Mastering Client Mindsets for Better Engagement with Dr. Chris Phelps
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How did Dr. Chris Phelps transform his marketing strategy?
I did a direct mail piece and I ran it to the same list of people for 10 years and I got a good return. But after I learned these principles and after I learned how to apply them and amplify these things, I stripped down that direct mail piece and I rebuilt it and tried to add as many of the influence principles as I could. And I literally sent it out to the same list I've been mailing to for 10 years, doubled the new patient count. So no matter what you're doing, if you haven't added any level of influence, all you have to do is add one thing and send it right back out to the same people and you'll get a better response.
welcome to the home service expert where each week tommy chats with world-class entrepreneurs and experts in various fields like marketing sales hiring and leadership to find out what's really behind their success in business now your host The home service millionaire, Tommy Mello.
Before we get started, I wanted to share two important things with you. First, I want you to implement what you learned today. To do that, you'll have to take a lot of notes, but I also want you to fully concentrate on the interview. So I asked the team to take notes for you. Just text NOTES to 888-526-1299. That's 888-526-1299. And you'll receive a link to download the notes from today's episode. Also, if you haven't got your copy of my newest book, Elevate, please go check it out. I'll share with you how I attracted and developed a winning team that helped me build a $200 million company in 22 states. Just go to elevateandwin.com forward slash podcast to get your copy. Now let's go back into the interview. All right, guys, welcome back to the Home Service Expert.
Today is a very special guest. I got him in the studio. Chris Phelps is here. He wrote the complete book on dental marketing, which you might be thinking, why would I have a... dental marketing company, but it's so much more than that. He's the CEO of the Choudini Institute. He's the dental practice coach of Sunrise Dental Solutions, the founder and president of Golden Goose Scheduling, certified trainer at Choudini Method of Influence. And he was also the president of Dental Membership Direct. Chris, it's a pleasure to have you here. Amazing book. Thank you, Tommy. Just tell us a little bit about you. Yeah, well, you know, it's funny, as you've already pointed out, and for our listeners so that you can tell, I'm an entrepreneur who happens to be a pretty good dentist.
Yeah. And it's been a wild ride these last 21 years. And you started working, when did you meet Robert Cialdini? So I'm from Charlotte, North Carolina. And in 2003, I joined my wife's dentist, which is kind of apprenticeship thing. That's what you do in dentistry sometimes. And I bought into his business and spent those first couple of years. We had a 10x growth over a seven year period, going to one location to four. And marketing was really the key, really stretching my marketing legs initially. But it came a time where I was bouncing too many things. And sometimes no matter how much you can juggle, your cup always runneth over. So my passion was to be a dentist. I made that decision when I was in seventh grade. So I was still doing clinical dentistry on patients five days a week. At the same time, I'm the CEO of the company. I'm running operations. I'm managing 100 people.
I'm doing all the marketing for the four practices. And after my second son was born, I realized my wife kind of needed me at home and I had trapped myself in my own business. I couldn't be there. So I realized I had to take a hard look in the mirror and go, my mindset was wrong, right? At first, growth for growth's sake had not put me in a good place. So I changed my mindset and one of my mentors, Dan Sullivan, said buy back your time. Sometimes you have to subtract and multiply. So I did something nutty and I sold my two best offices, highest revenue, least amount of debt, and took over the two worst ones, freeing up myself from some old partners and could really get back to doing it the way I wanted to do it.
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