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Most dentists think their fortune is going to arrive from outside the practice. They are like the man in Africa who sold his farm for a modest price and the new owner found the land laced with the biggest (uncut) diamonds anyone ever saw. But the previous land owner didn't know what uncut diamonds looked like, therefore he didn't know the value of his land. And he certainly didn't know how to turn an uncut diamond into a cut (and polished) diamond that was worth millions.

Almost every dentist has a practice full of "uncut diamonds." In other words, the dentist doesn't know how to take his existing (and past patients) and turn them into "diamonds" - people who will refer like mad and purchase full fee-for-service treatment programs.