In today’s episode of Dentistry… Beyond the Numbers, Dr. Marc Liechtung details the ways in which doctors can effectively communicate treatment planning in order to earn their patients’ trust.
Business Inquiries: mliechtung@gmail.com
[00:00:00] Hi everybody, welcome and thank you again for joining me. My name is Dr. Marc Liechtung and I am
[00:00:06] ecstatic to have you join me in this adventure on Dentistry beyond the numbers. I think all the
[00:00:12] sessions are very important but this is really an incredibly important aspect of dentistry.
[00:00:18] I believe this is the separator. This divides the supergeneralists from mainstream and we're going
[00:00:25] to talk a lot about that separation. Today we're going to talk about communication and
[00:00:30] treatment planning. We've talked about all the other things. We've talked about the harm sign,
[00:00:34] the five most important procedures in my mind to create that supergeneralists. We've talked
[00:00:39] about the numbers. We've touched on various different things to make this career great
[00:00:44] and what we're searching for, a coaster, a roaster or a rainmaker. What defines a rainmaker
[00:00:50] and differentiates a rainmaker. Somebody who's in the office controlling the scenario but most
[00:00:55] important, developing a trust with a patient that is second to none. Those patients that are
[00:01:00] coming to see that doctor are saying I'm coming to see the doctor. Not making a dentist appointment.
[00:01:06] They talk about them in tremendous confidence, trust and respect. That is the difference
[00:01:12] between a clinician that can communicate and develop that trust and a doctor that comes in and does
[00:01:17] prescription dentistry. We're going to dive into this over the next two sessions. I'm here to
[00:01:22] express my knowledge, my confidence to explain to the clinician that we are comprehensive, thorough,
[00:01:28] and trusted. I want to thank you again for joining me and dentistry beyond the numbers
[00:01:33] and I want to ask you. Haven't asked this before but we are growing. I want to hear your feedback,
[00:01:38] try to be kind but if you're not, I want to hear it also. I want to know how I'm doing for you
[00:01:44] and how I can improve. Please like me and follow me on any platform that you're listening to me
[00:01:49] but also I really want to know what you want to hear because I've got some great things in store
[00:01:53] but today we're going to embark on everything treatment plan, how to gain trust, how to present
[00:01:58] the case and how to win that patient over for a lifetime. So thank you again and I'm ready if you're
[00:02:03] ready. The idea of treatment planning is really expressive, explaining and communicating with the
[00:02:18] patient exactly what that patient needs. Everything we do in dentistry is custom made, no
[00:02:24] mouth is the same so we have to with with our knowledge and our ability to explain to the patient,
[00:02:31] map out not only map out a plan but develop a sequence that the patient through layman terms
[00:02:38] understands. Nobody wants to hear jargon and things that you need to re-explain what might be a
[00:02:46] peridinal ligament or an osteotomy we want layman terms. My commitment to you is to give you everything
[00:02:53] I know and I have done because I believe that when I was practicing, I didn't do what we spoke about
[00:03:01] this before I didn't do implants or root canal therapy, I had specialists in my practice at that time
[00:03:08] but I produced over $2 million and I often say I like to believe what helped me the most was my
[00:03:14] communicative ability. I was able to explain to a patient and look at an 88 to 90% success
[00:03:21] treatment planning rate which would launch cases was exceptional, I'd like to believe. I'd also
[00:03:28] like to believe that once we do that doctors are attracted to working with us whether BGPs,
[00:03:34] Supergeneralists or specialists they know with a clinician that can not only diagnose,
[00:03:39] communicate but commit patients to the treatment. The ability to gain trust is an amazing phenomenon
[00:03:46] in my opinion like we have we are multi-billion dollar industry but how do we gain trust at the
[00:03:53] chair level with our patients? We're not talking about it clear aligners, fancy cameras,
[00:03:59] marketing techniques, better leases trust between me the dentist and Mary my patient.
[00:04:07] I think that is the most important aspect to be able to commit patients. We all hate that word
[00:04:15] cell, I like the word commit, I like the word commit because the patient commits to something they
[00:04:21] believe in. Audraub is to allow them to learn enough to believe in us as a doctor, as a team,
[00:04:30] as an office and as a future dentist in their lives and hopefully many others that they may bring it.
[00:04:37] They say word amount is the best, the best avenue of marketing and I truly believe that.
