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The Nuts and Bolts of Partnering with Your Hygienist in Case Acceptance As we continue to break down and look at ways to improve case acceptance as well as case presentation, remember that I have written this as if I am speaking directly to your hygienist.  Make sure you are sharing this information as well as requiring every member of your team ...

Using Your Hygienist and Assistant to Stage Success in Case Presentation On any journey, especially when you have a car full of people and a long, drawn-out agenda, you need to delegate some or even most of the duties: Driving, map reading, finding somewhere to rest and eat.  Case acceptance is not just a moment in time.  Case presentation is ...

Getting a "YES" in Case Acceptance While Eliminating the Things We Do Wrong Just like bad drivers, we tend to develop habits that tend to decrease the results in our driving.  This 180 Degree Dental Journey is all about mastering the basics.  Let’s take a look at few of the things I see offices do wrong. They never clean teeth on the first ...

As Easy as 1, 2, 3 Case Acceptance Steps With time we have modified the system to work better and adapted it to the changing needs of our patients.  It is a true “consumer driven system”.  We tell the patient what they need and happily give them what they want.  As a result --- we never lose a patient.  It is always a balanced, no ...

Why Patients Say "Yes" Next, I would like to cover the goals of case acceptance and why patients say “yes”. Tie the patient to the office. Every approach works with someone, but our goal is over 90%. The bond that ties the patient to the office begins far in advance of you actually seeing them.  It’s all about systems: That ...

The Fundamentals of Any Case Presentation Let’s assume on this 180 Degree Dental Journey, that we take side trips and occasionally run into people and take the time to discuss some topic.  As we continue to broaden our look at case presentation, I want to try and abbreviate the conversation and give you a can’t miss foundation to the ...

Facing Objections and Rejection It’s pretty common to find many dentists that struggle with objections in their office.  Most of us are a little approval addicted, I know that I am.  I want every patient to really like me.  Knowing that, it’s just a small step to understanding why many doctors suffer with “assumed rejection” when ...

The Shift I would say, more often than not, that the best choice in a journey is pretty straight forward.  Even in retrospect, the most difficult decisions I have made in my career were common sense strategies.  I want to assume that you are progressing on the 180 Degree Dental Journey and as we pull over for a moment to stretch our legs and ...

Quality and Success In 1911, Fredrick Taylor wrote a breakthrough study describing three principles for management.  In 1950, W. Edwards Deming and J. M. Juran were invited by Japan to rebuild its economy after the war.  Deming and Juran came up with the ideas that the Japanese packaged into the system we today call Total Quality.  These were ...

The Importance of Delegation Dentists have heard the word “delegate” over and over, yet many still do not believe it can actually work for their practice.  However, delegation with proper planning creates a team of skilled, responsible professionals. The key is skill.  Skill results from training and hands-on experience.  The energy and ...