Advice for the Treatment Coordinator (TC) – Use scripting to manage objections. Many TCs react negatively and defensively to tough questions posed by patients, feeling that their expertise is being questioned. In truth, objections are a normal part of closing the case, especially for implant treatment. Patients are basically saying, “If you address my concerns, I am very serious about having treatment.”

Additional Resource: For more on a related subject, read Dr. Levin’s article “Case Presentation: 4 Easy Fixes” by clicking here.