Do you find yourself wasting precious time presenting treatment plans that are dismissed or half-heartedly pursued by patients? Do you feel you are well prepared, patients are listening attentively and they indicate they will pursue your recommendations only to cancel and not show for subsequent appointments?

Securing treatment acceptance for major and even minor cases requires three key elements - communicating clearly and listening carefully, involving the patient, and addressing their issues. Your personal one-on-one instruction will include:

Curriculum: Two Days of Eight Hour Training

  • Establishing a Treatment Coordinator job description
  • Establishing trust in the new patient interview
  • Creating an environment/office to enhance treatment acceptance
  • Enhancing patient education
  • Securing testimonials
  • Patient communication: written, verbal and body language
  • Presenting diagnosed treatment/case presentation scripts and dialogue for success
  • Skills for communication between doctor, assistant and hygienist/personality profiles
  • Financial strategies and dialogue to secure acceptance
  • Telephone skills for appointing unscheduled treatment plans, recall appointments and collection calls
  • Skills to facilitate the flow of patients for multiple appointments
  • Learn to work with specialists for multiple phase treatments
  • Personality types and how they affect case presentation
  • Communicating with dental labs and monitoring lab costs
  • Scripts for overcoming different objections
  • Increasing acceptance with insurance
  • Communicating with non-compliant or difficult patients
  • Keeping proper clinical and business records
  • Maximizing your computer software program for measuring your effectiveness
  • Public relations and marketing your practice
  • The three parts of the treatment plan protocol
  • Marketing to patients who currently wear partials and dentures
  • Marketing to general practices to demonstrate your mastery
  • Analysis of your current treatment presentation, clinical and financial
  • Role-playing exercises to simulate real treatment presentations


  • Handbook
  • Personality Styles
  • Recorded Treatment Presentation

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Terrific how to define treatment from the patient's perspective and how to educate patients properly. It gave us a better understanding of how proper treatment presentation can give the patient motivation to seek dental care. It inspired a fresh outlook on how to address and interact with patients when introducing or explaining treatment.

I learned a great deal of information about presenting treatment to patients. And, the best part was learning ways to get positive reactions when patients question treatment, finances, etc.