“You’ll Love Her!”

One of us was on the phone yesterday attempting to schedule an appointment with our favorite hygienist, Erin. The problem was it is a busy time of the year and Erin had no openings for quite some time. Really wanting the cleaning before TBSE, the question was asked “Can you put me on the cancellation list so if anything comes up you will call me?” 

The receptionist said “Sure I can do that. But it looks like Jennifer is available Thursday morning at 9AM. Would you like to see her?”

Madow said “I’ve never seen Jennifer before. What’s she like?”

And then three magic words came out of the receptionist’s mouth…

“You’ll LOVE her!”

What do you think Madow did? (Hint: this article is being written from the reception area while Madow is waiting for his appointment!) 

You know, sometimes the most powerful words are the simplest. Have you ever thought about using powerful words when someone calls your office to ask how much it costs for a cleaning? It’s so easy to quote a fee for a cleaning and then hang up. Unfortunately that gets you nowhere!

But what if your team said, “I am so glad you called our office. Maybe you are calling several offices to compare fees, but let me tell you something, you will absolutely LOVE Dr. Madow! Let’s get you in for an appointment, OK? I have availability at 9AM tomorrow and 11AM Friday. Which one is better for you?”

The Madow Brothers have been teaching dentists and team members how to effectively schedule patients for over 21 years! Have you seen our “Profitable Dental Scheduling?” It’s full of all of the “magic words” and “magic phrases” that you and your team need. It’s simple. Isn’t it about time? Go to https://www.madow.com/profitable-dental-scheduling.html today!

Countdown – Eight days until TBSE!

Talk to you soon!

A Dental Dilemma?

A new trend that we are seeing among physicians across the country, especially internists, is a phenomenon called a “Concierge Doctor.” Fed up with low insurance reimbursements and the need to see a patient every few minutes, Concierge Doctors charge a yearly fee, typically $1500 – $1800 just for the privilege of being their patient!

This fee does include one very thorough physical each year; something they should have been doing anyway! It also comes with guaranteed access to your doctor by telephone and same/next day appointments. An internist with 600 patients (the maximum number) paying $1500 yearly is grossing $900,000 before they even pick up a stethoscope! Even if half of that goes to the company which administers the plan, it’s not a bad deal for the doc. And to that we say – “Way to go!!”

In dentistry things don’t exactly work that way. But we also don’t have to deal with Medicaid and insurance companies cutting our fees by 50% or more. However, just like our physician friends who decided to go “concierge,” we can have problems with our practices plateauing because we simply have a bottleneck. Many dental practices seem to be operating at or near capacity and the dentist and team are not earing nearly as much as they should.

Then it becomes a simple case of economics, and there are only two solutions: raise your fees or increase your capacity. The problem is, many of us are afraid to do either of these.

“If I raise my fees, I’ll lose some patients!” Well, maybe, but just like the concierge doctor, that’s kind of the idea!

Then there is the other choice – increase your capacity. Typically this involves hiring a new hygienist or associate, adding a few treatment rooms, performing more sophisticated procedures, or a combination of those.

“But if I do that, my overhead will go up!!”

Well, maybe temporarily. But if you really are even close to capacity, you’ll be amazed how quickly those hygiene or associate appointments will fill up. And even if they are only seeing a few patients a day while waiting for it to happen, you will be at least meeting your new overhead while growing the practice.

If your practice is not growing but you feel like you are busy and working hard, you are probably at capacity. And while you may not be able to become a “concierge doctor,” you CAN increase your fees, start doing some more lucrative procedures, increase your capacity, or all of the above! Now is the time to get started!!

If you would like more ideas about practice growth, be sure to become a member of Madow Powerhouse Coaching to share ideas with great practices all across the country! We’ll even give you a ton of free resources to get you going! Simply click here or call 1-888-88-MADOW!

Get More Referrals For Your Dental Practice By Doing THIS!

Don’t you hate it when you hear colleagues bragging about how they “built their practices” just through referrals? Well don’t fret. Because first of all, they are probably exaggerating. And secondly, today we are going to show you a way to get tons of referrals – more than you could ever imagine – just by asking your existing patients.

Here’s what you do. Starting today, we would like you to try this. Ask every single one of your adult patients for a referral. That’s right. And ask from your heart. Don’t sound scripted. Make use of any situation. For example if you finish an appointment with Mrs. Jones and she says “Dr. Allen, thanks so much for everything. I love coming here,” then you may simply say “And we love having you as a patient, Mrs. Jones. And by the way, please keep us in mind if anyone else in your family needs a dentist. Or perhaps you have a friend that could use our services. You know we will take great care of them.” Then hand Mrs. Jones a few business cards.

Notice how there was no high pressure and nothing seemed fake there. Now here’s the system: please make a note in Mrs. Jones’s chart that you asked for a referral on this day. This part is important. Then make it a point to do this for everyone. Once you ask, make the note and then don’t ask again for a while. What will happen here is that after one year you will have asked every one of your patients that came in during the year for a referral. Do you think this could be powerful? You have no idea! Now get those cards printed up! You’ll need plenty!

By the way, for a cool business card idea, and one that EVERYONE will keep and show to friends, check this out here – https://www.madow.com/special-products.html

One more thing before we go today. Thanks to all of you yesterday that checked out our video here – http://www.youtube.com/watch?v=Z7vgsELnBIA. We certainly cannot dance but we got over 10,000 views on this one! Thanks for sending the link to your dental buddies as well.

Let’s talk soon!