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Smart Hiring Managers always take care for be succesfull. Do you?
In recent years, recruiting has become one of the biggest challenges for dental practices.
It’s common to hear things like:
“Candidates don’t show up”
“We can’t find the right person”
“The job market is impossible”
But here’s an uncomfortable truth: in many cases, the problem isn’t the market… it’s the approach.
The most common recruiting mistake in dentistry
Most practices make the same mistake when posting a job opening:
they focus on what they offer.
- Competitive salary
- Benefits
- Flexible hours
- Great work environment
All of this matters. But it’s not what determines hiring success.
The issue is that the more we focus on what we offer, the less clarity we have about who we are actually looking for.
What the data says
Multiple studies in human resources show a consistent pattern:
- According to LinkedIn, 89% of hiring failures are due to lack of soft skills, not technical skills.
- A study from Harvard Business Review found that employees with high emotional intelligence deliver up to 58% better performance in customer-facing roles.
- Data from Gallup shows that well-aligned teams achieve 21% higher profitability.
This is especially critical in a dental practice, where every interaction directly impacts treatment acceptance and patient experience.
The Treatment Coordinator role: where everything is decided
In a dental practice, one of the most critical roles is the Treatment Coordinator.
Their job is not administrative.
Their job is to convert opportunities into committed patients.
And this is where many practices fail.
They post job ads looking for:
- Dental software experience
- Insurance knowledge
- Organizational skills
But they overlook what matters most.
An effective Treatment Coordinator must:
- Communicate clearly and confidently
- Listen actively and build trust
- Show genuine empathy
- Handle objections without pressure
- Follow up consistently
- Be comfortable having difficult conversations
These are not technical skills. They are human skills.
Case study: a practice that changed its approach
A growing dental practice in Texas was facing a common issue:
plenty of consultations, but low case acceptance.
Their conversion rate was around 32%.
After several failed hiring attempts, they decided to change their approach:
Before:
- Job ads focused on benefits
- Hiring based on technical experience
- Rushed hiring decisions
After:
- Defined the behavioral profile of the ideal candidate
- Assessed communication skills during interviews
- Implemented structured training in sales and follow-up
- Measured performance from week one
Results in 90 days:
- Conversion rate increased from 32% to 54%
- Significant growth in monthly production
- Improved patient experience
- Reduced staff turnover
The market didn’t change.
The hiring strategy did.
Recruiting is not about filling positions. It’s about building results
The most expensive mistake a practice can make is not taking too long to hire.
It’s hiring the wrong person.
When you hire based only on technical experience:
- You get execution
- But not necessarily results
When you hire for attitude, communication, and mindset:
- You can train the skills
- But you already have the foundation for success
The right sequence: simple, but often ignored
The most successful practices follow a clear sequence:
- Hire for attitude and potential
- Train with structured systems
- Observe real execution
- Adjust and optimize performance
Learn → Observe → Apply
Without this process, even the best candidate on paper will struggle.
Final reflection
If you feel like “there are no good candidates,” ask yourself:
Are you looking for experience… or are you looking for the right person?
Because when you define the right person clearly,
recruiting stops being a problem…
and becomes a competitive advantage.
Want to implement this system in your practice?
If you’d like help recruiting, training, and developing the right team for your practice, we can support you at every step.
From defining the ideal candidate profile to implementing training and follow-up systems.
Contact us here:
