How to Get Patients to Say Yes to Complex Dentistry: The 4 Chiefs, Part 1 | Dr. Paul Homoly

The dentistry is the easy part. Getting patients to say yes to complex care is the hard part. Dr. Paul Homoly, one of dentistry's best-known teachers on case acceptance, makes the case that patient education is "horribly overrated" as a way to influence patients, and shows what works instead. In a live role play with Dr. Chad Duplantis as the patient, he walks through the 4 Chiefs, the "why now" question and the post-exam discussion. In this episode: - What's harder: the dentistry or getting the yes? - Why dentistry still tries to educate instead of understand - Patient education is for prevention and consent, not influence - What makes treatment plans complicated? Us - The 4 Chiefs: condition, disability, benefit and fit - Live role play: a new complex-care patient - The "why now" question, and when to ask it - The patient who won't talk - The secret sauce: listening and curiosity - The post-exam discussion and positive framing 📰 Plus dental news from March 2022: the last days to report HRSA relief funds, OSHA's plan for a permanent infectious disease standard, new CDT codes (including HPV vaccines), and Medicare opt-out reimbursement. Dr. Paul Homoly is a speaker, author and coach who teaches dentists treatment acceptance and communication. His online program is Treatment Acceptance Mastery: https://www.paulhomoly.com Chapters: 0:00 Intro 2:02 News: HRSA relief fund reporting deadline 3:02 News: OSHA's permanent infectious disease standard 5:01 News: new CDT codes, including HPV vaccines 8:31 News: Medicare opt-out and reimbursement 14:07 Meet Dr. Paul Homoly 15:28 The dentistry or the yes: which is harder? 16:25 The culture of dentistry 19:16 Patient education is overrated 22:52 What makes treatment plans complicated? Us 24:48 Understanding the patient 26:18 The 4 Chiefs 27:33 Role play: Chad as the patient 37:18 Finding the 4 Chiefs 39:21 The "why now" question 40:37 Profiling vs. perceiving 43:19 The patient who won't talk 45:24 The secret sauce: listening 46:56 The post-exam discussion 50:35 Awareness, consequences and concern 51:27 Positive framing 53:25 Treatment Acceptance Mastery 55:28 Wrap-up 🎧 Listen to the podcast: Apple Podcasts: https://podcasts.apple.com/us/podcast/dentists-in-the-know/id1543254763 Spotify: https://open.spotify.com/show/2Elfj6LX0hCUyp0AgdTsij 📺 Make sure you subscribe to catch new episodes live every Wednesday at 8pm ET! https://www.youtube.com/@dentistsintheknow 🌐 Check out our brand new website: https://dentistsintheknow.com 🌟 Stay up to date on all the latest dental trends when you follow the DINKs: https://fanflet.com/dinks/social-2