Why does arguing against your own financial interest build patient trust?
Because nobody expects it, and that is exactly why it lands. Patients walk in braced for a sales pitch where everything you say happens to make you money. The moment you recommend against your own economic interest, you break that script. You tell them you would never do or recommend anything for them that you wouldn’t do for yourself or your own family. You point out the cheaper option when it genuinely fits. Each time you do this, you add expert status, because experts have nothing to prove and salespeople do. Build it into the process on purpose, through the case report and the way you present, so the patient feels you are clearly putting them ahead of your wallet. Find at least one honest place in every case to argue against yourself. It will earn you more than any closing line ever will.
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.