[00:04:44] There's a lot less hurdles when somebody comes in and says, Joan told me you were great
[00:04:50] then somebody that said they saw our ad in a flyer. We all know that so let's get into it. How
[00:04:56] do we develop the trust? Because once you develop that trust, you have that and that is
[00:05:04] really something special and not to be negated, not to be forgotten about during the course of a
[00:05:12] very busy day. I want to say that before I ever saw a treatment plan, before I ever looked at
[00:05:21] the patient and expressed to them what we're going to do, I always had a scenario that I like
[00:05:28] to believe one the trust over the patients. And I want to start with that before we get into this
[00:05:34] because there are a lot of things to discuss and a lot of aspects to go about it and everybody
[00:05:39] has their own magic sauce. For me, producing over $2 million with my hands, not doing any
[00:05:46] implants or rucanels, I think was pretty good. So I'd like to share what I've done in the past.
[00:05:53] If we can just show the panoramic x-ray, I really appreciate it. What I used to do and I still do
[00:05:59] and I tell docs to do this is to come into the hygiene room and the panoramic x-rays up. I want
[00:06:05] you to know don't take for granted a panorics, 40% of the patients that come into your office may have
[00:06:11] never seen a panorics before. And they may never have been explained anything about the panoramic
[00:06:18] x-ray. To me, you could talk CAT scans and PA's. This is the most important and we will get into
[00:06:25] more of this. This is the most important snapshot x-ray, whatever you call it, of our, of our patients
[00:06:33] that could not only have patients commit but also gain their trust. So let's go, I want to show you
[00:06:41] really, I want to explain something that I've done for so many years and I hear it all the time.
[00:06:48] 99% of the patients have never been told this. So what I do is I go to the, I go into the hygiene room
[00:06:58] and I'm examining the facial structure. I'll palpate the angle of the mandible and I'll say,
[00:07:04] marry you, see this picture and I will show the angle of the mandible and I will say, you are
[00:07:11] cancer and cyst free in the bone. Has anybody ever told you that? 99% if not more of the patients will say,
[00:07:21] nobody has ever said that to me. Well, we look first at the catastrophic issues. We want to eliminate
[00:07:28] anything that's going on systemically and I'm glad to tell you you are free of cancer or
[00:07:34] cysts in the bone as far as we could see on the x-ray. That patient has just gained your
[00:07:41] offices trust through technology, communication and ability to diagnose or not diagnose. Something
[00:07:50] that is paramount in their lives. This patient has now gained an incredible amount of trust and a
[00:07:59] level of feeling competent or the level of feeling that they're in the competent set of hands
[00:08:05] and an office that could deliver finally the liver, the type of dentistry that they're seeking
[00:08:11] for so many years. You know, I see patients in New York City come in with really bond-out mouths
[00:08:17] neglected mouths and I wonder money wasn't the issue. I truly believe it's their ability to gain
[00:08:24] trust in the clinician to get over the edge. Anything that wins a little bit more trust is value.
[00:08:32] Once I do this, once I gain that trust, I could dive into a more elaborate treatment plan
[00:08:40] and really talk about the needs of the patients sequencing and developing different phases.
[00:08:47] And we're going to talk about that. Another aspect that I see a lot of as I am with Guardian
[00:08:55] Dentistry partners as one of the clinical leads in the New York area for my region,
[00:09:00] I see a lot of dentists' extras. And what I do see is not as much anymore because we've
[00:09:07] really worked on it, but dentists that come and want to do what they really, really have
[00:09:13] had their hot set on whether if you're looking out's implants, crowns, what I like to do as I call it
[00:09:20] looking left and looking right or having some really good peripheral vision. What do I mean by that?
[00:09:26] If we could put up the second x-ray I really would appreciate it. If we look at this x-ray,
[00:09:31] dentists walks into the opportunity and says yes Mary, you've got a bond-out molar that's what's
[00:09:36] causing you pain. If you have any pain patients say I don't have any pain it's a non-vital obviously.
[00:09:43] Well let's treat and plan and set up for a root canal because as you can see and explain
[00:09:47] it perfectly. Takes a pariapical x-ray, they see a little lesion forming. Here she explains that
[00:09:55] this is an infection and needs to be rucanel. They ask would you like to do it today? We'll set
[00:10:01] up for the post-in-coron crown next visit. That's a doctor that really is good diagnostic,
[00:10:06] good dentist eager to do the rucanel, can't wait to do the rotary, can't wait to put a crown on
[00:10:12] this tooth maybe a distilled decay on number 13. But my question to the doctor is what about all the
[00:10:20] radiographic calculus? What about all the pariapocinic? What about anything that might need to
[00:10:26] have a clean the brideman post-rucanel before crown and bridge? We cannot be monoptic.
