The Closing Institute - Full Arch Sales Critique

May, 2024

Press Play

Bart Knellinger: Hello. Hey, hey. I’m just letting everybody log in, so, guys, just- just hang in there for a minute. Just turned one o’clock. Yeah, those of you guys that have, uh, that have cameras, try to turn them on… can see who I’m talking to. Hey.

Nataly Ortiz: So… [foreign]

Woman in Background: [inaudible]

Nataly: Uh-huh. [foreign]

Bart: Mm-hmm. I’m just giving everybody a second to log on here and then we will get going. We’re- we’re actually gonna… we’re gonna look at a call today where it was a husband-wife team that came in, and they actually both needed, uh, an All-on-4. So, it’s kind of an interesting one because you- you’re- you’re trying to basically make two sales at a… two sales at one time. So, it was pretty cool. I’m just letting everybody log on. Anybody have any good consultations? Any- anybody have any good consultations? Closed any full arches last week? Anything good? Has anyone ever sold two arches at one time to a husband and wife that came in at the same time for a consult? No? Nobody? Come on.

Woman: It’s cool because you get to, like… [chuckles]

Bart: Just letting everybody log on.

[background sounds]

Bart: I’m going to give it, like, one more minute.

Woman 2: I think that would be it. You’re not gonna be on it.

Woman 3: That’s okay.

Bart: We were actually… we just had our… uh, this last power session in, um, in Arizona last week, and, uh, and that was pretty cool. That was pretty cool. It’s our first one that we did on the- on the West Coast. I think we have one more on the West Coast this year that we’re gonna do for some of those California- California doctors, Arizona doctors, stuff like that. So, if you guys are on the West Coast and you’re not signed up for September, um, make sure that you do that because only one more out there. Okay?

All right. We’re gonna… I’m gonna go ahead and, uh, get going. We’ve got a consult from, uh, the treatment coordinator- coordinator’s name is Mecca, and the doctors, Dr. Ash and Dr. Clark. It’s a GP, um, uh, surgeon combo. But this is a- this is a pretty cool consultation because she has two people come in. Usually, when it’s two people sit in front of you, one of them is the prospective patient, the other one’s just kind of come in with them, um, but in this scenario, they both need All-on-4. Um, so, this is uh, this is pretty cool. And I think there’s some things that we can learn, uh, in regards to how to sell and how to kind of format this to make it the easiest for the treatment coordinator to close and for the doctor to make a presentation.

Um… so, if you guys, make sure that you turn your volume up. Some of this is a little tough to hear although everything is transcribed, but just kind of turn your volume up so that you guys can- can hear everything, and then um, I’ll be kind of stopping as we go to talk through it. If you guys have any questions, you can just come off unmute and just ask the question or you can type the question into the chat function. Cool? Y’all ready? All right. Here we go.

Mecca: Um, again, I’m the treatment coordinator. So, my job today, what we’re going to do, me and Dr. Clark, we’re going to come up with a customized treatment plan for the both of you. Okay? Um, but in order for me to do that, I need to know two things from the both of you. Um, more about what your current situation is, your dental situation. Um, like, are you having difficult eating, are you in pain? Things like that. And also, what you want long-term. What’s your goal? Where do you want to be? Okay? You want something restorable, that’s going to be low maintenance. Um, aesthetic-wise, you want something that’s really bright, your teeth, like, what exactly do you want?

Female Patient: You know, we already talked with the dentist about the full, um, implant, top and bottom. 

Mecca: Right. 

Female Patient: Full replacement.

Mecca: The full replacement. Okay. And do you understand what that is? They call it All-On-4. Did they explain that to you what that is?

Female Patient: It’s called what?

Mecca: They, it- the popular name for it is, the procedure is called All-on-4, and what that means is it’s all teeth supported-

Bart: So, keep in mind, like, right off the bat, okay? She stated her intention. I need to know two things and then she kind of asked a question or she kind of made a statement. “Hey, um, we’re interested in, you know, full-mouth implants or whatever it is,” and, uh, and now, all of a sudden, we’re talking about All-on-4. So, we just need to stay on track here and just get current state. You know what I mean? We just got to figure out where they are. What’s going on? Um, what are their frustrations? What are they dealing with? And just really stay on track. None of the information about the procedure really needs to even come up in the first 10 for the most part.

Mecca: …by four implants. However, we call that procedure All-on-X because four implants, as much force as we do in our mouths, four implants is not enough for one arch. It’s not enough. 

Female Patient: Yes. They did say. They would put whatever needed to be.

Mecca: Yes, and there’s no additional fees for the extra implants that we need to place. Okay? So, usually, it’s about six or seven implants per arch. Okay? And, um, so it’s- the implants are placed in, and then the teeth are designed by Dr. Ash, Dr. Clark does the surgery portion, removing the teeth, placing the implants. Dr. Ash designs-

Bart: A lot of you guys kind of fall into this because this is kind of where you’re comfortable. Talking about the implants, talking about the procedure. But again, this isn’t really the type of thing that’s super important at this phase. Um, we’ll get in all this stuff in the second 10. But, you know, only one patient is talking, her husband hasn’t communicated yet, make sure that you guys do as good of a job as you can at really engaging them. Forget about the treatments, right? Just really engage with them and get to know- get to know the patient and how they got to where they are right now, right? What’s their current state? What bothers them the most? Why are they coming in right now? What are they looking for in terms of an outcome? And make sure that you guys are using your time here to gain the information that’s going to help you close. 

Um, you know, you’re using the time to gain the information you need, and to- and to create urgency and get some type of emotional buy-in. The second you guys started talking about the procedure, the- the patients aren’t going to be speaking very much and you’re going to be speaking a lot, right? And ideally, in the first 10, first 10 minutes, you guys aren’t doing a whole lot of talking. The patient’s speaking way more than you. We’re just asking questions, relating to ’em, elaborating when necessary, but this is all information gathering. It shouldn’t be um, educational, right? In terms of what this is versus that because there hasn’t been any recommended-

Nataly: [foreign]

Bart: [chuckles] 

Mecca: …designs the teeth. And then, um, there’s also an anesthesiologist that comes in to make sure that your soundly, safely, asleep throughout the whole entire procedure. Um, and then you wear- so, you leave with teeth the same day of surgery. It’s a temporary though. Okay? So, you’re not able to eat the things you normally would, like, bite into apples or chew a stake right away. But it’s just temporary, just for three to four months while the implants heal. After the implants heal, you come back, and then we give you your permanent teeth that are made out of Zirconia. Okay? At that point, that’s what stays with you for the rest of your life. That’s when you can eat the things that you want with no restrictions. 

Female Patient: Right.

Mecca: Okay? In addition to that, we’re going to be hanging out for some time. So, you’ll be coming back to see us. Well, Dr. Ash, he’ll clean your teeth every six months, um, and we’ll take this off, we’ll clean the implants, and we’ll clean- this is called a prosthesis, or prosthetic.

Female Patient: Mm-hmm.

Mecca: Okay. Your daily home care, you’ll be cleaning it with a water pik. 

