The 95/5 Rule of Dental Case Acceptance

Learn more about All-Star's Practice Growth Summit: www.allstardentalacademy.com/...
In this episode, host Alex Nottingham sits down with Eric Vickery, President of Coaching at All-Star Dental Academy. Eric is a respected expert in practice management and case acceptance and has been delivering keynotes and training events all over North America since 2001. He will be joining us at the All-Star Practice Growth Summit on May 19th and 20th in South Florida to discuss practice management and how to resign from restrictive insurance plans. Tune in to gain insight from this veteran of the dental industry!
Key highlights
[01:01] The biggest mistake offices make when it comes to case acceptance
[04:55] Removing friction in dentistry for case acceptance
[07:03] What offices need to realize to improve case acceptance
[13:07] Focusing on the “90-5-5” rule
[15:05] Main reasons patients may object to treatments
[17:53] What you can do in your practice tomorrow to improve case acceptance
[20:04] How to get the patient to move forward with case acceptance
[24:50] Eric talks about the growth summit and his coaching team
[26:58] Who should attend the Growth Summit in May?
Notable Quotes
● What we have to realize is that every profession has some sort of sales in it. - Eric
● The goal that we have is to help patients get healthier faster. - Eric
● We have to help the patient understand that the things that we're doing are preventing painful, bigger problems like an abscess, a root canal, missing tooth, broken tooth, all those things. - Eric
● The patient is wondering, “why would I need to do this? I'm not feeling anything.” And if you don't know how to address that, it becomes “because I said so” dentistry. - Eric
● People buy for their reasons, not your reasons. And people don't buy a solution to a problem they don't perceive to be. - Eric
● 95% of our attention, our focus, or guidance has to be on the diagnosis, the condition, and the consequences. - Eric
● When people buy into the diagnosis and what's happening, they'll be more likely even to ask you for the solution and say, “well, doctor, what do I need to do to fix it?” - Eric
● Instead of telling, focus on asking. When you tell people what to do, it creates a bad taste in their mouths, but when you're asking, it feels like they are along for the ride, making the decisions, and they're in control of that process. - Eric
● Your communication skills are your case acceptance skills. - Eric
Resources
Learn more about the All-Star Practice Growth Summit: www.allstardentalacademy.com/...
Subscribe to the Dental All-Stars Podcast:
Apple Podcasts: podcasts.apple.com/us/podcast...
Spotify: open.spotify.com/show/7CAKkvN...
RUclips: / @allstardentalacademy