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Special Letter that will get you New Patients!

Greetings and thanks for taking the time to read this Special Letter geared to getting you new patients! The information contained herein has never been timelier.

Do you know that quarterly profit reports are about to hit the street? Unfortunately no one knows what type of impact this will have on the economy, the financial markets, and hence your dental practice.  Please listen… you cannot bury your head in the sand. If you do, the outcome is predictable – you lose your practice that you have worked your lifetime to build. If you do not believe me, please open your eyes. It’s happening in other industries. Dentistry is next if we don’t take action.

There is some good news that we may glean from this. You as a dentist are in control over many parts of your business. And yes, I use the word “business” here over “practice” because that’s what you are in – a BUSINESS!

One of the major things you CAN control is new patient acquisition. Have you ever stopped to think that you as a dentist, no matter how busy you may be, need a regular flow of new patients? It’s true. If you are not consistently getting new patients, you are losing ground. Getting new customers, clients, etc. is a basic principle of ANY business, not just dentistry! No matter how bad the economy is, you can NEVER lose sight of the fact that there are people in your area right now who are making the decision to see a dentist. Please listen very closely –

YOU need to be the one who gets those people into YOUR practice!

But let’s back up for just a second. My bet is that you have tried getting new patients many different ways. Of course you have. We all have. Some methods may have worked, others may not have. Some you may think work but are actually causing you to lose money. Not only that, if you don’t have an extremely accurate way to track every new caller to your office, a way to see what percentage of the callers actually make appointments, which ones come in, accept treatment, pay for their treatment, stay in the practice, and refer others, then you may be playing the “guessing game” that just about 99% of all dentists are playing.

Doing the type of tracking I referred to above can be very difficult and tedious, therefore most of us (unless you were an accountant in a previous life) don’t mess with that type of detail. The good news is that you don’t really have to be an accountant. But having said that, you absolutely must have a system in place that is proven to bring new patients to you consistently, at a rapid rate with a very good return on investment (ROI). Yes, this part is crucial if you want to get through this bad economy and have a long-term successful practice. The problem is you may not know what the absolute best ways to get new patients are!

As you may know, Dr. David Madow and Dr. Richard Madow are in the business of helping dentists become and stay more successful and profitable. They have been teaching dentists for over twenty years now. If you give me a few minutes of your time, I will reveal their best new patient secret ever!

David discovered this very early on, when he just started his practice, and it turned out to be the most powerful thing he would ever use to get new patients. He and Rich teach this to dentists all across North America in their “How to Love Dentistry, Have Fun and Get Rich” seminar. But now you don’t have to attend the seminar to learn it!

Many years ago when Dave first started his dental practice, the country was in the midst of a terrible economic crisis. Interest rates were sky high. And Dave was pretty darn naïve back then. He risked a lot of his own capital to set up an office with three treatment rooms located in a very nice townhouse office building in Ellicott City, Maryland, an affluent suburb of Baltimore. Nice furniture, the best equipment, and all of the supplies that his dental rep told him he would need. Of course he ended up having to borrow a lot of money from his “friendly” banker (at a very high interest rate).

Dave signed a five year lease. He hired an assistant named Jan and of course had to pay her. On the very first day the office opened, Jan and Dave were sitting at the front desk staring at each other, waiting for the phone to ring. He had zero patients

He was scared to death. He owed lots of people a lot of money and he realized he needed to do whatever he could to get patients in the door. He tried all of the regular ways. Yellow Pages, coupon mailings and ads in the local papers. He joined the Rotary Club and gave talks. He networked. He passed out his cards to neighbors and friends. Some of that stuff worked but it was slow. He needed patients and was not getting enough of them!

Dave had always considered himself a pretty good writer. One day while sitting at his desk with no patients on the schedule, he came up with a brainstorm of an idea. He wrote a very compelling one-page letter with the idea being that if someone in the neighborhood would receive it, they would read it and immediately want to call his office. And he had such confidence in Jan that he knew she could get practically any caller to come in as a new patient to give them a try.

By the way, let’s digress for just a second. Please re-read the last sentence. In this economy (or any economy for that matter) it’s absolutely crucial for you to have systems in place for your front desk people to convert a VERY HIGH PERCENTAGE of callers into patients. We will address this in a future report.

So back to the writing of the letter. He wrote it and loved it! As soon as it was finished, he knew it was a total winner. Everyone he showed it to, including Jan loved it and was confident that it would work. It was so simple but extremely compelling. So his plan was to mail one to every person within a certain radius of his office.

Dave researched what it would take to send these letters out. He found there was a little problem. Actually a big problem! The problem was between the cost of printing, renting the list, postage, etc., there was no way he could afford to do this. He would have had to actually borrow more money. He was considering a home equity line of credit but his accountant firmly warned me that he was too overextended and that he should not take out any more loans. As much as he wanted to quietly go against his advice, he did end up listening.

So Dave reluctantly put the letter on the shelf because there was nothing he could do with it! He did continue with the standard ways to get new patients, but they were working very slow, if at all. And one thing he could not afford at this point was slow!

Things were getting difficult and it was very tough for him to make ends meet. He was juggling bills and taking home much less than he needed to live on. He was really stressed. Because of the stress, he wasn’t eating exactly right and his lack of exercise was beginning to show in the way of weight gain around his mid-section and being tired a lot. Not a good situation.

