What we're going to do is we're going to be talking about how to fill your capacity. We're going to work backwards from what is the capacity that you want filled, all the way back to how much you're going to need to be spending on ads. Stick with me, if you have distractions here, I promise you this is going to be worth the explanation. Let's start out with capacity, this is actual capacity. It could be what your actual capacity is, but also think about what you want your capacity to be and work toward it. Now, when I'm talking about full arch surgeries, it's either an arch or a full mouth, a double arch. So how many surgeries or how many cases do you think want in a particular timeframe or how many can you handle?
Do you want two per week? Maybe you want two per day, two surgeries a day. Maybe you want two per month. I don't know what your actual capacity is, but what I do know is we need to start here. I'm actually going to do this two per month, to begin with, okay. That's the one I want to start with here, because this is actually where most of you are in your ad spend. Okay? So if you are spending $2,500 a month with the dental implant machine, most likely, this is what you're getting two per month. I'm going to show you the math on this in order to get this, how many consultations are you going to need to be booked? You wanted to close two deals per month, and you actually know what your close rate in consultations is. Let's say your close rate is actually 25% of all the leads that actually come in.
You're basically closing one out of four deals in order to get two surgeries a month. How many consultations are going to have to show up at my office? So you're going to need eight consultations to show up at the office. But the problem with that is not all of them show up. That's just kind of how it works. Let's say, for example, the show up rate you have at your office is hopefully it's around 80%. I'm going to put SR for show rate. Let's calculate now how many consultations I'm actually going to have to schedule in order to get eight people to show up, I'm going to need to schedule 10 consults per month. So basically we're losing 20% of these people before they come into the office. This is actually kind of normal, it's a very normal number.
Now we've got to figure out what our actual schedule ratio is out of. How many leads does it take to get somebody scheduled? If we need 10 consultations, then we got to figure that out now. Let's say that for every 10 leads we get, we scheduled two that are qualified. So this could be a couple of them are sub 500 credit or, you know, don't have a co-signer et cetera. So let's just say that our actual schedule rate, let's say that is 20% of good people that could actually close. If our schedule rate is 20%, how many leads are we going to need to make to get 10 consults?
We are going to need 50 leads. Let's say now that on average, the lead costs $50 in your area. It might be 50, it might be less. I'm not really sure, but I'm just going to say, let's pretend that the lead costs actually is $50. How much is it going to cost me to get 50 leads? Wow. There you have it folks. $2,500 in ad spend ish.
If your schedule rate is 20%, your show rate is 80% and you close one in four, you're going to close two a month. For example, these are both full mouths. Let's say you charged 22,000 an arch, that's probably the average. So that's 44,000 times two, so that would be $88,000. Basically you spend $2,500 and you get 88,000 yay. Happy day, happy day. If that's all you want to be doing okay, if you want to be doing two a month, but how many do you actually want to be doing? Let's do this same stuff, if we wanted to do two per week, you want two surgeries a week. You guys will come into our program and you'll be like, "all right. Yeah, I want a surgery a day."
Okay, awesome. We need you to spend the very minimum on our program is 2,500 bucks in ad spend, and you say, "okay, let's start there." But I want one surgery a day. See how the math doesn't make sense. It just doesn't make sense. So let's get up to two per week. Now I promise you a surgery a day or even multiple surgeries a day is very possible. We have a client that is doing two surgeries per day, so we have been able to scale anywhere from $2,500 in ad spend to the 88,000. By the way, this is a million dollars in a year. So with this ad spend, it's likely going to take you one year to add a million dollars in production to your practice. But let's say you want to do two per week, you still close 25% of your consultations, but on a weekly basis, now you are going to need to have ... how many consultations, eight consults per month, sorry, per week.
You need to see eight consults a week. Now it's our show rate, so if we need to see a consults per week, how many consults do we need to schedule? This is now 10 a week or 40 per month, seeing how this works? That's what the 80% show rate. Now our schedule rate on the leads 200 leads per month. Now let's take that $50 per lead, and what does that put us? That puts us at 10 grand, $10,000 in ad spend would actually fill your capacity for two surgeries a week, right? If the schedule rate, the show rate and the closing rate, hold true at these numbers, which these are very average, very normal numbers that you should be able to hit. The question is, let's say they're full mouth cases. ... We'll just say their full mouth and then we could do also a mixture of single arches.
