Ashley Latter Ethical Sales & Communications - 2 Day Course Sydney 2026

What Makes a Great Dentist?

Being a great dentist isn’t just about technical expertise. Studies show that only 15% of success comes from clinical knowledge while a massive 85% depends on communication, trust, and human connection.

Patients don’t care how much you know until they know how much you care. That’s why the best dentists go beyond dentistry they master the art of patient communication.

This two-day, career-transforming programme has already helped tens of thousands of dentists, orthodontists, treatment coordinators, and dental teams around the world. Now it’s your turn.

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Why Attend?

This sought-after programme helps you and your team:
• Increase treatment acceptance rates
• Deal confidently with patient objections
• Communicate value & fees with self-assurance
• Boost cosmetic treatment uptake (implants, ortho, aesthetic dentistry)
• Deliver world-class patient experiences that generate referrals & reviews

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Success Stories

"This course was a much-needed refresher on communication that has boosted my patient rapport and treatment outcomes. Within just two days I had already secured over $40k in accepted treatment plans using the practical tools and insights shared - Ashley Latter is simply the best at what he does."

— Dr Steve Tangney

“I delayed going on Ashley’s course for over a year. Don’t make the same mistake I did. Since taking his course my practice life has changed dramatically. My conversion rates have soared—and I actually have more time.”
— Dr Bill Schaeffer, Implant Surgeon & Co-Founder, The Implant Centre (UK’s #1 Implant Practice)

“Ashley’s approach is the polar opposite of the hard-sell. It’s ethical, practical, and hugely effective. A must-do for anyone serious about the business of dentistry.”
— Dr Angelo Lazaris

“The room was buzzing with energy and laughter during role plays. Ashley is inspiring, intelligent, and thought-provoking. An outstanding course.”
— Dr Matthew J Casey

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📅 Course Breakdown

‘The Perfect Dental Consultation’

The Eight Essential Steps to increasing your treatment plans.

Day One

Having excellent relationships with your patients is the foundation of successful consultations. Without rapport, there is no trust.

In this section you will.

• Develop the skills to build relationships with potential clients.
• Develop techniques to build credibility quickly.
• Develop the skills to lower client resistance/nervousness and win them to our way of thinking.
• Discover the four different personality styles and learn how to connect with each of them. Each one is different and needs different applications.
• Get people to like you instantly.

Interest-Information Gathering

There are thousands of pounds worth of new cosmetic treatment opportunities within your existing and new patients.

In this section you will.

• Understand the vital role effective questions play in a perfect consultation.
• Learn how to lead your client through a comfortable, natural series of questions designed to get the information you need. There are four types of this unique approach.
• Develop the skills so that the client buys into our services and sees the need to take urgent action!
• Become a much more effective listener. Learn how to listen to understand rather than listen to listen to respond.
• Understand the five emotional reasons why patients make decisions when they buy cosmetic treatment.

Providing Unique Solutions with Confidence & Re-assurance

If you want patients to say yes to our recommendations, then the language that you use when presenting is crucial.

In this section you will.

• Develop unique solutions to patients’ needs and buying criteria.
• Become a much more persuasive and powerful Communicator in all situations.
• Discover the language to excite our patient. Learn how to influence patients.
• Eliminate jargon and technical language that can dissuade our patients from moving forward with our treatments.
• Communicate clearly and concisely, eliminate waffle.

Effective use of Evidence

Patients have so much choice nowadays, they often want to see proof of what you can do.

In this section you will.

· Discover the importance of use of evidence.

· The power of before and after picture books. How to design them and how to use them effectively & get patients excited.

· How to get powerful video testimonials from your existing patients. Good news is that 70% of them want to do them for you.

· How to use intra-oral scanners appropriately

· How to become an expert in your field. Become the go to person in your town for the treatments that you love to do.

Day Two

Communicate your fees with Self – Confidence & be richly rewarded for the value you bring to your patients’ lives.

Many dentists find the discussion of fees challenging and often discount or undercharge unnecessarily.

In this section you will.

• Understand that when patients make decisions, price is an issue, not the issue.
• Know your numbers-see the impact discounting your fees can have on your profitability when you present your fees. Never reduce your fees ever again.
• Adopt a different mind set when presenting your fees. Focus on the value you bring, rather than the time it takes.
• Communicate value when presenting your fees. Learn how to present what you do with confidence, concisely and create real value in your patient’s eyes.
• Become more confident when discussing fees & explain patient finance effectively.
• Develop your USP (Unique Selling Proposition) so that you can sell your services at a higher fee than your competition.

Gaining Commitment

It is important that there is a natural conclusion to the consultation. If we send patients to go home and think about it, that’s what they will do. Then both parties lose.

In this section you will.

• Learn how to gain patient commitment to your treatment with ease.
• Develop a process where patients buy into our services.
• Learn how to close without pressure and make the entire process look seamless.
• Understand what buying signals are. Know the twelve different buying signals our patients communicate with us.
• Learn what to say and not to say in ‘consent’
• Re-write your treatment plans and reduce the pages and the technical language in them.

Overcoming all Your Patient’s Objections

Many dentists melt when they receive a price objection, or any other objection.

In this section you will.

• Understand the six main money objections and why we get them.
• Identify hidden objections, the ones that patients do not tell you.
• Understand why we get price objections and eliminate them all together. .
• Think on your feet & demonstrate self-esteem and confidence.
• Develop a five-step approach to overcome all your patients’ objections.
• Have a confident response when the patient says they can get the treatment cheaper in a ‘different country’.

Follow up.

The follow-up after treatment is so important here you can continue building the relationship with the patient.

In this section you will.

• Learn how to follow up effectively.
• Stand out from the competition.
• Learn how to ask for referrals and build a pipeline of new clients through our door.
• Learn how to get outstanding testimonial letters/videos following Ashley’s unique six step approach.
• Apply the whole consultation from start to finish, develop new behaviors that stick.
• Learn how to get five star google reviews from your patients with ease and confidently.

All manuals, new "The Perfect Dental Consultation" book plus follow-up coaching call will be included in the fee.

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Who Should Attend?

✔️ Dentists
✔️ Orthodontists
✔️ Treatment Coordinators
✔️ Dental Teams who want to grow their practice ethically & sustainably

If you want to treat more patients, increase cosmetic treatment uptake, and improve profitability—this is a MUST-ATTEND programme.

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Payment Options
1. Full Payment at registration via Eventbrite.
2. Deposit + Final Payment – Secure your place with a deposit, balance charged 60 days before the course.
3. Deposit + Monthly Installments – Spread payments across monthly instalments, with final balance cleared at least 1 month before the course start.

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📧 Ready to Transform Your Practice?

Spaces are limited and in high demand.

👉 Register today to secure your spot.
For further details, contact: ZGVudGFsZXZlbnRzYXVzdHJhbGlhIHwgZ21hbCAhIGNvbQ==

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