Our Philosophy

We are so certain about our ability in having you win the game of dental practice,

We Guaranteed it!


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Staff Driven Dental

We think differently!

In 1997, after researching and surveying what worked and what did not in the field of dental practice management, Staff Driven Dental (SDD) was born.

Striving to bring dental coaching and consulting into the 21st Century, SDD launched an effort to create a modern, progressive business model to guarantee profound, sustainable growth and expansion for dental practices. By creating a fun, enthusiastic, and highly personalized coaching and consulting experience that actively involved the entire dental team, SDD raised dental practice management to a whole new level.

We are so certain the SDD program will help you win the game of dental practice, we have guaranteed it! To put it bluntly, we put our money where our mouth is. We may not be the first practice management company you’ve engaged with, but we are the last one you will ever need. SDD’s goal is to help improve the quality of each member of your dental team’s daily life. Our unprecedented personalized coaching and the most innovative and creative practice management systems guarantee you gain and maintain control of your practice, your team, and your patients.

With your team motivated and focused on the same vision to attain specific, measurable goals, stress is reduced, and opportunities for personal prosperity and happiness are increased. Along with exponential growth of your practice are the bonuses of having more fun, freedom, and fulfillment in both your practice and personal life.

Mike, Michelle and all at Staff Driven are Awesome!! The program is real without the falseness you get with other consulting companies. They truly care about all aspects of the office and go above and beyond. They give you the tools to take the practice to the next level while always keeping it interesting and fun. They make themselves available to you no matter what time of day or night with their caring advice.

Tinamarie R.

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If your practice is looking to achieve results, this is the program for you! Staff Driven is made up of top notch professionals that go above and beyond for their clients to achieve their goals! I would highly recommend this program… it’s truly the best

Kathy N.

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Staff Driven is a life-altering experience. It began by really looking inward at myself, at my assets and my faults, and evaluating my goals and striving to reach them. When each member of the team does this individually and then you put it all together – watch out! Our respect and appreciation for each other has grown. Also our communication skills have improved tremendously which has made our working environment a much better situation. SDD gave us the tools to work on ourselves separately and as a team. We are happier, much more productive, our patients cannot stop raving about us… and we’re also making more money! Which oddly enough, just seemed to “happen by itself” while we were learning and having fun. Again, I will never again be a part of an office that is not “Staff Driven” – You guys are the best!

Millie T.

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Over the past few years my dental practice was getting out of control. I felt like I was spinning my wheels, working harder, longer hours and taking home less money. My office was not a fun place to be. Staff Driven Dental gave me the skills and the confidence to make positive changes. To allow the practice to grow and to be a place I once again look forward to going to. Personally, I have more self-confidence and a positive attitude. I try not to minimize other people’s problems. Thanks to the team at Staff Driven Dental for helping me grow personally and professionally.

Dr. Scott S.

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In the beginning I was very skeptical about signing up and spending the time and money for the course. But over time I have come to realize the wisdom of the course. How to plan and implement the ideas to make the practice more efficient and productive. How to appreciate my staff better and how to be a better dentist and human being. After taking practice administration courses for 40 yrs I always felt that at each course I came away with only one or two ideas. At this course I have come away with many ideas, which are useful now and in the future, professionally and in my personal life.

Dr. Herbert S.

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Not long before Mike from Staff Driven arrived at our doorstep I had been miserable at work and already had gone on interviews. I was planning on not showing up, just “Quitting!” I had felt unappreciated for all the work and time I spent at my office with no raise in salary for years. Then as if a “Knight in Shining Armor” came to rescue a damsel in distress. Mike taught us how to confront our problems, work together as a team and be rewarded for all our efforts. I have truly grown in every aspect of my life, personal and professional. Work is now a pleasurable and exciting place to be. I enjoy the good feedback from my patients as if they feel the change in my demeanor.

Linda C.

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Wow! This course has changed almost everything in my life. This course has not only improved our business by 50% (this is a minor side effect) but has brought a certain amount of sanity to the day-to-day office grind. This course has greatly improved the way I look at life, how I deal with life and how to live life. It’s like a spiritual awakening!

Dr. Amul P.

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I would recommend Mike, Roberta, and the team at Staff Driven Dental to any practice needing fresh, result-oriented ideas. We have seen steady growth in our bottom line since joining forces with them, and a renewed spirit of cooperation and enthusiasm in our staff. I believe the “know how” they give you is proven and simply works, and covers all the bases, from interfacing with our patients to finances to marketing and more. We also appreciate their personal and knowledgable touch to the coaching, which can be intense but has expanded all of our mindsets and raised our aim. We are definitely grateful and happy that we decided to hire Staff Driven Dental!

Michael A.

