Archive for Schuster Center

Mar
10

REALIZATION OF A DREAM

Posted by: Chris Ellison | Comments (0)

On Tuesday, March 2, 2010, a dream was realized. Dr. Todd D. Southall opened the doors to his new dental practice in Oro Valley, AZ. After 5 years of practice in Gunnison, CO, Dr. Southall and his family relocated to Tucson, Arizona. They wanted to seek warmer surroundings and decided Arizona was the place. Dr. Southall decided to seek the help of the Schuster Center to help him develop the practice of his dreams, so he enrolled in the Management program and rolled up his sleeves and went to work. As his coach, I continued to share the structures and he continued to build them. The results are not the brick and mortar but will be the relationships that he and Linda, his front office coordinator ,will forge together in the years to come.

CONGRATULATIONS!!! – Chris Ellison, Practice Development Coach/Faculty and The Schuster Team

Brenda Penwell, President

25 years with The Schuster Center! Whew! That blew by fast!!!

Congrats go out to our own Brenda Penwell, President and CFO of The Schuster Center. She just celebrated 25 years with the company!

Brenda has worked tirelessly over the years to help create the vision of Dr. Michael Schuster as The Schuster Center endeavors to “spread the word” in helping dentists throughout the country reach their full and limitless practice potential.

Brenda has been instrumental in helping develop our Dental Management Program. She developed our Life Planning program. She teaches and travels, lecturing dentists throughout the country on how to successfully manage a dental practice. She also teaches team development and keeps a sharp eye on our company finances and management. In other words, one busy woman!

Brenda’s office was filled with streamers and balloons when she arrived to work. It was decorated so gorgeously by two of our staff members it looked as if we had hired an event planner to stage it. Pictured is Brenda amidst her blow-up balloon numbers 2 and 5. Everything done is silver – naturally.

The staff greeted her with flowers and cards. Dr. Schuster may have slipped her a new Mercedes but we haven’t seen it yet. Of course, I don’t think Brenda would give up her classic 1980 SL450 – silver naturally. (She plans ahead!)

Only thing that hasn’t gone silver around Brenda is her hair – clever girl! Stay young, stay strong, we need you and love you. Now where is that gold Mercedes for the 50th coming up?

Feb
11

Believe in Miracles!

Posted by: Vicki L. Smith | Comments (0)

Okay, I’m writing a book (of several individual stories). Isn’t everyone? It’s a book for children ages 1 to 99. I consider myself 12 even though chronologically you can add 50 years! Seriously, don’t we all think we’re about 18 even though some of us might be much older? I don’t think the “kid” spirit ever leaves us.

Back to my book: One of the stories in it is the story of a “miracle” of two ocean creatures who are very different yet become friends by dreaming like-minded dreams and helping one another. They each had a dream of leaving the ocean to see the rest of the world. The problem: they didn’t think they could breathe the air; but, as anything can happen in a story, they made it – leaving the ocean behind – for a spectacular adventure – because they believed in miracles.

I also recently watched a movie (chick-flick as you guys call it) called “Leaving Normal” with Meg Tilly and Christine Lahti. It is older, released in 1992. Again, about two very different types of people which somehow manage to bond on a long trip across the USA, ending up in Alaska. Sometimes by fate or accident, miracles do happen and people help one another by just being themselves – mistakes and all.

Miracles happen every day around us, in every way if we just look – in the air we breathe, the beauty on this fantastic planet – our ever changing sky, brilliant sun and twinkling stars – the variation and colors of our plants and flowers, animals and insects. Also in the miracle of birth, the way we love one another and react to each other on this home – our planet.

So why do we just seem to hear only the bad news most of the time? That sensationalism and fascination with crime and corruption are the mainstays of today. Why not choose to ignore the bad and only publish the “good” people do for one other? Why does it appear that we have lost our way?

Many say our moral compass has lost its “N”, “S”, “E” and “W” (Normalcy, Sensitivity, Ethics and Wisdom); that the compass needle only points to the letter “G” for Greed. Have our intrinsic values, morals and ethics been stripped away because we keep wanting more, more, and yet more? Are we now moving so fast due to technological advancements that we don’t have time to stop and think about what is really important in life? Missing the miracles happening in our own lives?

