Author Archive

Finding the Money

Nov 14, 2018 No Comments by

Part 1: Helping Patients Pay for Treatment. When a patient accepts the treatment that a doctor has recommended, it’s an exciting time! It’s exciting for the patient because he or she has caught the vision of improved dental health. It’s exciting for the dentist because he or she has effectively communicated to the patient the […]

Fall 2018, Insights, Issues Read more

The Dr. Dick Barnes Structure

Feb 24, 2018 No Comments by

3 Steps That Move You Forward. If you are not moving forward, you are moving backward. This saying is applicable to many things in life—especially dental practices. It means that there’s no such thing as simply maintaining the status quo. If you aren’t actively moving forward, then by definition you are going backward, because everything […]

Best Practices, Winter 2018 Read more

Going Forward

Jul 10, 2016 No Comments by

Creating Opportunities for Success. Creating opportunity is taking action, which results in positive outcomes. Opportunities can be created by adopting behaviors that lead to being hired or promoted, or opening new doors for success. Regardless, the intended outcome is success. What it is not is fortuity—a lucky chance. Positive outcomes are not a coincidence. When […]

Perspective, Summer 2016 Read more

Using the Words That Work

Feb 24, 2016 No Comments

The Right Phrases Can Improve Communication. Albert Einstein is quoted as saying, “The significant problems we face cannot be solved at the same level of thinking we were at when we created them.” In all my years in dentistry and in working with offices across America, I have found that miscommunication (the failure to communicate […]

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Create an Uncommon Practice

Nov 23, 2015 No Comments

Five Messages for New Patients. A couple of years ago, the University of Arkansas (UARK) Razorbacks adopted the motto, “We Are Uncommon.” The head football coach, Bret Bielema, introduced the phrase at his 2012 introductory press conference. When speaking about his football recruits, Bielema said, “We recruit men that are held to higher standards. I […]

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Hire Ground

Sep 04, 2015 No Comments

ACHIEVE NEW HEIGHTS WITH BETTER HIRING PRACTICES. If you’ve ever hired the wrong person, you know how stressful, awkward, and costly that mistake can be. As a practice development trainer, I have visited with thousands of dentists over the years and I can say without hesitation that hiring the right person is a universal challenge. […]

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The Untapped Power of Your Recall System

Jun 01, 2015 No Comments

INCREASE YOUR PRODUCTION USING EXISTING PATIENTS. There’s one simple truth about dentistry that can’t be refuted: the lifeblood of every practice is the patients—both new patients and recall patients. Dental offices invest large amounts of money into marketing systems to attract new patients, but they should also invest time and effort into recall systems. While […]

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Role-Playing Scenarios: 3 Common Handoffs

Jun 01, 2015 No Comments

In Tawana Coleman’s 30-plus years as a practice development consultant, she has discovered that most dental practices struggle with primarily three patient handoffs. While there are many different types of scenarios that you can act out in a role-playing activity, these three are the best ones to start with in order to keep your team […]

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How Can I Possibly Pay for This?

Oct 29, 2014 No Comments

ANSWERING KEY FINANCIAL QUESTIONS. When it comes to comprehensive dentistry, most patients inevitably ask two key questions immediately after they are presented with a dentist’s treatment recommendations: 1. How much is this treatment going to cost? 2. How can I possibly pay for this? The cost factor associated with comprehensive dentistry is a dilemma for […]

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Is Your Team Making The Honor Roll

May 20, 2014 No Comments

HOW EVALUATIONS IMPROVE OVERALL PERFORMANCE. When I meet with a new dental team, one of the first steps that I take is to conduct an in-office evaluation. I run through a systematic list of questions to get an idea of what specific remediation is necessary for a particular group. The questions help me to understand […]

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