The art of case acceptance
Learn how to explain treatment to patients in a way that is quick, simple, low-stress and highly effective.
Comprehensive online course including 27 professionally produced videos, workbook, 88-minute audio recording and CPD certificate.
A$1,320
Here’s a situation that every dentist has faced.
A patient comes to see you with major dental problems. You thoroughly diagnose what's wrong and work out a solid, sensible plan to fix their teeth. At their next appointment you spend 45 minutes carefully explaining what's going on, what's needed and the cost.
At the end, the patient thanks you, says they'd like to “think about it” and leaves, promising to call soon. You feel that everything has gone well and
that they will call in a few days.
A month later you ask your nurse what happened to the patient. She replies: “I thought you knew. They rang up and requested that we transfer their records to the doctor down the street.”
Ouch! That hurts. What went wrong?
Dentists shoot themselves in the foot all the time and don't realise it.
Dr Hassed developed this course after being requested to help a number of dentists who were not performing up to their true capability in practice. He visited their dental offices and sat in the corner observing these dentists at work with patients.
What he found was both shocking and fascinating.
By far the most significant reason dentists were not performing up to
their potential was difficulty getting patients to accept their treatment plans. And further, dentists were ruining their success with a series of predictable but easily eliminated mistakes.
In this course you'll learn what those mistakes are and how to avoid them. That knowledge alone can propel you into the upper echelons of financially successful dentists.
Have you ever had any of these problems?
Often having patients who say “I’ll think about it.”
Stressing out over a case presentation.
Under-diagnosing because you’re afraid of the patient’s reaction.
Losing patients to the dentist down the street.
Taking too long with case discussions.
Sitting in front of a patient and not knowing what to say next.
Struggling with presenting the fee (especially for large cases).
Getting bogged down during case presentation.
Learn to discuss treatment in a way that's rapid, simple, low stress and effective.
This course distills the best communication strategies taken from Dr Hassed's 38 years of hands on, front line experience in operating dental practices and gives you a step-by-step approach so you always know exactly where you stand.
You'll be able to identify what went wrong with the patient mentioned
above and how to avoid that happening in the future.
You'll learn a logical, rock-solid checklist that you can follow effortlessly just like a pilot landing a plane. Dr Hassed takes the guesswork out of communicating with patients.
But, it's not just about finance. Imagine an easier life...
"I once visited a practice where the dentist went back after normal hours to do his treatment consultations," said Dr Hassed. "I was curious why. The reason was that it took him 45 minutes to explain even a simple case. What's even worse is that after 45 minutes of discussion the patient was totally confused and went home to 'think about it'."
— Dr Mark Hassed
Here are just some of the things you will learn…
23 case acceptance errors dentists often make and how to avoid them.
How to present major cases in 2 minutes and get acceptance.
How and when to transfer risk so you don’t get left holding the bag if something fails.
How and when to present the fee.
How to avoid painful rejection and confrontation.
Keeping patients in the practice and not losing them to the dentist down the street.
Why discounting is harmful and how to avoid it.
Making case acceptance totally routine and stress free.
And, much more...
The ideal sequence to present any type of case.
How to get immediate rapport.
A rock-solid checklist for explaining treatment to patients.
How to say things in a way patients understand straight away.
How to make patients aware of the seriousness of their problems.
Why longer isn’t better when it comes to case presentation.
Things not to say to a dental patient.
Why pressuring patients is not just ineffective but also dangerous.
Precisely how many treatment options to offer a patient.
How to present expensive treatment without alienating patients.
How to make complex case discussions stress free.
Introduction and overview of:
The art of case acceptance
Watch the first module for free. Start here.
This course pays for itself. Fast!
When it comes to running a successful dental practice the single greatest skill you can possess is the ability to communicate effectively with patients. It doesn't matter how clinically skilled you are, until a patient says "yes" and accepts your treatment plan you don't get to do anything.
"Another, much more experienced dentist, had never done a full mouth case," said Dr Hassed. "He started three full mouth cases in the first month after completing my seminar." Dr Hassed said that dentist this told him: "The scary thing is, those cases have been there for my entire career. I just didn't realise it."
"Several years ago a dentist contacted me on the first Monday after completing my seminar," said Dr Hassed. "On average, this dentist did 2 or 3 crowns per month. He told me that he'd had seven patients accept crowns that day."
The skills you need to succeed.
"Even with outstanding technical skills your success as a dentist is not assured. In fact, more than any other factor, it's your ability to communicate effectively with patients that will determine your level of success.
This video course provides a detailed step-by-step process to achieving excellent patient communication and high levels of case acceptance. My emphasis is on rapidly getting your message across in a way that is low-stress for both you and the patient.
The method is the distillation of my 38 years of daily clinical experience. All the concepts presented have been tested literally thousands of times in everyday practice.
The course consists of skills that you can take to your practice, implement straight away and benefit from immediately.
The results of this information has been transformative for hundreds of attendees at my live seminars and now I'm making it available in full in this online presentation.
There are real benefits to this online course. You save travel costs, can watch the course at your own pace and repeatedly review the information. I don't hold anything back. You receive the workbook and can share this information with your staff, as well as a certificate for 6 hours of continuing professional development.
I look forward to welcoming you to this online course."
– Dr Mark Hassed
What’s included:
(lifetime access)
27 professionally produced videos
88-minute audio recording
Detailed workbook
CPD certificate
A$1,320