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A doctor on our coaching call told me he feels like a broken record. He joined his practice a year ago. The practice already sells a lot of Invisalign. Every recall patient has heard the pitch from three other dentists. So he says it again. And they look at him like they have heard it all before. Because they have. He asked me how to break through. Here is what I told him. I had a patient who cracked a molar. I showed him the wear. I told him his bite was doing it. I told him we could fix the...
Every practice has patients who show interest in clear aligners. The real question is: What happens next? Many doctors assume that once a patient expresses interest, they’ll naturally move forward with treatment. In reality, that’s where many opportunities are lost—not because patients said “no,” but because the practice didn’t have a consistent process to guide them toward saying “yes.” Over the years, I’ve found that successful clear aligner practices don’t rely on luck. They rely on...
Early in my career a patient started crying in my chair. We sat down to do her first round of IPR. I could have sworn we talked about it before. She didn't remember any of it. So there she was. Scared. Crying. And there I was. Nervous as hell to do the IPR anyway. It was a traumatic appointment for everybody. I still think about it. Here's what I wish someone told me back then. You don't have to do everything in one visit. Attachments. IPR. Trays. All of it stacked on a nervous patient in one...