Bill has been with you as a patient just a little over a year. He originally found your practice by your web site. Had some minor perio issues which you've resolved through scaling and root planing visits. He has faithfully followed the three month recall intervals you recommended.

He's an upper level executive with a local Fortune 500 computer software company. Super sharp guy. Really nice guy. The kind you wish you had many many more of in your practice. Last week, at Bill's request, you presented a cosmetic makeover treatment plan including fee and financial options. Bill said he'd like to give it a week to think about it and rescheduled for a second consultation today. After some small talk Bill says...

"Doc, I've got to level with you. I like you and your team and I'm sure you'll do a great job with my veneers. But I'm a business man first, and this is going to be a significant investment. If you could find a way to give me a break off the fee you quoted me last week, I'd seriously consider having you do the work..."

Have you ever tried to figure out why many patients fail to schedule recommended (and sorely needed) treatment? Recently I spoke with Fred, a general dentist in practice for 37 years. He's given this issue a lot of thought. Fact is Fred pretty much NAILED the WHY.

Fred figured out why many patients don't take action. Why they allow things to get worse. Dental diseases are progressive. Even though Fred put his finger on the WHY... he had yet to discover the "HOW." How to present best option care in a manner that A) Dramatically increases the likelihood of acceptance by the patient, and, B) Solves the ETHICAL (and potentially LEGAL) DILEMMA of offering only best option care.