Contributing author: Thomas Funcik, M.D. About four years ago I learned I was embezzled for literally millions of dollars and in debt to unpaid vendors and the IRS. Since then I’ve learned to mind my business as well as my clinical responsibilities thanks to the expert guidance from the practice management experts at Yellow Telescope. The first year my staff and I attended their annual seminar, we learned that none of us had the slightest idea how to “sell” surgery. In fact, we were doing almost everything wrong. We were offering discounts, afraid to increase our fees, not following up properly on prospects and not communicating our prowess effectively to patients. Since we were able to attend the seminar again this year with two new staff members, Sydney and Emily, the editor of Cosmetic Surgery Times invited me to share some of their takeaways with you. Here they are: 1. Understand What Makes the Best Sales Pitch "Being confident and knowledgeable is the best sales pitch you can have. Being armed with information about your doctor and his accomplishments and procedures is what is going to set you apart from everyone else. You want to be approachable and kind when it comes to bringing on a new patient, and building a relationship with them." Read more at Cosmetic Surgery Times.