Dr Mark HassedMany dentists think that the way to present major cases to string patients along.

If I'd heard that from only one dentist I wouldn't have believed it but I've heard it from several dentists. I've also been told that is the method taught by a consulting company.

According to these dentists (and the company) the way to “sell” major cases is not to tell the patient about what they need too soon.

You examine the patient and let's say they need 6 crowns. You tell the patient about a few fillings and keep them coming back for 5 appointments and then tell them about the crowns. The theory goes that by that time you have their trust.

How sneaky. How dishonest!

A friend of mine was treated in that way by a “TMJ expert”. Every time my friend thought he'd finished the treatment he was told there was another phase to be done. My friend ended up getting angry with the dentist and losing trust.

You need to tell a patient about everything that they need. Don't hold back and don't sugar coat. The key is to do it in the right way.

If you don't know the right way come to one of my case acceptance courses and learn it. It's simple, honest and it works.

The Art of Case Acceptance and The Art of Efficient Dentistry.

My seminar program for the second half of 2016 has been completed and here it is. I'd love to welcome you to one of my seminars in 2016. I have dates coming up in Melbourne, Sydney and Brisbane.

If you're in Hobart, Auckland, Adelaide, Darwin, Perth or anywhere else and would like to hear my seminars here's how you can make it happen.

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