From Case Acceptance to Case Excitement

Dr. Trent Smallwood, well known for his systematic clinical technique explains how you can get more patients to say yes to smile design cases while keeping cost and time down. Dr. Smallwood demonstrates a records appointment and explains how you can get the entire balance due before the first appointment. Marketing an aesthetic practice and the importance or using your "team," for case presentation are also discussed.

Last Reviewed: 07/29/2012

1. Explain the importance of the diagnostic appointment for success through out the entire case.
2. Describe the role the "team," plays in case acceptance.
3. Discuss the importance of understanding the patients expectations.

I. Initial Consultation

A. Team is key to case acceptance success.

1. They must get the patient excited.

2. They must "brag" about the doctor.

B. Try to find common connections between you and the patient

II. Records Appointment

A. Pictures

B. Bite with stick

C. Impressions

D. Meeting patients expectations

Feck AS. Seven steps to increasing case acceptance. Dent Econ. 1998 Feb;88(2):36, 38-40, 58

Homoly P., Maples SS. Mastering complete care. The other skills you need to stay ahead of the curve. Dent Today. 2003 Mar;22(3):118-23.