The Closing Institute Monthly Coaching Call

November, 2020

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Meeting Member 1: Hello. Christina Leru…


Bart: I do not hear anything.

Meeting Member 2: I am here.

Meeting Member 3: Hi, everybody. I am in the replay but I can take this off.

Meeting Member 4: I am in the replay but I can take this off.

Meeting Member 5: I am here.

Bart: Hello?

Meeting Member 3: Hello.

Meeting Member 2: Hi.

Meeting Member 6: How is it going ladies?

Meeting Member 4: Oh, great.

Bart: All right. Awesome. We waiting for a couple more people. Doing going good? Everybody is busy. Are you guys busy with your consultations or what?

Meeting Member 5: So busy.

Meeting Member 3: We all agree.

Bart: So busy right now.

Meeting Member 2: Yes, our funnels just launched this weekend. We have four scheduled, so.

Meeting Member 3: Wow.

Bart: Everyone has got so much money right now. What is going on?

Meeting Member 1: I do not know.

Bart: That is good. It is good. Everybody is super busy. Okay, cool. Well, I have got a consultation that I am going to play and kind of critique and go back and forth with you guys today. I have actually got a couple of videos, but I picked one because you can see the a… It is a good example of somebody that has kind of, you know, there are people that have kind of a guarded personality. They do not really open up emotionally. You have to kind of get them going a little bit and it was that type of person, very, very reserved, very soft-spoken. It is a little hard to hear them. Sometimes, I will pause it and just let you guys know what he is saying in some of those parts. But it is a really good example of needing to remembering to slow down and connect with somebody before we go right into it.

Bart: I think one of the biggest things to remember, especially as everybody gets super busy, and this can happen to anybody. But when you are going from consultation, a consultation, and consultation, sometimes you kind of get in, and you just get right to it, which is good, right? That is what we teach but if you do not connect well with the patient, if you can not emotionally connect with them, it is just hard to earn the trust and you know the fact of the three factors, in terms of getting them to close. The very first point process, they need to like and trust you. You want them to like and trust you. That can be difficult when we get into it. It is like, okay, so you hear about all on four, which one you are, removable or fixed?

Bart: I mean, when you get straight to it like that you can miss it and with some of these patients, it is really important that they connect with you emotionally. Some people are going to be more open, some people are going to be more closed. So I think is a good example of a patient that was a little bit more closed, that out of like to see a little bit more time spent connecting with the patient, empathizing with their pain points a little bit before we rush right into it. So the whole purpose of bringing him into the treatment coordinator first is to build rapport and to make sure that they look at the treatment coordinator, and they build a relationship with the treatment coordinator as somebody that they trust, that somebody that they would confide in, more so than a doctor.

Bart: Remember the big picture of what we are trying to do, you are trying to keep the doctors in the operatory, right? That treatment coordinator needs to be the person with these new patients to connect and have the trust to where they feel comfortable opening up, they feel comfortable asking you anything and they believe that you have their best interest. If that is not made, then the sale is just going to be so much more difficult. This will give you a really good idea of this video of somebody that was a little bit more guarded. So I am going to play this and again, it is a little hard to hear so turn the volume up on your computers or your headset. I will be stopping it along the way, okay?

Meeting Members: Do you want me to mute everybody?

Bart: Yes, probably. Guys, we are going to mute everybody right now, so remember just in that, in the lower… [pauses]


Jamie: Hi, I am Jamie. How are you?

Woman: Good.

Aaron: I am Aaron.

Jamie: Hi, Aaron. How are you?

Aaron: Good.

Jamie: All right. So you are interested in All-On-Four?

Aaron: Yes.

Jamie: Okay. Are you willing to do the snapping kind that you will take in an hour, you will be looking at wanting to do the kind that stays in permanently?

Aaron: Permanent.

Jamie: So this is what you are looking at? What is your main goal that you want? Is it?

Woman: Better teeth.

Jamie: Better teeth? Okay, yes.

Aaron: The thing is I have talked to several dentists along the way. I brush, I floss and I have been told several times, some people just have bad teeth. So no matter what you do to take care of them, they just…

Jamie: You just can not keep.

Meeting Host: Guys, I am just going to roll this back a second, right?

Jamie: Interested in All-On-Four?

Aaron: Yes.

Jamie: Okay. Are you willing to do the snapping kind that you will take in an hour, you will be looking at wanting to do the kind that stays in permanently?

Aaron: Permanent.

Jamie: So this is what you are looking at? What is your main goal that you want? Is it?

Woman: Better teeth.

Jamie: Better teeth? Okay, yes.

Aaron: The thing is I have talked to several dentists along the way. I brush, I floss and I have been told several times, some people just have bad teeth. So no matter what you do to take care of them, they just…

Jamie: You just can not keep it. Okay, well, we can fix that. We can fix that. Thank you for your service. I have children that are in the military as well. I love it. Are you looking at a particular time to get this done in a certain time frame or what do you want us to do?

Bart: Hey, guys, so right here, right off about when they walk in, how do we usually want to open this? How do you want to open it? You want to open it talking about their pain points, right? What is happening to them? Empathizing with them? You know what I mean? So it is just like, “Okay, so I understand you are here to talk about on All-On-Four. Okay, fabulous. Well, give me an idea of what is going on.” Hopefully that the new patient intake form has been filled out. So you know what their main pain point is, and how it is affecting their life and you can lead into it. If for some reason you do not have that information, start getting it because it speeds the whole call up, but if you do not, it is very difficult to move forward with any type of conversation about removable or fix if you have no context.

Bart: In any sale, it does not matter what it is, you have to gather information before you can get into products or services, you just have to. How do you know how to frame it? We do not even know if this guy, we do not know if he is already had worked on. We do not know if he has a couple of implants or not. We do not know if he is missing a lot of teeth. We do not know anything about them at all, except that he responded to an All-On-Four ad. We have people that respond to All-On-Four ads that are not All-On-Four candidates. It happens all the time. The best way to connect with patients is to learn about what they have been going through. So that is the very first, you do not start anywhere else. Every single consultation is the same.

Bart: I understand that you have lost some teeth, you are dealing with some discomfort. It is kind of getting hard to eat and chew, is that right? Okay, well, tell me a little bit about what is going on. Give me an idea of your story, your journey, how we get here. Give me an idea of the things that are bothering you that you would like to change. Then just listen to them. They are going to give you a lot of information before we go into, “Well, what do you want? Do you want to be fixed? Do you want removable? When do you want to?” If they are there, we can assume, they want to have it done yesterday. You can assume that they want to get it done right now. But what can happen is if you are not careful, right?

Bart: You guys are not controlling the dialogue, the patient is going to just move you from open to close immediately. You are going to skip everything, you are going to skip the whole process of figuring out their pain points and empathizing with them, you are going to skip creating a vision and you are going to skip the entire emotional component. The emotional components go into just evaporate. You are going to go straight into all of the mechanics of pain for All-On-Four and they do not trust you. They probably do not like you and it sounds just very mechanical. This is a big deal. So we want to get into how it has been affecting their lives right upfront. If you have the new patient in, take the form filled out, then you can lead into it efficiently. If you do not, then you have to ask the questions, but it is really hard to just skip that.

