2017 Webinar - The Doctor’s Role in Case Acceptance: Key Components of a High-Value Consultation

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.

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.

Speaker Disclosure:
Consultant: OrthoYes

Length of session:
The session is scheduled for 90 minutes.

Continuing Education:
Each participant who completes the Webinar will earn 1.5 CE for the entire session.

Continuing Education Disclaimer:

This Continuing Education Program provides attendees with a relevant and rewarding continuing education experience. However, neither the content of a course nor the use of specific products in any program should be construed as indicating endorsement or approval of the views presented or the products used by the AAO or by any of the respective subsidiaries. Speakers are required to disclose to participants any financial, commercial or promotional interest in a product or company that may influence their presentations; however, the AAO shall not be liable for a speaker’s failure to disclose such interest.

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.