Occasionally you have a realisation that is so important that it changes everything.

Discovering an unexpected crack is one thing. Communicating it to a patient who feels nothing and getting them to act is another challenge entirely.

It’s possible that you have been undercharging.

Treatment discussion need to be short. Really short.

Problems will happen. It’s how you deal with them that makes all the difference.

Dental school teaches you how to fix teeth but doesn’t teach you how to run a profitable business.

Staff need to give patients the same treatment explanations the dentist does. Inconsistency quietly destroys case acceptance.

The first few years after graduation are difficult. Here are some suggestions to help you.

Never pressure patients into treatment. It is counter-productive and dangerous.

Constantly experimenting with new ideas is a way you can make big progress in your practice.

You may need fewer new patients than you think.

A simple change to your new patient form can meaningfully improve case acceptance from the very first visit.

Some dentists invest huge time and effort “educating” patients. Is this worthwhile, or is it a fool’s errand.

Sometimes people behave in the opposite of the way that is rational.

Constantly criticising patients — even gently — damages the trust that case acceptance depends on. Here's a better approach.

What’s the best thing to do at the start of your career? Get out of your comfort zone.