"Why can't I talk to my patients like Gary does?" -me, quite often
In today's throwback episode Alan is joined by Dr. Gary DeWood. This interview was recorded at the amazing Spear Summit 2022 and they guys had another really good conversation about communication, among other things. Some of the topics they covered:
- Staying in the question until the questions are coming from the patient
- How the dental model is wrong
- People figure out a way to do the things that they have value for
- Assume that the patient thinks that they're healthy until you understand that they don't
- How aligners have made people value the position of their teeth
- Ask questions and then be quiet
- Why the hygiene op is the worst place to talk about dental health
- Having the hygienist "refer" the patient to the doctor
- Lawn mowers and believing it's possible
- The mindset change of financing/making payments
- Patients need to know that you'll make it financially possible
- "We're going to do whatever we can to make it possible"
- In office financing vs. outside payment plans...what's the limit that doc can be the bank?
- Gary on the "dead zone" in your practice
- "You know who will pay you." The information that the dentist has that the bank doesn't! (It's a superpower!)
- "The gift of a dental benefit plan..."
- Getting access to Gary (and Amy) through Spear Practice Solutions
- If you value the team, let them do this!
- Gary on job descriptions
- Consulting vs. coaching
- Whose heel marks are in your parking lot? Yours or your team's?
- Give the patients a chance to say "yes" to your best treatment
Links from the show:
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