Compass Points

Abandoned by the side of the road in southern Missouri, without a nickel in his pocket. That's where 9-year-old Frank Patterson found himself many decades ago, along with his 8-year-old brother.How would he survive? How could he provide for his brother? Where would all those open, unfamiliar roads lead him? What kind of man could he possibly become under these impossible circumstances?The path Frank ultimately chose was paved with grace, grit, and gratitude. His amazing story is a hardscrabble account of the kind of determination that is often rewarded with life's greatest gifts...Gifts Frank ultimately left those gifts for the generations that would follow him.This episode is the perfect reminder that "Thanksgiving" is not a single holiday, but a mindset we should all live in year round. Gather your family and loved ones for the story of Frank Patterson, hosted by Samantha Jones.

Dr. Chris Majors remembers the case like it was yesterday, though it happened more than 20 years ago.The procedure was an implant restoration... his very first one! All the hard work and expense of dental school was really starting to pay off. Or so he thought. After all was said and done with the crown, abutment, lab fees and expenses, Dr. Majors wound up owing $90 for that procedure. For the young doctor who had just treated a patient with the highest level of skill and expertise, this was indeed a kick in the teeth. Sound familiar? Are you tired, frustrated and just worn out by all the headaches, complications and cost around insurance? Dr. Chris Majors hears you loud and clear, and he's asking you to join the movement.As the Senior Advisor for Fair market Health (fairmarkethealth.com) he and his partners want to transform America's healthcare system using technology. They aim to connect patients directly with providers, making healthcare more affordable, and more transparent for patients.Dr. Majors explains it all in this eye-opening episode, a must-listen for anyone concerned with the powerful control insurance has over all of us.You can learn more about the mission of Dr. Majors and Fair Market Health at fairmarkethealth.com.

If you've ever heard the term "money doesn't grow on trees," and felt the deflation that goes along with that saying, Certified Financial Planner Shannon Blackmon is here to tell you, "That's OK!"Shannon is a CFP with Thomas Doll, where she helps all kinds of professionals (including dentists) get past anxieties around money. It starts, she says, with flipping your "money script". That means turning those negative philosophies (like money not growing then on trees), and turning them into an abundance mindset. She's here to tell you how to do it!Shannon also talks about how uncertain times require a bit of rethinking when it comes to your financial strategies. If you are concerned with your financial well-being, give this episode a listen to put you at ease. If you'd like to reach Shannon directly, her email is shannonb@thomasdoll.com

Branding. We all know it's important, but what does it really mean? Is your branding on point? Have you even thought about it? Dr. Angela Mulrooney certainly has. This former dentist is a master of the concept of branding.In plain English, Dr. Mulrooney breaks it down to a box of crayons. What is your color? What is it about you that attracts your best patients? This Is what is called your brand "archetype". It's a technical word that might be the key to how you attract (or repel) the patients you want to serve.In this episode, get some great insight on the branding mindset you need to set your practice apart. Once you listen, you'll be ready to open that box of crayons, and choose the ones that best color the style of your practice.If you've ever wanted to build a base of patients you enjoy seeing every day, Dr. Mulrooney's thoughts are invaluable. You can reach read more about her at her website, www.unleashinginfluence.com. Enjoy the episode!

Every dentist wants to grow...whether within a single practice, or with a goal of adding multiple locations. Dr. Peter McClellan and his group in Kansas City have done it efficiently in the Kansas City area, expanding from a single practice eight currently.Dr. McClellan says their vision and strategy for growth may not be for everyone, but there are several factors you should consider in any growth mindset.First, you must have a clear and articulate vision that you share with your team. Every decision must be in line with that vision. Another consideration is who do you have in each critical role in your practice. It's hard to move forward if everyone isn't in the right seat and rowing in the same direction! Dr. McClellan also says the ability to pivot in decisio- making is key.Give a listen for the details, and get some perspective as you consider your own growth strategy!

