Page 14 - CEREC Q4|2012

10 | cerecdoctors.com | quarter 2 | 2013
dr. sandi calleros of el segundo,
Calif., has been practicing dentistry for
26 years. During that time, she, her team,
and her practice have gone through a lot of
changes. She is always focused on growth
and taking the next big step, and she has
learned the power of proper execution
strategies. Last year, she took her whole
team to Creating The Yes Practice program
in Scottsdale. We talked to her about that
experience, and about her thoughts on
makingchangehappenwithin thepractice.
whatwas it like for you and your
team to experience an event like
creating the yes practice?
My team has been hearing me talk about
the courses I’ve been taking at Scottsdale
Center for years, so I thought, “This would
be perfect. Finally, they can see for them-
selves.” Imtiaz (Manji) is very dynamic and
motivating, and I can’t get these ideas across
in the samewayhecan. And just being there
— immersed as a teamfor two days, withno
distractions— itmakes a huge difference.
whatwas thefirst thing you did
when you got back?
I knew that as excited as they were, that
would wear off if we didn’t get right into
doingsomethingfunthatinvolvedeveryone.
A lot of Creating The Yes Practice centers
around the new patient experience, and a
bigpart of that isbuilding theWallsof Fame.
So we got into that right away. Everyone
gathered pictures of themselveswith family
and with pets, and they each wrote a para-
graph on why they love being a part of our
practice. It was a great way to get started
and get everyone onboardwith the process.
howdo youmaintain that level of
interest and keep them engaged?
The way I see it, you just have to be
prepared to put in the time to keep that
Dr. Sandi Calleros
A Study in Implementation Success
momentum going. If you’re going to
spend 30-something hours a week on
clinical care, why wouldn’t you spend at
least one or two or three hours a week
just focused on how to improve as a prac-
tice? It can’t happen by itself.
andwhatdoyouspendthattimeon?
We really enjoy going through the lessons
on Spear Digital Campus. We started
watching some of them right away, and I
had the team watch some on days when
I was away at a course. Now we’re going
through them as a team and using the
discussion resources that come with them.
It’s great because it’s not just going through
material in a book. They get to see andhear
Imtiaz and the other instructors again and
that kind of gets them re-charged.
have you seenmeasurable changes
in the practice as a result?
Absolutely. The results came very
quickly. The problem now is keeping up
with demand. We are getting more new
patients than ever before through invita-
tions, and case acceptance has gone up
significantly. We’ve had some of our best
months ever recently.
what isnextforyouandtheteam?
Well, for one thing, we’re going to Creating
The Yes Practice again this year. I had one
dentist ask me, “Why would you go back?”
and I said because last time we learned
it, and now we’re going to master it. And
I want to give the team that experience
to look forward to again. I just know that
Imtiaz is going to acknowledge us for how
far we have come since last time and I want
them to experience that. It gives them
further motivation, and it’s going to make
them feel great to go back as a team that
made it happen.
p r a c t i c e m a n a g e m e n t | | | b y m a r k f l e m i n g , d . d . s .