The Closing Institute Monthly Coaching Call

February, 2022

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Man1: Hey guys, what’s going on?

Woman 1: Hi.

Man 2: Hello.

Man 1: Hello. What going on to you [inaudible]

Woman 2: Yeah. I can’t…

[indistinct chatter]

Man 1: Give me a couple minutes. Let everybody get logged on here.

Woman 3: Thank you.

Woman 4: Can’t be. It’s showing now, right?

Woman 1: I hope not [inaudible]

Woman 4: Okay.

Man 1: You guys been closing some arches or what? Selling some stuff?

Woman 5: I have.

Man 1: Have you, miss Vegas?

Woman 5: Yeah, I was so excited. I did everything. I moved. I went to [inaudible] and I got 50.

Man 1: Nice. Nice. Nice. Nice.

Woman 5: It’s always nice to go because it kind of reignites, you know, the feeling that I could do this.

Man 1: Yeah. Oh, well, I know you can do it. No problem. Just giving everybody a second here to log on guys.

Woman 1: Sorry, I need to call you back. I was doing our change of our house. I’m in this meeting.

[indistinct chatter]

Man 1: All right guys. How is everybody doing? Everyone doing good? Whatever. I’ve got you all muted. So it doesn’t matter. I’ll just pretend like everyone’s doing awesome. Got a good call that I want to go through with you guys today. Good consultation. I’m just going to go through the third ten, go through a couple things there. I know if any of you guys were in Las Vegas this past weekend, but we had a really really good course. And you guys in Las Vegas this weekend for TCI? Yeah. It was fun. Wasn’t it?

It was awesome. It was an awesome groove. Everyone did really, really great out there. Hope everyone had fun. I’m going to go through and give you guys like a little bit of background of this consultation. And then we’re just kind of review the third ten and we’re just going to review the clothes today and I’ll just kind of give you guys a little bit of background in terms of what happened during the first and in the second ten. But one thing you’re gonna see kind of write off right off the bat, I want to make sure, guys, before you guys sit down for the third ten, to present the financials, got to make sure we have one recommendation and that we know exactly what the pricing is going to be. It’s something that is a little bit cumbersome if you will. And some are a little bit clunky is when you’re kind of working out the numbers in front of the patient. In terms of what the financing is, and what this is, and what that is, It’s just an example of what I’m talking about.

They had a second opinion in, this is Dr. Connolly’s practice that a second opinion come in and they were already pre-approved through proceed from a different practice. So I think they were approved for twenty-four thousand dollars. So pre-approved, they came in for a second opinion, qualified, motivated, you had the husband, the husband was the patient, but yet the husband and the wife are there and all the urgency in the world. So they just really wanted to figure out a way to get this done. So the call actually lasted about and hour and a half. I’m going to show you guys some areas where I think this thing could have been done front to back probably within twenty, twenty-five minutes. Um, we did end up getting the deal done. But I’m going to show you a couple areas where I think we could have done a little bit better, especially on the close because these guys happen to be–, happen to have a lot of urgency and be 100% ready to go. But I think there’s a couple things that we can learn from this. Okay. Let’s see. I’m going to go ahead and share my share my screen with you.

Okay. All right. So keep in mind, husband, wife. They already kind of, knew what all on four was. They already had another treatment plan for it. Double Arch. They’re only approved for twenty-four thousand. Okay. Dr. Connelly just left the room. And now we’re going into-, into the third, the third ten.

I think one thing we could have done actually a little bit better with Dr.-, with Dr. Connelly also is just a little bit more clarity in terms of what exactly the recommendation is. They did a really good job to tell them, “Hey, you’re a great candidate. Everything looks good. I think we’re going to get a great result.” But they were just a little bit unclear as far as what the exact like, what was the prosthetic, you know? And exactly what was the recommendation? There was just a little bit of a lack of clarity there.

So I’m going to play this starting from the third 10. You guys are muted. But like I said, if you got questions, just type them in or just unmute yourself, okay?
Woman 6: I see you’re getting off.

Man 2: Cassie?

Woman 6: Not Cassie, her mother.

Man 2: [inaudible] That’s what Brian says.

Jenna: Hey, it’s Brian’s friends. Sorry about that. I was, um, checking the [inaudible] here. His doctor [inaudible]

Man 2: You got to spread the good news [inaudible]

Jenna: Yeah.

Man 2: Might be hurting business but the whole object is to make people smile.

Jenna: Exactly.

Man 2: There’s what my teeth are.

Man 1: You guys see what’s going on right now, like right off the bat. So, the doctor gave her a recommendation. We come back in. What are we trying to do? We’re trying to get their energy level. What? Trying to get their energy level up so we want to celebrate the candidacy immediately. You know, we don’t in my opinion, it doesn’t really matter what we need to input it into the computer here or there, like, the first thing we have to do is get these people committed and ready to go, right? We need to close the deal right now. So you want to make sure when we sit back down after they just got good news. That hey, you’re a good candidate, I think this is going to work really well. This is what we would do as soon as we sit back down one to try to celebrate the candidacy and try to get them excited, make sure-, make sure that they are excited about what the doctors recommending and make sure that they are also excited about the doctor itself. But a good way to raise anxiety, guys is to come back in the room without really seeing a whole lot and just start typing into the computer with no dialogue. Because what happens to the patient, they start thinking what? Who knows, right? They’re thinking, what is she doing? Or what is she looking out or what’s going on? So you want to make sure that you pay some leads. So the first thing, always that the main priority is communicate with the patient until we have full financial commitment, right? Paperwork can wait, input can wait, everything can wait until we have full Financial commitment from the patient.

Man 2: A lot of students too that were [inaudible]

Jenna: Really?

Man 2: You have no idea, huh?

Jenna: Really, huh? That’s interesting.

Man 2: Over the years, I’ve probably had Fifty-seven students at least.

Jenna: Wow.

