TOPICS:
The Treatment Coordinator (TC) Role
What is a Treatment Coordinator
The TC is in Sales
The Right Person for the TC Role
The Predictive Index
Pre-qualified and Pre-framed Leads
Rewards and Bonuses
Customer Service
Mindset for Growing a Practice
Mindset Shift #1: The TC is a Specialized Role
Mindset Shift #2: The Patient is Pre-Sold
Mindset Shift #3: Gain Certainty from the Truth, the Facts, and the Reality
Mindset Shift #4: I Am a Guard-Disarming Agent
Mindset Shift #5: Capacity for Consultations
Mindset Shift #6: Incentives for TCs
The 30-Minute Consultation
8-Minute Records
2-Minute Doctor Consultation
5-Minute Fee Presentation
Virtual Consultations
Fee and Pricing Strategies
Avoid Saying the “Big Number” Out Loud
One Pricing Option
Coverage, Discounts, and Promotions
The Fee Presentation
The Same-Day Start
Same Day Start for Invisalign?
What If Patients Don’t Want a Same-Day Start?
Tracking and Following Up with Pending Patients
Don’t Give Up on Them
The Best Way to Follow Up
Working from a Spreadsheet
Reactivation Campaigns
Tying It All Together
Sample new patient
The role of the Scheduling Coordinator
When the patient arrives in the office
Short Meeting with the Dr.
Doctorless consult
Four Commitments
Fee Presentation
The Treatment Coordinator Checklist
Your Future Plans for Growth
What Growth Looks Like Numerically
The Boutique Practice
Transitioning from Boutique to Business