Making It Easy for Patients to Say Yes Pdf

What You Can Expect

If you're ready to provide more complete dentistry this program is for you. If you've kept up with your continuing education and are eager to enjoy a return on those investments, this is the logical next step: the perfect way to advance—and enhance—your practice.

Its content will surprise you in a good way. It's not the same old "educate … educate … educate" approach to case acceptance. Nor is it a quick-fix, tips-and-tricks, say-this-don't-say-that kind of program. It has fresh ideas; hundreds of dentists have been successful with it, and your team and patients will love it.

Here's how it works.

You'll receive video lessons with an accompanying study guide. The step-by-step pace ensures that you and your team will not feel overwhelmed with too much information too fast. Lessons are designed for one-hour team meetings. After each meeting, you and your team will put into action what you've learned.

Every month I'll host a telephone/video conference call with all enrolled offices. During these calls I'll debrief each lesson, answer questions and comments, make instructional design changes if needed, and support your progress.

Focusing on a few lessons a month ensures that you can fully absorb and experience each lesson's benefits. You'll begin to see initial improvement in case acceptance after just a few lessons. By diligently following the monthly progression and putting each lesson's principles and practices to work as you learn, you can expect to see significant success in less than a year.

Be patient with this process. Unlearning old behaviors and learning new ones takes time. You and your staff will grow in stages. Participating with me and with other students in monthly live mentoring conference calls will sustain your learning momentum. You'll get answers to your questions and hear about best practices and successes from others in our Making It Easy for Patients to Say "YES!" online community.

Here's what you'll get with your enrollment:

Program Pricing

Making It Easy for Patients to Say "Yes" is priced on a subscription basis. You pay a low monthly tuition with no contracts. Or you can enroll for a year and save a few dollars. Either way you have a 30 day grace period where if for any reason you find this program is not right for you, I'll refund your tuition. Easy in... or easy out. There's no risk.

Course Outline

Lesson 1: Patient experiences—good or bad—will shape your career

The big picture of career prosperity

Your good dentistry doesn't guarantee good patient experiences. It's human nature for patients to want to be well cared for. It's the experiences they have before, during and after treatment that signal to them the quality of care they're receiving. Good experiences signal quality care, while poor experiences signal poor care. A big question for you is this; is your quality of your dentistry better than the quality of your patients' experiences?

In this lesson you and your team will discover why high-value patient experiences are as important as clinical outcomes for practices to thrive. You'll see a bigger picture of practice production—that it's not just the dollar value of your clinical care, but the accumulation of quality patient experiences. You'll learn that career prosperity is dependent on distinguishing between standard of care vs. Standard of Caring™.

Lesson 2: If your practice were a restaurant, what would you serve?

Offering experiences patients value

What's on your menu? Is it what your patients want? In this lesson you'll use our Complexity Scale™ to distinguish between modest and complex care patients, and how they differ in the way they value their experiences. You'll discover why some patients place a high value on patient education while others don't, and what to do about it.

In this lesson you'll learn specific drivers of treatment acceptance based on the complexity of patients' conditions. We'll develop a nomenclature that enables you and your team to influence patients in half the time with twice the impact. You'll stop having to guess about which experiences patients value. You'll save time, have far less stress, and patients will love you for it.

Lesson 3: Four critical conversations that transform relationships

The Four Chiefs™

The time-honored concept of chief complaint is a woefully inadequate inquiry into patients' concerns. In its place are The Four Chiefs™— the four critical conversations you must have prior to treatment recommendations. Your study of The Four Chiefs™ will reveal how to immediately connect with patients. You'll find The Four Chiefs™ are at the heart of making an outstanding first impression and providing patients incredible value.

This lesson will be the turning point in distinguishing yourself in your patients' minds as the dentist they've been looking for and eliminating many stressful, time-consuming and frustrating events that can accompany practicing dentistry.

Lessons 4 and 5: Stop educating patients out the door

Excelling in benefit-centered conversations

Dentists spend a lot of time in "how to", process-centered conversations explaining to patients how to fix their teeth. You'll learn in this lesson these process-centered conversations often are not what patients want to experience. They want benefit-centered conversations that reassure them they'll feel good about the outcomes of their dentistry.
You'll learn from real-world case studies how to excel at benefit-centered conversations and become patients' #1 choice when selecting a dental practice. A big part of our role during the new patient process is influencing patients to imagine how much they'll enjoy their day-to-day life when their dentistry is completed. You'll be relieved knowing that you don't need to put patients through a mini dental education. You'll feel refreshed during patient conversations and out of the rut of explaining the same things day after day.