Man 2: My friend Gary who has been [inaudible] circle of friends [inaudible]

Jenna: Yeah.

Woman 6: The room with full of [inaudible] It was crazy. [laughs]

Jenna: Whatever you say.

Woman 6: Yeah.

Man 1: This is why we have bundles pre-created, right? Like just exactly for this reason. If you have to go and input just to get a treatment plan, to print out for the patient. It’s just kind of awkward, right? I mean all on four is all on four. So in the vast majority of cases is one Arch, it’s two Arch. This is a hybrid. This is our Konya[?]. Here’s our-, our surgery with our provisional, are scaled option. Here’s a-, here’s our removable, whatever it is. Create the bundles. We have them in the folders. Whatever it is that we’re recommending, grab the folder and let’s go. Right? I mean, it’s like that fast.

Everyone is on a timer, right? With these patients. And we want to make sure that we’re, that we’re pacing and leading and being efficient here.

[indistinct chatter]

Man 2: Can anybody give me an idea of how long something like this last?

Jenna: Umm.

Man 2: Just a ballpark.

Jenna: It should last, I mean, the rest of your life. I’m not not sure on the time frame like exactly, but it’s basically…

Woman 6: Every fifteen years?

Jenna: Oh, yeah. For sure. No, it’s definitely going to last the rest of his life for sure.

Man: And that one right there, guys, that’s exactly why. When the doctor leaves, there are certain questions they might not ask the doctor just because they don’t know if it’s a-, if it’s a dumb question or not, but they will ask you if you give them the opportunity. That’s why we sit down, right? And we sit down, we look out, and say, “Hey, congratulations. It’s awesome. You know, you’re-, you’re a candidate for all on four, doctor seems to feel really really good about it. He’s super excited. You know, how do you feel? You know, how do you feel about the doctor? How do you feel about the treatment? You have any questions?” You know and just like get, you want, you’re trying to get a pulse. You know what I mean? Right? Any type of– any area in which the patient is uncertain is a-, is an area that we want to do a little bit of work before we present the financials. So really important to sit down, celebrate the candidacy, and- and allow them to- to interject. And if they–if they don’t interject in you look at them and you can see a little bit of hesitancy, then-then work on getting that out of them, right? Ask him a question.

You want to make sure there’s nothing holding them back on the treatment itself. Remember if there is-, if they’re not certain at a treatment or they’re not certain of the doctor, you know, it doesn’t matter what the financials are, right? They’re just not sure about that treatment. They’re not going to buy it. It doesn’t matter about the money. So always make sure we allow for those interjections.

Jenna: The system might know a little bit more on that. I mean, I can tell you that the zirconia is what crowns are made out of. The only thing that really fails a crown and decay. And you won’t even have to worry about decay with these because you don’t have your natural teeth. Really. The only thing that fails implants is not enough bone and. I mean, doctor made it clear that? Yeah, you know, that it was the one that was…

Man 1: Keep in mind when he asked that, it gives you guys a good opportunity to kind of reinforce how important hygiene is going to be, right? And that it’s going how long it’s going to last is going to be a combination of the way that it’s engineered at time of surgery and how well it scared for, right? And you always want to answer with as much certainty as you can. So those are questions that you want to make sure that you rehearse, you know. And we want to try to stay away from terminology like, you know, on a question like that, right? Like how long did-, how long should this last?

You stay away from terminology kind of like, “Well, I’m not really sure but you know, probably for the,” right? What is it– it just shows that–it just shows uncertainty, right? A little bit of lack of confidence in the response. It doesn’t instill confidence. And in the patient, you know what? I mean, so, you can absolutely say, “Hey, you know, this is over-engineered. We’re using the best materials that you can possibly get here. So, we over-engineer it and efforts to, to where you don’t have to do it again to where it can last for the rest of your life, that that is going to be contingent also on how you care for it. Just because it’s putting new teeth, doesn’t mean right that you can’t get peri-implantitis. It doesn’t mean you can’t get gum disease around me implants. It doesn’t mean that you can’t have big problems. If you’re not coming back in for your maintenance, it absolutely needs to be cared for if you want it to last as long as possible.” And it’s a really good time to rehash that and you know, I think that’s a really–a really good honest way to answer the question, you know.

You certainly don’t want to kind of dig yourself a hole and act like this thing’s going to last forever, period. Right? You know, they definitely need to know that they need to take care of it and maintain it also. The most important thing is how you answer it, you know, full confidence so that they feel good, you know. When we’re in situations of influence, like I said in Las Vegas, you know, it’s mirror matching the patient to get in rapport. Once we get into the sales process, you know, we’re going to we’re pacing and leading. So that patient got a mirror and match us. If I’m confident and I’m speaking with certainty, right, the patient is going to feel confident in certain. If I speak with no confidence, and I’m uncertain, and I’m unsure of what I’m talking about, the patient is going to be unsure. So they’re going to take their cues from you.

Man 2: Those are all the–they really happy [inaudible]

Jenna: All right. So this is going to be a little bit probably confusing to you. Let me move this stuff here. So since we do participate with-, it’s all over-, with Delta, like I said, I do have to put everything in and run the priory call it to Delta. They can give us up to thirty days to tell you what they’re going to be.

Man 2: I know [inaudible] it takes time to go through all these different procedures. I understand that
Jenna: Yeah. So, there’s that. Now, I only put the 4 implants on the upper and 4 implants on the lower in the treatment. Doctor does plan to do 6, um, upper more. We just don’t charge for six. He just kind of does it as complementary. Yeah. Yep. So that being said.

Man 1: All right. So what just happened there? We just gave a discount without what? Without showing that it’s a discount, you know what I mean? So whatever–what she just said is going to go in one ear and right out the other. They’re not going to remember it, right? They’re going to hear the price and the price is the price. They’re going to look at it like a retail price. When, I mean in reality, right, I mean they’re getting 6 implants and-and paying for 4. So that’s that’s a third off right there. I would much rather see the full price, right? That’s the whole point of the bundle.

