<\/p>\n
<\/iframe><\/p>\n<div style=\"text-align: center; background-color: rgba(1,1,1,0.05); color: #7d7d7d; padding: 5px; margin-top: -17px;\"><strong>Case Acceptance for Complete Care without Losing Patients to Sticker Shock<\/strong><br \/>\n<em>Presented by Dr. Paul Homoly & TNT Dental<\/em><\/div>\n<\/div>\n<p>In our latest installment of the TNT Marketing Education Series, Dr. Paul Homoly shared his secrets of \u201c<strong><em>Case Acceptance for Complete Care without Losing Patients to Sticker Shock<\/em><\/strong>.\u201d<\/p>\n<p>Dr. Homoly\u2019s 20 years of experience in implant and restorative dentistry gives him a unique perspective on case acceptance.<\/p>\n<p>Now, he\u2019s providing some tips on how to navigate an important issue that plagues so many dentists across the entire world.<\/p>\n<p>With an emphasis on <strong>behavioral<\/strong> processes in the practice of dentistry, he\u2019s able to help dentists shift their thinking on how to get patients to buy in and accept treatment.<br \/>\n<!--more--><\/p>\n<hr \/>\n<div class=\"clerfix\">\n<h2><strong>Education and Approach<\/strong><\/h2>\n<div id=\"attachment_1473\" style=\"width: 310px\" class=\"wp-caption alignright\"><img loading=\"lazy\" decoding=\"async\" aria-describedby=\"caption-attachment-1473\" class=\"wp-image-1473 size-medium\" src=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/paul-homoly-webinar-sticker-shock-TNT-dental-300x300.jpg\" alt=\"Paul Homoly Presents Free Webinar with TNT Dental\" width=\"300\" height=\"300\" srcset=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/paul-homoly-webinar-sticker-shock-TNT-dental-300x300.jpg 300w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/paul-homoly-webinar-sticker-shock-TNT-dental-150x150.jpg 150w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/paul-homoly-webinar-sticker-shock-TNT-dental.jpg 500w\" sizes=\"auto, (max-width: 300px) 100vw, 300px\" \/><p id=\"caption-attachment-1473\" class=\"wp-caption-text\">Dr. Paul Homoly<\/p><\/div>\n<p>With case acceptance comes a level of education.<\/p>\n<p>You have to have a foundation to build from when you\u2019re talking with patients \u2013 this is something most everyone agrees upon.<\/p>\n<p>That said, the approach in getting there and the level to which that patient education happens can vary, based on the type of patient you\u2019re working with, necessitating a couple of different approaches to treatment discussions.<\/p>\n<\/div>\n<div class=\"clearfix\">\n<hr \/>\n<\/div>\n<div class=\"clerfix\">\n<h3><img loading=\"lazy\" decoding=\"async\" class=\"size-medium wp-image-1466 alignleft\" src=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/image001-300x161.png\" alt=\"\" width=\"300\" height=\"161\" srcset=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/image001-300x161.png 300w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/image001-768x412.png 768w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/image001.png 1003w\" sizes=\"auto, (max-width: 300px) 100vw, 300px\" \/><\/h3>\n<h3>The <strong><em>Inside-Out<\/em><\/strong> Approach<br \/>\nto Dental Case Acceptance<\/h3>\n<p>The <strong><em>Inside-Out<\/em><\/strong> Approach to case acceptance is the most commonly used method by dentists. Dentists assess what\u2019s going in a patient\u2019s mouth and start working their way outward to patient buy-in on treatment. The first priority is determining what\u2019s wrong and then educating the patient as to why they need treatment, with not a lot of regard to the outside factors in play in a patient\u2019s life.<\/p>\n<\/div>\n<hr \/>\n<div class=\"clerfix\">\n<h3><img loading=\"lazy\" decoding=\"async\" class=\"size-medium wp-image-1467 alignright\" src=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/image003-300x162.png\" alt=\"\" width=\"300\" height=\"162\" srcset=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/image003-300x162.png 300w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/image003-768x414.png 768w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/image003.png 993w\" sizes=\"auto, (max-width: 300px) 100vw, 300px\" \/>The <strong><em>Outside-In<\/em><\/strong> Approach<br \/>\nto Dental Case Acceptance<\/h3>\n<p>Dr. Homoly suggests inverting this method though and starting to think of the <strong><em>Outside-In<\/em><\/strong> approach instead.