I Love My Dentist

Not what I would call a wonderful experience but one that is
pretty much repeated each and every day in offices around the
country.

Instead of the visit described above Imagine that instead of sitting
in a reception room, you’re escorted into a specially designed
operatory where you sit for 15 minutes prior to the beginning of
treatment listening to a meditation presentation and soft music
designed specifically to reduce anxiety. You’ve just had a
moisturizing cream with a smell of spearmint placed gently on
your skin by a trained assistant and watched a wonderful video.
How would you feel about the next person you see? My guess is a
lot better than the traditional patient that walks into a treatment
room and is greeted immediately by “Let’s see what we’re going
to do today?”

Selfishly; cooperative, anxiety reduced patients are easier to
treat. They don’t fidget as much in the chair, don’t ask as many
questions to slow down treatment, are more open to treatment
suggestions and are less likely to cause stress to the dentist and
staff.

There is also no secret to the fact that happy, satisfied patients
refer. Well, it’s not a secret to us anyway but it may, however, be
a secret to our patients. Just being happy or more importantly
satisfied does not insure that patients will refer other patients to

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your practice. Just being satisfied is not enough today. Patients
need to be WOWed…..

Getting patients excited about their dental visit with something
new and patient directed will insure conversation at the next
family outing, dinner with the boss or a night out with the girls.
After practicing for over 30 years as I said, I realized that patients
get used to the fact that we are nice guys, have a clean office,
maybe even give them coffee and cookies. They start to take it for
granted that all offices practice the same way we do and
therefore have no reason to go out and boast about their dentist.

We, as dentists, never think about the stresses that the patient
has endured prior to our treatment. We don’t understand why
our patients fidget in the chair, rinse out numerous times, have to
leave for a bathroom break often and say, with a grin on their
face, “Hey, Doc, don’t take it personally but I hate all dentists”.

If we are ever going to change this horrific paradigm we need to
change this typical dental visit. The following pages are devoted
to this type of change. Wouldn’t it be wonderful to treat a relaxed
patient instead of the one described above? Well, I’ve got to tell
you that not only is it possible but, as they say, if it’s been done,
it’s probably possible”. We do it every day and so can you.

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Starting Something New
Whenever you start something new there will be naysayers who
will look at you as if you are bit nuts. Why does a dentist need to
have a spa like practice? Things have been going pretty good so
far, why do we need to change? (So says your staff). Well, the
answer is pretty simple. If things have been going so great that
you don’t need to change, you won’t. But I’m guessing, with over
thirty years of experience, that things can always be better. More
pleasant days, more appreciative patients, more relaxed
treatment visits, more engaged staff and maybe even more
money and increased referrals. So, if you are looking to make a
change you need to have an attitude adjustment.

Start thinking that this is the start of a new and exciting
adventure. That today is the start of a new practice; a new
beginning.

Start being a leader and get your staff involved in the planning.
Ask for their help but make them understand that there is gold at
the end of the dental spa rainbow and that they will participate in
that financially and emotionally every single day.

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Step 2: An Environment Change

Now this may be a bit tougher. You and your
staff need to sit down and take a look at your
office. Every nook and cranny; every chair,
wall, floor and ceiling. You are what you look
like! You do tell a book by its cover!

A whole bunch of clichés but they are clichés
for a reason, they’re true! You never see a spa
Fig. 11 Reception that looks run
Room Decor down,

depressing
and, well, like a typical dental office.
They are always places to come to in
order to relax and get rid of the
day’s stresses. Your office needs to
represent your new philosophy and
appeal to your patient’s senses. It

needs to look beautiful, smell good, Fig. 12 Dental Spa
sound relaxing, feel smooth and silky Reception
(this is a tough one) and taste, yes

that’s right, taste great. We’ll get to that later on but suffice it to

say that you need to have a place to put out coffee and teas,

some nice tasting cookies, cakes and muffins or even better, fruit.

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The first place to start making a change in your patient’s dental
experience is in your reception area. First impressions do count.
Spend a couple of bucks to make your office a pleasant and
inviting place to visit. Normally this only involves minor changes
but whatever changes are necessary will pay you back multiple
times over the coming years.

Starting with your reception area.
Does it look and smell like a typical dental office or is it more like
a spa reception area or your very own living
room at home?

Do your patients have to sit and wait in a
depressing “waiting room” or are they
welcomed into your home with only a minimal
time waiting for their appointment?

