Larry M. Guzzardo, BSBA

Length: 2.5 hours to full day (flexible)

Broken and cancelled appointments are an expensive drain on your practice. Stop losing money, wasting time spent changing appointments, and the frustration created by “filling holes.”

Learn to overcome this handicap will help you and your practice enjoy less stress and help everyone will have more fun at work. During this session, attendees will learn how to:

• Develop verbal skills to keep patients from making last minute changes and cancellations
• Prevent “no-show” appointments and determine the real cause of broken appointments
• Educate patients to respect their reserved time and re-educate existing patients

Length: 2.5 hours to full day (flexible)

Don’t dread conversations with patients on the phone or in person. Learn the skills that lead to more scheduled appointments, fewer last minute appointment changes, and increases patient referrals.

During this session, attendees will master techniques to uncover what patients really want and need despite what they say “they need.” Attendees will learn how to:

• Effectively handle emergencies
• Minimize last minute cancellations
• Converse with someone who “…only wants to get my teeth cleaned”
• Create value for the “price shopping” patient
• Perfect reminder/confirmation calls
• Confidently know what to say to the “you don’t take my insurance?” patient

Length: 2.5 hours to full day (flexible)

Have you ever worked frantically all day only to go home feeling like a dish rag with no money to put into the bank? Does it seem as if no matter how busy you are; you keep falling further behind? Can anyone in dentistry actually be paid too much?

In this session, Guzzardo will share how to balance your practice’s profits with staff time and days off. Attendees will learn:

• An easy way to determine how much your practice can produce each year, if it will be enough, and how much is your share
• A simple method to calculate how many working days are necessary each year and still take a vacation
• The actual cost of write-offs and discounted dentistry

Length: 2.5 hours to full day (flexible)

Do all members of your team know how to provide the best patient experience? Remove the guesswork for your team. Help them learn how to be more productive, more profitable, and enjoy the process by demystifying the steps to implement complete care into your practice.

This session will simplify your ability to transition current systems, so you and your team can work efficiently and profitably. When you learn how easy it can be, you’ll be inspired and motivated to accelerate your transition. Your team will leave with a specific plan for providing exceptional patient care, build a highly profitable practice, all while delivering complete care.

Attendees will learn:

• Effective new patient phone call strategies
• Verbal skills to present treatment and improve case acceptance
• Three necessary steps for every new patient experience
• Specific practice numbers you should monitor and what they tell you
• How to maintain a stress-free schedule and improve productivity

Length: 2.5 hours to full day (flexible)

A vital part of every team member’s job description is to promote quality patient care and fine dentistry. Essential to the process is the team’s belief in the value of dental care provided in their practice.

During this session, Guzzardo will teach dental professionals to develop the communications skills, process and systems necessary to educate and motivate the patient to acceptance. Attendees will learn step-by-step “how tos,” including:

• The three components to build trust and create rapport
• Development of critical questioning skills to determine patients’ wants and needs
• Listening for patient understanding
• Delivering patients “perceived value”
• Securing patient commitment to treatment
• Tracking results to know how well you are doing

Length: 2.5 hours to full day (flexible)

Have you ever had a busy day and no production on the books? Have you ever had a day that started out completely scheduled only to find that once you started many appointments had canceled? Do you often find you don’t get out for lunch or leave on time at the end of the day?

In this session, Guzzardo will share detailed information and tips to create consistency in your dental practice’s scheduling, while still being flexible with patients’ needs.

Attendees will learn how to:

• Create a smooth flowing day by getting the entire team involved
• Handle emergencies in the most effective and productive way
• Consistently accomplish goals
• Respond to patient concerns when you hear “I can’t come then!”
• Monitor and track results for success