Start scripts with a topic sentence. With the goal of creating a script in mind, write a topic sentence. It should define the subject of the conversation, e.g., “Mrs. Brown, we need to talk about some …

Continue Reading about Start scripts with a topic sentence. →

Make patients feel welcome. Always begin a patient’s appointment talking about something “non-dental”—you’ll be doing plenty of “dental speak” soon enough. Instead, touch on a topic of personal …

Continue Reading about Make patients feel welcome. →

Staff should help evaluate practice systems. All members of the practice team use management systems, so their thoughts about how to improve operations are invaluable. All systems should be reviewed …

Continue Reading about Staff should help evaluate practice systems. →

Focus on showing a positive attitude. Dentistry is a service business where, whatever the circumstances, there’s no room for exposing patients to a bad mood or attitude. Learn to set personal feelings …

Continue Reading about Focus on showing a positive attitude. →

Advice for the Hygienist – Use support materials in your treatment area. To help patients understand what services you’re providing, and why they’re important, put posters, models and other visual …

Continue Reading about Advice for the Hygienist – Use support materials in your treatment area. →

Calculate your actual collection rate. You’ll be surprised… and motivated. Many practice owners believe they’re collecting more of what patients owe them than they actually are. Use financial software …

Continue Reading about Calculate your actual collection rate. You’ll be surprised… and motivated. →

Reduce no-shows and last-minute cancellations to less than 1%. Minimize these costly problems with improved protocols and effective scripting that convince patients to keep their appointments. When …

Continue Reading about Reduce no-shows and last-minute cancellations to less than 1%. →

Create—and follow—a morning meeting agenda. Prepare for the day. Use an agenda to quickly identify what to expect, including new patients coming in for their first visit, referring patients to thank, …

Continue Reading about Create—and follow—a morning meeting agenda. →

Focus on showing a positive attitude. Dentistry is a service business where, whatever the circumstances, there’s no room for exposing patients to a bad mood or attitude. Learn to set personal feelings …

Continue Reading about Focus on showing a positive attitude. →

Don’t just communicate… influence. Whenever you are communicating with patients, keep practice objectives in mind. Go beyond information to motivation, influencing patients to accept treatment, show …

Continue Reading about Don’t just communicate… influence. →

Advice for the Dentist – Create a business culture. Think of your practice as a business… and communicate this concept to your team. Help them understand that, in order to provide excellent dental …

Continue Reading about Advice for the Dentist – Create a business culture. →

Script all common interactions with patients. With excellent scripting, team members can influence patient behavior most effectively and, at the same time, reach higher levels of customer service and …

Continue Reading about Script all common interactions with patients. →