Does it really matter if a patient likes me before they say yes?
It matters more than most dentists want to admit. The research on liking is clear, going back to studies from 2004 and earlier: we say yes to people we know, like, and see as similar to ourselves. That includes decisions to spend money. If you are similar to me in some way, I like you, and I make decisions around that. Patients are no different. They want to be treated by someone they trust, the same way they pick a physician or anyone who provides a personal service. So do not treat rapport as fluff you do once and forget. It is a real lever on case acceptance, and it costs you nothing but attention. The dentist who stays cold and purely clinical is leaving cases on the table, not because of skill, but because the patient never warmed up enough to commit.
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.