Why is six months the minimum time commitment for a new dental selling system to actually take hold? Because the work has multiple layers and each one needs real-world reps before the next layer can stabilize. Month one and two are about building the checklist itself, adapting general principles to the specifics of this practice's procedures, fees, patient mix, and team. Months three and four are about training the team on the checklist, working through the inevitable awkwardness as people start saying new things in patient conversations, and catching the steps that get skipped early on. Months five and six are [...]

Why is six months the minimum time commitment for a new dental selling system to actually take hold? Because the work has multiple layers and each one needs real-world reps before the next layer can stabilize. Month one and two are about building the checklist itself, adapting general principles to the specifics of this practice's procedures, fees, patient mix, and team. Months three and four are about training the team on the checklist, working through the inevitable awkwardness as people start saying new things in patient conversations, and catching the steps that get skipped early on. Months five and six are [...]

Why is six months the minimum time commitment for a new dental selling system to actually take hold? Because the work has multiple layers and each one needs real-world reps before the next layer can stabilize. Month one and two are about building the checklist itself, adapting general principles to the specifics of this practice's procedures, fees, patient mix, and team. Months three and four are about training the team on the checklist, working through the inevitable awkwardness as people start saying new things in patient conversations, and catching the steps that get skipped early on. Months five and six are [...]