Male Patient: Yeah. 

Mecca: Okay? Do you know what the water pik is? 

Female Patient: Right. 

Mecca: Okay. Um, and that’s it as far as maintenance-wise. Okay? Um, so, right now are you restricted on anything that you can or cannot eat or…? 

Female Patient: Mm-mm.

Mecca: No? Okay. Is it just you need, um, a lot of work and you’re trying to, like, weigh out the options? 

Female Patient: Yeah, I-I have. Personally, I have like, uh, a bridge here, but it’s like six teeth.

Mecca: Ah.

Female Patient: And then none of- none of the ones under are in good enough-


Bart: So, now, so, we’re basically three minutes, fourteen seconds in, and now we’re kind of getting back to there. But guys, this is why you got to practice that first line when you state your intention so that that kind of thing doesn’t happen. So they don’t go off track. You want to be really, really crisp and directive with what- with the way that you start the consultation off so that it doesn’t kind of wind up in a tangent, right off the bat. You know what I mean? So, so, at the end of the day, I just need to know where you are right now, and where you want to be in terms of what you’re looking for as far as an outcome. 

So, let’s start with where you are right now. So, give me an idea in terms of what’s going on. How many teeth are you missing, what you’re experiencing, kind of how we got to that point. Just give me a good overview on terms of where you are and how you feel right now. Right? And there’s not going to be any way for them to interject and say, “Oh, I want All-on-4,” it doesn’t make sense. It’s just stating your intention and then really, um, pacing and leading the call, uh, in a- in a manner that kind of limits the amount of responses you guys are going to get. So, that’s just- you just need a little bit of practice there with stating your intention and asking that first question really, really, really well so that they go straight into why it is that they’re there and what they’re going through, which is where we want to start always. 

Female Patient: …good enough shape to run a bridge, you know, two bridges.

Mecca: Right. Okay. Gotcha.

Female Patient: And then, I have TMJ, so there- we’re going to do the bottom because they’re going to need within the next two or three years dental work anyway, crowns or, you know, hold or something. So we’re just going to take the- do the whole thing.

Mecca: Okay, sounds good. Sounds good. How about your situation? What are your- what’s going on inside there? 

Male Patient: I got perfect teeth.

Mecca: Okay. I- I’m like, “Okay, we’re just here for her today.” 

Male Patient: No, my teeth are… I mean, let’s say, bother me and I don’t have toothaches or none of that stuff now. I got here a few weeks ago and you guys took care of that one, pulling it out.

Mecca: Okay.

Male Patient: But, uh, my teeth are bad, you know. I mean, um, it is bad. So, I was wanting to see you, you know, about doing the whole thing too, you know.

Mecca: Okay. Okay. I think this is your CT scan that we’re looking at. Um, Dr. Clark’s in his office, designing where he’s planning on placing the implants. So, you have- you have a bridge as well. Right?

Male Patient: Mm-hmm. Right.

Mecca: You have a bridge on the lower left side, um, I don’t know. What’s going on with your front teeth there? Is there anything going on there?

Female Patient: This- this right here is removable. 

Mecca: Ah, okay.

Male Patient: They give me, um…

Mecca: Gotcha, okay. So, are you restricted on what you can eat?

Male Patient: Mm-mm.

Mecca: No?

Female Patient: Well, yeah. You- you can’t eat anything. You take that now-

Male Patient: Oh, not with this thing. I take this thing here out. 

Female Patient: You got to take it out.

Male Patient: Yeah. This thing’s worthless, you know. 

Mecca: Okay. Okay. So, it sounds to me like, you’ve had, you know, work done in the past, it’s, you know, not holding up so well. And you just… you guys need a fresh start, pretty much, basically. 

Female Patient: That’s what we want. 

Mecca: Okay, sounds good.

Male Patient: Yeah, they told me when- when they’re doing this one, I could eat anything I want. Well, they lied like a dog. 

Mecca: Oh, when doing that one.

Male Patient: Yeah.

Mecca: Oh, yeah. 

Female Patient: It turns out it’s a temporary- 

Male Patient: It’s just a temporary.

Female Patient: …it’s not even the-

Male Patient: The dentist said, that’s just a temporary.

Female Patient: A permanent one.

Mecca: It is, it is.

Male Patient: It was like, well, they really charge me for it, you know, anyway. 

Mecca: Yeah, yeah.

Male Patient: So, it’s- I can’t, like, [inaudible] and there’s no way. I have to sneak it out, put it in my pocket, and hopefully try not to grin at nobody. You know.

Mecca: Yeah. How does that affect you on your daily life? Or have you gotten used to it? 

Male Patient: Uh, this, here?

Mecca: Having to take it out, slip it out.

Male Patient: It doesn’t really bother me or nothing, anything like that. It’s just-

Bart: Guys, so, here’s a- here’s the thing, right? If you’re dealing with somebody, like listen to this guy’s tone and look at his mannerisms. This is not a guy that’s about to get vulnerable with you right now. You know what I’m saying? So, you might as well not even ask the question about like, “Oh, how did it affect you,” because this guy’s personality, he’s not gonna go there. He’s just kind of- he’s gonna kind of minimize it. Um, not that it doesn’t affect them, right? But you can say kind of more with your reaction to what he says. If you have one of these guys in front of you that’s kind of like, “Yeah, you know, I have to take it out put in my pocket, you know. It is what it is. But you know, um, you know, I’m not going to complain about it.” Right? If you got one of those guys, when you asked him like, “Oh, how has that been affecting you?” They’re gonna be like, “Well, I don’t know, you know, I deal with it. That’s what I do. You know, you deal with stuff. Not big a deal.” 

Um, so, sometimes when they’re telling you, it’s like, “Oh, my God, you have to take it out and put it in your pocket? Well, oh, my gosh that’s miserable.” You know? And you don- you don’t ask a question, you just let him see your reaction, you know what I mean? And then they’ll usually like, “Yeah. You know. I mean, it’s not ideal but you got to do what you got to do.” “Yeah, but you know, you don’t have to do that anymore. That’s crazy. Oh, my gosh. Wow. Okay. How long has this been going on? How long have you had that? Yeah? Okay. Oh, my gosh. All right. Okay, so that obviously can’t persist.” Okay. Boom. And then just kind of keep it moving but, you know, sometimes… right. Ca- can you guys see this guy’s… um, his mannerisms and his tone? Are you picking up on it? 

Okay. So, his tone, his mannerism is totally different than his wife’s here. I think his wife is kind of more of an open book, and his wife seems to have, you know, a lot more urgency right now than he does. Um, not to say he doesn’t have urgency, he just doesn’t show it or communicate in the same way that she does. So, sometimes if you guys have somebody sitting in front of you, rather than asking, “Oh, well, how did that affect your life?” Just show him- show him your reaction. When he says, “Yeah, I can’t really eat.” He has to take his teeth out and put it in his pocket. I’d be like, “Oh, my gosh. Oh, man. That’s miserable.” Right? And then they’ll just agree with that reaction.

Male Patient: It’s a pain, you know?

