What Can A Dentist Teach You About Business, Life and Success? Dr. Joe Capista

Dr. Joe Capista

My Experience Dentists are associated with pain and costs Patients hate the experience

Dentists are associated with pain and costs

Patients hate the experience

My Success 30 years of general and cosmetic dentistry Operate multi-million dollar practice Top 3 percent income level of all US dentists

30 years of general and cosmetic dentistry

Operate multi-million dollar practice

Top 3 percent income level of all US dentists

My Background GPA was a 2.5 first semester of college at La Salle University Studied unrelentingly to get into dental school to follow my dream Acceptance to only one dental school

GPA was a 2.5 first semester of college at La Salle University

Studied unrelentingly to get into

dental school to follow my dream

Acceptance to only one dental school

Steps to Success Come up with key principles for success in your business and personal lives Don’t change your goals, change what you are doing to accomplish your goals Trust your instinct Success comes from the gut

Come up with key principles for success in your business and personal lives

Don’t change your goals, change what you are doing to accomplish your goals

Trust your instinct

Success comes from the gut

PRODUCT Internal Marketing External Marketing Systemized SALES PRESENTATION Systemized SALES CALL The Success Triangle

Product Product Invested $300,000 in coursework and 3 years of my life to master cosmetic dentistry Internal Marketing Created an in-office experience unlike any other dental practice External Marketing Steps taken to get new cosmetic patients in the door

Product

Invested $300,000 in coursework and 3 years of my life to master cosmetic dentistry

Internal Marketing

Created an in-office experience unlike any other dental practice

External Marketing

Steps taken to get new cosmetic patients in the door

Systemized Sales Call Build an above average relationship Create value or perceived value for treatment Create an experience Create “TRUST & CONFIDENCE”

Build an above average relationship

Create value or perceived value for

treatment

Create an experience

Create “TRUST & CONFIDENCE”

Systemized Sales Call Four Parts Of a Systemized Sales Call Warm-Up Presentation Dismissal Hand Off Use DiSC throughout the Sales Call

Four Parts Of a Systemized Sales Call

Warm-Up

Presentation

Dismissal

Hand Off

Use DiSC throughout the Sales Call

Systemized Sales Presentation Sales is Strategic Influence You are influencing someone or they are influencing you Once value has been established you have a responsibility to influence the client/customer

Sales is Strategic Influence

You are influencing someone or they are influencing you

Once value has been established you have a responsibility to influence the client/customer

Systemized Sales Presentation SALES is NOT manipulation: The difference between manipulation and influence is Intention Influence with integrity Always have the other persons highest good in your mind It must say I am here to help you

SALES is NOT manipulation:

The difference between manipulation and influence is Intention

Influence with integrity

Always have the other persons highest good in your mind

It must say I am here to help you

The Success Triangle Power If you are a 5 in a SSC and a 5 in a SSP, 5 + 5 = 10 If you are a 8 in a SSC and a 5 in a SSP, 8 + 5 = 16 If you are a 8 in a SSC and a 8 in a SSP, 8 + 8 = 22 If you are a 9 in a SSC and a 9 in a SSP, 9 + 9 = 30 This shows the potentiation and synergistic effect of these two skills. You reach a point where 1 + 1 no longer equals 2.

If you are a 5 in a SSC and a 5 in a SSP,

5 + 5 = 10

If you are a 8 in a SSC and a 5 in a SSP,

8 + 5 = 16

If you are a 8 in a SSC and a 8 in a SSP,

8 + 8 = 22

If you are a 9 in a SSC and a 9 in a SSP,

9 + 9 = 30

This shows the potentiation and synergistic effect of these two skills. You reach a point where

1 + 1 no longer equals 2.

The Evolution of Dental Care

The Five Components of Success Be an Expert in your field /Have a Great Product and/or Service Develop Sales & Marketing Skills Get help from Experts (mentors) Control the way you THINK - THINKING controls actions Get BALANCE in your life

Be an Expert in your field /Have a Great Product and/or Service

Develop Sales & Marketing Skills

Get help from Experts (mentors)

Control the way you THINK

- THINKING controls actions

Get BALANCE in your life

Get Help From Experts Consider mentors for both your personal and professional lives Probe mentors for advice and seek their counsel Act on mentors recommendations

Consider mentors for both your personal and professional lives

Probe mentors for advice and seek their counsel

Act on mentors recommendations

Control Your Thoughts Thoughts are things and Thoughts become things

Thoughts are things

and

Thoughts become things

Control Your Thoughts Success has very little to do with Skills Success has very little to do with Intelligence Success comes from your Thoughts-Feelings-Actions

Success has very little to do with Skills

Success has very little to do with Intelligence

Success comes from your Thoughts-Feelings-Actions

Control Your Thoughts Thoughts control our Unconscious Mind Our Unconscious Mind controls our Feelings and our Actions You must control the thoughts that you put into your unconscious mind

Thoughts control our Unconscious Mind

Our Unconscious Mind controls our Feelings and our Actions

You must control the thoughts that you put into your unconscious mind

Control Your Thoughts Thoughts - Feelings – Actions THOUGHTS + Emotion = Feelings FEELINGS create vibrations Actions ACTIONS = RESULTS!

Thoughts - Feelings – Actions

THOUGHTS + Emotion = Feelings

FEELINGS create vibrations Actions

ACTIONS = RESULTS!

Control Your Thoughts Successful people have a common way of Thinking and Acting Change your Thinking and you will change your Results You form your Beliefs then your Beliefs form you Your Total Belief System is made of your Thoughts, Feelings and Actions

Successful people have a common way of Thinking and Acting

Change your Thinking and you will change your Results

You form your Beliefs then your Beliefs form you

Your Total Belief System is made of your Thoughts, Feelings and Actions

Control Your Thoughts You become what you think about most and you ATTRACT what you think about most Thoughts become things Think about what you WANT, not what you DON’T WANT ---- GOALS Don’t focus on lack and scarcity and what you do not have

You become what you think about most and you ATTRACT what you think about most

Thoughts become things

Think about what you WANT, not what you DON’T WANT ---- GOALS

Don’t focus on lack and scarcity and what you do not have

Control Your Thoughts Life is meant to be Abundant Life is not meant to be a Struggle Inner Happiness fuels Success - How do I define Happiness?

Life is meant to be Abundant

Life is not meant to be a Struggle

Inner Happiness fuels Success

- How do I define Happiness?

Control Your Thoughts “ Whether a man Believes he can or can’t, he is right” ---- Henry Ford “ Your Beliefs create the fact” ---William James “ According to your Beliefs it is done unto you”---Matthew 9:29 “ If you Dream It you can Achieve It”--- Walt Disney

“ Whether a man Believes he can or can’t, he is right” ---- Henry Ford

“ Your Beliefs create the fact” ---William James

“ According to your Beliefs it is done unto you”---Matthew 9:29

“ If you Dream It you can Achieve It”--- Walt Disney

Control Your Thoughts “ You become what you think about” -Earl Nightingale “ Get rid of your stinking Thinking” “ Get a checkup from the neck up” -Zig Zigler “ The greatest discovery of my generation is that human beings can alter their lives by altering their attitudes of mind” -William James

“ You become what you think about” -Earl Nightingale

“ Get rid of your stinking Thinking”

“ Get a checkup from the neck up” -Zig Zigler

“ The greatest discovery of my generation is that human beings can alter their lives by altering their attitudes of mind” -William James

Control Your Thoughts “ All that we are is the result of what we have thought” - Buddha “ Whatever the mind of man can conceive, it can achieve” - W. Clement Stone “ You create your own universe as you go along” - W. Churchill “ All power is within and is therefore under our control” - Robert Collier

“ All that we are is the result of what we have thought” - Buddha

“ Whatever the mind of man can conceive, it can achieve” - W. Clement Stone

“ You create your own universe as you go along” - W. Churchill

“ All power is within and is therefore under our control” - Robert Collier

Control Your Thoughts Your job is YOU Unless you fill yourself up first, you will have nothing to give anybody

Your job is YOU

Unless you fill yourself up first, you will have nothing to give anybody

Control Your Thoughts When you think you are not good enough……” It is Over

When you think you are not good enough……” It is Over

Money Success is Not about $$$$$ $$$$ is a way of keeping score It is Not Success Success is not the result of making $$$ Making $$$ is the result of Success

Success is Not about $$$$$

$$$$ is a way of keeping score

It is Not Success

Success is not the result of making $$$

Making $$$ is the result of Success

Money Success is the result of providing Value & Service Money measures the amount of Value and Service that you provide

Success is the result of providing

Value & Service

Money measures the amount of Value and Service that you provide

Money “ Wealth, when sought after directly will never be achieved.... It comes as the byproduct of useful Service and Value” - Henry Ford

“ Wealth, when sought after directly will never be achieved.... It comes as the byproduct of useful Service and Value” - Henry Ford

Circle of Balance

It’s not what you Know , it’s what you Do with what you know that makes a Champion Ideas and Knowledge are worthless unless acted upon Steps to Success

It’s not what you Know , it’s what you Do with what you know that makes a Champion

Ideas and Knowledge are worthless unless acted upon

Steps to Success “ You can have anything in life you want if you want it badly enough and are willing to pay the price.”

“ You can have anything in life you want if you want it badly enough and are willing to pay the price.”