Dr. Chris Phelps on Using Pre-suasion to Encourage Receptiveness in Patients

We are welcoming back Dr. Chris Phelps to the show this week to talk more about pre-suasion and the principles behind it. He explains the difference between pre-suasion and persuasion and why it’s so important to prep your clients in the right way in order to get them in the right mindset to be open to suggested procedures. He discusses in detail the science and case studies behind this concept, explains why it’s so successful and gives specific tips on how to incorporate it into your practice.

This fascinating practice is not as complicated as it seems, especially with Chris explaining the importance of mindset and how little changes can make a big impact on the client experience. From creating the right environment to using the right language, there are so many little tweaks you can make to your practice to get on the same page with your clients and work with them more successfully. Chris even shares some of his own tactics and explains how he implemented them and why he thinks they worked so well.

Key Quotes:

  •  “Pre-suasion is an amplifier of principles.”
  • “Where we’re at is all about our mindset at that given time and that’s what shapes our decision in those times.”
  • “Instead of waiting for moments to happen with persuasion influence, we can actually prime the pump for a yes. We can actually create these influence moments on the front end before the patient gets in front of us.”
  • “Let’s start asking the right type of mindset questions.”
  • “That’s what pre-suasion is all about – timing is everything.”
  •  “Identify triggers that queue or create that mindset.”
  • “How can we extend the moment.”
  • “He did study after study to prove that these concepts exist and not only do they exist – what turns them on and what makes them more powerful.”
  • “If it’s reproducible that means it is teachable and it’s learnable.”
  • “My process is probably a lot like yours, it’s trial and error right? I don’t know until I try and it’s a messy process and I make a lot of mistakes but, you know what, some of my best ideas and systems have been born out of that.”

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How to Be the Leader Your Practice Needs with Dr. Tim McNamara

One of the most important aspects of running a successful practice is putting in the time and effort to be a good leader. Dr. Tim McNamara is a shining example of this, and his success in dentistry is a testament to the strong focus he puts not only on creating a great customer experience, but also on leading his team so they know exactly how to deliver that experience.

After more than seven years doing business consulting in the healthcare field, Tim went from helping hospitals mitigate risks to starting his own dental practice. His unique path into dentistry—along with his ability to see obstacles and turn them into opportunities—has given him a fresh perspective on the industry that we can all learn from. In this episode, he shares what it takes to be a great leader, the lessons he learned from his consulting career that still help him today, and his tips on how to shorten the learning curve on your own path to building your dream practice.

Key Quotes:

  • “What you have in a business is risk, and how you control that risk is everything. And then how you lead your people to implement those controls will dictate what your revenue is.”
  • “It’s funny to me because everyone talks about secrets in dentistry. … The secret is you. If you just spend some time on leadership and understanding your business, that’s the secret.”
  • “When I opened, I did so kind of with this wild idea that demographics matter, but that the dentist and the systems probably matter a little bit more.”
  • “The best way to grow is, yes, boost marketing, but turn the customer service experience on.”
  • “What I’ve noticed in most dental clinics is lack of leadership.”
  • “We need a place where people can ask real questions without getting beat up for it. And so what do we do? We create a community.”
  • “I judge a lot of my practice and how it’s operating by how well I sleep at night and how little stress I have at home.”
  • “All of my breakthroughs have come when I stopped being so frickin’ independent and realized that there is help out there.”
  • “Your advice should be coming from people who are in your exact same situation, that actually stay awake late at night in the fetal position, and that have figured out how to get out of the fetal position.”

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Dentists Helping Dentists: Big News For Leveling Up Your Practice

This is a very special episode with an exciting announcement that has been hard to keep quiet until now! You’ll hear some familiar voices in today’s discussion, as we have The Dentalpreneur, Mark Costes, and The Dental Hacks, Jason Lipscomb and Alan Mead, joining me to share the big news.

We’ve teamed up with some of the most well-respected names in dentistry to create something that will help dentists take their practices to the next level. Listen in to learn all about it now!

Key Quotes:

  • “That’s what makes dentistry exciting for me, is just watching people innovate and then taking that information back and putting it into my practice.”
  • “The people that you want to learn from are the people who are literally in their offices learning.”
  • “When I start self-leadership, the team is easier to lead, and when the team is easier to lead, the practice reaches new levels.”
  • “Sometimes in your practice, you’re the smartest guy in the room, and to perpetually not be the smartest guy in the room is a really good way to level up your life, your practice, and all those sorts of things.”
  • “Once you see someone else reach new heights, it’s almost simple for you to do the same.”
  • “A big part of our quest is to create an empowering and safe place.”
  • “We’ve really gone through meticulously and thought about all the pain points in our own private practice journey and created a support system so that you can be in the number one position once and for all.”

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