Empower Your Business with a Sales Process Management System in Australia

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welcome back all right so now i'm going to give you the dr winterg sales process prior to learning about the hubbard management system and after learning about the hubbard management system so i did give the patient options prior to learning about the hover management system and it was painful so i would have i would take the patient's chart i would sit down in the lab with the view box and i had my treatment planning form and the first thing i would do is i would write a with a bracket and i would lay out with the very first streaming plan the cadillac treatment plan cadillac is known to be a very nice car it's made by general motors it's their top of the line automobile and so i intentionally at that point did not look at the chart i did not look to see if they had insurance and i treatment planned it just the way that i would treat my plan myself then i wrote a b with a bracket and i open the chart and now i'm looking and taking into consideration uh i don't know their their insurance plan and the coverage and maybe i get my insurance coordinator in here and what's the insurance going to pay for this and what the insurance is going to pay for that and so i'm going to write out that insurance that treatment plan based on what the insurance is going to cover and then what did i do then there was c with a bracket and that particular treatment plan was what i call the hugo now many of you watching this yugos were made even before you were born but a hugo was pretty much a disposable car back in the 80s early 90s you go you could get a fully loaded hugo for like i don't know 3 800 radio was optional the hugo was sort of like a toaster you don't have a toaster repairman so when the hugo went you just kind of like let it go so that was my option c treatment plan you know this is the bare minimum and sometimes i would almost get indignant you know we really need to do this right here and i'm talking about the bare minimum treatment so i gave him option a i gave him option b and i gave him option c and then like i was trained i very doctorly sat back kind of folded my hands and say so how would you like for me to proceed and i have to tell you now that i've been trained like this it's actually quite irresponsible let's just roll it back to krc i have the knowledge i am educating them but there is no way if i take 20 minutes an hour and 20 minutes a day and 20 minutes there's no way i can educate them the way i am educated there's no way that they can end up with my knowledge so they have the knowledge but now i'm not taking responsibility and say so this is what i'm going to do with you see that would be using my knowledge responsibly and say so here's what we're going to do and i would control the situation so i would sit back fold my hand say how would you like for me to proceed and then they would choose now if they had any questions generally the questions revolved around the money and that's because they didn't know what else to ask and i'm going to cover that a little bit later in this course but what i've just described is probably what i would think maybe 80 of the doctors watching this video are doing because that's just pretty much how we're taught to do it and it's very soft sell remember hard sell caring about the patient not being reasonable with stops and barriers and getting him fully paid up and taking the service so if we know with our knowledge we know that this is not the best care and we know that they can afford it i'm going to get into how you find out if they can afford it here in the next few lessons all right so we have the knowledge of what's best we know they can afford it then we need to control them into doing that so let's use this as an example we are at a traffic light in new york city and we have a five-year-old and we're kind of teaching them about life and we explained to johnny that when the hand is orange we don't go and then when it turns white and there's a little fellow like this then it's safe to go and we educate him while the light is cycling through and then we just very very politely look at johnny and say okay buddy take off whenever you're ready do you do that no you don't do that because that would be irresponsible even though you trained him and you gave him all the knowledge that you could and you were very diligent about it you spent 30 minutes you don't just let the five-year-old decide when to cross the street in manhattan you grab his hand you say okay buddy here we go see it turn white here we go this is the same and i don't care how much training helmet how i mean phds will come into your practice they're smart people but when it comes to dentistry they don't have the knowledge that we have so what happened to me what did i change once i went through the hubbard management system but it was pretty simple treatment planning was a breeze so i get the treatment planning form and i just wrote out the cadillac plan there was no more a with the bracket anymore because i'm going to give this patient what is best for them now when i sit down and get into the consult maybe they can't afford it or whatever and i'm going to cover that here in the next couple of lessons but just think with this right now i sit down in the lab i have my piece of paper i look at the x-rays and i just write out what's best i never open the chart i never look to see what the insurance is covering i just it's immaterial because i've already asked them if they want to keep their teeth and they have said yes even if they said i just want to keep the front ones sometimes they use their fingers right just this these right here you can have the rest i can work with that they want to keep these then i can convince them that the back ones are as important if not more important than the front ones but that's my responsibility so here's the bottom line it's our responsibility what goes in their mouth true they can sign off on the forum and medical legally you are covered but i'm just telling you from a pride standpoint from a personal integrity standpoint from feeling good about yourself as a dentist at the end of the day you need to do the dentistry that you know is right for that patient and so everything changed for me i just quit giving the patient options so let's just get let me give you one example before this lesson ends okay let's say that the patient is missing two lower molars and they need two three unit bridges or a couple of implants now a partial will work there's no doubt partial will work it's going to be supported et cetera it's the only missing teeth on the bottom it's going to be cheaper in the long run so the patient may look at me and say are there any other options absolutely there are so i reach behind the view box and i pull out a partial i had a model of a partial i take it off and i say so here's the problem with this option there's bars there's wires food can get caught in underneath it when you're out of the restaurant you're probably gonna have to excuse yourself from the table go to the restroom wash it off and it's just kind of clunky and quite honestly many people this this bar that goes behind the lower front teeth many people don't like that so i would not want this in my mouth and so in my practice for you this is not an option i put it back behind the view box so i've given them that as an option and basically i've politely said that if they want that they can go somewhere else because we've all had the patient patients who hate the lingual bar they hate the paddle strap and they've just spent you know a couple thousand dollars what is it i don't know whatever it is in your practice but they've just spent money and they're not happy now you can go back and you can show them the informed consent they're gonna go i don't remember signing that i don't think you ever explained this to me now they're upset so that's a result that's an effect that we have to take responsibility for creating so again doctor i'm not going to tell you how to diagnose a treatment plan i'm just telling you what i changed and my standard line was there are 10 other dentists in town and i think 9m would be happy to do that for you but that's not an option in my practice again i i've pre-qualified them financially and i'll be covering that before the end of this course so my treatment planning process got much smoother much easier because instead of three or four treatment plans i only had to lay out one the consultation went much smoother because instead of giving them three or four treatment plans and then asking them to decide and make the choice all of that was gone so it was much faster on the treatment planning it was much faster on the case presentation and it actually went so much better so i highly recommend you watching this particular lesson a couple of times and just kind of decide for yourself what you're comfortable with and then go down that road you