Testimonials

"Dear Ashley,

I have already expressed my thanks to you over the phone for the pearls of wisdom

you shared with us on your Manchester course in June 2011 and also for your

continued help and support after I attended your course.

I and my patients are particularly grateful for the focus your approach has on helping

patients get what they want from their dentist. My conversion rate before going on

your course was perhaps one or two cases a month. After attending your course this

was increased over 10 fold easily and that is with a “credit crunch”. I look forwards to

attending your course again in the future and shall continue to recommend your

course to my friends and colleagues.

Once again – many thanks Ashley.

Mr Rana Chatterjee

Dental Surgeon (UK)

August 2011"

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"After speaking to some colleagues who had been on Ashley's course I decided to get Ashley to come to do a 2 day course for the whole team.

Since we did this great course a few months ago I have noticed a number of really positive changes:

* We need another hygienist as their diary is full up

* The team are spontaneously coming up with great ideas to help improve the client journey and improving our customer care levels

* We all have more confidence in speaking to patients, in particular handling complaints and objections

* More expensive treatment plans being taken up, and patients seem pleased to have the treatment

* The associates diaries are filling up more

* Positive feedback from our clients (last month 100% of our clients who filled in a feedback form said they would recommend us)

* My implant cases are increasing in number-probably as I am not wasting time boring the patient with details that they do not want to hear.

We know that we are just starting on a journey but the initial indications are great and I look forward to working with Ashley in the future when we are ready to take things up to the next level.

Thanks very much Ashley

Richard Guyver" 

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"....discussing cosmetic treatment with a patient. He wasn't sure cos he said it was a lot of money and that he would need to discuss with his wife.  So we arranged an appointment for a review along with his wife.

During that review, he committed to 4 implants and 20 veneers, about £14K of treatment!

Thanks!!"

Michael Tang, NHS Forth Valley Dental Practice Inspector

"I’ve just been going through my figures for implant placements for the pre- and post- Latter periods and they are rather embarrassingly revealing.

Pre-Latter (i.e. 2008)

Average No. of implant per month = 27

Yearly No. of implants placed = 326

Post-Latter (i.e. 2009 averaged out with forecast to include the rest of the year)

Average No. of implant per month = 45

Yearly No. of implants placed = 540

I also now thankfully have much more time to do the million other things that are going on.

Monthly referrals, assessments, conversions and income are all up each month from Jan 2009 to now and that’s an increase EVERY month.

As always, thank you for your help."

Bill Schaeffer, The Implant Centre, West Sussex

Ashley, thank you for running your programme a few weeks ago to my Implant Year course group.  Once again, the feedback we have received has been absolutely fantastic.  On a personal level, I have now taken your course many times gaining and learning more every time.  It has been life-changing in many respects.  If any dentist has a practice where they wish to carry out the dentistry that they want to do, then your course is a must and once again in my case, the uptake rate on implant treatment has gone through the roof.  I wish I had attended your course when Neil Sampson told me to, 3 years before I eventually did.

Stephen Jacobs, President of the ADI

"Ashley Latter's course on "Ethical Selling" is a MUST for the modern dentist. The need to close "big ticket" items in private practice is a requirement of survival in today's competitive market, to be able to do this in an ethical manner is the key to success."

Phil Bennett, Chairman ADI

"Studies have shown that if a patient is going to say YES to our treatment options, then 90% of this is down to the way we communicate with our patient and only 10% is down to the technical ability of doing the procedure. That is why Ashley's programme is one of the most important programmes you can take. I have personally taken the course three times now and I strongly recommend the course to all the participants on my Implant Programme in Scotland. The whole team in Edinburgh has had coaching from Ashley. Nearly all the problems dentists experience and the majority of the professions litigation cases are due to a breakdown in communication. This course will show why this happens and most importantly guide you to preventing it "

Kevin Lochhead, Edinburgh Dental Practice

"Your course was FANTASTIC! Talk about 'hands on'..... Little did I realise when in the introductory discussion I suggested we might do a little role play! How much have I spent on courses / books / congresses over the last 20 years?....$1,000's and your course is more beneficial financially than all the others put together... wish I'd met you 15 years ago. The course was great fun in Oxford and I've had no hesitation in recommending it highly to three of my younger colleagues. I'm closing so much business now I need a business management course to cope! Can you help???"

Dr Graham Murray, Coventry

"Over the years I've spent thousands of pounds on courses, but it is the Ethical Sales Relationship Programme that has given me the best financial return and changed my business life dramatically for the better. Quite simply, I believe it is the missing link, it ties everything together allowing me to use new practical techniques and treatments. Thanks for your support and encouragement, it is very important to me and has helped me to grow"

Neil Sampson, Oasis Dental Practice

 "I thought it was a fluke at first so I didn't want to let you know how I was getting on since bringing my team on your Ethical Sales & Communication Programme to begin with, but I'm still on a roll! I am really glad I attended your course as it has given me the exact tools to achieve my goals. Since the course I have got patients committed to at least 11 implants and treatment plans in excess of £34,000 and the one for £12,000 that I thought I had lost I am confident I will now gain. My only problem now is fitting in all my advanced cases! It must sound like I'm bragging. I assure you I'm not. I just wanted you to know that I know that I can now steer my practice in the direction I want to go and practice the type of dentistry I love."

