The Closing Institute - Peer Mentorship Call

April, 2024

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Host: Get signed on here. As you guys get signed on, if you have cameras that are working, try to turn the- try to turn the camera off. Not off, on. Sometimes the name that shows up and who’s actually on the camera’s different. Give everybody a minute here. We had a really good power session with the doctors here in Clearwater.

Man: Yeah, I was hoping to make it, just life gets in the way and you [inaudible] know how that goes.

Host: Oh, for sure, for sure. You know, just kind of scheduling those things out ahead of time. Anyone that you want to attend. You know, there’s one a month, but it was really really good. I finally got to spend a whole day with the doctors on the Second 10[?] and just on a lot of business practices. You know some things that we’ve learned differently, that I was able to kind of fill everybody in on. So that whole thing went- you know, it went really really well. Are you guys- is everybody closing arches over here? You guys doing well?

Man: Well, I’d like to say more than we are, but close on a couple. Got some team turnover in the last couple of months. So put a little hiccup in the process, but trying to work through it.

Host: Okay. Okay. Where is your Where’s your treatment coordinator?

Man: That’s a good question. That’s what I’m wondering.

Host: [Laughter]

Man: I had the same question in my mind.

Host: Hey guys. How’s everybody doing? Everybody doing good? What, you tired or something? I’m a- we’re not doing these on Mondays anymore. Look, you guys look miserable today. Are you doing well like a Wednesday or something? Further in the afternoon?

Man: Wednesday surgery day.

Host: Okay. Well that better be full then. cool. Alright, everybody try to turn on your your cameras, if you have them. Just letting everybody- there’s still a bunch of people logging in as we speak. I wanted to go through a scenario with you guys today. We saw it on the call…

Man: I look very shiny.

Man: [Laughter]

Host: This is a little shiny.

Host: [Laughter]

Host: It’s not bad.

Man: Shut the lights in here something.

Man: [Laughter]

Host: Clean. Got that Mr. Clean look going on.

Man: Yep, bald by choice. I got a full head of hair actually.

Man: [Laughter]

Host: [Laughter]

Host: Okay, guys, I want to run through a- want to run through a scenario with you guys. One of the issues that we heard on the last call, that we did two weeks ago. Was trying to close somebody that just seemed to lack a general sense of urgency. Right? Sometimes you get some patients that are coming in and they’ve got so much urgency. They’re actually desperate and it really just boils down to running the process correctly and are they financially qualified? Um, and then you get some, where it’s not about price and it can be in the more of the early state is and they actually look like they lack a little bit of of complacency. So, let me grab one of you guys. Hey somebody- one of the treatment coordinators, you guys come off mute for me real quick. Just one of you guys. I just want to run a scenario with you in front of the group. Whoever wants to volunteer. Who’s smiling? I can’t read in your name. Melissa K, you go off mute girl. Is like reading your eyes. Go off mute.

Melisa: Hi there.

Host: What’s up?

Melisa: Hi.

Host: Hi.

Melisa: [Laughter]

Host: All right. Look. Hey you get somebody they come in for a consultation on all-on-4and you kind of go into the first 10 and they’re telling you why they’re there and they say- let’s say someone comes in they say, “you know, I was at the dentist. They told me I had class 2 or class 3 Mobility said have a bunch of mobility and maybe I need to lose some teeth. So, I kind of figured I would just get a second opinion on that.” What do you go from there with that particular call? What would your next question be?

Melisa: What do they want? What is their outcome, the patient?

Host: Okay. But role-play with me here for a second.

Melisa: Okay.

Host: “Because I’m saying, Why am I there in the first place? I’m just there because the doctor told me, right? I didn’t know there was a problem, you know what I mean? Before the doctor told me I’ve got class 2 or class 3 mobility. So they said, I need to have some teeth extracted. That came as a shock. So I wanted to get a second opinion, to really kind of see what’s what, before I did anything.” So, where’d you go with that?

Melisa: Well, you came to the right place.

Melisa: [Laughter]

Melisa: You came to the right place. You start talking to them about.
Umm, well, I don’t know now- you’re going to talk to them about what they’re wanting why they’re there what what it is they’re looking for and trying to…

Host: so let me ask you, what problem are you trying to solve for me right now?

Melisa: Hm. Hm.

Host: Okay. We’re trying to figure out what kind of a problem this is. Now, the difference between this situation and a lot of them are coming in, because they’ve already resigned to the fact that, their teeth are hopeless

Melisa: They need to be here. Yeah.

Host: They know their teeth are hopeless. They want dental implants and they’re a little further down the line and this situation. I am not representing somebody who says “Hey, I wanna come in and find out how much you guys charge for all them four.” I’m representing somebody’s coming in for a second opinion. “Because I had a doctor tell me that I need to extract my teeth and I want a second opinion on that.” So you have to figure out what problem you’re trying to solve for me. Now, in this situation, I’m not showing that I have a whole lot of urgency.

Melisa: Mh mh.

Host: Right? I’m just coming in for a second opinion. Now, what kind of things can you do? You gotta figure out what problem you’re solving. So if I say, I’m a second opinion due to Mobility. What do you want to know from me? What do you want to know?

Melisa: Like how- your functionality what’s going on with you? And what’s going on with your actual day-to-day, with your teeth?

Host: Exactly. Exactly. So what you want to know is, am I aware? Do I have- am I experiencing any of the effects, from said Mobility? Make sense?
Because if I am, that’s one thing, but if I’m not that’s another. So I ask, “so you said you had class 2 Mobility? Wow. Okay, that’s unfortunate. Have you experienced anything as far as trouble eating? Or do you notice the mobility or is this something that you had no idea your teeth were even mobile and your doctor just told you the first time?” Do you guys see where I’m going with this?

Melisa: Mh. mh.

Host: So, what happens sometimes, we get locked into the script with one particular type of profile. Which is a lot of times just somebody coming in asking questions specifically about implants or a price shopper for those implants and we’re trying to fit everybody into that. But, sometimes they come in and it’s not about implants. And that’s kind of what the last call was about and that’s why I said at the end of the call, two weeks ago. I’m not sure that the price really would have anything to do with it. I think that in that particular situation, they had so much complacency. I don’t think that we were going to close them for anything. Right? They just didn’t know where they were going with that. So, if I say, “Yeah, I’m here because I got class 2 class 3 mobility” and you ask me, “Are you experiencing any symptoms?” I say, “You know, not really, you know, I feel like I haven’t really not been able to eat. I can pretty much eat and you know, that’s just what the doctor told me.” Where do you go? Somebody chime in? What do you do?

Do you see the- what’s the problem here? The problem is, I’m not showing any urgency. So if there’s no urgency and no pain, how do we jump to the vision[?] as if you ask me what I want, how am I even going to answer it? when I’m not even experiencing any real pain. Does that make sense? Okay. So what do you do in this scenario? Somebody chime in for what you think. Right? What do you do? I’m here as a second opinion I got Mobility that’s what the doctor says. My dentist says I need to have some teeth extracted. I want a second opinion on that. Talk to me. Somebody talk to me.


