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xii Want to Sell More Dental Implants? Read This Letter First! My mentor, business strategy advisor, and expert copywriter, Dan Kennedy, wrote a short letter articulating this eco,nomic opportunity. No one can articulate this economic phenomenon better than him.And now, here is the letter.Dear Doctor,Do You Suffer from Implant Envy?Maybe you should. Why should the successful implant dentist work less%u2026. Make a much better income...from fewerpatients%u2026while you work like a whipped mule, doing %u201cvolume,%u201d fighting with insurers over dimes? WE CAN ABSOLUTELY, POSITIVELY RAISE THE NUMBER OF HIGH-VALUE IMPLANT PATIENTS FOR YOU.If you were guaranteed a flow of three to seven or even more new, good implant patients every month, would you want to adapt your practice to accept them? Could this change your life?We are ready to provide these patients to one selected dentist in your area now.It takes 6,000 average general dentistry patients%u2019 visits to produce $1 million after insurers%u2019 savage reductions of fees. It takes only 165 to 170 implant patients provided by my Sell-More-Implants%u2122 System to make the same $1 million. Or just 45 to 90 full-mouth implant cases. Which path to each million seems smarter to you? Less stressful? More manageable?As Sherlock Holmes put it, the answer is as obvious as a giant trout in a bowl of milk!Here is what, with your permission, we will do:Increase Your Income, Certainly,Without Increasing The %u201cGross%u201d Number of New Patients, Hours Worked or Size of Staff(Welcome to the %u201cPeak Financial Efficiency%u201d Practice!)1. It is this simple. We will increase your income. Certainly%u2014guaranteed.2. We%u2019ll do it needing fewer new patients, not more. One implant patient %u201creplaces%u201d as many as 36 regular patients. FINALLY ESCAPE THE %u201cVOLUME TREADMILL%u201d and constant anxiety about having enough new patients. THE MORE FOCUSED YOUR PRACTICE IS ON IMPLANT CASES, THE FEWER NEW PATIENTS YOU NEED TO REACH YOUR INCOME GOALS%u2014this is the way to relieve a lot of pressure.3. You won%u2019t need to work more. You can work less but earn more. You might even re-design your schedule for 3-day weekends every weekend. Or in some other lifestyle preference way. YOU WERE SUPPOSED TO BE %u201cKING OF YOUR CASTLE%u201d%u2014not its serf toiling in its fields!4. You won%u2019t need more staff. At present, one of the difficult obstacles to practice growth is staffing. Why fight this problem? Why not just avoid it? (or if you have ambition and intent to grow a very big, multi-office business, then do it with %u201cunits of business%u201d i.e., number of patients needed for each $1 million only 36 to 165, to avoid excess staffing pressures. Own the most financially efficient practice possible.)5. Neither you nor your staff will be pushed and pressured into doing an ever-growing list of social media %u201cjobs%u201d %u2026creating %u201cnew content%u201d %u2026mastering TikTok, Instagram, Facebook, Facebook-Live, blogs etc., etc., etc. %u2013 No! We put a Sell-More-Implants%u2122 %u201cMachine%u201d in place for you that is largely %u201cstatic,%u201d using the same content on an ongoing basis, and largely automated. We are not in the business of creating more work for you or your staff!You will have to approve the work we do for you, fund production and use of the marketing, have a staff-person call non,responsive leads or outsource this to a recommended phone center, and inform our system when someone comes in and commits to treatment. That%u2019s it.You have our entire team working for you.6. Constant problems with Insurance Reimbursements, Insurance Write-Offs, Insurance Collection Work, and Insurance Audits will be slashed by focusing on %u201cbest%u201d patients and cash patients brought to you by the Sell,More-Implants%u2122 System.Want to Sell More Dental Implants? Read This Letter First! xiii7. Sell-More-Implants%u2122 brings you appropriate, %u201cquality,%u201d respectful patients %u201cpre-prepared%u201d to accept your treatment plan, because we DATA-MINE, DATA-MODEL and DATA-MATCH them properly with you, from your own patient base%u2019s potential patients and family member referrals%u2026 and very carefully chosen new potential patients beyond your own files. Of course, your own database is dynamic. You add %u201cunconverted leads%u201d to it all the time. Now, finally, the conversion of those leads to new patients won%u2019t be haphazard. We are not just producing %u201cnumbers%u201d like social media and search engines are infamous for. WE CAN DO BETTER! This is not %u201cmud against the wall,%u201d get any warm body in, and hope for the best! Therefore%u2014and probably unlike any %u201cmarketing program%u201d you%u2019ve ever been sold, tried or suffered with%u2026%u2022 Your income increases, certainly. Guaranteed.%u2022 It is increased from %u201cfewer and less%u201d%u2014fewer new patients needed, less hours if desired%u2022 It does not demand more staff nor make staff %u201cmutiny%u201d%u2022 There is no contract to fight your way out of%u2014like with some other agencies. You can fire us at any time with just 30 days%u2019 notice. No hassles. We have no interest in unearned income.8. The system includes highly sophisticated, effective presentation tools to improve your case acceptance without requiring you to be a superstar %u201csalesman.%u201d9. The system includes no-fail follow-up, for those raising their hands but failing to schedule appointments and for %u201cappointment, no sale.%u201dABOUT Nos. 8 and 9 AND INCOME LOSSES YOU CAN STOPWhen a patient says %u201cNO%u201d %u2026%u2026 or wanders off as a %u201cMaybe%u201d or %u201cMaybe Later%u201d %u2026 you LOSE (AT LEAST) $6,000Every time. If, over time, just 167 patients do this, you lose $1 MILLION. Would $1 million LOST or gained make a significant difference to your financial picture? Your retirement? Practice%u2019s EBITDA for its sale? Ability to give raises to keep top-quality staff? No. 8 +%u00a0No. 9 WILL improve the percentage of YESES and STOP LOSSES from the %u201calmost yeses%u201d that get away.IMPORTANT:If large corporate dental practices or other big advertisers irritate or intimidate you%u2026if you think %u201chow could I ever compete with them?%u201d %u2013 good news: there is a secret engineered into the Sell-More-Implants%u2122 System that makes them your friend, not your foe! You%u2019ll soon be smiling every time you see their ads. Q3To be absolutely clear, this is not more %u201ccoaching%u201d or consulting or training. There are no meetings to go to, no staff training. This is simple. We do it. We %u201cmine%u201d good implant patients out of your data and from other sources for you. Whether you benefit or have benefited from %u201ccoaching,%u201d etc. or feel you%u2019ve been on some sort of seminar and coaching carousel%u2014this is not that. If you are in a great program or group, this can only serve to improve your value derived from that investment.Ultimately%u2026DON%u2019T CLOSE YOUR MIND.OPEN YOUR EYES!Most %u201cinternal dental marketing%u201d is primitive and random. There is no sophistication. No system. Dentists and their staffs ask for referrals from every and any patient randomly. There may be signage. Maybe a small implant brochure in a Take-One Box. Mostly, dental practices are doing the same things the same way to get patients to self-identify as implant candidates or to refer as they were 20%u00a0years ago. Or %u201cplastering%u201d social media and hoping. We can do better!Dental Growth Machine Companion Workbook| 33