Dr. Paul Homoly, CSP, is a leading voice on the topics of case acceptance for complete dentistry, practice development, and influential communications. For over three decades his work has enabled all members of the dental profession to experience the rewards they’ve earned and deserve.
Paul’s seminars, workshops, and private coaching offer ideas, tools, and processes that touch every aspect of the patient treatment experience resulting in happier patients, engaged team members, and dentists doing the dentistry they love.
Making It Easy for Patients to Say “Yes”™
Case Acceptance for Complete Dentistry
Focus of program:
Making It Easy for Patients to Say “Yes”™ illustrates the strategies and processes of a non-sales approach to a healthier practice. Dentists and team members often recommend dentistry to patients who aren’t ready for care.
Has this ever happened to you? As you present complete care to a patient they nod and smile. You finish and they ask, “All this sounds fine Doc, but can you tell me one thing…how much will all this cost?” You tell them the fee; they wince, and ask, “Do I really need all this work?”
You repeat your recommendations hoping that another dose of patient education will convince them. However the more you educate them, the more they disconnect, glance at their watch, and look for the door. You finish your second dose of patient education and they say;
- “Okay…but I want to go home and think about it.”
- Or, “Let’s just do the work that I really need and not do the rest.”
- Or, “I had no idea this would be so expensive.”
If you’re like many dentists, every cell in your body is urging you to tell them again they really need this dentistry. Many dentists give in to this urge, as do dental hygienists who offer care to their recall patients.
The sad truth of this situation is this; repeated doses of patient education oftentimes have unintended consequences; it can feel like sales pressure to your patients. Sales pressure creates increased resistance to care, broken appointments, and patients abandoning your practice. Dentists often misinterpret this as patients’ low dental IQ motivating dentists to step-up patient education efforts, which unfortunately perpetuates this vicious cycle of educating patients out of their practice.
Making It Easy for Patients to Say “Yes”™ breaks this vicious cycle. Its process is successful in hundreds of practices world-wide and fits well with practices providing everyday “bread and butter” dentistry as well as practices that offer complex reconstruction, cosmetic, and implant dentistry. You’ll learn;
- Modest-care vs. Complex-care patients – six critical distinctions you must understand between simple and complex care patients
- The Four Chiefs™ – four essential conversations of case acceptance
- The Choice Dialogue – discover patients readiness for care
- Team Approach Dialogues – how to make the team approach to complex care easy for everyone; the patient, the specialists, and you
- The Discovery Guide™ – the sequence and content of your case presentation that is the most influencing to the patient
- The Cross-Over Zone™ – eliminating discomfort when talking about money
- The Case Conversation – how to lead, not sell, patients into accepting your treatment recommendations
- The Advocacy Dialogue – managing patients who are not yet ready for care and avoiding the vicious cycle of “educating your patients out of your practice.”
Who Should Attend: Dentists & Team Members
Available in three platforms. Select one of the tabs below for more information:
- Seminar/workshop activity to build foundational understanding of case acceptance principles
- Evaluation of existing new/recall patient processes
- Developmental tools – conference phone calls, study guides, books and audio programs (see products section)
- In-office coaching on the new/recall patient process using actual new and recall patients
- Customized follow-up support
Fees and details related to the above offerings available upon request. Call 800-294-9370 or click here to start your inquiry about the Making It Easy for Patients to Say “Yes”™ seminars, workshops, or private coaching.
To view our books, audio programs, and apps that support Making It Easy for Patients to Say “Yes”™ click here.
Just Because You’re An Expert…Doesn’t Make You Interesting™
Inspiring People to Act on Your Ideas
You’ll enjoy this two-day workshop Just Because You’re an Expert…Doesn’t Make You Interesting. It’s all about developing your ability to say what’s important in compelling ways that listeners remember, are influenced by, and take action on.
I love this quote:
“Remember, you’re more interested in what you have to say than anyone else is.”
– Andy Rooney
It sums up what so many content experts struggle with; they confuse being knowledgeable with being interesting. Consequently their important conversations and presentations are delivered in uninteresting ways diminishing their influence on listeners. My workshop Just Because You’re an Expert…Doesn’t Make You Interesting solves this problem.
Watch this video and learn why I offer a 100% money back guarantee that I’ll help you become a more interesting expert.