Man: You don’t have any pain yet. The longer you wait, you know, it’s imperative that we preserve your bone. You know, the longer you wait, the more the disease affects and destroys bone. And, you know, we don’t want- the risk is that you’re developing an infection and that can be catastrophic to results of your future case. So, you might not have pain now, that’s common with periodontal disease and we certainly still want to address this.

Woman1: I feel like maybe- actually like walking them through their day-to-day life. Like, [inaudible]. Okay, what kind of foods can you eat? Can you eat carrots? Can you eat- and like make them really like live in reality of what it is and what it’s not normal. So maybe it’s normal for them now, but how did they used to live? And what are they missing out that they think is- you know, like when they’re smiling do they feel confident? Photos, do they- has anyone ever their family noticed something? said something? Make them really come to reality of what this is day to day in their life.

Host: Okay. Well, I- okay. I buy it. Ask me some questions. Go ahead.

Woman 1: [Laughter]

Woman 1: Umm, So you never knew that this was happening in your mouth? like nothing, until you walked in? Everything was strong? You never knew that there was an issue going on?

Host: Umm,I don’t know how strong it was. I guess It was just status quo, right? Like if there’s a little bit of Mobility, I just thought kind of I don’t know it’s kind of normal, but I didn’t know that they would all need to come out, that was kind of a shock to me. But now it’s kind of…

Woman 1: Yeah, that sounds you know pretty shocking to go through that. So tell me like how have you been able to eat, you know with no issues at all?

Host: Yeah. Yeah, I can eat.

Woman 1: Really? But like carrots, you know, raw vegetables? The healthy stuff for you? That’s no problem?

Host: I don’t eat that stuff anyways, but yeah, I can probably do it.

Woman 1: You could probably do that? You still good at corning the cob?

Host: Yeah.

Woman 1: Okay. So like when you go to a restaurant do you ever feel like there’s certain things on the menu that you can’t eat? That you try to stay away from?

Host: No. I’ve never really thought twice about it.

Woman 1: Okay, so no having to cut up food into small portions?

Host: Nope.

Woman 1: Okay, wonderful. And then tell me about your smile, do you feel confident in your smile?

Host: Umm, I feel like it’s all right. I don’t feel like it’s you know, horrible. But I don’t, you know- I’d like maybe for my teeth to be a little bit straighter. But yeah, I don’t, you know, I don’t feel insecure about it.

Woman 1: Okay. So taking photos with family and friends you smile big, you never trying to hide them or anything?

Host: Yeah. Yeah. I really I’m just fine.

Woman 1: You’re just ruining for me. No one[inaudible]

Host: [Laughter]

Host: What am I- what kind of scenario am I simulating here?

Woman 1: You have no urgency whatsoever or care. This isn’t even a big deal for you.

Host: Okay, so if I have no urgency and no level of awareness in terms of what’s going on. The question is, how do you create the urgency?

Woman 2: I would probably tell the patient that you might not have an urgency right now, but with time…

Host: Hold on, don’t tell me, ask me a question. So guys so here’s one thing right to understand especially in the beginning stages of getting- of building Rapport and getting to know a patient. When there’s a lack of urgency, you can either tell them why they should have urgency. Or ask them questions that lead them to the conclusion that they need to have urgency. And it’s always better to go the question route, to allow me to arrive in that conclusion organically. Right? Because if not, you’re kind of selling me- you’re kind of influencing me. You’re telling me- let me- just set the stage for me. you plant the seed let me connect the dots. Then the whole thing’s my idea, and that’s how urgency Works. Urgency comes from within. To create external urgency. It can only be done through applying pressure. And applying pressure within the first 10 minutes of a relationship is difficult. It’s not impossible. You can do it with some personalities depending on what they’re saying. But it’s more difficult. If that makes sense. So what questions can you ask me, to help me create urgency? or assortations can you make?

Woman 2: Well, you start going to the dentist for a reason. It’s because you must have noticed something that made you wanna- nobody gets up in the morning and says I want to visit the dentist. You went to the dentist, and you’re coming for second opinions. Because you want to know. But you’re here for a reason. So there must be something that you’re not telling me. I wanna work with you. I wanna be able to help you get better. You’re here for a reason.

Host: Well, I went to the dentist and I just went in. Honestly, I went in for a cleaning and they said all I needed to do a full mouth probe and x-rays and they took the probing Dobson. They showed me the x-rays and they told me that I had a lot of mobility and that some of the teeth needed to be extracted. So, that’s kinda why I’m here, is to get a second opinion on that. That’s kind of the reason why I’m here. Exactly.

Woman 2: Absolutely, I can completely 1000% understand where it is that you’re coming from. It’s just- know that when your teeth have mobility they move, it just- it’s a domino effect. It’s just is not going to get better, it may get worse…

Host: Okay, you are telling me again. So you’re telling me again.

Woman 2: Okay, I’m not asking. Okay. I’m [Inaudible]

Woman 2: [laughter]

Host: You are telling me again. right? Okay.

Woman 2: Okay.

Host: Everybody write this down. When you have somebody, that lacks urgency the thing that you do, which is kind of where everyone went. You ask questions, in regards to the effects. So the first thing you’re trying to figure out is, are they currently experiencing any of the effects from their condition? Yes or no. And you’re going to get a yes or a no out of that. Right, now, if they answer you in regards to eating food and they say, yeah, they can eat whatever they want. You gotta immediately get away from it. The more you ask questions, the more they are gonna be like,” No dude I can eat.” Right?

Woman 2: All right. So have you noticed maybe that you have a little bit of a bad smell in your mouth when you’re speaking to people? Have you ever done the[illustration] check?

Host: I’d stay away from that one. [laughter] Because all you’re trying to do is put this person- you’re trying to put me in one out of two buckets here. I’m either experiencing symptoms in pain based on the mobility, or I’m not. That’s all you’re trying to accomplish with the questions. Once you put me in the bucket, which I’m simulating someone that is not experiencing any pain right now. Now, the only the only way to generate urgency and disturb complacency at this point is to somehow put them in the future. Okay? So you’ve already asked your questions you put them in a bucket. Okay? Sometimes the next easiest thing to do.

Man: Does that concern you?

Host: It conc- well, It depends on what type of information you’re trying to get. Right? So what I would do to kind of set it up, is I’ll say, “Hey listen, to be honest, you’re way ahead of the game here. Just the simple fact that you’re already proactively taking action and you’re here before you’ve lost the ability to eat or speak or chew. Before you have some type of, you know, anesthetic defect, that makes you insecure about your smile. To be honest with you, I don’t know, 99 out of 100 patients that we see, they’re already dealing with loss of function. They’re already dealing with issues where they don’t like to smile and they’re kind of reacting to that. So, the fact that you’re here right now, proactively looking for solutions to avoid ever getting to that, puts you way ahead of the game.” Now what seed did I just plant?

Man: This is what’s gonna happen.

Host: Yes, but did it sound like I was telling them or scaring them or applying pressure in any way?