Lesson 6: Document what's important to patients

The Discovery Guide™ - side one

The Discovery Guide™ makes it easy to document and retrieve the information that's the most important and influential to patients.
The Discovery Guide™:

Helps patients discover all their conditions
Allows dentists and team members to identify patients' concerns
Serves as an easy-to-follow process map
Acts as an excellent leadership tool

The Discovery Guide™ gives all dental team members greater confidence when speaking to patients, and gives patients the experience of being understood. You'll be excited to see how this guide makes everyone's job easier and inspires continuous improvement.

Lesson 7: How to talk to patients so they really listen

The Discovery Guide™- side two

Wouldn't it be wonderful if when you're talking to patients you absolutely knew they were listening? This lesson makes it easy for patients to listen, understand, and be influenced by your post-exam conversations. It's about The Sequence of Influence™ that guides conversations with patients following their exams.

The Sequence of Influence™ will save you an incredible amount of time and help patients be good listeners and feel connected. You'll discover how to lead patients in the direction of their best interests and in so doing give them a high-value experience. This lesson will open your eyes to what's possible when patients feel a personal connection to you and your team.

Lesson 8, 19, and 10: Offering patients Complete Care without blowing them out of the water

Parts one, two, and three

Have you ever offered patients their Complete Care, blew them out of the water, watch them leave your practice, and post nasty on-line comments about how you're in dentistry just for the money? Complete Care is the optimal treatment to restore structure, function, comfort, aesthetics and phonetics. Many dentists are reluctant to offer Complete Care out of fear patients will abandon their practice due to sticker shock. Instead these dentists play it safe by offering treatment plans they believe will be less intimidating and costly to patients.

Through these three lessons, you'll gain the confidence offering Complete Care regardless of the complexity of care or level of fee without blowing anyone out of the water. This is one of the best changes you can make for your patients and your career.

Lesson 11: Practice makes profit

Rehearsing case conversation

Does this happen to you; you're recommending treatment to a patient and half way through you knew he/she stopped listening and will never accept your care? This lesson on Practice Makes Profit solves this.
In this lesson, you practice case conversations so they're shorter and stronger when offering Complete Care. You'll use a tool called the Case Conversation Organizer™. The Case Conversation replaces the concept of case presentation. It's more influential for patients to engage in a conversation rather than passively listening to a "presentation".

This lesson will give you skill and poise when offering Complete Care to your patients. You'll be twice as influential in half the time relative to traditional case presentations. You'll enjoy this simple yet effective approach when helping patients make good dental health decisions.

Lesson 12: Stress-free fee conversations

This lesson is about the art of quoting fees that protects and sustains good relationships between you and your patients. A significant source of stress for dentists and team members is experiencing patients' shock, anger, embarrassment, and rejection over fees. This is especially true for complex care patients where fee levels can easily get above $10,000.

This lesson will teach you a 4 step stress-free process for quoting fees that are designed to avoid negative patient reactions over fees, watching them walk out your door, and never return. This process is adaptable to every conversation your team members have with patients about fees.

Additional Resources

Start doing the dentistry you love (resource for Lesson 2)

Fine-tuning your practice

This lesson puts you in the driver's seat when pursuing the dentistry you most enjoy. I'll show you a map on how to begin refining your practice. Whether your goal is to practice every day bread-and-butter dentistry or complex care, or both, you'll see a proven path to follow.

In completing this lesson, you'll be able to assess where your practice is, see where you want it to go, and learn how to make the right adjustments to get there. When you know where you are and clearly see the path ahead, you'll get there faster.

Getting out of your own way (resource for Lesson 3)

The limiting vs. enabling beliefs about treatment acceptance

There's an old saying, "If you find yourself in a hole, stop digging."

This lesson teaches you how to get out of your own way and start implementing ideas that could have the greatest positive impact on your career. Using our Mind-Set Matrix™, you and your team will discover the four dominant beliefs about treatment acceptance, as well as which ones you own.

