This online in-office training program is the most affordable and convenient way to improve your treatment acceptance from modest to complex care patients. You’ll learn how to:
- Offer complete care without blowing patients out of the water due to sticker shock;
- Influence patients while never sounding like a salesperson;
- Recommend treatment in half the time with twice the impact;
- Educate patients without losing their interest and;
- Present fees while never feeling uncomfortable
You’ll eliminate overwhelming patients and watching them walk out your door never to return from poorly structured and overly complex treatment presentations.
When you complete this program you’ll be able to:
- Enjoy loyal and grateful patients;
- Inspire team members;
- Do more of the dentistry you love and;
- Be abundantly rewarded
I’ll show you and your team the thinking, actions and tools that consistently make dental practices profitable. I’ll share with you what I’ve been teaching thousands of dentists through my 20 years of experience as a practicing restorative dentist, writing journal articles, books, presenting workshops, doing podcasts, and seminars at major dental meetings over the last 25 years: If they can do it, so can you!
Let me tell you about Making It Easy for Patients to Say “YES” and why I’m 100% confident it will improve case acceptance, eliminate losing patients, and transform your practice. Watch this video!
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What You Can Expect
My case acceptance on
-line course is a short-cut to what many dentists take decades to learn. Students of mine say, “I wish I had learned this years ago.” By the end of the course, you’ll be doing more of the dentistry you love, you and your team will have far less stress, your patients will feel connected to your practice, you’ll boost your referrals, and you’ll make more money. Here's what you'll get with your enrollment:
This program gives you a 100% money back guarantee.
Lesson 1: Patient experiences—good or bad—will shape your career
The big picture of career prosperity
- Your good dentistry doesn’t guarantee good patient experiences. It’s human nature for patients to want to be well cared for. It’s the experiences they have before, during and after treatment that signal to them the quality of care they’re receiving. Good experiences signal quality care, while poor experiences signal poor care. A big question for you is this; is your quality of your dentistry better than the quality of your patients’ experiences?
- In this lesson you and your team will discover why high-value patient experiences are as important as clinical outcomes for practices to thrive. You’ll see a bigger picture of practice production—that it’s not just the dollar value of your clinical care, but the accumulation of quality patient experiences. You’ll learn that career prosperity is dependent on distinguishing between standard of care vs. Standard of Caring™.
Lesson 2: If your practice were a restaurant, what would you serve?
Offering experiences patients value
- What’s on your menu? Is it what your patients want? In this lesson you’ll use our Complexity Scale™ to distinguish between modest and complex care patients, and how they differ in the way they value their experiences. You’ll discover why some patients place a high value on patient education while others don’t, and what to do about it.
- In this lesson you’ll learn specific drivers of treatment acceptance based on the complexity of patients’ conditions. We’ll develop a nomenclature that enables you and your team to influence patients in half the time with twice the impact. You’ll stop having to guess about which experiences patients value. You’ll save time, have far less stress, and patients will love you for it.
Lesson 3: Start doing the dentistry you love
Fine-tuning your practice
- This lesson puts you in the driver’s seat when pursuing the dentistry you most enjoy. I’ll show you a map on how to begin refining your practice. Whether your goal is to practice every day bread-and-butter dentistry or complex care, or both, you’ll see a proven path to follow.
- In completing this lesson, you’ll be able to assess where your practice is, see where you want it to go, and learn how to make the right adjustments to get there. When you know where you are and clearly see the path ahead, you’ll get there faster.
Lesson 4: Getting out of your own way
The limiting vs. enabling beliefs about treatment acceptance
- There’s an old saying, “If you find yourself in a hole, stop digging.”
- This lesson teaches you how to get out of your own way and start implementing ideas that could have the greatest positive impact on your career. Using our Mind-Set Matrix™, you and your team will discover the four dominant beliefs about treatment acceptance, as well as which ones you own.
- In this lesson, you learn both the enabling and limiting beliefs that influence patients, and, in turn, how they determine practice growth. This lesson is important because it alerts you that your mindset is the lens through which you will view the remaining lessons in this program. Your mindset will influence you to accept or reject this program’s lessons.
Lesson 5: Four critical conversations that transform relationships
The Four Chiefs™
- The time-honored concept of chief complaint is a woefully inadequate inquiry into patients’ concerns. In its place are The Four Chiefs™— the four critical conversations you must have prior to treatment recommendations. Your study of The Four Chiefs™ will reveal how to immediately connect with patients. You’ll find The Four Chiefs™ are at the heart of making an outstanding first impression and providing patients incredible value.
