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The Possibility Session


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Lesson #3: CORE Lesson #3 – Compare Health, Disease, and their Current State

About This Lesson

Instructions coming soon..


Action Items

  1. Implement and make sure you are using the power of comparing and contrasting health and disease with the patients intra-oral photographs you took at the guided tour appointment.

Full Video Transcript / MP3

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What's up everybody? This is Dr. Steve Schluentz. I want to welcome you back to another video here on the Possibility Session. We are going to be talking about tenant number three in the Possibility Session and I'm really excited to share this with you because this is a game changer in your practice. And listen, I recommend everybody watch this video. Now I know that some people that are in this program probably don't do interview exam review. They say I don't have time, I'm PPO. I just can't do it. Listen, I get it. That's why I'm directing people to this one specific video. Even if it doesn't ... nothing else works for you, this is going to work. Okay? You have to understand this, and as this content builds out and all these things build out, I see this platform getting bigger and bigger and bigger, and you're gonna be able to take bits and pieces that really, really work in your practice the way that I designed it.

Yes, it's a whole system. The more you follow the complete system, the better the result you're going to get. But I know that some practices just aren't there yet. So this tenant is vital. It's this idea of comparing health, disease and the patient's current state. You can do this without even necessarily going through a Possibility Session. In fact, you could actually do this on hygiene recalls as well where you have a picture of health, picture of disease and just where they're at. You take a quick snapshot, you throw it in a little template and say, "Hey, this is currently where we're at. This is what's concerning me. Do you have any questions about this? Does this concern you?" Right? Honestly you can take these concepts and apply it in every part of your practice. I can't stress how important that is and I can't stress how important it is for you to go back through these videos over and over and over again and think about each part of your process and say, do I have this tenant in place?

Do I not have this tenant in place? Is this working well? Is this working well? What do I need to modify? That is the point of these core videos is to get you thinking about your process. What's working, what's not working, how can you improve. Let's dig into comparing health disease in their current state. This is where we use the power of the previous buildup in their own brain to test what it is they're seeing and what they want. If you look at the way that the PowerPoint is laid out, you're going to have three pictures. You're going to have on the top left picture, the picture of health. The top right is the picture of disease. Those are the same pictures we looked at at that initial interview. You have to understand this is a process that we're laying out that layers on top of each other.

You're not throwing something new at the patient here. You're going over stuff we've already talked about. There is incredible power behind this. There's a psychology behind it. When I tried to explain this to dentists, sometimes they just don't get it, but you have to understand that when we laid out health and disease, we did it in a very nonjudgmental way with the patient. At that first appointment and it's a vital thing that you did it that way. You're not necessarily blindsiding them or you're telling them, hey, you know, I'm seeing this and this and this is where you're at. No, we laid out what health and disease were, looked like at the beginning and if you remember during that interview we talked about these things and we wanted to make sure there was an agreement. Hey, this looks healthy, right? Yeah. That looks healthy.

This is diseased. You see what I'm talking about here? Yes, I see what I'm talking about. I can guarantee you at that first interview appointment, if that patient left after that interview in the review or the guided tour, the first thing they did is they went and they looked at their teeth. They went, oh my gosh. I don't know. Am I more like that or am I more like that? They already know where they're at on this, but this is further confirmation. This is, in my opinion, one of the most powerful ways of using photography. If you just take photos and you show them to a patient, you say, "Hey, what are you seeing?" Some patients will say, "That's really ugly. That's gross." Okay. Those are the patients that probably are going to do something.

But the ones that you, you really get frustrated ... It's like the tooth wear patient where you take photos and you show them and say, "Hey, you see this?" And they go, "Yeah, what's your point?" They have no idea. The reason they have no idea is you've never painted a picture of what health and disease look like, so this is one of the most powerful ways to use photography, and we go from dictating therapy to letting them tell us what they want to improve.

You will be shocked at how much patients will tell you, I don't like this and this and this and this I'm seeing this. This was healthy. This is where I'm at. This is not healthy. Look at the gum tissue there. It's bleeding. I don't want that. They will tell you what is most important to them when they start to look at these pictures. The patients that you want to be a little bit not concerned about, but you just know is if they look at these pictures and there's this blank stare and they say, Yeah, I don't really see anything different" and it's drastically different than the picture of health.

You know that that patient either A., isn't involved in the processes at all and is being very passive or B., does not care, does not value health. That means to me, not that I'm going to let them go as a patient, but I know that it's going to be an uphill battle trying to get them to see the value in dentistry and to be honest, that's going to be the point at, as we go through the rest of this Possibility Session, I think they're probably going to be in a reactionary disease care model and that's totally fine. That's totally fine. They just need to know, they have a choice. They need to know what best dentistry is from me and they need to know they have a choice. They do not have to choose the wellness model. They just have to make a choice in any particular point in time at this appointment.

They can change their mind later. They can start in a disease care model and they go to a wellness care model when they see they're repeating the patterns from before, but they need to have a choice. Like I said, simple slides set up. Top left is optimal health top writer's disease. Bottom center is their picture and you can ask this question, When you look at their picture, does it look more like the health picture or more like the disease picture? What is it that you're seeing? Tell me what you're seeing. You've got to get them involved in this process. You got to have a co-discovery process. Let them describe what they're seeing. It is time for you to shut up here. You let them talk. You want them to have connections. You want them, as I talked about story selling, you want them to have their own emotional epiphany here.

You want them to make that connection that their mouth is either more healthy or diseased up front. You can't tell them everything, some things they have to see. The eye way is the highway to the mind, right? So when they're seeing these pictures, they're going to have a response to it and you've got to pay attention to the way that they're looking at these. You've got to pay attention to the way that they're talking about these. Really this is the time for you not to talk and listen to what they're saying, because what they will say will tell you everything about the next course of action for you. The action steps here, very, very simple. This is number one, implement and make sure you're using the power of comparing and contrasting health and disease, with the patient's intra oral photographs, you take at the guided tour appointment. You absolutely have to do this.

Like I said earlier, go ahead and start to use this even in hygiene re care appointments. If you have pictures, you've got to get them to understand what those pictures are actually implying of what they mean. And when you do that, all these amazing things will start to happen for your patients. So make sure you implement this and tell me about it on these Q and A sessions that we're doing, and, if you reach out to me via email, just say, hey, that really, really worked. That's incredible, or I need a little bit of help with this. That's what we're here for. Okay, I'll see you at the next video.