Patient Spouses and Your Treatment Plans: The Truth
"I have to go home and talk this over with my husband / wife." If you haven't heard that statement before, then you are either brand new to practice OR you are in a Medicare/Medicaid practice where there truly is never a discussion about a fee. Our readers are rarely either of those two things. Since almost 100% of our readers are either fee for service OR are trying [...]
The Top Markets for Dental Implants Right Now
The Top Markets for Dental Implants Right Now Where are the biggest opportunities in implants right now? Firstly, let's look at where the opportunities aren't for full-arch implants right now and that is in the top 40 biggest markets in the U.S. If you don't already know your Nielsen DMA number, it's time to find out WHERE you sit on the DMA list for the country. This is a OBJECTIVE [...]
Dental Case Acceptance: How To Sell 50 AOX Arches Per Month
Dental Case Acceptance: How To Sell 50 AOX Arches Per Month Sound crazy? Well, it’s possible and it’s happening out there right now in private practice land AND knowing how to do this is possible for you too. We’re pleased to offer a new ON-SITE / IN YOUR OFFICE Sales Training in how to predictably sell 30-50 full-arch cases month after month. We bring the training to you because it's far [...]
Medical Billing for Dental Implants: Best Practices
Medical Billing for Dental Implants: Best Practices Medical insurance billing for dental implant services is one of the most complex and challenging processes in the medical reimbursement arena. Dental implant reconstructions require a high level of clinical expertise on the clinician's part and involve high-tech diagnostic and treatment "armamentariums." On a per arch basis, dental implant services are lower in cost today compared to 20 years ago but, even [...]
How A.I. and Voice Search Are Transforming the Dental Implant Niche
Voice Search and Its SEO Impact for Dental Implant Practices "Alexa, find an implant dentist near me." Have you ever wondered how AI and natural language search is transforming the dental implant niche? Today's post is for you. Voice search has revolutionized SEO for dental practices, particularly for patients searching for dental implants and dentists who provide implant services. With the increasing popularity of virtual assistants like Siri, Alexa, and [...]
Dental Mastermind: Igniting Practice Growth Through Accountability
Masterminds are relevant. Napoleon Hill’s model of Mastermind groups for 10-20 business owners meeting together is a nearly 100-year-old concept that’s still going strong fast forwarding success for business owners in every industry. Why? Because if you take multiple smart individuals and put them together in a group with a highly skilled and knowledgeable coach (or several coaches), the result is not simply addition of these smart individuals’ talents but [...]
Artificial Intelligence (AI) and Local Search (SEO)
I would like to expand on the topic of artificial intelligence (AI) and dental implants, which we covered in our last post. While artificial intelligence is not intended to replace dentists, it is already changing the way patients search for implant dentists. I recommend trying the chat feature on Bing by searching for "dental implants near [your zip code]." You will notice that the results differ greatly from the traditional [...]
Artificial Intelligence (AI), Selling Big Cases and Challenging Economies
Artificial Intelligence (AI), Selling Big Cases and Challenging Economies What have I learned from 30+ years of running dental businesses and having my hand in hundreds of advanced clinical practices spending tons of money on advertising in great (and not so great) economies? Well, the No. 1 business endeavor that made the most difference economically throughout these varying economies wasn’t the practices’ advertising; it was whether a practice possessed mastership [...]
Why BCM New Teeth in 1 Day™?
Why BCM New Teeth in 1 Day™? Before we get into the topic of the power of BCM New Teeth in 1 Day™ and New Teeth in 1 Day™ (a trademarked phrases owned by Big Case Marketing LLC and licensed to our clients), let’s talk about names. Names have value. Names help sell. Names set expectations for quality. Names set expectations for pricing. Toyota, BMW, Lexus, BMW. The first things [...]
What You Need to Know About 2023 Dental Implant Ad Costs
What You Need to Know About 2023 Dental Implant Ad Costs Here’s something you won’t hear from companies pitching Google and/or Facebook advertising for full-arch implant patients. In many major markets (think top 50 metros), expensive digital ads have “jumped the shark.” In case you don’t understand the phrase, it’s referencing the 1970s hit sitcom Happy Days where in the last season as the writers were floundering in efforts to [...]
Those National Dental Implant Centers vs. You
Have you wondered what the secrets are behind the leading implant center? This is the literal 800-pound gorilla in the full-arch case segment. Undoubtedly, you see their commercials and patients ask about them. So what's their secret? How are they able to serve so many patients while your practice loses out on these cases? Let's discuss. The Real Secret As a specialty ad agency focused just on dental implant cases, [...]
Implant Advertising Lead Optimization: It WILL Break (or Make) Your Advertising
A number I derived early on back in 2005 when I started Big Case Marketing was tracking the overall close rate from all leads coming from ads for any sales above the $10,000-level of treatment plan. I looked at this both in the practice and in the sales of our advertising/consulting client base. Pre-great recession, we used to have a lot of live, in-person meetings and it was easier to get numbers out of people as it was their homework to [...]
Queen Elizabeth and Dental Implants: A Royal Lesson
The world has been enraptured by Queen Elizabeth's recent passing. Is there more at work here than is first apparent? It's been quite a spectacle. Millions "grieving" someone they never met as if they were best friends at the pub. Apple putting her on the home page as if she was Steve Jobs. Former colonies who suffered at the hands of Her Majesty's military sending condolences from afar. Weeks [...]
Why You Need To Exit the Implant Case Sales Game – Part 6
Why You Need To Exit the Implant Case Sales Game - Part 6 Today's post, the last in this six-part series (revisit Part 1 here) is about the bottom line with firing yourself and team from sales. Here are the advantages the come out of firing yourself and your team from most of the traditional way independents have had to approach the process for the full-arch implant case. Say [...]
Why You Need To Exit the Implant Case Sales Game – Part 5
Why You Need To Exit the Implant Case Sales Game - Part 5 Back to Mr. Gorilla from Part 1 of this series… Question: What are the three giant advantages that the national chain of implant centers? (This is the 800-pound Mr. Gorilla referenced early on) has had (until now) that most independents didn’t/couldn’t fully leverage/access. But there are answers. Let's discuss them. National Advantages Mr. Gorilla’s Advantage #1 [...]
Why You Need To Exit the Implant Case Sales Game – Part 4
Why You Need To Exit the Implant Case Sales Game - Part 4 Fortunately, there is a new way to break from the failed past and approach sales in a way that’s far more predictable (at least with Big Case Marketing): The pandemic was an economic boom period for implant practices who went into it with strong advertising already in place. Record months and two record years were on [...]
Why You Need To Exit the Implant Case Sales Game – Part 3
Why You Need To Exit the Implant Case Sales Game - Part 3 Even if you are an elite clinician, your personal odds of having significant success at treating a lot of cases is terrible, so what’s the solution? Here are the facts about sales as it relates to the profession and implant dentists: Implant dentists and the profession as a whole we are ‘hacks’ at selling our best [...]
Why You Need To Exit the Implant Case Sales Game – Part 2
Why You Need To Exit the Implant Case Sales Game - Part 2 It’s more than okay that most implant clinicians truly suck at sales and have almost no chance of that fact changing. All of the facts we’ve reviewed in Part 1 about sales capabilities and the odds working against great clinicians from ever being proficient at sales (85% chance against) are more than okay because the everyday [...]
Why You Need To Exit the Implant Case Sales Game – Part 1
Why You Need To Exit the Implant Case Sales Game - Part 1 WARNING: This is a multi-part blog post, but if you are truly serious about treating far more implant cases than you do now (or if you have big dreams and aspirations to have a practice with an abundance of implant cases), you’ll take the time into read, digest, and act on what follows. Part 1 of [...]
Dental Implant Practice Hiring: Sales Team Challenges & Solutions (Part 1)
How is your dental implant practice hiring going? Hiring is THE implant business topic of 2022. Whether its associates, assistants, or basic admin, hygienists, finding staff is a challenge. If we are seeking highly specialized sales staff with direct to patient sales experiences the level of difficult is many multiples of difficulty beyond basic staff. As a sign of the reality of what’s happening on the ground, almost [...]
Full Arch Program Member Gets $174K in Cases in Just Two Weeks!
Music to me and my team's ears... "Hello James: a quick update on the activity of Full Arch =Program this last 2 weeks. We closed on an U/L AO4 "Medicare" case for $40,000 USD and also on a FMRx full mouth reconstruction $45,000 which came in due to the Program advertising plus my name recognition in newspaper plus the great content you have about my skills at the website. I [...]
The Limitations of Implant Knowledge, Part 2
When you take the profession as a whole, single teeth implants are the only treatment modality most dentists have a basic understanding of and there are still docs who can't restore even a single implant. AOX Case Knowledge When we move to the partial arch case or the full arch case, even among those with good single tooth capabilities, the knowledge about full arch cases is very limited. Few [...]
The Limitations of Implant Knowledge, Part 1
When you take the profession as a whole, single teeth implants are the only treatment modality most dentists have a basic understanding of and there are still plenty of docs who can't restore even a single implant. Realty of Dental Implant Knowledge in the Profession When we move to the partial arch case or the full arch case, even among those with good single tooth capabilities, the knowledge about [...]
Understanding AOX Case Discounts
In a moment, you'll listen to one of our docs stories on how he gets full fees for cases. But first, a reality or two to consider. Reality #1 Most dentists resort to uncontrolled discounting as their only way to sell their services. Why? They simply don't know any better. Our program members completing and using the #1 big case sales training for advanced dentists understand how to reduce the need [...]
Here’s a Typical Ledger for Medicare and All-on-4
If you click here, you will find a patient ledger showing how $13,000 was collected from Medicare for a double arch AO4/AO6 patient. There's also walk through on case fees and how this be approached. There is literally is no bad outcome for getting free money for qualified Medicare patients. The Medicare Money Program is available only as part of our Full Arch Advertising Program. It is market exclusive [...]
Here’s Why Your All-on-X Website Content Doesn’t Work
I personally review at least a dozen implant practice websites on a weekly basis. Generally, I am not impressed. It's RARE to find one site in my week that currently has the right content (words, images, and photos) that patients considering a full arch of implants wants to see. What Implant Dentists Get Wrong with Content Here's what's usually there: The wrong words The wrong images The wrong photos [...]
Our Dental Implant Print Ads Have Sold…
The majority is usually wrong. Yet, most educated dentists don't even know that maxim! Here's a huge insider secret in the dental implant advertising sub niche. Newsprint via subscription daily newspaper has sold and continues to sell more dental implants world wide than any other medium (including Google) yet most in the profession are clueless of this fact. It takes the right headlines, the right copy, and the right [...]
What Is Your Plan for Full-Arch Implant Cases?
Within 18 months of founding our Program, we surpassed ClearChoice with the number of practice locations in North America. Then they opened a few new centers and went back to being #1, then we quickly regained the upper hand and have continued to add 1-2 new locations monthly. Since then, we go back and forth. And of course, outside of the industry gorilla (ClearChoice), no one else ever comes [...]
Take a Look at This All-on-X Case
Do you like the case in this image? Pretty nice, right? It's an example of the kinds of cases our AO4 doctors do routinely. While others with advanced implant training "wish" our member doctors DO. This particular case also illustrates the power of our "Medicare Implant" advertising message as this patient responded to a Medicare related treatment ad. This particular patient, alas, did not have the right Medicare plan [...]
A Noteworthy New Full Arch Program Testimonial
This recent testimonial is from one of our member locations in Northern California; just one of many super competitive markets we work and succeed in. "Hello Doctor: A note, again, to let you know how happy I am with your Full Arch Program program. It has carried me into the New Year with Great Anticipation and Hope! Even though I have many, many full arch cases, most were being [...]
What Creates 100 Full-Arch Cases Yearly?
Change is a constant. I see it in the time I've been active in the implant world since 1995. The procedures and clinical thinking has evolved (AKA changed), protocols and implant design and work flows have changed, and there have been changes on the advertising and sales side of the equation. What's Changing? In advertising, the procedure (full arch implants), there's been a few minor (and a few major) [...]
4 Advantages that Matter with Full Arch Implants
In almost every market, there are multiple practices competing for All-on-X cases. Everyone is looking for advantages that matter so they can be successful at finding their cases. Full-Arch Implant Advantages Advantages that matter can be found in the following areas in the AOX niche: #1 - Advantages in AOX advertising using sound scientific principles both online and offline. This means A/B ad testing and use of reliable headlines shown [...]
Another Secret About Medicare
Full-arch implant cases, and, specifically, the All-on-X case, is almost entirely an advertising based service. At least 95% of cases are created by advertising. Yes, occasionally there is an oral surgeon, with a hella-massive referral network, who can avoid advertising for All-on-X cases BUT most specialists, including the OMFS and PERO docs, are in the exact same boat as the implantologist. You can refuse to accept this reality but, [...]
Do What Works… Or Do What’s Insane?
We are 50% advertising agency and 50% SALES consultancy. Why? Because even with some of the very best ads in the universe (ours), economic results are greatly hindered if the practice thinks and acts like a 'classic' one presenting and treating a few fillings and crowns here and there and doing hygiene checks. The processes, conversations, behaviors, and mindsets in this environment are basically like kryptonite to economic results [...]
Guess Which Implant Ad Agency Is FIRST?
Spoiler alert! Among independently owned practices actively advertising full-arch implants (e.g. All-on-4 / All-on-X) we rank first in total locations and have been in that spot since years straight. Yes, ClearChoice, Aspen, Affordable Dentures etc. have far more locations but to us what counts are hard working entrepreneurial individuals and small groups. Why not be a part of something big and help more patients who need implant therapy? At the [...]
Can You Treat This Implant Case?
Can you treat All-on-4 / All-on-X / full arch implant cases? Want cases just like the one above? If so, how many? Why not treat a least three every month OR 1-2 every week? Or... If you are of the 'go big or go home' mindset, how about aiming for 20 arches every month? ... IF you have the stamina! The only way to find out what's possible is [...]
ClearChoice Sends Our Doctors Cases Every Week
ClearChoice is one of the best things that ever happened to implant dentistry. I explain more about this in our educational presentation on the full arch implant market, but, in a nutshell, they're "bombarding" the U.S. population with their commercials creates a higher level of awareness than any association or specialty organization has. It's not just ClearChoice advertising on the airwaves, but also this entity, and this one, and this one. Pop quiz? [...]
Diagnosis and Informed Consent in All-on-4 Advertising
As an agency, we really hate surprises. Even if we have previously been active in a market, we are still concerned about current market conditions resulting in a surprise today that didn't exist a few years ago. In normal times, things can change locally in a competitive environment within two years. Diagnosing Properly Without this kind of analysis, this is the equivalent of you diving headfirst into a lake [...]
What’s the Cost for Advertising All-on-4 Cases?
We've gone into the long list of reasons why patients want full arch immediate load implant procedures such as All-on-X / All-on-4. This procedure (or similar protocols) continues to be a winner for patients and for implant practices willing to embrace the right advertising while taking relationship based sales process serious. We've also gone over the population demographics and that the trend of terminal dentition patients wanting and needing [...]
Imagine: Getting Your Full Case Fee While Medicare Covers Up to HALF of That Fee for the Patient
Right now, there is a 99% chance AGAINST there being another practice, within your driving distance market area, that is capable of getting Original Part B Medicare patients a 25-50% treatment subsidy (up to $13,600) for their oral surgery/implant care. You read that right, up to $13,600 in FREE money for implant patients looking for someone who will happily file a Medicare claim for them as part of the same patient also [...]
With Full-Arch Advertising/Sales, There Are No New Wheels To Invent
I've gone into the long list of reasons why the public wants full arch immediate loading solutions such as All-on-4 / All-on-X for terminal dentitions. We are almost ready to go into dollar amounts required to advertise this procedure effectively but, before we go there, we will cover one final CRITICAL CONCEPT to help you understand the reality of advertising and sales of this service. Concept Review As a [...]
Advertising Realities for Full-Arch Cases: Concept #2 – Best Messages
I've gone into the long list of reasons why the public wants immediate implant procedures such as All-on-4 / All-on-X / etc. There are millions of patients in terminal dentitions and millions who will enter that category during their life and every patient in this category is interested in options. One thing is certain, they do NOT want the dentures they saw their parents suffer with (or not wear [...]
Full-Arch Implants: 1 Part Clinical + 1 Part Ads + 2 Parts Sales Process
Want to know the #1 surprise discovery I made in 2001 as it related to advertising and sales of the full arch implant case (this was before All-on-4 / All-on-X)? The surprise was how easily everything amazing that I was up to with getting a solid implant message to the public via advertising could be easily destroyed by some of the nicest, caring, friendly, most personable staff you can [...]
Medicare and Full-Arch Cases: How To Think About This Payment
Not only is the Full Arch Program the #1 antidote to ClearChoice nationally in the US but our U.S. and U.S. territory members have access to a one of a kind, predictable way to advertise for and access a treatment subsidy of up to $13,600 per patient from Medicare Original Part B. While the practice collects their full fee (Medicare Surgical Fees + Patient Out of Pocket for Non-Covered [...]
Why Nine Months Is the Magic Number…
Month nine in the Full Arch Program is what we call the "momentum" month. It's a magic month, for sure. Things start to fire on all cylinders and doctors "disappear" on me because they are too busy to talk. One of our practices that started 9 months ago recently reported a $200K collection month for their implant cases. World record for this guy AND he has been practicing a [...]
Just Say No To Dumb Discounting
FACT: The Full Arch Advertising Program with optional Medicare Medical Oral Surgery billing is the largest independent affiliation of practices delivering the much desired and much needed immediate loading dental implant solution to patients in terminal dentitions. There are many 'fast treatment' protocols and many implants out there be they premium priced or discounted that can WORK with the right case. It's even legal to design and manufacture your very [...]
