9 Keys to Rapidly and Consistently Increasing New Patient Flow. Part III Precious Gems That Will Transform Your Practice By Dr. Tom “The Gems Guy” Orent
Without further ado, let’s dive into the “9 Keys to Rapidly and Consistently Increasing New Patient Flow and Adding at LEAST $150,000.00”
The last two editions of the “New Frontiers” newsletter have laid the foundation you need to maximize new patient flow. We discussed capacity and the fact that very few practices are truly at their limits — there are many more hours potentially available to schedule and often more operatory space to serve patients. Practices truly running at capacity are generating $3,000,000– $6,000,000 per year per location. 1. You have to consistently deploy at least 6–8 strategies simultaneously. 2. You need a barometer for your cost of acquisition. 3. ALL MARKETING IS A TEST. 4. It’s important to preframe expectations. 5. Using the 20/20/20 New Patient Exam will help you retain new patients and gain a higher acceptance of treatment while safeguarding your most valuable asset: your time. 6. You must have a system in place to track the source of every new patient. Each one of these 6 Gems is crucial to achieving tangible results from the “9 Keys to Rapidly and Consistently Increasing New Patient Flow and Adding at LEAST $150,000.00.” I strongly recommend you take the time with your team in your 90-minute internal staff meetings to review these two articles. You can find them by heading over to www.InsidersCircle.com. Click on “Site Map,” and under “Additional Resources” you’ll find a link labeled “Newsletters.” The June and July issues of “New Frontiers of Dental Practice Success” will have all the information you need to get the most out of this month’s edition. In our last issue, we explored “6 Marketing Gems You Can Take to the Bank” that will help prime the pump.
1. ‘071 Retreat Part III — How to Triple New Patient Referrals’
If you want to increase referrals, make it a priority to watch this video in the GG12 Monthly Team Training Toolkit. In order to understand the video’s reference to Cialdini’s moment of reciprocity and how it relates to your practice, you must first know your referral rate. An average one-doctor/one-hygienist practice has about 1,500 active patients (active patients defined as those who have had at least one visit in the last 18 months). Your referral rate is the percentage of those patients who are driving new patient referrals back to your practice during any given month. You can stimulate new patient flow from other sources, such as advertising, but your referral rate pertains directly to new patients who come from referrals. To illustrate this, you can follow along with the math I provide, but it’s important to apply this Gem directly to your practice by using your own numbers. Both of these scenarios are based on the traditional one-doctor/ one-hygienist practice with about 1,500 active patients.
Scenario 2:
Scenario 1:
• 1,500 active patients, 20 new patients
• 1,500 active patients, 60 new patients
– 6 came from outside sources
– 15 came from other sources such as a billboard, website, or advertising
– 14 are referrals
– 45 are referrals
• 14 / 1500 = 0.0093
• 45 / 1500 = 0.03
– Less than 1% monthly referral rate
– Your monthly referral rate is 3%
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waiting in line to get face painting, animal balloons, and tattoos, you’re going to talk to the parents about new trends in dentistry, answer any questions they may have, and ask them to them fill out a card for a big raffle item, such as a gas grill or television. The card they fill out is a contact form with their first name, last name, phone number, and email. Tell them that you need a phone number because you’re going to call all the raffle winners. Teams that are successful at street fairs consistently add significant surges of new patients: 10, 15, even 20 or more. The most any of our members attracted from one fair was 38 new patients. But to be one of those teams, you can’t wait for people to come over to the booth. You need to go out and actively pursue prospective patients. To find out more, watch “012 Street Fairs — How to Effectively Target and Attract Droves of New Patients Primed to Accept Treatment and Services Part II.” Digital marketing is a great way to hypertarget your practice to highly motivated patients. Mr. David Herman explains how to use Google AdWords to drive patients to your front door for the exact services you want. Looking for more implant patients? David has an army of people to create ads for you. AdWords doesn’t generate a random social media ad or a generic pop- up. If someone does a Google search for “dental implants,” AdWords can make sure your practice appears at the top of the list. For a comprehensive breakdown on how to mine this Gem, head over to “Gems Insiders’ Circle Webinars” on the website and click on “GICW 089 Herman Blow Away Production Goals With Laser-Focused Target Web Marketing.” Out of all the 9 Keys, this is the least frequently deployed but one of the easiest . Sometimes billboards just crush it. We had a member a few years back who had four billboards in her area, and she had great results with each one. When the billboard company called to tell her they had another one for lease, but it was 10 miles away, she gave it a test run, and it still did really well. If you are going to implement this strategy, contact us. I am happy to help you with the design, graphics, and phrasing. 4. Web Marketing for Dentists 5. Billboards
