Virtually every practice that I work with offers their patients ancillary products that provide an enhancement of some kind to the basic value of treatment. Most are geared towards the needs of…
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…
I pulled into the parking lot of a new practice client one recent morning and immediately noticed the storefront of one of their retail neighbors. It was an attractive, well-maintained…
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 goes home to the family…
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 the treatment time for patients,…
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…
