In this episode, Gary will talk about Robert Cialdini’s six fundamental principles of influence and share his personal experiences to help you understand why influence is significant today if you wish to have a thriving dental practice.
If you want to learn how to implement the principle of influence subtly and successfully, this episode is what you need to listen to.
This episode also features a clinical tip from Dr. Christopher Marchak, DDS.
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Today’s Thriving Dentist Clinical Tip
- 00:02:49 – How to Fabricate a provisional crown by Dr. Chris Marchack, DDS.
Coaching In Action
- 00: 09:02 – Gary shares stories to demonstrate the importance of influence.
- 00:14:52 – A backstory on Robert Cialdini
- 00:18:41 – Principle Number 1
- 00:18:45 – Principle Number 2
- 00:18:55 – Principle Number 3
- 00:19:10 – Principle Number 4
- 00:19:14 – Principle Number 5
- 00:19:16 – Principle Number 6
- 00:19:31 – Naren defines the 6 principles.
- 00:23:43 – Gary picks 2 principles and applies them to dentistry.
- 00:25:50 – Gary Talks about the acronym B.H.A.G
- 00:30:43 – Question 1 – I like your challenge, Gary, of becoming the dental office with the most Google Reviews in my community. We seem to go through cycles where we get a lot of reviews and other times we are not getting any. Can you suggest a good way to ask patients for reviews?
- 00:36:40 – Question 2 – I may be unusual in this regard. I actually don’t have many physicians in my practice. Can you suggest other ways to apply this authority principle?
- 00:38:49 – Question 3 – For many years I had a before and after photo book printed in my office. Not sure what happened, but we don’t have that any more. Is it a good idea to use before and after photos?
- 00:42:30 – Question 4 – Seems to me that influence can absolutely apply to our team as well. I have a relatively new team where some of my team members didn’t come back after COVID-19. How can I influence my team to truly embrace my vision?
As a dental practice coach, Gary provides guidance for dental professionals on how to create a healthier practice style that lets them deliver excellent patient care while reducing depending on insurance.
More importantly, Gary’s insights are not just based on theory – as a co-owner of a dental practice, he has first-hand experience in making this transformation from a high-volume and low-fee insurance model to a fee-for-service approach that is more sustainable and promotes a patient-centric and financially healthy dental practice, and he is dedicated to sharing this knowledge with other dental practitioners via the popular Thriving Dentist Show!