[00:10:36] We cannot be staring at one aspect that we're looking to do. I met a doctor who loves to do
[00:10:43] implants. I saw a bomb-out side yet he's doing a single tooth implant with decay and I'm saying
[00:10:51] to him what about the other side? Well, I don't want to overbear her. I don't want to overwhelm
[00:10:56] the patient with all the treatment. That is not our job in my opinion. Our opinion is not to cherry pick
[00:11:05] what we're going to do on the patients. Our job is this is an exam. So a few things I want to
[00:11:13] make it clear, we are examining the patients. We are not formulating an examination for the patient
[00:11:21] to take. What does that mean? That means that I'm not a fan of multiple choice. Well,
[00:11:29] we can take the tooth out or we can do a root canal. That's not the way I like to work. What I
[00:11:35] like to do is tell the patient the definitive treatment. If the patient feels that's either overwhelming
[00:11:41] over, it's too costly and surency is not working or they just they have no insurance and it's
[00:11:48] a costly matter then they want to seek a second option. That's for them to say. My opinion is not to
[00:11:55] give them three things and choose do a number one, two or three. Every tooth is accounted for.
[00:12:04] We can remove that x-ray. Thank you. We go through one, two, thirty, two. I like to always start
[00:12:09] in the upper right. I start in the upper right because that's the order I go. I go one through
[00:12:15] 16, 17 through 32. You also talked about this from a time standpoint. Sometimes we get very,
[00:12:24] very busy and we go into the hygiene room it's almost a pain. That is the avenue that we create
[00:12:32] our livelihood, our ability to formulate treatment plans. That is the way we do it all right in
[00:12:38] that hygiene room. The hygienist may come in and talk about calculus. They may say you may have a
[00:12:44] cavity. That's a fine working team. I do not believe that patients have the the where with all
[00:12:52] to make a decision that we present. They come to us for our expertise and our professionalism.
[00:12:59] Our job is to create a treatment plan that will bring them to oral health. I do not like to miss
[00:13:06] anything because if we miss the scaling and root planning on this patient, being somebody that
[00:13:12] practices whole career in New York City, there is a dentist not only up the block but could be on
[00:13:18] my floor in the same building. Every patient that we give a diagnosis to, we must believe
[00:13:25] that there is a chance that even though we gain their trust at some point they may say,
[00:13:30] I just have to go to a second opinion. Maybe a cousin. Maybe a distant relative or a friend
[00:13:38] that's finishing school and they send them x-rays and they may say, do you see the things
[00:13:43] that are hanging off your teeth? Did they mention you need a deep cleaning? No, they just said
[00:13:48] I need a root canal. Well, I don't know. You need a deep cleaning. You need a root canal but
[00:13:53] your gums are probably very inflamed. They never mentioned it. What trust did we build? We could
[00:14:00] tell them their free of cancer or we want. But once we don't diagnose the proper way or they
[00:14:06] get a second opinion to disagree with something that is there, we lost their trust. Be thorough.
[00:14:13] Be comprehensive. Diagnose what you see. Treat what you can touch. Don't believe, don't feel,
[00:14:24] don't imagine it's there. The lucky thing about dentistry is its black and white. So in my
[00:14:31] opinion the one thing I've always been is comprehensive. When we get on later in the development of
[00:14:37] phases one and phases two, you know, I went to university of Pennsylvania. In the university of
[00:14:43] Pennsylvania, like many schools that are very focused on the period on chiming and supporting structures,
[00:14:48] we always had a phase one phase two. Phase one is complete infection decay, disease, gums,
[00:14:57] ginger-vidus, period on Titus or the bad teeth. Every aspect of disease is completely cleaned up in the
[00:15:06] deep cleanings, root canals, the crowns, the implants, the bridges, the vineyards. That comes phase two.
[00:15:14] So one little hint going forward is that we could always break it up into stages. Let's get you
[00:15:20] completely disease-free. You need a temporary wear that for four or five months until you're ready to go on
[00:15:26] to phase two. But these are things that we could break up down the road and explain how we sequence that.
[00:15:33] The sequencing of a comprehensive case is really the way you stay within the parameters of our plans,
[00:15:41] because if somebody says doc, I just want to go, I want to go with slow as you can. You know,
[00:15:47] I'm a little full-bick, I don't have time. Whatever the reason they give you,
[00:15:52] the ultimate reason for me, I believe, is two. Pain and money and pain comes in many forms.
