Nobody Likes Surprises
Among the most common complaints that I hear from client teams regarding adult patients is that they are difficult to persuade to start treatment, and…
Learn the business skills of case acceptance.
Category: NP CONSULTATIONS
How to Stay on Schedule with NP Consultations
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…
Doctors, Ask for Feedback or Pay the Price
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…
Dealing With Divorce Cases
What should you do when a divorced family wants you to split the financial arrangements independently between the two parties? This is a question that I…
The Problem With Sending Post-Consult Letters Home
A sales-related problem inherent to the orthodontic profession is the fact that, in many cases, not all parties are present for the consultation, and so what…
The Importance of “Why”
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…
The Fundamental Difference Between Child and Adult Patients
Most doctors and staff that I interact with say that, once started, adult patients are ‘high maintenance’ when compared to parent/child cases. They also tell me that adult…
Texting as a Decision Tool
In both my books and in past Tip of the Week posts I have provided a number of ways to enhance your practice’s ability to deal…
How to Manage Follow-Up with Pending Cases
When it comes to following up with visitors who left your practice without making an on-the-spot decision to start, having an organized, consistent system of ensuring…
Why Visitors Ghost You After the Consultation
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 indication that they…
