The Closing Institute

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The Closing Institute by Mind Map: The Closing Institute

1. Psych & Sales

1.1. Sales 101: Sales Foundation

1.1.1. Mindset Matters

1.1.2. The Sliding Scales of a Sale

1.1.3. 3 Laws of Closing

1.1.4. Tonality

1.1.5. Building Rapport

1.2. Sales 102: Understanding Patient Psychology

1.2.1. Setting Expectations

1.2.2. Creating a Vision

1.2.3. Emotion VS Logic

1.2.4. Negotiating VS Selling

1.2.5. Qualified VS. Unqualified

1.2.6. Understanding & Managing Tension

1.3. Sales 103: Performance & Success

1.3.1. Time Management

1.3.2. Goal Oriented Selling

1.3.3. Building a Sales Pipeline

1.3.4. Importance of Competitive Research

1.4. Sales 104: Personality Profiling

1.4.1. Overview & History

1.4.2. Take DISC Test

1.4.3. D

1.4.4. I

1.4.5. S

1.4.6. C

1.5. Sales 105: Simplify Your Sale

1.5.1. Simplify & Standardize

1.5.2. Pacing & Leading

1.5.3. The Open & Close

1.5.4. Anchors & Loops

1.5.5. Scripts (Why they are important)

1.5.6. Tonality in Scripts

2. Onboarding

2.1. Welcome

2.1.1. About Progressive Dental

2.1.2. Who It's For

2.1.3. What to Expect

2.1.4. Monthly Assignments

3. The 10-10-10 Process & Set Up

3.1. 10-10-10 Overview

3.1.1. Process Overview

3.1.2. Importance of Triage

3.1.3. Who Is Scheduled For The 10-10-10

3.1.4. Roles & Job Responsibilities

3.2. 10-10-10 Consultation Checklist

3.2.1. Consultation Checklist - Reception Area

3.2.2. Consultation Checklist - 1st 10

3.2.3. Consultation Checklist - 2nd 10

3.2.4. Consultation Checklist - 3rd 10

3.3. 10-10-10 Documents

3.3.1. Patient Intake Form

3.3.2. Model Release

3.3.3. Patient Questionnaire

3.3.4. Full Arch Bundles

3.3.5. Phased Treatment

3.3.6. Warranties

3.3.7. Funding Worksheet

4. The 10-10-10 Scripts

4.1. The First 10 - Treatment Coordinator

4.1.1. Intro & Framing Consultation

4.1.2. Identifying Pain Point

4.1.3. Confirm Understanding

4.1.4. Future Vision

4.1.5. Holdback & Urgency

4.1.6. Patient Education

4.1.7. Framing Next Steps

4.2. The Second 10 - Doctor

4.2.1. Confirming Concerns

4.2.2. Review Scan

4.2.3. Candidacy

4.2.4. Primary Recommendation

4.2.5. Smile Design

4.3. The Third Ten - Treatment Coordinator

4.3.1. Celebrate Candidacy

4.3.2. Process Recap

4.3.3. Building Value of The Treatment Plan

4.3.4. Present Bundle

4.3.5. Warranty

4.3.6. Close

5. Dental Education 100s: Dental Foundation

5.1. 101: Dental Specialties

5.1.1. General

5.1.2. Periodontist

5.1.3. Oral Surgeon

5.1.4. Prosthodontist

5.1.5. Orthodontist

5.1.6. Pediatric

5.1.7. Endodontist

5.2. 102: Anatomy

5.2.1. Jaws

5.2.2. Tooth Numbering

5.2.3. Tooth Types

5.2.4. Teeth Surfaces

5.2.5. Tooth Structures

5.3. 103: Digital Imaging & Diagnostics

5.3.1. X Rays

5.3.2. Panoramic Xray

5.3.3. Cone Beam

5.3.4. Intraoral

5.4. 110: Restorative & Preventative Procedures

5.4.1. Fillings

5.4.2. Crown & Bridge

5.4.3. Inlays & Onlays

5.4.4. Root Canals

5.4.5. Cleanings

5.4.6. Sealants

5.5. 111: Periodontal Procedures

5.5.1. Debridement

5.5.2. Scaling

5.5.3. Osseous Surgery

5.5.4. Gum Recession

5.5.5. Gum Grafting

5.5.6. Non-Invasive Gum Recession

5.6. 112: Cosmetic Procedures

5.6.1. Crowns

5.6.2. Veneers & Lumineers

5.6.3. Whitening

5.6.4. Crown Lengthening

5.7. 113: Orthodontic Procedures

5.7.1. Traditional

5.7.2. Clear Aligners

