Perform a cosmetic exam on every patient. The annual comprehensive exam should always include a cosmetic component. This helps patients gain a better understanding of their current aesthetic condition while identifying diagnosis and treatment options. During the cosmetic part of the exam, use a shade guide and other visual aids to show the type of improvement patients can expect to achieve through appropriate elective treatment.

Don't overwhelm patients with technical details. Dentists tend to focus on the clinical aspects of cases, while patients are more interested in lifestyle benefits. Cosmetic procedures can enhance a patient's self-confidence and quality of life, which are exceptionally powerful results. Remember, the goal of case presentation is to motivate -- not overwhelm -- patients.

Dr. Roger P. Levin is CEO of Levin Group, a leading practice management and marketing consulting firm. To contact him or to join the 40,000 dental professionals who receive his Practice Production Tip of the Day, visit LevinGroup.com or email rlevin@levingroup.com.

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