Case Acceptance & the Curse of Knowledge | Dr. Ricardo Mitrani of Spear Education

Why do patients say no to treatment they need? Prosthodontist Dr. Ricardo Mitrani of Spear Education explains the curse of knowledge, why dentists talk too much and listen too little, and how to talk about fees without judging a patient's wallet. In this episode: - The curse of knowledge and why patients don't understand our treatment plans - Why he podcasts with his own patients, and what listening does for case acceptance - Don't judge the pocketbook: Dr. John Kois's pizza parlor veneer patient - Digital vs analog: why young dentists still need to carve a provisional - What to do when your scanner, mill or Wi-Fi fails mid-case Plus dental news: proposed dental benefits for adults on the ACA exchange and Medicaid, and why dentists' income may fall behind inflation by 2033. Dr. Ricardo Mitrani trained in prosthodontics at the University of Washington and practices in Mexico City, limited to prosthodontics and implants. He has been Spear Education resident faculty since 2016, teaches the Art of Treatment Planning seminar, and has given more than 500 lectures in 30 countries. Instagram: @ricardomitrani Chapters: 0:00 Intro 1:08 News: dental benefits for adults on the ACA and Medicaid 4:20 News: dentists' income vs inflation by 2033 6:01 Welcome Dr. Ricardo Mitrani of Spear Education 9:15 How he got into dentistry 10:25 Getting into the University of Washington prosthodontics program 14:14 Training alongside Dr. Gregg Kinzer 16:28 How he joined Spear 17:49 Digital vs analog: from slide carousels to scanners 23:09 Do digital dentists still need analog skills? 29:20 Why you have to understand analog to excel in digital 31:53 When the technology fails you 32:56 Carving provisionals in front of the patient 36:02 His passion: case acceptance and communication 38:03 The curse of knowledge 39:43 Podcasting with his own patients 43:30 Don't judge a patient's pocketbook 45:48 Talking about money and fees 47:53 Dr. Kois and the pizza parlor veneer patient 49:47 Why new patient visits should be an hour 51:45 Where to find Dr. Mitrani 53:12 Closing story: the Escalade and the check 🙌 Special shout out to Spear Education for making this episode possible! 🎧 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 🌟 Stay up to date on all the latest dental trends when you follow the DINKs: https://fanflet.com/dinks/social-2