The Dynamic Partnership: Dentist and Dental Hygienist in a Dental Office

By: Debbie Seidel

May 30, 2023

In our world of dentistry, the harmonious collaboration between a dentist and dental hygienist is crucial for providing exceptional oral healthcare services. Together dental hygienists and dentists form a dynamic partnership that ensures comprehensive patient care, effective case acceptance, optimal oral health which can lead to improved health, and a positive experience for the dental patient.

This blog post explores the roles and responsibilities of dentists and dental hygienists, highlighting the importance of their working relationship in a dental office.

The Role of a Dentist

Dentists are highly skilled professionals who play a central role in dental offices. They are responsible for diagnosing and treating various oral health issues, developing treatment plans, and performing complex dental procedures. Dentists are trained extensively in areas such as oral pathology, restorative dentistry, and oral surgery.

They must be a leader for the dental team, oversee patient care, make crucial decisions, and ensure high standards for their dental practice. Dentists also support the patient’s proper oral hygiene practices and preventive measures to maintain optimal oral health.

The Role of a Dental Hygienist

Dental hygienists are valuable members of the dental team, working closely with dentists to provide preventive dental care. They perform tasks such as dental cleanings, scaling and root planing, soft-tissue diode laser therapy and various oral health assessments. Dental hygienists are experts in educating patients about oral hygiene practices, including brushing techniques, the importance of flossing and the role of inflammation in prevention of systemic diseases.

They also play a pivotal role in detecting early signs of gum disease and dental decay, thus aiding in the prevention and early intervention of oral health issues. Dental hygienists in today’s world do more than clean teeth. They are a patient advocate to prevent oral disease which will help their patients live a longer, healthier life!

The dental hygienist should be like a mini associate to the dentist. Think of them as like a Physician’s Assistant or Nurse Practitioner.

Collaboration and Communication

Effective collaboration and communication between dentists and dental hygienists are key to ensuring the smooth operation of a dental office. Regular communication allows them to discuss patient cases, exchange information, and coordinate treatment plans.

Dentists rely on dental hygienists to provide thorough patient assessments, report any concerns, and communicate patient needs accurately. In turn, dental hygienists depend on dentists to provide guidance, clinical expertise, and oversight. This symbiotic relationship fosters a cohesive work environment, promotes better patient outcomes, and enhances the overall quality of care.

The hygiene patient, doctor exam is a critical system that must be effective for patients to receive the highest level of care. This collaboration produces optimal patient care and in return a higher ROI for your dental practice.

Teamwork and Patient Care

The dental office functions as a team, and the collaborative efforts between dentists and dental hygienists are essential for comprehensive patient care. Dentists and dental hygienists must work together effectively to assess patients’ oral health, develop personalized treatment plans, and ensure optimal oral hygiene practices.

Dental hygienists often spend more time with patients during routine preventive care appointments and they can easily build trust and rapport. Their close interaction allows them to identify potential problems, educate patients on preventive measures, and address any concerns.

Dentists rely on the valuable insights and observations of dental hygienists to make informed treatment decisions and provide the best care possible. When you have streamlined your hygiene patient-doctor exams, your case acceptance will be much higher, patients will want and pay for what they need more easily.

Conclusion

In a dental office, the partnership between a dentist and a dental hygienist forms the foundation of excellent oral healthcare. Their collaboration, effective communication, and shared responsibility for patient care are vital in promoting dental health and the patient’s overall well-being.

This working partnership exemplifies the synergy that leads to a successful, profitable dental practice with raving patients and happy employees.

Is your doctor, hygiene patient exam system supporting case acceptance where at least 70% of your patients accept diagnosed treatment?
Is your hygiene department optimized with systems that support productivity and a high level of profitability?
Do you enjoy your career as a dental professional?

Check out our 21 Day Hygiene Department Challenge to update and/or optimize your hygiene department. Click for More Info & Registration

Many of our clients start with this training to update their systems or optimize their hygiene department with a team approach.

Tips to Improve Case Acceptance

By: Debbie Seidel

May 3, 2023

What is your current percentage of patients who have accepted your care this year?

Case acceptance in the dental practice is at an all-time low. If you notice 50% of your patients are leaving with the “I need to think about it syndrome,” continue reading and discover a few tips to optimize your treatment acceptance.