Dental Spa Cosmetics can help make a Fig. 13 Souriretm
change almost immediately, with very little Comfort
cost, with our Aromatherapy products, Air
Fresheners and Essential Oils. Essential Oils

Wonderful DVDs of the Great Barrier Reef (Coral Sea Dreaming)
are also a cost effective way to spice up a boring treatment room.
If you have a TV in your reception room why show depressing
scenes from CNN when you can run a beautiful, calming video.

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You can also add baked goods from The Souriretm Bakery as well.
They smell and taste great and will be a wonderful addition to
your new spa practice. Oh, and by the way they are vegan
friendly, cholesterol free, trans fat free and even kosher. Now,
that’s unique.

Now please remember that it really is not the purpose of this
book to sell you cookies and cakes (although that wouldn’t
necessarily be a bad thing). You can buy whatever you want,
anywhere you want. Just go out there and be different.

Treatment Room Decor
Once they leave your reception room do you have a comfortable
place for the patient to sit prior to the start of treatment? Is the
room private? Can you recreate a spa type feel while maintaining
the true treatment requirements? This can even be a treatment
room but some minor changes may be required to make it look
more like a spa room that an “operatory”.

Start using Spa Music throughout your office space to appeal to
your patient’s sense of hearing. We’ll talk later about introducing
Souriretm Stress Management but for now replace the elevator
music with simple spa music. Of course, you can get the kind of
CDs were talking about online at our website,
http://www.dentalspacosmetics.com.

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Step 3: Introduction of Spa Services

Ok, you’ve had an attitude change, your office is looking and
feeling like a spa and you’ve started to appeal to your
patient’s five senses. That’s right. It’s now time to think about the
actual treatment process. The Spa Concept will only work if you
can work as you normally would….sounds simple but introducing
this kind of practice change needs to fit into the daily functioning
of your office. You need to continue to practice in an efficient
manner while at the same time making your patient’s feel like
they are in a totally different world…the spa world.

Souriretm Cosmetics and Stress Management were designed to be
used efficiently during a typical patient’s visit. I would, therefore,
like to break this introduction of Souriretm Spa Services into three
separate steps. You can start by introducing Spa Services into just
one of these aspects of dental treatment and then, when you and
your staff are comfortable and patients are begging for more,
introduce the remainder.

Avant Traitment (Before Fig. 14 Souriretm Bakery
Treatment)

The spa feeling started in your

reception room with fresh coffee

and tea, homemade cookies and
cakes from the Souriretm Bakery,

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comfortable seating, wonderful sounds from Souriretm Music
Selections and beautiful visions from Coral Sea Dreaming each
appealing to one of the five senses.

Remember to start slow and don’t burden yourself or your staff
with too much at one time. All good things will come in time so be
patient and start slow. It’s real easy to make small changes such
as adding fresh coffee and tea and then progressing to fresh
flowers, homemade (don’t really have to be homemade, just look
homemade) cookies and cakes, fresh fruit and the like.

Think like a patient. They are sitting drinking their coffee or
trying to read a magazine and they hear their name. The adrenalin
starts to flow and the hair on the back of their neck rises. They
envision some bizarre kind of dental torture akin to the vivid
scenes in Marathon Man or The Dentist. Let’s change their minds
once and for all! Start thinking like a patient and they will respond
by treating you as a person and not just another dentist or dental
office. Be concerned about their fears and concerns and make
every effort to divert their attention away from the things they
fear and towards things they want and need. Remember, to your
patient the actual dentistry is probably the least important part of
the visit…..

Instead of seating your patient on time, take them in 15 minutes
early and seat them in a treatment room (or another Spa room if

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available) and begin the Souriretm Experience. This unique
process involves as much or as little as you feel comfortable
delivering. Let’s give you an idea of what we mean:

As your patient is seated make sure that the room doesn’t smell
like a dental office. Use Souriretm Aromatherapy or Essential Oils

to mask the odor and set the stage

for a more spa like experience.

Give your patient the option of Fig. 15 Stress Eraser

either a Stress Reducing
Biofeedback Experience with our
Stress Eraser or Souriretm
Meditation.

Biofeedback has been used for years to assist people in learning
how to relax, fall asleep more easily or just provide a moment of
reduced anxiety. It is a learned experience and a technique that
can be taught and learned by almost anyone. The benefits are
enormous and go way beyond the dental visit. At this time, if your
patient has chosen biofeedback, instruct them on the use of the
Stress Eraser provided by Dental Spa Cosmetics. (Another
shameless plug I know) and watch relaxation occur before your
eyes. You can even provide a take home device (either on loan or
as a sale item) to your patient to extend the treatment at home.