[00:16:00] Mentally, they gotta go about this. Physically, they think they're going to feel it and they might.
[00:16:06] And money is an expensive case. So my belief is that once we start the phase one phase two treatments,
[00:16:15] we will win them over by getting disease-free. They will say, let's finish the case. My experiences,
[00:16:21] the reason they say to hold up is because what they really want to say is, can we go slow so I
[00:16:28] could get to know you a little bit? That is really paramount in what we are facing. So my point
[00:16:36] is that I don't want a patient to tell one of my clinicians or us who are listening,
[00:16:41] that I don't want to go, what are you going to do? If you don't want to go to the sequence that
[00:16:47] we're talking about and the treatment plan that we presented, then what do you do? Do you go
[00:16:53] straight to crowns? You have to cure the disease. The gums need to be healthy. The
[00:16:58] root can now is need to be done. The decay needs to be removed. My philosophy is stick to your guns,
[00:17:04] stick to your training and it's going to be beautiful because that's the pattern that we've
[00:17:10] developed. I don't get, I don't let a patient deviate my belief. If they want to do veneres before we
[00:17:18] cure the decay in the back, that's something that they would be hard pressed to do. But we could
[00:17:26] talk about that at another time but my belief is phase one, phase two. So treatment planning is
[00:17:33] really a personal matter. A couple of things I really want to talk about is posture, presentation,
[00:17:40] and phonetics. What? Poster, presentation, phonetics. You see I believe that when we walk into a room,
[00:17:51] we are the person that they've traveled for. If we walk in, stand over them and talk loud to them,
[00:18:01] what confidence do they have in us? If I'm saying Mary that tooth is broken,
[00:18:07] but if I say on their level, sit, I die. We've all heard this, need a knee. We've all learned
[00:18:16] this. A couple of dental schools out there, I'm really pleased to hear and I hear this again
[00:18:22] from my going to his third year son that some of the schools are hiring actors and actresses
[00:18:30] to come in and get exams and have treatment plans presented by the dental students to the actors
[00:18:37] and they critique their presentation, their confidence, their ability to communicate. It's phenomenal.
[00:18:44] I'm thinking of doing that with the doctors. It's phenomenal. You get a young actor that's
[00:18:49] as a patient or a middle age actor and see and grade those students, those doctors, those
[00:18:55] clinicians that want to get better at communicative treatment planning, it's amazing. But if we are
[00:19:01] phonetically equal to our patient, I level, meaning we are not talking louder than the 82-year-old woman.
[00:19:10] We are not talking down and standing over patients. We are sitting, I die, need a knee,
[00:19:17] tonnish to donation, patients respect that. We are more you-made. We are presenting to them things
[00:19:27] that allow us to present to them in a way that's more than equal and less of a superior structure,
[00:19:33] or a superior doctor that is going to inflict a lot of treatment and they're getting nervous about it.
[00:19:40] And I know we've all heard this, but I will tell you a personal anecdote about this.
[00:19:46] I had some orthopedic surgery and I'll never forget this. I remember the orthopedic surgeon.
[00:19:52] I went to two doctors. One doctor had a very nice reputation.
[00:19:58] Came in, never sat down, seemed like he stood because he was rushing. Stood over me and said,
[00:20:05] the surgery is going to go smooth. It's going to be no problem. We're going to be great.
[00:20:09] Let me get surely in the front to schedule you. Don't worry about it. Loud, over me,
[00:20:15] didn't seem to have time to answer any questions. And there I was left with this front desk,
[00:20:22] which I did not mind, but I had so many questions that they had to reschedule my appointment.
[00:20:29] Healing time, what's the pain level? So she said if you want to wait around,
[00:20:34] we can drag them out of another room, but then I went to a different hospital.
[00:20:38] I'm going to tell you in New York, there's an orthopedic hospital called HSS.
[00:20:42] I walked into a surgeon's office busy. I waited about five ten minutes and the surgeon came into my room.
[00:20:50] Very well known surgeon sat down, crossed his legs, looked at me in the eye and said,
[00:20:57] Mark, you need surgery. It's not going to be a problem. You're going to recuperate.
[00:21:06] It's going to be great when you heal. You're going to have this amount of days in pain.
[00:21:11] We are going to control it. Then you're going to go through physical therapy. You will be
[00:21:16] fine in four to six weeks. He sat there on my level. He asked me to sit in a chair. We spoke.
