The Closing Institute - Peer Mentorship

April, 2023

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Nicole: Then.

[background sounds only]

Nicole: Hello? [echo] Hello. Hello? [echo] Hello. Hello. Hello. [echo] Hello. Hello. Hello. Hello. Hello. Hey, Brenda.

Brenda: Are we taking attendance? Because, you know, Trish is not here.

Nicole: Oh, my gosh. Research?

Brenda: No, [inaudible] and she’s not coming, I know. Why does it echo?

Nicole: I know. I’m trying to figure it out. So, um, the last session, I don’t know if I should join on this thing, we have audio. However, that was not an option. I tried a few times. I joined and still…

Brenda: Okay, so…

Nicole: …there’s still no audio.

Brenda: So, mute that one and put your volume here.

Nicole: Hello?

Brenda: There.

Nicole: I can’t hear it.

Brenda: Hello, hello, hello. Well, you should be ’cause you’re logged in here, right?

Nicole: I did it without audio on this one.

Brenda: Okay, but this one says audio. See the volume?

Nicole: Yeah.

Brenda: It’s going. So, you have to allow to…

Nicole: Hello? [echo] There’s something wrong. This always happens. It’s like we can’t get our shit together.

Brenda: You’re telling… you’re telling me, sister.

Nicole: It’s so easy and I’m like, don’t mess with my stuff.

Brenda: You are telling me. Um…

Nicole: Who is… should I just ask for somebody? Um…

Brenda: Who’s in charge?

Nicole: [crosstalk] Because these are not technical and yet this is a task.

Brenda: Yes.

Nicole: So, I keep having to ask people that know how to do this versus, why don’t they just do it? And I feel, like, kind of bitchy saying that.

Brenda: Yes.

Nicole: Am I, am I missing something?

Brenda: No.

Nicole: Okay.

Brenda: No. We should know how to do it, is the problem, and I am a thousand percent…

Nicole: I’ve taken notes four times and still.

Brenda: I feel very, very dumb when it comes to this. Okay? So, if you log in with somebody else’s, can we hear it at this point, is what I’m saying?

Nicole: So, I go log in at my desk you mean?

Brenda: Yes, and see if you can hear me and see me.

Nicole: One second. Right.


Brenda: Hey, Nicole, can you hear and see me?

Nicole: Yes, I can. Can you hear and see me?

Brenda: I can.

Nicole: I joined without a video so you sound perfect.

Brenda: Okay, great.

Nicole: I’ll come back over. No echo. Perfect synthesis.

Brenda: Okay. All right, great.

Nicole: So…

Brenda: Leave that.

Nicole: Mute that.

Brenda: Okay.

Nicole: That’s my instruction, right?

Brenda: Okay.

Nicole: Write this down and [inaudible]. So, um, back to Tisha’s question, I can absolutely, um, take attendance which my interpretation of this is, it’s also being actively needed to be doing the entire call records your attendance. All you have to do is at the end of it, go and grab it. So, it’s not something you need to, like, I can watch the conference. ..

Brenda: Okay. So…

Nicole: Actively watch if they have questions. But as far as I can tell, attendance is not something you do until the end. Is that correct?

Brenda: I, um… I don’t know the answer to that. I, I’ve always seen her doing it at the time.

Nicole: Yeah.

Brenda: But I don’t even know where the spreadsheet is. So, do you have the spreadsheet on attendance and how that works and all of that?

Nicole: Um, yeah, her attendance, see if I can get access to you.

Brenda: Okay. Just add a, just add a tab onto her attendance sheet that says today’s date, um, Peer Mentorship Call, and then just do it, copy and paste what she had and then, I don’t know.

Nicole: Yeah.

Brenda: But budget.

Nicole: That’s exactly what you said is going to work.

Brenda: Yeah, budget until we can make it. Okay, so who… how can we assign another person as host so you can be a host with Bart? So, if somebody comes in, you can mute them and all that kind of stuff.

Nicole: I think I am. I need to double-check. ‘Cause I’m…

Brenda: You’re not a host on here.

Nicole: Oh, Lord, no, really?

Brenda: So how do we do that? Because here’s your… okay, mute, or more here. Make a co-host. Uh-uh-uh. Make a co-host. Yes. Okay, great. Okay, perfect. Right?

Nicole: And what do we do…

Brenda: How do I pause the recording?

Nicole: I don’t know if we want to.

Brenda: Well, I do right now because I’ve got 15 minutes and we don’t need to be recording all this. Do you know what I mean?

Nicole: I do. But when I go and I trim this video…

Brenda: You can trim all that.

Nicole: Yes.

Brenda: Okay, okay.

Nicole: It’s super fast and easy for me. And the reason I don’t want to pause it is there are marks in here.

Brenda: And, anyway, yeah, yeah, yeah. Okay.

Nicole: So, I’m going to worry about attendance. I’m also going to be in the, um, chat box, ask periodically, asking all the practices to please list the name of the practice and the attendees and I think participants.

Brenda: Mm-hmm.

Nicole: [inaudible]

Brenda: Is this hardwired? Yes. And are we charging…

Nicole: Yes.

Brenda: Yes. Okay, great.

Nicole: Unmute the white thing, add myself as a co-host.

Brenda: Is this your Bible book?

Nicole: Yeah.

Brenda: Okay.

Nicole: Kind of. And unfortunately, you don’t… like you say, it’s one of the easiest things that we should be able to do and every time we do it is… I think because we share this room and so some of the settings get funky.

Brenda: Agree. Agreed. Agreed. Okay.

Nicole: Let me go back to my desk, and wait for it to start.

Brenda: Okay. I’m gonna go log in, so will you… and will you let me in when I go back?

Nicole: Of course.

[background sounds only]

Brenda: …supposed to so you won’t be on camera, and then, um, when he’s talking, you know, again you don’t have to do anything but when he’s talking, he won’t have, or that conference room. See the camera of the conference room, so you are on camera. So, don’t do anything like pick your nose or anything. [laughs] I’m just so saying.

Woman: Got it.


Woman 2: Hey, did you guys test the audio?

Brenda: We did test the audio. Can you hear and see me okay?

Woman 2: Yep.

Brenda: You sounded good.

Woman 2: Brenda, I would angle the computer up a little bit. ‘Cause Bart is super tall, so it’s going to be, like, going up his nose.

Brenda: Better?

Woman 2: Put the side of the computer towards you down and like the back of the computer up.

Brenda: Better?

Woman 2: No. Is that as high as it goes?

Brenda: It can go like that.

Woman 2: There we go.

Brenda: Better?

Woman 2: That’s better. Yep.


