Improve Dental Treatment Acceptance: Make Value Standout

Comprehensive dentistry improves lives. Therefore, when patients walk out the door without accepting your treatment plan, everyone loses.

Whether people want to pay or not is NOT the issue. The issue is communication: done well or not done well. Improving your case presentation communication, which means knowing how to handle objections, is vital to the patient's dental health and your practice revenues.

Making money is what a business needs to do. While over treatment or over selling dentistry could be an issue in some cases, the UNDER PURCHASING of dentistry in the U.S. is a blatantly obvious travesty of unhealthy proportions.

Read the dental visit and health statistics on the home page of NicheDental.com for more on the lack of dentistry acceptance and its resultant problems.

Claudia Walters of CW Dental Consulting is able to provide you with exceptional training in an affordable and efficient manner.

Her Skype Video dental/dentist office consults and detailed training, practice management & teamwork coaching and extensive list of easy to implement scripts can significantly improve patient health and dental office revenues.

Claudia will help you guide patients to total oral health even when they present objections that seem to stop them from achieving the goals they have set for themselves.

It is critical to have an answer to each of their objections when presenting dental treatment. While cost can seem to be a non-negotiable obstacle, it often is a way to postpone a decision not to completely avoid it.

Sticker shock to your treatment plan recommendation can be an initial reaction, but it does not need to be a fatal blow to the process.

Whatever the objection or question Claudia will help you change the dynamic towards accepting an appropriate oral health improving and smile confidence building treatment. Whether it is cosmetic dentistry veneers, Invisalign braces or dental implants, make your case effectively every time.

Be on top of your game in 2010. Contact CW Dental Consulting to redirect objections to show your patients the way to better dental health. Claudia Walters: 1Claudia2@san.rr.com.

More about CW Dental Consulting

& Connective Communication

- at NicheDentalCollaborate.com

RSO Responsibilities, X-Ray Rule Training

Learn how to keep up with your annual OSHA and infection control requirements.

With so much focus on quality patient care, new products and technology keeping up with written infection control, MSDS, and radiation manuals can fall on the back burner. Know how your office is doing before an inspector calls. Then your team can focus on Treatment Planning, Marketing, Recall and Scheduling.

Get the Nuts and Bolts of

RSO Responsibilities & X-Ray Rule

Training Session.

Northern Dental Alliance member and Dental Consultant, Leanne M. Mathieu Kramer of Statements Plus Compliance Solutions will be conducting this seminar to keep dental offices on the right track with their safety responsibilities and rules. This two-hour course will provide two dentistry CE credits.

LOCATION

- Ramada Minneapolis (Mpls) NW
- 6900 Lakeland Ave North
- Brooklyn Park, Minnesota 55428

DATE
- Tuesday
- February 23, 2010

TIME
- 9:00 - 11:00 AM
- 2 Dental CE Credits

FEE
- $50.00

Download, PRINT, Complete, Fax Form

> Presented by Leanne M. Mathieu Kramer, LDA, CDA, CDPMA

Leanne is a Licensed Dental Assistant (LDA), Certified Dental Assistant, and Certified Dental Practice Management Administrator through the Dental Assistant National Board. She is authorized by the Department of Labor as an OSHA Outreach Trainer in General Industry.

Visit Leanne's Website

StatementsPlusComplianceSolutions.com

Other Northern Dental Alliance Members

Epple Financial Advisors

Heritage Construction Companies

US Bank Equipment Financing, Real Estate

Niche Dental Coaching, Consulting

Michael Haase - Practice Transitions

Weber Law Office

Dentists, Begin New Year with New Approach to Marketing

Many marketing strategies try to make FREE sound FREER, HALF OFF even more than HALF OFF, or ALWAYS LOW PRICE especially LOWER NOW! Trouble is most marketers, advertisers and ad agencies for dentists don't understand how the consumer perceives the value of dentistry.

I suggest scrapping all the yadda, yadda, tactics and looking at the reality of the situation and then developing an actual real people, who want good dentistry, solution.

Imagine if dentists started giving you extra helpings of fluoride because if a drop helps a lot - two tablespoons of it should work better, right? If the beef roast takes an hour to cook at 325 degrees, turning it up to 750 means we can have dinner twice as fast!

