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Vision and Clarity

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Lesson #6: CORE lesson #6 – Intention and Purpose

About This Lesson

In this lesson, we are going to go in depth on why having intention and purpose is critical in your practice.

Action Items

  1. Review ideal patient and ideal offer with the team and then systematically look at everything in the practice and determine if the activity is intentional and on purpose with those 2 critical components.
  2. Start to systematically remove every practice activity that is not consistent with the NORTH STAR of the practice.

Full Video Transcript / MP3

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Hello, what is up? This is Dr. Steve Schluentz. I want to welcome you back. On this video, what we're going to do is talk about the last current tenet. This thing's always getting updated, so it might not be the last current tenet by the time you watch this. But, this is the last current tenet of lesson or module number one, which is all about vision and clarity. What we're going to do is break down intention and purpose. Now, this is a pretty short video and it's pretty generalized, but it's a reminder for you as the dentist. Even if you're listening to this as a team at a team workshop, or I'm at an office meeting, be intentional and be full of purpose.

We've covered six tenets of vision and clarity, and I'm going to tell you, if you go through and really work on these six tenets, your practice is going to take a totally different direction whenever you're listening to this. When we break down tenet, intention and purpose, I want to go through this just a little bit. I want you to just start to ask yourself some of these questions and I want you to start to look at some of these statements and say, is this true for me?

Number one is everything you do in your practice has to come from a place of purpose. I always think of less is more in this situation. There's a great book by Greg McKeown called Essentialism, and it was the disciplined pursuit of less. In that book, it started to make me think about my own practice and I'd look at all the successful practices that I've seen over the years that I've really dug into the fee for service world and they all seem to have a very essential criteria. Everything that the practice did came from a place of purpose. If you think about it, you've identified the ideal patient in the ideal offering. Everything in your practice has to have the purpose behind how do I deliver my ideal offering to my ideal patient. I talked a lot about that before.

That to me is the purpose. That's the purpose of everything you do in your practice. Purpose and intention are synonymous, right? They're literally two synonymous sayings about how do you create a practice of value. You have to have intention behind everything you do and the intentionality is all about laying down the foundation, eve when you talk to your patients. I'm trying to be intentional when I talk to my patients. I don't spend a lot of time building unnecessary rapport. I use my rapport building as I know what they want. I'm going to help them get that. That's my rapport. We're on common ground because I'm trying to help them get what they said that they wanted.

Even in my practice, I'm very intentional about the way that I structure my new patient process, in the way that I do my dentistry. It has intention behind it. When I talk to my patients, I be very intentional when I'm talking to my patients. This is why we do what we do. I just want you to be aware of that. Intention is everywhere. The intention should be built again around ideal patient and ideal offering, so I talked about that. But, that is so vital. It is so vital. The question you want to be asking yourself is number four here, why do you do what you do in your practice? What I want you to do on these action steps, there's two main action steps in this video I want you to do.

One is review the ideal patient Avatar and ideal offering with the team and then systematically look at everything you do in your practice and ask, is this intentional with the ideal patient and the ideal offering? Now, if it's not intentional, it doesn't mean you get rid of it right away. Again, it could go back to what we talked about before, that whirlwind. But, what you want to be doing is becoming aware of these things. When I work with doctors one on one and we're breaking down a new patient process videos and we're looking through the case acceptance videos and what they're doing in their interview and what they're doing with the review of findings, I'm asking is that question intentional?

What was the purpose of that question? What was the purpose of that statement? What you find is a lot of time it's filler. It's fluff. Some of these videos are going to be longer and shorter, but I'm trying to keep them intentional. Then you might ask, well, if the video is two minutes long and I paid for all these videos, but they're only two minutes long, am I getting value? You start to ask yourself, are they intentional? I'd rather have these videos me five minutes, you go take action steps on them, than 55 minutes of me talking about absolutely nothing. Does that make sense? You want to be doing the same thing in your practice. You want to be going through, especially your new patient process, what is the intention behind this?

Why do we do what we do? What questions are we asking? Why do we ask those questions? Why do we take them through a tour of our office? What is the purpose behind this and is it helping us do more ideal dentistry for our ideal patients? Then once you're aware of it, you can start to eliminate the items or activities that are not on purpose with that North Star mission statement. Remember that the North Star statement. You can start to eliminate items. Now, you have to be a little bit aware that sometimes there's something in place that's not going to allow you to do your best dentistry for your best patients, but there's a logistical reason why it's currently there.

You can't just eliminate everything without examining it, but what you will find is when you start to list these items, you're going to find probably three to six items that are completely irrelevant, not on purpose, non-Intentional, has no bearing on the success of your practice yet you're doing them anyway. These are the time-wasters that will prevent you from doing more of your high end dentistry. I'm telling you this from experience. I see it. I continually do that in my own practice. There's a lot of stuff that you get into a habit, you get into a certain pattern and all of a sudden something that has no intention and purpose is now in your practice. You have to excise that.

You have to cut that off, so you can spend more time on the stuff that actually matters. Go through, take these two action steps. You have most likely if you're watching this video completed module number one. I want you to go back, re-watch these videos, if you didn't fill out the action steps before you move on to module two, everything builds off of each other. Until you start selling yourself on your ideas and your belief system, you first have to write down your belief system. You have to write down your North Star, you have to identify your ideal patient, your offering, all of the things we talked about in this module. Then, you can move on to module two.

Don't get too far ahead because it will be almost impossible for you to go back and all of these things build off of each other. There's a systematic reason that we do the things that we're doing in this program. It's so that you have a foundation here first before you can start to put the structure in place. Hope you enjoyed this module. I'll see you at the next video. Take care and talk to you soon.