How should a dental practice identify and price engineering-personality patients who will consume extra time?
By observing their behavior through the structured selling process and adjusting accordingly. Engineering-personality patients want to understand every detail, every material specification, every alternative considered, every clinical rationale, every step of the procedure. They ask precise questions, expect precise answers, and consume substantially more doctor and team time than average patients. The structured selling system surfaces these patients automatically. They reveal themselves through detailed application responses, exhaustive consultation questions, and extensive review of any technical materials provided. Once identified, the practice has choices. Decline the case if the personality does not fit the practice’s preferred patient mix. Accept the case with an adjusted fee that compensates for the extra time the engineering personality will consume during treatment, post-treatment follow-up, and any complication management. Build appointment-time buffers into the treatment schedule to absorb the extended conversations. Inform the team so everyone understands the dynamic. The personality type is not a problem when priced and managed. It becomes one when ignored.
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.
