Does a patient's intelligence predict whether they can afford big dental treatment? No, and assuming it does will cost you cases. There is no real correlation between intelligence and money in the bank. The quiet retiree who struggles with the paperwork may have the most liquid assets in your schedule, and the articulate professional may be drowning in debt. So you cannot pre-judge who can pay by how smart someone sounds. The practical takeaway is to write every recommendation in language all of your patients can follow, not just the ones you assume are wealthy. Your marketing, your selling, and your [...]