Dentist Case Acceptance: Getting Patients To Say "Yes" to Dental Care

March 04, 2010 (PRLEAP.COM) Business News
Dental management training can help a dentist succeed even in a recession economy. Now dental marketing expert Jim Du Molin is offering up a 6-part dental continuing education course at no cost.

As the founder of continuing dental education resource The Wealthy Dentist University, Du Molin typically sells these video tutorials for a combined price of $1467. However, for a limited time only, all six videos are available free of charge. Interested dentists can visit to view the lessons.

"I want to make sure you understand our goal is to increase your case acceptance by 25% or a hundred and twenty five thousand dollars minimum, whichever is greater!" explains Du Molin. "Sell more cosmetic dentistry, sedation dentistry, or dental implants."

Already released, the first of three parts covered financial arrangement strategies. Part Two focuses on case acceptance. In Part Three (coming soon), Du Molin will focus on financial arrangements tactics including the looming question, "How should my practice handle dental insurance patients?"

The first of Du Molin's "Seven Steps of Case Acceptance" involves scripting the initial front desk phone call from a new dental patient. "If you get a new patient coming in and they are treated poorly at the front desk, it can be the death of that patient," he says. "I have to tell you, I see this happen all the time. Up to 50% of all new patients are lost at the front desk due to poor call handling."

Other essential steps include "The Close" how both the doctor and hygienist can get the patient to accept the dental treatment plan and "The Hand-Off," where the doctor hands the patient off to the financial arrangements coordinator.

"Having the verbal skills is the most important part," explains Du Molin. His video lessons offer full scripts for the dentist and team members to help pave the way for increased case acceptance.

The Case Presentation video series is now available online at this dental website: