The Sound of Silence
One of the keys to a good initial consultation process is to a smooth transition from one step in the meeting to the next. That…
Learn the business skills of case acceptance.
The Importance of Policy
Among the many questions that families ask during the initial consultation, some involve the request of special “favors” – things that are not within the…
The Aversion to Selling
“Welcome to McDonald’s!” The man’s voice boomed at me through the loudspeaker of the drive-through, crystal-clear and friendly. “Would you like to try our new…
Avoiding TMI in Doctor Consultations
For the garden-variety treatment case, a ten-to-fifteen minute time allotment for the doctor consultation with the family is not only achievable, it is also optimal.…
Asking vs Recommending
If you were to ask me to pick one consistent thing that outstanding TCs do, it would be the way in which they talk to…
Addressing Choices in NP Consults
In cases where your potential patient is presented with more than one treatment option, if you simply present multiple options to the patient and ask…
The Prompt-Decision Discount
Most of my orthodontic practice clients offer financial incentives to practice visitors. Perhaps the most common is a family discount for siblings of an initial…
The Porcupine
During the orthodontic fee presentation, it is common for visiting families to ask the TC questions about flexibility regarding payment options. Some common examples would include: “Can I…
How to Say “No” to a Discount Request
I have recently reviewed some interesting recorded consultations between client TCs and potential patients involving fee issues which will be the subject of the next…
Handling the Haggler
One of the suggestions that I make to client TCs that I am coaching is to send me their more difficult patient consults when selecting…
