La Jolla Family Smile Design Sees 40% Conversion Jump After Finding Financing That Fit Their Patients
The Challenge
La Jolla Family Smile Design, located in one of San Diego’s most affluent communities, consistently earned top ratings and a reputation as one of the area’s leading Invisalign providers. Yet only half of interested patients were moving forward with treatment, meaning they had significant untapped potential. Affording treatment didn’t seem to be the barrier given the wealthy clientele and what would be considered a moderate treatment cost averaging $4,600. Even so, the practice offered inhouse and third-party financing options. However, with just 10% of patients using them, this further supported their belief that cost wasn’t the problem.
Then their Invisalign rep shared an insight that reframed their thinking: comparable practices were converting at significantly higher rates. The difference? It wasn’t better care – it’s that they offered comprehensive financing that fit how their patients actually wanted to pay.
The Solution
La Jolla Family Smile Design first offered HFD’s flexible financing at an Invisalign Day. They saw seven activations on the spot, a 63% conversion rate overall which signaled demand for pay-overtime options. Three months later, they replicated the event. This time around, they saw 86% conversion.
The HFD Difference
- Quick onboarding and event support: Their dedicated HFD Area Manager was able to deliver targeted training through a ‘Lunch and Learn’ that prepared the team to present financing offerings at their upcoming Invisalign Day.
- Better terms: The practice’s in-house financing option required full payment over the short timeframe of three months with a third of the down payment due upfront. Plan options ranging from 12 to 72 months with down payments as low as $0 and monthly payments as low as $97 stood out to patients who valued flexibility.
- Full treatment coverage with no hard credit checks: Many patients avoided the practice’s third-party option because of the required hard credit check, and that was in addition to the high possibility of the full treatment cost not being covered.
- HFD-Align Technologies partnership: Adopting financing was made seamless by a collaborative, consultative approach with both their HFD Area Manager and Invisalign Territory Manager rooting for the practice’s potential.
The Results: By the Numbers
75%
increase in same-day patient conversion at events in case acceptance
40%
increase in case acceptance overall
$82K
in treatment financed in first 30 days for patients with “good” credit (average score of 691)
Having validated a real need for flexible financing, the team began presenting HFD’s monthly payment options with every treatment plan. The ease with which financing could be integrated into their daily workflow cleared the way for case acceptance. The impact was immediate.
Watch the testimonial
Jenna Martin, Marketing Coordinator,
La Jolla Family Smile Design