Letters to the publisher

Hello Howard,
I am going to use this neighborhood newsletter and have questions on the coupons that are placed on the back page. I notice that you do not place the regular fee on the coupon. (eg whitening reg $395 now $295 with $100 off). I know that you must have a good reason for not listing the regular fee. What would it be? Also, you have a definite expiration date vs. offer expires in 30 days. How long do you make the offer good for after the letter is sent?
Thanks.
Greg Wigton

Greg,
We use a couple of different coupons on our neighborhood newsletter. The reason that we do not put the regular fee on the whitening is that we are not looking for patients that are price shopping. Our goal is to get the new patient in the door as quickly as possible and then discuss our fees with them. We have found that patients that are price shopping are not willing to pay for quality dentistry and just office hop every 3 to 6 months. The other promotions we offer are basically a $$ amount off of a procedure or visit i.e. $25.00 off any visit or procedure and $50.00 off any major procedure. As far as the expiration date is concerned, we will always honor the coupon despite the expiration date.
I hope this helps!
Howard

I just read A Consumerist’s Road Map. The book got me thinking about a lot of things. I am seven years out of dental school and have been floating around various dental associateships. I would like to learn the business side of a dental practice but have no background in any business. How would you suggest I start?
Paul

Greetings Paul,
You can read books on how to swim until you are blue in the face, but the fastest way to learn how to swim is to dive in the deep end head first. Free enterprise is a very irrational system. If you study how many failures it takes to make a success you realize why so many people are risk adverse. The fact that you state, “I am seven years out of dental school and have been floating around various dental associateships” means to me that you are very risk adverse. You need to become more tolerant to risk if you want to open up your own dental practice. My favorite author for crawling inside your own head and trying to figure out how it works is without a doubt Dr. Wayne W. Dyer. Read Wayne’s book “Your Erroneous Zones.” This book is a classic! The fact that you have been practicing for 7 years tells me you are more than ready you just need to take the plunge. If you actually do need more information of the business side of the equation I still strongly recommend to everyone to go back to their local college and get their MBA (Masters in Business Administration). I went back to Arizona State University several years ago and went to night school every Monday and Wednesday night from 6:00 p.m. to 10:00 p.m. year round for two years. It was one of the best experiences I have ever had. I could have done it every Saturday from 8:00 a.m. to 5:00 p.m. but I usually have to speak somewhere on Saturdays. If you don’t want to go through the entire program I condensed my MBA experience into a 30 one-hour tape program called “Dr. Farran’s 30 Day MBA.” You can call DentalTown and order them in video, audio, or CD at 480-598-0001. Just go for it!
Howard

Howard,
We benefited from being with you at a recent seminar in Austin, TX. The new ideas and energy infusion are already producing results. I have been unable to find a phone number or e-mail address for the Misch Institute for implants. Could you help me out? Thanks again. I hope to implement more of your concepts.
Sincerely,
Tim Tannich

Greetings Tim,
I'm so glad to hear that you want more information regarding the Misch Institute. You can contact them at:
Carl Misch DDS, The Misch Institute
0) 248-642-3199, 0) 205-981-2797
E) misch@bonegraft.com.
I hope this helps! Have a great day!
Howard

Howard,
I can’t tell you how glad I am the DentalTown website is back up and running after your recent redesign. I was going into withdrawal! I want to thank you for all you have done for me personally and the entire profession of dentistry. I would not be one - tenth the dentist I am today if it wasn't for your inspiration.
Thanks again and keep up the good work.
Rick

Wow!! Thanks for the kind words Rick!
We really worked long and hard on the DentalTown website. Your comments are very nice and very appreciated.
Have a great day!
Howard