Mastering Case Acceptance - A Mindset Not A Metric
26 Download Flyer
There are a lot of courses you can sign up for that are focused on getting your patients to say YES. Most of these are based on proven sales techniques from other “industries” and marketed to dentists precisely because of the resistance to accepting dentistry that all of us encounter in our practices every day. In healthcare settings these techniques tend to have limited success because the thing we all must sell to our patients is not dentistry.
Have you ever seen marketing for a physician’s workshop to improve case acceptance? Imagine a course titled “Getting to YES! Improving case acceptance for patients with broken arms”, or “They ALL say Yes! Helping your patients make the decision to move forward with their oncology treatment”.
It’s not appropriate or necessary to sell healthcare treatment to people, they know they want it. If a patient has decided that they want something, they have already committed to needing it. L.D. figured this truth of dentistry out a long time ago. Your patients do not WANT your dentistry, they want something else that the dentistry will help them get or be.
This 3-day workshop is an exploration of the systems that facilitate the interaction necessary with every patient who arrives hoping for a comprehensive evaluation (they all do), an opportunity to rediscover and focus on the observations and measurements necessary to populate those interactions, and multiple practice sessions with feedback and coaching so you can start or continue the process of getting it into your tissues.
Learning Objectives
At the completion of this course, participants will be able to:
• Reference the lessons learned from Dr. Pankey as you engage with a patient.
• Practice co-discovery, staying in the question until the questions come from the patient.
• Embrace curiosity so you can confidently offer solutions to your patient because they ask.
• Work toward these interactions naturally through practice, the process of getting it into your tissues.
• Instill in your patient the confidence that the fee is the RIGHT fee for the solution they are asking for.
• Enjoy the warm glow that envelops you when patients reward you with gratitude and appreciation.
Registration
Single and double occupancy available, starting at $290 per night. View accommodation options here: Accommodation
The Pankey Institute is an ADA CERP Recognized Provider. ADA CERP is a service of the American Dental Association to assist dental professionals in identifying quality providers of continuing dental education. ADA CERP does not approve or endorse individual courses or instructors, nor does it imply acceptance of credit hours by boards of dentistry. Concerns or complaints about a CE provider may be directed to the provider or to the Commission for Continuing Education Provider Recognition at CCEPR.ADA.org
The L. D. Pankey Dental Foundation, aka The Pankey Institute is a nonprofit corporation organized and chartered in the State of Florida that accepts all registrants regardless of age, race, sex, creed, national or ethnic origin, and it does not discriminate on any such basis with respect to its activities, programs and policies. A copy of the official registration and financial information may be obtained from the Division of Consumer Services by calling toll free (800-435-7352). Registration does not imply endorsement, approval or recommendation by the state.