Blog

  • Weekly Skills that Drive Case Acceptance
      Every once-in-a-while we stumble across something that really hits home.  It seems like everywhere I go in dentistry, someone stops me and makes a comment about “The Skill of the Week.”   Launched  through the Crown Council (www.CrownCouncil.org), The Skill of  the Week highlights an essential skill that every ... read more
    Source: Total Patient ServicePublished on 2017-07-23
  • 15 Minutes That Could Make or Break Your Day!
      Consider this:  Scientists have discovered how quickly we adopt the emotional state of those around us by measuring the physiology, heart rate, blood pressure, skin temperature, etc. of two people sharing a conversation.  As the conversation gets started, the vital signs of the two bodies are different.  But after 15 ... read more
    Source: Total Patient ServicePublished on 2017-07-16
  • How Self-Promotion Can Influence Your Patients to a “YES”!
    What is more motivating, positive or negative emotions? When it comes to your patients, you might be surprised to know that it is negative emotions.   For example, if I were to tell you that you would receive $5 if you spent a few minutes helping pick up garbage in ... read more
    Source: Total Patient ServicePublished on 2017-07-09
  • The MOST EFFECTIVE Youth Success Program to Help Students Get a 7-Year Career Head Start!
      We’ve just finished an amazing week with over 200 high school and college age young people from all over the U.S. and Canada who attended the Eagle Univeristy Youth Leadership Program.  (www.EagleUniversity.org) Founded nearly 25 years ago, Eagle U’s mission is to expose young people to ideas, techniques and systems of success ... read more
    Source: Total Patient ServicePublished on 2017-07-02
  • Dental Case Acceptance: Building Believability, Likeability, and Trust
    You are sitting at lunch and the server brings a delicious sandwich, a BLT sandwich. If you want the benefit of the savory flavor of the sandwich, you’ll have to take a big bite. In much the same way, if you want to savor the flavor of successful ... read more
    Source: Total Patient ServicePublished on 2017-06-26
  • Boost your Case Acceptance: How to Get More Patients to Believe and Act On Your Treatment Recommendations
    In a nation-wide survey of some of the leading cosmetic dentists, we asked, “What is the most powerful case acceptance tool or technique you have ever used that has had the biggest positive impact on your case acceptance results?” The most popular response? “I got my own work done.” ... read more
    Source: Total Patient ServicePublished on 2017-06-18
  • The Natural Law of Attributes
    Meet Bob. Or at least, meet Bob’s room. Take a look around until Bob gets here. Just by observation, what can you tell about Bob? Organized? Thorough? Detail oriented? Perhaps not. The Law of Attributes says that we take on the most powerful attributes of the things and people ... read more
    Source: Total Patient ServicePublished on 2017-06-10
  • The Natural Law of Attention
    You are sitting in a lecture daydreaming about what you are going to be doing over the weekend when your mind immediately snaps to attention to what is going on at the front of the room. Everyone is silent. Your mind races, grasping for the data it needs at ... read more
    Source: Total Patient ServicePublished on 2017-06-04
  • Wisdom from Warren
      In my earlier years of seeking out good mentors, I recall spending the better part of my day at the feet of Warren Buffett, and to the side of Bill Gates in Omaha, NE. The insights could fill volumes, but here is one that may surprise you.   ... read more
    Source: Total Patient ServicePublished on 2017-05-28
  • The Power of Expectation
    It is a funny thing about life. You usually get what you EXPECT. A financial coordinator I observed recently presented the financial arrangements for a large case in an almost apologetic way as if to say, “I am sorry this is going to cost so much.”  It was clear ... read more
    Source: Total Patient ServicePublished on 2017-05-21
  • No More NOs
    Maybe it’s just me, but there aren’t very many things that get me stirred up like being told “no!” Maybe it is last child syndrome in me, but I just don’t like to be turned down. I’ll bet that most of your patients don’t like to be told ... read more
    Source: Total Patient ServicePublished on 2017-05-14
  • The Natural Law of Authority
    The Natural Law of Authority states that we believe and act on the advice and direction give to us by those we perceive to be in authority. A classic study at the University of Texas highlights the effect of authority perception. Students were given the assignment to persuade ... read more
    Source: Total Patient ServicePublished on 2017-05-07
  • Trim the Write-Off: Yesterday’s Tools Need Updating — And the Axe Needs Sharpening
    Dental Insurance Today — March 2017 One of my most memorable law enforcement instructors with Treasury taught us that the “ultimate tool of the crime fighter” was not the sidearm, vehicle, personal communication device or partner – but was, in fact, the lowly pencil. The same can be said for ... read more
    Source: Dental WarrantyPublished on 2017-04-13
  • The Law of Exclusivity
    The Law of Exclusivity states that most people want what few people can get.   Think about it, you always want access to the exclusive places, and things to which only “the few” have access.   Here’s a variation on an idea that will help make your key appointments ... read more
    Source: Total Patient ServicePublished on 2017-04-09
  • “Why didn’t my previous dentist tell me?!”
      If you have ever heard that question from a new patient, you have probably wondered about the best response.  While it depends on the patient, there are some clear things to do and not do. Here’s some quick tips… Any patient who asks this question is coming from ... read more
    Source: Total Patient ServicePublished on 2017-04-02

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