The Doctor's Role in Case Acceptance: Key Components of a High-Value Consultation

Date: October 24, 2017

Time: 07:30PM - 08:45PM

You must be registered to participate!

A common assumption within the orthodontic profession is that the Treatment Coordinator is primarily responsible for the practice case acceptance rate. This fundamentally misguided belief has also been a central tenet of most organic advice given practices for improving case acceptance, and continuing to follow it today can cost you dearly when it comes to your conversion rate.

Having personally observed thousands of taped consultations with patient families, your facilitator firmly and strongly disagrees with this assumption. He brings a business-based, outsider’s mindset to the issue of improving case acceptance and he will explain to you, on behalf of your future patients, why you need to permanently change your thinking. This cutting-edge presentation will show you:

  • Why most doctors need to upgrade their presentation skills
  • What you don’t do well – and why it costs your new patient starts
  • How to improve the value of your meetings for potential patients
  • The Five Key Steps of outstanding doctor consultations
  • How to add value to your consults without adding time
  • How to present recommendations with impact
  • How to demonstrate a superior level of value vs. competitors
  • How to make a convincing case for moving forward
  • How to avoid getting ‘bogged down’ in Q and A
  • How to handle the fee difference with low-cost competitors
  • How to win cases as the high-fee option

After this lecture, you will be able to:

1.) Explain how your visitors make buying decisions regarding treatment.
2.) Learn how to maximize your effectiveness in presenting treatment recommendations.
3.) Learn how to permanently improve your case acceptance rate.

Length of session:
Each session consisting of lecture and audience questions will last 75 minutes.

Cost:
Multiple participants may participate for a registration fee of only $50 per office when using a common email address.

Continuing Education:
Each participant who completes the Webinar will earn 1.0 CE credit.

American Association of Orthodontists is an ADA CERP Recognized Provider. ADA CERP is a service of the American Dental Association to assist dental professionals in identifying quality providers of continuing dental education. ADA CERP does not approve or endorse individual lectures or instructors, nor does it imply acceptance of credit hours by boards of dentistry.

Concerns or complaints about a CE provider may be directed to the provider or to the Commission for Continuing Education Provider Recognition at ADA.org/CERP.

Speaker(s):