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…
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…
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…
Those of you who have read my books or recently been through my training program know that the most important component of case acceptance is…
As I cover in detail in my book No to Lost Cases, your profession is facing pressure on financing arrangements from two fronts: technology that is reducing…
How do you know if you are charging the optimum price for the services you provide? Should you raise fees? Should you lower them? Let’s…
Many of you have developed a document touting the strengths of your practice, usually titled “Why Choose ______ Orthodontics?” This is a useful document to…
With increasing frequency I am seeing practices try a variety of creative efforts to get more visitors to commit to treatment; some of these efforts are…
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…
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…
