Does a patient’s intelligence predict whether they can afford big dental treatment?
No, and assuming it does will cost you cases. There is no real correlation between intelligence and money in the bank. The quiet retiree who struggles with the paperwork may have the most liquid assets in your schedule, and the articulate professional may be drowning in debt. So you cannot pre-judge who can pay by how smart someone sounds. The practical takeaway is to write every recommendation in language all of your patients can follow, not just the ones you assume are wealthy. Your marketing, your selling, and your written case report should all sit at a level that includes everyone you present to. The patient you wrote off as not understanding may be the one who writes the biggest check.
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.