Aaron: Price first.

Jamie: Okay.

Aaron: Let us see what it is going to cost and we will go from there.

Bart: I will rewind so you can hear it. [crosstalk]

Jamie: I love it. Are you looking at a particular time to get this done in a certain timeframe or what do want us to do?

Aaron: Price first.

Jamie: Okay.

Aaron: Let us see what it is going to cost me and we will go from there.

Jamie: Do you have…

Bart: He said price first, let us see what is going to cost me, and then we will go from there.

Jamie: Or you want to figure it out but do you want to pay for it yet?

Bart: Pay for what? Pay for what? You know what I mean? Pay for what? We do not know if he is missing all his teeth. We do not know if he is missing some of his teeth. We do not know any. What do you pay for what? Do you know how you want to pay for it? We do not know what he is going to get. We have no idea. We have not put our finger on why he is even there. Why he is even in front of us. Remember, he said that he has been to a lot of dentists. He said, quote-unquote, several dentists and they said some people just have bad teeth. The guy has got a story there that we have to get to that.

Bart: We have to uncover it before we start getting into everything else because you do not know if you are talking about something that is completely irrelevant. You know, if he is somebody that is price-focused, how can we have a conversation about price before we know anything about his situation? If he told me, “Look, I am missing multiple teeth, the rest of them have… Doctors have told me I have had a lot of bone loss. We already have had two or three treatment plans, all of them. The treatment plan to remove all of my teeth. Then that would be one thing, then you know you have a good idea based on that information. He sounds like he is probably going to be a full arch candidate. You are not going to know so you do your x-rays, but you have a good idea. Or what if he says, “I have been to several dentists.

Bart: Well, no one is ever really treatment planned for All-On-Four. Most of them say that most of my teeth are good, but I have got a couple of bad that need to come out, something like that. Then we do not even know. So this is an example of just going straight from intro, almost directly to presentation. He says the price is important. We have not established that his symptoms or his pain points resemble somebody that even needs a full mouth yet. We do not really have a clue where to go. Make sense? Once I know that his symptoms at least describe somebody that would probably be a candidate for All-On-Four for some type of full arch solution, then I can start to think about triage and having a conversation about what his budget is, but it is just so hard right now with no information just completely… We are going to have to make a lot of assumptions here. Okay?

Jamie: Working all right.

Aaron: I have to make payments whatever my insurance does not cover. Which my insurance is not going to be much.

Jamie: Okay. What is the implant that within a? Just so you know this is an All-On-Four [Inaudible], so you have four implants that are strategically placed in your mouth…

Bart: Just in case you guys did not hear him, he said that let us talk about price and start there and I will probably have to make payments, whatever my insurance does not cover, I will probably have to make payments on. You can not see it right now, the guys wore a veterans hat. So he was in the military, and you can not see his facial expressions, but he is very, very, very understated, very understated. He is not giving you a whole lot. He is not giving anything to say, to show me that he is connected, right? With Jamie, from a trust standpoint yet, I mean, literally, we are two minutes into this. Okay, and we are already and now we are two minutes in, and we are going to talk about the All-On-Four price.

Jamie: This is an offer, okay? So you going to have what is called a temporary provisional for the healing time. Your healing time, you are looking at three to six months. As for healing time, okay, but you will have teeth, okay? So you will have this temporary in a moment. Now, once your healing time and everything looks good, the implants are nice and stable, and everything is wonderful, then we would go into doing your permanent. At your permanent, you and the dentist will decide the size of the teeth, the shape, the color, the whole deft so that they come out exactly the way that you want.

Woman: So that person and just to see if your body adjusts to the…

Jamie: That, now we use titanium. We use no but titanium implants and the body does not reject the titanium so that we use the top of the line for you. Okay. We usually bring in an anesthesiologist today that you come in. We will put you under light sleep, go into the extractions, place the implants. Then the lab comes in once we are finished and they take your provisional, your temporary may…

Bart: This is basically a presentation, right? So basically kind of skipped ahead to make a presentation about All-On-Four. Remember, with patients direct from the public, we have to build some trust, we have to gain some credibility, we have to be able to connect to them. The first thing is to start with their pain points and empathize with them. Get a good idea of how they have gotten to this point today. That is a big deal. The second is to figure out what made them actually come in today, especially if they have been dealing with something for a while. Do not let them get you moving towards the solution before we have defined the problem. Is that make sense?

Meeting Member: Yes.

Bart: Great. It would be like a doctor, now calling me for advertising and me going straight into it. Okay, well, here is what we do for pay per click, and here is what we do for social media, and here is what we do for websites before I know what the current state of the practice is. Before I know, how efficient or inefficient they are, before I understand any goals before I understand any problems or anything. It would not be impossible, but you certainly would not close very much because you have no information to frame. Okay. So the first is pain points and empathize and connect with them. You have to connect with them right off the bat.

Bart: The easiest way to do it is to listen to them. Listen to them, reassure them they are in the right place is something that we can turn around. Then figure out their urgency. This guy can not figure out his urgency because we have not done any of this. What is his motivation for sitting here, right now? Anyone with terminal dentition did not get like that overnight. After I listen to their pain points, I am going to ask them to say, “Look, this is something that has been going on for a while. Let me ask you was it something specific that happened recently, that made you kind of pick up the phone and make an appointment and something that really motivated you to go ahead and get this done? Was there any specific?” I want that information, we have to find urgency with people. I need them to verbalize, how it is affecting them.

Bart: I need them to verbalize the pain so that the solution is valuable. If they can verbalize the pain which no one is going to have a problem doing because they are going through it. They describe the pain to me and then I create a vision for them in terms of how their life is going to be without the pain and how it is going to change them. Then they formulate in their head great value like what is that worth? Wow, and they start looking at it differently. Then I can build urgency, and now I can frame the price point.

Bart: How do you frame a price point for somebody that has no urgency to get moving, I do not know. If we forget the emotional component and we do not build a vision for these people before we throw a price at them, then they are just gonna look at the price and nothing else. The only emotion they are going to have attached to it is the emotion generated by the dollar amount itself. Which everyone should recognize these types of dollar amounts are going to generate an emotional response from people.

Bart: My goal is that getting them to describe their pain points, empathizing with them. It is going to put them in a state of like, “Man this is bad. This is bad.” Creating a vision for them is going to put them in a state of, “Wow, amazing. Man, I really want this. I really want this.” It does not matter what the treatment is yet, it does not matter. Just the opposite of that, whatever the treatment is, it is. It could be removable, it could be a fix, it could only be two or three implants, I do not know and you do not know at this point. But it does not matter. What is their pain points and create a vision of how they are going to feel and live without the pain points. Well, are we all on the same page?

Meeting Member: Yes.

Bart: Once we have that, we are going to figure out their urgency, right? Then the very next message we want is that we have multiple options with multiple price points. Ultimately, it depends on what you want, what your expectations are, but we have multiple options at multiple price points but it is so hard to even begin with the conversation. When we do not know anything about them. He is just sitting there. I do not even know if he is missing any natural teeth or not, at this point, okay?

