Come From Abundance, Avoid Scarcity: Big Case Presentation Part 2
Join us for this discussion of “abundance mentality,” which is Part 2 in a series of 6 presenting “best practices.” CMS Executive Director Jenn Janicki’s advice derives from more than 130 practices who are getting the “yes” to large case treatment plans.
We’ve created a series that serves on two levels. It is a resource for clinicians who have a high level of clinical training and confidence, but have not yet created a strategy for attracting comprehensively driven patients. And especially for those who have studied the psychology about what motivates people to make great treatment decisions, this series is for you!
by Jenn Janicki, Executive Director
Practices with the highest case acceptance ratios have one element in common without exception. They exercise a mentality of abundance.
Their treatment plan development is focused on meeting a patient’s goals. Not how they will be perceived or how a patient will react. We’ve all heard the response from a patient after hearing about the gift of your treatment: They say, “What am I paying for, your new car?”
It’s challenging to not be emotionally affected by comments that may question your intent. But if your mentality is that you have a gift to offer your patient, a gift of health, longevity, precision, and the unique clinical skills to achieve those outcomes, then when they choose not to accept it, well, that’s just a choice.
Their reaction is independent of what you know is the right thing, which is to offer your patients the best care you know how to give.
Change Your Mindset: How to Come from Abundance
One of the biggest secrets to case acceptance is to present it with no attachment as to whether or not a patient says yes.
Abundance mentality does not reflect on when quarterly taxes are due or how much a treatment plan acceptance would affect cash flow. It does not worry about second opinions, in fact, it welcomes them. It does not allow for excuses in perceptions of economy, locale, nor does it make assumptions about what patients will do.
There exists an emotional connection when a doctor is presenting a plan that they worked sometimes hours to develop. Ultimately, doctors want acceptance, they want a patient to value treatment, and no one thrives on rejection. Rejection can feel bad. So naturally, if you don’t present the comprehensive plan, it can’t be rejected. Many doctors make a classic mistake of diagnosing what they believe a patient can “afford.” How a patient will pay for treatment and whether what you presented meets their goals are two entirely different conversations.
When you disconnect from the “yes” and make your treatment plan presentation about what your patient’s deserve, you will change how you approach consults and treatment plan presentations.
Meet your patient’s WHY and they will find the HOW. That will be the topic of the next installment … How to find your patient’s WHY for comprehensive treatment.
Read the first installment of this series, where Jenn Janicki discusses the fundamental aspects of a successful visual treatment plan.