Increase Case Acceptance. A revolution is taking place in consumer purchasing psychology. People no longer want a “presentation.” They want a conversation and mastering the art of conversation (which …
Let parents know you will help them with their dental insurance.
Let parents know you will help them with their dental insurance. We are seeing an increasing number of families who are leaving practices because of dental insurance issues. It may not be the …
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Check in with parents and patients.
Check in with parents and patients. Ask every parent and patient who comes to your office how their day is. People love the opportunity to comment about their day, their life, or other personal …
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Be careful with your inventory.
Be careful with your inventory. We periodically see practices that buy in bulk to save money and then decide to either switch the product that they are using or find that they don’t use enough of it …
Score yourself every night.
Score yourself every night. Try this for a week: every night score yourself from 0 to 10 on how well you fulfilled your purpose that day. Is your purpose to perform the greatest dentistry in the …
Thank parents by text.
Thank parents by text. Thank new parents by sending them a text message within a few minutes of them leaving your office. The message could say, “Mrs. Jones, it was a pleasure to meet you today. We …
It’s all about production.
It’s all about production. Production is still the single most important factor in any practice. If production stays strong, then the practice will be fine. Right now, there are numerous reasons …
What did you learn today?
What did you learn today? If you simply learn one new thing each day relative to dentistry, whether it’s clinical or practice management, you will advance your practice very quickly. The reality is …
Teamwork is so much better.
Teamwork is so much better. A group of people each acting on their own is far less effective than a group of people working together in total support. If your practice has any level of the “it’s not …
Start with why.
Start with why. When you want to make a transformation in the practice to improve performance, start by explaining to the team why the transformation needs to happen. If people don’t know why, they …
Reactivate any patient without their next appointment.
Reactivate any patient without their next appointment. As the economy slows down, keeping patients scheduled becomes a bigger challenge. Practices should have a dedicated time every day for reaching …
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Build value in every phone call.
Build value in every phone call. People are worried about the economy even if they don’t have financial challenges. In the 2008–2009 recession we saw hygiene patients canceling, not scheduling, or not …
