The Closing Institute Monthly Coaching Call

January, 2022

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Play Video

[Audio begins at 23:29]

Woman 1: Um, I’m not gonna show the screen yet. [typing]

Bart: Lissandra, that’s Gideon? Was that- Lissandra- who?

Lissandra: Gilbert.

Bart: Gilbert?

Lissandra: Gilbert.

Bart: Gilbert?

Lissandra: Gilbert.

Bart: Gil…bert. Okay, and Courtney’s who?

Courtney: Linen [?].


Bart: Linen [?]. [inhales]

Woman 1: And they were both [inaudible]…[typing]

Bart: No, I remember the two Tremont coordinators.


Bart: Okay.

Woman 1: What are you…

Bart: Mhh-hm.


[cluttering noise]

Bart: Sup, guys! How’s it going?

Man 1: We’re…

Woman 2: Oh my gosh. Happy New Year.

Woman 1: Happy New Year.

Bart: Yeah, Happy New Year! I hope you guys all had a great holiday. Um, this year started off so busy. I was like, “Hold on. What day is it? Is it February yet?” They’re like, “No, it’s like the fifth part.” It’s like, “Oh.” [laughs]

[Clicking and typing]

Bart: What’s up, Courtney?

Courtney: How are you?

Bart: I’m good. I’m good. How you doing?

Courtney: Good.

Bart: Awesome, awesome. Glad everyone had a chance to make up. Just giving people a couple minutes here, just to log on. [pauses]

I’m going to go through a couple different videos of you guys today. I’m just going to focus in on the close. I’m not going to go through the whole first and second ten. Through the-, um, of all the videos we’ve been getting, the first ten have been typically going really, really well. So, they’ve been going-, they’ve been going well. Um, this-, there’s some variation still in the second ten, but I really just want to focus in more on a couple of examples of when we’re closing and we’re giving price, and we’ve got two pretty good videos to show you guys today. One that actually we ended up closing and another one that we didn’t close right then, uh, but we think that we’ll get them later. So, I’ll go through two separate videos with you guys today.

[inaudible noise in the background]

Bart: I’m just giving people a couple minutes and then we’ll get to it. So, I hear you guys start the year off good? You guys busy?

Woman 3: Yeah. Well, it’s-it’s busy enough. It’s-it’s a little bit slower than usual. But December, was busy.

Bart: Was it? It seemed like you, four, has been singing for pretty much everybody…

Woman 3: Yes.

Bart: …like, insanely busy. So, I think , guys, we’re going to have a really, really, really great year. I mean in 2022, just with everything that’s going on. The amount a consumer spending there is, and the financing that’s available. How many people are refinancing their house-, I mean, it’s just, it’s-it’s crazy right now. We should do really-, we shall do really, really well in 2022. So, I’m going to go ahead and start one of the videos. Like I said, I’m not going to play the whole videos. I’m just going to show you two examples, um, of a close and, uh, I’m going to start with this one here. Here. [tongue clicks]

Woman 1: Bart, Lissandra is on the call.

Bart: Okay, cool.

Now, this is one of, uh, one of Lissandra’s, um, consultations. Just give you guys a little bit of background on this, um, this guy is a roofing contractor, from what I gather. He came in and he pretty much just qualified himself. He said he has the money. This is ,of course, before he hears about the price and everything, but he says he’s got the money, he wants to be able to smile again. I mean, the guy looks like…this, this is going to be a close, pretty much from Jump Street.

They did the whole-, the entire consultation [chuckles] was front to back in 21 minutes, the whole thing. So, it wasn’t even a 10-10-10. It was, you know, like a third-, two-thirds of that. So, um, the whole thing took 21 minutes to get it done, but I’m just going to play and go through the very end of this. Um, he was, he was pretty much in a grants that-that he didn’t want something removable. So-, and he needs a double arch. You should see like, when the guy smiles, he’s missing all kinds of teeth. Um, so, he looks-, the whole consultation, he was looking very, very, very excited about this. Very anxious. Very ready and, uh, and absolutely no red flags. He’s not from everything that he was saying, you wouldn’t look at them and think, “Uh, this guy probably doesn’t have any money or-,” th-there wasn’t any red flags like that. You know that he has something. You don’t know the full amount but, you know, from everything; just listening to it, he looked extremely qualified. Okay, so-, but there’s a couple things that we can learn here from the clothes as well. So, I’m going to show you once. Dr. Gilbert exits the room, right? So he said, um, “Yep, you’re a candidate.” He made a primary recommendation, um, upper, and lower arch, eh, fixed. So, now, Lissandra’s gonna go through the, uh, the close.

Okay, turn up your volume.

Lissandra: He’s beating me out, Monday morning. [laughs]

Patrick: Yeah, okay.

Lissandra: So, well we do here, is we bundle the treatments.

Patrick: Yeah.

Lissandra: So, we don’t like, charge for every individual thing. You know, we put the implants in, we put the extractions bone rest[?], temporary veneer. So, all in one price, so that way, it’s easier. You knew ‘cos you drew it out, maybe…

Patrick: Yeah, sure.

Lissandra: Right, so, to have the hybrids upper, hybrids lower, its’ twenty-, usually, it’s about twenty.

Patrick: Yeah.

Lissandra: We bring it down to twenty-three…

Patrick: Okay.

Lissandra: …um, so that patients can afford it.

Patrick: So, do I need-, what do I bring, like, cash or cash used check from my bank.

Lissandra: It doesn’t matter. If you can do a deposit, as soon as possible, we’ll get ahead and get those dates scheduled for you in January. Doesn’t have to be the whole amount right way but at least…

Patrick: Okay. So, how do you, how do you go about now?

Lissandra: So, you can do a check. You can ta-, whatever you feel comfortable with. We take credit cards.

Patrick: What do you need deposits? 7, 8?

Lissandra: So, if you ca-, so, normally, to get this started, we do at least one of the arches in deposit. How-, are you able to do about twenty?

Patrick: Yeah, I can. Yeah.

Lissandra: Yeah, let’s do twe-, let’s do twenty to get started; to get the date scheduled anesthesiologist, all of that done. And then in 3 months, 4 months, then, you know, when we started January, another three will we do.

Patrick: Yeah.

Lissandra: Okay, and then in 3 months, 3 to 4 months later, then the rest of it we’ll be doing which is another twenty-three.

Patrick: So, it’s-, so…

Lissandra: Forty-six, total.

Patrick: Forty-six thousand, total?

Lissandra: Total.

Patrick: Yeah, okay.

Lissandra: Yep, forty-six, total.

Bart: So here’s the-, here’s the thing, uh, Lissandra you on the call?

Lissandra: I am.

Bart: Hey, so, from what-, when you close this, right, he sees forty-six thousand there for double arch. And he says, “Do you take a cashier’s check?” That’s like…

Lissandra: Yeah.

Bart: You know, that’s great. That means, the guy’s got the money in the bank. Nothing scared him off, um, I wouldn’t tell him that some’s due now, and then, pay the other in 3 months when you get there. Like, what we want to do, is collect the full forty-six. So-, but in his head, what he’s probably thinking is like, well, I don’t have a cashier check here. So, I need to get-, and you might not even have a check but he’s still thinking that he can just pay the whole thing. So, you take a deposit and then, bring a cashier’s check for the full balance, right? At that, at that “Smile Design” appointment or whatever the very next appointment is going to be. So, if he can put a deposit down, put a deposit and then collect-, collect the total amount right there at the, uh, at the day of surgery. You know what I mean?

Lissandra: Uh-huh. No, definitely. I-I think that we tend to do that because we get scared of er, like, “Okay, we can help you out a little bit here”, but we should let them say they can’t do it.