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Staff Driven Dental is one of the most effective ways to increase business without isolating your staff or intimidating your patients. The training that each member of the office receives is the best in the industry. The Coaches are influential, knowledgeable, and well educated on the inner workings of practice management. Staff Driven Dental gives each office personal attention and dedication, with a hands on approach in training each member. Employees can be sure that any dentist who works with Staff Driven Dental, is an employer who values and cares about the long term success of everyone on the team.

Diane M.

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The day I met Mike Massotto, was the day my life, personal and business, changed forever! I was very skeptical about his program at first, thinking that I could take care of things that weren’t working in my practice. However, I decided to join and as they say, the rest is history! Mike’s program helped me balance my life and made my office a stress free one when we implemented Staff Driven policies. My staff got on board, which was crucial, and the increase in the office production, collections, and morale was well worth the cost of the program. I strongly recommend Mike’s Staff Driven Program for anyone who wants a more successful, and enjoyable practice.

Richard G.

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Mike, Michelle and all at Staff Driven are Awesome!! The program is real without the falseness you get with other consulting companies. They truly care about all aspects of the office and go above and beyond. They give you the tools to take the practice to the next level while always keeping it interesting and fun. They make themselves available to you no matter what time of day or night with their caring advice.

Tinamarie R.

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First I’d like to say how impressed I was with Mike & the Staff Driven Program! This program has helped our practice in so many ways from, bringing our accounts receivable down,& case acceptance up tremendously. Mike is very hands on, and I truly believe this program covers all the bases to help any office grow . Love staff driven &( Mike of course)

Bruna Defeo-P.

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After providing state-of- the-art service to your patients, a large portion of the financial compensation you deserve gets bogged down in accounts receivable. You end up spending time, money, and aggravating hours attempting to collect for your services, and sometimes too little or no avail. The basic rule to lowering overhead and increasing happiness within your practice is simple: Charge for what you produce, and then collect for what you produce. It’s easy to lose patients when they owe you money. In many cases that’s when they’ll complain – i.e. “it doesn’t look good,” “it doesn’t feel good,” “I could have gotten it done for less,” etc. The solution is a strong financial policy with a clearly understood and accepted treatment plan managed and coordinated by a dedicated staff member. Prior to beginning treatment, patients are made to understand and agree that payments will be made in full as each treatment is completed. A practice that is fee for service centered, rather than insurance dependent, greatly reduces, or eliminates entirely, the need to handle accounts receivable.
Managing accounts receivable does not mean handling accounts receivable. Not having AR in the first place – that is the essence of control and proper management of finances. With your team motivated and focused on the same vision to attain certain goals, individual workday stress is reduced, and opportunities for personal prosperity and happiness are increased. Along with exponential growth of your practice are the bonuses of having more fun, freedom, and fulfillment in both your practice and personal life.

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You may not believe it, but just as there is no shortage of unhealthy mouths out there, there’s no shortage of good people looking for the “right package” and the right practice culture which will attract them to you. Knowing how to recruit good people is the key. It can be costly to hire too quickly and attempt to integrate new team members who are not really a fit for your practice and its existing culture. Putting together the right package to attract the right type of person requires the right ads posted in the best places, the best referral sources, and understanding how to interview, evaluate, and assess people. Good recruiting provides the flexibility and freedom to assemble the best team to achieve your practice’s goals.

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Profitability is dependent upon more than just increasing fees, down-sizing, and cutting corners. If it were that easy, you wouldn’t need to worry about productivity and overhead. Low profitability doesn’t allow you to grow your practice and still take a fair salary to provide for yourself and your family. With low profitability, the business of dentistry conflicts with the practice of dentistry. In essence the business doesn’t fairly compensate you and your team for the services you provide. This unbalanced state of affairs creates frustration and a sense of failure.

The solution is simple, though achieving it takes some effort. Reducing overhead by working smarter not harder is the key. Make more money (i.e. increase production) while working fewer hours by emphasizing quality over quantity. Stop filling up time, creating the illusion of being busy, or spending time on marginal patients who are not a fit for your practice or aligned with your philosophy of dentistry. If the treatment is valuable enough to do, then it’s valuable enough to collect on. Never bill patients. Run a zero balance office where no patient leaves the office, or has treatment completed without payment in full. Avoid dependency on insurance, especially managed care plans, and aim to achieve a more fee-for- service practice. You can honor your patients’ insurance by helping them submit their claims for re-imbursement, but you get paid at the time of services rendered. Educate them as to why it’s to their benefit to do it this way. Don’t allow insurance companies to make you the bad guy or dictate how you should care for your patients. Finally, and most importantly, with a well-trained staff that you manage with strong policies and that you’ve provided with systems for them to manage patients and the business in general, overhead will be kept low and profits will be enhanced.

