The Dentalpreneur Podcast w/ Dr. Mark Costes
1322: Mastering the Case Acceptance Skillset
Dec 9, 2021
Janet, an international speaker and consultant with extensive clinical and coaching experience, discusses topics such as understanding patient motivations, addressing staff turnover, ongoing training, implementing systems in dental practices, giving patients options, and providing useful cheat sheets and resources for dental practitioners.
47:15
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Quick takeaways
- The Treatment Triad framework helps dentists present treatment plans to patients by categorizing treatment into urgent, preventive, and cosmetic components, allowing patients to prioritize their treatment and make informed decisions.
- To overcome financial objections, dentists should focus on the benefits of recommended treatment and offer financing options like CareCredit, while keeping patients involved in the treatment process by educating them on the long-term benefits and addressing their concerns.
Deep dives
The Treatment Triad: A System for Presenting Treatment Plans
The Treatment Triad is a simple framework for presenting treatment plans to patients. It categorizes treatment into three components: urgent, preventive, and cosmetic. By explaining these components to the patient, it helps them understand the different phases of treatment and the importance of each. This approach allows the patient to prioritize their treatment and make informed decisions. Dentists should focus on asking open-ended questions to understand the patient's values and motivations, which will help tailor the treatment plan to their needs. The Treatment Triad also encourages ongoing communication and follow-up with patients to ensure continuity of care.
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