"When I look back on all these worries I remember the story of the old man who said on his deathbed that he had a lot of trouble in his life, most of which had never happened."
-- Winston Churchill, 1874-1965, British Statesman, Prime Minister

In my 12 years as Clinical Director of The Pankey Institute, I had the pleasure of meeting and getting to know over 3000 dentists as they progressed through the various continuum levels of the dental hierarchy. The diversity of attitudes and approaches to the practice was incredibly distinct, as one may imagine.

Personalities varied widely. Some were shy and introverted -- others outgoing and extroverted. Some stood out in a class, others disappeared in the group. It is interesting to think how they were in their own turf.

Some were global thinkers who would paint the big picture and find a way to get there. Others were linear thinkers and did not feel comfortable without a protocol to follow.

I also found it interesting how some doctors were able to figure out a way to integrate the principles of comprehensive care; that of a relationship based practice while others could not. It didn't matter if it was a big city or a small town. It didn't matter if it was a recent graduate or a seasoned practitioner. The circumstances did not seem to matter as much as the vision, determination and persistence of the individual.

Despite all these diversities, there were obviously some similarities. One similarity that was very striking to me was that we ALL suffer from some point from …

…our tendency to hallucinate!

So, what do I mean by hallucinate? Let me explain. First, think of the process of strategic planning. Once the vision of the practice is clear, goals can now be set. Not just any goal but goals that are consistent and congruent with the practice vision.

Now that the goals are clear, a specific plan to get from point A: (the way it is currently done), to point B, (the goal), can be developed. In building the strategic plan, many resources are available to help you reach your goals, but at the same time avoid any barriers you may find on the way.

Please consider the following worksheet that we use in working with dental teams:

Please take a look at #3 (obstacles we need to overcome) and notice that when determining what barriers/obstacles may get in the way, we need to decide which are real and which are hallucinations!

As dentists we are notorious for hallucinating! Our mind plays tricks on us and produces things that are not necessarily reality.

Let me give you an example:

Consider the instance of a new patient entering the practice with a comprehensive exam.

This topic spurs more spirited discussion among dentists and teams than just about anything else I've seen throughout the years.

Here are some of the barriers I've heard:

1. "My receptionist does not have time to have a meaningful conversation with a new patient on the phone."
2. "New patients in my community will never make an appointment for an exam first."
3. "My book is so filled, I can't do a new patient exam for 3 weeks."
4. "My community will think I am crazy, and the word will spread and my patients will leave."
5. "Insurance not/or paying for a complete exam will be an issue."
6. "My patients won't let me do a comprehensive exam if their insurance doesn't pay for it."

As you look at these barriers/opportunities, ask yourself which are real and which are hallucinations? I think you see the point. Real problems have real opportunities.