I fell victim to this mindset early on.

That the sales professional and the doctor are antithetical.

Two opposing forces battling it out over awkward encounters, forced coffee dates, and mismatched incentives.

But look closer at their behavior….

The successful doc will crush a clinical challenge, only to go home and learn how to sell their practice and offerings better.

The successful sales professional will crush a sale, only to go home and learn how to understand the clinical side better.

The elite are not opposites

—they’re mirrors of each other.

Both are solving the same fundamental problem from different angles: helping patients transform their lives.

The worst of both will sit back, be passive, and hide behind their sense of entitlement.

You know exactly the behavior I’m talking about.

But how can you, personally, break free of this mindset?

Try this.

Forget for a minute the title your job gives you.

Ask yourself instead: What would the person, patient, or customer call my job title if they had to describe the impact of my services on their life?

That question is where real change happens.

The elite clinicians naturally become better salespeople.

…..And the elite salespeople grasp their true impact.

I’m fascinated by serving both worlds.

That’s why I wrote my first book: The Peak Orthodontic Practice.

If this resonates with you—whether you’re in the chair or carrying the bag—forward this to one orthodontist and one sales rep who needs to read it.

I’m launching later this month and would love your support in getting it into the right hands.

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