490: The 90-10 Case Acceptance - Dr. Tarun “T-Bone” Agarwal - a podcast by ACT Dental

from 2022-10-26T03:00

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The 90-10 Case Acceptance

Episode #490 with Dr. Tarun “T-Bone” Agarwal

Case acceptance should be as high as possible. That's what you've been led to believe. And to challenge that idea, Kirk Behrendt brings in Dr. Tarun “T-Bone” Agarwal, founder of 3D Dentists, with four tips to help you rethink and improve case acceptance. Sometimes, less is more! To learn how to get your patients to say yes more often, listen to Episode 490 of The Best Practices Show!

Episode Resources:


Main Takeaways:

Understand the 90-10.

Give a good, full diagnosis.

Present patients with choices.

Always set firm, financial agreements.

Utilize third-party financing for patients.

Use the three levels of priority scheduling.

Offer dentistry in fewer, well-planned visits.

Quotes:

“I believe we have been massively misled about case acceptance and what case acceptance should be. We’re all led to believe that case acceptance should be as high as possible. And I actually want case acceptance to be around 10%.” (6:00—6:12)

“Here’s what I think happens. We see a tooth, we tell a patient they need a tooth done, and we forget about everything else going on in their mouth. And we never give our patients the chance to say yes to doing all of their dentistry in fewer, well-planned visits.” (6:19—6:33)

“The 90-10 concept comes from this: I want 10% case acceptance. And what I mean by that is, if Kirk came in as a patient and he’s got a mouth full of old amalgams that are starting to break down, I want Kirk to say, 10% of the time, yes to doing everything. But 90% of the time, I want Kirk to say yes to doing at least one area of his mouth. So, it’s a some-or-all concept.” (6:50—7:19)

“I tell patients, ‘You have a right to choose to do some of it, none of it, or all of it.’ So, 90% choose to do some of it. Some people choose to do none of it. And 10% choose to do all of it in fewer, well-planned visits. And that's the premise of the concept.” (7:20—7:36)

“We don't present what people aren't ready to hear, or willing to hear. So, we believe in a nonconfrontational, non-salesy approach to case acceptance. We believe in an influential approach to case acceptance, not an educational approach to case acceptance. And so, we have a four-step process that we teach.” (8:25—8:45)

“The first concept is, I think it’s our ethical obligation to fully diagnose what all is going on in a patient’s mouth. That doesn't mean make up things. That doesn’t mean everybody is a full-mouth rehab. That just means if you...

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