What is your practice’s brand personality? Market research indicates that people think of businesses, products and services in human terms. If your practice were a person, how would you describe him …

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Use scripting to raise your case acceptance rate. When presenting to patients, simplify complex subjects and translate clinical details into benefits. By mapping out the presentation with scripting, …

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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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Conduct procedural time studies. If your practice hasn’t clocked how long various dental procedures take in the last couple of years, it’s time to check again. Incorrect scheduling can lead to large …

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For Practice Owners – Valuation Factor: Profit. Profit matters more than production for the purpose of valuation. A practice can have high production undercut by high overhead or poor collections, …

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Advice for the Front Desk Team – Make the first phone call count. The new patient call is an essential marketing opportunity. In fact, if the callers are checking out different practices, it may well …

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Shake hands with patients. Upon meeting patients, shake hands—regardless of their age. This simple gesture creates a sense of connection, showing respect and encouraging trust. It’s especially …

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Ask for testimonials. Encourage patients to send emails and letters to your office with their feedback and to post comments on social media and review sites. Positive statements from patients build …

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Advice for the Hygienist – Become a trusted treatment advisor. Patients often form friendships with members of the hygiene team. By talking to patients about the benefits of various treatment …

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Do you know the practice’s vision? Most successful practices have a vision statement. You should review it once a week. The vision maps out where the practice will be in the next three years. When you …

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Use an e-newsletter to strengthen relationships with patients. Send out a monthly or quarterly newsletter via email. It can include practice news, short helpful articles, patient testimonials, and …

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Advice for the Practice Leader – Use “best models” to improve practice operations. Best models are based on how highly successful practices achieve their goals. These models are essentially blueprints …

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