Grow With Confidence, Part 2: The Art of Enrollment

In this conversation, Dr. Brian Harris joins us to discuss the art of enrollment in dentistry, emphasizing the importance of pre-appointment preparation, patient engagement, and effective communication. They explore the role of introverts in patient interactions, share personal stories of learning from mistakes, and highlight the significance of follow-up and transparency in building trust with patients. The discussion also covers strategies for handling financial conversations, the value of offering discounts, and the innovative approach of the Smile Test Drive to enhance patient experience.

• Pre-appointment preparation is crucial for in-office success.
• Creating a connection with patients is more important than perfecting a script.
• Introverts can excel in patient engagement by focusing on genuine communication.
• Learning from mistakes is essential for growth in practice.
• Follow-up communication can help re-engage patients who didn’t enroll.
• Discounts should be framed as value-added offers, not devaluations of service.
• Transparency in treatment options builds trust with patients.
• The Smile Test Drive is an effective tool for patient engagement.
• Clarity in treatment plans helps patients make informed decisions.
• Gamifying patient engagement can create healthy competition among staff.