Performance Target: Increase doctor production by 20% annually. All systems must be operating at optimal levels for this to happen, and the doctor must delegate virtually all non-clinical activities …

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Make sure all team members are on the same page. When team members give patients different answers to the same question, your practice will seem unprofessional, disorganized and inefficient. Use …

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Implement multiple patient referral strategies. You should be able to get at least one referral a year from 40–60% of your current patients. To reach this goal, your marketing coordinator should …

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Promote implants to aging baby boomers. From a marketing standpoint, implants are ideally suited to this generation. Boomers associate missing teeth and dentures with “old people,” not with …

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Learn from rejection of proposed treatment. When patients decline a case, you may tend to feel badly and take it personally. Learn to do what the best sales people do. Rejection actually motivates …

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For Practice Owners – Valuation Factor: Staff Longevity. When team members have been with the practice for a long time, it suggests that they can provide continuity as your practice changes hands. It …

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Performance Target: Track the number of referrals and the production from each referral strategy. Marketing works best when you track results. Many practices have no idea what their marketing efforts …

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Advice for the Doctor – Try not to react defensively to unfavorable social media reviews. The age-old advice to pause and take a deep breath before responding in confrontational situations certainly …

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Watch for ways to collaborate with team members. In a well-run practice, each team member’s individual responsibilities are clearly spelled out. Yet there are always opportunities for staff members to …

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Memorize the practice’s vision. Your practice will achieve greater success—more quickly—if everyone on the team knows what success looks like. That’s what a vision statement provides. Created and …

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Seek continual training. The demands faced by dental practices are constantly changing… and the only way to keep up is with ongoing training. Staff members should receive training every year in …

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