What's 44,000 times the eight? If we sell them all as full mouth cases, 350 to 1000 and that puts us at what on a yearly basis? $4.2 million dollars added in production. Now let's say half of them are just single arches and the other half are full mouth cases. That would put you at 3.15 million, if half of those cases, instead of full mouths were single arches. Are you seeing the power of the math? I really hope you are. This is literally how simple it is. Then each one of these steps, if we're not getting 20% of the lead scheduled, if we're not getting 80% of the leads scheduled to show up, if we're not closing one in four of these folks, then we're not hitting these numbers. There's no way.
This also goes to show you my, "goodness, all right, I have additional capacity for dental implant cases. I want to fill them, come on marketing company. You need to fill my schedule." Right? I hope this helps you understand that it is very, very possible. We have helped people do all the way from, two cases a month, all the way up to two surgeries per day. Like clockwork, it is math, we have it down to a science. Think about this, what is your capacity? If you want your capacity to be more, if you want to be more profitable, if you want to do more of the cases that you actually love. Up your capacity, up your ad spend and improve all the metrics in between.
Would you believe that there is a large percentage of our clients where the doctor is in the know and the staff is not? You probably chuckled to yourself because you know that that's an issue. Or maybe the office manager knows what's going on, but the doctor doesn't know what's going on. This is a huge problem. But when you are trying to really break into doing full arch dentistry and trying to grow your practice, if there is not really good team communication, things will absolutely fall through the cracks or somebody will start blaming something that's really small and then it will explode into something that's like, "Oh, we got to stop everything. I could never do this."
So please, right now you have to commit, especially if you are working with us or any other marketing company for that matter, it is so important that you guys get on the same page. Get on the same page with expectations of meeting with our team, putting in metrics, tracking the metrics. Have your daily huddles and go over the Dental Implant Machine and the results that are being produced in those daily huddles. If there are issues, you have to get on the phone with our team, or if you feel like something's too slow, or even if it's going fantastic, get on the phone with our team and tell them, "Good job." Because essentially like unfortunately what happens is people just give up too soon and they go from bright and shiny object to bright and shiny object. I guarantee you, everything you need to be successful is here at the dental implant machine. There's no reason to bounce around.
We are not new to the rodeo. Every single issue, I guarantee you, that you have gone through, we have fixed and corrected and then taken up a practice who might be struggling with the same thing and helped them to not struggle with that anymore and be successful, going from closing maybe one arch a month to five, six, seven, and being Uber profitable, or even more than that.
So whatever it is, it starts with really good communication between you and the staff and then also with the marketing team that you're working with. Don't let it get to the point where something really small, like a mountain is created out of a mole hill. It doesn't need to happen. And I see it not very often, but I see it enough that I felt like it was very important to get on and just remind you of that.
So ask questions to each other in your own team. Okay, this isn't working. How come? What's going on? Have we done the calls? Have we watched arches for days? Some of you are having issues and you won't take the time to actually watch the course and/or talk with the team, right? That doesn't make any sense. Really, really good communication. We are experts at this. I promise you we can help you and your team has to be on the same page. Communication, communication, communication.
Pretend you come into the office on a certain day and you have four consults scheduled for that day. The patient starts coming in and you start going through the questions and discovery mode. Then you start talking about why your office is unique and the patient says, "Whoa, whoa. Wait a minute, wait a minute, wait a minute. I already know all this stuff." "Really? How do you know all this stuff?" "I've watched every single one of your YouTube videos." "How would that change your consultation?"
"Oh, I saw all of the patient testimonials that you guys put out on your YouTube and it is so amazing. I just know I wanted to come here." Doesn't that sound incredible? Patient number two. You start doing the same thing. "No, no, no. Wait a minute. Wait a minute. I already saw all your YouTube videos. Yeah. I mean, I know all of this stuff. It's fantastic. Yeah. I want that. I want this thing that you talk about on your YouTube or I really connected with Janice and her story on YouTube."