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If your patient prefers a meditation
experience you can provide a calming
meditation experience that will relax
them and remove any anxiety that
may be present. Place a headset on
their ears (hopefully acoustic in
nature to block out all extraneous
Fig. 16 Serena's Garden noise) and insert the Souriretm
Serena’s Garden CD provided by
Dental Spa Cosmetics. This CD starts with 10 minutes of
meditation instruction and then provides an additional 50
minutes of pleasing and relaxing music.

Last but not all least is the application of soothing, good smelling
and skin appealing cosmetics to both women and even men.
There is nothing more calming that the application of moisturizers
and masks such as Souriretm’s Spearmint Energizing Mask or our
Mandarin Balancing Toner while sitting and listening to soothing,
calming music. Is this a dental visit or am I sitting at a spa? Get the
idea….

All of the above should be applied by staff and definitely not take
away from treatment time. This is a Before Treatment experience
designed to de-program your patient from the events that
transpired prior to their arrival at your office (traffic, kids

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screaming, boss ranting and raving) and their preconceived
notions of what they believe to be a normal dental experience
and instead create a new paradigm, one of comfort and
relaxation. The patient should enter the treatment part of the
visit with a different attitude and a different level of expectation.
It’s now time for you and your staff to meet those expectations by
providing the next Step in the Souriretm Experience.

Traitment - During Treatment
During treatment the Souriretm
Experience continues. Your patient
can still listen to the music they
were enjoying during their Before
Treatment Experience and

additionally have other types of Fig. 17 Gotu Kola
Souriretm Cosmetics applied to make Calming Gel by

this part of the visit more appealing Souriretm

sensually. Possibly Souriretm Shiitake Green Tea Eye Gel or Gotu

Kola Calming Gel, both designed to enhance the dental

experience.

Après Traitment - Post Treatment
OK. The visit is about over. You’ve drilled and filled and the
patient has been listening to soothing music, smelling the
wonderful fragrances of Souriretm Cosmetics and they are ready
to leave. It’s time now to let them leave with a Smile.
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Take a moment to apply either a moisturizer such as Grape Leaf
Liposome Moisturizer or our Licorice Root Moisturizer. Take a
moment to apply Mandarin Balancing Toner to provide a
soothing and rewarding end to a great dental visit.

As your patient is leaving, offer them a sample of our Lip
Plumper. Every woman today wants fuller lips and what better
place to find that then their dentist’s office?

Now for both patient and staff, and even yourself,
treat your hands to Nourishing Hand Crème to
reduce the abuse caused by the drying of gloves
and multiple hand washing.

As your patient leaves

Fig. 1 Souriretm provide them with a
Nourishing Hand beautiful Souriretm

Crème Gift bag stuffed with

samples of the cosmetics used during their

visit and possibly other products you feel

they would enjoy instead of a typical Fig. 19 Souriretm
calendar, pen with your name or a bobble Gift Bag
head doll with your face on it.

Ask yourself, which would you prefer and how would you react to
such a gift. Would you talk about it at home with your family?

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Would you mention it to you business associates or friends at
lunch or at a meeting?

As they leave allow they to Fig. 20 Souriretm Fragrances
“spritz” themselves with one for Men and Women
of our Souriretm Fragrances for
both Men and Women or
apply one of our Smile
Enhancing Lipsticks which

were designed to enhance the
tooth whitening process.

Step 4: Practice Benefits

I would imagine that by now you can see the amazing benefits
that will accrue to you, your staff and your practice by
introducing the Souriretm Spa Experience to your practice.

Changing the way patients think about their dentist, their dental

visit and their dental treatment will:

 Increase referrals of patients looking for something
better than what they have had in the past.

 Reduce stress in your practice and your life making each
day a bit better than the last and allowing for a more
effective and efficient treatment visit

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 Reduce cancellations and disappointments dues to fear
and anxiety

 Create a more pleasant environment for staff which will
increase productivity

 Incentivize staff to promote spa products which can
then provide passive income to the practice.

Send your patient home with a Souriretm Gift bag so that they can
become your Missionary

All of the previous pages represent the Souriretm experience as it
is practiced in my office each and every day. You can elect to do
none of it, bits and pieces or jump in with both feet. I would
suggest that you start off small; taking a look at your reception
room first and then moving onward into the rest of your office.

Remember, it’s not about my company or the products we sell; it
is about Creating the Experience.