Almost all practices fall closer to Scenario 2, which means 98–99% of your patients are not referring to you during any given month. That’s the bad news, but it also provides an incredible opportunity. To double your referral rate, you’d only need to add 14 more new patient referrals per month. How do you get another 14 new patient referrals? If you break down the monthly numbers, that’s only three more new patient referrals per week, which is less than one a day. In order to do that, you need a system, and “071 Retreat Part III — How to Triple New Patient Referrals” is all about referral systems. Dr. Chris Phelps developed a system that resulted in a $1,000,000 increase to his practice. By laser-targeting his strategy to active, independent retirees, Chris was able to find patients who were ambulatory and active and also needed dental care. He focused on seniors who were not in managed care so he could increase his percentage of fee-for-service versus managed care (PPO) patients. One of the ways he did this was by hosting wine and cheese events. 60 people showed up at the first one, 50 of whom had not seen a dentist in over a year. What would you be able to do with 50 warm leads who would be full-fee patients!? Another Gem you can unearth for your practice is to host a value-added presentation for potential patients. The topics should be engaging but simple. For example, you can explain the oral-systemic link to prospective patients for 30–45 minutes with a 15-minute forum to field questions afterward. Contests are another great way to cultivate new patient flow. At one of his wine and cheese presentations in an active seniors community, Dr. Chris Phelps held a homeowners association raffle where the winner would have their yearly dues paid in full. He made gift bags so no attendee left empty-handed. At the end of each event, he takes pictures with the winner to promote his next contest. These are just a few examples of how you can find new patients. To take full advantage and mine this Gem to its core, navigate to the GG12 Monthly Team Training Toolkit and watch the video for yourself. 2. ‘069 Retreat Part I — Attract 933 of the Right Kind of New Patients’
3. Street Fairs
On Page 4, GG12 Coach Chuck Nemitz explains how you can find new patients by taking your team to a health fair. While health fairs and street fairs are similar, the way you market at them is very different.
Street fairs are a fun way to maximize new patient flow. The key is to find a fair that has kids and moms there. Once you’ve found the right fair, you need to bring three things: animal balloons, face paint, and rub-on tattoos. These are surefire ways to get kids to drag their mothers over to your booth and create long lines. While the kids are
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8. DentalMarketing.net
Just have your Personal Gems Concierge put us in touch via email if you’d like my help designing your billboard.
Many of our members have hit HOME RUNS with postcard campaigns run by this company. If you are going to try it, reach out to me. I can put you in touch with the right writers, designers, and editors to make sure your postcard has the greatest chance of success.
6. Zocdoc.com
Zocdoc.com is a great way to have leads come directly to you. It only costs $3,000 for 12 months. If you reviewed our last edition, you know that $250–$300 for new patient acquisition is what we recommend. If you use Zocdoc, it only takes one patient a month to hit our average acquisition cost of $250 per new patient. We have members who are doing far better than that by using this service. Zocdoc.com books millions of appointments per month, so if it’s still available in your area, grab it now. The average lifetime value of a patient is $4,800, so one new patient in 12 months is really all you need to have the ad cover itself. Many of you know that, decades ago, 1-800-Dentist was one of the strongest ways to advertise. In recent years, maybe not so much; however, we have had several members, including GG12 Coach Lisa Weber, who have done extremely well with 1-800-Dentist. In order to achieve success, you need to set very specific parameters as to what type of lead you’ll accept: no one more than 4 miles away, no Medicaid, and only a lead you’ll be able to direct-connect with live. 7. 1-800-Dentist
9. Free Standing Inserts (FSI)
Newspaper inserts are a great way to gain exposure and implement new patient marketing campaigns. Jerry Jones and GG12 Coach Lisa Weber are great resources for understanding the best ways to use FSIs. Set up a coaching call with her today to learn more. For these 9 Keys to achieve results for your practice, you must deploy at least 6 or 7 of them simultaneously. Once you’ve done that, I strongly encourage you to reach out to me after a few months and let me know how the Gems discussed in the last three issues of “New Frontiers” have affected your new patient flow. Remember that all marketing is a test. If some of these strategies don’t bear fruit for your practice, then cut them loose. If you’re struggling to understand how to implement these methods, have your Gems Concierge schedule a call with your coach so they can walk you through the process step by step. Gems Insiders’ Circle™ Quarterly Q&A Webinars: Four times each year, I’m available in the evening for up to 90 minutes to answer your questions about any dental practice management topics of your choice. GG12 and Insiders’ Circle™ Members’ Spring and Fall Retreats: Doctors and team members often tell us they have never experienced anything like our retreats in all their years attending dental continuing education. Experience it for yourself and form a lifelong bond with other GG12 and GIC family members. Register now!