Mecca: Yeah. On this side, yeah.

Male Patient: Uh, I mean, I’m sitting there, we go out to dinner, I take it out and then I might be talking for 20 minutes and forget I- 

Mecca: That you took it out?

Male Patient: And put it back in.

Mecca: Oh, yeah. 

Male Patient: You know? I’m talking about, “Oh, yeah, man. I, uh…”

Mecca: [laughs]

Female Patient: [chuckles] I think a man is different. A woman would never do that. 

Mecca: There’s no way I could forget.

Female Patient: No way. 

Mecca: [laughs] Oh, my goodness. Okay. So yeah, I think I have a pretty good idea of what you both are looking for and I’m almost certain we can help you both out. Um, I want us to just show you so you guys can feel-

Bart: What you got to remember also is when you have two prospects sitting in front of you at the same time, you guys have to be super organized with your- with your dialogue. Right? So you state the intention, you start with the current state and say, “Okay. So let’s start with you.” And then address one patient, right? “So, give me an idea of where you are right now, how we got to this place? Just kind of give me a good overview on everything that’s been going on and where you’re at.” And then you go with that one patient, you ask all the questions. Right? And then you go- you can go to the vision and then you address the next patient. 

“Okay. Now let’s go- let’s go to you. Okay, so give me an idea, you give me a good overview in terms of where you are, how long you been there, you know, everything that you’re going through, bring me up to speed. Okay now for you, what’s the most important things that you’re looking for here? Is it the function? Is it the- is it the longevity, is it the aesthetic? Try to give me an idea.” Boom, boom, boom. But you got to be really organized with how you communicate so that you don’t just miss… uh, so you don’t miss something that’s really important or you speak more to one person than the other.

Same thing with the presentation, by the way, because they’re both individuals, you know. So you don’t want to assume what one person is going through is the exact same as the other person. So you got to be really, really directive and organized with how you communicate in this situation.

Mecca: …can feel the difference between the two materials. Um, this one here is the temporary one, the one you leave with the day of surgery. Okay? That’s PMMA, is the material and this is a Zirconia. If you could feel it-

Bart: All this stuff we want to stay away from. Because we’re- this is what the second 10 is for. Right? This is what the second 10 is for. What we should be doing right now is creating the vision and getting them excited about making a change. You know what I’m saying? That’s what the first 10 is about. The first ten is about understanding where they are, creating urgency, showing a little bit of empathy and understanding, and then generating, uh, and- and creating a vision within their mind that triggers an emotional response. That’s what we’re doing in the first 10. You need to get them excited about the change that they’re going to make. Not specifically the treatment, because we don’t know what the treatment is going to be at this point until they speak with the doctor, right? 

But we’re getting them excited about the lifestyle change that they’re going to make. That’s what we’re- that’s what… that’s the whole purpose of the first 10. And guys, that’s how you build trust and that’s how you get into really good rapport with them, and that’s how you get somebody coming in the second 10 that’s super excited to learn what the treatment is going to be. Right? So, it’s results first.

Treatment is the vehicle to get to the results, but it’s always what results that we’re after, and you’re helping them create a vision for that, and you’re building some kind of excitement around it. Like, I think it’s pretty cool for two people- for the two of them to be able to go through this at the exact same time, I would be excited about that. You know? Say, “This is awesome. You guys are going to take this journey together. I mean, imagine like the before and after photos. When you guys take your photos now and then you take your photos in a couple of weeks, and you both have a brand new smile, that’s going to be amazing. Wow, how cool to be able to do this at the same time?” And I would be just assuming that sale, you know what I mean? I’m going to fast-forward just a little bit here because there’s a lot of talk about the treatment here, um… 

Mecca: That’s just standard across the board. Okay?

Female Patient: Tell me what- what you know about the– some kind of implants they put up here.

Mecca: Pterygoids? 

Female Patient: I don’t know what they’re called.

Mecca: Yes, that is what they’re called. They’re called pterygoids. What those are, they are implants. So this here, your bone up here is called a-

Bart: See, and we don’t know if she’s- we don’t know if she needs a pterygoid implant or not. Right? And this is why you kind of want to stay away from this until you have the CT scan, the doctors looked at the CT scan, or the doctor makes a recommendation. That way we can kind of limit the questions to- to questions that are going to be the most relevant to their situation. So, basically, the- the entire rest of this, first, I-I’ll show you just the end- the end of it but out of this first 10 minutes, there’s probably 90 seconds to two minutes talking about their current situation or what they want in the future. The vision never really was made, uh, very clear. The rest of the entire dialogue was revolving around, you know, the treatments.

Mecca: …with your natural bone and then you’ll be ready for the zirconia. Because this is the closest thing that we can get to our natural teeth. Okay? Our teeth and bones, they’re strong but this isn’t even as strong as our natural teeth. Okay? This is as close as what we could get. Anyone. Okay? I know it’s a lot of information but, um, it’s good information, it is helpful.

Female Patient: It is. 

Mecca: Okay.

Bart: Just imagine if we just got all that information and then we do the CT scan and they’re not candidates for implants. You know what I mean? Or if it’s a zygomatic case. Right? So just kind of keep that in mind. 

Mecca: So let me go grab Dr. Clark and then we will come back, okay? All right.

Male Patient: Will do.
Dr. Clark: You’ve decided it’s time, huh?

Female Patient: I’m ready, yeah.

Dr. Clark: All right, fair enough. How about you?

Male Patient: [chuckles]

Female Patient: He’s on, um, right on the edge.

Dr. Clark: Yeah. So, you know, the good news is I looked at…

Bart: So, he said, “So, yeah, I guess you guys think it’s about time,” and she said, “I’m ready,” and he goes, “What about you?” and he goes- and then she- he didn’t answer, she did, and she goes, “He’s right on the edge.” So what do you guys think? If- if you’re in this situation, you have one with a lot of urgency, and what with less urgency, what is the strategy here for the presentation and the close? How do we get them both moving forward right now? Somebody give me an idea of what your strategy would be here in a presentation and a close. What are you looking to do? Somebody come up and mute or I’m gonna start unmuting people. [chuckles]

Lisa: All right. That’s a tough situation. It’s Lisa. Because I don’t know what- I would focus on the one who wants to move forward. [chuckles] That’s- personally, that’s what I would do is focus on her and then hope that he would jump on, at some point, but-

Bart: I would use her to drag him- to drag him along, right? What I’m thinking is I’m going to engage this- I’m gonna engage both patients. I’m going engage him a little bit more, get some urgency, and then I’m going to make a presentation and I’m going to do a bundle close and give them financial incentives to both do it at the same time.
That’s what I’m thinking here. Right? I’m thinking I’ve got two people in front of me that I can close that are married. That’s four arches. So, I’m going to try to utilize her enthusiasm to generate some additional enthusiasm from him and constantly be talking about how cool it is for both of them to get this done together and how much this is going to help him. It’s going to help him just as much as her and then I’m basically going to be positioning it as, hey, because we’re doing this both together, I’m able to give you both a really good deal on it. Right? Because you’re doing it together as opposed to separate, you’re going to pay less. So, that’s what I’m thinking here in terms of, uh, a strategy to close both of them.

