Chris Barrow’s Blog

Tuesday morning and I’ve been awake since 5.30am and pottering about before starting on this week’s ezine and more business contemplation.

Yesterday, I stopped work at 2.00pm local time, after hosting a telephone conference call with some of my UK dentists. The primary topic of conversation was, surprise, surprise, associate profitability and how a single-handed practitoner makes his/her practice profitable without recruiting potentially unprofitable dentists?

My response was to highlight the following:

• Most associates are not deliberately lazy or unprofitable – they are just working in lousy conditions, seeing patients that the principal doesn’t want to see, working with demotivated teams in poor environments. They are also working on a remuneration contract that doesn’t work in the current climate but is embedded due to history, supply and demand (but not for much longer). Add to that the requirement to hit unrealistic UDA targets and you have a recipe for failure;
• So the secret (if you recruit associates in a private practice) is to identify the 5% who are “up for it” and willing to learn – that’s a dental needle in a haystack but
• There is also the possibility of looking at a new dental business model – the dentist working with a team of therapists to provide basic dental maintenance. If I “came back as a dentist” that’s a model I’d be looking at very carefully and
• Finally – if you own the freehold of the building – think “landlord” not “dentist” – and determine how many of the rooms in your building can generate income whilst you are away – either let the rooms on a sessional basis to other healthcare providers or on a long-term let to a non-health related business.

So I think I widened the debate for those attending.

After my working day I wanted some time to chill out.

The afternoon was spent window-shopping at The Eaton Centre – prematurely decked with a giant Santa, sleigh and reindeer. In and out of clothes shops, electronic shops and a quick lunch of pesto pasta.

My favourite port of call being the Apple Store – I still don’t use a Mac and I’m tied to Sony and their Vaios (my second favourite store) but you have to admit that the Apple marketing is the best in the world. For Christmas, they are selling bright red iPod Nanos and they look so cool. The new laptops in black and white are equally tempting – but Team CB will be glad to know that my wallet stayed in my pocket – there will be another time.

Best crazy toy of the day was in the Sony store though – a graphite black mini-laptop and digital camera packed into a graphite black briefcase – limited edition to celebrate the new Bond movie, Casino Royale, which launches here on November 14. They are selling a James Bond kit in the briefcase - retailing at over $4,299 CDN. Pure indulgence for the adolescent middle-aged man. How I wish I had the cash spare!

Later last evening, I dined at Joe Baldini’s famous Italian restaurant and then wandered over to the Paramount Imax movie theatre to catch some entertainment.

I chose to see The Prestige purely on the basis of a cast list of Christian Bale, Hugh Jackman, Michael Caine, Scarlett Johansen and David Bowie (!) and had no idea what the plot would be about.

In spite of my jet-lag, I was absorbed to the final reel by this unusual tale of the rivalry between two Victorian magicians. It took some time to adjust to Christian Bale’s excellent Cockney accent but the twists and turns of the plot were perfect – a thinking person’s film for a change.

Oh – and by the way – Elvis is alive and here in Toronto.

Here’s my rather splendid office on the 32nd floor of the Toronto Hilton – The Executive Lounge – and , as you can see, I’m alone up here and have been for the last hour or so.

More free wireless and unlimited drinks – but no people is kind of doing my head in – so much so that, earlier, while my room was being cleaned, I wandered, lonely as a cloud, to Starbucks and sat writing emails for an hour while the office workers of Toronto buzzed around me.

It’s good to ear-wig some of the conversations and wonder what they are all really about. Everyone thinks their own issues are so important.

On my way to Starbucks I stumbled across a new book-store – “Books for Business” and had to drag myself out after 10 minutes because I had mentally spent hundreds of dollars. A cornucopia of business writing – and I suspect I’ll be back there before I leave.

I’m just about to head back to my room for a 6.00pm (UK) conference call with my dental clients – then I’ll be taking a break and walking over to the Eaton Centre for a bit of window shopping.

My plans are developing well – I’m jet-lagged today but making steady progress through my personal “to-do” list.

Once again I am reminded how valuable reflection and thinking time is.

I first woke at 2.30am local time – bugger that – and after rolling around for a while managed to fall back asleep until 5.00am local – so now I’m sat at my desk here in the Hilton and starting a true “business and personal development” session that I intend will occupy me until Wednesday.

Of course, I do intend to pop out and get some fresh air and a change of scenery, although if yesterday’s temperatures are maintained, I’ll be sneaking about underground and using Toronto’s “PATH” system to find the shops.

As promised, a report on Zoom – and a very good report. Customer service was excellent, very nice team of ladies who were happy to help and pleasant the whole trip.

My return fare was £463 even with a late booking and the upgrade to Premium class secured a very big comfy chair with loads of leg room, priority check-in, priority luggage off the flight, free drinks and a private cabin area. It’s not luxury, the food was very basic and a little low on quantity – but for the price I think it’s an excellent deal. Go Zoom!

