Knowing Your Patients Trains Them to Make Healthy Choices

Current Issue , Practice Management

Your patients don’t want to feel overwhelmed. Your team doesn’t, either! Leading your patient to know more about what you know while you learn about them is what Pride Institute believes is the best way to form a long-term relationship based on value, commitment, and accountability. My team gets asked “How?” by dentists all the time.

One of my favorite quotes that helps to definitively answer that question is:

“Patients carry their OWN DOCTOR inside. They come to us not knowing that truth. We are at our best when we give the physician who resides within each patient a chance to go to work.” Albert Schweitzer

Since patients may not know what the best course of treatment is, it’s important to explain the pathways and options to them from a perspective that’s not mystifyingly clinical, nor just fact-based. Remember that every patient satisfaction survey that has been done in the medical/dental world highlights the same reasons that patients say no to treatment, or no show or cancel, or fail to follow through with their care:


In this era of You Tube videos, Wikipedia, and WebMD, it is safe to assume that your new patients may have done some online research before picking up the phone. This tends to confuse them more and it definitely does not mean that they fully understand sleep issues. Nor do they understand the breadth and scope of potential sleep solutions! Therefore, the ultimate goal of every new patient interaction is to educate, motivate and help them find their own reasons to value care.

Co-diagnostic partnerships grow when  potential patients learn what questions to ask and then hear better answers than they can find on their own, which makes all the difference! The following is a list of  key questions that we hope your educated patients want answers to. To train your patients in advance of their first appointment, these can be included on your website on a custom FAQ tab, in a mailed or virtual welcome packet or in marketing materials to be used in coordination with your allied health care community. Use them well and build commitment!

In order to get the most from your new patient evaluation, please consider your thoughts about these questions. Sharing this with your dentist/sleep solution provider will be a great start. Please add any other questions that will help us discover how we can best work together.


An educated patient will want to do what you want them to do. They will rise above finance, insurance and scheduling obstacles to get the treatment they deserve and desire. So, if you want better patient conversion and retention… train your patient and help them connect to their internal Doctor!