And again, for the doctor, the doctor said to be really, really, really, really organized with how he communicates, um, you know, you have to kind of break this up. I’m going to work- “All right, I’m going to focus on you right now. We’re going to talk about what I see and what we’re going to do to get you what you want. And then we’re going to talk about you,” right? Whether that big generalized conversation about all-on-four for both of them.

Dr. Clark: …both of your CTs.

Female Patient: Mm-hmm.

Dr. Clark: And yeah, there’s a lot of broken teeth and little leaks and cracks, you know, if you were to try and replace it, yeah, it would probably be real, real pricey.

Female Patient: Yeah.

Dr. Clark: I think we talked about that last time. So, I feel comfortable as long as you guys feel comfortable just kind of cleaning everything out, starting all over. Scoop out any material that…

Bart: Okay. So what did we miss with the second 10? How is the second 10 supposed to start? The doctor comes in and does what?

Leslie Ramos: Comes in with a primary recommendation. 

Bart: Yeah, but…

Leslie: After they… based on what, like, the TC, you know, gathered.

Bart: Exactly. So, the doctor comes in, right? Hey, I understand that both of you guys are looking for this. I understand that you’ve been going through blah, blah, blah, whatever, right? It’s confirming the X, the current state, and then confirming the Z, the desired state. Okay? “So, um, Mecca tells me that, you know, as far as you’re concerned, the most important things for you are the aesthetics, right? Having something that looks really nice, something that looks very natural, something that’s going to last a long time, and something that’s going to function really well. Something where you’ll be able to eat everything, um, and just not even worry about anymore. Is that right? Did I miss anything? Okay. Now, Mecca tells me, with you, the most important thing above all is going to be the function and you certainly don’t want something coming in and coming out. Right now, you have to kind of eat with something and then you have to take it out to eat certain foods. Put it back in. She said that’s a big frustration. Is that right? Yeah? Okay, cool.” 

Well, given that, right? It’s always a quick recap on where you are and where you want to be and then we’re going to make a treatment recommendation to give you everything that you want. That’s how it’s supposed to start. If it doesn’t, this will how all consultations start. “I looked at the CT, here’s what we need to do.” Yeah, but we need to do it to get what result? What results are we- are we trying to achieve here?
If you’re not trying to achieve a result, then you’re just doing a treatment, you’re just selling a treatment. And then the whole thing kind of gets blown up, you know? Like, to be honest, these guys look like the- this sounds like it’s super easy. You know what I mean? These guys sound like kind of a- like they’re ready, you know, at least her. Um, but I just wanted to point out, right? If you guys don’t get the vision, you don’t- you don’t figure out what the desired state is going to be in the first 10, then you can’t relate the information you don’t have to the doctor, you know? 

And if you don’t relay the information to the doctor, the doctor is probably going to do what this doctor is doing because that’s what they talk about. Right? What they see and how they’re going to fix it as opposed to how they’re going to treat you to achieve the results that you want.

Dr. Clark: …shouldn’t be there.

Female Patient: Yeah.

Dr. Clark: Infections, inflammation, whatnot. Find good little bone anchorage sites and, uh, place them in there. You both are a little different. Okay? Yours, you have- you have the need for what are called pterygoids, pterygoid implants.

Female Patient: Oh, that’s right.

Dr. Clark: These are in the back.

Female Patient: Yeah.

Dr. Clark: Okay? You don’t even have that option…

Male Patient: [chuckles]

Dr. Clark: …because you just, you’ve lost so much bone. Your sinuses are so wide open back there. The only way we have to be able to put anything way in the back…

Bart: Do you see how you go back and forth here? “You need pterygoids, you can’t have pterygoids. You’re going to have this material, you’re going to have that material.” It- it’ll get confusing. It’s hard for the- it’s going to be hard for them to kind of keep it straight. So, you just want to work with one patient at a time. One patient. Here’s where you are. Here’s where you want to be. Here’s the primary treatment recommendation. Any questions on that? Okay. Now, you, here’s where you are. Here’s where you want to be. Here’s the primary recommendation for you. Any questions on that? You want to take it one at a time so that you’re not constantly going back and forth. It can- it can, uh, it can get confusing. It’s a little- and it’s more difficult to do for the doctor also.

Dr. Clark: …like she’s going to get the have, is if I did a whole bunch of sinus lifts and grafts. And the whole point of doing this is to avoid having to do all of those things and when we do sinus lifts and grafts, we can’t do everything all at the same time. It ends up being staged and can last upwards of a year. Okay? So, what we can do for you, I think… does she have this on-screen save or something? I’ll be sharing it with you. I’ll have to- I’ll have- I don’t know somehow how to figure it out.

Female Patient: Yeah. It was up there a little bit.

Dr. Clark: Oh, you saw me kind of working out a little bit. 

Female Patient: I saw that, yeah. The skeleton. 

Dr. Clark: Yeah. So, we definitely can help you.

Bart: One other thing to keep in mind, guys, speaking with patients or doctors speaking with patients, if the patients are sitting, you want to sit. If the patients are standing, you want to stand. But if the patients are sitting and you’re standing, what does it- what does it kind of signify? It signifies that I ain’t staying here long. I got places to be, I’m not even gonna take a seat, you know what I mean? So, again, if they’re sitting, you sit. If they’re standing, you can stand. But if you guys are in the room for this, you know what I mean? Grab the seat and, you know, and you can say, “Hey, Dr. Clark, would you like to have a seat?” You know, just to prompt- prompt the doctor.

Dr. Clark: For you, there’s only room to be able to put four implants on the top. For you, we can put six. Okay? What does that mean? Probably not a whole lot. Smile real big for me. Right? So, your lip, it doesn’t go super high. We’re not showing a ton of teeth. I think we can give you more teeth than you even are showing right now. So, aesthetically, it’s an improvement even though we’re not necessarily getting six. Okay? I always want to get six if I can because just like if I have this- this chair, right? Having a good spread from front to back is going to create stability. The more I spread I get, the more stability, you know, the more stability.

Male Patient: Right.

Dr. Clark: Okay? Um, in the lower jaw, you guys are almost identical, right? We’re going to put in, you know, 4 or 5 right down in here…

Bart: Why is stability important? Why is it important? It’s important, right? To- to achieve function. It’s important for longevity. But- but we never established that as being something that’s really important to either one of them. We’re just assuming that it is because it pretty much is for everybody. But my point is they haven’t really said it yet and you want them to say it. That way, it gives you a reason to, kind of, explain, right? In order to achieve the type of function that you want and something that’s not going to come in and out and something that’s going to last a long period of time. One thing that’s really important that we’re going to have to get is- is maximum stability. So, in order to do that, boom, boom boom, you know what I mean? You’re always framing the presentation based on the results that you’re after. Otherwise, it’s just a lot of information. You have to be careful with this kind of a thing.

