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:
Explain how your visitors make buying decisions regarding treatment.
Learn how to maximize your effectiveness in presenting treatment recommendations.
Learn how to permanently improve your case acceptance rate.
Landy Chase is a consultant and award-winning author whose firm; OrthoYES specializes exclusively in training orthodontic practices to increase the start rate of prospective patients. He has worked personally with hundreds of orthodontic practices around the US, Canada, Australia, New Zealand and the UK and his four books for orthodontics have sold over 5,000 copies since 2012. His firm provides training within the profession coach for doctors, treatment coordinators and front-desk staff. He is a popular speaker at numerous conferences and study clubs and earned the CSP designation from the National Speakers Association at the age of 40.