We regularly receive questions about case acceptance, indicating that there is a lot of confusion in dentistry about the subject in general. It seems to mean different things to different people. If you attend enough continuing education courses, you never seem to discover a common consensus about how you define or measure it. In a ...
Read MoreIt seems that writing down my disappointments is somehow cathartic, so like many times in the past, this article originated from an encounter with a doctor. This particular doctor had attended a seminar that we put on here in the DFW area. The doctor requested a one on one analysis of the practice, and since it was relatively close by, I ...
Read MoreWell, don’t look now but this year is almost half way done. You remember last January don’t you? That’s about the time you were going to make this year the best ever. Like so many, you’ve just realized time is running out. In fact, the last six months are generally more challenging in terms of practice production. So before ...
Read MoreI got stumped on a telephone call. I was blindsided with a question I could not answer. A new client asked me: “What makes the difference between a great client and a doctor who doesn’t really perform?” He had already signed up for coaching, but I still would have liked to have said: “Every doctor does well when they hire ...
Read MoreI’m reminded of the story of the new shop owner who, after being open for several days without a single customer, finally checked the front door only to find it was locked. Marketing is the key that opens that front door. With our consulting clients, I continually harp on the fact that marketing is the foundation of healthy patient flow. ...
Read MoreHave you ever noticed that the higher you go on the human scale, the nicer the people are? It’s all a matter of attitude. You can tell a great deal about a person just from studying his attitude. People are mean, suspicious and vindictive outwardly only when they are mean, suspicious and vindictive inwardly. The more confident a person ...
Read More“Whatever you allow, you encourage.” That is one of my favorite quotes about leadership as it relates to a dental practice. Let’s take a minute and talk about leadership. This is what separates winners from losers in our business. Have you ever wondered why your team doesn’t seem to do what you want and need them to do? ...
Read MoreWhile consulting in dental practices for over 20 years, I have observed that many dentists have an unwarranted fear of accepting PPO (Managed Care) plans. The biggest single “fear factor” seems to be the overwhelming focus the dentist places on the reduced fees received from these plans: the dreaded “write-offs”. They will look at a ...
Read More“G o l l y”! As Private Gomer Pyle would say. I have figured out why the profile of the average dentist is so poor. I have discovered why procrastination, blame shifting, and mediocrity are rampant in dentistry in general. I have put my finger on why so many are struggling to be successful in their quest to make dentistry a viable ...
Read MoreI’ve gotten more questions this past year regarding Yellow Pages advertising than at any time I can remember in the past 17 years of working with dentists. This has even been more intense in the past few months, as many renewals happen at this time of year for books being published and distributed in the spring. Here are my thoughts: The ...
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