How the whole team can contribute to case acceptance and treatment plan completions

The best way to do the “hand off” from the Doctor to the Financial/Treatment Coordinator

Guidelines for making solid financial arrangements and/or accepting payment prior to scheduling treatment

The morning huddle: identifying patients with outstanding treatment and case presentation opportunities before the day starts, so everyone is coordinated and can plan intelligently to make production targets

Crafting the perfect patient experience in your office, from the first time they pick up the phone through the exam and starting treatment.

Tools to communicate effectively with patients and team members

And MUCH more!

Not convinced yet?

There’s a reason thousands of industry leading dentists have attended these seminars. Hear what they have to say:

About the Seminars

Seminar A - Taking the Stress and Pressure Out of the Sales Process

Who not to sell to: While this may sound strange (learning who not to sell to at a sales seminar), this information is extremely powerful. We’ll show you how to identify and handle what we call the “Problem Patient,” in most cases before a bur ever touches a tooth. While some patients are easy to manage and others can be difficult, some (a small percentage) can create havoc in your practice and make your job seem unrewarding. The “Problem Patient” comes in all shapes and sizes and can be from any socioeconomic background. They all do however, share very specific characteristics which you’ll learn at Seminar A.

“De-Stressing” Case presentations: How to take the stress and discomfort out of the case presentation process, including the financial discussion (regardless of the size of the case): We’ll show you how to stay focused and comfortable during the “sales process.” You won’t be afraid of or uncomfortable about selling (or the financial discussion) by applying this information.

Case Presentations – The Right Attitude: Start off on the wrong foot and your case presentation can go south – very fast. What starts as a large treatment plan ends up with a patient “just doing what insurance pays,” if anything. This can get so bad that some doctors don’t even present a full treatment plan fearing that the patient will become upset. By maintaining the proper attitude and addressing the case with your patient the right way, you’ll present, and patients will begin to accept full treatment plans – regardless of insurance coverage.

Seminar B - How to Connect with Any Patient and Handle Their Objections

Different Types of People (Patients):  People are different. We’ve all known that on some levels all of our lives. But, if this is the case, how can you communicate effectively with anyone who walks through your door? Twenty percent of the patients who walk in are easy to handle. Twenty percent can be trouble (see Seminar A). This means sixty percent (the majority) may not be the easiest to manage –  but they can all be turned into great patients. Learn how to identify, communicate with and manage different types of patients to turn them into long-term patients who follow through with treatment.

The Sales Process:  Everyone, we repeat, everyone goes through, in sequence, five very specific phases when buying a service or product. This may be fast or it may be slow. Chances are you’ve had patients on the cusp of going ahead with their treatment, only to give up and let them walk out the door. Find out how to identify these phases and which “phase” a patient is in while you’re presenting a case. We’ll also show you how to move them through this process and go ahead with treatment.

Objections: Discover how to assist your patients to overcome barriers and objections to paying for and starting treatment.

The Source of Sales Failure:  Learn the source of sales failure (and how to avoid it).

Maintaining an Environment that Promotes Success: One of the biggest problems with any seminar is the “high” afterwards followed by the eventual “sag” of non-application. We’ll show you what causes this and how to avoid it, along with how to maintain an upbeat, professional, successful environment in your office that makes coming to work (for you and your staff) fun and productive.