Jamie: They make sure that everything that lines up. They do any adjustments that have to be done, they will place it for you, and then we will send you. You will come back periodically for checkups so that we can see happenings are going. All right. There is a couple of different ways that we can do this. We can do this, where you pay for just the provisional, and you can wear it for six to twelve months, no more than twelve but you have to be very careful with this one because if you happen to break it, then we have to immediately go into the purpose, once you pass your healing period. So to give you time, you could wear this one for twelve months. Save up for the second portion to get your final, that is something we need to do as well. I do not know, I am going to shoot high as far as numbers go and we can always move down because he has not looked at you yet. He has not told me, “Hey, I am going to need six implants rather than four. We have got this issue, we got to take care of it too. I start high, and then I will work my way back into service. Okay? So if we do the whole thing with what we call titanium teeth with your… Oh, excuse me. Which kind of teeth?

Aaron: You said titanium.

Jamie: Titanium, you got metal teeth, which is the strongest type of material. We are looking at fifty thousand.

Bart: It cut out with there. She said for the whole thing, we are looking at fifty thousand. We are going to fifty thousand. Alright, so number one, none of your fees are high, right? Ever, you do not have high fees. I do not even know what that word is. I never going say I am going to start with high fees. Never, right? You do not have high fees. Your fees are reasonable, and they are going to get way more value out of it than they are anywhere else. All of your fees are super reasonable and you will always offer more value than what you charge for. None of the fees are ever high. Then again, if we are going to start quoting it, it is almost like we are triaging right now. It is like triaging. If somebody says, let us get into pricing, and then talk about it.

Bart: When we find ourselves in a negotiation, how do you win a negotiation if you do not know the urgency level if you do not know what the problem is? You can not, really, it is very hard but the one thing that you have to do, we have got to get the number from the patient. Do not give them numbers, make them give you the number. This is something basically every month we go over this, right? But I do not want to give him fifty thousand. We have not even determined if he is a candidate for full arch, much less, upper and lower. How do we know? How do we know? Before you throw a number like fifty thousand dollars, you are going to blow this guy away. You are just going to blow them away for nothing. For no reason. Maybe he is the only candidate for one arch. Maybe he only needs a couple of implants. We have no idea. That is my biggest thing here is that we are just totally flying blind. It would be, just luck to close it.

Jamie: Settle, that is why I said we can…

Aaron: That is a house.

Jamie: We can face it. Okay, We can…

Bart: You hear this guy goes, “That is a house,” and when she said it, he is like, “Oh, my god.” But I am thinking the whole time, geez, what if this guy is only needs two implants? What if he is not a full arch case? She said, “Well, they do the whole thing is fifty thousand.” We just do not know anything right now. We have done nothing to get into rapport, we have done nothing to build trust, we have done nothing for this guy to open up at all. So there is no connection, there is no emotional connection between Jamie and the patient right now. I do not remember who actually, this gentleman brought with him to the consultation but you can see he looks at her and she is going to be the one that is responding. But it worries me, definitely worries me, to throw a fifty thousand dollar number at somebody before we have determined that they are even likely to be a full arch candidate. That worries me a lot.

Jamie: During the first half for twenty-five, you wear that. Gives yourself twelve months, as long as you are careful with it, and then we can do the second here…

Bart: Then again, all this is irrelevant. This is all stuff that you do with the close. We do not want to talk about, why are we going to talk about a scale in option. We have to determine he is a full arch candidate. That is the first thing. So get his pain points and figure it out. Then if he says, “All right, before we go any further, I want to talk about price.” We say, listen, as far as price is concerned, it sounds based on everything you have told me, it sounds like you are going to be a really good candidate for some type of full arch option. That is what it sounds like. We are not going to know until we get this CT scan, you speak with a doctor but it sounds there is a pretty good opportunity that you will be a good candidate for that based on everything he told me.

Bart: Now, having said that, when it comes to full arch solutions, we have different options at different prices with different pros and cons. Dr. Johnson is one of the best, in this case, it would be Dr. Gandhi, but Dr. Gandhi is one of the best in the entire area. One of the best I have ever seen at figuring out treatment plans that will help people and also fit within their budget. So we have multiple ways to do this but I understand it is a concern and it sounds like maybe you have a dollar amount in your head that you are trying to stay within. Do you have a dollar amount in your head that you are trying to get this done for whatever it is? If so, it might be easier if you tell me what you are comfortable investing in your mouth, or what you are thinking about investing in your mouth and kind of work backward from there, and help you with the pricing.

Bart: Does that sound fair? So what are you thinking? Are you thinking twenty-five thousand? Are you thinking fifteen thousand? Are you thinking forty-thousand? What are you thinking? You throw some big ranges at them. High low in the middle, and just try to get them closer to one or the other. You know what I mean? You are closer to fifteen or closer to twenty-five. Closer to ten or twenty, whatever. Then you are going to get an idea if you have somebody that is really sitting in front of you. So if they give you a number like two hundred dollars. Then you are going to say, okay, so two hundred dollars a month like a payment like a two, or you think about it more monthly and monthly fees. Then we are going to roll that out but it is not going in order. That is the problem. This whole thing is kind of off track, and we are flying blind here.

It is just like, oh, my God.

Jamie: I have one patient that we have come up with creative ways to finance, trust me.

Aaron: I want to get the next steps. That is [inaudible] cost that much.

Jamie: Now, if you want a sample…

Bart: Do you hear the guy is like, oh, my God. He is freaking out but what really worries me is he said that he has been to several dentists, right? What if he is not a double arch candidate? He is only talking about his uppers? What if he is got nothing wrong with the lowers? He is only talking about the uppers. Maybe it is just a couple of implants, we just have no idea. So we can not sell something before we know that they are a candidate and I can not give a price until I know how that price is going to be perceived. If you guys just arbitrarily pick a number and throw it at somebody before you have a good idea of how is this number going to hit them? You need to know that before you throw the number out. Is this number going to hit them super high? Is it going to hit them low? It may be he has two other treatment plans, treatment planning single implants. He is got one for thirty-eight hundred dollars and then we got fifty thousand. We just have no idea, what is going on at this point? So he is kind of just blown away. That guy is just like, whoa, you can tell he has not heard that number before from anybody else.

Jamie: This is in the first snap on which would happen here.

Aaron: I have no [Inaudible] full amount.

Jamie: Okay, they do snap-in, they do not move and for that, we are probably looking at thirty-five.

Bart: Again, thirty-five thousand for snap-ins. We are just assuming without asking any questions or looking at anything, that he is a double arch candidate. He is a full mouth candidate. That is a heck of an assumption to make when we are throwing out pricing. That is tough.

Aaron: That should not cost that much.

Bart: He just likes, oh my god, oh my god right now.

Jamie: I have another [inaudible] talking for but not that, yes. Same thing here we use the Nobel titanium as same as we do with others. As I said, we have lots of ways that patients have mindlessness.