It’s essential that dental professionals are able to communicate the diagnosis and recommend a treatment plan in a way that patients can more easy to understand their oral conditions, how inflammation and infection will affect their overall health.

We must take the time to truly understand our patients, their concerns and what they value for their life and overall health.

Truly understanding our patients requires a certain level of skill, which includes the ability to actively listen, understand the patient’s needs and concerns, and articulate the benefits of the recommended treatment according to their needs and values.

By asking open-ended questions about what the patient hopes to accomplish with their smile, and what their main concerns are, dental professionals can gain valuable insights into the patient’s goals and expectations. This information can then be used to tailor the treatment plan to better meet the patient’s needs and preferences.

It’s also important for dental professionals to understand the emotional factors that may be influencing the patient’s decision-making process. Patients may have fears or anxieties about dental procedures, or they may be seeking a cosmetic improvement to boost their self-confidence. By understanding these underlying emotions, dental professionals can frame their services in a way that resonates with the patient and addresses their concerns.

We must use words our patient understands and not speak in dental lingo which patients most likely do not understand. Use words that paint pictures of what is happening in their mouth.

Break it down into a conversation centered around what your patient values and use words to describe their dental condition. Use words they can easily understand.

These are tips that build trust and trust is a #1 reason your patients will accept your care.

Examples of descriptive words:

Bleeding
Inflammation
Infection
Hole
Crack
Etc, etc.

Take intra oral images. Show the patient these images while you are seated with your patient knee-to-knee and eye-to-eye. Make your patient part of the decision-making process. Help your patient “Own their disease.”

This is called Proxemics which is part of rapport and building trust.

When dental professionals improve case acceptance they provide better care to their patients. Ultimately, the goal is to build trust and establish a long-term relationship with patients by providing the best possible care and a patient-centered experience.

Engaging in non-interruptive conversation is a great way for dental professionals to better understand their patients and their needs.

When you seek to understand what your patients desires and attach the benefits of your services around a benefit for them, case acceptance improves.

What are the primary values of dental patients?

Money
Aesthetics
Health
Time
Pain

Ultimately, it’s important for dental professionals to recognize that patients make decisions for their own reasons, and that it’s the dental professional’s role to provide patients with the information and guidance they need to make informed choices. By adopting a patient-centered approach and focusing on building relationships, dental professionals can help their patients achieve their oral health goals in a way that feels comfortable and supportive.

Patients often feel more comfortable and engaged when they are given the opportunity to express their thoughts and feelings about a proposed treatment plan. Encourage a dialogue to help patients take ownership of the decision-making process. Patient’s will feel more confident about scheduling and paying for treatment when you make treatment planning a partnership with patients not a one-way path.

In addition to promoting a more comfortable atmosphere, a conversational approach to case presentation can also help to build trust and establish a stronger relationship between the patient and you, the expert.

By demonstrating a genuine interest in the patient’s concerns and needs, and by providing clear and honest information about the proposed treatment plan, dental professionals can help patients feel more confident about the care they are receiving.

Ultimately, the key to improving case acceptance rates is to focus on building strong relationships with patients, and this can be accomplished through open dialogue, active listening, and a patient-centered approach to care. By putting the patient’s needs and concerns first, dental professionals can help their patients achieve better oral health outcomes while also building a loyal and satisfied patient base.

The motivational interview (MI) philosophy is a great way to create a partnership with your patient, understand their needs, get them to own their disease and accept your best care.

Below I have attached a resource to learn more about motivational interviewing. I believe you will discover this philosophy is very helpful to overcome challenging case acceptance.

How do you get patients to “Own their disease?”
When was the last time you looked at your percentage of patients who have outstanding treatment?
What’s is your plan to get these patients to schedule their necessary treatment?

Please know that I am here to support you and your team to have your best year ever.

Schedule a coffee chat and let’s determine your best path to achieve your goals this year.

References.

Motivational Interviewing. https://bit.ly/VideoMI411
https://bit.ly/ProxemicsRapport

How to Grow an In-House Membership Program

By: admin

January 9, 2019

Debbie Seidel-Bittke, RDH, BS, talked to Jordon Comstock, founder and CEO of Boomcloud about their membership program.

