Increasing your dental medical revenues does not have to be expensive! Easy ways to increase your dental/medical revenues!

By Jeffrey Brooks, CPA, CFP, MBA for Jbrooks Wealth Advisors, PC, a Professional CPA and CFP Firm jeff@jbrookswa.com 602-687-9900 x101 Please consult with your professional tax CPA regarding your specific circumstances!

As a local Phoenix CPA firm, we have been providing tax and financial management services for a large number of dentists, doctors and their offices for a number of years.

My dental/medical clients are finding it a challenge to grow their revenues and profits. Costs are increasing. Competition is strong. Some of my clients have too high of a turnover of patients.

Did you know that about 70% of dental/medical patients dissatisfied with the quality of care at your office are not likely to complain to neither you nor your dental/medical staff?

The reasons are “not worth the bother”, “it won’t have any effect” or “fear that I might be treated poorly during my next visit.”

Are you a trusted friend or a commodity?

Between 55% and 85% of these people will go elsewhere for future care.

Dissatisfied patients typically relate their complaint to between four (4) and eight (8) people!

And compared to positive reports about a practitioner, negative comments are twice as likely to influence a prospective patient looking for a dentist or medical doctor.

Did you know that most of your patients do not judge you the way you judge yourself? Nor do my CPA clients judge me the way that I judge myself!

We both need to have a paradigm shift that allows us to realize that there are multiple ways that our services are judged!

We need to think about how our senses…visual, audio, and feeling are react when we visit another professional.

Your patients’ have expectations. Satisfaction of their expectations is influenced by:

1. Your office “relaxed” environment,
2. You and your staff’s verbal and body language
3. How friendly your staff is.
4. Whether they feel listened to and understood.

Most dentists as well as CPAs believe that efficiency, thoroughness, promptness and availability are the most important factors in getting referrals from satisfied patients. In surveys, these beliefs have been proven to be false!

Your patients and my clients care about at courtesy, asking great questions to show that you are knowledgeable, friendliness, caring, being understood by verbal feedback. This personal communication relaxed environment is more important than efficiency, thoroughness, promptness, and availability.

I’ve recently listened to an excellent audio book by Dr. Andrew Newberg. The book is called “Words can change your brain, 12 conversational strategies to build trust, resolve conflict, and increase intimacy.”

The key concept that of the book is that we, the professionals should listen more and talk less. We should ask brief questions. Secondly, when we do speak with our patients and clients, we should speak slower and pause at the end of a question. We should speak for less than 30 seconds at a time. We will speak in short sentences. Our words should be slowly annunciated with sufficient pauses.

The authors detail 12 steps to compassionate communication. The 12 steps include:

Learning how to relax through breathing, being an active listener, cultivating inner silence, being consistently positive, accessing pleasant memories, observing non-verbal clues in our patients’ (in my clients’ behavior), warmly expressing our appreciation and speaking briefly and listening deeply.

How do we make these changes? 1. Observe our own behavior and 2. Practice with a person who will give you constructive criticism and who wants you to succeed.

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About Jeffrey Brooks

Jeffrey Brooks, CPA, CFP, MBA since 1976 has specialized in helping clients save significant taxes, help businesses increase their cash flow, revenues and profits while increasing their control and satisfaction. Jeff and his accounting firm sincerely cares about the happiness of his clients.

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JBrooks Wealth Advisors, PC.

Certified Public Accountant
Address: 4647 N 32nd Street, Suite B245
Phoenix, Arizona 85018
Phone: 602-292-2009
Email: jeff@jbrookswa.com