Patient three comes in. You start giving the spiel. They don't know the price. They haven't seen anything on YouTube. They come in. It's completely a blank slate. Then patient number four comes in and he is already been pre-educated and really pre-sold on the results that you have already produced for other patients in your practice. Literally, like three out of four people right now for a particular office that we're working with is getting people who have come in and literally have go through all of their YouTube videos and they are so much more ready.
The sale becomes so much more easy. If you are one of our clients and you have a good YouTube channel that we don't know about, we need to plug it into your follow-up texting sequences when an appointment is scheduled in your office, because it is an absolute game changer. If you are not doing the video content in capturing the results you were making, and you've been a client of ours for quite some time, what are you waiting for? I have said this over and over and over again and now we're just really figuring out the best way to put it in all the followup marketing sequences so people come in way more ready to buy.
That sound amazing. If you have a hard time capturing and producing this content, you have to hire a videographer, at least part time, to come in when deliver the finals, or even when you put in a temporary, they come in on the week two or whatever, still capture the result and publish it on YouTube. If you feel like you don't have enough full-arch cases or whatever, for a full-time videographer there's so much that you can actually do with somebody who's talented behind the camera.
They can literally take one or two videos that are decent length and turn it into 15 social media posts like that, or small videos that we could run as advertisements. I think that you have to focus right now on producing content and capturing the result and amplifying results. When we get that content, we know how to use it so that we can use it in advertisements, but also the people who come into your office will be way more educated to buy. Will you commit to this, please? It will help you, I promise.
Let's talk now about the positive focus. In your daily huddles I know that it's really easy to talk about all the issues that are going on. Maybe you had two consults yesterday or whatever, and they both didn't pass credit or something like that. The next day you come in and you're doing your daily huddle, or even just a mindset, what are you thinking to yourself? What are you telling the team? What are you telling yourself? Are you saying, "My goodness so-and-so failed credit. There's no way that they're ever going to get this done." Or are you saying, "They both failed credit but I talked to them about My Smile Credit Boost." Or something like that. If you don't know what My Smile credit Boost is, then you need to contact us. I talked to them about My Smile Credit Boost, we're going to boost their credit score.
I talked to them about co-signers, they're going to be calling me back or something like that. Or you could simply, as simple as it could be say, "They both failed credit, but they really wanted this. I felt like my presentation was very good, or I could tweak this and this and that. And it would be even better." It is so important to stick with a positive focus. We never want to start our meetings or our mindset and say, "Dang yesterday sucked. I mean it was terrible. They come in, this person didn't show, these people failed credit." Man, that is such a terrible world to live in. However, if we can really come in with a positive focus and say, "You know what? Yeah, the two yesterday failed, but the day before that, I still am following up with that one guy who literally said he's going to go get a home equity line of credit and call me back today."
Said he was going to do it yesterday. So I'm going to be following up with him. That's the positive focus. It is so easy to focus on the negative stuff in this industry. Really easy, it's too easy in fact. So you have to keep that positive focus throughout the entire journey. And I swear you will close more deals because you won't let yourself get down in the dumps. You won't let yourself judge everybody that's coming into your office. You won't let yourself think, oh, this is never going to work. Stop doing that and focus on the positive because there is a lot of positive things that has happened in your week. With every single patient you can bring something out of it that's a positive thing.
One time there was an office who was really mad at me. And this happens occasionally with you guys getting mad at us, they were so mad. And I got on the phone. I said, "Listen, I know that this hasn't gone how we've wanted it to, any of us have wanted it to. It's like we want to take your money and not get you results." I mean, that's completely false because we're telling you keep an eye on the metrics and let's work on this together. We do everything to be successful. So this doctor gets on the phone and just starts going at me. And I said, "You know what, can we just take a minute and can we just focus on the positive? Let's look at some things that have gone really well." Refused, refused to look at anything positive at all.