Some of us older folks point fingers at the younger ones at the lack of integrity we see. But it wasn’t too long ago that other older folks pointed fingers at us – the baby boomers – who shed the trappings of government and social mores for sex, drugs and rock’n’roll – so we were told. Well somehow, a heck of a lot of us out there made it through that time. So, I think you younger ones will, too.

Problem is you are destined to make the same mistakes we did. First, we gave it all up. Then we worked ourselves silly to try to get it all back and then some. But who are the ones who are remembered in our history? The one’s who “had a dream” like Martin Luther King. The one’s who helped the poor and lived without anything, like Mother Teresa. And yes, Jesus, who preached peace from within, love of one another, it’s better to give than receive, seek and find spirituality, not materiality.

In a society where FREEDOM is among the biggest blessings we have in our beloved country, how do we not get into the trappings of CAPITALISM that plays a huge part in our economic system? The tone has been set since we were all very young: One can have anything if we work hard enough, believe in it hard enough and sacrifice family, friends and peace of mind to work tirelessly behind the grindstone.

This is true of all of us. What does it mean for you, as a dentist – years of schooling, marriage, children, family, friends and now a practice and patients? All seemed quite the “American dream”. Small practice in the beginning, then more chairs, then a move to a new practice, maybe you bought a building – huge, shiny new office, more patients, more employees, bigger is better right?

Large dollars coming in, large dollars going out, a new home, vacation home, fancy cars, children’s education, boat, CE classes, specialized training, big expensive vacations – dollars getting stretched? Those larger dollars beginning to look like monopoly money? Do you feel like the conduit for receiving money and passing it on for bill payments, with nothing much going into your pocket or a savings plan and no quality time for family and loved ones?

Whoops! You’re on the fast track, or, what we like to call, the “fake” track. You’ve made your bed and you thought you were happy in it. Now, some years have gone by. You’ve missed special children’s events; a soccer or softball game, a play, maybe your child’s first baby steps, maybe even a divorce under your belt. And every day you have to go to work to feed that large monster you’ve created – your “American monster dream”. What on earth are you going to do now? You can’t think about retirement let alone plan for it. You’ve got too much debt, too many responsibilities. You’re not happy because you know you can do better dentistry and help you patients but you don’t have the time to apply what you’ve learned. It’s sitting on the shelf along with your life!

And what about your patients? Well, they lose out completely.

Maybe you hired a consultant or two to help you. They came in, assessed your needs, told you what to do, gave you a big fancy binder full of “how-to’s” and then drove off with their check. Where did you start? Oh, you didn’t – same old, same old?

If all of the above sounds pretty “right on” do you want a really true, honest to God answer on how to fix this mess? Are you willing to work as hard to get out of this mess as you were to get yourself into it? Are you ready to be honest with yourself and look at what really is important in your life? Are you willing to have your feet held to the fire by a coaching department who will do just that?

Are you willing to take back your life and this time enjoy it?

The answer: The Schuster Center.

We are a “business school for dentists”, but not only that. We are people who help people – all different kinds of people from all over the United States. We care and we guarantee your success. We have the numbers to prove it and the years behind us – all 32 of them. We’re a place with good people work for the benefit of others. We’re not working out of our car, using other people’s material – we’ve created our own.

How did I, a graphic artist and sometimes writer, get involved with Dr. Michael Schuster? By fate and accident – about 29 years ago he walked into my business office – two unlikely people who would probably never have crossed paths. Yet here we are, creating a better life for dentists each in our very different way and watching this process work for thousands of dentists who believed in miracles.

Yes, I’ve seen many miracles here. Want to be one?

We are told all of the time that we are the best kept secret out there. We don’t mean to be. We’re a small company who just cares about helping dentists. That’s Dr. Michael Schuster’s vision. He has a story and he wants you to hear it if you’re tired of the rat race and want to DOUBLE YOUR NET PROFIT while simplifying your life. Believe in miracles, be a kid – find your joie de vivre – again!

