Feeling Stuck? Here's Why...

If you have an accounting back ground, or if you've worked with one, you've likely heard the acronym 'SALY' - Same As Last Year. As the name implies, doing something the same as last year involves looking at the prior year documents and completing the current year in a similar fashion. In many cases, this strategy is used by CPA's to turn out work relatively quickly.

While SALY can be efficient for those in the accounting world, it's not a mode of operation we should adopt in the dental office - but too often I see dental practices stuck in SALY by default.

Here are some excuses we hear from dental practices stuck in SALY mode...

1. We've always done it that way.  Just because something was done last year, doesn't mean it needs to be done this year. I actually made up another acronym - WALY (Wrong As Last Year). While there are many systems that you've put in place that will sustain the practice long-term, you may be doing some things simply out of habit.  If you don't have a clear 'why' that supports your practice vision, it's time to get out of SALY mode!

2. We haven't had time.  You're too busy working IN the practice, that you haven't taken time to work ON the practice. You know things need to change - there's awareness that current systems (or lack thereof) are hurting your success, yet you keep doing the same thing.  In the accounting world, this is called 'rolling forward errors'.  YOU are in control of your schedule.  If you're not managing it in a way that provides white space (intentionally blocked time to work ON the business), it's YOUR fault!

3. The timing isn't right. You want the 'perfect' team first.  Of you're waiting for finances to improve before you take any perceived risk. Truth be told, these excuses are generally rooted in fear. Many times we get caught up in paralysis analysis. If you are waiting to have all of your ducks in a row before moving ahead, you'll remain status quo.  

   

Imagine this… a patient  shows up today for their 6 month re-care visit and they haven’t done ANYTHING since you saw them 6 months ago… They haven’t brushed or flossed their teeth at all.  What would that be like? How would you feel about that situation? Would it be frustrating?  I’m sure you’d be frustrated for the patient, because chances are they might have even taken steps backwards.  

They've even shared in prior visits that they want to keep their teeth for a lifetime, yet they’ve done nothing whatsoever at home for 6 months that will ensure that happens.  Then they show up today wanting YOU to catch them on 6 months of neglect.  

So why am I sharing this? 

I had an experience recently with a team on zoom - I’ve met with them every other week for quite a while. Every time we meet I ask, ‘What have you done different since I saw you last?’  The answer for months has been ‘nothing’.  I actually knew the answer before I asked, as their numbers and frustration remain unchanged. My heart aches for them because I see the potential if they would just be willing to be a little vulnerable and try a few things.  But they continue to be stuck in the mud. 

Just as you can’t fix 6 months of neglect in a single re-care appointment, the Brady Group can’t fix everything in a 30 minute zoom.  We can’t fix everything in a 3-day Mission Possible.  We can’t fix everything as a result of you paying your monthly coaching fee.    If you want to progress, you have to DO something different!  

Every team member should have something they are working on every week - maybe you’re practicing open-ended questions through role play during your vision session.   Or you might be learning to use the camera so that photos are taken consistently.  You could be reading a book  as a team that encourages you or gives you practical ideas that can be applied to the practice. 

CHALLENGE: What's going to be different next week?  To ensure follow-through, utilize our action plan!