The Closing Institute Monthly Coaching Call

May, 2021

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Veronica: Be recorded here. So, umm, if you have any questions or comments feel free. If you don’t have a mic or we’re going to mute everybody throughout the consult. Umm. There’s a channel of questions…

Woman 1: No, I guess [inaudible] think about it.

Veronica: … so go ahead and set in your questions.

Woman 1: In all of that.

Veronica: All right, cool. Elise, are you… umm, are you here? Do you have a webcam?

Elise: Yes, I’m trying to turn it on right now. Umm. I’m not seeing my option on my…

Jared: Awesome. Elise, Elise, while you work on that…

Man 1: [inaudible] Because I think we should need to call it another time to say, “look, someone drove for hours, sorry”.

Woman 2: All right. Can I have Taylor’s number, please?

Woman 3: Absolutely.

Woman 2: Thank you.

Woman 3: It’s this salon[?] number.

Woman 2: Well, if I call here she might answer.

Veronica: Okay, so I’m gonna go ahead and mute everybody for a second here. Jared, I just asked you to unmute. And Elise, go ahead and unmute as well.

Jared: Perfect. Awesome, guys. Well, thanks for joining in, and really excited to have you all here. This is actually our first session, uh, for the live call review, uh, in the new office. So we’re really excited to be here. Umm, I don’t know if you guys have kind of seen the updates but it’s been a long time in the making. This is now our fourth office that we’ve scaled to and we’re really excited about that. We’re gonna be bringing a lot more resources, uh, for all of you to get down here to Clearwater and spend some time with us. We actually have a power session going on this Friday.

Jared: And what’s going to be really cool, we have two training centers that can fit about fifty in each. Um, it’s a massive center, cafeteria, gym. So if you want to get your workout in Doctor Negala, you’re good. We got you covered when you’re down here. Uh, but it’s really just an amazing state-of-the-art facility. Umm, we have one shortcoming. The AC did broke–break in the first week. So on my last Zoom call, I was drenched in sweat. It was like eighty-four degrees in here. And if you guys have seen me on stage, I already sweat a lot. So it was like unbelievable. But, um, you–you never want to sweat in the consult room, make sure of that. So I’m really just excited to be here today. And we’ve got an amazing call.

Jared: Elise, I knew you were a closer. I mean, that was, my grandmother’s name is Elise, her middle name was Elise. We called her Elise. She was a closer. I think I maybe learned a few things from her. But when I saw your video, I was blown away, you did an amazing job. We’ve got a great video today to really share. Umm, and–and just some things I want everybody to note, notate these dates down. June fourth and July ninth, those are our next power sessions. Umm, we’re gonna be bringing practices in for that. So get into the live sessions with this, guys. That’s going to allow us to really work on your marketing, to look at the cases, dig into your video consults in more depth, um, really master this process. And, uh, my hat goes off to Elise. She did an amazing job on today’s consult that we’re going to be going through.

Jared: And–and really some key takeaways, just get into the trainings, get engaged, we’re gonna be bringing new things with financing this year, we’re looking at new things with medical billing. That’s a new emerging thing right now that’s really taking off but we got to know the ins and outs of it. We’re also doing some really cool things with smile simulations. So where we can simulate the smile with that technology’s really been advancing. And in that consult room, we could literally, at the click of a button, show that patient even a 3D model of what they’re going to look like. And it’s extremely accurate.

Jared: So we’ve got some really cool new things that we’re going to be rolling out, uh, over the next couple of months. So stay tuned and–and we want to–we want to get you guys engaged. So talking and kind of giving a little prelude to the call today, to the meeting today, some big things that I really loved about Elise’s consultation. You’ll see, uh, Elise’s consult room. They’ve done an amazing job at setting it up. Umm, and really making it comfortable.

Jared: Umm, you know, some of these consults can go long. I mean, this, this is a consult where she spent, uh, about ninety minutes with the patient. So you want to be in a comfortable environment, you want it to really represent the practice. You can see why it can become difficult to present these large cases if you’re not in a comfortable setting. So major decision, some of these cases are gonna take a little bit longer. You want the patient to be very comfortable. So be mindful of your consult room when you’re creating your checklists for this.

Jared: Umm, the big thing that we’re going to talk about today is this whole skilled treatment concept. And when we’re doing our bundles, when we’re presenting our bundles, Elise did an amazing job. And you’ll see in the video, at not really downplaying a skilled option. You have to be versatile. And the goal here is “let’s get the patient moving in the right direction”. So this was a patient that had a lot of objections with cost and price. And Elise was able to get them moving forward. It didn’t downplay some of the skilled options like it was inferior. It was a solution to move them towards the next step. So you’ll–you’ll see how she did that and how she really fed off the patient, made him very comfortable, and stayed in rapport at all times even when she got price objections right out of the gate. So phenomenal job on that, Elise.

Jared: Umm, you can almost see through the video, once she is able to give the patient options financially, that there’s like a level of tension that drops from the patient. So you’ve got to be prepared with your financing options, you’ve got to be quick with those financing options, you’ve got to be seamless with those financing options. You know, if it’s inconvenient to quickly get a patient pre-approved, you’re going to face challenges. ‘Cause as we’re seeing, you know, more than fifty percent of these bigger cases across the country are going to need some type of payment arrangements, you know?

