What should a dental practice do about team members who sabotage case acceptance?
Address it directly and quickly. A team member who undermines the doctor, makes sarcastic comments about fees, or signals doubt about treatment recommendations is a real cost to the practice. Patients feel it. Cases drop. The first step is feedback with clear examples and a chance to change. Some staff members improve once they understand the impact of their words. Others reveal they fundamentally do not believe in the practice and need to leave. The doctor’s instinct toward conflict avoidance is what keeps these team members employed long after they should have been let go. Replacing them costs money in the short term. Keeping them costs more, indefinitely, and damages every patient interaction.
If the answers you are finding here resonate with you, my team and I work with a small group of clients each year. The next step is a complimentary Discovery Consultation and Practice Review with Dr. McAnally.