Dr. Clark: …between your nerve, now you have to deal with the nerve and screw down a prosthetic. Did you get to feel and look at those things?

Male Patient: Yes.

Female Patient: Yeah.

Dr. Clark: Yeah, so, you know how it works, you know. Who- who has potentially, potentially, the most apprehension, per se, about doing something like this? You or you? 

Bart: Mm. Interesting question.

Dr. Clark: He’s at a point…

Female Patient: Yeah. You know, I’m…

Dr. Clark: Okay.

Female Patient: Concerned about the process, but-

Dr. Clark: Okay. All right.

Female Patient: You know, I’m not big on pain. So.

Dr. Clark: Sure. So, what I’m trying to figure out is, you know, in- in the world where, let’s say, you both decide to do this, who goes first?

Female Patient: Me.

Bart: They go at the same time. You know what I mean? Because- so- so, in- with this mindset, we’re kind of setting it up to close one today. I don’t know why. Why can’t we schedule them in back-to-back weeks? You know what I mean? It doesn’t really matter who goes first right now. What matters is we get this done. We get them committed. We get it paid. We get it closed. We’re trying to close it right now. I’m not working on the logistics right now, I’m trying to make sure, hey, is this guy going to do it? Are they- are they going to move forward here? Right? And- and my gut tells me they’re ready to go and this is going to be pretty easy. But still, it’s a little bit nerve-racking because they haven’t showed- neither one of them showed a whole lot of emotion to this point. And I don’t have a whole lot of information that makes me feel really, really good about the close yet. Right? But she, you know, the wife has said enough to me to where, hey, I think if she has the money, she’s probably going to do it, um, but all of his mannerisms say that he doesn’t need it and he’s okay with waiting and maybe he wants her to get it, right? But I don’t- I don’t know. 

I think that he’s to the point where he would like to have it not quite as much as her but I bet you if we made a presentation and financially she would get a better deal if he did it now, I bet you that would be enough to get them both. But I don’t- I wouldn’t put anything out there to, um… and- to- to say that we can’t- that we can only do one of you. You have to pick and choose which one can do this right now and which one has to wait. I would almost be presenting kind of the opposite where, hey, we’re going to get both you guys taken care of, you know? And you guys are going to be able to do this simultaneously. It’s not like one has to wait til you get your final teeth and the next one. Like, you’re both really good candidates, really good straightforward. And I think it’s, you know, amazing for both you to be able to go through this at the exact same time.

Dr. Clark: There we go. Okay.  

Male Patient: I was pointing at her.

Dr. Clark: All right.

Male Patient: I mean, I’d rather see her do it because, I know, I mean…

Dr. Clark: Yeah, you’ll carve the path. You know what I mean? Um, let me just tell you what you’re going to experience, how it’s- what’s the reality and we’ve done enough of these. We know. Okay?

Female Patient: Mm-hmm.

Dr. Clark: First day, you’re going to be a little out of it. You’re drugged, you know, the anesthesiologist. You might have some discomfort. It’ll peak- the pain and swelling usually peaks around Day 4 or 5.

Female Patient: Yeah.

Bart: All of this stuff really should be after we’ve gained agreement that this is the primary treatment plan, and yes, they agree that that is going to achieve the results that they want. So, we agree in concept that, hey, this is what we’re going to do. This makes sense and you’re excited about it, right? Okay, like, until we get to that point, really, like, going through all of these, um, you know, logistics sometimes you guys can create- we can create a problem that never existed. They didn’t have a problem with sedation maybe until he said, “You’re going to be a little drugged in you’re going to be a little out of it.” You- you just don’t know how they’re going to receive that information right now and it’s not sold yet. 

So, these are things that we can also- you can bring them up to speed on all of this post-close, right? After we get payment, you put them on the scheduling, you tell them, “Okay, let me- I’m going to go through and explain what you can expect on your next visit which will be the smile design. Here’s what we’re going to do.” Boom. Boom. Boom. Boom. Boom. But they’re not going to close or not close because of that. So, you want to make- we want to make sure that we get it close conceptually before we start going through logistics that could create questions or concerns that don’t exist. 

Dr. Clark: Okay. So it builds. All right? Why is that? Why am I telling you that? Because what you do in the first three or four days really can impact how your worst day is. I’m seeing religiously, taking… can you take Advil? 

Female Patient: Mm-hmm.

Dr. Clark: Can you take Advil?

Male Patient: Yeah.

Dr. Clark: Great. You take Advil followed by Tylenol okay? Uh, those three things will take care of 80% of pretty much all the pain you have. The remaining 20, it’s really dependent on how it actually affects you.

Bart: I’m gonna fast-forward just a little bit here. 

Dr. Clark: …you need to know, doesn’t matter how healthy, how perfect the surgery goes in. If I put in ten implants, I’m expecting one of them to not connect to you every time. I just know because I put in 10,000 implants now, right? What does that mean? It doesn’t mean a whole lot. It just means that we have to design this and always be thinking about that during the first 4 months. If one fails, we have to remove it. Fine. We need to replace it. How is it going to impact your temporary restoration? The way I do it, I try and only have a situation where I’m testing the one implant kind of at a time, so to speak, so that if you lose that one, it doesn’t cripple you. We’re not having you walk around with absolutely nothing while we’re figuring out where else to put it. Okay? 

I would say one out of every two patients, when we get to the four-month mark and test all the implants, we’re good. We don’t even have to worry about that. Okay? But I would be remiss if I didn’t give you the full percentages, right? It’s 90%. Still good.

Female Patient: Yeah.

Dr. Clark: Right? But we’re putting in so many we’re likely to have one.

Female Patient: Right.

Dr. Clark: And it doesn’t mean you’re a bad person, it doesn’t mean you did anything wrong, you just got to know that it may happen.

Female Patient: Right.

Dr. Clark: And it’s not the end of the world. Okay? Any questions on any of that?

Female Patient: You know, on- on my husband’s, how far back will you go? Where he can chew… 

Dr. Clark: Yeah, so he’s going to get, in the temporary prosthesis, which is your initial one, right? See how this one goes to a molar.

Bart: Like I said, guys, it’s- it’s tough when you’re making two sales simultaneously, but you have to kind of keep them separate, you know, you have to keep them separate. Go start to finish with one patient and then go to the next one and go start to finish with the next patient, right? Otherwise, you can miss some things that are really, um, that are really obvious. But it’s- it’s not that- it’s not difficult to do but you just have to be very organized with your- with your dialogue.

The second 10 took about twenty minutes, um, and the vast majority of the second 10 was talking about the- the surgical protocol here, you know what I mean? And the most important thing in the second 10 is what? Yes, you’re a candidate. I understand the results we’re trying to achieve and this is how we’re going to achieve the results for you. Right? Here’s what we’re going to do for the teeth. Here’s what we’re going to do for the surgery. Here’s what this is. You know what I mean? And you make a primary recommendation that they can understand and then they can agree upon. And then- and then let it go into the third 10 and get it done. You don’t have to go too deep into, um, you know, a lot of- a lot of the- the surgical information because you don’t know how people are going to receive that.