So the whole point of having a- having the bundles done ahead of time, right? You got the full price of what the treatment is, and we go through the whole price and then, right, then we–then we take it off. So that the patient sees it, they’re getting a lot of value. If you give a discount without showing it on paper. It doesn’t help you at all.

Jenna: This one here is what our best estimate that what your treatment would be. Now, I’m not sure why this is saying 1183, because you do have 1,500 for insurance. And so typically what we do with Delta is so if you didn’t have Delta, we do this in a bundle. And we– the price of the bundle is 35,000. With Delta, since we participate with them, we try to get it as close to 35,000 as possible. So that’s something that, you know, Lori will submit, you haven’t met Lori at she’s up front. She’ll submit it to them and work with them to bring it down to the 35,000 price. But this is going to be kind of what you’re looking at is 35-ish thousand dollars.

Woman 6: That’s almost 37-ish. So what…

Man 2: We’ll we do have a problem with that. That’s the ballpark that they’re working on. There might be some things that take another with that, there might be some
things that [inaudible] But that that’s the area that they are working with right now in terms of a base.

Jenna: Yeah, I wish I could tell you exactly here but what Delta, they don’t do that. So…

Man 2: Exactly, I understand.

Jenna: You know how insurance companies are.

Woman 6: But if you…

Man 2: So, what are we looking at in terms of the buying and [inaudible] here, what we need down to get this thing?

Jenna: So-, so typically we pay for– we have patients pay for it upfront. We have had it where doctor is willing to kind of split up like let’s say for your surgery day, you know, you put down $20,000 for the surgery day. Then at- when we start the final delivery process is when, you know, you can put down the rest. If that makes sense. So we have split it up in ways like that.

Man 1: Right? So a couple things here. Number one, with that whole without whole insurance thing. Okay. If you guys are participating with insurance and you’re, like they are for Delta because it’s on a full Arch. It’s not going to be your first full Arch. If you know you’re going to get them somewhere, close just present the price of the bundle. Present the price of the bundle, and then go back and forth with the insurance company later, in terms of what the exact price is going to be. And then reimburse the patient the balance if you need to, right? We have to make this simple. The more–the more problems or obstacles we create or what it come up with confusions, right? Like points of uncertainty. You know what I mean? Like right now, they don’t know what the price is. That’s never a great thing. Right? We’re not, hey, this is the price.

We’re going to work it out with your insurance company later, right? We’ve got-, we were Delta all the time. We participate with them. We can get the fees as close as we possibly can. You know, in the event that- that it’s more, we’ll just balance, you know, we’ll just refund you, right? Whatever the difference is. You know, if they pay maybe a little bit more, whatever the case may be, we’ll just refund you Whatever the difference is, but we’ll work it out with them. But this is about what, what you’re looking at here. You’re going to be looking at boom, boom, boom.

Okay, I want to give them the price and deal with the insurance later. Dealing with it in front of them poses a real challenge. And there are some people that will not move forward at all until they know the exact price. Although we’re only talking about a possible spread of maybe a thousand to fifteen hundred dollars here, you know, over whatever 30, 35, is that what it was? 37–37,000. That’s number one.

Number two, and it’s, all right, what’s the deal with like the financing? Remember, these guys came in pre-approved, okay. So they were–they were pre-approved with-, with proceed for 24, right? Yeah, so they were pre-approved for proceed for 24. So, if they’re pre-approved for 24, if they want to use the 24, just pay the balance, right? Super easy, right? You pay 13,000, right? Finance the rest. It’s just a matter of how long you want to finance it for and you’re done. And I can get this done in a couple of minutes. That’s it. Like, it has to be easy, easy, easy.

The more options, we give them, the worse off. First off, it’s going to take significantly longer, right? When we’re putting everything in their–in their hands. Secondly, you’re going to make them think a lot harder, which isn’t good. And in third, we could risk overwhelming the patients, right? Giving them–almost giving him too many options, too many things to think about, and then they’re looking at it going, “You know what, let’s kind of like take a second here and-and just kind of regroup and digest all this and figure out, you know.” That will give them time then they can figure out what the insurance is going to pay, what they’re not going to pay. We’ll figure out the financing, how much we want to put down, you know, they’re saying they need 20% down. We’ll just kind of just give me a day to figure all this out and it’s like, oh my gosh. That didn’t happen here, but it can definitely happen super easy in a situation like this.

Jenna: I know that you guys got approved for the proceed. And it looks like for $24,112, up to that amount. So we can also work with this if you like.

Man 1: Guys, if you have somebody that comes in pre-approved with a second opinion and you know, they’re pre-approved for 24. I’m going to show them that bundle, right? If that bundles coming down to 37. I’m going to show them the bundle. It’s a double Arch, it’s 52,000, and it includes everything. All your maintenance, it includes the provisional, it includes your Konya bridge, it includes 6 implants, this, this, this, by car blah, blah, blah, warranty, everything, right? Let me show them, this is $52,000. Now because of the volume that we do and because of the scale, the practice, or the in-house lab or whatever the deal is, right? We’ve been able to save a substantial amount of money on cost. And what we’re going to do is pass that cost savings on to you, right? So the fifty-two right or the fifty is not the fifty anymore. Okay?

The fifty, I’m going to show you exactly what you get included for free at no additional charge when you move forward. And we start crossing things off the bundle, bring the fifty down to the thirty-seven. Okay, fifty down to thirty-seven. So it ends up being about a 13-thousand-dollar discount right off the bat. Right? So your thirty-seven and then I will put minus twenty-four because you’re already approved. Leaves a cash balance of thirteen. Underline. Done. Easy. How would you like to pay for that? You know what I’m saying?

