Courses & Workshops

Selling & Closing Skills

Today, patients have a savvy sense about how their treatment is being presented. These days, be it at the car dealership or plastic surgeon’s office, no one wants to be “sold”!

Eliminate the stigma of “hard selling” your dentistry. Your entire team can learn techniques that translate to your patients as: “Your passionate dedication to educating and guiding them to choose quality dentistry for a lifetime of dental health”

WHAT IS AUTHENTIC SELLING?

It is a modern day value more than it is a technique. It continually reminds the presenter to speak from the heart, and experience while educating and presenting needed treatment options to the patient. It also provides techniques that ensure respectful guidelines while presenting payment options, cancellation policies and other business standards that should be in place to protect your practices’' bottom line. Historically, many of these topics bring forth with them a negative connotation, thus making team members uncomfortable to discuss them and patients offended to hear them. Authentic Selling will now allow you and your team to confidently and consistently impress your patients, schedule their needed dentistry and create trusting, authentic relationships! Avoid forever the haphazardness that can sometimes occur during treatment presentations. In this seminar, we will lay out a step-by-step guide to making case presentations smooth and consistent. Learn how to consistently gain the patients acceptance for needed dental treatment. The Patient Financial Arrangement Options Form for ease in case presentations is included with this seminar.

A FULL DAY SEMINAR

Wanting to schedule full–mouth reconstructive cases and doing so, are two very different scenarios! But, what are the magic ingredients that take a practice from “many small procedures” to “several huge cases”?

Believe it or not, it starts with appearances. The manner in which your dental office looks, how your team speaks (with deliberate command of the English language) how they carry themselves, how they do or do not make eye contact and yes, even how they dress!! In any business where there are large sums of money transacting, there is also a very deliberate mode of behavior and appearance. Dentistry is no different, that is for the very successful high-end practice. This seminar provides secrets and tactics that will ensure your continual success when presenting larger cases. It will also tailor all of the fore-mentioned to your comfort level. This course lays out these step-by-step nuances that will bring Full Mouth Reconstructive Dentistry into your present reality!

A FULL DAY SEMINAR

These days the Dental Spa terminology may already sound a bit overdone. Yet, many patients have come to expect these “niceties” that now come along, gratis, with there routine dental appointments. (Massaging dental chairs, hot towels, aromatherapy, chilled juices and wine, hot coffees and teas).

Regardless of your desire to provide a wider range of true spa services or simply relaxation amenities, it is of a timely matter to address the issue of amenities in your office environment. It is what the public expects and even demands. For those who have not had such a pampering experience, it is still an impressive eye opener. Discuss and discover options that can be implemented into your offices’ daily function with very little effort or expense.

Incorporating even a few amenities into your daily routine is paradox that will truly make you chuckle. Have more fun at work, watching your patients relax and enjoy your work. The end result is relaxed, satisfied, cooperative, happy patients

A FULL DAY SEMINAR

Learn a practical technique for identifying Personality Types, and how to apply this technique: with patients, with co-workers and for all case presentations!

This up-beat skit / seminar combination provides creative strategies that will take the headache out of Case Presentation and Patient Acceptance.

You will realize the powerful impact that “Metaphorical Teaching” has in patient education. Gender, Profession, Hobby, and Household related examples will be brought to light, to express the power of this technique. Emphasis on relating to the patient “in their own terms” to create vivid understanding.

How many times per day do you or one of your team members catch yourself in a situation where you are paralyzed for lack of verbiage? You may know what you want to say, but have trouble articulating it, so you end up saying the wrong thing -- and the patient goes home not understanding why they really do need that 5-uiit bridge. Why is it that we can many times not “pull up the right words”, much less teach a co-worker to do the same?

The secret lies in how you can commit the correct responses to memory. Many of your responses actually make up your practice philosophy and need to be a standard response from each and every team member. Learn how actresses and actors learn their lines for plays and movies. Commit certain scripts and lines for memory so that the “right words” will be with you when you really need them next time and thereafter! The dental office is really a stage: the patients our audience and we have to be accomplished enough to know how to control the what is being said and what is getting done.

Aside from providing you with useful scripts, dialog and “one liners”, this workshop will also teach you how choosing the “right or wrong” word in any given situation can make or break your relationship with the patient. Discover the intense profit that lies within your daily application of conversing!

This workshop will lay the framework for cohesiveness amongst your team and provide succinct verbal ideals.

A FULL DAY SEMINAR

The average dental office that does not have meeting to discuss the schedule and patient needs just prior to the start of their day will loose on average $1000 per day!! I do not know many businessmen who are willing to expose themselves to this kind of a loss.

If you do not believe you are suffering this kind of loss or if you are trying to “huddle” but do not seem to be getting anything of serious substance out of your huddle, this is a course worth listening to!

A 17-step huddle guideline and a 15-step pre-huddle preparation guideline will be provided for your consistent success with your huddles!

Keep that $1000 per day in your pocket not “lost in space”!

