1. The Disruption (Challenge the Model)
You think "Case Acceptance" is about being a smooth talker.
Stop.
Patients smell sales tactics. They hate them.
Patients love Clarity.
They don't buy what they are sold. They buy what they understand.
2. The Anchor (The Familiar Experience)
Imagine you are in a foreign country. You are hungry.
You walk into a restaurant, but the menu is in a language you don't read.
The waiter asks, "Do you want the Blah-Blah-Blah?"
You hesitate. You order a water and leave.
Now, imagine a Guide says: "Oh, that is just a delicious chicken soup, like your grandma makes."
Boom. You order immediately.
The food didn't change. The understanding changed.
3. The Reorganization (The "Oh" Moment)
The Doctor is the Chef writing the menu in "Latin."
- "SRP." "Diastema." "Prophy." "Endo."
The Patient is the hungry tourist who is scared to order.
You are the Guide.
4. The Why (The Mechanism)
This is "Cognitive Fluency."
If it is hard to understand, it feels "Risky." If it is easy to understand, it feels "Safe."
5. The Solution (Compression)
The Translation Rule:
Never use a clinical code. Use an Analogy.
- Don't say: "Perio Maintenance."
- Do say: "A deeper cleaning to protect the gum foundation."
- Don't say: "Crown."
- Do say: "A protective helmet for your cracked tooth so it doesn't break apart."