Why should I always schedule a next-step appointment even if the patient hasn't decided? Because the worst thing you can say is let me know when you're ready. That hands the entire decision to the patient and they'll sit on it forever. I always set a next step, usually a question and answer appointment within two weeks. I'll say, Mrs. Smith, I'm sending you home with everything we discussed, questions are going to pop up, and because our schedule fills fast I want to reserve time for you now. No matter what they say, I book something. Plenty of times that [...]