He would often sit at his desk at work and imagine what it would be like to have a busy successful practice. He would sit there and say to himself “David… just concentrate, concentrate!”  But nothing much happened.

After carefully thinking about his dilemma for a few months, he came up with an interesting thought. Dave realized that there was a small group of people in his area that he should focus on. There was actually something special about this group. The something special was that

every single one of them needed a dentist!

Now you may think there is no such group of people where every single one of them needs a dentist, but please believe me – there is!

Now remember, Dave’s practice was in Ellicott City, Maryland, which is a suburb of Baltimore. So think about this. If someone new happened to move into town from California, Kansas, Ohio, or even from another location in Maryland, of course they would ultimately be looking for a new dentist. There was just no way they would be traveling long distances back to see their previous dentist.

And the good thing about this group of new people moving in was that it was small in numbers. That was good because he would now be able to afford to mail to them. The whole thing just made so much sense Dave was surprised that no one else had ever thought of this idea before!

So he went back to the shelf where he had placed his one page letter a few months earlier and took another look at it. When he re-read it, he absolutely knew this letter was a total winner. Dave believed that if he were to mail this letter to the new residents, most of them would want to call his office. And because of his confidence in Jan’s skills, he knew ultimately he could get them to come in to become his patients.

So with a little ingenuity, some research, and maybe even a little luck, Dave found a way to get a list of all of the people that had moved into my area over the last month. He was able to get his letters printed. He addressed some envelopes, folded them neatly, and stuffed the letters into the envelopes. He put stamps on each of them and dropped them into the mailbox near his office. Oh, and by the way for good luck, he kissed each one before actually dropping them into the mailbox! Dave is not really superstitious, but he figured there was nothing to lose. He needed all the luck he could get.

Then came the waiting period. This was actually the toughest part because even though Dave was certain that he was going to get many calls, there was always that bit of uncertainty. And by the way all of the bills were still piling up so he was counting on this working 100%. Dave was scared to death because he realized in the back of his mind if this did not work, I’d have to take drastic measures, which would mean borrowing more money (against his accountant’s advice) or possibly selling his new practice at a significant loss.

So Dave and Jan waited. A few days went by and nothing happened. He was a wreck. He started thinking the worst. This sure way of getting new patients was flopping.

But on the fifth day after he mailed the letters, they got a call. It was from someone who received one of his letters and wanted to come in for a cleaning. Dave was excited, even though it was only one call. And Jan had a little spreadsheet she kept at the front desk with a bunch of columns. Each column had a particular way a new patient would find out about the office. For example, the first column was labeled “Yellow Pages.” Jan was instructed by Dave to ask every single caller how they found out about his office. And if they had heard about him from the Yellow Pages, she would simply make a little check mark in the “Yellow Pages” column. By the way, this is absolutely crucial. I cannot emphasize how important it is to track every single caller to your practice. You may think you know what is working and what is not, but unless you are tracking every single caller, you are simply playing a very dangerous guessing game with your marketing.

And by the way, oftentimes callers found out about Dave’s practice from more than one way. So Jan would always question them. And if they found out about him by the Yellow Pages and they saw his sign, she would place checks in multiple columns.

So getting back to the person who called from the new resident letter. When the call was completed, Jan placed a check mark in the newly labeled column “New Resident Mailing.” Although Dave probably felt great to get a patient that appointed from the mailing, one patient was obviously not going to pay all of his bills!

The next day they received another caller who went ahead and appointed. Another check went into the new column! Over the next few days they received a few more! Something was finally starting to work with his marketing. Dave was starting to feel real positive about his practice all of a sudden.

But he didn’t want to jump to any conclusions too quickly. After all, just because this worked once, could it be repeated again with the same results? He then tried mailing the same letter the next month to a brand new group of new residents. Made sense, right? Guess what happened! You probably guessed right. They got many calls resulting in some really great new patients.

So Dave kept mailing this “Magic Letter” out at the beginning of each month and it kept getting me new patients. Lots of checks in the “New Resident Mailing” column. As a matter of fact, this new resident mailing was the best thing Dave EVER did in his practice to get new patients. It was extremely predictable. The really cool thing about it was that he could be on vacation with his family at the beach and his “Magic Letter” would be working for him!

The thing about new patients is that they give you the latitude to afford things. Dave was able to start paying most of his bills on time. He took some good courses to further his education. He went on some vacations with his family. He even started eating better and exercising (and yes, his midsection had begun to look much better!).

Well, in case you are curious, Dave built his practice up very nicely over the next few years. Nice steady growth and an income better than he ever thought. And I must tell you, Dave swore that he never would have been able to do it without sending the “Magic Letter” that he wrote to the new residents in his area. That was essentially the secret!

I appreciate the fact that you are reading this report.  I don’t want to see you make the same mistakes that David Madow made. If I can pass on some knowledge , I am happy to do so.

There are a few important points that you should remember. One point is that no matter what you are doing to get new patients now, I would like to see you tracking every single call. That is the only way to learn what is working and what is not. And remember, there are normally multiple ways that your callers are finding out about you. Make sure you record them all.