Therefore, if FREE and HALF OFF works for hula hoops, hamburgers and hay bales, we must use the same marketing gimmick for dental care. And in a tough economy, we just need to say it MORE and LOUDER! Just because FREE 'works' does not necessarily mean it fits dentistry to a teeth.

Well, if these guys, gals and salespersons of many marketing stripes are correct, it their tactics would have had a payoff for dentistry when times were good. Wouldn't you think so?

Review my Niche Dental Consulting home page for statistics I have put together from my online research (and presented in other situations) that refute the value of playing FREE and loose with your marketing dollars over the last decade and half.

FREE and HALF OFF marketing ideas are not 'wrong' - but A LOT of something does not necessarily make things better. I love eating chocolate candy and drinking chocolate shakes, and always have. But it would not make sense for me to encourage my children to brush and floss their teeth by giving them a pound of candy every time they do it.

FREE has its place - even in dental marketing - just not in the mind of every consumer for everything dentistry.

How can dental marketing be done better? I recommend Connective Communication: its three part formula offers a complete platform for developing the right marketing plan for your dental office.

Call/Email to Inquire about the Value It Offers

866-453-1026 - Ext 251

Niche Dental Email Contact Form

Request a Seminar for your Dental Group, Organization, or Club.

Or Attend This Seminar

Connective Communication

Simplifying Dental Marketing

Sponsored by Renstrom

DATE

TUESDAY, February 16th 2010

TIME

6:30 pm – 8:00 pm

LOCATION

Renstrom Dental Studio

4225 White Bear Pkwy • Suite 1240

Please RSVP Renstrom Dental Studio

651-407-0491 or jenna@renstrom.com

Speaker: Dick Chwalek

of Niche Dental & Niche Dental Collaborate.

With Dick’s Marketing Campaign Approach, Expect To…

Affordably OWN It.

Efficiently DEPLOY It.

Simply PROFIT From It!

Marketing Seminar Objectives

• Effectively Divide & ‘Devine’ The Marketing π Formula


• Efficiently Reduce Campaign Planning Complexity


• Rapidly Deploy A Superior Communication Equation

Understand how current trends, dental consumer characteristics, and traditional communication patterns are affecting new patient numbers and case acceptance.

Identify the limitations of one-off marketing products and inflexible systems.

Recognize how simplistic solutions and gimmicks confuse the consumer and reduce the long-term viability of your practice as well as its short-term success.

Learn the latest concepts that effectively target and ‘create’ the right patients.

See how connective and integrated communication can greatly and positively transform your dental practice.

Increase the likelihood ‘elective’ services such as dental implants are expected, asked for, even demanded!

Get more consumers of all ages to ask for higher-level services…

This Connective Structure Fundamentally Changes the Dental Visit Dynamic

Niche Dental Collaboration

Let Renstrom’s communication coalition partners develop and implement an effective strategy to build a vibrant new and current patient environment!

Dick Chwalek of Niche Dental and Director of Niche Dental Collaborate will explain the value of communicating to new or existing patients.

He will provide customizable, scalable, flexible and affordable methods to make your marketing successful. Take advantage of this opportunity to learn how you can be more proactive in a down economy.

Strategic Partners Include…

• Niche Dental: Coaching & Consulting

• Express Dental Marketing: Direct Mail

• The Peripheral Vision: Print & Web Design

• Reach Local: Effective Outdoor Advertising

• EMC Outdoor: Total Out of Home Advertising

• Radio/TV Experts: Complete Media Marketing

Now is the time to start changing the dynamic. Renstrom encourages you to work with whatever company you choose.

However, there are many benefits including numerous rebate incentives when working with the strategic partners noted above.

We are confident that these communication specialists will work in your best interest and make success a reality.

Attendees Receive

Extra Marketing Incentives

Including Additional Newsletter Savings

Plus Renstrom is offering a partial rebate on one e.max restoration.

Please RSVP Renstrom Dental Studio

651-407-0491 or jenna@renstrom.com

Renstrom Dental Studio is committed to helping our dentist partners, and our industry as a whole, succeed. We know your success is our success — that is why we are eager to have Dick Chwalek deliver this program on communication strategies and methods to market your practice.

