What Can A Dentist Teach You About

Business, Life and Success?

Dr. Joe Capista

My 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

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

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

PRODUCTInternal MarketingExternal Marketing

SystemizedSALES

PRESENTATIONSystemized 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

Systemized Sales Call

• 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 OffUse 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

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

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.

The Evolution The Evolution of Dental Careof 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

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

Control Your Thoughts

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

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

Control Your Thoughts

• 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

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

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?

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

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

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

Control Your Thoughts

• 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

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

Money

• 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

Circle of Balance

FAMILY

WORK

PHYSICAL (EXTERNAL)

SPIRITUAL (INTERNAL)

• 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

Steps to Success

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