Dental Practice Solutions niche is teaching hygienists how to talk to patients about necessary treatment and Boomcloud is a great adjunct to helping patients pay for the dental treatment they need.

dental-practice-solution-inhouse-membership-program

During this short podcast, Debbie and Jordon talk about:

1. A predictable, recurring revenue stream for your dental practice.

2. They talk about a specific tool to help market your dental practice.

Attrition is a part of every business so this is one important tool you must learn about to help market your dental practice and create sustainable profits.

3. They also talk about reducing a dentist’ dependence on PPO’s.

4. When you listen to the podcast you will learn the benefits of a “subscription system.”

a. Think Amazon Prime but for your dental practice.

We are in a new age of dentistry and this information will bring you into a forward-thinking world to grow your dental practice.

How can we help you grow your dental practice in 2019?

Please call us @ 949-351-8741 or Email Us to schedule a No-cost profit boosting session Click to Schedule and discover the easiest way to make 2019 your best year ever!

ABOUT THE AUTHOR

Debbie Seidel-Bittke, RDH, BS, is one of Dentistry Today’s top dental consultants. She is an international coach, speaker and author. Debbie is the CEO of Dental Practice Solutions.

Debbie is a world-class leader in creating profitable dental hygiene departments. She is a well-known as a former clinical assistant professor at USC in Los Angeles and a former hygiene department program director.

Dentistry Today recognizes Debbie as a Leader in Dental Consulting for the past 16 years.

How to Become a Great Leader as a Dental Practice Owner

By: admin

December 17, 2018

In today’s Live Interview Debbie Seidel Bittke, RDH, BS, talks to Dr. Racheal Hall and being a dentist and why leadership skills are key to your success as a dental practice owner.

Dr. Rachel Hall is a dentist for Evolve Dental Healing and has a passion for helping dentists create systems that build fortunes and have fun while doing this.

Most dentists did not begin their career thinking about leadership skills. They went to dental school to provide clinical dentistry. Some dentists saw a great fit for themselves, combing art with science.

As a dentist leading your dental practice success means you must learn how to become a great leader, whether you like it or not.

What Rachel shares about how she became a great leader was the ability to always be open to learning. When you learn something new you need to practice, practice, practice to be your very best at the new skill or dental practice system, etc.

We also talk about Trust and how you must have trust in your team.

During our chat we also talk about:

The importance of everyone on the team to work towards one goal
Delegation of responsibilities
The importance of consistency (You will hear an example of what needs to be consistent)
Defining your values and self-worth
Importance of the team in helping to make changes

There is so much more that we talked about for thirty-five minutes.

If you are a dentist or dental practice owner, this is a short interview you must check out. Take a few minutes to listen and learn how you too can achieve and exceed your goals. You will understand how important it is for your team to drive your dental practice systems!

Every week we have a special guest interview and it is live on our Business FB Page. Please like and follow the FB Page to receive daily inspiration, tips to grow your hygiene department and hear from other dental influencers, dentists and your colleagues.

How Do You Deliver Your Practice Culture to Your Patients?

By: admin

June 21, 2018

Written by: Debbie Seidel-Bittke, RDH, BS

A CRUCIAL ELEMENT of every successful dental practice is your culture.

What type of patients do you want to serve?
How do you want your patients to feel when they are in your office?

One of the first tasks we have our clients complete is to write down the type of culture they want for their dental office. We have a short template the doctors fill in the blanks, so we can “nail” their delivery of culture. We want to help our clients attract and retain their best patients. It also helps enjoy your day when your schedule is filled with patients who enjoy you and you enjoy having them in your chair.

The next step we take with our clients is to support the doctor; our client, to attract their ideal patient. What the office culture represents must be a part of everything the patients see, feel, hear, etc., etc. This must appeal to all of your patients’ senses. This feeling is the real reason why your patients will choose to return to your office.

Patients don’t truly know how great your clinical skills are. All they know is if you made them feel good or bad. And yes, they will remember if you hurt them.

If you want to be a family friendly office, how does your practice reflect this message?

If you want your office to feel like the Ritz Carlton, how do you deliver this message to your patients?

Make Your Culture Delivery A Priority for Your Practice

Many of our clients want to have a family friendly office and if this sounds like an example of what you want in your dental office here are a few suggestions to make your office feel family friendly.

