On this week’s episode of Dentist Freedom Blueprint, we’re speaking with Dr. Christopher Phelps (no relation!). Christopher is a great dentist, determined entrepreneur, and certified trainer of Dr. Robert Cialdini’s methods of persuasion.
Christopher’s talent in practice management is obvious: in his first seven years of practicing dentistry, his revenue grew tenfold. After expanding from two to four locations, Christopher and his team eventually scaled back down to two practices to focus on something that might sound trivial – converting phone calls to actual patients. This led to the birth of Christopher’s Call Tracker ROI program, the success of which we discuss in depth.
Christopher shares some of his backstory, including those early years of mega-growth at his practices. He then discusses his entrepreneurial ventures and how he’s managed to help numerous practices improve their conversion rates and retain good quality clients. We also discuss his work with the legendary Dr. Cialdini, who has been Christopher’s mentor for the past year.
Christopher offers up tons of great actionable advice in this interview – be sure you don’t miss it!
- 3:45 – Christopher’s background and impressive growth at the outset of his practice.
- 6:06 – How Christopher began applying his entrepreneurial skills to his practice.
- 7:15 – Why Christopher sold two of his more lucrative practices, rather than the struggling locations.
- 10:00 – How Call Tracker ROI was born from necessity.
- 11:15 – How Christopher realized that phone calls were his practices’ main barrier to entry for new patients.
- 13:45 – Why you may have plenty of leads but continue to struggle to convert those opportunities.
- 17:50 – How Christopher met and began working with Dr. Cialdini.
- 20:55 – How Christopher is applying Cialdini’s six persuasion principles to dentistry to benefit small practices around the country.
- 25:10 – What to say to patients before you tell them the cost of the dental work they need – in order to increase the odds that they’ll commit to doing it.
- 26:30 – How to communicate to your patients the real consequences they may face if they neglect their recommended treatments, using the principles of persuasion.
Featured on the Show:
- Connect with Christopher: Dr. Phelps Helps | Email
- Call Tracker ROI
- How to Grow Your Dental Membership Plan: Secrets behind my 1.4 million dollars of growth by Dr. Christopher Phelps, DMD
- Michael Phelps
- Joseph Phelps
- Kolbe Personality Index
- The 80/20 Principle: The Secret to Achieving More with Less by Richard Koch
- Dr. Robert Cialdini
- Influence: The Psychology of Persuasion by Dr. Robert Cialdini
- Pre-Suasion: A Revolutionary Way to Influence and Persuade by Dr. Robert Cialdini
Get the Full Episode Transcript: