This is a l-o-n-g but important post… don’t skim it!
First, a few important notes, then on to today’s message.

NOTE #1: Today’s the last day to let me know what your TOP CONCERN
is about your dental practice today. Go to:
http://clicks.aweber.com/y/ct/?l=ECEMN&m=1gptEUX3RFhxOT&b=8v9Ez7YE5yogAD0VtSQyVQ
and enter your reply to this critical question. I’ll tailor
future messages to the exact topics that you raise!

NOTE #2: I just returned from an AWESOME two days in Baltimore
with my Millionaire Mastermind group, led by Glazer-Kennedy Inner
Circle president Bill Glazer. Bill bought Dan Kennedy’s business
5 years ago and has grown it by over 1200% (yes, that’s 12x)! I’m
the only dentist in the room, surrounded by 18 top business and
entrepreneurial minds from 16 different business sectors. These
are “heavy hitters”. We estimated the total ANNUAL revenues of
businesses represented in the room at over $56 million!

Let me tell you, NOTHING will help you grow your business faster
than a true mastermind meeting, provided it’s led by the right
business coach to facilitate keeping idea flow on the right track.
My mind is literally bursting with dozens of new ideas to implement
in my practice. Most, of course, are adapted from OUTSIDE of the
dental profession, through the mastermind and numerous other means.

While much of what we share in that room is confidential, I will
continuously be providing new strategies for you… based partly on
what I bring home from these meetings, and from my own analysis
of what’s new AND working in dental practice marketing and business.
Simply put, there is no one in dentistry with “ear to the ground”
and “antennae in the air” more so than yours truly.

NOTE #3: OK, this is a request for a favor. If you’re benefiting
from the information I provide, PLEASE HELP YOUR COLLEAGUES by
recommending that they join this E-Alert network. Have them
go to www.DentalInsiders.com to subscribe for *free*.

Or if they want to take advantage of my BEST new member offer EVER,
they can go to www.DentalInsiders.com/patientattraction to join
Dental Insiders Alliance as a Preferred member. I’m giving away
over $2378.00 in content at that webpage only to the next 23 doctors
who join! I started with 57 “Patient Attraction Collection”
packages, but I have only 23 remaining. Once they’re gone,
they’re gone.

Just forward this message to 2 or 3 colleagues that come to mind.
They’ll no doubt thank you for it… and I thank you too!

*****************************************************************

Today: Are you stepping over DOLLARS to pick up PENNIES?

Lately I’ve been imploring you to “get going” and make the moves
you need to make to grow your practice in these challenging
economic times. Today I want to caution you against a behavior
that tends to rear its ugly head during economic downturns. This
behavior can crush the morale of your patients and your team at
a time when you most need them to be “raving fans”.

I was prompted to share this with you after reading about Irish
discount airline Ryanair. This week the CEO of Ryanair announced
that he intends to install PAY TOILETS in their fleet of planes!
This is not a joke. With an estimated charge of $1.40 per use,
Ryanair estimates annual revenues from this “pay to go” policy
to be about $21 million annually.

My opinion, in a word: stupid. Yes, $21 million sounds like a
lot of money, but Ryanair’s fiscal year 2008 revenue was over
2.7 BILLION Euros (about $3 Billion), with an estimated profit
of 481 Million Euros (over $500 Million)!! By the way, passenger
flow was estimated at 50.9 Million seats for the same period.

Hopefully you’re thinking what I’m thinking: what in the world
are THEY thinking? $21 Million is a drop in the bucket for a
business this size… not to mention the bad press and NEGATIVE
CUSTOMER SENTIMENT they’re already getting from such a move.
Add in the costs of installing “toll booth” doors on their lavs,
and you’ve got a financial and PR disaster on your hands.

Hey Ryanair… want more revenue? Raise your fares on your 50.9
million seats sold (and growing, oddly enough) by just one euro,
and you’ll more than DOUBLE your estimated “pay to go” revenues
~FOR NO COST~ to your airline. And no one will notice!
Hello… anyone home??

Now, let’s apply this to your practice. It’s time to closely
evaluate your policies and protocols related to your fees and
financial options, for example. Are you “nickel and diming”
your patients, when you should be focusing on the bigger picture?

It’s an all-too-easy trap to fall into when economic conditions
worsen and business owners look to “cut costs”. But it’s often
a BAD IDEA because of what it costs in terms of headaches and
customers’ (translated, patients’) lowered satisfaction levels.

Here are some things to look out for:

- Charging for every little x-ray, and other piddly things
- Reducing prepayment savings if paying with a credit card
(my biggest business pet peeve…have you EVER had a clerk
at any retail store reduce your % off when you pull out
your Visa card?!)
- Adding annoying itemized charges to a patient’s bill, instead
of bundling services into one simple fee
- Limiting the scheduling of certain procedures to only certain
times of the day
- Only allowing new patients to enter your practice through either
the doctor’s side, or through hygiene, but not both
- Not allowing patients to make monthly payments through automatic
bank draft (with sufficient up front payment required)
- Cutting back on marketing and special offers for new patients
- Not sending monthly patient newsletters because of “the expense”
(the return from this is among the highest around if done right!)
- and on and on and on…

I imagine by now you’ve got the picture. If your services are
excellent, and your fees are positioned properly, AND your team’s
communication skills are good, you will benefit far more from
“giving in on the little things” in return for capitalizing on
the BIG things!

What’s more, focusing on this now, while everyone around you in
business is “cutting back”, will position your practice better
than ever before. Your patients will appreciate this, and they’ll
tell others about it too… especially if you ASK them to!

All my best,
Chris

PS: Remember to SPREAD THE WORD about this E-Alert network
(www.DentalInsiders.com); and the most amazing “Patient
Attraction Collection” offer you’ll ever see (found at
www.dentalInsiders.com/patientattraction). Thanks a BUNCH!

Dr. Chris Bowman
Dental Insiders Alliance

[Note: I'm getting some great replies to my question
that I posed to you in the last message. To see the
question again and share your answer, go here:
http://clicks.aweber.com/y/ct/?l=ECEMN&m=1cfyii02ZFhxOT&b=qAnw2kRb81MQqQkiUKLLXw

I'm extending the deadline for replies to this Friday,
March 6. Then I'm going to reveal the answers that
you all gave, and break them down one by one in my
subsequent messages to you Don't delay... answer now!]

Well, the past 24 hours have been very interesting in
the Bowman household. We’ve had a very unusual March
snowstorm, and we lost power overnight and into this
morning! Not normal for Charlotte.

Needless to say, we get crippled by snow down here, and
my day at the office is canceled. But at least I got to
get outside with the kids and play in the snow… that is
until little Olivia (2 y.o.) started freaking out when
her hands got cold. Didn’t quite finish the snowman.

OK… back to business…

More detail on “whatever it takes”:

Last time I left you with the charge to “get going” on
that thing or those things that you’ve been holding back
on, and thus they are likely holding you back.

Today I want to expand on that thought with a couple of
guiding principles and a BIG TIP. If this doesn’t get
your creative juices flowing, have someone nearby check
your pulse.

First, a friend of mine recently pointed out an extremely
important fact about recessions and economic downturns.
It’s that “spending doesn’t just ’stop’ during economic
downturns. People are more selective, and they work harder
at getting value for their money — but they’re still spending.”

“So you want to make sure you’re out there where they can
see you, and that you offer a superior value to them.”
(Yanik Silver)

That’s HUGE! On Saturday night Elizabeth and I had a date
night, and we went to dinner at a great local restaurant.
It was PACKED. All day I noticed that no parking lots were
empty anywhere. Not all full, but none barren.

There IS money being spent out there, folks. Not as much,
though, and it’s saved for those who motivate, inspire, and
attract it the most. But how do “us dentists” do that, when
dentistry is not necessarily at the top of everyone’s lists
of “favorite things to do”? Keep reading…

Second — and here’s the BIG TIP — focus NOT on elective,
wants-based services, but on NEEDS-BASED services at this time!
This speaks to Yanik’s second paragraph. You want to position
yourself and your practice so that you become the “obvious
choice” when people need you to fix their problems.

I know it’s not as “sexy” to market problem-fixing dentistry
as it is to market gorgeous cosmetic smile makeovers. But
the stubborn fact is that when economic selectivity goes up,
elective procedures go down. Ask any cosmetic plastic surgeon!

What am I focusing on right now? In no particular order,
sedation dentistry, sleep apnea solutions, periodontal disease
recognition and treatment (and it’s connection with systemic
diseases), and solutions for broken and missing teeth, including
implants. Oh, oral cancer detection too.

Does your current marketing mix EMPHASIZE these solutions?
Just having them on a laundry list of the “things you do” is
NEVER good enough. In fact, it’s best to focus on only ONE
of these per marketing piece or campaign. Then you’ll be
recognized as THE choice for THAT problem.

Now I realize I’m speaking mostly here about marketing to
prospective new patients. Or am I?? No, this too applies
to your existing patients! If you haven’t started on that
monthly newsletter, what are you waiting for? And if you’re
wondering what to write about… well, you can start with
one of those topics two paragraphs above this one.

OK, you’ve got the point. Now, third, another guiding principle:

Outproduce your future tax liability!

Yes, I’m ticked off to no end about what’s happening in
Washington too. Yes, I’m concerned about where the markets
are heading (Dow down 250 today at time of writing). Yes,
I’m concerned that we may not be “turning the corner” for
quite some time AS A NATION. That’s “THE economy”, though,
and there’s not much you can do about any of that.

However, you can and do control “YOUR economy”! Your practice,
that is. You can make all the difference you need to succeed
wildly, and you can do it NOW. No need to wait for “things to
get better”… why give so much power to external forces?

Step up to the helm, grab the wheel, and steer your practice
in the direction of success! Even in stormy weather, with
the right navigation, the proper plan, and a good crew, you
WILL get to your intended destination. All ahead FULL!

All my best,
Chris

Dr. Chris Bowman
Dental Insiders Alliance

PS: If you haven’t joined Dental Insiders Alliance yet, this
may be the best time ever to do so. I’ll help guide you to
more fertile ground through application of the innovative
concepts, strategies, and ideas I share with my members.

Right now I’m sharing my Patient Attraction Collection with
new Dental Insiders Alliance members that join now. Curious?
Go here: www.DentalInsiders.com/patientattraction

Boy, the feedback I got from yesterday’s message was super!
(Yesterday’s message: “The time is NOW!”)
I’m thrilled to see so many were energized and motivated.
There was one response in particular that I really got a
kick out of, and I’ll share it with you. Here it is:

“The time is now for what?” (that’s the whole reply)

This witty quip came from a dentist whom I’ve given the
sentimental nickname of “Dr. Smarty”.

OK, “Dr. Smarty”… I like your style! You’ve challenged me,
and you’ve hit on something that requires attention. And
that is the concept that, even when you may realize that it’s
time to do something, you may not be sure of what it is you
need to do!

My “backatcha” answer to “Dr. Smarty’s” question is, of course:

“For whatever it takes for you, that’s what.”

Although it would be incomplete and unfair to leave it at that,
it’s a good start to the long answer.

You see, I intentionally left yesterday’s message kind of
vague because I know that, deep down, there’s a whole list
of things that YOU already know you need to do to keep that
dental practice of yours humming, growing, and thriving. Those
things you need to do may be different than what others need
to do.

But, for whatever reason, you haven’t implemented yet. I wanted
“that thing” that’s in the front of your mind to be THE thing
you decide NOW to start, to get going, to take advantage of.

“Dr. Smarty’s” response, while partly in jest, raised the
issue that many dentists may feel a little uncertain as to
where exactly to start in order to shake things up and hit
new levels of growth and success. Maybe you’re not sure?

Well, let’s find out! I want YOU to tell me what you think
your BIGGEST CONCERN is right now in your practice. What
is it? What’s keeping you perplexed, maybe even awake at
night? Let me know now!

I want you to go to the webpage below and answer the question:

What’s the single biggest concern you have right now about
your dental practice?

I’ll give you until Tuesday, March 3 to enter your answer
at this webpage:
http://clicks.aweber.com/y/ct/?l=9EppZ&m=1f0nLmKj9KVhOT&b=vZyE2iTxlOXSI6KAEWhUDg

Once I compile all the responses, I’ll share the results
with you. Then I’ll begin to plow through each issue
one by one, in the interest of helping you tackle some of
the biggest hurdles you face!

Remember, use the LINK to enter your answers…do not reply
to this message. I appreciate your involvement.

All my best,
Chris

Dr. Chris Bowman
Dental Insiders Alliance
www.DentalInsiders.com/patientattraction

This one’s interesting today.  It was inspired by my
5-year-old son Reid’s discovery today that he can
move his eyebrows up and down.  He was so thrilled!
It’s amazing how something so basic could be magical
to him.

Actually, that’s my point today.  While all hell
is breaking loose in the world around us, and
the vast majority of people seem to be anxious and
scared about our economic future, it’ll serve you
very well to “discover” the basics.

I say “discover” because you probably already know
the basics.  In basketball, it’s dribbling, passing,
blocking out, moving your feet, free throws, defense
…NOT long three-pointers and slam dunks!

But when things get stressful, many tend to look
for the “magic bullet”, the “exotic solution”,
that will solve all of your problems.

News flash… there is no ONE magic bullet.

However… you’ll find that applying the basics
will work like MAGIC!

- Continuous internal and external marketing
- Proper handling of all phone calls
- Simple yet productive scheduling
- Courteous and effective communications with patients
- Staying in touch regularly with active patients
- Reaching out to inactive patients
- Following up with patients considering treatment
- Making it EASY for patients to say YES
- Making it EASY for patients to pay you
…and so on.

Yes, these are the BASICS!  If any of these seem
complex to you, that’s OK.  It just means that there’s
work to do for them to become basic.

Ask any coach in any sport and they’ll tell you
that the basics… the FUNDAMENTALS… are the
KEY to success.

Having a coach to help you with your practice is
critically important too.  A good coach can keep
you focused on what’s most important for you and
your practice, based on your needs.

What basics do you struggle with in your business?
In what areas of practice would good coaching help you?
Let me know.  Leave your comments here.

All my best,
Chris

Dr. Chris Bowman
Dental Insiders Alliance
www.DentalInsiders.com/testdrive

It’s official, on December 1, 2008, The National Bureau of Economic
Research announced that we have been in a “Recession” beginning a
year before (December 2007).

Regardless of when the Recession began, I want to offer you some
INSTANT HELP. Here’s what this is all about:

Marketing Guru and Millionaire Maker Dan Kennedy along with Sydney
Biddle Barrows (a.k.a. The Mayflower Madam) recently released their
newest book titled:

“UNCENSORED SALES STRATEGIES”
(A Radical New Approach to Selling Your Customers What They Want–
No Matter What Business You’re In.)

In short, Dan says that “recession” is a big, fat, over-broad,
over-simplified generalization and that anyone can sell successful
even in a resistant economy by making buying irresistibly seductive–
and that’s one of the things he wants to talk to YOU about in a
‘no-charge’ Tele-Phone Seminar he’s conducting related to his
newest book.

This FREE Telephone Seminar will be conducted at two different
dates and times:

THURSDAY, January 29th at 8:00 pm EST and
FRIDAY, January 30th at 1:00 pm EST

Dan will be discussing the BIG Lessons learned contained in his
latest publication.

