Ask parents of new patients how they heard about your practice. Once parents and patients have been welcomed, find out what made them choose your practice. A simple question like, “Who can we thank for referring you?” indicates an appreciative office with a positive attitude. This is the type of environment where most people prefer to have orthodontics performed. Once the parent identifies the referral source, a comment such as, “Steven Jones is a wonderful patient and I am so pleased Mrs. Jones referred you,” begins to solidify the relationship.