Part 2: What Questions to Ask when Networking. More low cost ways to market your practice

When networking you want others to feel good about themselves, and, to feel good about being in a conversation with us.  We want to ask questions that make others feel good about us as people, even though we have just met and they hardly know us.

 

Here are our top 10 questions that are not sales oriented in any way.  They are friendly and fun to answer and they will tell you something about the way a person thinks. In one conversation you will not use all these questions.  We recommend knowing them well enough to ask the ones you feel are appropriate for the conversation and the time frame available at your networking function.

 

Here are the 10 questions:

 

1.  How did you get your start in your business?

  • People like to share their story

2.  What do you enjoy the most about your profession?

  • The people you want to associate with will love to answer this question

3.  What separates you and your company from your competition?

  • Gives them permission to brag

4.  What advice would you give someone just starting in your business?

  • Mentor question

5.  What one thing would you do with your business if you knew you could not fail?

  • What are your dreams question

6.  What significant changes have you seen take place in your profession through the years?

  • Mature business owner question

7.  What do you see as coming trends in your business?

  • Be a speculator question

8.  Describe the funniest (or strangest) thing you’ve experienced in your business?

  • War Stories question

9.  What have you found to be the most effective ways to promote your business?

  • All small businesses market in some way

10.  What one sentence would you like people to use when describing how you do business?

  • Customer service question

 

These are questions people will enjoy answering.  You are not being nosy.  Again, don’t plan to ask all 10 questions in one meeting. This is not an interrogation, these questions are meant to establish initial rapport.  When someone answers a question use genuine curiosity, try saying “tell me more”.  Learn as much as you can about your fellow business owners in your community, there may be opportunities to cross promote your business or create a small business breakfast group.  The more people you know, the more people who know you, the larger your practice will become.

 

What is one networking event you could attend in your community?

Embezzlement: Dentistry’s dirty little secret

Here is an article from DrBicuspid.com that suggests that over 60% of dentists will be victims of fraud.  Read about Dr. Gordon Christensen’s experience.  Make sure that you have embezzlement safeguards in place in your practice! Not sure? Contact us.

Embezzlement: Dentistry’s dirty little secret

By Donna Domino, Associate Editor

April 29, 2011 — Sometimes it’s a spouse, girlfriend, relative, accountant, or business partner.

Unfortunately, more often it’s a trusted, longtime employee who has an insider’s knowledge of your bookkeeping practices and access to your bank account.

Maybe their spouse has been out of work for months and, desperate for money, they begin embezzling from the practice and “cooking the books” to cover their tracks.

But experts say it is often just a matter of greed.

Dental practice embezzlement is not an anomaly; in fact, it’s shockingly pervasive. Some fraud investigators say that 60% of dentists will be victims of fraud during their careers, while others put the figure as high as 90%.

Even Gordon Christensen, DDS, MSD, PhD, and his wife Rella Christensen, RDH, PhD, have been victimized — not once, but twice — by employees who stole from their nonprofit research group, CRA, now called the Clinicians Report.

“It’s often the most trusted employee,” he told DrBicuspid.com.

The first theft involved a woman accountant who seemed extraordinarily dedicated to her job: She came in early and left late. She was also intent on being the only one in the office who made financial entries. She was eventually discovered after the office’s door activator recorded her coming into the office at 3 a.m.

“This is usually a person that you think is working hard and is the most trusted employee.”
— Gordon Christensen, DDS, MSD, PhD

“She was rigging the numbers and embezzling an enormous amount,” Dr. Christensen said. CRA took the case to a state job court, where the bookkeeper/accountant somehow twice avoided being held responsible. Finally Rella filed a civil lawsuit against her and won, but the situation took a toll on the Christensens — especially after the accountant’s husband, who worked for an explosives company, threatened them and even tried to run down Rella with his SUV.

“We did win, but I don’t know if it was worth it,” Dr. Christensen recalled. “The endeavor cost many thousands of dollars and lots of time, effort, energy, worry, and grief.”

The second embezzlement involved a young man, a former missionary, who was responsible for depositing funds from German subscriptions for the Christensens’ research group into German banks.

Despite growing subscription levels, revenue was mysteriously going down, which made Rella suspicious. The Christensens eventually discovered that he had embezzled more than $200,000 over several years.

“At first it was deny, deny, deny,” Dr. Christensen said. “He finally admitted it and brought his parents in, who apologized and wanted to repay the money.”

While many embezzlers involve people who’ve had a run of bad luck, these individuals had no extenuating circumstances that motivated them to steal.

“It was simple greed,” Dr. Christensen said. “It’s just appalling that people do this.”

Should you prosecute?

David Harris, who runs dental fraud investigation company Prosperident, investigates up to 100 dental fraud cases per year using four forensic examiners, but he says he could keep 15 inspectors busy. In the U.S., 5,000 to 6,000 dentists per year will be fraud victims, he told DrBicuspid.com.

“It’s just so endemic in dentistry,” he said.

Most embezzlers steal about $100,000, but Harris said the biggest theft he’s uncovered totaled $612,000. Insurance only covers so much. Most policies have a fraud coverage maximum of $75,000, he said, adding that some dentists have no insurance to cover thefts.

Office managers, receptionists, and anyone with front desk access are usually the culprits, Harris noted, and the majority of frauds are committed by people who’ve been with the practice more than five years.

Often, normally honest people are driven by desperate circumstances to steal from their employers, he said.

“Something happens that puts their back to the wall,” Harris explained. “A spouse loses their job or dies, or narcotics or gambling problems threaten their basic financial existence.”

Only about 20% of dentists prosecute the embezzlers, he said. In Harris’ experience, several chose not to because the thief was a relative, girlfriend, or a staffer they were having an affair with and they didn’t want their wives to find out. Some dentists don’t prosecute because they are engaged in illegal activities themselves, such as insurance fraud, he added.

In one case, after Harris uncovered a staffer’s theft, she warned Harris that the dentist should think twice before pressing charges because she “had the goods” on him.

“She knew the dentist had been inflating procedures on insurance claims,” he said.

Harris described the dentist’s reaction to the embezzler’s ominous threat. “He sort of turned pale and said, ‘I didn’t think this would be an issue.’ ”

Not surprisingly, the dentist decided not to report the theft.

But sometimes practitioners decline to file charges because they’re embarrassed. A periodontist who lost more than $100,000 to an employee decided to drop the matter. “If this becomes public, all the general practitioners will think I’m an idiot and will stop referring to me,” he explained to Harris.

While checking references is a good idea, it does little to prevent theft because in most cases, the potential embezzler is already on staff, Harris said.

“The thief isn’t going to quit and go someplace else to steal. They’ll just find a weak spot in the system,” he said. “They need money and their ethics become pliable. You trust them and they know what you look at on a monthly basis, so they have all the advantages.”

Like Dr. Christensen, many dentists have been victimized by fraud more than once. One periodontist Harris worked with was the victim of embezzlement three times. “He had a big office with about 15 staffers,” he said. “It’s the law of numbers.”

And even if the thief is successfully prosecuted, few ever serve jail time, Harris said. Generally, it’s a first offense, they usually have no criminal background, and there are mitigating circumstances. Embezzlers will plead hardship, telling judges that they were forced to steal to pay for their son’s kidney transplant, he said, which in one case was true.

Initially, many dentists who’ve suffered thefts are reluctant to file charges against employees who they’ve known for a long time. But insurers require that dentists file a police report if they want to file a fraud claim.

“They feel bad for the employee and say, ‘She was like family. I don’t want her to go to jail,’ ” Harris said. “The majority say they don’t want anything bad to happen to the person. But as the dentist sees what the person has done to him, they get mad.” After the investigation is over, more are inclined to prosecute, he said.

Usually, embezzlers are caught when something unforeseen occurs. One woman’s stealing came to light when she broke her leg skiing and couldn’t come to work after not missing a day in five years. “The dentist brought in a replacement worker who, after a few days, said, ‘Something doesn’t make sense here.’ She had gotten questions from patients who had paid by cash but had received statements that looked like they paid by credit card,” Harris said.

Dentists who’ve been defrauded by longtime employees understandably feel betrayed, Harris said. “They’re mad, hurt, confused,” he said. “They feel they can’t trust anyone afterward.”

“The thing that hits me hardest,” Dr. Christensen noted, “is this is usually a person that you think is working hard and is the most trusted employee.”

Tips for 2011

One of the first tips for improving your practice in 2011 is to upgrade your practice management software system AND plan to take time to train your team on all your software can do for you.  Don’t believe that the training you had years ago when you bought the system is enough.  Most practices only utilize a small fraction of their software capabilities.  Make the most of your system and invest time in training.

Personnel Policy

How many dentists are in full compliance with labor laws? We just completed 2 days of Human Resources Recertification Training with Bent Ericksen and Associates and were reminded of just how vulnerable most practices are to very expensive labor disputes. This is a growing trend and we encourage you to protect yourself and your practice from exposure! Contact us if you have questions about this important area of your practice.

What’s your Brown M&M?

Just read an interesting article in Fast Company Magazine, The Telltale Brown M&M. Van Halen’s lead singer was known for asking for a bowl of M&M’s backstage during his concerts, his request was that the bowl not have ANY brown M&M’s. This clause was clearly stated in the middle of the contract each performance venue signed. Many people assumed that David Lee Roth was just a diva for not wanting brown M&M’s. How he really used the Brown M&M clause was to check to see if they actually read the entire contract. If he found a brown M&M in his bowl, he would force the venue to do an entire check of the set for technical errors. This was his canary in a coal mine, it was how he could be assured that the stagehands were paying attention. Most dentists do not have the time or energy to do a complete check of every facet of their practice. What are your brown M&M’s, what is your check that things are going well?

Do your hygienists have a valid license?

I wanted to share some important information from a colleague about an expired hygiene license.

I just had a client casually check the website of his local state board and found that his full time hygienist’s license had not been renewed for TWO years. She will now have to retake the state board exam! The other part time hygienist’s license had expired in February 2009. In both cases he has hygienist’s working for him with no license! It remains to be seen what type of penalty he will incur because of this. Of course I advised him to lay both of them off immediately until the license issue is resolved. Continue reading “Do your hygienists have a valid license?”

Personnel Policy Manual

If you don’t have a clear and expertly drafted Personnel Policy Manual, then you are attempting to build your team on quicksand. Today’s employment law is a legal minefield and you must have a policy manual that is fair for all employees and that you follow (no special treatment for “special” team members). Just one wrong word, from a set of policies that you copied from someone else or downloaded, can have serious monetary consequences. This is way too easy to do right. We recommend Bent Ericksen and Associates Personnel Policy Manual. This is an easy way to establish fair policies for all your team members and to be compliant with your state regulations (which in some cases take precedence to the federal government’s regulations) as well as ensuring compliance with the federal regulations. A significant benefit of going with a company that researches employee policy daily is they stay on top of the changes. If you are not already using their information, ask us about it, it really is the most comprehensive we have found out there. No one wants to believe an employee will leave their employment and sue the Doctor and the practice, but it happens.