How do I figure out a patient's real motivation for wanting implants? You do not get it from one question. You collect it across every touchpoint and then piece it together. Listen on the very first phone call, because the reason they picked up the phone is often sitting right there. Watch for it during the free consultation, both what the assistant hears and what you pick up in your short question period. Then listen again during the exam. By the time you huddle, you have four separate shots at the same target, and you compare notes. The reason this matters [...]