Bart: Yeah, I know. I mean, he said, literally, he’s-, we didn’t tell him about breaking anything up and he said, “How do I pay? Do you take a cashier’s check? ” So that means, he’s got the full forty-six.

Lissandra: Hmm.

Bart: Right? So, make it simple for him, and like you said, “Hey, you know, you can put down a deposit. How much you want to put down?” Um, and, uh, he said “Seven, eight.” said, “Twenty?” Okay. cool. So twenty, and then you can just bring a cashier’s check for the other sixteen.

Lissandra: Mm-hm.

Bart: Does that make sense?

Lissandra: It does.

Bart: Um, I don’t remember. Did this guy happen to have a check on him that day?

Lissandra: He did not, and the funny thing is, after the consult was done; because it was so quick and he knew what he wanted-, I wasn’t going to “overtalk” this. It was done. I was like, okay, we’re doing this. When we went up to the front, he said, “Hey, you know, we never talked about financing options.” and I said, “Oh?” I said, “Well, we do have a great company that we can work with proceed. Do you want to try to apply for that? And he did, and he got approved for forty thousand. Um, so then, his whole thought process was, “How much do I want to finance? How much do I want to put it out? So I can keep cash”, you know, “in my pocket too.” So, he ended up putting $ 30,000 down, on proceed and then, is bringing a $16,000 cashier’s check the day that we start in two weeks.

Bart: Perfect.

Lissandra: So, that’s what he ended up doing. Yeah.

Bart: Perfect. Okay. Great. Um, okay, cool. So, you get pretty much, got the money upfront, anyways.

Lissandra: Yes, he-, it took 2 days for him to decide what loan program he wanted, but I was on him. Me and him were buddies for 2 days. And we-, I was at the power session in Florida, and he was calling me [chuckles] and I was picking up…

Bart: Got it.

Lissandra: …every time he called. I’m like, “I’m not letting that phone call go.” So…

Bart: Got it.

Lissandra: Yeah, he-he was and he got CoVid. He was gonna come in and bring the money, got CoVid, couldn’t. So we did everything over-over, you know, email. He finalized all his paperwork. I sent him the link. He got the loan done. So, he-, I-I knew that he wanted it done. He-, there is no question. He was ready.

Bart: Yeah. Did he put a deposit down that day on a credit card or anything?

Lissandra: He did not. Nope. He did not.

Bart: Uh…

Lissandra: He actually walked out. But I-, you know when you have a feeling like there’s some patients that, you know, may not come back. Like, with him I-I knew.

Bart: Yeah.

Lissandra: I knew. He would come back to pay.

Bart: Well, ideally, right, again, ideally in this situation. He says that he’s got the money. Um, I’m thinking of, I’m thinking of a couple things. From thinking he’s got the money, he’s asking about cashier’s check, he’s gonna take some time to get that together, but I want to lock them in. So that, mentally, he feels like he’s already moved forward. So, even if I have to take a two thousand depo-, dollar deposit on a credit card, I’ll get something. I’m gonna get something now, and then get the cashier’s check later, um, until he asks about-, about financing. I’ll assume that he’s going to pay for the whole thing on the-, on the couch. ‘Cos remember, cashier’s check, you guys don’t pay any finance fees.

Lissandra: Mm-hmm.

Bart: You know? So the more he pay-, the more he puts down with a check, the more profitable the procedure is for, uh, for you, guys. So, you know, just like you did, you didn’t ask him about it. He just kind of brought it up later, but try to never let somebody that’s qualified and hot, try never to let him walk out. ‘Cos crazy things happen where you get, like you said, they get covid, they get sidetracked. They do this, that, the other, and there’s really nothing holding them there. You know what I mean? Even a small credit card deposit is something that will, at the very minimum, even if they change your mind, it guarantees you, they have to call you back.

Lissandra: Mm-hmm.

Bart: You know what I mean? So, just try to get-, get something from anybody that-, especially, you feel strongly about it. Definitely get something down. I’ll continue on the video here.

Lissandra: Upper, lower but I-, if you can do it…

Patrick: Yeah.

Lissandra: I mean, it’s the best way to go. You have to think about it. If we did the overdentures, there are twelve thousand but like you said, because you haven’t had dentures before you [inaudible]… you need to sign the [inaudible]; the overdenture for the lower for twelve, the upper for twenty-three and then, move from there.

Patrick: Yeah.

Lissandra: And he would recommend doing the upper hybrid that doesn’t move and then, the lower overdenture.

Patrick: Okay.

Lissandra: So…

Patrick: And so, when I-when I bring in the deposit, what I’m doing? How am I going back there?

Lissandra: So, you can just pop in.

Patrick: Okay.

Lissandra: Just pop in. We’re here. So, we’re here. As soon as you do, then we’re gonna go ahead and get in contact with the anesthesiologist…

Patrick: Yeah.

Lissandra: We’re gonna figure out what dates they have available in January.

Patrick: Yes.

Lissandra: And then, we’re gonna take it from there. Okay? We’ll get you in the schedule. You’re gonna be with us, Patrick, all day.

Patrick: Okay.

Lissandra: ‘kay? So, we’ll get you started nice in the morning ‘cos you can’t have anything to eat, drink.

Patrick: Yeah.

Lissandra: You’re gonna be with this for about 7 hours, just know. We’ll give you a little break, so that…

Patrick: So, forty-seven thousand total, right?

Lissandra: Forty-six.

Patrick: Forty-six thousand.

Lissandra: Forty-six, total.

Patrick: Okay.

Lissandra: Okay?

Patrick: Yeah, that’s…

Lissandra: Okay, and um, like I said, you’re gonna be-, new teeth. Like your teeth throughout of your jaw.

Patrick: Yeah. Yeah. Okay, cool.

Lissandra: Yeah. So you’ll be happy with that. Um, the other thing is, just like I said, that day that we come in, you know, they will have someone in here. The anesthesiologist will remove teeth, put implants in, perfusables[?], and you’re going home with that.

Bart: So, I would be really clear right when he says like, what do we do about, you know, about deposit? I would just be-, I would want to be really clear that he can pay the full forty-six thousand with that cashier’s check. Right?

So I say, “Look. As far as the deposit goes, you know, I mean, if you’re good with a forty-six thousand or you’re planning on paying the whole forty-six with a cashier’s check, is that correct?” And if he says, “Yes.”, I’ll say, “Look, here’s what we’ll do for the deposit is, you know, we’ll do something easy. Something you can put on a credit card. Just so that I can get it on the books and start the process and hold your spot. Um, and then, you can get a cashier’s check and just pay, you know, at the time of service with the cashier’s check, if that works for you.”

Um, I would just be real clear that he can pay the forty-six, and I just want to gauge his-his response to that. Right? Because he’s like, “Sure, that works. No problem. Great.” Then that’s it. Right? “I’ll take 2 grand, 3 grand, 4 grand. Whatever you can put on a credit card. I’ll take that now.” And then, he’ll bring me a cashier-, and then I’ll go ahead and schedule everything, and then bring me a cashier’s check. But if he kind of-, if it kind of makes them squirm a little bit, like he’s unsure if he can pay it, you know, then I’ll ask him directly like, you know, if-if, um, you know, “If the forty-six are too much, you want to pay a portion of it with a cashier’s check?” Kind of said, “Tell me what would be the easiest way for you to do this?” I just want to make sure, super, super clear at this point because he’s done. You got them sold, right? You have him sold.

