What happens when your referral is a difficult patient? Referrals are about the patient and the referring doctor. So, specialty practices must do everything they can to maintain an excellent result …

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Do you have a “minor league” referral marketing program? If you do not have a highly trained professional relations coordinator (PRC) focused on your referral marketing program throughout the week, …

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Always congratulate a team member on doing a great job. People need and love motivation. If you’re not motivating the team every day, then that is a leadership deficit that needs to be corrected. …

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If the doctor isn’t motivated, the team won’t be motivated. Exceptional leadership starts with a display of motivation by the leader. When the practice leader is highly motivated, team members will …

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Aspiration is powerful. If you want your team to aspire to be great, start talking about greatness and what it means and watch them move in that direction. …

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What do your general dentists really want? Too many specialists focus on how they want to do things and don’t understand the psychology of referral marketing. As a specialist, it is important to …

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If you want more referrals, get serious about referral marketing. Just thinking about referral marketing or talking about it does not increase referrals. You must get serious and implement modern …

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In order to make decisions with partners you should…Think the best interest of the practice and not each individual. When partners start to think only of themselves, bad decisions are usually made. …

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Do You Have Good Energy? I remember watching an interview with the head of ticket sales for a professional sports team who was asked why people still go to stadiums when they can experience the game …

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Goal setting brings the team together. Practices that set goals with their teams perform better because everyone is on the same page about what needs to be done. …

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Do you have a continuing education (CE) plan? Too many doctors simply show up for CE courses because they are at a meeting, or the course is locally available. It is far better and more effective for …

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What is the biggest challenge in dentistry today? Without question, the biggest challenge is staffing. We are in an era, like many industries, where there is a shortage of available staff. Further, …

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