How do I get the patient’s spouse on board during a case presentation?
Win them early and win them human. The person controlling the money often isn’t your patient, and if it’s their first time in your office they arrive a little defensive, ready to protect the household. You don’t argue them into yes. You relate to them. Find the similarity, the shared kid or hometown or hobby, and build the bridge before the fees ever come up. By the time you discuss money you want them sitting on the same side of the table as the patient, not across from you both. A friendly decider nods the case forward. A cold one stalls it. So make connecting with that financial decider an explicit job, usually your coordinator’s, and treat it as seriously as the clinical work. People say yes to people they like and trust, not to slide decks.
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.