Right, like forget all the rest of it. You have to like, you have to have it very– you have to have it clear in your mind, how we’re going to close and you got to know the numbers like this. You got to know that and you can’t sweat stuff like a couple hundred bucks either way, right? Say the insurance doesn’t pan out the way that we want and we lose a thousand dollars, whatever we lost, the thousand dollars, you know what I mean? They’re still paying thirteen grand down. They got proceed, you’ve got a dollars room negotiating, bargaining room anyways in a case like that.

So the most important thing is I have it clear. But if I have financing right, I’m putting it on there. I’m going to subtract it from the total of the bottom of the bundle and then leave them with a cash fee. Because I want to see if they can pay the cash, because I know that that’s going to be, that’s my biggest hurdle. It’s not necessarily what type of payment they want because they’re going to have options. They’re already approved, but they’re only approved for twenty-four. So what I have to do now is closed on thirteen and see if they have it. If they don’t have it, right, then I’ve got to come up with something, you know, then we have to start troubleshooting that. If they do have it, then I’m going to close right now and see how I can get the thirteen and then we’ll deal with the payments. Right? Why even go into the payments? Who cares what payment and if they don’t have the 13? What’s– what is the matter? You know what I mean? It don’t have the– So, deduct that right from the bottom of the bundle.

Jenna: So let’s say you do pay the 20,000 cash and then you want to finance the rest. I can type in here like 15,000 and you can see what your monthly payments would be.

Man 2: Let’s see what we got.

Jenna: It’s just there’s so many different options and ways to do this, so.

Man 1: And you got to know your numbers like this, right? Twenty thousand and thirty-, twenty thousand cash out of thirty-seven is not 20% what she said, right? Usually, put 20% down now the rest later whatever that was. It’s not even close to 20%, it’s like 45%.

Jenna: My computer is going really slow in this whole thing. I’m not sure if it’s working. So for 15,000 for this, for sixty months [inaudible]

Woman 8: [inaudible]

Jenna: It can be $272.71. For forty-eight months, it’s 432.75. Thirty-six months, it’s 534.72.

Man 2: [inaudible]

Woman 6: [inaudible] Oh, and so we can just use the payment that is saving in this–use that and just use that to pay that instead of. Because the charges is more [inaudible]

Man 1: See this? You get caught in the weeds. This is already, it’s kind of a miracle we closed it, right? Because there’s like, some land mines that we stepped in here. We stepped in the Insurance landmine, right? Gave uncertainty regarding the price. Now, we’re stepping in financing interest payments, landmine, and we haven’t even closed on the treatment yet, right? We haven’t even closed. I don’t even know if they have the cash right now.

So if they don’t have the cash, all of this could change, The whole treatment could change. We might have to change it from a double Arch, down to a single Arch if they don’t have the cash. And then redo all of this all over again. So you want to make sure that that, again, that’s the whole point of that sales process is to move through the close and move through the dialog as efficiently as possible and try not to spend your time in areas that don’t impact–that don’t impact the close. specifically areas that can create confusion or uncertainty.

Woman 6: [inaudible]

Man 2: Right.

Woman 6: Even if we did that, we’re…

Jenna: Yeah, and there’s no– you can pay this off early too and there’s no, there’s– they don’t get– there’s no penalty fee. You do have to pay the interest.

Man 2: Right, this is simple [inaudible]

Jenna: Yeah, you have to pay. Once you sign, you don’t get any break if pay early for the interest here, if you pay all the interest.

Man 2: Well, there is a break I think.

Jenna: No, I read this. They–they make you pay all the interest even if you pay early. That’s what this does.

Man 2: Well, then you’re better off taking them to go through…

Jenna: The least amount of time, wouldn’t it?

Man 2: When they know you’re actually better off the longer, your money actually works with your interest rates.

Woman 6: It’s the same.

Man 2: Exactly. So even with a whole lot extended the amount of time…

Man 1: So these things can get crazy. Okay. When all of a sudden you like, what’s happening is she’s lost control the dialogue, completely lost control of the dialogue, where the patients are kind of going back and forth, arguing a point, you know. Is there a prepayment penalty? Is there not a prepayment penalty? We pay all the interest. Yes. I think I read it. Oh, no, it’s like this. Hmm. We want to definitely know the financing well enough to where if there is any point of confusion, you can stop him real quick and clear it up and then direct them to where they need to be. You know, what I mean? Bottom line is, they’ve got approved. We’re going to be able to have a low affordable monthly payment. But still, we still, haven’t gotten to the bottom line to find out if they have the cash to put down today because they didn’t give they didn’t get fully financed.

Man 2: It’s the same interest for you. So the interest is compounded [inaudible] it’s same amount of money if you’re wondering in terms of [inaudible] So they want to take you on the biggest risk here. [inaudible]

Jenna: And also let’s say that you guys didn’t want to do it in full, if there’s any, you know, if with the insurance, if there is any reimbursement or anything like that, we would always be able to reimburse you guys.

So let’s say you did pay the full almost thirty-eight or thirty-nine and you wanted just to, you know, get this really going, we could do that. And if there–once we send it to the insurance, we get exactly what they’re going to pay for. And there is a reimbursement, we could reimburse you guys. You guys can put it straight towards proceed finance.

Man 2: Right. I don’t have the entire amount available right now.

Man 1: They typically don’t apply for financing. I’m going to say every time but they typically don’t apply financing if they plan on paying in cash, right? So they applied– they applied for a reason, they got approved. So, they’re probably not going to pay in cash when that happens. But also you guys I want you to really pay attention to this because I see this on a lot of videos and this is where you got to watch your videos and listen–and listen to-to your delivery when you’re speaking. You guys have to be able to-to grab that-that dialogue right by the neck and control it, right? And move the conversation where you need it to be. And you can only do that by really knowing your stuff and by cutting and by using a tone of certainty and-, and enthusiasm, right? So you have to really be sharp with this stuff. If you start talking about numbers, if you’re one of those people were like, there’s some people that just say, hey, you know, I’m not really good with numbers, well, you need to get good with numbers, right? Especially on your full Arch products, right? The numbers of the numbers. And if that means you got to take, you know, five or ten minutes before you come back in the room to make sure that you get straight on all of the numbers, do that so that you guys have it like this.

