We all know that the greatest portion of the earth's surface – about two-thirds – is covered with water. And that seems like an astonishing abundance, until you see it represented like this.

This image shows what it would look like if all the water on the planet – every ocean, river, lake and ice cap – were concentrated in one place. It all adds up to one relatively small droplet. Seeing it like this really puts that abundance into perspective.

In a similar way, I think it's easy to lose perspective on your most precious resource: your patient base. They make up most of your professional world, and they come through your life hour after hour, day after day, year after year. Of course you appreciate them as individuals; however, it's easy to see how they can eventually seem like a limitless resource, which partly explains why your attention can be easily drawn to new patients.

But look at it this way: The average NFL stadium holds more than 60,000 people. Even if you have a spectacularly successful practice, your entire patient base would fill just one small corner of the Superdome, just as all the water in the world fits in one small corner of the globe.

That's why it's important to understand how critically important each patient is to you, and that should be reflected in everything you do – from the way you prepare yourself and your team for their visit, to the way you present and deliver care, to thorough follow-ups. If every one of your patients, sitting in that corner of the Superdome were to get the best dentistry you can deliver that would be a tremendous triumph for you, for them, and for the world of dentistry.

So take another look at that droplet that represents all the water on earth. Try to visualize your patient base using a similar perspective. Try to think in terms of how everything you do – everything you want to be, everything you have to offer – is invested in a relatively small number of people. Then get out there and engage.


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