Sunday, October 18, 2026 · Dr. Michael Goldberg
12:00 PM – 1:00 PM EST · 17:00 – 18:00 GMT · 19:00 – 20:00 IDT
Title: Getting to YES™ - The Formula for Successful Treatment Presentation
Date: Sunday, October 18, 2026
Time: 12:00 PM Eastern, 17:00 GMT, 19:00 IDT
CE Credit: 1.0 AGD Credits Provided AGD Subject Code: 550
Type: Zoom Webinar Teaching Method: Lecture
Intended Audience: Dentists and Dental Students
Cost: Free of charge to Alpha Omega members.
Overview:
Across dentistry today, treatment acceptance rates in many practices hover at 50% or less—not because patients don’t care, but because they are overwhelmed, uncertain, or unconvinced at the moment decisions are required.
Getting to YES™ challenges the idea that acceptance is driven by persuasion or pressure. Instead, this lecture explores how patients actually make decisions, and how doctors can ethically and predictably improve acceptance by aligning communication with human behavior.
Drawing on behavioral science—most notably the work of Robert Cialdini—this presentation introduces a simple, repeatable framework for guiding patients toward confident, values-aligned decisions. Participants will learn how to replace “I’ll think about it” with clarity, commitment, and forward momentum—without selling, convincing, or discounting care.
This lecture is practical, evidence-based, and immediately applicable in everyday patient conversations.
Learning Objectives:
Participants will be able to:
- Understand how pre-suasion shapes patient decisions before treatment is ever discussed
- Identify the key psychological and emotional factors that influence case acceptance
- Apply the YES Formula™ to structure clearer, more effective treatment conversations
- Use “commitment questions” that activate Commitment and Consistency
- Leverage the power of “YET” to reframe hesitation as a step in the decision journey rather than rejection
About the Speaker:
Dr. Michael J. Goldberg is a dentist, educator, author, and nationally recognized consultant focused on communication, leadership, and practice transformation.
A graduate of Tufts University School of Dental Medicine, Dr. Goldberg served as President of the Alpha Omega chapter at Tufts during his senior year—an early reflection of his commitment to leadership, teaching, and service within the profession.
Over the course of his career, Dr. Goldberg has founded and led multiple successful dental practices and has advised private practices, group practices, and academic clinical programs, on growth, culture, patient experience, and clinical communication. He is a sought-after lecturer known for translating behavioral science into practical, ethical, chairside tools that elevate both patient outcomes and professional satisfaction.
Dr. Goldberg is the author of multiple books and frameworks—including The YES Formula™, Undeniable Hospitality in Practice, Filling Chairs, From Hello to Hugs and From Pressure to Purpose—and currently serves as a senior strategist with The Liberated Practice, where he helps practices build clarity, consistency, and trust at every patient touchpoint. He is currently an adjunct Associate Professor at Temple University’s Kornberg School of Dentistry and co-director of the Practice Management course.
His work is grounded in a simple belief:
When communication improves, everything improves—case acceptance, relationships, culture, and confidence.