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…
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…
Several practices I work with have learned an approach to presenting fees that has the TC verbally ‘pitching’ a payment option, waiting for the patient’s reaction to it and, if…
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…
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,…
