Blog

  • How to Handle Objections from the 4 Generations of Dental Care
      People, businesses, and industries go through cycles and phases.  Those who see the phases and understand the trends, succeed.  Over the last 60 or so years, dentistry has moved through four very distinct phases or generations driven by different types of patient values and patient motivations.   Around ... read more
    Source: Total Patient ServicePublished on 2017-09-17
  • 3 Powerful trends making an impact on your practice!
        Fast forward to today. Three new powerful trends are colliding: 1. 10,000 Baby Boomers a day are turning another year and are more and more concerned about their total health. 2. Science has identified the correlation between oral health and total health. 3. Trends in health care ... read more
    Source: Total Patient ServicePublished on 2017-09-10
  • Solving Common and Uncommon Practice Problems
        One of the core values of the ToPS Institute and the Crown Council is the value of mentors and the idea that it is better to “copy genius than it is to create mediocrity.”   To that end, each year I go on a quest for new ... read more
    Source: Total Patient ServicePublished on 2017-09-04
  • The Most Powerful Practice Motivator
        One of the biggest challenges of leadership is motivation.  “How do I keep the team motivated.”  What motivates people has been one of my life-long interests.  While all of us are motivated by different things, when it comes to a team, there is one very powerful motivator ... read more
    Source: Total Patient ServicePublished on 2017-08-27
  • The Secret to Balancing Skill Building and Motivation
    My sport of choice in high school was wrestling. (I tried basketball but the height thing was a problem for me!) I must have been aching for punishment because wrestling has to be one of the most physically demanding sports there is. At the height of a particularly stressful ... read more
    Source: Total Patient ServicePublished on 2017-08-20
  • 6 Myths That Maybe Killing Your Team
      If you are like most dentists, one of your greatest challenges and frustrations is…management! Teeth are easy compared to people. Even though teeth are in the mouth, they don’t talk back and they don’t have emotions! How you manage your team depends to a great degree on your ... read more
    Source: Total Patient ServicePublished on 2017-08-06
  • Ask Steve!
      I have heard of a number of “formulas” that have been presented and they all have one thing in common:  the number of active patients in a practice per hygienist.  What is not usually addressed, is what kind of patients they are.  This makes a huge difference. ... read more
    Source: Total Patient ServicePublished on 2017-08-02
  • What It Takes To Succeed At First Impressions?
        First impressions make lasting impressions. Science supports the fact that the decision someone makes in the first six seconds of an encounter does not change after 20 minutes. In short, we have an initial emotional reaction, and then look for validation The first impression that patients have ... read more
    Source: Total Patient ServicePublished on 2017-07-30
  • 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

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