Jared: Uh, I see sometimes less than half are going to pay cash. So you’ve got to be prepared for that, you’ve got to make it convenient. And then another thing that I really loved that you’ll see, Elise, and I want you guys to watch this through the end, is she literally prints out the order form, prints out the–the–the details for the loan, and has it signed right there on the spot.

Jared: The sale is never made until a transaction is closed. There has to be some level of financial commitment. So, Elise, once again, amazing job. We’re going to kind of break this up into sections and jumping throughout it. But, umm, really just a lot of nice takeaways, uh, from Elise on this–on this particular case. Veronica, I’m gonna hand it over to you. And let’s kind of get a little dialogue from Elise before we jump in on this patient.

Veronica: Yeah, Elise, umm, you want to tell us a little bit about the patient that you treatment planned? He came in for dentures, right, initially?

Elise: Yes. So this is the patient that I’ve known for years. Umm, he’s always busy with work, he’s always taking care of other people and basically never had time to do anything. But as always, like constantly having pain, complaining, deteriorating. Umm, and so he came in for like his hygiene appointment, his periodontal maintenance for, umm, his like- his routine, and was talking to doctors that about options. And we had this talk about options a year before. So, um, we were like, “Let’s get him in a consult and–and confirm his candidacy.”

Elise: And he, doctor says, did that, umm, like over the weekend at home and just kind of gave me the go-ahead to do whatever I need to do with him. Umm, and so that’s kind of where we started off with like that very well consult was to give us some options to get it done. He wasn’t interested in implant dentures, but cost was like everything. And then at some point, it was like, “I’m gonna do this for myself”. And then like, it was wild, to say the least. [laughs]

Veronica: Yeah, it was crazy. Like he threw so many objections at you throughout the entire process and you handled every single objection really, really well. And it was cool to see at one point of the consult, that turning point where he was like, “My wife, she doesn’t get it. I–I want function. You know what, let’s just do it.” Like, that is the best feeling in the world. And it’s really cool to see, you know, him do, like that–that flip around.

Veronica: So, umm, let’s go ahead and get started here on the consult. I’m going to share my screen. Let’s see. [silence] All right. And again, since everybody’s muted, umm, if you have any questions during, uh, feel free to just go ahead and, umm, chat in.

[plays video]

Elise: Overtime?

Patient: I’m sorry?

Elise: Almost over time?

Patient: Almost.

Elise: Yeah. So that would be twelve-year in change. So when you first lose your teeth here for this level, and then over time, everybody gradually progressing down.

Patient: Uh-huh.

Elise: Umm.

Patient: Where am I?

Elise: Where you at? I think the problem on your teeth is still right here. So, yeah, we’re waiting yet.

Patient: And?

Elise: And that, I mean that, [inaudible] already how it felt it was.

Patient: Mm-hm.

Elise: But I don’t think you’re here yet at all. Because we’re not moving yet. This is kind of describing the process we do with you.

Patient: Ah.

Elise: Eventually, there’s no tooth in [inaudible] or implant placed.

Patient: Uh-huh.

Elise: As long as nothing is to be restored. So over time, it gradually goes down like this.

Patient: Oh.

Elise: And what ends up happening with this thing with your denture is they are not big.

Patient: Hm.

Elise: So this is an option and it’s something that you would have to replace multiple times on how quickly it progress. Everybody progresses differently, some faster than others. But it’s a hard process but I like to bring it up so that this isn’t like “Oh, what have I done?” Totally have to be replaced, you know, every two to three years…

Patient: Hm.

Elise: …just because it won’t fit. Like this will be a different fit.

Patient: You’re right.

Elise: So over time, probably what ends up happening, um, lost the denture itself will fit. [laughs].

[pauses video]

Veronica: So basically, Elise, um, goes straight into the, uh, patient education portion with the patient, explains all three different options. So I’m going to fast forward here a little bit, um, to where she presents the bundles which again, Elise, you did a really great job with it.

[resumes video]

Elise: -other than that, you rest.

Patient: Okay.

Elise: So, normally is that a lot of you right we keep up are patients probably horrible.

Patient: Yeah.

Elise: And we like…

Patient: That’s right.

Elise: [inaudible] I’m starting with very top tier.

Patient: Okay.

Elise: This would be implant denture of [inaudible] anymore.

Patient: Yes.

Elise: Probably, save the rest.

Patient: Oh.

Elise: We don’t have to break through what we don’t charge for. We would pop it up. So we get thirty image diagnostic all in base plans. We get some of them. We will sedate you, we get that. All the extractions, we get those. All the graphing that was in the amount. We get that into the patient. We also gift the maintenances afterwards. And I also need to protect so that marks, this right now and this is two marks, not one. Chip it.

Patient: Why two arches? Common bond?

Elise: This is two arches. Now, with that being said, there’s another way to this consult. So fifty-four-thousand would be the upper or lower face that we’re working on. One more replacement that you’re not having to invest over and over again, but there’s no way to divide this for less and still get that consult.

Patient: [inaudible] I don’t care [inaudible]

Elise: Okay.

Patient: I don’t have any.

Elise: Okay. So then if this option is off the table, then, we will go to remove the arches.

Patient: Oh.

