003 - How To Get Patients To Say Yes To Dental Implant Treatment with Dr Paul Homoly
07/20/18 • 62 min
We’re honored to welcome Dr. Paul Homoly onto the Driven Dental Implant Marketing podcast and interview series!
Dr. Paul Homoly is the president of Homoly Communications Institute, an excellent resource for dentists who want to increase case acceptance and elevate their professional and practice-building skills. With over thirty years of experience as a restorative dentist and acclaimed educator, he has a bounty of innovative insights to share with fellow dentists who want to thrive and grow their practices.
Dr. Paul Homoly is regarded as one of the world’s top communication coaches, consultants and speakers in dentistry. He is also a published author of several books including “Dentists: An Endangered Species, Isn’t It Wonderful When Patients Say Yes!”, “Making it Easy for Patients to Say “Yes”, “Just Because You’re an Expert...Doesn’t Make You Interesting” and “Case Acceptance for Everyday Dentistry”.
In the podcast and video, we discussed:
[02:27] Transitioning your practice into an implant focused practice
[03:46] Case acceptance as the engine of a dental practice and how you can improve case presentation for dental implants
[06:35] Why you should start thinking about the kind of practice you want to have an understanding that there are essentially two types:
- Modest Care Practice – case fees less than $3500, but with more patients
- Complex Care Practice – case fees more than $5000, but with fewer patients
[07:37] The driver of case acceptance for a Modest Care patient is education, whereas the driving force for a Complex Care patient is more about understanding why the patient wants the dentistry done
[10:00] The importance of making a personal connection with your patients and showing empathy and emotion
[12:26] Avoiding overly complex treatment presentations in your marketing strategies and the relationship between marketing and dental implant case presentation
[14:40] How to connect with patients by asking questions that gets them into the “storytelling mode”
[18:20] What to say during dental implant treatment presentation and why you should start the conversation with the behavioral benefit rather than the structure of the treatment sequence
[22:13] Initiating the behavioral benefit conversation and how to streamline it into your case presentation for dental implants
[23:43] Implant case presentation tips and the four key ways to make a great first impression on your new patient high-value cases
[26:33] How to deal with “shoppers” and establishing a dental implant marketing strategy that will attract shoppers to your practice
[30:41] When the case fees are over $10,000, fewer than 5% of new patients are ready to start their care. So, when you’re presenting implant cases, it’s more beneficial to assume that the patient is not ready for treatment
[34:14] Advice for getting patients to become a patient of record (hygiene patient) when they don’t accept treatment the first time they hear the treatment plan
[39:00] What dentists can do to improve case acceptance for complex care
[41:24] Why you should always revisit the patient’s life circumstance before revisiting the conditions
[46:56] Improving case acceptance and how to present dental implant cases while maintaining the upwards momentum
[51:00] More information about Dr. Paul Homoly’s online courses
[54:37] Understanding that when you start focusing on building a practice that genuinely cares about changing people’s lives, financial awards will follow
For more information on this episode, click here.
If you would like to get in touch with Dr. Paul Homoly, you can visit his website and click “Your 3 Top Decisions To Make It Easy For Patients To Say Yes” to begin the case acceptance coaching program which includes dozens of excellent implant case presentation tips.
If you want to get into placing dental implants, you can join our course cruise, “Implants Unlimited” with Dr. Arun Garg which runs from November 15th to 19th from Fort Lauderdale to Cuba. Also, if you’re enjoying this video and podcast interview series, make sure to follow us on Facebook to keep up with the latest updates!
For anyone who’s interested in finding out if Driven Dental Implant Marketing is a good fit for you and your practice, you can book a FREE 15-minute strategy session over on drivendentalmarketing.com
We’re honored to welcome Dr. Paul Homoly onto the Driven Dental Implant Marketing podcast and interview series!
Dr. Paul Homoly is the president of Homoly Communications Institute, an excellent resource for dentists who want to increase case acceptance and elevate their professional and practice-building skills. With over thirty years of experience as a restorative dentist and acclaimed educator, he has a bounty of innovative insights to share with fellow dentists who want to thrive and grow their practices.
