Orthotown September 2017 - 8
embrace progress
Two Sides of the Same Coin
Recognizing the traits and practices
that lead to success in all fields
by Dan Grob, DDS, MS, editorial director, Orthotown magazine
While I was waiting to board a plane for my
weekend in Cleveland, I couldn't help but notice
the energetic, well-dressed man next to me who
had several awards pinned to his lapel. We started
talking and he volunteered that he'd just entertained
clients at the Stadium Course at TPC in Scottsdale.
I'm familiar with it, because I annually sponsor a
hole for a charity event two weeks before Waste
Management Phoenix Open; it's a chance to have
your picture taken in front of the 16th hole, without
the rowdy fans. (I still shot a 4.)
"Gold record" awards were given to speakers and organizers Drs. Jim McNamara (center left) and Rolf Behrents.
You need to remember: It's more than 100 degrees
in Phoenix this time of year, and his itinerary was
dinner on the day of arrival, golf, dinner the next
night, then flying out. I asked what type of business
he was in that allowed for a three-day business
meeting where all he did was eat two dinners and
play some golf to make sales. "Title insurance," he
8
SEPTEMBER 2017 // orthotown.com
replied, "and business is good." Wow! He also said
it wasn't as glamorous as it sounded, with hours and
hours of work, and one relationship after another.
He told me the business was all about relationships. When starting, the relationship- building is,
of course, on a smaller scale-a phone call, lunch or
a rare round of golf locally. Regardless of how much
higher up the food chain he went in the insurance
world, though, the same was true for every client:
It's all about the relationship. (The higher up you
go, he said, the more likely you'll be playing some
golf.) Why didn't my parents teach me this? Oh,
that's right-we didn't have the money or time.
But back to title insurance: He explained
that there were innovations and disruptions,
contact-relation management software and the
like, and some salespeople felt threatened from
uploading their contact information (because of
the potential for anyone to share or utilize it). He
appeared unfazed, though. "You still need to do
the work, make the contacts even when you don't
feel like it, close the sale, be patient," he explained.
"Software doesn't sell the product."
When it was time to board, we exchanged
business cards and headed off to Cleveland, where
I was on my way to the Graduate Orthodontic
Residents Program (GORP), the annual event for
orthodontic residents and exhibitors.
One of the most interesting speakers at the event
was Dr. Lisa Alvetro. Known on the continuing
education circuit for her tips and techniques on
Forsus treatment, Alvetro is also a master CEO
of her practice.
Early in her career, Alvetro identified what
it took to make a practice grow and thrive in a
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Table of Contents for the Digital Edition of Orthotown September 2017
Orthotown September 2017 - Cover1
Orthotown September 2017 - Cover2
Orthotown September 2017 - 1
Orthotown September 2017 - 2
Orthotown September 2017 - 3
Orthotown September 2017 - 4
Orthotown September 2017 - 5
Orthotown September 2017 - 6
Orthotown September 2017 - 7
Orthotown September 2017 - 8
Orthotown September 2017 - 9
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Orthotown September 2017 - 11
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Orthotown September 2017 - Cover3
Orthotown September 2017 - Cover4
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