Woman: Do we really go to your couple of options?

Bart: We are just lost. This is just losing altitude and gaining speed by the second right now. It is all because it did not start in the right place. We have to get the information from the patient, connect with the patient, do everything we can to help the patient. That is it. That is our only job. Forget selling any of this stuff. You can not sell it if you do not get the first step right. So just forget it all together, if I am going to talk to somebody and help them, the first thing I have to know is, what are the challenges that they are having in their lives? What are they going through? What is wrong with their teeth? Give me some information. What is actually wrong with it? You said you spoke to several dentists, have you had another treatment plan for dental implants? If so, what is the treatment plan? You have to get data. If you can not get data, it becomes you are just guessing.

Bart: Again, if you cannot get data, then you are just guessing everything you throw out is a guess. When you are guessing with your basic, as she said, “I am going to start high.” She started as high as we could possibly start. Which I would not do. I would get the number always in a negotiation. Once we have established the pain point we have connected, we know that they have some urgency, if not, we built some. Once they hit us with the price, we have to get the number out of them. That is the strategy, do not give them a number, get the number out of them. If they would not give it to you, then anchor on some ballpark spread your pricing out. Say are you more in a fifteen thousand dollar, twenty-five, ten, five? What are you thinking? Because I have so many different ways that we can do this at different price points.

Bart: After listening, you do not worry, I am going to find something that will work for you. I will find something but I can shorten everything up just to make it a lot easier for you if you tell me what you want to pay. Then I can tell you, okay. For that amount, here is the best that you can do and then we can start to get somewhere. Does that sound reasonable? They will give you a number, they will give you a number, and then you can triage, right? If he says two thousand dollars, that is not a real number. If he is somebody that is for a full arch candidate but we have not even established that. So we really do not know but if they give you a number ten thousand that is a real number. You are not going to triage someone out that has ten thousand dollars to spend. You know what I mean? Even if they are the full arch candidates, they are going to be full arch and you are saying I want a full arch fix and I have ten thousand dollars to spend.

Bart: Whatever number they give you they are lying about it anyway, so if they give me ten I know it is at a minimum of fifteen. I know the worst-case scenario, that I can definitely get them into a scale in option today. Worst case, if they give me a number like ten thousand dollars, the best case is I go ahead and get them into the twenty-five and use the strategy of, look, do not even put ten thousand dollars down. I can spread the whole thing out for you and make it easier than putting ten thousand dollars better for your cash flow. I know I can get them done for a lot more if they have ten thousand dollars cash, if they are financing well, I can get them done for a lot more. Any number like ten thousand dollars or up, you guys are not triaging them out, you are just telling them, listen for ten thousand dollar budget, there will be some type of force treatment that we will be able to help you with. That is the good news, right?

Bart: So the good news is, you are not going to walk out of here without getting anything done. All those things, you told me, all that stuff has come to an end. Okay, you are not going to live like that anymore. There are multiple options we are going to go through every single one, but for that dollar amount, we are going to be able to find something for you. Okay, is that good? All right, cool. I can not give him any more information on the price than that. We have not done a CT scan. The doctor has not made a recommendation. I can not get any more specific right now but I do not have to, this is just triage. This is basically, is this person qualified to go have a consultation with the doctor? Do they have the means and the expectations that pay for some type of care or not? We just want to triage out the people that have no means to pay for anything.

Bart: Are the people where their expectations so far out of whack that they can not be closed? That is it. If their expectations somewhat there, and they have a real dollar amount, we are not triaging them out, we are just telling them to look for that dollar amount for that budget, we are going to definitely be able to find something for sure. Okay, you are not going to live like this anymore. There is no way I am letting you walk out the door in the same position that you came herein. Okay, you can trust me with that we will work this out. Sound good? A lot of times, they just need to hear that. You know what I mean? They just need to hear that you feel confident that you can help them.

Bart: Then that is it. Move forward with the patient education part, and then get them scanned, sit them down with a doctor and go from there. When you go through that patient education portion, that section, you are going to ask them, do you have any strong feelings, one way or another? Fixed versus removable but that whole thing could change if you are talking to somebody that said, yes, I do have a couple of treatment plans, and one was for one implant, one was for two implants. Well, why am I going to go through patient education on full arch stuff? I am not.

Bart: I am going to say, listen, when it comes to implant world, there are so many different options, where there is going to be one or two. The first thing we have to do is get the CT scan, and we are going to figure out kind of where you are, right? How many implants need to be placed, and how many teeth are savable or in good health, and how many are in poor health that needs to be extracted? Before we have to determine that, that is the first thing we have to do. I just do not know because we did not get that information from him. Does that make sense?

Jamie: The dollar amount I know is what…

Woman: Breathtaking?

Jamie: Breathtaking, yes. But if we figure out a way to do this, is there any reason for you not to go through with it?

Aaron: Fifty-two thousand dollars for the teeth? That is hard to literally hard to swallow.

Jamie: I understand.

Aaron: I will grind my steak before I have, I just cannot, that is just…

Bart: He said that is literally hard to swallow. I will grind my steak before. Golly, that is what he was saying. Fifty-two thousand. What is really concerning to me is that he said at the beginning, he had been to several dentists and fifty-two thousand is just bombed him. So you know he was never been told fifty-two thousand dollars before which leads me to believe that he is probably not a double arch candidate. That is what is like killing me.

Aaron: I got a kid. I got to put to college still. Oh, my goodness. Either way, we are looking for at least four or five hundred dollars a month.

Jamie: If we do financing, yes. Before I have had patients who have bargains, they throw on the case for medical purposes and there are no issues. Then I have those who, if they, you own a home and you take out against your home, the interest rates a little bit smaller and they do it that way. I do have a couple of options for financing. If you are pre-qualified, they give you any more than six months, twelve months, no interest for eight months, six months, seven months, and ninety months. Ninety months is usually the one that my patients choose because of the dollar amount, monthly payment. Even at that, if you pay it off ahead…

Bart: So we went to the close. Here is what we did. We met the patient, we skipped the intro, we skipped the needs and analysis, we skipped the creating a vision, we skipped the urgency and we went straight to the presentation. We skipped the doctor part. We skipped all the diagnostics, went to a presentation and we went straight to a close. So, we are talking about financing options for something that may not even be relevant right now. It is easy for this to happen when you are doing a lot of consultations, you are doing all these. It is easy for it to happen. You get in a hurry, but what do you think the level of trust between Jamie and this patient is, right now? What is the level of trust there? There has not been much rapport. There has been very little connection. Everything has been very black and white from, okay, here about All-On-Four.

Bart: Okay, what do you want, something that snaps in and out or something that is fixed? Do you want fries on the side? Do you want to make it large? What do you want? It is kind of has that feel where like, what do you want? Here is how much it is, do you want to pay for it? It does not matter what you need. You know what I mean? You do not want to back yourself into a corner in these consultations ever. Never put yourself in a corner. We are just pre-qualifying the patient, that is it. You do not even have to worry about it unless they hit you with a price. But once they hit you with the price, we are just pre-qualifying them. You cannot pre-qualify them with anything specific because we have not done the diagnosis yet. Okay. So we are just seeing, are they real or not? If they are real move forward and tell them, we have got several different options based on everything you have told me, you are going to be a good candidate.

