Develop an Empowered Team, Work Smarter Together & Revolutionize Patient Care, March 8, 2027

About Hernan Veras, MBA

Hernan A. Varas is a Clinical and Practice Development Executive at Arrowhead Dental Laboratory and the Dr. Dick Barnes Group. With over 30 years of experience in the dental industry, he has worked closely with hundreds of dental practices, helping them enhance efficiency, productivity, and overall business strength.

Originally from Chile, Hernan moved to Salt Lake City, Utah, where he earned a bachelor’s degree in marketing and communications. He later pursued a Master of Business Administration (MBA) with an emphasis in international management. Under the mentorship of Dr. Dick Barnes, he has dedicated his career to developing strategies and techniques that empower dental practices to thrive as successful businesses.

Course Description

A focused team increases your production potential. With the focused efforts of your entire team, you can create a patient experience that reinforces your vision of dentistry. This intensive 2-day course teaches a proven structure that will increase patient flow, end cancellations, and get patients to accept treatment. Now is the time. Find out just how productive your dental practice can be when you give your team the tools to realize your vision.

The New Patient Experience

• Diplomatic principles in dentistry
• Introducing new patients to the practice
• Getting the patients through the door
• Telephone principles and strategies
• Appointing new patients appropriately
• Managing cancellations

Team Engagement

• The New Patient interview
• The New Patient exam (charting for the dentist, hygienist, and auxiliary)

Treatment Recommendations & Case Presentation Strategies

• Principles of selling—not just the treatment, but the dentist and the practice
• Using before-and-after photos (Dr. Dick Barnes’ 7 Slides)
• Negotiation skills: dealing with objections

Financial Matters

• Closing the sale
• Finding the MONEY

Production Management

• Recall management
• Re-engaging existing patients
• Production principles
• Scheduling for production