DentaltownUK April 2017 - 17

Howard Speaks

Column

We sell the invisible, and it's all
about trust. You have to have staff
who believe in you, who will stay
with you for years and years, and
will help build trust between you
and what you sell to your patients.

example, said: "We're going to create a hospital where
we'll be known as the best-the ones to be trusted."
Same with John Hopkins-again, about trust.
Meanwhile, we have more women coming out of
dental school who are easier to talk to, more engaging,
more preferred by patients, and they're going to absolutely
crush it in dentistry. (Ask any mom in America whether
she thinks a male or female dentist would do a better job
on their child, and chances are she'll opt for the woman.)
Because communication builds trust, women can
hold a significant advantage over men. On average,
women say about 5,800 words each day, compared to
men's 1,500-1,700. Women talk more, and that is by
no means a negative-in fact, when you're building a
team in health care, this is a very good thing.
We measure success in two areas in dentistry-treatment planning acceptance and staff turnover. Look at
the stats on decay: For every 100 cavities that a dentist
diagnoses, only 38 get filled. Roughly one-third. I firmly
believe that if you write a prescription for high blood
pressure for Grandpa, he's going to throw it out the
window on his way to McDonald's. People are crazy.
I'm crazy. We're all crazy. You know who takes that
prescription and makes sure it gets filled? Grandma.
Or the grandpa's daughter or granddaughter.

Check out Howard Farran's
podcasts!
Listen to free Dentistry Uncensored with
Howard Farran podcasts about staffing and
motivation-and pretty much anything
under the sun!-by downloading them
from iTunes.

Women get things done and taken care of. When it comes to
your practice, that's usually your treatment plan presenter, your office
manager, your assistants. If it weren't for them, even those 38 out
of 100 cavities that do get filled would drop off. It's also because of
them that we see more than those 38 getting drilled and filled. They
know that they're selling the invisible. They know it doesn't really
come down to what insurance covers when they can see the patient
just bought a new $800 iPhone, and they just heard about their
vacation to Disneyland with the three kids. We all know patients
have that $250 to save their tooth. ■

See Howard Live!
Howard Farran, DDS, MBA, is an international speaker
who has written books and dozens of articles. To schedule
Howard to speak at your next national, state or local dental
meeting, email rebecca@farranmedia.com.

2017
29

MAR

19-22

Patterson Dental Rock & Roll
Hall of Fame Event
Cleveland, Ohio

Townie Meeting 2017

APR

Caesars Palace, Las Vegas

28

Winnebago County Dental Society

APR

29-1

JUL-Aug

Rockford, Illinois

Pearly Whites conference
Melbourne and Sydney, Australia

dentaltownuk.com \\ APRIL 2017

17


https://itunes.apple.com/us/podcast/dentistry-uncensored-with-howard-farran/id916907356?mt=2 http://www.dentaltownuk.com

