Learn to complement the doctor’s treatment recommendations with the fee presentation skills that will, together, maximize the practice conversion rate.
Following the doctor’s presentation of recommendations, there are three questions that are always on the mind of every decision-maker:
How much does it cost?
Do the financing terms fit my budget?
If so, how do we get started?
The three key skills of the Treatment Coordinator correspond to these needs:
Presenting Fees Properly
Presenting Financing Terms and Negotiating Effectively
Asking for Commitment to Start
As with the doctor’s role, the objective with TC training is to make the pre-decision selection experience every bit as rewarding as the post-decision patient experience. Patients consider the Treatment Coordinator to be every bit as much an expert in their role as the doctor is in his or hers. Our training therefore focuses on placing the TC in a leadership role, with the goal of helping visitors to make an easy and well-informed treatment decision.
As the leading authority in case acceptance, we have trained hundreds of Treatment Coordinators in fee presentation and negotiation skills in practices around the world. The creator of this program, Landy Chase, was an award-winning author for McGraw-Hill on this subject matter before his involvement in orthodontics. He is a qualified expert in how to execute these steps effectively, and your TC will find the material highly valuable.
Following the doctor’s departure, the TC consultation role is comprised of the following steps:
If these steps are followed properly, one of the three following outcomes always follows:
Following Up Effectively
Negotiating Terms, Not the Fee
Gaining Mutual Agreement
We teach TCs exactly how to handle each of these three situations to make the financial end of the decision process easy and hassle-free so that those who desire treatment can start without difficulty.
As with the Doctor Coaching Program, we begin the process with a one-hour training review session via conference call. All handouts and learning materials are provided. Topics covered include:
How to structure the fee presentation – six steps
How to handle “I need to talk to my spouse” properly
How to handle fee and financing concerns properly
How to negotiate to “yes” without lowering fees
How to properly ask for commitment to start
How to handle competitive quotes from ‘shoppers’
How to follow up properly – and effectively – with ‘pending’ cases
How to win competitive cases as the higher-fee option
Additionally, there isn’t anything we haven’t seen when it comes to TC training needs. We can and will address every single situation that your Treatment Coordinator needs help with in his or her job, answering any and all questions that he or she has. At no additional cost to you.
As with the Doctor Coaching Program, twenty-five years of training thousands of business professionals have taught us the importance of following through to ensure that the material we teach is not just heard, but also implemented. This is the key to getting results from your training investment.
There are three ways in which our approach to TC Coaching differs from the Doctor Coaching Program:
TCs can record their consultations as audio-only (no video required); video is required for doctors
TCs have two training sessions per month for three months (6 total); Doctors have one per month
Three of the TC sessions are reinforcement training that do not involve recording of consults.
Otherwise, the process is the same: we have your TC record, with visitor permission, your new-patient consultations. We use these recordings to both preview the TC’s existing skills prior to the training session, and then, following training, four of these are reviewed monthly for each recorded review session to assess the TC’s progress. Finally, we use quarterly retention sessions for the next 9 months to monitor retention and prevent ‘backsliding’ into old habits.
Pre-Training Current Assessment (Audio Recorded)
Conference Call Training Event (One Hour)
Session 1: Bi-Weekly Non-Recorded Review I (30 minutes)
Session 2: Bi-Weekly Recorded Review I (30 minutes)
Session 3: Bi-Weekly Non-Recorded Review II (30 minutes)
Session 4: Bi-Weekly Recorded Review II (30 minutes)
Session 5: Bi-Weekly Non-Recorded Review III (30 Minutes)
Session 6: Bi-Weekly Recorded Review III (30 Minutes)
Interim Progress Report to Doctor – Strengths and Opportunities (30 minutes)
6 month recorded retention assessment (30 minutes)
9 month recorded retention assessment (30 minutes)
12 month recorded retention assessment (30 minutes)
At the end of this process, you will maximize your ability to start new cases by having learned and implemented the optimal skills for Treatment Coordinator performance.
Best of all, your satisfaction with the entire process is unconditionally guaranteed, and your doctor may cancel at any time with no further obligation.
Schedule a complimentary, no-obligation phone consultation with program creator and facilitator Landy Chase by clicking Here
Our staff and all three doctors agree that this has been the best consulting experience we’ve ever had. The coaching program and quality of content were fantastic and directly led to major improvements in our new patient process. The skills of our treatment coordinators and front desk have permanently changed for the better, and we’re seeing our treatment acceptance increase as a result.
Not only do I feel much more confident in presenting fees and handling objections, but I also have seen a significant increase in my case acceptance since working with Landy.
New to the position of treatment coordinator, I’ve found the closing skills material an extremely valuable training tool. It has enhanced my exams and my close rate continues to increase!
What a great day it was for all of us here! Your presentation was great and left us full of enthusiasm for getting the job done. It is such a wonderful resource to be able to call on you for help. These days, more than any other time, demand excellence in presentation and closing skills. I feel as if we well armed and ready to prosper! Thanks for a great day of learning and fun!
I am very much in favor of the typed AGENDA. I often feel that sometimes when we walk out to the reception area to get the patient for the ie picture/photo they just don’t know what is going to occur. I also feel that this conveys to them that we are very organized in every way. I firmly believe that patients/parents feel comfortable then they know what is about to occur at the appointment.
Thanks for allowing us to take part in this training. I learned a lot of informative information.
Will the value I receive justify the investment? Within your practice, the answer is largely dependent upon your ability to persuasively show your prospect that treatment with your practice is a wise business decision and investment. What a wonderful opportunity not just for our staff to improve our own skills. A true win-win day. I am so grateful to be a small part of this goodness. Thanks again.