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Cures for the Dental Zombie Douglas Carlsen, DDS

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Dr. Yanni can't seem to find any energy for his practice. "I just don't like work anymore," is his constant whine. "I went into dentistry to help people and have a comfortable income, yet I've become a dental zombie – with hunger only for the paycheck, 5 p.m. and extraction cases."

Meanwhile, Dr. Botch enjoys the energy of her patients and their satisfaction with her work, yet she can't stay on time, her assistant is constantly searching for instruments and the front desk people forget half the things she asks for. "I'm surrounded by zombies," is her complaint.

Where do these two doctors go for help? Dr. Botch might drop Egyptian obelisks on the heads of her staff and Dr. Yanni apparently needs a rare butterfly-blood infusion. There might be a more legal and compassionate solution: employing a business coach or consultant. These terms are often interchanged with each other – but are different.

According to Karyn Greenstreet, owner of Passion for Business, LLC, a business coach – now commonly called a business and life coach – brings out the best that's already inside you. The focus is on the "bigger picture" to create your business and your lifestyle. Moving forward with your dreams, goals and tasks is paramount. Honest insights of the "wisdom within" are evaluated. You create a plan for moving forward and the coach partners with you to support you in actualizing that plan in your business.

A consultant teaches specific skills and provides program management, like better time management, employee relations and marketing techniques. After careful discussion and analysis of what results you're looking to achieve, a plan of action to move forward on your projects is instituted.

The distinctions between these job descriptions are often blurred with coaches providing management consulting and consultants providing basic coaching. Let's look at real examples of a dental business and life coach and a dental consultant.

First, our coach, Dan Kingsbury, DDS, of the Dental Coaches Association:¹

Dan provides CE and curriculum to dental schools internationally and works in tandem with Don Deems, DDS, and Alan Goldstein, DMD, to provide top-level business and life coaching. All are credentialed through programs associated with the International Coach Federation (ICF). ICF credentialing entails a stringent educational and examination process through which coaches must demonstrate their skills, proficiency and documented experience in application of coaching core competencies. Continuing education, ethical standards and periodic renewal of coaching credentials are essential.

Kingsbury's comments on the most common problem dentists face:

Dentists, having received all their training and development as individuals competing against their classmates, rarely experience a collaborative, cooperative environment. Because of this, dentists are naturally ill equipped in three areas: communication with staff, management of their practices as a business and leadership.

Where Kingsbury feels he makes the most difference with clients:

I work to change a dentist's practice from the inside out, rather than from the outside in. It is not about what they need to do to become successful, it is about who they have to become. I'm talking about whom they have to become in order to do what they already know they need to do to achieve the results they want. Most dentists already know what they need to do; they just don't do it.

Kingsbury's leadership and life coaching vision:

My vision is to promote an empowering context for the dental industry: to empower others through communication in service to what they are committed to or dealing with.

To operate within my core values: service, communication, integrity, partnership and transformation.

To create a new context for dentists: "humane human beings helping human beings." By this I mean seeing yourself in partnership with your patients in their world and not simply a fixer of their dental problems.

Additionally, Dan has provided the dental community a valuable resource called The Vision Game. Dan's goal is to provide a gentler, more inclusive form of practice leadership. It takes four hours total with AGD/PACE course credit and Dan can facilitate by phone for a very reasonable fee. For more information, contact Dr. Kingsbury at the citation on the previous page.

An introduction to The Vision Game may be found in a Dentaltown online course at
www.towniecentral.com/ Dentaltown/OnlineCE.aspx?action=DETAILS&cid=115.

As is the case with many coaches, Dr. Kingsbury's group also offers specific consultation services.

For our consultant, we go to Sandy Pardue of Classic Practice Resources (CPR).² Sandy is an internationally recognized lecturer, author and practice management consultant. She has assisted hundreds of doctors with practice expansion and staff development over the past 20 years. Sandy is also the Energizer Bunny of Dentaltown's practice management threads, providing almost 24/7 advice.

Sandy's comments on the most common deficiencies in practices:

Most practices lack organization and exact processes. Teams are not rowing in the same direction; dentists are stressed and overworked.

Most practices contact me for help in the following areas:
  1. Patient recall and retention
  2. Controlling overhead and practice income
  3. Treatment acceptance
  4. New patient numbers
  5. Doctor and hygiene schedule
Dental employees need training and direction so they can do more to help the dentist achieve the practice goals. Zig Ziglar said, "The only thing worse than training an employee and losing them is not training them and keeping them." This is especially true in the dental practice.

Where Sandy feels she makes the most difference with practices:

I uncover missed opportunities. The largest impact is in the areas of patient retention, practice profitability and staff contribution. One of the first things I implement is a reactivation program. The program will get back up to 19 percent of the overdue patients. This, along with working on team communication skills, gives the practice a huge boost in production and morale. Another system implemented with a lot of success is the tracking of practice monitors. This gets the staff involved in improving the practice as a team and working toward a common goal. I provide feedback to help them continue to improve.

Sandy's vision:

My passion is to help dental teams explode practice productivity and profitability. I enjoy training staff to take control over their daily work life. It is extremely rewarding to see them become more confident in their positions.

Each practice is unique and has special needs. I am known for implementing time-tested systems that are tailored for each practice. Once implemented, they give predictability, increase revenue, reduce stress and allow dentists to enjoy relaxed time away from the office.

Please note that there are many competent and ethical consultants to choose from in the dental profession. As for coaches, there are many that claim the title, yet proper credentialing and education with an organization such as IFC is important.

How does a dentist evaluate either a business and life coach or a business consultant before hiring?

During the initial call, evaluate who is talking more. If the coach/consultant talks more, you might be receiving a sales pitch. If you talk more, the potential hire is finding out about you – a very positive sign.

Ask the coaches/consultants what their strengths are. What are their areas of expertise? What are their weakest areas? If they claim no weaknesses, that's negative. You are looking for someone you can trust with both positive and negative communication from both sides.

Does the person have real passion for what they do? You need to work with someone who will engage you to the core.

What's your gut feeling about this person?

Get references. Call them. The big question is, "Would you hire the person again?"

This all sounds much like an employee interview and really is similar. You are essentially hiring another employee. Treat that person as such.

In the final analysis, I feel strongly that all dentists should engage a business and life coach every few years to reinforce core values, leadership, communication and transformation. Also, a consultant should periodically re-evaluate and monitor all systems listed above by Ms. Pardue. The cost is minimal compared to the stress and unhappiness many a harried dentist endures.

Back to Drs. Yanni and Botch: Yes, Yanni can find new life with a business and life coach and Botch needs a batch of systems help from a consultant. Yet realize that whomever you choose, the vetting and interviews beforehand are key. Make sure your coach/consultant makes you the star of your practice, not the coach or consultant!

1. Find Dr. Kingsbury's Web site at www.dentalcoachesassociation.org.
2. Find Ms. Pardue's Web site at www.classicpractice.com.
Author’s Bio
Douglas Carlsen, DDS, founder of Golich Carlsen, has provided independent financial education to dentists since retiring from his practice in 2004 at age 53. Golich Carlsen, an approved AGD PACE organization, delivers common sense consulting, efficient CE lectures, and smart continuing education CD/workbooks – all backed by academic research. Visit www.golichcarlsen.com for archived articles, information on services and to sign up for Dentist's Financial Poll and Newsletter. Contact drcarlsen@gmail.com or 760-535-1621.
Dentaltown Magazine
September 2025
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