Another point (and this is by far THE MOST IMPORTANT) is that you have new people moving in around the area of your office. It is taking place every day. These new residents will all be looking for a dentist. They will eventually be going somewhere. Why don’t you make every effort to get them to come to you? Because remember, if they do not come to YOU, they will go to your competition!

After Dave’s huge success, he began making his “Magic Letter” available to dentists across the country. These dentists have reported phenomenal results. What causes it to work is the combination of mailing the “Magic Letter” to the new residents in your area. I cannot stress to you how easy it is to do this whole thing. It makes so much sense.

Why don’t you do your practice a favor? Give us a quick call at 1-800-258-0060. Tell us how many new patients you would like each month and we can help you reach that goal. Perhaps you need just a few to fill in some gaps in your appointment book. Or maybe you need larger numbers. Whatever you need, we can help you. I am absolutely certain of this. Chatting with us is totally free. Seriously, there is no obligation in any way!

Let me tell you something else. We hear so much bad news about this terrible economy and the recession. And no one knows how long it will continue. Well, we have a choice and I don’t know about you, but we absolutely REFUSE to participate in this recession. The dentists whom we teach are making great money these days. Why? Because they am doing smart things when it comes to marketing. Same with the offices that are using our marketing strategies! And believe me, you can do the exact same thing. I really hope you do.

If you have read this report and are not quite sure what to do, please call us and we can help you. The best part is that you determine your level of participation!

Always remember one thing…

The Letter ­­­+ The New Movers = SUCCESS For You!!!!

Now that’s the easiest math equation you could ever learn!

We at The Madow Group would really like to help you. We have some ideas for you. Sometimes we find that just chatting on the phone can get you into a very positive mindset to boost your practice. It’s worked before and could work with you! So please call us at 1800-258-0060 today! Tell us that you read this letter and you’ll get a free gift!

P.S. If you think the information in this Special Letter was helpful, would you please forward it to a colleague of yours?  We need to stick together to make sure our great profession weathers this unpredictable economic storm. Thanks!

1-800-258-0060 is our “help line.” Tell us that you saw this letter!

It’s Not Too Late!!!

“The Most Spectacular Dental Event of 2009?”

Dear Friend,

Hello!  Dave and Rich Madow here – the whacky dentist brothers that you have grown to love over the years! Although we may be a little on the crazy side, we have inarguably helped more dentists and their teams become successful over the last twenty years than anyone else out there.  How do we do it? It’s actually quite simple. We understand how to help you and your team LOVE your profession. Once you can do that, becoming happier and getting rich in dentistry begin to fall right into place.

TBSE (The Best Seminar EVER!) is an event where we bring in the very top speakers from the dental world and successful, motivating people from outside dentistry as well. For three straight days, dental teams get together to learn and have the time of their lives. And even with the current economy, three thousand of the most energetic dentists, team members and spouses from all across the U.S. and Canada attended last year. The theme is all about how to “Love Dentistry, Have Fun and Get Rich!” Every person is there for the same purpose – to learn how to love what they do, have more fun, and make a lot more money while doing so. All of these comments are from TBSE 2008!!

This is the lifeline to our practice. It recharges us and gives us hope and tangible things to do to help our practice!
Stephen Chan, D.M.D., La Mesa, CA

Dave and Rich are the rock stars of dentistry. TBSE is like seeing your favorite band give a great show!
Janette Williams, D.D.S., Loveland, OH

When I heard of TBSE, it made me chuckle. “TBSE,” that’s a pretty bold statement. But you guys have earned that title. You are the BEST! I will bring my whole team here next year for sure!
Bin Hoang, D.D.S., San Clemente, CA

Wonderfully refreshing! WOW – never been to a “fun” dental conference that was also educational. The speakers offered “not your typical” topics or messages. Keep it going guys… we need you in dentistry!
Joy Graves, D.M.D., Fayetteville, NC

How do you do it year after year? We had a fabulous time at TBSE. I am inspired and psyched!!!
Rand Werrin, D.D.S., Assoc. Professor, Univ. of Pittsburgh School of Dental Medicine, Inventor of the Triple Tray,  Pittsburgh, PA

This was our first TBSE and I have had an amazing, life-altering experience – personally as well as professionally. This was the best investment for our office in years.
Diana Greenwald, R.D.A., C.D.A. – Office Manager – office of Dr. Gary Glick, Lake Hopatcong, NJ

Over the TOP! Well organized, on time, fun, unbelievable speakers! I don’t know how you get these awesome people every time – that alone should get you on the cover of the dental magazines – ALL OF THEM! Congratulations to both of you and the fabulous support team. Thank you for having me!
Norma Gieni Dunbar – Office of Dr. Chris Geradts
Moose Jaw, SK, CAN

I love the experience of being here! The energy is awesome, as well as the fact that you get to meet dental professionals from different parts of the USA and the world!
Christina Gamacho – Office of Dr. Kerri-Rae Agin, Woonsocket, RI

Want more? You got it!

This November we will be celebrating our FIFTEENTH annual super fall seminar! For number FIFTEEN, we will pull out all of the stops and make this one the dental seminar of the century! This will be the one that you cannot afford to miss.

As a matter of fact, this one will be so special, it will be called the…

“2009 Love Dentistry SuperFest!”

