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 C: How to Motivate Your Patients to Want What They Need

Communication

Communication is the cornerstone of human relations. It’s also the most important component in the sales process. It also happens to be one of the most misunderstood subjects you can find anywhere! Find out what communication really is and how to truly “connect” with your patients (or anyone for that matter). Learn the formula to excellent, effective, professional communication – that gets results!

Treatment options

Options are a part of any treatment discussion with a patient. At the same time, we’d all prefer that patients accept the option that’s best for both their clinical and personal situation. Find out how to discuss options so that patients select the one that best fits their situation – as opposed to the cheapest one available.

Patient finances

“I can’t afford it,” is a common enough objection. Especially in these more challenged economic times. However, in a majority of cases a patient will say this regardless of whether it’s true or not. They will then turn around and buy something (like an expensive handbag) that doesn’t positively impact their dental health. Many dentists find this quite frustrating. Learn how to handle the financial discussion with patients so that they make the best choice for their health.

Practice income

Learn the basic rule that determines practice income.

The four steps of selling

We present the four basic steps of presenting a treatment plan from start to finish. Ultimately, it’s up to your patient to decide whether they’re going to go through with a treatment plan. Using these steps, you’ll be able to really “reach” your patients and get them truly motivated, resolute and committed (i.e., financially) about pursuing needed treatment.

The series continues with Seminar A: Taking the Stress and Pressure Out of the Sales Process and Seminar B: How to Connect with Any Patient and Handle Their Objections. 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