Elise: Or you know, if this is really modeled at seventeen thousand per arch or two arches, it will be area crawling model and then hang that on down on the upper and the lower part. So now that we’re here at alert for this for eighteen months, this has a warranty of seventeen years. So…

Patient: Seven years?

Elise: Seventeen will be thirty-four thousand because you’re arch is getting, you are paying the draft, paying into two of the upper and lower. And then you can pay that down like two-part. So, if you have a monthly payment and then that you’re paying that now and get ready for financing this or having this. What I’m saying is that this isn’t yet to last a lifetime and this is. And then play the part. It won’t wrap you at least. Of course.

Patient: Yeah.

Elise: Anything like that. Any [inaudible], you’re not gonna have a [inaudible] loss.

Patient: [inaudible] Okay. How [inaudible]?

Elise: Hang on. Is that a special?

Patient: Oh, [inaudible]

Elise: Ah, I don’t know. No. Dental implants, maybe like a single unit. But this is like a special arch.

Patient: Surgeries?

Elise: No.

Patient: I told you. [inaudible]

Elise: Yes. And then they recommend that with a lot of others.

Patient: Yeah, I know. It’s like [inaudible]. Are you ready?

Elise: Yeah, you would. Yeah. So they’re like extra moving education…

Patient: Yes.

Elise: Not there’s like so many phase.

Patient: Yeah.

Elise: So.

Patient: Yeah. In this [inaudible] people. I almost jump in here. Okay.

Elise: Yeah. So you know how like you pay, you downtown?

Patient: Yeah.

Elise: And now, it would be like a general phase. So doctors got that residency that specializes why we’re the [inaudible].

Patient: Yeah.

Elise: Oral surgery.

Patient: This is–that’s why you [inaudible].

Elise: Ohh. Like going through a residency program. I’m not sure. I also think you had your chocolate chip out of you to do this.

Patient: Okay.

Elise: So I’m…

Patient: So we [inaudible] again?

Elise: No.

Patient: [inaudible]

Elise: Yeah. We had a trial for each residency that they call. Yeah.

Patient: So.

Elise: But it’s more of like [inaudible]

Patient: Oh.

Elise: If you’d like to double arch, so.

Patient: I mean, that’s–that’s cool.

Elise: So the next step from this case would be the middle. Umm, so there’s differences between the two. These permitted out to get it out like at night for that for it happened before too. Um…

Patient: [inaudible].

Elise: Arch. Yeah, forward on the entire. Um, but there are some replaceable parts with these. So they are probably here, they’re still implants, but they come in and out the picture and at the end of here, you call it abutment.

Patient: Mm-hm.

Elise: And they need to be replaced every six to twelve months.

Patient: Yeah.

Elise: What that does is it keeps the tension on the major surface and-

Patient: Yes.

Elise: Over time, you know, more than ten years now or whatever places and they’re fairly inexpensive. And you have twenty-five of these.

Patient: Yeah.

Elise: And that’s what really protects within this. So you want something to wear anywhere you want to.

Patient: Yeah.

Elise: So after that, um…

Patient: I think we’re sharp more of this.

Elise: So we’re talking about in here. So we’re gonna lower this one to about fifteen, the other depending on your board, and leave it to seventeen arch.

Patient: Arch? That was…

Elise: Mm-hm. Yeah, so they’re still in–in your lane with some more or the other. But this game better be coming out. But this would be like, permanent restoration.

Patient: I can’t.

Elise: Okay, how about your primary [inaudible] standards, but that you’re working with a limited budget. I mean, actually, it was some kind of fight. Knowing terms are…

Patient: Overwhelming.

Elise: Overwhelming, yeah. And there’s so many ways that we can regret–regress some of our food, issue temporary material. So if there’s like a monthly budget that you’re looking for that each then, I give you financing options.

Patient: [breaths deeply]

Elise: I mean, I have people who were saying–

[pauses video]

Veronica: So Elise, umm, I am, yes, you want me to cool. So before you went into the different options, did you have a budget from the patient up into this point?

Elise: His budget was, “I want implants but I want the cheapest thing as possible”. He really just didn’t have any idea.

Veronica: Yeah.

Elise: Umm, other treatment plans before like partials and dentures, and, umm, with his insurance, his standard ventures was about ten-thousand-dollars. With his insurance, right? So that was kind of our baseline anyways, umm, unless you did some kind of partial, which he was in a lot of pain and needed a lot of teeth taken out.

Veronica: Mm.

Elise: Uh, but he was just really conscious about money, but didn’t really say how much. I think it was the value for him. Um.

Veronica: Right. Okay.

Jared: You can tell, you can tell when you- he’s like, “Fifty thousand?!” he was like, he really wasn’t clear on what was a realistic price for this. And, and I thought you did a nice job at kind of overcoming that. And–and then looking at the different options, you know, you–you–you–you kind of explore that the only thing that I would have done a little bit different is… and I–I find this happen sometimes. Great job overall. But I think sometimes if you give, you kind of went immediately to all the options right out of the gate, and sometimes I kind of stage through that a little bit more, umm, and get a little bit more feedback from him. But at the end of it- and the end result was still very good. Umm, but I liked how you went kind of you circle back to that fixed option, umm, which it seemed like he really indicated that fixed was what he wanted long term, correct?