"Doing the best at this moment puts us
in the best place for the next moment."

Oprah

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Chapter 16: Websites You May Want to
Visit

Dental Spa Cosmetics

http://www.dentalspacosmetics.com

The home of Dental Spa Cosmetics creator and distributor of
Souriretm

OfficeLive

http://www.officelive.com

I mentioned early on in this book that there were ways to actually
create your own websites FREE. OfficeLive is a web based product
created by, you guessed it, Microsoft.

All you need to do is register, provide a credit card (only used if
you upgrade to the pay type website. No need to do this at this
time or maybe ever) and an email address.

You are then taken to a wizard where you select a template for
your new website. The template is divided into the basic pages
typically found in a general website. You add the content and
publish. It’s as easy as all that.

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Blogger

http://www.blogger.com

As discussed this is where you can go for a FREE blog. Easy to
setup and easy to maintain.

WordPress

http://www.wordpress.com

Free blogging software similar to Blogger.

PC Magazine

http://www.pcmag.com/

For those of you looking for answers to computer questions or
free software this is a great place to start.

PlanetDDS

http://www.planetdds.com

Creator of DentiGramtm as well as Denticontm Practice
Management

Picaboo

http://free.grisoft.com/

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As mentioned this online software is real easy to use and allows
you to create great photo albums for case presentations and new
patient distribution.

You Send It

https://www.yousendit.com

If you need to send large files via email this online service is
basically free (up to 100 Meg files) and very easy to use.

Free Conference Calls

http://www.thebasementventures.com/index.html

This site provides you with free conference calling. Not sure when
and if you’ll need this kind of service but I thought it was worth
mentioning.

"Do the one thing you think you cannot
do. Fail at it. Try again. Do better the
second time."

Oprah

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Chapter 17: Free Software

Open Office

http://www.openoffice.com

This software duplicates many of the features of Microsoft Office
such as Word, Excel and PowerPoint. Although not quite as fully
functional, for the price it cannot be beat. By the way, it’s FREE.

Open Office Presentation software is great to use if you want to
create a video presentation. Create the presentation using Open
Office and then record it using CamStudio. Place the video on
your website and blog all at no cost.

CamStudio

http://www.camstudio.org

This open source software is free to use. It comes without support
but for the price, FREE, it’s a great deal. You can use it to capture
anything that happens on your screen including voice. You can
use this for simple patient education videos that you can create
yourself.

It’s real simple to first create a PowerPoint presentation using
Open Office and then run the PowerPoint while you record it
using CamStudio. Sounds a bit difficult, but really it’s easy to do.
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Just give it a try. There really is no tech support but you should be
able to manage this program without too much difficulty.

Free Anti-Virus Software

http://free.grisoft.com/
This program, AVG, is totally free and works just fine under most
circumstances. If you’re not using an anti-virus program you
absolutely need to download this or some other anti-virus
software right away.

"Great is the power of habit. It teaches
us to bear fatigue and to despise
wounds and pain."

Marcus Tullius Cicero, a Roman
statesman, lawyer, political theorist
and philosopher

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Chapter 18: Conclusion

It’s funny, I spent months thinking and compiling the
information for this book, about two months writing it and now
find, as I near the end, that writing a conclusion is kind of
difficult. The reality is that there is no conclusion.

The practice of dentistry is a living thing that grows and grows.
There is really no beginning and there definitely is no end. If we,
as a profession, are to stay ahead both professionally, personally
and economically we need to constantly change and modify our
practice protocols to stay current. We have to create an
environment that challenges us and our staff to be better each
and every day; this is not an easy thing to do.

If you’ve gotten to this point in the book I congratulate you on
your tenacity and your dedication to your profession. I hope by
this point you truly understand that this book is not about tools,
tricks, techniques, or products. It is all about creating an
experience that transcends all of these material things.

Creating the experience goes much deeper than the relationship
between doctor and patient. It transcends dentistry. If you give
this some additional thought, and I hope you will, you’ll realize
too that we need to create exceptional experiences in all of the
various aspects of our lives. Nothing in life should be stagnant.
Relationships, whether they are personal or professional, are
220 | P a g e

dynamic. The experience you create today will by definition
change tomorrow. It too has a life of its own. The Experience is a
living thing that requires attention much like any other entity in
your life. How you deal with that experience will affect your
relationship with your family, your friends and your business.
Perhaps if we gave this more thought, the divorce rates would go
down, kids might do better in school and businesses would thrive.