[00:21:24] I felt like I was in the hands of the person that was going to deliver the care that I needed.
[00:21:32] And as I left, I said to myself, I will never stand over a patient again.
[00:21:38] That doctor made me feel wonderful. Made me feel like this hope and sure enough he delivered it.
[00:21:46] So much so that I referred my mother, my wife, friends, because I felt like I was incompetent
[00:21:55] trusting hands just from the way he communicated. That's how it starts. We tell him something
[00:22:04] knowledgeable. It matter of fact when that doctor was looking at my x-rays, he told me something that
[00:22:10] was very interesting. Now here he has a full room of patients waiting for him checks and
[00:22:16] future exams but he took the time to explain to me the need for the surgery.
[00:22:22] Took the time to hear any questions. And that to me meant the world.
[00:22:29] And I translated that into my life, into my practice, my docs. We are doctors. We are looking
[00:22:38] to produce. We all talk about production and collection and marketing but the ultimate goal is in
[00:22:45] that opportunity. If we are not a great super-generalist, then we are an average dentist looking
[00:22:52] to make a living which is great but I want to believe that inside of us if we had the tools
[00:23:01] we would be better than we ever imagined. So what did I do? I thought about how I presented cases
[00:23:10] to patients. And I decided that I will never or speak this speak of this experience to my doctors
[00:23:19] and explain to them why I want everyone to sit, what we learned in school or what we read
[00:23:24] in the journals. I need a new donation to donation. That is what I am looking for. So I broke
[00:23:34] down the treatment planning into a process of four steps. And what I hope today is this is just
[00:23:43] to start. We need to walk in the room. We need to greet the patient. We need to tell them something
[00:23:49] on the x-ray hopefully this is something that you did already in the hygiene room. They have
[00:23:54] entrusted you with them, I should say. They've gained your ability to handle their problems.
[00:24:00] They want you to fix their issues. That's how important communication is. So I broke the
[00:24:08] treatment planning process into four very, very important steps. And what we're going to do
[00:24:13] in our next episode is we're going to dissect these steps. We're going to go into a man talk about
[00:24:18] the importance of these steps and grow from that. And what is the term commitment really mean?
[00:24:27] Everyone has their own scenario. Oh, they committed. They signed the paper. We're going to get into
[00:24:32] what I believe is a true commitment. So what are the four steps? Four steps are broken down into one.
[00:24:40] We look at an x-ray and we talk to the patients. Remember the same level as I'm talking to you.
[00:24:48] We explain to the patient number one everything that that patient needs. They may only need three
[00:24:55] fillings. We want to do one in an online. One will be an online two will be single surface.
[00:25:03] It'll take me five minutes to explain to the patient. That five minutes gives us the ability of
[00:25:09] gaining trust down the road who knows what that one-on-lay two fillings or three fillings bring us.
[00:25:16] Number one, we explain to the patient exactly what they need. And we're going to dissect it.
[00:25:24] Two, explain to the patient and this is the big one. We explain to the patient what will happen
[00:25:31] if they don't do the treatment we are presenting. It could be as simple as not doing the filling
[00:25:37] could go into a rucanelle. The beauty of dentistry is when I found through my over 30 years of
[00:25:43] experiences every no reaction has a reaction. I'm going to say that again every no reaction by a
[00:25:53] reaction. How many times doctors that are listening with some experience doing? How many times do you
[00:25:59] see a patient that comes in after a year and a half that you told to do that filling? And now they need
[00:26:04] a rucanelle or an extraction. Or you told them to put a bridge in. Now the teeth have drifted. It's too late.
[00:26:11] They're going to lose multiple teeth. Every no has a reaction. It's unbelievable. So if they don't
[00:26:20] do what we're suggesting to do there's a consequence. So the second most important thing is to explain
[00:26:29] to them what will happen? What will happen if you don't clean your teeth for three years? You'll
[00:26:35] develop gum disease, pyre inflammation, yate arayata. What happens if you don't do that cavity? The
[00:26:41] third important part is to me is explaining in a very calm manner how we're going to do
[00:26:51] and what entails that work. If you've treated the patient before and you did something on one
[00:26:58] side a year ago and they're coming in for a lot more work on the other side. I like to say you
[00:27:02] remember Mary that filling we did on the upper right? Sure doctor. It's the same anesthesia to do the
[00:27:07] rucanelle on the upper left. We're going to give you the anesthesia. You're not going to feel a thing.
