What about you? Do you take your car in for regular maintenance? And most importantly, what about your dental practice?  When is the last time you have even looked at your Key Performance Indicators?

The real difference with the analogy of tuning up a car vs. tuning up a Dental practice is that your Dental Practice produces income!  So, every hour that you are under-performing, it is costing you Production!  The sad part, unless you look, you don’t know how much you are losing!

Is your dental hygiene department humming along? Is it running at 30% of your practice production?  Have your systems and processes lost their edge?

Listen to this podcast with Debbie Seidel-Bittke, RDH, BS and Howard Farran, DDS, MBA and discover how you can get a tune-up on your dental hygiene department.
When we look under the hood, what we discover is that most dental practices have a dental hygiene department that is running at 10% of the total practice profits.

What would you do if you discovered that your car was running at 10% of it efficiency?

Dentists ask me to forgive them for being ADD and all  over the place.

So, how do you master the business of dentistry?

Working as a hygiene consultant I have have spent most of my consulting career developing systems to help dentists, hygienists and the entire team, to be masters in this business called dentistry.

I have dedicated the last three blogs to sharing pieces of information I provided during my keynote speech at the Academy of Dental CPA’s on August 3rd in Kauai, Hawaii.

Today, I will talk about mastering the business of dentistry by overcoming overwhelm and learning how to manage your patient time.

DOWN TO A SCIENCE TIME MANAGEMENT

This was a topic I shared because our clients  who mastered time management, mastered the business of dentistry. This means they are now able to create a very high-level of patient care and greatly increased their production. The time management is what helped them to stop the overwhelm and they feel like their don’t work as hard!

Break it down into bite-sized pieces

Time your hygiene patient, necessary services, into bite-sized pieces of time.

For example, the first 90 seconds is all about sitting with your patient eye-to-eye and knee-to-knee. No patient bib but both patient and hygienist sitting to “catch-up” or if it is a new patient or first time meeting the patient, this is a time to build rapport.

The next five to ten minutes will be data collection. What exams need to be completed at what interval?

For example:

• do you need to use the oral cancer screening technology at each hygiene appointment?
• do you need to take x-rays at each hygiene appointment?
• does doctor need to do an exam at every hygiene appointment?
• do you need to take blood pressure at every hygiene appointment?
• AND who else can provide these services besides the dental hygienist?

Once you outline exactly what needs to be completed and at what interval of time and how much time you need, you will be able to provide the highest level of care for your patients. This will also take you out of the feeling of overwhelm.

This is one example of what I shared with the attendees at the Academy of Dental CPA’s Hawaii meeting.

At the end of my keynote, many dentists told me time is a #1 challenge for their hygienists.

Is time management a challenge in your office?

Let me know in the comments below how I can help overcome this challenge.

I have created a program that outlines this down-to-a-science philosophy and you can grab this today for only $45! DOWNLOAD HERE

DOWNLOAD THE DENTAL HYGIENE DEPARTMENT TRAINING PROGRAM NOW  This is a Summer Special!

They asked me to talk about Dental Business Mastery.

Seemed a bit daunting at first thought and this topic may feel a bit stressful to you as well because I know if you are a dentist, most likely, you thought about providing dental services to patients and NOT becoming a Master at the Business of Dentistry!

After thinking about the topic it all seemed quite fun because I started to think about what made me a master at other things I actually enjoy in life. See last weeks blog if you are interested in what I WAS a mater at! Kind of surprised me and I know you have a similar memory to mine. (check back to last weeks  blog.)

During the economic decline we had a lot of dentists calling to have me look at the hemorrhage in their schedule.

Oh yes! They were bleeding out patients! I mean at least four holes in the hygiene schedule each day! Many of the dentists who contacted us were down at least $200,000! (BTW: We have many clients who this year, will break 2 million dollars in production without working harder. Yes, you can be one of them. Just call our office to ask how you can do the same. We are taking new clients.)

So how can you prevent this decline from ever happening?

How can you get out of an economic decline you may be experiencing.

First of all, I want to tell you that #1: People buy what they want — no matter what the economy says!

