Advice for the Orthodontist – Evaluate mid-year progress. Is your practice on target to reach its annual goals for production, referrals and starts? Do you know what’s working well and where improvements need to be made? For areas that are under-performing, implement countermeasures within the next two weeks.
Management Monday: Read a free excerpt from Dr. Levin’s book, “Building the $2 Million Ortho Practice,” by clicking here.
Advice for the Orthodontist – Respond decisively to conflict. Staff conflict creates stress and can destroy efficiency, so deal with it quickly. Rather than taking sides, focus on resolving differences… and make it clear that there will be serious consequences for anyone perpetuating conflict.
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Project confidence and professionalism. Whatever your role in the practice, your manner will affect the mood for everyone there, including patients and parents. An ortho practice is a relatively small space, so it’s important to set aside personal issues and focus on cooperation and patient care.
Advice for the Treatment Coordinator (TC) – Close the case in a single consultation. Parents are busier than ever and don’t want to visit an office multiple times. Often, they like the first practice they visit but do not have an opportunity to sign up that day because it’s not part of the practice’s system. You must take the initiative and ask if they’d like to begin treatment. Don’t give your competition a chance to win over your prospects.
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Publish content that is shareable. Use social media to inform and entertain patients and parents, not just as an excuse to talk about your ortho practice. While a Tweet or a Facebook post can communicate important practice announcements, you should also share stories about oral health, nutrition and other subjects that parents and patients may find interesting.
If you answer the first call from parents of potential patients, establish rapport. When parents call, make them feel that calling your practice was an excellent idea. This means that, in addition to gathering information from the parent, you must also provide information to the parent, which includes reassuring facts about the quality of the doctor, team and practice.
Management Monday: Read a free excerpt from Dr. Roger P. Levin’s book Essential Scripts for Patient Communication. Go here and click on the “Read an Excerpt” button.
Advice for the Orthodontist – Establish quality relationships with referring dentists. Developing strong relationships with referring GPs and pediatric dentists will drive ortho growth. Many ortho practices rely primarily on parent and patient referrals. Referring doctors represent an even greater source of referrals. Make it a priority to strengthen connections to referrers and reach out to new GPs and pediatric dentists.
Friday Freebie: Evaluate your practice’s effectiveness in the 9 Areas of Expertise, with the Practice Performance Matrix™ available here.
Don’t let your cell phone activities disturb or distract you from patients and parents. Confine your use of cell phones to break times as much as possible. If there’s personal business you must attend to, do so out of sight—and out of earshot—to avoid making a bad impression on parents and patients.
Keep track of inventory. What’s hiding in the practice’s supply closet? Needed materials? Or items the office stopped using 12 months ago? Practices should take inventory semi-annually. This will help the office maintain a steady stream of supplies, avoid overages and shortages, and have stronger control over expenses.
New Article: Check out “Get Ready for the Second Half of the Year” by clicking here.
Thank parents and patients for arriving on time for their appointments. Imagine a parent getting up early, dropping kids off at school, running errands and picking up their child from school to make a late-morning appointment… only to have their effort taken for granted. Whether by saying “Thanks,” noting that they’re 10 minutes early, or acknowledging it in some other way, the front desk team should let parents and adult patients know their punctuality has been noticed… and appreciated. It will make them feel good about your ortho practice.