RSS Feed100% case acceptance Dental Economics
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What would you say if a dental colleague told you he or she got 100% case acceptance? I had that experience recently when I spoke to Dr. Dave Robertson. Based on his results, Dave is easy to believe. He has an $8 million dollar practice in Calgary that employs 10 associate doctors, 10 hygienists, and about 30 other people.
When it comes to his case acceptance history, Dave went through four stages:
The Replace Old Dentistry Stage — “I was just out of dental school in 1980. I replaced old, worn-out dentistry and restored decayed teeth. Case acceptance was easy. Life was fine.”
The Closing Room Stage — “I blindly followed the advice of a case acceptance guru. I took patients into the Closing Room (my patients came up with the name), showed them four slides, and tried to push them into case acceptance. Most people weren’t motivated — annoyed is more like it. They would pretend to go along with my recommendations in order to get out the door quickly. Most of them never came back. It was uncomfortable for me too.”
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