And I fired them as a client because we don't have time for that. You don't have time for that. Why would you want to focus on nothing that's positive at all? You just don't want it to work? If you just don't want it to work, that's fine. There's always something positive that you can find in it. There's always hope. There's always a way to get this going. Don't let focusing on the negative ruin your ability to change people's lives with implants.
Two things about ClearChoice. Number one, here's why I think that they're priced so high, and number two, here's why I also think that you should price your fees lower than them unless your unique value proposition is so clearly defined that it just blows them out of the water. All of us know, at least if you don't know by now, ClearChoice sold for $1.1 billion not too long ago to Aspen Dental. So obviously they have a lot of investors and private equity that they need to make happy. That really doesn't change from before. That's kind of always been there for ClearChoice.
But the other thing is, obviously, is, you guys understand as well, it's a lot to really make these things fit really good at the end. They have to come back for appointment after appointment after appointment. And that's the same thing for the majority of us and the workflows that we have in the office. They also have an oral surgeon and a prosthodontist, and they really go deep on those two things. We have the specialist to do the surgery and we have the specialist to do the restorative part as well. That's going to make it fit. Perfect. So obviously they're going to create the value around those two things as far as why they charge the fees that they charge.
Now, here's my thing to you. I don't know if any of you have private equity that you're responsible for. I think that positioning your fees lower than ClearChoice is fantastic, but also adding value on top of what they do. If you can position right here, you can always anchor high on the fees of ClearChoice, which hopefully you saw my video about anchoring high on the fees of ClearChoice, stacking the value and then coming in at a lower fee, you'll win a lot more cases, especially if they've gone to ClearChoice or heard of ClearChoice, you'll win a lot more cases that way.
If by chance you're very competitively priced at the exact same thing really as ClearChoice, you really, really need to clearly define your unique value proposition and why it's worth coming to you and not ClearChoice. If you simply say, "I do it all in one place," so do they. If you simply say, "Well, I'm really good at it," so are they. They have an oral surgeon and a prosthodontist working in the spot. So you really need to come through with that unique value proposition if you're going to be there.
The other thing is ClearChoice has done a lot of market education for us. That's a fantastic thing about them. So because they've done so much advertising and education about dental implants, a lot of people know how much it cost ClearChoice already, which is again why if you can come in and you can stack additional value and then still come in at a little bit less, you'll win their cases. Some of you might think, "Well, now I can do just as good a job. My fees are going to be just as high." That's your choice. You just really need to be able to come through explaining your unique value proposition.
Let's talk about the price anchor in the consultation, all right? An anchor, obviously you throw it off and boom, it's going to hold you in a spot. There's the same thing when it comes to what price people have in their brains. They come in, generally speaking, with a price anchor. They've heard about how much it's going to cost, they think it's going to cost really too much, or they're thinking, "If it's anything over this price then there's no way I can do it." That's what I'm talking about when it comes to a price anchor. And in the Arches For Days course, we show you that the right time to talk about the fees is right after you've talked about what's really special about your office.
What I like to do at this particular stage of the consultation to find out what their anchor is, I ask them, "So what kind of fees, what kind of prices are out there you seen, by the way?" Or some variation of that. And, "Oh, well I just know that it's really expensive." "Okay. Have you done any research? Have you seen any specific prices out there?" I ask them two or three times until I can really see where they're at. And sometimes on the second or third time I ask, they'll be like, "Well, I saw that it's $50,000 for a full mouth." Boom, you've got their anchor. I don't know where you're positioned around that number, but regardless of where the anchor is, you have to be able to adapt really quickly. If you're priced less than what their anchor is, fantastic. If you're priced more than what their anchor is, fantastic, but at least you know where they're at mentally.
