When it comes to case presentation, it's not about you. It's not even about your practice. Your case presentation should always be first and foremost about the patient. This means you focus on how treatment directly benefits patients, answer any questions they have, and make sure they feel taken care of.
Bring your highest energy when presenting cases to patients. High energy and lots of enthusiasm make people like you, trust you, and want to buy from you.
Don't interrupt. Make it a rule that you can never be interrupted by a team member during case presentations. Interruptions during these presentations come across as negative and dilute some of the energy in the room.
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 firstname.lastname@example.org.
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