Monday, March 31, 2008

The Scheduling Institute Five Stars

The 5 Star Scoring System is based on:
1.  Greeting (Jay Geier's Office, This is Kimeran, How May I Help You?)
2.  Questions Answered (all questions related to treatment, insurance, cost, etc)
3.  Transition Used (for taking control of the call and smoothly moving into the close)
4.  The Close - (scheduling the appointment -- if the patient doesn't schedule...the staff should attempt a 2nd time)
5.  Data Capture

If you didn't get by to listen to your call email me and we'll get it
to you along with your score.

Kimeran Johnson
Jay Geier's Scheduling Institute

Happy Birthday Tim Hale!

Tim Hale, one of our ACE co-founders, celebrated a birthday in Austin at the ACE Dental Marketing event.

Tim never misses an opportunity to tell people it's his birthday!

Austin was Awesome!

From Dr. Eli Jackson:
 
Well guys,(and gals),
 
I have to chime in here. Since I did not go to the marketing meeting last year I made it a point to attend this year and was NOT disappointed !!  I was overwhelmed; not that that is hard to do....... anyway, we kinda get used to the quality of meetings y'all put on and may even take it a little bit for granted.  So, when I asked the dentist I brought with me, Dr. Andy Burt, what his thoughts were he did not know where to begin.  I think his eyes were opened widely to the 'possibities'out there. He was totally amazed at the quality of the meeting AND of the other Docs there.  I had been bragging on you guys for a few months now and you all totally sold him. Thanks for not letting me down. 
 
many thanks to  all, I always enjoy meeting the faces behind the emails.....
 
Eli

My experience in Austin

From Alan Abdo, President of Serenity Smiles:

Everyone behind this meeting did a great job! Super organized with a great line up of speakers. I love ACE meetings.

You get to know people on this forum by just their e mails. You show up to one of these events and you realize how great these people are. I really enjoyed seeing people I already knew and meeting the ones I didn't know. Besides all that it was a very informative meeting and to top all of that off I had fun!

If you were not able to make this meeting do yourself a favor and make a valiant effort to be a part of the next one. I promise you wont be disapointed!

Ohhhh! Peter Maroon sucks at pool!
--
Alan A. Abdo
President/CEO
Serenity Smiles
1901 E. Carnegie, Suite 1-A
Santa Ana, Ca 92705
(949) 222-2205
(949) 222-9958
http://www.serenitysmiles.com/



Here is Alan's interview after the victory over Pete

Thanks to ACE for a great meeting!

From Mark Dilatush of New Patients, Inc.:

Suz (thanks for the warm "how ya doin hug!"),

Pete, Mike, Tim and Tom (and anyone else behind the scenes) do a fabulous job.  The facility is great too.  What service huh?  If I have a vote, I'd have it there every time but I will understand if they move it around the country in future years.

I got to sit down with Mike Davis and Mrs. Davis at the barbeque.  He sat right across from me. We chatted about what I "really" think!  LOL.  Can't do that on stage.  I was pleased to meet Gerald in person as well.  I spent LOTS of time with clients outside of the lecture hall going over current projects, results, new projects, strategies going forward.  Man, was that nice.  I bet I saved 10 days of telephone/email time just having clients right there in front of me.  From a sponsor/seminar point of view, we look forward to this meeting more than any other meeting or seminar ALL YEAR.  That's why we bring the all new "stuff" to the ACE marketing meeting(s).  We know we're not talking over your heads.  Can't do that at a dental association meeting.  

So, my hat is off to Pete, Mike, Tim and Tom for finding and encouraging a community of such top notch PEOPLE.  I know you're all dentists but you're all people too. <grin>

Mark Dilatush

Vice President, New Patients Inc.

866.336.8237

609.433.0649 mobile

309.407.5987 fax

markd@newpatientsinc.com

www.newpatientsinc.com

Free Marketing Newsletter Link

http://visitor.constantcontact.com/email.jsp?m=1101777937354&p=oi

Free Customized Marketing Plan Link

http://www.newpatientsinc.com/dental_marketing_plan.htm

Great job in Austin!


From Dr. Suz Ahnquist:


Tom and all
 
You did an incredible job for this meeting.  What a line up of speakers and efficiency of presentations.  Thanks to Peter and Mike and Tim for the facilities and food and just plain old getting us together.  We are such a fabulous group, and every time we get together it is a reunion.  The cameraderie for our practices and our families and just being ourselves. 
 
Finally met Gerald Benjamin.  Still gotta talk to Mike Davis.  Spoke briefly with Eli Jackson.  Always fabulous to just BE at the meeting.  Miss those not there.
 
What a comfort zone we have!
Suz

Austin was Awesome!

From Kimeran Johnson of The Scheduling Institute:

Much appreciation to everyone at ACE...especially the Board for putting on such a great meeting in Austin.  What an awesome group...great people, great fun and lots of great information.  
 
Thanks for inviting us to participate (as an exhibitor and Jay as a speaker) and for such wonderful hospitality.  
 
Even though we were "first-timers" you guys treated us like part of the family.  
 
Thanks again!

Kimeran Johnson
Jay Geier's Scheduling Institute

Austin Meeting

From Dr. Dana Jones:

Thanks for a great meeting. My head is still spinning from all the information that was presented. I know this has been said before but it needs repeating. The best thing about meetings like this is the social interaction. Being able to brainstorm with your peers and people who have been there is invaluable.
 
I am going through a lot professionally and personally and this meeting was a big pick me up. To have someone say to you if  I can be of any help just call me or come visit was tremendous.
 
I want to single out the Hale Brothers and Peter for treating me like a close friend. Austin felt like a gathering of a big family and that while you were there you got some important information so you can grow and be successful.
 
Thanks to everyone involved!
 
