Your team is why patients say no to aligners


I want to tell you something that took me a while to see.

The doctor is not the reason most aligner cases fall apart.

The team is.

Not because they are doing anything wrong. Because no one ever trained them on what to do right.

Here is what happens in most offices. The patient sits down. The doctor does the exam, sees a great aligner candidate, presents the case, and the patient says they will think about it. The doctor moves on.

What the doctor does not know is that when the patient checked in, the front desk said nothing. When the assistant set up the room, they said nothing. When the hygienist cleaned the patient's teeth, they said nothing.

By the time the doctor walks in to present, the patient has had zero warm-up. No one planted the seed. No one made them curious. The doctor is selling cold.

The practices that close aligner cases consistently have teams that prime the patient before the doctor ever enters the room. A single comment from the hygienist. A question from the assistant. Something that gets the patient thinking before the conversation even starts.

It is not complicated. It takes two sentences and thirty seconds. But it changes the entire dynamic of the case presentation.

If your case acceptance feels stuck, do not look at your presentation. Look at what happens in the twenty minutes before you walk in the room.

Talk soon, Dr. Avi

P.S. At the Bootcamp we cover exactly how to train your team so they are selling aligners before you ever open your mouth. This is the stuff no CE course teaches you.

Video of the Week

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Brian Colao has spent 31 years at the intersection of law and dentistry — and in that time, he's watched the DSO industry go from a misunderstood concept to the most powerful force reshaping the profession. In this episode, Brian breaks down why most dentists still don't know how to leverage technology for same-store growth, what the biggest mistake is when selling a practice (hint: it's not the price), and how he went from being turned away at every conference to building the industry's premier event from scratch. If you're a dentist, DSO leader, or anyone navigating the business side of dentistry, this one's worth your full attention.

🎟️ Brian's event, Dykema DSO, is happening July 15–17 in Denver. Use code PODCAST300 at registration for $300 off.

👉 Register here: https://dykemaconference.com/


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