If you think I’m wrong, let’s do a thought exercise. Think of the patient problem that’s been occupying your mind the most lately. It may be lack of case acceptance (the obvious one) or patient dissatisfaction (bad Yelp review anyone?). Hold that problem in your mind. Concentrate on it. Feel it.
Now…how does that problem become different if the treatment proposed to the patient was free? How might that problem resolve? What could you do in your practice to take away that objection?
I’m not offering any specific solutions here. Obviously there are a million ways to skin the financial arrangements cat. But it’s worth remembering that patients may love us, our office and our team. But no one is sitting at home hoping that they’ll be able to cut us a check using money that they’d rather spend on the new iPhone.