When Business Thrives:

Women in local businesses talk about starting and growing their client base

All the local business women profiled in this section have kept their businesses thriving through the past few years of economic turmoil. How did they do it?

Dr. Ashly Cothern has been practicing dentistry for over ten years. “I feel that’s a blink of an eye, but a lot of things have happened in that time,” she says. She describes how, in her office, she and colleagues begin their day with a morning “huddle,” where they re-visit their touchstone, which is concern for their patients. “It’s important when our patients come in our doors that they know they’re cared for,” Dr. Cothern says. “This is a team effort,” she says, referring to her partnership with each patient. “I present the dentistry, and the patient and I decide together how we’re going to move forward.”

Dr. Cothern also relies on her strong staff. “When I first started practicing, I felt that if I were a good leader, then I could handle it all myself and be the one-stop shop,” she says. “I’ve learned over time that in order to increase longevity — for myself, my team members, and my patient relationships — I have to empower my team members, and allow their leadership qualities to come out.”

Economics have had an effect on the way people think about dentists. “In hard economic times, people shop around, I understand that,” Dr. Cothern says. “We’ve had patients that leave, but ultimately they come back. They don’t want to be a number. They want to see a familiar face.”

Taking time to analyze what’s working well is part of the success story at Roundtree Landscaping, which has been going strong for 29 years. Roundtree’s owner, Johnette Taylor, says, “When things are busy and the business is thriving, it’s time to look at what’s working so you can make sure to replicate it. Ask yourself, what did you do to get there? Are you still doing it?”

Referrals are another great way to generate new business. It’s no surprise that people trust their friends when they ask about good service, but research shows that most people also trust internet reviews, even though they don’t know the reviewers personally.

Dr. Debbie Schirico at Total Hearing Care says she gets referrals not only from past and present patients, but from medical specialists in the area. “Audiologists as well as those that wear hearing instruments who have worked with us throughout the years refer to us,” Dr. Schirico says. Over the 26 years she has been in business, she has built a strong reputation. “Our clients return to us because of the quality of care and attention to detail to assure their satisfaction and success.”

“Patients tell me all the time, they can just see I love what I do.” That’s because they pick up on Dr. Schirico’s passion for making sure each patient gets the best possible care and improved quality of life from better hearing. “I love helping people hear, and enjoy their life to the fullest,” Dr. Schirico says. “Our clients return because of the quality of care and attention to detail to assure their satisfaction and success. And our follow-up care after the sale is second to none.”

Dr. Lynne Roberts, who specializes in adult and pediatric laser surgery and cosmetic dermatology, also benefits from a strong level of referrals. “Almost all of my patients come from referring physicians and patients I’ve already seen,” she says.

Dr. Roberts begins each patient relationship with a 45- minute consultation. “We just sit and talk, because with skin rejuvenation there is a lot to talk about,” she says. “I like my patients to be fully informed, and I give them all their options, and I tell them the pros and cons. Mostly, I want to be geared to what their goals are.”

Dr. Roberts is known in her industry as a very conservative practitioner of cosmetic skin rejuvenation. She does not take chances on risky procedures, and her caution with patient care extends to her choice of equipment. “For a laser, the company has to prove to me it works, because if I don’t have confidence in a procedure I’m not going to do it.”

Pediatric dentist Dr. Diane Colter focuses on her specialty. “Parents know we’re going to focus on what’s important to look at with their child, as opposed to the overall population, pediatric and adult,” she says. “It doesn’t matter if they’re a new patient coming into the office, or if they’re a patient that’s been with us for over five years. We block out time and make sure we are addressing their issues.”

Dr. Colter sees education as part of the added value she can provide her patients. “Because we are strictly a specialty, we can educate parents and the child, depending on their age, on what’s best for them. We can set guidelines for healthy snacks, and reinforce better choices today, so there will be less dental work in the long run.”■

Source: attractclientswithease.com: Grow Your Business by Caterina Rando

Luxury Service at any Price

Success stories from valued clients: “We interviewed 3 agents and decided to list with Vicki because she was the most knowledgeable about the market, gave us a realistic expectation of the listing price based on the comparables and knew exactly how to highlight the distinguishing features of our home to market it effectively. She was responsive to our needs and was our trusted advisor and consultant throughout the process.”

– Forest Hills seller

“Vicki gave more personalized attention to our home than previous realtors I have worked with in the past. She actually staged our home with some of her own furnishings resulting in our home presenting a better first impression (it was under contract in 5 days). She quickly rearranged our home with a great eye for detail, design and great taste. She listened to us and made us feel like a priority.”

– Lake Highlands seller

· Consistent Dallas City Center top producer with most listings sold and highest volume

· Named one of the Best Real Estate Agents in D Magazine for 2012 and 2013

· Certified Luxury Home Marketing Specialist and recognized in the Million Dollar Guild

· Five Star Professionals- Texas Monthly 2013

· Chairman of City Luxury Networking Group