Female Patient: To the bone or to the jaw, that it stays without any worries?

Dr. Clark: Well, it’s just mechanics, physics, right? We have a spread here, right? If I put a table on this and I extend it off just an inch, right? I can still put a glass on there and it’s not going to tip, right? If I extend off five inches, probably still okay, but if I go 10 inches or farther, all of a sudden, it’s going to provide tipping forces.

Female Patient: But even biting on it, like chewing steak, and you’ve got this one, [inaudible]

Dr. Clark: That’s right. It’s not a problem as long as we subscribe to the basic principles, which I just described to you, right? Which is the ratio of the anterior and posterior spread. That’s well-studied. If we try it, you know, you have some people trying to be heroes because…

Bart: Now, listen, right? Um, the reason why she had that question- why does she have that question in the first place? Why did she have the question?

Woman 4: I think it’s because he explained all that stuff and it kind of opened up a problem.

Bart: Yeah, ’cause he explained it and how she’s going to get a pterygoid, right? And he’s not a candidate for- for the pterygoid. So- and he was just explaining how, right? The- I think I fast-forwarded through it but he said, “You’re going to have one tooth hanging off in the back” was the terminology that he used. If it’s not going to affect the function or the aesthetics, why bring it up? You know what I mean? Like he said, it doesn’t matter as long as you subscribe to these principles. If it doesn’t matter, why bring it up, you know? Because it can just generate questions that have- would have never been there and that can sometimes happen, um, you know, if we over-explain something. I only- I would- my philosophy is if it doesn’t affect the result, why- why talk about it? We want to talk about the things that are the most, um, the most critical aspects of the treatment to achieve the results that we’re trying to get, right? Everything else, um, is information that could generate questions that don’t need to be there. 

Dr. Clark: …because the patients says, well, I want to have for sure the biggest first molar. I want a second molar and they don’t want to tell the patient, no, and they say, okay. And so then, they make this big long one and then they do have a problem. They bought a chunk of meat and they- too much rocking on it, right? Cause a problem. 

Male Patient: I used to hang 30, 40 stories in the air with, like, three little sandbags in the back, and they only weigh about 50 pounds each.

Dr. Clark: Yeah. Okay. I don’t feel good.

Male Patient: You know, I’m just saying, though, because I’m only kicking out. [crosstalk]

Female Patient: I about fainted.

Dr. Clark: Oh. [crosstalk]

Male Patient: The four-by-four sticks out on me. [crosstalk] My biggest fear was some idiot coming up in the elevator or the stairway, taking a knife. I always- that was my…

Dr. Clark: Just take you out?

Male Patient: No, just- ’cause they cut the sandbag. You only used two or three sandbags.

Dr. Clark: But why- why would someone do that?

Male Patient: I mean, because-

Dr. Clark: Because they want you out of the world? [laughs] [crosstalk] I watch a lot of movies and that stuff happens, but not…

Male Patient: There’s a lot- [inaudible] oh my goodness, if someone cut that, they could be down there sitting there…

Dr. Clark: I just like to know if you know. All right. It sounds like we’re all lined up emotionally, physically, spiritually, we’re ready to do this. We look forward to helping you.

Female Patient: Okay. Let me ask you one more question.

Dr. Clark: Yeah.

Female Patient: And- and we talked about this before, my age, and even doing this, and apparently, I have to or I won’t have any front teeth anymore.

Dr. Clark: Okay.

Female Patient: I’m not going there. Um, do I really need these back here?

Dr. Clark: The pterygoids?

Female Patient: We talked about, you know, with him, he’s only going to have X amount.

Dr. Clark: Right.

Female Patient: Do I need those teeth that you’re putting in the… what is it again?

Mecca: The pterygoid.

Dr. Clark: Yeah, the pterygoid.

Female Patient: Do I need those or is that just to make a perfect-looking…

Dr. Clark: Well, no. So, do you need them? No, but we have to accept what happens if we don’t. Just like him, he has to accept a couple of things, right? It can’t cantilever as much, it doesn’t have as many built-in fail-safes, right? Uh, the- the front-to-back spread, right? All of these things. You have the bone to do it, he does not.

Female Patient: Mm-hmm.

Bart: Remember, it’s not really a one-size-fits-all. You know, our goal here is to give you a new smile, give you new teeth that’s going to last as long as possible, and have the highest degree of function possible so you can eat, chew, right? Bite into things, speak, and you don’t have any issues, right? And remember the most important- some of the most important factors to doing that, the type of teeth that we choose and the stability. So, I’m going to put as many implants as I can get in in the best positions I can get them in to give you the stability so that you have the function. Does that make sense? And I’m going to do the same thing for your husband. It just so happens that you guys have a little bit different situation. I have to put the implants in a little bit different place for him. But I’m going to do what’s going to be ideal for him to get the stability and I’m going to do what’s ideal for you to get the stability so you both have the same function at the end of the day. Makes sense? Cool. Boom. Go. Right? And they’re- they’re not going to question it as much when it’s presented like that, um, rather than just kind of educating them on, you know, what we’re going to be doing clinically, but-

And again, treatment coordinators, if you guys feel like, hey, the- the consultation is dragging a little bit or it’s getting really technical, um, then you can just make a quick prompt. You can make a prompt and really kind of help get it back on track because we’re about to go into the- into the third 10 right now and, um, you just want to make sure that they’re not confused. That’s all. You just want to make sure that everything is crystal clear before you guys walk into the third 10 because then your job is just significantly easier because you just have to make a compelling case and show them they’re getting a great deal, which in this situation, should be straightforward.

Female Patient: Sounds good.

Dr. Clark: So. 

Bart: We go to the third 10 right now.

Mecca: Well, congratulations.

Female Patient: Yes, I’m ready.

Mecca: Yes. How are you feeling?

Male Patient: I’m freezing. But other than that…

Mecca: [laughs]

Male Patient: Are you cold?

Mecca: I am.

Male Patient: Thank you.

Female Patient: I’m not cold.

Mecca: I am. I am.

Male Patient: It is cold in here.

Mecca: Yes, it is. Well, I’m so glad that we’re able to help you. I had a feeling we would be able to, but I’m glad it’s confirmed now. So, the question is – who wants to go first?

Male Patient: She’s gonna go first.

Mecca: Okay. Perfect. Okay. So, we’ll discuss the fees for you.

Bart: So, in this situation without question right there, how do we close on both of them? Why would we just assume they’re both going to do it? Who’s going to go first is after I’ve already got the money. That’s just a scheduling thing. But I got them both sitting in front of me right now, why not present- make both presentations and show them if they do it at the same time since they’re doing it together, you’re gonna give them ten- ten percent off or you’re going to give them 15 percent off the total or 10% off the total or something like that for moving forward. And the only thing that they need to do in return is doing really awesome couples before and after photo. You know what I mean? Like, close them. They’re sitting there. You can close four arches right now. You close this lady, you’re going to have to go back and re-close the- her husband. How long is it going to take you to go back and re-close them? It’s worth the 10 percent. You know what I mean? To show them an extra discount to both move forward right now and then who’s going to go first is the scheduling question.

