We often meet with doctors who’ve lost tens of thousands each month, and sometimes hundreds of thousands each year due to poor management advice! When production and collections decline, many dive in the deep end and spend thousands with a marketing company. While this sometimes can help, many times the conversion rate is the real problem. By chasing the wrong problem, the doctor ends up maintaining lackluster production while dramatically increasing overhead! So before spending more for marketing, begin tracking and improving your conversion rates.

We recently had an orthodontic client struggle with just this problem. We referred him to Landy Chase, author of “Yes to Treatment: Case Acceptance Skills for the Orthodontic Practice.” Below, Landy outlines his top three conversion mistakes and how to fix them.