3 Keys to Case Acceptance: Mindset, Verification, Flow

In a successful dental practice, the initial consultation is the foundation for a transformative journey. When you build a high level of trust during the first visit with every patient, you can significantly improve case acceptance.

At David Bennett Coaching, the three-part philosophy of Mindset, Verification and Flow serves as a roadmap for the pathway to transformation, helping you create meaningful first consultations every time. This approach centers on understanding your patient’s unique goals, building rapport and offering guidance that aligns with both clinical expertise and patient needs.

Let’s have a closer look at each.

Mindset: Setting the Stage for Connection

The initial consultation begins with your right mindset. It’s essential to calmly, confidently and openly approach each new patient.

• Your calm demeanor communicates to your patient you are attentive and in control. Start by engaging patients in casual conversation, creating a relaxed atmosphere.
• Your confidence in your clinical abilities reassures patients that they are in capable hands. Your patient senses when you truly believe in your skills, which builds trust and sets the stage for a positive interaction.
• Your open mindset means you are willing to listen without judgment. Understanding your patient as an individual first–before learning about his or her dental health–shows respect and empathy. Ask open-ended questions to learn about your patient’s dental history, personal goals and fears. This allows for a more holistic, trustworthy approach.

Calmness, confidence and openness are often mirrored. When your patients are at ease because of your calm, confident and open approach, they feel safe sharing their dental concerns with you in a calm, confident and open way.

Verification: Ensuring Mutual Compatibility

Verification is the step where you determine whether the dentist-patient relationship will be mutually beneficial. This step involves understanding your patient’s goals and confirming you can provide the care he or she seeks.

During this stage, you can assess:

• Patient Needs: Ask the right questions and practice active listening to gain a 360-degree viewpoint on the specific dental issues that brought your patient to you, from cosmetic concerns to functional issues. This process might involve using an Initial Discussion Form, which we provide in coaching, to gather details on your patient’s goals and expectations.
• Patient Expectations: Patients need to see you as a trusted partner. Sharing observations openly creates mutual transparency and reinforces your patient’s well-being as your top priority.

Verification also allows you to determine if the case aligns with your expertise and if you can meet the patient’s expectations. When both you and your patient feel comfortable and committed, it sets a solid foundation for an easily accepted treatment plan.

Flow: Conducting a Comprehensive Examination

A thorough, structured examination, or “flow,” helps you identify key areas of concern, from function and biology to aesthetics and structure. This systematic approach covers every aspect of dental health, allowing you to tailor your recommendations precisely to your patient’s needs.

Key areas of examination include:

• Functional Assessment: Check for TMJ issues, muscle tension, wear patterns and occlusion to fully understand the functional health of the mouth.
• Biological Health: Screen for oral cancer, evaluate lymph nodes and assess airway health, all of which are essential for a comprehensive understanding of your patient’s biological health.
• Esthetic Concerns: Address issues like crowding, discoloration and gum health to help you fully understand your patient’s aesthetic goals and how they align with functional needs.
• Structural Health: Identify existing restorations, assessing for decay or cracks and noting wear patterns to ensure all structural issues are addressed in your treatment plan.

With a calm mindset, clear verification and a comprehensive flow, you empower your patients to make informed decisions about their dental health, involving your patients in their own transformational care journey every step of the way. Case acceptance becomes a natural outcome.

It is well known that the fastest way to achieve something you have never done before is to find a mentor. I am a coach and mentor exclusively for dentists. I transform my clients’ practices by evolving their skills, income, fulfillment and freedom, so they can live a 3XLIFE. You were meant to have an impact, make a difference and live the life you imagine. Let’s find your 3XLife together. www.DavidBennettCoaching.com