Curious about ClearPath Society? Here are some comments from one of our active Members, Dr. Vip Patel, Warwick, NY…
Early this morning, I recorded a call with my friend and Gold ClearPath Society Member, Dr. Sean Tarpenning. Sean’s in Eau Claire, WI.
On this audio, you’ll hear Sean’s candid, unrehearsed answers about the incredible, life-changing results he’s had with Dr. Scott Westermeier’s Implant Blueprint Seminar. I’d share them with you here in print, but I think it’s far better to hear it directly from Sean.
You can listen-in below.
Then, let me know what you think.
Oh, and one more thing: If you’ve not yet requested your own copy of the Implant Blueprint Discovery Package, simply go to this page and fill out your request: –>> https://jerryjonesdirect.com/implant-magic
Enjoy this interesting, exciting reveal and what awaits you when you execute Dr. Westermeier’s incredible system.
I know your practice is “different” than my dental office – I get it.
But, if you’re one of the (tens of?) thousands of dentists who’ve swilled the “yellow pages are dead” Kool-Aid, I gotta tell you, you’re making a HUGE mistake.
(But, that’s OK. Just less competition for my future Wellness Springs Dental® office franchisees to promote their offices in your YP book 😉 BTW, I have no skin in the YP game, I have no interest in whether you’re in or not. But, I do feel like it’s my duty to tell you to reconsider, if you are out. And, if you’re not, this email is even MORE important to you!)
You see, in the vast majority of cases, there is still value in being in print media like the yellow pages.
I know, you’re going to tell me you pulled your ad because the response rates were dropping and you were no longer getting new patients from it.
Thing is, I can call your competition, get the tracking stats on their YP ad, and, low and behold, learn they are getting new patients!
There are really only two possible reasons why your YP ad likely stopped working:
1) No one reads/uses the YP ads anymore in your area (not true in my opinion, but an accepted answer by most dentists and one I hear “experts” shouting all the time); OR,
2) Your ad sucked to begin with, which is why when the competition really kicked in, you couldn’t shout your logo or practice name loud enough to be heard (Which is why it failed – initially, no one cares about you. They will only care about you when they know you care about them.)
In the vast majority of the cases, I’m going with reason 2.
Your ad stunk to high heaven to begin with. So, when the tough got going, you decided it was the media, instead of taking a long hard look at your crummy ad that probably looks just like everyone else’s. You know – stock photos, your practice name at the top, a list of all the stuff you do, etc…
Media placement people (YP companies and their reps) are NOT ad copy people. They are not professional copywriters. They’ve never read a book on ad copy in their life. They’ve never sat in a room for days on end to study the greatest ad copywriters ever. They’ve never invested a single dime of their own money to find out what makes a dental patient in need, tick. What would MAKE them pick up the phone and call your office.
They are, in effect, CLUELESS. But, it’s not their fault. They’re just following orders.
It’s up to YOU to call ‘em on it and get someone in your corner who knows this stuff. (And they are few and far between let me tell you.)
Every week, at my Wellness Springs Dental office, we see new patients from our yellow pages ad. Every week, we see patients from advertising online, too. Oh, and, we generate new patients from direct mail. And, referrals galore.
There is no media, in my world, that’s off limits.
If I can get it to generate a new patient, I can get it to PAY – which means, I can get it to generate an ROI that keeps me in the game.
Bottom line: If you’re ignoring the yellow pages, you are missing out.
Oh, and whatever you do, don’t engage the yellow page geeks to do your SEO. They are NOT internet experts, either. Nor can they can’t write ads! So, be careful WHO you trust with your online marketing.
(I only trust one guy for that. And, his efforts drive 5 to 7 new patients into our offices every week at a cost of well under $50 per new patient. And, when I want to increase that number, all I have to do is email him and it’s just like magic…more start showing up. If you want me to connect you to him, just email me.)
Anyway – if you’re out of the YP ads, reconsider. If your ad is all about you, your name, your logo, the “services” you provide, or, anything OTHER than about what your patient can experience when they call you, it’s all wrong.
My ClearPath Society® Members get proven templates of YP ads at their disposal, included with Membership. And, should they desire a custom ad, or, touches to the ads we’ve created that work, it’s all doable.
Learn more about Membership here.
There’s always been a riff between the bean counters and the marketers in business.
Marketing and sales bring in the money and the bean counters count it.
