UPCOMING COURSES

Summer 2017 - Spring 2018Practice Managers Club - 2017
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Get yourself on the road to a more profitable practice!

Course Testimonials

  • Georgia Karargyri

    This was one of the best courses I have ever attended. It completely changed my professional life and gave me the tools to communicate better with my patients. Since the course my private income has increased over 90%, but even more amazing, my patients have had treatments with the latest technologies and materials because I can now help them understand better the benefits of these treatments. Sign up for it immediately!

  • Roberta Rizzi

    Your course is really inspirational and energising: I have felt really motivated and focused since back in surgery and I have immediately experienced an increase in my private income. I am really committed to following your methods and your advice, I have found them absolutely life-changing. Thanks to your books and your course I have discovered how full of prejudices I am ( above all, that one toward money) and how bad my listening can be

  • Dr Andrew McSweeney

    Thank you for the webinar last night. Just thought I'd share something quite amazing with you; I've just "closed" £2k of anterior crowns on a patient. I hardly ever manage to secure treatment plans like that, all from the methods you mentioned in your webinar. Mostly from asking questions and from trying to describe solutions in a more exciting way using the patient's language, and then asking her to book in today rather than advising her to "have a think about it"

  • Dr Ravi Solanki

    We are excited to continue to work with you as so far it has had the biggest impact on our business, we have already received a significant return back on our investment and staff morale

  • Dr Gerwyn Rolands

    Essential changes like don't bring up the plan on the phone, photo book, video reviews and hand out some business cards together with asking for referrals alone has made your visit more than worth while.
    I genuinely feel you have given me a blueprint to up our customer service to the next level. I can't wait for your next visit

  • Tom Stapleton

    Hi Ashley
    Just a quick message to thank your for the course you ran last week. I have put it into practise (reluctantly with some patients) and can't believe the responses. Patients I assumed who were happy with their appearance have got all sorts of things they want to get off their chest. The uptake in treatment plan acceptance has markedly increased in just a few days and I wouldn't say I'm exactly slick with my discussions as of yet.
    Hopefully this will carry on!

  • Dr Angelo Lazaris

    Although I was initially sceptical about the value of this course, I was refreshingly surprised to find that Ashley’s approach was the polar opposite of the “hard sell” tactics promoted by others, that treat our patients and profession with contempt. Ashley presented a methodical, comprehensive and well-structured course that caters for all spectrums of private dental practice that I highly-recommend for all dentists and staff. His candour, knowledge and approachability make this course on patient communication and ethical sales techniques a "must do" for anyone who takes the business of dentistry seriously.

  • Dr Kamini Mistry

    Ok, so a week later since the course and I have definitely noticed a change in my mentality and attitude-mainly not assuming or judging patients needs, or being prejudice. My nurse has noticed too, and as a result she is more positive, which is having a great effect on rapport with the patients! I am also not dropping the prices of private treatment :)...I think every day I have been at work since being on the course, I have offered a lot more private work than previously, and to people I wouldn't have expected to be able to afford it...
    Thanks again for your help

  • Dr Graham Murphy

    The course has left me with a lasting impression and changed (cured as you would say) me MUCH for the better, no longer acting like a charity!... I am memorising and practising your teaching daily, especially the cushion ---> Question-->- Else --> Chattering teeth ---> Chip Shop door for overcoming objections, it's really good - really useful!..I find your test close and questions brilliant when conversing with people whether at work or conducting business out of work....See you November then, hopefully with the team !!

  • Dr Matthew J Casey

    Ashley provides a structure to communicate effectively. It centred around rapport building, actively listening to our patients, utilising simple language that our patients understand, establishing the emotional connection or impact that their current dental problems are having in their life and structuring a plan by giving hope and directly giving the patient the solution and focusing in on the benefits of the treatment....I found Ashley highly entertaining, engaging, thought provoking, intelligent and inspiring to learn from and implement required changes...I would certainly recommend this course even to the most experienced, successful dentists as there is always concepts to revise, or something to take away and learn.

