It is very easy for busy dentists to become relentlessly task-oriented. When you are looking at a full schedule where you go from patient to patient, it's understandable that you would approach each visitor with a "what are we doing here today?" focus.

But of course each patient visit is part of a larger story. It's not just about today; it's about developing a relationship and moving a patient gradually up the scale toward valuing comprehensive care, if they already haven't arrived there.

So give yourself the mental tools to keep you focused on the big picture story. For instance, create a mental checklist – or an actual flashcard – to consult before you see patients, one that reminds you of your long-term objectives:

  1. When was the last time I performed a comprehensive exam on this patient?
  2. At what level is their commitment to oral health?
  3. Have there been – or are there going to be – significant life changes for this patient that might change how they prioritize dental care?
  4. If they are coming in for a clinical appointment, have they been appointed for their next hygiene visit?
  5. If they are coming in for a hygiene appointment, is the exam time I have with them enough to communicate their oral health possibilities, or should I have them come back for a re-evaluation?

That last one is vital because often dentists find themselves without enough time to cover everything they would like to during a hygiene check, especially with patients who have been with the practice a long time. But those patients often represent some of the greatest opportunities for reaching new levels of care.

As I mentioned in a previous article, key opportunity points should be reviewed at the morning meeting. If you have the right software, all the information you need to answer these questions should be right there at your fingertips. All you have to do is remind yourself to go through them every time, for every patient.


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