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…
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 the transfer of property as…
Most practices that I work with prefer to use in-house, no-interest financing arrangements with their patients, but also offer the option of third-party financing. If your practice falls into this…
The multiple-patient consultation, while a nice business opportunity for your practice, presents some unique challenges in the case acceptance process. The fact that you are evaluating and presenting treatment recommendations…
Several practices I work with have learned an approach to presenting fees that has the TC verbally ‘pitching’ a payment option, waiting for the patient’s reaction to it and, if…
Those of you familiar with my case-acceptance protocol know that I recommend presenting multiple options – usually, three – when presenting fees to practice visitors. You also know that if…