  • Dr Dev Patel

    Hi Ashley,
    Just wanted to thank you again for delivering another amazing two day course. The whole journey home Dariush was raving on about how excited he is to try his new skills and how stupid he feels for missing this out for so many years. You have honestly changed my life and hopefully the rest of my teams as well

  • Nahal Sadry

    Thanks again for your amazing course. I really enjoyed myself and left with a lot of positive energy.

    I applied all that you taught me and guess what, I closed today more than £3500 of private treatments, some of them with nhs exempt patients!

    I really enjoyed building rapport with my patients, it made my day so much more interesting.

    I felt so confident and could suddenly see the buying signals clearly.

    I can not thank you enough, your course was by far the best investment I ever did!

  • Peju Adeniran

    Just to encourage you Ashley that your 'hard work" on me has not been in vain... As we speak , my private income is almost triple what I had this time last year ...Thanks for your wise words ... applicable for life ... not just dentistry

  • Brooks Haney

    Ashley has by far the most thorough ETHICAL sales course I have ever attended. It is tremendous material & he has it so well put together. I took my staff with me from Dallas to Atlanta a couple of years ago. Actually Dr. Erin Elliott helped Ashley present the material. They were both outstanding. For a young dentist, like yourself, the sooner you learn these techniques the better

  • Dr T. C Patel

    They were perhaps the best two days of learning I have been on for a very long time. Excellent work by all your team, including Bill and Steve. All three of us are excited about putting this into motion from tomorrow.... I have already and need to be prompted on saturday by Anita on one or two things but did sell one sinus lift and 3 implants including booked appointments

  • Dr Raid Ali

    I wanted to catch up with you after the course...within the first week I had converted 4 Otho consultations into treatment plans in addition to 2 implants consultations to go ahead to next stage
    It has been a pleasure and the course had paid for itself the very next day, I will be recommending the course to all my friends

    Thank you again for all your help

  • Gill Haskell

    After much thought and deliberation we decided to close our two practices (10 surgeries in total) for two days and have the whole team trained by Ashley... Has it been worth it ?? ....Absolutely !!! We are busier than ever, the team is happier and inspired and gelled together and the profit is increased - everyone is happy !! Thank you Ashley - a "Dental gem"

  • Nick Cavuoto

    'Ridiculously inspirational’ is the phrase that comes to mind when I think about Ashley. I've had the pleasure of collaborating with Ashley at Six Month Smiles on several projects and sales courses. I've always been in awe of Ashley's ability to command a room and get people on board with unique methodologies or ideas — even people who were initially completely resistant. He's approachable, extremely personable, spitting-funny and enjoys a nice beer to celebrate success. As a leading executive, business professional and presenter Ashley earns my utmost recommendation

  • Dr Finlay Sutton

    I did Ashley's course a month and a half ago. The results have been absolutely fantastic... the increase in uptake of treatment plans has been terrific. Ashley has helped me with my newsletter and the number of referrals has also increased. If you are considering taking Ashley's course I can't recommend it enough

  • Dr Khaled Zoud, Consultant Oral and Maxillofacial Surgeon, Sydney

    Thanks so much for a fabulous course - it was a revelation...Definitely worth the trip all the way from down-under. The course continued for Prashant and I on the 26 hour flight back home and I think I was overcoming sales objections (something I am not usually comfortable with) in my sleep on the plane!! I will keep in touch and let you know how well it goes with my patients

  • Dr Prashant Patel, Sydney Dental Specialists

    Just returned home after a long but exciting day seeing 4 new patients, all of whom have accepted treatment. At least one or two of the new patients would not have done so if it was not for my new found skills.
    Granted my delivery is far from perfect but the level of comfort and ease created via your approach makes the first appointment far more fun and pleasurable for both

  • Lesley Morgan-Barlow

    I had high expectations in attending your course and I am happy to say you far exceeded them. Attending it was undoubtedly the best business decision we have made this year, and attending it together which gave us a joined up approach was the second best decision, my only regret is that we didn’t involve the whole team but they are enjoying reading your book ‘Don’t wait for the Tooth Fairy’ and we will be investing in some in-house training in the very near future

  • Jaswinder Gill

    Can't recommend Ashley's course enough. It has totally turned around the way I discuss treatment plans with my patients. This has in turn had a dramatic improvement in practice turnover

  • Rachel Worth, Treatment Coordinator

    I was fairly new to the Treatment Coordinator role and was struggling to discuss money and close my appointments but since your course I’m doing so much better... this month I've seen 17 new patients and 15 have booked in for treatment plans so needless to say the boss is happy too!