[00:27:13] We're going to make sure the tooth is good and numb. We can open the tooth up and we're going to take
[00:27:18] out that nerve and it's going to be fine. And remember what I told you about that orthopedic.
[00:27:25] It's going to be great. You're going to have a great result and we're going to be here for you
[00:27:31] and we're going to get this done. That confidence, that ability to find real comfort in your staff
[00:27:38] and you is what this is all about because then you have a patient or in the business term
[00:27:45] a patient slash customer that it does more than just as a customer. It's a patient for life
[00:27:52] possibly another pyramid to the people that are going to come to your office to that person.
[00:27:58] That's recommending you. Remember, three is how simple it is to do the treatment. Listen,
[00:28:07] some treatment is not so simple. We're going to have to help hold their hand and we're going to
[00:28:12] explain it to them. We're going to be honest, but it has to be done. You have an infection
[00:28:17] in the tooth is broken below both. We have no choice but to do and we want to be open and honest with
[00:28:25] the patient. I know if I asked you the fourth one, many of you would not get it. But to me,
[00:28:30] the fourth one and the fourth aspect of this table of treatment planning is to get out and go get my
[00:28:37] manager, treatment coordinator who ever deals with finances in my practice. The last thing I want
[00:28:43] to do is deal with finance. I don't want that finance to conflict between me and the patient.
[00:28:49] Patient can ask me for a discount. I say yes, I'm demeaning the practice, I'm taking money out of
[00:28:55] the practices, co-workers because I'm sensitive and I am very empathetic to my patients. If the patient
[00:29:03] asks me for a big discount and I say no, then we have now this trust and this communicative
[00:29:11] spirit between the two of us that is going to be waned. It's not going to be very long last
[00:29:16] thing if I get into the money talk. I have a lot of patients that turned to me go talk to just
[00:29:21] give me an idea. I say, well, Mary, that's way over my pay grade. I don't want to talk money.
[00:29:27] I talk sequence with my treatment coordinator. I tell them what we're going to do first.
[00:29:33] But I am not discussing finances with the patient. So again, to me, that is what it's really
[00:29:43] broken down to. Every patient I see. Number one, tell them what they need. Number two, tell them what
[00:29:50] happens if they don't do it. Number three, tell them how easy it is. Tell them what the sequence is.
[00:29:57] Whether it's easy or not, your ability, our ability to talk about the sequence of events that's
[00:30:06] going to take place over the next three, four months of treatment or two, three weeks of treatment,
[00:30:11] develops a confidence in the patient towards us that is second to none. He or she knows what they
[00:30:18] are talking about and she or he can take us over the finish line to get me oral health
[00:30:25] and looking great. And that's what I want. Ultimately, everybody wants white straight teeth,
[00:30:32] healthy, white straight teeth. And if we can describe and really project to them, what this will
[00:30:40] tell, well then get up and get the money person. Get up and get your treatment plan coordinator
[00:30:45] because this is the form of confidence that we strive for. This is an extremely important aspect
[00:30:53] in dentistry because we can be educated to the waszu. We know all the procedures, we're doing
[00:31:00] implants but if we can't communicate to the patients, we can let a lot of dentistry. If we're not
[00:31:06] empathetic, if we don't tell them something that separates us to gain that trust, we could have
[00:31:14] a lot of patients. I'll think it over. Give me a week. Let me talk to my husband. Well, we're going to
[00:31:22] discuss next time. Is next time I want to discuss how we can develop commitments, how we get the
[00:31:30] patient who says yes to commit to the dentistry? Why we do it from a business standpoint, how it
[00:31:37] helps to practice, from a professional and a dental standpoint, we are committing our patients in need
[00:31:44] to treatment that they really want but they've always been either scared or scared of the
[00:31:52] money and we need to hold their hands through. To me this is really an important aspect because
[00:31:59] I see many dentists just feeling that they're a little uncomfortable with this. This is the road map
[00:32:07] to a lot of dentistry. Remember what I said, this is the road map to a lot of dentistry. I want to thank
[00:32:16] you. I want to thank you so much for the reviews or the accolades I've been receiving. But please send
[00:32:22] me what you think. Tell me if any topics per cure interest I would love to incorporate them
[00:32:28] as we get deeper into the dental field and dentistry, and I hope that you follow me. And like
[00:32:34] me on all the platforms, please remember we'll be here next week on dentistry beyond the numbers.
[00:32:42] Thank you so much.