This is just about making sure that we get them committed right now, and make sure that we’re-we’re totally clear on how comfortable this guy is with the, with the forty-six, right? Um, ‘cos another-, a little liability and something that could happen in situations like this, we don’t offer financing unless they ask for it. So let’s just say, that you never asked for it but he wasn’t really sure about the forty-six. He leaves, makes another call, they offer financing right off the bat and he ends up going with somewhere else just because they offered the financing.

Little simple things like that can happen every once in a while. Um, so I would just ask him, “So, you plan on paying the whole forty-six? The whole forty-six on a cashier’s, uh, cashier’s check? Is that right? Okay, then let’s just do a nominal deposit right now. We’ll do two, three thousand dollars. Whatever you can put on a credit card, we’ll do that today. I’ll schedule everything out. Lock in. Then, you can come back with the, uh, cashier’s check that works.” And then gauge his-, how he’s going to respond to that. Right? And if you guys feel like it’s too much, or they feel like they’re uncomfortable with it, um, you know, then we want to go ahead and have the conversation right now, because maybe he-, maybe he only feels comfortable putting on twenty thousand; with a cashier’s check, or thirty, and we can finance the rest or whatever. Just like you ended up doing but I would be really direct at this point, um, to make sure that he’s telling you everything.

Lissandra: Yeah, the reason I wanna push you into the 2nd week of January because you’ll be away on the last week of December. I don’t wanna, not to be here.

Patrick: Okay.

Lissandra: In case you need us.

Patrick: Right.

Lissandra: Right, so, you know while I [inaudible] I’ll be like, let’s get you in on December.

Patrick: I see you in control of it.

Lissandra: Yeah.

Patrick: [laughs] Good.

Lissandra: Just because I just-I just want you to be here when I know that he’s here. I want you to be okay. So, if he wasn’t gone away until the start of December, I will work hard to get you an anesthesiologist. I don’t want that, like, he knows that. So he knows that it’ll be better.

Patrick: Yeah.

Lissandra: So, we can schedule a day, then I’ll go ahead and reach out to the anesthesiologist. We’ll go ahead and ask what dates they have available and you’re going to get a form that you have to fill out. The medical history form and everything that you had to turn back to them. Just so that the anesthesiologist feels fine. You’re pretty healthy. You have a [inaudible], that’s not a big deal when it comes to anesthesia.

Patrick: Okay.

Lissandra: Your heart is good.

Patrick: Yeah.

Lissandra: Your blood pressure is good. So…

Patrick: Okay.

Lissandra: You’re good with everything.

Patrick: Yep.

Lissandra: Okay?

Patrick: I wanna move it.

Lissandra: Let’s do it.

Patrick: Yeah. Okay.

Lissandra: Let’s do it. So, we are here, like I said, today. Tomorrow, if you wanted to come back and, you know, do anything today. Tomorrow; Wednesday. We’re here all week.

Patrick: Yeah. Okay.

Bart: This guy’s done. This is the fastest close we’ve had, Lissandra. From front to back, 21 minutes and 27 seconds. Um, that’s-that’s the, uh, the fastest that we’ve seen. So, this guy was hot. You did a good job of selling them and speak into them and everything like that. Um, we just want to make sure that we don’t let them-, I don’t care if it’s 500 bucks, right? Get something, get something from them, and then be really be clear about, if someone says, they’re going to pay cash. So they’re going to bring you a check, just always confirm with them, right?

“Okay, cool. So you, um, you’re planning on paying the full forty-six thousand with a cashier’s check. Is that right?” And just confirm it and see how they respond. Okay? Um, but really, really, really good job there. Really fast, really fast close. I’m going to play a different one for you guys. We have a different kind of results.

Whoops. [mouse clicking] Okay.

Oh, and another thing guys, um, keep in mind, anybody; any type of contractors like that guy was a-, Lissandra, that guy was a roofer, right?

Lissandra: He was.

Bart: Was he a roofing contractor?

Lissandra: Yeah. He had-, it’s a really interesting story. Just history of drug use, teeth went to pieces and then he turned his life around, started a business. And yeah, so he was a roofer.

Bart: Yeah. Anybody that’s a roofer, that’s, uh, um, you know, anyone that’s in-in home improvement, construction, any type of contractor, um, they-they, understand building things and doing it the right way. They get the whole fixed versus removable thing, for sure. Um, and that’s been an unbelievable niche for the last 2 years. Those guys have made more money in the last 2 years. They probably made a last ten. So if you guys get a contractor coming in, they probably don’t-, they don’t even have capacity to get to the jobs. So those are really, really, really good leads. Uh, any type of roofer, plumber, um, um, general contractor, that has just absolutely went crazy since CoVid hit. So, make sure that you guys key in on that as well.

Okay. Let’s see. I’m going to fast forward through this close here. I’m going to get to the end, so I can show you guys. This is one of, uh, this is one of, um, Courtney’s treatment plans. Um, Courtney, are you on the call by chance?

Courtney: Yeah, I am.

Bart: Okay, cool. Alright, awesome. Um, um, did you guys end up getting her on the follow-up, this patient? Just curious.

Courtney: Actually, just spoke to her yesterday and she had like, personal excuses and things, uh, that are going on. Things like that, but she said that she wants to still reschedule in two weeks. I know money was what she was talking-, I mean, finances were the main issue with her during the appointment. But, now, she’s saying it’s personal things and that she’s going to call us back with-, to reschedule everything.

Bart: Okay.

Courtney: She’ll call us back.

Bart: Well, and this patient was pretty hot, too. Like, I mean, the-the, with these patients, the one thing that they weren’t missing was urgency. They were-, they both have plenty of urgency. They both, definitely, wanted it. Um, uh, should this patient with you was saying all of right things. And just so you know, I mean, the other video, going through the first ten, you did a great, great, great job. Going through the anchors, creating a vision and-and sticking with script. Everything was like, flawless on the first 10. So, that was a really, really, good job. Um, we’re going to kind of focus in here on the close, uh, the last couple minutes. Okay, here we go. Oh, no. It’s not seventeen. Hold on.

Courtney: Yes, it was just the beginning.

Bart: Oh, it’s the other one. Okay, so this is right after the second ten, guys, when Courtney is about to present the price.

Female Patient: She’s so cool about my case and good.

Courtney: So, that’s great. And you know, a lot of people don’t. So, you aren’t killing it.

Female Patient: I know. And like I said, that was my issue. If I had enough bone and stuck for him to work with on the left side, he’s like, oh, that’s past the area more there, like, [screams].

Courtney: No, we are good. We can-, go for it. I’m so happy for you ‘cos oh and-, not everybody, you know, he’s sometimes he says that, he’s like, any difficult but you are a hundred percent in getting the surgery. So, we really want to get you started. Okay?

Female Patient: Yes.

Courtney: So, I’m going to go over a couple things. Now. I know we talked about the permanent bridge site.

Bart: Hey, good job selling the bridge and the candidacy right there, too. That sounded really authentic, really genuine. That was a great job.

Courtney: But I’m going to go over with you. Remember, there’s that acrylic and there’s a Zirconia. Okay?

Female Patient: Mh-hm.

Courtney: So, let’s go over-, which one do you- oh you want the Zirconia probably more. I’m going to go over this. Don’t get sticker shock yet. Okay?

Female Patient: Ma’am. I-I’m nine and again, I was saying I was expecting to pay , like, almost 50 to 60 in my mouth anyways. Um, um, um…

Courtney: Okay. Yeah, because we’re-we’re, I’m gonna go over all of this. This is a lot of times of everything that’s going to happen. Okay?

Female Patient: Mh-hm.

Courtney: This is for upper and lower jaw.