  • Tom Crandon

    Ashley has not only increased my sales significantly but improved my confidence and comfort in discussing treatment plans with patients, and as a consequence my relationship with patients is more relaxed and positive.

  • Richard Charon

    If your job or position requires you to present to or run business meetings or training sessions then I can, with confidence, thoroughly recommend Ashley Latter’s public speaking courses.

  • James Goolnik

    When I came back to the practice I realised that my whole team needed to do it

  • Anoop Maini

    Without a doubt your course had a major impact on my self perception, my personal confidence and my ability to communicate with my patients about my dentistry and to educate them on the benefits my care could offer them.

  • Paul Stone

    We cannot recommend this programme highly enough; it was one of the most important and beneficial courses many of us have taken : in fact we are all taking it again ourselves!

  • Andy Denny

    Since working with you I now have the language skill to easily and confidently ask for and gain that commitment from my patients much sooner, which is not
    only more beneficial to the practice but is also actually helping the patients who are often not only too keen to get started once they have made a
    decision.

  • Andy Lane, MPhil, BDS, DGDP(UK)

    What we learned above all else, I think, was that the skills that Ash taught us are really essential life skills for just about anyone in any walk of life these days if you want to break free of self-imposed limits on where you can take your life and career.

  • Bill Schaeffer

    It’s now been almost 3 months since I took 2-day Ethical Sales Course and my practising life has changed dramatically.

  • Catherine McCanny

    Thank you so much so a fantastic two days in the Lake District. The course was superb and I have come back with my head buzzing with some new ideas. It's only Monday and already I have started to put things into action!!

  • David Coates, Dip CDT RCS (Eng)

    I had heard a lot about you over the last 3-4 years Ashley and I am pleased to say, I can make my own judgement and it is 100% all good. You dont have my reflection questionnaire because when were talking I had it in my hand, but it is 10 out of 10.

  • Kevin Lochhead

    I have personally taken the course three times now and I strongly recommended the course to all the participants on my Implantation Programme in Scotland.

  • Manish Chitnis

    We are experiencing this every day as we as a team are not only connecting at every level but of course "closing deals" with confidence. I had a 10 times return on our investment with you within the first few weeks.

  • Paul Cooney

    As professional people, we expect to pay well for such a course. In all honesty, the financial return was made in a day of returning to work and the increase in treatment uptake has more than justified the investment in the practice. Moreover, the increase in self confidence and team morale has helped improve patient care beyond measure.

  • Pav Khaira

    I would go beyond recommending your course and stating that if anyone is serious in delivering quality dentistry, your course should be as important as learning the advanced principles of dentistry.

  • Sonny Sagoo

    Since taking the course I have been a lot more confident in discussing and communicating treatment plans with my patients. I am able to deal with objections more effectively and as a result I have had a marked increase in treatment take up. I have had a great return on my investment and I feel that the course has been great value for money.

  • Stephen Jacobs

    Thank you very much for running your Programme a few weeks ago to my implant year course group. As you can see from of the feedback, they all found it absolutely fantastic and practice/life changing...as I told them it would!

  • Chris Stafford Testimonial

    Testimonial Video from Chris Stafford from an In House course Ashley carried out in March.

  • Ian

    What a superb day. I have done several of your courses and I have to say last Friday was the best one I have ever done with you.

  • Kevin Rolling, Genesis Dental Ceramics

    I have done several of your courses and I have to say last Friday was the best one I have ever done with you!

  • Louise Fletcher, Dental FX

    I just wanted to say a massive thank you for the amazing course last week. I was overwhelmed by the level of support from the other people on the course, it was truly amazing.

  • Paul Worksett, Amblecote Dental Practice

    You were very supportive Ashley, as usual, and the whole day has helped build my confidence when speaking to a group. I feel more able to deal with situations and how to handle a difficult audience better.

  • Pawel Kiersz, Dentis Ltd

    I enjoyed the day and I feel it was beneficial to me. I feel more confident now to go ahead wit my plans regarding public speaking.

