How We Communicate with Dr. Chris Bowman

We often complete trainings on and talk about things we only use and do on occasion, but we tend to put important things that we use all the time—like communication—on the back burner. In this episode, Dr. Chris Bowman joins me to break down the importance of communicating more effectively. We discuss the obligation we have to our patients and how communication will help us fulfill what is ethical and incredibly beneficial to them and our practices.

Listen in as Chris shares where most dentists miss out on having maximum satisfaction from their practice, as well as how to make better decisions and present options to patients in a consistent and practical manner. You’ll learn the issues with confidence that affect our ability to do these things, how we tend to make judgments that are off, and what makes patients more likely to follow our advice.

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Key Quotes:

  • “The biggest difference between the dentists who do well and the dentists who don’t is those who just get into it and do it.”
  • “Telling someone something they don’t want to hear takes courage.”
  • “There are certain skills that will get replaced by machines, but things like communication and connection—that human need will never be replaced.”
  • “We have an obligation to let patients know what we can do for them, as well as the things that are or are not moving in the direction they want it to go.”
  • “Patients are more likely to follow our advice when they know we ethically have their back.”
  • “Everyone wants the problems that they know they have to go away. So if we get really good at explaining the problems and conditions and how those things are not going the way that they want, then we can get really effective at gaining acceptance for our treatment recommendations.”
  • “It becomes more about presenting and selling a problem rather than presenting and selling a solution.”

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Creating a Self-Reliant Practice with Jordon Comstock

Insurance complications with patients and the lack of consistent reoccurring revenue are problems that most professionals in the dental industry face. Jordon Comstock, a natural problem solver, has found some simple ways to get rid of these common issues. His passion for leadership and a self-sufficient style of doing business is what got him to where he is today with many happy and successful clients in the dental industry.

Creating a Self-Reliant Practice with Jordon Comstock

Jordon shares his story and how he ended up working in the dental industry and found his passion for improving systems and processes. He also talks about key areas that are critical to building a more self-reliant and consistently profitable practice. Jordon sheds light on a few areas where dentists tend to miss opportunities for increased functionality, customer loyalty and profits.

The business that Jordon built, Boom Cloud, addresses many of the organizational issues that come with having a subscription-style practice. He talks about what services they provide to increase scalability and cut out the headaches that come with insurance billing and expired credit card payments. Overall he really plants a great idea that practices can easily avoid much of the hassle they currently deal with and gain more loyal and consistent clients.

Key Quotes:

  • “I look for employees that are leaders, I don’t look for employees that look at me to be a leader”
  • “Despite going through that year of hardship and challenge, I believed in my product, I believed in the concept and I just stayed persistent and I found ways to make money on the side and then all of a sudden we launched Boom Cloud a year later.”
  • “You reap what you sow and sure enough that’s what happened.”
  • “A critical component of self-reliance is getting other leaders involved and people that can lead different aspects of a practice.”
  • “I do believe in the concept of reoccurring revenue, that that helps a lot.”
  • “Dentists should be reliant on their own system, their own team, to grow and flourish.”
  • “We’ve got the insurance companies that are policing the dentists but who’s policing the insurance companies?”
  • “I believe in systems and processes. If we don’t have those, it’s very hard to manage things in any type of business.”

Featured on the Show:


Contrast Phenomenon in The Influential Dentist Series with Dr. Chris Phelps – Part 2

Quotes & Notes:Contrast Phenomenon in The Influential Dentist Series with Dr. Chris Phelps - Part 2

  • While it didn’t make it an original principle, I honestly feel that if he rewrote the book again, it would be the seventh principle of influence because it is so powerful and it is always present in any situation.

You can change the way anyone experiences something by controlling what they experience first.

  • The big overriding lesson I want you to understand, if we want more case acceptance using contrast, we have to take them down the stairs. What takes more energy, walking up the stairs or walking down the stairs?

The second rule, which I like to tell people, is that you have to careful when the price is a big deal for someone, is a concern.

  • In contrast, people always compare every number you throw at them with something else.
  • We must control what the patient is going to compare our fee or service to. Otherwise, if we leave it in their control, they are going to compare it to something that they know in their home life and you are going to get shut down early.
  • By making small little changes like that, and changing what they anchor into first will lead more people to say yes to what you are really asking for today.

Be sure to check out the next episode about reciprocity with Dr. Phelps which will air tomorrow.

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