Man: Well, you’re suggesting that they own the problem, before the symptoms. Because that’s what’s about to happen in 99% of people.

Host: Exactly.

Man: And it’s the truth. It’s what happens to everyone, and that’s the probability[?] of what we see.

Host: Absolutely the truth. And I’ll tell you what else is absolutely- would be absolutely true. If I pushed the situation and said, “Well listen, you know You might not- you might think that you can eat everything right now and you might think that your smile looks okay right now. But when you’re dealing with Mobility, the problem does not get better on its own. If it’s not taken care of the teeth just become more and more loose until you end up losing them. Right, if the teeth are mobile you’re either dealing with an attachment loss or bone loss or a combination of the two, and eventually you are going to experience them. Even if you’re not right now.” That also is virtually correct, right?

man: Yep.

Host: But strategically, right, from an influence and a trust perspective, which way is better?

Man: I’ve always learned the phrase ask them what they want don’t tell them what they need.

Host: This person doesn’t know what they want, that’s the problem. Because they aren’t even feeling the effects of the loose teeth at least not consciously. Right, and some people they’ve had loose teeth for years guys. To them they don’t even know what salty feels like. Right, but reality, It doesn’t matter. It’s only- everything is perception. Right? right or wrong is largely unimportant. Here perception is everything. so somebody comes in on a second opinion. You might be talking with somebody that absolutely does not want to have their teeth extracted, and you end up talking a lot about implants. They- it scares them to death. They’re only in the consultation because they want you to tell them that you can save their teeth. Right? So, that’s why I always say when you sit down with a patient. You’re asking yourself, “Okay, what problem am I here to solve?” Because it’s not like implants is always the solution and you don’t want that preoccupying your mind, when you’re communicating with someone either.

Right? But you do know that somebody that’s complacent, somebody that lacks urgency, is going to be very difficult to move forward in any direction that involves time, energy or money. Right? because they’re not feeling it yet. The people that can’t eat anything they’re easy. Right, they’re there, they’re motivated, they’re basically desperate if they have the money they do it. This is something different. Okay? so the way that I showed you when you say, you know,” Hey, it sounds like you’re way ahead of the game. Tell you what most people I see they’re not proactively saying hey, I’ve got a little Mobility. What can we do here? They blow right through that phase and they just stay at home and you know, when they come in? when they can’t eat or when they can’t chew when they can’t speak when they’ve lost several teeth and they really have very few options. That’s when we typically see them. So the fact that you’re proactively here, that’s it It’s going to be an enormous enormous benefit.” You know, and that’s just a planted seed right there. And that’s a way to kind of put them in the future going, Oh crap. Okay, that’s what this is going to lead to. Right? Without applying any pressure. Okay. So we go there and say yeah that makes sense. Okay? where else are you guys trying to go? So after that, after that is said what’s the next thing that you would say? What I’m trying to get to you guys, do you know where you’re going with a conversation when it doesn’t fit into the mold of somebody coming in asking specifically about dental implants? This is where like a consultative approach has to take place. You should always ask yourself what problem am I trying to solve. Okay, this person’s got Mobility. You haven’t looked at an x-ray yet. You haven’t looked at anything. But you gotta figure out what is success going to look like here.

Okay, so, typically when people come in and they’re not dealing with any pain points. And again, these are things that you can say you can say, you know, typically someone in your situation when I’m speaking with them. There’s usually two or three different trains of thoughts. There’s one type of person that comes in says, “hey, I’m dealing with Mobility. How can you just address the mobility the quickest way possible right? Whether it’s splitting the teeth or whether it whether it’s it’s periodontal surgery or whatever it takes to just reduce the mobility. Even if it’s short term.” There’s that group of people. There’s another group of people that come in. They’re like, “yeah, you know what? It’s not that bad. I’m just going to kind of sit and wait, I don’t think it’s that bad yet.” and they kind of do nothing and then there’s the third train of thought which comes in says. “Hey, this is- yes, I have Mobility, but I don’t want to just band it[?] yet. I want to come up with some type of a longer-term plan. Right to proactively handle this to where I realize is few problems in the future as I possibly can. Basically I want to do it once and I want to do it right.” Which camp best resonates with how you see it?

Man: Proactive.

Host: Maybe, who knows? But I’m gonna ask the question because I’m trying to figure out, you know, I mean, what if the patient says if I were to say that a patient goes “look I’m open to- You know, I don’t want the problem to persist, but I also I don’t want to have my teeth extracted. I don’t want to have my teeth extracted.” So, you know, that’s where we’re at. So what do you say, guys?

Man: Continue to educate them. Hey, there are you know art[?] fixes that can buy some time. But ultimately this is the Direction you’re heading in.

Host: Okay, cool. Okay. So let me get this straight. It’s a recap. Okay, so let me get this straight. So what you’re looking to do is solve for the mobility issues. prevent further loss of function. Prevent loss of teeth. Right? For the future and you want- in the goal is to prevent all of that while maintaining as many of your natural teeth as possible. Is that what we’re working towards?

Man: Yep, that’s what we’re working towards.

Host: Okay, great. Now guys, the seed I’m trying to plant is that, how we achieve the goals. We want to what we want to achieve the goals in the most efficient and most time-efficient energy efficient way that we possibly can, sometimes that may include implants. Sometimes that may include perio surgery. Sometimes that may include restorative. Whatever it is, right? Here’s where you are, here’s where you’re trying to be. We’re going to try to get you there in the most efficient manner possible. But you want to know, let’s say that you look at the X-ray- Doctor looks at the X-ray and the doctors dealing with somebody that has explicitly said I don’t want to lose my teeth. But the teeth are just blown out, they’re blown out, there freaking hopeless. Like, you know, there’s no bone, you know in to try to save them would be an exercise in futility. Okay. Now, you would want the doctor to know. Before the doctor looks at the X-ray and shatters this patient’s hopes and dreams. That the patient is trying to proactively take care of it and it’s really important for the patient is to maintain their natural teeth. So that the doctor can appropriately frame it. Does that make sense guys?

Man: Yep.

Host: You don’t want the doctor coming in just blindsided. Right? that the patient has no conscious awareness of exactly how bad the problem is. You will want the doctor say “Hey, you know, how much of a conversation was there with your previous dentists? Have you been able to look at a CT? Have you been able to look at an x-ray? Kind of- you know, at what level of awareness are you in terms of the current state of the amount of bone loss you sustained to this point? Right? Like, where are you in terms of your level of awareness there?” You want them to comment a little bit softer with that. Make sense?

And the point is, if there’s any teeth that we could save their situations where sometimes it’s implants and we save part of the teeth. And we’ve had people that say Hey, I don’t care what you have to do save the teeth for as long as you can and we’ve had patients where we’ve held on to these teeth for three or four years. And even if the patient knows that, “Hey in three or four years the odds of me still having my teeth, are going to be slim to none.” They still want to do it. And if that’s what they want to do we still hold on to them for as long as we can. Even if it costs more money, even if it creates more work and more time on their end, if that’s what they want.

