Dentists

Talking to patients also put me on edge. I was so uncomfortable discussing large sums of money, I wouldn’t even present the bigger cases. On top of that, my practice was loaded with PPOs and other plans that required I write off a lot of money. Before calling it quits, I sent away for Sterling’s DVD. While watching it, I felt as if the speaker were personally talking to me; every issue he mentioned I had experienced.

After an introductory consultation, I became a client. That’s when dentistry started to be fun again.

I’ve found the motto of most consulting companies to be “my way or the highway”—not Sterling. They tailored their program to my practice and showed me the ropes on managing without the turmoil and how to hire good staff. They also taught me how to comfortably talk to patients and staff without all the mental “background noise.” After my training, whether speaking with an upset employee or presenting a big case, I could do it all with confidence and ease. The results of the program were nearly immediate; case acceptance shot up and staff disagreements diminished. The changes in me spilled over into my personal life. I wasn’t just becoming a better boss but a better husband and father, too.

That was twenty-five years ago and I am still a Sterling client to this day. Before their program, my annual collections were $400,000; last year, they were over $3 million. Case acceptance improved so dramatically and I had so many new patients, I ditched the PPOs and became virtually 100% fee-for-service. Most importantly, I gained plenty of free time to be with my family and pursue my other interests, such as helping other businesses.

I didn’t become a client to get rich. I did it to get back my family and my life. Thanks to Sterling, I accomplished that and much more.

Scott Scharf, DDS, Minnesota

Then, in 1992, I found what I had been missing: Sterling’s practice management system. Their system isn’t brain surgery, but simple step-by-step actions to create the type of practice, the income and the lifestyle that you want. Perhaps the most interesting thing I learned was how to quickly detect changes in the health of the practice as well as the exact steps needed to diagnose and treat the source of any problems.

One of the first benefits I noticed was that patients started accepting full treatment plans. Not only did my income improve as a result, but so did the health and appearance of my patients. Instead of disappearing after their first appointment, they now stay with me for life and bring their families in with them.

Sterling also taught me how to manage and motivate my staff. I had been afraid of upsetting the few staff I had and would do things to try and make them like me. It didn’t work. Now we are all part of the same team and all profit when the office does well.

As a result of the Sterling program, my practice and my life have completely turned around. Our revenue is 30x what it was when I started. I am working 40 hours a week, not 14 hours a day. I could work less hours, but I don’t want to. I’m having a blast. I like doing dentistry, I like my patients and I am surrounded by competent, motivated employees who are fun to work with. And I have a vibrant, profitable practice to sell should I ever decide to retire.

As I learned firsthand, hard work alone won’t do it. I needed to know the right steps to take.

James M. Fakler, DDS, Wisconsin

When I graduated from dental school, I was certain I knew it all. As a trained medical professional, I looked forward to a life of wealth and ease.

After finishing my residency in 1975 and working as an associate for a few years, I opened my own practice in Severna Park, Maryland. Far from living the life of Riley, I was living a nightmare. My staff were constantly bickering with each other and me. They would come to me to complain about one another and finger-pointing was their approach to correcting goofs. But even though they were making my life miserable, I continued to pay them so they wouldn’t leave. It was clear I didn’t know how to control my practice or manage the staff. Paying the bills was also a constant struggle.

All that changed in 1988 when I signed up for Sterling’s services. My wife and I went to their offices to learn the management skills I hadn’t been taught in college. We also received custom consulting tailored to our specific needs. It was an eye-opening experience.

When I got back to my practice, I started implementing what I had learned from Sterling: organizing the office, training my staff to be more effective and setting up a marketing plan. It worked better than I could have imagined. Within three months, my gross income had tripled.

I am still a Sterling client today. I have a multi-million dollar practice with three doctors and 22 staff. We do everything from implants to Invisalign, and rarely have to refer patients to specialists. We see a steady stream of eight to ten new patients every day. I work from 11 a.m. to 4 p.m., four days a week and make the money I only dreamed of when I was working many more hours.

Even better than the money, though, has been the freedom. With my practice operating smoothly, I’ve been able to concentrate on living a fuller life, and achieving all my goals, not just those associated with giving people brighter smiles. I’ve been able to spend more time with my wife and daughters, to travel and to become more involved with the community. I take off for extended periods, as much as a year, confident that with the procedures and personnel I have in place, things won’t fall apart in my absence.

What I’ve discovered is that a person may have dreams, but dreams alone are not enough. It takes skillful application of the right techniques. Just as I needed to know and apply the skills taught in dental school, so did I need to know and apply the management skills which Sterling teaches. If there are areas of your practice that don’t seem quite right, I highly recommend you call Sterling at 800-933-7538 and ask for their free DVD and a complimentary consultation. They helped me build a prosperous practice and lead an enjoyable, fulfilling life.

Neil Woods, DDS, Maryland

Thanks to Sterling, I experienced a new problem: rapid growth. After a few months into their program, we were so busy, I had to convert my office into an additional operatory. Eighteen months later, we had to move to a larger facility. Expansion, however, came with its own challenges.

To address our growing pains, Sterling sent two specialist consultants to my practice. During their three-day visit, the consultants interviewed and trained the staff, organized the practice and streamlined our production. We got everybody on the same page which smoothed out the flow of patients through the practice.

We get compliments all the time on the friendly “vibe” in our office and that only happens when staff are genuinely happy, not just smiling for the patients. People are also more apt to accept treatment when they see a happy, well-run office.

When we started with Sterling, our collections ranged from $600,000 to $700,000 per year. Last year, we made almost $3 million. Plus, I average over 150 new patients per month.

I am completely revitalized as a dentist and the owner of my practice. Once I was stressed and fearful about the future. Thanks to the Sterling program, the future for my family and my practice has never looked brighter.

Amit Khanna, DMD, Maryland