The Best Advertising Mix for AOX Is…
What is the BEST ad mix for finding AOX Cases? A very good question. Ultimately, the ad mix will depend on location as well as goals with case numbers. If your goal is 3-4 arches per month, your ad 'mix' will be different from someone that wants two arches EVERY week. If you are in a market that is predictable with Medicare billing for medical necessity oral surgery and [...]
Two Things That Divide Those Who Can From Those Who Do (A Lot)
Is it still possible to treat three to four full-arch implant cases per month or even two arches every week? In most most markets, these goals are still achievable. [We verify all markets before we embark on ANY goal which is a discussion we have on our 1:1 calls with possible new member clients. More on that below.] But there is a divide between those who can and those who [...]
Self-Assessment: Is It Time for More Full-Arch Implant Cases?
Here is a self-assessment to help you decide if it's time to consider you are ready to pursue more full-arch implant cases by way of laser focused specialty advertising and for using a sales process rivals or exceeds any competitor or the local ClearChoice. Can you competently perform All-on-4 / All-on-X cases now with your last case being within the last 60 days? Do you are use computer guided surgery [...]
How Medicare Dental Implants and Oral Surgery Work In Your State
FACT: Medicare doesn’t pay for dentistry, but it can and will pay for medically necessary oral surgery and Medicare will pay some fees for dental implants as part of bone reconstruction surgery, which most dental implantologists perform. If you live in one of the following states, you can expect a Medicare oral surgery or a Medicare dental implant claim payment to be paid in 21-30 days for a Medicare Patient [...]
Why Traditional Dental Sales Is Such a Turnoff
If you never liked playing the role of salesman as defined what circulates in the profession as what constitutes dental ‘sales,’ you are not alone. Routinely what is falsely believed as how one is ‘supposed’ to sell treatment in a dental practice includes high pressures selling, sales gimmicks (if you could wave a magic wand in front of your mouth…), and often advertising big discounts or published low fees to [...]
With Full-Arch Advertising and Sales, There Are No New Wheels To Invent
I've gone into the long list of reasons why the public wants full arch immediate loading solutions such as AO4/All-on-X for terminal dentitions. We are almost ready to go into dollar amounts required to advertise this procedure effectively but, before we go there, we will cover one final CRITICAL CONCEPT to help you understand the reality of advertising and sales of this service. Critical Concepts As a reminder, CRITICAL [...]
Advertising Realities for Full-Arch Cases: Concept #2 – Best Messages
I've gone into the long list of reasons why the public wants immediate implant procedures such as AO4/6, etc. There are millions of patients in terminal dentitions and millions who will enter that category during their life and every patient in this category is interested in options. One thing is certain, they do NOT want the dentures they saw their parents suffer with (or not wear at all!). While ortho [...]
Full-Arch Implants: 1 Part Clinical + 1 Part Ads + 2 Parts Sales Process
Want to know the #1 surprise discovery I made in 2001 as it related to advertising and sales of the full arch implant case (this was before AOX)? The surprise was how easily everything amazing that I was up to with getting a solid implant message to the public via advertising could be easily destroyed by some of the nicest, caring, friendly, most personable staff you can imagine. Yes, [...]
Medicare and Full-Arch Cases: How To Think About This Payment
Not only is the Full Arch Program the #1 competitor to ClearChoice nationally in the US but our U.S. and U.S. territory members also have a one of a kind, predictable way to access a treatment subsidy of up to $12,500 per patient from Medicare Original Part B fee for service medical insurance. It's a implant marketing and case sales advantage that no other specialty implant advertising agency has mastered [...]
Imagine: Getting Full Fee While Medicare Covers 25-50% of That Fee for Your Patient
Right now, there is a 99% chance AGAINST there being another practice, within your driving distance market area, that is capable of getting Original Part B Medicare patients a 25-50% treatment subsidy (up to $12,500) for their oral surgery/implant care. The Ideal Scenario If having the ability to reduce out of pocket full mouth treatment cost for these patients by a minimum of $8,000 was predictable for your practice, IMAGINE.... Getting your full [...]
Why Serious Clinicians Write A Book (or Two)
To illustrate the importance of books to the public when positioning yourself as the “go to” expert, let’s talk about presidential candidates. EVERY presidential candidate writes a book (or two or three) when preparing to run or when running for office. Why? Well, the reasons are many. Here are just a few: To express ideas of what they would do as “leader of the free world” To engender a [...]
Do You Follow Steps To Perform Your Procedures?
What's better, randomness or following steps? ....do you randomly pick and choose steps in the procedures you perform based on your mood that day? "Oh well...today Mrs. Smith, anesthesia is the last step on my list...so sorry this will hurt you more than me...." I have little doubt that you follow specific steps to perform your clinical procedures....otherwise you wouldn't have a license and you wouldn't be reading this. [...]
Social Media for All-on-4 / All-on-X?
...in a nutshell total bunk, B.S., a waste of time and resources. The only thing even faintly close to social media that matters to a implant practice doing AOX cases are REVIEWS and PHOTOs of CASES treated that are posted/shown. When you look at all the types of advertising that we handle as an agency to find 36-100+ AOX cases annually for each client, you'll find almost no mention [...]
Kvetchers and Believability
How believable are you to prospective patients? How hard have you worked to engineer believability when it comes to advanced procedures such as full arch implants / All-on-4 / All-on-X implants? Did you know believability will either help or hinder your advertising results? Here's a story about believability in the marketplace. About Believability Six years ago, I had a conference call with two docs in an area of South [...]
Why I Became A Student of the Sales Process
Why I became a student of sales process and why ClearChoice and every implant practice owner serious about treating multiple full arch cases weekly or daily is also a student of the same. Well, tough personal real-world experience where my advertising dollars were on the line forced me to leave my comfort zone as a typical implant practitioner to find answers otherwise I had no business advertising for these patients. On my personal journey to treating [...]
Training and Intention Go Hand-In-Hand with All-on-X
The Full Arch Program is the largest network of independent and DSO implant practices delivering full arch implant care in North America. All of the details are here. It's one thing to be clinically qualified but intention (attitude and mindset) and it's role in success with these cases is also a big deal and rarely discussed professionally. There are thousands of docs with great clinical qualifications but either as a [...]
All-on-X Practice Websites: What’s Important
Recently, I had calls with several All-on-X focused docs who had either recently spent $12K plus with Einstein Dental on a website or were considering it. It’s utter nonsense to spend this kind of money on a website now, next year, or the year after and be it with Einstein, Progressive, or whoever, and I’ll go into the reasons below. Now for these two particular practices for which we [...]
Our Expertise Exclusive To YOUR Practice
When it comes to niche full arch implant service advertising, it's important to have a market exclusive relationship for both the ads bringing your cases and the strategies employed on your behalf that are specific to your market location. Here's why. What Successful Implant Marketing Takes With all All-on-X, it's a numbers game. It takes... ...so many phone calls to that lead to... ...so many consults that lead to... ...so [...]
Doctor: You and All-on-4 / All-on-X Are Not BMW, Mercedes, Lexus Nor Toyota!
While most implant dentists would rather have a root canal than discuss sales or address sales issues in their business, the reality is sales is a mandatory and serious aspect of practice operations for anyone wanting to treat multiple full arch cases on a monthly or weekly basis. You Can't Wing Luxury Patient out of pocket cost is the #1 reason that sales process can’t be ‘winged.’ The most basic [...]
Implant Case Presentation Is Not What You Were Taught In Dental School
Have you spent many thousands of dollars on implant advertising and you received leads, but not many leads ended up as cases? Is your local area saturated by corporate chains like ClearChoice, Aspen Dental, Heartland, Affordable Dentures & Implants, and others? Do you hate the feeling of being a salesperson who needs to “close” people on treatments? Does what you’ve been told related to sales in dental implant CE courses [...]
Make Your Month in 3 Days (TM) Treating Full-Arch Implant Cases
More than 80% of our advertising doctors treat from three to six arches per month. At this arch volume, these doctors ‘make their implant production’ in just 3 days. Yes, we have a smaller group who ‘go big’ and want 10-20 or even ClearChoice-level 30 arches per month but most are happy clinically administratively at the three to six arch per month volume. In the U.S. when you add up [...]
Working On Weekends
Doctors who are ambitious and driven take more CE than all the rest combined. They go to Kois, Spear, LVI, Misch, Pankey, etc. They sometimes attend CE on weekends or travel on a weekend day to get there. On a recent weekend, I met to have dinner with a group of doctors driven to help more patients with the All-on-X technique. They were in Miami to attend a course at [...]
Why I Love Young Oral Surgeons and Periodontists
Younger oral surgeons and periodontists get it! (Occasionally, older ones get wise and also get it!) In a second, we'll cover what "it" is all about. Professions are slow to change. On the whole, this is a good thing. The most change embracing group in dentistry has traditionally been the GP, especially in dental implants, but that's no longer the case. There are some specialists who are now surpassing [...]
When To NOT Use Nobel Biocare Implants for All-on-X Cases
With dental implants, there is a time to use premium and there is a time to not use premium implants. As a business owner and clinician there is a balancing act between cutting supply costs just for the sake of cutting costs versus ensuring you deliver a clinically predictable long-term result. Too often clinicians look at implant fixtures as completely interchangeable and then simply go to a lowest cost [...]
Why There’s No Such Thing As Franchise All-on-X
There are a few entities out there claiming to be "franchisors" of the All-on-X procedure as a business model. How many dental franchises can you name and point to as resoundingly successful in the profession? Different Models for Different Businesses Think of the biggest national clinic names you know: First up. ClearChoice - 100% corporate owned (now owned by Aspen). Definitely not a franchise. There is Aspen dental which owns [...]
How Credible Are You Compared To Other All-on-X Doctors?
To treat All-on-X cases regularly, it's mandatory that you have effective specialty All-on-X advertising and operate your sales process at a level similar to ClearChoice (e.g MBA Level). To treat a LOT of cases, you have to be more credible than others around you who are also advertising to the public for All-on-X cases. The more local competition there is, the more credible you need to be seen as compared [...]
Storefronts and Google Ads
A big part of All-on-X advertising is having the right "storefront" online. Tis refers to what people see digitally about this procedure and you (versus others) when they go from an ad to your website. No matter what you do to advertise or promote, patients wind up at the storefront (your website). At your website, it's about All-on-X content and All-on-X correct copy to generate a phone call. If you [...]
I Need Your Help To Heal At Least 36 More Arches In The Coming Year
I need your help so that me and my team and you and your team can heal more patients in the coming 12 months. You see...we are in the same business as you. THE HEALING BUSINESS! At the end of the day, we are here to heal patients and we do that week by week by sending patients in need of full arch implants to doctors like you who want [...]
Case Study #7: All-on-X Practice Success
We can talk till the cows come home about how many full arch implant cases we send our members annually (last year 3500!), how we are #1 in Medicare reimbursement for oral surgery/implants, how we are Google's #1 non-corporate full arch implant digital advertiser internationally (US, UK, Canada, and Australia), and or how we are the #1 national competitor to ClearChoice. The REAL proof is when our member dentists tell [...]
Top 5 Reasons Our Advertising Clients LOVE Full-Arch Cases
FACT/REAL NEWS: Money is not the main driver behind why our advertising client members pursue full arch implant cases and All-on-X cases. In a bit, we'll return to the top five motivatorsm which may resonate with you. First, let's get the economics of seeing 1 full arch immediate load All-on-X implant case every week covered. Some Basic Economics Fees for an arch ranges from $7K in Poland, $10K in Vietnam, [...]
Case Study #6: All-on-X Practice Success
We can talk till the cows come home about how many full arch implant cases we send our members annually (3500 in the latest year), how we are #1 in Medicare reimbursement for oral surgery/implants and Google's #1 full arch implant digital advertiser internationally (US, UK, Canada, and Australia) based on their objective metrics. How are network of independent practices have been competing and winning against ClearChoice for 10+ years. [...]
The Average Dentist and Terminal Dentitions
Past full arch implant clinical skills which are easy to acquire and gaining the ability to "sell" cases that cost as much as a nice motorbike or a well equipped car, unless you secure professional specialty advertising assistance, the odds are stacked greatly against you having a regular supply of terminal dentition patients looking for full arch implant answers who are also willing to write a check for the fee involved [...]
The FORMULA That Unlocks an Abundance of Full-Arch Cases
Today, I'm going to let you in on another secret. THE FORMULA that unlocks full arch implant cases month after month and year after year and that has been working for 17+ years in our longest term member's practice. The Secret Formula Previously we've covered truths about what prevents implant dentists and implant specialists from performing these life changing immediate loading modalities of implantology (or from referring their patients to [...]
Two Facts About Advertising Costs for All-on-X / All-on-4 Cases
We put full arch “All-on-X” implant cases in practices like yours every month – it’s literally all we do. The No. 1 question we get when we do this is as follows: "What’s my cost to generate these cases every month from advertising?" It's an understandable question and one that requires fact-based answers. Facts About Advertising Costs for All-on-X Cases FACT 1: The advertising cost in many markets for [...]
Medicare Original Part B Oral Surgery Dental Implant Claim Payment Proof
Everyone says, "Medicare doesn't pay for dentistry..." ...and "everyone" is absolutely correct on this item. But what "everyone" got 100% wrong is that Medicare will pay for the the repair of radiographically visible bony defects in the jaw structure that are a consequence of bony infections. Invariably implant patients in terminal dentitions have these very defects and infections visible on radiograph. Medicare DOES Pay So, yes, Medicare does pay for [...]
Advertising Realities for AOX Full-Arch Implant Cases
I've gone into the long list of reasons why the public wants immediate implant procedures such as AO4/6, etc. So, what are the marketing cost ranges to treat 3 full arch cases each month? Well, before we get into dollar amounts and ranges, there are THREE CRITICAL CONCEPTS unique to specialty implant advertising such as AOX. Critical Advertising Concepts #1: The first thing to know is that with marketing/advertising a [...]
Video: The Easiest Way To Explain All-on-X
They say pictures are worth a thousand words and videos are worth ten thousand. It's true, but in dentistry we have real issues with video. The Biggest Problems with Most Dental Videos Dental video is 99.9% too technical or simply too scary to use in promotion efforts. I’ve wanted a great explainer video for several years and today I have some good news. We’re pleased to announce a practice exclusive [...]
Full Arch (AOX) Implant Program: Are You Ready for 3 AO4 Arches Every Month?
The best way to find out whether our geographic market area exclusive Full Arch Advertising Program for AO4/6 cases (with or without the optional Medicare Medical Billing option) is right for your practice and implant case goals is to schedule a time to have a one-on-one call. We'll discuss your clinical background, specific practice situation, and personal goals with cases. The first discovery call, of course, is free. Click here [...]
I Need Your Help To Heal At Least 36 More Arches In The Coming Year
I need your help so that me and my team and you and your team can heal more patients in the coming 12 months. You see...we are in the same business as you. THE HEALING BUSINESS! At the end of the day, we are here to heal patients and we do that week by week by sending patients in need of full arch implants to doctors like you who want [...]
Case Study #7: All-on-X Practice Success
We can talk till the cows come home about how many full arch implant cases we send our members annually (last year 3500!), how we are #1 in Medicare reimbursement for oral surgery/implants, how we are Google's #1 non-corporate full arch implant digital advertiser internationally (US, UK, Canada, and Australia), and or how we are the #1 national competitor to ClearChoice. The REAL proof is when our member dentists tell [...]
Full-Arch Implant Economics: 5 Reasons Our Members LOVE These Cases
FACT/REAL NEWS: Money is not the main driver behind why our members pursue full arch implant cases. In a bit, we'll return to the Top 5 motivators which may resonate with you. First, let's get the economics of seeing one full arch immediate load All-on-X implant case every week covered. Fees for these cases range from $7K in Poland, $10K in Vietnam, to $18K-$36K in the US. Removable implant cases, [...]
Case Study #6: All-on-X Practice Success
We can talk till the cows come home about how many full arch implant cases we send our members annually (3500 in the latest year), how we are #1 in Medicare reimbursement for oral surgery/implants and Google's #1 full arch implant digital advertiser internationally (US, UK, Canada, and Australia) based on their objective metrics. How are network of independent practices have been competing and winning against ClearChoice for 10+ years. [...]
The Average Dentists and Terminal Dentitions
Past full-arch implant clinical skills which are easy to acquire and gaining the ability to "sell" cases that cost as much as a nice motorbike or a well equipped car, unless a practice secures professional specialty advertising assistance, the odds are stacked greatly against that practice having a regular supply of terminal dentition patients looking for full arch implant answers who are also willing to write a check for the [...]
The FORMULA That Unlocks an Abundance of Full-Arch Cases
Today, I'm going to let you in on another secret. THE FORMULA that unlocks full arch implant cases month after month and year after year and that has been working for 17+ years in our longest term member's practice. The Formula for Full-Arch Success In the last few posts, we've covered truths about what prevents dentists from performing these life changing immediate loading modalities of implantology (or from referring [...]
Full-Arch Cases and The Secret About Help
Here is a fundamental truth that few implant dentists understand. "The more you allow yourself and team to be helped, the more patients you and your team are allowed to help." When I analyze my top-performing doctors for full-arch cases who have been with us for more than a decade, they ALL have this same thing in common. Not only did they allow me and my team to help them [...]
MBA-Level Sales and All-on-X Practices
Why not do more cases in general in your office beyond our proven advertising? Training in the #1 advanced case sales process is a mandatory part of the Full-Arch Program that guarantees at least 3 or more All-on-X arches each month from our proven advertising. As a result, it's not unusual for practices to report selling more and bigger cases throughout their practice beyond our proven advertising due to the [...]
Case Study #5: All-on-X Practice Success
Case studies are important and valuable. We can talk till the cows come home about how many full-arch implant cases we send our members monthly and annually, how we are the longest-running specialty dental implant advertising agency in existence (15+ years), how we are #1 in Medicare reimbursement for oral surgery/implants and the #1 national US competitor to ClearChoice for 10+ years of head-to-head competition. We can also point out [...]