5.7.3. Accelerated Ortho

5.7.4. Appliances

5.8. 114: Oral Surgery Procedures

5.8.1. Extractions

5.8.2. Bone Grafting

5.8.3. Third Molars

5.8.4. Gum Grafting

5.8.5. Orthognathic surgery

5.9. 120: Lasers

5.9.1. Soft Tissue

5.9.2. Hard Tissue

5.9.3. Peri-Implantitis

5.10. 121: Anesthesia Options

5.10.1. Nitrous

5.10.2. Oral Sedation

5.10.3. IV Sedation

5.10.4. General Anesthesia

5.11. 122: Sleep Apnea

5.11.1. Sleep Study

5.11.2. CPAP

5.11.3. Appliances

5.12. 123: TMJ

5.12.1. Causes of TMJ

5.12.2. Appliances

5.12.3. Laser Therapy

6. Doctor Track

6.1. The Dental CEO Part One

6.1.1. Importance of Leading Your Team

6.1.2. Increasing Production By Leveraging TC

6.1.3. Treatment Coordinator & Doctor Communication

6.1.4. Maximizing Production The 2-Week Forecast

6.2. The Dental CEO Part Two

6.2.1. Simplify Reporting with KPIs

6.2.2. Baseline and Goals

6.2.3. Receptionist KPIs

6.2.4. Treatment Coordinator KPIs

6.2.5. Incentivizing Your Team

6.3. Case Presentation

6.3.1. Treatment with CT Scan Only

6.3.2. Using CT As A Communication Tool

6.3.3. Partnering with Referral & Treatment Bundles

6.3.4. Dos and Don'ts or Talking Price with Patients

7. Patient Advocate/ Receptionist Track

7.1. Increasing New Patient Numbers

7.1.1. 5 Mistakes That Will Cause New Patient Numbers To Plummet

7.1.2. Changes In The Market

7.1.3. Referred VS Marketing Leads

7.1.4. Price Shoppers

7.2. New Patient Scheduling & Tracking Techniques

7.2.1. Block Scheduling

7.2.2. Timing

7.2.3. Virtual Consults

7.2.4. Ways To Track Communication

7.2.5. Importance of Tracking

7.2.6. Decreasing No Show Rates

7.3. Converting Patients Over The Phone

7.3.1. Objectives Of Phone Call

7.3.2. Tonality

7.3.3. Greeting & Gathering Information

7.3.4. Building Value

7.3.5. Overcoming Pricing Questions

7.3.6. Overcoming Insurance Questions

7.4. Converting Leads From Form Fills

7.4.1. The Reality of Website Form Inquiries

7.4.2. Response Time

7.4.3. Follow Up

8. Treatment Coordinator Track

8.1. The High Performing TC

8.1.1. GRIT.

8.1.2. Time Management

8.1.3. Goal Setting & KPIs

8.1.4. Build Your Book Of Success Stories

8.2. Team Communication

8.2.1. Lead the Team

8.2.2. Communicating With Patient Advocate

8.2.3. Communication With The Doctor

8.2.4. Keeping The Doctor On Schedule

8.3. Patient Financing

9. Dental Education 200s: Dental Implants & Full Arch Solutions

9.1. 200: Dental Implant Basics

9.1.1. Brief Summary

9.1.2. Implant Benefits

9.1.3. Bone Levels

9.1.4. Aging

9.1.5. Grafting & Lifts

9.2. 201: Dental Implants

9.2.1. Implant Parts

9.2.2. Placement & Healing Process

9.2.3. Implant Materials

9.2.4. Mini Dental Implants

9.2.5. Zygomatic Implants

9.2.6. Prosthetic Materials

9.3. 202: Failing & Ailing Implants

9.3.1. Why Implants Fail

9.3.2. Statistics

9.3.3. Saving Failing Implants

9.3.4. How to Avoid Failing Implants

9.4. 210: Full Arch Options

9.4.1. Who Is A Candidate?

9.4.2. Dentures

9.4.3. Implant Supported OverDentures

9.4.4. Fixed Hybrid Bridge

9.4.5. Immediate Load

9.5. 211: Fixed Options

9.5.1. All-on-4

9.5.2. TeethXpress

9.5.3. Teeth Today

9.5.4. Teeth Tomorrow

9.5.5. Diem

9.5.6. Hybridge

9.6. 212: Guided Implant Surgery

9.6.1. Intro

9.6.2. Guided VS Freehand

9.6.3. The Process

9.6.4. Labs Involvement

9.6.5. Surgical Aspect

9.6.6. Guided Systems