7 Advanced Case Acceptance Tools for Dental Teams

“When you are trying to impress people with words, the more you say, the more common you appear, and the less in control. Even if you are saying something banal, it will seem original if you make it vague, open-ended, and sphinxlike.” — Robert Greene

Patients can be challenging at times. There are a lot of factors that may cause them to hesitate to get treatment even though they know they need your services. But a great dental team will always move, in a coordinated effort, to make their patients feel that they are well taken care of.

Hey Doc, how good are you and your team at helping patients WANT what they need? If you want to:

  • Make case acceptance the easy and obvious choice for your patients,
  • Get good at introducing the “elephants” in the operatory,
  • Embrace the power of silence so you can become the most trusted dentist around,

Tune in now!

Listen in and find solutions to common practice issues at  Prescriptions for Your Practice.

Check out our New Case Study, “Discover How To Recession-Proof Your Dental Practice In The Next 60 Days So That You Increase Profits & Avoid Losing Key Team Members” now at: http://thenorecessiondentist.com/casestudy.

Key Quotes:

  • Leaders are readers.”
  • “We’re a needs-based business, but we have to be good at helping patients want what they need.”
  • “If there’s any sense of coercion or manipulation in your process, and I doubt it is intentional, make sure that nothing unintentionally dissolves the trust you’ve worked so hard to create.”
  • “If it feels like you’re selling treatment. If the patient feels pushed, I think you’ll undermine your case.”
  • “Job one is to build a great team. Job two is the team sales team.”
  • “If a patient feels judged by you, you cannot influence them and positively impact their dental health.”
  • “Some of the limitations are self-worth issues.”
  • “Most people will know if you’re in it for their relationship or the transaction, regardless of what you say”. 

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The 4 Dental Patient Personas & How to Speak To Them

There’s SO MUCH more to case acceptance than value and price.

So how do we help patients want what they need? We must understand what archetype and persona are in front of us and speak to them about how they best process information and make decisions. 

If you implement what I tell you today, you will feel a massive connection to your patients and a return on investment that supports the energy you’ve poured into this profession.

Doc, if you want to:

  • understand the radical difference between fast decision-makers and slow decision-makers,
  • build trust with both your logical and emotional patients,
  • get inside the mind of your patients so you can skyrocket your treatment plan acceptance,

Then tune in now!

Listen in and find solutions to common practice issues at  Prescriptions for Your Practice.

Check out our New Case Study, “Discover How To Recession-Proof Your Dental Practice In The Next 60 Days So That You Increase Profits & Avoid Losing Key Team Members” now at: http://thenorecessiondentist.com/casestudy.

Key Quotes:

  • “Dentists and dental teams can learn to speak in a patient’s native tongue.”
  • “We’re helping patients want what they need.”
  • “The big word for competitive people is best. They’re looking for the best.”
  • “Methodical patients will not decide until they feel like they’ve soaked up all the information they can.”
  • “You will be better understood if we can better understand them [patients]. And if you’re better understood, you’re going to grow your practice quite quickly year after year.”
  • “If you’re adding value to your practice, that’s what comes in return, like a boomerang in the form of cash flow.”

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The Top 10 Pillars For Dentists Who Want To Have A More Powerful Presence

“Focus less on the impression you’re making on others and more on the impression you’re making on yourself.” — Amy Cuddy

Sometimes we just want to blend in, right? But what we don’t want to be is forgettable. That’s no good for you, your practice, and your career. So what we’re engineering here is something that minimizes your chance of being forgettable. 

Most dentists are forgettable and ignorable. Find out why that is such a big problem in our industry.

Doc, if you want to:

  • Know the 4 questions every patient is asking about you,
  • Understand how being forgettable can stress you out and kill a dental career,
  • Figure out how to be the most respected dentist around so you can drive case acceptance and grow your practice in these turbulent times…

Tune in now!

Listen in and find solutions to common practice issues at  Prescriptions for Your Practice.

Check out our New Case Study, “Discover How To Recession-Proof Your Dental Practice In The Next 60 Days So That You Increase Profits & Avoid Losing Key Team Members” now at: http://thenorecessiondentist.com/casestudy.