Even though my laptop and spare battery were to hand, I decided to take a day “off” yesterday and managed something I haven’t done since August – to spend a full day reading and finishing A. C. Grayling’s “What is good?” – a quite fascinating history of philosophy and also the most elegant, simple and convincing explanation of the humanist cause.

Grayling suggests that there is no God, that religion is a shameful hypocrisy and that there is no “before” or “after” life. Sounds rather depressing – but he manages to make his arguments in an absorbing way and leave this reader feeling quite relieved that I don’t have to worry about religious morals and ethics any more.

Not that he suggests anarchy – he is clearly a humanist himself and answers the question posed in his book by quoting Socrates definition of “The Considered Life” – free, creative, informed and chosen, a life of achievement and fulfilment, of pleasure and understanding, of love and friendship; in short, the best human life in a human world, humanely lived.

How fantastic it was to be absorbed for the whole of my flight and through my early evening meal at Jack Astor’s downtown. My day ended with a vodka martini, fettucine alfredo and a glass of Lindemans Sauvignon Blanc.

I’m on the 30th floor of the Hilton – with free internet access in my room (invaluable) – the executive lounge to chill in later and a superb view across the city. Sun’s just coming up and it looks awfully cold out there.

I’ll tell you more about my trip tomorrow – for now, it’s 23:46 pm UK time and, although I shouldn’t, I must go to sleep.

Toronto is empty on a Sunday evening – and it is bitterly cold with winds up to 45 mph creating a wind-chill that takes the breath away.

…but for only a few hours.

A 7-hour drive yesterday was a killer – lots of holiday traffic as the half-term school holiday comes to an end – plus numerous road works and rotten weather made for a pretty exhausting journey.

Thank goodness the clocks went back last night – the extra hour in bed is welcome.

It’s 8.30am Sunday morning and I am all scrubbed-up, packed and ready to go.

Because I left my travel arrangements rather late, I’m flying (for the first time) with Zoom Airlines – and I have no idea what the quality of the trip is going to be like. With some trepidation, I’ll be off to the airport in a few minutes and, no doubt, will have some customer service stories for you in due course.

Next stop, The Toronto Hilton (on brand as always) and a couple of days of self-indulgence – a mini-retreat, attended by me, organised by me, designed by me.

It will be a chance to get more good sleep after the trials of touring, a chance to embark upon my latest attempt at giving up smoking (third this year) and some quality space to think about my personal and professional life.

For now – it’s a sunny morning in Manchester.

The last night in Birmingham on Wednesday was packed with people and lots of fun – something about the sense of humour in the Midlands has always attracted me.

About 50 people in the room and, once again, new friends and potential new clients.

I was also delighted to see one of my first ever dental clients, Chris Lee from Adams and Lee in Coventry, from 9 years ago, who travelled over with his nurse for the evening.

My first year coaching dentists was as a complete unknown and the clients who hired me were pioneers – so I owe them a special debt of gratitude.

Yesterday I drove over to Loughborough and visited with Des Creighton at 3M Unitek, largest UK suppliers of orthodontic materials. Following a recommendation from Viren Patel of The Orthodontic Centre in Cardiff, I discussed with Des a marketing alliance to bring Chris Barrow and a new Orthodontic Business School to the market in 2007.

As would be expected, Des wants to tread carefully and test me out – so we have agreed to broadcast a couple of one-day “specials” in March 2007 and see how we go from there.

There is much pain and suffering in the UK ortho market, with an estimated 75% of the 600 specialist practices unable to meet their Government targets due to reduced funding – so many of them are now looking seriously at providing private treatment to adults and children.

They need to know how to market themselves, how to get people in the door, how to “sell” private options – and that’s where Team CB come in – we know how to help them.

I’m excited by this new marketing venture – and, as always, frustrated that these things take so much time.

After my meeting – a surprise visit to my clients Shrik and Lina Kotecha in Leicester – only 15 minutes away, so I couldn’t resist.

They and the Merrident team looked as if they were going to faint when I walked through the door and announced a “blu-tak” check.

We enjoyed a quick cuppa and they agreed to sign up for my 2007 Mastermind Group.

Then a 7-hour drive back to Cornwall (with stops for food, drink and phone calls on the way).

I’ll be meeting with Bonnie today for a mini-management meeting before packing for Canada tomorrow!

Never a dull moment.

So yesterday I walked out into Belfast city centre and wandered into The Crown, one of my favourite pubs, for a good lunch of Irish Stew (and a small glass of the black stuff).

There I chatted with my waitress, Elaine and, commenting on her lovely smile, she was delighted to tell me that she had invested £2,100 in 6 veneers, a crown and some other work.

“The male staff here at the pub thought I was mad,” she continued, “and that I should have spent the money on a boob job, because I would have generated more tips from the cutomers!”

Elaine, however, is happy with her new, beaming, smile.

