When presenting to patients who aren’t responding, ask questions to help them get started. Some patients are reluctant to ask questions or express concerns. When working with patients like this, try …
Advice for the Practice Leader – Track your key performance indicators (KIPs).
Advice for the Practice Leader – Track your key performance indicators (KIPs). There are four key performance indicators—production, profit, collections, overhead—that you must track regularly. Each …
Use scripts to add value to conversations.
Use scripts to add value to conversations. Include power words and benefit statements in scripts to create more value during patient interactions. Power words—like great, terrific, wonderful and …
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Learn from dissatisfied patients – Don’t take criticism personally.
Learn from dissatisfied patients – Don’t take criticism personally. Don’t interpret a negative comment about the practice as a comment about you personally. By being too thin-skinned, you’ll lose a …
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Advice for the Dentist – Do more with what you already have.
Advice for the Dentist – Do more with what you already have. Many practices have fewer new patients presenting than they had several years ago. Do more with the patients who are already in your care …
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Use “habit triggers” to bring out your winning personality.
Use “habit triggers” to bring out your winning personality. A habit trigger is a simple sentence you repeat to yourself to reinforce a positive attitude before meeting patients. You might say, “I’m …
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Performance Target: Train all team members on every system within 90 days.
Performance Target: Train all team members on every system within 90 days. Gaps in learning prevent team members—and your practice—from reaching their potential. By reviewing systems checklists and …
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Advice for the Front Desk Coordinator – Write down patients’ personal details.
Advice for the Front Desk Coordinator – Write down patients’ personal details. Document what you learn about new patients during their first phone call to the practice. At the morning meeting on the …
Advice for the Marketing Coordinator – Set marketing targets for the new year.
Advice for the Marketing Coordinator – Set marketing targets for the new year. Measurable targets help drive performance. If the target is to increase patient referrals 15% annually, you must also set …
Use extra cash to reduce debt.
Use extra cash to reduce debt. If the practice’s cash reserves stay consistently higher than necessary, put some of that money to work. By applying a portion of it to practice debt, you will not only …
Eliminate the #1 cause of stress in your practice—an unorganized schedule.
Eliminate the #1 cause of stress in your practice—an unorganized schedule. Scheduling isn't simply filling in every available line in the schedule. Instead, it is determining how to efficiently use …
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Advice for the Marketing Coordinator – Start the new year with a 12-month marketing calendar.
Advice for the Marketing Coordinator – Start the new year with a 12-month marketing calendar. Based on this year’s results, identify marketing strategies worth continuing in 2019. Add new ideas to …