Dr. Paul Homoly is regarded as one of the world’s top communication coaches, consultants and speakers in dentistry. He is also a published author of several books including “Dentists: An Endangered Species, Isn’t It Wonderful When Patients Say Yes!”, “Making it Easy for Patients to Say “Yes”, “Just Because You’re an Expert...Doesn’t Make You Interesting” and “Case Acceptance for Everyday Dentistry”.
In the podcast and video, we discussed:
[02:27] Transitioning your practice into an implant focused practice
[03:46] Case acceptance as the engine of a dental practice and how you can improve case presentation for dental implants
[06:35] Why you should start thinking about the kind of practice you want to have an understanding that there are essentially two types:
- Modest Care Practice – case fees less than $3500, but with more patients
- Complex Care Practice – case fees more than $5000, but with fewer patients
[07:37] The driver of case acceptance for a Modest Care patient is education, whereas the driving force for a Complex Care patient is more about understanding why the patient wants the dentistry done
[10:00] The importance of making a personal connection with your patients and showing empathy and emotion
[12:26] Avoiding overly complex treatment presentations in your marketing strategies and the relationship between marketing and dental implant case presentation
[14:40] How to connect with patients by asking questions that gets them into the “storytelling mode”
[18:20] What to say during dental implant treatment presentation and why you should start the conversation with the behavioral benefit rather than the structure of the treatment sequence
[22:13] Initiating the behavioral benefit conversation and how to streamline it into your case presentation for dental implants
[23:43] Implant case presentation tips and the four key ways to make a great first impression on your new patient high-value cases
[26:33] How to deal with “shoppers” and establishing a dental implant marketing strategy that will attract shoppers to your practice
[30:41] When the case fees are over $10,000, fewer than 5% of new patients are ready to start their care. So, when you’re presenting implant cases, it’s more beneficial to assume that the patient is not ready for treatment
[34:14] Advice for getting patients to become a patient of record (hygiene patient) when they don’t accept treatment the first time they hear the treatment plan
[39:00] What dentists can do to improve case acceptance for complex care
[41:24] Why you should always revisit the patient’s life circumstance before revisiting the conditions
[46:56] Improving case acceptance and how to present dental implant cases while maintaining the upwards momentum
[51:00] More information about Dr. Paul Homoly’s online courses
[54:37] Understanding that when you start focusing on building a practice that genuinely cares about changing people’s lives, financial awards will follow
For more information on this episode, click here.
If you would like to get in touch with Dr. Paul Homoly, you can visit his website and click “Your 3 Top Decisions To Make It Easy For Patients To Say Yes” to begin the case acceptance coaching program which includes dozens of excellent implant case presentation tips.
If you want to get into placing dental implants, you can join our course cruise, “Implants Unlimited” with Dr. Arun Garg which runs from November 15th to 19th from Fort Lauderdale to Cuba. Also, if you’re enjoying this video and podcast interview series, make sure to follow us on Facebook to keep up with the latest updates!
For anyone who’s interested in finding out if Driven Dental Implant Marketing is a good fit for you and your practice, you can book a FREE 15-minute strategy session over on drivendentalmarketing.com
Previous Episode
002 - How to Improve Customer Service with Laura Hatch from Front Office Rocks
Welcome back to another fantastic episode of the Driven Dental Implant Marketing podcast and video interview series!
We’re continuing our new series with one of the top influencers in the industry, Laura Hatch. Laura is a Dental Office Manager and the Founder of Front Office Rocks, an online training resource that provides online and video training for your front office team to be as efficient and effective as possible with a focus on improving customer service and boosting patient retention.
Laura is committed to empowering dental teams to provide the best customer care to their patients by offering her first-hand knowledge and expertise to help improve the day-to-day operations within your practice. She is a member of the American Association of Dental Office Managers, and in 2016, Laura was recognized as one of DPR’s Top 25 Women in Dentistry.
In the podcast and video, we discussed:
[01:33] Understanding that the front desk (and the phone) are the most critical aspects of your practice for getting new patients through the front door
[05:11] Why the phone should be viewed as the “lifeline to the outside” and how you can use your phone skills to increase the number of new patients coming to your practice
[06:53] Always “respect the phone” and remember that you only have one shot to make a good first impression – so make it count!
