Advice for the Endodontist – Personalize presentations for each patient. Answer some key questions prior to the presentation, including… What personal facts do I know about this patient? What is his …

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Referral Marketing Strategy Tip: Do More Than Lunch. These days, inviting a referring doctor to lunch is no longer as easy picking up the phone and deciding on a day and time. Unfortunately, people’s …

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Put scripts into your own words. Scripts should not be recited word for word, like a speech you’ve memorized. Learn to communicate the scripted points in a way that’s natural for you. Scripts are …

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Referral Marketing Strategy Tip: Hire a Marketing Coordinator. Every specialty practice needs a marketing coordinator. They are the number one key to success of your referral marketing program. …

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Advice for the Practice Leader – Control spending impulses. You may be tempted to buy the latest equipment, but you should exercise fiscal discipline. Evaluate new technologies carefully, not only to …

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Hand every patient a walkout statement. This document should show the treatment performed, what has been paid and what amount has been billed to insurance. Inform patients that anything not covered by …

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Referral Marketing Strategy Tip: Practice Good Habits. The most successful people in the world focus on a set of habits every morning that they believe will determine the success of their day. This …

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Order supplies on an as-needed basis. Automatic ordering of supplies can lead to inefficiency, misuse of office space and outright waste. For example, a year’s supply of gauze pads gathering dust in a …

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Referral Marketing Strategy Tip: Write a Note. Here is an incredible idea. We’ve tested it and it’s fantastic. Digital correspondence is so prevalent in today’s society that a nice handwritten note …

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Eliminate the word “No” from your conversations at the office. Negative language works against positive energy… which your practice needs if it is to grow and thrive. When you have to contradict or …

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Practice Valuation Factor: Accounts Receivable. Uncollected—perhaps uncollectible—money can undermine the value of your practice. The seller and buyer will need to negotiate who will be responsible …

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Referral Marketing Strategy Tip: Make Convenience a Priority. One of the most important messages to send to your referring doctors is that your practice is convenient for their patients. Referring …

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