#36: The Build-Up Weekly

*Welcome to the 36th 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,

I hope you all had a good Valentine’s Day and a productive week!

Here’s what I have lined up this week:

• Building Trust for Case Presentation, Part 4 [practical advice]

• Terrible Bike Lanes [just for fun]

• 2024 Market Report [webinar recording]

Let’s go!

Part 4: Sales, Trust, and Persuasion

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

My thesis is that trust makes persuasion easier, and persuading your patients to prioritize their health and appearance are key aspects of case presentation.

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

Last week I discussed summarizing or re-stating your pre-clinical “findings” (i.e. your patient’s goals) in front of your patient.

Today I have another trust-earning technique that you can start using immediately.

Use Patient Goals to Frame Your Clinical Findings

“Susan, did I miss anything?”

Last week, we left off with this powerfully simple question.

Before you (the doctor) start talking, your assistant (who asked great questions and listened carefully to determine your patient’s goals) asks this final question of the patient:

Did I miss anything?

Once the answer is “Nope, I think that covers it!”, then it’s time for your clinical exam.

“Susan, it’s great to meet you. Now let’s tip you back and see how we can help you meet the goals you have for your teeth.”

This is the pinnacle of this system - what it’s all been leading towards.

It’s not, “Let’s tip you back and see what we find.”

It’s not, “Let’s tip you back and see if we find any problems.”

Instead, it’s “Let’s tip you back and help you get what you want.”

We don’t perform an exam to look for problems…we perform an exam to look for solutions.

A “problem” is an opportunity for you to use your considerable skills as a dentist to help this patient get what they want.

It’s the difference between, “Bad news - you’re going to need two crowns” and “Good news - I can help you keep your teeth!”.

This involves a shift in mindset from being a standard “you’re going to need a new transmission” mechanic to a partner and advocate for the patient who can actually help them get what they want - in this example, a car that gets them from point A to point B!

So what does this look like in practice?

The framing of your findings starts with a two-part statement.

“Susan, I know you want to keep your teeth for a lifetime, and because of that I’m concerned about…”

First, acknowledge the patient’s goal, their desire for their teeth or gums.

“I know you want to keep your teeth for a lifetime.”

Second, position your findings as a solution to their goal.

“Because of that, I’m concerned about…”

This simple change makes a huge difference in the way you think of yourself as a provider and also creates a profound change in your patient’s perception of your relationship.

It builds trust, because it puts you both on the same page, shoulder to shoulder, looking together for solutions to your patient’s problems.

And isn’t that so much better than delivering bad news?

Bad Bike Paths

I saw this list of terrible bike paths and thought that these two in particular are worth sharing.

I’m sure there’s some kind of lesson here, but I think we’ve had enough for the day. Sometimes we can only chuckle and wonder…

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 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 36th 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