success in dentistryLet's make this simple.

There are a lot of moving parts when it comes to obtaining success in dentistry, but ultimately it all comes down to patient behaviors. If the patients are doing what you want them to be doing, everything else falls into place.

I'll make it even simpler and say that success in dentistry comes down to how well you influence four specific patient behaviors. Get these four right, and you will have mastered the riddle.

To truly have success in dentistry, you need to have patients who…


1. Accept with value. They respect your expertise—in your diagnosis, treatment planning, and clinical delivery—and it shows. That doesn't mean they always say yes, but they always make informed decisions and they always commit to ongoing care.

2. Appoint with value. They respect the value of your time, and they understand that an appointment made is a commitment to be kept.

3. Pay with value. They understand that your services don't come cheaply, but that you are worth it. They leave each visit expecting to pay in full or to make firm financial arrangements, as they would for any other service or product they value.

4. Speak with value. They want others to know about you, and so they spread the word. Their enthusiasm and endorsement helps set the right expectations—that means the people they send to you arrive with the right mindset for great dental care.

Those are the 'Big Four' behaviors that drive success in dentistry. They are simple to understand, but not necessarily easy to master. Each one requires diligent attention. Each one needs to be the focus of specific strategies.

Once you internalize the importance of these four key behaviors, you are well on your way to achieving excellence on a foundational level and, ultimately, on a big scale.

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Comments

Commenter's Profile Image Muna Strasser
August 15th, 2014
These are always such great reminders, Imtiaz. You are such a help to our profession! Thank you!!! <3
Commenter's Profile Image Barry Polansky
August 18th, 2014
Imtiaz, I have whittled it down to three (Remember that TV show...Name That Tune...I can name it in three). Anyway all patients behaviors will be conducive to acceptance if three nutriments exist in the practice---in the soil of the practice, if you will. Those three are TRUST, APPRECIATION AND OWNERSHIP. I call that the TAO of Dentistry. Those nutriments, which take time to develop, are all a practice needs to create frictionless acceptance. I agree with your assessment---just want to add some supplements to the soil.
Commenter's Profile Image Prasanna Shivapuja
September 6th, 2014
How do I develop Trust. I know I can get it done, I have gotten it done and I show patients cases similar to them to indicate I can get it done but still patients go back to their dentist and ask them if I am good enough to get it done. What more can I do. By the By I am an Orthodontist well trained in occlusion.
Commenter's Profile Image Rose Perpich
September 7th, 2014
Prassanna , As a general dentist patients expect us to be quarterbacks , If not I explain to them it is my job. Have an honest conversation with your referring doctors patients give us honest feedback. The referring doctor may not offer presentation or communication feedback unless you ask for it. A good referring relationship gives feedback . I have on more then one occasion heard from patients information about an office the doctor/owner was unaware of. For example "no appointments after 4:00. " when the office was open until 6:00. Or maybe a word you routinely use confuses a patient. Reach out to your referring doctors that you have the best relationship with. They will definitely respect you for it.