[background conversations only]

Brenda: Hey, guys. We’re going to go ahead and get started here in just a minute. If you guys can please, please, please remember to…

Woman 3: Hey, Brenda, we can’t hear you.

Woman 4: Yeah, you’re muted.

Brenda: Am I muted now?

Woman 4: Okay, unmuted. Hang on.

Woman 3: You’re good. We can hear you now.

Brenda: Okay, great. Hey, guys, welcome to the call. We’re going to get started here in just a few minutes. Please make sure that you enter your practice name and also… [echo] your practice name.


[background sounds only]


Brenda: Thanks, guys. Just a few more minutes, we’re going to go ahead and get started. Mm-hmm.

[background sounds only]

Brenda: Hey, guys, we’re going to go ahead and get started in just a few minutes. Remember to enter your practice name and then also your name. I’m still seeing some iPhones, and, uh, we’re not quite sure. So just make sure that your name is in there for me, please.


[background conversations only]

[background sounds only]


Brenda: Hey, guys. While- while we’re waiting for Bart, anyone have any good closing stories? Um, I know Brandy, you have some, you’ve been- you’ve been, see, doing some closing here, lately. Do you have any good stories?

Brandy: Um, no, I had a difficult one yesterday. He… we’ve been bantering back and forth and he’s a little extreme, uh, but kind of dictating what it is that he wanted. Ultimately, I’m still working on him but he, he’s one of those that, like, “Oh, I’ve got all the money in the world,” and didn’t want to close. He wants reimbursement from Medical and I’m like, ahh, you know. All the education that you can give them and the experience that I have, it’s just, it’s mind-boggling how they feel that they know more. [laughs] So, I’m working on, hopefully, getting him closed.

Brenda: I don’t know what you’re talking about. I can’t relate. I don’t know.

Brandy: [laughs] It’s frustrating but hopefully, hopefully today we’ll get ’em closed.

Brenda: Nice. Anyone else have any frustrating ones? Anyone else have that experience where they know more than, than, um, the doctor?


Woman 5: Well, Brenda, we have, uh, Tracie and Brittany and they closed 20 arches in the first month. So, maybe we can ask them how they managed to do that.

Brenda: Yeah. Tracie, are you on the call? No Tracie. Tracie is like I’m too busy closing patients.

Tracie: I’m so sorry. It took me a minute to get my mouse to work. Um, it was fun. I can tell you that. [chuckles] It was an exciting first month.

Brenda: And so, what would you say like number one, what would be your number one success? Like, what are you doing differently?

Tracie: I don’t know. I think just relating to the patients and I’m just applying all of the anchor points and it, it works. It works.

Brenda: Are you having a hard time with, um, any of the financing companies?

Tracie: No. Proceed’s been great. Everyone that we financed has been through Proceed. I’ve had some supplement just a little bit with Care Credit just for an additional few thousand dollars. But, um, in fact, um, to this morning, I had a lady that, um, was approved for 30,000 and she just can’t decide which way she wants to go. Does she want to do a single arching zirconia? Um, I’m not 100% sure if she’s going to be a full arch case because, um, my consult, I didn’t have a doctor so I consulted alone and I think she’s… might be a candidate to actually restore some of her teeth. I think it might be more expensive that way. So, she might choose the less expensive option and actually, um, go double arches. So, we’ll see. She was approved so it’s just a matter of now just figuring out what she wants to do.

Brenda: Nice. Nice. And then, when you say a lesser option, do you mean other than the full arch?

Tracie: No, I just mean, um, of course, I’ve recommended zirconia. That was my recommendation but that’s without a doctor actually looking at the CT. So, um, I’m just not sure if she’s even a candidate. She might be able to just restore her natural teeth and go that route, rather… and, and supplement with just a couple of implants rather than a full arch, but the aesthetics were her concern.

Brenda: Gotcha. It’s always fun to consult without a doctor, too.

Tracie: It’s been okay. We’re doing okay.

Brenda: All right. Anyone else have a challenging one? I know Brandy said she had a challenge, anyone else? Everybody else is just closing arches, right?

Woman 5: You know, Brenda, we did a challenging phone call with, uh, Bluegrass Dentistry and we had Trish, uh, actually, we had one of our account managers do the sales critique quick call. And it was, uh, Brittany who picked up the call. And it was a pretty challenging call, and she still managed to book the price shopper.

Brenda: Oh, yeah? Is Brittany on the call?

Woman 5: Yes, she is. And she’s new to the team.

Brenda: And she’s new? Oh, let’s put her on the spot. So, not only are you new to the team but now you get to talk in front of all of these people.

Woman 5: All yours. [laughs]

Brittany: [laughs] It was, it was, uh, an interesting call. He had a lot of questions. And, uh, it was, it was a lot of information so… it fit all my last few weeks of training to, to test, that was for sure.

Brenda: Well, and you… so your success… you were successful, right?

Brittany: Uh, yes, we scheduled, yes. Uh-huh.

Brenda: All right. Well, good.

Woman 5: So, what was good about Brittany was like we sent, uh, a quick, uh, you know to the dashboard, we send us a lead. It was one of our team members who did that and she was on point. She reached out to the patient three times, sent a personal email, she also, uh, kind of like, when I threw the price objection, hey, what’s the cost of the price? She handled it really well, but it took a lot of training from Brittany ahead of time before she was like acquainted to the dashboard. So, that takes a team member to kind of like put the time in, learn, take the time to invest in themselves and that’s how you get a closure and that’s how both Tracie and Brittany have been helping with the sales process. The sales process starts when you answer the phone calls and it ends with the treatment coordinator. So, this office is a prime example of what it takes to close 20 arches in the first month.

Brenda: I love it. All right. Here’s Bart.

Bart Knellinger: What’s up, guys? What’s going on? How’s everybody doing? All right, cool. Hey, guys, something I want to cover today on the call, um, that I’ve been noticing. There’s a little bit of confusion about, um, is when we’re doing the consultations and some of the patients will bring up price but they’re not giving you a price objection and I think there might be a little confusion in regards to – when do we triage? Like, when do we actually need to ask them for a budget, right? So, I know you guys are trained when they’re like, how much does it cost for, kind of, like, well, how much do you want to pay? Right? Like, that’s- that’s the gist of it. They’re asking you for a number and our job is to get a number from them. But there’s a couple of different ways that people are asking the… a couple of different ways people are asking the question and not everyone’s asking it in a way that suggests we need to immediately jump on it and triage and change the conversation to money and some people, some people are asking in a way that leads us to believe that we are.

