Dr Sripal Kumar: When I first started working with Dental Wealth Builder (DWB), I was an associate dentist working across several practices. I was completing a good number of cases, particularly in basic treatment plans, but I felt something was missing. I wanted to communicate more comprehensive and larger treatment plans to my patients, but I lacked the skills to do so effectively. The COVID-19 pandemic provided an opportunity for reflection, and I realised that to achieve my goals of becoming a practice owner and providing high-value dental care, I needed proper guidance and mentorship. That is when I decided to join DWB.
Dr Sripal Kumar: Absolutely. Before joining DWB, I was focusing primarily on the clinical aspects of dentistry, but I wasn't fully considering the patient's perspective and experience. Learning about the entire patient journey, from the initial contact to the follow-up, was a revelation. I learned to listen more carefully to my patients, understand their fears and desires, and align my treatment plans accordingly. The 'alignment statements' technique was particularly impactful. It taught me to identify and address the patient's primary concerns first, which built a stronger foundation of trust. This approach also helped me in discussing more complex treatment plans, as patients felt understood and were more open to comprehensive care.
I also learnt the value of the TCO handover process. When I transitioned a patient to a Treatment Coordinator (TCO), providing a clear, positive handover was critical. This ensured continuity of care and maintained the patient's comfort and trust throughout their treatment journey. As a result of these changes, my patients were more satisfied, and I was able to provide a higher standard of care.
Dr Sripal Kumar: Communication has been a game-changer. Before DWB, my patient interactions were more transactional. Now, I use a solution-focused approach that centres on understanding the patient's goals and concerns before diving into treatment options. I use open-ended questions and actively listen, which has significantly improved the quality of our consultations. I've also learned the importance of using non-clinical language when explaining treatment options, making it easier for patients to understand complex procedures. One technique that has been particularly effective is the use of comparatives, like showing patients the latest imaging to help them visualise the difference that certain treatments can make. This has led to a noticeable increase in case acceptance rates and patient satisfaction.
Dr Sripal Kumar: I've changed my approach significantly in this area. I now spend more time in the initial consultation understanding the patient's concerns and motivations. I ask questions to discover what they want to achieve and what they are worried about. This understanding helps me tailor my treatment plans to address their specific needs. I also use the technique of 'mirroring', where I repeat back what the patient has said in a slightly different way, to ensure they feel heard. This approach has been incredibly effective in building trust and rapport, which is essential for patients to commit to comprehensive treatment plans. I've seen a significant improvement in patients' willingness to engage in more comprehensive and preventative care since adopting this approach.
Dr Sripal Kumar: These aspects have had a profound impact on my practice. I've become more conscious of my body language and how it can influence a patient's perception and comfort level. Simple changes, like maintaining appropriate eye contact and using open body language, have significantly improved my patients' trust in me. In terms of treatment plan delivery, I now ensure that my presentations are clear, concise, and focused on the patient's goals. Using the 'Sandwich Technique' — presenting the treatment plan between two positives — has been particularly effective in maintaining a positive and encouraging atmosphere during consultations. This has led to more patients feeling confident and comfortable in committing to their treatment plans.
Dr Sripal Kumar: Yes, significantly. Patients are now more satisfied with their overall experience, and case acceptance rates have improved. This is a direct result of the enhanced communication and patient journey processes I've adopted. Patients feel more valued and understood, which has strengthened our relationships. Moreover, patients are more willing to proceed with comprehensive treatment plans as they understand the importance and benefits of the treatments. This is a testament to the effectiveness of the DWB approach in enhancing both the patient experience and the clinical outcomes.
Dr Sripal Kumar: The focus on mindset has been transformative. I've shifted from a fixed mindset, where I saw challenges as obstacles, to a growth mindset, where I view them as opportunities to learn and improve. This change in perspective has been crucial in my ability to adapt and overcome challenges in my practice. For instance, when faced with a difficult patient case or a business challenge, I now approach it with curiosity and a desire to learn, rather than anxiety. This mindset shift has not only improved my professional life but has also had positive effects on my personal life, as I now approach various life challenges with the same growth mindset.
Dr Sripal Kumar: DWB has been pivotal in my personal development. It has helped me become more self-aware, understand my strengths and areas for improvement, and work on developing a more balanced life. I've learned to set clear boundaries between my professional and personal life, ensuring that I have time for activities that recharge me and keep me grounded. The programme has also introduced me to various stress management techniques, which have been invaluable in maintaining my wellbeing. Overall, DWB has not only helped me grow as a dentist but also as a person, leading to a more fulfilling and balanced life.
