On this episode of A Tale of Two Hygienists we record live at Hinman dental meeting with Mr. RDH AKA Rafael Rondon, RDH and Janet Hagerman. Our guests talk with Andrew about treatment plan presentations and getting your patients to want the treatment that they need.  This episode has FREE CE! Be sure to view your state guidelines to ensure this CE is applicable in your State. You can view all episodes with Free CE here. Take the CE course for this episode HERE Interview Starts: 04:24 Episode Highlights  Janet’s background Treatment Plan Presentation: preparation  Screening for Periodontal Disease and preparing the patient  Talk in your patients language  Pauses in the conversation and feel, felt, found Common misconceptions  Team Effort   Quotes “ Working at a DSO is interesting because you have a laboratory to test your ideas.”  “Give me 5 hours to chop down a tree and I’ll spend 4 hours sharpening the ax.”  “We talk too much, and our patients get that glazed look.”  “Over 50% of the people in this country have some form of periodontal disease.”  “Once you get them engaged and they are curious, now you have their permission to have an educational conversation.”  “We get nervous when there's a quiet space in conversation, but those pregnant pauses can be very powerful.”  “The first time I heard feel, felt, found was at my first Hinman conference.”  “I spend a lot of time training my team and talking about mindset.” “If you think dentistry is expensive, that is going to come through to the patient.” “Our job is to get our patients to want what they need.”  “Can you be an introverted leader? Absolutely.”  “The more options you can give your patients the better.”  “Get the CareCredit rep in your office 4 times per year and find out about their latest options.” “I think you are doing yourself a disservice to not take advantage of all of the complimentary services your vendors offer.” “I would prefer to see your hygienists do what your hygienists do best, treatment.”  “Set your mind to ‘how many patients can I help today’.”  “If it works don’t fix it.”    Links Selling Dentistry – Ethically, Elegantly, Effectively: Janet Hagerman   Send Janet an email with the title “Hinman Free Book” for a free E-copy of her book! For free assessment have your doctor email Janet with the subject line “Hinman Assessment”    Janethagerman.com  Janet@hanethagerman.com