Without money coming in (sales), there’re no beans to count.
Without accurate information from the bean counters, there’s no information on whether the business is profitable or not, ergo, there’s no way to gauge if marketing is doing its job. Right?
However…the problem often stems from not accurately gauging where exactly, money should be invested.
Take this recent email from a Member (former) of mine, and, my reply. It’s instructive to my point. Please don’t misconstrue this as me not “liking” the guy; he’s actually very cool and someone I’d enjoy hanging out with – so this is absolutely not personal:
I wanted to wait until I met with my accountant before I got back to you. He has gone through the practice numbers and states that the current situation is not sustainable.
I know money must be spent on advertising to grow, but he points out that the monthly consulting fee to ClearPath needs to be re-directed to actual advertisements.
…thanks and maybe in the future…
Here’s my reply:
Thanks for your email – I understand your position, but respectfully disagree with the bean counter’s rather short-sided advice since I could make the same argument for a CPA since Quickbooks would quickly make him/her irrelevant and the only time I use one is at tax time – even with an almost dozen different companies to manage just for me, my $15/hour bookkeeper does the trick – especially since CPAs are an expense and not a service that will inspire, provide ideas, ads, and more. So there’s no opportunity for an ongoing, forever, potentially unlimited ROI.
Also…your front office gal chased off a potential Invisalign consult because the gal said she wanted traditional ortho rather than asking her to come in and just talk to you — at no charge. Because, we all know that many times, patients have no clue what they need or why.
Another call – Spanish, which no one spoke. Another call (called 2x) said your mailbox was full so person didn’t leave msg.
Just one of those Invisalign starts would have covered all your expenses and then some.
See the difference? See the issues are more far reaching than the doc realizes. There’s the phone problem. There’s a mindset problem. There’s “be careful who’s advice you buy into,” problem. And, the doc glosses over the fact that any ad copywriter and designer worth their salt that gets dental direct response advertising won’t work for a fraction of what ClearPath Society Membership dues are. Ugh…
Nor is the doc’s closing rate on “sales” considered. Maybe he needs help there?
And yes, I AM right. Without a constant flow of new patients, the CPA is out of a job. So’s the dentist. Who would YOU pick? Leave your thoughts below.
The following article appeared in my printed publication, the Direct Mail Profit Insider. This is an advanced publication concerning the smart deployment and use of Direct Mail to grow your business – whether you’re a Dentist, Financial Advisor, Chiropractor, Baker, CPA, whatever… Subscription information is available here.
If you are in the enviable position of already having a list of folks who’ve voted with their cold hard cash to buy something from you, I’ll tell you without a doubt, the easiest way to make more money faster and with less effort is this: Sell something else of value to the same group. Something related. Something that scratches their biggest itch or cures their biggest pain – maybe even addresses and solves their biggest fear(s).
One of my top financial advisor clients, in mid-December, mailed a letter to all of his clients about a unique opportunity to claim an annuity, that was limited entry (only a certain number sold and only for a limited time thus using scarcity as a sales tactic to increase response – both very, very powerful) and paid 3.5%. They ended up with a HUGE ROI. Their response rate was about 3% to their house list. In mid-December. $50,000 minimum investment.
The best part: there was no sales resistance. No waiting. It was, “I’ll transfer the money to you tomorrow.” Slam. Bam. DONE. I estimated he garnered about a 30:1 ROI after all expenses.
It opened his eyes to making sure he had an offer ready to go every month for his clients to review and look over. Something I’d suggest for you, too.
I have a number of Members in my ClearPath Society® that are on to this. Every month, they put an offer in front of their patients to consider. Some buy. Some don’t. Every month, it more than pays for the mailing, and, makes better buyers out of their patients, too!
While not all will have response rates and ROIs like that, it doesn’t take many to make it worth while. It’s paper, ink and postage. Having that client list is nearly as good as having a pot of gold.
FOR DENTISTS: If you’re a dentist reading this, click on the underlined words here (brown font): Denture Partial Referral Letter to download my ‘Month of Love‘ letter you can send to your denture and partial patients – all those folks you’ve made dentures or partials for. It’s a super easy and slick way to generate some more denture or partial business, plus, reach out to those folks who’ve helped you build your business! (Oh, and I even slip a “referral request” in there, too!) I wrote this letter for a ClearPath Society Member of mine. Last year, he sent it out to a small group of his denture and partial patients. He started a number of new dentures as a result, and, banked a nice chunk of dough! Maybe you will, too? Oh, and if you’d like a constant stream of ideas, strategies and tactics for making more money in your practice, check out my ClearPath Society!