In this lesson, you learn both the enabling and limiting beliefs that influence patients, and, in turn, how they determine practice growth. This lesson is important because it alerts you that your mindset is the lens through which you will view the remaining lessons in this program. Your mindset will influence you to accept or reject this program's lessons.

Who gets more upset about fees, patients or you? (resource for Lesson 12)

Increasing your financial comfort zone

Many dentists and team members have money mind-sets—financial comfort zones—that work against influencing patients and creating positive experiences. A common mind-set among dental teams is believing patients can't afford fees for Complete Care. This mind-set is often based on dentists' and team members' own financial situations. If they can't afford the care they're recommending, they tend to believe their patients can't afford it either. The mortal sin of offering Complete Care is imposing your own financial limitations on patients.
This lesson enables you and your team to confidently quote fees without discomfort or hesitation. This lesson increases the financial comfort zone in your practice and enables you to be compensated at levels you've earned and deserve.

How to keep patients in your practice who are not yet ready for care

One of the most perplexing questions in dentistry is: What do you do with patients who've been well educated to their dental needs but are not yet ready for treatment? Do you educate them more? Do you have them sign a noncompliance form? Do they fall through the cracks and leave your practice? This lesson answers this question by teaching you our process called Building Stacks™. You'll learn that patients often need time to find the opportunity, money, and courage to take on complex care. Building Stacks™ keeps patients in your practice during this time so that when they become ready, they'll choose you.
Of all the lessons in this program this is the one my students tell me is most enlightening and liberating. Expect to feel relieved, expect patients to remain with you during their readiness periods. Most importantly, expect your practice will thrive when you don't make patients' immediate case acceptance a condition of a good continuing relationship.

Dr. Paul Homoly's work has been featured in;

Books authored by Dr. Paul Homoly
Dentists: An Endangered Species

Isn't It Wonderful When Patients Say "YES"

Making It Easy for Patients to Say "YES"

Just Because You're Leading…Doesn't Mean They'll Follow

Just Because You're an Expert…Doesn't Make You Interesting

Frequently Asked Questions

Who is Making It Easy for Patients to Say "YES" On-line designed for?

It's designed for general dentists and specialists who are looking for;
• a proven process to offer patients complete care recommendations without losing patients to sticker shock
• a case acceptance process that simplifies patients' decision-making process concerning treatment recommendations
• a way to eliminate dentist and team member stress during the case acceptance process and financial arrangements
• a predictable method of minimizing patient upset, misunderstandings and embarrassment over treatment recommendations and fees
• leverage in increasing take-home income

What is the basis of the credibility of Making It Easy for Patients to Say "YES" On-line?

The concepts, tools, and processes taught in Making It Easy for Patients to Say "YES" have been successfully implemented in hundreds of practices nationwide over the last 20 years.

What does my enrollment in Making It Easy for Patients to Say "YES!" include?

Here's what's included:
• 16 streaming video lessons available 24/7 edited to fit perfectly into team meetings
• Live monthly webinars with Dr. Homoly to answer questions and share best practices of our community
• 104 page team member manual to support video lessons with additional content and activities to ensure lessons transfer to your practice
• 110 page facilitator guide to lead and inspire the in-office learning process
• Mobile-friendly access to all content on smart phones and tablets
• Patient case studies used to practice the principles of each lesson
• Job aids and accountability tools used in your day-to-day practice that reinforce lessons
• Membership in our private online community of like-minded dentists and team members to share case acceptance challenges, success, and best practices
• 8 hours of continuing education credit for dentist and team members
• Special surprise bonuses out of the goodness of Dr. Homoly's heart!

What Outcomes Can I Expect?

Here's what you can expect after successfully implementing this program into your dental practice.
• Offer complete care without blowing patients out of the water due to sticker shock;
• Influence patients while never sounding like a salesperson;
• Recommend treatment in half the time with twice the impact;
• Educate patients without losing their interest and;
• Present fees while never feeling uncomfortable
• Eliminate overwhelming patients and watching them walk out your door never to return from poorly structured and overly complex treatment presentations.
• Enjoy loyal and grateful patients;
• Inspire team members;
• Do more of the dentistry you love and;
• Be abundantly rewarded

How do I know this will work for me?