We’ve got one opening here next Wednesday. The next opening is going to be the next Tuesday. Who wants Wednesday and who wants to wait the extra week? Who’s going first? That’s it. But I already- I’ve already closed, I already got the money. I already collected the money. They’re done and they’re both in, you know what I’m saying? So we’re kind of setting this up to sell one instead of two here.

Mecca: Okay. So, um, the cost for your treatment is going to be different than yours because we’re placing the pterygoid on you.

Female Patient: Mm-hmm.

Mecca: Okay? So, um, this sheet here, it breaks down everything. Do you want- can you scoot? If you like-

Female Patient: Oh, sure.

Mecca: I can bring this chair over.

Female Patient: Actually, I got a- I got a price from Dr. Ash’s office.

Mecca: Did they quote you? Because usually…

Female Patient: [inaudible]

Mecca: …they quote you the fees, and what did they quote you?

Female Patient: Well, they haven’t quoted for the lower yet, but just the top.

Mecca: What did they quote you?

Female Patient: Um, something like 23 for the top. I may have it, yeah.

Male Patient: Is that good or bad?

Mecca: Well, I just- I prefer that they don’t quote.

Female Patient: Well, this has been quite a while back before you came, so.

Mecca: Oh, okay.

Female Patient: Who knows what was going on? 

Mecca: Well, let me see here.

Male Patient: I mean, they quote me $500.

Female Patient: We used to, um…

Male Patient: They got our attention. [chuckles]

Mecca: Um… 

Bart: Dr. Ash and Dr. Clark work on the case together. Dr. Ash does the restorative, Dr. Clark does the surgery.

Male Patient: I’m sleepy.

Mecca: We’re almost done. Okay. They overquoted you a little bit.

Female Patient: That’s good.

Mecca: Yeah. Okay. 

Female Patient: And is that for both?

Mecca: Yes. So what I did was I added up the price that they quoted you plus the- the reason why I don’t like it is because we don’t know- well, they don’t know if the patient needs pterygoids or not. So, if they give you a price and then you come here and find out you need pterygoids and there’s an additional cause then there’s like, “Oh, well, they said this,” so I would prefer that they don’t give out quotes ’cause I don’t even know if the patient needs pterygoids or not.

Female Patient: Mm-hmm.

Mecca: Okay? So, um, luckily, that worked out because they overquoted you just a little bit.

Male Patient: This is like a drastic park or something. [chuckles]

Mecca: Okay. Okay. So, for us to do- okay. There you are. Okay. So, for us to do the upper and the lower arch, including the pterygoids, the anesthesiologist, your total out-of-pocket cost is 40,300. What they quoted you was inclusive- will not inclusive of the lower arch, but I added it up and it came out to 42,900. So they just overquoted you by about 29…

Bart: They didn’t overquote you, that’s what it costs, but I’m going to do something a little bit- a little bit different for you guys. Right? I’m going to give you guys a little bit better of a deal especially because you’re both doing it at the same time, right? So, I can save each one of you guys about $4,000. So that’s an eight thousand dollar savings given that you’re both doing it at the same time. Whatever it is, you know what I’m saying? But that’s how you want to position it because I think this guy- I think that’s something that would work with her husband right now. That would work. Because if he’s thinking, look, it’s inevitable. I’m gonna have to move forward with it some time I might as well- if it’s going to save us eight thousand dollars, I might as well just go ahead and do it. Why am I going to wait six months and it costs us eight thousand dollars more? If I’m going to do it, I’m going to do it anyways, I’ll just do it right now. Um, I would bet that that would work here to get them both done- to get them both done right now. So you just-

And, guys, it’s the same thing. Remember, with any big case, what you’re trying to- what you’re trying to avoid like with- when you close big cases, you’re trying to avoid somebody saying, “Hey, let me do half of that now and half of that later,” or, “Let me start with this and then I’ll do that later.” Right? And when people say those kinds of things it’s because financially it’s all the same. Right? It makes no difference. So, if they’re going to- if they need 50,000 dollars in dentistry, no matter what type of dental work it is whether it’s implants or not, they need 50 grand if they can do half of it or 25 now and then it’s going to cause them 25 to do the other half later, a lot of them will opt for that. Right? But if it’s- if the total is 50,000 and because we’re going to be able to do it in one visit, it’s only going to cost them 45,000. If they break it up, it’s 50; if they do it all at once, it’s 45. The point is you want to financially incentivize the patients to do as much work in as few appointments as possible. Do you guys understand why you want to do that? Because it’s more profitable for you. Way more profitable for you to do it all in one sitting. Right?

It’s like somebody doing two arches. I would always- I always like to show that the second arch is a little bit less than the first always. I always like to do that. Because if the second arch is a little bit less, I can explain, the reason why I’m not charging you the same amount for the second arch is because you’re already sedated, you’re already in the chair, and we’re already in there, right? So, it doesn’t take us as much time to do- to do the second arch as it would if we were doing the second arch on a different appointment. We’re already there. So the first arch is going to be 25,000, the second arch is going to be 23,000. So you’re saving 2,000 right there.

Again, you want to financially incentivize them to not look at it and go, okay, I’ll do the first arch now and I’ll do the second arch next, you know, next month. Well, if you do that, it’s going to cost you $2000 more or it’s going to cost you $3000 more. And a lot of times, that’s enough for somebody to just go, oh, you know what? I’m just going to do it all right now. You know, it’s like a big cosmetic case where you’re doing, you know, you’re doing 8-unit veneer, right? Or- or crowns or something like that. You want to show like, hey, here’s the fee. It’s 3,500 bucks a crown. But, you know, you’re only charging that for the first two. After that, it goes down to 3,000 bucks because we’re doing it all at the same time. Are you guys with me on that?

Now, in their situation, it’s not the same exact appointments, it’s two people, but you’re making- you’re making two sales at one time. So you’re saving yourself all of that time. Right? You make this sale, she moves forward and then you got to follow up, you got to get him back in the door. You probably got to make another presentation, have another conversation, talk about finances all over again. It doubles your time and that’s time that you can’t spend with a new patient outside of the pipeline that- that you’re trying to close for an all-on-four. So you just want to be as efficient as you possibly can with your time and show the patients that, financially, it makes more sense to do the work right now. Do you guys have any questions on that? Does anyone- does anyone show that if you do two arches, the second one is a little bit less than the first? Anybody show that? 

Jenny Guerrero: I don’t.

Bart: You don’t? No? Anybody show it?

Elisia Edwards: I do.

Bart: You do? What do you show them?

Elisia: So, um, our lower because we do less implants on the lower, it is a little bit cheaper and- but if they do both of them, that’s kind of how we just play it into it. Um, you just are getting a better deal because you’re already doing a full arch.

Bart: Right. Yeah, because if it’s- if it’s less because there’s fewer implants, it’s going to be fewer implants whether they do it now or not.

Elisia: Right.