You can also take these suggestions and tweak them to match your office culture:

1. Show off your family by inviting your employees to have pictures of their family around the office.

One of the doctors I worked for many years ago wanted to have a family friendly office. He also enjoyed photography. You can probably imagine what I am going to tell you about this doctor’s office. Yes, you guessed it! This doctor had a lot of beautiful pictures of his family throughout the walls of his office.

2. Make sure you invite the employees to have pictures of their family around the office. For example, in their operatory invite your employees to have pictures of their family, their pets, etc.

3. What type of reading materials do you have in your reception area?

Make sure you have family friendly reading materials for family members of every age.

4. What is playing on your tv if you have one in your reception area and in the operatories?

Make the viewing on your electronics: tv and music, family friendly. No obscenities or inappropriate language in the lyrics or messages/pictures on your TVs.

5. What are you giving patients as a “thank you for choosing our office?”

If this is a child or teenager, what do you hand out to them as a thank you? It is not only the parent you want to provide a “wow” experience for but the child or adolescent as well.

6. Be sure your schedule is blocked for those smaller children who need an early morning appointment and for school-aged children who need afterschool appointments.

We’re Here for You and Your Team!
We’re committed to providing you with almost everything you need to achieve your practice goals, whether you’re working to create a family-friendly environment for your patients or maybe you want to upgrade your hygiene department. If you have any questions about what more you could do in your practice, let us know in the comments below!

If we don’t provide something you need for success, we can direct you to the best expert.

We are here to serve you. Our team is growing so we can cover more of what your practice needs to be successful. Just ask us how we can support you and your dental practice. We can’t wait to hear from you!

Thank you for placing your trust in hiring us!

About the Author: Debbie Seidel-Bittke, RDH, BS

CEO: Dental Practice Solutions
DENTISTRY TODAY considers Debbie a top dental consultant for the past 18 yrs.
The focus of Dental Practice Solutions is to create healthier, longer lives for your patients while supporting the practice to optimize their hygiene department. The team at Dental Practice Solutions, takes an integrative approach with your team to create an increase in your production and collections without working harder.

When you continue to use the systems implemented, your dental practice will sustain growth for years to come.

Schedule a no-cost profit boosting call today and discover how you can be your best in 2018: Email to schedule a call with Debbie: admin@dentalpracticesolutions.com or Call our office to schedule this today: 949-351-8741.

How Dentists can Improve Loyalty

By: admin

June 14, 2018

How dentists can improve patient loyalty.

Our Guest Blog Written By: Dr. Nabil Mockbil

There have been many cases when patients who need certain expensive cosmetic or restorative dental procedures, cringe at the exorbitant cost and often forgo the expensive treatment completely.

It would seem that dentists are quick to recommend costly dental treatments with little or no regard to how their patients are going to pay for the costs.

The dentist is in a unique position to advise their patient on the best and most affordable dental care ensuring their patient is happy and financially comfortable.

How can your dental practice achieve this and keep or even grow your patient base?

Once a dental diagnosis has been made, use this time to educate the patient on the proposed procedure. The end goal should always be helping patients achieve and maintain their best oral health.

The patient should understand the benefits of the treatment plan and be able to make an informed decision, as opposed to opting out of the treatment because of what they believe is a high cost of dentistry.

The benefits you outline should focus on how the treatment will improve their overall health, comfort and appearance. This will help the patient make an educated choice based on your professional advice.

The patient may fully understand the benefits but still think the treatment is too pricey and not justified, but at least the patient sees you as being upfront and honest. This contributes to building your good reputation.

Be honest about the cost of the proposed treatment plan. This should also include all the dental appointments required and the length of time it takes to complete the treatment.

Being candid from the beginning is important in building a strong relationship, great rapport, between the dentist and patient, based on trust and honesty.

If you are able to offer an alternative treatment plan that takes less time or is less costly, be sure to offer it to your patient. This will leave the patient feeling like you have their best interests at heart rather than just making a quick buck!

It is a good idea to give your patient a written estimate of the treatment plan.

This shows that you are transparent about the costs and are willing to stick to the plan and the fees you’ve discussed; provided there are no “surprises” (aka: changes), during the treatment in the form of unexpected additional costs. Ensure the patient understands that “changes” to a treatment plan are possible.