Heritage Construction Joins Northern Dental Alliance

When dentists are building or remodeling dental offices, they want to make sure the process goes well. But more importantly, the building needs to function efficiently and effectively for the team, the patients and the doctor day in and day out.

As a consultant to dentists and a member and founder of Northern Dental Alliance, I try to weave everything possible into the mix to make success possible. I am excited to introduce and promote Heritage - a dental office construction company with all the tools required to build a dental practice that works for everyone involved.

NEW NDA MEMBER

Northern Dental Alliance welcomes new member Heritage Construction Companies, LLC of Elk River, MN. Heritage has developed numerous dental practices and other healthcare related offices throughout the state and region, as well as other retail and commercial sites.

Their membership in the Northern Dental Alliance shows a commitment to serving their dentist clients in a comprehensive way with long-term success as the goal. From the dental operatory and reception area design to the most efficient and cost-effective office building process, Heritage Construction has developed the resources to help dentists create their dream practice.

Heritage owner, Andy Christensen says, “What I think about first is 'service' - and how our company is focused on it. I built my construction firm around a collaborative service-oriented approach. I consider the ‘service attitude’ Heritage employees inject into the dental industry as vital to its success. And we achieve success for our dentist clients by taking this servant mindset to work with us every single day."

Heritage Construction began in 2004 when Andrew Christensen started the general contractor business to serve the Northwest suburbs of Minneapolis, Minnesota and into Central Wisconsin to build commercial and retail buildings that fit the needs of the business, the business owner and the area.

Elk River based builder, Heritage Construction is committed to developing and building their dentist clients’ offices with the highest level of integrity and professionalism. They manage each project from start to finish and more. A parallel goal is to make the budget better. Their dental practices (and other buildings) come in many shapes and sizes. Heritage Construction can build or expand any location, bringing clients the expertise and knowledge required to meet their needs.

Heritage Construction Companies, LLC, serves clients with unmatched business professionalism. Work environments are based on respect and to be rewarding and fun. Alliances with subcontractors and suppliers are formed to enhance job site safety, productivity and cost effectiveness. Serving their clients honorably typifies their business relationships.

Again Andy Christensen, "We have been successfully building, remodeling and servicing dental clinics for the many years. With our combined knowledge, experience and skill set, we have become experts in the dental industry. Many dentists in Minnesota and the surrounding states already know about our construction company, whether we have built or remodeled their practice or not. This is because we support the Northwest Dentistry Journal and regularly participate in dental events, including attending the main three MN dental meetings every year.”

Learn more about Heritage by visiting the Northern Dental Alliance website: click here.

Visit their website, HeritageConstructionMN.com

Sincerely,

Dick Chwalek - Dental Marketing Consultant and Dentist Coach

NicheDental.com

Call 866-453-1026

Start Developing Your Connective Communication Strategy.

Michigan Dentist Completes Fellowship Program in Dental Implants

Dental implants save smiles, transform health and rejuvenate lives.

Once you realize how many people loose their teeth by the age of 65 in this country and you quickly understand the value of this service.

I have worked with dental laboratories and implant dentists for over almost 14 years. It still amazes me how many people just don't know about or appreciate what implant dentistry can do for people who have lost teeth, which occurs very often because of untreated gum disease.

Something like 50% of adults 20 and over - who are not considered in poverty have gingival bleeding (HHS Dental Health Data). Bleeding gums are an early sign of periodontal disease, the leading cause of tooth loss in adults.

When this tooth ravager has had its run of your mouth for more than a few years, the teeth start to loosen and the jaw bone turns to mush. Dental Implants offer the only way back out of this devastating predicament.

Just read a few stories about dental implant patients and then look into the science of this treatment. Then when a dentist says it will cost a couple thousand dollars or so to replace a tooth, rather than balk at the high fee - think about what it will cost you to say good bye to your ability to chew as well as watch in high def your jaw recede farther back than your hairline.

It might bite when your dental bill knocks your saving account for a loop, but think about how no bite is is much worse...

Remember, there is very little need to spend all your health care dollars on Bob Dole's E-D remedy when gumming your food during the next candlelight dinner once again graphically diminishes that see Alice moment.

