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Spear Digest

One Simple Word That Drives Case Acceptance
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One Simple Word That Drives Case Acceptance

I've been saying for some time now—in my recent e-books and elsewhere—that today's patients are savvy consumers and that they make decisions based on perceived wants...

| 7 years ago
Do You Feel the Shirt on Your Back?
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Do You Feel the Shirt on Your Back?

When I begin the process of speaking with patients about their current dental conditions, I often get responses like, 'It never bothers me,' or 'I never...

| 7 years ago
Are You Having 'Value of the Mouth' Conversations?
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Are You Having 'Value of the Mouth' Conversations?

Very few people plan for dental care in their budget, and case acceptance will always depend to some degree on affordability. However, affordability is...

| 7 years ago
Are You Standing in the Way of Treatment?
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Are You Standing in the Way of Treatment?

One thing I often hear is that most dentists would like to have the constraints and limitations they face with insurance to vanish. I also hear the same...

| 7 years ago
What Can The Olympics Teach Us About Patients
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What Can The Olympics Teach Us About Patients

Unless you're an avid swimming enthusiast I bet that you seldom follow swimming competitions. But in the last few days, millions of people are suddenly...

| 7 years ago
Where Do You Draw the Line?
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Where Do You Draw the Line?

Every dentist, whether they think about it or not, has a line. It's a line represented by a dollar amount. Anything up to that line they feel comfortable...

| 7 years ago
Do You Talk About Dentistry?
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Do You Talk About Dentistry?

You have a patient in the chair. She has an esthetic need that is obvious to anyone who has seen her smile. You're both aware of it, yet neither one of...

| 7 years ago
Helping Patients Understand Worn Incisal Edges
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Helping Patients Understand Worn Incisal Edges

As dentists, we see many patients with worn incisal edges. Before restoring these teeth, we need to understand the type or pattern of the tooth wear....

| 7 years ago
The First Step to Case Acceptance
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The First Step to Case Acceptance

A new patient walks into a dental practice for her first visit. She approaches the front desk, waits for her turn to talk to someone and identifies herself....

| 8 years ago
Listen Closely Or Your Patients Won't Return
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Listen Closely Or Your Patients Won't Return

If a patient feels that you're not listening to them, they will leave your practice. Recently I had a patient come in who told me she left her previous...

| 8 years ago
Patients Respond to Genuine Communication
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Patients Respond to Genuine Communication

Patients leave our practice; we don't like it but it happens. Sometimes the reasons they leave are beyond our control. If they're moving out of the area...

| 8 years ago
How to help your patients visualize treatment
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How to help your patients visualize treatment

Case presentation is always a concern for me, whether it's formal or casual, chairside or consultation room. I tend to have most conversations with...

| 8 years ago