The patient will also have a record for future reference during or after their treatment.

Some points to include in your written price estimate:

The treatment proposed with the time it will take to complete from start to finish. Ensure that you include a provision that complications may arise due to unforeseen circumstances- this may impact the length of time of the treatment and even the costs.

A breakdown of the fees as discussed with the patient at the initial consultation. This should clearly show what portion is covered by the patient’s dental/medical insurance and a fee the patient will have to cover “out-of-pocket.”

Outline any payment options your dental practice offers. Does your office offer a special patient discount plan? Be clear on the amount that needs to be paid upfront before treatment begins, if there is any.

Explain your dental practice’s billing options- whether you have convenient online payment options or how often invoices are sent out- either via email or postage. This will improve patient payment compliance. Who needs an inconvenience when trying to pay a bill?!

Clarify how any amounts that are in arrears are dealt with. It is expected that some patients will not be able to pay their bills on time. This gives the patient options without impacting the reputation of your dental practice.

When you make an effort to connect with the patient you are able to explore all the available alternatives for his dental treatment but within his budgetary constraints. This builds a strong relationship between the dentist and patient.

A happy patient is one who returns to your practice for all future dental care, brings the whole family and recommends you to friends thus, growing your patient base.

Author bio:

Dr. Nabil Mockbil received his DDS in 2001 from Umea University in Sweden, regarded as having the best dentist programme in Sweden for undergraduates. He’s now the founder of Swedish Dental Clinic in Dubai

Contact your highly trained and experienced dentist

https://www.swedishdentaldubai.com

Dental Consultant | Sleep Apnea and the Elderly Population

By: admin

February 23, 2018

Written by: Cindy Rogers, RDH, BS

Why is it that the older we get, the less we sleep? It is well known that the elderly in general do not sleep well at night. Many stay up late, sleep in their recliner, and get up in the morning before the crack of dawn. Yet, they are tired during the day and plan social activities around their naps. As people age, they tend to have a harder time falling asleep and more trouble staying asleep. It is a misconception that sleep needs decline with age. In fact, research shows that our sleep needs remain the same during adulthood.

So then, why do people sleep less as they age? One very possible reason is that they may be suffering from Obstructive Sleep Apnea.

What Is Obstructive Sleep Apnea

Obstructive sleep apnea (OSA) is a chronic condition characterized by frequent episodes of upper airway collapse during sleep.

OSA is comprised of two types of events. Apnea, in which there is 100% flow limitation for at least 10 seconds. And, Hypopnea in which there is at least a 30% decrease in airflow lasting 10 seconds or greater with oxygen desaturations greater than or equal to 4%.

How Common is Obstructive Sleep Apnea?

According to the National Healthy Sleep Awareness Project by the American Academy of Sleep Medicine- September 2014, 40% of adults over 40 snore (approximately 87 million Americans). 18% of men and 8 % of women between 30-70 suffer from some form of OSA. Less than 10% o OSA sufferers have been diagnosed. Of those 10%, less than 25% have been successfully treated.

The risks of untreated sleep apnea include cardiovascular disease, memory loss, depression, lack of energy, sleepiness, mood changes, social implications, irritability and more. Does this sound like anyone you know?

Should Dentures and Partials Be Worn at Night

We have been trained to advise our patients to remove their dentures and partials at night so that the gums and tissues can rest. However, without the dentures and partials in place, there is less support for the lips and cheeks. When a person lays down without this support for his lips and cheeks, they collapse further into the mouth cavity adding to the obstruction of the airway. Perhaps we should recommend that our elderly patients wear their dentures and partials to bed and let them soak during the day.

Screening Signs and Symptoms of OSA

Does your patient snores? Do they suffer from acid reflex or G.E.R.D? Do they get headaches such as migraines, cluster headaches, or dull morning headaches? Do they urinate frequently at night? Do they have enlarged tonsils? Do they suffer from excessive sleepiness and fatigue? Do they have high blood pressure? Do they have diabetes? Do they have a scalloped tongue? Do they show signs of clinching and bruxing? What is their Malampatti class?

