Steven J. Anderson is the founder and president of the Total Patient Service
In 1995, he co-founded the Crown Council®, a world-wide association of leading dental practices. Through the Crown Council, he co-founded the Smiles for Life® Foundation, which has raised over $30 million dollars in the last twelve years for children’s charities worldwide. Early in his career, he co-founded the Dental Boot Kamp with his late business partner Walter Hailey.
Steven J. Anderson is the founder and president of the Total Patient Service Institute which specializes in implementing the highest level of patient service and communication skills in dental practices.
Over the last fifteen years he has spoken at every major dental meeting in North America, conducted hundreds of seminars all over the English speaking world, worked with thousands of dental practices to increase their productivity through patient communication, written over 100 articles for dental industry publications, authored 5 books, and produced dozens of audio and video learning programs.
He is Founder and President of Keystone Dental Management which provides hands-on management services of every aspect of a dental practice to private practice dentists in the Dallas – Ft. Worth area.
In 1995, he co-founded the Crown Council®, ( www.crowncouncil.com ) a continent wide association of over 1,000 leading dental practices. Through the Crown Council, he co-founded the Smiles for Life® Foundation, (www.smilesforlife.org) which has raised over $20 million dollars in the last eight years for children’s charities worldwide. He was recently named the 2005 “Dental Businessman of the Year” by Excellence in Dentistry.
Early in his career, he formed a creative partnership with the late Walter Hailey. Together the two created Dental Boot Kamp® which rapidly became one of dentistry’s most popular case acceptance resources in the 90’s and early 2000’s. In 1992 Steve created Eagle University®, a week-long experience for high school and college age students giving them the skills to get a seven year career head start. In July 2003, Walter Hailey passed away ending a unique and creative fourteen year partnership and leaving Steve to carry on a rich tradition of education combined with entertainment that gets amazing bottom line results. That spirit of creativity and ingenuity continues on today at the Total Patient Service Institute.
He is a member of The Young Presidents’ Organization, Past President and Founder of the San Antonio Chapter of the Young Entrepreneurs’ Organization and a 1997 Finalist in the Ernst and Young Entrepreneur of the Year contest.
Dental Growth tips below:
Helping patients see the connection between recommended treatment and what they really want becomes one of our most important responsibilities. It is what we call finding the MATTCH. Each letter of the acronym MATTCH is a reminder of the 6 possible benefits we have to connect to the recommended treatment.
M – stands for money. Some people do treatment because it will save them money today or tomorrow or down the road.
A – stands for appearance. Some people’s biggest motivator is looking good and the confidence and recognition that results.
The first T stands for time. Some people accept treatment because it will save them time in the future or maybe even save them time today if you can do it right now.
The second T stands for trust. Some patients have been waiting for the right practitioner to come along that they trust to do the work.
C – stands for comfort. Some people will move ahead with treatment to get out of pain, avoid future pain or get more comfort with their existing smile.
H – stand for health. Some patients move forward because they know it the right thing to do for their mouth and their health.
When you really boil it all down, we are motivated by one of two things: pain or pleasure; like or dislike. We seek the things we like – the things in which we are interested. We avoid the things we dislike – the things of which we are afraid.
Fear comes from one of two things: a previous bad experience or fear of the unknown. Either type of fear evokes negative emotions; emotions that left unaddressed will stand in the way of moving ahead with needed treatment.
Discovering a patient’s fears or what we call Primary Concerns, early on, makes addressing those fears or concerns easier.