You want to be sharp, you know, and you want to try to make sure, if you watch the video back, like the coaching I would give here is she just doesn’t sound sure about a whole lot. You know what I mean? she doesn’t sound confident about a whole lot. She’s got two people that are really motivated right now. That’s what she’s got in her favor. But this is the part where you guys want to watch and you know, you can’t see these things when you’re doing it. You have to watch it later, you know, your mannerisms and your tone and how you sound. And you know when you answer questions, did you answer the question with conviction? Are you pacing and leading? Are you controlling the dialogue? Or is the dialogue kind of all-out here? You know what I mean? You really want to pay attention to that on the sales calls.

That’s some of the stuff, I mean when I watch myself whether it’s speaking or I watch one of these videos back, those are some of the things that you’ll look at in different parts of the lecture or the–or the training just to kind of critique yourself. So make sure that you guys pay attention to the videos in terms of how you sound, how certain do you sound. When you sound certain, they’re not going to worry. They’re just going to go. Okay, that makes sense. They’re just going to follow you. Right? And you’re going to direct them right down the line. It’s going to be efficient. They’re going to be happy. They’re going to feel like the whole thing was easy. It was no problem. And you’re the best person ever, right? You just made it super easy. If not, they’re going to start sidebars talking about this or that and it can just really get, it can really get scary.

Jenna: Okay, you’re talking cash right?

Man 2: Right.

Jenna: Okay. So how much cash do you have to put towards this? Or would that you would want to put towards this?

Man 2: At least 15,000 right now.

Jenna: Okay.

Man 2: At least.

Jenna: Okay.

Man 2: I’m not gonna look a little bit more than that but 15,000…

Man 1: Fifteen does it. Because we started at thirty-five-ish and we went to thirty-seven, then I heard her say thirty-nine, right? So we’ve kind of moved from thirty-five to thirty-nine. That was thirty-seven, which is thirteen, thirty-nine, fifteen, right? So, again, if we had the bundle, went down, right? Less the twenty-four. These are the cash balance of fifteen. How would you like to pay for that? Hey, I’ve got that in cash. No problem. All right, cool. When can we get you scheduled? Bam, it’s like done. And then the whole conversation, just about how you’re going to get the fifteen. But still, you’re still going to run on. They’re still going to sign for the treatment. You’re still collecting 24,000. They’re going to bring the fifteen with a cashier’s check like done. Easy, easy, easy.

Man 2: I can’t keep right now, ready to go.

Jenna: Okay. So, let’s say that it was. And I’m sorry, with Delta down, I wish, you know, if you didn’t have Delta, you could come in here. We can give you an exact number, but unfortunately, with Delta, we participate with them, which is a good thing because it does bring down your fee. But…

Man 1: If you participate with insurance is your problem. Don’t make it their problem, right? Ballpark it and then you guys figure it out. Right? And if that means that you lose a little bit later, it doesn’t matter, right? But you’re going to– that is like such a good way to get a patient to wait. Such a good way, right? Over nothing, you know what I mean? And maybe if it’s like, if it, maybe it’s your first time, you know, dealing with that insurance, but if you’ve been participating with Delta, you know, you can, you’re going to have a good idea of what they’re going to do, what they’re going to pay, how that’s going to pan out with full Arch fixed. Full Arch fix is pretty much the same way every single time. So you should have a really good idea. And really make it easy on the patient. You guys deal with that stuff later.

Jenna: There’s a [inaudible]

Man 1: Got it. Sorry, we got a quick question here. Yeah. So when the patient’s arguing back and forth regarding having to pay the full finance, fully even if prepaid should have jumped in and said there’s no prepayment penalty. Yeah. Yeah. Yep. So it’s exactly what I would have done. I would have just put in the ease and just kind of corrected that situation.

Hey, guys, if you ever run into a situation where you’re not sure, right? Then you want to make a phone call to proceed right after, you know what I mean, and learn. Because there can be, with finance, there can just be some goofy situations sometimes, you know. And you might not always be sure. But that’s where like, your critical thinking has got a kick in. And you’re like, “Okay, I don’t know this and this. But how about this? Let’s go here. Do it this way for right now. I’ll do the back end, work on that. If that changes anything, I’ll just come in and retro change it for you. Right? But it’s not going to be much either way, I’ll take care of that stuff. Don’t worry about it. Let’s get this done here.” And you just have to be able to, to redirect them, to make it easy to make them feel good that you’re going to take care of it.

Woman 6: [inaudible]

Man 2: Okay. Is there another insurance company that I should go for?

Jenna: No, I mean your insurance is only going to pay up to the yearly amount.

Man 2: Okay.

Jenna: So the 1,500 would be the amount put towards for the year. We don’t participate with other insurance companies but Delta. So it really is a benefit to you.

Man 2: Okay, so like that. Very cool.

Jenna: Yes. All right.

Man 1: Guys, if you’re participating it’s like the patients getting even more of a discount you… right? So, if let’s say the bundle for double Arch, let’s say it’s $50,000, and you would normally reduce that down, let’s say to 40,000. And if they were participating with Delta Dental, maybe those fees are a little bit lower than what you’re used to paying, right? That’s an added benefit. So you say look, it’s $10,000 off here because we have the in-house lab and everything else and you’re also going to have another added benefit because you’re-, we’re the Delta Dental provider and that’s going to save you about $3000 off treatment, right? Or 1500 or 4,000, or about whatever the difference is between your retail fees and the–and the provider fees, right? That they mandate. And you guys should have that kind of figured out ahead of time. That’ll make it easy. And then that’s just an additional benefit that they have. Then subtract the amount that they’re financed for and then, whatever there are left for cash. That’s what you close.