Table of Contents for the Digital Edition of DentaltownUK April 2017

Cover
Meet the Team
Mike Gow
Industry News
Howard Speaks
International Dental Show
Through the Keyhole: Surgery—Home and Away
What's on Dentaltown
Golden Nuggets
Continuing Education
BACD: Rise of Cosmetic Dentistry
3-D Printing
Google: Leading Cause of Truth Decay
General Practice: Message Board
Time Out
Probing Report
Eating Disorders
Physiotherapy in the Treatment of Craniomandibular, Craniofacial and Craniocervical Disorders
Prosthodontics: Message Board
Plan Z
Online Marketing
Product Profile
Finance: Message Board
Lifestyle Section
Student Section
Poll
The European Society of Hypnosis
Wish List
DentaltownUK April 2017 - Cover
DentaltownUK April 2017 - Cover2
DentaltownUK April 2017 - 3
DentaltownUK April 2017 - 4
DentaltownUK April 2017 - Meet the Team
DentaltownUK April 2017 - 6
DentaltownUK April 2017 - 7
DentaltownUK April 2017 - 8
DentaltownUK April 2017 - 9
DentaltownUK April 2017 - Mike Gow
DentaltownUK April 2017 - 11
DentaltownUK April 2017 - Industry News
DentaltownUK April 2017 - 13
DentaltownUK April 2017 - 14
DentaltownUK April 2017 - 15
DentaltownUK April 2017 - Howard Speaks
DentaltownUK April 2017 - 17
DentaltownUK April 2017 - International Dental Show
DentaltownUK April 2017 - 19
DentaltownUK April 2017 - 20
DentaltownUK April 2017 - 21
DentaltownUK April 2017 - 22
DentaltownUK April 2017 - 23
DentaltownUK April 2017 - Through the Keyhole: Surgery—Home and Away
DentaltownUK April 2017 - 25
DentaltownUK April 2017 - 26
DentaltownUK April 2017 - 27
DentaltownUK April 2017 - What's on Dentaltown
DentaltownUK April 2017 - Golden Nuggets
DentaltownUK April 2017 - 30
DentaltownUK April 2017 - 31
DentaltownUK April 2017 - Continuing Education
DentaltownUK April 2017 - 33
DentaltownUK April 2017 - BACD: Rise of Cosmetic Dentistry
DentaltownUK April 2017 - 35
DentaltownUK April 2017 - 3-D Printing
DentaltownUK April 2017 - 37
DentaltownUK April 2017 - 38
DentaltownUK April 2017 - Google: Leading Cause of Truth Decay
DentaltownUK April 2017 - 40
DentaltownUK April 2017 - 41
DentaltownUK April 2017 - General Practice: Message Board
DentaltownUK April 2017 - 43
DentaltownUK April 2017 - 44
DentaltownUK April 2017 - 45
DentaltownUK April 2017 - 46
DentaltownUK April 2017 - 47
DentaltownUK April 2017 - Time Out
DentaltownUK April 2017 - 49
DentaltownUK April 2017 - Probing Report
DentaltownUK April 2017 - 51
DentaltownUK April 2017 - Eating Disorders
DentaltownUK April 2017 - 53
DentaltownUK April 2017 - 54
DentaltownUK April 2017 - 55
DentaltownUK April 2017 - Physiotherapy in the Treatment of Craniomandibular, Craniofacial and Craniocervical Disorders
DentaltownUK April 2017 - 57
DentaltownUK April 2017 - 58
DentaltownUK April 2017 - 59
DentaltownUK April 2017 - 60
DentaltownUK April 2017 - 61
DentaltownUK April 2017 - Prosthodontics: Message Board
DentaltownUK April 2017 - 63
DentaltownUK April 2017 - 64
DentaltownUK April 2017 - 65
DentaltownUK April 2017 - 66
DentaltownUK April 2017 - 67
DentaltownUK April 2017 - 68
DentaltownUK April 2017 - Plan Z
DentaltownUK April 2017 - 70
DentaltownUK April 2017 - 71
DentaltownUK April 2017 - Online Marketing
DentaltownUK April 2017 - 73
DentaltownUK April 2017 - 74
DentaltownUK April 2017 - 75
DentaltownUK April 2017 - Product Profile
DentaltownUK April 2017 - 77
DentaltownUK April 2017 - Finance: Message Board
DentaltownUK April 2017 - 79
DentaltownUK April 2017 - 80
DentaltownUK April 2017 - 81
DentaltownUK April 2017 - 82
DentaltownUK April 2017 - 83
DentaltownUK April 2017 - 84
DentaltownUK April 2017 - 85
DentaltownUK April 2017 - Lifestyle Section
DentaltownUK April 2017 - 87
DentaltownUK April 2017 - 88
DentaltownUK April 2017 - 89
DentaltownUK April 2017 - 90
DentaltownUK April 2017 - 91
DentaltownUK April 2017 - 92
DentaltownUK April 2017 - 93
DentaltownUK April 2017 - 94
DentaltownUK April 2017 - 95
