Last week, I unveiled my step by step process and approach to cultivating big cases out of your patients by accomplishing one overriding thing: making the patient want it for themselves.
Did you miss it? Watch the Replay Now >>>
You can easily build a big treatment plan, the question is do the patients want that treatment in their mouths.
This is the magic that happens when you follow the structure that I laid out last week. If you missed it, shame on you. Because you sit around wanting growth in your practice and thinking it’s going to happen by some magic trick – instead of ensuring your patients are part of the plan as you go to work on how to influence more of them to buy.
Here’s the thing about case acceptance… whether big cases or small cases or specialty cases… you can only ‘sell’ something the patient wants. That’s it.
So the process you do (education, verbiage, team engagement, doctor strategy – every single thing), should be carefully orchestrated and designed around this one overriding goal.
If the goal is just diagnosis.
You will lose.
If the goal is just the first step.
You will lose.
If the goal is bill the insurance.
You will lose.
If the goal is get the money.
You will lose.
If the goal is anything other than help influence the patient to want more for themselves, then you are fighting an uphill battle.
What matters most is not the steps as a process and the checklist of items I presented – rather it is the nuances, the tiny details and most importantly the psychology of building bigger cases and keeping the patient engaged along the way.
They will only fight to find the money, only commit to making the investment in something that they want personally and deeply. This requires you to achieve belief, ownership, buy-in from the patient before you ever get to a treatment plan and money.
Here’s what I want you to pay attention to when you review this ‘bigger case + life changing dentistry’ presentation…
I want you to listen to the stories. Because you are going to see how each super-star multi-million dollar practice/producer Doctor is so unique and different and at the same time embrace and apply each of the critical keys, strategies, phases, components of the patient acceptance experience and process into place.
They have made it their own and that’s why it works.
You will see the most profitable TMJ/Sleep Therapy practice in the country. You will see the highest value case average per new patient. You will see who I call the Grand Master, Dr. Barotz, who just put up $340,000 month with a boutique practice doing the most extraordinary dentistry (and that month was helped by an $80,000+ single collection day).
Here’s the thing: this didn’t happen by chance and it didn’t happen one time. It happens again and again because his practice is designed and deliberately created to cultivate this type of dentistry.
You don’t have to want to do ‘big’ cases. However, it’s important to understand – big can mean different things to different people. For our specialists its about case starts, average case value, some size of case. You can make it whatever you want.
Above all else, I challenge you to embrace the significance of going to work on, studying, committing to improving and mastering this – because nothing else in your practice is possible without this happening first.
By the way, there is some very special surprise bonuses included with the presentation that you will receive by completing it.
When you go through this, do two things…
Find out which Doctor and Practice style you resonate with the most. And jot down any questions that come to mind so that we can go over with them.
You can review the presentation right here >>>
In all the practices I see and in all the doctors I talk to (whom I get to know intimately), the real difference in those who have the most significant breakthroughs are the ones who have every team member aligned with the proper experience and where they take full responsibility for the outcome of case acceptance.
People who just leave it up to chance and blame it on the patient, on the insurance, on the economy, on whatever else… they continually disappoint themselves and they always fall short of their potential.
What’s worse is they leave behind a lot of treatment and therefore patients leave and go other places to find health somewhere else.
One final point… As I have told you a few times before, there is only one way to know the truth about your results with your patients.
I go through that one point in very specific detail in this presentation. It will allow you to look deep inside of your practice and find out what is going wrong or what could be going better to help you create a catalyst and achieve predictable increases in case acceptance.
Now, case acceptance hardly matters as a percentage. What matters are the dollars. The value. Even 100% of case acceptance on single crowns isn’t going to get you very far, composites are hardly worth doing, you’re losing money by the hour, by the tooth.
That’s why building bigger cases matters because it’s the only way to grow the value against the opposite of just growing patient numbers which leads to capacity plateaus and schedule limitations.
It’s not about 30, 40, 50, 60, 80, 100 thousand dollars cases as much as it is about consistently increasing your average amount of accepted dollars and then controlling the way they are placed into the schedule so you breakthrough any things that are holding you back from creating more time/value leverage.
You will see it all come together in this powerful and advanced presentation.
Use this as a way to assess yourself, what’s missing, what can be better, where are you going completely wrong and sabotaging yourself from getting more of the dentistry you want and more of the benefits your patients deserve.
Next week, we’ll bring it together and talk all about how your team impacts this and how to take them to the next level to improve every aspect of your case acceptance process and all types of patient visits and experiences.
Between now and then, study this…
