700: Case Acceptance: Navigating the Chairside Path to Profitability - Christina Byrne

The Best Practices Show with Kirk Behrendt

In this episode, Kirk shares a recent webinar with ACT Director of Coaching, Christina Byrne, on case acceptance. They share a ton of secrets on how to improve case acceptance, like the importance of mindset, the role of the clinical team and the need for preclinical interviews to involve the patient, and the importance of customized care to differentiate a dental practice. They also discuss the need to address patient questions and concerns, handle objections effectively, and measure success using key performance indicators (KPIs). And as always on the Best Practices Show, Kirk and Christina provide a call action for dental professionals to implement the discussed strategies in their practice.

More Helpful Links for a Better Practice & A Better Life:

• Subscribe to the Best Practices Show: https://the-best-practices-show.captivate.fm/listen
• Join the Best Practices Association: https://www.actdental.com/bpa
• Join ACT’s To The Top Study Club: https://www.actdental.com/ttt/
• See the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/event/
• Get the Best Practices Magazine for free: https://www.actdental.com/magazine/
• Please leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218

Main Takeaways:

• Believe in the value of dentistry as a valuable investment in oral health
• Utilize resources like the To The Top Study Club and the Best Practice Academy
• Involve the entire clinical team in case acceptance
• Use open-ended questions and change talk to understand the patient's desired outcome

Snippets:

00:00 Introduction and Background

03:24 The Importance of Mindset

05:12 Introduction to To The Top Study Club

08:28 Introduction to BPA (Best Practice Academy)

09:53 The Cornerstone of a Thriving Dental Practice

11:20 The Role of the Clinical Team in Case Acceptance

15:30 Preclinical Interviews and Involving the Patient

28:05 Understanding the Patient's Desired Outcome

37:29 Differentiating with Customized Care

43:14 Addressing Patient Questions and Concerns

45:02 Handling Patient Objections

51:07 Measuring Success with KPIs

58:06 Follow-up and Unscheduled Treatment Plan

01:03:06 Improving Verbal Skills

01:08:04 Final Takeaways and Call to Action

Christina Byrne Bio

Christina Byrne has been involved in dentistry since 1985. Over the years she has held many positions on the dental team including dental assistant, business office, and dental hygienist. Christina’s extensive knowledge of the front office and clinical procedures is a great asset and she loves to impart her knowledge to guide dental teams do the best they can to achieve a Better Practice Better Life!