If you aren't converting prospects into dental patients, you may want to reexamine some stuff that you are doing in the office.

The front desk person who handles the phone call — this is the most critical point. If it's legal in your state, record the call. Critique it. You will find that most conversations are too rushed, too impersonal. Very little listening. The prospect is going to want to go somewhere else, or "think about it and call back." Which they usually don't.

Next, is the first impression when the prospect enters the waiting room. Are they greeted by the front desk with a smile? Does your front desk say "Hi, you must be Richard Geller."

Does your front desk conduct a low key tour of the office? This is flattering to the prospect. It shows they are important. It will lower fear a little.

Do you offer drinks to the prospect? This is a very nice touch. Being a gracious host is greatly appreciated.

And does your dental team just hand off patients without follow through? I mean, do they tell a prospect to sit somewhere and then abandon her?

This is all stuff that your dental practice may not be doing right. And you may be suffering from much poorer conversions than you need to.

I have been in touch with a real expert in this area and I am thinking we'll have a conference call on the subject, from Prospect to Patient, a Cash Conversions intensive 90 minute phone course. It is an experiment. I think it will go well and I am thinking 28-March at 12 noon Eastern time.

I hope this works for you and I hope you attend.

I will post an audio of the call if you miss out but it is always nice to attend live.

And meanwhile, see Dental Marketing: How to multiply your website's results and also Internet Dental Marketing Beyond Google.

If you haven't already snarfed the best book ever written and the bestselling book written on case acceptance and dental marketing, please do so now by entering your name and email. I am super-protective of your info and will never share it with anyone ever.

P.S. I think you will find the picture funny! Photo by Jason Rogers, thanks!