January 11, 2013
Dentistry is a profession that seems to be uniquely afflicted with a great deal of stress and anxiety. Why the stress? Is it the fast pace and trying to see patients in a timely manner? Or is it the stress that patients bring to the dental office that makes us feel stressed? Many dentists today are Read More
January 4, 2013
I recently spoke at a dental conference and asked the audience “What is one thing that your patients want more than any other procedure?” 100% of the attendees answered in harmony “WHITER TEETH!” You may be offering patients something they never knew they really wanted so here is how to open up the conversation. Step Read More
December 13, 2012
You will not reach your destination if you don’t have the final location listed on your GPS. Can you imagine jumping into your car with your family and driving for hours without knowing where you are going? Frustration, confusion and questions are certain to pop up. While taking that family road trip, definitely, the kids Read More
November 28, 2012
I am sure that you are busy with the normal year end tasks; preparing for Christmas, maybe busy completing treatment on patients who have insurance benefits that run out and planning for a successful year in 2013. If you are like most, that last item “planning for next year” probably needs more attention than you Read More
November 21, 2012
HAPPY THANKSGIVING! Thanksgiving is my favorite holiday. It’s an American tradition; the day we give thanks for all we have. Thanks for the things, the conditions and the people we may take completely for granted the other 364 days of the year. What I love most about Thanksgiving is the purity Read More
November 3, 2012
What I have discovered to be the #1 reason patients will accept your care and continue returning to your dental office is trust. In Steven Covey’s book, “The Speed of Trust,” he makes the case that when trust is low, the cost of business goes up, and the speed of business decreases. If you ask Read More
October 27, 2012
Many dentists expect that clinical training alone is enough to make comprehensive care a big part of their practice and they don’t pursue leadership training. This belief is contrary to the aspects of being a dentist and running a business. Most dentists pursue clinical education, and they slam headfirst into that wall that separates technical Read More
October 20, 2012
Most Dentists today tell me their primary concern is to increase New Patient numbers. Do you know how much it costs you to market and then capture a new patient? What is the cost to you if you can reactivate a current patient of record? Many dental offices are eager to spend money on external Read More
October 13, 2012
In part I of Your Comprehensive Treatment Plan we discussed the necessary fact that you need to build trust in your patients and understand their needs. It is also very important to understand their personality style before presenting treatment. Case presentation is complex and involves numerous steps to get patients to say “YES”. These steps Read More
October 6, 2012
Every dental practice wants their patients to accept comprehensive treatment. Research states that at most, 25% of patients in a dental practice accept their treatment plan, and schedule an appointment. What are some of the factors that will affect their decision? How can you change your current treatment plan case acceptance to be at 70% Read More