Always have a positive outlook and attitude toward the patient, and expect them to accept the treatment plan before you go into a treatment presentation.
What does that mean, be positive? Does it mean to be super-enthusiastic and cheerful, no matter how serious the circumstance? Not to me, this would not be appropriate when a patient is in pain, or I attend my uncle’s funeral. The patient would think you were nuts, and my cousins would think I was an insensitive jerk!
To me, being positive is about what I focus on, where I put my attention and energy. This takes a constant effort sometimes, as life is not always “positive.”
Here is how this applies to having a high case acceptance rate, and closing big cases.
The schedule is falling apart, 4 cancellations, new patients have not been calling in, and the income is down. Seems like every patient that you present treatment to have no money, and bad credit. It’s the end of the month, rent is due, and it is a payroll week. Life is pretty grim.
When things do not seem to be going your way and the only luck you feel like you have is bad luck, which happens to everyone at some point, then it is time to check your attitude.
Here is how! Look at your results.
If you are happy with your results, then you should make note of what you are focusing on, and what actions you are taking so that you can continue those actions and attitudes, as well as improve on them.
If you do not like the results, then you need to examine your actions and attitudes and make the necessary changes.
Ask yourself, what am I putting my attention on?
Where is the focus of my energy?
If your attention is on, “I have to make money paying the bills, or I am going to have to shut the doors.”
“This economy is terrible, my portfolio is shrinking, and nobody has any money.”
Then guess what is going to continue to happen? Your circumstances will continue to get worse, because that is what is getting your attention and energy! Instead, try focusing on taking care of patients, helping them with their problems, and providing top-notch dental care. Take the focus off of yourself, and put it on what will give you what you ultimately want… helping patients to achieve optimal dental health, so they can live happier lives!
To me, being positive does not mean that you remain cheerful when circumstances are not optimum. That is being fake and unreal. Being positive means being responsible for the results of your actions, and when the results are good, you have your part in that, and when results are not good, you have your part in that as well.
So before you go into every consult, check your attitude. Do you have the patient’s best interests in mind? Are you focusing on the opportunity, or the obstacles? Are you focusing on the risks, or the rewards?
The good news, and the bad news is that your attitude is contagious. Just make sure you are spreading something that you want others to catch!