Intense competition, changes in technology, and search engines are just a few of the factors contributing to a sea-change in how patients select an orthodontist for their treatment needs. Your practice can no longer afford to have an outdated approach to the initial consultation process – but that is exactly what many of you continue to do.
These courses provide a comprehensive solution to the new challenges facing your practice, and can be delivered both on-site as a day of team training, or remotely for individual needs. They are based on Landy Chase’s popular books on orthodontic case acceptance– 5 in all – which have sold over 5,000 copies since Yes to Treatment, his first, was published in 2012.
Our one of a kind courses in the skills of case acceptance are based on Landy’s past work as a business consultant over the past twenty-five years, as well as his more recent work with hundreds of your peers in practices around the world. He brings a business mindset to the needs of your practice team which is simply unmatched in terms of take-home value and effectiveness. All handouts and learning materials are provided.
Our clients uniformly say that this is the most worthwhile case-acceptance training experience that they have ever invested in.
We teach professional business and communication skills at a level of detail and effectiveness that you simply cannot get from resources that have not worked outside of orthodontics. Below is a sampling of topics that are covered in detail with you and your team:
How to deliver an outstanding consultation experience without adding additional time
How to structure and deliver treatment recommendations
How to build value into your treatment recommendations
How to handle competitive comparisons with “shopper” patients
How to compete –and win – against lower-fee practices
How to remove non-orthodontic competitors from consideration
How to manage your time effectively in new-patient consults
How to conduct effective consultations with adult patients
How to present your recommendations to adult patients
How to structure your payment options to maximize starts
How to maximize starts while minimizing collection issues
How to present fees properly
How to handle the need to talk to a spouse properly
How to handle concerns about fees
How to negotiate to “yes” without lowering fees
How to handle requests to lower your fees properly without doing so
How to ask for commitment to start – and get it
How to follow up efficiently and properly with “pending” cases
How to manage your time to ensure that “pendings” get timely follow-up
Five effective ways to involve the non-attending spouse
How to identify “shopper” families –and how to win competitive cases
How to properly calculate your conversion rate
How to properly handle incoming inquiries
How to handle requests for fees on the phone
How to steer incoming phone inquiries to an appointment
What information to gather on the phone – and what to leave for the visit
How to ask for insurance information – and consistently get it
How to identify, and invite, all parties in the decision to the consultation
How to set up payment protocols that minimize collection problems
How to avoid collection problems after de-banding
How to identify, and avoid, potential “problem” patients
How to say “no” without upsetting people
How to make the pre-decision experience as excellent as the patient experience
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.