Practice Negotiator
Getting your patients to “yes” in a climate of “no”.
Practice Negotiator
Getting your patients to “yes” in a climate of “no”.
You are an exceptional clinician. 

You invest in yourself and in the care you offer your patients. 

You provide a bespoke healthcare experience that is desperately needed in a healthcare crisis. 

Your care can be the solution to the broken, public system.
  • Do all your patients return for follow up?
  • Do all your patients accept your treatment plan?
  • With an exceptional education, have you ever been given the communication skills to effectively deliver care to a unique patient?
  • ​Have you been supported with the knowledge, skills, and tools to manage difficult conversations with your team and patients?
  • ​Do people in today’s aggressive climate contribute to feelings of burn-out in practice?

What if you could spend less time “selling,” and more time treating through simple changes to your communication strategy?


The Problem Is: 

You spend countless energy developing a plan and then feel like you have to do a song-and-dance for your patient to say yes to it. 

What if you had a system of understanding your patient’s communication style and a strategy that was proven to increase patient acceptance and retention?

Your entire education was focused on what you say, and not how you say it. 

What you know only matters if it can influence the change the patient needs. This is more than “meeting patients where they are at” and rather has everything to do with correctly reading the room and delivering your knowledge in a way that lands in a meaningful and motivating way for your patient. 

Every type of patient deserves care, not just the ones that you “click” with.

We’ll teach you how to connect with all types of patients. Even the ones you fear seeing in your schedule. This will increase your impact, income, and professional satisfaction.

How would your productivity and professional satisfaction be impacted if you had the clarity, confidence, and capability to turn uncertainty into certainty?

INTRODUCING

Dr. Sean Robertson DDS

When I retired from clinical practice, I was ready to leave the constant conflict with patients about whether or not they should value their oral health (they didn't) and the human-resource-people-management that owning a private health care business demands. It wasn’t what I signed up for. 

I moved into a role that requires multi-million dollar negotiations and realized negotiation with banks and dentists wasn’t that different than it was with patients. I realized that when it comes to treatment planning, we often have it all wrong.

Like you, I invest in the ability to operate and serve my clients at the highest calibre. That investment has involved education and in person training with some of the most brilliant minds in negotiation in the world including former FBI hostage negotiator, Chris Voss (author of Never Split The Difference) and Behaviour Economist Don Barden (author of The Perfect Plan). 

From valuing and negotiating the sale of hundreds of millions of dollars in practices over the last 6 years in Canada, I can attest that the principles of selling a practice and creating patient acceptance are the same. Without aptitude in specific communication strategies, your practice will simply not be what it could be.

Patients call your practice because they think you can help them with something. You don’t convince them to call. Yet they don’t all stay or follow through despite you holding up your end of the bargain. 

What if you could change that? 

Imagine:

  • How would things look if you increased your treatment acceptance by 20% , 30% ?...50% ?
  • What if the patients that called to book an appointment already felt a sense of belonging in your practice before they arrived? 
  • How would you feel if the confrontational patient no longer stole your energy?

WHAT’S WORTH MORE - AN EXISTING PATIENT THAT SAYS “YES” TO TREATMENT OR HAVING TO MARKET TO ATTRACT A NEW PATIENT? 

Strategies taught in this course will help prevent:

And Promote:


Wasted Time:  The wrong approach with a unique patient is an investment in time and energy that can yield no results. Disappointed patients and frustrated clinicians decrease productivity.
Increased Treatment Acceptance-Creating patient engagement and commitment to a plan requires your skill and communication. Once you have that, your brilliance as a clinician can then change their lives for the better. But without that engagement and commitment, your treatment plan falls short.

Wasted Money- Have you ever had a patient complain about the amount they have paid without seeing results (only to learn they haven’t followed through on their treatment)?