DentaltownUK April 2017 - Student Section
DentaltownUK April 2017 - 97
DentaltownUK April 2017 - 98
DentaltownUK April 2017 - 99
DentaltownUK April 2017 - 100
DentaltownUK April 2017 - 101
DentaltownUK April 2017 - 102
DentaltownUK April 2017 - 103
DentaltownUK April 2017 - Poll
DentaltownUK April 2017 - The European Society of Hypnosis
DentaltownUK April 2017 - Wish List
DentaltownUK April 2017 - Cover3
DentaltownUK April 2017 - Cover4
https://www.nxtbook.com/farran/dentaltown/dentaltown-june-2021
https://www.nxtbook.com/farran/dentaltown/dentaltown-may-2021
https://www.nxtbook.com/farran/dentaltown/dentaltown-april-2021
https://www.nxtbook.com/farran/dentaltown/dentaltown-march-2021
https://www.nxtbook.com/farran/dentaltown/dentaltown-february-2021
https://www.nxtbook.com/farran/dentaltown/2021January
https://www.nxtbook.com/farran/dentaltown/2020December
https://www.nxtbook.com/farran/dentaltown/2020November
https://www.nxtbook.com/farran/dentaltown/2020NewGrad
https://www.nxtbook.com/farran/dentaltown/2020October
https://www.nxtbook.com/farran/dentaltown/2020September
https://www.nxtbook.com/farran/dentaltown/2020August
https://www.nxtbook.com/farran/dentaltown/2020July
https://www.nxtbook.com/farran/dentaltown/2020June
https://www.nxtbook.com/farran/dentaltown/2020May
https://www.nxtbook.com/farran/dentaltown/2020April
https://www.nxtbook.com/farran/dentaltown/2020March
https://www.nxtbook.com/farran/dentaltown/2020February
https://www.nxtbook.com/farran/dentaltown/2020January
https://www.nxtbook.com/farran/dentaltown/2019December
https://www.nxtbook.com/farran/dentaltown/2019November
https://www.nxtbook.com/farran/dentaltownuk/2019OctoberNovember
https://www.nxtbook.com/farran/dentaltown/2019October
https://www.nxtbook.com/farran/dentaltown/2019NewGrad
https://www.nxtbook.com/farran/dentaltown/2019September
https://www.nxtbook.com/farran/dentaltown/2019August
https://www.nxtbook.com/farran/dentaltown/2019July
https://www.nxtbook.com/farran/dentaltownuk/2019JuneJuly
https://www.nxtbook.com/farran/dentaltown/2019June
https://www.nxtbook.com/farran/dentaltown/2019May
https://www.nxtbook.com/farran/dentaltownuk/2019AprilMay
https://www.nxtbook.com/farran/dentaltown/2019April
https://www.nxtbook.com/farran/dentaltown/2019March
https://www.nxtbook.com/farran/dentaltown/2019February
https://www.nxtbook.com/farran/dentaltownuk/2019FebruaryMarch
https://www.nxtbook.com/farran/dentaltown/2019January
https://www.nxtbook.com/farran/dentaltownuk/2018Winter
https://www.nxtbook.com/farran/dentaltown/2018December
https://www.nxtbook.com/farran/dentaltown/2018November
https://www.nxtbook.com/farran/dentaltownuk/2018November
https://www.nxtbook.com/farran/dentaltown/2018October
https://www.nxtbook.com/farran/dentaltownuk/2018October
https://www.nxtbook.com/farran/dentaltown/2018NewGrad
https://www.nxtbook.com/farran/dentaltown/2018September
https://www.nxtbook.com/farran/dentaltownuk/2018September
https://www.nxtbook.com/farran/dentaltown/2018August
https://www.nxtbook.com/farran/dentaltownuk/2018July
https://www.nxtbook.com/farran/dentaltown/2018July
https://www.nxtbook.com/farran/dentaltownuk/2018June
https://www.nxtbook.com/farran/dentaltown/2018June
https://www.nxtbook.com/farran/dentaltownuk/2018May
https://www.nxtbook.com/farran/dentaltown/2018May
https://www.nxtbook.com/farran/dentaltownuk/2018April
https://www.nxtbook.com/farran/dentaltown/2018April
https://www.nxtbook.com/farran/dentaltown/2018March
https://www.nxtbook.com/farran/dentaltownuk/2018March
https://www.nxtbook.com/farran/dentaltown/2018February
https://www.nxtbook.com/farran/dentaltownuk/2018February
https://www.nxtbook.com/farran/dentaltown/2018January
https://www.nxtbook.com/farran/dentaltown/2017December
https://www.nxtbook.com/farran/dentaltownuk/2017Winter
https://www.nxtbook.com/farran/dentaltown/2017November
https://www.nxtbook.com/farran/dentaltown/2017October
