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After saying, “Betty, I’m really concerned about your teeth here on your upper right. I’m going to make sure Dr. Smith comes in before the end of your visit. I know Dr. Smith is going to want to see these today …” your hygienist opens the Elizabeth’s Silver Fillings PowerPoint presentation and says, “Betty … you’ve got to see this.” That’s it. A simple six-word transition, and you’re into the PowerPoint. Download this from the GoldMine Episode 004 “More Files” section, Jerry’s Fractured Molar Member Laminate Version v2.pdf. You should have received a laminated version of this graphic storyboard. If not, ask your Personal Gems Concierge to ship one to your office. Immediately upon closing the PowerPoint presentation, grab the laminated Jerry’s Fractured Molar storyboard. Linda sits side-by-side with the patient and reads the story to Betty as she shows her the photos on the laminated storyboard. STEP 3: JERRY’S FRACTURED MOLAR
My team always told a story about a patient in her 40s. We told her about the need for care, but she waited … and waited … until one day, she called us in a panic, saying that her tooth had broken. “Nancy’s tooth had split right up through the roots and into the bone. At that point, it was too late, and there was nothing we could do except extract what was left of her tooth. She ended up needing a bone graft, implant surgery, and a crown. Six visits, eight months, and at nearly three times the expense of what we could have done for her had we treated it in time.” Watch the video. Take your entire team into an operatory and practice taking the photos, using the PowerPoint and Jerry’s Fractured Molar storyboard. Practice all the verbal skills until the 4-step system becomes second nature. After you begin using this system with your patients, use the challenge forms to measure and track your progress and success. Ask your Personal Gems Concierge to schedule a call with your coach to review the system. Offer and deliver your very best possible dentistry on each and every patient. Your patients and you deserve nothing less! PRACTICE MAKES PERFECT
STEP 4: TELL A STORY ABOUT A PATIENT IN YOUR PRACTICE
This is the final step. Stories sell. If you haven’t heard me say that before, write it down somewhere you’ll see it often. STORIES SELL! Now it’s time for Linda to tell Betty a true story about a patient in your practice who LOST A TOOTH due to not getting it treated in time.
“Together we are dedicated to improving the health and longevity of 3,000,000 people, one smile at a time.”
Dr. Dave Kirby, Australia, Dr. Sandra Cameron, Jamaica, Dr. Tanveer Ahmed, United Arab Emirates, Dr. Steven Goguen, MA, Dr. Al St. Germain, NH, Dr. Alex Rabkin, MA, Dr. RaymondMascolo, NY, Dr. AdamTan, Canada, Dr. Chris Ha , CA, Dr. David Tillman, TX, Dr. Franklyn Alexander, TX, Dr. Chris Mertensotto, MN, Dr. Richard Leong, OR, Dr. James Frohnmayer, OR, Dr. Parley Hubler, TX, Dr. Arpan Patel, PA, Dr. Juddy Lin, CA, Dr. JohnMarkel, MD, Dr. Todd Ryan, MI, Dr. Thomas Streko, NJ, Dr. Magdalena Nowak, MA, Dr. Darrell Hedrick, MO,
Dr. Howard Baylarian, NY, Dr. Tammy Rhea- Bohnenkamp, IA, Dr. Glori Enzor, FL, Dr. Gemma Kwolek, CT, Dr. Peter Hoffman, PA, Dr. DC Bonadeo, MI, Dr. Jeffrey Busch, TX, Dr. JohnMcLaren, MI, Dr. Guy Fortier, IN, Dr. Kathlyn Nelson, RI, Dr. Thomas Kirkdorfer, MI, Dr. RyanMayo, VA, Dr. Alex Shturman, CA, Dr. Ramon Bana, FL, Dr. Maqsood Chaudhry, VA,
Dr. Kani Nicolls, NC, Dr. Jeff Bartlett, FL, Dr. Darren Thomas, OH, Dr. David Fox, KY, Dr. Timothy Bringardner, PA, Dr. John O’Donald, MI, Dr. Carl Horchos, PA, Dr. Maury Masliah, CA, Dr. Landon Rockwell, UT, Dr. Abbey Lee, GA, Dr. Charles Wolfe, PA, Dr. Jeffrey Martin, NC, Dr. Marshone Clark, MD, Dr. Gurjit Randhawa, CA, Dr. Richard Silvera, CA, Dr. Loyd Dowd, TX, Dr. Razvan Jordache, MA, Dr. Steve Dawson, IL,
Dr. Biju Cyriac, PA, Dr. Jimmy Pitts, TN, Dr. SeanMelton, MT,
Dr. Scott Jolly, AR, Dr. Gary Taylor, GA, Dr. Mark Tickle, AL, Dr. Visse Storm, CA, Dr. Ike Lans, VA, Dr. Ken Schwartz, NY
Dr. JDMurray, GA, Dr. Joel Scheir, NY, Dr. FranklinWells, TX, Dr. Barry Omohundro, TN, Dr. Robert Clay, IL,
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