For example if you ask a patient when you enter the room if they have anything bothering them, 9 times out of 10 they will say "no". However if you ask them about the recession they have on #5 and if they have any sensitivity in that area or if they have crowding and you ask if they have trouble brushing or getting food caught in that area, you will get a completely different response. You are now on the patient's level. Often times patients have gotten used to dealing with problems and don't know that there is a solution. You have now just opened the door to discuss why they have recession, talk about brushing habits or if they are clenching their teeth and what a night guard does. Or why crowding can cause perio problems and why Orthodontics is not just for cosmetic purposes, that it can actually prevent periodontal disease, and so on.
It is also very valuable to use an intra-oral camera during an exam. Using visual's to discuss treatment gives patients a better understanding of what you’re seeing and acknowledgement that it is real.
Taking your time and educating your patient will build a better relationship, more trust and more treatment acceptance. You bring value to your patient and they will value you!