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EP17 Sales & Leadership with Justin Leigh

Growing A Dental Practice

Release Date: 03/18/2022

EP28 Generating Enquiries with Adam Smith show art EP28 Generating Enquiries with Adam Smith

Growing A Dental Practice

In this episode, Mike is joined by Adam Smith - Co-Founder and Director of Sales at EnquiryBot; an advanced, automated chatbot and sales management system which increases website enquiries by at least 240% and returns an annual ROI in around 4 weeks. Adam discusses his background in golf and hospitality, and how his experiences helped him get to grips with dentistry faster. He explains what a chatbot is, and identifies the different types of “chat” you can find on a website. Adam then talks about the history of chatbots which were pioneered by large corporations with big budgets, and how...

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EP27 Building Businesses with Dr Brett Wells show art EP27 Building Businesses with Dr Brett Wells

Growing A Dental Practice

In this episode, Mike is joined by Dr Brett Wells - Owner of Wells Family Dental Group and Founder of DentalHQ; an online platform helping group practices and DSOs create and manage their own dental membership plans. Brett introduces himself as a dentist by trade and entrepreneur by passion, and it’s easy to see why. He’s a highly skilled clinician and savvy businessman who started his first practice from scratch after just 6 months as an associate, opened a second practice only several years later, started and sold a gourmet hotdog restaurant, grew two practices into a group, and founded...

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EP26 Hungry for Success with Dr Hussein Shaffie show art EP26 Hungry for Success with Dr Hussein Shaffie

Growing A Dental Practice

In this episode, Mike is joined by Dr Hussein Shaffie - Principal Dentist of Bexleyheath Dental Practice and The Sandford Implant and Cosmetic Centre. Hussein is passionate about cooking and has a YouTube channel called The Hungry Dentist. Dr Shaffie was born and raised in Iran, and was exposed to business from a young age. Hussein would regularly help his father who owned a chicken farm. When he was just 9 years old, Hussein’s father proposed a partnership with his son; if he raised a baby goat, he would receive half the money they received from selling said goat. He learnt the value of...

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EP25 Never Giving Up with Dr Ferhan Ahmed show art EP25 Never Giving Up with Dr Ferhan Ahmed

Growing A Dental Practice

In this episode, Mike is joined by Dr Ferhan Ahmed - Principal Dentist of Edinburgh Dental, Implant Trainer & Mentor, and Author of the book, Being Unstoppable. Ferhan has an incredible mind and is unbelievably driven to grow as an individual, as a clinician, as a teacher, and as a leader. He credits his strict morning routine - which includes waking up at 5am and running every day - with helping him get more done and pushing him closer to his potential. Dr Ahmed drops quotes throughout the episode from inspirational leaders such as Warren Buffet, Mahatma Gandhi, and Steve Jobs, and recommends...

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EP24 The John Lewis of Dentistry with Dr Simon Gallier show art EP24 The John Lewis of Dentistry with Dr Simon Gallier

Growing A Dental Practice

In this episode, Mike is joined by Dr Simon Gallier - Managing Partner of Future Health Partnership. Future Health Partnership utilises an employee ownership/partnership model and currently has 4 practices located in the North of Wales, Chester, and just outside Bolton. Simon qualified as a dentist in 1982, served in the Parachute Regiment, and previously owned a dental and whole body aesthetics clinic on Harley Street in London. He developed the concept of direct access in 2007 after working with Superdrug to put hygiene, whitening, and aesthetic clinics in their stores. Also in 2007 he took...

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EP23 Buying A Dental Practice with Dr Karl Walker-Finch show art EP23 Buying A Dental Practice with Dr Karl Walker-Finch

Growing A Dental Practice

In today’s episode, Mike is joined by Dr Karl Walker-Finch - Associate Dentist, Mentor, Lecturer, Blogger, and soon to be Author. This is a fantastic episode because at the time of recording, Karl was actually in the process of buying his first dental practice. Knowing we would be releasing this episode only after the sale was completed allowed Karl to be open and honest about his experience. Karl explains how he first got into dentistry and how his passion for dental implants came about. Not only did he obtain a Masters in Dental Implantology, but he also helps and inspires the next...