God Bless,
Happy New Life!
Vicki

P.S. Write me if you want more information about Dr. Michael Schuster and The Schuster Center. Or see our website at www.SchusterCenter.com and make up your own mind. Make sure you go to the testimonial section and listen to what others have said about us. We have to “toot” our own horn a lot of times, but it’s sure nice when others decide to do it for us! (vicki@cfpd.com)

Jan
04

Dental Practice Wellness

Posted by: Barb Stackhouse | Comments (0)

While I was on a phone call the other day, Dr. Schuster placed a document on my desk that he had written.  He told me later he got the idea from his chiropractor and modified it to fit our dental patients.  I read the “Four Steps to Wellness” and immediately began to see how this fit with our Center Students as well.  Here it is… 

Step One: STOP THE DISEASE PROCESS

First, you must acknowledge when disease exists.  If your practice isn’t healthy, you begin to feel the negative effects but you may not know exactly what is going on.  Your practice analyst helped you to see where some of the problems may be.  Then you attended Retreat 1 of the Management Program at The Schuster Center and that began to help you see more clearly. You began to sort it all out.  You looked at each of the engines that drive the practice and produced step-by-step policies and systems to begin the change process toward health.  You started to look at what health is relative to your dental practice.  You decided to stop doing things the way they have always been done and start reflecting on a better way to practice. 

Step Two: THE HEALING STAGE

This is where Policies and Systems are put into place and the implementation begins.  The dental practice embarks on a journey of healing.  This healing process in most cases will require the entire management year and sometimes beyond that year.  Healing requires change. 

Step Three: THE CORRECTIVE STAGE

Once healing has occurred, the stress level in the dental practice will be reduced and the team can now begin to focus on the goals set forth for the future of the practice.  This requires the commitment to continue working on your practice even after the management year is complete.  It is important to continually review your Policies and Systems and make revisions as you change and grow.  The statistical data collected monthly can be utilized to determine where change is needed.  Corrections are made based on objective data.

Step Four: THE MAINTENANCE STAGE

It is far easier to maintain a healthy practice than to correct one in the disease process.  Once the doctor and team have created the practice they desire and are reaching their goals, the ability to maintain them is dependent upon their commitment to the doctor’s vision of the practice.  Continuing education through advanced development will assure the practice maintains growth.  Maintaining health takes the effort of all involved.

Practice wellness takes life-long dedication just as your patient’s dental health and wellness requires commitment for a lifetime.

Happy New Year to everyone!

–The Schuster Center offers top practice management education for the dental industry. For more information, go to www.SchusterCenter.com

Dec
22

Schuster Holiday Party 2009

Posted by: Lisa LaTourette | Comments (0)

Yesterday was our team holiday party. We did a potluck at Dr. Schuster’s house. Patti played the piano, we sang Christmas songs and smiled between each other because no one could sing that high of pitch. It was fun. It was a time to be in each other’s company without hearing the phone ring, emails to send and answer or meetings to attend. It was a time of togetherness.

Such is the nature of The Schuster Center. It is a place of belongingness…and of higher learning. Our students are like-minded spirits with a synergistic goal. And we, the Schuster team, are impacted as a whole with the life-long relationships created under our roof.

The food was great. I mean, who would bring something mediocre to a holiday potluck?! And behold! A miracle happened right before our eyes. Brenda Penwell actually took seconds!!!

All kidding aside, it was a time for appreciation and joy. We are all feeling very thankful to be able to have career posts within such a meaningful place. The team is a dedicated group and 2010 will be a stellar year for students and staff alike.

Merry Christmas and Happy New Year to all! May your holidays be filled with the love and joy of the spirit of Christmas.

Categories : Schuster Center
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Dec
04

Change is Good

Posted by: Dr. Michael Schuster | Comments (0)

Small changes will significantly impact your dental practice and life for the better.

–Small changes in Cash Flow Management will give you immediate control of money and peace of mind.

–Small changes in Time & Energy Management will impact your practice within just one month!

–Small changes in your Sales Effectiveness will provide you an immediate increase in Production!

–Small changes in Marketing will take 18-24 months to take effect.

–Small changes in the Right People can make an immediate impact on your practice and life.

–Small changes in the Organization will take 3-6 months to take effect in your practice and life.

–Changes in Purpose will have a profound and long term effect on your Practice and your Life.