Dana
Dr. Dana Jones

Sunday, March 30, 2008

Great Austin Weekend

From Dr. Marvin Berlin:

What a great weekend!  

Absolutely amazing amount of marketing and web info.
Interesting that even though Brad's and Rick's practices are more specialized (niched) than ours, I took more notes from them than anyone. No doubt, we all want what's best for our patients, no matter how many we see.

Tom, incredible job, buddy!  Same goes for Mike and Peter as well...the whole thing went without a hitch. (Except for Mike's PC ... and my knucklehead decision to put that picture of my daughter on the big screen ...that was tough) I do want to thank everyone there for the kind words about Annalee.  She's doing fine by the way :)

It was good to have one of my partners, Britt Bostick and (Business Administrator) Jay Johnson there. Thanks for making them feel a part of the family.
 
Jay and I were flying back to McKinney (and that being his first ACE event) commented several times what an incredible group we have. He said he's been to all kinds of dental meetings but never one that "felt" like that.
 
Needless to say, he was very impressed. We had a bumpy flight home ... had some serious weather to our East that we had to avoid. (See photo) 

Pay it Forward ...

--
Marvin
"I was a dentist before being a dentist was cool"
Marvin Berlin, DDS
972.658.5333
mckinneydentist.com

 

Pete Maroon wins at Poker!

Pete Maroon continues his dominating performance at ACE events. Here he is taking Harold Meredith of DentalMarketers.com to school.

ACE videos on YouTube

Check out all the videos from the ACE 2008 Dental Marketing meeting on YouTube!

Here's a video of Dr. Rick & Melinda Coker enjoying the Texas BBQ with their grand daughter Kendall.

Enjoying the ACE 2008 Texas BBQ

The Hale brothers, Suz Ahnquist, Mark Kramer, Wade Anshutz and several other folks enjoying a good time at the Texas BBQ.

Pete Maroon says "You Shoulda Been Heaa!" at ACE

For those who didn't attend the ACE 2008 Conference on Dental Marketing & Web Optimization, Pete Maroon has a simple message for you in his native Massachusetts accent!

Reflections on the ACE marketing meeting

From Dr. Rick Coker:

Man, there are so many ideas to process after a meeting like this, and one of the challenges is to try to combine and sort of justify all of the different points of view that were expressed.

One idea that many speakers expressed was the idea of a Niche practice, with Brad Durham and I being the two most outspoken adherents, and with Marvin Berlin and Mike being more of the side of welcoming everyone in (and making me feel guilty and elitist at the same time). And Jay Geier of the Scheduling Institute was sort of their inspiration, I believe, since he made a huge point of how important it was to make sure nobody was dropped, at least before your office saw that patient.

But on the way home, I got to thinking about Jay's business model, and how his menu of services was so much more "Soup Nazi" than "Come on in and we will take care of you!". He essentially has two things on the menu- a personal training session with one of his ladies, or a DVD and booklet training package, and I have no reason to think they wouldn't be great. But, it is a little ironic to think that people are hearing him say that you really need to never say "No" to anyone, when if you wanted a half day of training, that is exactly what you would hear! Right?

Funny, anyway.

But I am awed by the simplicity and power of his business model. He takes a subject where anyone can be made to feel a little concerned (do you know how your phone is answered everytime?), and then shows you how he can fix it for you, thereby making you tons of money and saving you from running off good new patients by how your phone is answered. And he will sign you up today, yadda, yadda, yadda. He probably made 25 thousand during the ACE meeting, and as I said, it will probably be worth it.

Actually, he proves my point about niche businesses. How narrow is that niche? Helping health professionals to schedule their patients/clients/guests more effectively is pretty damn narrow, but he is perceived as the expert since that is all he does. He has credibility because of his "niche-ness".

Why is it so hard for a dentist to think about this idea, and apply it to his own practice? Why is there such fear and loathing?

Quite interesting, the whole concept he brought so expertly to the table.

Otherwise, gosh, it is hard to imagine how a marketing meeting could be much better, and as I was talking to a couple of guys from San Diego when they were getting ready to leave this morning (Greg Friedman and Dave something), they were both amazed that the attendance wasn't twice as much. Such a relevant topic, with such great information.

If you missed it, we missed you. See you the next time!

Rick

--
Dr. Rick Coker, DDS, FACE
Director, Academy of Comprehensive Esthetics
www.tyler-smiles.com

Cosmetic dentistry is now the standard

Cosmetic dentistry is now the standard
New technology, procedures make good-looking teeth easier for everyone

12:00 AM CDT on Sunday, March 30, 2008
By SUSAN KREIMER / Special Contributor to The Dallas Morning News

