Coach Heidi Mount explains how you can rapidly succeed in your dental practice.

Working as a dental coach all over the world, I see common patterns with struggling dental practices and successful ones.  It is very important to discover why a dental office isn’t growing and the differences between the ones who constantly reach higher levels.

The Pareto Principle, also known as the 80/20 Rule, the law of the vital few, or the principle of factor sparsity, states that 80% of the effects come from 20% of the causes. In 1896, Joseph M. Juran named it after the Italian economist Vilfredo Pareto. Pareto showed that approximately 90% of the land in Italy was owned by 20% of the population. As in business, 80% of the sales come from 20% of the clients.

According to the web, this principle also is seen in many areas of life. For example in taxation, the U.S. the top 20% of earners have paid about 80% of Federal income taxes many times over the years. In computing, Microsoft noted that by fixing the top 20% of the most reported bugs, 80% of the errors and crashes in a given system would be eliminated.

Therefore, as a rule of thumb, 80% of our results come from 20% of causes. Run your reports and you will notice that 80% of your revenue probably comes from 20% of your patients. As entrepreneurs, we have found that 80% of our results come from the 20% of time we spend.

As for human resource or employee issues, you will find that 80% of the issues are caused from the same 20% of the team. Look at the amount of calls your employees make reactivating patients. It is all a numbers game. If their success rate is 60%, they may contact 40 patients whom all would not schedule and think, “Why bother calling, no one is scheduling!” When in fact the next 60 patients may schedule.

Since we have no idea which patients will say “yes” to us, it is VERY important to not pre-judge your patients. Let’s give every patient the opportunity to say “yes” to our best dental care. Stop assuming patients won’t pay or be afraid of them leaving because you offered ideal treatment.

As a dental business coach, I like what Jack Canfield says…”If you want to achieve personal success in any endeavor, you must be 100% committed to it. Successful people adhere to the ‘no exceptions rule’ when it comes to their daily disciplines.”

How are you to apply the 100% rule to your life? What are you most passionate about? What is most important to you? What deserves all of your attention right now? When you can answer that, your 100% task will become perfectly clear and tell you what to focus on.

As your dental coach, my best advise to you today is to commit to do the work with no exceptions or excuses and you will see how rapid your life can turn towards your definition of success.

80 – 20 percent rule written on the blackboard using chalk

Benefits Of Using A Dental Coach

Dentists get very overwhelmed with running their dental practice. One common factor we see is that successful dentists use a dental coach or dental consultant. It is great to put an advocate in your corner each step of your journey. My clients tell me that their business launched so much faster. Many of them had struggled for so many years and “didn’t know what they didn’t know.” I can understand that too. Running dental practices and reaching big goals was easy to me. However, learning about websites, blogging, social media, speaking, running conferences and such was a whole new world to me. I have used a business coach every step of the way.

I remember hearing how everyone successful who owned their own business had hired various coaches. A colleague invited me to a seminar and I realized the power of getting help. I feel very fortunate that I hired my first coach on month 3 of being an entrepreneur. Today, I am still so grateful for my coaches. Each and everyone of them sped up my process, prevented bad and costly decisions. I can tell you about the one I made before I hired one on our phone call.

Another benefit of hiring a dental coach would be to have a better focus and prioritizing where to spend your time. A dental practice consultant help you with crystal clear goal setting and help hold you and your team accountable to the decisions you make. My clients love the outside perspective that I give on their dental practice. After all, each practice is unique. There are so many types of personalities, skill levels, strengths and weaknesses that it’s important to know the details to give you the best suggestions. Yes, suggestions I say. A dental consultant should not be revamping your office or bossing you around. This is your business and the purpose is to reverse engineer YOUR goals.

My goal is to get my eyes on your practice and show you where the missing revenue is and give you ideas to reach your goals. Whether that is to become a better leader, prevent crisis hiring, help with your systems so you can run like an ecosystem or simply help build confidence. Ultimately, all dentists and dental offices have room for growth. I would love for you to have better retention and long term employees that make your life easy.

The fruitful brainstorming that happens when hiring a dental coach is priceless. This is the part that I really enjoy and love using my business skills to grow a dental office. Think about your nest egg and the legacy you want to leave for your family. Think about relieving stress and spending more time doing the things you love to do.  There is no need to feel isolated and do dentistry alone. I am happy to hop on a call with you, listen and be of a resource to you. I am passionate about serving and giving you great ideas to move you forward. After all, creativity is the key to solving issues.

