| Module 1 | Introduction |
|---|---|
| Unit 1 | Introduction to All-Star Case Acceptance (2:52) |
| Unit 2 | The 5 P’s of The Patient Experience (2:48) |
| Unit 3 | The All-Star Business Growth Formula (4:26) |
| Unit 4 | History of Case Acceptance (6:39) |
| Unit 5 | The Logical Choice (4:54) |
| Unit 6 | Biggest Blunders of Case Presentation (9:46) |
| Unit 7 | Moral Obligation (2:13) |
| Module 2 | 5 R's of Case Acceptance |
| Unit 1 | Rapport (5:38) |
| Unit 2 | Review Findings (4:56) |
| Unit 3 | Review Fees (5:53) |
| Unit 4 | Respond to Objections (7:52) |
| Unit 5 | Receive Payment (4:58) |
| Unit 6 | Case Acceptance – Another Equation (14:07) |
| Module 3 | Deeper Exploration |
| Unit 1 | The Vicious Circle of Communication (8:47) |
| Unit 2 | Top Reasons for “No” (12:43) |
| Unit 3 | Reducing Stress in Communication (8:34) |
| Module 4 | The Team’s Role in Case Acceptance |
| Unit 1 | Team’s Role in Case Acceptance (7:19) |
| Unit 2 | Team’s Role – Treatment Coordinator (8:00) |
| Unit 3 | Team’s Role – Dental Assistant (4:13) |
| Unit 4 | Team’s Role – Hygienist (3:27) |
| Module 5 | Turbocharge your Case Acceptance |
| Unit 1 | Positive State (8:12) |
| Unit 2 | Affirmations (4:37) |
| Unit 3 | Mastering Phone Skills (4:43) |
| Unit 4 | Asking Questions (2:05) |
| Unit 5 | Price Anchoring (3:24) |
| Unit 6 | The Power of Yes (2:05) |
| Unit 7 | Psychology of Influence (12:15) |
| Unit 8 | Keep it Simple (2:07) |
| Unit 9 | Emotional Intelligence (4:11) |
| Unit 10 | USP - Unique Strategic Position (3:13) |
| Unit 11 | Proactive Follow-up (2:07) |
| Module 6 | FAQ about Case Acceptance |
| Unit 1 | Why do I get “no?” (5:42) |
| Unit 2 | Who should present? (7:40) |
| Unit 3 | Testing the Waters (6:04) |
| Unit 4 | Treatment Coordinator Commission? (3:11) |
| Unit 5 | Visual Aids? (5:09) |
| Unit 6 | Discount and Membership programs? (3:20) |
| Unit 7 | Third Party Financing? (4:18) |
| Unit 8 | Improving Collections? (1:59) |
| Unit 9 | Fear of Rejection? (2:32) |
| Unit 10 | Conclusion (2:10) |
| Unit 11 | Case Acceptance Exam |
Welcome to the All-Star Case Acceptance Course. We will explore how rapport is the critical element of case presentation – how you work with the patient from their very first contact with your practice sets the tone for the patient experience and dramatically affects case acceptance rates. When you have a friendly, trusting relationship with your patient and work with them collaboratively to determine appropriate treatment and budget, you will give them the ability to confidently make a choice about their oral health.
Instructors:
Alex is the CEO and Founder of All-Star Dental Academy. He has authored the dental practice game-changer book “Dental Practice Excellence” and co-wrote a bestselling book with Brian Tracy. Alex has shared the stage with Michael Gerber (the author of “The E–Myth Revisited”), and lectures nationally and internationally to prestigious dental organizations. He is a former Tony Robbins top coach and consultant, having worked with companies from $1 million to $100 million. His passion is to help others create personal wealth and make a positive impact on the people around them. Alex received his Juris Doctor (JD) and Masters of Business Administration (MBA) from Florida International University.
Larry’s 24-year career as a training specialist began with in-house training programs such as active listening, customer service, stress management, and career development, but quicky shifted so he could focus full-time on dental consulting. Larry works one-on-one with dentists in practice management, business systems, and leadership development, and presents workshops on topics including, “Winning Patient Acceptance of Fine Dentistry,” “Working with You is Tearing Us Apart,” and “The Leadership Challenge.” Larry is an accomplished speaker and published author.