Bart: Do not worry. We are going to find something today to help you. That is what I am here for. Right? I am going to be with you every step of the way. Okay? So when we go back, we do the CT scan. We talked with the doctor, I am going to be there with you. After you are done with the doctor, I am going to be with you. My job is to make sure that everything you have told me, all of these pain points, all of these things affecting your life, that we can figure out a plan. That is going to remove all of those and put you in and just put you in a totally different situation. However, I need to do that. That is what I am going to do. Does that make sense? Do not worry. Let me handle that for you. I will handle it for you based on what you are telling me, the budget you want to stay within. I am confident that we are going to be able to figure out something, that is going to totally change everything for you today. Cool. You connect, you have got to sell them. You have to sell these people. They need to believe in you.

Bart: Do not forget that you cannot get so transactional. Once you become transactional, you know what people feel like? They feel like you do not care. They feel like they are just being salt. Everything, everyone in dentistry tells me about, oh, bar, do not talk about sales. We do not sell anything. Do not do this. Do not do that. Or selling is bad or selling is, no, it is not. If you are doing it the right way, that is exactly how it needs to be done. It is when you forget how to quote-unquote, “selling influence” that people start feeling like, man, it is all about the implants. It should not be all about the implants. It really should not. We are missing the forest through the trees here. You are not selling an implant. In this case, we do not know what we are selling, right? What you are selling is a better version of themselves. That is what you are selling. That is what they need to be focused on. That is what they are buying.

Bart: If they are buying that, they are going to be motivated to pay for it. If they cannot pay for it, they will be motivated to borrow the money. If they cannot borrow the money, they will go ask their freaking mom for the money. You know what I mean? But it will be powerful enough and emotional enough, that they want it so bad. You are never going to have that with just selling implants or just selling full arch protocols. That is not what we do. That is not what we do. What we do is sell. You are selling a feeling they are going to have in the future. You are selling a clinical outcome and how that clinical outcome is going to affect their life in a positive manner. Something they have never experienced or something they have not experienced in a very, very long time. That is what we are selling.

Bart: If you do not have the emotional buy-in of that, then negotiation is worthless because they might not even want it yet. How can you negotiate with somebody? In regards to proctor service that they do not even want? Or it is not important to them? You cannot do it. You can, but you will never win. You will never win. Okay. So we cannot get so mechanical that we forget what the purpose is, of the treatment plan itself and what the purpose is, of having the treatment coordinator as the main point of contact. It is a big deal, right? This guy, you can tell like, you cannot see his face, but I can. You can tell that this guy has been dealing with this for a long time. You can tell that he really was hoping to kind of find a solution in some way, shape, or form that he could do. Now he is thinking, Oh my God, I cannot do that. But I have to do something. That is not even close to what I was told of what I can do. So he just has no clue, he is just boomed. He is like, he is kind of in a state of disbelief right now.

Jamie: There is no penalty for you. So if you decided one month you want to put a large sum of money down. You put it down towards the principle that shortens your number of months, but then you still have your affordable, my prepayment, if you need to continue with that.

Bart: We do not even know what his definition of an affordable monthly payment is. Is this definition of an affordable monthly payment? Thirteen dollars or is it two hundred? He said something like, man, that is going to be like, so that is going to be a five hundred dollars a month payment. We know off the bat five hundred. He was thinking five hundred dollars is high, but we have not asked them anything about what he wants, what his budget is, what he was thinking. It was going to cost nothing. Again, we are starting with a double arch with zero info.

Jamie: I have not even looked at your x-rays, I am not a dentist. I cannot tell you yay or nay. So that let me, I can get a pretty good idea of again. She has not flooded again. Do you have a lot of missing teeth?

Woman: Not a lot. No.

Aaron: Okay. I am guessing.

Woman: What about replacing what is missing? Can we replace what is missing with individual implants?

Bart: Now what we are getting to, she says, “Are you missing a lot of teeth?” And he said, “Well, not a lot.” Then the lady that he brought with him said, “Well, what about just replacing the missing teeth with implants?” Now we are starting to get into what his current situation is.

Woman: Because all of them are bad now. Just the ones that are, maybe you can replace those.

Aaron: I have a couple of canines in the temples.

Jamie: What is your general dentist told you? They talked to you about doing implants.

Aaron: I have not talked to anybody. It has been the last time, I went to a dentist I just had extractions then.

Jamie: Now the thing with implants, if we do individually, you need to treat them just like your teeth and you need to clean them every six months. You need to talk…

Bart: Guys, he said I have not been in this long time. The last time I did, I just got an extraction. I want to know what his problem is. I want to know what, why is he here? Is he having trouble chewing? Is it an aesthetic problem that is bothering them? What is his acute pain point? Because then I can frame it. I can say, look, there is a lot of people that wind up here. That in the past they went to a dentist and they thought, okay, well, you know. If I am missing one tooth, it is not going to be that big of a deal. You cannot see it. It does not really affect my smile. I can still eat and stuff. So they extract the tooth. But the problem is when you have the tooth that is gone, the bone starts to erode away.

Bart: Then all of a sudden, the bone on the teeth that were next to the tooth, all of a sudden, bone starts to erode away there. Then those teeth get loose. Then another tooth and another tooth. It is this cascade of events that people fall into. If you are in a situation where all of your teeth are not hopeless, and a lot of people are by the time they get here, then you are absolutely making all the right moves because you definitely want to. If you have a progression of losing teeth, the first thing is to stop the progression. Stop it.

Bart: That will be our first goal. If it is already progressed to the point where we cannot stop it, then what we want to do is find a solution where we can replace those teeth as efficiently as possible and give you something that is going to be long-term and permanent. Something that is going to give you all of your function back, give you a great look, give you a great feel, act, and function just like natural teeth. But I think the first thing, the first place it makes sense is to determine whether or not you have teeth that are saveable, or if we are looking at a full arch solution. Maybe that could be a mix.

Bart: You could have a lot of teeth on the bottom that cannot be saved. Maybe we have to replace the bottom, but maybe on top, maybe you have only a couple that needs to be replaced or repaired or crowns or something. But I think that is the first thing we have to determine. Is it a situation where we cannot save any teeth or is it a situation where we can? If we can, we are going to stop the progression of this. We are going to stop it from moving forward. So in five years from now, you are not in a worse situation than you are right now. We want to make sure that you are in a better situation in five years, no matter which way we go. Does that make sense? Do not let them move you ahead. Do not let them fast forward, straight to a presentation, and a close before you guys have the information.

Jamie: We are going to need to [inaudible] That is how you are going to be able to keep those implants and keep the gum tissue healthy as well. Even with this, you come in once a year for maintenance, what we call maintenance. They take the permanent out. They take the screws out. They look at the screws that hold the implant, the denture onto the implants. Make sure they are good, still in good shape. They look at all of your implants, make sure they are all nice and healthy and you are not having any issues. Then they will put it all back in. So an individual implant is just the same. You have to stay away, just like if it were regular teeth, that is not something that you can just put in and then walk away and not ever have to do anything.

