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COACH: “That's nice … but that's not what we recommended! There's a specific verbal script to be used in this protocol. Your caller should say, ‘Hi Mary, it's Barbara from Dr. Tom Orent’s office. Your dentist, Dr. Orent, gave me your chart this afternoon and asked me to give you a call. He told me he was quite concerned.’ Pause pause pause ... to let the patient ponder why there may have been concern. ‘The reason he told me he was concerned was because it’s been [x] months since your last cleaning. He asked me to give you a call and help you schedule. We have tomorrow afternoon at 3 p.m. I also have Monday morning at 9 a.m. Which would be better for you?’” Offices deploying our strategy as prescribed — exactly as prescribed, without implementing their own changes — enjoy approximately one additional recall patient back in the schedule for every hour of calls. At an average of 10 to 15 nighttime hours of calls, they are bringing back anywhere from 10 to 15 patients per week — patients who were otherwise not scheduling. If there is any Gem you have tried (not just the Nighttime Recall Caller), but you are not enjoying the level of success you anticipated, ask your Personal Gems Concierge to schedule a 30-minute debriefing call with your Coach. We’re here to help and look forward to the opportunity!
earn money making these calls for you at night! These callers need to be 100% isolated from distractions, so they can focus squarely on this job. How did you pay your Night Recall Caller(s)?”
DOCTOR: “Oh, we paid them just their normal hourly wage.”
COACH: “Well, there's no incentive there! The protocol is no base pay; commission only. $20 per patient, if and when they show up. The average Nighttime Recall Caller gets more than one patient per hour to show up. Some are able to bring back as many as two recall patients per hour. A caller bringing in just 1.5 patients per hour paid at $20 per patient is making $30 commission per hour!” IMPORTANT NOTE: Of course, as with any employment payment schedules, you must check with your local labor law attorney to determine whether or not you are in a state that requires a minimum base against commission. Some states require minimum base pay, but in other states, commission only is fine.
COACH: “What did your caller say when the patient answered the phone?”
DOCTOR: “She introduced herself and asked if she could help the patient schedule their overdue cleaning appointment.”
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 topic of your choice regarding dental practice management. THE GEMS FAMILY MEMBERS’ FALL 2019 RETREAT: Register now for your Gems Family Fall 2019 Boston Retreat and Mastermind Sessions! 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.
For the latest up-to-date information about what’s happening on Planet Gems, go to InsidersCircle.com
Calendar on the menu bar, top left of the 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 Dental Practice Transformation members, please block out this monthly program on your calendar.These occur just once each month, but they could easily be the most important 90 minutes you and your entire team will invest.
A registration flyer is enclosed with this newsletter, or call 1-888-880- GEMS (4367). (If outside USA & Canada, dial 001-508-872-0066.)
April 3: 11 a.m. – 12 p.m. EDT — GG12 Office Hours
April 18: 12–1 p.m. EDT — GG12 Office Hours
April 22: 8:30–10 p.m. EDT — GG12 & GIC Platinum Global Mastermind 90-Minute Webinar
GG12 OFFICE HOURS: Twice each month, my office door is open for your visits. This is an opportunity for GG12 doctors and team members to reach me directly with questions about dental practice management.
April 24: 11 a.m. – 12:30 p.m. EDT — GG12 90-Minute Monthly Team Training Webinar
6 InsidersCircle.com | 1-888-880-GEMS (4367)
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