There are other patients that say, “Hey, I’d like to keep my teeth. But if it’s going to be a situation where I’m constantly in here and we’re fighting uphill, right and we’re fighting a losing battle. Sometimes it makes sense to just clean slate and go from there.” But the point is not all these patients that come in are going to be hell-bent on all on four, and in all the videos that I’m seeing. This seems to be the case that’s kind of throwing you guys off the most. Does that make sense? when they come in and there is second opinion, because they don’t even believe that they are a candidate for implants yet. We go straight into why they are a candidate but they’re kind of scared to death. They’re not experiencing any of the pain from the symptoms and the whole thing feels very pressured.

And what I want to reinforce to you, is it doesn’t matter if they get implants or not. To you- hey if I can restore- if I can bring you back to a to a high level of function and Aesthetics, right and longevity, while retaining your teeth. Then we’ll do it. If we can only get there by doing dental implants, then we can do that. If it’s a combination of both, then we can do that. How we get there? We want to get there in the most efficient and the most efficient way possible. But we’re completely open ideas there. and not putting them right in the right in the dental implant Camp. Because some of these patients come in and they’re you know, they’re only there because the doctor told them that they need to get their teeth extracted and they didn’t present that in the right way and they scared them. Right? and now the patient’s getting a second opinion on it. It’s not about money. It’s not about implants. Yes, not about any of that. It’s about having them realize, “Okay, here’s where I am. Here’s where I’ll be in the future if I do nothing. And what’s the best way to proactively handle this to save me the most time and save me the most energy and maintain and secure the best quality of life.” That’s the goal. We’re not making any recommendations. We’re just getting an idea of what the goal is and what the current situation is. Does that make sense guys?

This is also another instance in which is very normal for you to have a third party with them. Either over the phone or there in person. Right? a spouse or loved one or there’s- a lot of times in this situation, there’s somebody else in the room. Okay. So if you have somebody that’s not displaying any type of complacency and they’re unaware of their current situation because they’re not experiencing any pain. Why would they have somebody else in the consultation with them? Somebody tell me what you think. Why would they bring somebody in that situation with them?

Man: To help them with decision-making. Second set of[?] ears. Umm, you know, trusted third party, that may hear what you’re putting down a little bit differently.

Host: Yeah, might be…

Man: You know maybe the family member hears that, you know, ‘hey, this is this sounds like an appropriate approach, sounds like they have your best interest at heart.’ They’re not going to be the ones with the fear and phobia and maybe can facilitate an appropriate decision.

Host: Right. Maybe they’re bringing somebody, so that somebody can look at and go. ‘Oh, yeah, you know this work is actually needed.’ You know what I mean? so they’re bringing the- so a lot of times they bring somebody with them, just so that somebody can make sure they’re not getting ripped off. Right, or you’re not you don’t have a doctor saying yeah, ‘let’s just take them all out.’ And really they don’t need to come all out. So that’s kind of the reason why they bring him to a second opinion based on- Completely independent of Finance. Right? So it’s like, ‘Hey, this doctor says I got a lot of Mobility. I’m going to get a second opinion on that.’ Because they didn’t trust what that doctor said. And typically the mobility It’s kind of a matter of fact. The bone loss is what it is. Right? So it’s not usually that, it’s usually the way that is presented by the doctor or the treatment coordinator. Umm, in kind of a Cavalier fashion, of not taking their time and just Said, ‘Hey these teeth are pretty much hopeless. We need to remove more. Here’s what I do will do implants and we can do this this. If we don’t, so all this bad stuff is going to happen to you.’ And they didn’t really believe them. There was no trust built there. Make sense? So when you have a third party there, you have to understand the third party is just as important, if not more important than the patient sitting there. In terms of your communication.

Man: And you get to that too[?]. Why did they bring that third party? is to help with the decision.

Host: Exactly, but, you have to engage with the third party. Right? So if I ask a question in regards to, “Have you, you know, have you been experiencing any quality of life issues because due to the mobility? right? So if you get class 2, class 2 mobility have you been experiencing any difficulty eating, or chewing, or speaking, or anything like that? Right, and then let’s say it’s their wife say, you know, sometimes I’ve got patients, where the actual patient that was going through it. It just became normal to them, but their wife or their husband noticed it way before them. “Have you noticed a change, in terms of quality of life for your wife or your husband? Has this Mobility has kind of enhanced and progressed over time? Have you noticed anything just from an outsider’s perspective? And I want to get them- every question I asked the patient. I try to engage with the third party right afterward. Because you wanna know, kind of what team they’re on here. Does that make sense? You guys know what I mean, When I say like what team are they on? Are they there to empower this person to get help? or are they here to kind of make sure that this person doesn’t spend money? Because they usually kind of fall within two camps. It’s like, ‘Hey, I want whatever’s best for this person’ or ‘I don’t want them to freaking rack up a huge bill and that’s why I’m here to make sure they don’t spend a bunch of money. Right, or make sure that they don’t buy something that’s not necessary.’ Makes sense?

But if you have a situation where you have somebody in the room or they’re on speakerphone, if you don’t engage with them, you don’t know what they what they’re thinking. You don’t know what the agree with what they’re not agreeing with. And that’s why it gets very difficult, you get all the way to the end of the call and the patient looks at the other person like, ‘Okay, well, you know, we’re gonna talk about it.’ And it’s like, no, we should have all been talking about it the entire time. Makes sense?

So if you have somebody that’s not displaying any type of urgency you put them in two camps. Yes, they’re aware and they’re feeling pain points. No, they’re not. If they’re not, then we’re putting them in the future and we’re trying to gain grants on what were there to accomplish. What are we here trying to do? What does success look like? It maybe success look like, ‘Hey trying to proactively stop the progression. Right, fix the mobility issue. Stop the progression and create a long-term plan that prevents any loss in function.’ How that’s going to happen? That’s for the doctor to figure out. But does that look like success to us? Am I missing anything there? And that’s it. Go to the second 10[?] and get the CT scan and prep the doctor. Now- Okay, that’s Situation Number One.

Situation Number Two, They’re displaying no urgency, but then you ask about it and they are experiencing pain points. Okay? so you ask me and I say, I’m just minimizing the pain points and I say,” Yeah, you know, I can’t eat kind of- you know, I can’t really eat steak anymore. Sometimes solid foods are a little bit difficult, but I can kind of get by. I just kind of show them on there on the right side of my mouth. So it’s not the end of the world. But yeah, I’ve definitely noticed, you know, Loss and function but you know, it’s not the it’s not necessarily the end of the world.” So you have somebody that’s saying, ‘yeah, it’s a pain point’ but they’re minimizing the pain Point. Why would someone be doing that?

Man: I’d break[?] down the problem?

Host: And why?

Man: I’d break down[?] the problem. Could be, you know, well, usually fear or financially motivated, lack of information, I find this a big factor. Some people are afraid to ask for help or Solutions.