And with your investment and commitment to life-long learning and providing the best care possible, how does it make you feel when the patient asks for help but refuses to use the valuable resources you provide? 
Stronger Team Communcation & Culture- Office conflict is inevitable. Navigating this to create a cohesive team that is capable of supporting each other and complimenting each others’ strengths will see your practice elevate to the next level. It will also contribute to employee retention in a time where great team members are hard to find.
Feeling Frustrated or Burnt Out- The current climate of social media connectivity combined with economic pressures has seen an increase in confrontational and abusive behaviour directed at clinicians and office teams. This can distract from productive care and positive workplace culture. But it can’t be ignored. Managing this effectively is not something we get taught in professional school. To create a sustainable practice and understand who we can help and who we can’t is imperative to reduce frustration and protect ourselves and our teams from abusive behaviour.
Language to Support New Patient Flow In Your Branding & Marketing- Using the right approach to marketing your brand can contribute to patient connection and engagement even before they walk in the door. We’ll show you how.

INTRODUCING:

PRACTICE NEGOTIATOR
Getting your patients to “yes” in a climate of “no”.
Communicative approaches to enhance patient engagement, commitment, and follow through in an uncertain economy.

What's Inside? 

We'LL COVER 

MODULE 1
Communication & Values:
 “He’s not your type.”
YOU’LL  learn:
  • You will learn to understand and identify the different types of communication styles of your patients.
  • You will learn to understand and identify different types of values and their influence on treatment.
  • ​You will learn how communication tendencies and values influence patient decision making.
  • ​You will learn effective communication strategies based on the patient’s communication style and values.
  • ​You will learn how to apply these communication strategies to enhance delivery of care in your practice.
MODULE 2
Applying Empathy:
“That sounds…really hard.”
YOU’LL LEARN:
  • The importance and influence of empathy in practice in an unempathetic world.
  • Getting deeper than the chief complaint - finding the true motivation behind the appointment.
  • ​Effective strategies to build rapport and identify barriers to treatment success before delivering a treatment plan.
  • ​Diffusing patient conflict and demonstrating how conflict can actually be productive (even if we are conflict adverse)
MODULE 3
Brand: “The best supporting actor.”
YOU’LL  learn:
  • Does your brand effectively communicate your unique value proposition to prospective patients?
  • Does your brand convince a prospective patient as to why they should drive past other offices to get to yours?
  • Is your new patient flow what you want it to be?
  • ​Is your practice effective at retaining patients for comprehensive care and future recalls?
  • ​Do you know who your ideal patient is and is your marketing aligned to find this patient?
MODULE 4
Team: “Vulnerability as a strength.”
YOU’LL  learn:
  • Are the right people in the right position in your practice?
  • Do their skills reflect their strengths and abilities?
  • Are the tasks asked of them communicated with clarity
  • ​Do they understand and share YOUR VISION of the clinic?
  • ​You will learn effective strategies to motivate and align your team to maximize productivity, enhance culture, and deliver better patient care.
  • ​You will be given a strength-finding assessment to identify your strengths and blind spots that will make you a better leader and practice CEO.

Exclusive

You'll also receive a unique access code to complete a Clifton Strengths assessment providing a personalised profile and individualized insightss based on your results. 

THE OFFER

CONFIDENT CLINICIAN MEMBERS

EXCLUSIVE MEMBER PRICING
$389
Participants must attend live (virtually) for all three days 

!!! THIS COURSE IS NOT RECORDED !!!

Thursday November 16th, 7pm - 8:30pm EST
Friday November 17th, 10am - 4pm EST
Saturday November 18th, 10am - 4pm EST
  • 12 Hours of Course Content
  • 4 Module Course
  • EXCLUSIVE: unique access code to complete a Clifton Strengths assessment providing personalized profile and individualized insights based on your results.


Non-MEMBER PRICING
  $499
Participants must attend live (virtually) for all three days 

!!! THIS COURSE IS NOT RECORDED !!!