(Don’t Sell The Goose!)
Imagine if you had a dental practice that ran itself.
Your total involvement was just 2 to 3 hours per week.
And, during that 2 to 3 hours, you’re not cutting crowns or seeing patients.
What’s more, when you go on vacation for 2 or 3 weeks at a time, you check in via email and a phone call once a week. If there’s an issue, you have empowered your team, specifically your office manager, to handle it. And, the only real emergency is if the place burns down.
Meanwhile, the office routinely pulls in $100,000+ each month.
And, did I mention you need not see any patients? Ever.
This is exactly how my own dental office functions. There are 3 to 4 part-time dentists that staff the office 5 days each week (with a nod to Saturdays here very soon) and a team of 2 hygienists, a hygiene assistant, 3 DAs, and 2 front office staff, all supervised by an office manager.
The office is outfitted with 6 ops, a comfortable reception area with coffee and water, and, a big screen TV.
I started this office about 10 years ago. 3 chairs. 1 doctor. 1 DA. 1 front office person. No hygienist. Our first month of production was about $15,000 with a doctor that worked in the office 3-days each week. He did everything. Exams. Cleanings. Crowns. Sealants. Fillings. Dentures.
Today, knowing what I know now, I could recreate all of it in a year or less. And, have it profitable, to-boot.
If having an office that literally runs itself is appealing to you – no matter where you’re at in your career, then there’s only one place you absolutely must be come October 10th: Scottsdale, Arizona.
For the first time publicly, ever, I’m revealing exactly how I’ve built this ideal dental office – a business that runs without my direct involvement – and, how you can steal my ideas, strategies and techniques – to create this as your very own reality.
It doesn’t matter if you currently work in your office, either. It doesn’t even matter if you HAVE an office right now or not.
Because, regardless of where you’re at, I’ll spend nearly three full hours in a show-n-tell session with you, and, during this time, it’ll become crystal clear the path you can take starting the very next day, that will allow you to own and operate 1, 2 or 20 dental offices that run without you being present.
One dental office, structured properly, can throw off up to 15%, maybe even 20% of it’s annual collections in profit. That means if an office you own is collecting $1,000,000 or more per year, your take could be anywhere from $150,000 on up to $200,000 or more!
Yes…that is AFTER PAYING every dollar of overhead – staff salaries, and, doctors, too!
If your current office operates with just you as a solo GP, during my time with you, I’ll also show you how you can begin the transition from working full-time to part-time, and to zero chairside time!
You can work when you want and on whomever you want!
Many of the barriers solo GPs face are self-erected – someone or some thing has stuck a brickwall in your mind and you just can’t seem to get your arms around how to solve it. Well, if there’s one thing I excel at outside of the business of dentistry, it’s helping docs solve problems and structuring solutions to help reach their goals.
No matter what their goals are.
Recently, one of my ClearPath Society® Members was kind enough to say this, “I can see why you do well Jerry…you are a GREAT motivator and are not afraid to deal with issues that many of us avoid, ignore or are too dumb to even realize…”
And no, this doc is not dumb. He’s brilliant! His office is in a highly competitive area, he’s been in practice for a number of years, and here he is, slogging it out – working hard and as smart as he knows how – for a purpose that is larger than himself. To me, he’s a hero!
Look at it like this: Unless someone shows you there IS another way to cut a crown and all you’ve ever known since dental school is just one way, then until you SEE it with your own eyes that it can be done another way, how can you possibly believe it? Right?
What’s more, in my time with you during Dental Office: IMPOSSIBLE, I’ll also reveal my most powerful new patient attraction strategies and I’ll go through each and every one of our over 20 different ways we rely on to attract over 100 new patients each and every month. And, I’ll even show you how you can use them yourself to get the same results or better!
There are a lot of guys and gals that “talk” or write about marketing. However, I know of no other man or woman in dentistry that is responsible for putting more butts in ops than me in hundreds of different markets, using a variety of new and “old school” methods that get results. (We measure and test EVERYTHING!)
Then later during the three days, my COO at SofTouch Dental, Tom Cowan, will join me as we walk you through how to bulletproof your business relationships with associates, your team and your partners, and how to make them as profitable as possible.
