2. Lighthouse Productions LLC Presents the ultimate new patient referral system FEATURING THE 7 KEYS TO UNLIMITED NEW PATIENT FLOW

3. A Revealing Survey Of 1250 qualified fee for service patients surveyed The questions???? The questions???? When looking for or deciding on a dentist what do you rely on……. When looking for or deciding on a dentist what do you rely on……. Yellow pages? Yellow pages? Friend (WOM)? Friend (WOM)? Internet Internet Mail Mail TV or Radio TV or Radio High-touch market research expensive 1175 Friend or Family Word Of mouth 26 yellow pages 34 internet 15 mail TV or Radio inexpensive 85% 9% 3%

4. Referrals 101 81% of adults in the US rely on word of mouth for purchase decisions. 81% of adults in the US rely on word of mouth for purchase decisions. Word of mouth marketing as it applies to dentistry is referral marketing. Word of mouth marketing as it applies to dentistry is referral marketing. Referrals have been and always will be the best method of gaining new patients. Referrals have been and always will be the best method of gaining new patients. Your patients are marketers/PR reps. Your patients are marketers/PR reps. Keep your marketers active and referrals will come! Keep your marketers active and referrals will come!

5. Internal Vs External marketing Internal Internal A recommendation from a friend is ten times more effective than traditional paid advertisements. A recommendation from a friend is ten times more effective than traditional paid advertisements. It is does not fall into the noise category with external marketing. It is does not fall into the noise category with external marketing. Works with any demographic in any market. Works with any demographic in any market. A referred new patient has more trust in you and will judge you less. A referred new patient has more trust in you and will judge you less. More cost effective. More cost effective. External External Advertising is less effective than ever due to its overexposure. Advertising is less effective than ever due to its overexposure. The average active adult is hit with 3000 advertisements each day. The average active adult is hit with 3000 advertisements each day. People are cynical about advertising. People are cynical about advertising. People are more prone to judge/test you when they come in through external advertising means. People are more prone to judge/test you when they come in through external advertising means. More expensive than internal. More expensive than internal.

6. Why do people refer to you? People talk about your dental office for three reasons. People talk about your dental office for three reasons. 1. They like you or they like your work. 1. They like you or they like your work. 2. It simply feels good to talk about the results they have experienced. 2. It simply feels good to talk about the results they have experienced. 3. They are a part of your team, an insider. 3. They are a part of your team, an insider.

7. The 7 Keys to an abundance of Referrals Motivation Motivation Message Message Rewards Rewards Referral cards Referral cards Patient orientation Patient orientation Consistency Consistency Creativity Creativity

8. Motivation Why do you want new patients? Why do you want new patients? Why does your team want them? Why does your team want them? Why do your patients want to refer? Why do your patients want to refer? Do the answers align? Do the answers align? If they align you will succeed If they align you will succeed Strengthen motivation and win Strengthen motivation and win KEY 1

9. Message Your message will give your referral campaign wings. Your message will give your referral campaign wings. It is a very simple easy to remember phrase. It is a very simple easy to remember phrase. It motivates your patients to talk about you. It motivates your patients to talk about you. It directs the conversation productively. It directs the conversation productively. KEY 2

10. Make it interesting and appropriate. Make it interesting and appropriate. If you reward your players properly they will do more. If you reward your players properly they will do more. Show gratitude, its right and its powerful. Show gratitude, its right and its powerful. Encourage, reward and win. Encourage, reward and win. Rewards Take care of your team and they will take care of you. Players: Staff/Patients/New Patients KEY 3

11. Teach your staff and patients how to play the Referral Card and win!! KEY-4

12. Play the card get referrals and track the results

13. Play the card and win…

14. Patient Orientation Talk to your patients about referrals correctly and new patients will gravitate to you in greater volume! Talk to your patients about referrals correctly and new patients will gravitate to you in greater volume! If you know how to play the referral game your patients will play it with you. If you know how to play the referral game your patients will play it with you. Your patients want to refer, they simply need guidance. Your patients want to refer, they simply need guidance. The Keys make it easy. The Keys make it easy. 95% of your patients will be very receptive KEY-5

15. Creativity Keep your referral game fresh Keep your referral game fresh Make it fun and interesting as well as professional Make it fun and interesting as well as professional If you are remarkable people will remark talk about you if you are boring they will be snoring. If you are remarkable people will remark talk about you if you are boring they will be snoring. Give your staff and patients new tools all the time. Give your staff and patients new tools all the time. Lighthouse will keep you and your team playing the referral game creatively Lighthouse will keep you and your team playing the referral game creatively Lighthouse 7 keys KEY-6

16. Consistency Your referral marketing action steps must be simple, fun and easy to follow Your referral marketing action steps must be simple, fun and easy to follow Have fun and stay on point. Have fun and stay on point. Keep it light and be effective. Keep it light and be effective. Be repetitious and appropriate. Be repetitious and appropriate. Create momentum. Create momentum. Keep playing the game and win. Keep playing the game and win. KEY-7

17. Net result; a consistent flow of new patients. New patients that are much easier to work with than those acquired through external marketing, and will in turn refer their friends and family to you.

18. Leading to higher production and improved lives. Leading to higher production and improved lives. Everybody wins

19. Getting Started Step 1. Enrollment: start now and receive a rapid action discount. Step 1. Enrollment: start now and receive a rapid action discount. Step 2. Schedule 2 day office visit. Step 2. Schedule 2 day office visit. Step 3. Referral card production. Step 3. Referral card production. Step 4. Work closely with your Lighthouse marketing coach to insure results. Step 4. Work closely with your Lighthouse marketing coach to insure results. Step 5. Prepare to have an abundance of new referrals. Step 5. Prepare to have an abundance of new referrals.

20. Lighthouse productions LLC Jeffrey Simms Managing Director Off 727-562-9571 Cell 727-674-5172 Off 727-562-9571 Cell 727-674-5172 lighthousereferrals@gmail.com www.newpatientreferrals.com Get the 7 Keys today