Principles of Engagement · Solutions Spear’s Ecosystem 1. Find the chat button 2. Click on the chat button 3. Type your question ... • Credit cards ... • The good news is that

RECONSIDERING FINANCIAL ARRANGEMENTS WEBINAR

MARCH 2020 PAGE 1

BEFORE WE BEGIN THE WEBINAR

• Please make sure you’re in a quiet environment

• Please test your computer’s volume (to ensure you can hear us)

• You will be automatically placed on mute by the host of the meeting.

Principles of Engagement

• Please submit questions by Chat(see next slide)

• You can get the recording, handout and any resources by navigating to:

https://content.speareducation.com/specialist-resources-covid19

Use The “Chat” Feature for Questions

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1. Find the chat button2. Click on the chat button3. Type your question


MARCH 2020 PAGE 2

RECONSIDERING FINANCIALARRANGEMENTS FOR A NEW REALITY

IMTIAZ MANJI

Wisdom & Discipline…

• This is a discussion only…• Governing bodies• Appropriate advisors• Your circumstances• Safety

• Communication & transparency• Prepare for the worst• Get ready for the return• Pent-up demand

WISDOM, STRATEGY, EXCEPTIONAL EXECUTION & TOUGH CALLS: LEADERSHIP & COMPASSION


MARCH 2020 PAGE 3

Disturbances… Purpose & Meaning

• Create leaders• Create stronger foundations• Creates future opportunities• Creates engagement• Needs inner-strength & discipline

• Read• Learn• Family• Health• Mindset

“YOUR BEST FRIEND, MAY NOT BE”THE VALUE OF YOUR TIME

“I Don’t Know If I Can Afford It”

• This has always been the truth• It’s even more true now• 3 Main reasons why people don’t buy• Value has to equal 10x more than the cost• The world has “conditioned” us into monthly

payments• Your economic discussion skills will be tested• Three patient types on return

“PEOPLE AFFORD WHAT THEY VALUE…AND WHAT THEY VALUE

IS PRIORITIZED ‘IN THE NOW’“—IM


MARCH 2020 PAGE 4

1 – “Economic Block”

• People will have suffered REAL economic hardships• Support the urgent need (if possible as a courtesy)• Be thoughtful with treatment in progress• Stay connected to help them when they’re ready• Be collaborative with your referring doctors

2 – “Mindset Block”

• Not impacted financially• Crisis “hangover”• Uncertainty “roadblock”• Get great at slowing-down • Confidence to move forward• New, past, and in-progress• Be collaborative with your referring doctors

WATCH THE RECORDED WEBINAR:

“THE 3 ACCEPTS:DRIVING CASE ACCEPTANCE

IN URGENT TIMES”


MARCH 2020 PAGE 5

3 – “Why Not?”

• “I want to take care of myself”• New insights• Past patients• Incomplete (or phased) treatment • Be collaborative with

your referring doctors• Communicate

Filtering…

• “Economic Block• “Mindset Block”• “Why Not?”

ASK “LISTENING” QUESTIONS ON THE PHONE AND DURING THE VISIT


MARCH 2020 PAGE 6

“The Patient Must Accept Their Financial Obligations”

• A patient when their mouth is open• A client when we’re communicating with them• A consumer when making choices about what they want

• Cashflow is the competition

• Conditions worsen over time• Treatment becomes more involved• “Today’s visit will cost” vs.

“The Value over time”• Banking institutions fund dentistry


MARCH 2020 PAGE 7

Lunch & Learn

“Helping Patients Value & Afford Great Dentistry”

Virtual Team MeetingGreat resources from Spear Online!

Financing…

• Policies & communications• External financing• Assisted self-financing• Internal financing


MARCH 2020 PAGE 8

Policies & Communication

• Written guidelines• Financial amounts• Effective communication• Decision framework• One-on-one

PATIENT-CENTERED

External Financing• Choice of companies• Clarity of decisions• Timeframe• Flexible• Speed• Training

• Deferral options• Credit cards• Cost of funding

PATIENT-CENTERED


MARCH 2020 PAGE 9

Assisted & Internal Financing

• Half now, half when completed• Over the treatment period• Up to six months beyond

treatment period• Layaway plan

PATIENT-CENTERED

Your Leadership

• Optimistic & focused• Daily Perfect Day Meeting• Impromptu Team virtual education• Impactful communication• Growth mindset• Mindset of the best


MARCH 2020 PAGE 10

Digitally Next To You

• Spear Online• Virtual Study Clubs• “What Now?” video• Past webinars• Plan on Tuesdays & Thursdays• 2:30 PM PDT

Partnership…

• If you’re currently enrolled in the Masters Program, I strongly suggest you reach out to your advisor immediately

• If you are not currently in the Masters Program and would like to learn more, please reach out to your advisor

• If you are in either of these categories and unsure who your advisor is, please call 866.781.0072and we will get you in touch with the right person to help

• You can get the recording, handout and any resources by navigating to:

https://content.speareducation.com/specialist-resources-covid19

THE 3 ACCEPTS: DRIVING CASE ACCEPTANCE IN URGENT TIMES

Copyright 2020, Spear Education LLC.

FOR MORE INFORMATION ON THE SPEAR MASTERS PROGRAM, VISIT SPEAREDUCATION.COM OR CALL 480-422-4130

THE 3

“ACCEPTS”

The PatientMust Accept

Their Condition

DisturbanceVision

1

2

3


the Need for Action


Their FinancialObligations

When you consider your mouth’s treatment needs, I want you to know that not accepting dentistry has seldom been catastrophic.

• But these conditions will not go away on their own. By waiting, they will continue to advance and the treatment needed will become more involved over time, with potentially higher costs later on.

• If you decide to wait, we will always take care of you in hygiene; each time you come in for hygiene we will give you an update on the conditions in your mouth.

Most people who decide to wait usually do so for financial reasons. But the same financialconcerns always exist in the future, so waiting will not solve the problem.

• It is important to understand that, just like a car or your home, dentistry is a need that has a long-term value. Anything worthwhile that lasts a long period of time is always financed on a monthly basis.

• The good news is that many banks and lenders recognize the need to support healthcare decisions.

Since waiting will likely result in higher future costs, can we help you make arrangements to finance your dentistry now on affordable monthly payments?

FUNDING ANALOGY

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Principles of Engagement · Solutions Spear’s Ecosystem 1. Find the chat button 2. Click on the chat button 3. Type your question ... • Credit cards ... • The good news is that