CHANGE IS GOOD. Pull yourself up and get at it now.

—-For help with dental practice management, dental case presentation, hygiene as a profit center, business plans for the dental practice, dental continuing education seminars and more, go to www.SchusterCenter.com or call 1-800-288-9393

blooming flowersAs I pulled into the parking lot today, I noticed the flowers blooming on our shrubs outside The Schuster Center.  I am reminded of the beauty that surrounds me on a daily basis and how sometimes I miss the beauty because of being too busy.  I love the outdoors and I love planting and growing things.  I guess you can never take the farmer out of the girl from Indiana.

The garden in my backyard is growing and I will soon have vegetables for some healthy meals.  While the rest of the country is preparing for winter and gathering their final crops, here I am planting a new garden and waiting for the harvest.  In this part of Arizona we have a spring garden and a fall garden.  The summer is too hot for the garden and everything dies off. 

Just like our lives and perhaps your dental practice, in order for new life to spring forth, a period of dieing off must happen.  We have to be willing to end the “old way” to make room for the new.  Have you gathered the harvest and begun the planting process for the new to come?  If you are seeking change, a plan for transition is needed.  Happy gardening and Happy creating!

Barb Stackhouse, RDH, M.Ed.

Practice Development Coach and Faculty Member

The Schuster Center

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Oct
14

Wild Visitor to Schuster Center

Posted by: Vicki L. Smith | Comments (2)

BobCat_phixrLooks like a domestic cat, right? No, this is a wild Arizona Bobcat. See her fluffy little cotton tail? Native to several regions in Arizona including Scottsdale, the bobcat depending on male or female will weigh between 15-35 pounds. This bobcat (female) was in an area used for water drainage control on the north side of The Schuster Center. We are guessing 25-30 lbs for our bobcat.

This area has become our personal mini-Sonoran desert. Some of us, like me, are fortunate to have large windows that face this beautiful desert oasis as we are working. Believe me, sometimes it’s hard to concentrate with all the wildlife playing and roaming outside our tinted windows. (We can see them, but they can’t see us!) We see coyotes, roadrunners, (Beep! Beep!), cottontail jackrabbits, ground squirrels, quail and coveys, and all varieties of birds including hummingbirds, morning doves and woodpeckers. Then there are the lizards, beetles and monarch butterflies — no rattlesnakes or scorpions yet; but they are around.

Foliage consists of Mesquite and Ironwood trees, Bird of Paradise plants with their tiny feather-like, light olive-colored leaves, flowering into bright reddish orange and yellow buds atop thin branches. In the herb family, we have Texas sage with a purple flower peeking out amongst its grayish green leaves and Rosemary; ornamental pampas grass and other low flowering and perennial green bushes abound; good for a bobcat or coyote to rest in the shade on a warm summer day.

Brenda Penwell, President and CFO, (the brave one), took photos as our bobcat was sitting in the shade. She “eyed” Brenda and Brenda “eyed” her right back. I think they had a mutual admiration for one another’s braveness. Bobcats will usually not attack humans. But Brenda did take a chance. Still, we thank her so much for getting these great photos (see our snapshot section for more photos). Now Brenda, in your spare time, why not get a picture of that coyote that comes by every so often?

And don’t think we all haven’t had our adventures with the wildlife. One day, we had to cover a grate with large metal openings because one momma quail kept leading her babies over to it. We had one mishap and that was it — several of us ran out to cover the entire grate placing river rocks on top to secure the cardboard poster we used. Momma and rest of babies were ok after that.

Another time, Lisa had the largest lizard on her window I’ve ever seen. It was the Daddy lizard of all time. If it had been brightly colored in a pink and black pattern, I would have guessed it to be a gila monster. It was sure big enough to give a gila monster a “gila” of a fight. Lisa said the reason he was so big was due to his gorging on cherry tomatoes. Our Dianne Stuve (Groovy Stuvy), gives the leftovers from our cafe to
the animals outside, i.e. cherry tomatoes and assorted fruit and vegetables. Apparently, Mr. Lizard swallowed his cherry tomato whole and it was protruding from his throat like a boa constrictor when it swallows its’ prey! Guess he digested it ok. Our woodpeckers love the pineapple. Lisa thinks they must have tropical tastes.