What Prevents Most from Doing More Full-Arch Implant Cases
When is the last time a patient wrote a check for $50,000 to your practice? What about $25,000? When I lecture in full-arch implant courses where All-on-4/X is taught, perhaps 1 out of 40 doctors in the room has seen a $50,000 check once or twice in his/her career which means 39 docs haven't seen a check like that EVER! AND... many of the 39 don't believe it's even possible! [...]
Case Study #4: All-on-X Practice Success
We can talk till the cows come home about how many full-arch All-on-X implant cases we send our members, how we are #1 in Medicare reimbursement for oral surgery/implants, #1 in digital ads served across the Google network, and #1 in Trusted Advisor Sales Process Training for advanced dentists. We can also talk about how great we are compared to all the runner-ups lagging and/or attempting to copy what we [...]
The Truth About Average Dentists and All-on-X
Here is the reality "out there" in clinical land. Very few dentists have adequate clinical training (surgical or restorative) in the newest immediate loading modalities. The list of why this is the case is more than what's possible to cover in a short e-letter. This inadequate knowledge about new full arch implant modalities and/or lack of actual training is bad for patients who interact with the average clinician. A Better [...]
Let’s Heal Patients with All-on-X
I'm an oddball. I run the No. 1 specialty advertising agency focusing on dental implants and have a lengthy clinical background outside of my unique background in the study of advertising and sales. I know that my team and my skills in advertising dental implants deliver All-on-X patients to practices AND, as a result, MORE patients are healed. If we weren't #1 in what we do, far fewer patients would [...]
Case Study #3: All-on-X Implant Practice Success
We've got yet another example of practice success for our all-on-x advertising program. This time, it's a doctor from the East Coast. Thanks to the Full-Arch Program, the doc experienced personal bests, even during the public health crisis and with tons of local competition. All-on-X Case Study Ready to see how the doc did it? Check out the case study below. Click here to have your one-on-one discussion about all [...]
Secrets In Advertising All-on-X Cases
Here's a secret critical to understand related to today's implant patients and cases and the specialty All-on-X advertising we produce, place, and manage for our member practices in the Full-Arch Program: Gone are the days when implant patients were mostly those in dentures. Yes, there are on occasion denture wearers who still need and who will buy dental implants, but the majority of cases right now are those in terminal [...]
Case Study #2: All-on-X Practice Success
Another Big Case Member Practice Implant Success Case Study? We've got one from one of our docs in the South. Thanks to the Full-Arch Program, the senior doc does JUST BIG IMPLANT CASES (50+ per year) while the two associate/partners happily work full time treating all the routine general dentistry that most of us advanced clinicians find tedious. All-on-x Case Study Ready for dental implant practice paradise? Check out the [...]
How to Treat 1-2 All-on-X Cases Every Week
Would you like to treat... THREE additional full arch All-on-X cases every month? Or, how about just one or two additional full arch All-on-X cases each week? These case goals are possible and happening right now throughout the US, Canada, UK and Australia. The Three Rules If you are a qualified clinician with implant restoring and surgical skills OR you are part of a surgical/restoring team based in the same office, [...]
All-on-X Dental Practices Live and Die By This Formula
To regularly do successful cases, a member practices in the Full-Arch Advertising Program, you will live and die by the following formula: Training (the easy part) + Niche Specialty All-on-X Advertising (done for you by us) + Ethical All-on-X Selling at an MBA business school level (taught by us to you and your team) The Full Arch Program is the only one of its kind that specializes just in dental [...]
Broken Storefronts: The Big Problem with Dental Websites
In the old days, all you had to worry about was your literal storefront. Windows, sidewalk, signage. Physical stuff. The landlord of my practice building (before I bought it) was lazy about having clean-up done regularly. I or someone on my team would be found on occasion doing whatever was necessary to make sure the storefront was in good shape. There was a bus stop on the property and, while [...]
Break Your Mental Box: Do More All-on-X Cases
The Full Arch Program remains the No. 1 independent affiliation of clinicians delivering this desired implant service in North America. All of the details are here. As we work on a market exclusive basis, as we add locations market areas close each month - one reason to take action. Don't miss out on securing your area and cases! Let's talk about the mental box issue for a moment. The Mental [...]
Scared of ClearChoice?
Most dentists are terrified when ClearChoice rides into town or are depressed that they are already "stealing" the show / "stealing my cases." If ClearChoice is in your market, it's actually a great thing. In fact, if you could have your suite next door to theirs you would be in the best position possible. Here's the truth about this company being active in a market. Benefits of ClearChoice Nearby [...]
ClearChoice and Big Case Marketing Prove All-on-X is Advertising Based
The All-on-X case is the most advertising-driven procedure to date in our profession. Patients know what "caps," "facings," "braces," "wisdom teeth," "bridges," and "root canals" are but ask them what All-on-X is and they'll give you a blank stare. Why? Essentially because of confusion on who it's for by providers and lack of awareness among dentists and patients. Explanations Matter Patients seldom know what a “dental implant” is much [...]
The $299 Dental Implant, Explained
There's ALWAYS a lower price. Ads for $299 dental implants are a perfect example. Deep discounting on the front end of dental services is common. We see it in ads of all kinds. It's a tell-tale sign of a systemic failure in the profession to address sales in a responsible manner. Dental schools have failed us on this and clinical CE programs continue to fail at this subject that [...]
When Credentials Matter
We are a profession of learners. Anyone with a license is forced to learn at least a little bit. Beyond that basic reality, we then fall into two groups: the 80% that are sort of getting by with trying to maintain their knowledge (doing the minimum) and the 20%. Step inside the top 20% of learners in the profession and you'll find this group taking 80% of the advanced [...]
Saving Money On Dental Implants with the Full-Arch Program
FACT: The Full Arch Advertising Program with optional Medicare Medical Oral Surgery billing Program is the fastest-growing independent affiliation of practices delivering the much desired and much needed immediate loading dental implant solution to patients in terminal dentitions. This includes Nobel, BioHorizons, Straumann, MiS, Implant Direct and Neodent. There are many protocols and many implants be they premium-priced or discounted that WORK. Heck, it's even legal to manufacture your [...]
Case Study #1: Big Case Member Practice Success Story
We can talk till the cows come home about how many full-arch implant cases we send our members weekly or monthly, how we are No. 1 in Google digital advertising for full arch cases (All-on-4, All-on-6, etc.), No. 1 in Medicare reimbursement for oral surgery/implants, and No. 1 in MBAL Level Sales Process Training for advanced dentists. And yet... talk is cheap. The REAL proof is when our member [...]
Full-Arch Program Clinical Mentoring: We Got Your Back!
Clinical mentoring can be your solution for selling more big cases! It's important to have clinical mentoring, especially when advanced immediate or near-immediate loading implant procedures such as All-on-4, All-on-6, Teeth Tomorrow, XPress, Hybridge, etc. are involved. In fact, clinical mentoring might be your best chance to even start selling big cases like full-arch implants. Credentials That Matter There's only one specialty dental implant advertising agency and [...]
5 Common Questions About Medicare Dental Implants
When it comes to Medicare, most people (including dentists) are under the impression that it is only for medical procedures and has nothing to do with dentistry. If more dentists knew about the Medicare Money Program, however, they would see that they can get paid as much as 25-50 percent of the total treatment plan cost for qualifying procedures. How is this possible? How could so many people be [...]
Increasing Full-Arch Implant Cases with Professional Dental Sales
Imagine if you and your team could sell professionally, ethically, and without pressuring patients at the same level as ClearChoice, the No. 1 full-arch implant (aka "All-on-X") corporate chain in the world. Would you? Of course you would. But what ClearChoice has and what you most likely do not is called "professional dental sales." Professional dental sales is the No. 1 business process missing in 95% of dental implant [...]
All-on-4 Implant Advertising Mistakes and Full Arch Implant Advertising Mistakes – The Two Biggies
All-on-4 implant advertising mistakes and full arch implant advertising mistakes are easily avoided. Today, we'll discuss the two biggest that set up many new dental implant and All-on-4 implant advertisers for failure. It’s easy for me to tell when one of the two biggest dental implant advertising or all-on-4 dental implant advertising mistakes has happened or is about to happen for a new practice seeking full arch implant / [...]
Five reasons to bill Medicare dental implants and Medicare oral reconstructive surgery right now.
Medicare dental implants and medical oral surgery -separating fact from hearsay. Medicare is the single biggest health care payer in the US yet few dental implantology practices leverage this payment system even though it could greatly help patients in their area and their practice financially. Does Medicare pay for oral reconstructive surgery? Yes, Medicare oral surgery benefits are payable for dental implant patients and are available in every US [...]
Ready for a dental implant (All-on-4) only practice?
Want a dental implant only practice? A dental implant only practice or having at least a practice with significantly more full arch dental implant cases is the dream of many clinicians. If this describes you, the above graphic literally gives away the secret to getting from where you are now to a practice with many full arch dental implant cases or to having a practice devoted to dental implantology. My [...]
Dental implant case acceptance and full arch (All-on-4) cases every month. Dr. Kathy’s story.
What led to an "a-ha" by this highly skilled Implantologist? Dr. Kathy has been building her clinical Implantology skills for years but like most implant dentists going through extensive training there was no focus on dental implant case acceptance nor dental implant advertising. The lack of specialty advertising for full arch implant cases and dental implant case acceptanc She is now at the point of sitting for the American [...]
Medicare Dental Implants: Who You Gonna Call?
Medicare Dental Implants: Who You Gonna’ Call? “Do you take Medicare?” Medicare Dental Implants May Help... This is a common phone call question that arrives to every dental practice in the country on a weekly if not daily basis. The answer 99 times out of 100 is “no” as less than 1% of US dentists are involved with the Medicare insurance system. These [...]
Dental Practice Bonus Systems for Big Case and Trust Based Practices
Dental Practice Bonus Systems for Big Case and Trust Based Practices There are a lot of dental bonus systems floating around and I’ve seen most of them. Quite a few will work for a year or two but then MOST fall by the wayside because they are too easily gamed by the participants. I’ve only seen two variations on dental practice bonus systems that work [...]
Building a Dental Team – What Google Says
Building a Dental Team – What Google Says Our member dentists successfully use Google to build their practices on many levels including building their dental team. Many are amassing large stockpiles of Google reviews using this technology that makes getting hundreds of reviews annually as easy as seating a patient in an operatory. Dentists who are trusted the most tend to have the most reviews. [...]
Flying Lessons and Dentistry-Dental Practice Advice
Flying Lessons and Dentistry-Dental Practice Advice In this dental practice advice series lets talk about how critical it is to review how you go about how you present your cases with a check-list and how you have an advantage over other dentists who have not learned how to use them. Would you personally try to fly a plane (or land it!) without flight lessons? [...]
Lessons from Dental Meetings Like the ICOI Part 1- Online Dental Practice Reviews
Lessons from Dental Meetings Like the ICOI Part 1- Online Dental Practice Reviews I’m one of the few consultants that has spent 20 years treating patients first hand. I still go to clinical dental meetings. I still keep up with new dental science and in particular I keep up with the science of implants and how critical it is to have online dental practice [...]
Believability and Kvetching in Boca Raton- Dental Practice Advice
Believability and Kvetching in Boca Raton- Dental Practice Advice In my dental practice advice series lets talk about those who complain too much. After years of observing and listening to specific situations in practices throughout the world, I can tell you there aren’t a lot of new surprises in what I hear. Being more than a decade into what I call my third career [...]
Procedure TIDAL WAVES!!! – The reality of Dental Practice Marketing
Procedure TIDAL WAVES!!! – The reality of Dental Practice Marketing In this dental practice marketing series let's discuss how all kinds of things cross yours and my inbox. I love Dental-Town and Howard as they are always pitching something through my email box that’s interesting and of benefit to a percentage of the profession. There are some amazing innovative techniques out there such as the [...]
Dental Consultants-What You Don’t Know about Consultants
Dental Consultants-What You Don’t Know about Consultants There are a lot of very good consulting programs and dental consultants and gurus out there. Scheduling Institute, Blatchford, Pride, Miles, Jameson, etc. Some are quiet behind the scenes types that you have to decrypt a special code to track down, some scream at you from a big stage using subliminal selling methods on you leaving you wondering how [...]
How many All-on-4 Phone Calls – What’s Reasonable: All-on-4 training
How many All-on-4 Phone Calls – What’s Reasonable: All-on-4 training I’m often asked “how many phone calls can I expect if we’re doing the right kind of marketing and spending the right amount of money each month for my all-on-4 cases after my all-on-4 training?” One thing to understand about “deep disability” marketing (which is what All-on-4/6/8 etc. is all about) is that when you provide [...]
The Skinny on Dental Practice Websites
The Skinny on Dental Practice Websites Recently, I had calls with several docs who had either recently spent $9,000 plus with Einstein Dental on a dental practice website or were considering it. To be blunt--it’s utter nonsense to spend this kind of money on a dental practice website in 2016 be it with Einstein, Progressive, or whoever, and I’ll go into the reasons below. Yes, I [...]
What is the Marketing Cost for All-on-4-Cases
What is the Marketing Cost for All-on-4-Cases I've gone into the long list of reasons why the public wants this procedure. So, what are the marketing costs for all-on-4-cases to see 50-100 of these cases annually? Well, before we get into actually dollar amounts and ranges, there are four big picture concepts to understand. #1 - The first thing to realize is that with marketing/advertising ANY [...]
What does it take to have 50-100 All-on-4 cases every year in dental practice marketing ?
What does it take to have 50-100 All-on-4 cases every year in dental practice marketing? When it comes to dental implant marketing what does it take to have 50-100 All-on-4 cases every year? In major metro markets 50-100 cases a year will mean you are one the top 3 docs in the area performing this procedure. In a more rural setting, you very well may [...]
Dental Patient Lifetime Value and Online Reviews
Dental Patient Lifetime Value and Online Reviews In a minute we'll get into the math of online patient reviews and dental patient online value. A big take home message from the numbers you'll see below is that it is possible in many markets and in "stealth" fashion with minimal to no paid advertising to generate most or all of a practice's NP flow just [...]
Dental Patient Financing – The Truth about 3rd Party Financing
Dental Patient Financing – The Truth about 3rd Party Financing If you drink the kool-aid put forth by 3rd party finance companies, they will convince you that you "need" to put every patient on an account and do all of your billing through it when dental patient financing. WHY? Well, because they get an amazing fee out of the deal—duh. There is also a [...]
Dental Specialist Marketing and The State of Specialty Referrals
Dental Specialist Marketing and The State of Specialty Referrals While this article series is centered on the specialist, be aware that if you are a generalist doing niche procedures, there is value for you in understanding the trends which will be discussed. Feel free to forward this article on to your specialist colleagues who can benefit. Dentistry as it relates to the traditional referral [...]
Dental Specialist Marketing and The State of Specialty Referrals Part 2
Dental Specialist Marketing and The State of Specialty Referrals Part 2 Dental Specialist Marketing and The State of Specialty Referrals Part 2 We’re continuing the discussion of changes in referral patterns and how this needs to affect thinking on the specialist part as related to dental specialist marketing. Feel free to forward this article on to your specialist colleagues who can benefit. Due to [...]
Dental Specialist Marketing and The State of Specialty Referrals Part 1
Dental Specialist Marketing and The State of Specialty Referrals Part 1 Dental Specialist Marketing and the State of Referrals Part 1 While this article series is centered on the specialist, be aware that if you are a generalist doing niche procedures, there is value for you in understanding the trends which will be discussed. Feel free to forward this article on to your specialist [...]
All-on-4 Implants
All-on-4 Implants By popular demand, here are all three parts of the All-on-4 series in one place regarding dental implant marketing. Enjoy! Recently I met with a two doc practice who has been providing implant services for 30+ years and an active client for 6+ years. I meet with them 2 times per year (5 years ago the senior doc brought in a new graduate) [...]
5 Ways to Attract New Dental Patients to Any Practice – Part 2
5 Ways to Attract New Dental Patients to Any Practice - Part 2 We are full speed ahead in the last business period of 2015 (Labor-Day to 2nd Weekend of December). This week we continue with the final 3 Ways to Attract New Dental Patients. “Way” #3 to Attract New Dental Patients Look REALLY professional. Did you know trust in the professions, including dentistry, [...]
5 Ways to Attract New Dental Patients- Part 1
5 Ways to Attract New Dental Patients- Part 1 We are full speed ahead in the last business period of 2015 (Labor-Day to 2nd Weekend of December) and I’ve decided to give you 5 ways to attract new dental patients to any practice. “Way” #1 to Attract New Dental Patients Every 90 days, mail out a letter to all your local friends, family, and [...]
Who is Your Dental Competition- Part 2
Who is Your Dental Competition- Part 2 Last week we covered the non-clinical dental competition you are in with other goods and services that have similar or greater price points than anything you do in your practice. Dentists greatly underestimate the pull of all of the other options in the market place. The wisest set-up a sales method that helps position fees and value against whatever [...]
Who Is Your Dental Competition Part 1
Who Is Your Dental Competition Part 1 You have two forms of dental competition. The one that is routinely thought of is competition with other dentists. If you are serious about performance, you’ll identify the highest performing practices in your market and list them out. More on why that’s important in Part 2 of this series. The second type of dental competition in every [...]
Should I take dental insurance or not? Part 2
Should I take dental insurance or not? Part 2 Last week we started this topic related to what’s the best avenue for most practice when it comes to fee for service dentistry and a client story was being shared to what it takes related to being 100% fee for service and dental insurance. In a moment, we’ll finish with the rest of his story. [...]
