If you are a follower of my weekly column, you know that I am currently “on the warpath” with regard to the need for improvement in doctor communication skills during…
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…
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…
Doctors sometimes overwhelm patients with too many details and choices; while the intent is to help the decision process, sometimes the opposite outcome occurs. The most effective consultations are those…
Case acceptance improvement is not the TC’s job, it is a process, and my current course in case acceptance training covers all of the skill areas spanning the respective roles of the front desk, the…
In previous posts I have emphasized the importance of helping patients select a single treatment plan during the consultation. For the doctor, this means taking an “if it were me”…