Dr Sripal Kumar: DWB has been instrumental in my transition to practice ownership. The programme provided me with a comprehensive understanding of business management, financial planning, and leadership skills necessary for running a successful practice. It also helped me develop a clear vision for my practice, including the kind of culture I wanted to create and the services I wanted to offer.
One of the key learnings was the importance of building a strong team and nurturing a positive practice culture. I learnt how to effectively communicate my vision to my team, motivate them, and create an environment where everyone could thrive. This has been crucial in establishing a practice where patients receive exceptional care and team members feel valued and motivated. I have now transitioned from an associate to a principal dentist, and I am applying all the learnings from DWB in my practice.
Dr Sripal Kumar: The three key lessons from DWB that have had the most significant impact are:
Sales Process Mastery: Learning the nuances of the sales process in dentistry has been a game-changer. Understanding how to effectively present treatment plans and guide patients through their decision-making process has significantly improved my case acceptance rates and patient relationships.
Vision and Foundation: The importance of having a clear vision for my practice and building a strong foundation has been invaluable. It has helped me make strategic decisions and maintain focus on my long-term goals.
Continuous Growth and Balance: The emphasis on continuous personal and professional growth, coupled with the importance of maintaining a healthy work-life balance, has been transformative. It has led me to pursue growth opportunities while ensuring that I have time for personal wellbeing and family.
These lessons have not only helped me in my professional life but have also had a profound impact on my personal life. I am now more confident, focused, and balanced, which has led to greater satisfaction and fulfilment in all aspects of my life.
Dr Sripal Kumar: DWB has been fundamental in shaping the culture of my practice. It has helped me understand the importance of creating a positive, supportive, and growth-oriented environment. I've implemented various strategies to foster a culture of continuous learning and improvement among my team. This includes regular team meetings, training sessions, and encouraging open communication. I've also focused on creating a patient-centred culture, where every team member understands the importance of the patient journey and their role in delivering exceptional care. As a result, my practice has become a place where patients feel welcome and valued, and where team members are motivated and engaged. This culture has been key to the success of my practice and reflects the values and principles I've learned through DWB. Growth now, to me, means much more than just financial gain. It's about creating a practice that is both fulfilling and professionally rewarding, as well as personally enriching. It's about achieving a balance where I can deliver the best possible care to my patients, lead a motivated and happy team, and still have time for personal pursuits. The DWB programme has redefined my approach to growth, focusing on building a sustainable and rewarding practice. It's not just about expanding services or increasing revenue; it's about doing so in a way that aligns with my values and vision. This holistic approach has made my work more meaningful and my practice more resilient to the challenges that come with running a business.
Dr Sripal Kumar: I was working multiple associate jobs across four sites in London, and I had quite a few unanswered questions — particularly around why I wasn’t able to improve case acceptance and understand the process end to end. I felt really lost. There was so much to learn, but it was really about finding the right people to help guide you along that journey.
Dr Sripal Kumar: There have been quite a few — it has been a gift that has kept on giving. But one story that was really important to me came early on. I remember having a conversation with Bhavna where I was struggling to close cases over £10,000. Rahul shared a story of a patient he had seen as an emergency over the festive break — the patient came in with one broken central incisor, and ended up having a full-mouth rehabilitation for somewhere around £40,000 to £45,000. That seemed completely outlandish to me at the time. I could not visualise how I might ever get there, or what that journey would look like. But it showed me what was possible. And I think over the course of the years, that possibility became my reality.
Dr Sripal Kumar: Every case I do now is full mouth. Whether that is composite, porcelain, orthodontics, implants — if the patient is on board, my typical workflow is ortho, restorative, and implant work on pretty much every case. The size of the cases, the comprehensive nature of them, the way you are genuinely changing patients’ lives — that has all shifted. I now get the opportunity to do so much more and optimise far beyond what I was ever able to before, simply because I could not get those cases over the line.
Dr Sripal Kumar: Since 2018, I have been on quite a journey. I am now at six times the revenue of where I was back then. The ability to do what I do now simply was not there before. A lot of that came from aligning with incredible mentors like Bhavna and Rahul.
Dr Sripal Kumar: That decision is a complete no-brainer. I remember people around me at the time asking how much it cost and saying it seemed like a lot. But I knew something was missing within my workflow. I knew I wanted more. The decision to upgrade your mentors and seek out the right guidance at every opportunity was definitely the right one. And ultimately, you do not regret the things you did in your life — you regret the things you did not. Anyone who is even remotely thinking about it should do it.
Dental Coaches Drs Bhavna and Rahul Doshi are experienced dentists who have coached hundreds of dentists and practice owners to create strategic growth and success for them.
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