Paul Homoly inspired me years ago to write my first book, Everything is Marketing. His workshop opened my eyes to how speakers can offer audiences truly remarkable experiences. I would not be the speaker I am today had it not been for Paul. What he did for me, he can do for you too.
Paul Homoly's speaking workshop is a MUST for dental speakers. I will be recommending attendance and participation to all of my clients and colleagues. It's a game changer!
Here’s who the workshop is best suited for:
- Dentists and dental industry experts who are Key Opinion Leader speakers at general/breakout sessions at association conferences and corporate events
- Dental consultants and service providers who want to build their businesses through speaking at conferences and self-sponsored events
- Business leaders who seek to influence their partners, board members, employees, customers, investors, and stake holders
- Dental entrepreneurs who seek to promote their products and services
- Political leaders within the dental profession who serve and influence their associations, societies, committees, study clubs, and state boards
- Clinicians and laboratory professionals who speak at association meetings and study clubs
- Dentists, hygienists, dental team members, and industry experts who offer training on their specific expertise at corporate and self-sponsored events
- Trainers and facilitators for dental manufacturers
- Faculty members of private teaching institutes and dental schools
I’m confident you’ll learn to express yourself in ways that influence listeners and lead them to take action. In this workshop you’ll learn how to:
- Speak with 100% confidence without being diminished by stage fright
- Create vivid listener moments enabling them to remember your message
- Design and rehearse your presentation in half the time while making twice the impact
- Use stories and humor without ever losing your credibility
- Present your content with ease with no fear of forgetting
- Authentically connect with listeners in your first few moments
What You Can Expect at the Workshop
You can expect my personal attention. I limit enrollment of Just Because You’re an Expert…Doesn’t Make You Interesting to 10 full-participation attendees. As a full-participation attendee you’ll present content you develop as part of the workshop experience. You’ll present in front of the room while I personally coach you. I take great pride in developing a safe and support coaching environment where you’ll be able to access the best version of yourself. I offer limited-participation enrollment if you’re not quite ready to get in front of the room for coaching. As a limited participation attendee you’ll attend the workshop as an observer and join in workshop discussions, but no front of the room speaking | coaching | peer evaluations or video taping. There is no limit to the number of limited participation attendees.
You can expect excellent workshop materials.
With your full-participation enrollment you’ll receive a pre workshop assessment that will help me target the coaching that will best serve you. You’ll also receive as pre-study for the workshop, my book Just Because You’re Leading…Doesn’t Mean They’ll Follow.
At the workshop you’ll receive a complete workshop manual with all the critical concepts included. Following the workshop you’ll receive my book Just Because You’re an Expert…Doesn’t Make you Interesting.
As a limited participation attendee you’ll receive the workshop manual and usually I have extra books with me so who knows…you might get a book or two!
You can also expect to be in good company. Typical attendees are already successful and are looking to get to their next level. This makes for an engaged workshop experience with cool people. You’ll also be rubbing shoulders with speakers and thought leaders from market leading organizations. Here’s a few of them.
Michael Augins, President Sirona Dental Systems
Susan Crawford, Director of Marketing DENTSPLY Professional
Don Bell, Director of Marketing CAD/CAM Materials
Kristen Edwards, Director of Professional Relations
Dr. John Rowe Jr., Chairmen, American Board of Cosmetic Dentistry
Joe Feldstien, Senior VP of Professional Partnerships
Bob Salvin, Founder and CEO
Vanessa Emerson, Founder, Directory of Dental Speakers Founder & Dental Speakers Bureau
Sue Kolb, Director of Continuing Education and Events
Mark Olivieri, Key Opinion Leader Development
Workshop Topics Include:
1. EVALUATE YOUR IMPACT
The Experts Assessment™
A four-part evaluation illustrating your dominant influencing style and sets the direction of your developmental path.
The Focus / Fear Cycle™
This tool reveals the three main sources of presentation anxiety (stage fright) and guides you to becoming comfortable in front of any audience.
2. EARN AND HOLD ATTENTION
Full Contact Communicating
A two-part technique that immediately creates a strong bond between you and your listeners.
Move It and Lose It™
You’ll practice how to move with confidence and lose nervousness.
A Picture and a Thousand Words™
Experience in two minutes how to use your voice to make your message stick.
