What is the Friends, Family, and Others document and how does it protect dental case acceptance?
A standard document the practice gives every patient at the case presentation, containing the common negative reactions friends and family members will offer when the patient discusses major dental investment, along with suggested ways to respond. The document anticipates remarks like “You don’t really need that,” “They’re just trying to scam you,” or “That’s a terrible idea, you could spend the money on so many better things.” Each potential undermining statement is paired with a calm, factual response the patient can use to defend their decision. The mechanism leverages preparation as protection. Patients who walk out of the case presentation feeling great often have their resolve eroded over the following week by well-meaning but uninformed input from friends and family. Without preparation, they fold under the social pressure. With the document in hand, they have language ready and the criticisms land less destructively. Some doctors who adopted the document reported that it alone produced more case-acceptance lift than any consulting fee they had ever paid. Build the document once. Use it on every case.
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.