So, like on the last call that we watched, the one… the consultation with Tracie, um, you know, they asked in a little bit different way, right? Like some people will say, you know, you’ll be getting into a conversation, and they might say something like, “You know, I’m here to kind of get an idea what’s going to happen in terms of price, or how much this is going to cost.” Um, and they’re more like telling you they’re looking for information, um, when it’s, kind of, when they bring it up and it’s soft like that, they’re not screaming to you that I don’t have any money. They might be… they’re screaming that they’re, probably, shopping but they’re not screaming that they don’t have any money and they didn’t ask you directly, like, what is the cost for this particular procedure and if they’re not super specific, um, I think that’s a time when we don’t need to necessarily change the entire, uh, conversation to, to money, um, versus some of them asking a little bit different way.

So, there’s a couple of different ways that they ask it that I want to go through with you guys right now and just talk about when to triage and when not to triage because sometimes the triage can just throw off… it can throw off the, the whole tone of the call and remember the whole point of triage and pre-qualifying and getting a number from them, is because they said something to you that leads you to- that’s leading you to believe that they don’t have the money or that money is going to be a really big problem. Does that make sense?

That’s when we want to jump to a triage. Because the whole point is that we don’t want somebody that’s financially unqualified to go through a 30-minute or a 40-minute consultation, meet with the doctor, take a CT scan when they clearly represented that money is a problem. So, keep that in your mind like we don’t need to jump right into the budget conversation unless they say something that’s raising a red flag to us telling us, hmm, okay, I think money is going to be an issue and you have to kind of use your instinct there sometimes. But when they say something like, hey, you know, I’m kind of here to get some information on price. I’ve been looking at this for a while or this that or the other, you know, does that scream to you that they’re unqualified? It doesn’t scream to me that I need to qualify them necessarily right now, especially in the first 10- in the first 10 minutes, you know? The main thing that we need to tell them in regards to price is that, look, well, when it comes to price and when it comes all on four, we got several different ways we can do it at several different price points. And every single price point comes with a clinical outcome, some type of an outcome that’s a little bit different.

So, really, before we jump into how much this is going to cause versus that and that versus this and get into a whole thing, the most important thing is that I understand fully where you are right now and what all your challenges are and what your frustrations are and then where you want to be, right? How do you want to look, feel, and function in the future? When we do that then we can narrow it down to the treatment that’s going to give you everything that you want and then we’ll kind of get into pricing and, and get into all that stuff, right? Because they’re not screaming that I don’t have any money. Does that make sense, guys?

So, if they’re not screaming, I don’t have any money. If they’re saying, you know, I’m here to get some information on price. I’ve been looking at it for a while, been to a couple of other practices, then we immediately say, okay, well, do you have a budget? We haven’t really set the stage yet for our- one of our biggest competitive advantages, and a consultation, which is we can do all-on-four different ways at different prices. Do you know what I mean? In that, it doesn’t… what I’m trying to say- I’m trying to plant in their head is that the price of the procedure is not more important than the outcome, getting the outcome that you want. Let’s narrow that down first and then we’ll get into price.

Now, I’m only saying that to somebody that’s giving me information- that’s asking me for information that they’re saying, you know, I mean, yeah, I know I need it but it kind of all boils down to cost at the end of the day and I’m like, blah, blah, blah. That’s not the same as someone coming in and saying, “Hey, listen look, before we move forward, um, I really need to get an idea of how much all this is going to cost because I do not have much money, I can’t get financed, and I’m just looking for like anywhere that can help me, basically. So, and I know this is really expensive. I’ve heard it’s a lot of money to get this done. I don’t even know if it’s realistic for me.” Like any of those things that they start saying, that’s a triage. Does that make sense?

So, if they say something like, “Hey, you know, I don’t know what’s realistic for me. I don’t know if I can afford any of this. I’ve heard that it’s really expensive,” you know, that’s a point in time where, you know, we’re saying, okay, well, look, you know, at a lot of places they do when you’re talking about all-on-four, you’re talking about you know, full mouth or full arch dental implant treatment, they do it one way and they have one price. We don’t have that here. We’ve got different ways that we can do it at different price points. But all that being said, it doesn’t make any sense taking 30 minutes or an hour and going through something if it’s financially going to be completely impossible for you, right? I don’t want to waste your time with that either. So, let’s just cut through the red tape. Tell me- give me a little information about your financial situation, right? Talk to me about what kind of budget that you have and what you can afford and then we’ll kind of back into it from there.

And the reason why I’m going there with the triage, guys, is because the probability of this person being unqualified to make any financial purchase is extremely high when they’re saying things like, “I don’t know if it’s reasonable for me. I’ve heard it’s super expensive,” right? They’re using a little bit… they’re using stronger language that is telling me to triage right now. They’re not just a shopper. Shoppers, yeah, they’re interested and, of course, they want to know about price but just because they’re shopping that doesn’t scream to me that they’re financially unqualified. Does that make sense?

And this is the problem that we’re having with some clients over the phone that are getting a little bit too aggressive. They’re trying to prevent too much. They’re trying to screen too many people over the phone and they’re jumping right into it. And they’re screening out people that have the money and they don’t know it. So, I don’t want you guys to overuse the triage in the first 10. Now, you get into it in the- in the third 10 that’s different, of course, we’re going to talk money, that’s what we’re there to do. But if we’re talking about money with somebody that’s shopping or looking for quote-and-quote “information” and we’re hitting the money and asking for a budget before we find out where they are and where they want to be, right? Um, then you’re going to throw the tone of the call off. What we end up doing is putting them in a mindset where they’re completely focused on money. And when we’re dealing with price shoppers, it’s very different than dealing with somebody that’s financially unqualified, right?

So, the- the whole strategy with price shoppers is that they’re coming and looking at what you guys do and what the doctor does, they’re looking at it as a product with a price, and in their mind, there’s a lot of doctors that offer that’s the same exact product that they can buy anywhere else, so they’re trying to get the best deal. What are they not thinking about, though? When they’re thinking about product and price, what- what are they missing? What’s the big picture that they’re missing? Can someone tell me what they’re missing?

Woman 5: The outcome.

Bart: Yeah, they’re missing the point that the procedure is unimportant, right? They’re missing that, hey, what you’re actually buying here is an outcome, and the procedure just gets you from where you are to where you want to be but if I don’t know where you want to be, and more importantly, if you haven’t thought about where you want to be, you can make a catastrophic mistake purchasing the wrong type of treatment. Even if you get what you think is a great price, it was the wrong treatment because it’s going to deliver the wrong outcome. That’s what they’re missing. So, we have to make that- that is of paramount importance with price shoppers that they make the connection that what they’re buying isn’t the treatment, that treatments are not a product, and if there’s more than one treatment, there’s going to be more than one outcome. Makes sense?

