If you were to ask me to pick one consistent thing that outstanding TCs do, it would be the way in which they talk to prospective patients. As I’ve told…
A recent advance in printing that is finding its way into orthodontics is the ability to inexpensively produce bound materials in a book format. In the orthodontic practices that I…
In most practices, converting the financing terms selected during the consultation to a contractual agreement involves a hand-off between the Treatment Coordinator and the Finance Manager.
Some years ago, I gave a retention test to a group of 100 sales professionals following a three-day course that I conducted at their company. I have taught graduate-school curriculum…
A sales-related problem inherent to the orthodontic profession is the fact that, in many cases, not all parties are present for the consultation, and so what goes home to the family…
With increasing frequency I am seeing practices try a variety of creative efforts to get more visitors to commit to treatment; some of these efforts are well designed and effective, with others not…
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