Cosmetic Dentistry Is Dentists’ Favorite Treatment Option

Dental Implants & Sedation Dentistry Are Also Popular

Dental Survey ResultsIn our most recent survey, we asked dentists about their favorite treatment options. Cosmetic dentistry was the clear winner, pulling in over one-third of the total vote (and one-half of he general dentist vote). Dental implants were the runner-up.

There were distinct differences between general dentists and specialists. While nearly half of general dentists favored cosmetic dentistry, only 16% of specialists did. Among specialists, dental implants were the favorite treatment option.

There were also notable differences between urban and rural dentists. Rural dentists were significantly more likely to vote for cosmetic dentistry as their favorite option. While Invisalign was preferred by one-quarter of urban dentists, no rural dentists reported feeling the same way.

Here are some other treatment options dentists like:

  • “Lasers.” (Maryland dentist)
  • “Periodontal plastic surgery.” (Arizona periodontist)
  • “Amalgam.” (North Carolina dentist)
  • “Conventional orthodontics.” (Michigan dentist)
  • “Third molars.” (New York dentist)
  • “Crowns and bridges.” (Canada dentist)
  • “Reconstructive dentistry.” (Kentucky dentist)
  • “Endodontics.” (Canada dentist)
  • “TMD.” (Michigan dentist)
  • “Smile makeovers.” (Cosmetic dentist)

Post your comments or read the complete dental treatment options survey results…

Dentists Don’t Sell Their Practices, They Sell Their Leases…

dental lease advocate Lewis GelmonThe Hidden Costs of Bad Dental Practice Leases
Special Lease Feature by Lewis Gelmon

Dentists are shocked when I tell them that you don’t really sell your practice; you sell your lease. This simple but disturbing reality has become evident to me from the thousands of leases I have reviewed for dentists since 1994.

Dentists spend decades building good will and providing excellent dental care. They spend hundreds of thousands of dollars on marketing, state-of-the-art equipment, and creating a comforting environment for patients and staff. Unfortunately, all the money, time and effort spent does not necessarily translate into a high sale price.

How can a dentist avoid that unfortunate fate? With a proper office lease agreement that has been carefully crafted for a dentist planning to sell his or her practice.

Over the years, I have been invited to speak at dental conferences (like the Greater New York Dental Meeting, the Pacific Dental Conference and countless local dental societies and association meetings) on this subject. However, my mission is still far from complete.

It seems that more and more dentists are finding themselves caught in a classic landlord trap. I receive one or more phone calls each week from dentists across the country who are in the process of selling their practice but have run into problems with their landlords. These calls all tend to sound the same.

The dentist sounds stressed on the phone. He explains that he has tentatively sold his practice. When he approached the landlord to assign the lease to the new owner, the landlord asked for a letter formally requesting the transfer of the lease to the new dentist. A few days after sending the letter, the landlord called. After reviewing the lease agreement, the landlord has determined that he now has the right to terminate the lease and remove the original dentist from the premises.

The landlord goes on to explain the dentist’s choices. He can give the space back and vacate the premises as promised in accordance with the lease. Alternatively, he can pay the landlord a fee for agreeing to waive the right to exercise their option to terminate, allowing the dentist to remain on the premises and sell the practice. Depending on location and the value of the sale, this fee is usually somewhere between $75,000 and $250,000.

Take a moment to process that: It can cost a dentist up to a quarter of a million dollars to transfer their lease. I’ll bet you didn’t know that, huh?

Property owners often understand the business of dentistry better than dentists themselves. In fact, many landlords pride themselves on such business practices as a way to share in the sale proceeds of their most valuable professional tenants. Buried deep in the lease agreement is an “Assignment Provision” that governs the details of how to transfer the lease (change of control) when selling the practice. These provisions are often extensive and hard to understand. Most allow the landlord overwhelming control over who you can sell, as well as the opportunity to prevent the sale or terminate the lease. In my opinion, the purpose of these onerous sections is simply to provide property owners with the opportunity to share in the sale proceeds of your practice when you sell.

But do you really want your landlord to make a hefty profit from the sale of your dental practice?

The solution is simple. I like the over-used but very true axiom, “An ounce of prevention is worth a pound of cure.” If you ever plan to sell your practice, you need to make sure you can first sell your lease. This requires knowing where the risks are before putting your practice up for sale. Given that there are other potential problems, the best thing you can do is to have your lease properly reviewed to ensure it’s structured correctly for sale and follows good leasing guidelines for dental offices.

Looking for more information on the topic? You can reach Lewis Gelmon at (760) 479-9704 or lewis@lewisgelmon.com. For only $495, he will personally review your lease. Plus, get a $200 discount until October 31 just for mentioning The Wealthy Dentist. All reviews are guaranteed. If you don’t feel you have received the value, he’ll give you a full refund, no questions asked.

Lewis Gelmon is a former landlord, lease negotiator, and shopping center manager. Now a dental tenant advocate, he regularly lectures for dental groups across North America and the UK. He is the most published author on the subject of dental lease negotiations. His Good Leasing Guidelines for Dentists have been critically acclaimed by numerous dental groups. His mission is to raise awareness among dentists on the risks hidden in their office leases.