Well, we do get plenty of work done around here but what a wonderful place to work and a great place to live! Especially right now (October) when the rest of the country is facing months of permafrost while we’re walking around in shorts, sandals and t-shirts!

That’s all folks! Hope you enjoyed my first blog! Maybe, I’ll do one on graphic design as that is what I do for The Schuster Center. And, I know just a wee bit about marketing for dentistry as I’ve worked with Dr. Schuster and his marketing team for 28 years.

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Oct
13

Dental Marketing Today

Posted by: Schuster Coaching Team | Comments (0)

There is only one really good reason to market your practice through good times and bad. Only one. But it’s the one that makes all the difference – it is so you won’t lose your place in line. Better yet, keeping your place in line positions you to move up in the line and overtake your competition.

There is a marketing life cycle that all businesses go through if they want to be successful. First, the business has to know there is a line. Then, they need to know where the line starts and how to get in the line. Much of the effort goes into staying in line and holding that position. Sometimes a practice decides it wants to move up in the line and, perhaps, get to the head of the line.
Marketing is about this entire process.
But when an organization stops marketing and takes it’s position for granted, it is the same as getting out of line and having to start over or, if not from ground zero, then certainly from a more disadvantaged position.

Unfortunately, it is a cliché that when times are rough, the first expense to cut is marketing and advertising. This happens time and again, despite the many case studies and statistics that strongly demonstrate how companies, products and practices that marketed (e.g. maintained their visibility) throughout down times gained greater market share when the good times turned around.  And for a lot less money! Those organizations that silence their marketing voices have to spend more, work harder and play catch up to their more marketing savvy competitors. Often, in spite of their efforts, they never again really catch up to where they were.

Healthcare advertising has a lot to learn. Unfortunately, many organizations learned the wrong lessons, from the wrong people. During the 80s, it became fashionable to talk about “product line advertising” as opposed to image/brand advertising. Large hospital systems thought it would be a good idea to apply consumer packaged goods approaches to healthcare and hired MBAs out of Proctor and Gamble to direct their strategies. Lectures and seminars were developed that had these marketing gurus telling hospital folk how to do it, and the first to be sacrificed was the image (or brand) of a facility. The new hero was the product. Ads had to be measurable. Marketing had to be accountable. The brand stewards were hushed in favor of short term returns.

Lamentably, abandoning the brand took its toll and turned healthcare into a commodity.

Commodities do not have bargaining power.

Commodities do not inspire loyalty. People will not pay a premium to use their services. But organizations (and practices) who maintained their belief in the power of their brands ultimately thrived and out-performed their competitors. For example, Mayo Clinic remains the “poster child” for this concept. The Mayo Clinic “brand” is protected at every turn. They do not market individual programs and services as much as they market them under the aegis of Mayo’s programs and services.

The safe default position to which many healthcare advertisers fall prey is to tout facilities, technology, and sometimes its doctors. Add to that some testimonials from satisfied patients whose lives have been saved, mixed with smiling family shots of arms draped over loved one’s shoulders, or couples walking on the beach holding hands, and you have the typical clichés of healthcare.

Ads that provide a concept that hits a nerve, that engages us on a deeper level of desire, fear, hope and longing are ads that we remember. That is the point of doing ads at all: to plant in the minds of our target clients (patients and referral sources) the message about who we are, what we do, and what we can do for them that is better than what they could get elsewhere.

That is when advertising goes from being an expense to becoming an investment.

Great advertising, effective advertising, is like shoulders from which to drape a garment. It flows. It fits. It makes an impression that lasts long after the person leaves the room.

There are plenty of opinions as to what makes for good, if not great, advertising. Yet the truth rests with some very simple concepts. Do you remember the advertiser and the product? Do you get what the advertiser’s key benefit is to you for the product or service? Do you understand the product’s attributes and promises long after the ad has run its course? Do you like the ad and look forward to seeing it again? Does the ad make you feel inclined to ever use the product? Do you come away from the ad with a positive perception about the advertiser?

