Dental CE Course: Making It Easy for Patients to Say "YES"

Making It Easy for Patients to Say “Yes” workshops are the leading case acceptance workshops in dentistry today. They are a series two-day workshops – Level One and Level Two. You’ll practice case study simulations making your training relevant to your everyday clinical experiences. LEVEL ONE: The Essential Elements of Case Presentation The Level One workshop is designed to teach the foundational skills of the case presentation process. Level One is prerequisite for the Level Two workshop. Level One is appropriate for you, regardless of your experience, if are interested in building the best possible case acceptance process. It’s specifically designed for presenting care to patients whose total dental care needs are less than $5,000; “bread and butter” dentistry. The Level One workshop focuses on the essential elements of case presentation. These elements include: • Making it easy for your patients to understand their dental conditions • Discovering patients concerns about their conditions and their readiness to treat them • Discussing the consequences of untreated conditions without scaring patients • Knowing the most influential way to discuss your treatment recommendations • Learning the difference between recommending dentistry for conditions the patient is concerned about vs. treatment recommendations for conditions they are not concerned about • Smart telephone and in-office interview skills • Discovering and discussing issues that affect your patients readiness to accept care – budget, work schedule, family concerns, health issues, etc. • Organizing and rehearsing case presentation • Stress-free fee discussions and financial arrangements • Managing and retaining patients who aren’t ready for care LEVEL TWO: Case Presentation for Complex Dentistry The Level Two workshop focuses on advanced aspects of case presentation necessary for complex care. This workshop builds on the principles of the Level One workshop and is designed for patients whose total case fee is greater than $5,000. You’ll learn: • Telephone and in-office interview skills that distinguish you in the mind of the complex care patient • How to determine if your patient is ready for complex care • Avoiding long examinations, diagnostic work-ups, and case presentations on patients who aren’t ready for complex care • How to stop losing patients from sticker shock • Knowing when patient education works against complex care case acceptance • Engage your team to create positive patient experiences that make it immediately obvious to patients that they are in the right dental office • Learn why trying to overcome objections works against you in complex care recommendations • Leading complex relationships in the team approach to care involving dental specialists, physicians, and laboratory technicians • Organizing and rehearsing a case presentation process with twice the results in half the time • The best answers to the questions, “Why is this so expensive?”, “How long will it last?”, “What happens when something goes wrong?” • Keeping patients in your practice who aren’t ready for complex care • Smart management of the second opinion patient • How to inform your patient that some of the dentistry you provided is failing without creating anger and stress • How to set fees for complex care dentistry • Confidently presenting fees and financial arrangements with no patient surprises, embarrassment, or anger As alumni of Level One and Level Two workshops you’re encouraged to become a member of YES! On-Line. This membership provides you with all the tools necessary to bring the workshops back to your team. These tools include DVD’s, live and recorded on-line sessions, team workbooks, facilitator guides, and on-line collaboration with Dr. Paul Homoly and workshop attendees. You’ll have everything you need to implement in your practice what you learned in the workshops.