The Winning Consultation

In-Person & Online Training

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Starting at $1,599

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Patients taking Ownership of their Aesthetic Options and Opportunities

How can I convert more patient consultations and create long-term aesthetic opportunities with my patients? How should I conduct a patient consultation \u{2013} what do others do? Get the answer to these questions and more by learning from successful physicians who have incorporated these aesthetic procedures within a medical practice. Gain the confidence that you are addressing patient concerns and promoting your new services correctly and create \u{201C}patients for life.\u{201D} Each patient consultation and evaluation need to be individualized and a long-term aesthetic plan should be addressed. The topics and concepts presented are proven and allows for you to take advantage of the aesthetic services learned in previous Empire Medical Training courses.

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Who is the Winning Consultation Course Intended for?

Admissions to Empire Medical Training are open to licensed healthcare professionals, including physicians, dentists, and nurses authorized to perform injection procedures. Prospective participants are encouraged to check with their respective licensing boards to determine eligibility for performing these procedures in their practice. For individuals who are not licensed healthcare professionals, participation is limited to observational learning through demonstrations of how these procedures are performed.

Course Details

Initial Consultation

Initial Consultation to assess Pre-existing Conditions to allow the patient to speak and elaborate of what concerns her and what she wishes to correct:
- Educate the patient as to what options and choices are available, talk about all the options that are available and the efficacy of the treatments you offer.
- Create a long-term plan to address all his/her needs not just the immediate reason for the visit. Give her options and inform her of combination and conjunctive procedures that you offer her aesthetically. Allows physician to perform many procedures for enhancement and utilize his equipment and offer greater patient care.
- Concentrate on Patient Needs not Patient Wants
- Do not correct the patient – Patient vs Physician Preference (Compromise)
- Set realistic expectations and timelines for the various treatments.
- Perform a comprehensive consultation with the patient to create a relationship that you will gain her confidence and trust – then ask for the business!
Speak to Patients about other options such as:
- Need for Retail Products (i.e., Cosmeceuticals and Nutriceuticals)
- Create a long-term plan to address all his/her needs not just the immediate reason for the visit. Give her options and inform her of combination and conjunctive procedures that you offer her aesthetically. Allows physician to perform many procedures for enhancement and utilize his equipment and offer greater patient care.
Sell Results not Treatments
- There can be a large inter-individual difference between one patient and another especially the biostimulation procedures – set expectations but also sell results – not treatments!
Be Yourself: There are those people that want people to perceive you as being more than what you are, be confident in yourself and your abilities to help.
Give more choices and options to patients looking for answers which allows for increased communication.

Learning Objectives

Patient Interaction Practices

Focus on the Patient; what is important to them?
Do not pass judgment, blame, or gripe about others. (Quit complaining!) Be the person you like to be around whenever you can.
Smile and be happy! And build rapport
Patient names are important to them. Use them often and with respect.
Listen to the Patient, encourage them to talk about themselves. Patients give us the answers when we take time to listen. Identify what they really want
Expect ingratitude.

Evaluation

Ask Questions
- What brought you here today?
- What would you like to change or improve?
- Why is it important to you and have you done this before?
- Give them options
- Medical History Issues?
Education of the Procedures
- How their aesthetic conditions are caused by
- How we can impact them (correction)
- What can they expect from the outcome of treatments (setting expectations)
- How we can reduce other related issues in the future (preventative)

Patient Objections

Elimination
- Eliminate medical reasons not to proceed during the education
- Eliminate emotional reasons not to proceed during the evaluation
- Eliminate financial reasons not to proceed during the conversion
- Listen
- Cushion
- Clarify
- Respond

Conversion

Remember, not everyone is a salesman. You may not always have to be the salesman so you and your staff needs to be aware of the consultation process. Whether it be skin care or surgical procedures you and your staff must be able to talk with potential patients/clients about procedures. If handled correctly, conversion is as easy as asking for the business.
Different Approaches
- Consultant Approach
- Review and educate the customer
- Make recommendations
- Ask for the business
Business Success Comes From:
- Creating Prospect Interest
- Converting them into Customers
- Delivering Great Results and Repeating the Process

Course Prerequisites

Business success comes from creating prospect interest, converting them into customers and delivering great results and repeating the process. The goal is to create a loyal customer base who appreciates and values your service proposition and will refer others. Work to create a climate of service excellence—recognize the critical role staff well-being—attitudes and behaviors—contributes to quality patient outcomes and patient satisfaction.

The course is interactive so group questions, observations, and own experiences are promoted within this half-day course. A complete color manual and additional information is also provided through the physician portal which is a great resource on expanding what you will learn in the course. Your success in implementing these procedures is the greatest compliment you can give to Empire Medical Training and we continue to provide information to reach your aesthetic or medical goals.

Agenda

Please look out for an email with the final agenda 3 days before your course date with more information. For assistance, call 844.997.3231 or email [email protected].

7:45am – 8:00am

Registration

8:00am – 9:00am

Course Introduction and Q&A session based on pre-requisite videos and materials (if required by the course), led by Empire Medical Training's physician faculty.
Discuss valuable insights, practical tips, and essential tools needed to effectively carry out the hands-on training or lecture presentation, in accordance with course requirements.

9:00am – 12:00pm

Live hands-on training session or lecture presentation (based on course requirements), led by Empire Medical Training's physician faculty.
For courses with hands-on training, attendees will be in small group breakout sessions with live patients.
For courses with didactic training, attendees will participate in a comprehensive university-style lecture. Some courses will also feature anatomical models or live models to enhance the learning experience.

Breaks

Breaks will be provided throughout the day. Use this opportunity to mix and mingle with vendors and network with other attendees.

*Agenda may be adjusted based on course requirements and operational considerations.

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Nationally Recognized Empire Certification
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35+ Courses

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26 In-Person 10 On-Demand

$15,799 $21,799

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Ongoing Guidance/Coaching Support
Medical Practice Business and Marketing Training
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Rigorous AMA PRA Category 1™ CME
Nationally Recognized Empire Certification
Pre-Course Videos and Supplemental Materials
Medicines (Free Botulinum Toxin, Dermal Fillers, and PDO Threads, etc.)* ($3,500 Value)

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The #1 Immersive Facial Anatomy Cadaver Seminar Worldwide

Full Dissection & Practical Hands-On Experience

Join our attendees in celebrating “far none, the best course [they’ve] ever been to.” Physicians and healthcare professionals will develop and perfect their Aesthetics skills in this “game-changing course.” This fully comprehensive seminar combines practical and immersive learning to avoid complications while performing injectable procedures. Course taught by board-certified physicians and renowned surgeons.

The program is approved for 8.0 AMA PRA Category 1 Credit™

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