Female Patient: Mh-hm.

Courtney: Um, you’re going to have a Smile Design at your next appointment and then, at your second appointment, is when we’re going to use the surgical guide. You’re going to have your IV sedation. We’re going to do the rest of those extractions, bone grafting or implants and then, the Bumex [?]. I’m going to leave that day with a provisional arch. Now, if you choose a zirconia option, you’re gonna get two provisional arches and two final Zirconia. So, something happens to that first one, which those are the ones that are most like natural teeth. So, that I’ve been set first one. You have a second one and then, these actually come with a 10-year warranty on the bridge itself.

So, we partner with nSequence. We’ll actually, um, warranty that to create you another one, if something happens with it in the first ten years. Okay? So, you’re gonna get that replaced for free. Now, there’s not going to be any hidden costs. This is all-inclusive. So, what we’re actually gonna do because we do partner with nSequence and we are able to do all of this and a lot of things in-house. We’re able to cut some costs for you. So, this is really showing you what it actually costs. But we’re gonna be doing the Smile Design for free, the rest of your extractions and then IV sedation…

Female Patient: Mm.

Courtney: And then, the bone grafting. So, just total right here is actually going to come down, and it’s going to be…

Female Patient: Girl…

Courtney: …at sixty-thousand. So, it’s a $90,000 surgery that we are able to cut the cost to sixty-thousand based on all of this. So, and that is for your top-of-the-line, Zirconia, so…

Female Patient: Don’t cry. [laughs]

Courtney: No, You’re so good. Girl, I’m really excited to-, this is literally can be life changing. And this is meant to last a lifetime. These are Zirconia teeth are supposed to last. They are the most like your natural teeth. Of course, you got to keep your maintenance up. So, like you’re telling your kids, like, don’t go back…

Bart: Make sure not to change the subject here, right? Because when you present the-the bundle and you get to the price, you say the price, right? And then we’re looking for a-, we’re-we’re trying to gain agreement, right? Don’t-don’t-don’t, kind of-, don’t shift their energy. Just wait for it. And sometimes you have to give them a second. And sometimes it feels kind of awkward because, like, they’re thinking and you’re not talking or whatever, but that’s r-really important there. Not to change the subject and because I-I wanna know, can they pay it or not? Right. I mean, can they? We know she wants it. So you don’t-, we don’t have to sell Zirconia anymore. She’s, like, done. She wants this.

Um, she did just say she was planning on paying 50 to 60, investing 50 to 60 thousand, in her mouth anyways. So, you’re actually within the-the range that she just gave you, um, but that’s when you say, you know, so you’re actually saving about $30,000 on this and you’ll be paying around sixty-thousand. And then, let-let her respond, right? I think she gave you one of these, “Whoo, girl!” one of those things. Know, but I-I want-, I want more out of-, I want to see, like, is, is she-, is she comfortable with that?

Courtney: okay?

Female patient: [laughing] U-um, like I said, this is, like, the first time that I’m really get comfortable with a dentist. Like, I hadn’t been able to trust them for myself. If I’m able to watch my kids, I can watch over, but I haven’t been able to trust them for myself and…

Courtney: Well, Doctor Gulben’s [?] great. I know you didn’t spend a lot of time with him usually. You’re in here with me a lot until the next appointment but he is the kindest man. He has been in practice for over 20 years, maybe 30 now and he has a bunch-, a couple of successful practices over at Oklahoma. And now he’s up and down in Dallas, too. So, um, so yeah, he’s a great doctor.

So, this is the Zirconia option.

Female Patient: Mh-hm.

Courtney: Sorry, what, let me say that again. Okay, this, the Zirconia. Top of the line, and then the other option is gonna, um, be the acrylic version.

Bart: And don’t give two options. Right? So you gave that-, gave the Zirconia and then, you have to close it, right? So, when I mean, close it, give it the option. Ask her how she wants to pay. “H-How did you like to pay? What’s easiest for you? I’ll go ahead and get you scheduled.” That’s it. Bam! Done.

It will roll it back if we have to, but you have to close, so that you get an objection. If I start-, if I go from-, like what, what happened? It’s like a 90% close, right? Without that 10%. And then we go ahead and we do another 90% close and it’s just like presenting two options at the same time, and it’s really risky because it c-, it can confuse them. And we don’t want to give them anything to think about, right? I mean, she’s already been kind of clear. It’s already within her budget that she gave you, so I would just present it. And so, ask her, how would she like to pay for that? “What’s easiest for you?” And then go ahead and, “Get you scheduled.” And then see what she says? And then just assume the close on the Zirconia before you go to the second one. I’ll keep the acrylic like the provisional, keep that in your pocket in case you get an objection. So, if I get an objection on the sixty and she’s like, well, um, “I can’t pay. I don’t have sixty thousand in cash.” Right? And she says that. Courtney, what do you say?

Courtney: Well, I was-, were you expecting to pay or willing to put down today?

Bart: How much do you have? Right? How much do you have? She might say, “I’ve got-, I can probably get half of that.” “Okay, so you can pay thirty in cash and then, would it help if I could take the other thirty and break that up?” Right? “Over a series of months, to give you a low, affordable monthly payment, something like that. Would that help?” And in your head, you know, immediately, no matter what, you’ve got an arch. Done. In cash. Right? You’ve either got an arch done in cash or you, or-or you might have to two, uh, two arches done with-with provisionals. Depending on the-the, the price structure, which I’ve got questions hung by the way but, um, [clicks tongue] but if you don’t-, if you don’t force the close, you know, then, um, those things don’t come to the surface. Uh, and y-you want to bring those to the surface right away, and I’m going to keep going here.

Courtney: Going to end up looking, like, a little bit more like this, but we’re able to, with the cost savings on this one, it’s a little lower of a fee. Um, and so, this one will go down to fifty-six. Okay? So, these are your 2 options, right here.

Bart: So, I got a question on that, Courtney. So, how is it sixty thousand for Zirconia and fifty-six thousand for Temporaries?

Courtney: Well, originally, uh, it’s actually thirty-three, but I [chuckles] really wanted to close this lady. So, I know we can go as low as thirty. So, I already had started at thirty which was a problem there. Um, and then, for the other one, I got nervous and didn’t discount that one, like, based off of the other ones. So they didn’t reflect similarly, um, which is why I left that one at our normal cost for the acrylic, which is fifty-six. So, technically, the Zirconia should have been sixty-six thousand but I had that wiggle room, and knew that cost was kind of an issue to her. So I wanted her to get the sixty-six thousand for it.

Bart: With fif-fifty-six thousand, so, it’s twenty-eight thousand per arch to put them in a temporary?

Courtney: No. We, no, I-, well also, we just-, I hadn’t been the old, like, how our session yet? So, we changed a lot of things. This is all before I was really confused about, like, that’s the final acrylic. It’s twenty-eight thousand, is what our cost was, uh, her arch for the final and everything. So, now I’ve, like, learned that we can kind of talk about putting them in a temporary and then, they can upgrade to Zirconia or whatever. But at that time, I was just kind of, “This is our number.” and I’m trying to get that out.

Bart: Got it. Got it. Got it. Got it. Okay, cool. And just for everybody else on the call, too. When y-, when you’re looking at your price, if you ever find that you’ve got two different full arch options, that are that close together, that’s not right. You know, tha-that’s an error because we-, it’s the same thing. You know, y-your prices for the different products and different services you have should be spaced well enough to make a material difference. Um, it would be like, it’s-it’s like having, you know, uh, selling a hybrid for twenty-three and selling Zirconia for twenty-five. You know what I mean? It’s really-, if someone can afford twenty-three, they can afford twenty-five. It’s not like selling one for sixty-five and one for twenty-four. The-there’s a material difference, right? Selling something for sixteen and then, selling something for a ten or eleven. There’s a material difference there. So, it helps you close people in different ballparks; people with different budgets. You know, a four thousand dollar difference, with dollars that high isn’t gonna-, y-your playing in the same exact ballpark there.