Dentistry has always been a demanding profession. We have to
be accurate within microns and not inches. We have to be able to
create a wonderful cosmetic result on patients that oftentimes
have lost their way and can’t seem to find the correct end of the
toothbrush. We are asked to work within the most personal space
of practical strangers and do so with compassion. We deal with
patients sometimes at their worst and need to be understanding.
All at the same time, never making a mistake.

That being said, dentistry has also been both a rewarding and a
challenging profession. I have always found ways to keep my
practice fresh. Sometimes, this drives my staff a bit nuts keeping
up with me, but at least they can never say that their days are
boring. I think one of the tricks I’ve learned over the years is
never to forget that there is a forest when you are surrounded by
lots and lots of trees. In other words, you need to see the big
pictures and not get bogged down in the minutia.

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Another lesson I learned a long time ago is that it is easy to
survive during prosperous times. You can get away with lots of
poor business choices when times are good. But, when times get
tough and people are stretching to meet their own needs, you
need to be far more attentive to their concerns. You need to go
above and beyond the norm in order to not only attract new
patients but to keep the ones you have.

During challenging periods in our economy people need to make
choices that are sometimes difficult. Teeth may not be high on
their needs list. They need to feed their families, put gas in the
family car and put clothing on their backs. The affluent, who tend
to weather the storm a bit more easily, still need to make
decisions about not only where to spend their money but
sometimes more importantly, where to spend their time.

I’ve also learned that there is nothing to stop us from leaping
ahead in giant steps. I was just reading about the Leap Frog
Theory and realized that I have been practicing that theory all of
my adult life. In short, this theory states that you do not have to
move forward in little, baby steps but rather you can chose to
jump ahead, bypassing your competition anytime you want. There
is no law that states you have to really pay your dues one step at
a time.

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As I look forward to the years ahead there are two things I am
pretty sure of. The first is that I will be practicing dentistry as long
as my health allows (don’t forget I have a 5 year old) and
secondly, I will never let tomorrow be the same as today so that
hopefully my patients will really love going to the dentist.
Thanks for listening.

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Chapter 19: Other Resources

Links Mentioned in this Book

Links to Audiogenerator, Instant Video Generator, Voice Shot, and
CopyDoodles can be found at:

http://www.dentalspacosmetics.com/dvd.htm

Dental Spa Cosmetics

http://www.dentalspacosmetics.com

The Dental Spa at Garden City

http://www.ganzdental.com

Other Links:

Email Marketing
DentiGramtm - http://www.planetdds.com/

Broadcast Email Programs
Gammadyne Mailer - http://www.gammadyne.com
Mail Communicator -

http://www.apexpacific.com/mailcomm/

Elance
http://www.elance.com
224 | P a g e

Sometimes we all need a bit of help in our everyday projects. If
you have a job that you can’t do yourself you might want to hand
it out to bid at Elance. It works this way: you sign up basically for
free (there is a $10 refundable payment just to make sure you’re
real), describe your project, assign it to a category, decide what
you’re willing to pay and then the project goes up for bid. You get
responses via email. The cover for this book was done by a
graphics freelancer I found on Elance.
Lulu
http://www.lulu.com
Kind of a weird name for an online publishing company but I
guess it works because you’re reading this book.

"Cultivation to the mind is as necessary
as food to the body". Marcus Tullius
Cicero

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Index

A

AdImpact · 189
anecdote · 119, 160
Aroma Branding · 124
Audiogenerator · 169, 170, 178, 181, 182, 240
Autoresponders · 193
AVG · 235
AWeber · 191

B

Baby Boomer · 60
Bakery · 221, 223
Before the Call · 95, 98
Blog · 95, 96, 98, 135, 136, 179, 180, 196, 199, 200
Blogger · 197, 232

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C

CamStudio · 234, 235
Care Credit · 59
Change · 24, 214, 219
Charles Farrell · 28
Companions · 111
CopyDoodles · 194
Coral Sea Dreaming · 220
cosmetic dentistry · 60, 81, 91, 183
Creating the Exceptional Patient Experience · 32

D

dental missionaries · 28, 131, 145
Dental Spa Cosmetics · 5, 203, 209, 220, 225, 231, 240
Dental Spa Environment · 202
DentiGramtm · 4, 171, 172, 173, 174, 175, 232, 240
Determine Our Fees · 64
differentiation · 92
Do Not Call List · 167

227 | P a g e

E

eAppointment Reminders · 172
eCards · 172, 173
eCoupons · 173
Elance · 241
Email · 5, 100, 137, 156, 171, 175, 192, 240, 241
eMessaging · 173
eNewsletter · 174
Exceptional Customer Service · 88