Thursday November 16th, 7pm - 8:30pm EST
Friday November 17th, 10am - 4pm EST
Saturday November 18th, 10am - 4pm EST
  • 12 Hours of Live Course Content
  • 4 Module Course
  • EXCLUSIVE: unique access code to complete a Clifton Strengths assessment providing personalized profile and individualized insights based on your results.

TESTIMONIALS

TESTIMONIAL

“The success of my practice wasn’t just about “what” I prescribed. It was about how I made patients feel when they arrived, when I gave them bad news, and when they were leaving. I credit my negotiation skills and communication techniques learned from Sean and these techniques to my success at retaining patients year over year.” 
- Dr. JOrdan Robertson, ND
This course really addressed my weaknesses in evaluating practices. I now feel comfortable in my abilities to thoroughly dissect a practice from a business perspective. Sean is straight to the point and doesn't hide anything. I would highly recommend this course to any future practice owners, practice owners or associates. 
-Dr. Ricky Hamami, dds cfo program
I can not speak highly enough of Dr.Robertson and his vast knowledge pertaining to the overall business of denistry. He is an excellent educator who presents each topic with clarity, intent and passion. Never once was I made to feel less for asking basic questions regarding subject presented. 
- Dr. Roberto Amato, DDS CFO Winter 2023 Cohort

FREQUENTLY ASKED QUESTIONS

FREQUENTLY ASKED QUESTIONS

Will the sessions be recorded?
This course is an experience. The sessions will not be recorded and participants are expected to attend 90-100% of the content to get the most out if. If you can’t make the course live, we’d suggest waiting to see if we run it again in the future. 
I’ve already done a personality test, can I use that instead of paying for a new one?
The specific test we use focus on communication styles and work strengths. You need the specific test in order to get the most out of the content of the course. You can’t opt out of the test. 
What if I’m conflict averse? Will I still benefit?
Even the shyest and most conflict avoidant practitioner will benefit from this course. The tools we give you meet you where you are at with your communication style to help you develop tools that you can feel good about. 
What if I’m already good at this?
Then keep doing what you’re doing!

We firmly believe that every clinician can benefit from going deeper on their communication and negotiation skills with patients. 

But if you feel that you’re hitting it out of the park 100% of the time, then you don’t need the course.

This sounds like manipulation?
Your patients are booking with you because they want to feel better. The way that you communicate to them will change how successful they are at achieving their goals! We’re not trying to coerce your patients into something they didn’t ask for. This course will help you give them what they hired you for. Negotiation and manipulation are very different. We will discuss these differences in the course. We have no interest or capability in teaching manipulation
What is your refund policy?
As with all of our courses, this course is non refundable. If you register for the course and are unable to make it, we cannot honour a refund. 

Dr. Sean Robertson DDS

Dr. Robertson has single handedly appraised hundreds of millions of dollars in Canadian dental practice valuations and supported practice ownership transfer since 2018. Sean teaches Practice Management for the Faculty of Dentistry at McGill University and the University of Toronto. He writes regularly for Ontario Dentist, The Journal of the Ontario Dental Association and Oral Health, a national journal for the profession of dentistry in Canada. He regularly represents dentists as an advocate in practice acquisitions and strategic planning consultation for practice growth.
 
Sean has studied with the Chartered Business Valuation program and established solid relationships with the major Canadian banks. Because of his reputation and grounded research-based approach to valuation, he is regularly called upon by the major Canadian banks, dental associations, and dental support organizations to consult on trends, predictions, and perspectives in the Ontario and Canadian dental practice marketplace. He has completed in person training in communication and the art of negotiation with The Black Swan Group and Chris Voss, former FBI hostage negotiator and author of Never Split The Difference. Sean has lectured at the Ontario Dental Association’s Annual Spring Meeting and the Canadian Dental Association on the topics of practice valuations, acquisitions, sales, and practice management. He contributed to the development of the Career Options Initiative with the Canadian Dental Association and is the author of the book, From DEBTistry to dentistry: A buyer’s guide to successful transitions.