The Patient Advocate ZONE State-Of-Mind

The Patient Advocate ZONE State-Of-Mind

The Patient Advocate ZONE State-Of-Mind

Published: 11/04/2022
Author: Charles Hernandez
Senior Practice Consultant

When dental team members are in "The Patient Advocate Zone" state of mind, they are laser-focused on the patient's agenda, and nothing else. They're instinctively putting the patient first, anticipating their needs, and addressing any concerns or questions. It's a powerful place to be for the team, and for the patients they serve. In this blog post, we'll explore what it means to be in The Patient Advocate Zone and share some tips on how you can get there yourself.

Ask yourself the following questions -

  • What does it take to keep you in the zone?
  • What motivates you so much that you stay focused enough to get you through the day?

It can be as simple as the feeling we get driving to work or home blasting our favorite music. For some it’s the fulfillment of a great workout drenched in sweat; for others, it’s accomplishing a challenging task, closing a significant deal, or winning a long-awaited negotiation. Whatever the case, most athletes, actors, and even politicians get in that state of mind that we refer to as the "ZONE". When you're in the ZONE headspace, nothing matters but where you are in that given time and space. You can acheive a focus is so great that nothing can distract your mental state. Or can it?

a treatment coordinator clsoing a case during a patient consultation.

Getting in the Zone while preparing for negotiation becomes tricky; so many obstacles can develop fast enough to be distracting, thus unnerving the thinking process, and causing a mental halt. An old phrase states: “Everyone has a plan until they are punched in the face.”

I attended a training meeting recently, where I educated the Doctor and their staff on their new landing pages, Dashboard system, and the importance of developing an easy-to-follow workflow. Everything was going great; until the Doctor threw a nerve recking curve ball during the meeting. He asked a simple question, “How can you help me if you don’t even know me? I paused; I thought to myself; wow, that’s true. Here I’m focused so hard on achieving the goal that I bypassed the simplest of rules in sales, which is to get to know your client before trying to pitch them a product or services.

Eventually, I overcame the meeting, but it kept me thinking about what had transpired; so many of us get so focused on the bottom line, achieving our goals, that we take the simplest things for granted. For Patient Advocates (PA), this is a fundamental lesson when dealing with potential implant patients. These patients are in pain, not living the quality of life they deserve, and going through a lot emotionally. Think of your attention as a spotlight. You can see things clearly if you shine that spotlight on one area.

a dentist and a dental patient shaking hands and smiling.

Changing someone’s life for the better takes a lot of exceptional sales skills, especially when it comes to these big life-transformative treatments such as full-arch cases. Staying in the ZONE keeps your attention sharp and your mental resources homed in on the details that matter at a specific time. It may take a slight learning curve but work on learning to focus on the moment takes practice. Once you keep working on the task and goals at hand, it will build momentum and you will keep getting better and better.

At Progressive Dental Marketing we coach doctors and their teams to increase their efficiency, sales strategies, and more to increase production. Staying in the zone and working the leads to maximize the amount of lives you transform is a big part of the process. Join our mentorship program to get the coaching your team needs to grow your dental practice!

Are You Looking For A Partner To Take Your Sales Team To The Next Level?

Interested in learning more about closing high-dollar cases? Attend The Closing Institute to learn how to predictably scale implant production, by implementing advanced marketing and sales strategies from the leading experts in the industry! With courses in Clearwater, FL and Las Vegas, NV, this isn’t just theory. This is a tried and true method to grow your full arch production and develop your team to strategically and consistently close high-revenue, dental implant procedures.

Start dominating your market by getting Progressive Dental Marketing's award-winning services and continuing education seminars to exceed your dental practice goals now! Progressive Dental Marketing can be reached by calling (727) 286-6211 or by visiting Feel free to explore our website and the several case studies we have!

If you are interested in hearing more from Bart Knellinger, come to one of our upcoming dental continuing education courses. Visit today to reserve a spot for you and your team!

Progressive Dental is more than just a marketing company, we are a company dedicated to dental practice growth in Clearwater, FL. Our team was founded on creativity, collaboration and hard work. We are constantly evolving and are passionate about providing the best suite of dental marketing services for our clients. They are the reason we love what we do!

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