Sure, it will still be every bit of TBSE (The Best Seminar EVER!) that has become famous over the last fourteen years, but since we have been traveling all across North America over the last three years doing our one day “Love Dentistry” seminars, we have discovered something extremely important…

When you and your team begin to really LOVE what you do,
the rest is so easy to learn!

And that’s what the 2009 Love Dentistry SuperFest is going to be all about. It will be three thousand of the coolest, most upbeat, friendliest, successful people in dentistry having fun and making their practices even better than they ever thought possible!

There truly is nothing like this seminar. In fact, some attendees call it a dental rock concert. In addition to the speakers, we have music, skits and fun that you have never seen at ANY dental seminar!  It’s a “not to be missed” event. It’s a lot of people with incredible contagious energy! And best of all, when you leave, you and your team will have learned how to be happier and much more successful in dentistry.

We cordially invite you and your team to be a part of this amazing event. It will again be held in Las Vegas on November 12, 13 and 14, 2009. IF you are even the least bit interested, you should sign up right now! You do not want to take a chance on getting closed out of the 2009 Love Dentistry SuperFest!

The 2009 Love Dentistry SuperFest is quickly filling up. Many of the attendees at the 2008 event have already secured their spot. Remember, we are limiting attendance to the first 3000. Please register your office today while you are thinking about it!

For easy registration just click on this link! https://www.madow.com/tbse/

Sincerely,

David M. Madow, D.D.S.     Richard H. Madow, D.D.S.

P.S. If you would like to get an idea of what you missed at our 2008 TBSE, please check out the free video at www.youtube.com/themadowgroup and then click on “Cover of Dental Economics.” We look forward to having you and your team join us in 2009! It will be the best EVER! Please do not get left out!

The “Tweetest” Thing Going in Dentistry!

Why Twitter Matters to Dentists

Today people want to be able to learn a lot about a business before they walk in the door. And your dental office is no exception. Web sites give your prospective patients an immediate impression of your practice’s style and substance.

But now dental offices are beginning to dip their toes into the world of social media, figuring out whether they can “tweet” and “friend” their way to more patients and a healthier bottom line.

While the average dental office does not yet have a Facebook page, some very savvy docs have already taken the plunge and joined the tweeting community. (For the uninitiated, Twitter users post messages on a web account to a personally created network of “followers” in short bursts of 140 characters or less, and those followers can post — or “tweet” — right back.)

Twitter’s use as a marketing tool is more obvious than Facebook’s. No matter the content of tweets, they give followers a little reminder that the place exists, making it that much more likely that they’ll pick up the phone and make an appointment.

“It’s BRIGHTEN YOUR SMILE month! $25 OFF any tooth whitening procedure…,” tweeted a dentist just before 2 p.m. last Wednesday. “Saccharine Sodium which is generally used as a sweetening agent in toothpaste is 500 times sweeter than sugar,” was tweeted today by Dr. Mark Kleive in Minneapolis. He has close to 2500 followers!

Most dentist’s Twitter feeds include some valuable information plus the occasional coupon or special. But it’s important to mostly give information. That’s what gets you your “followers!” And the more followers you have, the more there will be to see it when you DO give yourself a plug! Only about 20% of your tweets should be self -promotional. A dental office that tweets well can establish its own local personality and give patients as well as prospective patients a way to feel personally connected to the doctor and team!

Also earlier today, Dr. Mehryar Ebrahimi of Los Angeles asked his Twitter followers to enter a contest to win a free electric toothbrush. Do you think that stirred up some interest and got him some patients? I’ll bet it did. There is a whole new world out there that simply cannot be ignored if you would like your practice to survive and thrive!

How do you as a dentist get started on Twitter? Well, first of all, before you start “tweeting,” you need to have your foundation in place. One very important thing is to make sure you have a great web site where all the basic information (location, hours, appointments, procedures, etc.) is easy to find and attractively laid out. Then, if you or someone in your office tweets, you should refer back to your site (at least some of the time).

If you are ready to “tweet,” or at least get going with social media marketing, we are going to be teaching all of this stuff at our two day social media marketing hands-on seminar in Baltimore on August 7-8! Come join us and leave being THE dentist in your area who is getting all of the new patients as well as keeping your current ones happy and connected with you! There has not been a marketing opportunity such as this with so much upside potential in the history of dentistry! The dentists that get in first are going to have a tremendous advantage over the ones that stand on the sidelines to “wait and see!” If you are even a little bit curious, please click HERE to discover how you can grow your practice like crazy through social media marketing!

Three Steps To Boost Your Practice!

OK, here are THREE great ways to boost your practice!!

We at the Madow Group are very excited about how our friend Dr. Ryan has been helping many dentists around the country with his Six Month Smile program and seminars! As a matter of fact, about a month ago, Dr. Swain, was kind enough to be interviewed for our Madow Brothers Audio Series, which by the way is dentistry’s number one distance learning program! What a fantastic response we received from this interview!

We are very proud to announce that Dr. Swain has just been added as a speaker at TBSE 2009.  We are very excited to have him on our stage in Vegas for the first time!  This will be our FIFTEENTH TBSE and it will be the best one to date! We have tons of offices already signed up for a great time, the best education, and some real fun as we celebrate fifteen years of TBSE. If you have not registered for TBSE this year, we urge you not to miss this!