3. BECOME INTERESTING
You’ll practice the five steps to telling great stories in business situations to make your message compelling and unforgettable.
The Transferable Concept™
Discover the richest sources of great stories and how to embed them into your message.
This tool helps you find and deliver the humor in your content, creating a delightful listener experience.
4. PLAN AND REHEARSE YOUR PRESENTATION
The Spectrum of Appeal™
Assemble presentations in half the time with twice the impact using this four-part tool.
The Day / Night Schedule™
Learn the right ways to use audio-visual tools and avoid the killer mistakes.
The Speech of 25™
You’ll experience a simple method for rehearsing your presentation, giving it a natural look, sound, and feel.
Here’s who I am and why I’m qualified to lead this workshop
For starters I hold the highest earned designation in professional speaking – Certified Speaking Professional (CSP) – from the National Speakers Association. I am the first dentist world-wide to earn this distinction.
Visit http://www.nsaspeaker.org/certification to learn what I did to earn this designation and why this is important to you and your organization.
I have written two books on the topic of becoming an interesting expert; Just Because You’re Leading …Doesn’t Mean They’ll Follow and Just Because You’re an Expert…Doesn’t Make You Interesting. This is important to you because the content in my books are gleaned from the hundreds of hours I’ve spent in classrooms coaching experts. You can have confidence in my coaching process.
I practice what I preach. I make a good portion of my income from speaking at meetings and hosting workshops. This is not a hobby; it’s the real deal for me and can be for you too.
I have a 20 plus years successful track record as a speaker development coach and thought leader. I’ve personally experienced most speaking situations and coached an incredibly wide range of experts from the domains of;
- Financial services
- Internet technology
- Culinary arts
- Instructional design
To learn more why I’m the one to coach you download my speaker pack.
If you’re ready to become an interesting expert, then click the enrollment button and get going. Remember, I limit this workshop to 10 full-participation attendees, so don’t think about this too long!!
Frequently Asked Questions when hiring Paul Homoly
My unique value to your group is that I preach what I practice. My 30+ years experience in dentistry combined with what I’ve learned from the hundreds of clients and organizations I’ve work with, enables me to talk to your group about “real life” problems and solutions.
When you hire me my prime objective is to give your group a relevant and memorable presentation. I accomplish this by becoming part of your team; and I’ll be asking you some questions to help me make your program a success. Anticipating that you, too, have questions to ask me, I’ve prepared some answers:
I have been a student of speaking since 1975. I have studied voice, theater, humor, storytelling, and drama. I have a Certified Speaking Professional (CSP) Designation from the National Speakers Association. Fewer than ten percent of professional speakers are distinguished at the CSP level. I am the first and only dentist in the world to earn this designation. Visit http://www.nsaspeaker.org/certifications/ to learn why my having the CSP designation is important to the success of your event.
However long you need it to be — from 30 minutes to two days.
Yes. I’ve been speaking since 1978 and have frequently had to cut or lengthen my talk at a moment’s notice. Before I walk on the stage, I’ll ask you what time you want me to walk off.
Yes… if the audience is awake, sober and fairly happy to be there. The set-up, the lighting and the atmosphere also make an incredible difference to the results. I’ll work with you to make sure the logistics of my presentation are the best for the objectives you want to meet.
When you decide that you like my material and speaking style, you need to help me to understand your group so that I can adapt my message to meet your needs.
Yes. I can deliver a keynote and then two breakout sessions on totally different subjects. A great meeting investment for you.
10 to Thousands. I am experienced with teleconferencing and image magnification.
Yes. I’m a big believer that information plus fun equals learning. Your group will have fun and come away with new skills.
If you like my audio or video tape and enjoy my style of delivery, then we should talk. I never accept a speaking engagement that I don’t think that I can guarantee. My professional reputation is a lot more important to me than one extra presentation.
Yes. I’ve written Dentists: An Endangered Species – A survival guide for fee-for-service care, Isn’t It Wonderful When Patients Say “Yes”, Making It Easy for Patients to Say “Yes”, Just Because You’re Leading…Doesn’t Mean They’ll Follow, Just Because You’re an Expert…Doesn’t Make You Interesting and Case Acceptance for Everyday Dentistry. I contribute to dental journals world-wide, and have produced audio, video, podcasts, and on-line educational programs.