F

Fair Fee · 65
fees · 62
five senses · 86, 114, 127, 222, 223
follow through · 163
Fragrances for both Men and Women · 228
Free Conference Calls · 233

G

Gammadyne Mailer · 241
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Gift bag · 228
Giving Them a Pickle · 28
Gotu Kola Calming Gel · 227
Grape Leaf Liposome Moisturizer · 227
gurus · 20, 21, 55, 56, 82, 100, 115, 141, 202

I

I Love My Dentist · 1, 92
implant dentistry · 60
Instant Video Generator · 182

J

Jim Collins · 87

L

leads · 56, 101, 116, 146, 163
Licorice Root Moisturizer · 227
Lip Plumper · 227
Lipsticks · 228
Lulu · 241
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M

Mandarin Balancing Toner · 226
marketing · 22, 25, 33, 34, 38, 58, 69, 70, 71, 72, 73, 75, 76, 78, 82,

83, 84, 88, 91, 98, 116, 124, 130, 133, 140, 141, 144, 151, 176,
177, 182, 183, 191, 193
Mendelsohn · 120
Missionaries · 130

N

no interest loans · 59
Nourishing Hand Crème · 227

O

OfficeLive · 231
Open Office · 234
Oprah · 19, 20
opt out · 137

230 | P a g e

P

PAS Formula · 83
Patient acquisition · 144
Patient Attraction Systems · 150
Patient Avatar · 60, 72, 73, 91, 98, 122, 214
Patient Maintenance · 157
Picaboo · 168, 232
PlanetDDS · 4, 232
Podcasts · 176
Public Relations · 147
Push/Pull · 134

R

Rachel Ray · 19, 20
recession · 51, 57, 211
referral · 96, 103, 104, 107, 108, 109, 130, 145
Rule · 26, 30, 31, 33, 36, 38, 39, 40, 43, 45, 48, 49, 50, 52, 53, 121
rules of the road · 24

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S

Serena’s Garden · 225
Shiitake Green Tea Eye Gel · 227
Souriretm · 203, 209, 213, 214, 221, 222, 223, 224, 225, 226, 227,

228, 229, 231
SPAM · 137, 181
Spearmint Energizing Mask · 226
Stress Eraser · 224

T

Talk to Me Marketing · 75, 76, 91, 104
Testimonials · 146, 147, 168, 170
The AIDA Principal · 79
The Dental Spa at Garden City · 240
The Golden Rule · 26

U

Unique Patient Experience · 125, 158

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V

Viral Marketing · 140
Voice Shot · 164, 165, 167, 240

W

Wealthy · 60
website · 95, 96, 97, 98, 103, 110, 126, 133, 134, 135, 146, 151,

170, 179, 180, 182, 183, 185, 186, 187, 188, 189, 190, 191, 192,
193, 194, 197, 200, 222, 231, 234
Welcome Package · 102, 110, 168
WordPress · 197, 232
WOW · 202, 206

Y

You Send It · 233

Z

Zwanger-Pesiri Radiology · 120
233 | P a g e

Table of Figures

Cary Ganz DDS ___________________________________ 3
Fig. 1 Reception Room Floral Arrangement __________ 114
Fig. 2 Souriretm Bakery ___________________________ 116
Fig. 3 Voice Shot ________________________________ 152
Fig. 4 Voice Shot Checklist ________________________ 154
Fig. 5 AdImpact Popup___________________________ 176
Fig. 6 AWeber Lead Capture Form__________________ 178
Fig. 7 CopyDoodle Coffee Stain ____________________ 180
Fig. 8 CopyDoodle Arrow _________________________ 181
Fig. 9 CopyDoodle Graphic________________________ 181
Fig. 10 Blogger _________________________________ 184
Fig. 11 Reception Room Decor_____________________ 204
Fig. 12 Dental Spa Reception ______________________ 204
Fig. 13 Souriretm Comfort Essential Oils______________ 205
Fig. 14 Souriretm Bakery __________________________ 207
Fig. 15 Stress Eraser _____________________________ 209
Fig. 16 Serena's Garden __________________________ 210
Fig. 17 Gotu Kola Calming Gel by Souriretm___________ 211
Fig. 19 Souriretm Gift Bag _________________________ 212
Fig. 18 Souriretm Nourishing Hand Crème ___________ 212
Fig. 20 Souriretm Fragrances for Men and Women _____ 213

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