Should I take dental insurance or not? Part 1
Should I take dental insurance or not? Part 1 Have you ever wondered what it takes to be dental “insurance free?” Or why it makes sense to be “blended” with a mix of dental insurance and fee for service revenue? If so, this two part discussion will be of interest to you. Before we get into the subject matter, a few insights today from [...]
Dental Practice Marketing Calendars
Dental Practice Marketing Calendars Do you do an annual marketing plan or calendar? If you do, then consider yourself part of the elite. If you are part of the elite, I have little doubt that you get more out of your practice in less time and with less stress AND help more patients versus those who “go with the flow” when it comes to [...]
Even More about Online Dentist Reviews
Even More about Online Dentist Reviews Digital word of mouth advertising comes in two distinct types....... Digital Word of Mouth Advertising Type 1 - Online Dentist Reviews. These are customer/patient reviews about their experience posted on objective, independent, 3rd party platforms that you do not own or control. The key word here is independent. Patients and prospective patients understand there is a difference between [...]
10 Problem Solving Principles for Dental Practice Success
10 Problem Solving Principles for Dental Practice Success My Top 10 Principles of Problem Solving Problem solving principles are not taught in dental school. Dental school teaches clinical problem solving but FAILS at teaching problem solving for running a professional service business. Today you’ll get the distillation of years of trial and error about how I approach “problems” and how it can impact your [...]
Is word of mouth advertising dead? Online Dentist Reviews-Part 2
Is word of mouth advertising dead? Online Dentist Reviews-Part 2 How did Reviews “kill” Old Word of Mouth Advertising? In the online dentist reviews series let's continue the discussion about word of mouth advertising. This thing called the internet came along. Yes, the internet buried old word of mouth advertising plus many other things that are simply no longer true about how the world [...]
Online Dental Practice Reviews-Is word of mouth advertising dead? Part 1
Online Dental Practice Reviews-Is word of mouth advertising dead? Part 1 New Flash - Old fashioned Word of Mouth Advertising IS dead! But…..New Word of Mouth Advertising, or more appropriately,online dental practice reviews or Digital Word of Mouth Advertising (DWOMA) is alive, growing by double digits every year, and far better than the original. Based on review of the data, most dentists are ignorant [...]
Dental Patient Education Truths
Dental Patient Education Truths In dental patient education series lets discuss the area of truths. Ever heard of the show "Shark Tank?" It’s ABC show where entrepreneur's pitch their ideas to a panel of business experts. They grill the entrepreneur with questions about their business idea and occasionally an entrepreneur walks out with business funding (in exchange for giving up part of their business). [...]
Dental Consulting and The 5 Types of Dentists
Dental Consulting and The 5 Types of Dentists Based on my interactions with more than 1,000 clinicians, I can tell you that the profession breaks out into 5 different types of Dentists. Each one has specific ways of thinking and practicing. [If you want to understand the 3 Types of Dental Patients, you'll find it here. Knowing this one thing will have you rethinking [...]
The #1 Place Patients Read Online Dental Practice Reviews
The #1 Place Patients Read Online Dental Practice Reviews If you believe online dental practice reviews are seriously important, you'll want to finish this entire article. As I rarely invite non-member dentists to our special courses, there’s also information at the end on how you can get into a one of kind to the profession course for online dental practice reviews that normally you [...]
The One Thing You Can Control as a Dentist – It’s Not What You Think
The One Thing You Can Control as a Dentist - It's Not What You Think Dentistry in many ways is still in the dark ages. Fundamentally we refuse to learn from history especially when it comes to human behavior related to decision making and how it directly impacts dental case acceptance and fees. For more than 100 years, we've continued to try to “educate” [...]
July 3rd, International Day of the Independent Dentist
July 3rd, International Day of the Independent Dentist For US readers, the 4th of July is nearly upon us. It’s one of MY personal favorite holidays. Each year, I declare July 3rd a day of responsibility for personal dental independence and in that spirit July 3rd is officially hereby known as the International Day of the Independent Dentist. This is hands-down my most lengthy [...]
The 10 Best Dental Practice Management Monitors
The 10 Best Dental Practice Management Monitors In a moment, we’ll get to an exercise related to what you currently spend on dental marketing and how to improve your direct return (meaning production coming to you) from whatever you spend on external advertising right now. Monthly monitors are a fundamental part of good dental practice management systems. They are basic tools that yield outsized [...]
Dental Case Acceptance, Dental Marketing, and Better, Faster, Cheaper.
Dental Case Acceptance, Dental Marketing, and Better, Faster, Cheaper. You current challenges and your immense reward or potential rewards that come from your owning a business are a direct result of one or more of these words and the actions they create in the economic worlds of your patients. Technology and information drives the better, faster, cheaper process and it’s happening in spite of [...]
Dental Case Acceptance is Impacted by Hiring.
Dental Case Acceptance is Impacted by Hiring. Did you know that your dental marketing, dental case acceptance, and fees greatly affect what kind of employees you can attract and hire for the long term? If you want to permanently solve something most practice owners find as frustrating or an annoyance –the task of hiring good and even great team members WHENEVER needed, then this [...]
Dental Practice Management and Pareto’s Law
Dental Practice Management and Pareto's Law Pareto's Law - 20% of effort yields 80% of results. One of the biggest challenges in dental practice management is related to what we allocate time to and what the "to do" priorities are. You’ve probably been exposed to this 80/20 rule before or at least heard someone say it in casual conversation. It's highly doubtful that any [...]
Dental Practice Marketing Graduate advantages
Dental Practice Marketing Graduate advantages Graduates from our Dental Practice Marketing do more and better dentistry than the other 95% of dentists and report a much higher case acceptance. They get the following after graduation: *License to use Dentistry’s only check-list method for selling professional services backed by Harvard, Stanford, Yale, and Columbia Research. 20% of fee for service dentists make 80% of the [...]
Dental Case acceptance…When it is not a good fit move on !
Dental Case acceptance...When it is not a good fit move on ! In our dental case acceptance training we touch on one rule- When it’s not a good fit move on ! What’s a good fit? Well for a clinician with a high level or morals and clinical skills it is: When you can deliver an acceptable result that you’ll happily provide for a [...]
Dental Practice Advice-You Screwed Up So Now What Happens? Do you have a strategy ?
Dental Practice Advice-You Screwed Up So Now What Happens? Do you have a strategy ? Dental schools do not teach you strategies or give advice on how to deal with unpleasant surprises in your practice. You screw up, people are angry, now what? You should have a strategy for dealing with situations like this. Our members are give solid and proven advice which helps [...]
Niche Services Nirvana Revealed for Dental Case Marketing
Niche Services Nirvana Revealed for Dental Case Marketing The McAnally Selling System makes marketing for niche services easy by following our methods. There truly is a secret formula for niche cases (outside 20th century referral networks). We offer advice to our members and reveal the secret formulas for getting strong case acceptance on large cases. The niche nirvana secret formula is: Niche Website (not [...]
Dental Case Acceptance-The Good News about Hard Selling
Dental Case Acceptance-The Good News about Hard Selling McAnally Selling Rule #16 in dental case acceptance- Hard selling focuses on OUR reasons why a patient would pick a certain treatment versus their reasons. This one fact alone suggests that hard selling is a bad idea. To be blunter, hard selling isn't just a bad idea it's something that isn't necessary for case acceptance and [...]
Dental Practice Marketing- Advice about the 101 on Dental Signage
Dental Practice Marketing- Advice about the 101 on Dental Signage Dental Practice Marketing can be tricky for most dentists unless they know how to advertise their practice and expertise. I drive by a lot of Dental offices... and when I do, I mostly cringe at the incorrect ways dentists apply themselves to dental marketing and how they send out their message. No wonder consumers [...]
Dental Practice Advice- Patient Instincts -do you know how they will react
Dental Practice Advice- Patient Instincts -do you know how they will react As part of my dental practice advice and how to market and present to patients I ask my members - "Do you have any idea of how your patient is going to react to your dental marketing and sales in your dental practice ?" McAnally Selling Advice-Rule #16 -If you make the [...]
Dental Practice Marketing-How much do you REALLY want to produce? 2, 4, 6, or 8 Million ??
Dental Practice Marketing-How much do you REALLY want to produce? 2, 4, 6, or 8 Million ?? Doctor’s routinely ask “how much more dentistry” will they do if they begin using The McAnally Selling System as part of their current fee for service dental practice marketing or if they take the sales training and attach themselves to Big Case Marketing through our Elite Advertising [...]
Bombs away-Dental Case acceptance and how they sometimes fail
Bombs away-Dental Case acceptance and how they sometimes fail Every day dentists and teams let bombs (barriers to good patient decision making) blow up their dental case acceptance and treatment recommendations . The sad part is everyone sees and knows the same bombs are going to appear again and again but few do anything to diffuse them or to get out of the way [...]
Dental Practice Marketing- Do you need to redo your website Part 2 ?
Dental Practice Marketing- Do you need to redo your website Part 2 ? In dental practice marketing we often get asked how often do I need to redo my website. The answer in a nutshell is like it or not websites have to be redone and usually more often than we would like.When it comes to appearances of websites, they continue to evolve and [...]
Dental Practice Marketing-Redoing your website and how often ?
Dental Practice Marketing-Redoing your website and how often ? In dental practice marketing a key question is how often should you redo your website ? Answer – more often than any of us would like. We’ve just been through a complete re-design of our website as part of an upgrade of what was already the professions #1 ethical sales training course for selling professional [...]
Dentistry News- Buffett Says to Dentistry Get Off Your..
Dentistry News- Buffett Says to Dentistry Get Off Your.. Breaking Dentistry News........Warren Buffett says that Dentists should get off their...... ....Keesters! Yesterday during my treadmill warm up at the gym (I’m there M-F by 3 pm), I caught Warren Buffett’s interview at the National Automobile Dealers Show. The NADA is sort of like the ADA except they actually demand that their members market and [...]
Dental Practice Advice-Hey doc, this is awkward…
Dental Practice Advice-Hey doc, this is awkward... One of the main rules we like to impart to our members through our dental practice advice is: McAnally Selling Rule #14 – Eliminate awkwardness and more patients win. Awkward; causing or feeling embarrassment or inconvenience. If something has happened in a patient relationship or in the early stages of prospective patient relationship that’s created or is [...]
Dental Implant Marketing-For dental implants- media helps
Dental Implant Marketing-For dental implants- media helps The dental implant economy has recovered completely. Better than it was even before the 2008 recession. Sadly, while it’s feast time for a small crowd of implant oriented practices who know how to correctly apply dental implant marketing using our strategies, most who dream of doing these cases aren’t. It's even more unfortunate that thousands are lining [...]
Ethical Selling Dentistry-Professionals don’t take orders
Ethical Selling Dentistry-Professionals don't take orders In my ethical selling dentistry system we do not take orders........we take the lead gently and lead our patients to realize what it is they actually need to help them to better dental health by using my proven sales system. McAnally Selling Rule #13 –Professionals don’t need or have to take orders. Frequently from the podium, you’ll hear [...]
Who else is disappointed in their dental practice marketing results?
Who else is disappointed in their dental practice marketing results? A common refrain, “I wish my dental practice marketing performed better.” Yes, there’s a lot of bad dental marketing that goes on. That is often the issue. Then at other times, it’s pretty good marketing but it is that they failed to prioritize and exhausted their resources (time and money) on the wrong activities. [...]
Dental practice management-Associates and practice owners with associates who whine
Dental practice management-Associates and practice owners with associates who whine When it comes to dental practice management the mumero uno complaint from practice owners – “My associate doesn’t do enough dentistry or doesn’t sell enough dentistry.” Invariably there are two things absent from these practices. Absent item #1 – no sales training/no selling system. Absent item #2 – not understanding that a big key [...]
Dental Marketing Ideas-The best questions are…..
Dental Marketing Ideas-The best questions are….. McAnally Selling Rule #11 in dental marketing ideas - Dumb questions are the best questions. Getting a patient to ask questions is always better than blathering at a patient until their ears turn blue! Remember, EVERYONE but another dentist is a layperson. I advise my clients who have patients with larger needs to have a check-list they follow [...]
Dental Practice Advice on Dental Colleges, Boards, Consultations, and Your Competition
Dental Practice Advice on Dental Colleges, Boards, Consultations, and Your Competition Here is sound dental practice advice: The Dental industry…like many industries, functions in a bubble. Each has its own economy, politics, and agenda. …and like many industries, Dentistry as a profession is segmented. [As a very important aside, your patients as consumers of dentistry are becoming more segmented based on demographic need and [...]
In dental practice marketing a great presentation is key….
In dental practice marketing a great presentation is key.... In dental practice marketing my McAnally Selling Rule #10 is: Give a great presentation before you give a presentation. As part of any check-list system for selling in dental practice marketing, it’s up to you or a well-trained team member to guide the patient through leadership based discussions about what you are seeing in their [...]
Dental Practice Advice-The economy is back…..
Dental Practice Advice-The economy is back….. I ask my members to take my dental practice advice and use the recovering economy to cash in on it. There’s little doubt that the U.S. economy is picking up speed much to the chagrin of at least 50% of politicians. Consumer prices are ticking up. Wage pressure is on. I will bet $100 to anyone reading this [...]
Dental case acceptance-Who is doing the Talking ?
Dental case acceptance-Who is doing the Talking ? In dental case acceptance it is imperative the the patient is interacting with the dentist and involved in the discussion. A patient doing nothing but listening is going to get bored and disinterested by the time you can stop talking. You are likely to lose the case if the patient is not involved in the discussion [...]
Dental Implant marketing and expensive technology..
Dental Implant marketing and expensive technology.. In dental practice marketing, utilizing your new high tech CBCT unit and making it pay for itself are a must. There’s no doubt that for those who are truly serious (or want to be serious) about ortho or implants, cone beam CT is the new standard. It makes diagnosis and treatment planning more certain and eliminates a lot [...]
When It’s Safe to Assume using Dental Marketing Strategies
When It’s Safe to Assume using Dental Marketing Strategies Using dental marketing strategies and a proven checklist will prevent you from assuming too much and blowing up a case presentation. Assume – taking that something is going to happen or is the case, without proof. We assume things all the time in our daily interactions with patients (and staff). Assuming has a very close [...]
Dental Practice Advice-What the ADA won’t tell you-
Dental Practice Advice-What the ADA won’t tell you- Let's touch on some dental practice advice which all my clients know about already but the ADA certainly won't share with you. Dental insurance has played an amazing role in the profession and in the good it has done for millions patients over the years. If we back up in time to when this employee benefit [...]
Silence is deadly in dental case acceptance. How to deal with it in patient interactions.
Silence is deadly in dental case acceptance. How to deal with it in patient interactions. In dental case acceptance silence can be deadly when dealing with case presentation. To the untrained silence results in discomfort. It is human nature to fill uncomfortable pauses and silences in conversation with something else. Usually that something else is to simply “talk AT” people instead of initiating some [...]
Dentistry News and Harvard Business Review ….
Dentistry News and Harvard Business Review …. In dentistry news it is important to keep an eye on reviews from experts in the business field. During the midst of the last recession Harvard Business Review published a review of the most important consumer trends being slowed and accelerated courtesy of the recession. A number of the accelerated trends have only sped up and become [...]
In Dental Practice Marketing Don’t Whine about Selling
In Dental Practice Marketing Don't Whine about Selling Are you whining about how hard it is for you in dental practice marketing ? If you are you should stop. Dentists have it so easy compared to other industries. Step inside any organization that is truly sales driven where the entire organization lives or dies by sales and you will find non stop building of [...]
Dental Marketing Strategies…why BMWs and iPHONES sell themselves
Dental Marketing Strategies...why BMWs and iPHONES sell themselves Why our dental marketing strategies should emulate large company marketing such as BMW or Apple. Chances are a dentist you know (perhaps yourself) owns a BMW. Most certainly someone in your office owns an iPhone. Ask owners of these devices to name why they’ve bought one (or more) over the years and at or near the [...]
Dental Practice Advice and Avoiding Buyer’s Remorse
Dental Practice Advice and Avoiding Buyer’s Remorse In my dental practice advice I tell my clients that we need a checklist and proper systems in place so we never have an unhappy patient. We’ve all been there. You perform some treatment that is clinically acceptable, ethically within reason, and functioning properly and now months later the patient is unhappy and says “I wished I’d [...]
Dental Practice Marketing-Are you too professional doc?
Dental Practice Marketing-Are you too professional doc? When marketing for the dental practice one has to be aware that you are communication effectively and clearly with your patients. Thankfully, most doctors are professional and should remain just that–professional. But unfortunately, many very good ones and many with amazing clinical skills aren’t seeing the number of patients that they could be NOR do they do [...]
Dental Practice Advice-Real Problems v. Imagined
Dental Practice Advice-Real Problems v. Imagined Would you like some dental practice advice from a professional ? Manage your TIME ! I’m a big fan of Dan Sullivan at Strategic Coach who developed the concept of 10X thinking for entrepreneurs. Most dentists are trapped in 1X thinking in an age where 10X and even 100X is possible; even for dentists. To reset your thinking, [...]
Ethical Selling Dentistry-correctly presenting a case
Ethical Selling Dentistry-correctly presenting a case In ethical selling dentistry, even though you might be the most advanced skilled clinician, if you don't know how to present and listen to the patient, you most likely will blow up the acceptance of the case. If you’re a clinician with advanced niche skills, the clinical questions you ask yourself that lead to an appropriate sequence of [...]
Dental Practice Advice and the Reality of Change
Dental Practice Advice and the Reality of Change Here is some dental practice advice........embrace change and make changes in your dental practice ! I love change and have set up my business and my home life to accommodate it because it’s the only variable in life we can count on as being consistent! Change comes in 2 forms: Welcome and Unwelcome Often times, it’s [...]
