Speaker Topics/Courses

Course Synopses for Jo Ann Pulver

 

Masterful Communication Skills of Implant Dentistry

Learn how to create the type of practice that will allow you to do dentistry beyond insurance benefits. The course will include tips on the business systems and team communication necessary to do comprehensive treatment including implant dentistry, while achieving greater case acceptance with patients overall.

Participants will learn how:

  • to understand the 3 stages of communication and the concept of “relationship selling”
  • to conduct appropriate interviewing techniques to create a better connection with patients
  • to present cases with impact while handling patient objections

Marketing and Managing your Practice in a Challenging Economy

Learn how to keep patients for a lifetime while understanding why patients leave your practice quietly. This course will focus on key practice statistics and marketing activities that cause a practice to thrive in a challenging economic time.

Participants will learn how:

  • To manage daily tasks more effectively while focusing on customer service
  • To communicate in a professional and kind manner while influencing patients to follow your lead
  • To respond to key business systems and principles, reducing patient attrition regardless of current economic times.

Appointing The Ideal Day: How to schedule it and how to manage the changes that influence daily productivity and profitability.

Management of the Successful Fee for Service Practice requires the pilot to have full control of the aircraft. Designing the “ideal day” and planning for success insures that each day will be productive, profitable, and is conducive to a happy work environment.

Participants will learn how to:<

  • schedule and protect each day with the ideal format
  • implement the daily dozen scheduling guidelines
  • manage the last minute changes and cancellations that affect productivity, while maintaining customer service.

Dentistry or Banking, Which Industry are We In? Negotiating Payment Plans Beyond Insurance Benefits

What business are we in? Banking or dentistry? If you chose the latter, find ways to reduce and eliminate the banking business from your practice while maintaining and growing a healthy patient base. Learn how to communicate the notion of “services rendered means services paid” with a delicate, customer service approach.

Participants will learn to:

  • Negotiate for payment(s) with confidence, skill and ease
  • Maximize the use of private funding sources for extended payment plans
  • Reduce and maintain a healthy accounts receivable system

Team Communication Skills: It is what you say and how you say it that counts.

People buy on emotion and confirm their decisions based on logic. During this course, emphasis is placed on creating value through the use of the motivational process and learning to handle patient objections successfully.

Participants will learn how to:

  • make case presentations more interesting and valuable to patients to enhance treatment acceptance.
  • handle patient concerns with 5 key techniques.
  • Enhance both verbal and non-verbal communication skills to create sincere and meaningful communication with patients and team members.

Customer Service Telephone and Communication Skills

Who are we and what are we communicating to our patients? Businesses that provide excellent customer service can charge more for their services. Learn how to create value and a positive impression from the initial telephone call through the completion of treatment with a ten-point checklist.

Participants will learn how to:

  • Project a patient centered, customer service based business
  • Set expectations for collecting fees positively
  • Handle patient concerns with confidence

The New Patient Exam: a winning approach

People “buy” from practitioners that they know, like, respect and trust. Learn how to be the leader that the patient desires to follow when it comes to solid, comprehensive treatment planning. Creating a collaborative relationship that models the co-diagnosis approach is the major focus of this course. Participants will learn how to:

  • Conduct the 15 steps of the dynamic new patient experience
  • Engage the patient in meaningful conversation and interviewing techniques from the initial visit, creating greater trust and respect for the office
  • Create ambassadors who refer friends and family with joy

Successful Confrontation Skills for Managing Conflict

When issues occur in your office, do you feel a “pit” in your stomach and have a throbbing headache? Most people avoid conflict and internalize stress when problems occur. Learn timely ways and effective techniques to raise issues without offending your fellow co-worker, colleague or friend.

Participant will learn:

  • Common barriers to collaboration
  • How to raise issues while preserving the relationship
  • How to handle confrontation when it backfires

Marketing and Management for the Successful Fee for Service Practice

Excellent customer service and concrete internal marketing programs are the essential elements of the successful fee for service-based business. Participants will learn how to attract the caliber of patient they prefer to provide care for, while keeping the ones they have.

Participants will learn how to:

  • Evaluate the effectiveness of current internal and external marketing systems
  • Ask for referrals in a customer friendly manner
  • Monitor case acceptance as it relates to new patients

Inspiring and Motivating the Dream Team

Maintaining a positive to approach to caring for ourselves and our patients requires constant care, maintenance, and teamwork. When issues arise, teamwork can quickly fade away. This course is designed to enhance communication between the doctor, hygienist, clinical assistants and business office.

Participants will learn how to:

  • Maintain a positive focus on a daily basis
  • How to deal with conflict in a positive manner
  • How to enhance teamwork as the practice grows to next level

The Art and Science of Effective Communication: The dental professional’s guide to communicating more effectively with team members, patients and referral partners

Creating greater harmony in the work environment is a universal challenge for all successful businesses. A team effort is necessary to convince patients that your quality of care is worth their time and money.

Participants will learn how to:

  • Communicate in a faster and more efficient manner
  • To better manage case planning leading to enhanced treatment acceptance
  • Prevent communication mishaps resulting in loss of treatment completion and practice revenue
  • Standardize multiple forms of interoffice correspondence

Feeling Good in Dentistry: Understanding & Managing Stress, Anxiety, and Depression

Managing the daily clinical challenges along with patient’s emotions is a challenging task for the entire dental team. Controlling the “overwhelm factor” is key to daily stress reduction and maintaining a productive and happy work environment.

Participants will learn how to:

  • Identify key personal and professional stressors
  • Clarify the 10 elements of distorted thinking
  • Strategies for alleviating stress before it turns to anxiety and depression

The Art of the Deal

Patients “buy” from practitioners that they know, like, respect and trust. In addition, most people buy on emotion and confirm their decisions based on logic. Learn how to be the trusted leader that the patient desires to follow when it comes to solid, comprehensive treatment planning and patient compliance.

The course will include the specific steps of the business systems and team communication necessary to do complete treatment planning while achieving greater case acceptance with patients overall.

Attendees will acquire the skills necessary to create greater value and “buy in” through the use of the motivational process and learning to handle patient objections successfully.

Participants will learn how:

  • to understand the 3 stages of communication and the concept of “relationship selling”
  • to conduct appropriate interviewing techniques to create a better connection with patients
  • to present cases with impact while handling patient objections
  • prevent communication mishaps resulting in loss of treatment completion and practice revenue
  • to apply the 10 steps to make case presentations more interesting and valuable to patients to enhance treatment acceptance
  • handle patient concerns with confidence and 5 key techniques
  • quote fees and set expectations for collecting positively
  • project a patient centered, customer service based business