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You Only Get One Chance…
This is a
two-day comprehensive course that presents to the Doctor and TEAM a
framework for development of their own New Patient Process. This is
facilitated by having the TEAM evaluate the type of new patient they
wish to attract to their office, then develop a process tailored to that
type of patient. The model that will be highlighted will involve that
of the Expanded Service General Dentist. That is the general
dentist who provides traditional services such as fillings, crowns,
prophylactic services, removable prosthetics, as well as orthodontics,
TMD, cosmetic services, endodontics, implant restoration and/or implant
placement.
For the office that fully participates,
they will leave the course with a system for introducing new patients to
their practice as well as appointing them productively. The overall
goal is increased case acceptance on patients that have a higher new
patient value.
In order to evaluate the efficacy of the
changes made on account of this seminar, Monthly Monitors will be
reviewed with respect to the course
“Beyond Your Bottom
Line.” This course is also offered at The Center for
Occlusal Studies.
Course Outline
Day One – A.M.
Introduction to The New Patient
Exam
- Objectives / Philosophy of the New
Patient Exam
- Initial Contact Telephone Call
- The Telephone Information Slip
- The Welcome Packet
- Verbal Skills Lessons and role
playing
Day One – P.M.
- Process of the New Patient Exam
- Step-by-Step explanation and
discussion of each part of this highly rehearsed process.
- Role Playing of the entire process
highlighting each TEAM member’s role and the associated verbal
skills with their role.
- Asking for Referrals
- Patient Pass-off
Appointment Scheduling Workshop
– How to pre-block your schedule for meeting production goals and
profitability in an Expanded Service General Practice.
Day Two – A.M.
- The Consultation Process
- Preparation by Doctor
- Verbal Skills associated with it.
- Role-playing of those skills.
Day Two – P.M.
- Treatment Presentation – The
Consultation
- The Consultation Worksheet
- Role of the Financial Coordinator
- Preparation for the Consultation
- Paperwork
- Exit Interview
About
the Presenter…
Mark A. Iacobelli D.D.S., F.A.G.D.
– Dr. Iacobelli graduated from Case Western Reserve University School
of Dentistry in 1982 after pursuing a business degree prior to that at
The Ohio State University. Since then, he has acquired and maintained
his Fellowship in The Academy of General Dentistry by completing
numerous hours of continuing education. The continuing education has
been highlighted by completing multi-year programs in orthodontics,
neuromuscular dentistry, TMD treatment, esthetic dentistry, implant
placement, implant restoration, and intravenous (conscious) sedation
including Advance Cardiac Life Support. He is a member of the American
Dental Association, the Ohio Dental Association, The Greater Cleveland
Dental Association, American Association of Functional Orthodontics, a
fellow in the Academy of General Dentistry, the International
Association of Orthodontics, the International College of
Craniomandibular Orthopedics, and the American Association of Dental
Anesthesia. He has been in private practice in suburban Cleveland, Ohio
since 1986 where his lives with his wife Linda and his two children Tony
(1995) and Vince (1996).
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