  • Shrik Kotecha, Smile Essential

    Thanks for a FANTASTIC day on Friday. I really enjoyed the whole day and have taken away some priceless coaching on presentation skills. Look forward to working with you again next year!

  • Tracy Stuart, Training Director

    Thanks so much for today, for the first time in weeks I have picked up my presentation and felt excited about it. I have never let myself think positive in fear of coming over cocky! I hope this level of confidence remains until after the dentistry show. Once again thanks so very much for an amazing day that just may change my life.

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Dental Learning Zone

This is an area which is full of FREE advice, tips, and strategies to make you more successful. Please spend time to watch the videos, read the articles and past newsletters. This page is updated on a monthly basis and is designed to update you on the latest proven strategies.

 

During the last 25 years, I have personally delivered more than 24,000 hours of business training to the dental market, all over the world. I have delivered these programmes in practices and in venues. During this time, I have discovered what the brilliant practices do and they have a very common thread – they are all very proactive. I have also discovered that they do things a little differently to other practices, so here are five off-the-wall strategies to help grow your turnover and profits.

 

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We appreciate that your time is valuable and not everyone can afford to take two days off work, sometimes three with travel to attend my two day Ethical Sales and Communication Programme.

With this in mind we are delighted to introduce to you The NEW Ethical Sales and Communication Online Programme with a special offer. We have 20 voucher codes to give away....

 

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Everybody loves a juggler! The precise and skillful way in which they can keep all those balls in the air, without even appearing to break sweat; it can be mesmerising to watch.

In many ways, practice managers, are the jugglers of the dental profession, moving from task to task, dealing with each individual issue, focused and dedicated to resolving every challenge, without ever dropping a single ball.

Top class communication skills are crucial in order to maximise results from team meetings and encourage your team come up with ideas to take your practice to the next level. Here are five easy steps to make your meetings more productive.

 

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When I visit dental practices in the UK, I am often surprised that many of these practices don't make a better effort in selling their consumables and oral health products. I regularly see half hearted, shabby displays, with empty shelves, often very dusty. When I ask at reception how are the consumable sales going, I get an unenthusiastic answer and the classic line, "We cannot compete with Tesco and Asda". Let's be honest who can? But if that is the mind-set of the practice, then we might as well give up now.
Did you know though that you could actually be sitting on a potential gold mine?

 

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Although no one likes receiving a complaint, they present you with an opportunity to identify and rectify specific problems with your current systems or service. They can also help you to develop your relationship with your patient, by allowing you to demonstrate that you value their business by taking their concerns seriously and dealing with their complaint. So believe it or not, they are good for business. It gives you an opportunity to become a hero; however, it also means that if you don't deal with it effectively, you can become a villain

 

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One of the biggest challenges a leader faces is influencing their team, getting the best out of them and of course getting them to do jobs willingly with a smile on their face.

How many times have you ever woken up in the middle of the night thinking about a difficult team member or how you can sell an idea to the dentist? If this is you, then don't worry you are not on your own. There are probably hundreds of Practice Managers up and down the country facing the same challenges.

 

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Have you ever considered how much a new Patient is worth to your Practice? In fact have you ever had the discussion at a team meeting to discuss this all so important question?

If you have heard me speak, or maybe read some of my previous articles you will know that a new patient enquiry to your Practice could be worth at least £5,000. If a new patient joins your Practice, maybe joins your plan and sticks around for ten years, has a little bit of treatment, they will probably spend that amount with you. That does not include any referrals that they may also introduce to the Practice.

Without doubt the Reception Team are the most important people within the Dental Practice. They are the first point of contact when a patient either telephones or visits.

Here are seven simple tips to help Receptionists deal with new enquiries to ensure they are most productive and profitable.

 

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Which three questions can you ask in a cosmetic consultation to help you build incredible trust with your patients and have more patients saying YES to your treatment plans?

When you are presenting a cosmetic treatment plan to a patient, they are buying your treatment plan based on emotion and they back up their decision based on logic. If you want them to proceed with your treatment plan, then you must deliver it to them in an emotional way. Many dentists find this challenging as they are technical people by nature and often like to talk about features of their services. It's not what the patients are interested in.