<\/p>\n<\/div>\n<div class=\"clerfix\">\n<p>This method helps dentists not lose patients to sticker shock! This approach means a little more work on the front end; dentists must take the time to cultivate the relationship and get to know their patients. This includes learning about their budget, family, health, life events, schedule, etc. Only then, can you build that rapport, get the patient buy-in and increase your chances of case acceptance!<\/p>\n<\/div>\n<hr \/>\n<div class=\"clerfix\">\n<h2 style=\"text-align: center;\">Left-Side and Right-Side Dental Patients<\/h2>\n<\/div>\n<div class=\"clerfix\">\n<p><img loading=\"lazy\" decoding=\"async\" class=\"size-medium wp-image-1468 aligncenter\" src=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/image005-300x162.png\" alt=\"\" width=\"300\" height=\"162\" srcset=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/image005-300x162.png 300w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/image005-768x414.png 768w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/image005.png 815w\" sizes=\"auto, (max-width: 300px) 100vw, 300px\" \/><\/p>\n<p style=\"text-align: center;\">It\u2019s time to start looking at your patients as left-side and right-side. What does this mean? You can typically categorize these type of patients as the following:<\/p>\n<\/div>\n<hr \/>\n<div class=\"clerfix\">\n<h3>Left-Side Dental Patients<strong><br \/>\n<\/strong><\/h3>\n<ul>\n<li>Young<strong><img loading=\"lazy\" decoding=\"async\" class=\"size-full wp-image-1498 alignright\" src=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/left-side-homoly.png\" alt=\"Paul Homoly Explains Left Side Dental Patients\" width=\"114\" height=\"101\" \/><\/strong><\/li>\n<li>Minor conditions<\/li>\n<li>Minor Disability (meaning <em>less<\/em> emotional component associated with the condition)<\/li>\n<li>Minor Fit Issues (it\u2019s easier to fit treatment into their lives)<\/li>\n<li>Patient Education is the key to these types of patients to accept treatment<\/li>\n<li>Ready for Care<\/li>\n<\/ul>\n<\/div>\n<hr \/>\n<div class=\"clerfix\">\n<h3>Right-Side Dental Patients<strong><br \/>\n<\/strong><\/h3>\n<ul>\n<li><strong><img loading=\"lazy\" decoding=\"async\" class=\"size-full wp-image-1499 alignright\" src=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/right-side-homoly.png\" alt=\"Paul Homoly Explains Right Side Dental Patients\" width=\"114\" height=\"101\" \/><\/strong>Mature<\/li>\n<li>Major conditions<\/li>\n<li>Major Disability (meaning <em>more<\/em> emotional component associated with the condition)<\/li>\n<li>Major Fit Issues (it\u2019s harder to fit treatment into their lives)<\/li>\n<li>Understanding is the key to these types of patients to accept treatment \u2013 <em>YOU have to understand their situation to get their buy-in!<\/em><\/li>\n<li>Not Ready for Care<\/li>\n<\/ul>\n<\/div>\n<hr \/>\n<div class=\"clerfix\">\n<h2><img loading=\"lazy\" decoding=\"async\" class=\"size-full wp-image-1476 alignleft\" src=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/right-brain-dental-patient-homoly.png\" alt=\"How to get dental patients to accept big treatment plans\" width=\"114\" height=\"101\" \/>Don’t Forget the Finesse<\/h2>\n<p>Just remember, TNT can help you craft marketing strategies to stay in front of your right-side patients.<\/p>\n<p>They will typically take a bit more finessing to get them to case acceptance; whereas, your left-side patients are more apt to accept treatment within that first visit.<\/p>\n<p><strong>TIP! <\/strong>By training your staff and having them talk to the patients upon scheduling a new appointment, they can help you determine if someone will fall in the left-side or right-side category.