You have lots of assets at your fingertips that can really be leveraged right now and position you for profit optimization. One of the assets I'm going to highlight here is to hire, if you don't currently have one, a dedicated treatment coordinator. This person, your treatment coordinator (tc from here on out), will be a key agent in closing cases and in patients accepting the full treatment presented. The tc's expertise comes in after the hygienist has educated the patient, the doctor has recommended and requested certain treatment be done to take care of whatever problems the patient may be having or have in the future, and now the patient is in the tc's dedicated space to have a very important conversation. This conversation the tc has with the patient is to gain agreement on moving forward with the treatment presented and on payment.
The tc is so valuable here...this is where you can drastically reduce broken and cancelled appointments...and even reduce any patient complaints you may have about your work if you have any. The patient will have a full understanding about what will happen in their treatment plan, why it should be done, and they will leave with ease about how it will be paid for...since the tc worked hand in hand in having it be treatment that will work with the patient's lifestyle! Perhaps the tc assisted them with third-party financing and made it work in a payment scale that is affordable to the patient, or they received payment in full from the patient...either way, the patient is set up, the team is set up, and the doctor is set up...TRIPLE WIN!
A treatment coordinator is a truly valuable and usable asset, right now, that will help you close cases and increase profitability...let me know how it goes and what you think!!
Wednesday, December 17, 2008
Friday, December 12, 2008
How do I deal with the recession?
Recession...wow, I thought the only recession I might be hearing about or talking about is my hair-line recession, and to be honest, it's the only one I'm really all that interested in. However, there is a monetary recession happening these days and how we can deal with that here in the US is by strengthening our Hygiene Department in patient education, basic steps, and processes.
It's the holiday season and consumer confidence is down. They're going to buy only one of three things this year versus last year when they bought all three. The three things to focus on have to do with:
1. Having to do with their home.
2. Having to do with their travel.
3. having to do with their personal self.
The one they choose is going to be the one that will make them feel the best in the face of all the negativity, fear, and uncertainty. Let's educate them and have them choose Invisalign. Paint a picture for them (figuratively--not literally) letting them know how great they're going to feel about themselves and how they will be able to transform a room with one radiant smile. They won't know what happened--everything will just look good, feel good, and fresh. This will truly provide something happy and wonderful for them in spite of the hardship that is at hand and will get them in action on creating more happiness and beauty in their life. It all starts with a little patient education on what's possible...right now, not later.
And in case you were wondering, I have a very full head of hair...
It's the holiday season and consumer confidence is down. They're going to buy only one of three things this year versus last year when they bought all three. The three things to focus on have to do with:
1. Having to do with their home.
2. Having to do with their travel.
3. having to do with their personal self.
The one they choose is going to be the one that will make them feel the best in the face of all the negativity, fear, and uncertainty. Let's educate them and have them choose Invisalign. Paint a picture for them (figuratively--not literally) letting them know how great they're going to feel about themselves and how they will be able to transform a room with one radiant smile. They won't know what happened--everything will just look good, feel good, and fresh. This will truly provide something happy and wonderful for them in spite of the hardship that is at hand and will get them in action on creating more happiness and beauty in their life. It all starts with a little patient education on what's possible...right now, not later.
And in case you were wondering, I have a very full head of hair...
Thursday, December 4, 2008
Happy Belated Thanksgiving
Hello loyal readers!
Well, it's been a week since Thanksgiving and I'm still feeling the need for a little more pumpkin pie...I hope I'm not the only one! Thanksgiving is a holiday that signifies giving thanks and gratitude. The only downfall in that is that we are dedicating one specific day a year to do this really profound and personal growth exercise of gratitude.
I recently read something that spoke about gratitude. And what it said was, "No matter who you are or where you are, you can change your life with gratitude, but you must feel it with your whole heart and radiate it from every cell. Gratitude is not a mental exercise, and in fact, if you simply use your mind for gratitude it will have little or no power. True gratitude comes from your heart! You must think gratitude through your heart, speak gratitude through your heart, and feel it intensely in your heart."
If you're anything like myself, I've never thought of gratitude in this way and the bountiful joy that it brings into one's life. Imagine what it would be like to work with patients and your team this way...and how your family will benefit from this simple, yet not utilized, act.
Here's my suggestion...treat every day like it's Thanksgiving...feel gratitude through out your entire being...but maybe without so much pie...it's up to you.
I am thankful for you and the difference you make in the world!
Well, it's been a week since Thanksgiving and I'm still feeling the need for a little more pumpkin pie...I hope I'm not the only one! Thanksgiving is a holiday that signifies giving thanks and gratitude. The only downfall in that is that we are dedicating one specific day a year to do this really profound and personal growth exercise of gratitude.
I recently read something that spoke about gratitude. And what it said was, "No matter who you are or where you are, you can change your life with gratitude, but you must feel it with your whole heart and radiate it from every cell. Gratitude is not a mental exercise, and in fact, if you simply use your mind for gratitude it will have little or no power. True gratitude comes from your heart! You must think gratitude through your heart, speak gratitude through your heart, and feel it intensely in your heart."