 

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What happens when you prejudge patients?
1. You may be costing yourself many thousands of pounds’ worth of new opportunities for you and your Practice.
2. By not making your patients aware of all the options, you will be denying them the opportunity to choose their favourite. You won’t even be making them aware of your diverse range of treatments. Remember: as a matter of informed consent, it is important that you do mention all the options.
3. You will be missing out on delivering technical skills that you have probably spent hundreds of hours learning – skills which you may well have developed during weekends and nights away from your family. Some of these courses will have cost you thousands of pounds, not to mention the amount of kit you will have invested in that will now have to remain pristine in its box!

 

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Nowadays we all spend time researching a product before we make a purchase. The internet makes this very easy to do from our own home. Whether its a new piece of furniture or a car or even a hair-dryer lots of us will go on line and search for information and customer reviews. We feel more comfortable parting with our money on a product that has a good review. We can apply this same rule to our Dental Practice. Do you have a video of your Practice on your home page which includes Patient reviews? How about testimonial letters in a nice folder in your waiting room? You will of course need your patients permission for this but if you do an outstanding job for them, on the whole, they will want to help you

 

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In business, and life it is essentially important for you to be able to get your point across, whether it is to patients on a one to one basis, whether you are giving a formal presentation to an audience, presenting to your team at a meeting or presenting to your referring dentists, you are always communicating. If you want other dentists to refer patients to you, they will only do so if you are outstanding in front of them. Even when you conduct team meetings, you are selling ideas to your team; they will only take them on board if you can convince them. The fear of public speaking is very real. However, there are techniques to help you overcome your fears. There are even ways to help harness your energy in a positive way.

 

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Throughout my 24 years as a Business Coach, I have spent hundreds of hours working, socializing, and interviewing very successful people. They have many traits. They are persistent, if you knock them down, they bounce back, smile and start all over again. They take responsibility for their own lives and for their own results. If things don't go quite as well as they would like, they don't blame other people, or circumstances for their results. They never make excuses.

 

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If a patient does not say yes to a treatment plan do you take it personally? Could it sometimes affect the dialogue you have with the next patient? The truth is there are many reasons why a patient may not wish to go ahead. It could be for example that you have not asked enough questions..or it could just be that their dental health or a great smile is not important enough to that patient in which case there is absolutely nothing you can do and you need to forget about it, move on and be sure it does not affect your next appointment.

 

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If you are a dentist or an orthodontist, I have some news that might upset you.

As an orthodontist, I am not sure your patients are interested in the fact that the treatment you are suggesting is made up of “passive self ligating brackets, which have low frictional forces using heat activated NiTi wires containing six per cent copper”. Similarly, if you are a dentist telling your patients that “an implant is a titanium screw surgically screwed into your jawbone under anaesthetic” is technical information that your patient may not understand.

The problem with too much technical information is that it can confuse the patient and even put them off taking up your treatment

 

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I received this email from Simon Belford and I have had permission to share his experience with a brand new patient with you. Please read and observe The Perfect Consultation. Simon has taken my Ethical Sales & Communication Programme several times

 

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We all know the benefits to our practices if we have as many of our patients as possible join our plan, such as regular income, patient loyalty and not to mention money coming in whilst being on holiday! The big question is how do you grow the numbers and how do you get to hear a yes more often?
Here are 12 suggestions that if implemented can torpedo the sales of your plan.. Let me know how you get on!

 

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Have you ever had that situation where you have discussed a treatment plan with the patient, but for some reasons they do not proceed. Do you know why this is?
After training over eight thousand delegates on my Two Day Ethical Sales & Communication programme worldwide, here are the top 5 reasons why patients do not take up what we have to offer.
To start with you will need the whole team on board to help overcome your patients concerns and objections in an ethical manner

 

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Contact Patients who you have not seen for a few years. You already have a relationship with them, they like you and respect what you do. Make sure they are aware of all the services you provide and you could uncover thousands of pounds worth of new opportunities with clients who may not know you provided these products and services in the first place. For Patients you have not seen for a while you could send them an offer inviting them to return, for example for Teeth Whitening treatment.

 

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