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.
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.