Why do patients say they have no money when they clearly do?
Because they are not telling you the whole sentence. The patient says “I don’t have the money,” and they leave off the most important part, which is “for this, for this optional thing you are recommending.” That same person has the exact same money, or more, sitting ready for a boat, a kitchen remodel, a car that will not last half as long as your dentistry. This is a much larger slice of your practice than most dentists admit, because most dentists just decide nobody has any money and quit. They do have it. What they lack is enough motivation to move it toward you right now. Your job is not to argue about their bank account. Your job is to understand that something dental or something personal in their life has to tip the scale before they act.
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.