So, I need to ask you: “What can you say and do so that your patients WANT what you offer?”

And my next question is “Do you know what your patients really want?”

You do know that if you never ask “Mr XYZ, how would you like your teeth to look….?” then you will never know what your patient really values about their dental health and how they want their teeth to look.

If you never ask then the answer is “no”.

What answers of HOPE does our team of consultants offer our clients at Dental Practice Solutions?

• We suggest that you in some way and I mean even if in a VERY small way, let your patients know “You Matter!”

This could be something as small as sitting your patient in the chair without a bib for just 90 seconds and asking specific questions about them. This is not a dental question but something to just re-connect or get to know them better.

• Another suggestion is that once a year you have a quick questionnaire to ask your patients how they would like their teeth to look. This is something simple they complete upon check-in and the hygienist reviews with the patient. Short, sweet, yet to the point.

BTW: All Masters have a coach so I do recommend that you get connected with an expert.

These are just a few suggestions and if you want more please DOWNLOAD our VALUES AND BENEFITS eBOOK with elegant communication styles and scripts to make your own and plan to ask us how we can help you be at your next level of success.

CLICK HERE TO DOWNLOAD

Not sure if you are old enough to remember standing in front of that large machine but I practiced a lot and probably put in 1,000 hours during my two years in the hygiene program at USC. I thought I was so good at this! Well…I thought I scored high until my fellow dental students took to that machine and scored much higher than I did.

Although they were so much better than me, I did not give up. I played and played and played that game to make myself the best!

Fast forward thirty years and I have these adorable granddaughters.

At first they wanted me to play Candy Crush. Yes, that addicting game! I thought I crushed the candy but they still beat me!

Now, it’s a game called Mine Craft and I still don’t get this game. Twenty seconds into the game and I am done! Now my granddaughters play this game with me and it’s a two minute wait to have my turn back.

Pure humiliation!

Have you had your children or grandchildren humiliate you by outdoing you when playing these games?

What is it that makes them so good?

Is their IQ really high?

Do they have amazing dexterity?

What is it that makes these young people so good?

The key here is that these young people have an advantage on us older folks (Even IF you are only 30 something!) because they are flexible in their minds. They are open to learning new things. They are open to doing what it takes to win the game. They anticipate what play or move is coming up next in the game.

And anticipation and open-ness to what’s next is a great way to play the game!

These are some key rules for playing the game of life – the game of “Dental Business Mastery!”

Some of the important qualities of being a master at a game-and this game of business is the ability to be flexible, to be fluid and anticipate changes –BIG or small.

If you are not anticipating what’s next, then you are reacting and this is – what I believe – got many dentists in serious trouble during the most recent economic decline.

But…I won’t leave you hanging with negativity but will be back in August with the answer “HOPE” and I will give  3 of the tools our clients have implemented over the economic decline that not only kept their head above water but this is WHY they are a Master at the Business of Dentistry.

Until next week please grab this FREE RESOURCE on VALUE and Talking Benefits of what you offer your patients. What are you saying to your patients to let them know “You Matter the Most to us!” CLICK THIS LINK TO DOWNLOAD NOW

•  Patients perceive quality care
• Continues the elegant and effective patient communication
• Increases rapport
• Effectively transitions patients to front desk to schedule restorative appointments, etc., and discuss financial arrangements
• Increases case acceptance
• Improves the hygiene recare system

Before the hygienist walks the patient to the front desk the hygienist should have spent 1-2 minutes scheduling the patients next hygiene appointment.

The hygienist will repeat to the front desk auxiliary what was completed during the hygiene appointment, what needs to be scheduled, for how long the next appointment with doctor needs to be and when the patient needs to see doctor for their restorative needs.

The hand-off at the front desk also provides confidentiality when patients need to discuss financial arrangements.

Today’s video goes more in-depth about dismissal of the hygiene patient.

How are your patient dismissals going?

Please comment below and let us know how this information will help your dental practice.

If you are a hygienist, do you run late? Does it feel like you never have enough time to complete patient appointments?