Also no good reason to plunk down all the green for Joan Rivers' plastic surgery when spitting your dentures into your girl friend's handbag occurs every time a handsome dude across the room winks at you.

NOTE: Of course, if someone has a phobia of toothpicks, it's obvious this blog is mostly barking up the wrong tree about the need for teeth. Inversely that would mean a good bite is worse than a bark.

That is Why Touting Dentists and their Training is PR EVERY Consumer NEEDS To know about. Public Relations for Public Health awareness. Bringing NEW meaning to the old Dental News adage - if it BLEEDS it LEADS to tooth loss.

Blog entry by Dick Chwalek

- Niche Dental Marketing Coach and Communication Consultant

MICHIGAN IMPLANT DENTIST COMPLETES FELLOWSHIP

Traverse City dentist Dr. Brian Klym recently completed the Misch Implant Institute yearlong Fellowship training program. This comprehensive series of post graduate dental courses is recognized as the implant training gold standard.

Founded in 1984, the world-renowned Misch Institute helps set and elevate the level of implant dentistry using a hands-on training approach. Dentists attend classes on diagnosis, implant case planning and patient evaluation, and all phases of dental implant treatment. Each course includes lectures and hands-on laboratory sessions for both removable and fixed prosthodontics.

Dr. Klym started his implant hands on coursework many years ago, receiving a fellowship from the ICOI in 1998 (International Congress of Oral Implantologist). His patients are receiving an ever higher level of care and his continued implant training will help insure long-term, healthy results for his patients.

Actual Patient Results Achieved With Dr. Klym's Implant Dentistry Training:First, Dr. Klym’s patient M. H. had congenitally missing teeth - central and lateral incisor - left side and front of smile. The teeth were moved with orthodontics to make room for placing dental implants, which were restored with 360 degree porcelain veneers. The patient came in with a partial denture, which she had worn most of her adult life.

This type of denture is called a flipper because of the visual effect it produces. In online examples, Dr. Klym provides photos showing how well the gum tissue healed around the implant site.

Another patient, Tom, discussed his implant care: “About a year and a half ago my tooth broke. While it affected my chewing and eating, what had the most effect was how embarrassed I was about missing a tooth. Essentially, I quit smiling. Since I was going to need an implant, I was also glad Dr. Klym had training in oral sedation dentistry.”

After Treatment, Tom commented, “I can chew and eat just like I could before. Even though having the dental implant (with a natural looking restoration) has increased my confidence a lot, I need to learn to smile again.” His dental implant treatment photos are found on NorthwoodDentalTC.com

Brian P. Klym, DDS, is the owner of Northwood Dental in Traverse City. He has certification from DOCS—an oral conscious sedation program, which means he can provide a high level of comfort to his patients during implant treatment. Visit Dr. Klym’s website to learn more about his background and the comprehensive services he provides.

NDA Member Says Fiduciary Financial Advisor Protects Against Conflict of Interest

> Fiduciary - It Is Worth A lot!

When does a dentist know when a financial advisor is working in their best interest? Only one of these terms, fiduciary or suitability, reflects the highest level of protection for a dentist's investments.
Fee-only financial advisor and professional wealth building consultant, Rick Epple, CFP® of Epple Financial Advisors, recommends dentists know the difference and understand how to find to the best planner. The responsibility your advisor has to you and your financial interests should be more important than any other entity.

Rick has an independent perspective and believes dentists should develop a relationship with a financial planner that is scrubbed of conflict of interests. He recently found an article about this issue, which also references his focus on making sure dentists get an independent view of how to manage their money and investments and secure their financial future.

One example of his focus on working in your best interest is providing the kind of independent financial education found in the article noted below.

Lead In Article Synopsis: of Nov. 22, 2009 Article...
Paydirt: Financial advisers don't all follow the same rules

• KARA McGUIRE, Star Tribune

Normally I stay away from financial jargon in these columns. But this column is about financial jargon. With a debate raging in Washington about reforming the regulations governing the financial advice industry to better protect investors, there are some terms you need to understand.

• The first term is "fiduciary."
• Then there's the term "suitability"

To read the entire article, click Financial advisers don't all follow the same rules.

