Rapport Based Selling Pt 1
Time:
9:00 – 10:30 AM
Course Description:
Treatment acceptance in dentistry is not about persuasion or pressure—it is about helping patients clearly understand their oral health, the consequences of inaction, and the benefits of appropriate care so they can make informed decisions aligned with their values.
This course introduces RAPPORT-Based Selling©, a proven, question-based communication framework designed specifically for healthcare. Participants will learn how to ethically guide patients toward treatment acceptance by building trust, establishing value before discussing cost, and engaging patients in the diagnostic process through intentional questioning.
Through real-world clinical examples, visual case presentations, and team-based handoff strategies, attendees will explore how to move from “telling” patients what they need to co-diagnosing treatment based on patient-expressed needs and goals. Emphasis is placed on ethical principles including beneficence, non-maleficence, patient autonomy, and professionalism.
The course also addresses the critical role of the dental team—particularly hygienists—in supporting ethical treatment acceptance through effective communication and seamless handoffs that reinforce trust and continuity of care.
By the end of this course, participants will be equipped with practical tools to improve case acceptance while maintaining the highest ethical standards, strengthening patient relationships, and elevating the overall quality of care delivered in their practices.
CE:
Speaker Information
Dr. Andy Goldsmith DDS, DICOI, FIALD
Dr. Andy Goldsmith was the first full-time President of Smile Source, a dental group with over 750 independently owned locations. In his role as President, he worked with the leadership team, directing strategic growth incentives, marketing, and key business development plans. Dr. Goldsmith also served as an advisor and equity holder of Vision Source. He was a key witness in the Federal Trade Commission case supporting independent dental practices in 2019. Andy has also consulted for manufacturers and dealers. He has a keen global perspective from meeting with and speaking to dentists and companies in Italy, the UAE, France, England, Greece, Germany, and the United States. Dr.Goldsmith hosts a podcast called HowDent, which interviews manufacturers to explore how things are made in dentistry. An accomplished clinician, achieving recognition as a Diplomate in the International Congress of Oral Implantologists and a Fellow in the International Academy of Laser Dentistry.
He remains dedicated to helping advance dentistry for the benefit of patients and to preserve the profession of dentistry. Dr. Goldsmith also contributes regularly to multiple dental journals and has had his articles published in nine different journals or publications. Dr. Goldsmith established a practice management firm called Process23 and FlipFlopDentistry, as well as being the owner of Northshore Dental and Northshore Pediatric Dental in Houston, Texas. More on Dr. Goldsmith at www.andygoldsmith.com