Interview

An Interview With

Dr. Ingo Mahn and Judy Marcus

Q: What makes Vanguard the right choice for dentists?

 

 

Dr. Mahn: Results, individuality, and fairness.

 

Take my story. From $15,000 a month to over $300,000. Financially independent at 55.

 

As for individuality? Every client of ours works directly with Judy and me.

 

Judy Marcus

President

 

 

27+ Years of Experience

Ingo Mahn, DDS

Executive Vice President and Practice Mentor

 

30+ Years of Experience

 

That means we will treat you like an individual. And rather than make your goals fit our system, we will use our system to best fit to your situation and help you achieve YOUR goals.

 

As to fairness, I'll let Judy explain.

 

 

Judy: We've had dentists come to us who've spent over a hundred thousand dollars on other consulting programs without any real improvement.

 

We never want someone to come to us and have to worry about that happening to them again. Our program is backed by a  money-back guarantee. We shoulder the risk, not just you.

 

On top of that, we don't have lengthy contracts. You should continue working with us because you're seeing results. If you succeed, we'll get paid. If you don't, we won't. Sound fair?

 

Then there's cost. Like you , we've intentionally created a small business. We want you to be certain you're only working with with experts who have a proven-track record.

 

We could charge a lot of money for working with us, but we don't. We don't have to support a massive facility or an army of  staff. So you get the best possible help, directly from us, and it won't cost you an arm and a leg.

 

 

Dr. Mahn: The funny part is, our help is easily worth a hundred thousand, like some other programs cost. I mean if you asked me today, I'd have paid $500,000 for it without question.

 

For what you can achieve with us, we believe we are far and away the best "ROI" in the industry.

 

 

Q: How does your model fit with a general dental practice? Does it require any specialties or big changes in philosophy?

 

Dr. Mahn: From personal experience, I can tell you that you absolutely do not have to focus on specialties or change your philosophy with the Vanguard model. In the beginning, I built my practice to well over $100,000 a month without adding in any sort of specialties or "big ticket" items to my practice. Purely restorative, crown and bridge type work.

 

I never was told to sell some specific service, or charge everyone for fluoride to drive up the price of hygiene or any "tricks" like that. I didn't raise my fees and charge $2,000 or more for a crown.

 

One major changed was that I actually got paid for the work I did, rather than 40% of my time and effort going to insurance adjustments. Obviously there were many other improvements, but everything I did enhanced my own philosophy and passion for the type of dentistry I wanted to do, rather than forcing me to change it.

 

Judy: Dr. Mahn is absolutely right. Nothing on our model will suggest changing the way you do dentistry, how you diagnose treatment or anything like that.

 

As long as you are providing quality care, there is no reason our model wouldn't help you be more successful. We still have dentists who don't do root canals or wisdom teeth extractions or implants in their office. They are still very much achieving their goals with our help. Any general practice, with one dentist and one hygienist, should easily be able to collect $70,000 per month, with 3 operatories, and $90,000 per month with 4. These are very conservative estimates.

 

Certainly adding to the services you provide, and enhancing your clinical abilities and efficiency can increase the upper limits of your practice potential, but it definitely isn't a requirement or necessity. If you are interested in expanding your clinical services, successfully and at the right time, Dr. Mahn can definitely provide advice on how to do it right, based on his own personal experience.

 

 

Q: What about new patients? Many dentists may feel as though if they just had enough of the "right type" of new patients coming in, they'd be doing great. Why get consulting help in this case?

 

Judy: This is a very good point, and something we hear a lot. Most practices that come to us are struggling, and new patients are definitely at or near the top of their list of concerns. But for many practices there are other problems outside of just attracting new patients. Some of these problems aren't apparent right up until they start seeing the new patients, then the "stress fractures" suddenly appear.

 

Let me say this: We absolutely help you get more new patients. We take a very, very hands on approach to helping practices bring in the quality new patients they need.