So are you ready to take three steps that will boost your practice? Here they are:

  1. Learn more about Dr. Ryan Swain and what Six Month Smiles can do for your practice. Click here!
  2. Learn more and sign up for The Madow Brothers Audio Series. Great way to earn CE at home.  Click here!
  3. Find out everything about TBSE 2009 (Las Vegas Seminar) and get your office registered at a very special price. Click here!

Or call 1-888-88-MADOW should you wish to speak to one of our fantastic team members who are looking forward to helping you!

Help us grow our communication chain…

Help us grow our communication chain…

We would like to thank you for your support on Facebook and Twitter.  We hope that you are enjoying our daily posts and that they are helping you and your practice grow.

Now we are looking for some help from you!  We are actively trying to expand our communication chain in the social media networking world.  We would like to ask you to refer some of your friends and colleagues to become “fans” on Facebook or “followers” on Twitter.  And yes… there is something in it for you!

If you refer 1 friend or colleague and they join, we will e-mail you “The File-Cabinet Millionaire”.  This is a great tool to help you stay in front of your existing clients.

If you refer 25 friends and colleagues and they join, we will send you The File-Cabinet Millionaire, and a copy of both Rich and Dave’s books for FREE ($30 Value).

“Impress The World With Your Body In Seven Days”
By Dr. David Madow

Is Your Frog Boiling?”
Ten Signs That Your Life May Be Spinning Out
Of Control And What You Can Do About It
By Dr. Rich Madow

If you refer 50 friends and colleagues and they join, we will send you The File-Cabinet Millionaire, a copy of both Rich and Dave’s books, and a set of Maxell Noise Cancellation headphones for FREE ($80 Value).

To obtain our offer, all you have to do is e-mail us at Liz@madow.com and let us know who you referred.
Again, we want to thank you for helping us GROW!!!

A SPECIAL Promotion

Dear Friend,
 
David Fry, the General Manager of The Richards Report Buying Group, has contacted us to pass the word on a very special opportunity for you to get a FREE CAVITRON ULTRASONIC SCALER!

 

That’s right, all you have to do is buy a Cavitron, then trade-in a Cavitron (or competitive unit) and get a new Cavitron FREE!!!

 

Click HERE to see details, or call The Richards Report Buying Group now at 1-866-309-9472 to find out more about this amazing deal! 

 

Best Regards,

The Madow Group

 

THIS SPECIAL DEAL ONLY LASTS THROUGH THE END OF JUNE, SO CALL NOW!


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My Recession Confession

MY RECESSION CONFESSION

Recession, depression, oppression, regression, transgression, succession, obsession, decompression, bull session, rap session or jam session? I have no clue what we are going through. And let me tell you … neither do the “experts”!

Let’s face it; there is nothing any of us can do about this economy – at least on the macroeconomic side. And by the macroeconomic side I am referring to real estate markets, stock markets, interest rates, tax laws, etc.

But the good news is that we do have some control over the microeconomic side – our personal finances. Financial strategies that I have figured out by necessity have literally changed my life and given me a better outlook on everything, no matter how long this crazy economic climate continues.

Has anything good come out of the crazy times we are experiencing? I actually think so. Let me share a few things I have learned over the past few months and have incorporated into my life. I find that they are making a very big difference. I am fairly certain they will help you as well. OK, here we go…

It is more important than ever to have a total grasp of your finances.

If you were like me, you used to go out shopping, see something you wanted, and simply purchase it. The credit card bill came in at the end of the month and you paid it. No big deal, right?

And I bet if I asked you what your average monthly cash flow is for business and personal, you would give me a blank stare. I mean, there is probably no way you could tell me accurately how much you have coming in (after taxes) each month and how much goes out. Most people only guess (inaccurately).

In the past, buying on a whim and ignorance concerning monthly cash flow probably didn’t matter too much. The money was there, we spent it – no problem. But as Bob Dylan once said, “The times they are a’changin’.” The financial climate in this country now demands our attention. This recession (depression? – whatever it is) affects all of us. Ignorance of our financial situation is a luxury we can no longer afford.

I found this cool little Web site online that will totally change this and give you a perfect snapshot of your finances at any time of the day you wish. It is called Mint and the Web site is www.mint.com.

When you go there, you will have to input some personal and financial information, but they use the same security that financial institutions use so I have no problem giving them what they need. At any time, you can go to Mint and see exactly how much you have in any of your accounts, how much you have charged, if you are over budget in any category, etc.

Once you start using Mint, it will be clear as day where your money is going. And with a few little tweaks, you will be able to cut out the money wasters and ultimately have a balanced budget!

I have been using Mint for only a couple of months now, and it has more than paid for itself already. Oh, wait a second, Mint is totally free! Check it out.

Please do not stop your marketing!

Unfortunately, I hear this one all the time from dentists: “Things are a little tight as far as my cash flow these days, so I have decided to cut back on my marketing.” If you are even remotely thinking this, please be warned that making this mistake could prove to be very serious.

Think about it for a second. There is a very good chance that your bottom line is down 20% or so in this economy right now. That seems to be the national average. Maybe you are doing a little better or a little worse. But if this is true, then you absolutely need new patients, not necessarily to grow your practice, but to at least get your numbers up to where they should be. So you need to continue your marketing or you will slip even farther behind.