For the latest up-to-date information about what’s happening on Planet Gems, go to InsidersCircle.com and click on “Calendar” (menu bar, top left of homepage). If you have questions, please contact your Personal Gems Concierge or call 1-888- 880-GEMS (4367). 90-Minute GG12 Team Training Webinars: GG12 Team Training Toolkit Dental Practice Transformation members, please block out this monthly program. These occur just once each month, but they could easily be the most important 90 minutes you and your entire team will invest.
August 8; 11:00 a.m. to 12:00 p.m. EDT — GG12 Office Hours
August 22; 11:00 a.m. to 12:30 p.m. EDT — GG12 90-Minute Team Training Webinar
August 22; 8:30 p.m. to 10:00 p.m. EDT — GG12 and GIC Gold PLUS Quarterly 90-Minute Q&A
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September 12–15; GG12, Gold PLUS, and Gold Members’ fall retreat
GG12 Office Hours: Twice each month, my office door is open for your visits. This is an optional opportunity for GG12 doctors and teams to reach me directly with questions about dental practice management.
REGISTRATION FOR THE FALL RETREAT IS NOW OPEN! Click on the fall retreat banner (top left corner of our homepage).
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GG12 Alumni Member Dr. George Landress and his team at Danbury Smiles just came back from a health fair, and I wanted to share some of the Gems they unearthed. There’s some prep work involved with events like this, which is why we at Gems give you marketing strategies to “Swipe and Deploy” to help ensure your success. I even crafted a radio spot that aired locally for Dr. Landress. Dr. Landress spent less than $3,000 for the event. That included employee compensation. We always recommend paying your team members hourly plus significant incentives for each new patient who schedules at the fair and shows up at your practice. (Of course, you should always check your compensation plans with your HR attorney or CEDR.) Your coach will walk you through how to structure it, but when your staff is personally invested, the results are significantly better. The raffle prizes were also included in the cost of the event. On display right at the booth were a 55- inch flat-screen TV, a certificate for $500 off any treatment at Danbury Smiles, and scratch tickets for a chance to win $2,000 every month for life! Dr. Landress’ strategy to drive traffic to his booth was especially ingenious. They handed out cards at the front door promoting the $2,000 scratch ticket they were giving away. On top of that, once folks came to the booth, they got to spin a huge prize wheel. Plus, they offered free oral cancer screenings, and other ways to enter the raffle. Dr. Landress said that they were the most talked-about booth at the fair. Once you have a lead at your booth, it’s imperative to get them to schedule while they are there. Use an assumptive close. You must have access to your schedule (live online or printed) in order to be able to schedule right then and there. Rather than asking what time and day works for them, use a dual alternative assumptive close. “We have 9 a.m. next Tuesday available, or 3 p.m. next Friday. Which would you prefer?” Once you’ve settled on a date, provide them with a card and have the patient fill it out . You’ll achieve a higher level of psychological commitment when they fill it out themselves. That card gives you an opportunity to further market to them with gifts or other materials. When the dust settled, Danbury Smiles ended the fair with 18 scheduled new patients! The first person through the door was none other than the woman who won the TV, and she scheduled a second appointment for fillings. If you take into account the Average Lifetime Value of a patient, the health fair paid for itself with the very first new patient… 17 more to follow! If you have more questions on how to get results from health fairs and street fairs, reach out to your Personal Gems Concierge to schedule a call with your coach today.
Learn From Dr. George Landress and Danbury Smiles How Having FUN at STREET FAIRS Can FILL Your Chairs!
By Chuck Nemitz, Certified GG12 Coach
What if I told you you’re sitting on a treasure chest full of Gems without knowing it? Well, that’s exactly what health fairs are. A health fair is similar to a street fair but is targeted to a different audience. You can read about street fairs on the cover, but if you want to put this Gem under the microscope, head on over to the “Advanced Marketing Brain Trust” at InsidersCircle. com. You’ll find all the information under “012 New Patient Surge From Street Fairs.”