> Note: Articles maybe archived by Star Tribune after 14 days.

Kara McGuire. • 612-673-7293 or kmcguire@startribune.com.

Follow Kara on Twitter: www.twitter.com/kablog.

> Rick is also a founder and member of the Northern Dental Alliance (NDA)

Marketing Consulting: Wrap Your Brain Around Communication

Marketing is communication. Communication makes things work. Nothing happens or changes without a heavy dose of communication. Dental patients, dentists, and dentistry offices all work (or don't) with gears greased with communication and the marketing surrounding it.

Of course the brain is alway there to mess everything up. It falls into stereotypes. Travels down the rabbit hole of wackiness. Leaps across the logic wall.

One of the most influential tidbits of scientific information I have ever learned about how our brain works is its connection with our eyes. Basically, we make things up - because the communication between our eyes and our brain has a tenth of a second delay.

While I am not totally versed on this science (some info and links below) it has significant potential to cause us to think and do many things that are not very likely to produce the results we expect - when it is all said and done (to our wallets in many cases).

Our brains are marketing to us without our knowledge or understanding of its impact in many areas of our life. Dental patients want inexpensive care or someone else to pay for it (insurance companies) and dentists want marketing that is guaranteed, easy to do themselves, or nearly free.

Dental marketing consultants/coaches like myself wish for dentist-clients who understand all of these things and appreciate the complexities of the 'right marketing plan'. While at the same time falling into our own consulting rabbit holes.

My 'one-tenth off the mark' proclivity is the perfect symbiotic communication idea that changes 'consumerkind' and gets me that Nobel Prize for marketing science.

What can be done if we all see, believe and understand things with a different 'eye' for reality? OPEN UP our brains. Make sure what the marketer wants you to believe is actually healthy for your office revenues and personal finances.

Two online stories help illustrate these concepts - see below.

Start locating the fault lines. And, continue to navigate back to an evidence-based reality grounding in what will work rather than following the drivel of simplicity being advertised on the internet.

While my belief system is not completely science based, jumping off ten story buildings without a floatation device has long been something I avoid. My faith has never been about closing my eyes to the reality. Of course, my eyes are not something I will ever totally trust again.

Imagine if you had to rely on someone's eyewitness account to absolve you of some crime or accusation. (An article I Googled) Now think about how you are being influenced by a dental office marketing solution you have been presented. What rabbit hole is closest to their advertising pitch?

Rather than grab the next marketing rabbit that runs by, close your eyes and think about how you could move forward with an ongoing, pragmatic and proactive (not reactive) strategy.

Call Me. We can talk. Discuss what is possible.

866-453-1026 - ext 251

I work with a number of strategic marketing partners. You should have flexibility. Utilize scalable strategies. And then track it all, learn from the data, enhance the marketing, and then see real results for the long term.

Sites I've Developed, Founded, Etc.

• NicheDental.com - Marketing Coaching/Consulting
• NicheDentalCollaborate.com - Strategic Marketing/Advertising/Management Collaboration
• NorthernDentalAlliance.com - Multi-Disciplined Dentist Consultants
• NicheAgency.com - Marketing/Web Design & Advertising Examples

Tenth of Second Discrepancy Information

• BRAIN TIME [6.24.09]
• By David M. Eagleman

> Two Excerpts

"Therefore, the tenth-of- a-second window may be the smallest delay that allows higher areas of the brain to account for the delays created in the first stages of the system while still operating near the border of the present. This window of delay means that awareness is postdictive, incorporating data from a window of time after an event and delivering a retrospective interpretation of what happened."

"But as we begin to understand time as a construction of the brain, as subject to illusion as the sense of color is, we may eventually be able to remove our perceptual biases from the equation. Our physical theories are mostly built on top of our filters for perceiving the world, and time may be the most stubborn filter of all to budge out of the way."

On Point Radio - Believing the Unbelievable

• Link to Story
• Link to Radio Podcast

Midwinter Dental Meeting in St. Paul Minnesota

The Northern Dental Alliance will be at the St. Paul (MN) Midwinter Meeting. Our consultants can help you practice fearless dentistry!

