My wife Sweet Lisa has an unusual verbal pattern when she wants me to do something. Instead of telling me to do it, she’ll ask me if I want to do it. For example, she’ll ask, “Paul, would you like to put your plate in the dishwasher?” Or, “Would you like to take out...
An essential distinction in dentistry that many dentists and team members miss is the distinction between a sales versus leadership approach to case acceptance. I remember listening to a dentist present a treatment plan to his nervous patient. After he completed his...
Here’s a distinction every professional will find helpful. It’s the distinction between educating vs. understanding patients. The other day I was in The Apple Store looking for the latest version of the iPad. My interest was in its voice recognition...
I recently watched the US figure skating championships. My wife sweet Lisa and I curled up on the couch with our cats, and we spent a mellow evening watching this country’s finest figure skaters. I like it when TV commentators are former Olympians; they spot...
Part Two: Increasing the Dentists’ and Team Members’ Confidence when Discussing Fees and Financial Arrangements In part one of this series on increasing dentists’ and team members’ confidence when discussing fees, we highlighted the concept of the Crossover Zone™. If...