- This lesson will be the turning point in distinguishing yourself in your patients’ minds as the dentist they’ve been looking for and eliminating many stressful, time-consuming and frustrating events that can accompany practicing dentistry.
Lessons 6 and 7: Stop educating patients out the door – Parts 1 and 2
Excelling in benefit-centered conversations
- Dentists spend a lot of time in “how to”, process-centered conversations explaining to patients how to fix their teeth. You’ll learn in this lesson these process-centered conversations often are not what patients want to experience. They want benefit-centered conversations that reassure they’ll feel good about the outcomes of their dentistry.
- You’ll learn from real-world case studies how to excel at benefit-centered conversations and become patients’ #1 choice when selecting a dental practice. A big part of our role during the new patient process is influencing patients to imagine how much they’ll enjoy their day-to-day life when their dentistry is completed. You’ll be relieved knowing that you don’t need to put patients through a mini dental education. You’ll feel refreshed during patient conversations and out of the rut of explaining the same things day after day.
Lesson 8: Document what’s important to patients
The Discovery Guide™ - side one
- The Discovery Guide™ makes it easy to document and retrieve the information that’s the most important and influential to patients.
- The Discovery Guide™:
- Helps patients discover all their conditions
- Allows dentists and team members to identify patients' concerns
- Serves as an easy-to-follow process map
- Acts as an excellent leadership tool
- The Discovery Guide™ gives all dental team members greater confidence when speaking to patients, and gives patients the experience of being understood. You'll be excited to see how this guide makes everyone's job easier and inspires continuous improvement.
Lesson 9: How to talk to patients so they really listen
The Discovery Guide™- side two
- Wouldn’t it be wonderful if when you’re talking to patients you absolutely knew they were listening? This lesson makes it easy for patients to listen, understand, and be influenced by your post-exam conversations. It’s about The Sequence of Influence™ that guides conversations with patients following their exams.
- The Sequence of Influence™ will save you an incredible amount of time and help patients be good listeners and feel connected. You’ll discover how to lead patients in the direction of their best interests and in so doing give them a high-value experience. This lesson will open your eyes to what’s possible when patients feel a personal connection to you and your team.
Lesson 10, 11, and 12: Offering patients Complete Care without blowing them out of the water
Parts one, two, and three
- Have you ever offered patients their Complete Care, blew them out of the water, watch them leave your practice, and post nasty on-line comments about how you’re in dentistry just for the money? Complete Care is the optimal treatment to restore structure, function, comfort, esthetics and phonetics. Many dentists are reluctant to offer Complete Care out of fear patients will abandon their practice due to sticker shock. Instead these dentists play it safe by offering treatment plans they believe will be less intimidating and costly to patients.
- Through these three lessons, you’ll gain the confidence offering Complete Care regardless of the complexity of care or level of fee without blowing anyone out of the water. This is one of the best changes you can make for your patients and your career.
Lesson 13: Practice makes profit
Rehearsing case conversation
- Does this happen to you; you’re recommending treatment to a patient and half way through you knew he stopped listening and will never accept your care? This lesson on Practice Makes Profit solves this.
- In this lesson, you practice case conversations so they’re shorter and stronger when offering Complete Care. You’ll use a tool called the Case Conversation Organizer™. The Case Conversation replaces the concept of case presentation. It’s more influential for patients to engage in a conversation rather than passively listening to a “presentation”.
- This lesson will give you skill and poise when offering Complete Care to your patients. You’ll be twice as influential in half the time relative to traditional case presentations. You’ll enjoy this simple yet effective approach when helping patients make good dental health decisions.
Lesson 14: Stress-free fee conversations
- This lesson is about the art of quoting fees that protects and sustains good relationships between you and your patients. A significant source of stress for dentists and team members is experiencing patients’ shock, anger, embarrassment, and rejection over fees. This is especially true for complex care patients where fee levels can easily get above $10,000.
- This lesson will teach you a 4 step stress-free process for quoting fees that are designed to avoid negative patient reactions over fees, watching them walk out your door, and never return. This process is adaptable to every conversation your team members have with patients about fees.
Lesson 15: Who gets more upset about fees, patients or you?
