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What is the number 1 communication advice for Dentists?
Are you confident in discussing treatment fees with your patients?
Do you struggle with communicating your worth without feeling awkward?
How do you shift your mindset to charge what you're truly worth without feeling guilty (a money mindset issue)?
https://youtu.be/vapDrnVqHRw
In this enlightening conversation, Jaz opens up about his own struggles with money mindset and how he overcame them to confidently charge for his dental services.
Joined by dental student Naveed Bhatti, they explore the challenges of pricing treatments, offering empathetic solutions to patients, and using the power of visualization to boost confidence in fee discussions.
They also dive into the importance of being transparent with fees, managing discounts, and recognizing your true value as a dental professional. Whether you're new to the field or have years of experience, these strategies will help you navigate the financial side of dentistry with ease and confidence.
Key Takeaways
Communication is crucial in dentistry, often more than clinical skills.
Active listening is essential; avoid interrupting patients.
Nervous patients may talk excessively; guide the conversation gently.
Patients may withhold information due to fear or anxiety.
It's important to make treatment recommendations based on patient needs.
Asking open-ended questions can help gather more information.
Experience builds confidence in patient interactions.
Being authentic while adapting to patients is key.
Patients can sense when a dentist is confident or insincere.
Building rapport leads to better patient relationships. Kindness is essential in patient interactions.
Patients often reflect the values of their dentists.
Effective communication can bridge the gap between jargon and patient understanding.
Long-term relationships with patients enhance trust and satisfaction.
Discussing fees requires confidence and transparency.
Visualization techniques can improve communication skills.
Empathy is important, but it should not compromise business integrity.
Need to Read it? Check out the Full Episode Transcript below!
Highlights of this episode:
01:46 Introducing Naveed Bhatti and His Journey
02:53 The Importance of Communication in Dentistry (Do’s and Don’ts)
08:13 Handling Nervous and Quiet Patients
10:51 Dealing with Patients Who Don't Tell the Whole Truth
14:35 Making Treatment Recommendations
17:56 Asking the Right Questions
21:36 Balancing Professionalism and Personal Connection
25:49 Handling Difficult Patients
31:38 Effective Communication with Patients
35:05 Discussing Treatment Fees with Confidence
40:25 The Power of Visualization in Dentistry
48:56 Concluding Thoughts and Future Plans
Support Nav’s YouTube channel, The StuDent
If you enjoyed this episode, don't miss out on Think Comprehensive – Communication Gems with Zak Kara – PDP010!
This episode is eligible for 1 CE credit via the quiz on Protrusive Guidance.
This episode meets GDC Outcome B.
AGD Subject Code: 550 PRACTICE MANAGEMENT AND HUMAN RELATIONS
Aim:
To enhance dental professionals' communication skills by exploring effective strategies for patient interaction, treatment planning, and fee discussions—ultimately building trust, improving patient outcomes, and boosting confidence in everyday clinical practice.
Dentists will be able to -
1. Recognize the importance of active listening and body language in patient communication.
2. Explain treatment options using patient-centered language and analogies that promote understanding and buy-in.
3. Discuss treatment fees with clarity and conviction, addressing money mindset barriers and building perceived value.
Click below for full episode transcript:
Teaser: If you ask seven dentists, you'll get 12 opinions. You see what I mean? Right. So firstly, okay, you must appreciate that there are so many opinions out there. Every dentist will give a different opinion, which is absolutely mad to just remember. But then remember that when a patient comes to you, they're coming to you, they're seeking your opinion.
Teaser: They've selected you either by a geographical convenience or recommendation or whatever. They now ended up in your chair, right? So, all you are ever giving them is an opinion. That's it. Okay. Here's the stupid thing, Nav, right? You say to a patient 120, and they're still gonna be like, oh, 120. That's too much, right?
And they didn't even know that was one 50. You just counted it. The worst you could do is you give a discount, but the patient ever knows that you got a discount. That's the worst thing, that's the stupidest thing ever.
