Creating Great Case Acceptance

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There are numerous courses marketed to dentists today that are focused on “Getting the patient to say yes” and “Increasing the ______ (fill in the blank) technical procedure to increase production in the practice.” These courses are
focused on sales techniques that are ineffective at best and ill-founded. This course will allow participants to learn what really matters in facilitating health. In essence, they will learn Dr. Pankey’s philosophy in detail. They will learn how to engage their patients so that they own their present condition and ask for help.

They will also learn how to present solutions for their patients once asked and phase treatment based on each individual’s temperament, circumstances and objectives. Many dentists have spent a considerable amount of time and money training themselves to deliver excellent clinical care only to be disappointed because they are unable to get to use those skills on a daily basis. They will learn how to be able to provide their best stuff routinely and have their patients pay them for it with gratitude and appreciation!

Learning Objectives

At the completion of this course, participants will be able to:

– An Understanding of Dr. Pankey’s Philosophy of Patient Care
– What you can do, intentionally, on a regular basis to engage patients to help them
– understand and own their present condition?
– What you can do, intentionally, on a regular basis to invite patients to ask for help?
– Once a patient has asked for help, what are some positive ways to move to solutions?
– What does it mean to be respectful of an individual’s circumstances, temperament and objectives when delivering care?
– What you can do, intentionally, on a regular basis to arrive at a fair fee?
– What you can do, intentionally, on a regular basis, which invites a patient to pay with gratitude and appreciation?


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Tuition: Please make a selection


Single and double occupancy available, starting at $290 per night. View accommodation options here: Accommodation

Faculty: Dr. Todd Davis, Dr. Gary M DeWood

Venue: The Pankey Institute

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

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.