We need new patients...are you sure?

With what seems like a dentist on every corner, the competition for patients is high.  Many spend untold dollars on getting more people to walk through the door rather than considering their effectiveness with the people they currently have. 

They feel like they've "informed" their patients well ...done all they can do...taught...cajoled...and end up waiting for a problem to present so they can fix it.  So much for prevention.

Frequently when treatment is recommended, the response is "will my insurance cover it" leading many to believe their careers are inextricably tied to insurance benefits. 

We are taught to teach.  It come's naturally.  However, that which is more effective is highly counterintuitive.  There are skills needed to help people through change.  It's not just a matter of listening, asking questions and EQ.  There is a much more effective skill set available.  Check out Motivational Interviewing.   Motivational Interviewing in Health Care by Stephen Rollnick.  A great book to serve as an introduction.