Now, of course, I am not recommending that you continue marketing that is not working. I would not recommend that in ANY economy, let alone a down economy. Make sure you are doing things that have been proven to work, especially in tough economic times. There are tons of things that work now.

In our one-day “Love Dentistry” seminars, Rich and I talk about many good marketing strategies that are working now for our subscribers all across the country. And the good news is that many of these are free or “almost free.” If you have not been to one of our seminars or you are not sure where you should start, please call our office at 1-800-258-0060 and one of our friendly team members will be very happy to give you some ideas! But please, no matter what you do, don’t close up your pipeline to the community.

It is crucial to save money on the things that you are able to save on!

So we have established the fact that halting or postponing your marketing because of the economy is perhaps one of the biggest mistakes that you could make. Having said that, there are many areas you SHOULD be saving on. As I said in my December 2008 article, I have found it to be true that many vendors are willing to negotiate on price because their numbers are down so much.

The most important expense that you can start saving on immediately is for your dental supplies. This one is such a no-brainer; I am surprised that 100% of you are not doing this.

It doesn’t take a genius to tell you that your dental supplies comprise a significant portion of your expenses. If you are like the average dental practice, you are most likely buying the equivalent value of a luxury car or SUV each year in dental supplies! If it were possible, wouldn’t it make sense to minimize this expense while purchasing the exact same dental supplies?

Well, this is very possible. As you know, many years ago, Rich and I teamed up with David Fry and Bryan Lindsay to create the Richards Report Buying Group. Since its inception, our goal has been to bring our members their dental supplies at the absolute lowest cost possible. The way we are able to do this is the same way that large companies are able to purchase goods at much better prices than the average consumer – by buying in large quantities.

Let me ask you a question: If you wanted to purchase some hamburger buns, do you think you’d be able to do so at the same price that McDonald’s purchases their buns? Or if you needed a flat screen TV, could you get the same price that Marriott Hotels gets? Of course the answer would be no to the above. These companies buy so many hamburger buns and TVs that they get to purchase these at probably half of what you or I would pay.

Well, the same applies to your dental supplies although not on as grand of a scale, of course. You see, over the last thirteen years, we have brought so many dentists into our buying group that we are able to negotiate what we believe is the best deal on dental supplies in the profession.

Some of the highlights of the Richards Report Buying Group are:

• Free membership ALWAYS! Some other groups lure you in with “free membership,” only to find out that it was a teaser and in order to stay in, you must pay to play! We have never charged for membership, and we never will.
• Affiliation with the best dental supply company! As you probably know, we have been affiliated with Darby Dental for quite some time now. Darby has a reputation for a great catalog of items at fantastic prices.
• Discount from already low prices! Richards Report Buying Group members take 12% off of the regular already low prices in Darby’s catalog. Why wouldn’t you take advantage of this???
• Fastest shipping to-your-door!
• Dedicated phone number for our members! When you place an order, you call our incredibly dedicated staff at the Buying Group. They will treat you like part of our family! The phone number is 1-866-309-9472.
• Easy signup! Call 1-866-309-9472 immediately and get signed up in a matter of seconds. Then, as soon as you are ready to place your first order, you may call, fax or go online! It is so simple.

I cannot stress enough how important it is right now to join a buying group. In the past, if you wanted to overpay for your supplies, maybe it was easier to make up for it with increased revenues. Today, you need to save every single way you can. This is a MUST!!!!

Thanks for being a reader of The Madow Brothers Monthly. We are the “Love Dentistry Guys”! We have been teaching dentists and their teams how to “Love Dentistry, Have Fun and Get Rich” for just about twenty years now. Over the next few months you will be seeing more about how to “Love Dentistry!” And please watch out for the unveiling of our brand new Web site, www.lovedentistry.com. Others who have promised to help you have come and gone while The Madow Brothers are making more dentists successful every day! Remember, you are not alone anymore!!!

A very smart dentist!

For 29 years, Dr. Mayer Levitt had an incredibly lucrative practice in Providence, Rhode Island, where he transformed a small, two-room office into a mammoth-sized, twelve-treatment-room blockbuster with an incredible staff of 24 hardworking individuals who loved their jobs and showered him with tremendous respect.

During the last seven years of his practice, Mayer began to consult with a few select dentists in Rhode Island who wanted to know how the “Levitt Magic” worked. Realizing the financial potential of these consultations, he accepted a deal from his partners to buy out his share of the practice and walked away from clinical dentistry with an absurdly large check offering total financial freedom and now pours all energy into making his consulting business the most successful of its kind in the industry. It’s very typical of Mayer’s clients to increase their bottom line by over one hundred thousand dollars within as little as twelve months!

The key to Dr. Levitt’s success is HAVING FUN! As a clinical dentist, Mayer Levitt enjoyed the work more than just about any other dentist he knew, and he made more money than most of them as well. This is a man who, at a relatively young age, could’ve walked away from dentistry and devoted his time exclusively to his family, his forty-foot racing sailboat, his golf game, and studying jazz piano, but Mayer truly loves helping other dentists grow their practices. The satisfaction he gets from helping friends and colleagues transform their dental practices into financial giants is unbeatable.

