Why should two team members be present at a dental case presentation?
Put two people from your side in the room. Not one. This traces back to old IBM sales studies where, no matter how good the individual presenter was, results improved when two reps showed up. I have watched the same thing hold true in dental practices for nearly a decade. I cannot tell you the exact mechanism. It might be that a team member keeps the dialogue warm with the financial other in a way the doctor never can, because people interact differently with staff than with the practice owner. It might be that the second person simply plays the supportive nod. Whatever it is, the pattern is real. So when you build your presentation, pair the doctor with a financial coordinator, or the coordinator with an assistant, and stop running these meetings solo.
If the answers you are finding here resonate with you, my team and I work with a small group of clients each year. The next step is a complimentary Discovery Consultation and Practice Review with Dr. McAnally.