Elise: Yes. And he was very indecisive, to begin with. And he didn’t have any, umm, like education on what we could do or what the options were.

Jared: Mm-hm.

Elise: But he’s like, pretty like he could be up here one minute and down here, the other minute. He threw some comments which the audio is really bad. But he would be like, “Only rich people can have this”, or “Only white people can have this”. And I’m like, I try to, umm, match myself, like make myself like him, umm, to be relatable. Because I didn’t want him to feel like I was looking down on him or that, umm, people like him don’t get treatment like this. So we–we had a conversation at the beginning about, umm, dumbing down the vocabulary a little bit. And that’s what he wanted and he appreciated it once I did. But I just had to kind of like take a step back and just like, uh, match him a little bit.

Jared: That’s a great point. And one thing, that’s a great point that you bring up. You know, we hear comments like that all the time. “Oh. Only rich people can afford this. And this is and that”. And–and one of the things that I try and emphasize to them when they’re really just kind of shut down financially.

Jared: Here’s somebody that a lot of us, and I see this day in and day out. A lot of us based on what you’ve shared with me could easily prequalify this patient in our head as not qualified. This is the type of patient that a lot of people. You went the extra mile and really built the relationship with him and let him knew that you had ways to work with him. And now when you get into the financing, it really opens up. You almost see a sigh of relief here in a minute once he knows that there’s ways to make this possible.

Jared: And I think that’s a great point. When patients right out of the gate are like this isn’t something I can afford, this is way out of my ballpark, this is only for rich people, I tell them, you know, we work with patients from all walks of life. And, you know, my job here is I want to find something that’s going to help you reach your goals that works within your budget and we’re gonna tailor something for you. And I think sometimes giving them that reassurance, as you said, kind of dumbing it down a little bit and letting them know that we have options to figure out a way to make this work for you financially and it’s not something just for rich people.

Jared: In fact, we have a lot of patients from all walks of life, even low middle income, where we’re able to find a solution that works for them, giving them that reassurance, because you guys are gonna, see even though it’s blurred out. The second you overcome that here in a minute, it’s like, “whoo,” it’s like he just relaxed and now he realizes that there’s a way to get it done, but, um, great job a–at connecting with him.

Veronica: You know, for sure. And the, um, the other thing I was going to mention is, uh, just getting some type of ballpark in the beginning before presenting the options, especially since you already had a baseline of a ten grand with the dentures. Umm, so he knew that dentures were ten grand and if he just says, “You know what, I just have no idea. I–I don’t even know, like, how high or how low it goes.” I–I would just tell the patient that, “Okay, well, we are–we have different, um, different options at different price points. So you can have the best option that’s big, it’s permanent. Uh, only the doctor can take it out, it–it stays in. And there’s options like a denture and everything in between that ranges from, you know, five thousand dollars to fifty thousand dollars. Where do you think that, uh, how much do you think that you would be comfortable spending and investing in–in, umm, your teeth? Do you think fifty thousand, uh, thirty thousand, twenty thousand, ten thousand? Like, I’m not gonna hold you to that number, just, sometimes it’s easier for me if I have a ballpark of what you want to spend, and then we’ll work backwards from there. Sometimes that’s just the easiest and the fastest way we can come to a solution.” So, umm, sometimes like having that conversation just right upfront when they’re so price-conscious. It can, uh, trim down the–the consult a lot.

Jared: And the same thing goes, to add to that, with the monthly payment too. A lot of times, when you start talking about the financing payments, one of my biggest pet peeves, this is the worst. When we get them approved for financing and they don’t move forward. We get them approved for financing, then they have a financing objection, like the interest rate or the payment amount’s too high. So if you start to pivot, which we’re going to pivot here in a moment to the financing, same thing just like Veronica said, try and get a ballpark as to what type of payment would be ideal for them. So that you can kind of work backwards into that and have an idea what’s in their, umm, in their mind as far as something that they can tolerate and be comfortable with.

Jared: From there, we usually have some wiggle room, but, umm, great point.

Veronica: Yep. Okay, so let’s move on here. So Elise actually goes into the financing now. So let’s look at that.

[resumes video]

Elise: The situation that you get a deduction.

Patient: What are you…?

Elise: Yes.

Patient: Some more.

Elise: No. No, no, no. Not at all. No. I mean, I just have told the other day that all that ever happened.

Patient: Yeah.

Elise: So, I mean, if it helps, just at least, does she felt saved?

Patient: Yeah.

Elise: Stay alike. So it’s not- I mean, it’s a lot from this, um, but hear me out. I don’t want to put you into something that, you know, poor but…

Patient: It’s true.

Elise: That’s why the best way to do it is to do a pre-approval.

Patient: Approval?

Elise: A pre-approval.

Patient: And?

Elise: So we’re gonna be able to proceed any specializing [inaudible].

Patient: Okay.

Elise: If they do well, like all the way up to the price range. So what we were using financing is we’ll do a credit report toward the patient. And then they’ll do a soft border credits for that part to the only [inaudible] of you. And it’ll tell you what they will give you as part as in all of you.

Patient: Mm-hm.

Elise: And so when we see what you’re eligible for. We’re looking at monthly payment, and how this company as long as eight years, which is awesome. Um, a little–a little lateral.

Patient: Great.