Using A Dental Coach To Hire Your Perfect Practice Team

Experienced Dental Coach

I am coaching dentists all over the world the importance of hiring right! In my opinion, this is the most important system to have in place. Hiring the wrong employees cause stress, headaches, drama and wastes your hard earn money. Keep in mind, “great employees” are usually working somewhere else and your hiring ad MUST attract the right fit for your culture.  Studies show that over 70% of employees wish they had a more enjoyable job and the majority would accept a job for less pay.

Hiring Right

What I see as a dental consultant is that when employees are disengaged from work, it’s usually because they are unhappy at their job. Whether it’s because they don’t feel appreciated, bored, not getting to learn more, long commute or don’t agree with the philosophies of the practice. If you are wanting to hire right, then write an ad to intrigue or entice applicants to apply or to invite them to your office. You want your ad to be written so well that they share it with their friends.

The Interview

Furthermore,  many dental offices, dental graduates and employees will google “interview questions”. Well guess what? The interviewees applying for a dental job are probably googling for the best answers too. As I am coaching dentists, I teach them the open ended questions that allow them to see specific values and behaviors of the applicants. I recommend asking open ended questions. What I mean is questions that start with; “Tell me about when you…?” or “Tell me a time when you…? Then look them directly in their eyes and read their body language. See if they are being sincere or telling you what you want to hear. Oh and your interview starts from the moment they leave the car; How did they park? Did they open the door for the patient arriving for their dental appointment? Did they pick up the newspaper or trash on their way in to your dental practice? Did they interrupt your employee to let you know they arrived for their interview? Did they introduce them self to the front desk with a smile? Are they dressed professional or does their hair look like they just rolled out of bed?

Read Their Soft Skills

Interviewing someone for the dental industry allows you to evaluate their character, maturity, energy, communication skills, attitude, confidence, humor and much much more. As a dentist, dental practice owner or practice manager, it’s important to ask yourself; “How did this applicant make me feel?” As a dental business coach, it is important to share with you that this applicant will need to be a good fit and help your patients and prospective new patients FEEL good too. People don’t care how much you know; They care about how you make them feel.

Prevent Employee Turn Over

The art of hiring right is to prevent crisis hiring by employing people who love their dental job. If you are a dentist and you would like sample interview questions from a dental coach, great places to advertise or need help improving your leadership skills, please reserve your complimentary call here. I would be thrilled to meet you and help you launch your dental practice in the right direction.  Best to your success, Heidi Mount

Four Ways to Achieve Professional Freedom

Are you dreading going to work every day? Are you afraid of being trapped in the same place your whole career? We all can get stuck in a rut during our professional career, whether that means not getting enjoyment from your position, or working in a dead-end job with no potential growth. There is hope though, and her are four ways to acquire professional freedom and career excellence.

Continue to Act

The tiniest bit of progress is still progress. Continuing to work hard and getting everything done that you need to will continue to push you forward. If you are looking for career advancement, employers will see that you are always on top of things and that you meet your deadlines. The more progress you make, the closer you will get to professional freedom and being in control of your career.

Be the Best You

The only person that can make you achieve professional freedom and career excellence is yourself. Figuring out goals and strategies to complete those goals can be the motivation needed to be on the right track. Learn the skills you feel you need to improve yourself and your performance. Having the right tools will prepare you for anything that comes your way.

Branch Out on Your Own

If you cannot stand working for someone or believe you can do something better, the potential to start your own business is there. You will want to be sure that it is a realistic option before starting anything. Owning your own business is the highest level of professional freedom.

Find People Like You

Working can be much more enjoyable when you spend it with people that build you up. Finding people that can elevate your work and inspire you create a more welcoming business environment. If you are looking for a new company, reading reviews that current and former employees have written about the business to see the company culture. Poor employee attitudes can negatively affect the progress of a business.

Professional freedom and career excellence are not easy to achieve. By using the suggestions above, you can begin taking control of your career and setting it on the path to success.

For more ways to gain professional freedom and career excellence, contact us today.