At a street fair, your demographic is moms with kids. The idea is to attract kids to your booth with face painting, balloons, and rub-on tattoos because where there’s a child, there’s a parent. From that point, your team can interact with the mom, inviting her to participate in your prize giveaway. Health fairs are a little different because your primary audience is adults. You’re not going to woo them by offering face painting. But what you lose in that tactic, you gain in lead potential. By the sheer nature of the event, a health fair booth generates a lot of warm leads. You’ll find fitness gurus, plastic surgeons, physicians, and everything in between, so every attendee is already health-conscious. If they stop at your booth, it’s because they’re interested in dental care, or at least responsive to oral health.
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The Best August Ever!
Lessons From Aesop
By Tom Rich, MBA, GG12 Senior Practice Analyst
(a barbecue, TV, etc.), and a stack of entry forms. The idea is to make it fun for your team and those who stop by your booth. Find at least one before the end of August, and then register two more before the end of September. • New move-in campaign: According to the American Dental Association, most new patients join a dental practice during the end of summer. It makes sense. Most of these people have moved and just settled into their new homes, they’re going through the checklist of getting the family ready for the school year, and they’re shopping for a dentist. Now is the time to get the new move-in list and direct mail them. Become friends with a real estate agent, and give a gift (e.g., $100 off any procedure) to everyone who moves into your area. • Patient appreciation day: This is the existing patient version of the street fair. Make it fun. Invite everyone in your patient database to the park. Have burgers and hot dogs, someone painting faces, and games or contests for the kids to play. Here’s how to make this even better: Tell your patients they can bring their friends and neighbors. • Hygiene recall and reminders: Start by sending appointment reminders earlier than you normally would. The key here is to encourage patients to come in now, when you’re slower and have more openings in the schedule. That way, you have availability later, when there’s more demand. • Remaining benefits notice and back-to-school promo: Get patients thinking about you and how they can maximize their benefits now , while they still have time on their side. By the way, you’ll also send this again in September, October, and then one last time in November, because the more you remind your patients, the more they remember to take advantage of their free treatments. These are just a few proven methods you can start using today to make this the best ending to summer you’ve ever had and finally see how the hottest months can actually be the hottest months for your practice. EXISTING PATIENTS
Each month, your practice’s revenue goes up or down. It’s not your fault… all practices are cyclical, mostly because the months and seasons are not created equal. Most dentists recognize that, with the end-of-year and start- of-year rushes to maximize benefits, winter is the gift that keeps giving. Autumn is the ramp-up to the winter heyday just as much as spring is the wind-down from it, which leaves summer as the low point in production — for most practices. August can break your practice’s performance. The slowdown of appointments means there’s a corresponding decrease in revenue. Here’s the thing: We don’t have to accept the common thought that August is the worst part of the year. You can reverse and even leverage the seasonal downturn. Really smart dentists realize that now — the sweltering dog days of the end of summer, aka August and September — is the time to step up and double down. Rather than fall into the temptation to coast through the doldrums of the final days of August, they know the seeds they sow now will make the rest of their year. But it’s more than that, because when the last few weeks of August are used strategically, they act as a springboard to make the rest of the year even better.
So what can you do right now to make the rest of summer the hottest for your practice?
You do what others aren’t doing. It’s the real-life version of Aesop’s fable No. 373, “The Ant and the Grasshopper.” When everyone else is playing, struggling, and waiting… that’s the time to strike. Because when you do what no one else is doing, you get results that no one else is getting.
Here are a few simple ideas on how you can fully take advantage of August.
