This is one of the three MGE Communication & Sales Seminars (40.5 total CE across Seminars A, B and C). You can now attend in person at the MGE Florida office in St. Petersburg or online by live stream.

Would you spend 9 days training to collect an extra $288,000 or more per year for the rest of your career?

I now know how to explain treatment in such a way that patients truly understand. I also learned how to effectively address any questions, concerns and objections they might have. As a result of the MGE Communication & Sales Seminars, our treatment acceptance rate is much better, and we’ve increased by 55% per month in collections.

NP, DDS

Objectives

• Understand what motivates patients. When you use the information for your case presentations, patients understand their treatment plans like they never have before, and begin to want the treatment they need.
• Improve communication with every patient. These seminars teach you easy, effective methods to communicate with your patients and handle objections so they accept and pay for the treatment plans.
• Place the focus on doing what is best for the patient, not the insurance company. No more feeling like insurance companies are dictating treatment. Applying these tools, you can begin doing more full treatment plans, making “phased” treatment plans to accommodate insurance coverage will become more and more of a thing of the past. To be frank, it can make you feel good to be a doctor again.

With all of this in place, collections rise, your patients are healthier, and the practice runs smoother.

About this seminar

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.

The series continues with Seminar A: Taking the Stress and Pressure Out of the Sales Process and Seminar C: How to Motivate Your Patients to Want What They Need. Each seminar stands on its own, and you can attend them in any order.

What you’ll learn at these seminars

• How to address and overcome patients’ questions or concerns about treatment
• How to help the patient go beyond “just what the insurance covers” when they need further treatment
• Why every person reacts differently and how to connect with each personality type so your presentation will resonate with them
• What makes the diagnosis land home in a person’s mind – so they truly understand why they need the treatment and how important it is
• Working enough time into the schedule for case presentations and consultations
• Uncovering the true barrier to accepting treatment (it’s usually not actually the money)
• Presenting treatment options so that the patient opts for the ideal treatment plan
• Using visual aids to make the diagnosis and ramifications more real to the patient
• Getting the patient on your side to help overcome barriers together and work out financial arrangements, rather than you just talking at them and trying to convince them
• Evaluating where the patient is at in the sales process and what you need to do to get them closed doing the full treatment they need
• 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!

Real seminar results

The average increase after 1 month is… 20% ($13,796) per month.

The average increase after 3 months is… 24% ($16,000) per month.

The average increase after 12 months is… 36% ($24,448) per month.

These numbers are based off a study taken from 127 randomly selected dental practice owners who attended the ABC seminars between 2015 and 2018.

MGE Management Experts Inc. Nationally Approved PACE Program Provider for FAGD/MAGD credit. Approval does not imply acceptance by any regulatory authority or AGD endorsement. 04/01/2024 to 03/31/2027. Provider ID# 305927