My dental practice advice ? Skip Resolutions
My dental practice advice ? Skip Resolutions This may be unusual dental practice advice by why not skip the resolutions this year and apply my ten rules instead for a more satisfying life in dentistry and personally. Nothing makes me happier than having the ability to get what I want both for myself and for others. Give and take is the highest form of [...]
In ethical selling dentistry no is just as important as yes..
In ethical selling dentistry no is just as important as yes.. In ethical selling dentistry and dentistry sales the word no is just as important as yes ! If the patient is saying no after you have gone through your proven sales system and check- list then that patient has shown that he is not the right fit for you. You can read more [...]
Ethical Selling Dentistry-What holidays can teach every dentist about selling
Ethical Selling Dentistry-What holidays can teach every dentist about selling The holiday season always highlights how the ethical selling process works. This time of year there's a lot to learn from all the holiday activity going on around one's practice. Tons of science at work creating demand and buying. Is it ethical selling ?? Deadlines, discounts, exclusivity, limited availability, real and perceived scarcity, and [...]
In Ethical Selling Dentistry-Are you getting your patient’s story ?
In Ethical Selling Dentistry-Are you getting your patient's story ? One of the bare basic foundational “secrets” to ethical selling dentistry is listening and getting your patient’s story BEFORE you give an answer. Existing patients, new patients, and consults are all ready to tell their stories that help you to help them but if you do not have a method or system in place [...]
Dental Practice Management-Are you attending high end courses?
Dental Practice Management-Are you attending high end courses? My dental practice management advice to members is: If you are attending any of the following courses you can use the knowledge you are learning to help pay for these advanced courses............. Are you attending Kois, Pankey, LVI, Scottsdale, or Spear Courses? Familiar names. Some of the best courses on the planet. Attended by the best [...]
Dental Practice Sales-REAL you versus ROLE you
Dental Practice Sales-REAL you versus ROLE you In dental practice sales you must separate the role you play as a competent dental clinician from the person you really are outside of the practice, the real person whom everyone else knows in your personal life. The difference between the REAL-you versus ROLE-you These two words create a lot of issues for dentists. Too often we [...]
In Dental Practice Marketing- The Dental Buck Stops………..
In Dental Practice Marketing- The Dental Buck Stops........... Do you know that in dental practice marketing you are the star of the show !! An old phrase, popularized by former President Harry S. Truman. Truman kept the phrase on the oval office desk reminding him that many decisions, regardless of the input of advisers or experts, were ultimately left to him (and his instinct). [...]
The Independent Dentist-Is the Solo Dental Practice a Dinosaur?
The Independent Dentist-Is the Solo Dental Practice a Dinosaur? Some think that the independent dentist or the solo dental practice is a dinosaur. American dentistry is trending toward more group practices doing more insured dentistry for lower fees. Some believe that independent dentists and solo practices, offering custom fee-for-service treatment, are waning. Big Case Marketing believes the opposite. We see solo practices which have [...]
Dental Practice Advice-Accurate Thinking of Dentists. Only 5% Get It.
Dental Practice Advice-Accurate Thinking of Dentists. Only 5% Get It. When I share some dental practice advice one of the topics that comes up regularly is the subject of time. We’re all in a battle to create time to think, to do work that fulfills us, and to have time for the myriad other things too (e.g. family, hobbies, etc.). During my waking hours, [...]
Dental Practice Marketing and Advertising
Dental Practice Marketing and Advertising In Dental Practice Marketing is advertising an expense or investment? Only a few years ago, advertising by dentists was prohibited and the playing field was level for all. But things have changed and dental practice marketing and advertising has become a necessary expense for dentists in private practices who want to remain independent of insurance dictates and who don’t [...]
Selling and Financial Controls in Dental Practice Management
Selling and Financial Controls in Dental Practice Management In dental practice management-did you know that embezzlement continues to be an issue for practices for far more dental practices than necessary? At least once a year, a high performing client producing and collecting a lot winds up getting a major surprise related to money that’s been siphoned off from the practice. Usually, it’s after several [...]
Ethical Selling Dentistry-Sales Training for Dentists
Ethical Selling Dentistry-Sales Training for Dentists For many doctors their advanced clinical skills are never fully utilized because they lack ethical selling dentistry sales training! They report not getting the fees they deserve for their cases OR are stuck at a " case ceiling" limit above which their better and best treatment plans are not accepted as often as they would like. These common [...]
Dental Practice Marketing- The New Rich and Dentist Lifestyles
Dental Practice Marketing- The New Rich and Dentist Lifestyles Correct dental practice marketing leads to a better lifestyle, more time to do what you enjoy, and doing more case treatments that you like to do in your practice. Author Tim Ferris spends a lot of time talking about “the New Rich” in his series of books that weave together technology, time management, work behaviors, [...]
In dental marketing strategies a mailer gets more attention than postcards
In dental marketing strategies a mailer gets more attention than postcards In my dental marketing strategies I have found that a Direct-to-Prospect Mailer gets more attention than postcards. Best results from a direct marketing campaign depend the number of people who see it. At 11" tall and 17" wide and folded in half the Big Case Marketing Direct-to-Propspect mailer is considerably larger than any [...]
Dental Marketing Ideas-Harvard, Yale, Stanford and The McAnally Selling System
Dental Marketing Ideas-Harvard, Yale, Stanford and The McAnally Selling System I have developed my dental marketing ideas based on a proven behavioral science as taught by Harvard, Yale and many other well known institutions. Ellen Langer, Ph.D. was featured in the NYT last weekend. It is nice to see a researcher whose work has been directly pulled into the selling system that I teach [...]
Free dental marketing-To Yelp or Not to Yelp?
Free dental marketing-To Yelp or Not to Yelp? In free dental marketing- I’d like to talk about Yelp and an unusual way to use it. As most of you know, Yelp is an online app, website, and platform that allows customers the ability to rate businesses (1-5 stars) and post their comments. It’s also where some prospects (even some ideal major prospects) go to [...]
Free dental marketing-Are your testimonials being posted on Google or Yelp ?
Free dental marketing-Are your testimonials being posted on Google or Yelp ? Here is some free dental marketing information- If you asked what the biggest opportunity that comes nearly free of charge to promote a practice that has results which become massive over time, the answer hands down, are patient reviews (success stories) posted at Google and Yelp. There are two types of reviews [...]
Ethical Selling Dentistry and what dental insurance companies don’t want you to know
Ethical Selling Dentistry and what dental insurance companies don't want you to know When discussing ethical selling dentistry what's the #1 complaint among dentists who are "trapped" in dental insurance? It's getting a full fee appropriate to their care skill and judgment. Most dentists fully entrenched in the insurance model are getting hammered on their fees and have psychologically waived the white flag on [...]
Dental Implant Marketing and How to achieve category killer status in implants and all-on-4
Dental Implant Marketing and How to achieve category killer status in implants and all-on-4 In dental implant marketing category killers in dentistry are procedures or combinations of procedures that when marketed and sold correctly eliminate most competitors and remove pricing constraints on a procedure that when performed generically is commoditized. While others doing similar (but poorly marketed and sold) or lesser (generic) procedures find [...]
Dental Consulting-My Story. A $6M Story. Your Story Is????
Dental Consulting-My Story. A $6M Story. Your Story Is???? I just returned from a private client meet up for whom I offer dental consulting. It's a long term implant/premium denture/LANAP practice. 2 doctors, 2 locations. I have been dental consulting them for 5 years. 5 years ago it was one doc, doing 1 million in one practice and 1.3 in practice two. Today it's [...]
In dental practice marketing- Would YOU pick YOU?
In dental practice marketing- Would YOU pick YOU? When struggling colleagues ask for help in dental practice marketing, often times the simplest questions peel back the layers to reveal where the underlying problem originates. For those struggling with niche and elective dentistry being paid outside of the free money coming from dental reimbursement, I'll commonly ask.... "Imagine I am a prospective patient. Now tell [...]
For Dental Practice Marketing- Take Advantage of low mail volume
For Dental Practice Marketing- Take Advantage of low mail volume Members of the McAnally Selling System use specially created mailers for dental practice marketing to take advantage of the current low mail volume at the USPS. ’Herd’ mentality has lured many businesses into entering into online-only forms of promotion, which is bad for other businesses but a great deal for you ! It is [...]
How to achieve category killer status in dental ortho marketing
How to achieve category killer status in dental ortho marketing In dental ortho marketing you can be a category killer in your specialized dentistry. Category killers in dentistry are procedures or combinations of procedures that when marketed and sold correctly eliminate most competitors and remove pricing constraints on a procedure that when performed generically is highly commoditized. While others, doing the exact same procedures [...]
The Independent Dentist and Advertising-an expense or investment?
The Independent Dentist and Advertising-an expense or investment? For the independent dentist who considers advertising......which is it........and expense or or an investment ? Only a few years ago, advertising by dentists was prohibited and the playing field was level for all. But things have changed and advertising has become a necessary expense for dentists in private practices who want to remain independent of insurance [...]
What immigrants understand about “sales” as applied to dental marketing ideas
What immigrants understand about "sales" as applied to dental marketing ideas A dental marketing idea(s) struck me recently as about every two months, like 22 million other Americans, I head to my local Home Depot. One part is out of necessity to keep a 1935 nationally registered historic art-deco house in well cared for condition and one part purely a human observation field trip [...]
Ethical Selling Dentistry and Case Acceptance Team Training
Ethical Selling Dentistry and Case Acceptance Team Training Announcing our case acceptance team training via our ethical selling dentistry course. If you are eager to help more patients back to dental health then this training is right for you and your team. We are pleased to provide the details of our upcoming live on-line course. It teaches a methodical, step by step, system for [...]
Learn how to be Happier with Dental Marketing Strategies
Learn how to be Happier with Dental Marketing Strategies Check out the newest on-line McAnally Selling System of dental marketing strategies for elective and niche dentistry. Are you going to continue to needlessly hinder your ability to help more patients? If you don't have a System for selling then you most certainly are at the mercy of every customer's random system for buying. Either [...]
Dental Case Acceptance and Barriers to Treatment
Dental Case Acceptance and Barriers to Treatment In my dental case acceptance system I show the dentists in my course how to reduce the barriers to treatment by a proven sales system based on current behavioral science used in all industries. I am the first to apply this science to dentistry. Barriers to Treatment (or deciding to have treatment) - Play out in practice [...]
Working MORE but earning less ? Dental Marketing Ideas can help !
Insurance carriers know that most dentists don't know how to apply dental marketing ideas as they apply to sales and selling their skills to the public. Many doctors are complaining that they are working more and earning less each year because the insurance carriers are relentlessly cutting fees or even refusing to pay at all. The situation will only get worse as long as the dentists put up with [...]
Dental Practice Advice- Learn from Arnold Palmer
Dental Practice Advice- Learn from Arnold Palmer It is hard to believe that you could apply dental practice advice from the famous golfer, Arnold Palmer. He always scoffed at the idea of swing gurus until he overheard a young teaching pro giving advice one winter day at the Tradition Golf Club in La Quinta, California. Doug Mauch, the director of golf back then at [...]
Dental Practice Management and Your Marketing Budget
Dental Practice Management and Your Marketing Budget In dental practice management, it’s not just about the dental marketing budget either.... In addition to this change in thinking related to marketing and the insurance company “write-off” as marketing dollars spent, it also becomes critical to move from a sales process geared for selling “all things UCR and/or free” to one that can effectively help patients [...]
Fourth of July YOUR Responsibility Reminder Day-Dental practice advice
Fourth of July YOUR Responsibility Reminder Day-Dental practice advice It’s National Your Responsibility Day, take this as dental practice advice. For US readers, the 4th of July is upon us. It’s one of MY personal favorite holidays. This is hands-down my most lengthy email of every year. Probably the most important of the year as well from a “philosophical” standpoint with how one thinks [...]
Dental Practice Management of Your Marketing Budget—the real truth. Part 2
Dental Practice Management of Your Marketing Budget—the real truth. Part 2 The most astute dentists when dealing with dental practice management of budgets (certainly many of our Program members are in that category), often have an epiphany moment when they look at their gross fee production/collection/write-off tally in a given year and find that on $1M in gross fees, $100K went to insurance write-offs [...]
Team training for Dental Case Acceptance
Team training for Dental Case Acceptance We are pleased to announce the details of our upcoming live on-line course for dental case acceptance team training. It teaches a methodical, step by step, system for ethically selling fee-for-service and niche dental procedures. The course is grounded in the most current behavioral sciences of persuasion, decision making, and the human-nature aspects of making purchases. It's the [...]
Ethical Selling Dentistry Checklist Sales Training Goes Live
Ethical Selling Dentistry Checklist Sales Training Goes Live Version 4.0 of the world's #1 ethical check list sales training for niche and fee for service dental services is being significantly updated and taught live. Summary: The McAnally Selling System™ and proven "check-list" protocol for ethical selling will be taught via live webcast over 6 sessions with each session spaced approximately one month apart. "Homework" [...]
Dental Practice Management and Your marketing budget—part 1
Dental Practice Management and Your marketing budget—part 1 In the dental practice management of marketing what should you be spending on your budget? You’ll hear the majority of “experts” state 2-4% and a smaller group proclaim 6-7% in writing and from the podium. Unfortunately, what was right 20+ years ago is 100% wrong today. Where did low figures like 2% even come from? Well, [...]
What ethical selling dentistry means financially to a practice
What ethical selling dentistry means financially to a practice Want to know what ethical selling dentistry means to your practice from a financial standpoint ? You can now join a live course that teaches a methodical, step by step, system for ethically selling fee for service and niche dental procedures that's grounded in the most current behavioral science related to persuasion, deciding, and human [...]
In Dentistry News-What’s important to know about John Kois
In Dentistry News-What's important to know about John Kois Periodically, I make recommendations related to a variety of courses and consultants in dentistry news. Some of these things are internal recommendations that give our member doctor’s marketplace advantages. Others, out of an everyday concern to elevate the entire profession. You’ll find Dr. John Kois’ presentations related to treatment planning and occlusion often mentioned in [...]
Dental Practice Advice and the Truth about Dental Alphabet Soup
Dental Practice Advice and the Truth about Dental Alphabet Soup One of my favorite activities when the niche journals arrive (implants, cosmetics, sedation, etc.) is to thumb through the section showing colleagues that have recently been granted a fellowship or diplomate status based on completion of requirements related to the discipline and to share my dental practice advice with my program members. Having a [...]
Dental Ortho Marketing and How to be a category killer
Dental Ortho Marketing and How to be a category killer Let's talk about ortho and dental ortho marketing and how to make you start out from others in your particular niche. Category killers in dentistry are procedures or combinations of procedures that when marketed and packaged correctly eliminate most competitors and remove pricing constraints on a procedure that when performed generically is commoditized. Others [...]
Take some dental practice advice-Bad Mood-Bad Dental Practice
Take some dental practice advice-Bad Mood-Bad Dental Practice It is obvious that bad moods are a bad thing, simple dental practice advice ! The problem with Bad Moods is that others around you can sense 'em. Whether it's simply behavioral cues or actual chemical processes being sensed it creates unrest and anxiety in others. Pretty much the last thing you want in your patients [...]
Independent Dentists worry-Are there too many dentists?
Independent Dentists worry-Are there too many dentists? Independent dentists often ask at professional meetings "why are there too many" dentists? While the economy is in a very unfair state, Dentistry remains a great profession ESPECIALLY for those working to accumulate advantages in their local area. This entire topic of how to create advantages that allow any dentists to win out over market unfairness is [...]
Independent Dentists and Competition -why it’s a good thing to strive for Un-equality
Independent Dentists and Competition -why it's a good thing to strive for Un-equality Independent dentists as business owner's why is it important to understand and care (very much) about the concept of becoming “un-equal’ in your market against the competition ? Because ultimately, how ‘un-equal’ you are in the eyes of the prospective and existing patient ties directly to your ability to stay independent [...]
Dental Consulting and Why many dental practice goals fall short
Dental Consulting and Why many dental practice goals fall short When considering dental consulting and how important it is to think carefully about how we spell out our goals? Because, ultimately, even in simply the way they are described and written out provide insight on what we are really looking for in life and can expect from the goal. Over the years while dental [...]
Independent Dentist and Liberty over Dental Insurance Tyranny
Independent Dentist and Liberty over Dental Insurance Tyranny As an independent dentist do you wonder why don't more dentists already have Liberty over dental insurance? For the most part it's because they have never understood they actually have a choice to make in this matter. Did you know that there are doctors practicing around you, who, at this very moment, are 100% free from [...]
Dental Practice Marketing and what you need to know about dental conformity in mindset
Dental Practice Marketing and what you need to know about dental conformity in mindset Why do some dentists using dental practice marketing tools break free from conformity in the areas that matter and others don't? At least one reason is because of the unfounded fear of leaving behind what everyone else is doing even though they are wrong. Becoming a dentist often results in [...]
End of Year To Do’s in Dental Marketing Strategies
End of Year To Do's in Dental Marketing Strategies At the end of each year dentists should look at their dental market strategies and plan what to change or improve for next year. For those in the mood to do some thinking about their practice while they relax over the holidays, the new book ‘The Dentists Unfair Advantage Volume II” is a great way [...]
Dental Marketing Strategies – The Annual Marketing Calendar Review
Dental Marketing Strategies - The Annual Marketing Calendar Review Dentists should be thinking about their dental marketing strategies and their annual review at the end of each year. The new book ‘The Dentists Unfair Advantage Volume II” is getting RAVE reviews at Amazon. Have you picked up your copy? Since the holidays are fast approaching, this month’s blogs are meant to instill better understanding [...]
Dental Marketing Ideas and What Messages to Send to Patients and Prospective Patients that Motivate
Dental Marketing Ideas and What Messages to Send to Patients and Prospective Patients that Motivate At the end of each year you should be considering your dental marketing ideas and how to motivate patients in the next year. Did you know that much of the business of your practice runs on an annual cycle and many aspects of that cycle can be best managed [...]
