"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:

Spear Practice Solutions

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Episode 60 - Contraception and Catholicism Explained w/Rob Marco