Courtney: To me, it’s like…

Female Patient: [laughs]

Courtney: This is the last. You’re gonna-, yeah. You’ll be happiest with this and it’s when you’re spending that much money. It’s like four thousand dollars.

Female Patient: Hey, I paid $200 for a pair of shoes just for my son and he was 5 years old.

Courtney: Mm.

Female Patient: I can pay to put that in my mouth.

Courtney: Okay. Perfect.

Female Patient: Mm-hm.

Courtney: Well, I wanna get you scheduled today. Now, I know you wanna get your teeth before Christmas. I don’t know if we can get them before Christmas.

Female Patient: Mm-hm.

Courtney: Oka, the only reason being, what’s going to happen next? Let me go over what’s…

Bart: But again, when she says, “I bought my son, a five-, a two hundred dollar pair of shoes. I can pay to put this in my mouth.” and say, “Great. How’d you like to pay? Let’s do it.” Right? And you have to close. You gotta ask. “How would you like to pay?” That’s gonna force the rest of the conversation to, you’re going to either collect it and close, and be done. Then, you can go through the logistics. You know what I mean? After you know you have it closed.

So, it’s going to force-, you’re either going to close it or you’re going to have, uh, one or a series of obstacles that you have to overcome. Right? One of the two, and y-you either overcome them with financing or you might collect some now and some later, depending on how she has to get the money together. Or if it’s a principal dollar amount objection, you might have to even roll it back and change the, uh, change the treatment plan or start with one arch or whatever, but, um, those are all just solutions to overcome obstacles that will present themselves once you ask the patient, how they would like to pay.

So, you-, I want you guys to be really direct because you know that you have it sold. You’re 100% sure that this person, that’s in front of you, they want the treatment, right? They want it and you’ve got the right treatment recommendation. So, everything is there. When you close, you guys assume the sale and close with confidence and then, be ready to just solve problems after that. And th-they’re-, these are just, most of the time they’re transactional problems. They’re not difficult prob-, the difficult problems to solve are, you know, when-when patients aren’t necessarily completely sold that that’s the best thing for them. Those are the hardest ones to overcome but the rest of them are more transactional issues.

Courtney: …what happen at these next appointment. So your second appointment, the next point that we’re going to have, you’re going to do your Smile Design. That’s whenever we’re gonna take photos. We’re going to do the intra-oral scans. We’re going to get everything ready for that surgery. That’s whenever Doctor Gunnell [?] , then, go back and do the planning for your surgery before, um, you didn’t make some surgical guides and we’ll also get your provisional teeth ready. So, we have to send that off to a lab. I do believe it takes about 2 weeks for them to get them back. So I’m like, I-, we can try to rush it. I think 2 weeks is what we’re looking at, and we got to make sure we have someone from the lab here that day. So, it is a little bit of scheduling with them because Doctor Glenn’s [?] gonna do all the surgery but there is going to be allowed to cure that. Leaves you…

Bart: Remember, every time we’re talking to somebody, um, when we start running through things like this, we’re putting things in their head for them to think about that. Just to even consume what it is that you’re saying, um, is going to cause them to do more work than-than we want them to do. Right? It’s like, “Here it is. You want it? Yes, we know you want it. Here’s how much it is. How do you want to pay? And then I’ll handle everything else. You don’t worry about the logistics. I’ll handle that stuff. I’ll let you know about that. Let’s just get this going.” Right? And you want to-, you want to almost give f-, as few details about everything as possible just to keep it really simple. Right? Like, you’re going to take care of all that stuff.

Courtney: Those teeth, the same day that are going to be screw retained, they’re- they’re gonna be, um, they’re going to be retained. So you’re not gonna leave here without anything. You are going to leave here at the pretty smile that day and you’ll be in your provisionals, um, for three to six months. Depending on what Archer Clinton[?] says and then you’ll get your final, and that’s when everything’s said and done.

Female Patient: [laughs]

Courtney: I know, I’m so happy for you. Um…

Female Patient: I know right.

Courtney: I wanna get you set and I-I know, I was like, “She wants it done before Christmas.” Um, but I don’t know that we can do that because I’m just trying to look at the schedule. [Mouse clicks] Gonna look real quick.

Female Patient: Maybe I’ll make ways, if it is [laughs]. They’ve looked out enough work out of me. I-I work 16 hours a day. They can meet me at my house.

Courtney: I’m hoping we can get something that works. So, I’m looking at the first time you can come in for that, um, Smile Design appointment and we have December 14th, is our first availability.

Female Patient: I’m doing it. I don’t care.

Courtney: Okay.

Female Patient: I’m doing it. Whatever they get me schedule for, I think, I may
to reschedule for the week. They just have to pay. This is all about me. I got to do it.

Courtney: This is on your personality. It really goes into play. If they like you, they legitimately…

Female Patient: They love me.

Courtney: That’s the good thing about job, security [chuckles].

Female Patient: Mm-hm.

Courtney: You’re like, “I need this.” So…

Female Patient: On this work, I don’t slug, baby. I’m at-, my hands on something every day, all day long.

Courtney: Yeah.

Female Patient: So, they know they’re going to give the work for me.

Courtney: Yeah. Perfect. And you can make it up [chuckles].

Female Patient: Mmm-hmm.

Courtney: And you’ll be happier to work whenever he could see everyone and…

Female Patient: I know but see, I gotta wear my mask. I got older parents at home.

Courtney: Yeah, true. [laughs]

Female Patient: [laughs]

Courtney: I wear my mask anyway.

Female Patient: Yeah, they were like, um, so are you gonna be excited? ‘Cos you have a choice, now. No, I don’t have a choice to wear the mask. The company says they recommend that we wear it. How we, like…

Bart: The interesting thing about this, is she doesn’t sound nervous at all about the money, the whole time she’s talking. She didn’t sound nervous, right? S-she sounds like somebody that-that has the money. So, she sounds like…

Female Patient: My example, if we don’t wear it.

Courtney: Yeah.

Female Patient: Because, oh, you’re having a day and I wanna wear it today. Mm-hm.

Courtney: Yeah. Well, we’re on the same boat. I know, it’s like, I talked to some people-, like, I don’t-, I don’t want a mask in. For months, I’m like, I still wear masks everyday but…

Female Patient: I do too.

Courtney: It’s worth it ‘cos I never got sick. I’ve never gotten…

Female Patient: Me either. And I-, people have been around me…

Courtney: …but I was just…

Female Patient: I work at Starbucks.

Courtney: Mm-hm.

Female Patient: So, you know, I come in contact with people all day long and…

Bart: You see where the line is going, right? You know what I mean? We’re getting, like, we’re limiting the conversation to go from open to close, as quickly as possible, and, um, that’s the-. that’s the danger of changing the conversation during the close. Like, we want to close and be really, really clear and really direct.

Female Patient: My manager had it like a coup…

Courtney: Sorry, I’m just trying to…

Bart: so, look at…

Courtney: …today. So,I’m going to do that because I know you’re-, you know, sometimes people aren’t in a hurry but would need to do the surgery on a Tuesday, on the 2022.

Female Patient: Baby, the start of my year 2021…

Courtney: …so that we can pay for those…

Bart: Here we go. Here we go.

Courtney: …as well. Here we go.

Female Patient: Business is like…

Courtney: You can see all the girls do that.

Female Patient: [inaudible] everything just, “poof!”

Courtney: Is he, like, oh my God. Yeah. Right. Right. Huh. I know we don’t like to talk about the boring part but we gotta talk about financing. So…

Female Patient: We’re gonna talk about financing.

Courtney: So, what we will-, so we will need to collect everything prior to the surgery.

Female Patient: Mm-hm.

Courtney: Um, because we are sending all this off. We’re having a lot of things ready. You’ll see over here that pricing those-, so, a big chunk of that is what allowances you wanna make. We gonna have that paid up front, so that we can pay for those, um, for those fees as well, that we got pink eye. Okay? Um, so I know you were saying something about putting some money down, how are you planning on doing the rest? Or did you have the sixty-thousand already or what’s your plan?

Female Patient: No, um, like halfway. Not really all the way at sixty-thousand. Um, what are my options?

Courtney: Okay, so we will need to collect some for…

Female Patient: No, um, like halfway. Not really all the way at sixty-thousand.

Bart: Hold on. One second. We’ll get…

Courtney: We got to talk about financing. So…

Female Patient: We’re gonna talk about financing.

Courtney: So, what we will-, so we will need to collect everything prior to the surgery.

Female Patient: Mm-hm.

Courtney: Um, because we are sending all this off. We’re having a lot of things ready. You’ll see over here that pricing those-, so, a big chunk of that is what allowances you wanna make. We gonna have that paid up front, so that we can pay for those, um, for those fees as well, that we got pink eye. Okay? Um, so I know you were saying something about putting some money down, how are you planning on doing the rest? Or did you have the sixty-thousand already or what’s your plan?

Female Patient: No, um, like halfway. Not really all the way at sixty-thousand. Um, what are my options?

Courtney: Okay, so we will need to collect some portion of it today. Put it down. If you do cancel before your appointment, which I know…

Bart: So, what are my options? Well, how much can you put it down? All right? That’s the first thing, I have to know how much she can put down. She says something like 5,000 dollars. Well, the whole sale, now, depends on financing. If she says half, I can put down thirty-thousand. The sale doesn’t depend on financing, right? Maybe the double arch immediately depends on financing but thirty-thousand’s enough to get one arch done, right? So, I know I’ve got one arch minimum or, uh, or possibly, um, just, again, depend on the pricing structure. Possibly two, two, uh, two arches done, just with the, uh, provisionals. Okay? But again, that’s why you have to find out here, is how much can she put down? She asked, “What are my options?” That depends on how much you want to put down. “So, what do you feel comfortable putting down? Can you put down, you know, you tell me. What’s easy?” Right? And ask that question. That’s critical to know that. Absolutely critical.

Courtney: You’re cancelling but y-you can-, we’ll refund that back to you. We just have to, to block off our whole schedule for a day. We need to have a portion of that down. So…

Female Patient: Mm-kay.

Courtney: Awesome. So, um, and then, everything will need to be paid up front at the December 14th appointment. Now, if you do find, I don’t know what you were saying, as far as financing. We partner with proceed financing. Uh, we could pre-qualify you in a couple minutes to see if you get approved.

Female Patient: Mm-hm.

Courtney: Um, I didn’t know if you were planning on doing it a different way, like, alone or something like that.

Female Patient: No. No, no. No. ‘Cos I don’t know the staff to do it alone. So, you got to help me with this.

Courtney: Okay. Perfect. So, now I can do that. So, let me look. Let’s pull up the…

Bart: I’m-I’m going to fast forward this right now, uh, Courtney. She doesn’t get approved here. Correct? For proceed. I’m going to fast forward right through this, but that’s the thing. That’s why you have to know. I always want to know before I run financing, how much they can put down on the treatment. How much can they put down? That’s why, I never offer financing right off the bat because guys, if you don’t get it, it can come off as a real, real kind of a downer. You know what I mean? And we don’t really know what to do. Then, I have to ask him, “How much can you pay in cash after that?”

So, um, you know, when someone is acting-, I mean, she heard the price. She wasn’t nervous. She wasn’t acting concerned at all with it. She said she can spend 50 to 60, right? Even after she gave her the price, she’s like, “Uh, I’m taking off work after. I have to do this. I have to do this.” So she’s got something. She’s got some money, um, but, you know, I want her to tell me, what, “Hey, what can you do? You tell me what’s easiest?” And then, I’m not saying anything. Right? And then, let’s see. Because if she says thirty, again, I’m going to get ready, right? Because you never know if they’re gonna be approved or not. [laughs] Absolutely never know, you know, so, no matter what. With thirty, she’s still-, she’s not getting out of there. We’re still going to close her for something.

Female Patient: They should’ve been taking care of it.

Courtney: I know. I hate that. Uh, Sony will have credit issues, just for like something to happen forever.

Female Patient: You know, you got-, you got…

Courtney: Girl, they don’t care about it.

Female Patient: Come on. At twenty-one, really? Do we care?

Courtney: My daddy put the fear, got in me. So, I didn’t even have any credit for a long time. He’s like, there are now credit? [inaudible]

Female Patient: I can, sneaking…when I was sixteen, my mom didn’t even have…

Courtney: [scoffs] Uh, what a Naz- yeah.

Female Patient: [laughs]

Courtney: I know. That’s crazy.

Female Patient: And yeah, that’s what happens.

Courtney: Well, we will want to-, do you have any finances to put down for today, for us to hold your spot? We can always refund that…

Female Patient: And how much will I have to put down today?

Courtney: Two thousand.

Female Patient: Two thousand. Mm. So, let me move some things around. Do I just call you with the information and give it to you?

Courtney: Absolutely. Yeah, we can check your credit card over the phone and we can…

Bart: No.

Courtney: …authorize the route you wanna deal, uh, but by December 14th we…

Bart: Hell, no.

Courtney: …have to figure out funds. So, let’s try to communicate. I’m going to keep you on our schedule and just let him know…

Female Patient: Yeah.

Courtney: …that I’m talking to you.

Female Patient: [inaudible]

Courtney: Yeah, and let’s just talk about…

Bart: No, it’s, like, no. How much money do you have to put down? Right? And you’re going to get, I mean, you’re gonna take a credit card. You’re gonna to take something right now with the one piece of information, right? That we have to know from this person, is what can they pay for? Right? Because if she says, “Listen, if I had to pay a check for it right out of my bank account, I’m not sure I could do more than 15 to 20.” Say, okay, so you can write a check for twenty-thousand and then you would need the rest finances. That-, i-is that right? Yes. That’s right. Okay, no matter what. I got it for twenty-thousand. Right?

So, she doesn’t get approved, right? She’s not approved. At minimum, I’m going to scale that treatment. So, what can we do for twenty-thousand? You get her going right now? What can we do? Right? What can we do here? Because, um, it’s still a sizable-, it’s still a sizable sale. So, sometimes you can move forward with a portion of it. Sometimes you can go get the doctor back involved. But if someone has $20,000 in cash, then we got to close them for $20,000 in cash if they don’t have any credit.

We don’t have any other options, right? We have to find something. Right? We’re-, I mean, w-we’re in the business of helping people. So, can we help this person for 20 grand? Sometimes that means we have to go to an overdenture. Sometimes that means the whole treatment plan has to change but I have some that sit-, someone sitting in front of me that needs it done and they have $20,000 in cash. Right? So, I’m going to take something once I find out they have twenty or thirty, or fifteen, or whatever it is. Um, if they can’t pay me the money right now then, I’m gonna get a deposit down. Go through. We’ll change a treatment plan around, get a deposit down and move forward. And just say, “You know, what can you put down? I mean, something you put down today and you have a credit card, debit card, right? You have one of those? Yes. Okay. So what I mean, what can you put down on it? You tell, me whatever is easiest. I’ll make it work.” And you get something. Right? And, uh, but it’s critical to know how much.