Thanks to technical advances and consumer demand, cosmetic dentistry has come a long way.
"It's extraordinary what cosmetic dentists can do these days," said Dr. Lorin Berland of the Dallas Dental Spa.
"Early cosmetic dentistry consisted of unnatural porcelain crowns with metal rings around the gum, 'tin-can' braces, and in the extreme, removing ugly teeth and replacing them with dentures."
Now there are better whitening techniques, implants, veneers, porcelain crowns, clear braces and more. The demand for skilled cosmetic dental professionals is growing constantly – and not just for dentists, but also for their vital assistants and laboratory technicians.
"Cosmetic dentistry has really become the standard for dentists who would consider themselves true artisans in their trade, and have the case photos to prove it," said marketing professional Zach Hoffman of Fort Lauderdale, Fla. In March 2007, he helped launch the American Cosmetic Dental Association with his father, Dr. Howard J. Hoffman, a general and cosmetic dentist.
While a few dentists devote all their time to cosmetic procedures, most still operate general practices that incorporate aesthetics. Among those who opted to specialize is Dr. Gregory M. Lutke of Dallas Dental Solutions in Plano.
Dr. Lutke, 50, has two dental businesses. His practice deals solely with aesthetic dentistry, and his other company teaches digital photography and dental imaging to dentists and lab technicians.
"There really is an art to providing each patient with his or her most aesthetic result," he said. And "the ceramist [laboratory technician] is a key partner in the cosmetic process."
Postgraduate work
Dental professionals have acquired these skills through postgraduate continuing education at an additional expense. High-level aesthetic procedures are not part of the general dental curriculum, Dr. Lutke said. But with advanced training, cosmetic dentistry can be highly profitable.
The American Academy of Cosmetic Dentistry offers a rigorous credentialing process for gaining accreditation. Members also can attend annual meetings and hands-on courses to hone skills and learn the newest techniques, said Laura Kelly, an accredited ceramist in San Ramon, Calif., who is the academy's president.
"Demand is high. We have seen an increase overall in dentistry, and specifically, cosmetic tooth-colored restorations have grown in demand," said Ms. Kelly, 44, who also owns a full-service dental laboratory that makes veneers, crowns, bridges and other fixtures.
"Patients' expectations are higher, and they are requesting more natural-looking teeth than ever before. [There's] consumer awareness through the media, shows like Extreme Makeover," she said.
"The desire for whiter-looking teeth is at an all-time high."
Aside from further education, cosmetic dentistry requires "greater hand finesse as well as a sense of touch," said Dr. Berland, 52, who has practiced in Dallas' downtown Arts District for 23 years. "Most importantly, a cosmetic dentist must develop an 'eye' to create teeth that complement the personality and the physical attributes of the patient."
Designing a smile
In designing a smile, the dentist should communicate visually with the patient whenever possible. That's why Dr. Berland conceived a Smile Guide displaying 18 choices from which patients can select what's best for them.
He got his start at a dental laboratory while in high school. Later, he worked as a dental lab technician for a dentist.
"It was creating lifelike dentures for our patients that rejuvenated not just their smile, but their whole face, that convinced me to pursue being a dentist," Dr. Berland said. "It was thanks to these experiences that I was able to be right there at the beginning of cosmetic dentistry."

Let's play...SPOT THE TERRORIST!

Can you spot the terrorist at the ACE Dental Marketing Meeting?



I had some fun with Dr. Ash Patel, Alan Abdo, Dr. Gregg May & his wife Julie, Ekram Khan, & Christina from Dr. Ash Patel's office.

Dr. John Jameson fires up the crowd at ACE

Dr. John Jameson of Jameson Management Group, was at the ACE Dental Marketing meeting as an attendee, but he found a way to get on the microphone and gave an energized introduction for Harold Meredith of DentalMarketers.com.

John is one of the good guys in dentistry and all of us at ACE are happy to have him on our side.

Good Music & Great Friends

This 2 piece band did a great job of entertaining the folks at the Texas BBQ held on Friday night at the ACE meeting. Here are a couple of clips.



One of the great learning opportunities at ACE are the impromptu conversations that take place among good & new friends. The BBQ had a nice place to meet around the fireplace.

Smile Stylists spotted at ACE Meeting

Dr. Jason Olitsky, Dr. Colleen Olitsky & Jamie Lynch ham it up at ACE. The Olitsky's are the "Smile Stylists".

101 Five-Minute Fixes to Incrementally Improve Your Web Site

101 Five-Minute Fixes to Incrementally Improve Your Web Site
By Inside CRM Editors on March 18, 2008
 
A webmaster's work is never done. What may have worked a few years ago when could be outdated today, so it's important to constantly improve your Web site. However, a massive overhaul is just too much work to undertake at one time. Instead, tackle these quick fixes over time, and you'll be able to improve your Web site with minimal pain.
 
Copywriting

Content, specifically text, is perhaps your site's most important asset. Make sure that it's up to snuff by following these improvements.

  1. Tell readers why they should perform a task. If your site is full of passive suggestions, toughen it up. People are trained to follow a request, as long as you give them a good reason to do it.
  2. Make the most highly trafficked pages easier to scan. If your current site consists of large blocks of text, break it up so that it's easier for the average Internet user to read.
  3. Convey a sense of trust. If you're experiencing skepticism, offer social proof like testimonials or risk-mitigating offers like a free trial.
  4. Stress benefits. Ensure that your copy always shows users exactly how your site will benefit them.
  5. Make headlines meaningful. Be sure to change any vague or cutesy headlines to something more up-front and meaningful.
  6. Repeat yourself. Check over your copy to make sure that you're really driving the point home by making it in a number of ways.
  7. Tell visitors what to do. Revise your site to ensure that people know exactly what the next step is. If you want a visitor to click a link, tell them
  8. Keep the reader engaged. Make sure that your current content gives visitors a reason to keep reading throughout the entire piece; otherwise, you need to spice things up a bit.
  9. Stay consistent. Check your copy for consistency, or else your site may be seen as unstable or flighty.
  10. Stay simple. Simplify your message simply to avoid confusing visitors, while at the same time improving conversion rates.
  11. Structure content persuasively. Restructure your content so that it's more focused, specific and credible.
  12. Offer social proof. Seek out testimonials and case studies to show just how effective your services are.
  13. Keep offers simple. If you're offering lots of different options, pare them down.
  14. Make an offer that visitors can't refuse. Check out your site to make sure that you're giving your visitors a reason to pick your company out of an overcrowded field.
  15. Avoid making hollow promises. Check out your guarantee, and ensure that you're backing it up with something of substance, like a money-back guarantee.
  16. Keep each block of text to a single topic. Make sure that your text isn't too overwhelming with many different thoughts in one place.
  17. Offer comparisons. Make it easier for your reader to understand and relate to your business by offering metaphors, similes and analogies.
  18. Be concise. Make sure that your copy is only as long as it needs to be to get your point across reasonably.
  19. Go with what works. Study other copywriters to adopt the words and methods that have worked for them. Customize these words and phrases until they become your own.

