Treatment coordinator
A treatment coordinator is the person who presents the full arch treatment plan, fee and financing.
The role owns the conversation between the clinical plan and the patient's decision. That includes the fee, the financing options, the lender cascade, and the follow up inside the window where the patient is still deciding.
Benchmark full arch close rates sit in the mid twenties without a trained coordinator and in the high thirties with one. Because cost per seated arch divides by started cases, that swing changes the number by roughly 2.5 times without a dollar moving in the media. It is the highest leverage role in the practice for anybody buying full arch advertising.
The specific tactic most credited with the difference is anchoring the monthly payment before the total fee is stated, so the patient evaluates an affordable number rather than a frightening one.
What is included and what is excluded
Counts
- Presenting the treatment plan and the fee
- Running the financing conversation and the lender cascade
- Following up inside the decision window, commonly the first 48 hours
- Recording the disqualification reason when a case does not proceed
Does not count
- Clinical diagnosis and treatment planning, which belong to the clinician
- General front desk scheduling and reception duties
- Any implication of a certification, credential or continuing education program
A worked example
A practice moves case presentation from the front desk to a trained coordinator.
- 01Consultations shown per month: 12.75
- 02Before, close rate 24 percent: 3.06 cases
- 03After, close rate 38 percent: 4.85 cases
- 04On $15,000 of spend, before: $15,000 / 3.06 = $4,902 per case
- 05After: $15,000 / 4.85 = $3,096 per case
Cost per case falls by $1,806 with no change to the media at all.
How this differs from
- Consult to start rate
That rate is the measurement. The coordinator is the person moving it.
- Presented
Presented is the event. The coordinator is usually who delivers it.
- Qualified
The financial screen behind qualification is often run by the same person.
These definitions come from our published measurement standard. Read The Arch Standard for the reporting rules they sit inside, or see every term.
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