Advice for the Treatment Coordinator (TC) – Use scripting to manage objections. Many TCs react negatively and defensively to tough questions posed by parents, feeling that their expertise is being …
Advice for the Marketing Coordinator – Strengthen referral relationships.
Advice for the Marketing Coordinator – Strengthen referral relationships. Referring GPs and pediatric dentists represent a significant source of referrals. Develop stronger connections with referring …
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Advice for the Orthodontist – A well-trained team makes for happy patients.
Advice for the Orthodontist – A well-trained team makes for happy patients. Most patient interactions with the practice will be with team members rather than the doctor. That’s why it’s so important …
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Help new team members get up to speed quickly.
Help new team members get up to speed quickly. “Training new team members” may not be in your job description, but that shouldn’t stop you from giving sound advice or walking novices through …
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Align the practice’s annual and daily production goals.
Align the practice’s annual and daily production goals. Daily goals should be set to achieve the annual production goal. For example, if the practice wants to produce $1 million in 200 workdays, the …
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Learn as much as possible about a new patient in the first phone call.
Learn as much as possible about a new patient in the first phone call. Enter the following information in the patient’s file: Parents’ and patient’s names How they found your practice Address …
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Advice for the Marketing Coordinator – Don’t panic when a once-successful strategy fails.
Advice for the Marketing Coordinator – Don’t panic when a once-successful strategy fails. It happens. Even the best strategies can fall flat, especially if they have been overused. Solution: Use a …
Advice for the Orthodontist – Respond positively to competitive threats.
Advice for the Orthodontist – Respond positively to competitive threats. If you recognize potentially harmful threats before they cause damage to your practice, they can actually trigger greater …
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Treat patients the way you want to be treated.
Treat patients the way you want to be treated. Always put yourself in the shoes of patients and parents. Welcome and greet them by name when they enter the practice. Make the patient experience as …
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The best collection method is avoiding collections.
The best collection method is avoiding collections. During the consultation and new patient orientation, include a thorough explanation of the practice’s financial policies. Parents should be …
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Replace the phrase “I’ll have to…” with “I will be more than happy to…”
Replace the phrase “I’ll have to…” with “I will be more than happy to…” This simple shift in the words you use will send a dramatically different message. If you “have to” do something, it sounds like …
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As a team member, stay focused on practice goals.
As a team member, stay focused on practice goals. Ortho practices achieve greater success when all team members know the orthodontist’s goals and what it will take to reach them. If you’re not aware …
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