Source: DentistryIQ, by Ross Vera
We often talk about a tendency for many dentists to “diagnose by the pocketbook,” or rather, to estimate how likely a person is to accept treatment based on perceived ability to pay. For the purposes of this Tip, let’s call it “diagnosis by preconception.” None of our clients intend to shortchange a patient or the practice based on their guess about how much money someone has, but the tendency to let actions be guided by these estimations can be very insidious. An important step toward eliminating it is to develop a structure that allows you to disregard the estimation altogether. This way, even if your perception leads you to judge a patient unlikely to accept, you can feel good about the conversation that may lead to acceptance. This is a bit vague, so let’s look at an example.
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