Date: January 15, 2010
Minnesota and Twin Cities area dentists look for the NDA banner and booth at the show.

Talk with...

• Rick Epple of Epple Financial Advisors
• Consultant Dick Chwalek of Niche Dental
• Jenna Grams of Renstrom dental laboratory
• Andy Christensen from Heritage Construction Companies
• Other NDA members in attendance

Invite the NDA to speak at your dental study club, conference or event!
Contact The Northern Dental Alliance or a NDA member.

Thanksgiving Food For Thought - Dental Marketing Reprieve

Time to eat and talk turkey. Tomorrow we have a date with the dinner table. Friday we have a date with the mall. Soon we will party till we ring-a-ding in the new year.

There is something WRONG with this picture, much like how dental marketing is unflatteringly employed. You and I need to talk frankly about how dentistry should be presented to the consumer to affect a positive and productive result.

It is time to change the rules. You need to avoid overindulgence on supposedly simple million-patients-in-a-month, fairy tale spun marketing tripe. Stop bingeing on super secret 100% money back dental advertising turkey droppings.

Following 'all the rules' and practices of yore vidal sassoon without serious reflection will too often mean ending up going in the wrong direction.

Thanksgiving dinner can turn into tummy tuck redux. Holiday shopping can trample the reason for the season. Tipping a few too many glasses of bubbly back has caused a staggering number of people to hear sirens sound rather new year's party horns blare.

Instead of following other dentists off the cliff of same old outlandish brain-locked marketing schlock, get real and start building an integrated, consistent, scalable communication strategy. It will take some hard work and even cost more money than you think makes sense. Of course, this cheaper by mutton headed philosophy might sound like something dentists like you have heard from patients.

Stay away from the easy and the cheap, anyone can do it, buy another lottery ticket solution. Following these tired and "always about money off your valuable expertise" rules will take you down a path where you will meet patients of the same perspective.

How can it cost that much doc? Why can't marketing/dentistry be easier and done without a lot of thinkin? Can't I just watch a training video, steady the marketing drill on my own and take care of that tooth back there? Oops. Ouch! Darn. That dental marketing without a net thing is more dangerous than I suspected Skipper.

You could ask me to show you how you can actually build your practice, increase revenues, bring in more new patients and help more people get the care they need. Or not.

Just wait till things turn around. Sit there at the table and keep telling yourself eating all this food is a good thing. That some day you will get up and do some jumping jacks and calisthenics to tighten up your belly full of yesteryears when things were easier and money flowed like milk shakes and honey ham.

But when you realize no one uses the words calisthenics or does jumping jacks anymore. And figure out the milk toast selling dental marketers are shaking you down. Regain consciousness from the ham handed money scam you been hit with. Let's talk turkey about raising some revenues so you can improve the dental health of more consumers instead of navel oranges grazing.

Leave the lameness of last year's simpleton marketing ideas behind. Flush the toilet of no revenue movement. Whether it is virtual reality or real world advertising techniques, make a pact with yourself to do things in the pragmatic, continual build mode while utilizing concepts that help real people make real decisions about dentistry.

Promoting dentistry like its a sale on turkey franks at the big box grocers is detrimental to the health of your practice and us consumers. Frankly, I recommend beefing up your marketing strategy with data reality developed through comprehensive marketing tracking. I even have some grade A prime steroid infused data that will whet your "prove it to me" appetite.

Here is something the slick marketing their magic tricks group won't tell you - even in their super secret dental marketing reports... "It ain't easy to get it right, partner." And most fail because they thought it was easy and were shocked into backing off.

Of course, there is an "easy" part. It is in how THEY take your money and then move on to the next dentist waiting with fork in hand.

These marketers sell you smile whitening gel when you have periodontitis. They pull your teeth when they should have performed a root canal. Place a sold sign on the London crown and bridge when implants would have conserved even healthy teeth of a Brit.

So. Before you get sold a bill goodies again make sure their idea does not reek of LIMITED TIME ONLY marketing halitosis.

If these marketers have done so much good with their reports and deals of the century - why does this STATISTIC remind me of the movie by Dr. Even Steven Cling : "Caries" - the dental visit horror report.