OSA, High Blood Pressure, Heart Attack, and Stroke

There is a sympathetic response in the body every time an apnea or hypopnea occurs. This causes the heart rate and blood pressure to increase. People with OSA have hundreds of events per night, thus the body remains in a constant state of elevated blood pressure. The body does not get sufficient oxygen, because of this it is not converting enough into nitric oxide. Without enough nitric oxide, the blood vessels narrow and the endothelial lining of the arteries break down making them more susceptible to plaque building up. Narrow arteries, with risk of blockage equal high blood pressure, heart attack and stroke.

OSA Diagnostics and Treatment

If you suspect a that a patient of any age may suffer from OSA, they should be referred to their physician or a sleep MD to have a sleep study done. Once diagnosed with OSA, there are several options for treatment. The standard of care and best option is still a CPAP machine. However, it only works if the patient wears it, which can be difficult for some patients. Another great option is a sleep appliance that Dentists can provide with proper training and a written prescription from the MD. I would also encourage Orofacial Myofunctional Therapy in conjunction with any of these options.

References

1.American Academy of Dental Sleep Medicine web site. http:/www.aadsm.org/

2.Sleep Group Solutions- Dental Sleep Medicine Seminar

3.Somnomed web site. http:www.somnomed.com/

Cindy Rogers, RDH, BS, is a dental consultant, coach, speaker, and author. She is office and hygiene coach with Dental Practice Solutions. Please contact Cindy for a complimentary Profit Boosting Session at no cost: cindy@dentalpracticesolutions.com or Call to schedule: 949-351-8741.

The Dental Hygienists’ Role in Patients’ Treatment Plan

By: admin

April 6, 2017

Hygienists Role in Treatment Planning

Video & Blog Explains Hygienists’ Role

During the hygiene appointment, it is valuable for the hygienist to discuss what they see in the patient’s mouth.

The blog today is about a topic we are asked about often and it will support the Dental Hygienist’s role in patients’ treatment plan.

Time Management Formula

In Diagram A you will see our Time Management Formula which outlines where the hygienist should be during the hygiene appointment. This time management formula helps hygienist to find time to discuss what is seen in the patient’s.

The first part of every hygiene appointment will be the data collection. This will include not only the review of medical history but the perio exam, oral cancer exam, radiographs when necessary, a smile evaluation, visual exam, intra-oral photos.

After you collect all the important patient information you will sit the patient upright and knee-to-knee-eye-to-eye to now create a partnership with your patient to show them what you see. Now you are in the Treatment Planning phase of the hygiene patient appointment.

Please note: this time management formula is only a suggestion of time and if you have less than sixty minutes of time with your patient you will adjust the time formula so it meets your schedule. This is an example of time for the sixty minute hygiene appointment.

During this time with your patient you will show them what you see on their perio chart, radiographs and/or intra-oral photos. Let your patients be a part of what you see. Ask them to show you what they see after you show them. Say words like “bleeding, infection, large black area is tooth decay moving very close to the nerve which can cause you a toothache.”

Your patient is possibly hearing this information for the 1^st time and all these words are new to their oral condition. It can feel overwhelming for your patient to hear all this information, so break it down into words you believe they will understand.

This means that you will not say words like “Periodontal Treatment” but instead you will say “Gum Treatment.” You do not want to say, “Deep Cleaning” because when a patient has gum disease (AKA: Periodontal Disease) this is not treated with a cleaning but with a special “gum treatment” or “gum therapy.” It also down-plays what is actually happening in their mouth. A periodontal patient is not going to get a cleaning.

Once the doctor enters to do the exam it is the hygienists’ role to connect them with the patient and guide them through what has occurred during the appointment.

The connection is an update your patient; a personal aspect of their life. This is rapport building. It doesn’t need to take but a minute for doctor to be reconnected with a routine patient.

With the hygienist’s guidance, when talking with doctor in front of the patient and doctor, the patient will hear the same words used to describe the patient’s oral condition.

Then when dismissing the patient, the hygienist will again explain to the front desk what was completed, what the patient needs to schedule for (if not scheduled in hygiene room) and the valuable “reason the patient will return.”

Now your patient has heard this topic of discussion, these words which describe their oral condition, at least 3 times and they are beginning to be more familiar plus have a deeper understanding of what is happening in their mouth. They are now understanding why it is important to return sooner than later.