NOTHING WILL BE SOLD ON THE CALL. Only the instructions for where
you can pick up a copy of the book will be given out.

As soon as I heard about it, I contacted his office and arranged
to get a limited number of the reserved phone lines to offer to
my Online Friends.

If you hurry, you can grab one of these limited spots
at no cost to you (other than the cost of a long distance
phone call). I URGE YOU TO BE ON THIS CALL.

Here’s the best part: I was also able to arrange for you to
get a second free gift from Dan when you register for this
call of over $613.91 of his MARKETING & MONEY-MAKING resources.
Just wait until you see what’s waiting for you!!!

To register for the call, choose the best date and time that
works for you and claim your additional free gift, just ~CLICK~
on the link below NOW:

www.uncensoredsalessecrets.com/bowman

By the way, in case you’re curious, this call contains
NO warm ‘n fuzzies, NO academic theories: just hard core
strategies from the real word trenches… for successfully
selling your products, services and self to attract customers
or clients for whom “price” is NOT a determining factor in their
purchasing decisions.

Here’s some of what Dan and Sydney will be covering on this
“not-to-be-missed” free tele-seminar:

* Psychological and Emotional (not ‘mechanical’) Selling Strategies”
and a more SOPHISTICATED approach to integrated advertising/
marketing/selling

* The SINGLE BIGGEST reason customers don’t buy or don’t bond
and keep coming back - which must be resolved BEFORE you work on
better advertising, marketing, or selling

* The SUREST PATH to customers’ Secret Desires….and to customers
with such Desires that compel them to buy

* An ULTRA-sophisticated selling secret: How to “Reverse Engineer,”
position, package and present yourself in THE ONE WAY THAT THE
PROSPECTIVE CUSTOMER OR CLIENT WILL FIND IRRESISTIBLE (and make
price nearly a non-issue)

So if you haven’t already taken care of this, I urge you grab
one of the limited spots and claim your free gift by clicking
onto the link below now:

www.uncensoredsalessecrets.com/bowman

OH…Did I tell you about the Q & A time with Dan Kennedy?
People always go absolutely “ga-ga” with the opportunity to
be able to get their specific questions answered by Dan Kennedy
himself and on this call, Dan is offering an E-X-T-E-N-D-E-D
opportunity to be able to ask him your specific questions.

If you don’t think this is a big deal, just listen to this…
Dan currently charges his clients $2,800.00 an hour for his advice.
So, you can see what a rare opportunity this is. Learn from
“THE” man and ask your own question to “THE” man.

Now if you haven’t yet registered for the free tele-seminar
and claimed your additional free gift…do it NOW!

www.uncensoredsalessecrets.com/bowman

All my best,
Chris

PS: Once you sign up for the tele-seminar you’ll get all
the details. Don’t wait to sign up.

PPS: Of course you’ve heard of Dan Kennedy…who hasn’t? Just
in case you’re not familiar with SYDNEY BARROWS, she has been
recognized for her unique entrepreneurial, sales and marketing
insights by no less than Fortune Magazine and YPO (Young Presidents
Organization, and enjoys a new career as a “fresh eyes consultant”
and experience-based sales advisor to businesses throughout
the U.S. and Canada.

PPS: As if you needed more reasons to sign-up for the timely
‘no-charge’ Telephone Seminar, Dan Kennedy just announced two
more topics he and Sydney Barrows will be covering on the call.
You’ll ALSO hear:

*How to sell so that neither ‘PRICE’ or ‘RECESSION’ matter–
if you will align your product, service, business, sales
presentation with one or more of the Seductive Forces, you’ll
find it INSTANTLY EASIER to sell more, at higher prices

*XXX-Rated Sales Secret #16: “You can only fix it if you know
it’s broke”. Where to look for the Hidden Opportunity for
IMMEDIATE SALES INCREASES

Can you afford to miss this? Sign-up now while there are still
limited spaces available:

www.uncensoredsalessecrets.com/bowman