NEW PATIENTS
• Street fairs: People are out, so logic suggests you go
where they are. Get some Popsicles, water balloons, a prize wheel (with prizes for both kids and adults), a grand prize
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Wr itten Into the Pages of Success
A Brick-and-Mortar Bookstore Is Transformed Through Community Involvement
By Shaun Buck, CEO of The Newsletter Pro
That simple concept is how Christin reinvented the bookstore. Or at least, it is one of the ways she reinvented it. At both The Booksmith and Kepler’s Books, you’ll find an ongoing calendar of events. There is always something going on for anyone. It’s all about customer and community engagement. For instance, the shops hold regular “silent readings.” This function is an opportunity for folks to come in and just read while enjoying freshly made cocktails and other drinks. It’s relaxing, simple, and fun. On other nights, you’ll find musicians playing their experimental riffs. And it doesn’t end there. The shops also host mom yoga, book swaps, book clubs and discussion groups, author readings, and author meet-and-greets. The list goes on. Christin and her team at both shops are willing to try new things to find what works. They keep a sharp eye on which events bring people in and foster an even greater sense of community. This year, The Booksmith is undergoing something of an expansion. About a block from the store, Christin is planning to open an event space with a bar and cafe. That is how dedicated they are to community events: They are willing to devote an entire separate space to it. The two existing bookstores simply aren’t enough to meet their demand. And that’s not all. The couple also helped establish Kepler’s Literary Foundation, an organization that “enriches the community through literary and cultural programs that feature notable writers, artists, and original thinkers.” These programs foster creativity and learning within the community, and they cultivate excitement about reading and exploring new avenues of expression. Christin and Praveen also bought a company called GiftLit, which they incorporated into their bookstores. Like The Booksmith and Kepler’s Books, GiftLit was established in San Francisco and had already made a name for itself in the area. GiftLit, a subscription box service, allows you to gift a book to someone special every month. Behind the scenes, the GiftLit team curates every book they send out — an aspect of the business they take very seriously. After all, they have a team of librarians, educators, authors, and booksellers ensuring each recipient will connect with and enjoy the titles they are gifted. With such an incredible focus on community, Christin and her bookstores thrive in the age of Amazon. While the major online retailer can deliver books to your doorstep on a whim, they cannot offer you a mimosa between chapters or introduce you to neighbors who have the same taste in literature. In short, no big- box retailer — not even Amazon — can compete with community. –Shaun Buck
In the age of Amazon and online shopping, brick-and-mortar booksellers are on their way out. Or at least, that seems to be the narrative. With major retailers like Borders and numerous smaller independent shops around the country calling it quits, the death of brick-and-mortar bookstores is a narrative that makes sense.
Until it doesn’t.
Meet Christin Evans, a small-business owner and entrepreneur who has set out to change that narrative. As booksellers close their doors left and right, Christin is in the process of expanding her two San Francisco-based bookstores in 2018 — a feat nothing short of remarkable. In 2007, Christin and her husband, Praveen Madan, bought out a small San Francisco bookseller, The Booksmith. Christin bought the store after quitting her high-stress corporate job with a major global management consulting firm. She wanted to pursue something more fulfilling. While owning her own bookstore might sound like a fulfilling career change, at least on a personal level, you might ask, “Was it a practical career change?” With brick-and-mortar bookstores closing left and right, it’s a risky business to go into. In 2012, the couple bought out a second bookseller in San Francisco: Kepler’s Books. Clearly, Christin and Praveen had found success in the book-retail realm — but how? Well, it all came down to their vision of “reinventing the bookstore in the 21st century.” When you have the shadow of Amazon looming over you 24/7, reinventing the brick-and-mortar bookstore is no easy task. Conventional thinking must be thrown out the window. So, that’s what Christin did. First and foremost, Christin knew she needed to make a positive impact in her community. It’s something a lot of businesses can learn from, especially brick-and-mortar businesses. Making a constructive change is necessary if you want people to notice you. When you make waves in your community, people look up, and they look to you. For The Booksmith and Kepler’s Books, their top priority was to become staples within the community and become ingrained in the consciousness of their surrounding San Francisco neighborhoods. Fundamentally, the couple had do what other bookstores weren’t doing. “Our business plan has always been to do everything that big-box retailers can’t or won’t do,” Christin says. “We strive to create a welcoming space for our community to come together.” When community is everything, you need something that brings the people to you: events.
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You and Your Patients Can Have Lean Bodies for Life
2,700 calories a day over a three-week period, eating three meals a day. They took a two-week break and returned. They again ate the same 2,700 calories but divided those calories into 17 tiny meals a day. [Test hosts] didn’t change the food, the composition, or anything. The LDL (bad cholesterol) dropped 13.9%, and the insulin levels dropped 21%. That’s huge!” Watch the webinar for yourself by heading over to InsidersCircle.com. You’ll find “GICW 080 Sheats — You and Your Patients Can Have a Lean Body for Life” under “Gems Insiders’ Circle Webinars.” There is an incredible number of Gems that can benefit your personal life and establish you as a trusted resource for your patients. P.S. In science and in health, it’s critical to keep an open mind to varying points of view. Dr. Sheats is both a personal friend and health mentor. However, today I combine what I learned from Cliff and information I picked up from “Eat, Fast and Live Longer,” a BBC Documentary. Whereas Dr. Sheat’s guidance helped me get back on track, during the last two years the 5:2 fasting diet (watch the documentary) has helped me to keep the weight off and maintain excellent health.