 

However, one of the worst things that can happen to a practice is they finally figure out the right type of marketing, and finally start bringing in new patients, and then these patients end up slipping through the "holes" in the practice, getting turned away, or leaving through the "back door" almost as fast as they make it in the front door! We don't want that to happen to our clients. So we take a comprehensive approach, ensuring that the entire practice is running well and efficiently, and that they are really set up to handle more new patients and make the most of the marketing they do.

 

Dr. Mahn: In the beginning, we focused entirely on maximizing my efficiency and effectiveness within the office, with the patients and resources I already had. I was able to increase my practice from the bottom to over $80,000 a month without increasing my overhead via expensive marketing schemes. By implementing the correct internal systems within my office, we were able to maximize our productivity and triple our patient referrals.

 

Accomplishing this is our first focus with every single practice. Marketing can be expensive, and what is more important to us is to first ensure you have the inside of the practice running perfectly, as most offices can see vast increases without spending a dollar on marketing by getting these internal systems in place.

 

The good news is that when I did eventually decide to do marketing, with Judy's help I was able to attract the right type of qualified new patients, and because of what we'd done within the practice, I kept at least 90% of them long-term, and almost every single new patient accepted and paid for the treatment they needed.

 

If I had just focused on bringing in new patients, without getting the rest of the practice in order, I know I would have seen only a fraction of the improvement I ended up seeing.  When my new patient numbers went up, my overall numbers jumped by leaps and bounds. That had everything to do with the systems we'd set up from Vanguard within the practice. No matter where your practice is now, you can always improve by using their approach.

 

That's also why I kept in touch with Vanguard for many years, even though my practice was going great. I never wanted to miss a chance to refresh and even further enhance what we were doing.

 

 

Q: If you want help actually implementing this system, does it require flying your staff around the country for training?

 

Dr. Mahn: Actually, this is one point where the clients they have now are even luckier than I was when I first started with Vanguard. I like traveling, but it was definitely more difficult when this was a requirement. Many dentists have no doubt experienced this with seminars and conventions. You go for a weekend, get all excited and then go back to your office and by Wednesday you feel beaten down again.

 

Vanguard now is able to deliver and help implement their entire program without you having to send your staff out of town. I put my staff and partner through their program as delivered now fairly recently, and it was absolutely wonderful. It was incredibly effective, and at the same time it eliminated that "lull" between a few days of excitement every couple months after a course or seminar. You actually work on things and see improvements happening every day in your office.

 

Judy: We've never stopped looking for ways to improve our approach. We've always worked towards making things easier and more effective for our clients. I don't necessarily want to say we've reached the pinnacle in this regard, since there's no reason to ever stop improving. But the way we do things now is definitely the best it's ever been for you and your practice.

 

 

Q: So what can someone do to find out more about how you can help?

 

Dr. Mahn: The best option is to attend one of the scheduled times for our Workshop "The Step-by-Step System to Achieving Financial Independence". It's completely free, and done directly with me. It's all done online, simply head over to the "Workshop" tab to find a date and time that works for you, and register for it!

 

In this Workshop I will go over the exact details of the Vanguard system, internal and external, and show you exactly how it can be implemented in the next 6 months to get you firmly on the road to financial independence through your practice.

 

I'll also be providing the opportunity, if you want, to speak with me one-on-one to go over exactly how this system can be implemented in your practice, and look at at all the specifics. At the end of the workshop you'll be able to set up a private conversation to discuss this.

 

Judy: This Workshop is the "real deal". You'll find out what we are all about, and exactly what we can do for your practice. There's no big sales pitch for a program that costs tens of thousands of dollars or anything like that. Dr. Mahn will guide you through the exact steps of how we can help you accomplish your goals for your practice and what that entails. You'll have the answers you need by the end of the Workshop.

 

We look forward to speaking with you soon!

 

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Golden CO 80401

T: 800 337 3009 / 303 993 6157

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