Host: Okay. So let’s say that you’re house shopping. You find a house and you go, “Oh my God, this is freaking, house is sick. I love this place. I got to buy it.” But you’re in front of the other realtor. What kind of traits do you display, in front of the other realtor?

Man: Poker Face?

Host: Yeah, you want the other realtor to think what?

Man: I’m not interested.

Host: Well, you’re interested, but you don’t need it. Right, you’re willing to walk away. Okay, so oftentimes when a patient showing- and a lot of times what they say guys, they’ll admit, ‘Hey, yeah, I’m having all these problems but then they’ll often say, listen, I’m just here to get some information at this point.’ You ever hear him say that? ‘I’m just here Gathering all my information.’

Man: Price shopping.

Host: Yeah. They’re typically in a situation, where they are they’re looking for the best price. And they’re kind of setting up for a negotiation. Does that make sense? Okay, so when you have somebody who says “Yeah, I’m having all of these issues. You know my goal here today is just to get all of the information, so that I can kind of figure out what’s best for me. So that’s kind of why I need just all the information, whatever options I have and all that stuff and you know, we’ll just kind of go from there.” Somebody tell me, what’s the strategy with this person? To create some urgency, to get them saying, “Man, I need to get moving on this right now.” Somebody that just wants the information. Is It another one that we seem to kind of struggle with?

Woman 3: I have a quick question. I actually had a consultation last week. She- we were her fourth office, and I went through the bundle and I told her everything that was included. And I tried to get information from her, and she was telling me like all the stuff. She gave me really good information. And
I was like, “did you have a budget that you wanted to stay within?” And she goes, “No, I want to see what you can come up with.” Because she told me she had been to four other places. So we go through whatever she knows. She needs hybrids from all the other offices and then we get to the third part and I go over the bundle with her and I show her the fee and she said, “I can’t go over 50 I can get this elsewhere.” And I asked her the question, I was like, ” Did you make sure that they’re including everything and all that stuff?” And she said, “Yes.” She was like, “You’re the highest office that I’ve been to.” What should I have done?

Host: It kind of depends on how that was going early on. Right? So, early on in the first 10, when she says- I mean when you’re first getting to know her and you’re asking about the pain points is that what she said? that, ‘this is the fourth practice that I’ve been to.’ Because typically, when you’re the fourth one, they kind of get right to the point. Is that how she was?

Woman 3: Yeah.

Host: So what did she say in the first 10, to get right to the point? Was she like, “Hey, I’ve already had x amount of quotes. I need a quote from you. I’m trying to decide which one I already know. I’m a candidate.” Like, how did the first ten go?

Woman: That’s exactly how it went. I went and did the CAT scan and she said that she hadn’t gotten a CAT scan.

Host: Okay. what do you want to know? What do you want to know? So it’s the first 10 and I say, “Hey, I’ve already been to three practices. You’re the fourth. I know that I’m a candidate. I know that I need dental implants. I know that I want zirconia. I know that I need like four to six. I know all of that stuff and I just need the information in terms of what I’ll get here. How much it’s going to cost? and we can kind of get right to it.” So what do you say to that? What do you want to know? Actually, what do you want to know?

woman 3: Well, I asked her why she didn’t move forward elsewhere when she got the fee that she was looking for? and she said she wasn’t comfortable with the practice and that she felt very comfortable here. And then when it got to the end, she told me that she wouldn’t go over 50, and she also told me that she wasn’t an idiot, and she wasn’t going to come into the office and tell me a number. She wanted to know what we could do. she was like, “You don’t go into a car dealership and tell them what you can afford.” And I was like, “Well you kind of do, but…

Host: It makes sense. I think, depending on what she was saying in the- and one question that I like to ask in that situation is, “Let me ask you, I mean you’ve been to three consultations so you kind of know how things work. You’ve done a lot of research. At this point in your journey. You’re kind of at the end right? You’re kind of like, okay. I’m going to make a decision here and move forward one way or another. Would you say that at this point of your journey- would you say that price is the number one most important aspect to you right now? Would you say the price is the most important?”

Woman 3: Are you asking me?

Host: No, that’s what I would ask her.

Woman: Oh, Okay.

Host: What do you think She would say?

Woman 3: Umm, I don’t think she would have told me.

Host: She kinda did though. When she said that, she didn’t feel comfortable with the practice. She said right there, the price isn’t the most important thing. Right?

Woman 3: Yeah, she did.

Host: So, there’re certain ways to frame this and set it up that uses their own psychology against them. The most direct ones, they’re fairly easy. It’s just that, the consumer side of their brain, continues to take over and it’s driving the dialogue. So what happens is everything becomes about the deal the deal to offer. What do I get? And how much am I going to pay? How long is it going to take? And none of it is in regards to the result.

Woman 3: Right

Host: And that’s where we all constantly have to have to shift the focus, because she’s already there. She just doesn’t understand it. Right, so I say “Hey, price the- would you say the price of the most important thing?” It’s going to get them thinking, some people will say yes. So if I say, “Yeah. I think at this point it’s basically getting the all-on-4[?] for the best price that at this point. I’ve already determined that’s what I want. So at this point, Yeah, you’re right. That’s the number one most important thing.” What do you say and you know that you’re on the higher end.

Man: I think you’re comparing apples and apples or apples and oranges here.

Host: Maybe, but it doesn’t matter. Because in her mind it’s apples apples. So that’s not gonna go anywhere. Again, it’s not true or false, or right or wrong, It’s perception. And when somebody’s in a consumer mindset, their perception is?

Man: They’re all the same.

Host: You doing all- everything’s the same regardless. That is the perception that they have at this point in time. So you already know what the answer is going to be when you ask that question. They’re going to defend their position. And you’re going to be opposing you’re going to wind up like this. Okay, so I say, “Yes price is the most important thing. What do you say?” I would say, “Listen, if price is the really most- is really the most important thing. I can name off probably ten places that you can go to get it away cheaper than any of these. There’s places that will go in and they’ll doing all four for 6 grand. There’s places in Mexico that you can go and they’ll do all them for for 2,800. There’s places in Honduras you can go and they’ll pay you they do all on four, just to practice on you. Right, if the goal is strictly to get it at the lowest possible price, there’s places that I can send you that are going to be way way lower than this.” And then I just shut up. Okay, how are they gonna respond to that?

Man: Probably the long pause [?]

Host: It’s trying- it’s making a point without finding yourself in opposition. Sometimes somebody that’s focused on something that’s kind of silly and they don’t know it, they’re not consciously aware of it. You can’t change their mind directly. You can’t. Sometimes you can just go with it, until they change their mind. Because if you say, “Look, if it’s all about just getting it for the cheapest price, there’s places you can go in Mexico. There’s other clinics. There’s there’s places that you can go with doctors that are that it’s actually free because they’re practicing. But you can get it all-on-4 for free. They never done one, but you can get it for free. So it’s all about price you can get one for way, way, way, lower price, than any of these quotes that you’re showing me, and I can help you do that it, you know if that’s what you want.” You see how I’m making a point there, where they’re going to be, “Well, look, I don’t want to go to Mexico.” It’s like, “Well if Mexico is the cheapest, why would you not want to go to Mexico? Why wouldn’t you want someone doing it, that hasn’t done it before? It’s okay. So what you mean is, ‘Hey, as long as I get the best result, as long as I get to achieve this result, I want the best price for this result.’ Is that what you’re referring to?” Make sense guys?

