Why do skilled dentists complain about spending too much time with patients who say no? Because they are blaming the wrong thing. Doctors who invest in mass media advertising or referral relationships then meet patients face-to-face and watch most of them say no will blame the ads, the referral sources, or the patients themselves. The actual problem is missing qualifying steps. A practice without qualifying lets all inquirers through to consultations and case presentations equally. The financially incapable, the chronically undecided, and the truly ready all get the same hour of doctor time. The doctor burns out long before the cases [...]

Why do skilled dentists complain about spending too much time with patients who say no? Because they are blaming the wrong thing. Doctors who invest in mass media advertising or referral relationships then meet patients face-to-face and watch most of them say no will blame the ads, the referral sources, or the patients themselves. The actual problem is missing qualifying steps. A practice without qualifying lets all inquirers through to consultations and case presentations equally. The financially incapable, the chronically undecided, and the truly ready all get the same hour of doctor time. The doctor burns out long before the cases [...]

Why do skilled dentists complain about spending too much time with patients who say no? Because they are blaming the wrong thing. Doctors who invest in mass media advertising or referral relationships then meet patients face-to-face and watch most of them say no will blame the ads, the referral sources, or the patients themselves. The actual problem is missing qualifying steps. A practice without qualifying lets all inquirers through to consultations and case presentations equally. The financially incapable, the chronically undecided, and the truly ready all get the same hour of doctor time. The doctor burns out long before the cases [...]