Over the past few days, we hosted one of our advanced events we call “The Psychology of Case Acceptance.” In this immersion training we focus on getting patients engaged in bigger picture diagnosis and actually wanting the dentistry, along with learning how to move through money and insurance issues.
I love all of our experiential events and all of our teams but I have to tell you the teams who do the best and win the most (by winning, I mean they are closing more treatment than anyone else and selling bigger cases more consistently), are the ones who have the best communication.
Communication…of course, you know that.
Why does great team communication lead to such great success?
The answer may seem obvious: if you can communicate well with your team then there is a great chance that you are also a superb communicator with patients.
There is no chance, not even in the least, that you can have successful patient outcomes with people who trust in you enough to give you money, believe in what you say and will accept your influence for what you encourage them to do … if you do not have a culture of great communicate with your team.
So, you want to improve your practice, you want to grow, you want to get more bundled, quadrant, full mouth dentistry? Then you have to go to work on your patient interaction, engagement, presentation and the psychology of case acceptance…right?
Well, yes and no. At least not at first.
The first step is always going to be to work on yourself and your team’s communication.
And the power of the event experience and the immersion my team and I always create has little to do with the “material” presented (while it is important and you won’t find what we discuss and provide to our doctors and team members anywhere else in this industry, and I mean that and stand behind it).
All the magic is at the table, not on the stage.
That’s why it works. Because we raise up everyone’s level of awareness of each other and when the dialogue is more congruent and tighter between team members – less dentistry falls through the cracks.
Remember this: more dentistry is lost in translation, transition, transfer from phone to front door, from reception area to treatment room, from doctor to presentation, from money discussion back out the door and in all of the follow-up … as team members are not congruent, aligned, on the same page, and synchronized with each other.
Start there and assess yourselves before you spend time trying to fix your patients and you’ll have a foundation for an incredible patient experience that works, converts and results in life-changing treatment every time with every person.
… One final reminder for my big unveiling of The State of The Industry advanced strategies and important information about the year 2017 and beyond. Start strong, start smart, start ahead of the game and the changes coming your way with this powerful and featured presentation in just a matter of hours.
Go here now and arm yourself for growth, profits and success in the New Year…
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