A question that I frequently get from doctors is the appropriate length of time that the doctor should be in the room for an initial, new-patient…
As I get more and more involved in helping doctors to improve their consultation skills, I continue to see things that have the potential to derail…
What should you do when a divorced family wants you to split the financial arrangements independently between the two parties? This is a question …
Those of you who have read my books or recently been through my training program know that the most important component of case acceptance is your …
As I cover in detail in my book No to Lost Cases, your profession is facing pressure on financing arrangements from two fronts: technology that i…
How do you know if you are charging the optimum price for the services you provide? Should you raise fees? Should you lower them? Let’s take a lo…
Many of you have developed a document touting the strengths of your practice, usually titled “Why Choose ______ Orthodontics?” This is a useful document to…
With increasing frequency I am seeing practices try a variety of creative efforts to get more visitors to commit to treatment; some of these effor…
A sales-related problem inherent to the orthodontic profession is the fact that, in many cases, not all parties are present for the consultation, …
If you are a follower of my weekly column, you know that I am currently “on the warpath” with regard to the need for improvement in doctor comm…
