Most full-arch implant courses are designed to teach best practices in clinical protocols. Yet clinicians who have received comprehensive full-arch training still feel challenged by the process of convincing patients to accept large-dollar implant treatment plan proposals. Out of an understanding for this challenge, the All-on-Sales Conference was established.
BioHorizons’ inaugural All-on-Sales Conference, on November 18 and 19, 2022 was born out of a rallying cry for a course that could emphasize All-on-X implant marketing and sales training. The TeethXpress team at BioHorizons understood how deeply doctors desired a course that involved training their auxiliary staff but there was no way of knowing the demand would be this strong. The course reached the 100-seat capacity in less than three weeks after opening registration.
“We were absolutely amazed at the positive reception of this All-on-Sales course,” said Lana Shoultz, Sr. Director of Practice Development. “The value received by its attendees was affirming and so we hope to offer this course again in 2023.”
Day One: Profitability & Financing
Day One of the All-on-Sales courses focused primarily on techniques and strategies for attracting and closing full-arch dental implant patients. “It was an honor to be asked to present at the BioHorizons All-on-Sales Conference,” said Holly Nielsen of CDM, a dental marketing firm.
Holly presented strategies and expected outcomes of various media outlets, including television advertising, radio and pay-per-click using GoogleAds.
“Using various media outlets, in different markets, we attempted to show doctors and their team members what is required to attract a number of prospective full-arch implant patients,” said Holly. “Hopefully we were also effective in sharing various tactical approaches – including defining the direct-to-consumer patient journey – that are necessary to convert such leads into large dollar dental implant patients.”
Direct-to-consumer advertising and patient consultation strategies
The direct-to-consumer patient journey was a topic of great interest for this group. Holly explained how certain touchpoints in the patient’s journey should never be taken lightly. Some touchpoints discussed include front desk communication, scheduling consultations, the anatomy of the consultation appointment, follow-up calls, implant placement and consumer satisfaction among other important touchpoints.
Kassie Dunning of CDM was intentional in her efforts to explore the patient consultation further for the group. She highlighted 7 Qualities of Successful Patient Consultants, one of which was integrity.
“When people are spending large sums of money for a product or service, they want to be sure they’re dealing with people who can demonstrate integrity,” said Kassie. “When prospective patients know and feel the integrity through a dental implant team, they are more inclined to become a patient, write positive a review, and refer others in the future.”
A strong work ethic, relationship-building skills and effective communications were also among the seven key qualities Kassie discussed.
Amid high-producing procedures like full-arch implant cases, profitability is frequently lost in the shuffle, among others.
Ron Gibbs, a Chartered Financial Analyst, discussed data points where profitability should garner greater scrutiny.
In his lighthearted yet poignant comparison of “Dr. Jekyll and Dr. Fried,” Ron talked about how two fictional clinicians charged the same $26,000-per-arch fee but had different profitability outcomes.
“Dr. Jekyll follows efficient clinical protocols that net his practice $2 million in full-arch profits per year,” said Ron. “At the same time, Dr. Fried is burned out and doesn’t know why he’s working so hard and not making much money on each full-arch implant case.” Ron went on to discuss opportunities to increase profitability in All-on-X cases.
All-on-X procedures can be very profitable as long as this procedure’s associated closes are appropriately monitored. Profitability – alongside patient value – should remain at the forefront of the business’s desire to offer this procedure.
Large-dollar financing: How do patients pay for it?
Day One of the conference concluded with a discussion on large-dollar finance led by Dave Roehr, founder and CEO of Proceed Finance. Dave demonstrated several benefits of offering large-dollar treatment finance to prospective full-arch dental implant patients. “Large-dollar treatment finance can significantly improve a dental practice’s collections, profit margins and in doing so, significantly improve the practice’s EBITDA,” said Dave.
Proceed Finance lends patients up to $75,000 in unsecured loans with no recourse. This positions patients to reduce a $25,000+ dental implant treatment plan to several payments about the size of an affordable car note. And with increased affordability comes higher case acceptance. Dave shared that Proceed Finance interest rates are currently as low as 3.99% in spite of rising interest rates.
Day Two: Clinical considerations
Day Two of the All-on-Sales conference was geared around clinical requirements for successfully treating full-arch implant cases. Dr. Andrew Ferrier, prosthodontist, and Dr. Arshiya Sharafi, OMS, clinical directors for TeethXpress, focused discussions around clinical subjects that included proper ridge reduction, A/P spread, achieving optimal torque values, immediate-fixed conversion protocols and smile design, among several other proven clinical protocols.
Combined, Drs. Ferrier and Sharafi have successfully performed more than 5,000 All-on-X implant cases. Over the past seven years, this full-arch teaching tandem has successfully trained hundreds of dental professionals through the live patient demonstration TeethXpress immediate-load courses.
“Sharing my experiences and best practices in full-arch, immediate-load with dental professionals is very fulfilling,” said Dr. Ferrier. Improve your full-arch, immediate-load clinical skillset. Register for a 2023 TeethXpress course today.