"Why can't I talk to my patients like Gary does?" -me, quite often Alan is joined by Dr. Gary DeWood for another really good conversation about communication, among other things. Some of the topics they covered: Staying in the question until the questions are coming from the patient  How the dental model is wrong People figure out a way to do the things that they have value for Assume that the patient thinks that they're healthy until you understand that they don't How aligners have made people value the position of their teeth Ask questions and then be quiet Why the hygiene op is the worst place to talk about dental health Having the hygienist "refer" the patient to the doctor Lawn mowers and believing it's possible The mindset change of financing/making payments Patients need to know that you'll make it financially possible "We're going to do whatever we can to make it possible" In office financing vs. outside payment plans...what's the limit that doc can be the bank? Gary on the "dead zone" in your practice "You know who will pay you." The information that the dentist has that the bank doesn't! (It's a superpower!) "The gift of a dental benefit plan..." Getting access to Gary (and Amy) through Spear Practice Solutions If you value the team, let them do this! Gary on job descriptions Consulting vs. coaching Whose heel marks are in your parking lot? Yours or your team's? Give the patients a chance to say "yes" to your best treatment Links from the show: Spear Practice Solutions Join the Very Dental Facebook group using the password "Timmerman," Hornbrook" or "McWethy." If you'd like to support the Very Dental Podcast Network then you should support our sponsors!  Cosmedent has an amazing fall line up of continuing education! Coming up on September 22nd through the 23rd is our friend Dr. Artie Volker teaching “Composite Power 101!” Dr. Corky Willhite is offering his legendary “Ultimate Esthetics” course! Both courses have lots of hands on exercises and as always they’re limited to 15 people which guarantees lots of individual time with instructors! Don’t miss your chance to learn in the greatest classroom in dentistry with some legendary instructors using the best of materials! Go check it out at verydentalpodcast.com/CEE! -- Our friends at CAD-Ray want you to know that there has never been a better time to get into intraoral scanning! They sell and support all kinds of digital dentistry products from scanners, to printers and even cloud based software! For instance, the Medit i600 itraoral scanner is priced at just about $13,000! And if you didn’t know, CAD-Ray now distributes 3Shape scanners and the amazing Trios 4 wireless just had a $10,000 price cut! It comes in under $25,000. And all these options come with CAD-Ray’s unbeatable support! Go check it out at verydentalpodcast.com/cadray! -- If there is one thing that’s changed the way I look at teeth the most, it’s probably the headlight I use with my loupes. Our friends at Enova make amazing loupes and distribute Zumax dental microscopes, both the best you can buy. But the amazing, weightless and cordless Qubit, Quasar or Quantum headlights (all others are just toys) are the biggest game changer. But be careful…if you try one, you’re going to buy one! Why haven’t you checked out Enova Illumination yet? You can get a killer deal on all things Enova by using the Very Dental link you’ll find at verydentalpodcast.com/Enova! -- Have you been looking at your supply bill lately? Prices are REALLY going up on all the things you use every day in your office. Our friends at Crazy Dental understand and are here to help! Very Dental listeners can get 10% off their orders from Crazy Dental by using coupon code “VERYDENTAL10”! Go check out their amazing catalog and save yourself 10% off of their already amazing prices at verydentalpodcast.com/crazy! -- If you’re looking for a one stop dental marketing solution, then look no further than the Wonderist Agency. Wonderist can help you