The Dental Hacks Podcast

If you're a dentist and you are trying to get case acceptance, that means you're a salesperson. You might not love the wording, but the concept is true. If you are explaining the pros and cons of treatment, the benefits of treatment and consequences of no treatment...you're a salesperson! Jeff Palmer of the Case Acceptance Academy explains how to help patients move forward in an ethical and predictable way! We discussed a lot of topics including:

  • Where did Jeff come from? How did he learn his case acceptance techniques.
  • Why is case acceptance part of marketing?
  • How do you measure case acceptance?
  • "Marketing can't control what happens after the phone rings"
  • In person coaching vs. online training (Jeff can do both)
  • The exam isn't the case presentation! (diagnose first, treatment plan second)
  •  "You need a..." is the wrong move after diagnosis
  •  Show, tell, ask
  • After you show the patient then shut up. Don't be the first one to speak.
  • Having a staff member ask the questions that the patient is probably thinking
  • Where is the best place to present the case? (you need a monitor and privacy)
  • Phone skills are KEY!

Some links from the show:

Jeff's website: The Case Acceptance Academy

The Dream podcast

Al's photo: 

The Dental Hacks Nation closed Facebook group has 28,000 members! Head over there to interact with other Dental Hacks listeners, guests and Brain Trust members every day, all day! Remember…if you don’t have anything “dental” on your FB page, we might decline your membership request. So IM the group or email us at info@dentalhacks.com!

To effectively do chairside CAD/CAM, you’ve got to be organized. Our friends at Zirc are really good at organization. You want to have the right inventory of blocks, but you don’t want to overstock. Most importantly, you need to be able to find exactly what you’re looking for when you’re looking for it! If you’re doing CEREC or other chairside milling, you should control block chaos with their CAD/CAM Block Locker! This is a really cool product and right now Zirc is offering the Dental Hacks Nation a really great price. If you use the coupon code “DHLOCKER” on their website at dentalhacks.com/blocklocker they’re offering 20% off deal of their large or small block locker! This is a shockingly good deal! You’re going to love how Zirc can organize your CAD/CAM work space and you’re going to love 20% off using  Zirc...because time is everything!

If you could take a course from a living legend, wouldn’t you? Dr. Buddy Mopper is a giant in cosmetic dentistry. He basically created cosmetic bonded dentistry and he is still teaching! His legendary course “Catch the Composite Wave: and Surf its Potential” is coming up on May 7-8, 2020 at Cosmedent’s Center for Esthetic Excellence in downtown Chicago! And here's the deal...this course is almost sold out, so you need to act now! Not only will you get a bunch of face time with Dr. Mopper, you’ll also get to work with the one and only Dr. Dennis Hartlieb! If you want to do esthetic composite, this is where you should start! Check it out at dentalhacks.com/Buddy!

New patient exams are your offices best way to make a great impression! You get to meet the patient, show them the facility, get to know them and what they want from a new dental office. You know what the worst possible situation is? When the patient shows up a touch late and hasn’t filled out any forms. All of the sudden, your team’s schedule is off, your schedule is off and a chance to make a great impression is bogged down by a bunch of nasty paperwork. Our friends at YAPI have this situation solved. New patients of the practice can access your forms directly from your practice website or via email. They can complete and submit their forms from any device. Your team can review submitted forms and quickly import patient information to your practice management software with no manual entry! Check out YAPI’s online forms and all of the other great features YAPI has to offer at dentalhacks.com/YAPI. YAPI. It’s a funny name, but it’s serious software!

Go Hack Yourself

Jason: warrant in debt for collections

Alan: BlueView Varistrip matrix from Garrison Dental Solutions

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If you would like to support the podcast you can check out our Patreon page! Although the show will always remain free to download, our Patreon supporters get access to special bonus content including (at least) one extra podcast episode every months! Also be sure to check out the Dental Hacks swag store where you can find t-shirts, stickers coffee mugs and all sorts of other things that let the world know you’re a part of the Hacks Nation.

Direct download: DHP_281_mixdown-auphonic_01.mp3
Category:dental -- posted at: 5:00am EDT