[08:48] Mastering the art of multi-tasking at the front desk, switching from one hat to the other and why you must always have the right attitude on the phone
[11:00] Common mistakes your team make when handling the phone and how to overcome them
[13:25] The power of saying YES to patients and not letting insurance or money dictate the conversation
[19:33] Why you should treat every phone call with the utmost respect and how to take control of the conversation
[22:40] To script or not to script? - the benefits and drawbacks of using a script
[24:26] How to handle high-value cases with the ultimate goal of getting them to book a face-to-face consultation at your practice
[26:27] Reducing and/or eliminating cancellations and no-shows
[30:25] Why you should never judge a patient by their tone of voice, physical appearance or their day job
[35:08] The most phone calls come in between 11am and 2pm so make sure you have someone ready and available to take calls over lunch
[36:46] How to manage phone calls when you have a patient in front of you
[41:15] The best time to call a patient that has got in contact with your practice via email
[43:20] Dealing with leads that come in after hours or on the weekend and how to make scheduling appointments out of hours fun for your team
[50:15] How to answer the “price question” and why you should focus on financial options rather than providing an estimated quote over the phone
[59:15] Understanding that you can train dental, but you can’t train personality
[1:00:55] How to negotiate with patients who are adamant about INS benefits
[1:03:19] Why you should spend more time getting to know the person behind the call
We hope you enjoyed our discussion with Laura and found as much value from it as we did. If you would like to get in touch with Laura, you can visit Front Office Rocks, where you can learn more about her company, view free sample training videos and sign-up for dental customer service training for your entire team for as little as $5 per day!
If you would like to book a FREE Strategy Session with Charles, go to drivendentalmarketing.com and hit the big green button to schedule a 15-minute strategy session covering how you can implement a program to attract and convert more high-value patients to your practice.
For more information on this episode click here.
Next Episode
004 - Remove The Financial Barrier From Implant Case Acceptance with Dr. Bruce Baird
We’re thrilled to welcome Dr. Bruce Baird onto the show to talk about dental patient financing and how to close more high value implant cases by offering better financing options for implant patients.
Dr. Bruce Baird, DDS, has been a dentist for 38 years and is the founder of Compassionate Finance, which offers customized payment plans for all patients seeking quality dental care. Compassionate Finance is one of the best patient financing companies for patients searching for affordable payment terms for high value implant cases.
In the podcast we discuss:
[00:22] An introduction to our special guest, Dr. Bruce Baird
[01:44] How Bruce started his company, Compassionate Finance, and turned it into a multi-million-dollar business
[07:00] Why patient financing is so important if you want to increase productivity and revenue
[12:20] Advantages of having better financing options for implant patients and helping them to fit high value treatment plans into their budget
[17:43] Changing the financial trajectory of your practice with in-house financing for dental practices
[23:50] Why the decision to present alternatives to care credit for high-value cases shouldn’t depend on your pre-judgement of a potential patients
[35:28] How Compassionate Finance compares to other third-party finance companies
[43:48] Breaking down common misconceptions of implementing alternative patient financing options
[48:17] Dr. Bruce Baird’s upfront approach to the question, “How much does it cost?”
[52:27] How do you work an associate into compassionate finance?
[56:38] Solutions and advice for attaining financial contracts/plans for practices with oral surgeons and other alternative models
[58:58] Training your front office team to implement third-party dental patient financing successfully
[1:02:28] Payment plans Vs. cash up-front: Is there an alternative for care credit?
[1:04:54] Dr. Bruce Baird talks about Productive Dentist Academy and how you can close more high value implant cases
If you’d like to find out more about Compassionate Finance, email [email protected] or visit www.compasionatefinance.com for more information on in house financing for dental practices. Alternatively, you can call 866-960-6323 to talk to a member of the team.
For more information on this episode click here.
Learn how to convert more high-value cases by visiting www.drivendentalmarketing.com and sign-up for your FREE 15-minute strategy session for getting all of the systems in place needed to close more high-value implant cases for your practice.
We’ve also got a fantastic dental implant training cruise coming up called “Implants Unlimited” with Dr. Arun Garg which runs from November 15th to 19th from Fort Lauderdale to Cuba. So, make sure to book your seat on the cruise today for 12 hours of CE with some of the world’s leading professionals in the industry.
Don’t forget to like our Facebook page to keep up with our podcast and video interview series!
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