How to Format Your Take-Home Literature
Those of you who have had me train with teams know how I dislike six-panel (letter size) fold-up brochures in your take-home-materials. It isn’t the information that I have a problem with, and if you are sending something in the mail, this style is appropriate. However, when dealing with a pending decision, it is the […]
How Search Engines Impact Case Acceptance
I heard a loud “thud” outside of my door one morning last week and was prompted to investigate. No, it wasn’t a newspaper – it was the long-awaited annual delivery of the latest Yellow Pages phone books. I personally cannot think of a bigger waste of paper for any purpose than this; my copy went […]
When Training Won’t Produce Results
Early in my business career, I supervised a team of about 10 sales people that provided financial services to the business world. The company I worked for provided an excellent employee training program, and if an employee would follow that program, they would invariably have good success. The logic was that doing what other successful […]
How to Have 100% of Patient Payments on Auto Draft
One of the wisest financial decisions that your practice can make is to make automatic draft of funds not an option, but rather, standard operating procedure for payment. The main benefit here is control – specifically, control of when you get paid for your services. Furthermore, because your profession typically has tepid penalties for not […]
How Important is Personality to the TC Role?
A request that I have had doctors make of me in the past is to give my opinion on whether or not a TC has the right “personality” for the job. While, to a point, personality is important, it is hardly at the top of my list when evaluating whether or not the TC role […]
The High Cost of Being Right
I have been a loyal, weekly customer of a local dry cleaner for several years. When it comes to my shirts, I learned some time ago to check them for spots and if found, to spray and wash them before taking them in, because dry-cleaners will permanently “tattoo” them into clothing otherwise. At any rate, […]
Should You Text Pending Cases During Follow-Up?
Several months ago, I visited a favorite antique store, looking for furniture for my new home. Once of the sales people there, a woman named Julie, introduced herself and showed me around the place. I mentioned during the walk-around that I was looking for a specific piece of furniture, and she offered to let me […]
How to Use Hand-Held Devices in NP Consultations
Those of you who have worked with me know how I stress the use of visuals to communicate value in your business. Your deliverable, in the eyes of the patient, is the finished result, which is why the use of visual tools in your presentations is central to winning cases. It is also why I […]
How to Get Around FSA Start Postponement
Once again, we find ourselves at that time of year when Mom and Dad want to talk now and start Junior’s treatment later – later here being after January 1st, when flex funds become available. You can’t blame your patients for thinking that way; it makes perfectly good economic sense to them to wait. At […]
Consultations: One-Step or Two-Step?
Doctors sometimes overwhelm patients with too many details and choices; while the intent is to help the decision process, sometimes the opposite outcome occurs. The most effective consultations are those in which the process is simplified and the decision is not viewed as complex. In most cases, this can be accomplished. A more time-consuming example […]