Fontainebleau Miami Beach, FL
December 1st & 2nd
The Closing Institute’s Full-Arch Growth Conference
Bart continued to sell the laser to build capital. He also sold marketing and sales techniques to the dentists. He coached them to focus on high revenue transformative cases, instead of focusing on increasing the volume of new patients. Once the company had a strong financial foundation, focused on profitability, Bart stopped selling the laser and fully dedicated himself to helping more clinicians.
“My goal is to help them reach their goal. What I’m going to sell is not important. What is important is I understand where you are now, where you want to be, and what your goals are. I’m going to help you make a plan. Whether that’s working with me or not, this plan is going to make sense.” Says Bart Knellinger.
One of the main problems that Bart identified, was that dentists were operating under a small business owner-operator model and mindset that left dentists stressed and reactive. Dentists were focused on providing as many services as possible to all types of patients. But this broad approach was counterproductive. Clinicians needed to be more strategic in growing their business and focus on the type of dentistry that would make the most impact in a patient’s life. Through Progressive Dental, Bart saw an opportunity to help clinicians work less, make more, and perform the type of dentistry that truly makes a difference.
While Progressive Dental was successful in generating new patient leads for its clients, they quickly realized that simply generating leads was not enough. Dentists needed help in handling large case leads, presenting treatment options, and closing sales. To address this issue, Bart created the Closing Institute, training doctors and their teams to acquire more leads and manage them effectively, implement a sales process that will result in a massive increase in closing percentage, quickly pre-qualify and triage financially unqualified patients, implement efficient workflows, explore creative financing options, and dominate the 2nd opinion market. The Closing Institute has become the cornerstone of Progressive Dental’s new business model, ensuring that their clients get a return on their marketing investment.
Bart is the keynote speaker at The Closing Institute Boot Camp, a two-day full-arch business event to give doctors and their team the exact techniques to close high-dollar cases in volume. “I noticed that it was not making the impact I envisioned. Meaning, they understood the contents conceptually, they agreed with it, and it even sounded simple. Unfortunately, the problem was our clients could not do it. We quickly realized that, as with anything new, you need to apply it immediately and it’s in the applying that you actually learn.” Bart Knellinger says. To get dentists to the next step, Bart and the TCI team elevated the Closing Institute into a consistent, ongoing mentorship program. The bootcamp seminars are where clinicians and their teams go to get their first exposure. They can then sign up for a mentorship program.
The mentorship program includes a dedicated coach who does phone calls, call critiques, video critiques of the consultation, and more, so that Progressive can provide constructive criticism and feedback. Through The Closing Institute Bart hosts in person power sessions every month so that dentists can learn from him and the whole Progressive Dental team. This is just like a sales trainer in other industries that go with new sales reps, ride with them, or are on phone calls with them. The program even hosts in person power sessions every month to learn from Bart and the whole Progressive Dental team.
“The growth of PD is, and will continue to be, contingent upon the growth and success of our clients. Our mission and advantage remain the fact that we always put our clients first. We are prepared to do whatever it takes to help them achieve their goals and build their practices.” Says Bart Knellinger
SALES TRAINING THAT DRAMATICALLY INCREASES FULL-ARCH DENTAL IMPLANT PRODUCTION