But no matter what even if they have to get that, even if they don’t have the money right now, they don’t have a check or a credit card right now. If you have to go get it, it doesn’t matter. I’m closing with 24,000 today, right? So you say like we’re, you know, we usually need 20% down. She’s already–you already have more than 20% proof [inaudible]dollars. It’s this is like–this is done. Like fried chicken done.

Jenna: And I just did the highest number here that it says, is 38,100, which I don’t think it’s going to be that place but I can’t guarantee you unfortunately.

Man 2: Um, exactly. Right. But that could…

Jenna: Yeah.

Man 2: All these procedures does it.

Jenna: So then if you minus the 15,000 cash that you would pay, it would bring it to the 23,100. Now, this is without any of the 1,500 insurance that you guys would get to. Like I said, you know, if you wanted to get started on this, probably sooner. It would be a little bit more up-front. And then you could take the reimbursement put towards the proceed finance, if that’s what you guys.

Man 1:So, I just want to point one thing out to the way that this close is going right here, you can tell. When she was in the first 10, the first 10 went really well, and she sold this like crazy. I mean, these people, they have complete buy-in, complete urgency. They’re like ready to go. So even if you run into some snags, sometimes in the second or the third 10, if you can gain their trust in the first 10 and do a really, really good job kind of creating that vision listening to the patients, sometimes emotionally, they’re just already there. There’s just little things here that just kind of run the time out, you know what I mean? Like, 1 minute turns to 5, 5 turns to 10, 10 turns to 20 type of a thing, where we could have probably been finished with this. But I just wanted to point that out. You know, that had the first 10 not gone well, I’m not sure that we would have gotten this done. And this is a deal that she was able to–she was able to close here. So it just shows you how far you can get when you build a good relationship right off the bat with the patient.

Jenna: So then let’s do this?

Man 2: What’s going to take it a while? I figure all this stuff [inaudible] in terms of the financing, the schedules, that [inaudible] when it’s going to be. Except for the payments. So [inaudible] should know more.

Jenna: Yeah, I should know more.

Man 2: But we’re guaranteeing for the 15 right now?

Jenna: Yes.

Man 2: The way that goes. So I think we can count on this as a “Let’s do this.”

Jenna: Okay.

Man 2: Okay.

Jenna: So let me go talk to the doctor and kind of let him know what we came up with. And see if he has anything else to suggest or anything.

Man 2: Okay.

Jenna: And we will go from there. Like you said, okay?

Man 2: Thank you so much.

Jenna: Yeah.

Man 1: Uh, that’s a good question. She asked if they were approved under another office, can we accept it? No, but what you can see is that they’re approved and then you got a rerun them, right? So that the loan is due under your practice. So you just re-run it right through your system. One second. I don’t want to miss this last part here.

Man 2: Okay. What’s going to take it a while to figure all this stuff out, Rebecca, isn’t it? In terms of the financing the schedules, that amortization right? When it’s going to be? So for the payments. So, I’ll talk to management. And they’ll know more.

Jenna: Yeah, I should know more.

Man 2: But we’re guaranteeing for the 15 right now.

Jenna: Yes.

Man 2: So the way that it goes. So I think we can count on us as a “Let’s do this.

Jenna: Okay.

Man 2: Okay.

Jenna: So let me go talk to the doctor and kind of let him know what we came up with. And see if he has anything else to suggest or anything.

Man 2: Okay.

Jenna: And we will go from there. Like you said, okay?

Man 2: Thanks, Rebecca.

Man 1: Okay, so look. Jenna gets it done right here and–and they get the patient closed. There’s some things I think while after Dr. Connelly left the room. We know what we’re going to pitch. We know they’re pre-qualified for-, for 24,000. There’s some things that we can do, figuring out how to get everything into the bundle to make it easy to kind of bypass the insurance issues. Re-run them through proceed, make sure that they’re–make sure that it comes back good. And then just go ahead and go right through the close. Because, like I said, I mean, she did such a good job in the first ten. They did a good job in the second ten. But this happens sometimes. When variables start to get thrown in, like she said, Jenna said, hey, you know, if you were out of network, right, I would just show you a bundle and we would kind of be done, you know. But whether they’re in-network or out-of-network, we have to try to provide the same experience for every single patient and you want to try to close with the same amount of efficiency.

So it might just require a little bit more prep work upfront, but we want to try to make sure that as much as we can, the close is really consistent, right? That way you come in, it’s the same thing. Come in, celebrate candidacy, awesome, you’re a candidate, so great. How do you feel? How do you feel about the doctor? Blah, blah, blah. Great. Let me show you. Here’s what we’re going to do. First. Second, third. First, this is this. Second, this is this. Third, this is this. Right?

Now, let’s go into some of the, let’s go into some of the numbers. I’ll show you how much it’s going to cost, right? You grab the bundle, you go through it, boom, boom, boom, boom, boom. You show them retail MSRP, show them less the discount. So we’re taking the first step in a negotiation. Okay. They feel really really good about the deal. We say you’re already pre-approved for financing. So let’s go ahead and reduce that down. it leaves you with a cash balance still of 13 Grand, 15 grand, whatever it is. So this is going to be super easy and I can get you scheduled probably within the next couple of weeks. Maybe even next week. I’ll try to–I’ll try to move some stuff around but how do you want to pay for the cash balance? And then you just go right in for the close. Right? Because if they have no money for the cash, well, now we have now, we have a problem that we have to solve. Whether we’re going to accept installments for it, you know, or whether we’re going to, whether we’re going to change something. Makes sense?

