Why is it a mistake to jump straight to case presentation with existing patients?
Because you are guessing at what they know, and you are usually wrong. With patients who have been around a while, the temptation is to skip the early steps and go straight to presenting the case. That is how good dentists bomb out. The patient has forgotten the specifics, their clinical picture may have shifted, and you walk in talking like they remember a conversation from two years ago. They do not. Skipping steps with a familiar patient makes no more sense than skipping the exam. Run the same sequence you would with anyone new. Offer the choice, do the workup, frame the fee, then present. Familiarity is not the same as readiness. Follow your steps with these patients exactly like you would a stranger, and stop torpedoing cases by assuming they are already sold.
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.