I recently received an email from a dentist who heard me speak about three years ago. She had lost her note about what I call The Eight Keys To Successand asked if I could send her the list. It occurred to me that my blog readers might appreciate it, too. Here it is:

1. I have a positive attitude.
2. I don't try. I do it.
3. I do it now.
4. I never give up.
5. Persistence always wins.
6. Self-discipline gets it done.
7. Hard work leads to success.
8. 8. Focus creates achievement.

I'm sure you get the basic message from these short, self-explanatory statements. I tell endodontists at my seminars to read this list out loud to themselves once a day and they will have a much more positive, "can do" attitude as they go through their day.

Yes, it's one of those little self-motivation tricks. Yes, you may feel a little silly when you first do it. And, yes, it really works. When you verbalize something like this, it somehow rewires your brain. I can't explain it. But I can assure you, based on my own personal experience, that The Eight Keys to Success give you the self-discipline to work through distractions and obstructions to accomplish your goals.

During a two-day seminar I recently conducted with a large group of specialists, I noticed a phenomenon that illustrated the expression about "not seeing the forest for the trees."

I was explaining exactly how they can increase production and generate more referrals right away...and then they would ask questions about a personnel issue that came up last week, or coping with a troublesome patient they saw yesterday.

Don't get me wrong. Those issues are important, but at a time when 75% of practices have experienced decline in the past three years, endodontists must devote their energy to creating new systems for long-term success, not to yesterday's frustrations.

I understand why this was happening. Since the Great Recession changed the dental economy, many endodontists are frustrated, confused, angry, and—though few will admit it—afraid of what the future holds for them. They know they must make dramatic changes but they don't know where to begin, so they dwell on what's right in front of them.

The dental industry has reached a watershed moment. It's a time for big decisions, major changes, powerful new ideas. The endodontist you wanted to be when you grew up has grown obsolete. Not for lack of clinical skills or commitment. What's missing are business acumen and a clear vision of the successful endo practice in the new economy.

I urged those frustrated doctors at my seminar to focus on the big picture... so they'll still be around to take care of the daily issues after they've turned their practices around.

I had dinner the other night in a restaurant that came highly recommended. Although the food was excellent, service was very slow. We rarely saw our server, and when we needed anything, I actually had to get up to ask someone to help us. We were told they were having a slight problem in the kitchen.

Under normal circumstances, the slow service might have ruined the evening for me. As it happened, I was not in a hurry and did not let it bother me, until...

At the end of the meal, the maître d' stopped by our table to ask how the evening had been. I said, "Well, since you asked..." and proceeded to calmly explain the problems we had experienced with slow service. His only reply was, "I'm sorry to hear that." As he walked away, I realized his question was nothing more than a "courtesy." He had no intention of doing anything about the problem—not even bothering to explain why it happened.

I wouldn't have expected a discount or anything else from the restaurant. We've all experienced slow service from time to time. But the maître d' obviously doesn't understand one of the cardinal rules of customer service. When you make a mistake (and you will), what matters most is how you recover. Had he simply given me his card and suggested I call ahead next time so he could ensure I had a better experience, I would have walked out happy—and would definitely have taken him up on his offer.

An endo practice is a service business. When there is a problem, your response can either make—or break—the relationship.

"Free" is always good. Sometimes, it's absolutely fantastic.

On the evening of the Fourth of July, my wife and I were driving past a country club when explosions of color lit up the sky overhead. I pulled over and we watched a brilliant fireworks show for over half an hour. I'd say that pyrotechnics technology has improved quite a bit in recent years. It was the best display I've ever seen in my life.

There we were, a couple of adults caught by surprise, mesmerized by the flashing lights in the sky. It was spontaneous, it was fun, and it was completely free—yet "priceless," as they say in the commercials.

When we grow up we tend to forget what we knew so well as children— it doesn't always take a lot of effort or a lot of money to create a memorable experience.

At a time when the dental economy is tighter and more competitive than ever, remember that people like getting something for free. Whether it's a consult, a toothbrush, or a beverage in your waiting room, surprise someone and watch their eyes light up!