<\/p>\n<\/div>\n<hr \/>\n<h2 class=\"clerfix\"><img loading=\"lazy\" decoding=\"async\" class=\"size-medium wp-image-1477 alignright\" src=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/best-dental-patient-not-insurance-driven-300x300.png\" alt=\"How to get patients that aren't driven by dental insurance\" width=\"300\" height=\"300\" srcset=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/best-dental-patient-not-insurance-driven-300x300.png 300w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/best-dental-patient-not-insurance-driven-150x150.png 150w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/best-dental-patient-not-insurance-driven.png 500w\" sizes=\"auto, (max-width: 300px) 100vw, 300px\" \/>Let’s take Christine\u00a0\u2014<br \/>\nA New, Right-Side Dental Patient…<\/h2>\n<div class=\"clerfix\">\n<p>Start with the <strong>Four Chiefs<\/strong> \u2013 this is a conversation <strong>you<\/strong> have with new patients; it occurs before any clinical procedures<\/p>\n<ol>\n<li><strong>Chief Condition<\/strong> = <em>inquiry into the patient\u2019s mindset\/what is their complaint?<\/em><\/li>\n<li><strong>Chief Disability<\/strong> = <em>How does this hinder their lifestyle?<\/em><\/li>\n<li><strong>Chief Benefit<\/strong> = <em>What is the advantage of taking care of this? It\u2019s the opposite of the disability<\/em><\/li>\n<li><strong>Chief Fit Issue<\/strong> = <em>The life circumstances we have to acknowledge for the patient to accept treatment<\/em><\/li>\n<\/ol>\n<p>In the case of Christine, she knows her front teeth are a problem, but it\u2019s up to you to start thinking of how your patient\u2019s condition interferes with their lifestyle. Christine wants her teeth to look good for her daughter\u2019s wedding, so you now know the benefit!<\/p>\n<\/div>\n<hr \/>\n<div class=\"clerfix\">\n<h2><img loading=\"lazy\" decoding=\"async\" class=\"size-full wp-image-1478 alignleft\" src=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/patient-charting-paul-homoly-webinar-TNT-dental.png\" alt=\"Paul Homoly dental patient charting how to\" width=\"114\" height=\"101\" \/>Helpful Tips With Right-Side Dental Patients<\/h2>\n<p>Curiosity may have killed the cat, but it will help you learn what you need to know about these right-side patients to help get them across the threshold to case acceptance.<\/p>\n<ul>\n<li>As you hand off the patient to your hygienists for the clinical examination, you can chart this information you learned from your conversation<\/li>\n<li>Assemble the <strong>Case Conversation Planner <\/strong>for the post-examination discussion\n<ul>\n<li>Just remember, the sequence of influence in the post-examination discussion is almost never the sequence of treatment!<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/div>\n<hr \/>\n<div class=\"clerfix\">\n<h2><img loading=\"lazy\" decoding=\"async\" class=\"size-full wp-image-1479 alignright\" src=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/best-dental-patients-free-webinar-homoly.png\" alt=\"Paul Homoly explains how to get your best dental patients\" width=\"114\" height=\"101\" \/>Now, You’re Speaking My Language<\/h2>\n<p>Something to keep in mind as you navigate this process is that you must know patients\u2019 behavioral benefits and fit issues in order to avoid losing them to sticker shock. By the time you reach the post-examination conversation, you\u2019re armed with what you need to engage the patient into talk of their treatment. Remember, this is intended to be a two-way conversation, not a speech of what you\u2019re instructing them to do.<\/p>\n<p>Keep the sales pitch down for maximum impact.<\/p>\n<h3>Items to Address in Your Planner<\/h3>\n<\/div>\n<div class=\"clerfix\">\n<ul>\n<li>Benefit<\/li>\n<li>Fit<\/li>\n<li>Issues they\u2019re concerned about (learned from the examination)\n<ul>\n<li>As you find the conditions, you must provide them to the patient, to:\n<ul>\n<li>Make them aware of it<\/li>\n<li>State the consequences if left untreated<\/li>\n<li>Find out whether they\u2019re concerned about those consequences<\/li>\n<\/ul>\n<\/li>\n<li>When you make those recommendations, use words like, <em>\u201cI know you\u2019re concerned about\u2026\u201d<\/em><\/li>\n<\/ul>\n<\/li>\n<li>Issues they\u2019re not concerned about (discovered in the examination)\n<ul>\n<li>When you make these recommendations, use phrases such