Dr Joe Capista Presentation Video Shoot Final

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Dr Joe Capista Presentation Video Shoot Final

  1. 1. What Can A Dentist Teach You About Business, Life and Success? <ul><ul><ul><ul><li>Dr. Joe Capista </li></ul></ul></ul></ul>
  2. 2. My Experience <ul><li>Dentists are associated with pain and costs </li></ul><ul><li>Patients hate the experience </li></ul>
  3. 3. My Success <ul><li>30 years of general and cosmetic dentistry </li></ul><ul><li>Operate multi-million dollar practice </li></ul><ul><li>Top 3 percent income level of all US dentists </li></ul>
  4. 4. My Background <ul><li>GPA was a 2.5 first semester of college at La Salle University </li></ul><ul><li>Studied unrelentingly to get into </li></ul><ul><li>dental school to follow my dream </li></ul><ul><li>Acceptance to only one dental school </li></ul>
  5. 5. Steps to Success <ul><li>Come up with key principles for success in your business and personal lives </li></ul><ul><li>Don’t change your goals, change what you are doing to accomplish your goals </li></ul><ul><li>Trust your instinct </li></ul><ul><li>Success comes from the gut </li></ul>
  6. 6. PRODUCT Internal Marketing External Marketing Systemized SALES PRESENTATION Systemized SALES CALL The Success Triangle
  7. 7. Product <ul><li>Product </li></ul><ul><ul><li>Invested $300,000 in coursework and 3 years of my life to master cosmetic dentistry </li></ul></ul><ul><li>Internal Marketing </li></ul><ul><ul><li>Created an in-office experience unlike any other dental practice </li></ul></ul><ul><li>External Marketing </li></ul><ul><ul><li>Steps taken to get new cosmetic patients in the door </li></ul></ul>
  8. 8. Systemized Sales Call <ul><li>Build an above average relationship </li></ul><ul><li>Create value or perceived value for </li></ul><ul><li>treatment </li></ul><ul><li>Create an experience </li></ul><ul><li>Create “TRUST & CONFIDENCE” </li></ul>
  9. 9. Systemized Sales Call <ul><li>Four Parts Of a Systemized Sales Call </li></ul><ul><li>Warm-Up </li></ul><ul><li>Presentation </li></ul><ul><li>Dismissal </li></ul><ul><li>Hand Off </li></ul><ul><li>Use DiSC throughout the Sales Call </li></ul>
  10. 10. Systemized Sales Presentation <ul><li>Sales is Strategic Influence </li></ul><ul><li>You are influencing someone or they are influencing you </li></ul><ul><li>Once value has been established you have a responsibility to influence the client/customer </li></ul>
  11. 11. Systemized Sales Presentation <ul><li>SALES is NOT manipulation: </li></ul><ul><li>The difference between manipulation and influence is Intention </li></ul><ul><li>Influence with integrity </li></ul><ul><li>Always have the other persons highest good in your mind </li></ul><ul><li>It must say I am here to help you </li></ul>
  12. 12. The Success Triangle Power <ul><li>If you are a 5 in a SSC and a 5 in a SSP, </li></ul><ul><ul><li>5 + 5 = 10 </li></ul></ul><ul><li>If you are a 8 in a SSC and a 5 in a SSP, </li></ul><ul><ul><li>8 + 5 = 16 </li></ul></ul><ul><li>If you are a 8 in a SSC and a 8 in a SSP, </li></ul><ul><ul><li>8 + 8 = 22 </li></ul></ul><ul><li>If you are a 9 in a SSC and a 9 in a SSP, </li></ul><ul><ul><li>9 + 9 = 30 </li></ul></ul><ul><li>This shows the potentiation and synergistic effect of these two skills. You reach a point where </li></ul><ul><li>1 + 1 no longer equals 2. </li></ul>
  13. 13. The Evolution of Dental Care
  14. 15. The Five Components of Success <ul><li>Be an Expert in your field /Have a Great Product and/or Service </li></ul><ul><li>Develop Sales & Marketing Skills </li></ul><ul><li>Get help from Experts (mentors) </li></ul><ul><li>Control the way you THINK </li></ul><ul><ul><li>- THINKING controls actions </li></ul></ul><ul><li>Get BALANCE in your life </li></ul>
  15. 16. Get Help From Experts <ul><li>Consider mentors for both your personal and professional lives </li></ul><ul><li>Probe mentors for advice and seek their counsel </li></ul><ul><li>Act on mentors recommendations </li></ul>
