{"id":1232,"date":"2018-10-08T17:07:38","date_gmt":"2018-10-08T17:07:38","guid":{"rendered":"http:\/\/dentalsuccesstoday.com\/blog\/?p=1232"},"modified":"2018-10-08T17:07:38","modified_gmt":"2018-10-08T17:07:38","slug":"truth-telling-to-help-patients-get-healthy","status":"publish","type":"post","link":"https:\/\/dentalsuccesstoday.com\/blog\/truth-telling-to-help-patients-get-healthy\/","title":{"rendered":"Truth Telling to Help Patients Get Healthy"},"content":{"rendered":"

I\u2019m thrilled so many of you appreciated and embraced last week\u2019s huddle. \u00a0It really sank in and hit home about how much we pull up short and hold back on doing what\u2019s best for the patient simply because we get nervous, in a hurry, gun shy among the many other reasons. \u00a0You\u2019ve realized you need to give the answers straight up (just as you would want) and stop short changing diagnosis or going small instead of big picture on the treatment plans and discussions.<\/p>\n

I say all the time to doctors and teams, \u201cPatients can only say yes to something they are given an opportunity to say yes to.\u201d<\/p>\n

It is your responsibility, and really great privilege, to help your patients deserve more for themselves and see dentistry as something beyond a reactive necessity in an emergency situation. \u00a0Instead, thoroughly educate, comprehensibly illustrate and enthusiastically share about optimal care, enhanced smiles and overarching benefits of what you can do for them.<\/p>\n

This is (at least it should be) what it\u2019s all about. \u00a0And it makes dentistry fun for your patients and of course fun for you.<\/p>\n

I\u2019m sure you know what I\u2019m talking about. \u00a0The life-changing stuff is fun. \u00a0Happy and appreciative patients are what you show up for every day.<\/p>\n

Unfortunately, the focus is on the skeptical or even resentful patients. \u00a0The truth is, you often create these patients without even knowing it because of the verbiage, communication, experience and process. \u00a0As I constantly remind you, you get more of what you think about most.<\/p>\n

This occurs by not controlling expectations and perceptions of the patient in advance and\/or even misleading patients (often on accident), by not following our agreed upon principles of trust and transparency.<\/p>\n

You worry about a patient believing so you withhold the truth, soften the reality or provide only a partial picture. \u00a0Then wonder why the patient doesn\u2019t fully believe you and have complete confidence in your recommendations. \u00a0Without the truth, there can be no trust.<\/p>\n

You remember me telling you previously: whatever needs to be conveyed to another team member (and\/or the doctor) should be said in front of the patient. \u00a0It saves time and builds trust because ultimately the patient needs to hear whatever it is you are saying (most likely even more than the person you are telling).<\/p>\n

This, once lived out in full color in your practice, changes everything. \u00a0It creates a tangible energy, waves of momentum, feelings of urgency and sense of excitement that compels patients to want to be part of the action and therefore do something (dentistry) with you.<\/p>\n

Of course, there are tactics, strategies, tricks, scripts and all this stuff that can help you do better and improve \u2013 but \u2013 nothing is as effective as just being real and authentic as you fight for (not against) the patients to help them achieve a victory.<\/p>\n

Today, I want to dig deeper into this idea and I want to go to a second round of specific ways you can engage your patients in state of ideal, life-changing, optimal dentistry based on the philosophy you practice by and goals you have for your patients.<\/p>\n

I want every single team member to get on the same page. \u00a0Here\u2019s how we\u2019ll do that\u2026<\/p>\n

I want you to go either PROBLEM by PROBLEM that you see in patients\u2019 mouths that they often don\u2019t admit or agree to accepting. \u00a0Problems should be seen by you as opportunity to help your patients\u2026<\/p>\n

Or\u2026 You can go Procedure by Procedure in context of problem\/solution (such as you are doing implants over a bridge; or you are doing ortho to correct bite versus just straighten teeth; or you are doing sleep or tmj; or you are selling smile makeovers; or you want to emphasize the significance and importance of perio).<\/p>\n

And I want you to open the discussion with your team to come up with the top 3, 4, 5 or more most frequent instances with your patients. \u00a0Then practice doing a lot of TRUTH TELLING about what the patient really needs to hear and how you would bring it up, present it, overcome objections, etc.<\/p>\n

This is a BIG topic and important assignment for a Monday Huddle, so you should defer this to your weekly meeting or monthly training. \u00a0This critically important. \u00a0I want to be sure you didn\u2019t just pass over last week\u2019s game changing principle.<\/p>\n

Get to work, send me your results of what you come up with and use these to build more consistency with your communication and explanation with patients. \u00a0You should be able to develop the skills necessary to compel more patients to move forward faster by solving their problems and doing the treatment that really gives them the life changing outcomes and benefits they deserve.<\/p>\n\"\"<\/a>\n","protected":false},"excerpt":{"rendered":"

I\u2019m thrilled so many of you appreciated and embraced last week\u2019s huddle. \u00a0It really sank in and hit home about how much we pull up short and hold back on doing what\u2019s best for the patient simply because we get nervous, in a hurry, gun shy among the many other reasons. \u00a0You\u2019ve realized you need… Read more »<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[3],"tags":[],"class_list":["post-1232","post","type-post","status-publish","format-standard","hentry","category-huddle"],"yoast_head":"\nTruth Telling to Help Patients Get Healthy<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/dentalsuccesstoday.com\/blog\/truth-telling-to-help-patients-get-healthy\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Truth Telling to Help Patients Get Healthy\" \/>\n<meta property=\"og:description\" content=\"I\u2019m thrilled so many of you appreciated and embraced last week\u2019s huddle. \u00a0It really sank in and hit home about how much we pull up short and hold back on doing what\u2019s best for the patient simply because we get nervous, in a hurry, gun shy among the many other reasons. \u00a0You\u2019ve realized you need... 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