[Nav]Well, I'm with you.
Jaz's Introduction:Patient communication is one of those things that you just don't get taught at dental school, like a few other things. Again, not their fault. We always talk about it never being the fault of dental school. They just need to make you a safe beginner. But the kind of things we worry about once we qualify is how do we actually make a connection with the patient? How can we communicate fees with the patient? And just how do you communicate the patient's options without coercing them into a particular treatment or trying to be salesy to a patient.
These are all things I cover with Nav Bhatti. Now, Emma is doing her finals at the moment, so we wish her all the best. You got this, Emma. But I tell you this episode really packs a punch. We talk about body language, we talk about building rapport. We talk about patients that you just won't get along with and how you should manage those, and how over time your patients become a reflection of you. And interestingly, we also discuss your money mindset. It's actually important when you're communicating with key paying patients.
Hello, Protruserati. I'm Jaz Gulati and welcome back to your favorite dental podcast. This is the student arm, but I tell you, these episodes are not just for students, especially this one. Anyone who's struggling with communicating fees to patients or anything around being a more effective communicator, I really think you'll gain a lot from this episode. So make sure you listen all the way to the end.
This one is eligible for CPD or CE credits. There's only one place you can get that, and that's on Protrusive Guidance. Please do download the app on. iOS or Android store, but to actually make an account, the best way to do that is on the website. That's protrusive.app. You can try one of our paid plans, and I'm convinced you'll love being part of the nicest and geekiest community of dentists in the world. Let's now join Nav, who's a dental student in Slovakia. As he asks some truly wonderful questions around patient communication, catch you in the outro.
Main Episode:Nav Bhatti. Today's filling in for Protrusive Student. Emma is doing her finals as we speak right now. We're excited to grow this with you as well, my friend. Just remind everyone about yourself, my friend.
[Nav]No worries. I'm trying to fill in for Emma for now, which is huge boots to fill by myself and a fourth year dental student in Slovakia of all places, which is a six year course. So I'm not quite at my penultimate year. But, we are almost there, so, it is going quite well.
[Jaz]And if anyone hasn't listened yet, we know we talked about your journey right, in a previous episode, and that was really cool. You inspired a lot of people, so please do listen to his backstory, how you went from country to country. And finally, you are still a little bit, few years away still, but your enthusiasm, your passion, your drive is amazing.
[Nav]Thank you. A lot of it I must thank sort of Protrusive as a whole community. Your podcast. It kind of keeps myself and my colleagues sort of kicking, inspires us on a daily basis. I'm not just saying that for the sake of it, it genuinely does to see so many people out there supporting us on our journey is just amazing.
[Jaz]And it's been nice to also see your contributions on the Protrusive app. Like you took out some teeth recently, you saw some surgery recently, and you're posting about that. So it's great to have your student viewpoint. And of course today, probably in the title, this may not even be a Protrusive student episode because communication is communication.
This is like the biggest thing in dentistry is far more important than your clinical skills. I'll just say that right off the bat. Far more important than your clinical skills. So I'm excited to record this episode with you today and just any questions that you have in this sphere and to take it. So Nav, take it away, my friend. How can we help?
[Nav]For sure. I think communication obviously is huge, as you quite rightly said, but for some weird reason, it's just never taught. At university, you get all this theory, you get all this clinical kind of workload and they teach you how to do fillings and extractions and whatnot, but they never really get you to communicate with the patient effectively.
So this whole realm, I thought, who better to ask than yourself? And kind of drill into it. So I think to start it off as a question, what are the typical do's and don'ts as a top layer with patients when it comes to communication? And then I'd love to ask you more about sort of dental team and dealing with sort of tricky patients, but we'll get into it, but if you don't mind starting with that top layer, then we can go from there. That'd be great.
[Jaz]Okay. So I have read a fair few book, smart communication over the years. One of the first books I read is like The Power of Body Language or something like that. So immediately when you said that, the first thing that came to my mind in terms of do's and don't, so guys like those listening, watching.
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