"Overall, there was no change in the percentage of the population

with a dental visit from 1996 to 2004." (SeniorJournal.com)

Looks like my time is up. See you next week. Same bat channel. Same lame puns. Blame tame nuns. Game day runs. Claims son's name. Hum gains fame. Gun came framed.

Okay... it has gotten to be too late again. Sorry about that. Good night.

Happy Tank Living. A Marry Billie Hollandaise to You. Lappy New Beers. Dunk Murray, He My Pappy. Just scream when it starts to hurt.

Dick Chwalek

• Dental Marketing Coach • Dentistry Communication Consultant

CALL 866-453-1026

NicheDental.com

NicheDentalCollaborate.com

NorthernDentalAlliance.com

Dentists: Can A Lease Negotiator Can Help You?

> Dental Office Leasing Article By George Vaill

Bryn Mawr Dentist Bill Deal had a problem. He'd found a terrific location for his new dental office in this Pennsylvania town, and negotiated what he thought were good rental terms.

The office space would be delivered "as-is" but the landlord was to give him an allowance of $30,000 for renovations. He thought the allowance would be sufficient and was about to sign the lease when he became concerned about how far he could stretch $30,000.

Upon expressing his concerns to his dental equipment specialist, Bill was urged to contact a nationally recognized dental office lease negotiator. "They specialize in negotiating office leases for dentists all over the country." Bill was told "Why not give them a call?" So Bill contacted George Vaill of Winchester, Massachusetts to see if he could help.

Bill explained his circumstances to George and asked him how he could negotiate without knowledge of local market conditions. George explained that his services are about the lease negotiation process - not about how much the rent is on Main Street in Peoria - and that he had successfully negotiated leases for dentist all over the country because of his knowledge of landlord needs.

His concerns satisfied, Bill decided to hire George. George said he’d be glad to help and set out to establish his negotiation strategy. His first task was to educate himself as to Bill’s negotiation goals, the condition of the space, the occupancy status of the property and the history of the negotiations to date.

Next, George spoke to Bill’s contractor to learn what would be required to bring the property up to an acceptable delivery condition. George then spoke with the landlord to understand his perspective and to learn what the landlord’s needs and attitude were. Armed with all this information, George was able to determine how much leverage he could expect to exercise and then develop a negotiation posture and strategy to maximize that leverage.

Once the negotiation strategy was in place, George called the landlord and discussed Bill’s concerns. Describing the truly poor condition of the building and spelling out in detail the cost estimates for the work that was required to even to bring the building up to a reasonable starting position.

The persuasive techniques George employed with the landlord were so effective that, within three days of being contacted by Bill Deal, his lease advisor had renegotiated Bill's rental deal, persuading the landlord to triple the renovation allowance to $90,000!

Bill was thrilled. Not only had George saved Bill $60,000 and crafted a more beneficial lease, but he had made Bill's life much easier during a complex negotiation with which he had little experience.

Unusual experience you think? Quite the contrary. This dentist's experience is typical of the result many others report after they have engaged a lease negotiation specialist. More and more dentists are coming to the realization that they need lease negotiation assistance from a professional. Because it is not just a casual arrangement about dollars and dates, negotiating a lease effectively requires specialized knowledge and skill.

A lease expert applies in-depth knowledge of lease concepts and of what landlords need employing negotiation skills borne of years of experience to level the playing field with landlords who negotiate leases every day for a living.

Their involvement eliminates the acute disadvantage experienced by dentists who attempt to negotiate a complex and unfamiliar contract unassisted and leaves them free to concentrate their time and energies, providing dental care without intrusion from the lease negotiation process.

The return on a modest investment in the services of an expert includes a considerable saving of time and money and elimination of most of the hassles and anxiety inherent in the process.

© George Vaill 2001

34 Edward Drive, Winchester, MA 01890

george@georgevaill.com

George D. Vaill is president of George Vaill Dental Office Lease Negotiations. He specializes in negotiating the economic elements of office leases for dentists throughout the United States. Additionally, George reviews, and in many cases renegotiates, leases as part of dental practice transitions.

Call George

800-340-2701

Visit

www.georgevaill.com

More Dental Consultants

www.NicheDentalCollaborate.com