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Poison Patterns

An article I wrote entitled “Donor and Recipient Practices” was published in The Profitable Dentist Newsletter.  We have had hundreds of doctors responding to the article and our offer to send information to reverse this trend in many offices around …

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Performance Appraisal

It is important for the practice to have a procedure for evaluating job performance on a regular basis.  Again, a major deficiency in most practices is lack of effective communication between doctor (owner) and staff (employees).  The staff wants to …

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Money Savers

Hello Mike,

I have compiled a list of inexpensive equipment that might be helpful to other dentists looking for ways not to be robbed by Henry Schein or Patterson. All of the below Items I have purchased and use on …

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Just One More

How would you like a “works every time, every where, can’t miss, costs nothing, “it’s like shooting dead fish in a barrel with a bazooka” strategy?  If you study dentists the way I do, you will see a common thread …

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Insurance Letters


Dear ____________________,

Did you know that each year insurance companies make millions of dollars off patients who forego necessary and preventive dental care?  Many individuals who are paying for dental insurance do not realize that their plans provide …

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Insurance Demand Letter

Re: Patient:
Treatment Dates —– Prep:___________ Seat:____________

Dear Director of Claims:

It is our understanding that this claim was denied pursuant to your decision that the care given was not dentally necessary.

The explanation of benefits did …

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Independent Contractor or Employee?

I seem to run into more and more dentists who will hire an associate doctor or other employee as an “independent contractor”.   My advice has always been:  “There is no way you are going to be able to meet the …

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Increasing Case Acceptance

The Feel, Felt, Found Method

The feel, felt, found method is an excellent way to deal with patient objections.  It works equally well with concerns about fees, excessive fears, or concerns about being able to schedule appointments.  The good part …

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How do you recommend compensating a hygienist?

The simple answer is: pay them on commission.  But of course this “simple answer” leads immediately to more questions.  What is the percentage number?  Is this a percentage of production or collection?  Gross or net?  What do you include?  What …

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Purpose Driven

Allow me to distill the benefits of a Purpose Driven Practice into four short thoughts.  When I was young, I loved to play with a magnifying glass.  On a sunny day you could focus the lens on a piece of …

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