(Look at it the other way: You're not Doc Holliday, either. I'm not Doc Hollywood." Like I said, though, that's not Mike Myers' personality, either-but he's great when he's Austin Powers. You might say, "But that's not my personality. Does any of that work for you?" I'd book an hour and a half for each new patient, and I didn't quit on Sunday until the following Monday through Thursday was completely filled up with appointments. If they agreed to come in to the office, I'd pull out my appointment book to schedule them for a 1.5-hour appointment and say, "I have an opening 24?hours a day, seven days a week, until the end of time. I'd put down my backpack, put on some gloves, get out my mirror and flashlight, have a look and give them my opinion. Similarly, it didn't bother me when two out of three people said no way, because every third door would be opened by people who'd say, "Actually, I have this tooth. People who sell cars know you need 25 "no" answers to get one "yes." If a person says "no," that's still progress because that was their 13th "no," and they need only 12 more now before they get a "yes." Two out of three doors were rejections: "You're soliciting as a dentist? That's weird." But you can't let that bother you in sales. I had a map of the entire ZIP?code and crossed out every street I finished. Every weekend morning, as soon as it was light and there were people walking around, I'd put on my backpack, pull out a box of gloves and my appointment book, and walk around knocking on doors to introduce myself. But when they get onstage, they turn into "Hollywood." For example, in real life Mike Myers is nothing like Austin Powers.Īfter I got out of school, I moved to the Ahwatukee area of Phoenix, which has about 80,000 people living in about 25,000 homes. There's a whole list of incredible actors who have the same personality as your stereotypical dentist or scientist-they're quiet, relatively reserved. You can't believe that because your natural inclination is to be introverted and shy, you'll never be able to schmooze, or to ask patients for referrals: "Oh, I'm not Doc Hollywood." Which isn't bad, unless we now let that define ourselves in business. Most of us who made it through dental school, we were the geeks in the library. We couldn't become dentists-physicians, scientists-if at college we were the extroverts who were out drinking and partying all the time. I've lectured a thousand times and I've been on Dentaltown four hours a day, minimum, since 1998.
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