Metrics
To review your business, name at least 4 reports that you review to deep dive your practice.
Ops Packet, Financial Packet, Trends, P&L, Maps, Business Call, NP Summary, Business Tools, SAP, Operations Portal.
What does PSLM stand for?
People, Supplies, Labs, and Marketing
When do we print the insurance aging report?
1st day of the month
DISC
Dominant, Influential, Steadiness, Conscientious
How often are team members getting a TMP review?
New team members will get a 60 Day TMP review, then every six months.
Which report and tab do you find your doctor's average 12 trailing months?
Operations Packet. Dr Bonus.
Where is PMO salary allocated on P&L?
Business Assistants
What is the name of our Invisalign Territory Manager?
Danielle Stangler
PCBS
Problem, Consequence, Benefits, Solution
What are the law of three voices?
Words-10%, Tone-35%, and Body Language- 55%
What is our thrive goal for Gross Production/ Net Production?
98%
What percentage do we strive for supplies?
3.5%
When do team members get paid holiday pay?
After their first 90 days.
M.M.F.I.
Make Me Feel Important
What are the 10 Steps?
1. Build Rapport
2. Pt confirmation
3. Share excitement and concerns.
4. Details or bottom line
5. Give fee with confidence
6. Repeat response if appropriate.
7. Whole amount or fitting it into your budget?
8. Ask for specific amount.
9. Utilize payment amount and use financing options.
10. Close the deal.
What percentage of revenue should hygienist contribute? Where do you find the report?
30%.
Located on first page on Operations Packet.
If the office is able to profit share, explain how that is paid out.
The amount over 16% profitability for the quarter is divided 50% to Heartland and 50% to doctors. With Heartland's portion, PMO and team members get 10%.
List the states is our region in?
Washington, Oregon, Idaho, New Mexico, Colorado, and Texas
FDE
Full Day Equivalency
In 13 dots what are steps 1, 5,8,12 ?
Step 1- Service SWOT
Step 5- ET/DBM
Step 8- Dr. Close
Step 12 - Firm Financials
What is the criteria does a doctor need to achieve President's Club? List a minimum of 3 requirements.
Practicing full-time in a supported office on or before January 1, 2019.
Press Ganey - 90
2% SOG
Minimum of $283,000 and 16% of income to operations before doctor sharing.
$800k in personal revenue in a multi-doctor practice
Explain the 12 month rolling average.
This is a report you can pull that shows what your office profitability is for the last consecutive 12 months. In order to start profit sharing, the office would need to achieve 16% profitability for those 12 months total.
What year did Heartland open?
1997
EBITDA
Earnings before interest, depreciation, amortization.
What are the steps in SRS?
2. Pts in the chair
3. Pts in the lobby
4. Pts in today's schedule
5. Pts 2 wks out
6. Specialty follow up
7. Labs
8. Smileblasts
9. Reports
10. Employees