How to Have Your New Patient Accept Your Best Care and Keep Them for a Lifetime

Presented by: Peter S. Evans, MS, DDS, MAGD

Original Publication Date: Wednesday, January 18, 2017

Course Description:

Every recent dental graduate knows how to perform an examination that leads to a diagnosis and treatment plan for the new patient. But that doesn’t get your best dentistry off the shelf! The science of psychology allows you to penetrate the exterior façade of the new patient and enter into their more profound wants, needs, and desires. This knowledge will enable you to engage and include the new patient in developing their care, resulting in a treatment plan that they like, trust, and approve because they helped create it.

This gives you a track to run on to gather the information/intelligence to influence your new patient positively and ethically, to help them perceive the need for your care, accept what you are saying, and move forward with your best care option. This improves the new patient's health and amplifies the practice's growth and performance.

Learning Objectives:

• Recognize why the dental school type of new patient examination and the curriculum never included “Lifetime Relationship Building 101.”
• Create a new patient experience that has the new patient saying… “I appreciate the fact that you are looking at my health… not just my teeth.”
• Create a strategy that gathers all of the pertinent clinical information and that is also designed to build a long-term relationship with your new patient.
• Identify how to create the top two emotions of ‘need’ and ‘urgency’ in the new patient’s mind.
• Identify ways to boost your average new patient value by developing treatment plans that cover the seven diagnostic disciplines.
• Identify ways to create a trusting relationship that takes time to build — Learn the verbal skills to reduce the time to accomplish this in the new patient exam appointment.
• Create a plan for how to replace the old ‘case presentation’ with the ‘proposal’ of a solution to the new patient's needs.

Speaker Bio:

Peter Evans is the founder and president of The BioCompatible Dentist, LLC, a company that provides education and resources for dentists about whole-body dentistry. He is a practitioner, author, speaker, national dental coach, and a founding member of The American Academy for Oral and Systemic Health.

Dr. Evans’ expertise lies in his ability to research and bring innovative solutions to the emerging evolution of dentistry to include whole body care and create value. As the creator of the multimedia educational resource for dentists, The Natural Path to Dentistry for Whole Body Health, Dr. Evans has helped dental offices nationwide and abroad increase their efficiency, patient care, productivity, and prosperity through his training.