Grow your medical practice by asking one simple question.

The subtle shift from asking patients "Do you have any questions?" to "What questions do you have?" can significantly enhance patient-provider interactions. This approach, seemingly minor in wording, holds profound implications for patient engagement and understanding. When this is done well, your patients will talk about you to their friends and your practice will grow.

Traditionally, healthcare providers conclude patient visits with "Do you have any questions?" This closed-ended question, often posed as a routine courtesy, typically garners a simple 'yes' or 'no' response. However, this form of questioning can unintentionally discourage patients from voicing their concerns. Patients may feel hesitant to extend the conversation, particularly if they perceive their questions as irrelevant or worry about taking up too much of the doctor's time. They also feel like they have to say 'no' because to say 'yes' would mean that they don't understand what you said. This hesitation can lead to a lack of clarity and missed opportunities for patient education and engagement.

In contrast, "What questions do you have?" is an open-ended invitation that presumes the patient has thoughts or concerns they wish to discuss. This presumption creates a more welcoming and inclusive atmosphere, encouraging patients to actively participate in their healthcare journey. It signals to patients that their queries are expected and valued, fostering a collaborative dialogue. This approach is particularly beneficial in empowering patients who might feel intimidated or overwhelmed by the clinical setting. By prompting them to articulate their questions, healthcare providers can better address specific patient concerns, leading to improved understanding, satisfaction, and adherence to treatment plans.

This shift in phrasing benefits healthcare providers by offering deeper insights into patients' understanding of their health condition and treatment. It enables providers to identify and rectify any misconceptions, ensuring that patients leave the consultation with a clear and accurate understanding of their health status and care plan.

If the patient says no to your open-ended question, you can keep the conversation going by saying "Patients with your condition will often ask me..." Then you can give a few pearls based on the patient's condition. That statement almost always brings a few more questions to the patient's mind and keeps the conversation going.

Remember that the goal is to engage the patient and figure out the real issues behind their visit that they are uncomfortable asking. Incorporating "What questions do you have?" into patient visits is a simple yet powerful tool for enhancing patient-centered care. It not only promotes open communication but also builds a stronger rapport between patients and healthcare providers, ultimately contributing to better health outcomes and patient satisfaction.

Andrew Lundquist DPM MBA

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