What has made Mayer (and his clients) so successful is that, unlike some of the national consulting programs, there is no “one-size-fits-all” cookie cutter approach. His uniquely personal touch makes all the difference. He really takes the time to learn the nuances of each practice – the strengths, the weaknesses, where stagnation has set in – and then develops strategies and techniques designed to help those practices thrive. He uses the same methods that made his own practice so successful and individualizes them for each practice, including detailed formulas and worksheets designed to illustrate projected “growth” on a month-to-month basis. Through scheduled monthly office visits and follow-up phone calls, Mayer tracks each practice as they move onward and upward toward financial heights never before imagined. Truly, this isn’t hyperbole. This is fact. The bond he creates with these offices is totally amazing! They look forward to Mayer’s visits and continually thank him for the job he has done in creating success.

Over the past twelve years, Mayer has worked with more than 440 dental practices and, through word of mouth, his consulting business continues to boom. Currently he works with 34 practices of which 32 have reported significant profit increases over the last year. When you consider the horrific state of the economy, that success rate is indeed impressive! Even with all of this achievement, Dr. Levitt remains relatively unknown outside of New England. You see, Mayer never really wanted to be a big name consultant, nor was he interested in spending nights in deserted airports and lonely hotel rooms. Maybe you don’t either but yet still have an interest in passing on your own knowledge to other dentists seeking ways to grow their practices.

If this is something that sounds interesting to you, a desire to help other dentists and have lots of fun doing so, then talking with Dr. Levitt may be the perfect answer. There really is nothing like getting a big “thank you” from dentists after helping them improve their practices and, in many cases, the quality of their lives. Many who choose to consult do so as a lucrative way to transition out of their clinical careers, just as Mayer did.

Mayer is totally convinced that his “boutique” regional consulting business can be duplicated anywhere in the country. And so are we. He has begun working with select dentists in various regions who wish to transition into this fun and hugely profitable second career. As a matter of fact, Mayer has already proven his business model with a dentist from Texas (name withheld for obvious reasons).

Mayer’s plan called for the dentist (let’s call him Dr. Texas) to come up to Rhode Island and totally immerse himself in Mayer’s consulting business. Dr. Texas spent an entire week with Mayer visiting clients and listening to phone calls. In between, Mayer mentored Dr. Texas on all of the ins and outs of how to successfully run a dental consulting business. At the end of the week, Dr. Texas had the knowledge as well as the materials to take home and start his own consulting business. No question about it – Mayer has developed the most comprehensive set of manuals and systems designed to help dentists increase the success of their practices!

Even upon Dr. Texas’ return to the Lone Star state, Mayer continues to make himself available for unlimited e-mail and phone support. He also taught Dr. Texas how to locate dentists most likely to become his clients. He’s helped him every step of the way and now Dr. Texas has gone full bore with his own dental consulting business and has an impressive list of dental practice clients of his own!

After Mayer successfully trained Dr. Texas, word spread quickly and two more dentists (one from Georgia and one from Nevada) completed Dr. Levitt’s program. Right now, with Mayer’s full hands-on support, each is in the process of setting up consulting businesses in their respective regions. No doubt these will be two more impressive success stories! A dentist in New Jersey will be starting Mayer’s program shortly and two more dentists have contacted him to start training as well. We’re convinced smart dental practices in these states will be better for it.

His business is growing rapidly, and since he only works with one dentist per region, this is an opportunity you want to consider taking advantage of right now. Mayer is currently looking for a dentist who may be toward the end of his or her clinical career and is ready to try something new, incredibly rewarding, and a lot of fun.

But before you go selling your handpieces and articulators on eBay, there are a few things you should know.

Between his consulting business, his golf, and his family, Dr. Levitt is a very busy guy. If you are interested in this idea, he would love to speak with you. But quite honestly, Mayer would prefer not messing around with individuals who aren’t completely committed to the exploration of this new path. He’s got jazz piano lessons and a forty-foot sail boat, for crying out loud! This is a real business opportunity, so unless you are truly interested in becoming a consultant who helps dental offices thrive, please don’t pursue this.

Also, Mayer is going to be extremely selective regarding who gets this information. As you can imagine, his reputation is at stake. If you presently have or have had a very successful dental practice and you want to do something outside of clinical dentistry, you are probably someone who should speak with Mayer. If you have floundered around and just never really achieved much success in dentistry, this is probably not for you!

If you get to speak to Mayer and everything “feels right” between the two of you, he will invite you to Providence, Rhode Island, where you can observe him in action as he works with his own dental practice clients. By visiting with Mayer, you and he should certainly be able to determine whether or not this is for you. Once you see this man (and the overwhelmingly gracious response from his clients), you’ll understand why he’s the best at what he does.

If you’re interested in taking the next step, please feel free to give either Dr. Richard Madow or Dr. David Madow a call at 1-800-258-0060 and they’ll be happy to fill you in a little more. They’ll also set up a phone call between you and Mayer. If you prefer, you can reach Mayer directly by either calling him at 401-421-3615 or just send an e-mail to jodena@cox.net.

If you have ever wondered what it would be like to make a very nice living in dentistry but not necessarily as a wet fingered dentist, this could truly be your golden opportunity!

Become the Expert Dentist with a Press Release!

