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Tools for Success in Private Practice, presented in partnership with Seminars in Hearing

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1.  Kasewurm believes that an element in private practice that is an essential component for success is: Convincing more patients with sensory hearing loss to purchase hearing aids Training staff how to convert calls into appointments Making certain patients are treated with respect Offering a patient experience that includes comfortable furniture and refreshments

2.  Hearing healthcare professionals typically convince ____ % patients that need help to get hearing aids. 25% 45% 76% <50%

3.  Kasewurm contends that The Secret to running a successful business is: Working hard Surrounding yourself with good people Believing that good things will happen All of the above

4.  A well organized and executed Patient Referral Program: Can be expensive to execute Needs to offer an incentive to patients for it to be successful Can be a low cost and very inexpensive way to attract new patients Requires a specific employee to handle the program

5.  Data that Kasewurm gathered from her practice indicated that candidacy for hearing aids for patients referred by other patients: Is usually higher than that of patients coming from advertising Is usually lower than that for patients coming from advertising Does not correlate in any way to candidacy for other referral sources Is unknown

6.  According to Kasewurm, convincing patients to commit to better hearing is actually not about selling something. It's about: Demonstrating the benefits of technology and convincing patients to give better hearing a "try" Allowing a patient some time to think about the decision to hear better Getting acquainted with a patient; learning their hearing wants; understanding their communicative weaknesses and then agreeing on a solution that best suits their individual hearing needs. Setting up regular annual hearing tests and monitoring hearing until a patient is ready to commit to better hearing

7.  The real question when a patient presents the price objection is: What the patient's budget is Whether the patient doesn't have the money, doesn't want to spend the money or whether they don't feel the hearing aids worth the money Whether there are programs that can assist the patient with payment Whether the patient can qualify for financing

8.  There is no magic formula to determine the right price. The business owner or manager should know the cost of doing business and what expenses are included in those costs. The goal when developing a pricing strategy should be: To find the price at which profit is maximized and demand is not affected To find the price that is close to the competition but slightly lower To find the price that is close to the competition but slightly higher To find a price that is attractive to people that shop at Big Box stores and still high enough to maintain a profit

9.  When using Dan Ariely's Predictably Irrational Method of Pricing, it's important that: There are more than four levels of pricing The best technology is exactly the same price as the mid-level technology The price of the lowest priced technology is at least $1000 less than the Best technology The fact that patient's insurance benefits are taken into account and deducted from the price

10.  Every practice should equip their front desk personnel with what tool when answering questions over the phone? Hands free head set A script that provides consistent answers to prospective patients A detailed pricing sheet of all hearing aids offered None of the above