Usability

If your site isn't usable, visitors will not stick around. Take these small steps, and you'll have a more user-friendly site that's ripe for conversions.

  1. Add a short "about" page. Put a real person behind your site by allowing your visitors to learn a bit about you.
  2. Make navigation consistent. Make sure that your site's navigation is on the same place on each page so that visitors don't get confused.
  3. Make text links clear. Be sure that your links are descriptive enough so that visitors know exactly where they're going.
  4. Use underlined link text. Get rid of your fancy link navigation. Visitors expect to click underlined links. If you dislike underlines, use CSS (Cascading Style Sheets) to employ a different method of highlighting, like a different text color or font.
  5. Never ask for more information than you need. If you're currently asking for excessive information, rethink your data-mining tendencies. When you get greedy for data, you'll turn off some visitors.
  6. Always have text links. Although your JavaScript menu might look great, some browsers and users have JavaScript disabled.
  7. Have a text-based site map. With a text-based site map, lost visitors can find their way, and you'll make it easy for search engine spiders to find your pages.
  8. Link the site logo to the home page. Visitors will expect your logo to link to the home page, so make it easy for them to find it.
  9. Add a search box. Are your current visitors lost? Make it easy for them to find exactly what they're looking for with an internal search box.
  10. Use plenty of contrast. If text seems to melt into the background, change things up and make your text easy to read by using colors that highly contrast one another.
  11. Customize the error page. If you have a standard set of error pages, you need to step things up. The error page should not only reflect your site's design but also provide useful links that will get your visitor back on track.
  12. Ask for feedback. Create a contact form that makes it easy for customers to speak with you about your site.
  13. Test the site on real users. Ask regular people to navigate your site to find usability problems.
  14. Create specific landing pages. If you want to sell, make sure that you have landing pages for specific campaigns and that each of those pages has a purpose.
  15. Add more internal links. If you'd like to get more traffic to your income-producing pages, add some internal links to your most highly trafficked pages.

Search Engine Optimization

Follow these tips if you'd like to see an improvement on your search-engine rankings.

  1. Replace underscores with hyphens. In search-engine results, words separated by underscores will run together, while hypens will create a space between each word.
  2. Implement 301s to consolidate page rank. If your site lives on both non-"www" and "www" domains, redirect one to the other in order to consolidate.
  3. Add a dynamic meta description. Make sure that your meta description makes sense so that your excerpt in search-engine results is more appealing.
  4. Use heading tags. Let search engines know what's important by highlighting titles and more in header tags.
  5. Update content often. Give search engines a reason to keep coming back with fresh content.
  6. Ensure that your host is up to snuff. Make sure that your host is providing maximum uptime so that your site is visible at all times.
  7. Create a robots text file. Make life easy for crawlers by creating a file just for them.
  8. Make sure that your domain is brandable. If your name isn't easy to say or remember, you need to find something that is.
  9. Build link popularity. Actively seek out relevant, inbound links to your site to build trust and profile with search engines.
  10. Turn off music. No one wants music to greet them every time they click a link, so turn off the music — or at least offer an easy option for disabling it.
  11. Give pages real names. For example, if your page is about red widgets, its filename should be, or at least include, the words "red" and "widgets."
  12. Take off the black hat. If you've used tactics like keyword stuffing, remove them from your site. They may be working now, but in the long run, they'll only hurt.
  13. Open up the drop-down menus. Let your user see all of the navigation options available, or you'll confuse them.
  14. Ditch registration. Don't turn off users by forcing them to register to access content.
  15. Ditch frames. Frames are horrible for search-engine optimization and design in general. Just stay away from them.
  16. Fix broken links. Don't send search engines and users down dead ends. Clean up links for better search-engine optimization and usability.
  17. Avoid resizing the user's window. Let the user be in control of their browser, or your site will lose credibility.

Accessibility

If your site isn't accessible, you could be making things frustrating or even impossible for visitors with disabilities. Take these steps to make your site more inclusive.

  1. Create accessible forms. Make sure that your forms can be filled out by all visitors.
  2. Specify spacer images as empty. Make sure that nonvisual browsers know to ignore your spacer images by noting them as empty.
  3. Set captions on tables. This will ensure that your captions render correctly even in visual browsers.
  4. Modify color. Ensure that pages are readable by using appropriate colors.
  5. Summarize tables. Add a summary of tables so that visitors with screen readers will understand what they're all about.
  6. Provide real lists. Use list tags to ensure that lists render correctly for disabled browsers.
  7. Remove text from images. Using image text will make it difficult for those using screen readers to read text.
  8. Offer an alternative to JavaScript links. Many browsers for the disabled don't support JavaScript, so make it easy for them to have access to "real" links.
  9. Identify the language. Screen readers need to know how to pronounce words, so let them know what language your site's content is in.
  10. Add titles to links. Ensure that links are descriptive enough for visitors by adding link titles.
  11. Create accessible tables. Make sure that tables are accessible to all by using scope, header and ID attributes.
  12. Allow text resizing. Make it easy for readers to resize text if necessary.
  13. Supplement navigational aids. Offer additional navigational aids to help visitors who use text-only browsers.
  14. Define keyboard shortcuts. Set up keyboard shortcuts so that disabled users can navigate your site with ease.
  15. Provide alternate text for images. Alternate text will let disabled visitors know what images represent.
  16. Set a document type. Let readers know what sort of programming language your site uses so that content can be displayed correctly.
  17. Present content first. Make sure that text-only browswers aren't being presented with your navigation before main content.
  18. Set horizontal rules. Instead of just using an image to break up your pages, use horizontal-rule tags and CSS to display them properly for disabled users.
  19. Accessible pop-up windows. If your site uses pop-up windows, make sure that they're accessible.
  20. Create meaningful page titles. Make sure that your site's page names make sense for their content.

