In both my books and in past Tip of the Week posts I have provided a number of ways to enhance your practice’s ability to deal with the fact that you frequently…
Those of you who have worked with me know how I stress the use of visuals to communicate value in your business. Your deliverable, in the eyes of the patient,…
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…
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 videotaped cases for review; the…
You are in a business in which the Economic Buyer – the person releasing the funds for treatment – is often not in attendance for the initial consultation. This fact…
Several months ago, I visited a favorite antique store, looking for furniture for my new home. Once of the sales people there, a woman named Julie, introduced herself and showed…
