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,…
Those of you who have had me train with teams know how I dislike six-panel (letter size) fold-up brochures in your take-home-materials. It isn’t the information that I have a…
One idea that I’ve been asked my opinion on several times by doctors is the feasibility of recording a video presentation for the non-attending spouse, copying this to a disk, and…
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…
Most doctors and staff that I interact with say that, once started, adult patients are ‘high maintenance’ when compared to parent/child cases. They also tell me that adult patients are harder to persuade…
