In this month's episode of The Two Reds are Better than One podcast, Ashley and I take a rare opportunity to record without a guest. Instead, we open the doors to a candid conversation about two themes that sit at the heart of every successful dental practice: building teams and conducting consultations. We begin with a brief detour into football – reflecting on Manchester United’s opening game of the season and drawing parallels between rebuilding a football squad and rebuilding a dental team. The lesson? Culture eats strategy for breakfast, whether you’re on the pitch or in the practice. The centrepiece of our discussion is Ashley’s brand-new book, The Perfect Dental Consultation: The Eight Essential Steps to Increasing Treatment Plan Acceptance. I make no apology for saying it is his best work in print to date. The book is not only a step-by-step guide to consultation success but also a manual on mindset, success habits and the importance of team involvement. We unpack the eight stages of a perfect consultation, from rapport-building and asking the right questions, through to discussing fees with confidence, handling objections and ensuring follow-up that inspires referrals. Along the way, we explore how case studies and real-world stories make the material accessible, practical, and highly relevant to today’s dentist. Our conversation also touches on treatment plan presentation, the role of AI in communication, and why the human touch remains irreplaceable. We finish with some personal reflections on August downtime, family, cycling, and the importance of creating space to work on the business rather than just in it. If you haven’t already secured your copy of Ashley’s new book, now is the time. Visit his website, order copies for your team, and give your practice the competitive edge it deserves.

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S08 E08: The Perfect Dental Consultation

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