What scares dental patients and NOT just on Halloween-some dental practice advice
What scares dental patients and NOT just on Halloween-some dental practice advice Since Halloween is upon us. I thought it perfect timing to impart some dental practice advice and discuss a few of the things that scare dental patients all year round. I'm not saying that they literally scream with terror (although there are certainly some very anxious folks in the population who without [...]
For the Independent Dentist -Tiny excuses = big practice sabotage given enough time.
For the Independent Dentist -Tiny excuses = big practice sabotage given enough time. After interacting with hundreds of colleagues most as independent dentists, I've observed that the successful do and think a lot differently than those who either struggle or underachieve. This doesn't mean that the successful independent dentists are necessarily better doctors ...but one thing is very common amongst them which is they [...]
Dental Practice Time Management-How is time spent ?
Dental Practice Time Management-How is time spent ? Where you allow your time to go in dental practice time management is important to the well-being of your practice and lifestyle. Want to know some personal secrets? I watch almost zero network television with the exception being an addict to presidential debates. Nor do I follow sports beyond a glance that section in the paper [...]
Dental Practice Advice-Money, Needs, Wants, and Happiness.
Dental Practice Advice-Money, Needs, Wants, and Happiness. Money and Dental Practice Advice.........Here are a few tidbits........... You need it to live... and we've all heard, "Money doesn't buy happiness." If that was the only story, why would anyone spend so much time making it? ...and why is it hard for too many to engineer their week to earn it in a set period of [...]
Dental Marketing Ideas-Elegant Marketing Is Dope
Dental Marketing Ideas-Elegant Marketing Is Dope One of my key dental marketing ideas is that keeping it simple and elegant gets the job done and the patient more likely to accept your case presentation every time. Elegant is an under-used word and operational mindset in today's world. -Here's one of the official definitions: -Displaying effortless beauty and simplicity in movement or execution -Refined and [...]
Patients Like “Simple” in Dental Case Acceptance
Patients Like "Simple" in Dental Case Acceptance As ethical doctors, we must diagnose, recommend, treat, and re-examine in everything we do, including case presentation and dental case acceptance..... ...and there's another side to it. Patient perception equals reality. (If you want more in depth reading on this check out my new book on Amazon). Patients look for any reason justify their fears and skepticism. [...]
Lessons from Strawberries in ethical selling dentistry
Lessons from Strawberries in ethical selling dentistry In my new book (available at Amazon.com), I talk a lot about readiness when it comes to ethical selling dentistry and marketing as well as the three types of patients that exist. Recently, something crossed my desk from a friend who works in another health arena related to the strawberry patch he maintains in his backyard. To [...]
In Dental Practice Marketing You Have to Plan around Seasons
In Dental Practice Marketing You Have to Plan around Seasons Are you REALLY open for business? In dental practice marketing you have to be aware of the highs and lows based on the seasons of the year. Every year we go through pretty much the same routine related to the windows of business that come and go. These windows open and close based on [...]
Dental Marketing Strategies and Handling Patient Negativity
Dental Marketing Strategies and Handling Patient Negativity In dental marketing strategies you will have to be ready for patient negativity and BS ! There's almost always some controversy surrounding different branches of health care including us as dentists. It's the reality. Some apples go bad. Most recently there was a story about how many practices with new types of 3D radiography were over-radiating patients. [...]
The Personal BS O’Meter for the Independent Dentist.
The Personal BS O'Meter for the Independent Dentist. As an independent dentist there are many ways that the minority in the profession who attain advanced clinical skills, credentials, or specialty training try to be successful at providing a higher level of services to patients who have serious dental problems. It takes a lot to attain the clinical skills and it takes even more non-clinically [...]
Leaders -Made not Born in dental practice advice
Leaders -Made not Born in dental practice advice In this dental practice advice observation, I have realized that leaders and made, not born. Behavioral scientists have figured out that prodigies almost never exist. There's that one in a 100 million be it very special brain or brawn but most who become great start out simply as above average. Years of dedicated study resulted in [...]
Dental Practice Marketing for Denture Fountain of Youth™
Dental Practice Marketing for Denture Fountain of Youth™ Remember how I've discussed Denture Fountain of Youth™ in dental practice marketing in the past? That topic is on my mind as I just spent a half day in private consulting where we were discussing the results from customized dental practice marketing of Denture Fountain of Youth™ that I designed for one of our client practices that [...]
What is Your Most Valuable Asset in Dental Marketing Strategies
What is Your Most Valuable Asset in Dental Marketing Strategies When it comes to dental marketing strategies and how to improve your bottom line, what is your most valuable asset ? Dental business owners are no different than any other small business owner; they usually don't know what their most valuable asset is... Some think it's the equity in their home, or investments, or [...]
Ethical Selling Dentistry- What’s in it for ME?
Ethical Selling Dentistry- What's in it for ME? Want to know how to attract patients and to interact with your patients on a field that very few dentists ever get to play on via ethical selling dentistry ? If so, then be really good at answering the question, "What's In It For Me?" W.I.I.F.M. is very old radio frequency that everybody is tuned in [...]
In Dental Practice Advice, do you know why patients dislike Dentists
In Dental Practice Advice, do you know why patients dislike Dentists Here are the top ten reasons in dental practice advice that patients don't like dentists. #1 Presence of pain. There's no excuse of this one these days. If you hurt patients, fix YOUR issues (that includes hygienists). #2 Modalities. Predictable? Long lasting? Are you informing patients in their language and in writing for [...]
Dental Practice Time Management & Getting Past Personal Roadblocks
Dental Practice Time Management & Getting Past Personal Roadblocks Previously while discussing dental time management we covered a slew of excuses that dentists like to trot out to make themselves feel better and to avoid taking action. This week, I'm sharing with you some information from Ms. Sydney Barrows that can help remove roadblocks keeping you from moving forward with your practice and life. [...]
Dental Practice Time Management and Institutional Mindsets of Dentists
Dental Practice Time Management and Institutional Mindsets of Dentists Are you effective in your dental practice time management and put time aside for Sales and Marketing ? Step inside any profession or industry and almost everyone inside of it thinks and acts alike. Why? Because everyone comes through similar paths to get there be it via some sort of formal or informal training. There [...]
Independent Dentist or Dependent?
Dental Practice Time Management and Institutional Mindsets of Dentists Independent Dentist or Dependent ?? For US readers, the 4th of July is upon us. It’s one of MY personal favorite holidays. This is hands-down my most lengthy communication of every year. Probably the most important of the year as well from a “philosophical” standpoint with how one thinks and operates from a foundational understanding [...]
Dentist Excuse #4 in dental practice time management
Dentist Excuse #4 in dental practice time management June is national dentist excuse month in dental practice time management. As humans, we use excuses way more than we think. Sometimes explicitly to others and more often simply in our own heads. Excuses keep us "right" or at least make us believe we are. Excuses reduce the need to think differently or change. This is [...]
Dental Practice Time Management-Dentist Excuse #3
Dental Practice Time Management-Dentist Excuse #3 When it comes to time and dental practice time management, June is national dentist excuse month ! As humans, we use excuses way more than we think. Sometimes explicitly to others and more often simply in our own heads. Excuses keep us "right" or at least make us believe we are. Excuses reduce the need to think differently [...]
Dentist Excuse Quote #2 in dental practice time management
Dentist Excuse Quote #2 in dental practice time management June is national dentist excuse month as it applies to dental practice time management. As humans, we use excuses way more than we think. Sometimes explicitly to others and more often simply in our own heads. Excuses keep us "right" or at least make us believe we are. Excuses reduce the need to think differently [...]
Dentist Excuse Quote #1 in Dental Practice Time Management
Dentist Excuse Quote #1 in Dental Practice Time Management When it comes to dental practice time management, excuses kill the practice's bottom line and finances. As humans, we use excuses way more than we think. Sometimes explicitly to others and more often simply in our own heads. Excuses keep us "right" or at least make us believe we are. Excuses reduce the need to [...]
Dental Practice Management-The best in business all do it…..
Dental Practice Management-The best in business all do it..... When it comes to dental practice management you should be doing this routinely- And it's called. MBWA or "Management by Walking Around" I’m taken back by how little most practice owner’s really know about what their staff are up to in the practice and MBWA is a proven way to stop the madness of being [...]
Hidden Dental Practice Marketing Costs that the Majority Doesn’t Understand
Hidden Dental Practice Marketing Costs that the Majority Doesn't Understand Some dentists say they incur nothing or very little on dental marketing costs. On those rare occasions when I speak at a regular dental meeting, I’ll often ask the audience, “how many don’t spend anything on marketing their practice?” Usually 30, 40 and sometimes even 50%+ of the room will raise their hands. Following [...]
Feeling Stuck? Here’s some dental practice advice
Feeling Stuck? Here's some dental practice advice Here is some dental practice advice if you are feeling stuck or treading water. I’m a big believer in the “keep it simple” principle. One of the worst feelings in life is to feel like your “stuck” in situations be they personal or business related and getting mental grid lock on what to do. The more of [...]
Dental Practice Advice-Amos Tversky, You, and Your Patients
Dental Practice Advice-Amos Tversky, You, and Your Patients I bet you’ve never heard of Amos Tversky or his behavioral studies as I apply them to dental practice advice-even though just that kind of study of how your patients decide things is far more important right now to you than anything going on in dental research. During a recent podium presentation, I gave the audience [...]
Dental Consultant advice-Getting more out of each day, week, year, life.
Dental Consultant advice-Getting more out of each day, week, year, life. As a dental consultant ,I'm a productivity nut. The bug bit me hard when I had an insurance driven "treadmill" practice and it stuck with me when I had a low volume/excellent productivity/minimal hour practice and it continues in anything I'm involved in now. We are in an age where it has never [...]
When the clinical and non-clinical skills are aligned using Ethical Selling Dentistry
When the clinical and non-clinical skills are aligned using Ethical Selling Dentistry Using my ethical selling system has worked unbelievably well for me when I was in practice and now for my program members who rave how well my systems have worked for them. And guess what happens when you have an alignment of: good clinical skills, decent personality, being a bit more "out [...]
Does Patient Education Work and dental marketing ideas?
Does Patient Education Work and dental marketing ideas? When considering dental marketing ideas and whether patient education works, consider the following- No beating around the bush on this....here's what "education" really means: *Consults *Case Reports *Case Presentations *Well written materials about your practice *Videos-especially simple *Hygiene visits *Emails *Snail Mail *Websites *Follow-up Calls ...the list is actually endless... AND..HERE'S THE BIG TAKE AWAY: My [...]
Dental Practice Advice and Responsibility
Dental Practice Advice and Responsibility Let's discuss in the dental practice advice arena............ R-E-S-P-O-N-S-I-B-I-L-I-T-Y. Definitely too long of a word to create another hit song like Aretha's 'Respect' but this R word is up there in importance and value. By nature, man is a paradoxical creature. We've repeatedly heard since children that actions have consequences and that message often gets lost. As adults, most [...]
Dental Practice Marketing -How’s this year’s plan going?
Dental Practice Marketing -How's this year's plan going? Annually when we review dental practice marketing, we advise all our member practices well advance of the New Year to revisit the previous year's efforts critically. Do more of what worked, test one or two new activities, and kill off what was proven by the numbers to no longer be effective. If you don't work like [...]
Dental Consultant says beware of…
Dental Consultant says beware of... As a dental consultant I urge my clients to be aware of one of the biggest secrets in dentistry that's hidden in plain sight. So.....what’s the secret? Well....here it is. "Stuff" doesn't sell itself. Worth repeating.... In fact, almost NOTHING besides those things that fulfill basic of human desires-needs (food, shelter, protection, or sex) sells itself. In the medical [...]
Dental Practice Advice-Here’s a few things CE course providers are NOT going to share with you.
Dental Practice Advice-Here's a few things CE course providers are NOT going to share with you. In the dental practice advice category so far, we’ve covered, trade journals and major meetings. Now let’s talk about clinical “CE” courses. [Once again, if there is no direct hands on surgery or lab work of some kind to be imparted with you touching a patient or a [...]
Dental Practice Advice-The hidden unspoken agenda at major professional meetings is….
Dental Practice Advice-The hidden unspoken agenda at major professional meetings is.... To continue on my dental practice advice regarding dental meetings and what goes on at them. Last week, we talked about how equipment makers and a supply houses via the courtesy of big marketing dollars have a virtual strong-hold on editorial content in the major journals. Now for the big professional meetings. Why [...]
Dental Practice Advice-What the dental trade journals don’t want you to know.
Dental Practice Advice-What the dental trade journals don't want you to know. In my dental practice advice series lets talk about trade journals and what they don't want you to know. Did you ever wonder why trade journals featuring clinical CE and/or the latest technical gear don't talk about dealing with the challenges faced with actually having patients want the procedures and the latest [...]
Dental Practice Advice-Why worrying about your competitors is a big waste of time and energy.
Dental Practice Advice-Why worrying about your competitors is a big waste of time and energy. In my dental practice advice series I tell my dentist members that worrying about your competitors is a waste of time and does not accomplish anything. Since there are practically two dentists on every block, it is very tempting to pay attention to what they are all doing. For [...]
Dental Practice Advice-it’s lonely at the top of even the smallest mountain.
Dental Practice Advice-it's lonely at the top of even the smallest mountain. In my dental practice advice series lets discuss how it can be lonely at the top. It's lonely being in charge. It's not uncommon for dentists and other small business owners as independent dentists to feel lonely in their business venture. I used to feel just like that until I cleared up [...]
The Dental Consultant and You
The Dental Consultant and You Let us talk about the dental consultant............ I truly believe most consultants in dentistry are really trying to help doctors and the profession. I truly believe their hearts are in the right place. I'm going to be bold today and tell you that most of what's out there being sold, besides the very most basic administrative systems (which are [...]
In Ethical Selling Dentistry-Consistency is Another under-rated virtue.
In Ethical Selling Dentistry-Consistency is Another under-rated virtue. While discussing ethical selling dentistry recently with program members, confidence and why it's so important was on the discussion list. Consistency is just as under-rated as confidence! Unfortunate, since consistency is a big deal in relationships and most certainly when it comes to ethical selling dentistry. If and when patients experience breakdown of any kind... * [...]
What you need to clean up and out in dental practice advice
What you need to clean up and out in dental practice advice When consulting with my dentist members some simple dental practice advice is to eliminate what you don't use regularly or need in the practice. Simplify !! It's human nature to collect what you don't need and just as easily to ignore what you could really use of value. Just completed a clean-up [...]
For the Independent Dentist-Off Means OFF.
For the Independent Dentist-Off Means OFF. The Independent Dentist as professionals and entrepreneurs are prone to think in terms of putting in lots of hours and never taking time off for a variety of reasons. Did you know that efficiency rates drop dramatically after too many hours or days in a row occur in your work (especially in thinking jobs of which yours is!)? [...]
For the Independent Dentist-Confidence is far more than clinical skills.
For the Independent Dentist-Confidence is far more than clinical skills. Often for the independent dentist, the issue of confidence comes up. Without confidence, nothing works. It is one of the most critical emotions to nurture and project yet so undervalued in the profession much to the average dentists detriment. Confidence comes from a lot of things....all a bit different for each of us. I [...]
Ethical Selling Dentistry-Dental Fees and Pricing
Ethical Selling Dentistry-Dental Fees and Pricing When it comes to my ethical selling dentistry program, I get asked about fees a lot. If you want to get into the coding side of things and UCR there are plenty of people who can analyze your fees based on zip code (one of the smart things I ever did was get Dr. Charles Blair to do [...]
Dentistry is harder today. Fact or Myth for the Independent Dentist ?
Dentistry is harder today. Fact or Myth for the Independent Dentist ? Is dentistry really harder today for the Independent Dentist ? Survey this question or hang out in the dental forums listening to the chatter and the answer you'll get from most in the profession is "fact." But is it? You'll hear that "Times are tough" and that the golden age in dentistry [...]
My dental practice advice-Visualize What You Want in Practice to Get What You Want.
My dental practice advice-Visualize What You Want in Practice to Get What You Want. My dental practice advice to program members is .......Visualize what you want and watch it happen ! You probably visualized becoming a dentist but have you lost this valuable habit. "If you can dream it, you can achieve it." Most of us are very familiar with this 'heuristic' on the [...]
Dental Practice Marketing and why dentists need “extra” skills for the new economy.
Dental Practice Marketing and why dentists need "extra" skills for the new economy. Now more than ever you need dental practice marketing strategies in place to overcome the current stagnant economy. Did you see the latest news, the unemployment rate is unchanged. As every glass is half full, the good news is at least things seem to be stabilizing. The half full part is [...]
My dental marketing ideas and Holiday Thinking – Do You Get It?
My dental marketing ideas and Holiday Thinking - Do You Get It? Here are some dental marketing ideas-Where's YOUR Holiday Head? Our Academy members know that barring some very specific instances, during the holidays it is paramount to stick to promotion being aimed at existing/current patients and prospective patients who previously requested information from the practice. Item #2 is a profound concept once understood. [...]
Dental Practice Advice-What is your story ?
Dental Practice Advice-What is your story ? In the dental practice advice series, I ask my program members.....What is your story ? Good news. The election is over. BIG lesson from both campaigns is STORY. Obama acknowledged early on that they had done a poor job of communicating the story of the things they did right. Romney was able to tailor his story to [...]
Boo! What’s Your Dental Practice Marketing Plan?
Boo! What's Your Dental Practice Marketing Plan? As we are approaching the end of year, how is your dental practice marketing plan for next year going ? I trust you are busy with the fast approaching end of year tasks of most dentists--preparing for the holidays, multiple "free" days and some planning for next year. If you are like most that last item "planning [...]