Elise: [inaudible] So, uh, if you feel that option and trying to make a monthly payment, and then, umm, you have, you know, I hope that ten thousand operation or something. So we use that too, so you can just see what numbers we were working with.

Patient: Well, I’m actually gonna ask more or less about you.

Elise: Yeah.

Patient: You seem what [inaudible]

Elise: And that’s what I really want if you call it that. So I will accept real quick, please. I will give you the application.

[pauses video]

Veronica: Yep. So she basically goes through and fills the application out for the patient. And one thing that I want to point out that I love is that Elise just assumes that he wants to get pre-approved like we don’t ask him like, “Oh, do you want me to, uh, do, uh, an approval for you? Do you want me to check–check if we can get you approved?” She’s like, “Yeah, let’s do it.” And she’s just like pulls it up and, you know, go. And you just go with the flow. So, um, that, that’s really key. So good job on– on that, Elise. So let’s fast forward to him getting approved.

[resumes video]

Elise: [inaudible] category.

Patient: Question.

Elise: [inaudible] if you want options. [laughs] That’s awesome. You got options.

[pauses video]

Veronica: And another thing, guys, she gets so–like throughout the whole consult, she really mirrors and matches with the patient. And, like, one great thing I love about Elise, is she gets so excited for him. Like if you have a patient that gets pre-approved for proceed or any type of loan, like, ”Hey you got pre-approved,” and he, he got approved for what? Forty-three thousand dollars. Like, ”You got pre-approved for forty-three thousand dollars. Like, that’s awesome! That’s great!” Like she does such an awesome job with it. So we always need to get the patient up the level, get them excited. Because if you’re not excited for them, they’re not going to be excited and less likely that they’re going to move forward. So we always have to keep our level of excitement up, um, when, when it’s appropriate.

[resumes video]

Patient: How old are we [inaudible]

Elise: Whatever home [inaudible]. So…

Patient: [inaudible]

Elise: Let me see where I can meet you in the temporary conditional [inaudible]. So that was thirty-four. Let’s just be with [inaudible] quick.

Patient: How long have you been married?

Elise: I’ve been married almost three years in September. So, two and a half.

Patient: Yeah.

Elise: Yeah.

Patient: [inaudible]

Elise: Uh-huh. [both laughing]

Patient: [inaudible]

Elise: [laughs]

[pauses video]

Jared: Yes, I want to put something here. This is huge right here. And this comes to being off of what Veronica just said. She got so excited for him. She’s in such deep rapport, you can watch him when she gives him the approval. He goes like this, and then he just, it’s like, wow, he’s like relaxed. He now sees a path to getting this accomplished. And– and that’s what I’m saying guys, use the financing, use that tool. It’s like the tone of it. At first, he’s very abrasive, he’s very like kind of uptight, he’s not sure if this is even gonna be feasible for him. She jumps right in, gets him approved, gets excited for him. Now he’s talking personal life, he’s laughing, he’s in rapport–I mean, they’re laughing now. He’s sold, he’s done at this point. Because now he really likes Elise.

Jared: You can see that, or it’s no longer that guard is up. He’s like, he wanted this. She just showed him the way to do it. And now it’s like, you can almost see the fireworks in the skies. When this happens, I see this happen all the time, where we, we kind of get over this hump, where somebody–and this is, this is sales 101. I do this with you guys all the time. Once I’m in agreement, and you show me a sign that you’re ready to move forward, I see a lot of people that get it to this point, everything’s jivin’, and then they still don’t close the case. They let it walk out the door. So now you got to mend your hooks. Now they’re excited, now they’re ready, you got to build on that momentum. And that’s what she does next.

Patient: Yeah. And it’s very hard. How am I [inaudible].

Elise: Oh. So [inaudible].

Elise: Yeah?

Patient: We don’t think so. Twelve years? [inaudible] Thirteen years old.

Elise: As another car made it but that gives you a very lower phase. We have already lowered it but I’m gonna remove along. It’s not gonna be much lower if you’re still going to be close to thirty. So it’s really like one notch higher into being whole fixed. But your interest rate is not bad. It’s ten-point nine for non-collateral dental plan.

Patient: [inaudible]

Elise: Well, there’s no- there’s nothing that they-

Patient: [inaudible]

Elise: If I did [inaudible] to your part, then I think they will take these [inaudible]. So I did your SMGOs so that will be eight-year-long [inaudible] versus eight to four months support. We can also look at- you know, we can do more archives. I’ve gain through result or gaining followers so we went about in that way. As for your monthly, it’s 267 for eight-year-long. Um, but as for me, and I was in your shoes, I know that I’m the type for monthly payment um, but that’s the route I would feel because your surgery will be done- surgery it would be done. You have eight years to pay as well. Um, it just sets you up for success so and when [inaudible] second time. But we were definitely good with options for you. You can get space with other accounts. Um.

Patient: Wha- what was it? You talk about that [inaudible], correct?

Elise: Yeah. Right.

Patient: [inaudible]

Elise: So basically, this one includes the part, this one includes the knox[?].

Patient: Okay.

Elise: So thirty-four gets into [inaudible]. So it is still the setup of the long term like LFO.

Patient: Okay.

Elise: And eventually, you’re gonna have to replace- you actually get to replace this eventually.

