Trial Closing in TC Consultations
The main reason that I developed a consulting practice catering exclusively to orthodontics is that those in your profession have historically …
The main reason that I developed a consulting practice catering exclusively to orthodontics is that those in your profession have historically …
In my fourth book for orthodontic case acceptance, No to Lost Cases, I spent most of an entire chapter outlining my opposition to what to this …
Case acceptance improvement is not the TC’s job, it is a process, and my current course in case acceptance training covers all of the skill are…
Not long after I started my consulting business thirty years ago, I worked with a large, privately owned company in the industrial products busin…
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 hav…
In my work in the field with orthodontic practices, I regularly see new, innovative ideas that contribute in a small way to the success of a practi…
If you are a Treatment Coordinator, you have had this happen: at the end of a new-patient consult, the visitor/decision-maker gives every indicatio…
Most practices that I work with prefer to use in-house, no-interest financing arrangements with their patients, but also offer the option of third-…
What is the best way to handle situations when patients say “no” to treatment at your practice?To address this, we should first consider some p…
One of the keys to a good initial consultation process is to a smooth transition from one step in the meeting to the next. That said, one step that…