Why should the first phone steps be about relationship not business? Because patients buy from people they trust, and trust does not start with logistics. The first six steps of how I teach a call are deliberately about relationship and emotion, creating trust, intimacy, empathy, urgency, and genuine care. Only around step seven do you move into the business details you need, the marketing and sales information about how they found you and what they want. The order is not an accident. Patients calling about implants are consumers like you and me. They will still do their homework and call a [...]