Increasing your financial comfort zone
- Many dentists and team members have money mind-sets—financial comfort zones—that work against influencing patients and creating positive experiences. A common mind-set among dental teams is believing patients can’t afford fees for Complete Care. This mind-set is often based on dentists’ and team members’ own financial situations. If they can’t afford the care they’re recommending, they tend to believe their patients can’t afford it either. The mortal sin of offering Complete Care is imposing your own financial limitations on patients.
- This lesson will enable you and your team to confidently quote complete care fees without discomfort or hesitation. This lesson increases the financial comfort zone in your practice and enables you to be compensated at levels you’ve earned and deserve.
Lesson 16: How to keep patients in your practice who are not yet ready for care
- One of the most perplexing questions in dentistry is: What do you do with patients who’ve been well educated to their dental needs but are not yet ready for treatment? Do you educate them more? Do you have them sign a noncompliance form? Do they fall through the cracks and leave your practice? This lesson answers this question by teaching you our process called Building Stacks™. You’ll learn that patients often need time to find the opportunity, money, and courage to take on complex care. Building Stacks™ keeps patients in your practice during this time so that when they become ready, they’ll choose you.
- Of all the lessons in this program this is the one my students tell me is most enlightening and liberating. Expect to feel relieved, expect patients to remain with you during their readiness periods. Most importantly, expect your practice will thrive when you don’t make patients’ immediate case acceptance a condition of a good continuing relationship.
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Dr. Paul Homoly’s work has been featured in;
Books authored by Dr. Paul Homoly
Dentists: An Endangered Species
Isn’t It Wonderful When Patients Say “YES”
Making It Easy for Patients to Say “YES”
Just Because You're Leading…Doesn’t Mean They’ll Follow
Just Because You’re an Expert…Doesn’t Make You Interesting
“Dr. Paul Homoly’s in-depth knowledge of practice management guarantees a successful practice that will have a rare combination of professional joy and profitability.”
- Dr. John C. Kois, Founder/Director, The Kois Center
“Dr. Paul Homoly’s coaching skills are phenomenal. No matter what style of practice you have, time spent with Paul will boost your practice and your spirit. Few people have made as great a contribution to dentistry as Paul.”
- David S. Hornbrook, DDS, FAACD, Executive Director, The Hornbrook Group
“I’ve known Paul for several years and have attended his workshops, been in his audience during seminars. and have worked one-on-one with him. There’s no doubt that his influence has contributed so much to my professional and personal life. He’s the best at training dentists to improve case acceptance and becoming more influential communicators. Paul is a friend, a colleague, and a world-class thought leader.”
- Dr. Todd Ehrlich, DDS, FAGD, Co-founder of Digital Enamel
“Paul Homoly is the one to learn from when it comes to influencing patients to accept treatment recommendations. His work has transformed the way I think and speak to patients and to dental audiences. His concepts on StorySelling® and Connection will make any dentist better at being more leader-like and memorable. You’ll enjoy working with Paul.”
- Dr. James Klim, DDS, FAGD, AAACD, Founder of Klim Institute and CAD-STAR.TV
"Many dentists spend thousands of dollars and countless hours on continuing education in hopes to find something relevant to bring back to their practices. I can say without hesitation, Dr. Homoly's case acceptance approach had the largest impact on my dental office of all the classes I have taken to date. I firmly believe that all dentist whether you are a new graduate, associate dentist, owner dentist or seasoned dentist can benefit from adopting Dr. Homoly's concepts into their practice. Dr. Homoly taught me how to emotionally connect with patients. Once I learned this skill patients wanted to start more of their recommended dentistry. This led to an increase in hygiene production, daily production and patient retention. Most importantly, patients left the office happier and healthier. A direct result from these successes was that my own personal stress decreased. I made more money but also found that I had more time and energy leaving the office than I had ever had in the past. This made for a happier life at home with my family. Do not hesitate to take time to learn from Dr. Homoly! He is a master at patient connection and case acceptance!"
- Ashleigh Harrison, DDS, Multiple practice owner, Pacific Dental Services
"I met Dr. Paul Homoly early in my career when I was studying implant dentistry at the Misch International Implant Institute. He and I became friends, I attended his lectures, and eventually enrolled in his case acceptance workshops. Without question his influence on how I offer dentistry to my patients enriched the course of my career. Today it’s close to 20 years since I studied with Paul and every day his work still helps me influence patients to accept my care. His work is timeless and for any dentist, whether they’re new or seasoned, his case acceptance process will help create fulfilling and prosperous careers.”