Aaron: Right.

Jamie: But implants are a possibility.

Aaron: I just do not want to have to be taking my teeth out, put them in the glass.

Jamie: I understand. I understand. But if you do not have a lot of missing teeth and if you do not have a lot of gum issues, the possibility of doing implants, individual implants may be what is best for you.

Bart: Gandhi is a Periodontist. Dr. Gandhi is a Periodontist, guys. This could end up being a laser case. We just do not know. It could be a case where he is dealing with moderate to severe gum disease. Dr. Gandy can save a lot of teeth. I mean, there was a day where that was the first option for periodontists. It was to actually try to save the teeth that were saveable. So I mean, he could be that. It could end up being a perio case. He has so many different ways that he can treat somebody. The only thing we need to figure out is this guy, is he a qualified buyer or not? If he retired from the military, odds are, he is a qualified buyer. Do you know what I mean? In some regard, does not mean that he has fifty thousand dollars to cut a check for.

Bart: It does not mean that he can take on a seven hundred dollar a month payment, but can he take on a two hundred fifty dollar a month payment? I would bet. Yes, I would definitely bet, yes. But it does not matter what he can do. It only matters how motivated to do it. Right. How motivated is he to do it? How important is it to them? I want this guy to open up a little bit. I want him to open up and tell me what is wrong. I want you to open up and tell me about how we got here. He might tell you, hey, I come from a family where you do not complain about your teeth, you do not complain about your body. You just kind of get through it. But I have gotten to the point now where it is blah-blah-blah, who knows what he is going to say? But for me, that is the first conversation. Because if he is not in the right office, he is not in the right chair, then I want to get him in the right place. That is the first thing. I am going to take all of you guys off of mute.


Veronica: Okay. Got it. Off the mute.

Bart: Okay, cool. Can you give me back on the railer screen here, Veronica? Just stopped the video.

Veronica: Yes.

Bart: Stop. Cool. Okay. All right. I took you guys off of mute. Any questions that you guys have in regards to the consultation? Because I just want to say, I think that when you do a lot of consultations, if you work in a perio practice, you work in an oral surgeon practice or general dental practice where you have a lot of consultations. It is just hard. You go fight from one thing to another and believe me, I know how it is. I know how hard your job is, where you are cross-trained in fifty thousand different ways. You have got a million things to do every single day. We are always trying to speed it up, right? You are all like, you can come into a consultation, you got five other things that you got to do.

Bart: We have to be able to kind of compartmentalize and just go into character and trigger that place of empathy, right from the outset. Get into rapport. Get that patient telling you about what their condition is and way more important than what their condition is. Right? How many teeth are there they are missing? The most important is what kind of pain it is causing? What kind of quality of life problems it is causing? I want them to verbalize how bad it is. Then my job is to show them that there is hope that we help people that are in way worse situations than you. I mean, let us face it. Sometimes people come in and they have so much bone loss that, I mean, what can you do? A lot of times it is like, well, they are done, that is it. They are not even candidates but they are going to have, they have got one out.

Bart: They get zygomatic implants is about their only option at that point. Do you know what I mean? There are people that come in that are too far gone. That they need to know. We create that vision for them about how they are going to feel. I am not telling them how they are going to feel after All-On-Four. Because I do not know, number one, if All-On-Four, what the doctor is going to the treatment plan. I do not know, number two, if they can afford All-On-Four, I have no idea at this point. I am just telling them that we are going to be able to find something for you based on everything that you have said. I think we are going to find something for you. Then if the patient says, well, all right, but before we do all that, we need to talk about price. Oh, you tell me how much this is going to cost.

Bart: We handle it the same way every time guys, the same way. Based on everything you have told me, it sounds like. And again, we have not done the CT. You have not seen Dr. Gandhi soI do not know. I am speculating here based on what you are telling me, but it sounds like more than likely you are going to be a pretty good candidate or a very good candidate for some type of full arch option. If what they have told you, leads you to believe that. If what they have told you, does not lead you to believe that, then do not say that. You can say based on what you have told me, it sounds like you will be some type, you will be a good candidate for some type of dental implants.

Bart: I mean, you are missing some teeth. We have a lot of questions about if the other teeth are saveable or not, but it sounds like you would be a candidate for some type of dental implant. As far as price goes, you know the price, we have so many different options, so many different price points. Dr. Gandhi is the best I have ever seen at figuring out treatment plans that are going to alleviate your pain points and get the job done and also stay within your budget. He is one of the best at that. There are so many different options, all have pros and cons and they are all different price points.

Bart: It is hard to land on one before we have the CT, but it sounds to me like maybe you have a certain dollar in mind and this is when you triage. Because again, I do not want somebody getting to Dr. Gandhi. I do not want to take two hours with somebody that thinks the treatment is going to be covered by insurance, or there is going to be a thousand dollars, or just somebody who is not even close. Let us say, it sounds like you have a dollar amount in mind that you are trying to stay within. Is that right? Why do not we do this?

Bart: You tell me what you are comfortable with what you have budgeted, to invest in your teeth, and into your smile. I will tell you, okay, for that dollar amount, I can kind of narrow it down some of the options and I can help you. Does that sound reasonable? There will be like, yeah. But I do not really, they are not going to just give you one. You just have to say, well, okay, so just ballpark it. Ten thousand, Twenty- five, Fifteen, Five, like what are you thinking? What would be easy for you? Or with a monthly payment type of situation be easier? You tell me, I will work it out, either way. You tell me, but we have to get a number out of them. That is how you started the negotiation. That is how we triage. Cannot give them a number. I do not know how that number is going to be perceived. Makes sense, guys?

Meeting member: Yes.

Bart: If he gives me a real number, then I am done with it. Then all I have to do is just reassure him that based on that budget, we are going to have something that we can do for you. In a real number, if I have got someone in front of me and they have been like, no, my teeth are hopeless. I have lost a lot of teeth. I have been to three other doctors, all of them, a treatment plan for All-On-Four. I do know that I need a sinus lift. I knew the name, bone grafting. The more specific they get with you, the more you can believe them, right? In terms of like, okay, this is definitely a full-arch candidate. They got three treatment plans. They understand, they know what a sinus lift is. So you can tell that they have spoken with other doctors. That is somebody that I can say, okay, well, it sounds like you are definitely a candidate for some type of full arch option.

Bart: But if they give me a real number and a real number for that is going to be probably anything over seven thousand. If they said, well, I am really trying to figure out something for ten thousand dollars. That is a real number. That is a real number again, ten thousand, that is fifteen thousand all day because you are in a negotiation. No, one is going to give you a number off the bat. It is going to be their absolute highest number. Nobody, even if they do not understand what they are doing. Instinct, it is an instinct not to do that for people when they are buying something, is to give you their top, top, top of what they could possibly do. It is just never going to happen. Anything seven thousand dollars or over is a real number. If it is under that, then I always ask, okay, so four thousand, let me ask you, are you looking at this like what you can pay right now?