Dental Marketing: A Guide for Avoiding Negative Online Reviews

dentists negative online reviewsIn customer service it used to be said that an unhappy customer would tell nine to fifteen other people about their negative opinions.

Today an unhappy dental patient can influence hundreds of people by leaving a negative review on an online review website, in their Facebook stream or on Google Places.

Negative reviews can be painful, but is there a way to avoid a dental marketing disaster?

Mike Blumenthal of the Rapid Web Division of Blumenthals.com advises the following for avoiding negative reviews — I’ve adapted them for dentistry.

1- Do your follow-up.
Follow up with patients immediately after the completion of treatment with a call and/or an email to be sure that all went as planned. Identify problems early on in the cycle so that you can correct them before they become complaints.

2- Make complaining easy.
Build a culture that is truly ready to receive the complaint at every level of your practice, from the front desk to the doctor. Train your staff and train them well to not be defensive and to solve most problems immediately.

3- Respond quickly to complaints.
When you do receive a complaint, follow up quickly and try to resolve it. Nothing rankles like a dental patient stewing about your bad service like waiting for a return phone call.

4-Respond to negative reviews online.
Once the issue is resolved, circle back with the patient about the review. A recent survey has shown that an appropriate response to a negative can get the negative review removed in a third of the cases. A roughly an equal number of consumers posted a positive review after receiving a response to their bad review. Having a plan and responding appropriately to a negative review is critical to this process.

5-Never fake reviews or enter them on behalf of your patients.
It is imperative that you not provide reviewers with any trace that you are abusing your review corpus. Getting slammed by a patient review that questions your ethics calls into question your trustworthiness and integrity. It is the most difficult type of negative review to deal with, even if it is not true. Responding online to the question, “Do you beat your wife with a stick or a club?” creates a no-win situation.

6- Communicate with your local competitors.
Competitor spam reviews are becoming more common than ever. If you are on speaking terms with them, you are much less likely to fall victim to a puerile spam review attack. The reality is that other similar local practices are not the long-term determinant of your success, nor really your major competition.

Just remember that when you are dealing with a negative review, it’s important to avoid appearing sarcastic and placing blame on the patient.   Try and find out what may have set this dental patient off and see if you can prevent this from happening again in the future.

There may be a hidden opportunity in a negative review — if you handle it right — it can become a dental marketing opportunity

There is a story about an Italian restaurant that received an online negative review about their spaghetti. This lead to another negative review, and another, until the owner sat down one night and ate a plate of his spaghetti. He had to agree that his spaghetti was awful, and here he was running an Italian restaurant.

He decided to run a contest inviting people to taste different spaghetti recipes at his restaurant and vote on the one they liked best. The promotion ended up being a big success, and his restaurant ended up with a new, improved spaghetti recipe that customers loved.

He then went on to promote his restaurant as one that actively listens to what the customer wants. He turned a negative into a money-making positive, and past customers are coming back to his restaurant too.

How would you handle a negative online review?

Dentist Thinks All Dentists Should Drop Dental Insurance (video)

Dentist Thinks All Dentists Should Drop Dental Insurance (video)Dental insurance is a great way to bring in new dental patients, but it is also a great way to reduce a dental practice’s bottom line and give dentists less control over their dental practice.

Explained one endodontist, “If I dropped dental insurance I’d be cutting ties to 85% of my patient base!”

Another doctor suggested, “If all dentists dropped all insurances, then all dentists could collect fees in full from everyone!”

The Wealthy Dentist conducted a survey asking dentists if they have dropped dental insurance.  Many dentists responded that they are sick and tired of dental insurance companies dictating fees and treatments, leaving a number of them wanting to drop their dental health plans.

To hear more of what dentists had to say about dropping dental insurance, Click Play —

What are your thoughts on dental insurance?

Patients’ Funniest Excuses

Classic Patient Excuses for Missing Dentist Appointments

We did a survey asking dentists about the funniest excuses they’ve heard from patients for missing appointments. The clear winner was the toothache defense: “My tooth hurts too bad to get out of bed.”

Other highlights include, “My windshield wipers aren’t working and it might rain,” “I had to go shopping for my daughter’s bat mitzvah dress,” and “I went a movie instead.”

Here were a few more classics from dentists:

  • “A model doing a photo shoot said she was bitten by a lion. A cop was involved in a shoot out.” (New York endodontist)
  • “The patient was in jail!” (Virginia dental office worker)
  • “One patient wanted to know if his insurance would cover the broken appointment fee!” (General dentist)
  • “We always document patients’ excuses when missing an appointment. Sometimes the same grandparent passes away unexpectedly two or three times in the same year!!” (Texas dentist)
  • “‘I have a hangnail.’ Also, ‘My dog has diarrhea.'” (North Carolina dentist)
  • “‘The goats got loose!'” (Maryland pediatric dentist)
  • “‘My dog ate my appointment card.'” (Arizona dentist)

Have more excuses to share? Post them here! Plus, check out the full results

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