Key Points at a Glance

• John Cotton, Dental Team Performance in conversation with Naren Arulrajah
• Worked with banks and financial advisors to grow their business
• Started in the dentistry field by helping a friend/neighbor who is a dentist
• You must have a well thought out strategic plan and a focus to grow your practice
• Changing the behavior of patients to want the dentistry that was diagnosed
• Team members need to have a performance mindset
• It’s your job as a dentist to create the ‘want’
• Patients want 3 things: value, appreciation, reasonable pricing
• Figure out what the 3 key production drivers are
• With a strategic plan, it creates accountability for the dentist and the team
• Engage the team
• Building the protocol