Design

Spruce up your site's appearance using these design fixes.

  1. Place important information "above the fold." Move your most important content high on the page so you can be sure that visitors will see it.
  2. Keep background colors and images at a minimum. Backgrounds are often less than visually appealing and can make your site load slowly.
  3. Reduce choices. Avoid overwhelming your visitor with lots of different options.
  4. Design small. Cut your Web pages down to 50KB or less so that they load quickly for anyone.
  5. Nix banners. Abandon banners for a more effective design element, or they'll be ignored.
  6. Stay consistent. Check to make sure that colors and design are in the same general scheme so that visitors know they're still on your site.
  7. Validate design in alternative browsers. See how your design renders in browsers like Safari, Opera and Firefox to make sure that it looks right no matter who is viewing it.
  8. Minimize columns. Reduce columns to avoid distracting the reader with excessive visual choices.
  9. Lose the splash page. No one wants to sit through a fancy Flash introduction. Replace it with a helpful home page instead.
  10. Create a tagline. Stand out with a striking tagline that will draw visitors in.
  11. Ditch frames. If your site uses frames, you need to move on to another method, like CSS or SSI (Server-Side Includes).
  12. Make sure that text outnumbers HTML. Provide good content with text rather than HTML.
  13. Slow down the technology. Although you may have state-of-the-art computers, many of your visitors don't. Get rid of memory-hogging technologies like JavaScript.
  14. Remove link cloaks. Make sure that your visitor knows exactly where they're going, or you'll lose credibility.
  15. Limit each page to one topic. Give each page a singular purpose to avoid confusing visitors.
  16. Ditch crazy fonts. If you're using a ransom-note font, it's time to switch to something simpler. Chances are, your visitors' browsers are rendering it as Times New Roman anyway.
  17. Reduce your graphics. Graphics not only slow pages down, but they also steal attention away from what's important: content.
  18. Add functional links to the footer. Make it easy for visitors to find contact information or your privacy policy just by scrolling down.
  19. Standardize link colors. Make sure that users know which links they've visited and which they haven't.
  20. Update information. Put on a fresh coat of paint with a new header, logo or other design element.
  21. Convert PDF files to HTML. Make browsing flow a little smoother by converting PDF files to a format that's more easily readable in a browser.

Legal

Keep your site safe and protect your content using these improvements.

  1. Update the privacy policy. Ensure that your site's privacy policy fully discloses everything it should.
  2. Revise "deep" links. Update links so that they point to the home page of a site rather than a specific page, or make sure that you're attributing them correctly.
  3. Legitimize images. If you're using images that you don't legally own, it's time to update them with your own images or those that you've purchased.
  4. Pay taxes. If you're making money from your site, it's a business and is taxed as such. Take care of your taxes or you could end up in hot water with Uncle Sam.
  5. Protect content. Keep your content safe from thieves by copyrighting it and taking steps to shield it from unscrupulous eyes.
  6. Form a legal entity. Get liability protection by forming an LLC (limited liability company) or other formal legal entity.
  7. Register a trademark. If you own your domain name but not a related trademark, a trademarked entity with the same name could take it from you, so be sure to register it before someone else does.
  8. Store a Web site cache. Keep a copy of your site handy in case of copyright disputes or loss.
  9. Revise the email campaign. Make sure that your email campaign complies with the CAN-SPAM Act.

Austin meeting is over

Well, the Austin meeting is over and we had another great presentation by Dr. Peter Boulden on utilizing Google Adwords. Pete is one of the brightest young minds in dentistry that I've met. He has a great career ahead of him.

I have to say, that I was the dog of the meeting! I spent 3 days working on my computer to give a great presentation, spending time helping other folks make sure their AV was working properly, and then when I went to give my presentation, the AV wasn't working right FOR ME! What's up with that?

Anyway, I got through the presentation and then we had a very informative panel discussion featuring most of the speakers, as well as several of the exhibitors at the event.

I've taken some video of each of the exhibitors to share with all of you and will post them to YouTube and this blog for you to see how their company's products & services can help you.

Thanks to all the great people on our email network, and the new folks that we met, who attending the Austin meeting. A special thanks to the speakers who gave up of their free time to be with us in Austin and share their information. We also appreciate all of our sponsors for their continued support of ACE and our efforts.

Thanks also to Dr. Tom Hedge & Peter Maroon for their efforts in putting the program together. This was another successful event for ACE. The best part about ACE events is the intimacy and quality of our docs & team members.

The ACE 2008 Conference on Dental Marketing & Web Optimization was an overwhelming success!

Austin Meeting

More great comments from Austin!
 
From Dr. Gerald Benjamin:

Hi All;
The meeting was really great and Mike and Pete Maroon, Tim Hale,Tom Hedge and everyone else involved in organizing the event should be commended. My forte is clinical dentistry but as I begin yet another chapter in my career with my new office , I recognized how important it is to establish and implement my marketing plan. I am indebted to ACE for creating a marketing feast. Thanks.
It was really great to meet the people that I have known for quite some time but never met before.
Mike Barr even showed me the check for his new Ferrari but it was dated 2015 lol.
Regards,
gerald

Comments on Austin...

Here are some comments from the Email network regarding the ACE 2008 Conference on Dental Marketing & Web Optimization.

From Dr. Robert Malone:

The course just ended and I'm sitting here in Austin contemplating all the incredible ideas and concepts that were shared by the best group of marketing professionals and dentists on the planet. I've got enough information to use until, well,  NEXT YEARS COURSE!

This was an information rich, hold nothing back, in the trenches sharing of marketing and practice building ideas and strategies. Stuff you can use Monday morning.

Thanks to Mike, Tom, Tim, Rick and Peter and to all the presenters. All of you put incredible effort into making the weekend a big success. You definitely topped last years course which was also fantastic.

