What happens when a dental practice leaves gaps in its case presentation? The patient fills the gaps with answers you will not like. Humans default to worst-case interpretations when information is missing. If your case presentation does not explain why a procedure takes six visits, the patient will assume something is wrong. If you skip the financial discussion structure, the patient will assume the financial discussion is uncomfortable for a reason. If you do not name the decider's role early, the patient will assume you do not know how to handle complex cases. Each gap becomes a negative inference. The fix [...]

What happens when a dental practice leaves gaps in its case presentation? The patient fills the gaps with answers you will not like. Humans default to worst-case interpretations when information is missing. If your case presentation does not explain why a procedure takes six visits, the patient will assume something is wrong. If you skip the financial discussion structure, the patient will assume the financial discussion is uncomfortable for a reason. If you do not name the decider's role early, the patient will assume you do not know how to handle complex cases. Each gap becomes a negative inference. The fix [...]

What happens when a dental practice leaves gaps in its case presentation? The patient fills the gaps with answers you will not like. Humans default to worst-case interpretations when information is missing. If your case presentation does not explain why a procedure takes six visits, the patient will assume something is wrong. If you skip the financial discussion structure, the patient will assume the financial discussion is uncomfortable for a reason. If you do not name the decider's role early, the patient will assume you do not know how to handle complex cases. Each gap becomes a negative inference. The fix [...]