Man: Very much.

Host: You have to change their perspective and you have to be really careful about directly contradicting people when you do it. Especially with somebody that has the personality like you’re describing, which is like a straight ahead, no bullshit straight shooter, type of person. They don’t like that kind of thing and they’ll come right back over the top, like, “I’m not gonna give you- what do you mean give you a number. What do I look like, an idiot? You tell me your price, then I’ll decide if I like the price.” You say, “Hey, I can do it. Here’s the issue, you gonna have five different places, doing all for five different ways and all basically- a lot of patients, they’ll don’t- just assume that the results are all going to be exactly the same.” You know what I mean? You have to get on their team. You have to be there with the patient. I want to give you what you want. I want to give you what you want. If your goal is to get a lowest price possible. I’ll give you a way to get it the lowest price possible, but it’s way lower than all of these.

Woman 4: [Inaudible]

Host: That’s the first question, is price the most important thing? Okay. So after you asked that question, what would be the second question that you would ask? Second question I would ask is , “Okay What’s more important to you when it comes to all-on-4and let’s just talk about the price for a minute. Is it the initial price or the lifetime price of all on four? so all of these three practices? What did they get did it give you an idea in terms of what the lifetime price is going to be? What did they say that was that was going to come to?” Well, “I only got I got this one price.” “Yeah, but that’s just the initial price. So what did they say about the lifetime price of the of the procedure?” Now, how do you think she’s going to respond to that? What is she thinking? ‘The hell are you talking about? ‘And I go whoa. No, I’m sorry. I if they didn’t- so they are they representing that. Hey when you paid this one fee that you’re done forever.

Woman 3: Well, what if she comes back and says that they did, and it is lower?

Host: They said that it was just going to be one?

Woman 3: Yeah, she said everything was included she was getting zirconia and I asked her the question and she literally told me she didn’t wanna listen to me and that she couldn’t go over 50.

Woman 3: [Laughing]

Host: No. Yeah, I got it. So they’re saying that hey this is whatever 47,000 for the initial cost. But, did they give you an idea in terms of what the lifetime costs are what your cost is going to estimate say over the next five or 10 or 15 years? Because- what if I told you would you look at it any different if this were the case not saying it is but if this were the case, would you look at it? Any different? Let’s say you have three quotes like you do. You got one at 50 at 45 and one at 40? Okay, and that’s the initial cost. to get the initial treatment of the all-on4. basically have the surgery and lower[?]the teeth. Right? But let’s say that the 15-year cost for the Forty was actually the highest in terms of Your 15-year cost. Right? The highest was actually the lowest in terms of 15-year cost. Which one would be more important to you? The lowest long-term cost or the lowest upfront cost? You tell me which one is most important to you? Because- I mean you’re not going to believe that, right? you’re going to pay one time and you’re never going to pay again, right? So which one’s more important?

Woman 3: The long-term.

Host: You see where I’m going with this guys? You see where I’m going? a lot of times what you’re thinking is, ‘Hey, I buy this and it’s going to work forever. No issues.’ You know why people don’t go to Mexico because they at they pay six thousand dollars and then they deal with teeth that are broken. They deal with implants that are failing they deal with implants that are placed incorrectly and they’re constantly in the practice. If you have even one issue. You take time out of your day, you have to come in, you’re not doing something else. You’re not making money, you’re taking time away from work, you come in, you have to pay. Because people that charge on the lowest end of the initial fee. They don’t have any margin to fix anything, anyways. So any issue, it’s all a card[?] all a card, all a card all, all a card. Oh, we have to replace the teeth, It’s going to be x. Oh this implant has an issue have to take it out graph then place another one, it’s going to be y. So, that’s kinda bring[?] the balance here. Does that makes sense guys.?

Woman 1: Is our example a lifetime for us, because we have the warranty the maintenance visits and the [Inaudible] is like that how we’re saying that we do have the lifetime?

