A Plan for the Plan: Dental Team Strategies for the New Dental Economy.

by John Estefano

Overview

This book takes dentists and their staff through the labyrinth that is Case Acceptance. Through the application of the Mastery of Case acceptance program, the book's author John Estefano has successfully closed over $25,000,000 in the past 8 years. The techniques enclosed in this book will help the entire staff understand the basics of case acceptance so that they can easily be mastered.

Product Details

ISBN-13:	9781483596648
Publisher:	Bookbaby
Publication date:	05/11/2017
Pages:	118
Product dimensions:	5.40(w) x 8.40(h) x 0.40(d)

About the Author

John is the founder of the Treatment Plan Academy, a company dedicated to empowering dentists by helping them master case acceptance. Before starting the Treatment Plan Academy, John Estefano helped many doctors break their personal best in treatment produced and collections by implementing time-tested, and revolutionary sales techniques that are tailored to the Dental arena. John has lectured for thousands of dental professionals enlightening them to new heights in their profession. With a proven track record of over $25,000,000 in dental sales (to individual patients) in the last 8 years, some of the tricks in the Mastery of Case Acceptance Program are revealed in this book.

Table of Contents

Preface vii

Chapter 1 I Know That You Are Good 1

Chapter 2 It Starts with the First Phone Call 5

Chapter 3 The Morning Huddle 11

Chapter 4 The Lobby (Beware of the Bandits) 17

Chapter 5 Patient Registration Forms 21

Chapter 6 The Assistant's Role 29

Chapter 7 The Treatment Plan Preparation 35

Chapter 8 The Handoff 39

Chapter 9 Demos, Pictures, and Models 47

Chapter 10 Presentation Time 53

Chapter 11 Take Negotiations Off the Table 69

Chapter 12 You Can't Win Them All (The First Time) 73

Chapter 13 The Third Baseman, Spouse, or Significant Other 85

Chapter 14 Recaps and Statistics 93

Chapter 15 Prepare to Deliver 99

Chapter 16 What Now? 107