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 …
Practice Valuation Factor: Accounts Receivable.
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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Advice for Staff Members – Reassure patients about recommended treatment.
Advice for Staff Members – Reassure patients about recommended treatment. Only the doctor can recommend clinical treatment, but all team members can help patients feel good about accepting it. Praise …
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What is your practice’s brand personality?
What is your practice’s brand personality? Market research indicates that people think of businesses, products and services in human terms. If your endo practice were a person, how would you describe …
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Advice to Administrative Staff Members – Dress to impress.
Advice to Administrative Staff Members – Dress to impress. Patients come to your practice for professional services, so attire that’s too casual or sloppy will send the wrong message. Doctors and …
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Don’t underestimate the effects of stress.
Don’t underestimate the effects of stress. A little stress often enables people to perform well. But a lot of stress, day after day, can cause serious damage. Stress wears you down physically, …
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Performance Target: Collect 99% of all money owed to the practice.
Performance Target: Collect 99% of all money owed to the practice. Production doesn’t count unless you collect. Review your policies to tighten up collections. Require co-pays upfront. File accurate …
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Stop trying to prove you’re perfect.
Stop trying to prove you’re perfect. When you make mistakes, take ownership of them. If you make excuses or blame others, your teammates will have difficulty seeing you as a trustworthy member of the …
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Performance Target: Increase patient referrals by 18% annually.
Performance Target: Increase patient referrals by 18% annually. Endodontists typically receive most of their referrals from doctors, but patients can also refer to your practice. Use a multi-strategy …
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Make a great first impression on patients.
Make a great first impression on patients. When new patients present to your office, they’ll judge your practice on the basis of the “feel” they get rather than on clinical factors. Whatever your role …
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For Practice Owners – Valuation Factor: Fees.
For Practice Owners – Valuation Factor: Fees. Patients may be pleased that your fees are relatively low, but a prospective buyer for your practice may see them as a liability. If a buyer simply raised …
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Use scripting to raise your case acceptance rate.
Use scripting to raise your case acceptance rate. When presenting to patients who aren’t in pain, simplify complex subjects and translate clinical details into benefits. By mapping out the consult …
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