Bob Malone

Saturday, March 29, 2008

What a great 2nd day in Austin!

I stayed up a little too late last night enjoying some of the camaraderie going on here in Austin. We started out at the Texas BBQ which was a fantastic event. I've already posted some photos and will have some video of the event later on. The food was great, the good times were even better. I got a chance to reconnect with old friends and meet some new folks. After the BBQ we all headed into the sports bar to watch some of the NCAA games and celebrate Tim Hale's birthday. Later on, we had the big poker match in Pete Maroon's room with Pete, Harold Meredith, Tim Healy, Mark Kramer, Eric Zaremski, Mark Dilatush and yours truly. Although Pete Maroon tried to bully & bluff his way to overall victory, when all was said and done, I ended up winning the bragging rights until the next meeting.
 
Some of the group headed out into the city of Austin and enjoyed some of the nightlife there. Although they had a late night, they were all here for Bob Maccario's 7am presentation which was one of the best of the entire meeting! Bob, the Dental Concierge, will have his redesigned website coming out soon at www.Dental-Concierge.com.
 
After Bob, cam Dr. Marvin Berlin who shared a lot of information about how he operates his incredibly successful practice in McKinney, TX (www.McKinneyDentist.com).
 
Our elder statesman of the group. Dr. Rick Coker (www.rickcokerdds.com), shared some awesome information on becoming the local TV expert on dentistry. Rick claims that he has no particular style, however he is very smooth on camera and very natural. He comes across on video as relaxed and honest, which is a big reason why he's very popular in his local community and viewed as an expert.
 
After Rick, we had a great visit by Jay Geier of the Scheduling Institute (www.SchedulingInstitute.com) who surprised the audience by telling us that he recorded everyone's front office staff answering the phone. Jay made several important points about the way the person answering the phone in a dental practice is the main determining factor in the ultimate success of the practice. Talk about an eye-opening lecture!
 
After another great lunch, Mark Dilatush & Howie Horrocks of New Patients Inc. (www.newpatientsinc.com) shared some very interesting research on what is most important in choosing a dentist to the American public. It's certainly not what doctors may think is important. They also shared some great information on using video clips on your website to introduce your practice to the consumers who are hitting your site.
 
More "live" from Austin as we continue!
 
You won't believe how many notes I've taken! This has been an incredible seminar.
 
Good news for those who aren't here. Pete Maroon informs me that DVDs of the program will be available for purchase. He'll have information in the next couple of days on how to order.

Dr. Tim Hale & Dr. John Hackbarth: it's all about ACE!

Dr. Tim Hale & Dr. John Hackbarth catch up with each other at the ACE 2008 Conference on Dental Marketing & Web Optimization. Tim is one of the ACE co-founders and John has been a long-time ACE event attendee, supporter ang good friend!

A Texas Barb-B-Q

After a long day in class, it's time to unwind at a gool ol' fashioned Texas Barb-B-Q!

The staff at the Hyatt Lost Pines Resort are doing a fantastic job for the ACE group.

ACE is a great place for making new friends...

or meeting up with good friends, kickin' back and sharing stories about "real world" dental experiences and life!

You can even relax by a nice warm fire with a well deserved beverage!

Look who's in Austin!

Dr. John Jameson & Harold Meredith

Dr. Mike Barr reviewing his presentation!

Dr. Dan Babiec is happy to be here!

Dr. Ash Patel (right) & Dr. Eric Zaremski


Dr. John Chick enjoying the meeting!

Friday, March 28, 2008

Where's Ekram?

Check it out! I found Ekram Khan, President & CEO of CIEOS here at the ACE 2008 Conference on Dental Marketing & Web Optimization in Austin, TX.

Harold Meredith gives a great presentation!

Harold Meredith really captured the attention of the audience today with his presentation on marketing. Loads of awesome information presented in a very dynamic style.

Some of the key points that Harold makes are not only focusing on new patients, but also focus on the fundamentals in your practice to keep your existing patients happy and make them eager to refer more patients to you.

He offers some great tips on branding, image, and identifying the things in your practice that people judge you by.

You can learn more about Harold's company at http://www.dentalmarketers.com/.

Wade Anshutz gets a live demonstration on shooting video

Dr. Wade Anshutz gets a LIVE demonstration on how to shoot video for YouTube!



For more information on getting a great deal on a camera contact Andy Thompson of Norman Camera at 800-900-6676 or AThompson@NormanCamera.com.

Dr. Mike Barr just finished speaking

Dr. Mike Barr just finished up his program on website design and he had quite a few tips on how to keep your site up to date and relevant on search engines.

The cool thing about being at the ACE 2008 Conference on Dental Marketing & Web Optimization is that the more you hear the technological terms related to the internet, the more understanding of the internet language you become.

Recommended Reading by Dr. Jason Olitsky & Jamie Lynch

Dr. Jason Olitsky & Jamie Lynch just finished up their talk and they gave out the following list of books that are a good resource for "out of the box" thinking.

  1. POP! - by Sam Horn
  2. Meatball Sunday - by Seth Godin
  3. Break from the Pack - by Oren Harari
  4. Differentiate or Die - by Jack Trout

All of these books are available at Amazon.com or BarnesandNoble.com.

The Durhams

The Durhams enjoying ACE

Lunchtime!

ACE events always have lots of good food to eat! Here are some scenes from lunchtime!




Tim Healy - the other white meat!


More photos from Austin

Zach Hoffman of SEO.cc



Jason, the SEO.cc crew!



Tim Healy of TNT Dental



Mark Dilatush (left) & Howie Horrocks of New Patients Inc.



Dr. Mike Davis of Santa Fe, NM

Suz & Marvin talk about the Austin meeting

Dr. Suz Ahnquist & Dr. Marvin Berlin talk about the Austin meeting.

