Consistency in The Influential Dentist Series with Dr. Chris Phelps

Quotes & Notes:

Consistency is an interesting topic because it is the number one thing that I see that we fail at in dentistry today. It probably is the number one cause for the majority of the problems that happen in our dental office.
When people make a commitment to something, when they take a stand on something, then there is a lot of internal and external pressure on them to stay consistent with the stand they made.
One of the ways I used that in my case acceptance is this: I have a new patient form that they fill out and I get them to tell me who they are and I make them write it out. I go over that in our first patient interview.
I put that language in my telephone conversation. Now when my team ends the call, they say, “Will you please call us if you need to cancel or reschedule your appointment?” (By responding yes, the patients are making a commitment to the appointment.)
The more public the knowledge is of the commitments you made, the more powerful the consistency is for you to follow through with what you said you are going to do.

If the text or email alert has their first name or their nickname, in the subject line then they are more likely to show up.

If you asked the patient to speak back to you their date and time before the call ends, you will decrease no shows another three percent.
We try to get more automated, we try to do more pre-printed stuff to make it easier, more automated on everybody but the reality is you lose a lot of the influence, power by doing that.

Be sure to check out the last episode, about Scarcity, with Dr. Phelps which will air tomorrow.