If you are going to hold your place in line and improve your position, create an impact. Make your advertising memorable. In Hollywood, people often use the expression “I laughed, I cried, it became part of me” to describe with flair how a performance affected them. Advertising, to be effective, must affect people as well. If it doesn’t, it is an expensive exercise. If it does, it is the best investment you can make in marketing your practice and becoming “brand visible.” The better you are perceived, the more choices you have in creating the practice you desire, with the patients you choose, on your own terms. That’s why you market, and why being in line matters.

If you enjoyed this article and would like more information, contact The Schuster Center at 1-800-288-9393 or www.SchusterCenter.com

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Successful practices aren’t any more talented or intelligent than you are. They simply have learned to do things in a different way and make money in the process. The key to improving your practice performance is to “Out think your competition vs. Out Spending” them. The suggestions below are in no specific order of importance:

1. Know Yourself  – Having your own practice is more than just creating a job for yourself. Your basic roles are in delivering dentistry, marketing, finance, administration, and the responsibility of personnel. To get the best results, it is rare for one doctor to play all these roles equally well. You must know which parts you can handle yourself and which parts you’re going to need help with. As the technician in the practice your time is leveraged best when you are concentrating on activities that ensure future revenue for your practice. Empower your team to run your management systems and stay focused on what you do best.

2. Plan Ahead – well-intended team members but who don’t have all the information they need to do their job run most practices. This includes a clear idea of market segment, target markets, customer service, marketing mix and promotional activities. If you want to succeed you need a well thought out business plan that helps you make the right decisions? If you don’t have a business plan, consider enrolling in The Schuster Center’s Strategic Planning program.

3. Know Your Industry – You can gain the greatest competitive edge if you have an intimate knowledge of your business. Unfortunately dentistry is a very isolated profession. Exposure to your colleagues and their practices is very limited.  To thrive and prosper, you must be committed to learn and have the desire and energy to accomplish your goals. These are five main reasons why most practices don’t prosper.

  1. Lack of Industry Knowledge
  2. Lack of Vision
  3. Poor Market Strategy
  4. Failure to Establish Goals
  5. Inadequate Cash Flow

4. Understand Your Clients – Make it your business to give your clients what they want, and they will continue to buy from you. The services you provide should reflect your client’s needs and wants.  Many doctors position themselves as a commodity-based practice and focus on selling Crowns, Veneers, and Restorative.  Think in your client’s terms; buy, show, sell, and say things that interest them, not just what interests you. Remember, they want NO dentistry. Sell yourself!! Focus on your services such as trust, being on time for their appointments, and your attention to patient comfort.

5. Keep Good Financial Records – If you don’t know where your money is going, it will soon be gone. Good financial records are like the instruments on an airplane, they keep you posted of your height, direction, and speed. Without them you’re flying blind with no controls to guide you to your destination. If you are not tracking your statistics get back into the routine of this with your staff. If you need assistance contact your support coach for a review.

6. Use Sound Management Practices – As a practice owner, you are also a manager. You have to make decisions, offer client service, manage time and resources, and know how to run the practice better than anyone working for you.  Your team not only includes your immediate staff, but surrounding yourself with a professional advisory team is also critical. Remember the concept of a level one dentist vs. level two dentist. This same concept can apply to your accountants, insurance agents etc. Are you working with a level one accountant or a level four? Are they simply organizing your money on a P & L or are they coaching you towards future goals?

7. Develop A Distinctive Image – Your image is important and is a function of your marketing efforts and materials.  Clients create their perceptions of your practice from your name, web site appearance, practice location, displays, business cards, newsletters, and anything else that relates to your business.

8. Learn From The Pros – In today’s explosive markets, making the right moves is absolutely essential; there is little room for error.  Stay connected with The Center so you can interact with dentists from all over the United States.  The support department is also a terrific resource for your practice. Each year we have the privilege to communicate with literally hundreds of doctors.  Because of the emotional and sometimes difficult decisions that must be made, the crucial difference is having fresh ideas with an impartial business position. This is one the primary reasons we use statistics in our coaching calls. Our job is to minimize the emotion and give you guidance based off of objective data.

Case presentation skill development is a critical component to your success. You will need to constantly improve and refine your skills. If your case acceptance is less than 85%, then consider attending an Advanced Case Presentation Seminar with Dr. Schuster.