Here is a great idea that you should try as soon as possible in your dental practice.

Have you ever watched the Today Show or any of those other morning network shows? Let’s say they are doing a segment about depression. Typically, what they will do is have an expert on the show who can talk to the viewers about some aspect of depression. Perhaps the expert will talk about the “Five Warning Signs of Depression,” or maybe will reveal some “Safe Natural Cures for Depression.”

Is that “expert” who is being interviewed by Matt Lauer necessarily the smartest or the most qualified person to talk about depression? Most likely NOT!!! There are probably hundreds of people in the country who know more than this expert. So how did this particular person wind up on the Today Show and the others did not? Again, it comes down to simply knowing how to get the proper publicity!

Have you ever turned on the local TV and seen one of your colleagues being interviewed about dental implants? Or have you opened up your local newspaper and noticed a full-page article on whitening and the dentist down the street was the one they quoted? They made him look like he was the damn authority, didn’t they? How did you feel? I bet you were a little pissed off that they didn’t come to YOU for this information, right? You probably even know more than the schmohawk that they interviewed! Well, the only reason that you did not get the publicity is that you didn’t know how! Again, it’s that simple.

Dr. Mitchell Josephs has figured out how to get all of the free publicity that he wants down in Palm Beach, Florida. You’d better believe if the press in South Florida wants to do a story about snoring, gum disease, removable grills, or what to do in case of a dental emergency, they are going to contact Dr. Mitchell Josephs! Again … it’s not that he is necessarily the best dentist in Palm Beach (although I know he is pretty damn good), it’s just that he knows what to do to be known as the “expert” in his area!

How about you? Are you ready to become the local expert? I hope so, because you would not believe how many patients you will have knocking on your door once you are perceived as the expert. It’s insane. Think about it. Everyone wants to go to the “best dentist in town.” Are you the best? It doesn’t matter! The only important thing is that you are perceived as the best!

You may be thinking … “What can I do to become the local expert in ______________ (fill in your city here)?” Well, there are multiple things you will need to do. But the good news is that many of these are totally free! But I don’t want to get you scared so we will start slowly with just one very important thing. It is called a press release. It’s simple but powerful. A press release is generally a short (one page) piece of information that would be of interest to the public. If you want to become known in your area, you need to first write a press release and try to get it published in your local paper. I will now take you through it step by step.

First of all, you need to decide what you will write in your press release. Let me make this easy for you. It should be on a topic that not only the public would be interested in, but something that you have an interest in as well. For instance, if you have no interest in doing dental implants, do not write a press release about them (unless you want to have tons of potential implant patients knocking at your door)!

OK, let’s pick a simple topic for illustration purposes. We’re going to write about the effectiveness of over-the-counter whitening systems. How many times do your patients ask you if the tooth whitening kits at the local Target store are any good? I bet all the time. People want to know this stuff.

So you’ve got your topic. Now you need to think of a title. The title has to catch the editor’s attention. How about if our title is something like … “Do Over-the-Counter Tooth Whitening Systems Really Whiten Teeth?” That’s fairly catchy, isn’t it?
Now, I know you would like to sit back and have me do all the work for you but, sorry to say, it’s time for you to get your creative juices going. Here’s what I want you to do. Write a one-page “story” that will teach the readers exactly what they need to know. Tell them that the over-the-counter systems are very weak and could work fairly well in limited situations. Discuss why the concentrations of the “bleach” have to be weak. Maybe suggest which people would be best suited to trying over-the-counter whitening. Then tell who it’s not good for!

Make the story interesting and write in lay terms. No dental jargon! Write it in the third person, occasionally using your name. For example, you might say, “According to Dr. Jerry Katchke of Cliff Street Dental Associates in Columbus, many people get frustrated with these over-the-counter whitening systems because even if they work, the results do not last as long as most in-office products.” Be sure to talk about the whitening kiosks that are springing up in malls across the country too!

A few tips. Please do not make the story a blatant sales pitch for your office. If you do, it will not get printed! Make it pure information. Limit it to one typed page. At the top left, type the words “For immediate release.” This lets the publisher know that they are free to print this right away. At the top right, type your contact information. It can be your name, e-mail address, and phone number, or that of a team member. Either is OK.

Your headline should appear in Bold Letters! Then comes your story on over-the-counter whitening. At the very end of the story, type three pound signs like …
# # #

This tells the publisher there is no further copy.

Before you bring your press release to the publisher, be sure to have a proofreader check for typos, inconsistencies, grammatical errors, and to make sure that it is understandable to a nondental person. A poorly written article is worse than no article at all.

So now you have the ammunition as well as the knowledge to write your very first press release. Go ahead and give it a try. Again, please pick a topic that you like and that readers will be interested in! In the above example, your office will most likely receive calls from people who are interested in whitening and are seeking more information.

Next time I will help you pick which publication to send your press release to as well as give you some tips on how to actually send it and how to follow up once you do. But in the meantime, get writing!

One more thing before I close. I want to stress how powerful getting a press release published can be for your office. Because once you get one published, that is only the beginning to becoming the “expert dentist” in your area. I really hope you follow through with this step.

The Madow Brothers love teaching dentists! For more information on how to “Love Dentistry, Have Fun and Get Rich” check out www.madow.com.