How to Get Patients to Say Yes to Complex Dentistry: The 4 Chiefs, Part 1 | Dr. Paul Homoly

The dentistry is the easy part. Getting patients to say yes to complex care is the hard part. Dr. Paul Homoly, one of dentistry's best-known teachers on case acceptance, makes the case that patient education is "horribly overrated" as a way to influence patients, and shows what works instead. In a live role play with Dr. Chad Duplantis as the patient, he walks through the 4 Chiefs, the "why now" question and the post-exam discussion.

In this episode:
- What's harder: the dentistry or getting the yes?
- Why dentistry still tries to educate instead of understand
- Patient education is for prevention and consent, not influence
- What makes treatment plans complicated? Us
- The 4 Chiefs: condition, disability, benefit and fit
- Live role play: a new complex-care patient
- The "why now" question, and when to ask it
- The patient who won't talk
- The secret sauce: listening and curiosity
- The post-exam discussion and positive framing

📰 Plus dental news from March 2022: the last days to report HRSA relief funds, OSHA's plan for a permanent infectious disease standard, new CDT codes (including HPV vaccines), and Medicare opt-out reimbursement.

Dr. Paul Homoly is a speaker, author and coach who teaches dentists treatment acceptance and communication. His online program is Treatment Acceptance Mastery: https://www.paulhomoly.com

Chapters:
0:00 Intro
2:02 News: HRSA relief fund reporting deadline
3:02 News: OSHA's permanent infectious disease standard
5:01 News: new CDT codes, including HPV vaccines
8:31 News: Medicare opt-out and reimbursement
14:07 Meet Dr. Paul Homoly
15:28 The dentistry or the yes: which is harder?
16:25 The culture of dentistry
19:16 Patient education is overrated
22:52 What makes treatment plans complicated? Us
24:48 Understanding the patient
26:18 The 4 Chiefs
27:33 Role play: Chad as the patient
37:18 Finding the 4 Chiefs
39:21 The "why now" question
40:37 Profiling vs. perceiving
43:19 The patient who won't talk
45:24 The secret sauce: listening
46:56 The post-exam discussion
50:35 Awareness, consequences and concern
51:27 Positive framing
53:25 Treatment Acceptance Mastery
55:28 Wrap-up

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