During her 45 years in dentistry, Anne Duffy realized something important was missing: Women in leadership. Anne decided to do something about it. She created DeW life magazine, and founded Dental Entrepreneur Woman. Her goal is to help women in dentistry shine, inspire, empower and connect. And for young women just entering the profession, she wants to help them discover all the real opportunities that exist in dentistry. In other words, she encourages them to "Just DeW it!!!" Listen in for how you can "DeW" it too! You can read more about Anne's efforts and offerings at her website, https://dew.life

For all dentists do to prevent decay in the mouth, have you ever thought about how much all the single-use plastics in dentistry are decaying the planet? Here are a couple of alarming statistics: • Only about 9% of recyclable plastic actually gets recycled.• By the year 2050, the amount of plastic in the Earth's oceans will outweigh the fish!Lynda Sherman has spent 30 years in dentistry, and decided something must be done about dentistry's contribution to this problem. She has learned that all those single use plastics...from prophy paste, to gloves, to light handle covers are not only hurting the planet... they're also a drain on your pocketbook. That's why you will often hear her spirited refrain, :"JUST GREEN THE FREAKIN' OPERATORY!!!"In this episode, she breaks down the many ways dentists can do just that...Green up their operatories while putting a little green back in their pockets. You will be shocked to hear how much money (and trash) going green in just one of your operatories will save. Aside from her decades as a CDA and EFDA (and the fact that she is FREAKIN' hilarious), Lynda is passionate about her own non-profit organization, The Dental Oral Care Project (The DOC Project). The project is funded in part by Linda's other passion called "The Mouthy Box." This subscription based oral care kit is made completely of biodegradable products. You can learn more about Lynda and her many contriubtions to dentistry and the planet by clicking here, or visiting her website, www.lyndasherman.comEnjoy this high energy episode, and come away with some sustainable ideas that will benefit you, your practice, and your planet!

Do you ever suffer an attack of the "Sunday Scaries?" It's that end of weekend anxiety that sets in when you begin to think about the daunting work week ahead.For Dr. Laura Brenner, the Sunday Scaries became a daily battle...Coming home from her practice feeling intense stress, isolation, and anxiety around her dental career.After practicing for 10 years, Dr. Laura realized she needed an out from the profession she no longer enjoyed. That's when the blog bug bit. Having come across the blog "10 Reasons I Hate the Dentist", she responded with her own tongue in cheek response: "10 Reasons Your Dentist Probably Hates You Too." It was an instant success, going viral overnight!Dr. Brenner's venture into blogging opened a new door, as she realized she wasn't alone in her quiet battle in the stressful career of dentistry. That realization led to the founding of Lolabees Career Coaching (lolabeescareercoaching.com).In her work there, Dr. Brenner has helped dental professionals find joy in their lives again,..leading them in journeys of self-discovery. She is also of course, a huge fan of finding side gigs!Take a listen, and learn how you do can escape the destructive grips of perfectionism, and people pleasing, and focus on yourself (is there a blog in your future?!)Time to put an end to the "Sunday Scaries" for good!

Admitted (and celebrated) man-crushes on Matthew McConnaughey and the Biebs? Yes, they're all part of this episode, and the down-to-earth, humble, and often hilarious nature of Dr. Nelson Kanning's leadership style. In this episode, the Lawson, Missouri Dentist shares thoughts that frame his "Authentic Leadership" approach.Many books have been written on the subject, and thought leaders have emerged over the years. But Dr. Kanning keeps his leadership strategy simple and clear through a five-part focus:His pursuit to find the expert.Owning his mistakes.Following a well-defined vision that ties into everything he does.Understanding how to delegate.Leaning into and trusting the process of delegation.This vision-focused attitude has allowed Dr. Kanning to lead his team through an amazing phase of growth. He encourages his team to be the best that they be in their roles within that vision, and not try to be the best at everything.Hear him talk about the challenge, result and rewards that came to him after committing to this vision...and don't be alarmed if his thoughts come with a dose of mild PG-rated humor!In this episode you'll learn and laugh, as his positivity is infectious. See what takeaways might lead you to reconsider your vision for your practice, your team, and your life!

This one is especially for women doctors! Are you feeling the stress of juggling your career as a dentist and business owner, with all your other life challenges and responsibilities? Drs. Karen Tindall and Laura Schwindt have created an exclusive club for you!The Mint Door is a place of resources and like-minded doctors who want to focus on their total well-being. In this episode, Drs. Tindall and Schwindt join Samantha Jones to roll out the welcome mat. They encourage you to take a step back and get quiet with yourself. Tune out all the perfection you read about on social media and other channels, and focus on yourself. They want you to understand that you possess all the tools within yourself to solve any challenge. The Mint Door is a community that can help you discover them. If you'd like more information about this exclusive club, you can check them out at themintdoor.net.