The processes taught in Making It Easy for Patients to Say "YES" have been successful in hundreds of practices for over 20 years. The critical factor in whether it's successful for you will be your ability and willingness to lead your team through the transition from how you're offering care now to how this program teaches it.

How much will Dr. Paul Homoly interact with us?

Following each video lesson is a discussion page for you to enter questions, comments, and ideas. Here you and other enrollees can share your thoughts. There's also a private Facebook group for your exclusive participation. I'll participate in both discussion forums when I see a way for me to contribute more to your success.

How long do I have access to the course?

Making It Easy for Patients to Say "Yes" is a subscription course. You pay a monthly/annual tuition with no contracts. If you choose to end your subscription, your access to the online course will be terminated.

What if I am unhappy with the course?

We would never want you to be unhappy! If you are unsatisfied with your purchase, contact us at [email protected] in the first 30 days of your enrollment and we will give you a full refund.

How are the lessons distributed?

You'll receive a video lesson with an accompanying study guide. Each lesson is designed for one-hour monthly team meetings. After each meeting, you and your team will put into action what you've learned.

How do I teach Making It Easy for Patients to Say "YES" On-line to my team?

You'll receive a Leaders' Guide to this program that will take you step-by-step through the teaching/leading process.

How often do you recommend our staff train with Making It Easy for Patients to Say "YES" On-line.

Our recommendation is to train for one hour twice to three times a month.

Do the courses include a quiz or exam?

Yes. In each lesson there are opportunities to judge the understanding of the content through discussions and quizzes.

How do I buy Making It Easy for Patients to Say "YES" On-line?

There are two ways to enroll in this membership program; annual or monthly payments.

What methods of payment do you accept?

PayPal, Stripe, Visa, M/C, AMX, Discover

If applicable how do I use my coupon code?

You will see a section on the checkout page that will allow you to enter a discount code.

Are there any additional or hidden fees?

None.

Do I need high-speed internet access?

Yes…faster the better.

What are the technical requirements for using Making It Easy for Patients to Say "YES" On-line?

• High-speed internet access
• Computer with sound system amplification
• Video projection capability or wide screen monitor
• Flip chart and markers
• 1 inch 3-ring binders for Facilitator Guide and Participant Workbook materials (one per team member)

What other courses can we expect to see from Dr. Homoly?

This course is the first in a series of case acceptance courses Dr. Homoly will offer. Also expect to see courses on communications, leadership, and professional development.

Are there additional resources available to help support Making It Easy for Patients to Say "YES" On-line?

Yes…included with this program are a private Facebook Community for enrollees and monthly live webinars with Dr. Homoly, Additionally live workshops and MasterMind sessions will be available to those who have completed the on-line program.

I signed up, where should I start?

Start at the top of the course curriculum menu, and be reading the leader's guide and downloading the leaders' and participant guides along with all other deliverables.

How do I change my password?

1. Login to the Homoly Communications Institute Teachable school at https://homolycommunications.teachable.com/
2. Click the your account icon in the upper right corner
3. Select Edit Profile from the dropdown menu
4. Change your password and save changes before exiting the page

If you have forgotten your password and need to reset it, following the steps below:
1. Go to the Homoly Communications Institute Teachable school at https://homolycommunications.teachable.com/
2. Click the Login button in upper right corner
3. Select Forgot Password under the login form
4. Enter the email address you used to create your account
5. Click the Send Me Instructions button
6. Check your email to for instructions to reset your password

Does Dr. Homoly offer in-office training or consulting?

Yes. This is offered on a custom basis based on your situation.

What if we have questions or need help during training?

What if I am having trouble accessing the site or its videos and need technical support?

Can I share my on-line access with others who have not enrolled?

No. Here are some good reasons not to do it.
• People who have not paid for enrollment will not value the program and not be successful with it. If you know someone who really needs this program, do them a favor by having them enroll on their own so they have emotional commitment to follow through on it.
• To share your on access code would be unethical…in other words…stealing!
• Sharing access code creates a situation where the person you shared your online access code with would not be welcome into the live webinars (a major program benefit) nor the private Facebook Community
• We have an administrative dashboard that alerts us to student activity and unauthorized use can be detected. If detected then membership is forfeited with no refund.

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Source: https://homolycommunications.teachable.com/p/making-it-easy-for-patients-to-say-yes-3