They have to get- that’s- that’s what we’re trying to do with price shoppers is, first, change their perception. I want to get them looking through a little bit different lens of, hey, the first thing is to agree on what you want to look like, how you want to feel, how you want to function, how are we looking long-term, are we looking short-term? Let’s get straight on all of that. And then we’re going to back in a treatment that gets you all of that and then we’re going to get to the affordability part. But if those things don’t add up, the price doesn’t matter. It doesn’t matter. It doesn’t matter if it’s $500, right? If the outcome isn’t something that you’re happy with, you’re not going to be happy. Does that make sense, guys?

Because price shoppers- they’ll spend money, they’re just not looking at it correctly. They’re looking at it as a complete commodity, and your job is to change their perception, right? From looking at it as a commodity to look…

Oops, can you guys hear me right there? You can’t hear any of that? Okay. I don’t know how I got muted.

Woman 5: Commodity was the last word you said before you got muted.

Bart: Okay. Well, that’s what they’re looking at. They’re looking at it as- as a commodity. Now, I’m muted. I’m muted. So, that’s our job is to switch it from- switch their perception from looking at treatment as a commodity to looking at the treatment as a vehicle to get to what they’re buying. Does that make sense? They’re not thinking about it like that, though. They think they’re going there to buy all-on-four. They’re not. And what we do is when we take somebody that’s a price shopper that has the money, right? They have the money and we jump right into a budgeting conversation before we get- before we get clear on where they are and where they want to be, we’re almost kind of playing into their hand a little bit, and a couple of things can happen.

And here’s what I’m saying – you guys can still close the cases. You can still close the cases. But more often than not if they’re price shopping, we jump straight into it and the whole consultation is about price, what ends up happening is they opt for the cheapest solution that you have and they tell themselves, “It’s better than where I am.” And that’s what happens 9 out of 10 times with them. Whereas if they looked at it just as the outcome and then we help them create that visualization, you get them emotionally invested into it, all of a sudden, they’re not looking at it as a commodity, they’ve made the connection, right? Then, if there’s a price obstacle, if they can afford it and you sold it right, they’re going to buy it, right? Because they need it, it makes sense, they’re emotionally invested, they’re excited about it, they’ve got a clear vision like you’re going to sell it. Unless there’s a financial obstacle that you run into in the third 10 that prevents the sale from moving forward.

In that case, we can always roll back to a different treatment but we’re also going to- but we’re not going to roll back the treatment, we’re going to roll back the outcome first to say, listen, if we can’t get… everything we want is an outcome right now, that doesn’t mean that we can’t get there, it just means that maybe we’re not going to get there in a week, maybe we’re not going to get there in a month, maybe it might take us six months, it might take us a year or a year and a half but let’s get you in something that gets you much closer to the outcome you want for a price that you can afford and let’s see if we can break this up into a couple of steps. Do you know what I mean? So, I’m not rolling back just the treatment and the price, I’m rolling back the outcome first, then the treatment just like we sell the outcome then the treatment. Does that make sense?

So… so, I want you guys to pay- really pay attention not to just what they say because almost, like, right now and you guys are doing it the right way. But it’s like, right now, if they bring up price at all, a lot of us, we think, okay, let’s get a budget. Let’s get a budget. And that’s not always wrong and that’s not always right, it just depends on how they say it. So, when they bring up price, I want you, and your- in your mind, what you’re trying to do is judge based on their language and how they ask you or what they said, you’re trying to- you’re trying to figure out – is this person qualified or not? Or what is the probability? Because you’re never going to know for sure. But it’s a numbers game. Your- they can say something that puts them at somebody that’s a high risk, right? High risk to get to the end that has no cash and doesn’t have any credit. Or is this somebody that is simply shopping during commodity mode and they’re trying to get the best price, but they have the money?

Two completely different things. And I don’t like to get- with the price shoppers, I don’t want to jump right in and play into their hand and talk about money, money, money before I make the connection for them. That’s what everybody else is going to do. All the other offices are just going to jump right into it. And that’s how you sell, that’s how you would sell commodities. Like, have any of you guys bought gold ever? Gold or silver? Like you go in and you just ask them, like, how much over spot can I get it? And you shop for basically the closest to the spot price of what it is with the smallest markup because gold is gold is gold. So, I mean, and that’s kind of what a lot of the price shoppers are doing, and do you know why they do it that way? They do it that way because that’s, for the most part, that’s how it’s sold in dentistry. In dentistry, we’re trained to sell treatments. So, that’s how they’re going to be spoken to at all of these different practices.

Hold on, I’ve got a couple, uh, a couple of questions here I want to get to. Okay, Emma said, does it start from the first phone call? Yeah, it can. But keep this in mind, Emma. So, if you have a goal, if your goal is to close ten arches a month, right? You know that to close ten arches a month, you’re going to need 30 to 40 consultations, right? At least. Somewhere in there. So, if you’re on… if you’ve got your consultation schedule for the month and you see that there’s 25 on there and you’re the person over the phone, I’m not triaging super hardcore, right? Because I would rather give my treatment coordinator and get the doctor more opportunities at real people that are in the office, right? Now, if you’ve already got 60 people on the books, you’re getting flooded, you just ran a TV commercial or something like that, you can be a little bit more aggressive, but it’s the same thing. It’s the manner in which they asked. If they asked like they’re shopping, that doesn’t mean they don’t have money. If they asked like, “Hey, I’ve heard this is really expensive, I don’t know if I can afford it or have been to three other practices. They’ve been outrageously expensive and trying to some- trying to find something that I can afford,” that’s the person that you want to get into the conversation with. Um, so, you’re just trying to make a judgment, best guess there.

Um, we’ve had seven consults in the last two weeks and all seven were denials proceed and lending point, what’s the best way to go forward? Get more consultations, you know? And like 7 for 7 with people that got denied that had no money, none of them had any capital, you guys have to remember – before we offer financing, before you offer financing, you close on the full dollar amount, and you ask for payment. You ask for payment. If they can’t pay, then you ask them – would it help if I could break the payments up over a series of months? If they say, yes, that would help, say, okay. Would you rather a higher payment and put less money down or a lower payment and put more money down? How much money would you like to put down? You say that all before you send out, right? Because why? ‘Cause I want to know before I get a denial that if I get a denial, I normally have X amount of cash on hand. Does that make sense?