Host: what we’re saying is something that is done the right way and over-engineered is typically the cheapest option. And you’re only looking at one part of the treatment. So, what’s more important? The lifetime cost or the initial upfront cost? Because I’m sure that you’ve had the experience. I know I’ve had the experience, when you buy something you go, ‘Man I got a great deal on this but then you’re like, oh crap. That’s why I got a good deal on it because this house has problems. Oh, that’s why I got the car for that low price.’ If you see a Rolls-Royce on sale for $55000.You might be on the hook for some serious mechanical issues in the future, right? There’s always a reason it’s no different with this. So which one is more important? Because if the initials more important I can figure out a way to get you an initial situation. But the main thing is that, hey, long-term What’s the total cost? The total cost is directly proportionate to the to the outcome that you’re going to get. Right, so I’m always asking which one is more important, lifetime cost or initial cost? All I’m trying to do is get them to connect those dots. And nobody else is going to talk to them like that. Nobody. They want to say initial cost is the most important, cool, I can send you some places with way lower initial costs. There’s going to be more coming, you already know that. But if that’s the goal, I’ll help you with that. If the goal is to get the lowest lifetime cost right, then let’s figure out how to give you the best outcome. And even if that requires a little bit more upfront to over engineer it to prevent problems, right? Maybe we do a bar. Maybe we’re doing this. Maybe we’re doing that. whatever the situation is. Typically in this when we’re talking about all-on-4 over-engineering it, typically leads to the lowest lifetime cost that you’re going to get. Cost in money, time and energy. I’m trying to gain agreeance there. But doesn’t it make sense? It’s a logical argument to make right? But the seed that I’m planning is, oh, the cheapest cost, there’s going to be more bait and switch blah blah blah blah. If we really want to talk about low cost, we have to talk about results. Now if there’s a limit on initial, then there’s a limit on initial. And if we have parameters we have to work with, then there’s parameters we have to work with. But how we come up with our pricing? Our pricing is based on Lifetime cost, not initial costs. Because I can do it for you for way less initial. Right. All I have to do is cut out a couple things. You want me to do it for less initial? I just use different material for the teeth. We can get the price way down. But the lifetime cost is going to be higher. Some people go in they think it’s an all-on-four, but the teeth are made out of plastic, so they feel good, ‘Hey, I got this for 16 Grand.’ But in two months the teeth are chipping or they’re cracked and they come back in, they have to get a revision, and then they go back. Two months later, they come back in and get a crack they have to redo it. And then they’re there for half a day. They reprint the teeth. They got to stay in place[?] redo it again. Three months later, it happens again, and then they’re like finally, ‘Oh, you know what, we’re going to have to upgrade you’ and it’s another price. And before you know it, there are six visits in x amount of dollars. And then they end up upgrading anyways. The whole thing ends up costing way freaking more than if we would have just done it initially. Does that make sense? But the most important thing is getting on their team. You can’t sell somebody that is complacent and doesn’t believe that they have a problem. Okay? So if they’re not aware of the pain points, then you got to figure out a way to put them in the future. The best way to do that is to congratulate him on being there and being proactive. Set a goal. So what does success look like here for you today? To prevent this ,that or the other from happening and do it in the most efficient manner. Is that the goal? Okay, that’s what we’re going to do. And then you move on to the second 10[?] If they are aware of the pain points, but the down playing them and they’re talking about information then in many cases, you know that it’s going to be price but you always ask him. Hey sounds like you’ve done your research me ask you. What do you what was missing in all the other practices? I want to make sure this is your last stop. What was missing? Was it a feeling where you’re not sure about what the doctor was saying? You’re not sure about the price re not sure about this not sure about that. You know, what’s kind of the missing ingredient so you said, ‘That’s it let’s go.’ What was it? And ask him again yours always like what problem is it i’m trying to solve? Is it strictly monetary. Ask them. Would you say that price the most important thing to you? At this point in time, I almost want them to say yes. A lot of times. They will say no though. They’ll say well it’s not the most important thing but it’s important. It’s important, but not the most and sometimes they’ll say yeah. Hell, yeah, price the most important thing. Okay. So the most important thing is price. So you’ve got three quotes here. This is all on initial pricing. Did any of them give you an idea in terms of what the lifetime price is going to be? Because that varies dramatically from practice practice as does the initial prices you see here. What did they say about lifetime cost? Oh shit. You see what I’m doing there? I’m not opposing, I’m not opposing, but immediately they’re like, what are you talking about lifetime cost? They didn’t mention that. Well a lot of times when I think it’s with any industry, you know, when you have people that are trying to sell something, if your goal is to make a sale. Sometimes they make it sound kind of, as good as you possibly can to get the sale done. But the reality is, this is not it’s not a sale. We’re going in your mouth and we’re trying to create this specific outcome. So, not a specific outcome for one month. Not a specific outcome for one year, but we’re trying to create a specific outcome for prolonged period of time right? Is that the goal? Well, then, there’s a lifetime cost to it. But they didn’t go through any of that with you? Oh, wow. Okay, all of a sudden I’ve got their full attention. Makes sense? Because what that person saying is that they are a Savvy consumer and Savvy consumers don’t fall for bait and switch. But now, I sound like I’m on their side. You know what I mean? The assumption they’re making is that all results are equal. So that’s the epiphany I have to make them understand. Is that even though they all sell all-on-4 and the teeth are all going to be zirconia[?]. You could get completely different results from one practice to another. So your ability to make a smart purchase is directly correlated with your ability to assess, what the best outcome is going to be. What are the factors that determine the best and the lowest cost long-term outcome? What are they? Let’s talk about that. It’s these things, boom, boom, Boom. Boom boom because your initial cost is going to go up in smoke. You’re not even going to care about that afterward. Every time you have to come back in to deal with an issue, you’re going to be more and more in the hole and that good price, is going to get worse and worse and worse. Make sense? So, you take a Price Shopper you totally change their the Optics in which they’re looking at. What’s a good deal and you switch it’s go, ‘Okay. The best deal is going to be the best result. And how do I determine what results I’m going to get? I got the doctors experience over here, got the number of implants placed the stability, right? We’ve got the teeth. We get the maintenance plan. We’ve got all these factors that make up. What the lowest lifetime cost is going to be for all-on-4. Right, and ask them say do you know and this is something else? I’ll say again to somebody that’s really sure of what they’re talking about. I’ll say let me ask you, ‘Do you know- what do you think is the number one fastest growing segment in the implant Market?” They are gonna be, “I don’t know.” I’ll say, “Bailing an alien implant’s number one percentage-wise every year. It’s the fastest growing. That means implants that aren’t working that means implants with bone loss, that means implants with threads showing, right? Failing alien implants complications. That’s the fastest growing segment. Now, if everyone we’re getting the same results and all the results were good. Why would that be the fastest growing segment in Implant Dentistry? And do you think even one patient that bought the implants that are now failing, were ever told that?” You guys see what I’m saying? Again, I’m just trying to change their mind. I’m trying to change the perception that all results are the same in that the better results the lower cost. Even if it’s higher initial cost, it’s lower lifetime cost. But instead of explaining it and explaining explaining it you have to ask questions and you have to do it like you’re an advocate for them and you’re on their team.
Does that make sense?

Okay, and remember our goal is not to close on all-on-4. Our goal is to solve a problem for the patient. In order to do that, you have to identify what problem it is and you don’t assume that you have the solution. Your job in the first 10[?] is just to get clear on what the problem is, and give the doctor a solvable problem. Doctor figures out what the solution is going to be. That’s their job. Right the problem I give them is here’s the current state. Here’s where we are. Here’s how they see things. Here’s what we’re working towards here’s their level of expectation. You take it from there you figure out how to get from here to here and then you kind of help them from the communication, but that’s all we’re doing in the first 10. That’s why guys, the first ten, it doesn’t matter if it’s an implant consult or a cosmetic dentistry consult or a complex occlusal call. It doesn’t matter what it is. All consultations are the same. My consultation with a doctor is the same as your consultation with a patient. I go into the consultation figuring out what problem am I there to solve? Where are you with your practice? Where do you want to be with your practice? There’s nothing in my head going. Hey, this is going to be a TV campaign. Hey, this is going to be a website. Hey, this is going to be TCI. It doesn’t exist. Questions on that? You guys are just freaking dead today. Look at yourself. Can you guys see yourself? Like I see you right now you’re like spam like are they actually looking at me as if they are I’m not doing good with the mirror and matching thing. You know, right?

Woman 3: Hey. All right, it’s Lisa. I do have a question. So in this situation that she was in where the patient said. I don’t want to go under 50. I understand everything you said and I think it’s great. But how about if you want it to match that 50, 48, whatever it is. How do you go back to that without seeming desperate?