So if you are priced less, you essentially can now say, "Okay, gotcha. Yeah. Where'd you see that at?" "Yeah. Well, I saw it over such a place." "Okay, yeah." "So what we do here, we do all of this stuff," duh, duh, duh, duh, duh, duh, duh, "but we're less than that 50,000." Now if they say, "Oh yeah, I saw it's like 15,000," then you can ask some more clarifying questions. "Okay. Did you know that was a snap in, was it fixed?" something like that. "Do they do this? Do they do that?" So you can kind of start throwing dirt on it as far as the anchor that they have. And then you can remind them of your unique value proposition and everything that you offer as an office and say, "And really, it's only $5,000 more at X amount." Does that make sense? So getting that anchor is really, really important because you have to break it down and then build back up where your fees actually are. But does that make sense?
The other thing that's really important in this particular instance, if you feel like they really don't have any clue of what the fees actually are, I always anchor them on ClearChoice's fees. Generally speaking, ClearChoice is more expensive than 99.9% of you, and that plays into your advantage. So if they don't know where it's at, then after you get done explaining your unique value proposition, building the value up, and you know that they don't really have a price anchor, you say, "Well, have you heard about ClearChoice? They're the ones who run all the commercials about the teeth-in-a-day stuff. They're always on TV. You can't get anything there for less than 55,000 for a full mouth." "What?"
So if they aren't blown away at the fee, they're blown away at ClearChoice's fees. Make sense? It's got to make you happy, right? So then you can say, "But here's the thing is Clear Choice doesn't do," duh, duh, duh, duh, which you just listed in your unique value proposition and everything you include, "We're even X amount of dollars less than them at," boom, and then you give them your fee. If they're still blown away, maybe that's your full, fixed double arch fee, maybe you come down to the snap in. And by the time you get to the snap in, they're not blown away anymore. They're actually relieved that it's more affordable well to them and you are in their corner because they heard that really high number. That's where you set their anchor.
I hope this makes sense. Setting anchors is fantastic to do in these dental implant consultations. I have more about this in the Arches For Days course. So go in there, figure out more about the anchors, the objections, and looping, and go out and close more deals.
All right. Really cool story for you guys about really never giving up on these patients. Pretty much all of you know, there was a time when I was selling almost full-time at a dental implant center so I could experience for myself and really build the arches for days course and understand everything that goes on inside the office. That was a long time ago. I was working, I mean, really, I was only selling for three days a week and still running the dental implant machine, obviously. So, insanely busy, spending about $7,000 in ads. Some of that was radio, which we didn't really get anything from, but I wanted to try it out. And sold over a million dollars in four months directly collecting it. But there've been a lot of people who have still trickled in.
And one guy, I just barely got word today that I presented to him a long time ago. He was really, really interested and pretty much said, "Yeah, I'm going to do this. I'm in the middle of selling my home." I followed up with him for several weeks in a row. Finally, he said, "Dewey, I promise when I sell my home, I'm going to come and get this done." And so, I said, "Okay, that's fantastic to hear. I can hear it in your voice. This is something I really, really want for you and I know you want it to, so I just didn't want this to be something that you give up on." I don't even know how many months ago it actually is, but it is so rewarding to see some of the footage they got of him and how amazing his smile looks now. And seeing his before and after picture really, really is rewarding.
And I just wanted , never ever give up on these people because you're changing their life. If you connect with them well enough in your consultation and you commit them, they will come back to you. And the return on investment, I mean, we're still getting a return on investment from the time I was in there. I don't even know what it is right now, but the return on investment of you giving your all in these consultations is priceless. Quick reminder for you there, guys. Never give up, they will come back.
Our system tells you who to focus on. Let me give you a scenario here. Let's say an office gets 20 leads. Of course, you know that the way we generate leads, we actually get an estimated credit score, a co-signer if they've been saving up, all of those things, right? So you get those forms and you go through them and you think to yourself, half these leads don't even have any money. So you call up your success coach and you say, "Hey, half these leads don't even have any money. How am I supposed to close these?" This happens a lot. I'm sorry if you needed to hear this as a client.
Guys, this is why I've been talking about mindset and confidence and really being able to just take whatever you have and make the best of it. If the glass is half full, not the glass is half empty, our system shows you who to focus on. The same person could look at that list of leads and say, dang, this is awesome. I know these 10 people pretty well financially ready to go and I'm going to focus all my efforts on them and I'm going to get them in and I'm going to close them and I'm going to change their life.