So, if it’s a $50,000 treatment and they said, yeah, you know, I could probably put, hmm, maybe I could put 15,000 down and finance the rest. Okay, fine. And then I send out and I get a denial back, I’ve got $15,000 to work with. So, let’s say that you guys sell the PMMA case for, I don’t know, 18 grand, I got a $15,000 sale done. So we can do the upper, I’ll take 15,000 in cash and we’ll in-house finance the other three. But you need to know that before they get to the denial because, like most people, they just offer the price and then they almost automatically go right into the financing without closing, and then if they get a denial, that kind of takes the wind out of everybody’s sale, and then it’s almost over, and we never knew how much money they had, it’s kind of a depressing conversation, but if you get that information before you send out to defining some company, it’s way way better and they’re going to be a little bit more open and honest about it. Right?

How much money do you want to put down? You put down more money, and you get less of a payment, less money, higher payment. They say, oh, I put down maybe 10,000. Okay, and what type of payment would make it easy for you? Just give me kind of something specific to shoot for here so I can make- make sure I get you what you want. Are you looking for something like a thousand dollars a month? 700? 600? What do you- what would make it work for you? That way, they give you the number and they know, you know, $15,000 down, 700 a month, I can do that. So you already know it’s a done deal when you… before you even tell them what the outcome is. And if it’s a denial, you already have your backup plan because you know they got 15,000 in cash, you know you can scale it down to 18 and you know you’re going to finance the other three in-house over the course of six months, 500 a month, because they said they could do 750. Does that make sense, guys?

So you don’t lose an $18,000 sale because you had the wrong sequence in the close. And once they- once you give them bad news, I’m telling you, the whole energy changes, it’s depressing, it just sucks, right? And then you lose the whole sale over it because it’s hard to start over because they… you did it right. So they were emotionally invested, they were all excited, and then it’s like, oh, yeah, you didn’t get it done. Okay, do you have anyone that can co-sign? Do you have any of this? And they’re like, no, no, no, let me think about it, let me think about it. Boom, the call is over. Does that make sense?

So, the sequence, remember, is we close, you go through the bundle, this is how much it’s worth, this is how much you’re going to pay, how would you like to pay for that? That’s your close. A bag of money, credit card, check. Can’t do that. Okay, would it help if I could take this 50,000 and break it up over a series of months? Give you affordable monthly payments? I’m like, would that help? Yeah, that would help. Okay, cool. How much do you want to put down? Do you want to put down more money and have less of payment or put down less money out, more of payment? I’d rather put down less money, and have more of a payment. Okay, what are you thinking? Are you going to put down 20%? So, 10,000? Or less? More? What- what’s your definition of a small amount? I think I could do five. Okay. So, put down 10%, got it, 5,000. And then as far as a monthly payment, what would make it easy for you? Just give me some specifics to shoot for ’cause I have a lot of different companies that I can kind of sub this out to. Are you looking, 700 a month, 1,000? Kind of give me an idea of what would be easy for you cash flow-wise. Oh, I could do, you know, I can do 500- 500 dollars a month and 5,000 down.

Okay, now you already know in your mind what you’re working with here. They said 5,000, that means they can do 10. 10, five hundred dollars a month. In the absolute worst-case scenario, I collect 10,000 dollars, I’ve got 500 a month. [clears throat] So, you’re looking at either getting them into an implant-supported denture like a removable or you’re looking at collecting 10,000 down and financing the other six over 12 months. Does that make sense? 500 a month. And then you might be able to push it to 700, whatever. But you ask them the questions so that your backup plan is done before you get the results from the financing company. Because you don’t know what those results are going to be. So, I don’t know about having 7 for 7 that had zero money and didn’t get denied. It’s possible but to have seven consecutive like that, that it’s a full denial from all of the financing lenders and none of the seven had any cash at all, hmm, it could be. It could definitely be possible. But I think it’s probable that one or two of those people did have some money to put down, they just… the sequencing is off, and after they get the- the denial, they check out. They just check out. It’s just kind of like a depressing thing.

Try it, and, and you’re going to see because once you ask them the questions like I just illustrated for you and you ask them beforehand in a hypothetical situation, they will give you an answer. But if we ask them from a negative event, like a denial, something that’s frankly embarrassing for people, it takes the wind out of their sails, their mind switches to like, “Ah, shit, I’m- I’m not going to be able to get this done,” and it just creates kind of a negative situation whereas you could have extracted that information first, then you get the denial, and you say, listen, I’m not getting approval right now for what we have, but I have got the perfect plan for where we can start. Here’s what we can do that you can afford to get you moving in the right direction, okay? And you can immediately- you can make it a good thing and scale it back because you already know what they’re working with as far as capital.

Because I want to know. If somebody says, no, I can’t put any money down. I’m going to kind of look out a little bit surprised, like, you don’t have any money to put down? Like, 1,000, 2,000 dollars? Nothing? You’re just looking for a hundred percent financing? “Yeah, I don’t have any money. I’ve no money.” And they’ll tell you if that’s the case, usually. Okay. In that instance, I know the entire thing rides on the approval. If they’re denied, I take out the, uh, funding- funding worksheet, slide it over, go through the options to create liquidity and then get them out of there.

Man: Yeah, I’ll try to jump down there if she can’t in a minute but I’ll… on a call.

Bart: Who’s unmuted?

Man: Just let me know if she can’t and I’ll pop down. Thank you.

Bart: Um, hold on. I’ve got some more questions here, guys. If they’re high-risk and can’t afford… [clears throat] Those denied. Let’s see.

When I asked how they want to pay they say, they say that I read that I could do payments with a third party and that’s when I let them know, we did not get approval, and then they say, well, I don’t have any money then. I started on my three calls at 15,000. Well, yeah, but again I don’t want to know how much money they have after they get denied. That’s the whole point. You want to know that before you submit. So your backup plan with a denial already in your head. And what you’re looking for is the- the cash in which they have. Very rare that they’re going to be fully honest with you about that. You know, if they say 10, they could probably do 12 or 15, at least. If they say five, they can probably do 10 at least, you know. But if they say I can do 10,000 down, right? What you’re thinking in your head is 10,000 is closest to what procedure? It’s closest to an implant-supported denture. So, at a worst-case scenario, I’m close in on a removable today. I’m closing on 10, I’ll finance the other 3,000 in-house over three months. That’s what I’m going to go with. If I can’t get that done, I’ll do 10,000 down, 3,000 over six months, finance it in-house and I’m done. But what I’m going to go for as my primary, that’s the no-brainer, that’s what I’m gonna- I’m gonna make that happen. But my primary is I’m going to push for $15,000 down, 3,000 we will- we will finance in-house to get him in the 18, so it’s still fixed. And it’s, uh, it’s a printed prosthetic.