https://www.nxtbook.com/farran/dentaltownuk/2017october
https://www.nxtbook.com/farran/dentaltown/NewGrad2017
https://www.nxtbook.com/farran/dentaltown/2017September
https://www.nxtbook.com/farran/dentaltownuk/2017September
https://www.nxtbook.com/farran/dentaltownuk/2017August
https://www.nxtbook.com/farran/dentaltown/2017August
https://www.nxtbook.com/farran/dentaltown/2017July
https://www.nxtbook.com/farran/dentaltownuk/2017July
https://www.nxtbook.com/farran/dentaltown/2017June
https://www.nxtbook.com/farran/dentaltownuk/2017may
https://www.nxtbook.com/farran/dentaltown/2017May
https://www.nxtbook.com/farran/dentaltownuk/2017April
https://www.nxtbook.com/farran/dentaltown/2017April
https://www.nxtbook.com/farran/dentaltown/2017March
https://www.nxtbook.com/farran/dentaltownuk/dentaltownuk/2017march
https://www.nxtbook.com/farran/dentaltown/February2017
https://www.nxtbook.com/farran/dentaltown/2017January
https://www.nxtbook.com/farran/dentaltown/2016December
https://www.nxtbook.com/farran/dentaltown/2016November
https://www.nxtbook.com/farran/dentaltown/2016October
https://www.nxtbook.com/farran/dentaltown/2016nge
https://www.nxtbook.com/farran/dentaltown/2016september
https://www.nxtbook.com/farran/dentaltown/2016august
https://www.nxtbook.com/farran/dentaltown/2016july
https://www.nxtbook.com/farran/dentaltown/2016june
https://www.nxtbook.com/farran/dentaltown/2016may
https://www.nxtbook.com/farran/dentaltown/2016april
https://www.nxtbook.com/farran/dentaltown/2016march
https://www.nxtbook.com/farran/dentaltown/2016february
https://www.nxtbook.com/farran/dentaltown/2016january
https://www.nxtbook.com/farran/dentaltown/2015december
https://www.nxtbook.com/farran/dentaltown/2015november
https://www.nxtbook.com/farran/dentaltown/2015october
https://www.nxtbook.com/farran/dentaltown/2015nge
https://www.nxtbook.com/farran/dentaltown/2015september
https://www.nxtbook.com/farran/dentaltown/2015august
https://www.nxtbook.com/farran/dentaltown/2015july
https://www.nxtbook.com/farran/dentaltown/2015june
https://www.nxtbook.com/farran/dentaltown/2015may
https://www.nxtbook.com/farran/dentaltown/2015april
https://www.nxtbook.com/farran/dentaltown/2015march
https://www.nxtbook.com/farran/dentaltown/2015february
https://www.nxtbook.com/farran/dentaltown/2015january
https://www.nxtbook.com/farran/dentaltown/2014december
https://www.nxtbook.com/farran/dentaltown/2014decemberb
https://www.nxtbook.com/farran/dentaltown/2014november
https://www.nxtbook.com/farran/dentaltown/2014october
https://www.nxtbook.com/farran/dentaltown/2014newgrad
https://www.nxtbook.com/farran/dentaltown/2014september
https://www.nxtbook.com/farran/dentaltown/2014august
https://www.nxtbook.com/farran/dentaltown/2014july
https://www.nxtbook.com/farran/dentaltown/2014june
https://www.nxtbook.com/farran/dentaltown/2014may
https://www.nxtbook.com/farran/dentaltown/2014april
https://www.nxtbook.com/farran/dentaltown/2014march
https://www.nxtbook.com/farran/dentaltown/2014february
https://www.nxtbook.com/farran/dentaltown/2014january
https://www.nxtbook.com/farran/dentaltown/2013december
https://www.nxtbook.com/farran/dentaltown/2013november
https://www.nxtbook.com/farran/dentaltown/2013october
https://www.nxtbook.com/farran/dentaltown/2013newgrad
https://www.nxtbook.com/farran/dentaltown/2013september
https://www.nxtbook.com/farran/dentaltown/2013august
https://www.nxtbook.com/farran/dentaltown/2013july
https://www.nxtbook.com/farran/dentaltown/2013june
https://www.nxtbook.com/farran/dentaltown/2013may
https://www.nxtbook.com/farran/dentaltown/2013april
https://www.nxtbook.com/farran/dentaltown/2013march
https://www.nxtbook.com/farran/dentaltown/2013february
https://www.nxtbook.com/farran/dentaltown/2013january
https://www.nxtbook.com/farran/dentaltown/2012december
https://www.nxtbook.com/farran/dentaltown/2012November
https://www.nxtbookmedia.com