Bart: Because the vast majority of patients that come in and move forward with implant treatment, they do not cut a check for four thousand. They will usually pay a small monthly fee, something to help with cash flows. They do not have to cut a big check all at once and they will have some type of monthly fee. Which one is more important? What are you going to pay right now or what you can afford each month? Because that can make a difference. That is it. But we are triaging. If I get a real number, I say, no problem. We are good. I get the CT scan, let them move forward with the second ten, and get your primary recommendation. When you come back with the primary, then we know what to sell. You also know how they are going to perceive the price.

Bart: So if they say, I want something within ten thousand dollars and you are going to show them a treatment plan for twenty-five, then you know how you can kind of build it up and frame the twenty-five before you say it. Because you know, they are going to perceive it to be high. You know that based on what they said. You are going to be ready with a scaled option at fifteen. In the worst-case scenario, you are ready with a removable. You got three things in the back of your head. You are going to try to sell the fixed. If they said that is what they want. I mean, they said, I want something permanent.

Bart: Does it come in or out? Is it easy to maintain? It is low maintenance, got a good look, all this stuff. Then fixed makes sense. Right. But you know, he is going to think it is high. So you are ready with the scale. If the scale does not work, then you back off to the locator case, the bar overdenture stuff like that. That is going to be in that ten thousand dollars price range. If the doctor’s prices are twelve and you are at ten, then you negotiate, you meet them halfway in the middle and then let tell the doctor, Hey, can we do this for eleven? I got it done right now for eleven. He said he had ten thousand dollars to spend where at twelve, can I tell him we meet him in the middle at eleven thousand being signed today? Then bam, get it done and go from there. Okay. Any questions on this guy? Questions, comments, concerns, anything come up in the last thirty days since our last call? That kind of stumped anybody?

Erica: I have a question. Can you hear me?

Bart: Yes, ma’am.

Erica: Hi, Bart. It is Erica. How are you doing today?

Bart: Hey, doing good.

Erica: So my question is, I actually had a call about twenty minutes before the zoom meeting here. I was talking to this gentleman that was really nice. He was kind of just trying to price shot me. Because he was letting me know he has a consultation within the next couple of days at another office. So like he did not want to schedule, he wants to find out their numbers versus our numbers. Because he is already booked with them and committed. I do not know if his dentist maybe put him in that direction. He does feel like he is committed to them. I did kind of give him some quotes. But what do you recommend? If somebody is like, “Hey, I am already scheduled,” but I would like to know your numbers, I am going to find out these numbers. I might call you, do not you call me, I will call you.

Bart: You said he is already scheduled with another doctor?

Erica: For a consultation. I was trying to schedule him for a consultation with our office, obviously. Because he was in my system. He reached out. But then he is like, “Well, let me see how this one goes first.” Do you know? I did not want to be desperate, but I did not really know how to finagle basically like pulling him away from them. What would your approach be?

Bart: So he has not had any type of treatment plan yet.

Erica: Correct.

Bart: What exactly did he say?

Erica: So he is like, “Well, you know, Marty scheduled for a consultation. I am going to go there and he is like, but you know, if you want to give me some numbers so I can compare it to with what they present to me and you know, I am really just seeing the best price here and he is like, and then I can call you, I will call you, either way, to let you know if I am going to still schedule with you.” He was polite about it. He is like, “I am going to go there first and see what happens because I am scheduled there right now.”

Bart: Okay. Got it. So numbers for what?

Erica: I want to say he was in a single implant situation. I gave him some estimates. I do not know if that was the right thing to do, but because he asked specifically for numbers, I threw out some estimates to him for a single tooth scenario per our office like the bundled rate that we do here. I am pretty confident. They probably do not do that. Like it is most people are 5,200 in our area. We drive down to this three thousand five hundred fee with IB. So for the most part, I do feel that we are competitively priced for what is around here. I was kind of hoping that me saying it would end up that day sticking out in his head that it would be lower. Am I still wrong?

Bart: Okay. So the first thing, the first place that you start is the same. If someone calls in and they say, “Hey, I got a question, how much you guys charge for dental implants?” You can just start in the same way every time. Okay, cool. So you are calling about dental implants, well give me an idea. Are you missing one tooth? Are you missing multiple teeth? That is definitely something I can help you with. Just kind of describe to me what is going on so I can help you. Just get clear on like, is it one tooth, or is he looking for a price per implant and he is missing multiple teeth? I do not know. The first thing is that, make sure you get really clear. Tell him, yes, I can help you. The last thing you want to do is say, no, I cannot do that until you get a consultation. Definitely do that. Okay, cool. I will help you. No problem.

Bart: I can give you some numbers. Give me an idea of what it is that you are going through? How are you missing multiple teeth? Is this one tooth? Did you recently lose it? Have you lost some over the years? Just kind of fill me in, give me an idea and you start there. Right? Because the more they talk, the more you are going to understand how to sell them. You have to get information first before you know what to do or what not to do, but no matter what information it gives me, again, the strategies usually going to be the same. Which is look as far as prices, we have got different prices for different options. We are one of the most competitive, if not the most competitive in the entire market because our doctors are great at it. But are you looking to stay within a certain price or if you are looking to stay within a certain price to replace these three teeth, give me an idea of what you are looking for. I can tell you what the best you would give for that is. What is your budget here? I always try to get a number out of them before I throw a number out.

Erica: I should have pushed that first. As soon as he saying now, what is that price, then the best question to transition without making it seem like I am ignoring his question would have been like what you are just starting, having him like, well, describe to me a little more about your situation so I can understand? I know that I am like quoting you accurately and then maybe ease into, what number are you thinking?

Bart: Yeah. So it is always sure I can help you with that. Okay. You are calling about dental implants. So give me an idea. Are you missing one tooth? Are you missing multiple teeth? Have you been told that you need extractions? Are you looking for something to replace them with? Give me an idea. Just give me a backstory so that I can help you out. They will tell you and you will know, some people will be like, no, I am missing one tooth. It was because of this, I got plenty of bone and only bone grafting in one tooth and a crown, done. You can tell this is somebody that is spoken with several practices because you never know if they are telling you the truth.

Bart: During the negotiation, just assume they are not being a hundred percent truthful. The way to find that out is just getting them talking because people are, they cannot keep it straight. The more you get them talking about a situation, the more clear it is going to become who you are talking to. You just figure out what they are actually looking for. You will know if you have a price advantage in your market and if you do tell them that. If you do not, then you know that you are going to have to build value on the fact that you are bundling them. On the fact that you have a warranty. On the fact that half of the patients that you see come in from other doctors that have implants, that have problems and you are fixing them.

Erica: Okay, I like that too.

Bart: I cannot tell you how because we have to get the information so I know how to sell. Without data, you cannot sell guys. You just cannot, you can just speculate and you are just walking in the dark, kind of feeling. You just turn the light on. Do you know what I mean? Do not walk in the dark trying to hit the bathroom, turn the light on, and walk into the bathroom.

