The real secret to comprehensive case acceptance

Feb. 1, 2011
James Cagney is considered by many to be the finest American actor. When asked his secret to success, he replied simply, "Look the other guy in the eye and tell the truth."

Nate Booth, DDS

For more on this topic, go to and search using the following key words: James Cagney, real secret to scuccess, comprehensive case acceptance, Dr. Nate Booth.

James Cagney is considered by many to be the finest American actor. When asked his secret to success, he replied simply, "Look the other guy in the eye and tell the truth."

Helping patients accept comprehensive dentistry is no different. Look them in the eye and tell the truth.

So what is "the truth" when it comes to the care you recommend? I believe the truth is the best that modern dentistry has to offer.

Sometimes it's easy to filter our recommendations by what we think our patients will accept. Or we have the tendency to diagnose people's pocketbooks by assuming their financial situation won't allow them to say "Yes" to comprehensive dentistry.

But consider this fact. More millionaires in North America drive Ford F150 pickups than any other vehicle. So the next time someone pulls up in front of your office in a dusty old F150, immediately think millionaire! The point is, you never know.

In addition, you must be able to deliver (or refer to someone who can deliver) the very best. This means you need the training and equipment to deliver the best.

Not everyone wants or can fit the best into their budgets. So in most cases give people options in the preventive, periodontal, restorative, replacement, and cosmetic dentistry you provide. Then accept their decisions as the best choices for them.

Every day in the office your entire team is on stage. Be like James Cagney. Look your patients in the eye and tell the truth. They will hear your message loud and clear. They will feel your caring and sincerity. That experience will move them to act in ways that improve their health and happiness. And we all love a happy ending to any movie.

To receive information on the following, e-mail Dr. Booth at [email protected] or call (702) 444-1362 -

  • A complimentary report on The Five Biggest Comprehensive Case Acceptance Mistakes Dentists Routinely Make
  • Dr. Booth's 75-minute, interactive "Yes" System training webinar that you can attend from the comfort of your home
  • Dr. Booth's live and lively presentations to dental groups
Dr. Nate Booth is a speaker, consultant, and author who provides dentists with the information and systems they need to thrive in their dental practices. He is the creator of the in-office, DVD based program, The "Yes" System. For more information, go to, or call (702) 444-1362.

More DE Articles
Past DE Issues

Sponsored Recommendations

Clinical Study: OraCare Reduced Probing Depths 4450% Better than Brushing Alone

Good oral hygiene is essential to preserving gum health. In this study the improvements seen were statistically superior at reducing pocket depth than brushing alone (control ...

Clincial Study: OraCare Proven to Improve Gingival Health by 604% in just a 6 Week Period

A new clinical study reveals how OraCare showed improvement in the whole mouth as bleeding, plaque reduction, interproximal sites, and probing depths were all evaluated. All areas...

Chlorine Dioxide Efficacy Against Pathogens and How it Compares to Chlorhexidine

Explore our library of studies to learn about the historical application of chlorine dioxide, efficacy against pathogens, how it compares to chlorhexidine and more.

Whitepaper: The Blueprint for Practice Growth

With just a few changes, you can significantly boost revenue and grow your practice. In this white paper, Dr. Katz covers: Establishing consistent diagnosis protocols, Addressing...