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You arrive at the office in the morning fired up, enthusiastic to see patients, but you’re soon brought down by the unmotivated state your team seems to be in. Low morale blunts everyone’s enthusiasm, negatively impacts your team’s production, and reflects an unpleasant office environment to your patients. Morale actually contributes to creating the energy of your office space, be it positive or negative, which will either draw patients to you, or push them away.
Increasing communication with and amongst your team, providing game-like challenges that they can accomplish on a daily basis, and spurring them into action by inspiring them with your own personal purpose, performance, and vision for the practice, will help boost morale, increase production, and create a more enjoyable office environment.

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You know absolutely that a patient will need the treatment you and your hygiene team recommend. You know how valuable it is to his/her health and well-being. But you can’t get your patient to agree, and see its value as you do. So, you minimize, phase, or discount treatment. You wait and watch as conditions worsen, hoping the patient can someday afford treatment or see the need when the condition becomes more severe. Or worse yet, you hold back on recommending treatment for fear of what the patient will think of you and your motives. The result? The patient suffers. Your practice suffers. And, by compromising, you suffer.
In most cases patients don’t accept treatment because they don’t understand it or recognize its value. Unless you have an educational system in place handled by a treatment care coordinator, in conjunction with you and your hygiene team, treatment acceptance will always pose a challenge. The three barriers to treatment – time, money, and pain must be addressed adequately before the patient will consider treatment. Patient education, treatment acceptance, and sales need to be coordinated to work within an integrated sales system to assure your practice’s success.

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It’s hard to find good people, and almost just as difficult to keep the good ones. High turnover creates dissention, hurts morale, causes lost productivity, decreases efficiency, and creates a financial burden on the practice. In fact, each time you lose a team member it can cost the equivalent of six months of their salary to replace them. The benefits of retaining good people are obvious.
The solution? Make your staff No. 1 and patient’s No. 2. Your team wants appreciation, acknowledgement and, above all else, security in their position. Without these they will go for the money every time. Your team needs an environment that is stable, constant, free of distraction and stress like office gossip, or upsets like being pulled off their position to do other work or the work of others. A chaotic, harried office that runs on emotion rather than systems and policies is sure to create staff turnover. Make your people the practice’s most valued asset. Pay and bonus them fairly. Apprentice and train them thoroughly. And let them share in your success regularly.

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Stress or worry can occur for any number of reasons. It can be very detrimental to you personally and to your practice. It’s probably the result of too many things left unaddressed or not completed. Stress breeds uncertainty and creates a tense office environment. It can put excessive pressure and urgency on your team when micromanagement to correct perceived problems only creates other oppressive conditions. Stress causes mistakes, accidents, errors of omission and commission that in general creates joyless, unproductive work for you and your team.
Facing problems head on and not avoiding them, such as establishing treatment and compensation acceptance by patients upfront to avoid future financial issues, helps you gain control over your practice. With good systems, firm policies, thoroughly managed finances and overhead, and surrounding yourself with a self-motivated team of entrepreneurial thinkers who take on responsibilities and contribute solutions to solve problems rather than creating them, stress is greatly reduced and kept at a manageable day-to- day level.

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If you’ve lost your passion for dentistry, feel uninspired and unmotivated, it’s a sign you’ve lost sight of your purpose, your primary goal or aim, or the core reason you decided to become a dentist, which was to help others. Helping people to look and feel better while helping them regain and maintain their health is highly commendable. Unfortunately, patient resistance, opposition from your team, insurance companies, labs, suppliers, and countless other forces can gradually wear you down. They divert you from your mission of serving others with the skill and healing gifts you’ve acquired. The result? You become “off purpose”. Your focus is on all the negative aspects of a dental practice and the negative, challenging patients. Sound familiar? There are ways to re-focus on your purpose, and re-kindle the fire for practicing dentistry. The first step is to clearly define and write down your purpose. Then, make it widely known to your patients, your team, your associates – everyone. People will agree with your purpose, and strongly support you when they feel it radiating from you each day that you are fired up and love what you do which is more important above all else. A good gauge for determining if you are on purpose is to ask yourself a simple question: Do you still enjoy talking about dentistry all the time, all day long? It’s amazing what transpires when your conversations are about what you love and believe in, rather than on what you dislike or what is superficial (i.e., politics, the weather, the economy, etc.). Remember why you chose to do what you do, and why you chose to make the huge commitment and investment of your time, finances, and other resources into the practice: To help sick people get well, and to prevent the well from getting sick. This a noble cause, and everything else that happens over the course of your day which does not align with this mission of serving other in this way, should be secondary, and should not negatively control your life.
One final suggestion would be to seek coaching. Having a strong and trusted ally in your corner, helping you overcome obstacles and challenges in your practice, can keep you on track and on purpose, which is a sure route to success. A good coach will help you stay on your game and remain enthusiastic. He/She won’t let you be content with your successes, and will keep you certain that the best thing that could happen to a person would be to come into your practice.

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