Patient: I didn’t ask you how’s [inaudible]

Elise: It’s ten thousand per arch, to the unit itself. As processed at a later time. But that’s kind of what I was talking to you about like bringing it up. ‘Cause the arch is twenty-seven per arch. Then we just need to temporize in this one we need over seventeen. So that makes your loan smaller and then when you’re ready to get into this-

Veronica: And I want you guys, um, here to take a note of just his body language. Um, he found out that it’s another ten grand for arch because they’re talking about phased option out, right. So, it’s going to be X amount now, and then you’re going to get the acrylics. And when you come back, um, it’s going, then when you pay off your loan a little bit, you can pay, uh, the twenty. And he’s like, ”Ten thousand dollars per arch?,” and then he slumps back. You’ll start seeing him like crossing his hands, rubbing like his, his head, and he’s just like all days of abuse and then there’s a point and the next like minute, where Elise like literally flips it around. It’s, it’s really really cool.

Jared: To add to that too. Another thing I really liked on this and this comes up a lot. He had a, he had an objection right out of the gate to the interest rate. He’s like, ”Oh wow, that’s a high end,” like the interest rate was, was high for him in his mind. Elise went right through it. The interest rate objections can come up a lot when you’re using finance. So you have to be very, very cautious with that. Um, I love how she said, it sounded like you said, Elise, something alongs where “It’s not like a car but they could take the car.” You know this is, this is permanent in your mouth and you didn’t really like break down. I see a lot of treatment coordinators, the second they get that objection, they kind of like move away from the financing or they get nervous about moving forward with that option.

Jared: Um, unsecured debt, unsecured loans, I mean, to even get an unsecured loan at this level, you’re going to see interest rate. And the interest rates, if you guys look at how these loans work, the, the shorter the term, the lower the interest rate. Use that ability when you’re going through your pre-qualification screen to work the patients. Focus more on the payment. And that’s what you did Elise. You went right to and you, you actually put it into your own hands. You know, if it were me, in my situation, I look at the payment. You know, think about what the payment is. You could always prepay it whenever you want, you’re going to pay this down pretty quick. I focus more in on what payment is going to be ideal for you, and you pivoted right away from the objection of the interest rate.

Jared: Now, if the interest rate objection keeps coming up down the road and it prohibits the transaction close, we’ll talk about that in ways to utilize the bundling and ways to maneuver pricing if we need to, to combat interest rate, uh, uh, objections. But, you, you just powered right through it. You didn’t really, you didn’t miss a beat when it came to that. And I caution all of you, don’t get over caught up in the interest rates because some of you might be thinking, I would never pay that interest rate. It’s all a mindset. Well, you know, I thought you said it was perfect. You know, car, you know the kids like a car where they can come take the car. So the interest rate’s there. But, um, you know, if it were my position, what I do is I look at the payment, what payment is going to be ideal for you. And then we can always pay it down quick. But, I thought that was well done.

Elise: [inaudible]. You don’t need another surgery. Your surgery is done. From there, you’re not gonna have to go through again. You just need to take the actual material. Um, which these are custom-made with very strong materials.

Patient: [sighs] [inaudible]

Elise: On the side of the [inaudible]?

Patient: Yeah.

Elise: Well, if that’s the case, you know what I’m saying, there’s [inaudible]-

Patient: I’ll- I’ll let you know.

Elise: These… this is the seventeen per arch. So after we said two– two seventeen is thirty-four. So that’s where your monthly is within for five hundred dollar range.

Patient: [inaudible] how much will I serve in interest? How much at total?

Elise: Let’s look here. Say you look in at seventy-four ninety-seven for a standard. That’s a [inaudible].

Patient: Seventy-four.

Elise: Seven thousand.

Patient: It wasn’t [inaudible]

Elise: That was the start of all of the starting kit. So that-

Patient: [inaudible]

Elise: Mm-hmm. Your insurance will pay thousand on the interest. And these are the instructions.

[pauses video]

Veronica: So I’m going to fast forward a little bit. But like you can see, the patient like now he’s just like confusing himself almost. He’s like, “Well this is– this much, well, how much is this? And then how much is that?” and he literally goes back to the denture, which he didn’t want in the first place. He didn’t want it in the first place because his main priority was, um, function. He wanted to eat, he wanted to chew, and he wanted to get out of pain. He was sick and tired of, you know, going to the dentist for things here and there. So he wanted something that was fixed too. So, he, he didn’t want anything to do with the denture. So we’ll see here how Elise flips it around. I’m just going to forward this.

[resumes video]

Elise: [inaudible] And like that less number we can get far. We can also try numbers with this. You know, [inaudible] this is what [inaudible]. So…

Patient: [shows something on the phone] Cheap prices.

Elise: How much cheap?

Patient: Just thrice as much.

Elise: [laughs]

Patient: [inaudible]

Elise: What’s the clinic?

Patient: Clear[?].

Elise: Clear?

Patient: Pretty sure. [inaudible]

Elise: Are you ready to pass it now?

Patient: Yeah.

Elise: I got you.

Patient: Yeah.

Elise: Okay.

Patient: [inaudible]

Elise: I mean, maybe the same amount of them might look under your mouth reconstruction. Yeah. [laughs] [inaudible]

[pauses video]

Veronica: So the– the patient basically says that, um, that he just paid off his house, he’s going to talk about his wife, and then, that they’re flipping houses. So Elise takes this information and puts it to use.

