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As an orthodontic practice, you are in an elective-procedure specialty. In business terms, this simply means that your visitor can say ‘no’ to your treatment plan.

This creates a host of factors that make the quality of your initial consultation paramount:

Many visitors to your practice are now shoppers, selecting treatments from several options.

Most visitors know little about treatment and therefore use fee comparison as a selection tool.

The out-of- pocket cost of your services, even with insurance, is high.

You have competitors who charge less than you do.

You have competitors who offer easier financing terms than you do.

The beneficiary of your services is often a child, and not the person paying for them.

The person with the child often does not have the unilateral authority to say “yes”.

The Economic Buyer – the person releasing the funds – is often absent from your consultations.

The bottom line is this: visitors must now be persuaded by what they experience with you, your TC and your front-office team to select your practice over their other options.

Or they won’t. And you will lose good cases to someone who does these steps better than you do.

Your Problem

Your profession has not, to date, had professional business skills training that is designed to address these issues. Instead, your profession has relied on organic advice from within the same ‘bubble’ that you live and work in, and much of that advice has consequently been devoid of fundamental business principles in the areas of presenting value, negotiating payment plans, and asking for commitment to start. (To cite but one example, stop accepting the idea that your TC is the key to your practice conversion rate.

That is NOT true. To find out why Click Here


Our Solution

Permanently improve your case acceptance rate by recognizing it for what it is – a business process, not the TC’s job – and making the entire pre-decision visitor experience every bit as rewarding as the post-decision patient experience.

This is the key to an outstanding conversion rate.

We Offer:

 


The Patient Conversation Process in Orthodontics

MANAGE the INQUIRY

Front Desk/Reception

  1. Give first impression of practice
  2. Collect Info/Obtain Insurance
  3. Identify the Decision Process
  4. Invite All Decision Participants
  5. Schedule the Appointment

DELIVER VALUE

Doctor

  1. Establish Rapport
  2. Identify Patient Needs
  3. Present Recommendations
  4. Explain WHY (Value)
  5. JUSTIFY the INVESTMENT

PRESENT FEES / CLOSE

Treatment Coordinator

  1. Present Fees Properly
  2. Present Financing Options
  3. Address Concerns
  4. Negotiate Terms
  5. Ask for Commitment to Start

 


The key skills of orthodontic case acceptance

Within the patient conversion process, you and your team will learn, in great detail:

  • How to handle incoming inquiries
  • How to invite all decision-makers to the consultation
  • The proper structure of the initial consultation
  • How to improve the doctor’s presentation skills without adding consultation time
  • How to deliver a truly impressive, value-based doctor presentation
  • How to properly calibrate your fees and financing options to maximize starts
  • How to minimize bad debt while improving your case acceptance rate
  • How to win cases at higher fees than your competition
  • How to handle fee concerns properly
  • How to professionally handle “I need to talk to my spouse”
  • How to properly ask for the commitment to start – and get it
  • How to follow up properly with pending cases to get prompt decisions
  • How to stay in touch with no-start visitors

 

Best of all, your satisfaction with our work is 100% unconditionally guaranteed.

Interested in learning more?

Schedule a complimentary, no-obligation phone consultation with program creator and facilitator Landy Chase by clicking Here

What our clients are saying

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.

Dr. G.C.

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.

Rebecca K.RDH, Treatment Coordinator

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!

KrystalTreatment Coordinator

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!

Dr. S.H.

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.

RhondaTreatment Coordinator

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.

SharronTreatment Coordinator

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