I have recently reviewed some interesting recorded consultations between client TCs and potential patients involving fee issues which will be the s…
One of the suggestions that I make to client TCs that I am coaching is to send me their more difficult patient consults when selecting videotaped c…
“What can you do for me on your fees?”“Do you offer a discount?”“Will you match Dr. _____’s fee?”Due to a number of recent changes i…
If you have not already done so, in the near future it is likely that you will find yourself competing for cases with GPs who are offering treatmen…
Several practices I work with have learned an approach to presenting fees that has the TC verbally ‘pitching’ a payment option, waiting for the…
In my work with Treatment Coordinators, I stress the importance of having an effective structure – and sticking to it – when managing the patie…
This past week, TCs at two different client practices of mine both encountered prospective patients that came in with a lower fee from another, p…
One of the key points I make to improve treatment presentations is that people remember much more of what they see than what they hear. When using …
We’ve all heard the phrase, “you have one opportunity to make a first impression”. In your business, the first impression that your practice …
You are in a business in which the Economic Buyer – the person releasing the funds for treatment – is often not in attendance for the initial…