This system is part of what we teach our clients (Our doctors and their team) which is helping to “close the back door.” This is what helps keep our client schedules full and productivity high.

Do you know what percentage of your treatment plans come from the hygienist showing the patient hat is happening in their mouth?
Do you know the specific words to use that will add a lot of value for your patients to schedule, pay and return to your office?

This is what we spend a lot of time working on with our clients.

Let us know how we can support your team and get you to that next level of success.

Contact Vanessa our VP of Client Relations to discover what your true potential is for 2017. Email: mail://vanessa@dentalpracticesolutions.com or O: 949-351-8741

We also have live CE Events that may help support your team to get to the next level.

See our events page: www.dentalpracticesolutions.com/events-courses/

Debbie Seidel-Bittke, RDH, BS One of Dentistry Today’s Top Consultants

About Debbie

Debbie Seidel-Bittke, RDH, BS is an international dental consultant, coach, speaker and author. She is also CEO of Dental Hygiene Solutions, powered by Dental Practice Solutions. Debbie is a world-class leader in creating highly profitable hygiene departments. She is a well-known former clinical assistant professor at USC in Los Angeles and a former hygiene department program director. Dentistry Today recognizes Debbie as a Leader in Dental Consulting for the past 12 yrs. No Cost Hygiene Dept Training Video Series. Grab it here Now. REGISTER FOR TRAINING

Dental Appointments. Your Patient’s Reason to Return

By: admin

March 29, 2017

Treatment Planning

How do you know what is valuable to your patient?

What is the benefit to your patient if they complete their dental treatment or return for their dental hygiene appointment routinely?

What is your patient’s reason to return?

Let’s think about when you will learn what is valuable to your patient.

When will you know what is valuable to your patient?

For new patients you will (or should) discover what is valuable to them during that first phone call to your office.

It is important to listen closely to the words your patient is saying and the way they say what they are saying. Do they speak loud or soft? Do they speak fast or slow? What is their tone as they speak?

Do they say things like, “Money is going to be my reason for completing this treatment I know I need.”

BTW: This is a comment from a walk-in new patient for an office (a client office) I was working with today.

Most of the time your patient will make their decision based on their value around time or money. These are the two main factors that come into play when patients are making a decision and it is your job to overcome these objections before they even are a stated objection.

Why many patients will not return to a dental office is due to fear of anxiety from a previous bad dental experience. This is another topic of conversation.

Patient Discovery

When is the best time to discover what is valuable to your patient?

Answer: The first 2 minutes will be the most valuable time with building rapport and understanding your patients’ needs, what’s important to them and even how their day is going (ex: If they are rushed for time or having a stressful day!).

In fact, the first “Hello” and a handshake can tell you a lot about what kind of day your patient is having. This is where you can first begin to build (or re-establish) rapport.

This conversation can be as simple as “What are you doing this summer?”

If you were to ask me this question, I will tell you that I am going to an important high school reunion.

The topic of my conversation (If I am your patient today) will center around meeting up with old friends and wanting to look my best!

Now, it’s your turn as the clinician to open the door for me to look my best.

Do you have a special laser whitening offer going on?

YES?!

Now is a great time to ask “Debbie, if there is one thing that we can do to make you look better than ever for you high school reunion, what would that be?”

Great question! And if I am your patient here is what I will tell you:

“I would love to have my teeth look youthful again. I want them whiter and also longer.”

Does your office have a special smile makeover process?

If so, now is a great time to talk about this process and how it can make me look my best for the summer high school reunion.

Complete the scheduled appointment, do an “initial” smile evaluation and then have me back for a 20 minute consultation later this week. At this consultation appointment you will have your treatment (or financial) coordinator discuss the smile makeover and work out the financial arrangements. Now you will schedule the treatment.

This special consult adds value to your patient appointment. The initial patient value you discovered is why this patient wants to return ASAP for the consultation and find out more information about how you can help her meet her needs.

Do you see how simple that can be to have your patient understand “their” important reason to return to your office?

When you think back to the last day of patients in your dental office, can you think about each patient’s personal reason to return to your office?

This is not a reason around what you “found” in their mouth. This important reason to return has to be a reason important to your patient. This is a value to your patient.

In closing today I want to ask you, “Do you know each patient’s important reason to return?”

