How do I set expectations before I start the clinical exam?
Say what is going to happen before you ever pick up an instrument. I tell the patient something like this: we are going to look at everything in your mouth today closely and gather what we need to evaluate your situation. I will take all of it and come up with the options that work best for you. If anything comes to mind that would help us know, do not hesitate to tell Mary or me. Then I stop and let them answer, because that yes matters. Now they feel listened to, they know we are not deciding anything today, and they know the options conversation comes later. That one short script does three jobs. It frames the visit, it protects the sales process from getting derailed into premature pricing, and it hands the patient a permission slip to bring up their real motivation mid exam.
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.