The Smile-Vision 3-Step Case Presentation System©
Doubles Case Acceptance
Hi Doctor,
If you are depending on insurance dentistry to pay the bills you are headed for a rough road ahead!
Things are changing due to:
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Recent reductions in fees (down 30% in 2017 in Massachusetts).
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Fierce competition from corporate practices.
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Stricter laws regarding add-on billing.
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Introduction of mid-level professionals.
One way to handle the challenge is to generate a steady stream of full-fee larger cases.
Click here to signup for Smile-Vision’s weekly blog with tips on how to do more fee-for-service dentistry in every practice.
Contact Dr. Brooks to learn more about his 3-Step System…
Larry Brooks DDS
CEO, Smile-Vision
Phone: 617-923-9616
Email: larrybrooks@smilevision.net
Arrange a Teleconference: http://www.meetme.so/LawrenceBrooks
Below are only some of the topics to be discussed at 3-Step System Case Presentation Meetings with Dr. Brooks
Setting the Stage:
- Discuss why larger cases are important.
- What are the “special assets” of the practice regarding clinical training and niches served? Which to preserve and which to abandon?
- What role does insurance play in the practice? What are options for improvement? Which is the preferred option?
- What is the practice doing now to attract and close larger fee-for-service cases and what is the owner(s) willingnes to change?
- Team status – A review of who does what and how well do they do it. How much time is available to them for sales?
- The Key sales person – Current duties and compensation. Does that need to change? Is that person willing to change or do they need to be replace?
- Hiring a Key sales person – how to do it and whom to select.
- Look and feel of the office and personnel? Does the office present itself appropriately?
- Course overview – discussion of the 3 steps.
Patient Flow:
- Discuss importance of adequate patient flow.
- Discuss number of new patients & quality of new patients.
- Discuss ROI of current advertising.
- Discuss advertising content – is it appropriate?
The new-patient call
- Review of meeting #1 – progress and road blocks
- How to know it’s a new patient calling.
- Who answers the phone? What hours is it answered? is there a quite place to speak?
- Is there time to answer calls properly?
- Gaining rapport on the first call.
- Patient segmentation – Know who’s coming for what.
- Scheduling appropriately for each segment.
- Confirming appointments – enhancing rapport.
- Promo packets to be sent prior to the first visit – what to include?
The first visit:
- Greeting new patients when they enter the office
- Completing health history and bonding at the same time
- Guiding the office tour
- Take photos (include a full-face)
- Discussion of patients expectations – Who does it?
- Preliminary Diagnostics – keep it simple
- Introducing the patient to the doctor
- How to discuss the diagnostics visit – frames fees, discusses possible routes of treatment.
- What to do with diagnostics refusals?
- Schedule the diagnostics visit in X days. Duration? Fee?
Prep for diagnostics visit:
- Send full-face image to Smile-Vision
- Enter findings from the first visit into the patient’s record
- Make a list of “things to ask and do” at the diagnostics visit.
- Download, email and print simulation.
- Send the simulation to the patient via email with a note.
- Is time allotted for the above?
Diagnostics Visit:
- Obtain clinical and non-clinical data.
- Discuss patients’ expectations.
- Frame the fees.
- Discuss potential options.
- Show the cosmetic simulation and present prints
- Schedule the presentation visit in X days – who will accompany the patient?
Prep for Presentation visit:
- Doctor
- Review findings,
- Write Tx options – what is optimal number?
- Determine case fees
- Make a schedule of treatment appointments.
- Team member
- Write final treatment plan with images and fees.
- Contact patient – Verify that they will come with financial other.
- Decide who will attend the presentation visit.
- How to dress for that meeting.
- How much time to schedule for the presentation?
Presentation visit:
- Doctor
- Should limit presentation to 20 Min.
- Pay attention to the patient.
- Present options in what order?
- Offer fees after each option.
- Determine which option is most satisfactory.
- Hand financial arrangements over to the team member.
- Team member:
- Meet and greet financial other – answer questions.
- Offer comments during the presentation or clarify if the patient doesn’t understand.
- Take notes.
- Make financial arrangements and schedule appointments.
- Arrange for a Q&A session if the patient doesn’t make a firm decision.
Follow-up visit(s):
- Team member
- Arranges for a Q&A visit X days later
- Confirm visit with patient and determine what are the questions.
- Collaborate with the Dr. about answers to those questions
- Start Drip marketing
- Follow-up with calls every X days.
Click here to signup for Smile-Vision’s weekly blog with tips on how to do more fee-for-service dentistry in every practice.
Contact Dr. Brooks to learn more about his 3-Step System…
Larry Brooks DDS
CEO, Smile-Vision
Phone: 617-923-9616
Email: larrybrooks@smilevision.net
Arrange a Teleconference: http://www.meetme.so/LawrenceBrooks
You CAN Do It!!
Nobody is a “born salesperson!” YOU too can have the practice you want, treating the people you want to treat at the fees you feel are appropriate. All you have to do is dedicate a small amount of time and effort implementing the steps taught for a permanent result. Becoming successful at sales doesn’t require any specific personality traits or physical attributes. All that’s necessary is a desire to learn, test and do what works. You’ve done it in dental school and in subsequent PG education. Now, apply yourself in the arena of developing your sales skills.
Use the 3-Step System as a template! Follow it’s guidelines at first, master the basics and then bend the rules to fit your personal style. Dentists who are quite, reserved, shy and modest have had success with this program. There’s no excuse for you to doubt your own abilities. YOU CAN DO IT!!
Create a practice within your practice on the way to your goal
You don’t have to change everything in your practice to implement the 3-step System! Instead of changing everything, consider your activities in improving case acceptance a practice within your current practice and develop it in parallel with your current activities. For the very ambitious, you might enlist or hire a KEY team member to “partner” with you in this “side business” of shooting for more large cases (for which you already have the license, facility and training) and temporarily use your current patients as sales test subjects.
Ask all appropriate current patients if they would consider comprehensive dentistry for themselves. Most will say “no” but a few will indicate a willingness to learn more. Those are the ones you will slip into the 3-Step Case Acceptance System stream and continue forward in that direction practicing before you dive into expensive marketing ventures.
In case acceptance, every little bit of added skill helps! You’ll see an increase in case acceptance right away.
If you need a better case flow Dr. Brooks will help you choose high ROI and fast-acting methods to make that happen immediately.
Who Will Benefit from All This?
Right now, there are people in your area who want complete solutions to their dental problems but don’t know where to find them because the majority of your colleagues are so busy doing cut-rate insurance cases. They either go from dentist to dentist unsatisfied with the care they are getting or they suffer with their current choice knowing it’s a bad one. By learning how to make it clear to those people that you can offer the solutions they really want – you are doing them a favor for which they will be grateful.
Besides benefiting your patients, improving your sales skills via the 3-Step Case Acceptance System will make you a happier more self-satisfied person doing the kind of challenging work you want to do. You’ll feel pride and self confidence knowing you’ve truly helped your patients. At the same time, you’ll feel inspired knowing you’ve helped your family to live a more financially secure life .