Get Patients To Say YES To High-Dollar Cases

If you want high-dollar procedures done more often in your practice, this is the episode for you. Kiera specifies what needs to be in place, including skillset, morale, and language. This kind of case acceptance goes beyond the everyday appointments, and Kiera explains the difference. Episode resources: Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript: Kiera Dent (00:00) Hello, Dental A Team listeners, this is Kiera. And today I feel like this is my bread and butter. I feel like this is what Kiera Dent was made to do. And I cannot wait to teach you guys the secret to getting patients to say yes to those high dollar, high ticket cases. We're talking the 20, the 30, the $40,000 cases. But the great news is these principles can be applied to your smaller cases too, because I just think that like how to do this and this is what Kiera's really good at. And I have a practice that ⁓ implementing incorporating these tactics. has been able to grow every one of their locations, multi-millions every single year. And people look at these practices, they see their stats and they say, how did you get these numbers? And they said, it all started the day we brought Dental A Team into our company. And that's just a huge testament to me, to the work that we do, to what our consultants do. And for anything, it comes from a passion of being able to help more patients get the dentistry that they need and deserve. So I just feel like there's so much fun to case acceptance and ⁓ It's not about selling, it's about words are free. And so let's use our words to the best of our ability. Let's use our words to the best experience for our patient. And let's help all of them have the trust, the clarity and the confidence to be able to say yes to those. You guys, Dental A Team is obsessed with helping you and your teams have more profitable practices, happier practices, happier teams, happier patients. We are obsessed with that. And our mission is to positively impact the world of dentistry in the greatest way possible. and doing it in a tactical, practical, let's do this. So I really want you guys to hopefully take this on, take the system, take the tactics and help more patients say yes. And to just be proud of the dentistry you're able to do. Now, step one is you've got to be really, really good at dentistry. I can sell any dentistry. Like I feel like I'm a miracle girl for practices. I feel like there's easy ways to do this. But step one is we've got to have great dentistry. Otherwise our treatment coordinators and our team and our patients that makes it very, very hard actually for us to want to sell dentistry. So step one of this is going to be you've got to actually do great dentistry. Okay, that's step one. So if you're not good at something, please don't sell it, go get good at it. But also please don't make it worse than it is. You might actually be a great clinician, but you don't give yourself the credit for that. So I'm on a mission to help the best dentists thrive, the best dentists do great dentistry and to help more patients. So that's step one is I got to make sure that you guys are doing really, really, really good. Step two is getting patients to say yes, especially for these higher dollar ticket ⁓ items. We've got to make sure that we've got dialed in systems. ⁓ I use the example from Disneyland that people can feel perfection. And so does our team feel well oiled? And this means that our hygiene team is teeing up treatment. We're all looking for it. If our associate doctors are not doing this treatment and they're referring to our general doc, our, our owner doctor, We've got to make sure all the associates and the hygiene team are trained on what to look for, how to present this, how to tee it up. Do we bring them back for consult? Can we diagnose it? What's the process for that? And if you want these high dollar procedures to be done more often in your practice, training your hygienist and your associates is one of the best investments of your time. So everybody's looking for it. We basically become a referring practice to our doctors that do these procedures. ⁓ I really do believe that everybody. So hygienist looking for it. Hygienist should be the first person and this goes for all treatment planning, but we're going to dive it into these higher dollar ones because there is a little bit different on how we actually present the treatment plan. But all these first steps should be all parts of high case acceptance. Now just also give a little credibility. ⁓ Implementing these processes usually take for just general dentistry, it usually gets you up to a 75-ish percent acceptance rate up to 90. Now, if we're higher than that, I know we might not be diagnosing as much as we need to, but in general dentistry, we should be cracking pretty high case acceptance. Now for my like 20, 30, 40, $50,000 cases, right around a 35 to a 45...