Especially, guys, you got to be careful of people that are overconfident. Right? Like, they see the price. They don’t act like anything bothers them at all. Blah, blah, blah, blah. Um, just make sure. Be very, very clear about what they can pay, and what they need financing for. Um, and plus that-that qualifies them, that will qualify. You know, like forty, w-what could you guys do for this particular patient if she said she could pay twenty thousand dollars. You can write a check for twenty but she needs financing for the rest. What could you do?

Courtney: We can at least start with the author or, I mean, that’s really all we could do with twenty. And ‘cos world, I mean, everything’s kind of changed on my mentality now, but, like, we’re still for what she’s wanting. So, collect about forty thousand upright and she could stay in the Temporaries for a year. So…

Bart: Mmm-hm. Okay, so, for twenty thousand, for twenty thousand, you can’t put her-, you can’t, closer on Zirconia, right? Because it’s not enough. But for twenty, you could do the surgery and the provisional.

Courtney: For 1 arch? In my opinion?

Bart: Mm-hm.

Courtney: Yeah.

Bart: Okay. How much is it for the Zirconia, for one Arch?

Courtney: Thirty thousand.

Bart: And what’s your wiggle room on it?

Courtney: Well, honestly, thirty-three thousand but, um…

Bart: Oh, oh. Yeah.

Courtney: I can go down to twenty-eight on it but I started at thirty on that one.

Bart: Okay, so there’s a couple-, there’s a couple different thing. So either scale it back to where that could be, we just do the surgery and get her in a provisional, and we move forward. Or if the dollar amounts are close enough, guys, like, let’s say, for instance, you guys were charging twenty-five an arch, and she said, she could write a check for twenty. You know consider, “Hey, if you can write a check for 20, now. There might be a way for me to go ahead and get you into this, do the Zirconia, and-and I might consider financing the $5,000 in house, over six months or something like that for her, right? Just because she’s paying the overwhelming, uh, I mean, you’re already profitable, um, and it’s a $5,000 to get her into that. And sometimes they’ll say, “Hey, if I can just break the $5,000 up into three even payments over the next 4 or 5 months, that would be super easy.” Right?

Then she can cut a check for the twenty. You can get her into it and take the five thousand or sometimes, it’s only a two or three thousand dollar difference. A $10,000 difference is a little bit too much. Uh, it’s a little bit too much risk for it. So , it’s better at that point in time to, to change the treatment plan, but I’ll play this and show you, guys, how it ends.

Courtney: Do you want me to follow up with you later?

Female Patient: Yes.

Courtney: I mean, I leave tomorrow for some work things. But do you want me to call you Thursday or Friday?

Female Patient: Definitely.

Courtney: Okay.

Female Patient: You call me anytime, baby.

Courtney: Okay.

Female Patient: I’m getting this whirlwind. This is what I want and…

Courtney: Okay. ‘Cos I’m on it and I’m also going to still talk to our guy about, um, at nSequence, the lab, that we work with.

Female Patient: Mm-hm.

Courtney: So they’re gonna, I’m going to talk with him. Just tell him, that we’re ready to go. Just say to get some things in. Keep in check.

Female Patient: Right and I don’t-, um, I’m comfortable. I don’t want to go anywhere else. This is getting doing.

Courtney: Okay.

Female Patient: December 28th.

Courtney: We’ll figure this out. Okay? We’ll work on it together. I’m gonna give you Dr. Gluten’s number. It has the office on there as well. Um, I’m going to give you my, uh, my-, this is far as well and it actually has my cell phone on there. So you can feel free to contact me. I’m going to be going out of town for work tomorrow. Um, I’ll be, I’ll be having my phone with me.

Female Patient: Okay. Okay.

Courtney: So, we can talk. I’ll even, uh, I’ll maybe follow up with you tomorrow. Just see how things are. If not, Friday. Okay?

Female Patient: Well tomorrow’s gonna be a busy day. I got to work both…

Courtney: Then let me call you Friday.

Female Patient: Will get it on Friday.

Courtney: Okay. I’ll call.

Female Patient: Yes. They got…

Courtney: Just know…

Female Patient: …to be in at work, I think, from four in the morning ’til ten at night.

Courtney: From tomorrow?

Female Patient: Tomorrow.

Courtney: Oh my gosh!

Bart: You guys see how, like, her certainty, this patient. Her certainty is way, way up here. Like, this is getting done. I’m doing it. I’m doing it. I’m doing it. Well, funny how those things change sometimes once they get home. [laughs] You know what I mean? Once they get home, it’s funny how all of a sudden, this came up. All of a sudden, that came up. It’s still a money thing at the end of the day, and when you have somebody in front of you, that’s hot, you have to take them down while they’re hot, right? If it’s not for sixty thousand, it’s for whatever they can do. Right? And we take them down. You can let them know. Almost all these full arch procedures, you can upgrade in the future. You know what I mean? You can upgrade in the future. The most important thing is to get them moving in the right direction. That’s the most important thing. “Let’s take care of you. Let’s get you treated. Let’s get you moving in the right direction. If what you can do is twenty thousand right now, while you look into financing, we’re going to start with this for twenty. That way you can afford it. You can put down $2,000 now in a deposit. I’ll get you scheduled. Bring the check with you, for twenty thousand at , uh, at the Smile Design and that’ll take care of your uppers. And that’s pretty much what you show. Anyways, I’ll take care of your uppers for the extraction and the, uh, in the provisional, um, and Doctor Glidden [?].”

It’s also a good idea to probably look at, um, I don’t know. I mean, on cases where you guys are only doing the provisional, are you still going through nSequence for that?

Man 2: Yes, we will.

Bart: Okay. Well, um…

Man 2: I’m coming to the session in, uh, Vegas because we-were, because what we talked about as far as printing, we want to start looking at that.

Bart: Yeah, just because it’s hard to get down to the-, to the dollar amount, you know, and it’s nSequence really set up to go from-from A to Z with the whole thing. You know what I mean, the final prosthetic. If we’re just provision-, if it’s just a provisional, um, you know, th-the cost really starts to play a factor in what you can charge for it to make it make sense. Um, so, but you guys will-will definitely learn about that in Las Vegas. And, um, and like I said, I think the first, the first ten here, everything that Courtney did, unbelievable. That wa-, it was awesome, awesome, awesome, but I want everybody t-to pay attention to when we close. There’s no fear, never how-, never be scared to ask him. “How it, how do you wanna pay for that?” Never be scared to say, “Well, look.” You know if they give you like a, “Oh my God, sixty?” Ask him. Say, “I mean, is this sixty too much to pay with-with one check? Is that just too much in terms of capital? You tell me? Well, you tell me, what would be easy for you? Will make it easy. You can pay a portion, we can work something out. It’s something else out here. I mean, tell me talk to me.” Just get them talking about their financial situation because you’ve already got them sold. You know, what we don’t want is somebody with 25 Grand in their pocket to leave.

That makes sense guys? You don’t want that ‘cos that-that’s a full arch, right there. Right? Just because they need to, and we’re pitching, too. I can’t tell you how many times this happens. This happens all day long with our clients. They come in, and they’re a mess. Right? And they need two arches. They don’t have it. They don’t have the money for two but they have the money for one. But the way that we pitch it, we just don’t roll it back quick enough and come up with an easy solution with an easy win for them, and they end up leaving, um, and they-they can be very, very, very difficult to get back in the door. So, I always want to find out before-, I don’t like offering financing and running financing blind without knowing what somebody can pay for outright. Okay? That’s why always the close goes the same way. You run through the bundle, you get to the dollar amount, and again, when you present the dollar amount, it’s like so.