[resumes video]

Elise: [inaudible] [laughs]

Patient: That’s what I’m saying.

Elise: That’s a new option. Yeah. I mean, that’s the thing [inaudible].

Patient: You have options. [inaudible]

Elise: Yes you have. You know what, sometimes a downpayment from home or equity, I mean, is just ten thousand. And now we’re talking just twenty-four on the loan. [inaudible]

Patient: I can do that. Right now?

Elise: Okay. Let’s try that.

Patient: But I gotta access the money but I just don’t want to because I just have to-

[pauses video]

Veronica: So just to make sure everybody hears that. Elise said. ”Well, maybe you can, um, you know, take a home equity loan. And we can use some of that money as a down payment like ten thousand dollars. You’ll reduce your loan to the twenty-four.” And she’s always thinking about different options and then the patient goes, ”You know what? I can do that.”
He’s like, “I can do that!”.

Jared: What’s really powerful about this too, is because she has developed rapport with this patient, this patient doesn’t want to say no to her. Absolutely not. Now she’s already gotten pre-qualified for financing, he’s now opened up, he’s justifying why he can make this purchase. You see, he’s rationalizing that, that he well, he’s got money, he can pull from here. He’s got money, he can pull from there. I prefer them to take the money now with the financing, close the case now. This is another area I see a lot of people stumble in, and it can prolong the process, where now all of a sudden they’re like, ”Well, you know, I’m going to go to my bank, see if I can pull some money from the house. I’m gonna pull something-“. I’ve already got them pre-approved right here. Now, he’s now justifying why he can make the purchase because he’s got money, he can pull from here, pull from there. So what you did is you made him more comfortable to pull the trigger. And, and really to kind of let him know, you know, you can afford this, you are in a position to do this. You built his confidence.

[resumes video]

Patient: Yeah, you’re right.

[pauses video]

Veronica: Fast forward a little bit here.

[resumes video]

Elise: Like the home. You know home equity fund, they’re like building a home available.

Patient: I had equity land at home.

Elise: Okay.

Patient: It’s not [inaudible].

Elise: So you’re out with less interest.

Patient: Yeah.

Elise: You don’t–

Patient: They were in [inaudible].

Elise: Yeah.

Patient: I did numbers. I get numbers.

Elise: Right.

Patient: So, I’m sorry but-

Elise: Well, usually they’re in something else too which I’m adding more throughout this process so if you are in home equity, um, you have a retirement through plus [inaudible].

Patient: [inaudible].

Elise: They can do their sessioning with no penalty goals over time. So that way, we’ll be seeing the separating of the resources and say you wanted to pull out from that, no penalty. That is something that patients do a lot.

Patient: Okay.

Elise: Not trying to overcomplete it.

Patient: I know.

Elise: And they have more resources than you might think.

Patient: Yeah. That’s what I’m saying. I’m seeing that this tool from what seniors do.

Elise: Yeah it is. And so, when you are saying I was like–

[pauses video]

Veronica: So you’ll see like she’s giving the patient options. Like she– she didn’t just finance him, get an objection, and stop. Like she had to go and, “Well, what about this? What about phase treatment? Or what about the home equity line? What about pulling from your retirement?”. And she’s definitely right. If there are no, um, there are ways to pull from retirement early with no penalties. Um, and you, if you have a patient that’s even in their 30s, they have an option to pull money out of their retirement without any penalties either. Um, I believe it’s if the, if the, uh, cost of the treatment is ten percent or more of their gross income per year, they’re able to pull that money from, from their retirement fund. So, if you guys want to get really really good at this game and be good at closing these really large cases, you have to know these different options about retirements, about HELOCs, about, um, stocks and bonds and how they can cash that stuff out. Because there are so many options that the patient may have, um, that they just don’t even think about it, and they don’t think about, “Oh well, I have equity here or there and I can actually pull some from that for my treatment”. So that, a really good job with that.

[resumes video]

Patient: [inaudible]

Elise: But you just need to talk through it.

Patient: Yeah. Yeah.

Elise: It’s important.

[pauses video]

Veronica: Okay, so they come up with a– a payment plan with down payment. We’ll move it along here.

[resumes video]

Elise: And then, we’ll just set up a appointment for future to get records that we can make use [inaudible].

Patient: Okay.

Elise: So, if we could get this mortified for loan, you can bring your money after [inaudible] appointment. Now, you have your surgery thing…

Patient: Right.

Elise: …with these [inaudible] which it means some time to get it and schedule it out of these weeks.

Patient: Yeah.

Elise: Uh, your appointment for your diagnostic [inaudible] the guy.

Patient: If you need time for– for the uh, the next to make an appointment will you–

Elise: I- I-I would just make it anytime to like pull that from–

Patient: I would [inaudible]

Elise: Okay. Well then, I have to do [inaudible].

Patient: This where it should be all over [inaudible]

Elise: [laughs] Yeah, I like that. Okay.

Patient: Yeah, okay. I just- I don’t want to but this is what I want.

Elise: Okay.

Patient: I had–

Elise: What they’re telling you. [laughs]

Patient: [inaudible] We’re not rich. [inaudible]

Elise: You’re fine. It is frustrating, I understand.

