Message Boards
Today's Active Topics Today's Active Cases Browse Forum Categories My Recent Activity My Messages Private Groups My Marked Threads My Subscriptions
Today's Active Images Today's Active Polls Most Active Topics Global Townie Map Advanced Message Board Search Message Board Terms of Use

Are You POOR? (Passing Over Opportunities Repeatedly) Joe Steven Jr., DDS

Start Discussion More by this author (23)

by Joe Steven Jr., DDS

Over the years I have visited with hundreds of dentists at my seminars, and I have learned from them. Many things that I've learned I've implemented into my practice. But, I've also learned a lot about what makes one dentist more successful than another dentist.

The main thing that separates those two doctors is the more successful one takes advantage of the many possible opportunities he or she encounters. There are so many various opportunities available to us that we just need to act on them. Those opportunities can be anything from implementing new procedures to hiring an associate or another hygienist or assistant.

Those who act on these opportunities are the "movers and shakers," and they get things done! Yet, the other category of dentists consist of those who are POOR (passing over opportunities repeatedly). I've met highly successful dentists under 40 years old who amaze me with what they have accomplished. They own multiple practices, they have other successful business ventures and they get involved in community activities and dental mission trips, among other things. They take advantage of the opportunities they are presented.

Too many dentists have the "ready, aim, aim, aim, aim…" attitude when looking at a potential undertaking. They never fire. Those who have the "go, ready, fire and then aim" attitude know that they might miss a few times but will come out ahead in the long run. A survey of top executives revealed that they highly value employees who act on an idea without procrastinating by pondering all possible negative aspects that might come about. Sure you're going to make mistakes, but every successful person has made plenty of them.

Unfortunately in dentistry there is one prevalent disease that causes many dentists to be POOR. It's that old dreaded disease that is so common with many of our peers: Paralysis by Analysis. Most dentists suffer from it, and yet some never recover from it. Dentists, as a group, are just so darn analytical. We have to analyze everything to death before we act on an idea. We're too analytical and too organized. Unfortunately, because of these traits many dentists procrastinate way too long before following through with an idea that they know will work.

About 18 years ago, I wanted to expand my office from four treatment rooms to six. I couldn't decide if I wanted to build across the street on my father's lot or stay where I was and add on. And then, I had a serious bout of Paralysis by Analysis. I dilly-dallied around for about five years and then finally decided to add on to my existing office. The following year resulted in a $200,000 increase in business. That five-year bout cost me about $1,000,000!

At our seminars, Dr. Mark Troilo and I talk about the "Procrastinators' Club Top Ten Put-Offs." At the top of the list is the idea of hiring a hygienist or adding another staff member. This is probably the most critical area that most dentists procrastinate with when trying to build their practice. We have known dentists who have pondered the idea of hiring a hygienist for several years. They just can't decide if they should or shouldn't. Some weeks they really need a hygienist, and then other times they think they're doing OK without one. Just do it! I have not met a dentist yet who has expanded in this direction and regretted it. The common response is always, "I should have done it years ago!" This concept obviously also pertains to hiring an additional assistant or front desk staff member.

Next on the list (probably a tie with the one above) is the topic of adding another treatment room or two. When developing a highly successful general dental practice, it's essential to have the proper number of treatment rooms. This certainly takes a lot more commitment than hiring an employee, which is why most dentists are guilty of passing over this opportunity. Yet, in most cases it costs dentists millions of dollars by not expanding. Once again, another casualty of this dreaded disease.

Opportunities present themselves in many different ways. At one of my seminars when I was discussing emergency scheduling, a young dental assistant raised her hand and said, "Dr. Steven, we don't call them emergencies, we call them opportunities!" How many dentists out there are passing over these opportunities repeatedly? Treating emergency patients is a big opportunity many dentists pass over. I've met many office personnel who tell me that they don't accommodate emergencies because it interferes with their regularly scheduled patients' appointments. Yet, these same offices complain that they are not doing as well as they would like. Quit passing over these opportunities!

So, what is a dentist supposed to do, and how does he or she select which opportunities are the right ones? You can't just say yes to every sales rep who comes to you. Fortunately for our profession, we have many ways to sift through these various opportunities because we have access to many of our colleagues through seminars, literature, e-mail network groups, study clubs, etc. Ask around! Dentaltown.com is the perfect forum for conversations like this.

I'll never forget a doctor at one of my intra-oral camera seminars years ago. This doctor sat in the back row wearing a black leather motorcycle jacket. He was reading the newspaper throughout most of the morning session. At lunch he came up to me and said, "So Joe, this is really the thing to do, huh?" I said, "Absolutely!" He said, "OK, let's fill out the paperwork so I can get one. I'm taking the afternoon off now." After visiting with this doctor for a while, I found out that he is a hugely successful dentist! He didn't suffer from Paralysis from Analysis. He trusted me, and wanted to get on with it!

We all have similar opportunities in various areas, but some of us have to be told a dozen times or so before we act on them. If an opportunity presents itself, ask for a few references, check them out and do it! Too many times dentists are actually financially poor because they are passing over opportunities repeatedly! If that's you, isn't it time to quit doing that?
Author’s Bio
Dr. Joe Steven graduated from Creighton Dental School in 1978 and has been in solo practice in Wichita, Kansas, up until June, 2007 at which time his daughter, Dr. Jasmin Rupp joined him. He is president of KISCO, a dental products marketing company, providing "new ideas for dentistry," and is the editor of the KISCO Perspective Newsletter. Dr. Steven, along with Dr. Mark Troilo, presents the "Team Dynamics" seminar. Dr. Steven also presents three other seminars: "Efficient-dentistry," "Efficient-prosthetics" and "Efficient-endo." Dr. Steven also provides the KISCO Select Consulting Program to dentists in the form of a monthly audio CD recording. He also offers a coaching consulting program called the KISCO's 21 Club. Contact info: jsteven@kiscodental.com; 800-325-8649; www.kiscodental.com.
Dentaltown Magazine
September 2025
Dentaltown Magazine September 2025 Read Current Issue Read Archived Issues
Sponsors
Townie Perks
Townie® Poll
Who or what do you turn to for most financial advice regarding your practice?
  
Site Menu
Message Boards Magazine Continuing Education Podcasts Blogs Classifieds Dental News Events Townie® Poll Ebooks Townie Choice Awards
Company Info
Contact Us Advertise With Us Howard Farran DDS, MBA Policies and Agreements
Site Help
Sally Gross, Member Services Specialist
Phone: +1-480-445-9710
Email: sally@farranmedia.com
©2025 Dentaltown, a division of Farran Media • All Rights Reserved
9633 S. 48th Street Suite 200 • Phoenix, AZ 85044 • Phone:+1-480-598-0001 • Fax:+1-480-598-3450