Manage Your Calendar to Balance Your Life

Appointments and continuing education consume most of your time. How do you manage to live a happy, well-adjusted, balanced life when you simply don’t have time? The key is in planning. Do you use a calendar to manage your time or do you simply make agreements and arrangements as they come up? Here is how you can balance your schedule by managing your calendar.

Set Clear Boundaries

The first step to achieving a work-life balance is to consider your basic responsibilities and obligations. Set aside blocks of time in your calendar to meet with patients, hold team meetings, and attend organizational group meetings. Your calendar should be your primary time-management tool.

Time Off Means Time Off

You need to set aside time for activities unrelated to work. When you decide to take a day off, make sure it’s in your calendar. If it’s not in there, your time off is likely to be consumed by an emergency patient appointment, unexpected meeting, or other business-related expense. Make your scheduling priorities clear with your office team so they are not left with the burden of how to handle unexpected situations while you are away.

It’s Not Just for Work

Your calendar doesn’t need to be exclusive to work. In fact, it may be beneficial for you to regularly include your other commitments. From your children’s school activities to anniversaries and birthdays, seeing these events alongside your work schedule can help you make better scheduling choices. You’ll be more reluctant to accept an invitation to a meeting or convention when you know it will conflict with another occasion. By including other events on your calendar, you minimize the risk of dealing with a stressful schedule conflict between your work life and your personal life.

Never let your calendar run your day. You have the ability to schedule your day by using your calendar as a tool for time management. Start by setting clear scheduling boundaries by blocking the time you need for your main responsibilities. Don’t be afraid to take time off, but always make sure it is a part of your schedule.  Also, consider including other life events and activities in your calendar to better manage your schedule.

For more tips on effectively managing your work schedule, contact our team today.

7 Habits of Highly Effective Dentists

I would love for your goal this month to do as Steve Covey teaches in his book, 7 Habits of Highly Effective People 1990 – “Be proactive and begin with the end in mind.”

Excellent customer service gives you more 5-star google reviews, which leads to more patient referrals. Here are 7 formulas to make sure your patients feel like they have chosen the right dental office.

  1. Know your patients’ name before you walk into the room! Be sure to say it when you are greeting your patients and when you or your team members are saying their “Goodbye”. Learn something new about your patients and follow up follow up on that nugget of gold during their next visit.  Let’s not say, “Hello Darla” while you are washing your hands, but actually take a moment to look directly into their eyes and smile so they feel your sincerity. Also, a common factor we may neglect to realize is that our covered faces may not seem as genuine as our patients would like us to be. So yes, your mask is not on during any meaningful conversations or when you are not clinically treating your patients. In my opinion, everyone needs to see your smile to feel like they have your full attention.
  2. At the beginning of the appointment (while they are still sitting up) take the time to ask if they have any questions or concerns? During this moment is a perfect time to reassure them that you and your assistant will do your best to keep them as comfortable as possible. Before you start treatment, give the positive head nod or the thumbs up signal to your dental assistant to confirm the consent form for treatment (which should include fees, risks and permission to treat) is signed. They can simply respond with a thumbs up or say, “Yes, we are planning on a #14-MO white filling.”  I recommend using as much lay terms as possible for the patients’ sake.
  3. When patients ask, “How much it will cost?”  You should defer to your employees to go over fees. You can simply excuse yourself and say, “I will let my treatment coordinator review finances with you and you can let me know if you have any further clinical questions.”  Your team members should let you know when you are good to go. Remember to not let your patient sit there waiting for you to return. You don’t want them to start worrying about their treatment or thinking about what they would rather be doing.
  4. Make sure you have current x-ray(s) and diagnostic photos to educate your patient. Furthermore, keep good documentation to prevent rejected insurance claims and to avoid incomplete chart records.
  5. Compliment your team in front of the patient. A couple of examples: “Great job Patti at knowing what I needed next!”  or “Thank you for keeping my line of sight clear; I know that is a challenging area to work and you are doing fabulous for both Suzy and I.”
  6. Inform your patients exactly what needs to be done next and how long of an appointment you need to take care of them. Then, the last thing you could say is “Darla I want to see you in the next 2 weeks to take care of the crown on the lower right side and in the meantime chew on the other side; I want to take care of that decay as soon as possible before it becomes a bigger issue or hurts at an inconvenient time.” As you may notice, I added a motivating statement to encourage the patient to schedule an appointment.
  7. If your clinical and administrative team are all on the same page, you will be in a better position to reach your goals and be paid for the services rendered. For example, let’s say we already know that patients want to hurry and leave. Well, if your assistant walks the patient up to the “checkout desk” and says, “Oh we needed to do a root canal instead of a filling,”  the patient may become impatient because the front desk administrative team member will either need to take the time to enter in the treatment changes and post something different or she may need time to calculate how much your patients owes. In return, what usually ends up happening is the patient starts walking away and says, “I will pay once you know what the insurance will cover so just bill me” or the front desk tells the patient, “I will let you go ahead so I can figure out your portion and mail you a bill.”  There are ways to prevent your money from walking out that door. In addition, patients not having the financial arrangement to pay their portion at the time of service are one of the leading causes of outstanding account balances.


