Solve the Right Problem First
The biggest problem in your practice may be the one you're not working on.
Most owners do not have unlimited time to work on their business. So when your finally get a few hours, it's easy to spend them on whatever feels most urgent: payroll, supplies, a team issue, or another problem demanding your attention. You get a lot done, but somehow the practice is still dealing with the same problems...
Stop Negotiating Against Your Own Diagnosis
Case acceptance can fall apart the moment you stop sounding confident in your own recommendation.
When a patient pushes back, it's easy to start backing what you believe is best so you do not sound pushy. But hesitation can make a compromised option sound just as reasonable as the treatment you actually believe is best. Your job is to explain what you recommend, why it matters, and let the pati...
Turning Hesitation Into Better Case Acceptance
A patient objection is not a no. It's usually a sign that something is still unclear.
When a patient asks about cost, says they need to think about it, or wants to talk to their spouse, it is easy to back off and assume they are not interested. But often they just need more information before they feel comfortable moving forward.
Focus on three things:
Get curiousAsk another question before yo...
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