If you're anything like myself, I've never thought of gratitude in this way and the bountiful joy that it brings into one's life. Imagine what it would be like to work with patients and your team this way...and how your family will benefit from this simple, yet not utilized, act.
Here's my suggestion...treat every day like it's Thanksgiving...feel gratitude through out your entire being...but maybe without so much pie...it's up to you.
I am thankful for you and the difference you make in the world!
Tuesday, November 25, 2008
Your Money Tree
Hey you!Ever hear the old saying, "Money doesn't grow on trees?" Well, I've heard it a time or two, and to be honest it's a saying that often perplexed me given that money is made of paper...and paper is produced from trees...simple, no? Ok, so that was in my youth that it was worthy of an argument and I grew out of it...now, however, it's almost like the underlying national theme on money--that there is no money. Geez...I guess I'll miss the trees...
"It's an economic downturn very similar to the Great Depression." At least that is what we're hearing broadcast on every news channel, every radio station, every newspaper, virtually every means of communication is saturated with warnings and "bad" news about where the nations sits financially and what you should or should not be doing with your money. I'm not saying to ignore what's going on. I'm definitely not saying that it is "wrong" or "misguided."
What I will say is that there is no time like the present to capitalize on doing what you love to do--and if you're reading this, chances are that what you love to do is help people because you love healthy smiles and healthy lives! Create your own wealth, your very own Money Tree, right now and sail into 2009 with clarity on what matters most to you! You can do it...and if you have any questions on how...you know how to reach me or my team...we'd like nothing more than to see you win in everything you do! Oh...and paper is still made from trees...
Tuesday, November 18, 2008
The Dental Economy
Here is a blurb from an article I just wrote:
First things first, let's check in with your mindset. Do NOT "hop on the band-wagon" and use the economy challenges as the justification that your practice doesn't work. Do NOT go to your colleagues to get agreement or sympathy that there is a downturn in your business. General practitioners participate in the "dental economy." This is different from the US economy. While it is important to pay close attention to outside factors affecting those who buy your services, the important thing to note is that the dental entrepreneur's job is to swiftly maneuver around or through circumstances. The crisis surrounding the US economy is important, but it is just another circumstance to manage. It is actually easier to build a business in downturns. If you Google "business starts in 1930" you will see many businesses that started then and have been successful ever since.
Being agile and willing to successfully adapt to all circumstances is a dental entrepreneur's job. Thriving, not merely surviving, is the mindset that has doctors build their practices in the face of any circumstance, while others are left to think about shrinking. There are less people thinking about expanding and it allows you to attract those that are ready and can buy. Buying anything is rooted in emotion and if you and your team know how to speak directly to that root emotion, in any situation your patient will find the money to get what they want done.
Yeah...You pretty much ROCK!
First things first, let's check in with your mindset. Do NOT "hop on the band-wagon" and use the economy challenges as the justification that your practice doesn't work. Do NOT go to your colleagues to get agreement or sympathy that there is a downturn in your business. General practitioners participate in the "dental economy." This is different from the US economy. While it is important to pay close attention to outside factors affecting those who buy your services, the important thing to note is that the dental entrepreneur's job is to swiftly maneuver around or through circumstances. The crisis surrounding the US economy is important, but it is just another circumstance to manage. It is actually easier to build a business in downturns. If you Google "business starts in 1930" you will see many businesses that started then and have been successful ever since.
Being agile and willing to successfully adapt to all circumstances is a dental entrepreneur's job. Thriving, not merely surviving, is the mindset that has doctors build their practices in the face of any circumstance, while others are left to think about shrinking. There are less people thinking about expanding and it allows you to attract those that are ready and can buy. Buying anything is rooted in emotion and if you and your team know how to speak directly to that root emotion, in any situation your patient will find the money to get what they want done.
Yeah...You pretty much ROCK!
Thursday, August 14, 2008
Losing my Bloginity
AHHH! As I type the first words of my first blog both fear and excitement rise to the surface. I have been putting this moment off. Mostly because of the fear part. Well, all because of the fear part. The thought of doing something brand new brings up uncertainty. I know everything happens for a reason and this on is to remind myself that when we introduce our Radical Common Sense systems and process in dental offices our client family goes through the similar feelings. Compassion is the lesson here. Not only for ourselves but for others.
From your first implant to your first time presenting our "pay today courtesy" new, first time experiences can be tough.
But now that I have confronted the fear of my first blog post, I'm feelin' lots lighter and now that the fear is gone, excitement has set in.
Can't wait to think of some great stuff to share with you.
Off to Kansas City to deliver "It Takes a Team to Close a Case."
From your first implant to your first time presenting our "pay today courtesy" new, first time experiences can be tough.
But now that I have confronted the fear of my first blog post, I'm feelin' lots lighter and now that the fear is gone, excitement has set in.
Can't wait to think of some great stuff to share with you.
Off to Kansas City to deliver "It Takes a Team to Close a Case."
Thursday, July 17, 2008
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