Do you have.a patient who walks into your office and makes you laugh or smile every time? Someone who is always excited to see you, and wants to tell you about all the goings on in their world? Early in her career, Samantha had one of those patients. Her name was Sandra, and though she was well into her senior years, let's just say Sandra didn't act nearly her age. Every dental visit came with a vivid description of her latest life adventure. Sam wasn't exactly sure why Sandra was so eager to bend her ear, but always found herself listening in amazement, And the result of Sandra's next big adventure would give Sam a whole new perspective on communication in their dental practice.It's worth repeating, listening is considered the most important part of communication. How much time and attention does your team give to your more talkative patients? Listening is one of the easiest ways to build advocacy with your patients. So give a listen to this episode...And to your patients!

What's your "pre-shot" routine? Do you have a way of calming yourself before you engage in difficult conversations or situations? Are you taking a moment to compose yourself before you walk in to see a patient? Samantha Jones welcomes back Dr. Dave Striegel for this invaluable conversation about preparing to handle stress. Dave has worked with elite athletes, military special forces, Fortune 500 executives, and dentists for more than 25 years. He knows a few moments of preparation before high-pressure situations can have a dramatic effect on their outcomes. So lower your stress, and have a listen!

Sales - Expenses = ProfitEasy enough equation, right? Dental CPA Drew Hinrichs is here to assure you it's not quite that simple. Drew has worked with more than 500 dentists, helping them navigate through complex tax and financial issues.In this episode, Drew gives advice about strategizing expense accounts and better managing the flow of funds through your practice. What percentages of those funds are allocated for payroll, taxes and operating accounts? Working exclusively with dentists, Drew helps map complete financial plans to maximize financial freedomAn industry leader, Drew has co-authored the book "Profit First for Dentists" (available on Amazon). You can check out their website www.engageadvisors.com, and fill out their contact form to set up a call.

Do you have an employee handbook, or manual that contains protocols, ground rules, and operational guidelines for your practice?The next question is, where did it come from?Kara Kelley is a dental HR expert, and she's seen and heard it all. She is the founder of Clinical HR, and helps dental practices set strategic goals, draft employee handbooks, and develop pay structures.Kara prides herself on turning dental practice owners into dental practice leaders, and her guidance is vital to avoiding mistakes in hiring and employment protocols.In her work, she's found that many practices are guided by poorly written or dated guidelines. There was the practice that simply used the handbook left by the previous owner. As Kara explains to Samantha Jones (with a colorful story or two!), operating this way can lead to serious legal trouble.In this episode, Kara shares some great reminders about responsible communication, and keeping all of your employment guidelines in check.Give it a listen, and don't forget to check out her website: www.clinicalhr.com.

It's a busy day ahead in your practice. Maybe you're walking into a heavy case load, and you need to be prepared to take care of your patients.But are other large concerns looming in the back of your mind? Do you ever find yourself wondering (and worrying):"How are we going to stay on time today?""Are we on pace to make our goals?""What about that new hire we're not so sure about?"Trying to balance the business end of running the practice with the need to care for every patient can raise your blood pressure quickly!This is where a little advice from Dr. Dave Striegel can be of great use. Dave earned an advanced degree in sports psychology. During his 25 years as a performance coach, his clients have included Fortune 500 executives, military special forces, professional athletes, and dentists.Dave understands that dentistry is a profession loaded with its share of stressors, and encourages mental and physical awareness in situations when we face pressure. He draws parallels between how athletes and professionals (dentists!) can prepare and alleviate stress. He is a big believer in having a "pre-shot routine" for those moments where are brains sense the threats that can knock us off our game.Take the time to listen to this episode, be more prepared for the challenges that are always ahead, and learn how you can ease the pressure. As Dave will remind you, don't forget to breathe!

Have you ever thought about taking your dental expertise on the road? Showcasing it on stage, and sharing it with others in the industry as a speaker?In this episode, Samantha is joined by speaking guru Vanessa Emerson.Founder of Dental Speaker Institute, Dental Speakers Bureau, and The Dental Speaker, Vanessa has been recognized as one of the top 25 women in dentistry by Dental Products Report. She is the go-to person for meeting planners, and works with dental professionals to showcase their knowledge at events around the country.Vanessa gets clear about considering your vision when structuring your role as a speaker. Do you want to make it your side business? Part of your retirement plan?It's all possible!Get advice from an expert about making a plan for sharing your knowledge with the dental industry.