Erica: Okay. I appreciate that.

Bart: Okay. No problem.

Meeting Member 2: I have a question, I hope you can hear me.

Bart: Yes, Ma’am.

Meeting Member: Our campaign just went live. We are getting conflicts coming in. What the doctors want to do a virtual consult versus them coming in. Do you recommend the patient comes in so we practice and get our stuff together or do you recommend virtuals?

Bart: It does not matter to me, which I mean, it is the same process. The first ten is going to be the same, either way. For me, if I am answering the phone and I have somebody that wants to come in for a consultation, then I want to get them in the door for a consultation. If I have somebody on the phone that wants to come in for a consultation, but they cannot get in say for two weeks or three weeks, then I would rather have them as a virtual consultation today or tomorrow than a regular consultation in two weeks. But if I have someone calling specifically asking for a virtual, then I will do a virtual. The whole goal is just pre-qualify them, build rapport, and then get them into the office. The virtual consultation is a convenient way for people to get information without having to leave their home and schedule off from work and do all of these things. But it never trumps coming in. Not, that is not the way I look at it.

Meeting Member: How do we know if it is a good lead? Because I had him call yesterday. He scheduled for two days or for tomorrow, but then I found out he had cancer. I let the doctor know and he is like, “Oh, he is probably not a good candidate.” Is that something I should go over the phone? Or is it better to do it in person after a CT scan? If he had like radiation treatment?

Bart: I would ask that over the phone. I would not say it in a negative way. I would not assume he is not, but if someone says something like that again, it is triage. If there is certain medical.

Meeting Member: He said he gone to consults and has been told that he is a candidate that he had throat cancer. So I was like, okay, the first call, let me just get him in and see what we can do.

Bart: Well, you cannot go wrong with that. I would just hate to triage somebody out that is a good candidate, get them in. If they cannot come in or they have scheduled, there is a scheduling conflict.

Meeting Member: Then virtual?

Bart: Yeah. Then tell them, hey, would it be easier if I can, what I can do is just set up maybe a fifteen or twenty-minute consultation over the phone. We can even do a screen share. It feels like we are right here. I can put you on with the implant coordinator. She can answer all your questions, go through everything and we can get that scheduled today or tomorrow. Then you can come in after that just for the diagnostics. But this way we are not putting you off for two weeks for you to get off from work. Would that help?

Meeting Member: Yes.

Bart: Cool. The ethical question, was the patient examined and consult with the doctor first? No, not the doctor. Okay. Any other questions guys? Anything else comes up. Anything else comes up that you had trouble with it? Okay, cool. One thought to take with you when you leave here, do not forget that you are not selling the procedure, you are selling the person. Okay. In order to sell the person, they need to believe you. In order to believe you, you want them to like you and connect. So really when you feel yourself getting mechanical, just remember that these people are dealing with serious hardship right now. We have no idea how it is affecting their life, get them to open up for a second and then be that person that looks at him and says, “Hey, we are going to help you get out of this.” Or know exactly what it is going to be, right? But we are going to figure out a way, you are not going to walk out of here without a plan. Okay. Just do that, just that, and watch how much more they are going to open up to you. How much easier they become to influence. Okay. So just remember that. Remember, you get asked for the price. Do not give them a price, get a price from them, please. I do not care what you have to do. Get a price. They do not want to give you one. You just start throwing dollar amounts out there until they pick it. Never in negotiation, give the first price.

Meeting Member: Hey, Bart. I do have one last question. Can you hear me?

Bart: Yes, ma’am.

Meeting Member: How do you handle that person who clearly is not a candidate? There that I only have fifty dollars a month to spend or whatever.

Bart: Well, it depends on what they were telling me. But the first thing if they said, I only have fifty dollars to spend. I would say, “Well, listen, you know, based on everything you told me a dollar amount like fifty dollars is just not in the ballpark for any type of real full arch treatment. I mean the most basic and least expensive option in existence for full-arch treatment, would be your traditional denture. Even a traditional denture, we do not do them. You can bet on one that is decent. At least two thousand dollars, two thousand twenty-five hundred. That is not with implants. That is just without adhesive, a regular denture. Fifty dollars is not just in the ballpark.” I will pull out the funding worksheet. I would say, listen, there is a couple of options. Number one, we can see if we can get you approved for financing so that you can have a minimum monthly payment, something that you can handle.

Bart: May I ask, would you be able to do fifty dollars a month? Would you be able to do a hundred dollars a month? Would you be able to do thirty dollars a month? Give me an idea. I would just give them the funding worksheet and tell them, listen, we are going to have to figure out a way to come up with more money. If financing is not an option here, here is a funding worksheet. Go home, look at these things. It goes through like, 401k home equity lines, all this stuff. Say, look at all these options. These are all good ways that tons of my patients have come up with the money to get the care that they need. Here is my card. It is got a direct line to me right on it. Go through the funding worksheet. If you find something that works, give me a call.

Bart: If you have any questions, give me a call. Sometimes this is a process. I will tell you, I have worked. There is been some people that have come in here. I have met them and I have worked with them for six months. I have worked with him for a year to be able to save up money, to do the case, to do the treatment, to get the help that they need. I am not going to abandon you one way or another, right? The thing is right now, you need a full arch treatment. We have to figure out a way to come up with some financing. We have to either liquidate something or we have to secure financing in one way, shape, or form. I will help you turn over every single rock. And that is it. Give them the funding worksheet, give them the card, let them go. That is a triage. We are not going to do a CT scan. They cannot, we are not going to talk to the doctor. I am not going to do a close. They just told me they cannot buy anything. So it is done.

Meeting Member: That is awesome. I think everybody is asking, can we get a copy of a funding worksheet? Because I have never heard of that. It is a brilliant idea.

Bart: It should be, everybody gets one at the Bootcamp. At the closing of the boot camp, it is going to be in your binder, but for anybody that does not have one, I can get Sarah to send you one.

Meeting Member: Okay. Thank you.

Bart: All right, ladies, anything else? Was there any other questions?

Meeting Member: No, this is great.

Meeting Member 2: We are good.

Bart: All right. Well, hey, guys, remember one other thing. Okay. Remember to send in the videos. Some of you guys are still I did not get videos from. Send them in. Again, there are microphones, you can buy some of the audio issues, you can plug it in and just have a microphone sitting there. It is going to pick up the audio a lot better, but get the videos. If you are getting a video on the first ten, make sure that you give me the rest of the console. I have to be able to see how it closes as well. So send the videos over so that we can have different videos to go through and more diversity. You are going to get a lot more out of it. I can help you guys a lot more if I can actually see the consultation. If I can. I am just talking to you, just like a seminar. This is supposed to be more personalized than that, but you got to help me out. All right. Make an effort, a real effort in November to get a whole consultation and send it in. Okay?

Meeting Members: Yeah. All right. Got it.

Bart: Okay, guys, catch you later.

Meeting Members: Thank you. Bye.

Bart: Bye-bye.

Meeting Member: Bye, guys.


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