You have to know that it's impossible in advertising, whether you're running TV, radio, newspaper, digital, Facebook, Google, whatever advertising you're running, it's impossible to show the advertisement only to the people who are missing teeth and have money. So what we do is the very next best thing, we show you who to actually focus on.
This is what I've been talking about, and I'm just saying it more directly right now, the glass is half full. Find the folks that you want to focus on, get them into your office, wow them, close them, and change their lives with the skills that you guys have as dental implant practitioners.
Remember we show you who to focus on, the glass is half full, now go and get it.
What I want to talk to you about today actually is when and how to talk about fees on the phone.
So let's talk about the first situation here, when we for sure want to bring it up. When we hear keywords like Medicare, Medicaid, fixed income, social security, can only afford $50 a month or something like that, we really want to make sure that the fees are clear on those phone calls. And the reason why is because it's just as frustrating or more frustrating to them to come in and just be told that they have no shot of actually being able to move forward, and quite sad for a lot of them. Okay.
So the idea here is if you hear those keywords, the best thing really that we could do for them, and the next step for those individuals, is to actually tell them what the fees are. And again, my recommendation is to talk about statewide averages, because if you tell them exactly what your fees are at the practice, then their curiosity is like, it's done. You've already scratched the itch.
So what you're going to want to do is give them a range of statewide averages. "Well, these procedures can cost anywhere from $15,000 for a single snap-in or something like that across the state, all the way up to $60,000 for a full mouth. And it just depends what you need. And those are the statewide averages. We're very, very competitive. And you need to come in and see the difference."
Well, I guess, in this case, we may not invite them to come in, but we may just give them the range and just relax and see what they say. "Oh, that's way too much." And so, then you need to discuss with them, "Well, we've got some payment plan options. Do you know where your credit is?" Then you get some more clarifying information on the call, and then you can invite whoever you want in once you get that information. Does that make sense?
The next situation is before you make the phone calls inside the command center, you can see their situation. Okay. You can see the credit, what's going on with them, all of those kinds of things. So if you see in the form that they've already been to a consultation, build rapport with them as fast as you can and schedule the appointment. Second opinions are the best. Right? We all know that.
Next is 750 plus credit scores or people who say that, "I've been saving up for this kind of a procedure." Right? So those folks, it may not necessarily come up 100% of the time. They may not ask you about it again and again. With those folks, you got, you decide. Like, do you want to make sure they understand the statewide averages? Do you want to tell them what your fees are exactly? And that's the second scenario there.
My recommendation on this one is actually do what you feel is best for you and your practice. If you're getting a lot of those folks in, and they're still being blown away or whatever it is that's making you uncomfortable, then make sure to talk about those things on the phone before they come in. If you're getting them in, you're building a rapport and you're closing them, just get them in.
There you go. Hopefully, that gives a little more clarification on when and how to speak about fees on the phone.
I don't know if you're a fan of Tom Brady, but I gotta tell you a couple stories about this guy. Okay? One time he was invited to a celebrity golf tournament. The day before the tournament started, actually, it was raining super hard. Charles Barkley was there. If you don't know who Charles Barkley is, he was a basketball player, pretty funny NBA analyst right now. So it was raining like crazy and Charles Barkley pulls up, and Tom Brady is out, only the way Charles Barkley could actually do it, says, "What in the beep are you doing out here right now?" And Tom Brady came back and said, "I'm trying to win a Super Bowl." Okay. That's what he said. Tom Brady went out and practiced and practiced, and practiced, and practiced.
But we recently had a closing collective webinar with some of our top producers, and it was so interesting when the topic of practice came up. Every single one of those top producers set aside a time every week to practice and role play. This is what top performers do. They practice, and they role play, and they understand that you must train and train and practice. Isn't it so interesting that that's exactly what the top performers do in the dental implant space too? If you are not setting aside time to train and practice, it's very likely that you will not become a top performer. Set aside that time. Let's get going and let's go and win our championships. Let's go and get our sales. Let's go and change our lives with the miracle of dental implants.