I think you’re going to find out all of this adds up to a pretty substantial discount, right? This is for you. This is for you. This is free. We’re actually going to take this off, this off, this off. So, what’s normally $90,000, in terms of value, you’re actually only going to pay sixty. It’s actually seen about a 30% discount. Right? Blah, blah, blah, blah. “Great. So, I can go ahead and get you scheduled. Tell me. How would you like to pay for that? Do you want to do a check? Do you want to do credit card? What’s easy?” Well, done. It’s the same way, every single time without ever talking about financing. Makes sense? They’re gonna to let you know if financing needs to be discussed.

Lisa: All right. This is Lisa, just for Courtney. We had a case like this. So, did you ever, at any point, think that she was just talking the talk? Because we had a patient who came in, and he was talking the talk, like, he was like, “Oh no, you guys are the office for me. I’ve got this. I’m going to do the hybrid. I won’t go anywhere else.” And then, like, for me, if they can’t even put $2,000 down on the $60,000 case, right then and there, which he was kind of the same way. Like, I just thought that he was bs-ing us a little bit. Like, just going through the motions. Like, what do you do when that case sparked? Like, do you just stop wasting time and just keep going?

Bart: Well, here’s the thing with some people. That’s why I said, you have to be careful of people that are acting super, super confident and-, and we have to ask them directly what they can do, right? So, if I said, “Well, we can put this down.” Because a lot of times, they’ll act super confident but they have to go move some things around or talk to somebody or call their bank or do whatever it is that they have to do. Where you’re going to find out is, if you get a financial commitment today, right? And, are they looking for ways to make a financial commitment, or they looking for ways to get out of there? That’s it. Right. So if I say, “Well, why don’t we do this? If you say that, you can pay the whole thing with a check, and you to get a cashier’s check. Um, no problem. I’ll go ahead and get you scheduled. You can deal with the bank. We’ll put a deposit down today and I’ll get you on schedule. Sound fair?”

Courtney: Which is part of, like, what I guess, I kind of already had assumed because I had talked to her on the phone previously, and she was saying she wanted to financing so I was kind of like, okay, it’s just like she wants to finance that. I was already, like, hoping and thinking she’d get approved. Just that her credit was good. I don’t think it can’t mean everything that I was hearing. I knew she needed to finance them. It was just hoping that went well which, obviously, it didn’t. Um.

Bart: Well, you did ask her, “How much of the sixty, do you have?” And she said, “I don’t have the full sixty. I have about half. Right? Which is thirty. That’s thirty thousand. But I wouldn’t-, I wouldn’t gloss over that, right? So, if she said that to me, I’d say, “Okay? So, you can you can-, you can do thirty thousand say, with a check. For instance. Is that right?” I would make, damn, sure that she means thirty thousand there, and not.

Woman 4: So, let’s get your…

Bart: That makes sense, guys? So, I would always-, once you put them to the test, they act really over-, they act really confident, but I got to get this together this together, this together. “Okay, no problem. Let’s go ahead and put deposit down. I’ll get you on the schedule. Right? So we can do a $2,000 deposit. How’s that sound? You just do it with a credit card.”

“Uh, well, duh dah, okay.”

“Okay, well, look, I’ll make it easy. What-what’s easy for you to put down? Do you have a debit card, credit card? You tell me what’s easy and I’ll do it. I’ll make it happen for you. What do you want to put down?”

If they’re not putting anything down, something is amiss. Something is off.
And sometimes they just, th-they’re non-confrontational. Sometimes that dollar amount was way higher than they thought it was going to be, um, and sometimes they were just price shopping against another, um, another treatment plan that-that you never knew about. So, something was amiss. That’s why guys, always pay attention to their reactions and always make sure that your super clear about this. Right? Super clear about-, “Is this price-, like, how do you feel about the price? We good? How would you like to pay for that?” Can’t pay for-, “I don’t know. I got to talk to the day, move stuff around, blah, blah blah.”

Like you want to drill down and get really, really, really specific there and make them state it. So if-if, if it’s an issue, um, you guys have the ability to solve that problem before they leave. We have the ability to change the treatment plan. We have the ability to do one arch, not two. We have the ability to-to, um, uh, to submit out for financing. W-we-, there’s so many different ways that we can overcome sol-, uh, objections, if we’re dealing with somebody with money, if we’re dealing with somebody that can’t put anything down and they don’t have any money, well, let’s submit out for financing. If we don’t get it, then we’re not going to waste any more time here ’cause they can’t pay anything. But if they can pay over $10,000 in cash, I mean, that’s it. That’s a sale that’s sitting there and you start adding up all those 10s and 20s. Right? Over the course of a year, that walkout, that were treatment plan for double arches, it’s a huge dollar amount for my clients that-that we miss. Right? Huge absolutely huge. So, always find out what they can pay and, um, and close. Just assume the close and close with a lot of certainty. How do you want to pay for that? Right? Like, it’s no big deal.

Guys, sorry. I went over a little bit. Does anyone have any questions about any, uh, either one of these, uh, these consultations? You guys have something that, um, that you witnessed in-in December? Any type of questions you want to ask me while we’re on the line? Go ahead and shoot, if you do. Make sure you unmute yourself, too. [pauses] No one has anything? All right. Good.

Not making me work? No problem. No problem. I worked enough, anyways. I’m tired. [laughs] I’ll be working in Vegas. Hopefully, you guys get signed up for-for the power days, uh, for this next year. Um, and I think we’ve got-, we’ve got a, uh, another boot camp up. Oh! Go ahead.

Oh, okay. And we’ve got another boot camp coming up at the end of the month in, uh, in Las Vegas. But make sure you guys get-get with your doctors and, um, go ahead and just a-all the days for the power sessions are already planned. Um, so, pick your dates. Make sure you guys are getting the videos recorded, uh, ‘cos you can learn a lot from it. And, uh, we’ve got some brand-new stuff that we’re working on to roll out to you guys for 2022.

Um, and we’ve learned a lot from just doing the training that we’ve done, and watching the videos. Um, so I think it’s going to be an unbelievable, unbelievably busy 2022 for all you guys and all the practices should have record years. Okay? Just really focus in on making sure we have decent audio for, um, for the recordings. And when you close, pay attention to their body language and be really clear. Don’t leave anything. If you even have, uh, any type of hesitancy on their certainty just ask him again and just clarify it. Be very, very clear and direct.
Cool? Okay, guys.

Well, hey, um, Lissandra and Courtney. Thank you guys so much for sending in the, uh, the videos. You guys did a great job on, uh, on both of them. So, I really appreciate that, and I think for the next call we’re still going to be focusing in, uh, probably next month in the month after that. Just with different things that come up on the closes; different objections, different situations. That’s where all the weird stuff occurs, is when we give the price. [scoffs]

So I’m going to be focusing in on those situations with you, guys, for the next couple months. So, by all means, record them, and send them in. And if there’s anything we can do for you, have any questions, um, don’t hesitate. Just call right in and hopefully, we’ll see you guys either in Las Vegas at the meeting or, uh, or at a power session here, um, sometime in the next, uh, in the next couple months.

Okay? So, you guys, go ahead. Take it easy, go close somebody. Make some money and if you need us, you know, where to find us. Okay? Ba-bye. Thanks.


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