Training should include scripting based on step-by-step documentation. When a practice has documented, step-by-step systems and a team that’s trained on those systems with scripting, doctors can focus …

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Advice for the Entire Staff: Build and transfer trust in the doctor’s recommendations. Many patients feel uncertain about whether or not they’re doing the right thing, especially when it’s unfamiliar. …

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Performance Target: Implement 15 ongoing referral marketing strategies. A consistent marketing program requires more than just a few strategies. By using 15 strategies throughout the year, referrer …

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Advice for the Endodontist: Explain that implants take less time than before. When implants were first widely publicized, it could take 6–9 months to complete treatment. Some patients believe that’s …

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Secure computers at the end of the day. All practice computers should be shut down or locked when the office is closed to prevent any type of security breach. A running computer could give the wrong …

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Don’t try to be the “winner” all the time. When the team is brainstorming to solve a problem, by all means put your best thinking forward… but don’t become overly protective of your own thoughts. Be …

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Consider changing practice hours for patient convenience. If you’ve noticed a number of patients seeking appointment times outside of current hours, or if blocks of time go unused consistently, …

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For Practice Owners – Valuation Factor: Insurance Percentages. The practice’s participation with insurance has a significant effect on valuation. Key metrics include (1) percentage of insurance versus …

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In a way, all communication is marketing communication. Since the Great Recession, endo practices must actively market themselves if they are to grow. Every type of communication with patients, …

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New Rule: Never say anything bad about patients or team members. This is harder than it sounds. Some patients can be very “challenging.” Some team members, though perfectly good at their jobs, may …

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Performance Target: Doctors should achieve the daily production goal 90% of the time. Consistency is the hallmark of breakthrough performance. If you want to reach your annual production goal by …

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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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