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TEAM_M3 Building appointment books-A team effort


(TEAM3) Building appointment books – A team effort

Are your appointment books patchy and income fluctuates day by day?

Many Dental Owners and Practice Managers say “There are a lot of gaps in our books and it is stressful for everyone. I wish everyone in the practice would realise that they play an important role in plugging the holes and not leave it just to one person. It would ease a lot of business pressure if we could have a steady income.

Does every member of your team know their role in building the appointment books? 

This is a great workshop for the entire team.  Course content is as shown below.

Suggested Course: 


A full and productive appointment book with time to breathe is a sign of a healthy and successful dental practice. Getting to this stage takes training, mentoring and planning and is not easy without the key insights on how to have the entire team focused on getting to full and productive books.

Many teams say the following:

  • I spend a lot of time explaining and recommending treatment required and yet the patient does not rebook
  • Patients walk out without making the appointment for the treatment recommended
  • Patients don’t like to make their 6 monthly recall appointments at departure
  • It is too busy anyway and so we don’t make the recall appointments
  • A lot of people call but don’t make appointments
  • Sometimes patients don’t understand the urgency of what they need to get done and seem confused
  • I have so much to do and am overwhelmed and don’t have time to focus on making these appointments
  • I am not making the money I thought I would and I have a huge debt and so feel very stressed
  • Patients are scarce and my appointment books fluctuate, I don’t know how I am going to get a steady income
  • I am plodding along with no major gains and don’t know what I need to do
  • Treatment planning for complex cases is difficult and I need a better way
  • I find it hard to present costs of treatment plan comprehensively and I don’t like discussing fees with patients
  • My employer and practice manager say they are giving me the major share of new patients and I am not able to convert the treatment plans or close the sale

This workshop is fast paced and will cover the following content.

  1. The role of every team member in getting to full and productive effects
  2. Internal marketing strategies to attract new patients and keep existing ones returning
  3. Metrics to monitor reappointment rates, attrition rates, dead time, case acceptance rates
  4. Understanding dominant buying motives (DBM), emotional purchases and buying processes
  5. Shared diagnosis :  “Marketing” your clinical diagnosis, rapport building and developing trust
  6. Marketing vs Selling; Educating your patient and presenting outcomes, Motivational interviewing
  7. Understanding the key barriers to case acceptance and how to overcome them
  8. The power of Story telling and visual pedagogy
  9. Open ended Commitment questions to compel, convert and close cases
  10. Key team processes that go into providing the wow factor in the patient experience

For information on team discounts please send us an email telling us how many staff wish to attend this workshop and we will provide you with a quote.

[email protected] or just call or text me on 0407732297

Course Features

  • Lectures 0
  • Quizzes 0
  • Duration 8:30am - 6:00pm
  • Students 0
  • Assessments Yes
Curriculum is empty
Nupur Hackwood

Dental Consultant and Trainer Australia

Dentist with 33+years experience providing practical. hands-on, affordable dental training workshops for the entire dental team. Based in the Gold Coast Queensland / Northern Rivers NSW area, I provide off-site and onsite training and consulting to dental practice members across southern Queensland, northern NSW and Australia. I have owned and operated my own very successful 4 chair dental practice, have trained dentists, dental assistants, receptionists and practice managers for 11 years. I was Head of Quality at National Dental Centre in Singapore for 2 years and have also lived and worked in NZ, Japan and the USA. I am a certified trainer with Cert IV TAE and facilitate workshops at TAFE. I am also a clinical tutor at Griffith University and train young dental students. I really understand the gaps in workflow and processes in dental practices and knowledge and skills of dental team members and am here to help you bridge these gaps and excel.