on
Saturday, you'd pace yourself as if you're running
a five- or six-hour marathon. If I said you'd work
8 a.m. to 5 p.m. Monday through Thursday,
with lunch from noon to 1 p.m., you'd probably
pace yourself more like running a 5K.
When I hear dentists say, 'We're going
to crank out six hours of dentistry per day,'
everybody there is doing the 100-meter dash.
And if they're working 5½ days a week, most of
them could come in and do in two hours what a
typical dentist does all day Friday and Saturday.
So, get focused! Get motivated! Start selling!
Are you still looking for a New Year's resolution?
I want you to sell the dental equivalent of one of
those 17 million new cars in America. Somebody
is doing it in your ZIP code, your county, in
your state, every month-it's your turn! ■

dentaltownuk.com \\ APRIL 2018

http://www.dentaltownuk.com

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