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EP22 Buying Dental Practices with Andy Acton show art EP22 Buying Dental Practices with Andy Acton

Growing A Dental Practice

In today’s episode, Mike is joined by Andy Acton - owner and director of the FTA group of companies which offers a full range of business services to the dental sector. This includes Frank Taylor & Associates, acquired by Andy in 2000, which is still the leading valuer and sales agent of dental practices in the UK. Andy is a sought after public speaker covering topics including leadership, management, marketing, and the future value of dental practices. He also co-hosts the Dentology podcast with his business partner, Chris Strevens. Andy explains how he got into dentistry and why he finds...

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EP21 How to Close Five-Figure Cases with Sherrine Washington show art EP21 How to Close Five-Figure Cases with Sherrine Washington

Growing A Dental Practice

Mike is joined by Sherrine Washington - founder and owner of REAL TALK Sales Consulting. Sherrine is a former Therapist turned award-winning, multi-million-dollar master sales coach & trainer. With Sherrine’s help Dentists and Treatment Coordinators can learn how to close five-figure cases on the same day of the consultation, and get paid in full! Sherrine shares the life changing experience that not only transformed her health, but also inspired her to change the lives of so many Treatment Coordinators by giving them the confidence to have real conversations with patients and openly discuss...

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EP20 Data Protection & GDPR with Adrian Dray show art EP20 Data Protection & GDPR with Adrian Dray

Growing A Dental Practice

On this week’s episode, Mike is joined by Adrian Dray - the go to data protection and GDPR expert for dental practices. Before setting up his own consultancy, he was the data protection officer for over 600 corporate and independently owned dental practices. Data protection and GDPR can be quite dry subjects, but Adrian has found a way to make them engaging. If you haven’t seen any of his social media posts, then you’re missing out! Adrian regularly delivers training to dental teams up and down the country. And on top of that, he’s a really nice guy and great to talk to. Adrian begins...

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EP19 Payment Processing with Zach Kramer show art EP19 Payment Processing with Zach Kramer

Growing A Dental Practice

On this week’s episode, Mike is joined by Zach Kramer - Vice President of Marketing and Business Development at Progressive Payment Solutions (PPS). PPS is a family-run payment processing and merchant services company located in New Jersey. Zach explains why his Father, Jonathan Kramer, first started the business nearly 20 years ago; to make payment processing and merchant services more transparent for customers. He details how payments work in general, and how many payment processors hide fees in the small print. Zach then explains the different ways dental practices can save money when it...

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This week, Mike is joined by Justin Leigh, Founder of Focus4Growth - a sales & leadership training company specialising in the dental market, to talk all about consultative selling and coaching leadership.

He’s the bestselling author of INSPIRE, INFLUENCE, SELL (master the psychology, skills, and systems of the world’s best sales teams), and INSPIRE, CONSULT, SELL (master the consultative communication skills of the best dental teams to deliver a world class patient experience).

Justin has trained thousands of business professionals in amazing companies like 3M, Align Technology, the MiSmile Network, mydentist, Biohorizons, and many more. He’s the British Dental Industry Association’s (BDIA) preferred sales trainer and is invited to speak for many business organisations including the BDA, the BACD, FMC Dentistry Events, Institute of Professional Sales, The Institute of Directors, etc.

He works with some of the fastest growing businesses in the world. His mission is to share world class business best practices with his dental clients, so they can become the market leaders in their field and make a bigger impact on the world.

During the episode, Justin explains what consultative selling and coaching leadership is, how they can both benefit dental teams, and gives practical examples of how they can be implemented in dental practices.

Listen to the end for Justin’s number one piece of advice for new and aspiring practice owners.

If you’d like help improving your sales and leadership skills, then get in touch with Justin Leigh and his team.

Visit the Growing A Dental Practice podcast page for more details and links to streaming platforms > patientboost.dental/podcast

This episode is brought to you by PatientBoost - The Business & Marketing Growth Consultancy for Dental Practices.

"We get it. Dealing with low value patients day in, day out is exhausting. That’s why we promise to help you earn an extra 10k per month in cosmetic treatments within 90 days."

Book your free, no obligation triage call today to learn how we can help you earn more money, work less hours, and attract better patients.

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