Blog

  • 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
  • Look Out Below!
      I stayed at a Fairfield Inn and Suites (Marriott brand) recently, followed the next week by a stay the Hotel Intercontinental. The Fairfield was new, reasonably priced, with free breakfast and free internet. The Hotel Intercontinental was much more pricy, nice marble and hard wood décor, room service for ... read more
    Source: Total Patient ServicePublished on 2017-03-26
  • Skunk Syndrome
      There is a fully fenced-in football field and track near our home that I frequent for early morning runs.  On several occasions in the dark early morning hours I have almost collided with a skunk wandering around the field and across the track.  It happened twice on a ... read more
    Source: Total Patient ServicePublished on 2017-03-19
  • Be Different!
    Psychologists tell us that there is a natural pull to want to be like those around us.  At our ToPS seminars, that is something we have taught for years.  It is important that your patients and clients see you as someone they can relate to; someone like them.   ... read more
    Source: Total Patient ServicePublished on 2017-03-12
  • The Early Advantage
      If you have spent any time with us at a ToPS Seminar or been to the Crown Council Annual Event, you know about one of our favorite quotes, “When you’re early, you’re on time.  When you’re on time, you’re late.  When you’re late, you’re lost!”   I was ... read more
    Source: Total Patient ServicePublished on 2017-03-05
  • Staples vs. Office Max
    We are fortunate in our town because we have plenty of retail choices.  When it comes to office supplies, for example, there is a Staples just 5 minutes away and an OfficeMax 7 minutes away.  If that does not work, you can get to an Office Depot in 10. ... read more
    Source: Total Patient ServicePublished on 2017-02-26
  • Be a Self-promoter
    It came to my attention recently that a dentist had accused me of being a “self-promoter” as if that was a criticism. I was flattered! Think about it. Nothing happens until someone promotes something. Whatever that “something” is, it has to be promoted by someone. Some of the most notable ... read more
    Source: Total Patient ServicePublished on 2017-02-18
  • How “Social” are You?
      At a dental meeting recently, I sat in on a session about “social media” ie. Facebook, Twitter, blogging, etc.  The casual observer might have been lead to believe that social media would cure all marketing problems in a practice.   Contrast that to another presentation I attended for ... read more
    Source: Total Patient ServicePublished on 2017-02-12
  • The best way to appoint existing patients with an emergency
    It happens frequently: An existing patient calls who has not been in for some time.  He or she has an “emergency” with a tooth that is hurting. Before you do the expedient thing by asking which tooth it is, take a moment to do the patient a favor: You: I’m ... read more
    Source: Total Patient ServicePublished on 2017-02-04

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