That’s my go-to. That’s what I’m going to try to close on right now. If I can’t close on that, I’ll roll it back to whatever you guys are selling their move for 12, 5, 13, whatever it is, and I’m going to get them done for- for that. Right? So, and you’re doing this math really, really quickly. It doesn’t make any sense to lose somebody that tells you they got $15,000 and not finance the other three in-house. It just doesn’t make any financial sense. You’re already profitable at 15, your risk is highly mitigated, you get a debit card, you put on an auto withdrawal on the first or the 15th of every month for three months, boom, that thing’s paid and that’s it.

And remember, guys, it’s better to finance in-house the PMMAs, it’s much better. I feel much more comfortable financing that in-house than I do zirconia. Why? Why would I rather finance the printed prosthetic than the zirconia in-house? Somebody tell me. Why would I rather do that?

Ana-Maria: Because the patient has to come back.

Bart: They’re coming back sooner or later, right? What happens when they crack it? What happens when it breaks or chips? Or they need… what- what’s going to happen if they’re delinquent with you? If they haven’t made that $3,000 payment, what’s going to happen? They’re going to come in and have to pay before you do the work. With zirconia, they’ll be gone for a while. They can be gone for a while, right? With the temporary, we, we kind of get to play the game that orthodontists have been playing forever, right? What’s the great thing about Ortho? They’re not reliant at all on third-party financing. They don’t care. They finance it in-house over the life of the treatment and if somebody is late on their payments, they don’t care, because no one else is going to take those braces off without money and neither are they. So, you’re gonna pay or you’re going to stay in these braces forever. So, they’re not even reliant on it, so, the temporary, the fixed- the fixed PMMA gives you guys that flexibility. Well, not flexibility. It gives you that- that lot, that layer of protection, right? And it gives you that recourse against whoever is delinquent on their payments. So, if you even had to take 10,000 down and finance the other six, right? You take the 10,000, you finance the other six, and your risk is kind of mitigated.

But the whole point is to get to a- get to the point where you hit economies of scale and you guys are, are getting the right amount of volume in. And this, this whole conversation is going to become much more important as time goes on and financing constricts and it becomes tighter and tighter and more and more difficult for people to borrow money. Credit score requirements go up, debt to income ratio has to be better, um, you know? And all of a sudden, they’re not financing 600 anymore. They’re not financing 620 anymore. And now it’s a 680, right? That’s going to probably eliminate 35% of all the arches done right there when that happens. So, you have to be able to do… you want to be able to do this math very very quickly in your head and understanding that when you’re closing, if financing… the best thing about when you close is you close, they give a credit card, it’s done. You close, they write a check, it’s done. That’s the goal. If you can’t get it done, there’s a financing component, you’re thinking immediately – if the financing doesn’t go through, what’s my secondary close? And you have to know that before you submit the financing. Everybody clear on that?

That is critical. If you try to do it, the… if you try to do it the opposite way and you try to do it retroactively after denial, it’s just not going to work, it’s not going to work at all.

Um, we accept Medicaid in our office, we’re getting a few coming in and make a little money. We try to screen over the phone or where Medicaid is not paid and state they have a low credit score, should we even schedule them for a consult? I don’t know if you’re taking Medicaid, I would say the doctor that’s doing all-on-four shouldn’t be participating in that. Right? Let another provider do that and get… so, so if the doctor isn’t participating in Medicaid, then just tell them you don’t accept it for all-on-four. That’s all. You know.

But you always ask them and you tell them like, I’ve, I have heard of calls and I have seen consultations where the patients are elderly, and this is another thing you want to look for, right? Let’s say that you’re dealing with somebody that’s 80 years old, 85, 90 years old, and they have a question. The older people get, the more they become very attuned to insurance, right? For medical reasons. It just kind of is the first, the first thing that pops up in their mind. So, they just almost become conditioned like that and it kind of carries over to dentistry. It doesn’t mean they don’t have money, it just means that’s what- those are the questions they’re used to asking when they’re in doctors’ offices, right? So when you explain to them that Medicaid doesn’t cover it and even private-pay insurance. Even if they do cover it, it’s going to max out at a couple of thousand dollars and it’s primarily a cash-based procedure. But whatever they are available for, you’ll submit it out and max it out for them but it’s not going to be that much, you always want to explain that over the phone and ask them if they have anything budgeted in terms of cash for their- for the, um, for the treatment. Ask the question at least before you just… because I’ve seen some people if they even mention Medicaid would just say, “No, we don’t participate in that.” Click. Bye. You know.

But you could miss, you know, you can miss five or ten arches a year by doing that. So, always ask them the question. Um, anybody have any other questions regarding that?

Okay. I want you guys to record this, this third consultation. Again, like a lot of recordings in from the first 10 but we’re not getting as many from the third, so make sure that you record the third, right? And do the sequence in the right way, close them, and try to get cash right now. Try to pull a credit card from them and get a full pay. Do your best to get a full pay. Do your best to make sure they look at the price and go, “Dang, that’s a good deal. I’m getting a really good deal.” You have to sell the deal, you have to sell that they’re paying below market price for everything. That they’re getting more, and they’re paying less. Even if the total amount is more than the competitors, they’re paying less for what it is that you’re doing. They have to make that connection, right? So, sell that.

They should be excited about the treatment, they should be excited about the price that they’re going to pay in terms of the value that it represents. Financing is necessary, ask them if it is, it would help. And don’t use the word financing either. Use the language that I gave you guys in the scripts, ask them – would it help if I could take this dollar amount and break it up over a series of months, give you a low affordable monthly payment without help? Don’t say financing. If they say, yep, cool. How much do you want to put down? More and have less in payment? Less and have more of a payment? Okay, cool. How much? XXX, blah, blah, blah, okay, and what kind of payment would you like? Blah, blah, blah, blah. Right? They can’t answer that question with a “That’s too expensive,” or an “I can’t afford it.” If you run the financing, you give them a number and say, this is what I got you approved for, and here’s your monthly payment, they can tell you I can’t afford it. I want to know if they can afford it before I do that. Right? Because my secondary close is already completely formulated in my head and I have absolutely… there’s no pause, there’s no thinking that’s necessary, I get a denial, here’s what it is. If I don’t get a denial and the payments are too high, I already know what I can do to manipulate it with more of a down payment.

So, either way, you’re like, always thinking about, what can they buy, what are they going to buy? What’s possible? If this happens, where do I fall back to? What’s the next sale? What’s my secondary close? What’s the third close? And that’s done in your head in sec- within seconds before you ever even submit to financing, right? That way, there’s no pause. You try- you’re trying to maintain the level of optimism and the energy in the room also because once you lose it, the emotion is going to change, they’re going to become- sometimes they become embarrassed and that’s not an emotion that is conducive to buying anything. Um, and sometimes if they’re- it’s a little depressing. That’s not an emotion that becomes conducive to buying anything and, uh, and sometimes they become nervous, which again is not an emotion conducive to buying anything.

