Scripting Tip: Don’t say that a staff member “tried her best.” This language suggests that the individual has limitations. However, patients aren’t coming to your practice for limitations. They choose …

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Create operating manuals for business systems. Using step-by-step system documentation, write a manual for each system explaining how to use it. This will play an important role in staff training and …

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Inspire each other by example. Maintaining emotional stability and projecting confidence allow everyone in your endo office to function more effectively. Whether you feel upbeat or down, your attitude …

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Advice for the Marketing Coordinator – Track the number of new patient calls. Referral marketing is designed to make your phone ring. Once that occurs, it is the team’s responsibility to motivate …

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Advice for the Endodontist – Give your staff clear expectations. To perform well, team members need to know what they are supposed to accomplish. Providing staff accurate job descriptions helps them …

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Be aware of the daily production target. One of the keys to growing endo production is to monitor actual performance against your goals. Start with an annual production goal and then break it down to …

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Don’t wait until the last minute to get assignments done. It’s always better to work ahead of schedule. Making steady, incremental progress on tasks is preferable to rushing around at the last minute …

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Script all interactions with patients. What to say and how to say it are crucial elements of successful patient relationships. Scripting helps the doctor and the team communicate accurate information …

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Follow up with all patients who don’t say, “Yes.” In the new dental economy, patients are taking longer to accept treatment. Unless there is a definite “No” during the consult, give patients a second …

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Advice for the Marketing Coordinator – Identify new marketing opportunities for your practice. What strategies has the practice used successfully in the last few years? Which ones need to be replaced? …

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Advice for the Endodontist – Create a practice vision. Where do you see the practice in three years? Do you want to have an office that generates $1 million, $1.25 million or more? Do you want to work …

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Set a good example for your co-workers. In any work environment, having a positive attitude matters, but it takes on even more importance in the smaller confines of an endo practice. If you come to …

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