ABCs Communication & Sales
The MGE Communication & Sales Seminars – 40.5 Total CE
You can now attend in-person or online!
Would you spend 9 days training to collect an extra $288,000 or more per year for the rest of your career?* Thousands of dental professionals attend every year — now’s your chance.
“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
Don’t wait! Start increasing your practice collections today! For more information, call 800-640-1140 or register for an upcoming seminar.
Objectives
- Understand what motivates patients. When you use this information in 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 their 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, and “phased” treatment plans built around insurance coverage become more and more 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.
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.
What Will You Learn at These Seminars?
Here are some of the highlights:
- 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!
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. The “Problem Patient” comes in all shapes and sizes and can be from any socioeconomic background — but they all 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. You won’t be afraid of or uncomfortable about selling by applying this information.
- Case presentations – the right attitude: Start off on the wrong foot and your case presentation can go south very fast. 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): 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 goes through, in sequence, five very specific phases when buying a service or product. Find out how to identify which “phase” a patient is in while you’re presenting a case, and 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: Avoid the post-seminar “sag” of non-application, and learn how to maintain an upbeat, professional, successful environment in your office that makes coming to work fun and productive.
Seminar C – How to Motivate Your Patients to Want What They Need
- Communication: Communication is the cornerstone of human relations and the most important component in the sales process. Learn the formula to excellent, effective, professional communication that gets results.
- Treatment options: Find out how to discuss options so that patients select the one that best fits their clinical and personal situation, as opposed to the cheapest one available.
- Patient finances: “I can’t afford it” is a common enough objection — but in a majority of cases a patient will say this regardless of whether it’s true or not. 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: The four basic steps of presenting a treatment plan from start to finish, so you can really “reach” your patients and get them truly motivated, resolute and committed about pursuing needed treatment.
Seminars A, B and C are delivered monthly at the MGE Florida office in St. Petersburg, FL, and you can attend in-person or online. See the full seminar schedule and register here.
MGE Management Experts Inc. is a 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.
*Results may vary from client to client, especially depending on the client’s degree of dedication to positive change. As such, no particular result can be promised or guaranteed to any client.
Don’t wait! Start increasing your practice collections today. Call 800-640-1140 or reserve your seat at an upcoming seminar.
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