Dr. Allen Nazeri recommends waiting 24 to 48 hours after diagnosis before presenting a detailed treatment plan. Giving patients time to process prevents overwhelm, though you should skip this step if they already know their options.
Chapters
Hello, everyone. Today I want to talk to you about when to present a treatment plan in relation to the time that you're doing your diagnosis. Now, there are many important aspects of presentation, which I cover in my full video about the presentation in a sales cycle for dentists and their teams. However, today I want to touch on when you need to present, when you diagnose, and what it is that you diagnose. Now, if you have a patient that comes into your practice and you notice that they have a lot of dental work that needs to be done, maybe multiple quadrants of dentistry, maybe a full mouth reconstruction and so forth, it is important that, number one, obviously, as dentists, we need to understand the case very well, thoroughly. So you need to have records of X rays and photos and models and whatever, but also you do not want to overwhelm the patient on the first appointment. So my suggestion to you is that you look at your patient and say something like this. Mrs. Jones, looking at your X rays, I'm looking at your mouth. It looks like your case is very complicated. Would it be okay with you if I can spend some time, evaluate your treatment, look at various different treatment options for you, and then we can meet maybe in a day or two and I can go over those with you? Is that okay with you? Well, from experience working about three decades in clinical dentistry, where I did mostly full mouth reconstruction and dental implants, I can tell you that 99.9% of the patients, they would say it's okay and love for you to spend the time this way. You also help the patient realize that their project is going to be complex. And when you come back with a fee, they're not as surprised as when they come in in a short amount of time that you want to present it. Also, you know, most dentists are so busy that they really don't have the time to spend with the patient explaining everything in their busy schedule. And as treatments become more complex, we need to spend more time. So a patient that is willing to spend 10, 20, $30,000 on their mouth, they don't want to have a dentist that spends only 10 minutes with them. Okay? So this is rule number one is understanding how to place the patients in some sort of what we call incubation phase for 24, 48 hours before you present the treatment. Now, rule number two is that you may have a patient that come in and they already have a complex case, and they already have talked to other dentists about it. So that is not necessary for you to put them in an incubation phase, you can turn around and tell them exactly what they need and what the cost is. Now I cover the presentation cycle in detail from the time you need to present. When, how and where do you need to present in my full program? If you're interested, please sign up. For my full program you can go to my website www.drallantazeri.com. there is a free webinar. You can watch that or if you consider it as valuable information and you like to purchase some of this information for your team to watch and understand better in full detail, then you're welcome to purchase that online as well. I look forward in seeing you on the other episode. Thank you very much.