Hiring high achievers is the goal of any practice. But finding and bringing on highly motivated, driven people is only the beginning. Once onboard, proactive communication is critically important with these extremely valuable team members.In this episode, Sam is joined by Aunica McMullen. While a standout volleyball player at Pittsburg State University, a medical experience forced Aunica to make adjustments to her life goals. After completing her degree in strategic communications in just 3 years, Aunica went on to receiver her masters degree in only one.Now as a communications director for a Kansas City company, Aunica has become an expert in hiring and communicating with high achievers. Her important advice for leaders is to recognize the unique values these employees bring to the team. This means clearly defining expectations, strategizing their roles aside other team members, providing feedback, and using proactive communication to best harness their strengths in achieving goals.Her knowledge is invaluable to any leader in a hiring role, and applies especially to goal-oriented practices who seek a thriving, vibrant team culture.Don't make your next hire before listening to her advice!

It seemed like a typical situation for any treatment coordinator. The new patient pulled into a parking space, walked into the practice, and went back for his comprehensive exam.Except the situation wasn't typical. The patient arrived in a loud, rusty, beat-up truck. He stepped out to reveal a long, bushy beard… His stocky 6′ 5″ frame was wrapped in a pair of dingy, well-worn overalls.Sitting behind my desk, the wheels of bias were already churning in my head. How would this guy react to the diagnoses? How could he possibly afford treatment? The prejudgments obscured any realization that I was about to make the largest, most regrettable mistake of my dental career.In a practice geared toward KPIs and specific production goals, I kept a prideful eye on my case acceptance percentage. I could get a “yes” out of any treatment conversation. But this guy? No way. Big bearded burly man was about to blow a hole in my shining record of success. That was all I cared about in the moment. And it's why bias and prejudgment is such an important problem to address in dentistry.After his appointment, the doctor dropped a $10,000 treatment plan on my desk. $10,000!? For this guy?! I nearly scoffed as the doctor turned away.It's still hard to recount what happened next. The patient sat down before me and surely read the doubt in my eyes…He heard the bias in my short explanations. He sensed my impatience with his questions, and ultimately, I didn't even offer him an appointment.And then he gave me the response I clearly deserved:“Samantha, the doctor told me that this is what I'm supposed to do. So this is what I want to schedule for. And I want to pay you today, so that I don't have to see you when I come back”.I can't fully explain the regret I felt as he slapped a $10,000 check on my desk and walked away. I promised I would never treat someone that way again.And it reminds me as administrators, our job is simple;We present the information about the investment,We explain the treatment opportunities for the patient.We work with the patient to find an appointment.That's it! The key takeaway: We must find actionable ways to quiet the biases that. pop up in those moments. Whatever our role in the practice, we must be total advocates for those we serve. No matter what they drive, how they dress or look, they are our patients, who have chosen to trust us with their care. And we must to our best to honor that trust.For more ideas and perspective on dentistry, check out our website: www.compassdps.com

How do we get patients to say "yes" to treatment that ranges beyond the scope and cost they had expected?In this episode, Samantha is joined by Starr Patterson, an expert in most roles in dentistry. Starr has served as an assistant, hygienist, treatment coordinator and office manager for practices in the Midwest and Southern United States.Starr talks about redirecting her education and career path at the age of 17, while working part time for an oral surgeon. Her first "thrown into the fire" experience came when she was ask to step in and assist during a surgery, cementing her interest in dentistry. She has pursued a wide-ranging career in dentistry for three decades since.One of her earliest "light bulb" moments was assisting in a case that involved more invasive, expensive treatment than the patient had anticipated. From that experience, Starr developed a methodology called "Teach, Not Tell". Using technology and carefully crafted language and analogies, Starr began an approach of providing patients with a deeper understanding of their oral health. Her ability to gain patients' trust and meet them "where they are" helped her practice achieve a 99% case acceptance rate.Learn her three components of educating patients in a way that makes case acceptance nearly automatic. Once mastered, the "Teach, not Tell" methodology will benefit case acceptance, collections, and overall patient perception of the practice.

Get to know our host, Samantha Jones. Sam is an expert in every aspect of running a dental practice. She's coached practices across the country in the administrative and clinical systems critical to thriving practices. This is the start of a podcast series dedicated to giving ideas and perspective for peak practice performance!In this episode, Sam addresses the importance of intentional communication between our team members and with patients.