A FULL DAY SEMINAR

Utilize your Intra-oral Camera not only in the Hygiene Department with all patients but also with the Dental Assistant while the Doctor is in or out of the operatory!

Take the necessary steps to accomplish Intra-oral Camera examinations for all re-care patients. Learn and master the skills necessary to execute flawless & time-efficient Intra-oral photos.

Powerful verbal & non-verbal strategies are key components for this systematic approach to the “touchless cavity exam”. This series is geared to the entire staff because it is a system.

The Hygienist & Dental Assistant are the “host” of this Intra-oral Camera Program and the staff is the support.

A FULL DAY SEMINAR & HANDS-ON WORKSHOP

Customize a Product Philosophy for your Practice

A basic exploration of all of the products your patients use and want to know about: Tooth pastes, Mouth Rinses, Electric Toothbrushes, Water Piks, New Medicines in Dentistry, Natural Remedies in Dentistry. This is a fully researched workshop that brings you the current facts and sites clinical studies. What is safe, what has been found less than safe. What is hot and what is not!!

By the end of this workshop all your staff will have identified what products seem suitable for your patients. We will establish a Common Product Philosophy customized to your office. The entire staff will then feel confident and be consistent in advising patients on the products that are available to them.

Get clarity and make the appropriate recommendations for your patients’ optimum health.

A HALF DAY SEMINAR

A relaxing and self-centered change of pace that focuses entirely upon “taking care of ourselves” — 21st century style!

Focus will be first on how to create and practice in a stress-free environment.
Mood & Body De-stressors, Environmental calmers, etc.

Second, on how to feed our bodies clean fuel that will keep us alert, lean, fit and feeling good. Finally, tips on how to keep our skin and bodies looking and performing with youth on our side.

A HALF DAY SEMINAR

The hospitality industry has many secrets to success that apply hands-down with your dental patients. If you are not yet doing so, it’s time to start viewing your patients as guests. You will begin to see the metamorphosis immediately. One that attracts high-quality people to your high-quality office.

From the moment you answer your phone, you have on average, 5-20 seconds to make and create a great 1st impression on a potential new patient caller. Learn techniques that will attract the new-caller into your practice every time! Gain competency with a customized extensive telephone interview format that will guide you in pre-qualifying your patients. Then apply welcoming skills and offer special amenities that continue to WOW and nurture this patient.

A HALF DAY SEMINAR
(with “Field Study” option adding an additional half day).

If you are sitting at “7-9 & 12 o’clock” positions, it could be costing you your back!!

Learn newer posturing tips to keep a healthy back, neck and hands for your entire career. Strategies for Sitting, Instrument Handling, Stretches and Exercises you can do to de-stress your body and mind.

This is a “come comfortably dressed” workshop, as we will be doing the moves that will keep you sitting pretty for an entire career!

A 2 hour SEMINAR & WORKSHOP

GOALS:

This course will review the importance of oral cancer screening to all levels of dental professionals and the entire staff. Provide statistical information on oral cancer, and the importance of early diagnosis. Highlight the efficacy and positive results of complete head and neck exams and help change patients perception of value for “screening, not cleaning.” Motivate dental professionals to take part in changing public awareness.

Promote smoking cessation to aid in; the prevention of oral cancer, the poor prognosis of periodontal treatment, and the decreased longevity of cosmetic dentistry

OBJECTIVES:

Upon completion of this course, the participants will:

• Know the steps to follow for oral cancer screening
  
• Steps for office implementation of Oral Cancer Awareness
  
• Give information on self-exam
  
• Be aware of options for early detection of oral cancer
  
• Know some products available from the oral cancer foundations and other useful websites
  
• Document information given to patients
  
• Coach and educate patients in options for smoking cessation

This is a 2 hour course done evenings or Saturdays. The entire staff will benefit, and it is worth 2 ceu for the licensed staff.

A dental soft tissue management course.

If you have not updated and re-created you Soft Tissue Management Program since the Holiday Inn version taught in the 1980s -- it’s time!

This workshop series provides a progressive yet conservative, periodontal treatment approach, utilizing three proven principles for magnificent periodontal stabilizing results. Perfect for the Cosmetic and Reconstructive practice that need to have pristine tissue prior to “cutting preps”. Learn the effective methods in Full Mouth Disinfection protocol, the “Layering Technique” of root planning that virtually eliminates the need for doctor-time with a local anesthetic and the stabilizing effects of homecare with a home irrigator that can provide lasting results.

Learn to apply this upbeat “Professional Coaching Program” as the foundation for attaining “Periodontal Fitness” for all of your patients. Involve the patient in Periodontal Chartings using dynamic Verbal Skills. Convey the value of this savvy treatment approach. Renew your hygiene department and revive your hygiene profits. A workshop for your entire team.

Taught as a 4 part series:

• (1-day) Full Team
  
• (1-day) Hygiene Team
  
• 2 (1/2 days) In-Office*
  
• 2 (1/2 days) Follow-up w/ Hygienists*
  * Follow-up Reports to Doctor

$5000

** Additional future training days = $750