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Spear Digest

How to Make a Long-Time Patient New Again
1

How to Make a Long-Time Patient New Again

Dentists tend to love new patients because a new face in the chair represents new possibilities. Here is someone who has never been exposed to your approach...

| 7 years ago
An Opportunity Too Big to See
2

An Opportunity Too Big to See

If you go anywhere in Africa, even to some of the most remote areas, you'll find signs for Bata Shoes. In fact in many places their market presence is...

| 7 years ago
A Simple Tip for Talking About Fees
2

A Simple Tip for Talking About Fees

'That sounds great, doc, but how much will it cost?' If you're like a lot of dentists this is among your least favorite questions. And it's not because you...

| 7 years ago
The Trust and Value Equation
0

The Trust and Value Equation

Do your patients trust you? Before you answer that we should stop and think about what we mean by trust because this really is at the heart of the dentist-patient...

| 7 years ago
Dentistry That Speaks to the Heart
3

Dentistry That Speaks to the Heart

My sons are fanatical sports fans and they love going to games in person. Personally, I never used to be a big follower of sports but with those two around...

| 7 years ago
One Simple Word That Drives Case Acceptance [Ed.]
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One Simple Word That Drives Case Acceptance [Ed.]

I've been saying for some time now—in my e-books and elsewhere—that today's patients are savvy consumers and that they make decisions based on perceived wants versus...

| 7 years ago
The Two a Day Strategy for Acceptance Breakthroughs
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The Two a Day Strategy for Acceptance Breakthroughs

Patients become programmed by their expectations. They expect that you and the team will be friendly and encouraging. They expect you to be professional...

| 7 years ago
Listen Closely Or Your Patients Won't Return [Ed.]
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Listen Closely Or Your Patients Won't Return [Ed.]

If a patient feels that you're not listening to them, they will leave your practice. Recently I had a patient come in who told me she left her previous...

| 7 years ago
The Hidden Benefits of Choosing the Right Words
1

The Hidden Benefits of Choosing the Right Words

I heard about an interesting study recently. Researchers came to find that if you tell people to 'not forget' something they are more likely to forget...

| 7 years ago
Competing in Today's Economic Landscape
1

Competing in Today's Economic Landscape

More people these days think of dentistry in terms of lifestyle-enhancing makeovers. They look at high-profile people in the media-saturated world around...

| 7 years ago
Are You Still Babysitting Your Patients?
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Are You Still Babysitting Your Patients?

As a parent, I spent a lot of time when my sons were young trying to get them to do things for their own good. Whether it was doing their homework and...

| 7 years ago
Three Questions to Ask About the Patient Who Got Away
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Three Questions to Ask About the Patient Who Got Away

I often remind dentists that they are in competition not with other dentists but with all the other discretionary spending choices their patients have....

| 7 years ago