Imagine this… you just finished having a conversation with a patient about what you recommend next. They lean forward and say… “When can we start?”
That’s not fantasy. That’s what happens when you stop selling dentistry. That’s what happens when you flip the switch from convincer to influencer. This is what separates practices that grind through case presentations from practices where patients are ready to move forward.
The doctors inside Dental Success Today are playing a completely different game. While everyone else is talking about the economy, insurance reimbursements, and how hard it is to get patients to say yes; our doctors are building their own economy inside their practices. They create their own results. They don’t wait for circumstances to get better. They make the circumstances irrelevant.
I always say Where your focus goes, your practice grows. The practices that struggle are focused on price, problems, and procedures. The practices that win are focused on what really matters.
Most practices say they’re all about the patient. Then you listen to them and all you hear is insurance talk, price objections, and procedure explanations. That’s not patient-centered. That’s procedure-centered. That means there is a whole lot of convincing and not much influencing.
In this video, I walk you through…
- The three words killing your case acceptance: price, problem, procedure… and what to focus on instead that actually moves patients to say yes
- The crystal ball method: how to mentally transport patients so they experience the result before committing to the treatment
- The shift from convincer to influencer: why trying harder to explain the clinical details is the exact thing keeping patients stuck, and what to do instead
- The psychology of buy-in: why patients invest when they believe in the benefit, not when they understand the procedure
You can keep doing what most practices do (explaining procedures, justifying cost, hoping patients finally “get it.”). Or, in just 13 minutes, finally understand how to influence patients to say yes.
