The Case for Reducing OBS Cases
In previous posts I have noted that, from a case-acceptance-rate perspective, cases going into observation fall into the ‘non-qualified’ catego…
Learn the business skills of case acceptance.
Author: Landy
Reasons for Fluctuations in Your Case Acceptance Rate
A common trend I see when reviewing practice case acceptance rates is a wide fluctuation in these numbers from one month to another, with no logica…
How to Start More Adult Cases
For most practices that I work with, adult cases represent between twenty and thirty percent of their total patients. Most practices that I work …
Doctor Interpersonal Skills for Initial Consultations
One of my client doctors sent this quote to me via email this past week. From a corporate sales executive, it is good advice for all of us:“Busin…
Appliance Choices and the Fee Presentation
In previous posts I have emphasized the importance of helping patients select a single treatment plan during the consultation. For the doctor, this…
The Importance of a First Impression
In his fascinating book, The Tipping Point, author Malcolm Gladwell examines how new products, behaviors and ideas achieve critical mass in society…
Presenting Fees to Multiple-Sibling Cases
The multiple-patient consultation, while a nice business opportunity for your practice, presents some unique challenges in the case acceptance proc…
Why Branding Matters
There is a retail shopping center near my home that, due to its proximity, gets a lot of my business for a variety of my needs. There are fourteen …
The Problem with Anthony’s Pizza
I pulled into the parking lot of a new practice client one recent morning and immediately noticed the storefront of one of their retail neighbors. …
How to Use Bound Materials in Your Marketing
A recent advance in printing that is finding its way into orthodontics is the ability to inexpensively produce bound materials in a book format. …