Richard Hudson,The Green Room

"Thank you once again from my team for a truly great couple of days of coaching. It feels like a bit of a cliche after all of your other testimonials, but I tried some of the techniques the day following your course on a new patient who had come to the practice by walking past rather than from personal reccommendation. After 45 minutes of getting to know about him and listening to his concerns he left the practice with an £8500 treatment plan, said YES to all of it and left a sizeable deposit. Thanks again for a superb programme."

Matthew Ogden, JDHA

" I found the course invaluable. It has enabled me to confidently present large and complex treatment plans to my patients. I am able to deal with objections comfortably, without becoming agitated. As a result it has had a huge impact on my business. The techniques you teach are perfectly applicable to my specialist referral practice and they have really helped me in the early stages of my business. I have been recommending all my colleagues to come on the course. It has had the most positive impact of any course I have done. Thank you very much. "

Finlay Sutton, Specialists Dental Liverpool

"Just wanted to write to say a massive thank you for two mind blowing days that have already changed my outlook on dentistry. Being a young dentist and in my first year as an associate I have felt so priviledged to have been given the opportunity to be a part of your course and absorb so much information in such a short space of time! Jessica and I have already put some things into place at work and I'm now not dropping the price of things in my head before I say them out loud! Its so much easier now! I've also become slightly (only slightly) more decisive and I'm trying to give my brain a rest!! It needs one after 25 years of constant decision makings...or lack of! Thank you again for the most fantastic two days and I look forward to seeing you again for a refresher in the new year with the whole practice! "

Philippa Smale,Penistone Dental Care

"Hi Ash , I think it is we who should thank you.  I think we gained enormously from your visit and are now geared up to put it into action.

I'm on holiday next week, but all the girls are going to run through 'hands on' 'live' sessions to continue practising what we started.  Indeed I used the system on the Wednesday with successful results - wow.

Can I also thank you for being such a genuinely nice guy and also for making us all laugh so much.  We all had a great time.  Hope we can continue this in the future.

Best wishes"

Andrew Parfitt, Weston Orthodontics

“Thank you again for your course! I really enjoyed it! The very next day I put what I learnt in place and I feel really comfortable speaking to patients. My nurse noticed that I was doing something different, although she couldn’t put her finger on what it was. She didn’t think I sounded artificial or pushy, but interested in helping the patient. Two patients accepted two large courses of treatment and I reactivated another two patients who had not gone ahead with the treatment last year. And that is only after 3 working days in the practice! 

On top of that, I actually feel full of enthusiasm and optimism! It has been really inspirational and a great motivation to work hard!  

I would highly recommend the course to anybody! “

Alejandra Garcia Loureiro, The Minto

“Really enjoyed the course mate. I think we all really took a lot from it. Quite surprising some of the daft things we used to do and say.

Talking about the money a lot more with patients rather than just letting the reception 'do' the money bit. Patients seem to respond better than I expected.

Quite a few patients are going for bigger treatment plans because I've realized what they really want by better questioning and listening.

Feeling very enthusiastic. Only problem is, I keep running over because we're talking so much more!”

 Richard Ostins, Scott Arms Dental 

A week in the life ...

Last week we had a new record: 10 new smile design consultations booked in 1 week. These aren't just new patients, we get a minimum of 60 of those a month, all recommendations, no - these are qualified consults for cosmetic work. Because these are also referrals from satisfied clients from within the practice I have a conversion rate to a sale of over 90%. This means that last week’s consults will lead to sales of over £30,000. And do you know the best part of the story? This is becoming more and more common as the fundamentals that Ashley taught us continue to prove themselves.

So what basic changes have we made that have led to these successes?

Rapport.Rapport at every opportunity. You have to truly aspire to have every client as a friend of yours. They must trust, like and respect you and everything you do from remembering their children’s names to knowing what team they support will encourage this.

Asking for referrals. And thanking referrals. Once again breeding a culture through constant communication where your client base are aware that you are accepting new clients and that you appreciate them being sent.

At The Courtyard we are almost at a position where we need never use external marketing again. A referral is not only the most cost effective way of getting a new client but they are usually the best kind of client as they know about the practice; its philosophy, its successes - and its pricing.

So in closing you can clearly see the difference Ashley's programme has made to The Courtyard's growth and it's achievements. I would have no hesitation in encouraging any dentist - and their team - to take the programme. And then, the important bit, put it into practice.

Marcos White, Courtyard Dental 

“...We decided to phone that £12,000 patient I was talking to you about, using Ashley questioning and asking for objections technique, and she has booked an appointment to come in and discuss her treatment plan with Paul. Success! So thank you for that too! “

Sasha Haggqvist, Church House Dental Practice

“Many thanks for a great course in Glasgow which turned out to be hugely enjoyable as well as incredibly useful. You will be pleased to know that since then, I have not told anyone "to go home and think about it", have been brave enough(!) to ask for and receive some lovely testimonials which honestly put a lump in my throat, and managed to "overcome" 2 patients objections and "close the deal".

Looks like maybe you know what you are talking about!”

Kelda Richardson, Slateford Dental Practice

Mum was a little surprised when she phone, daughter had come with Gran.

a little empathy, some good examples and as she said,

Well you have sold me on that.

I am yet again gobsmacked.”

Trevor Wynne-Hughes, Cygnet Orthodontics