Stressed About Employee Salaries?

Coaching dentists to become confident leaders of a profitable practice
concerned best friend

Stern Dentist or Concerned Best Friend


It is discouraging when patients say they can’t afford your recommended treatment. Perhaps you’re so tired of hearing that objection that you compromise the plan or get more forceful about the dire consequences of not doing the treatment.  But this approach has its limitations. Instead, you can adapt a communication style that takes you out of the business of overcoming objections and instead encourages patients to convince themselves to get the treatment.

The Stern Dentist

When a patient says she can’t afford treatment, there could be three things she means:

  1. I want this treatment but I don’t have access to any resources that will make this possible.
  2. I don’t trust you and I need a polite way of getting you off my back.
  3. I don’t value the solution you’re offering (or my problem doesn’t need this solution.)

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Inspired Us to Dream Bigger, and it Works

“As an Office Manager, I’ve seen a great difference in my practice since starting with Sharyn. Three years ago our staff was in turmoil with a lot of infighting and gossip and some jealousy directed towards me.

I had given up because everything I did was judged. Now I have learned to have more one-to-one communication and by being more vulnerable with individuals I found my leadership voice. As a team, we’re all focused on the same goals.

Last year, in August we produced $88,000. This year we’re on track to produce $111,000 this month. I know it’s because we learned how to follow through with patients and communicate our expectations while building our systems.

Sharyn has gotten us out of our comfort zone and inspired us to dream bigger and it works.”

–Sharon St Pierre, Sperbeck Dental Care

The Stress-Free Guide to Attract World-Class Dental Employees

You’ll learn how to