Host: Umm, well, the patient says she’s not gonna go over 50, but she didn’t give you a number to hit either. So the problem is what have you come to 50, right? And she wants to negotiate further. So the most important thing is that the bundle close works and you show her that we’re over-engineering it. It’s going to be a better outcome and it’s going to be a lower lifetime value. And that you gained some agreements. Because if she’s in the consumer mindset guys, if you allow this person to believe that all the results are the same then they’re going to go with the better. They’re going to go with the lowest price and you’re either going to meet it and do the case or you’re not and you’re not going to do it. That’s what’s going to boil down to. If I can change the perspective though, if I can change her point of view to saying hey, there’s something to this. I didn’t know there could be that there’s going to be additional fees in the future. So, how do I get the best upfront price and the lowest residual price? Okay, let’s talk about what the lowest lifetime price looks like because that’s what the best long-term result looks like. Here’s some of the factors and here’s how we’re going going to account for every single one of them in the treatment plan. Now, if you come if you’re coming in at 54 Grand or $53,000, right and at 50, you can get the case right then, you know, that might be well within the variance for you to get down to the 50, but if you’re at 65 and they are at 50, it is too far then you can’t even sell that way. You’re not even close enough. You have to make a completely different hitch and of completely different sale than everybody else in order for it to get done. Because you’re not going to go from like if you’re charging 25 Grand in Arch you’re at 50,000 for the mouth and they’ve got they’ve got a quote for 30 or 15 per Arch. It’s just too far away. So you can’t make the same sales pitch. They can’t sound anything like it because you’re not going to meet the price. So you can’t play the price game. So you have to play a different price game. Or you’re not going to you’re not going to get it done. But if you’re close enough, you still play the other price can write lifetime value best results is the lowest cost right? There are implant failures blah blah blah all that stuff and then you tell them hey, I’ve got some ways to make this extremely affordable and very very competitive without giving anything up. Right if there’s one thing we’re not going to do is we’re not going to reduce the price in Cut things out that will hinder the outcome because that’s just going to increase your long-term cost. So we’re not going to do that. But I think that I have a way to give you Great Value here and make you a really good deal to do everything at a pretty substantial discount. How’s that sound? Sounds good, blah blah blah blah, right and whatever you get known down you make the presentation at 49 5. If you know that it’s well within your your your budget. Sometimes you just change it on the bundle and you go for the close. And you say you know, we’ve got a better price than the competitors with an experience that’s better with an outcome. That’s better. It wins on all fronts is an absolute no-brainer and I was able to get this for you at sixteen thousand dollars off. No one else is going to do it. They’re just going to say hey, we’re cheaper but they’re not going to do all of the things that we’re going to do and you’re going to have a result that’s less than than ideal that’s going to require you to constantly be in your pocket. And that kind of thing is incredibly frustrating for a lot of people because they think it should be done when it- when they have the surgery, but it’s just not. So I think this is a no-brainer. And you just come in like over the top with something super, super compelling. So you guys know if you can beat the price or if you can’t beat it. If you can beat it, then beat it with a sledgehammer and get a yes out of them. And if you can’t beat it, then you have to change their perspective on cost in general and you got to shift it to Lifetime cost and show them how you are giving them the best and the lowest lifetime cost. Make sense? And not that it’ll work every time. But that’s how that’s how you sell big big packages. That’s how you sell big Services big products expensive things. It’s never about a price War. It’s always about something that transcends that which is usually a result or a feeling or an experience. cool? All right. Any other questions guys?

Woman 1: If we-, you were saying that if we put them in a box like the urgency and like they’re you know- What was I gonna say? They’re not the one where we put them in a box and we have to tell them about the future kind of like get them to think about it. But what if there are the other one where they just don’t have the urgency[?] because they’re trying to negotiate probably or not look like they’re, you know, desperate what do we do? How do we get them to that?

Host: That’s where you ask him if price is the number one most important thing?

Woman 1: Yeah, the same one[?]? Okay.

Host: Yep, is price the most important thing? and then it’s a yes or no. Yes, it is. Okay, I’ve got some places that you can go and get it way less. There’s places that you can go where the doctors are just starting off. There’re places where you can get this done maybe at a school, students can do it and it’s actually like free. There’s other countries you can go and get it for way less. So it’s just about finding the right price. There’s places you can go for get way less than any of these quotes that you have here.

Woman 1: Well, we never really got them out of like, we never actually got them to be urgent right like we just don’t even worry about that

Host: It’s okay, they have a lot of-, nobody is going to two or three or four consultations without a very high degree of urgency. They’re just putting on a façade like you when you’re bought when you see a house that you really, really, really want. You don’t want them to see that. So they have the urgency, they’re just not showing it to you and you see through it. Okay versus the other one. They don’t have the urgency there telling you like. No, I don’t have any problem eating not on- Hey, I was just here. They said I need to like A bunch of teeth. I said whoa. Whoa. Whoa, that seems extreme. So I wanted to get a second opinion that’s totally different. Totally different that’s a person you have to put in the future and that’s why I said what problem are you solving right and always start that situation with like championing their efforts to be proactive say, I think it’s awesome that you’re already here and you haven’t lost the function to eat and you’re not dealing with a smile where you’ve lost a lot of teeth and you don’t feel like you can smile anymore ninety-nine percent of the patients that come in here. They’ve already lost those things. So they’re way ahead of where you are, which means that you’re proactively taking action to prevent that from coming up in the first place, which I think is tremendous. It starts that way every single time with somebody that’s unaware because I want them thinking about hey, I need to proactively prevent these things. So what do I need to do to proactively prevent them is very different than hey. Just tell me what I need to do to fix my Mobility. Proactively preventing is like coming up with a full plan and executing on it versus treat this one tooth or that one tooth mentality. cool. We could do like a half a day on that type of thing. But if you’re going to if just remember anything from here, you got somebody with no urgency. Are they aware or not aware? If they’re aware and their downplaying it. You’re probably not the first consultation and if they’re downplaying it it’s probably because they’re going to negotiate ask if price is the most important thing and what was missing from the other consultations.
Host: If they’re not aware of it Champion him on being proactive and say 99% of patients have already lost these things by the time they get here you haven’t so that’s even better. And then you recap on what the goal is. So would you say the goal is to proactively look at hey, what can we do to stop the progression of Mobility? Because the teeth of just getting more and more mobile over time. So the first thing is stop it, the second is to fix it, fix the mobility and prevent any loss of function and you loss of Aesthetics in the future would you say that’s what we’re looking to do and we want to do that in the most time-efficient conservative manner that we possibly can. I mean is it does that it does that sound like what we’re trying to accomplish here? Yes. Okay. Boom go to the second 10[?]because you got to get the CT scan to see what, do they actually have to lose their teeth or not? There’s no reason going into anything else. They might be in a situation where it’s of restorative case are they only need one implant or something? Who cares right if we can accomplish the goal without extracting teeth. That’s better and if we don’t do that, it’s okay, but he’s still need to come out you send them to another practice. make sense? Yes? Cool. No? Awesome.

All right, guys. Hey, if you guys aren’t signed up for the June course, we’ve got we only have one boot camp this year. It’s in Vegas. There’s only one boot camp. The one in October in Orlando is like the end of the year full Arch growth conference would have a lot of like big celebrity speakers and a lot of different speakers and stuff like that. We do the awards and everything. But for the boot camp we only have one this year. So we’re going through a ton of new content like what we’re going through today. So if you guys aren’t signed up for Vegas, it’s at the Fountain Blue. Then there’s only one of them. So tell your doctor, yeah, Vegas baby, Vegas. We’re going and get signed up and I’ll see you guys there and you know, hopefully, You can attend but it’s one of those situations this year where you want to attend both if at all possible, but it’s the only boot camp we’re doing. So it’s going to be all new stuff. So bring the team, you know, it’ll get everybody fired up. It’ll be good for you guys. Okay? All right, guys Ed[?] go close. Somebody don’t let him get away with that price nonsense go get them. All right, bye-bye. See you guys.

[END]

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