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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
The difference between Management and Leadership
Leadership requires motivating and inspiring. Management includes organizing and staffing.Management involves creating an organizational structure, staffing the job with qualified individuals, communicating the plan, delegating responsibility for carrying out the plan and devising systems to...  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
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
Crown and Bridge Marketing by the Dental Hygienist
Crown and Bridge Marketing by Dental HygienistDental hygienists are usually the first ones to see a patient with chief complaints. These may include fractured teeth, caries, spaces created by missing teeth or defective anterior restoration, all of which can be restored by crowns, inlays, onlays or...  Read More
Noise and Distractions at the Front Desk
Hear Ye, Hear Ye! It looks like it’s time to muster the troops and expound upon a worthy virtue! The subject of the day is the old adage—“Silence is golden.” An adage, of course, is a simple truth. And the truth of the matter is, the front desk can be more effective with...  Read More
Encourage Patients to Take Advantage of Unused Insurance Benefits During the Last Quarter of the Year
Beginning in August, inform your patients that their yearly insurance benefit is about to end. You can do this several ways. You can send an End of the Year Insurance letter, have staff communicate it verbally to patients or print iton statements going out.A message shouldprint on every statement...  Read More
Handling Complaints of High Fees
When a patient says, "Your fees are too high" show surprise and say, "Our fees are too high?" and wait for their response to see what they have on their mind. Sometimes people do not say what they mean. They might think it should cost less, or they may think they cannot pay the whole fee now. This...  Read More
Insist Upon High Ethical Standards in Your Practice
It is impossible to achieve your goals and dreams without also having high ethical standards in all operations of the office. Any staff member that exercises low ethical standards is like a team member who keeps fumbling the ball. The other team members have to fight like crazy to get it back and...  Read More
Reduce Broken Appointments
I believe that practices have a lot more control over broken appointments than they ever realized. Many practices are running on automatic and not taking time to educate patients and look at the patient's indicators before scheduling and during confirmations. 1) Educate the patients when the needed...  Read More
Consultant Tip: Key Computer Reports
Computer Reports tell you what ishappening in yourpractice and they willhelp you find missed opportunities based on facts.Knowing your score is important when it comes to managing your business.I recommend that you utilize the following reports from your computer software to keep your finger on the...  Read More
 Consultant Tip: Actions and Words of the Dental Team Can Increase Cancellations or Prevent Them- Tip #3
Tip #3- Use Good Verbal Skills at the Time of SchedulingNot usinggood verbal and communication skills at the time of scheduling can contribute to patients not committing to an appointment. They may even schedule the appointment and call back later to say they are not coming. This is an indication...  Read More
Increasing Your Bottom Line
The easiest way to increase your bottom line is to not have open time in your schedule which is achieved by eliminating broken appointments and controlling your schedule. For every broken appointment and time left open on the schedule, your bottom line decreases to that degree. This is true for...  Read More
Consultant Tip: Handling Patient Complaints
Since dental practices deal with all kinds of people, there will be complaints from time to time no matter how well organized you are and/or how skillful your team. Hopefully you hear about them so you can handle them properly and get the patient happy and coming back in the future. Ignoring...  Read More
Actions of a Successful Dental Office
I’m often asked what successful offices have in common...They have a good solid ethical team, with a great attitude. There is a strong leader, they are organized and have real world systems that give more predictability to their schedule. They run like a well oiled machine. There are few...  Read More
Building Your Practice with Emergencies and "Emergencies"
An emergency, according to the American Heritage Illustrated Encyclopedic Dictionary, is “an unexpected situation or sudden occurrence of a serious and urgent nature that demands immediate action.” When quotation marks (“ “) are placed around a word, it means the word is...  Read More
An Important Thing to Know
You do not win friends and influence patients when you use criticism, authoritative attitudes or high-pressure sales talk. You do win friends and influence patients when you really care about them and when you follow the rule be yourself. It is an interesting fact that people will respond to you...  Read More

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