Don't be so agreeable

I came across some fascinating research recently. It measured career success against various psychological characteristics.

The strongest correlation of all was with agreeableness – but in a negative way. Agreeable people were very likely to be less successful in their careers than people who were less agreeable. They were also very likely to earn less.

You'd think being agreeable might be good for your career but the research showed the exact opposite. The research indicated that the ability to say "no" was highly correlated with success.

Here's just a few examples how I'd see that working in dentistry:

• A patient wants you to do their filling one at a time. You need to say "no".

• A patient keeps failing appointments. You need to give them the boot.

• You hate dentures and lose money every time you do one. You need to stop doing them.

• A patient won't let you lean the chair back. You need to refer them off.

• A patient asks for a discount. The answer should be "no".

• Your laboratory often sends unsatisfactory work. You need to find a new lab.

• A staff member is being disruptive. You need to sack them.

Most dentists are introverts. They run a mile to avoid confrontation. Problem is, that attitude will make you earn less and have a less successful career overall.

Are you being too agreeable with your patients and practice? Is it time for you to start saying "no" more often?