The trick to selling high-fee dentistry is to stop selling it. Instead of selling patients into high-fee dentistry, try inviting them. Selling vs. inviting; here’s the difference. Too often, I hear dentists selling high-fee dentistry. I listen to tactics like creating...
In the dentist-patient relationship, we have two roles – provider and advocate. The provider is the clinician, the one who performs dentistry and directs clinical services. Patients pay our fee for being providers for clinical services. The advocate is the advisor,...
This lesson is about the distinction between minor vs. complex care patients. I have two kids, Adam and Kristen; they’re both grown up, have kids of their own, and are off my payroll. Those of you who are parents know that raising kids isn’t easy. What...
Let’s talk about the distinction between a commoditized new patient process versus a prescriptive one. A commoditized new patient process is one where every new non-emergency patient goes through the same sequence. They check-in at the front desk,...
Let’s talk about the distinctions between urgency vs. readiness when offering dental care. I’ve seen and heard many dentists emphasize urgency to patients. This is usually followed by prompting them to start their care today…same-day dentistry. In some...