So, if they get a denial and you already have a secondary close in your head, there’s no pause. You just roll it straight into what we can do right now and you’ve got a great idea to get them moving forward even though, you know, you’re not- you’re- you’re having trouble with the financing options, here’s what we can do right now, and here’s what you can afford. And I’m not telling them they can afford it, they told me what they could afford. So, I know that’s a close. You just can’t lose the energy and make them feel like because they can’t get the whole thing, now, they don’t want anything. Does that make sense?

And that’s what happens when we oversell something, you can’t roll it back because we already told them that was garbage. We already told them the- the removable was not good and no one wants it and everyone hates it. Well, if you say that you can never roll back to it and go, you know, that removable is actually not as bad as I told you. It’s pretty damn good. It costs 12,500, do you want it? It doesn’t- it doesn’t work that way. So, what we’re selling is the only thing- the worst thing that could happen, and the only thing that we have to avoid is you staying in the same situation that you’re at. Doing nothing makes no financial sense and it makes no emotional sense. That’s what we have to agree on. Anything you do moving forward is going to be better than where you are, but the goal here is to get the outcome that you want that you- that’s important to you. That’s what we treatment plan to. We create a treatment plan, a way of giving you treatment that’s going to produce the outcome that you tell me that is important because not everyone’s the same, and this isn’t cookie-cutter, right? And I’m not going to assume that I know what’s best for you. You’re going to tell me what’s best for you. Does that make sense?

That’s how that first 10 goes, right? So, we’re trying to make that connection and then when someone brings up cost, you have to understand the difference between a price shopper and somebody that doesn’t have any money. If somebody doesn’t have any money, we want to get into and say, you know, we have more than one option here. All the options have different outcomes but, you know, like you said, if finance is your number one concern and you’re telling me that you have a lot of challenges there, it doesn’t make any sense going through and spend an hour or half an hour going through treatment if it’s financially impossible. I don’t want to waste your time with that, and there’s- it doesn’t make any sense. So, let’s start with your financial situation, and I want to have an open and honest conversation about where you are so that I can help you. So, give me an idea of what you have in terms of a budget to spend on this.

And the only reason I’m saying that is because in my mind I think a 75% chance is greater that this person can’t afford anything and have bad credit, and I’m gonna end up triaging this person in the next five minutes. And I’m talking about somebody within the first 10 minutes. Somebody that says, “You know, I’ve been to a couple of other practices and I’m here to get some information, you know, I’m interested in getting all-on-four, um, you know, I’m just, you know, well, it kind of all boils down to price for me. But, you know, I’m kind of interested in getting some information.” That doesn’t sound to me like somebody who ain’t got no money. Right? It doesn’t sound someone to me that’s broke. It sounds like a shopper. It sounds like somebody that’s there to negotiate that I can close today, somebody that comes in and, and is completely desperate, in the first five minutes, my red flags are like going away up. If they come in and they’re like already in tears and they’re desperate, and they’re saying yes to everything, and they bring up money, you know, they’re just praying that you can get them something that you can get them financed. They probably have been denied at four other practices before they walked in your door and the odds of triage is extremely high so I’m going to be more aggressive in terms of talking about finances, asking them how much they have in terms of cash, and my goal is to determine if the entire sale hinges on financing.

And if they tell me they have no money to put down, absolutely unequivocally, then I’ll go ahead and I’ll run them in financing. If financing doesn’t get approved, you can’t make a sale, so triage. Does that make sense? But if it’s a price shopper and they bring it up, don’t jump right into the budgeting conversation, go ahead and acknowledge it and say we do all-on-four in different ways. But remember, every- every different way that we do all-on-four, we do, uh, a full arch treatment, every time it has a different price, it also has a different outcome, so the most important thing for me to get clear on you, and I’m going to answer all your questions in regards to that, but the most important thing to get clear on, and this is where a lot of people miss is where you are now and exactly what you want, how you want to look, how you want to feel, how you want to function, and how long-term are you looking for this to last?

Are you looking for a long-term fix? Short-term fix? Once I have that and I’m clear, then we can talk about the treatment, whatever that treatment maybe that’s going to get you everything that you want and then we can kind of get into finances and we’ll just go from there. But that’s the most important thing because let me tell you. If that’s not discussed, even if you think you got a treatment for a low price and you’re happy with the price, a month later, two months, or three months later, if you’re not happy with the way that you feel, if you’re having pain in your jaw, if you don’t like the way the teeth look, if they weren’t designed properly to fit your face, they don’t look natural. If all of a sudden, two weeks later, if the teeth cracked, all of a sudden, that price doesn’t look so good anymore. You were happy only at the time of purchase but every day following the treatment, you’re unhappy, and that ain’t worth it. I can promise you so let’s get straight on where you are, and where you want to be, and let’s find a treatment that’s going to give you everything that you want, and then let’s get to the price if that makes sense.

Okay, boom. And then you guys continue on with the first 10 because I’m going to sell this person, this person, I believe they have the money, they’re just in commodity mode and I have to switch that perception, which… that you guys can all do that, right? As opposed to somebody who comes in that’s desperate who says, “I probably don’t have the money. I don’t have any credit, you know, I’m looking for an option,” the more desperate they are in the first 10 minutes, the- the higher the probability is that they’re not going to be able to, to pay for it. Cool?

Um… [clears throat] is there a good consultation that was recorded that we can watch, for example? Yeah. There’s a bunch of consultations.

Um, how do you feel about offering promotions if a patient seems hesitant, if you do not hear from them for a few weeks? Um, that question, let me repeat it. How do you feel about offering promotions if a patient seems hesitant, if you do not hear from them for a few weeks? I don’t know. It all depends on why they walked out of the office in the first place. All right? Like, why didn’t we get them done in the first place? Because if the reason why they didn’t do it was money, then you guys should know that there, right? So, if we roll it out and they go, “Oh, man, you know what, that’s too much money, I need to think about it, let me get back to you,” they’re probably thinking in their head I can get this cheaper somewhere else. So, you have to be able to handle that, right? Ask them, “Is it too much? Well, how much were you thinking?” You have to get a number from them at that point so you guys know how to follow up if a follow-up is needed. But you’re trying to close them right then?