Dr. Brad Durham speaks on the Niche Practice in Austin

Dr. Brad Durham of Savannah, GA presents at the ACE 2008 Conference on Dental Marketing & Web Optimization in Austin, TX.

This is the second year that we've had Brad present to our group. His information is fantastic and well-received. For more information on Brad's philosophy and practice management/marketing manuals please visit http://www.braddurhamseminars.com/

Mike Barr showing what to do during his talk!

Dr. Mike Barr (right) of Palm Beach, FL is showing Dr. Gregg May (left) of New Orleans, LA & Dr. Tom Hale (center) of Naples, FL what they should do during his program at the ACE 2008 Conference on Dental Marketing & Web Optimization!

Lance Timmerman spotted in Austin!

Dr. Lance Timmerman of Tukwila, WA (somewhere South of Seattle) has found his way to Austin.

No he didn't drive this time!

Lance has been to several ACE events and is one of the "Young Guns" who is well educated and provided excellent dentistry.

Texas Trio


Dr. Lee Fitgerald (left), Dr. Mark Sweeney (center) & Dr. Rick Coker are talking Texas dentistry at the ACE 2008 Conference on Dental Marketing & Web Optimization.

Lee is from Dallas, Mark is from Austin & Rick is from Tyler...all in Texas! They claim that Texas dentists do it bigger!

This Texas Trio are some of the fine folks who enjoy being members of ACE.

The Kentucky & Texas Connection

Dr. Suz Ahnquist (left) and Dr. Marvin Berlin enjoying the meeting in Austin.

Marvin flew down in his own private plane from McKinney, TX. Both Marvin & Suz are here for the 2nd year in a row!

The Killer B's in Austin!

Dr. Gerald Benjamin (left) and Dr. Mike Barr enjoying the camaraderie at the ACE 2008 Conference on Dental Marketing & Web Optimization.

Gerald is here from Albany, NY and is attending his first ACE Conference although he's been a member of the email network for a long time.

Mike has been an ACE email network member for 10 years and is one of the featured presenters in Austin. He's from Palm Beach, FL.

Dr. Tom Hedge shares a message from Austin!

Dr. Tom Hedge shares a message from Austin!

ACE™ 2008 Conference on Dental Marketing & Web Optimization Attendees!

A view of some of the attendees at the ACE 2008 Conference on Dental Marketing & Web Optimization.



Blogging Live from ACE 2008 Conference on Dental Marketing & Web Optimization


Dr. Tom Hedge gets things kicked off at the ACE 2008 Conference on Dental Marketing & Web Optimization.

Tom is giving a fantastic overview of all the cool things that are available on the web to market your dental practice inclucing video, text messages, photos, websites, voice recognition, ad words and more. He's also showing us how to view our webstats on Google and other sites so that we can monitor our results. In addition, he's got Vijay Sikka of Sikka Soft to explain how you can utilize their software to monitor your marketing dollars and how effective you've been.

More "live" as the day goes on.

Monday, March 24, 2008

Springstone New User Offer Only at ACE 2008 Conference on Dental Marketing & Web Optimization






Special Offer for ACE Meeting Attendees!

If you haven’t registered for Springstone Patient Financing yet, here’s a way to make it even easier for your team to get started. When your first patient moves forward with Springstone, your office receives a FREE iPod Nano. Get the ball rolling with the iTunes gift card you’ll receive for registering at the meeting. Stop by to learn more about lower admin fees, plans to $40,000, great patient rates, and optimized underwriting.

If you have any questions or want to get started now, call 800-630-1663.

(Offer guidelines: Offer good for new customers who register at the meeting. To get your 8 GB iPod Nano, first approval must be obtained within 60 days of registration. iPod awarded at time of funding. Limit one iPod per practice.)

TO REGISTER FOR THE A.C.E. CONFERENCE ON DENTAL MARKETING AND WEB OPTIMIZATION CLICK HERE

Friday, March 21, 2008

ACE™ 2008 North American Conference on No-Prep Veneers

Update March 21, 2008:
Dr. Barry Freydberg has been added to the program. He will be speaking on Lumineers. For a complete listing of the entire program click here.

Early registration special is $100 off registration fee until April 30, 2008.

Call 800.701.6223 or visit www.ACEsthetics.com for registration.

Take Action During Tough Times

Take Action During Tough Times
by Sally McKenzie CEO

Well, here we go again. It seems as though most of the country had barely recovered from the last recession only to be facing yet another economic downturn. Negative economic news is virtually everywhere. Although there are pockets around the nation that seem to be skirting the worst of the latest economic woes, many dentists are feeling the pinch.

When the economy takes a turn for the worse, consumer focus shifts from luxury to necessity, from elective care to need-based care. It’s going to be tougher to sell those high-dollar cosmetic cases. Patients will be less inclined to stay with your practice if you are not on their company’s insurance plan. You will likely feel the pain of more no-shows and cancellations. But this is not the time to wallow in despair.

You may not be able to completely recession-proof your practice, but you can certainly minimize the impact if you follow what I consider to be the Four Tenets of Tough Times.

Tenet #1 – Be Flexible
This isn’t the time for hardliners. Tough times require a willingness to be flexible and an openness to do things a little differently, at least temporarily. For example, you may be philosophically opposed to participating in insurance plans, but patients are paying much closer attention to who is on their plans and who isn’t. If you’re losing patients or fewer new patients are scheduling, it’s time to reconsider your hard-line approach. Research the major employers in your area and find out what type of insurance they offer. What companies do the patients you’ve lost work for? Did they leave because you’re not on their plan?

If you do begin to accept assignment of benefits, send a letter to all your patients including those that have left your practice. You’ll likely find that the defectors never really wanted to abandon your office in the first place and would be glad to return.