Even a pub waitress in Belfast can find the money for the things that she truly wants.

By the way – if you are ever in Belfast, include The Crown on your list – every tourist ends up there – just because the interior hasn’t changed since the place opened in the mid 1800’s – amazing decor of wood throughout, covered in carved graffiti.

Off to Birmingham this morning – and the last “Team-Building” workshop tonight – at one level, it’s been a blast and I have made lots of new friends. At another level, I am truly exhausted (not helped by noisy neighbours in the hotel last night and my calling reception at midnight to ask for the hullabaloo from the next room to be toned down).

I keep on saying that this life isn’t glamorous – I went back to my room at 4.00pm yesterday to shower, shave and change for the workshop – to find that, following a leak, the Hilton had closed their water systems down for repair – no water.

My shave was in the leisure club in cold water – my “shower” was a quick splash in the sink, again in cold water.

I’m suffering from “man-flu” at the moment – and any male reading this will know that it is the worst of all illnesses.

The sore throat, the heavy head, the general feeling of lethargy – no woman has ever understood or experienced this or the level of TLC that is necessary to help us face each day as it comes.

I drove from Cornwall to Birmingham yesterday, after a brief meeting with Bonnie to check on the temperature of the business.

It’s the first time I have ever flown out of Birmingham and I was impressed with the effeciency and levels of service and environment – so impressed that I will change my departure airport in future when I travel to Northern Ireland.

It is good to be back here in Belfast – the customer service delivered by the locals (and the Polish who work here) is head and shoulders above average.

The hotel have messed me about – firstly allocating a room with an electronic door key that doesn’t work (I’ve written before about how annoying that is when you have staggered up to your room and have to stagger back down again).

Today, they have arbitrarily decided to move me – but an upgrade makes it more palatable – as well as Andrea, the housekeeper, who came with the news and we chatted for a good 30 minutes about her job and her family – another natural smiler who is an ambassador for her employer.

I’m sat in the hotel bar/coffee lounge writing emails and completing this week’s ezine.

I’ll wander out in a while – get some Belfast fesh air and some lunch before this evening’s gig – about 40 expected tonight.

I couldn’t resist taking one picture in Birmingham airport – in the “World News” store – and an indication of how they define the phrase:

“Men’s Lifestyle:

Spending a day with laptops and mobile phones banned from the room was an unusual experience.

I actually found it quite irritating because I use both mind-mapping software and Microsoft OneNote for my e-scribbles and feel as if I have another “to do” over the days ahead, transferring lots of notes across – an unexpected waste of time.

I emerged from my coaching day laden down with binders, paper, CD’s and books – credit where it’s due, the “added-value” of all these paper and audio goodies is excellent – but I do wish the whole process were available in a virtual format for us travellers.

You see – as Dan Sullivan suggests – I don’t have an office.

Firstly because I don’t – and secondly because I spend the majority of my professional life travelling and cannot carry “stuff” around with me (I’d need a trailer) – so everything lives in my elaborately backed-up laptop.

But my support team don’t have an office either – we all work virtually – so where the hell I’m going to put all these binders I don’t know – and I WILL have to transfer a lot of yesterday’s material across if I’m to access the coaching process daily and weekly.

Listen up Strategic Coach – I know that many of your clients are office-based financial planners. Spare a thought for us travelling performers.

That gripe apart, I’m scoring a big fat 10/10 for the day.

I’ve been listening to Dan for years and so none of the content was either original or unexpected – but it doesn’t matter – what mattered most was the opportunity for some self-indulgent space in which I could think and plan for myself.

I KNOW the theory – but like all cobbler’s sons, I’m too busy coaching my clients to coach myself.

Russell presented well and held the room. The support team made the event seamless. The choice of hotel was good and the environment in the room sufficiently well illuminated and spacial for us all to benefit.

I was surprised that only 6 of us were not financial planners – and equally surprised that many of my fellow delegates were much quieter than I expected – but we are going to be working together for the next 3 years and I’m hoping that new relationships will develop.

In conclusion, I’m confident that these quarter days will be a catalyst for me to get my act together and move forward – it’s time I did.

I’m in Wokingham, at my first ever day in The Strategic Coach programme, 12 years after I first heard Dan Sullivan speak.

It’s the first time that this material has been delivered outside of North America – I am part of a ground-breaking experience.

So I can hardly complain about dentists who procrastinate before they join The Dental Business School!

This is a day for me, about me – and I’m enjoying the indulgence, the company and the presentation.

This morning I have been working on my lifetime goals, my three-year vision and my 12-month plan.

I am feeling lifted and liberated by the experience – I’m excited at the end of an exhausting working week.

It’s a rare treat to be sat IN the room, rather then presenting TO the room.

In an environment where I can practice what I preach.

As a coach, it’s important that I respect the intellectual property that is being shared here, as well as the confidentiality of my colleagues and the proceedings – but I feel revitalised already – and we have the afternoon to come!