09Apr2017
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The Law of Exclusivity

The Law of Exclusivity states that most people want what few people can get.   Think about it, you always want access to the exclusive places, and things to which only “the few” have access.   Here’s a variation on an idea that will help make your key appointments more “exclusive” and more highly valued by your patients.   Critical ingredients of the

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02Apr2017
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“Why didn’t my previous dentist tell me?!”

  If you have ever heard that question from a new patient, you have probably wondered about the best response.  While it depends on the patient, there are some clear things to do and not do. Here’s some quick tips… Any patient who asks this question is coming from one of two places. They are questioning you and whether or not to trust you based on the good relationship t

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26Mar2017
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Look Out Below!

  I stayed at a Fairfield Inn and Suites (Marriott brand) recently, followed the next week by a stay the Hotel Intercontinental. The Fairfield was new, reasonably priced, with free breakfast and free internet. The Hotel Intercontinental was much more pricy, nice marble and hard wood décor, room service for a hefty fee, expensive breakfast, and internet access for a fee. The two experie

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19Mar2017
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Skunk Syndrome

  There is a fully fenced-in football field and track near our home that I frequent for early morning runs.  On several occasions in the dark early morning hours I have almost collided with a skunk wandering around the field and across the track.  It happened twice on a recent morning.  I’ve concluded that the skunk is trapped on the field because of the fence.  There is only one

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12Mar2017
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Be Different!

Psychologists tell us that there is a natural pull to want to be like those around us.  At our ToPS seminars, that is something we have taught for years.  It is important that your patients and clients see you as someone they can relate to; someone like them.   But when it comes to business, it can get you in trouble.  Take the airlines for example.  It seems like they all follo

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05Mar2017
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The Early Advantage

  If you have spent any time with us at a ToPS Seminar or been to the Crown Council Annual Event, you know about one of our favorite quotes, “When you’re early, you’re on time.  When you’re on time, you’re late.  When you’re late, you’re lost!”   I was reminded this week of a time I was at one of my favorite practices, Elizabethtown Dental Associates in Eli

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26Feb2017
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Staples vs. Office Max

We are fortunate in our town because we have plenty of retail choices.  When it comes to office supplies, for example, there is a Staples just 5 minutes away and an OfficeMax 7 minutes away.  If that does not work, you can get to an Office Depot in 10.   I went into Staples recently looking for four items.  I wandered around trying to find what I was looking for.  When I finally

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