Learn to recognize “buying statements.” After treatment has been presented but not yet accepted, patients may unknowingly reveal their inclination to agree to treatment by making a buying statement, such as, “Would my insurance cover this?” or “Will I be able to eat normally after the procedure?” Respond to this kind of comment positively, knowing these patients are probably already committed to treatment.

Follow these rules for greater success. In his book 43 Rules to Increase Practice Production, Dr. Levin provides valuable advice about growing your practice in the new dental market. To read a free excerpt, go here and click on the “Read an Excerpt” button.