Look at your schedule and adjust for down times. If the office is a tomb from 2:00 to 4:00 p.m. this is a drain on the dollars. Consider condensing your schedule, working a longer morning shift and a shorter afternoon shift, such as from 8:00 a.m. to 1:30 p.m. and 3:00 to 5:00 p.m. This will make it easier for working patients to see you during their lunch hours, and staff won’t be sitting around. Or, if you can keep three days full but the fourth is riddled with holes, cut back to three days.

Tenet #2--Get Real & Get Paid
Look at your fees. Are yours higher than your competition? You may feel your practice is worth the extra money, but unless patients are buying into your high-dollar philosophy, you’ll have a tough time keeping patient flow. It’s simply the realities of the current marketplace.

Consider foregoing an increase in fees this year. Send a letter to your patients thanking them for their loyalty to your practice. Take the opportunity to tell them that you are sensitive to the fact that many patients are experiencing difficulties as a result of the current economy. And in an effort to be responsive to the needs of your patients, your office is going to hold the line on fees this year, even though costs have increased for everyone, including your practice.

Next, make it easy for patients to pursue treatment. You may not be providing as much elective dentistry, but patients still have dental needs. Continue to diagnose based on what the patient needs to ensure the greatest level of oral health. Don’t fall into the trap of diagnosing just what you believe the patient can afford. The recession will be temporary, but dental needs and wants will remain. The patient may not pursue an entire treatment plan at this point, but as the economy improves so too will the opportunities to provide both necessary and elective care.

That being said, you do have an obligation to make it as easy as possible for patients to pursue treatment immediately. Provide treatment financing options, such as CareCredit, that will help the patient afford recommended care. A cash-based practice is a worthy goal to pursue when the economy is thriving, but there are times, such as now, when you simply have to get real in order to get paid.

Next week, avoid the #1 recession mistake.

Interested in speaking to Sally about your practice concerns? Email her at sallymck@mckenziemgmt.com.
Interested in having Sally speak to your dental society or study club? Click Here.

Thursday, March 20, 2008

No-prep Veneers

With the expertise of Juan Olivier of Advanced Dental Design in Sandy, UT (http://www.advanceddentaldesign.com/ or 866-501-7405) who hand crafted these extremely thin veneers, I was able to restore balance to this patient's smile.

I bonded them in with Surpass (http://www.apexdental.com/) and Variolink II (http://www.ivoclarvivadent.com/).

I'm looking forward to learning more at the upcoming ACE 2008 North American Conference on No-Prep Veneers being held June 13-14, 2008 at the Scottsdale Center in Scottsdale, AZ. For more information on the conference visit http://www.acesthetics.com/ or click here.

They sure do look good though! :D

Sikka Software Corporation and Heartland Dental Care announce partnership agreement

June 6 2007 Milpitas, CA
Sikka Software Corporation and Heartland Dental Care, Inc. announce partnership that will allow both companies to collaborate in product development and utilization of Sikka Software’s business intelligence and optimization software products line.

The partnership agreement calls for Sikka Software Corporation, a market leader in the dental industry for business intelligence to collaborate with Heartland Dental Care, one of the largest dental care providers in the United States to jointly develop a product that will address a key area in the dental practice. The details of the product development remain confidential, but both companies agree that the new product will give dentists a powerful tool in analyzing and benchmarking their practices. This product module will be available as an optional add-on to the existing Dental Practice Optimizer® before the end of the year. This agreement also includes the deployment of DPOD, “Dental Practice Optimizer Dashboard™” of Sikka Software in all of Heartland Dental Care practices. “Heartland practices will benefit from Dental Practice Optimizer Dashboard™ product that allows any dentist to get a snapshot of how well his/her practice is doing and allows them to incorporate real-time benchmarking and business intelligence capabilities”, said Sikka Software Corporation Chairman and Chief Executive Officer Vijay Sikka.

Heartland Dental Care Chief Executive Officer and Founder, Dr. Rick Workman said, “We are excited to partner with Sikka Software and help them further develop this new product. For the last 15 years, we have studied over 100 metrics and formulas that have been collaboratively defined as benchmarks based on current clinical standards of care and business expertise. It is our belief that providing dentists with benchmarking data will result in a more consistent and more standardized quality approach to the care delivered to our patients. ”

“Heartland Dental Care is a great company which we are proud to call our partner. Working with Heartland we will be able to incorporate their benchmarking systems and clinical/business expertise with our benchmark intelligence capabilities to enhance our product suite,” said Vijay Sikka. “Over the last 4 years we have done more than 2500 product installations and we are emerging as the premier business optimization and intelligence company in the dental market,” Sikka stated.

About Heartland Dental Care
Heartland Dental Care is a collection of nearly 200 hometown dental practices located throughout Illinois, Indiana, Ohio, Michigan, Florida, Kentucky, Tennessee, Missouri, Iowa, Virginia, Texas and Arizona. Heartland currently is affiliated with more than 270 dentists and more than 1750 team members. In addition, Heartland serves consulting clients in Illinois, Ohio, Idaho, Florida, California, Oregon, Nevada, Texas, Georgia, Louisiana, New York, Puerto Rico and Canada. Headquartered in Effingham, IL, Heartland provides dental practice management services to dental practices. More information can be found at www.HeartlandDentalCare.com.

About Sikka Software
Sikka Software Corporation was incorporated in California in early 2004 with the intention of providing best of class business optimization and intelligence software solutions including to dental and medical community. Sikka Software Corporation products, with more than 2500 installations, help dentist’s and staff members understand and maximize their business profitability with best fee schedules, ROI analysis, marketing, patient analysis, worry free completely automated accounts receivable management, inventory management, insurance analysis, supplies analysis and demographics analysis. Privately held Sikka Software is headquartered in Milpitas, California with offices in the United States and in India. For more information contact Rosemary at (866) 856-7119 or Rosemary@sikkasoft.com. More information can be found at www.sikkasoft.com.