Let’s say your patient needs a new crown. You’re about to mention this when something stops you. You realize the patient is wearing a faded T-shirt and ripped jeans. An hour ago, you saw them drive into the parking lot with an old pickup truck. And you overheard the admin staff say your patient is a construction worker.
That’s what we call a wallet biopsy.
You’re probably wondering, “What’s a wallet biopsy?” It’s when dentists judge a patient’s financial status based on their appearance. When a wallet biopsy happens, dentists talk themselves out of treatment before they even bring it up. They see the clothes, the car and the job, and they assume their patients can’t afford treatment.
Don’t judge a book by its cover! You can’t guess how much money a patient makes just by looking at them.
Forget how much it costs. Your number one priority is getting patients the dental care they need. Focus on communicating the value of treatment to your patients. When they see the value, they’ll find a way to pay for it.
A wallet biopsy sounds pretty ridiculous. Imagine if we actually conducted a biopsy on wallets!
Kirk Behrendt is a renowned consultant and speaker in the dental industry, known for his expertise in helping dentists create better practices and better lives. With over 30 years of experience in the field, Kirk has dedicated his professional life to optimizing the best systems and practices in dentistry. Kirk has been a featured speaker at every major dental meeting in the United States. His company, ACT Dental, has consistently been ranked as one of the top dental consultants in Dentistry Today's annual rankings for the past 10 years. In addition, ACT Dental was named one of the fastest-growing companies in the United States by Inc Magazine, appearing on their Inc 5000 list. Kirk's motivational skills are widely recognized in the dental industry. Dr. Peter Dawson of The Dawson Academy has referred to Kirk as "THE best motivator I have ever heard." Kirk has also assembled a trusted team of advisor experts who work with dentists to customize individual solutions that meet their unique needs. When he's not motivating dentists and their teams, Kirk enjoys coaching his children's sports teams and spending time with his amazing wife, Sarah, and their four children, Kinzie, Lily, Zoe, and Bo.
