Qualified
Qualified means contacted, in radius, clinically a full arch candidate, and financially screened.
All four tests have to pass. A patient who is a textbook clinical candidate but lives four hours away is not qualified. A patient next door who cannot fund any part of the case is not qualified either, however much everybody wants them to be.
Qualification is where an honest process deliberately makes its own numbers look worse. Screening financing before the consult removes patients earlier, which lowers the qualified count and lowers cost per seated arch at the same time.
What is included and what is excluded
Counts
- Contacted in a two way conversation
- Inside the practice service radius
- A plausible clinical candidate for full arch treatment
- Passes the financial screen, meaning a realistic route to funding the case
Does not count
- Out of radius patients, however interested
- Patients seeking a single tooth implant or another treatment entirely
- Patients with no route to funding, screened before a consult is booked
- Leads never reached, which fail at Contacted rather than here
A worked example
Fifty contacted leads are screened against all four tests.
- 01Contacted: 50
- 02Out of radius: 7
- 03Wrong treatment or not a clinical candidate: 9
- 04No route to funding: 9
- 0550 - 7 - 9 - 9 = 25
25 qualified leads, a 50 percent qualification rate on contacts.
How this differs from
- Contacted
Contacted is the conversation. Qualified is the outcome of screening it.
- Booked
Qualified means eligible. Booked means on the schedule with a date.
- Cost per qualified lead
This stage is the denominator of cost per qualified lead.
These definitions come from our published measurement standard. Read The Arch Standard for the reporting rules they sit inside, or see every term.
Want this measured in your practice? A consult walks through how we track it, if that is useful.
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