Dental Practice Marketing and Using the Media
Dental Practice Marketing and Using the Media In dental practice marketing it's not often that a national media source which reaches millions hands the dentist a home run. Usually, it's an expose showing the less savory side of the licensed professions. You know the stories: Things like orthopedic surgeons doing surgeries that don't need to be done, physician ilk that defraud medicare, and in [...]
Dental Practice Marketing-Getting what they deserve.
Dental Practice Marketing-Getting what they deserve. Most dentists get the income they deserve especially now that times are no longer easy.....and they are not in the habit of dental practice marketing Just back from speaking in Columbus to a room of about 1,000 dentists and team members at Paragon Consulting's annual client event. Paragon is a great organization for providing the basic management systems [...]
Mistakes Dentists Make with Their Wives (and Husbands!) in dental practice advice
Mistakes Dentists Make with Their Wives (and Husbands!) in dental practice advice In my dental practice advice series let's touch on mistakes dentists make with their significant others in regards to the business. Owning a dental business / being an entrepreneur is lonely and it's virtually impossible for a non-business owner to understand what it really takes to succeed. That is why I avoid [...]
Dental Practice Marketing & Vicious Cycles……Excuses Don’t Cut It.
Dental Practice Marketing & Vicious Cycles......Excuses Don't Cut It. In discussing dental practice marketing and the excuses I hear while marketing systems are not being implements- they are almost always lame. I'm always in a state of revision and tweaking of materials either promotional or case acceptance related that our members actively use. In fact, just this week, as part of our online McAnally [...]
Dental Practice Advice about Inaccurate Thinking
Dental Practice Advice about Inaccurate Thinking In my dental practice advice series lets touch on the subject of inaccurate thinking. If you used to do well but are struggling or are experiencing a decline, today's post is for you! "...But I've been doing it this way for years!" Bad, bad, bad!! This way of inaccurate thinking will not bring back the good old days [...]
Why Dentistry IS a hard sell….without Ethical Selling Dentistry
Why Dentistry IS a hard sell....without Ethical Selling Dentistry If you don't apply ethical selling dentistry in your practice, it makes it so much harder to close cases. The sooner you "get" this, the better. Non-pain relief dentistry is and will always be a hard sell. [Notice I didn't say, you have to hard sell dentistry--because you don't and our ethical sales training Program [...]
10 Things Every Dentist Needs to Know and Understand in Dental Practice Advice
10 Things Every Dentist Needs to Know and Understand in Dental Practice Advice In my dental practice advice series I ask my new program members- How many of these do YOU understand? 1. Maintenance Care and Prevention is and will always be a hard sell. Most people don't like going to the dentist. 2. Give patients what they want. If it's way outside accepted [...]
GM, Dentists and Dental Practice Marketing
GM, Dentists and Dental Practice Marketing With an eye to dental practice marketing, it is interesting to see what the mammoth companies are doing and saying when it comes to advertising............. Have you seen the news? GM, the U.S.'s biggest advertiser in total dollars, has given the big "pfuuiii" to Facebook saying this social "media's" advertising simply does NOT WORK. A few things you [...]
What Dentists (and Patients) Buy…..and Ethical Selling Dentistry
What Dentists (and Patients) Buy.....and Ethical Selling Dentistry I developed my ethical selling dentistry system when studying what patients and dentists buy outside of dentistry, based on the rationale (or lack of) based on their wants and needs. If you want something badly you will seek a way to get it ! Last weekend I was in NYC for a wedding of a staff [...]
Dental Practice Marketing and Ethical Selling Outcomes
Dental Practice Marketing and Ethical Selling Outcomes When it comes to dental practice marketing outcomes....What's in YOUR Head? Sometimes I wonder what's really going through most dental business owner's minds..... On one hand, the writing has been clearly visible on the wall for a very long time ---routine general dentistry, when you're signed up as "preferred" anything, is being performed at lower and lower [...]
Ethical Selling Dentistry and Sticker shock when presenting fees
Ethical Selling Dentistry and Sticker shock when presenting fees Using my proven ethical selling dentistry system, program members avoid the horror of sticker shock during case presentation. Every month in our member publications we discuss key things that one can do to make practice infinitely easier when it comes to promotion and ethical selling dentistry. Here's two that I recently reviewed on our list [...]
The Independent Dentist and Dental practice transitions. Think carefully.
The Independent Dentist and Dental practice transitions. Think carefully. For the Independent dentist, the concept of retirement and how to approach it raises big concerns. Summary: A reasonable and attainable alternative to traditional retirement is to move to a model of only promoting and ethically selling the procedures you love the most at appropriate and profitable fees for as long as you want or [...]
What the Independent Dentist Can Do Now That Chase Health Advance Has Called It Quits
What the Independent Dentist Can Do Now That Chase Health Advance Has Called It Quits What to Do Now That ChaseHealthAdvance Is Calling It Quits if you are an independent dentist ? You’ve probably heard by now ChaseHealth will wind down its dental financing product. That means nearly 50% of the private patient financing pool is set to go POOF! Needless to say, [...]
Dental Practice Advice from Dr. McAnally on American Idol?
Dental Practice Advice from Dr. McAnally on American Idol? Some doctors have seen the Facebook picture of me with Ms. Paula Abdul and asked if I auditioned for American Idol! Fat chance! While I do DJ and produce original electronic music tracks, singing is not my strong point! But....I was invited to participate in a private marketing meeting with Paula and what I learned [...]
In Dental Practice Advice-the easy days are over for Dentistry
In Dental Practice Advice-the easy days are over for Dentistry In the dental practice advice series I will touch on why the good ole' days are over. The a life saying, "what got you here won't get you there" has been a pretty good truism for a long time and under the current realities it has become a bottom line fact for where dentists [...]
Want to Escape the Dental Commodity Trap? Take some dental practice advice
Want to Escape the Dental Commodity Trap? Take some dental practice advice Watch Dr. James McAnally video explain how to escape the dental commodity trap in his dental practice advice series. Learn more from my #1 top best selling book on Amazon. Or see how our dentist members are using advertising templates personalized for their specific market arena by taking advantage of my dental [...]
Dental Practice Marketing of Fountain of Youth™ Denture and What Sells Itself
Dental Practice Marketing of Fountain of Youth™ Denture and What Sells Itself I'm just back from a visit to Dr. Rod Strickland's hands-on Fountain of Youth™ Denture course in Savannah, Georgia and realize that in dental practice marketing of these dentures sell themselves....... This technique when 1) clinically performed well, 2) marketed well, and 3) sold astutely (all three are a MUST) is a [...]
Dental Practice Advice and The Real Cost of Dental CE
Dental Practice Advice and The Real Cost of Dental CE In my dental practice advice series, lets talk about the Real Cost of Dental CE Dental CE is great. It's the path that unlocks all kinds of ways to serve your patients better IF it's thought through. Most dentists don't think anything through carefully regardless of whether it's CE or not. That's the simple [...]
Dental Practice Marketing-Kodak Death Watch
Dental Practice Marketing-Kodak Death Watch While discussing dental practice marketing and how it is a must in this economy, lets look at Kodak, Dollar Stores, and Your Choices. I've watched the series of plunges and gradual descent into economic hell by Koday Corp since the dawn of the digital camera. In corporate time lines, it's been a very quick race from market giant to [...]
Dental Practice Marketing- Apple and Best Buy
Dental Practice Marketing- Apple and Best Buy In dental practice marketing........who do you want to be ...Apple or Best Buy ?? It is no big surprise that big discounter Best Buy continues to head for the inevitable as they ignore the discounting tactics that always put a discounter out of business. Increasing volume on decreasing margins. Are you aware that there are solid laws [...]
Dentistry Today names Dr. McAnally top dental consultant
Dentistry Today names Dr. McAnally top dental consultant In dental consultant news, Dentistry Today names Dr. James McAnally top consultant once again. Newton (MA), Miami Beach (FL): Dentistry Today, one of dentistry's most widely distributed and read trade magazines has named Dr. James McAnally, CEO, Big Case Marketing and President, Master Dentists Academy as a top consultant. This marks the 5th year, in a [...]
Frank Spear, LD Pankey, John Kois, Pete Dawson, LVI, and Dental Practice Advice on Dentition Reality
Frank Spear, LD Pankey, John Kois, Pete Dawson, LVI, and Dental Practice Advice on Dentition Reality In my dental practice advice series, from time to time, things from some of our best clinical post-graduate educators catches my eye like this ad from Dr. Frank Spear. Kudos always go to these folks for providing a wealth of clinical information that puts their attendees on a [...]
In Ethical Selling Dentistry- Important dental marketing statistics to know
In Ethical Selling Dentistry- Important dental marketing statistics to know Let's talk about the current marketing statistics and why you should be using an ethical selling dentistry sales system. Holidays are great. The downside is that when your role is to monitor a large stream of information that effects your member doctors there is a BIG backlog when one returns. I've just "digested" my [...]
Dental Practice Advice-Thanksgiving and the Harvard Study Part I
Dental Practice Advice-Thanksgiving and the Harvard Study Part I At this time of year in my dental practice advice series I would like to touch on a recent Harvard study. Happy Thanksgiving! Still one of my favorites even though I now enjoy it with frozen margaritas and cold smoked turkey on the beach. No snow, no leaves to pick-up, and no funny pilgrim suits. [...]
Ethical Selling Dentistry and the science of Amost Tversky
Ethical Selling Dentistry and the science of Amost Tversky Amost Tversky's behavioral science can be applied to ethical selling dentistry. How much behavioral science do you understand and use to help your patients? I bet you’ve never heard of Amos Tversky and his studies are probably as important right now to you as G.V. Black’s were to dentists a billion years ago. During my [...]
Dental Practice Marketing-What to Know about Social Media Like Facebook
Dental Practice Marketing-What to Know about Social Media Like Facebook Why Social Media is NOT the starting point for dental practice marketing. Every practice has a limited amount of energy, dollars, and, one very finite element that is precious and non-renewable-Time! The reality is every “new patient” strategy, every strategy that creates prospective patients and patients for silos of business in the practice (cosmetics, [...]
Dental Implant Marketing-ClearChoice & Dental Implant Public Seminars–What to Know
Dental Implant Marketing-ClearChoice & Dental Implant Public Seminars--What to Know In dental implant marketing one M.I.A. strategy for many practices looking for implant cases is the public seminar or open house concept. I'm in the midst of updating the how-to's of this evergreen strategy for our current Elite Members and future credentialed members who opt for that route in the online McAnally Selling System. [...]
AAID- discussing dental implant marketing and ethical selling dentistry
AAID- discussing dental implant marketing and ethical selling dentistry While discussing dental implant marketing at the AAID Vegas meeting, we also touched on ethical selling dentistry. AAID Vegas was a great meeting. When big organizations such as the AAID are putting promotion of dental implant marketing and ethical selling dentistry in front of their members you know that the realities of what's required to [...]
Ethical Selling Dentistry-Loss positioning of treatment options
Ethical Selling Dentistry-Loss positioning of treatment options In Ethical Selling Dentistry, loss positioning of treatment options encourages good patient choices based on the behavioral science of top minds around the world. Heard of the Amos Tversky Survival and Thearpy Choice Scenario? Dr. Sheena Iyengar explores this in 'The Art of Choosing' and it has profound implications for YOUR patient treatment plans and how ethical [...]
Fountain of Youth™ Denture–Cosmetic Denture Marketing
Fountain of Youth™ Denture--Cosmetic Denture Marketing Costmetic denture marketing and the "Fountain of Youth™ Denture". New to the entry of cosmetic denture training is some folks here on the East Coast teaching a " Fountain of Youth™denture which is essentially a gain getting the vertical/centric, lip support and tooth position correct. Bravo to them for imparting better denture technique knowledge into the profession. A [...]
Independent Dentist and The Permanent Dental Recession
Independent Dentist and The Permanent Dental Recession For the Independent Dentist here is Economic Reality We recently went through a recession and it's possible depending on whose economic tea leaves that we're headed to another dip into two consecutive quarters of negative growth. Whether the double dip becomes reality or not is really irrelevant because we're in the midst of an economic change just [...]
Dental Practice Marketing-Why it is so different
Dental Practice Marketing-Why it is so different In Dental Practice Marketing, learn here how to create your niche to ethically sell your favorite dentistry. Ethically sell to patients wanting your best services. You can spend thousands monthly on advertising with lackluster results. Our proven selling (dental case acceptance) system is an ethical, step-by-step process to close large niche cases (implants, Cerec, reconstructions, cosmetics, fast [...]
The Independent Dentist and Marketing: Decisions Must be Made
The Independent Dentist and Marketing: Decisions Must be Made In today's economy the independent dentist must have a serious dental practice marketing strategy and a proven sales system or he is going to sink in this downward spiraling economy. Just what impact can better "selling" have on different practice models in today’s economy. There's little doubt that the world is permanently different following the [...]
Dentistry News: Anything New?
Dentistry News: Anything New? Two items crossing my desk this morning of note in dentistry news. Item #1. August 15th's ADA News. Am I in a time warp or what? While you won't have any of the pertinent news in this publication that actually effects practices what you will find is the following: "Barriers statement" discussing those who don't have dental care. Same discussion [...]
Dental Practice Marketing Seminars
Dental Practice Marketing Seminars As part of our dental practice marketing training for my McAnally Selling System program members, I lay the foundation for members to hold Open Houses and Seminars to attract new patients who need their help. I just got off the phone with one of our Elite member practices who uses the Public Seminar route to find implant cases via my [...]
A Dental Consultant Who was Never a Dentist???
A Dental Consultant Who was Never a Dentist??? To be a great dental consultant, it is best if the person was a dentist first. It's hard to understand what goes on in a dental practice unless you've lived it. It's one of the unique things we bring to member dentists in all of our Programs. Nearly a hundred years of direct experience in dentistry [...]
Master Dental Case Acceptance without Getting on a Plane
Master Dental Case Acceptance without Getting on a Plane Want to learn about mastering the methods of dental case acceptance without leaving your home or practice ?? Now you don't have to travel to learn and implement dentistry's best and most scientifically validated case acceptance system (now in use on five continents). Available world-wide and at a monthly tuition that even a dental student [...]
Free Dental Marketing Training Materials Valued at $6500
Free Dental Marketing Training Materials Valued at $6500 Want some free dental marketing ? Dentistry has been good to me. As part of a complete redesign of our practice site, I've packaged up some foundational materials into video that every dentists on planet earth can benefit from seeing. Feel free to opt-in on the side, get access to the video series (again something that [...]
Ethical Selling Dentistry & Decision Fatigue
Ethical Selling Dentistry & Decision Fatigue I have researched behavioral science that helps good decision making when it comes to ethical selling dentistry Heard of decision fatigue? Doubtful as most dentists left off their training in human behavior somewhere around dental school year 1. A bevy of scientists have been investigating this issue from a variety of angles: Jonathan Levav, Standfrod, Shai Danziger, Ben-Gurion [...]
Dental Practice Marketing-Create or get your own celebrity
Dental Practice Marketing-Create or get your own celebrity In dental practice marketing my program members use my marketing materials by advertising that they are a dentist to a celebrity or famous local person. My mom sent me a nice newspaper clipping. Seems quaint doesn't it. The reality is most of your ideal candidates for all kinds of procedures are, guess what, reading the newspaper! [...]
Online course in Dental Practice Marketing
Online course in Dental Practice Marketing Dental Practice Marketing is crucial now more than ever Middle Class Riots and Dentists........ A couple of items of interest this week, seemingly unrelated but actually a lot in common that apply to you, your practice, and your kids if you got 'em. First some insight by Thomas Friedman on the one social motivator in common from every [...]
In Dental Practice Time Management-Do you take Friday’s off for dental marketing success?
In Dental Practice Time Management-Do you take Friday's off for dental marketing success? Do you worry about the practice and dental practice time management ? Feel like driving past sometimes and playing "hooky"? Do you feel most happy hiding in your private office, doors closed; away from your patients and staff? Do you cringe when asked, "What do you do for a living?" When [...]
Dental Marketing Ideas-Why patients buy…..
Dental Marketing Ideas-Why patients buy..... Given the shrinking middle class and less money for spending on dentistry, dental marketing ideas and fixed strategies for attracting new patients is a must. The NYT front page today discusses shopping trends at higher end stores like Nordstrom, Neiman Marcus, Bergdorf Goodman. Guess what-their sales are back, big time. While the middle class evaporates there are still consumers [...]
A Look at an Elite Program Members’ Last Six Months of Business as an Independent Dentist
A Look at an Elite Program Members' Last Six Months of Business as an Independent Dentist Just got off the phone with one of our Elite Members who is an independent dentist. All of the below is without a fee increase, which he'll do in the 2nd half of this year. Here’s a snap shot of the last 6 months of my practice: Billings [...]
Dental Practice Advice- DemandForce,Yelp, Google
Dental Practice Advice- DemandForce,Yelp, Google Since August of 2010 in my dental practice advice series I've been warning about now serious one needs to be taking online patient reviews for one's dental practice. Many general practices have been very lazy with this and have outsourced the task to services such as DemandForce. Google's revision of its' rules recently has left those lazy practices "high [...]
Patient Reviews Increasingly Important-Dental Practice Advice
Patient Reviews Increasingly Important-Dental Practice Advice In my dental practice advice series I cannot stress how important positive online reviews are to your practice and success. Do you know how patients are selecting services and providers--even vetting those doing the most complex and comprehensive procedures? All patients are online now checking out what they need services for and whom they will pick based on [...]
Independent Dentist-Countering Poor Economy
Independent Dentist-Countering Poor Economy The independent dentist is never more so at risk of losing his/her practice given the poor state of the economy and a shrinking middle class. My program members know that I keep talking about something called the "new dental economy" which is literally the permanent change in consumer discretionary spending and buying power in the post-credit bust world. Anyone practicing [...]
