Dentists soften bad news with "little," "quick," "tiny" and "touch" because they're trying to be kind. But minimising language leaves patients unsure whether their problem is actually serious. Channel some Dr Ben Casey gravitas instead.

Selling treatment creates pressure for you and the patient. The alternative mindset removes it entirely, and paradoxically lifts your case acceptance rate. Here's why "reactance" makes pushing counterproductive, and what to do instead.

Be sympathetic to your patients, not empathetic. Sympathy keeps you present and caring, while empathy will burn you out. After 30+ years in practice, here's why the distinction matters more than most dentists realise.

I once doubled a fee hoping to lose every case that came with it and started winning almost all of them. Here's what that taught me about pricing.

In 1986, more out of desperation than conviction, I took a communication course. Here's what I learned and why I'm running a seminar on 25 July.

A lady told me she'd pay $200 more for a 30-minute crown prep appointment over a 90-minute one. That changed everything I thought I knew about fees.

Discounting can feel sensible. It isn't. Here's what it costs financially, what it signals to patients, and why your best patients deserve better.

Why do patients decline treatment they need? Here are 5 practical strategies that improve case acceptance without pressure.

When a patient declines treatment, pushing harder or stripping the plan back are both wrong. Here’s what actually works and why it starts with letting go.

Communication is a vital skill yet most dentists don't know they're getting it wrong. A challenge for every dentist who cares about their patients.

A practical guide to the tough questions patients ask about cost, necessity, and risk — and how to answer them in a way that builds trust and acceptance.

Not every patient is worth keeping. Learn the 13 patient types that drain your time, energy, and profit and what to do about them.