The Art of Motivating Your Patients to Say “Yes”

Tuesday Session, 10:15–11:45 a.m.

Program Track: Practice Development and Management

Moderator: Jeanne M. Salcetti

Speaker: Jason C. Stoner

Case acceptance remains the most important, and sometimes the most elusive, aspect of periodontal practice today. Even the busiest practices can be the least successful and least productive in today’s environment. High referral numbers are no replacement for case acceptance, and can even work against it. Every aspect of the workings of the practice, from overhead to profit management, stems directly from case acceptance. No patients to treat, no practice. Case acceptance is one of the three most critical determinants of practice success, and will be the focus of the lecture. A carefully choreographed series of events must be executed precisely in order to optimize case acceptance for any periodontal office. This course will explore fundamental tools that can ensure excellent case acceptance and will examine how exceptional case acceptance provides a rewarding environment for all and can create balance in even the busiest of periodontal practices.

Educational Objectives:

• Demonstrate that true case acceptance is a carefully choreographed, coordinated, and controlled team effort.

• Examine the basis for case acceptance and how it is absolutely the most critical factor in practice success.

• Incorporate the best tools to significantly increase case acceptance.