Taking Over an Existing Patient List

In this episode, Brad explains the realities of taking over an existing patient list and shares practical advice on how you can work towards achieving successful long-term relationships with ‘new to you’ patients. There is a careful balance to be achieved when you are taking over an existing list and research clearly shows that introducing a fear factor about what hasn’t been done previously will not help in developing a positive and productive long-term relationship with the patient. Brad explains the steps you can take and why being patient can ultimately be the best way to build a positive relationship with your dental patient and achieve the long-term outcomes you want for their dental health.   KEY TAKEAWAYS You must think about what your purpose is as a dentist. We want to improve peoples’ dental health for the better and give them better long-term prospects. Better outcomes can only be achieved through having long term relationships with patients. The priority is building rapport as this will make patients you are taking over more receptive to advice and information on treatments they need. As a dentist, the end goal is to get the  patient engaged and proactive in their own self-management with you, as the dentist, part of their long-term dental management.      Linking to something the patient is familiar with and then steering them towards the idea of doing something new is an effective approach. You are seeking to change behaviours and research shows that the fear factor is not effective in changing behaviours. Its more effective to change behaviours over time, rather than alienate the client and lose them as a patient from your practice. Each patient will require a personalised approach having a ‘prepared speech’ will put off patients. The long-term relationships built with patients are the most important – if patients aren’t coming to the practice they can’t be treated in any way.   BEST MOMENTS ‘The initial appointments should be about building rapport’ ‘Be a little bit more patient and don’t take it personally’ ‘You can’t hide information but there are better ways to deliver it to patients’ ‘The majority of our patients are engaged and proactive in their own care’       ABOUT THE HOST Brad believes that everyone at any level should be focused on achieving multiple sources of income to create diversity and balance in life. He feels passionate about helping dentists work towards freedom by building wealth in different areas and helping to develop a mindset to improve one’s ability to handle the stresses of clinical life.    Still a practising dentist, Brad has implemented strategies to create a practice to allow him to carry out the dentistry he wants whilst continually expanding with loyal staff and patients. These strategies can be adapted to any dentist, whether you are an associate or the practice owner, to help bring back your passion for dentistry.   In addition to running a successful private dental practice, he has grown several other dental businesses and as an investor is growing wealth outside of dentistry to help protect his legacy for his growing family.   He is chair of the Horsforth Town Team, dedicated to the promotion and development of business in his local area in North Leeds, UK.   Due to his track record and down to earth advice, he has become sought after as a mentor and spends part of his time dedicated to mentoring dental professionals about business, mindset and personal development.   CONTACT METHOD Brad Thornton Instagram Brad Thornton LinkedIn Brad Thornton Facebook