CLICK ON THIS LINK TO DOWNLOAD THE RESOURCE NOW

Today’s blog will focus on the Doctor – Hygiene Exam

When you implement these strategies you will:

• Create Five Star Care
• Build upon your patient rapport
• Save time
• Hear more patients says “YES” to accepting your care, schedule their appointment, pay and return for routine treatment

The Doctor Hygiene Exam should be completed between 25 to 45 minutes into the 60 minute routine hygiene patient appointment

Tips to stay on time and get patients to “YES” :

• Patients of record can remain in a supine position when doctor enters to complete  the exam
• New Patients should be officially introduced the beginning or before the hygiene appointment begins (more about this in another blog)
• The hygienist will sit or stand on the opposite side of doctor (Listen to “Proxemics” description in the video)
• The hygienist will lead doctor through the exam conversation
• The hygiene doctor exam should only take 5-7 minutes

Employees need to be trained to know what doctor typically recommends. Part of the initial hiring phase should include an “onboarding phase” where the hygienist learns what doctor expects in various situations. One of these situations will be when doctor diagnoses a crown, and onlay (Possibly and inlay), and implant, etc.

For example: If a patient has decay on a molar with a Class III Amalgam restoration, will doctor typically recommend a crown, an onlay, a composite restoration, or etc? When proper training between the team (in particular the hygienist) and doctor has been completed the hygienist is now in a situation to initiate the treatment planning process.

When the hygienist has been properly trained and the doctor and hygienist have calibrated various exams and services, it will save time in the hygiene appointment and more patients will say “YES” to accepting your care.

• Is your hygienist calibrated with doctor regarding what is a periodontal patient?
• Does the hygienist understand when doctor will diagnose a crown or when doctor will consider an implant?
• Does the hygienist know when to discuss Invisalign and other adjunctive services?

Calibration of services is what our team at Dental Practice Solutions works on with our clients and their team.

We are here to serve you to be sure your hygienists and the entire team understand a philosophy of care which aligns with doctors vision for the practice.

Let us know how we can serve you best.

Do you need to have more information about words to use, scripts to practice and get more patients to say “YES”?

Grab this Free Resource regarding words and phrases that ADD VALUE AND BENEFITS to Your Patient Care.

This EBOOK provides a team approach to total patient care and will increase your case acceptance and production without working harder.

CLICK THIS LINK TO DOWNLOAD NOW

These are discussed with the patient in a manner that will bring the patient into the treatment planning process. “Co-Diagnosis” = Patient and Clinician Decide.

Inspire interest from your patient about their total health. Involve your patient in the treatment planning process.

Five Star Tips

1. Sit the patient up-right in the chair. Knee-to-knee and eye-to-eye
2. Nix the word “find” Saying something to the patient like this: “Mr. Jones remember when we were taking the pictures inside your mouth and we saw those areas that are bleeding? (Continue conversation about what you “See” or “Saw”)
3. Use pictures to explain the treatment and areas of the patients mouth to be treated (Use brochures, tooth models, typodont, posters, print their perio chart and highlight, etc.)
4. Understand the various personality styles of people so you know how to speak at their level
5. Recognize when you need to provide help to your patient so you can support them to ask the right questions
6. Ask open-ended questions
7. Be proactive and know ahead of time what type of objections your patient may have (most objections have to do with: time, money or fear)
8. To overcome an objection talk about the benefits and value of completing treatment and this will be the opposite of their objection
9. Be open to scheduling a consultation appointment to further discuss more complex treatment plans
10. Role-play and practice treatment planning skills as a team

Are you doing all of these at this time?

What can you do to improve your treatment planning skills?

Grab the Free Resource Below to develop elegant communication with your patients. Click on the picture or Check Mark to Download this Free Resource Now.

Please comment below and let us know what you think of the video and tips.

Imagine, you are seated at your table in the restaurant; what do you believe should happen next?

What can happen that will create a positive experience and one where you want to come back here?

What can the waiter or waitress who sat you at your table, say and do to provide a great experience?

