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    The art of cosmetic consultation

    The pathway to your patient’s ‘Yes!’

     

    Use of visuals

    Dermatology is inherently a visual field, and the art of conveying information to the cosmetic patient during a consultation is no exception. All four of us use visual aids during the patient consultation, from a handheld mirror and flat screen TVs in the consultation room to a short video on facial aging. 

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    We are divided, however, in whether to explore patient’s former self through older photographs. Dr. Bertucci prefers photos. 

    “We ask patients to bring a photo in their 20s,” he says.

    I ask for a photo from around age 30 or something within the last 10-15 years. Dr. Bay opts not to solicit patient photographs.

    “I don’t because I think it opens a different can of worms where they have expectations of what they should look like after procedures,” he says.

    Consultation flow

    The cosmetic consultation flow is very similar amongst all four of our offices. All of us obtain baseline photos in the office.  The initial consultation is obtained through the cosmetic consultant, followed by the physician evaluation. All of us allow our cosmetic consultant to close the consultation with a thorough discussion of the treatment plan and associated costs.  

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    The cosmetic consultation process is between 30-60 minutes for a new patient across all clinics. Most of us will treat patients the same day under certain circumstances: out of town patients or those receiving brief, limited downtime procedures, such as injectables or minimal downtime laser procedures.

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    Palm-Melanie90x90.jpg
    Melanie D. Palm, M.D., M.B.A.
    Melanie D. Palm, M.D., is director of Art of Skin MD in Solana Beach, Calif. Visit her at http://www.artofskinmd.com

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