Dental Implant Marketing-What you can learn from Poland
Dental Implant Marketing-What you can learn from Poland A while back, the ICOI implant chapter in one of Europe's developing economies asked for my help with changing the thinking of its members for how they need to view dental implant marketing and promotion of services. Unless you're living under a rock in Malaysia, this is YOUR reality too. Enjoy! Greetings fellow implant dentistry colleagues [...]
Dental Marketing Strategies
Dental Marketing Strategies Do you have Dental Marketing Strategies in Place to attract new patients ? According to a recent survey, 90% of dentists believe they have ABOVE AVERAGE clinical skills. Superior clinical skills don't guarantee the success of a dental practice. Clinical skills are undoubtedly a necessary ingredient for a successful dental practice but we're in a very tough economy and the new [...]
What is Ethical Selling Dentistry?
What is Ethical Selling Dentistry? Ethical Selling Dentistry is- "Getting patients emotionally engaged with a treatment result that is good for them and emotionally and intellectually committed to treatment." While most dentists search in vain for one “special ad” that solves all problems with finding patients who demand specific services, the wisest in the profession understand that if a solid foundation of ethical selling [...]
Dental Practice Marketing-The Specifics of Closing Large Fee Cases
Dental Practice Marketing-The Specifics of Closing Large Fee Cases Are you applying dental practice marketing as a business owner in your practice ? Most likely you are not and you are losing out and missing many patients who could use your clinical skills. Attracting and closing larger fee-for-service cases combines the science of marketing and the science of influencing human behavior and decision making. [...]
Dentistry News-An open letter to Washington State Dentists regarding WDS (Delta Dental)
Dentistry News-An open letter to Washington State Dentists regarding WDS (Delta Dental) In dentistry news, Change is in the air.....are you ready.......Delta Schmelta !! You are more likely experiencing consternation in dentistry news about the issue in Washington State related to Delta’s recent very sound business decision to stay abundantly profitable by cutting their reimbursements (some would say IV drip) to you—they are making [...]
Dental Marketing Strategies-What’s Good for Delta is Bad for Dentists
Dental Marketing Strategies-What's Good for Delta is Bad for Dentists Let's discuss what’s good for delta is BAD for dentists in our dental marketing strategies series.... Throughout the 50 U.S. states most dentists are finding that general dentistry is becoming an increasingly more difficult endeavor where longer hours or figuring out how to run faster to survive on decreasing reimbursements are the new requirements. [...]
The Independent Dentist and The e-Myth
The Independent Dentist and The e-Myth If you are an independent dentist and business owner you should read the e-myth? Ever heard of the e-myth by Michael Gerber? The majority of dentists would say they’ve never heard of it, never read it, don’t know who Gerber is. Unfortunate. Not only is the e-Myth book the 5th best selling business book of ALL TIME but [...]
Dental Marketing Strategies and Dentist’s Creation of Value
Dental Marketing Strategies and Dentist's Creation of Value In the new changed economy I hope you are taking your dental marketing strategies seriously. Here’s a reality. The best and most successful at anything, tend to flock to others just like themselves. It’s one of the reasons our doctors hang-out together in masterminds and it’s the reason I go to my own business groups, getting [...]
Dental Practice Marketing-Getting Appropriate Fees for Skill, Caring and Judgement
Dental Practice Marketing-Getting Appropriate Fees for Skill, Caring and Judgement In my dental practice marketing series I cannot emphasize enough how much you must attract the correct patient who will be happy to pay you for your skill, care and judgement. Heading back to Miami after a successful Elite meeting. Most members reporting year on year growth, best quarters EVER, etc. Gave an updated [...]
A Sad State for Physicians: Dentists Take Note as an Independent Dentist
A Sad State for Physicians: Dentists Take Note as an Independent Dentist In my independent dentist series I point out to my program members that the writing is on the wall for us as dentists while looking to the medical practice and how they are currently being affected. Last weekend’s NYT did a front page expose of a family practice physician (Dr. Ron Shroka [...]
Dental Practice Marketing- Across State Lines and Even Country Borders
Dental Practice Marketing- Across State Lines and Even Country Borders In dental practice marketing the internet has made it incredibly easy to target patients around your practice- be they right next door, across the state line, or even in a different country. The ability to search and place ads is changing the landscape and will continue to do so. It’s going to eventually come [...]
Dental Practice Advice-Microsoft Billionaire Paul Allen’s Teeth and Vanity Fair Magazine
Dental Practice Advice-Microsoft Billionaire Paul Allen's Teeth and Vanity Fair Magazine In my dental practice advice series let's take a look at people in the spotlight who can afford and should be taking care of their smiles. Seattle Billionaire Paul Allen has a new book out that reveals how much Bill Gates attempted to screw him over in the beginning of the company’s history. [...]
Dental Marketing Ideas-The E-Myth Dentist: A Must Read
Dental Marketing Ideas-The E-Myth Dentist: A Must Read When discussing dental marketing ideas with my program members, sometimes they ask, “what was one of the books that got you started working on marketing and case acceptance systems for your private practice and gave you dental marketing ideas—which ultimately led to the creation of an international consulting business.” Way up there is…..The E-Myth by Michael [...]
Dental Case Acceptance & Dental Economy Showing Its New Colors–
Dental Case Acceptance & Dental Economy Showing Its New Colors-- More reasons than ever are emerging for selling (dental case acceptance) at appropriate fee’s, good margins, and to allot time to keep these skills at their highest levels. Most dentists are stuck in the old model of selling and wondering why the digging is getting harder…they are working harder to get their dental case [...]
You are spending $50,000-$100,000 on Dental Practice Marketing and You Don’t Even Know It
You are spending $50,000-$100,000 on Dental Practice Marketing and You Don't Even Know It Hidden Dental Practice Marketing Expenses You are paying for marketing like it or not In a recent conversation with a dentist, I asked, “How much do you spend on dental practice marketing each year?” The response was “I don’t’ market or advertise so I have no expense”. My next question [...]
Dental Practice Advice- HCG Weight Loss & Dentists
Dental Practice Advice- HCG Weight Loss & Dentists In my dental practice advice series let's discuss the diet phenomenon. Let’s face it—we live in an era of abundance of calories in the western world. Calories are cheap, quick, and easily consumed. Eating only 100 calories beyond what’s required for maintenance will add a pound to your girth every 35 days—folks that’s a little more [...]
In Dentistry News-Toxic Denture Cream is Old News
In Dentistry News-Toxic Denture Cream is Old News In dentistry news toxic denture cream is dangerous.........Really !!! We have known this for a while. Funny how long it takes for information to gain traction. The Journal ‘Neurology’ reported on this topic back in the day. I was one of the first, if not the first, dentists to distribute a national press release concerning the [...]
Dental Practice Marketing-Focusing on the “insured” middle class not a good idea
Dental Practice Marketing-Focusing on the "insured" middle class not a good idea When discussing dental practice marketing I notice that for dentists focusing on the "insured" middle class--the digging is getting harder. While the data is sound, this is going to be a bit of a rant…..so get ready….it’s intended as a wake-up call to a few more in the profession who are asleep [...]
Dental Practice Marketing-Truth in Dentist CE Advertising. What are you buying?
Dental Practice Marketing-Truth in Dentist CE Advertising. What are you buying? After you have left the expensive CE course, have you the tools to do the dental practice marketing required to attract the type of patient you gained the skills you just learned ? I love dental CE marketing that crosses my desk. You’ll find one from Frank Spear below that we’ll look at [...]
Your Dental Practice Marketing Budget: The Real Truth
Your Dental Practice Marketing Budget: The Real Truth Let's discuss your dental practice marketing budget as we approach a new year. We’re gearing up for our Elite Program member’s live meeting on Friday this week. Coming off a fantastic Christmas and New Years. Here’s a photo of my partner, mother and I at Fountainbleau before Christmas dinner at Gotham Steak. No one’s trip to [...]
A Dental Consultant-A look back at James’ predictions…..
A Dental Consultant-A look back at James' predictions..... As a dental consultant I have to be very focused for my program members on events both past and current and how they apply to the economics of dentistry and where we are headed. It’s funny to look back over a decade ago. An article rejected for publication at the time by those “forward thinkers” at [...]
Patients Don’t Trust Anyone-Ethical Selling Dentistry is here to help
Patients Don't Trust Anyone-Ethical Selling Dentistry is here to help Ethical Selling Dentistry is here to counter all of the following: Patients don’t trust you. Why should they? Patients Don't Trust Anyone: What Are You Really Doing to Counter It? Here’s a few recent headlines from across the medical spectrum that deliver the point all too well. AND…..these are just the stories that make [...]
Middle Class Dentistry a sinking ship-Ethical Selling Dentistry a must !
Middle Class Dentistry a sinking ship-Ethical Selling Dentistry a must ! Ethical selling dentistry is a must for every dentist who realizes that the middle class ship is sinking. Those inside the McAnally Selling System world, often hear discussions about why it’s more important know than ever to learn to systematically and ethically. This is from today’s WSJ—not “liberal” by any means (well maybe [...]
Dental Marketing Ideas-Email Open Rates – Only Fools Have Stopped Regular Mail
Dental Marketing Ideas-Email Open Rates - Only Fools Have Stopped Regular Mail When discussing dental marketing ideas with program members, I advise them that regular mail is still the way to go when reaching out for prospective clients who need their clinical skills and care. While many think e-mail is the way to go, we have learned that it is not a helpful as [...]
Ethical Selling Dentistry-Science of Discounting and Comprehensive Dentistry
Ethical Selling Dentistry-Science of Discounting and Comprehensive Dentistry Using the current behavioral science that big businesses apply to sales and discounting can be applied to ethical selling dentistry but most dentists, 95%, don't get it ! The WSJ cracked the door open today on a bit of the science that drives retailers discounting methods that spur purchases. The funny thing is, this information, is [...]
Independent Dentist -Advanced Clinicians Pay Attention
Independent Dentist -Advanced Clinicians Pay Attention Below is a testimonial from an independent dentist who is one of my program members and graduate. He is one of the most qualified clinicians on planet earth. Kois mentor, super skilled, ethical to the nth degree….. If you’re taking tons of CE and aren’t running as fast as you can to our ethical selling program (The McAnally [...]
Dental Marketing Ideas-Movie Sets & Dental Practices
Dental Marketing Ideas-Movie Sets & Dental Practices In my dental marketing ideas series lets talk about..... MOVIE SETS and DENTAL PRACTICES A few days ago, I took one of my customary bike rides around my island paradise. Lots of movie sets come and go here in Miami and this photo is of a bunch of workers from a production company wheeling stuff towards the [...]
Achieving True Dental Mastership and Dental Case Acceptance
Achieving True Dental Mastership and Dental Case Acceptance In dental case acceptance and the increase of such you must have the clinical skills for sure but you must also have a selling system in place that helps and guides you to close the case. Achieving True Dental Mastership is within every dentists reach but most won't take the time to achieve greater dental case [...]
Independent Dentist-Fighting for What You Want Part III
Independent Dentist-Fighting for What You Want Part III As an independent dentist and a savvy business owner you must fight for what you want. That means having sales systems and marketing tools in place to attract prospective clients. Spending a few day sin Montreal Canada visiting friends and family (it’s fall, heading into winter, and I’ll be glad to be back on the beach [...]
The Independent Dentist-When Frank Spear is Discounting….Trouble is A Foot…..
The Independent Dentist-When Frank Spear is Discounting....Trouble is A Foot..... The independent dentist needs to be wary of the current economic changes afoot and how it will affect their practice. When the giants of clinical CE are discounting coursework, there is a lesson to be learned and to take heed of in your practice as an independent dentist. This email crossed my desk recently [...]
Independent Dentist-Fighting for What You Want in Your Practice Part II
Independent Dentist-Fighting for What You Want in Your Practice Part II In Part I of “Fighting for What You Want in Your Practice,” an unspoken factor at the heart of many dental business owner’s problem as an independent dentist is an irrational fear of ‘asking for directions’ when it comes to marketing and selling their services. It’s like those days before GPS when the [...]
Independent Dentist-Fighting for What You Want in Your Practice Part I
Independent Dentist-Fighting for What You Want in Your Practice Part I As an independent dentist, given the weakened economy and shrinking middle class, you must act like a business owner and learn to market and sell your clinical skills. I spent 4 hours at the DMV last week changing my drivers license…… Sitting with the average citizens makes you realize that the really big [...]
Dental Practice Management- Pricing Part III
Dental Practice Management- Pricing Part III In the dental practice management series lets continue our discussion about pricing. We’ve been talking about my favorite Indian restaurant (unfortunately now over 3500 miles away from my new home in Miami!). Chances are you’ve interacted with a business that may have the same problem of Vij and that is pricing not being adjusted to help match demand. [...]
Dental Practice Management–Matching Price to Demand
Dental Practice Management--Matching Price to Demand Recently I discussed a somewhat famous restaurateur in Vancouver BC named Vij and the problem he has at his appropriately name restaurant “Vij’s.” In dental practice management matching price to demand is critical. It doesn’t take a Nobel winning economist to see that Vij is wildly successful. In fact, he’s so successful it is actually hurting himself. Huh?!? [...]
Dental Practice Marketing-Social Media MUST Knows for Dentists
Dental Practice Marketing-Social Media MUST Knows for Dentists Social Media, People Magazine, Authenticity and You. As promised, for all those opting into our social sites, here the BIG things dentists need to understand about this “new” media in regards to dental practice marketing. Understanding the big picture will drive all the small details. Fundamentally, here is NOT what this is going to do (at [...]
Dental Practice Advice–Thoughts on “Maintenance”
Dental Practice Advice--Thoughts on "Maintenance" In my dental practice advice series, I’d like to discuss what most of us refer to as “maintenance” or “preventive” care. Since this type of care is simply a continuation of treatment (i.e. after reconstruction), I recommend not discussing it at length as if it was an entirely new concept following the end of regular treatment. Why? Because it [...]
Dental Consulting-Are you in a room of people getting smarter?
Dental Consulting-Are you in a room of people getting smarter? As part of my dental consulting to help program members, I am constantly surrounding myself with people from other industries who are like minded and the best in the business. I can learn from them and bring back what I have learned to help program members apply the new knowledge for their practices. In [...]
Dental Practice Management:Pricing–Avoid the Herd PLUS Leveraging Pricing Part I
Dental Practice Management:Pricing--Avoid the Herd PLUS Leveraging Pricing Part I In dental practice management and fees-avoiding the “rush to cheap” can be a real challenge since it’s easy to get caught up in “retail mentality” as one watches the majority of the retail world heading there. This something to be aware of and position yourself away from that game. If you weren’t aware of [...]
Independent Dentist-Why you need Ethical Selling Dentistry Systems
Independent Dentist-Why you need Ethical Selling Dentistry Systems For today's independent dentist, having a proven sales and marketing system in place is needed now more than ever before. While the economy is starting to show signs of life, the dental market remains forever changed following the “great recession.” Most aren’t ready for the risk and opportunity. BECAUSE, here’s what you are up against…….. Fundamentally, [...]
Dental Practice Advice-Life’s Short. Enjoy summer.
Dental Practice Advice-Life's Short. Enjoy summer. In my dental practice advice series I talk with members about time management a lot and how crucial it is for downtime and recharging of your batteries. Much can be learned from our colleagues on the other side of the big bodies of water. It’s not unusual to see our cousin dentists over on “the continent” take 3-4 [...]
Dental Practice Advice-The Mayflower Madam has Something to Teach Dentists….
Dental Practice Advice-The Mayflower Madam has Something to Teach Dentists.... Dental Practice Advice taken from Sydney Barrows. Recently, I did a one-on-one interview for our Elite Program members with Ms. Sydney Barrows AKA The Mayflower Madam and applied what I have learned from her in my dental practice advice series. Sydney ran the most exclusive escort service in New York ‘Cachet’ back in the [...]
Independent Dentist-Dental Independence Day
Independent Dentist-Dental Independence Day Butch, The Patriotic Whippet For the independent dentist, breaking free from the insurance tyranny is tantamount to practice success. For US readers, the 4th of July is upon us. It’s one of MY personal favorite holidays. At our house, the flag will fly, Sousa marches will blare in the backyard (my neighbors hate me for that), ridiculous quantities of hamburgers [...]
Dental Marketing Ideas-Decrease the Data You Give Your Patients
Dental Marketing Ideas-Decrease the Data You Give Your Patients In the dental marketing ideas series I advise my program members to keep everything simple in case presentation and decrease the data you give the patients. Here is why-Every 18 months for the last decade, the world has doubled the data it pushes to you. Twice as much email, twice as many friend requests, twice [...]
Ethical Selling Dentistry is Defined
Ethical Selling Dentistry is Defined Here’s my definition of ethical selling dentistry. You heard it from me first. “Getting Patients emotionally engaged in a treatment result that is GOOD FOR THEM and getting them emotionally and intellectually committed to treatment.” Realize that most things pitched to emotionally engage an individual to purchase the good or service are NOT good for them (fast food, sugar [...]
Dental Practice Advice-Ride the Bus or Not?
Dental Practice Advice-Ride the Bus or Not? In my dental practice advice series, I’m going to review what you can learn from America’s finest bus companies (American Airlines, Continental, Southwest, etc.) and the non-bus Airline Companies (Virgin America and Jet Blue). Here’s the agent’s counter at Virgin America, LAX. Just flew through there on Virgin yesterday—delightful experience, wonderful meal, excellent service. When was the [...]
Independent Dentist-Delta Dental – A Call to Arms
Independent Dentist-Delta Dental - A Call to Arms The Independent Dentist is under siege. For the independent dentist- Delta is always on the move finding ways to cut its payments, increase profits, and fool the public and dentists into thinking they are the white knight. The truth is, they are evil incarnate for the independent dentist and are the enemy. Their business success means [...]