Key Quotes:

  • “Power is value exchange per unit of time. So the more value you add and the less time you do it in, that’s how you increase power. So I think a lot of us as dentists were in denial of power because we’ve seen the misuse of power, which means power that’s uncoupled from integrity.”
  • “Power coupled with integrity is really what you want in a business. It’s how you maximize value.”
  • “There’s something I’ve talked about several times in this podcast that I’ve used very effectively as a clinician. And that’s called release tension, set intention.”
  • “People respect you when they know you will say no to certain things. If you’re just this kind of floppy-noodle people-pleaser personality, they tend to respect you less and take you less seriously.”
  • “When we are living consistently with our values, we’re just more powerful.”
  • “We had different principles that kind of would pop up to solve different problems, but one consistent principle was ‘never let ’em see you sweat.'”

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Fool-Proof Methods For Thinking Like Elon Musk

“I don’t know what a business is. All a company is is a bunch of people together to create a product or service. There’s no such thing as a business, just pursuit of a goal — a group of people pursuing a goal.” — Elon Musk

How do you approach your business, and how do you solve your business problems? The problem with the dental practice today is that most dentists, hopefully not you, are running businesses via assumption and conventional thinking. The usual way we conduct our lives is we reason by analogy with an analogy. We are doing this because it’s like something else did or what other people are doing.

In this episode, I will discuss Profiting from First Principles like Elon Musk. So if you want to conduct a “Knowing What I Now Know Analysis” on your practice, build a career that you enjoy, and benefit from non-conventional, fundamental truth thinking to gain an unfair advantage, tune in now!

Listen in and find solutions to common practice issues at  Prescriptions for Your Practice.

If you enjoyed this episode, please share it with your dentist friends. Don’t forget to subscribe to the show on iTunes to get automatic episode updates for The Relentless Dentist! And, finally, please take a minute to leave us an honest review and rating on iTunes. They really help us out when it comes to the show’s ranking, and I make it a point to read every single one of the reviews we get.

Key Quotes:

  • “You’re smart enough to know, and as a D1 and D2, some of the things that you’re learning, you’re not going to do after you get your dental license.”
  • “The possibility is that when you use first principle thinking, you ensure that you’re building a practice that best fits you. And it brings unique value to your community.”
  • “Traditional thinking starts with limitations, and then you’re iterating and improving that existing path.”
  • “If you just ask a typical dentist, what’s the purpose of your practice? They might say to fix teeth, to give patients back their confidence, smile, to restore oral health, something like that, right? But if you don’t have a customer, a client, a patient, the chair call, whatever you want, you don’t really have a business.”
  • “All businesses are a reflection of their owner.”

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The New Cornerstone of Leadership

What do you think is one of the essential ingredients in a healthy and high-performing team?

According to research, 90% of people are daydreaming and visioning about the future when forced to do nothing. And a separate study shows that there’s a key element that makes 14% of people more productive across different industries. Listen in to discover this critical productivity booster.

In this episode, I’ll talk about enhancing your culture. If you want to understand what will make you and your employees 14% more productive, if you want to provide the four things that every follower needs from their leader, if you want to utilize three levels of thinking to improve team engagement and unity, and if you want to find out this new cornerstone to effective leadership, then this podcast is for you.

Tune in and find solutions to common practice issues at  Prescriptions for Your Practice.

Key Quotes:

  • “Attracting and retaining a high-performance team is getting harder and harder, but within every problem is a possibility.”
  • “By understanding and embracing the key ingredients of a happy workplace and a productive culture, your practice can become that talent magnet and beat the local competition.” 
  • “One thing I don’t like about S.M.A.R.T. goals is that they’re reasonable. If there’s not a little bit of intimidation, then the goals don’t wake up the genius on your team.”
  • “Followers need four things from their leaders. One is stability. Two is trust. Three is compassion, and four is hope.”
  • “We’re mentally agile. We’re emotionally agile. We’re organizationally agile to make sure that we’re always doing whatever it takes to make sure that the future of the organization, the future of the team, the future of the owner, the future of the patient experience is better than it is right now.” 

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