#35: The Build-Up Weekly

*Welcome to the 35th edition of The Build-Up, where we deliver insights and inspiration for dentists on every stage of the private practice journey. If this email was forwarded to you, you can click here to subscribe.

Dear friends and colleagues,

Friday again! Hope you’re all doing well and looking forward to a relaxing and enjoyable weekend.

It’s baby shower weekend for us, which means a whirlwind of family and preparation and keeping it all together as we count down the days til the big event. 👶

So while we are in baby shower mode, here’s what I have lined up for you:

• Building Trust for Case Presentation, Part 3 [practical tip]

• Mars Like Never Before [just for fun]

• 2024 Market Report [webinar recording]

Let’s go!

Part 3: Sales, Trust, and Persuasion

In the last two weeks, I’ve written about earning trust with patients.

My thesis is that trust makes persuasion easier, and persuading your patients to prioritize their oral health is a key aspect of case presentation.

Last week I talked about 1) taking your time and being present for exams and 2) working with your team to discover your patient’s goals.

Today I have another practical, trust-earning tip that you can implement in your practice next week.

Summarize Findings In Front of Your Patient

After the conversation where your team discovers your patient’s goals (discussed last week), we’re now ready for the doctor to enter the scene.

So what happens next?

If your team goes through the trouble of learning about your patient’s goals and desires for their teeth and gums, then you need that information to frame the findings of your exam (what I’ll discuss next week).

But how can the assistant or hygienist give you that information?

My suggestion is that you communicate this information in front of your patient.

Don’t confer with your assistant in the lab or the breakroom before heading into the treatment room and then just dive into your typical exam.

There is nothing wrong with touching base with your team before the exam, but - even if you do this - ALSO have the assistant or hygienist share what they learned from the patient when you enter the treatment room.

Why?

Well, think about the last time you saw an MD.

If your experience was anything like mine, you fill out a health history before showing up to your appointment.

Then you convey everything to the nurse again (did she even look at it?).

Then when the doctor shows up, you’re starting from square one all over again!

It makes you lose trust that anyone is communicating or even listening to you at all.

So communicating new information in front of the patient builds trust.

It makes the patient feel heard and understood.

Here’s what it can sound like:

“Dr. Smith, Susan and I were just talking about her dental goals, and she shared with me that she’s never had a dental emergency and she would like to keep it that way. Susan would also like to keep her teeth for a lifetime, and she’s always wanted whiter teeth.”

Then, you conclude with the key phrase. Looking back at the patient, the assistant finishes with:

“Susan, did I miss anything?”

This connects you and the patient. It makes your patient feel heard and it sets you up to help them meet their goals.

Now you’re partners with your patient.

You’re helping them get the healthy, confident smile they’ve always wanted.

It’s almost as good as giving them the Predator handshake.

Asking the patient if you missed anything allows them to add more items or additional context and connects the info they shared with the assistant to the exam that you are about to perform.

It sets you up for trust, showcasing that you have the best interest of the patient at heart.

And it’s just a nice, personal touch that can make a huge difference.

Give it a shot, and let me know how it goes!

Mars Like Never Before

The first time I ever traveled abroad was a trip to Italy in 2006.

I remember arriving in Florence and realizing that…this place was a lot like home.

I mean, it wasn’t like home at all. But the ground was solid and the air was breathable and people ate food and drank liquids (admittedly very good food and quite tasty liquids).

None of that was a shock, of course. I knew that Italy was a place.

But rediscovering the ordinariness of far-flung locations has been something that I’ve experienced again and again in my travels.

And for me, watching this insane video was a similar experience.

Mars looks like a place! This is absolutely wild, super high-resolution footage.

2024 Market Report Replay

If you missed our webinar, here’s your chance to watch it on your own time:

Making an Informed Decision About Your Future

Apples-to-apples comparisons are difficult to come by in the practice sales world. Everyone is selling something and is incentivized to portray their preferred option in the best light.

I have the advantage of selling everything. If you own a practice and are considering a transition, we can help you with:

1. a doctor-to-doctor sale,

2. selling to a DSO,

3. or joining our ‘Alliance’ (a group of dentists forming their own DSO while maintaining ownership of their individual practices so they can profit from higher valuations as part of a larger group).

The best way to to compare is to have our team take your practice financial information and plug it into our detailed Excel model.

Then we can sit down with you and have an informed discussion about which option fits best with your timeline and best helps you meet your financial goals.

So if you’re considering a sale, connect with one of our practice advisors for a confidential discussion here.

And with that, I hope you enjoyed the 35th edition of The Build-Up Weekly!

With best wishes to you and your families,

Trevor Kimball, PhD

p.s. please use the link below to share our newsletter. 🙂 

These Six Mistakes Can Cost You Six Figures

Download our free guide “6 Mistakes to Avoid for a Successful Practice Sale” here. It’s material that I’ve covered in this newsletter before, but - if you’re contemplating a practice sale - the advice in this guide is crucial.

And if you’re ready to have a conversation with a practice sales professional, get connected with your local Integrity Practice Sales broker here.

It’s worth having a conversation, no matter your current transition plans.

You never know what you’ll discover together