- Dr. Curt Ringhofer, Complete Dentistry of Orland Park, Fellow International Congress of Oral Implantology
Hello and thanks for taking a moment to read about my experience and commitment to dentistry’s patients, dentists and team members, and profession.
I practiced implant and reconstructive dentistry for 20 years. My clinical career spanned an era of massive transformation in dentistry; implant and cosmetic dentistry, dental advertising, digital scanning and chairside milling, orthodontic aligners, and so much more. What didn’t transform was the human nature of patients wanting to be well cared for. I spent the last 10 years in my practice developing a treatment acceptance process that offered patients experiences that signaled they were being well cared for. This work put my practice gross income in the top 1% of general practitioners.
Upon retiring from clinical care due to an eye disability, I put what I know to be true about treatment acceptance into journal articles, seminars, in-office consulting, computer apps, webinars, and have literally been around the world teaching how to make it easy for patients to say “yes” to our treatment recommendations. From meeting thousands of dentists I’ve learned that many clinically gifted dentists were too often not highly rewarded. My mission for the last 20 years has been to change that.
I’ve written 3 books on treatment acceptance; Dentists: An Endangered Species, Isn’t It Wonderful When Patients Say “YES”, and Making It Easy for Patients to Say “Yes”. My work spans the entire range of dental practices from mom-and-pop solo general practitioners to all levels of private fee-for-service general and specialty practices. My work with Dental Service Organizations has helped them evolve into world-class dental health care and business entities.
An additional aspect of my career is developing experts into interesting and influential communicators. I authored two books on this topic; Just Because You’re Leading…Doesn’t Mean They’ll Follow and Just Because You’re an Expert…Doesn’t Make You Interesting. I lead speaker development programs for market leading dental companies including Nobel Biocare, Ormco Orthodontics, Pacific Dental Services, Dentsply Sirona, and many others. I hold the highest earned designation in professional speaking from the National Speakers Association – Certified Speaking Professional (CSP). Fewer than 15% of professional speakers hold this designation and I am the first dentist world-wide to earn it.
My newest exciting challenge is to embrace all the opportunities the internet brings to help dentists and teams to do more of the dentistry they love, work with engaged and committed team members, and be abundantly rewarded. When you enroll in the on-line program Making It Easy for Patients to Say “YES” you are partnering with me on my latest journey. Thanks for joining me.
Frequently Asked Questions
• a proven process to offer patients complete care recommendations without losing patients to sticker shock
• a case acceptance process that simplifies patients’ decision-making process concerning treatment recommendations
• a way to eliminate dentist and team member stress during the case acceptance process and financial arrangements
• a predictable method of minimizing patient upset, misunderstandings and embarrassment over treatment recommendations and fees
• leverage in increasing take-home income
• 16 streaming video lessons available 24/7 edited to fit perfectly into team meetings
• Live monthly webinars with Dr. Homoly to answer questions and share best practices of our community
• 104 page team member manual to support video lessons with additional content and activities to ensure lessons transfer to your practice
• 110 page facilitator guide to lead and inspire the in-office learning process
• Mobile-friendly access to all content on smart phones and tablets
• Patient case studies used to practice the principles of each lesson
• Job aids and accountability tools used in your day-to-day practice that reinforce lessons
• Membership in our private online community of like-minded dentists and team members to share case acceptance challenges, success, and best practices
• Special surprise bonuses out of the goodness of Dr. Homoly's heart!
• Offer complete care without blowing patients out of the water due to sticker shock;
• Influence patients while never sounding like a salesperson;
• Recommend treatment in half the time with twice the impact;
• Educate patients without losing their interest and;
• Present fees while never feeling uncomfortable
• Eliminate overwhelming patients and watching them walk out your door never to return from poorly structured and overly complex treatment presentations.
• Enjoy loyal and grateful patients;
• Inspire team members;
• Do more of the dentistry you love and;
• Be abundantly rewarded
• Computer with sound system amplification
• Video projection capability or wide screen monitor
• Flip chart and markers
• 1 inch 3-ring binders for Facilitator Guide and Participant Workbook materials (one per team member)
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• People who have not paid for enrollment will not value the program and not be successful with it. If you know someone who really needs this program, do them a favor by having them enroll on their own so they have emotional commitment to follow through on it.
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