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Restore or Home Therapy Decision-How to know which is right
When you are torn on how to proceed with a patient’s treatment to either perform a restorative/elective procedure or giving the patient a chance to correct the condition with home therapy, it can be difficult to determine which is right for the patient. Instead of doing nothing in the face of...  Read More
Consultant Tip: How to Increase Your Bottom Line
Do you know the best and easiest way to increase your bottom line or profit? It's by not having open time on your schedule, which is achieved by eliminating broken appointments and controlling your schedule. For every broken appointment and time left unfilled on the schedule, your bottom line...  Read More
Consultant Tip: Handling a False Perception about Money During Case Presentation
Some people may think they cannot afford dental care when actually they can. Most people are very poor financial managers and when their money getstight they think in generalities and even fool themselves. They may even have a small amount of money in a savings account earning a very low percent of...  Read More
Consultant Tip: Appointment Wrap Up
Follow these steps at the end of each appointment with all patients to make sure you "wrap up" the patient's visit with positive communication while preparing them for their next appointment.STEP 1: Raise the chair so that the patient is in an upright position. You should remain seated facing the...  Read More
Consultant Tip: Be a Good Listener
One secret of good human relations to to ask questions, but to also be a good listener. People can tell when you are listening and they can also tell when you are truly interested in them and what they are saying.Encourage the other person to talk about themselves and to share their interests and...  Read More
Consultant Tip: Relationships in Business
Teddy Roosevelt said, "the most important ingredient in the success formula is knowing how to get along with people," Research has consistently shown that technical training is important, butthere is another side to business.Most of the success in service businesses is due to skills in human...  Read More
Consultant Tip: Educating Patients
There are many direct ways to educate patients. Seeing is believing and what we see carries much more impact and is more convincing than what we hear. We remember only about 10% of what we hear and about 85% of what we see. Use visual aids to back up what you say. Intraoral cameras, photos, models,...  Read More
If a Patient Does Not Have Insurance, Do Not Mention It
When talking to patients about their needed dental treatment and financial arrangements, one of the first things we notice is whether or not they have dental insurance. It is very good if they do, of course, and this makes our job easier.However, if they do not have insurance you can make a patient...  Read More
If You Promise Some Patients the Moon, They Won't Believe You
One of the most difficult things in human relations is convincing the pessimist they need something (including good dentistry).Many patients have experienced failure with their past treatments and have privately given up hope that anything can be successful. This is the reason they do not follow...  Read More
Do Not Pre-Schedule Every Patient for Recare
So many practices are on automatic and take little time to evaluate a patient before scheduling appointments. This adds to the broken appointment problem.I'd liketo see practiceslook a bit closer before pre-scheduling recare appointments 3, 6 or 12 months in advance. If a patient hasa history ofno...  Read More
Financial Coordinators are Salespeople for Dental Treatment
The late Dr. Harold Wirth once said, "The people of America have the money to buy what they want; it is dentistry's responsibility to have them buy what they need." The Financial Coordinator and every other staff member in the practice should adopt the attitude above. First for the well-being of...  Read More

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