Feel free to message me and I will help you be more effective at leading your team or let me know about your success stories. I love hearing about the results you accomplish after gaining some great habits I have suggested.


Best to your success,

Heidi Mount

Patients Say “YES” to You and Your Team, Not Your Dentistry.

Does it seem like business is plateaued, slowing down or stagnant these days?

Many dentists tell me things like this:

  1. “No one needs any treatment.”
  2. “My patients are mostly elderly, too young, too broke, and so on.”
  3. “What I use to do isn’t working anymore.”
  4. “I never had to do so much marketing.”
  5. “I may have not hired the right staff.”
  6. “New patients are not finding me.”
  7. “My patients will only do what insurance covers.”
  8. “I am not a good leader.”
  9. “There is a dentist on every corner.”
  10. “My staff has too much turnover, too slow, need more, and the list goes on…”

Does any of this sound familiar?

I am here to say, it is not too late! I have worked with many dentists who were ready to throw in the towel or feel like their business will never improve.

It is not true. You can build a successful practice.

I love what Dale Carnegie says, “If you want to gather honey, then don’t kick over the beehive.” Owning your own business can be bitter sweet.

I understand that you enjoy doing the dentistry and when it comes to running to business, it can drain you…financially, physically, mentally, and emotionally. Many dentists tell me, “I am a great dentist and my patients love me, however, I don’t understand how to run a business and I need your help!” 

According to FORBES magazine: If you do not have a mentor or coach, you could be limiting your career for success.

Seriously doctor, it truly doesn’t need to be so difficult. My heart is in helping you AND your team. Trust me, your team is the heart of your business and they entrust their future in the success of your office. Because I have worked behind the scenes for over 20 years, your staff relate to me. My clients say that I “know how to motivate their staff to gain the skills that it takes to get over the hump and make money.”

There is no shame in having a small or plateaued dental office. What we know is if you keep doing what you are doing doctor, you will stay there. Above all, I am here to tell you that there is no reason to do it alone. Also, anyone successful at anything had some sort of support. It is time to make a change so you can make a difference. Your team counts on you to lead and invest in them.

It’s time to develop a high-performance culture that makes a profit. This truly starts with you doctor. It is time to discover how you want to run your business, how you will be represented in your community, who are your ideal patients you want to work on, and what legacy you want to leave behind? You see once you make every decision based on your core values that which you view as “right” and “true”…then you make your vision come true. It is time to develop your BRAND and enroll your team to act per your vision for the practice. I believe that once this happens, it’s a Win-Win business model.

I want to invite you to schedule with me, so you can learn the secrets on how to launch your business.

If you long to be “great”, have the desire to be “important” or you would like to lead your team into more success, it is as simple as hit reply or reserve a quick chat for me to brain storm with you.

Here is what I can promise you:

  • To identify the gaps from where you are and where you want to be.
  • Ask for more intentional thoughts, behavior changes, and actions than you would do on your own.
  • Build a structure for accountability and support necessary for a sustained relationship.
  • A safe environment where you can see yourself more clearly.
  • Help reduce stress and take some weight off your shoulders.

If this tugs at your heart strings, what are you waiting for? Go get a mentor, coach, or consultant and go after your dreams. Today is the day to take action.

Much to your success,
Heidi Mount

Heidi’s Core Values:

  • Maintain Ethics and Integrity
  • Family Comes First
  • Always Be Present and Focused
  • Be Authentic, Caring, and Honest
  • Establish Financial Freedom

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