"Why can't I talk to my patients like Gary does?" -me, quite often In today's throwback episode Alan is joined by Dr. Gary DeWood. This interview was recorded at the amazing Spear Summit 2022 and they guys had 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," "Papa Randy" or "Lipscomb!" The Very Dental Podcast network is and will remain free to download. If you’d like to support the shows you love at Very Dental then show a little love to the people that support us! -- Crazy Dental has everything you need from cotton rolls to equipment and everything in between and the best prices you’ll find anywhere! If you head over to verydentalpodcast.com/crazy and use coupon code “VERYDENTAL10” you’ll get another 10% off your order! Go save yourself some money and support the show all at the same time! -- The Wonderist Agency is basically a one stop shop for marketing your practice and your brand. From logo redesign to a full service marketing plan, the folks at Wonderist have you covered! Go check them out at verydentalpodcast.com/wonderist! -- Enova Illumination makes the very best in loupes and headlights, including their new ergonomic angled prism loupes! They also distribute loupe mounted cameras and even the amazing line of Zumax microscopes! If you want to help out the podcast while upping your magnification and headlight game, you need to head over to verydentalpodcast.com/enova to see their whole line of products! -- CAD-Ray offers the best service on a wide variety of digital scanners, printers, mills and even  their very own browser based design software, Clinux! CAD-Ray has been a huge supporter of the Very Dental Podcast Network and I can tell you that you’ll get no better service on everything digital dentistry than the folks from CAD-Ray. Go check them out at verydentalpodcast.com/CADRay!