Read more on Dr. Jack Von Bulow
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Click on the titles below to read articles featuring Dr. Jack von Bulow:
Dental care advances include improved patient communication
How Patients Benefit when Dentists Listen Carefully
Dentist Strives to make Health Care Personable
Properly handling an incoming phone call is a low cost marketing strategy that Dr. Jack Von Bulow says has won the trust of new patients and has boosted his patient visits.
"About 50 percent of business is lost or won on the first phone call," he told me during an interview.
The Temple City, California dentist implemented a quality control method about 4 years ago using a "mystery caller" to see how new patient calls are handled. New patient visits doubled within a month.
Dr. Jack is an out-going man who showcases a football signed by former USC great Reggie Bush to show the connection with where he proudly studied dentistry. He doesn't rely on his enjoyment of people to make sure new patients feel welcome. He makes a deliberate attempt to create goodwill and make people comfortable.
"We want to make that first visit special by giving a gift and a welcome letter."
He also makes a call the day before on his lunch hour to see if the person has any questions before they walk in the door. "Half the time I talk to someone directly and half the time I leave a message."
Dr. Jack believes being a goodwill ambassador as a dentist is more than just a smart business practice. Patients who are at ease may be willing to share and give clues about their oral health that gives a better understanding of their overall well-being.
"The mouth is a window into the body," says Dr. Jack, "yet roughly half of the people in the United States don't see a dentist on a regular basis."
He's been in practice for 30 years but Dr. Jack says he's learning more about business every day. "I'm learning to delegate more. I've also learned that as a dentist you can choose to be an entrepreneur or you can choose to work for someone else."
He said in his dental class, many of the students had fathers who were dentists and they either went to work in the family practice or they became associates and worked under an owner before taking over the practice.
Today, the path to owning a business is challenging. "You're down about one million dollars after graduating and financing a business. I see dental schools are now taking baby steps to help dentists understand more about running a business."
He sees industry consolidation occurring with fewer practices but larger ones operating in the near future. Regardless of the business model, Dr. Jack understands the foundation of a successful dental practice: handling the first phone call and visit with genuine care so patients become fans.