I used that think that at our age, we didn’t need what I’d call “awareness training” on the pitfalls of partnerships and associateships, however, these are all submarines waiting to torpedo your ship … unless you structure them properly and with the “right” individuals.
What Tom and I reveal in this session is based on very, very expensive lessons both of us have faced, but, allowed us to come back stronger than ever … In fact, there’s not another man on this planet, save my own father, that I’d entrust my family to.
And that’s reason enough for me to trust your time with Tom and me to be one you’ll want to lock away forever and call upon what we share with you, whenever you’re faced with tough situations. And, if you’re in business for any length of time, you will be faced with tough situations.
Now, back to the title of this short article – Don’t Sell The Goose! Many of the docs I talk to are singing this tune, “I just want to build this practice up and sell it and retire.”
That’s one way to retire. Sure, you’ll be “rich” for a few months, but, unless you’ve got other income, you’ll be in a far worse position once you sell that Goose! You see, $250,000, $500,000, even a cool million dollars doesn’t last long in this day and age.
Just go through one medical complication and see what kind of dent that’ll put in your wallet. And, chances are, you’ll have a procedure at some point that will easily run you $25,000 to $100,000 or more. And, if you’ve got cash in the bank, the hospital and insurance company will soak you for every dime they can! Insurance or not!
Two of my friends that are both over 60 have hit their lifetime maximums on health insurance. Yes, they’ve BOTH had their insurance companies pay out over $1,000,000 to keep them alive. (And, thank goodness for that.)
There IS a better way: Instead of selling the Goose just one time (Goose = Your Practice) and collecting a half million or more, why not continue to harvest golden eggs and wean yourself out of the practice of dentistry and learn the skills necessary to become a businessman that OWNS an office, yet, spends little to no time working IN it?
Which would you rather have:
1.) “Cash” in the bank of $500,000 (if you can actually get cash for your practice) with a tax bill of $100,000 waiting for you … OR …
2.) An asset worth $500,000 or so, debt-free, that gave you purpose, and, throws off a $150k or $250k every year – whether you got out of bed or not?
The answer’s simple. Isn’t it?
Will this happen overnight? Nope. But, it can happen literally as fast as you want it to!
The skills to run profitable dental practices can be learned. And, if you’ve not learned enough at this point, there’s still time! It’s amazing what happens when you can devote time to RUNNING a practice instead of just doing dentistry. It opens up a whole new world of opportunity and … believe it or not, running a business can be FUN and hugely financially rewarding!
[In the last 10 years, I’ve sold a number of businesses. In all but one case, I’ve regretted selling the Goose. So much so that I’ve gone back and re-created two of the businesses that I’ve sold! They were just too lucrative to let go … and, once I learned the skill of being a business man vs. a worker in a business, it changed my attitude – it took me from burnout to bliss!]
You see, no matter where you are at right now, there IS a way for you to get where you want to go. You just need some guidance, counsel, and advice from others who’ve already done it.
Which is yet another reason why one of my other Faculty Members at this event is Dr. John Busby. John manages a 7 doctor, 2-location dental business. He employs a bunch of people. He no longer practices (he’s, unfortunately, had to wean himself out on purpose), but, John reaps the benefits of the profits that 7 doctors throw off from a 2-location, high-profile, well-marketed dental office in Madison, WI.
This wasn’t accidental for John. He has been positioning himself to get to this point for years. But, between what John shows you, what Tom and I share, and the 16 other highly-skilled dentists and business experts show you, you’ll have a head-start that NONE OF US had to help you get there even faster!
I want nothing more than to hear of another success story. And, I want that story to be YOURS.
But, I can’t help you unless you decide you want a path that is better, and, different than the one you’re currently on.
And, many times, DECISION is the most difficult thing. It’s scary.
Because, until you decide, you can continue to claim excuses – no matter if flimsy or “real.”
Once you DECIDE you want to change your life, then, you have to own it. And, all I can say is, now’s the time to DECIDE, and, now’s the time to OWN it and take your life back. Reignite your dreams. If not now, WHEN?
Doc, join me — go from burnout to bliss… What other valid, real choice do you have right now?
To learn more and register, go here: http://www.dentalofficeimpossible.com/register
Use the code “August” at checkout and save $400 off your tuition. Hurry, once September arrives, this offer expires!