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<\/figure>\n","protected":false},"excerpt":{"rendered":"How about we do something a little different this week. I\u2019d like to take the last two weeks and circle back to a bedrock principle of treatment discussion and case acceptance that will never fail you.<\/p>\n\n\n\n
And it just so happens to be a great way for you to also assess your own personal goals and decisions for your life, health, relationships, career, faith, and anything else.<\/p>\n\n\n\n
This will always help you arrive at a great decision for yourself.<\/p>\n\n\n\n
Let\u2019s practice on your patients first.<\/p>\n\n\n\n
We\u2019ve been talking about not delaying \u201canything\u201d and why that matters so much for your success and your patients\u2019 health.<\/p>\n\n\n\n
Given the great comeback and all the momentum that you are feeling, seeing, creating, and experiencing with your patients right now, it is the perfect time (\u201cright now\u201d is always the perfect time \u2013 it\u2019s the only time we\u2019ve got), to revisit our Benefits and Consequences discussion.<\/p>\n\n\n\n
This week, I\u2019d like you and your team to make a master list of the treatments that you usually present to your patients. For each one, identify the benefits they receive and the consequences they prevent by following your advice and moving forward.<\/p>\n\n\n\n
This is very straight forward \u2013 yet incredibly important. This should become a standard training and protocol that every team member and doctor can answer with consistency and confidence for the major clinical philosophies in your practice and each of the specific treatments presented.<\/p>\n\n\n\n
If you go back a couple weeks, you can get a refresher on the \u201cwatch and wait\u201d concept and why you must give your patients a reason to accept \u201ctoday\u201d instead of delaying until \u201ctomorrow.\u201d This will now give you a more formalized plan.<\/p>\n\n\n\n
A few examples\u2026<\/p>\n\n\n\n
An extraction to an Implant<\/p>\n\n\n\n
An implant instead of a bridge<\/p>\n\n\n\n
A fixed solution instead of removable<\/p>\n\n\n\n
Ortho of any kind<\/p>\n\n\n\n
Airway<\/p>\n\n\n\n
Perio<\/p>\n\n\n\n
Cosmetics, bite, jaw, etc<\/p>\n\n\n\n
A crown instead of a filling<\/p>\n\n\n\n
Wisdom teeth out instead of in<\/p>\n\n\n\n
You get the idea. I could go on and on and on\u2026 you ought to be able to do it all better than me.<\/p>\n\n\n\n
The point is, for everything you present individually and together as a whole, what are the specific benefits you want to convey to your patients and what are the consequences they will avoid as a result of making a smart decision for their health.<\/p>\n\n\n\n
Of course, it also goes vice versa. If they reject your advice and deny themselves their own health outcomes that they deserve, then it flips to benefits lost and consequences experienced.<\/p>\n\n\n\n
Who wants that? And there is the exact point.<\/p>\n\n\n\n
This is an actionable Huddle, not just a conversation. I challenge you to do the activity, extensively document, and routinely practice. Role-play, flashcards, whatever you prefer, but formalize this and practice. You can even turn it into a handout to give your patients.<\/p>\n\n\n\n
Just remember, nothing will move and motivate them more than your energy, confidence, conviction, belief, and encouragement. It is your responsibility to give the patient permission to say yes to what they deserve and what is in their best interest.<\/p>\n\n\n\n
\u201cYou deserve this today, not waiting until tomorrow. I\u2019ll tell you why\u2026 you will gain and experience THIS while avoiding and preventing THIS. I know you\u2019d enjoy and appreciate having those life-changing benefits in your life and improvements to your health, wouldn\u2019t you?\u201d<\/p>\n\n\n\n
Now, it\u2019s your turn. Take the list you created last week about your own procrastination and apply the benefits and consequences test to them. You should find that you can better prioritize where to focus and generate more motivation to accomplish whatever is on your list.<\/p>\n\n\n\n
The credit really goes all the way back to Ben Franklin with his pros and cons on either side of the paper and then choosing the side that best serves you to make your decision in a very practical way.<\/p>\n\n\n\n
That said, emotion will most often win out and that\u2019s why you want to make your patients really feel and engage with your list of benefits and consequences for them.<\/p>\n\n\n\n
When you make this muscle memory and a habit in your diagnosis, treatment discussion, getting the clinical yes, and ultimately presentation to secure case acceptance, you will find that patients now move forward with ease and you don\u2019t feel like you are convincing them.<\/p>\n\n\n\n
At the end of the day, if we say something should be done today and not delayed until tomorrow (or followed through on instead of settling for the same), there has to be a reason why. Benefits and consequences will help you provide your patients those reasons so they can make a positive choice for themselves.<\/p>\n\n\n\n