And that’s like, a straight line. And it’s like this. It just takes a little bit of practice and anytime, you know, you can feel it. You can feel the energy when you’re closing and all of a sudden, something comes up. Like, you know a curveball comes in and you’re like, “Man that’s kind of inch– that’s kind of weird.” And it throws the close off a little bit. And then all of a sudden, another one comes in and another one comes in and you just start to lose the energy and it starts to just kind of get a little bit confusing. And a good word of–a good rule of thumb, if it starts to get confusing for you guys, it’s super confusing for them.

So anytime you feel it, starting to get that way. Anything we can do to say, “You know what? Let’s table this for right now. At the most, what are the insurance is going to be? It could be plus or minus a thousand dollars, right? But listen, if it goes over a thousand dollars over, what I’m telling you, I’ll talk to the doctor and I’ll just write it off. Right? If it’s a thousand under, then we’ll just reimburse you, right? Just to make, just, I’ll deal with that later. You know what I mean? We’re going to call Delta, we’ll figure that out. But don’t worry. I’ll make sure that it–there’s no overage. So you’re not getting balance bill. Does that sound fair enough? Okay. Cool. Let’s move right on to this.” Bam. And you just figure out a way to triage those problems and make a–make something that could cause an issue. Make that go away, you know, because right now it’s like man, there’s 37,000 and this is a done deal for all practical purposes.

They’re already approved for two-thirds of the total. So I mean, this is 37,000 that could be and we see it all the time, you know, Jenna got them here so they closed. So it all worked. But I’ve seen them to where it was a 35, 45, 55, 65 thousand dollar deal because of the insurance or because of the interest on the finance, we didn’t close them. We lost them, right?

So if they have a problem with the insurance and the insurance max is 1500 or 2000, what do you do? No problem. How about this? I’ll deal with the insurance. I’ll get you, get you back whatever it’s going to be. I can’t say exactly what it’s going to be about how about this? I’ll go ahead and pay you the insurance right now and just–let’s just take $1500 off the top. Because you can’t put 37,000 or 50,000 in jeopardy over $1500, right? It costs you more than 1,500 dollars in marketing to get them closed. Again, somebody else, you’re already out that money, right? And then you’re not even guaranteed it’s going to close. So you’re already out, right.

Same thing with-, with interest. If they don’t like the interest rate, they think the interest rate is too high. Ask them what kind of interest rate they were–that they were anticipating? What interest rate would they like it to be? Well, it’s at 12. I’d like it–I would love it if it was at 7. You know what I mean? Okay, great. Listen, how about we do this. At 12 you want to be at 7. How about I just pay 3% of the interest rate right upfront. I’ll just take three percent of the total, get you down to 9, right? A little bit from our side, a little bit from your side, and then you don’t have to look anywhere else. You already approved, some stated income, there’s no papers, you don’t have to go to the bank, no tax returns, just easy, and I’ll just take care of 3% of the interest. That sound reasonable? Let’s do that. Yeah, make it easy. Gotcha. Bam, right off the total. Done. Right?

So, that’s where the, the practice here. And what we will really help you guys is watching the videos. Any snags that you see, always think, hey, what could I have done to smooth that out? And that’s the whole goal of videotaping it. It is just to make sure that we’re continuously streamlining it. Any snags in the process. Any part that becomes a bit clunky. Anytime you get hit with a question where you may not answer it with a high degree of certainty. Those are all areas that we got to practice and smooth out, right? Because you can take an out of something that’s done an hour and a half. We got it closed, but I guarantee you, Jenna can close that in 30 minutes. She can close that in 30 minutes for sure. There was just a couple of curveballs here that kind of throw it, throw the tempo off.

Okay. Does anybody have-, have any questions in regards to this, does it all makes sense? Have you guys had any-, any of the issues with insurance or interest or anything like that, that has forced you to go away from the bundles?

Lisa: We had two cases. This is Lisa from Pennsylvania. They actually got accepted through courtesy that and then they didn’t like the interest rates at all. And I was explaining like you did that these are non-conventional loans. You’re not going to get the same interest as a home. So they left and then they decided to go and get an equity loan through their homes, which takes a couple weeks sometimes to come through.

Man 1: Yeah.

Lisa: So, both cases. One of them just called me back. He said my home equities approve, I’m following through. But I had to wait to see if it was really closed or not, because it took a lot longer.

Man 1: That’s why I after you explain, right, that is a–it’s an uncollateralized loan, right? It’s off-stated income. No papers. No collateral. They’re going to be higher after you say that. Saying, you know, all that being said, what type of interest rate were you looking for? What type of interest rate, do you want? Right? Right now, you’re at 10 or 12 or whatever it is. So what kind of interest rate on something that’s–that’s uncollateralized, right, that’s on stated income. What kind of interest rate would you want? There may be something I can do to help and just save you a bunch of time and energy of running around town, trying to get–trying to get a loan. And see what they say, you know what I mean? Because sometimes, they’re at 10 and they’re like, well, I would really like something like 6. So we’re talking a four percent difference here, right? So a lot of times, I might take 2 percent or 3 percent right off the top, meet him in the middle. And then I’ll tell them, listen. I’ll take this as a mean, the middle of 6, that way you’re happy. You don’t have to run around town. But also if you do still want to go to your bank and look at a loan, there’s no prepayment penalty. So you can always get this done now, I’ll get you scheduled, you’re taken care of, and if you happen to go to the bank and get another different type of a loan with a lower interest rate. Just take the loan out, pay the balance and you’re good. But I’ll just pay this right now and take it right off the principal and just save you the headache, right? That’ll be easier. Let’s do that.

That’s it. Watch how many of them just go? Okay. That’s fair. What are they going to say? It’s not fair? I’m saving you time and I’m giving you what you want. You just need to know how far apart you are on the interest rate, right? If you’re 14, and they want to be at 3 then, right? I have to kind of make sure that I do a better–a little bit better job explaining that 3% on this type of a loan isn’t something that is ever going to happen. Right? That a really good rate here, right? 7% is a good rate, 6% is a good rate. I mean 3% is like, you know. 2%? I mean, come on. Right somewhere around 6 or 7. And then still try to make a deal and still tell them, you can still go to your bank and pay it off with no penalty. But I’m doing everything I can do to try to get a commitment from them right then.

