The #1 Sales Training
In Dentistry
The Closing Institute builds elite sales systems that maximize capacity and drive high-ticket growth.
What is The Closing Institute?
Anyone can build a business, but only a few will build a legacy.
The Closing Institute builds elite sales systems for dental practices that want to maximize capacity, increase high-ticket case acceptance, and drive predictable growth.
But it's more than a process, it's personal. It's having one-on-one calls with our trainers to sharpen your approach, improve execution, and build consistency in every case. It's psychology-based scripting to overcome common patient objections. It's monthly in-person training sessions to keep your team's momentum strong. It's a hands-on approach to working smarter, not harder.
TCI transforms treatment coordinators into Closers
TCI is about Empowering and Training the Team... 3 people selling in unison - Patient Advocate (leads), Doctor, and Treatment Coordinator (Closer).
High-performing practices have high-performing clinicians, but if the clinician is spending time and energy trying to close the case, they aren’t spending time and energy doing the cases. That’s why many run out of time! The treatment coordinator needs to be the quarterback of the consultation and the primary closer.
TCI will provide the process, scripting psychology, and know-how to immediately increase your closing percentage.
Common Obstacles Practices Face
There are only so many hours in a day. When we begin to close more arches it is very common for your schedule to appear to be “Full” very quickly, resulting in pushing out new patient consultations more than 7-10 days in the future. You need a system that allows you to complete MORE consultations in LESS time and utilize the Treatment Coordinator to handle the lion's share of the communication to maximize productive hours for the doctor.
If you want to close High-Value Cases in volume, you will need a lot of leads and opportunities. Many of the opportunities generated will have financial challenges or be unqualified all together. It’s much better to find that out BEFORE we invest time and energy into a full exam and consultation for a patient that ultimately has no means in which to pay for this type of treatment.
Neither full-mouth reconstruction, nor cosmetic dentistry is a cheap service. It is a major expense for virtually the entire population. It is critical to have a strategy that will appeal to price shoppers both on the phone and during their consultation.
You must understand the fundamentals of a negotiation and the difference in consumer psychology as it pertains to deciding which treatment is right for the patient vs. getting the best deal for the treatment. We must understand the difference between a sale and a negotiation.
We must show every patient that they are getting a great deal! They are getting more than what they are paying for and that they can’t beat our offer anywhere (That doesn’t mean that you need to be the lowest price). We want everyone to feel good about the price, and the fact that they are getting a great deal. This is all in the financial presentation strategy. This will become second nature!
More arches means more consultations, more phone calls, more inquiries, more campaigns, and more content. We must utilize automation in every situation possible to save time in communication, scheduling, and lead management.
Two Ways We Help Practices Overcome Obstacles
Mentorship Program
The Closing Institute is the only business and mentorship program of its kind in the dental industry.
Competition among practices for high-value cosmetic and implant cases has skyrocketed in recent years. To maintain or capture market share, a team needs to be sharp, with a well-defined system, strategic plan, and ability to execute effectively on all fronts.
That's where we come in.
We're an immersive sales and coaching program designed to empower, train, and equip doctors and key team members (treatment coordinators and patient advocates) to close more full-arch cases with our proven and proprietary 10-10-10™ Process, Monthly Power Sessions, Peer Mentor Virtual Calls, In-Person and Virtual Events, and more.
Annual Events
With numerous inspiring and immersive events each year, dental teams have the unique opportunity to spend two days networking and learning firsthand how to approach expanding their practice and increasing full-arch and high-value cosmetic case acceptance.
Attendees will hear from phenomenal keynote speakers, clinicians, and dental professionals who have already found immense success using our proprietary 10-10-10™ process, practice dialogue with CEO Bart Knellinger himself, to better equip them to handle difficult negotiations, and learn how to close with consistency and confidence.
What Others Achieved
- Averaging 40 Arches Per Month!
- TCI Has Helped Us Develop a Sales Process
The only course of its kind in dentistry!
