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…
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…
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…
As you know, in business, the term “closing” refers to “sealing the deal”. In orthodontics, that doesn’t just mean that the patient has made a decision to move forward; it…
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…