So, um, it said, I think it was because the wife was not there at the time. It was approved for 45k. Oof, man, I hate for somebody to be approved for 45k and walk out. Right? If it’s because of the wife- if they’re saying everything is good, I’m done, I’m done, I’m done, but I got to talk to my wife, then you guys need to do a seriously good job at creating scarcity around your surgical openings. And you need to tell them, I can get you in this block, we can be booked out two, three months, right? I’m looking here in the schedule. We’ve got an opening. How about this? I mean, there’s no reason to wait for three months, right? You want this. This is the right treatment. We’re on the same page. Let me see if I can help you out here. Right? Let’s go ahead and get you down. Let’s get you on the schedule. Let’s do it, right? I’ll give you what? Two weeks to talk to your wife. If for some reason, your wife says, hey, I’m not on the same page or if you want to bring your wife in or whatever. For any reason in the next two weeks, your wife says, hey, I’m not on the same page, don’t worry about it, we’ll give you a refund and we’ll just move forward from that. As long as this is before we start taking records. Do you know what I’m saying, guys?

So, give them a way to commit now and get out of hot water with their spouse. If they won’t do that, then, you know, it’s not the spouse. They’re just using that to get out of there. So, that’s how you know if the spouse thing is real, all you have to do is give them an out because if that’s really the objection, which it is not 99% of the time. 99% of the time they’re not sure about something, right? It ain’t that they need to talk to their wife or their husband but if it is and you give them that out, you’re at least going to know, right? And if they say, “No, I think it’s better if I just talk to her,” then you can run your loop. It’s okay. You know. No problem. I understand if you need to talk to your wife but, you know, let me just ask you a question, right? Like, is everything- is everything good with the- with the treatment like the treatment itself based on where you are now and where you want to be, like, just forget about everything else. I mean, just the treatment. Does the treatment give you everything that you want? Like, are you excited about the treatment? Like, did we get that part right? And gauge their reaction.

Because then you’re going to know, right? They’re going to go, “Um, yeah, yeah, no, the treatment is awesome. Like, no, this is everything I want. I’m just, you know, I’m just not sure about the money here,” and then boom. You’re going to get the real objection out of them. You have to run that loop. But the first thing that you do, if they say specifically it’s a spouse, give them an out with the spouse and see if they take it. If they don’t take it, then you got to loop them. And what we’re trying to do with the loop, process of elimination, in terms of where you miss them. Where did you miss the sale? Where did you miss the urgency? Where? Is it- did we miss on the treatment? That’s the first thing we have to rule out. Because if we missed on that, you missed big. Or did we miss on price? Or did we miss somewhere on relationship, right? Rapport building, right? Their sense of certainty, in regards to the doctor, whatever, something like that. The first thing I’m going to take off the table is the treatment.

If they say it’s not the treatment, they’ll typically say, no, it’s not the treatment, and then they will tip their hand to you about what their true objection is and then you guys can go and you can build more value around that and handle it and reclose. But that’s the sequence. You have to have this stuff down fast. Does that make sense? You do it in the wrong sequence, you blew it, and then like, half the time when someone asked me like, hey, how should I follow up with this person or that person? Half the time, they’re gone, right? They’re gone. If they’ve been gone for two weeks, we haven’t got a hold of them, running a promotion is probably not going to do anything. And even if it does, they’re going to come in and they’re going to work you even more on price. So, the odds are, at that point, we need to try to handle it right then, right? So, the spouse thing, nobody believe that. Just don’t believe it. Call their bluff and give them everything they want.

Give them an ops- give them a situation where there’s absolutely no downside for them to move forward. You can move forward, get the opening plus talk to your wife. If your wife says anything, I’ll give you a full refund, no questions asked. Like, make them an offer they can’t refuse. If they refuse an offer they can’t refuse, then that’s not the reality, and then you run your loop. Does that make sense to everybody?

Okay. So, I went a little bit over, guys. Um, is there any- any other questions you guys want to ask before we, uh, before we wrap up the call?

Uh, hold on. Hold on. I’ve got a question right here. I have a patient coming in for a consult, um, he’s been to Clear Choice but it was too expensive. When I asked, what was too expensive, he did not want to share and say he wants to negotiate. How do I handle that consult? Do I bring up finances? If they tell you straight up, I want to negotiate, say, okay, great, let’s negotiate. Where do you want to be? Where- where are you looking to be? If you want to negotiate, that tells me that you have a dollar in mind- a dollar amount in mind that you’re trying to stay within, right?

Now, here’s a difference. Clear Choice – what are they known for? They’re known for doing one thing all day. They do one thing, they have one price, and everyone goes there, and they try to get that one thing for the best price. But what people don’t know is it’s not one thing. It’s just a full arch implant treatment and we can do full arch implant treatments in different ways at different price points to provide you with different outcomes. That’s what Clear Choice doesn’t tell you and that’s what nobody knows.

So, instead of going through every single possible op- option, I can tell you, for most people, we can get something done. We can make it affordable for them. That’s why they come over from Clear Choice all day every day, and have it done here, because we’re much more flexible and open to making this affordable for people because we recognize the significance of the investment. Right? But let’s start with you, you tell me what you want. My job is to help you. So, tell me, how can I help you? What number are you trying to say within? Like, those are the easiest people to deal with because they’re being straight up with you so be straight up back with them.

I think we need a power session on that. And just how to go- just like doing it like this. [snaps fingers] It’s just practice. Do you know what I mean? It’s practice, practice, practice. They say it, we say it, like just seeing it clearly. Once you understand it, and you’ve done it so many times, you don’t even think about it, right? Just based on what they say in their tone. The more specific they are with your objection, the easier and more straightforward it is to handle because it’s not a real- they’re telling you they want it, they’re telling you they want it. I don’t have to sell the procedure anymore. That’s done. I just have to- I just have to solve this problem with them.

Somebody that’s not being truthful or somebody that’s hiding the true objection is infinitely more difficult because you have to run a language pattern to uncover what the true objection is. The people that are lying and saying, oh, I have to check my finances, or, oh, anyone that says I have to meet with my tax guy, that’s always a lie. 100%. If they say they have to talk to their account, that’s always a lie 100%. It’s a hundred percent, right? So, you know, like any of those, you’re going to make them an offer they can’t refuse. They’re going to refuse it. And then you’re going to loop them to figure out what the real objection is. Once you know the objection, you can handle it. But if you guess or you believe an objection that’s not true, you’re done, you’re going to lose them, and you’re never going to get a hold of them again. Makes sense?

All right. Good. Go, close somebody. Sorry for taking a little bit more of your time. Go get them done. Go get them done. Let’s make some money. All right, see you guys.

Tracie: Bye. Have a good day.

Bart: Bye-bye. Bye-bye.



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