Patient: Yeah.

Elise: Well then, basically, we’re just being–

Patient: We’re just eating somewhere right now hope we did it at this.

Elise: So, I can fill as in [inaudible] get your ID beforehand, to get you ready for surgery.

Patient: I don’t see the depth of thing. Are done with the ten to six [inaudible] and I think of today to get CDC warrant or what.

Elise: You don’t want to do it today?

Patient: What is- what is?

Elise: Your record? You want it to get done today?

Patient: Sure. What do you need?

Elise: So, what you need to do and get a scan, we need to get this name print. So I just need to submit a documentation to the lab.

Patient: Uh-huh.

Elise: To get your surgical guide. She use DRT surgery poly digital so that there’s no GRCW [inaudible]. So we get all this 3D imaging–

[pauses video]

Veronica: Okay, I’m going to fast forward here. Um, one of my comments was, uh, just assume he wants to do the records today. Um, I know we asked like, ”Oh, do you want to do the records today?” Because they had a scheduling conflict which he brought up a few times actually at the last end of the consult where I believe the patient was able to, um, where he had worked from ten to maybe six, and or seven in the office, was open like between those times. And Elise did a good job, she was like, ”You know what, don’t worry about it. We’ll, we’ll figure it out.” And she was like, ”We’ll figure it out. Let’s just, like, do the records of later on in the consult.” So that, that was really great because he brought up that objection a few times.

Jared: And I love that, just assuming the sale, let’s just get it done today. You know, get the, get the records done today. Um, another point to I think for all treatment coordinators here, um, a lot– there’s a lot of liquidity right now on the market. Many people’s home values are inflated right now. There’s easy access to capital from home equity right now. I think that’s one of the big things that’s fueling a lot of growth across the country is home values are way up. So, and interest rates are really low. So a lot of folks can refinance, tap into equity at a really low cost, and the appraised values are inflated right now.

Jared: So there’s a lot of liquidity in the market. You guys want to be really in tune with that, uh, and know how to access that. I recommend in addition to those things that Veronica mentioned, have a really good, uh, FHA, Federal Housing Administration licensed mortgage lender in your repertoire locally. Someone who’s really good, really quick, um, that you can pump a referral to really quick if they need to. And– and have these contacts, uh, in your bank. I tried, the banks are a little slow. So try and get with a really good private lender that meets those qualifications. So if you need to refer something quick, we can access equity and sometimes as little as ten-fifteen days.

Veronica: Yep, great points. Um, so, basically now, Elise, he was like, ”All right, let’s do the record.” She takes his ID, they finalize the paperwork, um, and, and she gets him signed, gets a signature. Boom, close, paid, and they’re like off to the races. And, and basically it’s same-day start because they took records the same day. So, um, you know, Elise, thanks for letting us share your video and getting feedback. So proud of you, girl. Like you did such a great job. Um, I was really excited to show everybody, um, your consultation. I will be uploading this consult to Lessonly. Um, and Elise if you’re okay with it, I would like to post also your consultation in full so people will have the opportunity to watch the, the whole thing too, um, because I think you did a really really great job.

Elise: Absolutely. Thank you.

Veronica: All right everyone, well again, like Jared mentioned, we have two power sessions coming up. Um, they are under the events tab. We have, um, one every single month. It’s typically the first Friday of the month. It’s eight to five. We do limit it to twenty treatment coordinators. So, uh, the– the next two to three, they, they are close to, to being full. So make sure you sign up for those if you are coming down. It’s at our facility at Clearwater. Um, so we go through advanced scripting, we do role plays, we do fun games and exercises. So, um, if you need anything, let me know. But thanks for everybody for joining us today and I hope you guys have a good week.

Jared: Yeah, and just some, just some closing statements guys. Um, get into the courses. Part of our expansion, part of this facility is so we can have more of you down on a consistent basis. You don’t have to worry about so much in scheduling. You guys should be trying to get down here at least two to three times a year, minimal. Um, set goals, set goals within the team, [clears throat] get down to Florida. Um, that is ultimately a– a big big part of it. People always say, “What is the key to growing?” Guys, right now, full arch is growing like we’ve never seen before. We had a record month this month, broke a record month from last month, patients are seeking this, there’s eq–there’s equity that they can tap into, there’s liquidity in the market, they can get financed easily, um, big opportunities for growth right now.

Jared: The number one key for us to really get the most out of our partnership is engagement. So, getting on these monthly calls, getting on the weekly mentors. You guys need anything, reach out to us. We can get with you one on one, and also set some time, start planning out the schedule for the rest of the year, get into the power sessions, we want to have you guys down here and uh, you know, we can have some fun too. But also, just like Elise did, you know, we’re not just always going to pick apart consults that don’t close, you know, we want to see your successes as well, so we can see what’s happening when the patients aren’t moving forward. We make–we learn from you guys too sometimes when we see techniques that you’re implementing. So, make sure you guys are at least submitting a couple videos a month, good and bad. And, and we’ll provide you insight with that but, um, hope everybody has a great week, a great month. And I think there’s a lot of momentum out there, let’s build on it. I hope to see you guys soon here down at the new facility.

Veronica: All right guys, have a great day.

Jared: Thanks, everybody.

Veronica: Bye!

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