  16. 17. Control Your Thoughts <ul><li>Thoughts are things </li></ul><ul><li>and </li></ul><ul><li>Thoughts become things </li></ul>
  17. 18. Control Your Thoughts <ul><li>Success has very little to do with Skills </li></ul><ul><li>Success has very little to do with Intelligence </li></ul><ul><li>Success comes from your Thoughts-Feelings-Actions </li></ul>
  18. 19. Control Your Thoughts <ul><li>Thoughts control our Unconscious Mind </li></ul><ul><li>Our Unconscious Mind controls our Feelings and our Actions </li></ul><ul><li>You must control the thoughts that you put into your unconscious mind </li></ul>
  19. 20. Control Your Thoughts <ul><li>Thoughts - Feelings – Actions </li></ul><ul><li>THOUGHTS + Emotion = Feelings </li></ul><ul><li>FEELINGS create vibrations Actions </li></ul><ul><li>ACTIONS = RESULTS! </li></ul>
  20. 21. Control Your Thoughts <ul><li>Successful people have a common way of Thinking and Acting </li></ul><ul><li>Change your Thinking and you will change your Results </li></ul><ul><li>You form your Beliefs then your Beliefs form you </li></ul><ul><li>Your Total Belief System is made of your Thoughts, Feelings and Actions </li></ul>
  21. 22. Control Your Thoughts <ul><li>You become what you think about most and you ATTRACT what you think about most </li></ul><ul><li>Thoughts become things </li></ul><ul><li>Think about what you WANT, not what you DON’T WANT ---- GOALS </li></ul><ul><li>Don’t focus on lack and scarcity and what you do not have </li></ul>
  22. 23. Control Your Thoughts <ul><li>Life is meant to be Abundant </li></ul><ul><li>Life is not meant to be a Struggle </li></ul><ul><li>Inner Happiness fuels Success </li></ul><ul><ul><li>- How do I define Happiness? </li></ul></ul>
  23. 24. Control Your Thoughts <ul><li>“ Whether a man Believes he can or can’t, he is right” ---- Henry Ford </li></ul><ul><li>“ Your Beliefs create the fact” ---William James </li></ul><ul><li>“ According to your Beliefs it is done unto you”---Matthew 9:29 </li></ul><ul><li>“ If you Dream It you can Achieve It”--- Walt Disney </li></ul>
  24. 25. Control Your Thoughts <ul><li>“ You become what you think about” -Earl Nightingale </li></ul><ul><li>“ Get rid of your stinking Thinking” </li></ul><ul><li>“ Get a checkup from the neck up” -Zig Zigler </li></ul><ul><li>“ The greatest discovery of my generation is that human beings can alter their lives by altering their attitudes of mind” -William James </li></ul>
  25. 26. Control Your Thoughts <ul><li>“ All that we are is the result of what we have thought” - Buddha </li></ul><ul><li>“ Whatever the mind of man can conceive, it can achieve” - W. Clement Stone </li></ul><ul><li>“ You create your own universe as you go along” - W. Churchill </li></ul><ul><li>“ All power is within and is therefore under our control” - Robert Collier </li></ul>
  26. 27. Control Your Thoughts <ul><li>Your job is YOU </li></ul><ul><li>Unless you fill yourself up first, you will have nothing to give anybody </li></ul>
  27. 28. Control Your Thoughts <ul><li>When you think you are not good enough……” It is Over </li></ul>
  28. 29. Money <ul><li>Success is Not about $$$$$ </li></ul><ul><li>$$$$ is a way of keeping score </li></ul><ul><li>It is Not Success </li></ul><ul><li>Success is not the result of making $$$ </li></ul><ul><li>Making $$$ is the result of Success </li></ul>
  29. 30. Money <ul><li>Success is the result of providing </li></ul><ul><li>Value & Service </li></ul><ul><li>Money measures the amount of Value and Service that you provide </li></ul>
  30. 31. Money <ul><li>“ Wealth, when sought after directly will never be achieved.... It comes as the byproduct of useful Service and Value” - Henry Ford </li></ul>
  31. 32. Circle of Balance
  32. 33. <ul><li>It’s not what you Know , it’s what you Do with what you know that makes a Champion </li></ul><ul><li>Ideas and Knowledge are worthless unless acted upon </li></ul>Steps to Success
  33. 34. Steps to Success <ul><li>“ You can have anything in life you want if you want it badly enough and are willing to pay the price.” </li></ul>

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