{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Sleep Matters Podcast","title":"Blame the Patient. That Works Great! With Ryan C. Javanbakht","html":"","width":"100%","height":180,"duration":2809,"description":"In this episode, Ryan Javanbakht joins Jason Tierney and Dr. Erin Elliott to break down one of the biggest issues in dental sleep medicine: patient follow-through on testing.\nMost practices think they have a testing problem. They don’t; they have a communication problem.\nPatients drop off because they don’t fully understand why it matters, what happens next, or what it will cost. Without that clarity, even motivated patients hesitate and disappear.\nSleep testing is the inflection point. It’s where patients either connect the dots and commit, or get confused and disappear. Clarity creates momentum. Confusion kills it.\nWhat’s on the Menu:\nWhy Patients Drop Out of the Funnel\nRyan breaks down the real failure points: unclear communication, a lack of urgency around the problem, and poor expectation-setting regarding process and cost. When those pieces are missing, drop-off is inevitable.\nThe “Magical” Moment: Diagnosis\nDr. Elliott highlights the moment everything clicks, when patients see their results and connect the data to how they feel. That’s when urgency builds, motivation increases, and cost becomes less of a barrier.\nWhy Communication Beats Technology\nTools don’t drive case acceptance; conversations do. Patients move forward when they feel heard, understand the process, and know what to expect at each step.\nThe Two-Option Close That Works\nRyan shares a simple framework: give patients two clear paths, a traditional referral or an immediate home sleep test. Clear options reduce hesitation and increase follow-through.\nWhy Dental Patients Resist\nDental patients aren’t expecting a sleep conversation; they’re expecting a cleaning. That mismatch creates friction. The solution is to slow down, separate consults, and build trust before making recommendations.\nHow to Handle Objections Effectively\nRyan outlines a simple structure: empathize, clarify, isolate, respond. It keeps conversations human and builds trust instead of pressure.\nThe Power of “Selling the Next Step”...","thumbnail_url":"https://img.transistorcdn.com/52Qaaw05xuFHPCIyraqjh64o9mT1jbe9VlOf6cHLHwE/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS8zMzg4/ZGE2MTI3YzQwNTcw/ZTRjYjBkNjBkZTZl/NTEyOC5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}