Category: NP CONSULTATIONS

Most of you think of closing new business as the act of signing a contract, and that’s understandable. The real estate business even refers to th…

In previous posts I have noted that, from a case-acceptance-rate perspective, cases going into observation fall into the ‘non-qualified’ catego…

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…

For most practices that I work with, adult cases represent between twenty and thirty percent of their total patients.  Most practices that I work …

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…

In previous posts I have emphasized the importance of helping patients select a single treatment plan during the consultation. For the doctor, this…

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 fo…

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,…

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 t…

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 afte…