as, <em>\u201cI know you\u2019re not concerned about this, but I just want you to know\u2026\u201d<\/em><\/li>\n<\/ul>\n<\/li>\n<li>Advocate hand-off (this is someone who gives patients a sense of someone intended to help them with their treatment, make the decision, etc.) \u2013 <strong>have this person in the room with you during the post-examination discussion<\/strong><\/li>\n<\/ul>\n<\/div>\n<hr \/>\n<div class=\"clerfix\">\n<h2><img loading=\"lazy\" decoding=\"async\" class=\"size-medium wp-image-1480 alignleft\" src=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/homoly-paul-dental-advice-300x300.png\" alt=\"TNT Dental and Paul Homoly provide dental practice advice\" width=\"300\" height=\"300\" srcset=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/homoly-paul-dental-advice-300x300.png 300w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/homoly-paul-dental-advice-150x150.png 150w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/04\/homoly-paul-dental-advice.png 500w\" sizes=\"auto, (max-width: 300px) 100vw, 300px\" \/>Conversation is Key<\/h2>\n<p>Remember, during your conversations, it\u2019s important to reiterate that you are listening to them.<\/p>\n<p>Using phrases such as, \u201cI understand you,\u201d tells them you\u2019re hearing what they\u2019re saying and applying it to their situation.<\/p>\n<p>At the end of your conversation, you have the consent conversation and then leave the room, so the patient and advocate can talk.<\/p>\n<p>Only once they\u2019re done should you come back into the room and do an informed consent, covering the benefits of treatment, risks, alternatives, etc.<\/p>\n<p>This is the patient education part of the treatment.<\/p>\n<\/div>\n<hr \/>\n<div class=\"clerfix\">\n<h2 style=\"text-align: center;\">Final Wrap-Up<\/h2>\n<p style=\"text-align: center;\">By taking these steps, you\u2019re providing <strong>complete care<\/strong>. You\u2019re presenting treatments to cover both the concerned and unconcerned conditions to the patient, and only through taking that extra time, are you able to retain those patients (particularly the right-sides ones!) in light of the overall cost.<\/p>\n<p style=\"text-align: center;\">Just remember, in the event you need follow-up appointments to help cultivate that relationship with your right-side patient and need to stay in front of them, work with the experts here at TNT Dental to adapt your marketing strategy to stay on those patients\u2019 minds!<\/p>\n<\/div>\n<hr \/>\n<div class=\"clerfix\"><em>Dr. Paul Homoly is considered a leading voice on topics of case acceptance for complete dentistry, practice development, and influential communications. With over 23 years of providing continuing education for dentists, he is passionate about helping dentists do the work they love and best serve the patients. Learn more about Dr. Homoly and how he\u2019s transformed dentists\u2019 practices through his works by going to <\/em><a href=\"https:\/\/paulhomoly.com\/\" target=\"_blank\" rel=\"noopener noreferrer\">https:\/\/paulhomoly.com\/<\/a>.<\/div>\n","protected":false},"excerpt":{"rendered":"<p> Case Acceptance for Complete Care without Losing Patients to Sticker Shock Presented by Dr. Paul Homoly & TNT Dental In our latest installment of the TNT Marketing Education Series, Dr. Paul Homoly shared his secrets of \u201cCase Acceptance for Complete Care without Losing Patients to Sticker Shock.\u201d Dr. Homoly\u2019s 20 years of experience in […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[177],"tags":[75,146,178,184,7],"class_list":["post-1465","post","type-post","status-publish","format-standard","hentry","category-marketing-for-dentists-webinar-series","tag-best-custom-dental-websites","tag-best-dental-marketing","tag-dental-marketing-webinar","tag-paul-homoly","tag-tnt-dental"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>TNT Marketing Education Series: #3 \u2013 Dental Case Acceptance without Sticker Stock | Blog | Best Online Marketing Companies for Dentists | Custom Dental Websites | (877) 868-4932<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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