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When you have access to the decision-makers at small- to medium-sized local businesses who don’t offer dental insurance to their employees, you need something to entice these folks to tell their employees about you. “C” (explained next) is the ace up your sleeve. It’s your Dental Health Benefits Savings Plan. You may already have created your in-office Dental Health Benefits Saving Plan (DHBSP). If so, terrific. It’ll come in very handy if/when you deploy our strategy for adding a lot more fee-for-service patients (See “B” above). If you haven’t yet got your DHBSP in place, contact your Gems Concierge. We’ll be happy to have our graphics guys create your trifold brochure as well as the savings cards. You simply tell us what you’d like them to say and we’ll do the layout and artwork as an included benefit of membership for Platinum and GG12 members. To see a wide array of the brochures and benefit plan cards we’ve done for other members (from which you can “swipe!”), go to www.InsidersCircle.com SITE MAP ADVANCED MARKETING BRAIN TRUST 012 DENTAL BENEFITS IN-OFFICE PLAN BROCHURE C. Dental Health Benefits Savings Plan
motivating than straight hourly or salary, but it falls short of motivating your Hygienists to best utilize their highest and most valuable skills … their ability to help patients perceive the need and accept recommendations for care. It’s beyond the scope of this article to explain exactly how “Gems Hybrid Hygiene Compensation” (HHC) works, but part of the Hygienists’ compensation comes from a percentage of their production while the remainder comes from a percentage of what they put in Doctors’ chairs. If you’re interested (and you should be!), ask your Personal Gems Concierge to schedule a call with Elizabeth, my wife, the engineer. She’ll explain HHC and actually write a customized HHC formula that is specific to your practice. Once you and your team play Forrest Gump Bingo, you’ll be hooked! Remember the famous line from the movie when Forrest’s mother says, “Life is like a box of chocolates … you never know what you’re gonna get!” Well, Forrest Gump Bingo (FGB) is just like that but in a fun and positive way. FGB is a game to be deployed at random times, when it’s least expected, perhaps six or eight times each year. It’s to be utilized when you are starting a new Gem with which you’d like your team to fully engage on short order. You set a 3–5-day, one-time goal for your team. The goal is specific to the new Gems you’re about to deploy, and you’ll want to choose a goal you believe your team will have a 75% chance of achieving. Prior to commencing the game, show your team the Forrest Gump Bingo poker chips. Continued on page 4 ... "If you want more new patients who enjoy visiting, know what they can spend, and are willing to invest in their health care (at full fee-for-service), market to active seniors!" C. Forrest Gump Bingo An Amazing Way to Kick-Start Any New Gem
A. Team Bonus System
A team bonus system only works when both the Doctor and teammembers agree it’s working well, and it’s a fair system. And only if the team knows each and every day just how far they are from the goal, and what to do in order to help make it happen. Too many practices either don’t have any team bonus system, or they don’t have one that’s working well for all involved. Some bonus systems are poorly written, and the bonus has become nothing more than an “expectation,” no longer an incentive. Others are so darned complicated that nobody knows until after it’s too late whether or not they hit the goal. Unless you already have a team bonus system that the Doctor and team love, is simple and well understood by the team … unless you have a bonus system which your team can SEE EACH MORNING … a bonus system that constantly acts as an incentive, motivating your team to strive to help you grow, contact your Personal Gems Concierge and ask them to enable your “Gems Team Bonus System 2.0” on the “Gems Dashboard.” We make it easy, fun, and rewarding. The least motivational compensation system for a Hygienist is straight hourly (or salary). Unfortunately, it’s also the most common — not because other systems won’t work better for your Hygienist, your patients, and your practice, but rather because it’s not easy to come up with an alternative system that works. B. Hybrid Hygiene Compensation
PENTAGON SIDE NO. 5: TEAMREWARDS AND INCENTIVES
A little more thought about how to reward your team could go a long way toward getting everyone paddling in the same direction.
Some Doctors pay their Hygienists a percentage of RDH production. This is more
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