In my experience, most practices approach the issue of scheduling new patient consultations in one of two fundamental ways: they either sprinkle them into the schedule along with the other…
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 visual tools to…
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…
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: “Business is…
The process that practices follow for getting to ‘yes’ with new patients tends to be an office-culture product that develops largely on its own over time within each practice. For…
A common occurrence in fee presentations has the visiting spouse making a decision to begin treatment at your practice and leaving the meeting with the only unresolved issue being which…
