Building Trust with Patients, Consent and Emotional Intelligence with Colin Campbell – PDP244
Description
How should you gain consent for ELECTIVE treatments?
Is selling in dentistry something to avoid, or an essential part of patient care?
How much does emotional intelligence really matter for your success and happiness?
Dr. Colin Campbell joins for a powerful episode that dives into consent, sales, and the balance between profit and ethics in dentistry. He also unpacks the huge role of emotional intelligence—not just in clinical practice, but in life.
Expect real talk, strong opinions, and communication gems that can reshape the way you connect with patients and approach your career.
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https://youtu.be/Wtugp1t-IrM
Protrusive Dental Pearl: Read (or listen to) the book Let Them by Mel Robbins — a powerful reminder to take control of your own life and emotions instead of letting outside events dictate them.
Need to Read it? Check out the Full Episode Transcript below!
Takeaways
- Building trust with patients is crucial for effective consent.
- Consent should be a relationship management exercise, not just a legal formality.
- Understanding the patient’s perspective is key to effective communication.
- Elective treatments should be approached with caution and ethical considerations.
- Sales in dentistry is not a dirty word; it’s about providing solutions to patients.
- Emotional intelligence is a vital skill for dentists to develop.
- Good dentistry is about doing what is best for the patient, not just for profit.
- Continuous education and self-improvement are essential for success in dentistry.
HIghlights of this episode:
- 00:00 Teaser
- 00:44 INTRO
- 01:44 Protrusive Dental Pearl
- 02:58 Welcoming Dr. Colin Campbell
- 04:55 Colin’s Background and Philosophy
- 05:36 The Importance of General Dentistry
- 08:40 Finding a Niche vs. Being a Generalist
- 11:14 Understanding Consent in Dentistry
- 17:42 Fear of Losing the “Sale”
- 18:50 Building Trust with Patients
- 22:09 Consent Process Overview
- 22:49 Patient Consultation Process – Building the Bridge to Trust
- 29:00 Developing Emotional Intelligence (EQ)
- 30:00 Patient Consultation Process – The Mechanics
- 30:58 Patient Consultation Process – Exploring Options
- 31:13 Join Protrusive Guidance
- 34:34 Patient Consultation Process – Exploring Options
- 34:36 Patient Consultation Process – Follow-Up and Consent Pathway
- 35:54 Patient Pathways After Consultation
- 36:48 Treatment Plan Letters & Legal Angle
- 38:45 Approach to Consent Letters
- 40:21 Personality Types in Consultations
- 42:21 Systematizing Your Process
- 43:37 Ethics in Elective Treatments
- 53:15 Guidance for New Dentists on Elective Treatments
- 56:33 Interjection
- 57:48 Guidance for New Dentists on Elective Treatments
- 57:56 Sales in Dentistry
- 01:03:05 Conclusion and Final Thoughts
- 01:05:20 OUTRO
✨ Transform Your Dentistry ✨
🦷 Campbell Clinic – world-class private care in Nottingham.
📚 Campbell Academy – ethical implant training from beginner to expert.
✍️ Colin Campbell Blog – daily insights to challenge & inspire.
If you liked this episode, check out ‘How to Win at Life and Succeed in Dentistry’ with Richard Porter
#PDPMainEpisodes #CareerDevelopment #Communication #BestofProtrusive
This episode is eligible for 1 CE credit via the quiz on Protrusive Guidance.
This episode meets GDC Outcomes A and D
AGD Subject Code: 550 – Practice Management and Human Relations
Aim: To explore the ethical, emotional, and practical aspects of private dentistry, with a focus on gaining valid consent, balancing profit with ethics.
Dentists will be able to –
- Explain the importance of trust and rapport in the consent process.
2. Recognize the ethical challenges of elective treatments.
3. Outline strategies for building long-term career satisfaction and avoiding burnout.
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Click below for full episode transcript:
Teaser: When you think about the number they have per hour, less than five is normal, right? Less than five of these breath holds is normal. Between five and 15 is your mild category. 15 to 30 is moderate, and above 30 is severe. You see patients that have what we call an AHI Apnea-Hypopnea Index of 60, and sometimes these breath holds can be 30 seconds.
Teaser:
Profit is oxygen for my business. Get that? It’s essential for life, but it’s not the meaning of life. I do not wake up in the morning going, oh, I’m gonna get some oxygen today, but if I don’t breathe, I’m dead. Right? So we need to-
I don’t think that’s the question. I think the question is what would I do if you or my wife, brother, mother, daughter, son? And so I’d say what you want me to do is use the experience that I have to pigeonhole you as a member of my family.
The world consent is a relationship management. You can’t treat your patient as if they were you. You have to treat them as if they are them. I would like to say to the guys is if you want to be really successful in the industry, both in terms of financially and in terms of the respect you get from your peers and in terms of the satisfaction you get from your job, try and-
Jaz’s Introduction:
Gaining consent for elective treatments, selling in dentistry, the monumental role of emotional intelligence for your happiness in your life and your career. Hello, Protruserati. I’m Jaz Gulati and thank you for tuning in to what I think will be a Protrusive Hall of Famer. This episode gave me vibes of Richard Porter.
The OGs will remember way back when we did an episode called How to Win at Life and Succeed in Dentistry, and we talked a lot about emotional intelligence in that episode. Brilliant episode Richard Porter. Do go back in the archives and check it out, and this episode builds so nicely on that. Dr. Colin Campbell is absolutely scintillating inspiring.
I’m so excited for you to be able to listen and watch this from wherever you’re tuning into. Thank you so much. There are some real great gems on communication and some absolute real talk, controversial, real talk from Colin, which I absolutely loved. So if you’re doing a lot of composite veneers, you may wish to skip this episode. Colin does not mince his words.
Dental Pearl
Now this is a PDP episode, so I owe you a Protrusive Dental pearl. And you know what, I might have actually given you this pearl before. Like recently, maybe I perhaps gave it in a recent episode, but it’s in my head and it’s so relevant for this episode, right? This audiobook, I listen to, “Let them.” Now if you are even slightly into audible books or had a look at which books are on sale right now.
This book Let Them is everywhere. And for good reason, I listen to an audiobook and Mel Robbins, honestly, this audiobook is so, so brilliantly done. You literally feel like she’s talking to you. It’s so easy to listen to, so conversational and my friends, I think this book will change your life. I’m desperately pleading my wife to read this book and she won’t because she doesn’t read.
So as per the philosophy of this book. Let her, let her not read, let her not gain from this book, but let me drip feed the lessons to her. Let me induce a degree of osmosis, informational osmosis, and take control of the situation. So you kind of get a fla
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