BRETT BROCKI
READY ! ... BLUE 42 !... BLUE 42 !... SET … HUT ! HUT ! HUT !
I t ’ s a bright , crisp morning on the field and your teammates are lined up to give it their best . Everyone present has competition in their eyes and fire in their belly . As the quarterback , it ’ s up to you to set the tone and call the first play . What is going on in their minds as they prepare to execute the proper strategy ? Have they run the checklist of essential equipment ? Did they study their playbook ? Do they know their role ?
PICKING YOUR TEAM
The human race is composed of many personality types . Knowing the personality type of each member on your team is crucial to the success of your dental sleep practice . Everyone has their part to play ; knowing which person is best in each position is key to a cohesive and effective team .
Blending everyone ’ s personality into a team is crucial to success on the field . Pairing a outgoing , exuberant team member with a shy , quiet patient is not going to deliver the results you want . At N3Sleep , we see this kind of situation often . We have developed protocols that help our offices assemble teams to get the best results .
X ’ S AND O ’ S OF FORMA- TIONS AND AUDIBLES
You have done everything you can to screen and test a patient ,
REAR : RELATE > EDUCATE > AGREEMENT > REWARD
but they fail to follow through on their end . How often has this happened to you ? We see it every day . Most offices don ’ t have the right system in place to ensure every at-risk patient gets tested .
These patients often fall into the callback stack , where they languish and the opportunity becomes stale . We can help your practice put multiple systems into place to break the cycle and move your patients through the treatment process .
N3Sleep can train your team on the dental sleep medicine system and the 5 ways to move a patient forward to testing . We ’ ve studied this process and have the playbook to guide your team through the opposition .
SCORING TOUCHDOWNS IN THE SLEEP PRACTICE : THE CONSULT
The patient has tested at-risk and is a candidate for an oral appliance . You need to connect with the patient so they understand the need to move forward , regardless of the cost .
N3Sleep uses the acronym REAR : Relate > Educate > Agreement > Reward . Find common ground with the patient at the start of consult : Relate . Inform the patient that their condition will
only get worse : Educate . Most practices never make it this far ; they fall short of the goal line . When the patient acknowledges they have a problem : Agreement . Your team presents the solution , Oral Appliance Therapy : Reward . A cohesive team , with a tested formation , good communication and everyone playing their part : this is the game plan for a successful drive to the end zone .
BRETT BROCKI Brett Brocki is the owner and national sleep consultant for N3Sleep . Brett has been in the dental industry since birth . His mother was the former head dental assistant at Fort Bragg and Brett has seen the inside of thousands of dental practices , including civilian , military and hospital practices . His expertise in business , finance and dental have given him the exposure to a wide range of dynamic personalities .