Does my office environment affect case acceptance? Yes, and most dentists never plan for it. The context you sell in, the physical space and what is happening around the patient while you talk, has a real impact on whether they commit. A consult delivered in a cramped, noisy room sends a different message than one delivered somewhere calm, even when your words are identical. Patients pick up on the setting whether they could name it or not. The point is not that you need a palace. The point is awareness. Walk through where your big case conversations actually happen and look [...]