When, Where and How to Present Treatment Plans?

When should you be presenting cases in dentistry? Well, there's a formula that you need to follow. This is. Dr. Allen, if this is the first time you're reaching my channel. I am a dental management consultant, helping doctors develop, scale and exit from their businesses successfully. Today I want to discuss with you about case presentation techniques. This is the third part of your sales communication cycle. And after you have actually contacted the patient, well, you've done your clinical discovery, you've asked great questions, a very thorough examination. Now it comes to presenting your case to a patient. Now, where you do your presentation is very important. It has to be in a room that is absolutely organized, it's clutter free, and it doesn't feel like it's confining the patient. Okay? Not one of those chokey rooms or anything like that. It has to be a nice, well defined room. Now, if you do not have a consultation room, then I can certainly share with you about how you can, you know, do it in a, in a private operatory. Try to pick one of the biggest private operatories that you have. But those are usually the details I follow in the courses. But today I want to talk to you about.

Presenting the case in relation to your diagnosis time. Let's say you have a patient that comes in and they have a small amount of dentistry that needs to be done. It's our job, it's our obligation to let them know exactly what they need and we'll go ahead and hopefully get them started on the treatment as soon as possible. Now, in some scenarios, when you look in the patient's mouth, you see that there is a complex amount of dentistry that needs to be done. Now, any good dentist will agree that what we need to do is to examine the patient thoroughly, possibly take some study models, take some X rays and thoroughly study their case before we can do a presentation. Now, there is a second reason for that which is very, very important, and that is we do not want to overwhelm the patient with a comple of treatment. So if you have a complex type of a treatment, it requires a much higher degree of trust that needs to be established between you and the patient. So by just, you know, throwing big numbers and big treatment plans at the patient, it's not a good idea. Now, the scenario may be different if the patient has already seen another dentist for a complex treatment and they already have a fairly good idea what the cost of the treatment is. What are some of the things that needs to happen, but they're there for a second opinion, then I recommend that you certainly can provide them all of that information at the same appointment as long as when you're ready to present the treatment, it is in an organized fashion and we have a big list that we go through it within our three day MBA program that we teach dentists what to do and what not to do during the presentation. Finally, something very, very important that I encourage, especially those dentists who use various dental insurance codes to enter the patient information to computer, is that do not present treatment to patient by menu style of presentation. Because most patients do not understand it, they tend to pick and choose the treatment. Okay, so. So there's a technique to how you need to present these cases in a way that patients can become emotionally attached to the treatment before you go and dissect exactly what's involved with the treatment. If this is the first time you're joining my channel or you're hearing about me, please look me up on my website at www.Alan Nazeri. I provide absolutely first class dental management training because I have been a dent for the past 30 years. An entrepreneur, an angel investor and a consultant across the globe. And I hope I can see you at one of my seminars, workshops or telecoaching programs. Thank you for your attention.