Many dentists believe that all their revenue problems lie with case acceptance. But there is an interesting financial reality that parallels the patient journey from first contact through case presentation, case acceptance, treatment and follow-up. Essentially, there...
I haven’t yet met a dentist that wasn’t looking for some way to improve their dental case acceptance success rate with their patients. The answer comes down to knowing and implementing a systematic approach to treatment presentation. All-Star’s...
Very few people jump for joy when faced with the prospect of going to the dentist, and they come up with all kinds of case acceptance objections. We’ll look at why people object to treatment and explore some tactics to help overcome those objections. Context is...
Understanding why patients say “no” to a treatment plan is the first step in getting them to say YES. Dental treatment acceptance is a critical step in the patient experience, but it’s important to know that with the proper set-up, presenting a...
Training mistakes to avoid include a reliance on the two “S Words.” The first word is “selling.” Selling mean to impose on someone to have them to do something you want. Good at business? A focus on manipulating a patient is a losing proposition. Yes, as a...
Building a successful dental practice has some unique demands. The “owner” of the practice is often the dentist, and unlike most bosses, the dentist is unable to actively manage their team for most of the working day. That means, for the practice to be successful, you...
A critically important challenge for a dental practice is banishing broken appointments. There is nothing more insidious than a patient failing to show up. When you combine the time and energy spent preparing for the appointment with the inability to recover the lost...
I think that it is safe to say that most people – especially dental patients and team members – have a less-than-ideal relationship with dental telephone scripts. How many times have you called a company and the agent who answers sounds a bit off –...
An effective morning huddle may be one of the most powerful tools to ensure an efficient and productive day. First, it is important to understand what a morning huddle is and its purpose. An effective morning huddle is a time for your team members to share details...
Every role in the office is important in a dental practice, but success starts and ends with the dental front office training. The front office represents the practice to potential patients who call in. It’s where your existing patients schedule appointments, and the...
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