So many of the Gems we unearth revolve around our dental practices and strategies to improve them. But the more we learn about the oral-systemic link, the more critical it becomes for us as dental practitioners to understand health on a broader scale. I had the pleasure of sitting down and speaking with Dr. Cliff Sheats, a bestselling author, personal trainer, and board certified clinical nutritionist. He has appeared on “CBS Evening News,” CNN, the Food Network, and other national television. Cliff has played a significant role in my health transformation. I found myself trying to play volleyball at 6-foot-2 and 212 pounds. I was happy about the height, but certainly not the weight. Cliff’s advice helped me get back to my high school weight of 175 pounds and into the best health of my life. Speaking to our members during a Gems Insiders’ Circle™ Webinar, Cliff detailed the science behind a healthy life. Throughout “GICW 080 Sheats — You and Your Patients Can Have a Lean Body for Life,” Dr. Sheats runs the gamut on nutrition, recovery, and your body’s natural physiological processes. One Gem he unearthed explained why you should care about muscle loss as you grow older. “Between the ages of 30 and 80, we lose 50% of our muscle. The average American is losing about a half-pound of muscle every year.” You may wonder why this is such a big deal. “We lose our ability to process calories,” Cliff explained. “That degradation of muscle is gradually happening year after year, and we’re losing our ability to burn fat, to burn sugars.” His presentation became really intriguing when he explained how losing muscle is related to Alzheimer’s. “[Diagnosis of Alzheimer’s] is 60% less in those with more muscle. Our muscles are the engine that pushes oxygen all over our body, and to our brains!” Nutrition is a pivotal part of oral health, but even more so to your overall systemic health. Dr. Sheats gave us a Gem on how to boost your metabolism by adjusting the frequency of meals. “Spread your calories through the day, five times per day. That means you’re going to have three major meals with a midmorning snack and an afternoon snack.” I think Dr. Sheats began to fit in with the Gems culture when he explained the math behind this tactic. “A study took a group of men that ate
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Gems Inside
1. Part 3 of How to Rapidly and Consistently Increase New Patient Flow 3. Check Out Our Webinar and Fall Retreat Schedule 4. Find Loyal Customers at Street Fairs
5. The Best August Ever! 6. A Brick-and-Mortar Bookstore’s Incredible Transformation 7. Learn the Science Behind Health and Fitness
She was my mom and my first dental employee! The year I graduated dental school and opened my practice from scratch, she worked for love (I couldn’t afford to pay her). Mom truly loved working alongside “My son, the doctor!” She always used to tell our patients, “In here, he’s the boss… but as soon as we are out in the parking lot, I’m the boss!” Daisy loved you guys: our “Gems Family.” She attended nearly every retreat for the last 18 years. She loved hosting the dinners at my home during the Boston retreats and getting to know so many of you. For those who attended one or more of the dinners at my home, you may remember her beautiful flower arrangements throughout the house and backyard.
The Eagle in the Photo...
She lived at Newbridge on the Charles for the last few years. She enjoyed people everywhere. Mom made many friends of the residents and staff at Newbridge. She continued to paint, dine with her friends, and enjoy frequent visits from our family (during which I would often smuggle in lobster). She loved to sit outside basking in the sun. After a brief time in hospice care, Daisy passed away peacefully on Wednesday, July 4, 2018. Her eyes lit up at the mention of her three grandchildren, Brendon, Shayna, and Alexa, and she opened her heart for Brendon’s fiancée, Olivia. She always referred to my brother Jim’s wife, Marianne, and Elizabeth, my wife, “The Engineer,” as “my daughters.”
One of mom’s passions was painting. Although she never painted professionally, she had a degree in art and loved painting throughout her life. In the early years, her favorite medium was oil. She moved to acrylic and eventually to what may have been the toughest for her to master: watercolor.
We will always love and deeply miss her.
–Tom, Elizabeth, Alexa, Brendon, Olivia, Shayna, Cliff, Jim, and Marianne In lieu of flowers, Daisy’s favorite charity was The Ray Tye Medical Aid Foundation (rtmaf.org).
She painted the “American Eagle” watercolor on July 4, 2016. The amazing thing about this painting is that she was recovering from a fall during which she crushed her right shoulder. She was unable to use her right (dominant) hand. Daisy painted the eagle with her left hand, declaring her independence on July 4!
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