Yes, the power of words. Thank you for your great feedback from last week. I enjoy reading your thoughts, though I care more about what you do, how you apply, and ways you implement these strategies and concepts.<\/p>\n\n\n\n
Hardly a day passes without us receiving a positive story from a Team Member or Doctor who has tried new verbiage or took control over their patient experience or completed more life changing dentistry \u2013 all as a result of taking action on what we talk about right here.<\/p>\n\n\n\n
And because of your extra productive work last week, I\u2019m going to reward you with a surprise\u2026 an early preview of my newest book. You\u2019ll have a chance to grab a copy next week (so stay tuned). Today, you can read the entire first chapter right now…<\/p>\n\n\n\n
Read Chapter One of My Upcoming Book >>><\/a><\/strong><\/p>\n\n\n\n It\u2019s my most complete work yet. It takes what we are talking about right now to a whole new level. <\/p>\n\n\n\n It is my absolute definitive guide and game plan on the creation and engineering of a profitable dental practice that you actually enjoy. I\u2019m quite proud of it, not because of what I say in it instead because of what it will do for you\u2026 elevate the way you play the game of dentistry as a business owner and a clinician to ensure you are<\/p>\n\n\n\n at the pinnacle of your career, no matter your age or where you are on your journey. <\/p>\n\n\n\n Preview\u00a0\u201cThe Complete Guide To Creating A Highly Profitable Dental Practice\u201d<\/strong><\/em>\u00a0>>><\/a><\/p>\n\n\n\n One of my great friends says, \u201cI\u2019m not a pessimist, I\u2019m just an optimist with experience.\u201d I realize that not everything is going to work out perfectly and not everything is in fact positive \u2013 however \u2013 it\u2019s far better for you to know that and to still encourage your patients towards the outcome that you know is in their best interest, without reluctance or hesitation. <\/p>\n\n\n\n Never forget: people buy confidence. I say this all the time and I go even more in-depth with my highest-level Private Clients during our Advanced Psychology Training. <\/p>\n\n\n\n This is leadership and influence at its core. From positive expectancy over outcomes to the way you manage your team (more on that in a couple weeks) to how you communicate with patients.<\/p>\n\n\n\n Last week, I promised to share some of the ways you can set patients up for success using the positive pre-framing psychology, so let\u2019s just take a couple of the big ones.<\/p>\n\n\n\n First, everyone stumbles on insurance. I\u2019ve already shared what words to never say because it gives the patient an easy excuse.<\/p>\n\n\n\n Instead, what if you shared the amazing advantage and reasons why you are independent from their insurance and why that should give them a great deal more confidence in being a patient at your practice\u2026<\/p>\n\n\n\n \u201cWe provide personalized care and practice relationship-based dentistry. We knew we could either let the insurance dictate the type of care you receive or we could ensure the integrity between you and our doctor, which is where the decisions about your health belong.\u201d<\/p>\n\n\n\n All too often we apologize for not being in insurance or we act nervous about it. It comes across as if we are running from that decision. Instead, it should be a positive. Tell them the benefits, advantages, and reasons why \u2013 confidently.<\/p>\n\n\n\n The greatest example of positive pre-framing and education of the patient is when you establish what optimal health is (by your definition) with patient before they are diagnosed and ideally before they are in the chair.<\/p>\n\n\n\n Until we have defined a common vision for why a patient is there, what people come to you for, what you are about, and how you determine success for your patients \u2013 it is impossible to compare and contrast where their state of health is at today versus where it deserves to be without it feeling overwhelming, a little pushy, and uncomfortable as it appears to be more your idea for them instead of your mutual ideal that you\u2019ve arrived at together.<\/p>\n\n\n\n This is one of my most powerful principles that is often overlooked. Really, it deserves to be one of those principles that requires an entire course and takes a dedicated time to master. I call it self-diagnosis. That is when the patient, themselves, come up with their own pathway to health, with you being their guide. <\/p>\n\n\n\n Let\u2019s do one more that brings this to life. Treatment as a whole \u2013 any time you have dentistry to do \u2013 be so excited about it and while you must balance this with being empathetic (incredibly important), you do not want to make things out to be negative in any way and undermine yourself by diminishing treatment.<\/p>\n\n\n\n If it is important enough to diagnose, it is important enough to proactively do something about it to make it better.<\/p>\n\n\n\n You want to celebrate opportunities to help your patients \u2013 and here\u2019s the key \u2013 WITH THEM. We can avoid a root canal, celebration; or we save a tooth, celebration; or we can help them sleep better, or get rid of a denture, or be proud of their smile, or get disease out of their gums\u2026 celebration! Discovering ways to help people is a positive outcome.<\/p>\n\n\n\n I said this last week and it\u2019s worth saying it again \u2013 I see way too many teams and even doctors who think they are doing patients a favor by \u201csaving them money\u201d instead of telling them about the full treatment or not expressing the value of doing \u201call the work\u201d necessary to get them back to an ideal state of health.<\/p>\n\n\n\n \u201cDoing what insurance covers\u201d is a failure, it is not case acceptance \u2013 if there is more to be done. This is why the crutch of insurance is completely undermining the integrity of your clinical philosophy and quality of your care. <\/p>\n\n\n\n This doesn\u2019t mean you don\u2019t maximize their benefits or that you don\u2019t help them if they can\u2019t afford the state of ideal dentistry. It simply means that you don\u2019t want anything to get in the way of what\u2019s best for the patient by your standard and you want to celebrate the opportunity you AND your patient has to restore or improve their health.<\/p>\n\n\n\n That\u2019s why they are there, at least that\u2019s supposed to be the reason. But it\u2019s up to your experience, your verbiage, your positioning, and your confidence. That is the key to all of this. The way you speak and convey the positive perspective of every thing ever said in any way.<\/p>\n\n\n\n The best thing for you to do this week is to play patient with every team member and go to work on making sure everyone knows what their \u2018positive\u2019 approach should be and assess how they are on expressing everything from a position of confidence.<\/p>\n\n\n\n Ultimately, the combination of confidence and positivity will literally change your ability to control outcomes with more patients. What more could you possibly want?<\/p>\n\n\n\n Take a look and see for yourself. There\u2019s plenty of thought provoking, idea challenging, status quo crushing, self-limiting belief destroying and most of all ambition expanding just in Chapter One\u2026<\/p>\n\n\n\n
Now, if you dug into last week\u2019s Report, you saw a lot more than just words. If you read between the lines, you understood the mentality, attitude, leadership, ownership, management, and influence of always transitioning things to the positive. The same goes with your own way of thinking.<\/p>\n\n\n\n
Having a conversation about \u2018what health is\u2019 in advance of them receiving a treatment plan and having their health assessed raises their own expectations and it puts everyone on the same page.<\/p>\n\n\n\n
How about the confidence and positivity that leads to your own control and power over your life and practice \u2013 same as you do for patients. This is what my new book is all about.<\/p>\n\n\n\n