So try that next time, Lisa. Try asking them, “What type of interest rate do you want?” And then try negotiating there.

Lisa: Thanks. I forgot about that one. Thank you.

Man 1: No problem. Remember, interest, insurance? They’re all money objections. And we handle all the money objections the exact same way. “Oh, that’s too expensive.” “Really isn’t more than it’s more than you thought? Well, tell me. What were you thinking?” “That interest is too high.” “Oh, really? It’s more than you thought, tell me what you were thinking?” Right, it’s all the same stuff. Right? So we always want to know. If they think it’s too high. I want to know what they don’t think is high enough so that I have an anchor to start negotiating. Then I can negotiate and it’s gotta be– when you negotiate, I want to see–I want to see some videos of these guys. I want to see like this happening on camera and the negotiation, because if you do it the right way you have full certainty. Watch how many of them just go? Okay. Well, let’s just do that and it’s just done.

Right, if you, if it goes, awry, right? Like we say, “Well, you know, I know you think the interest rates a little high right? And you want to be at 6%. Well, you’re at 12. Would it work if maybe I could go down to like 8%. Would that work?” “All right, that doesn’t work.” “Let’s take a look. How about we just do this, right? You’re at–you want to be at 7, right? You’re at 12 right now, I agree it’s a little high. How about we do this? I’ll save you a bunch of time not the run all over town. How about this? I’ll just take three percent right off the total, take it down and nine, right? That way a little bit from me, a little bit from you, we’ll get this thing done, and I’ll just take that right off the principal and pay that part of the interest for you right now. Sounds fair? Let’s go ahead and do that. It’ll be easier.” Boom.

That has to like really–that’s where you’re going to practice, you know. Any type of uncertainty, any type–I don’t want to ask him a question. I just want to tell him, I got an idea. This is going to be easy. Let’s do this, boom. And it’s an assumptive close. And watch what they do. They’re going to follow you. Just like they follow you in the entire sales process. That’s called pacing and leading. That’s how you do it. You can do it with uncertainty though. So any of you guys that maybe a little bit uncertain about financial instruments, different types of solutions like this, um, that’s just an area that you want to practice and get better, right? So, you can speak with certainty. You don’t know a whole lot about home equity loans, and how long it takes to get them. You want to learn that, you know, so you can tell them. Well, listen. This was like, two, three weeks to get it. You got to go do this, this, this. May be what I can do to save you a bunch of time and energy right now, right? How about I just pay 4% of the interest rate for you. I’ll just take it right off the principal. You don’t have to mess with this. Let’s just do that. Doctor might kill me, but I’m just going to make this easy. Okay? Here we go, bam. That makes sense?

That’s just practice. Okay, cool. Anyone else have any other, any other questions, anything that was–that was kind of stumping and you guys this week?

Woman 7: If you say that, have you already presented the 25, or I’m a little confused. You say that before you present–say that the bundle that you’re going to give them the percentage off?

Man 1: Yeah, this is–this is after we’ve already presented the bundle already presented the price, the whole–the whole nine yards, right? Because if I haven’t presented the price, why am I talking about finance?

Woman 7: Yeah, so to say it’s 14.9% of 25,000, then you’re telling us to take a percentage off of that above and beyond what they’re going to pay? In other words, if it’s $2000 off, you know, whatever percentage of was just for simple math, then you’re going to close on 23 instead of 25.

Man 1: Correct.

Woman 7: Okay. All right. Just need a little clarification. Sorry.

Man 1: Yep. Exactly. Exactly. So what you’re doing is just kind of giving a discount so that they feel good about the price and the interest rate. And now you don’t have a $37,000 liability that you’re like praying to God calls you back, right, to get approved. So and that’s worth it. That’s within the range, right? If they need something like 10% or something insane. You know, that, that’s too much. That’s where you have to negotiate with them a little bit, and and you won’t get everybody. But if you do it with an assumptive tone, it’s going to be hard again. Like how many people are going to go through the time the effort to get tax returns. Go to the bank, fill out the paperwork, do all–jump through all those hoops for 2%. Not very many, right? For 10%, you know, 10% of 60,000 is, that’s kind of, that’s real money there, you know what I mean? But would they do it for 3%, would they do it for three grand. Go do all that stuff for three? I don’t know. That’s borderline. You know what I mean?

So and even if they would, they can still go through all that and lose nothing because there’s no prepayment penalty. You’re just allowing them to get this thing done now and then they still have all of those options are still available to them. But you get–you got to know what like this. You have to know it like that, right? Too much time goes by and I promise they will look and say, “You know, what kind of let me think about, I want to call my bank, you know, my sister’s a banker or something.” Who knows, right? You hear it all. You guys know that.

Cool? Any other questions guys? No, okay. Good. I hope that was helpful. Any of you guys who haven’t signed up for the power sessions, make sure that you get signed up. We’ve got to go and coming up this Friday here in Clearwater. And make sure–oh, another thing, right, when you guys are recording the videos, use your mic, use your mic. The audio has been really, really poor. The last several videos that I’ve listened to is really hard to hear or the voice, the volume, the tone of the voice is like popping the mic, super, super difficult. So make sure that you’re using the separate. mic. The audio is the most important. Okay. So if you’re still using like the computer audio or whatever, it’s a long ways away from where you’re speaking, you guys got to fix that. Because there’s some videos that are sent in that, I know, we can like barely hear them. Okay? So make sure that you’re using the third, uh, the third party microphone. And if for some reason you don’t have, you have questions on it, just just email over. Email your account manager and we’ll help you guys get set up with it. Alright?

I won’t take up any more of your time. You guys go close something, make some money. All right, bye-bye.

Woman 7: Bye.


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