Why do emotional motivators close implant cases better than clinical facts?
Because emotion drives decisions and logic mostly justifies them after the fact. Sit a patient down and recite statistics, success rates, and clinical factoids, and you will hold their attention for a few minutes before it drains away and they forget the numbers. But tie the conversation to something that touches their senses and their pain, the thing that actually hurts in their life, and the decision becomes heartfelt. That is exactly what you want when you are asking someone to do a good thing for themselves. So in your case report and presentation, link every option back to the specific pain and motivation the patient told you about. Do not bury the emotional thread under data. We make our biggest decisions from the gut and then explain them with our head. Build the case in that order.
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.