Coming to a dental office means that we need to be service oriented as well as a retail store or restaurant.

Five Star Dental Hygiene Care during Data Collection can be created by two of the following:

1. Seat your patient in the chair and without a bib while you (re) build rapport and collect (or review) the important patient information (At least the first 90 seconds of each appointment)
2. Inform your patient of what you will be completing during today’s appointment and this will involve:

– let your patient know about x-rays, oral cancer screening (Explain about your new technology and how it will benefit them), tell your patient about the periodontal exam and any other types of services you will     complete during their hygiene appointment

ENGAGE YOUR PATIENT IN THE PROCESS 

During the full-mouth periodontal screening exam and while your patient is still seated upright in the chair, explain about the numbers you will call out. Explain briefly what these numbers mean and that at the end of the exam you will sit them up in the chair and ask them to tell you the highest number you called out and the lowest number you called out.

Asking for your patients input brings them into the diagnosis of their disease. It will be a first step in taking responsibility for their disease.

Many times when you have explained about the numbers and ask for them to listen and respond to what they hear, patients will “tell you” what they heard  – especially when they know they heard something that is not within normal limits.

This is all part of your elegant communication process and how you set up the patient care for success.

Do you feel challenged by time? Feel like you don’t have enough time to complete a full-mouth perio exam?

Download this Time Management Free Resource.

Please comment below and let us know your challenges and even what is working for you.

We are in an age where many dental patients believe they need to choose their dentist because of where their dental insurance tells them to go.

It’s time that we show our patients how important they are to our dental practice.

Have you ever met a human being on this earth that did not want to be treating with the utmost respect?

Neither have I, in fact, I must admit I prefer to stay in a five start hotel over a two or three star hotel any day. I prefer to shop at Nordstrom and eat at restaurants where I feel I am getting quality food and service.

It is the nature of human beings.

[images style=”1″ image=”https%3A%2F%2Fdentalpracticesolutions.com%2Fwp-content%2Fuploads%2F2015%2F07%2FFive-Star-Dental-Hygiene-Cares-1024×683.jpg” width=”1024″ align=”center” top_margin=”0″ full_width=”Y”]This month I will walk you through various areas of a dental hygiene appointment and what you can do (just little, small shifts) to make your patients feel like king or queen for the day.

This week I will talk about greeting your patient.

How do you greet your patient? Do you stand behind the door or do you walk out to the reception area with a smile on your face and shake your patients hand?

How this interaction begins sets an important tone for how you patient appointment will end.

Think about your greeting next time you bring a patient back to the treatment area. Are you enthusiastic or just HO-HUM?

Next week I will talk about the data collection and how to partner with your patient so they become part of the process.

GRAB YOUR FIRECRACKER SPECIAL THIS 4th OF JULY WEEKEND  ONLY  $249 til Sunday July 5, 2015 Click Picture to BUY NOW (Value over $1,500)

You will receive my 45 Day Dental Hygiene Department Program (Includes 2 coaching sessions plus Monitors of your KPI), Weekly Videos, eBooks PLUS a BONUS Program with eBook and Four Training Videos (approx 80 minutes total), treatment planning flow sheet for gingivitis and periodontal patients, elegant communication scripts and much more!

John Jones is in a terrible life situation. He is going through a divorce, lost his job and doesn’t have a place to live so he lives in his car.

Sounds like a nightmare; RIGHT? Keep reading and watch this weeks training video because John’s nightmare becomes a dream to many people only think about and wish for themselves!  (See the Free Resource at the Bottom of this blog)

What happens when John comes into your office and he has a diagnosis of  advanced chronic periodontitis?

Do you tell him that his oral health is just fine or do you tell him that he has periodontal disease and needs treatment?

I know it is a difficult situation, especially if John is your patient.

He does deserve to know the truth and not have anyone cover up the fact that he has active periodontal disease in his mouth.

What happens when you let your patient know “You Matter!”?

Many dental offices today, will choose to tell John only the good things. Is this the correct message? I have witnessed this situation too many times and it makes me sad because we are all in the business of helping patients to live a longer and healthier life.