Bart: You know? So, the reason why I’m giving you a deal on the lower, right? You- you wouldn’t even necessarily have to tell them if it’s the lower or the upper, right? But we’re going to give you a deal on the second arch because we’re doing it at the same time which saves us time, right? You’re already sedated so we’re going to go ahead and give you 10% off that second arch. And if you have two people in front of you, you want to show them that they both get a discount for committing and doing it together. It makes it really hard for them to say, “Oh, let’s wait,” because now waiting costs you money. Whereas, “You know that you’re going to do it in the future, why not just do it now and take advantage of this? I can save her 3,000 bucks. I can save you 3,000. That’s $6,000 in savings for you guys to do it at the same time. And all you have to do is take a really cool before photo and a really cool after photo for us.” Makes sense, guys?

Okay. So, a couple of things just to recap. If you have two people in the room, the first 10, you’re engaging both of them to figure out where you’re at. If they’re both paid prospective patients, then the first 10 should really take 15 to 20 minutes. It shouldn’t be done in 10 minutes if they’re both perspective patients. And if it is, odds are you spend 90% of your time with one of them and only 10% of your time with the other, right? Which you don’t want to do. So, with two patients in the room both p- prospects, no way you’re getting that done or no way that you should be getting that done in 10 minutes. So, you still got to figure out the current state, you still got to figure out the desired state and you’re trying to generate excitement for one patient, excitement for the other, and then you’re generating excitement with both of them to go through the journey at the same time. Right?

And I want to- I want to see some excitement out of the patients then when you talk to the doctor, you gotta do a really good job at prepping the doctor and say, “Hey, what I would recommend, just start with, uh, start with the woman. She’s hot. She’s got more urgency than him. Start with the woman, go in on that. I think seeing her get excited will get him a little bit more excited. Go to current state, go to desired state, be really really simple on the treatment, right? They’ve already had another opinion. They’ve already spoke with Dr. Ash about it. So don’t get too much in the weeds just be super clear on exactly what we’re going to do, show them they’re going to get a good result. And then- and then go to her husband and do the same thing. And then, um, I think we should talk about maybe financially incentivizing both of them to do it to commit right now. I think I can close four arches for you right now. I think we should consider giving 10% off the total for both of them to close now. I feel like if we don’t do that, we’re probably just going to close her and then I’ll have to chase this other guy down. But we got him here right now, she’s super hot, you know, if it’s going to be 80,000 bucks in total and I can show them $8,000 in savings, I bet you we get them both.”

That’s how I would have prepped that doctor before the second 10 because what I don’t want is somebody overcomplicating it. I don’t want problems that don’t exist. I feel really good about it. And I want permission to be able to give kind of a blanket extra discount to get both of them done right now. And that’s it. You know, um, she gets it done. The lady has cash. So, he didn’t close, she did. Uh, she put half down today and she’s going to pay the other half in cash. But there was- there was no, um, financial obstacle. They didn’t have any problems with the price whatsoever. So, you know, she had her checkbook ready, basically, they’re ready to go. Um, so there’s no problem. I think they did really good in a lot of areas. Now, Mecca just has to remember to, uh, to be really good about following up, just harder to follow up with somebody that doesn’t have the same level of urgency of a tendency to put it off longer and longer and longer. And I think the only reason why he’s there is because she dragged them there.

He’s there because she’s there and she wants it. She’s like, look, you need it too. So, I would have really liked to see a presentation going to both of them and an assumptive style close with a financial incentive. I think that would have worked here. Um, but you know, kind of a unique scenario. Okay? It’s 2:03. You guys- do you guys have any questions on any of that? Do you have any questions on the consultation? Anything I can answer for you? Anything related or unrelated to the video that you want to talk about? I got a couple of minutes if you do. Anybody? No?

Stephany: Hey, Bart. I have a question for you. What is a good way of… ’cause I like the idea of incentivizing the patient for doing two arches at the same time but, like, my doctor only does- he likes to do one arch at a time. So what would be a good… you know what I mean? You just have to do the design one time and maybe, like, I’m trying to figure out how I could justify that as I’m presenting it.

Bart: Um… why- why wouldn’t he do…

Stephany: If that makes sense.

Bart: …two arches at once? Just because of the time it would take him?

Stephany: He just- yeah, it’s just a long surgery day, or just doesn’t want to risk any complications during- especially for high-risk patients. Um, if they’re just sedated for so long.

Bart: Yeah.

Stephany: Because we just break it up. We just do one arch at a time.

Bart: Okay. Well, then you might just- you might just make the presentation say, hey, since you’re committing to both arches, what I’m going to do is I’m going to give you a little bit off the second arch.

Stephany: Okay.

Bart: You know what I mean? I’m going to give you 5% off the second arch.

Stephany: Just keep it simple.

Bart: Just keep it super simple. Right?

Stephany: Okay, yeah.

Bart: And sometimes like bringing in a CRNA or an anesthesiologist on the cases. It makes the doctors feel a little bit more comfortable about doing two arches at once. They’re doing oral conscious sedation. It’s kind of the only time where we have doctors that don’t like to do more than one because they’re like, man, it’s just- it’s a long day, right? But, um, typically, with like an anesthesiologist or CRNA, sometimes that makes them feel a little bit more comfortable. So, something to talk to- talk to the doctor about, anyways.

Stephany: Okay. Good deal. Thank you.

Bart: Cool? All right. Anybody else have any questions?

Lisa: Yeah, Bart, just one quick question. So, should we have a discussion or sit down with our doctors to know exactly how far down they would go? That way, we don’t have to leave the room, you know, right away, what that number would be if they’re doing two arches or two couples are coming in.

Bart: Well, I think, yeah, for two arches for sure. You know, you should know like, hey, the first arch we’re charging 25. If you charge them 25 per arch, the case shouldn’t be 50,000 if they do both arches. Okay? So, if they do both arches, the case is going to be 48,000 or the case going to be 47,500, you know what I mean?

Lisa: Mm-hmm.

Bart: 47,500 is 5% off. So, something like that or you look at it, it’s 10% off the second arch. You know what I mean? But yeah, I would go ahead and get agreement so that you guys are ready for that, um, and I wouldn’t put that into the bundle. I would use that as, like, the last thing.

Lisa: It’s like a leverage. Okay.

Bart: And it just prevents them from saying, okay, let me do one arch now and then I’ll do the other arch later. And use that on any cases, guys, it’s not like you can only use it if somebody’s coming in and it’s a big multi-implant case or it’s a big restorative or a big cosmetic case or whatever. It’s the same exact, um, it’s the same exact strategy. You know what I mean? You want to make a big comprehensive treatment plan and then show them that they’re financially incentivized to do it all at once. They’re going to get the best deal because you’re doing it all at one time. Cool? All right. Anybody else have any questions? Okay. All right. If not, go close some arches, close some arches, ladies, and I will catch you on the next call. All right?

Lisa: Thank you.

Bart: Okay. Bye-bye. I’ll see you guys in June. See ya.

Lisa: Okay. Bye, guys.

Bart: All right, bye-bye.

Lisa: Bye.


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