We teach this system with our clients, their team and it becomes a part of every patient appointment. This is what we call the R2R and it becomes a part of each patients record.

One of Dentistry Today's top dental consultants

Debbie Seidel- Bittke, RDH, BS Dental Hygiene Consultant

About Debbie

Case Acceptance: Reason to Return

By: admin

March 22, 2017

Case Acceptance

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What factors help you decide to buy a certain car?

What criteria helped you decide to buy your last washer and dryer?

And why do you buy your groceries where you do?

Think about this and when you last provided a diagnosis for dental implants or even something as simple as tooth whitening?

How did you present treatment diagnosed to your patient?

Did you tell your patient how cool it is that you can easily screw in the implant or did you explain about the high-tech NASA Technology and these Implants are made of titanium and should last the rest of your life if cared for properly?
Did you tell them the implants are inexpensive?

I highly doubt it!

Your patients are making their decision on the expected result and how this will benefit them.

So, they are not buying a washing machine based on how well it is designed but how well it works to clean their clothes, how it functions and it is possibly all that plus the cost to buy it.

Your patients reason to pay, schedule and return for treatment and routine appointments is the same as why the shop at a specific grocery store and why they decided to buy their car, etc.

Here are some tips to Keep Your Schedule Full:

Create a partnership with your patient
- Help your patient to own their oral condition
- Show your patients what you see

Show your patients what their oral condition is
Show your patient what their condition can look like when they choose your care
Show them any treatment you have completed in their mouth

“Remember when you had that open space and food was getting trapped there? Look how beautiful it is now? And you don’t have that terrible feeling of food stuck between your teeth anymore, do you? We can do the same thing in your mouth over here.”

We suggest to our clients (Dentists and their team) that if a treatment plan is X dollars or more (Typically $2,000) the patient will return for a special consultation with the office treatment coordinator.

This is a separate appointment with someone in your office who can review the value and benefits of why the patient needs to schedule this appointment and keep in mind what is specifically valuable to the patient
- This is someone on your team who is comfortable talking about dental treatment. They are
- Someone who is not afraid to talk about how much something costs – ex: comfortable talking about money

Always remember to show-off your beautiful dentistry

Take before and after photos
- Place these photos on the walls of your office
- Place a photo album of your patients before and after photos on a coffee table in your reception area
- Be sure your team is comfortable bragging—complimenting doctors amazing clinical skills and the patients’ outcome!
- Create Your Own “Wall-of-Fame!”

When working with our clients and inside our member-site called “Hygiene Empowerment, we teach you more about Case Acceptance and how you can keep your back door closed!

Debbie Seidel- Bittke, RDH, BS Dental Hygiene Consultant

ABOUT DEBBIE SEIDEL-BITTKE

Dental Practice Solutions

· Do You Feel Stuck?
· Do you need support to move towards your goals?

Your hygiene department is your biggest asset to recover quickly.

The Dynamic Partnership: Dentist and Dental Hygienist in a Dental Office

Tips to Improve Case Acceptance

How to Grow an In-House Membership Program

ABOUT THE AUTHOR

How to Become a Great Leader as a Dental Practice Owner

How Do You Deliver Your Practice Culture to Your Patients?

About the Author: Debbie Seidel-Bittke, RDH, BS

How Dentists can Improve Loyalty

How dentists can improve patient loyalty.

How can your dental practice achieve this and keep or even grow your patient base?

Some points to include in your written price estimate:

Author bio:

Dental Consultant | Sleep Apnea and the Elderly Population

The Dental Hygienists’ Role in Patients’ Treatment Plan

Dental Appointments. Your Patient’s Reason to Return

Case Acceptance: Reason to Return

Dental Practice Solutions

· Do You Feel Stuck?· Do you need support to move towards your goals?

Your hygiene department is your biggest asset to recover quickly.

The Dynamic Partnership: Dentist and Dental Hygienist in a Dental Office

Tips to Improve Case Acceptance

How to Grow an In-House Membership Program

ABOUT THE AUTHOR

How to Become a Great Leader as a Dental Practice Owner

How Do You Deliver Your Practice Culture to Your Patients?

About the Author: Debbie Seidel-Bittke, RDH, BS

How Dentists can Improve Loyalty

How dentists can improve patient loyalty.

How can your dental practice achieve this and keep or even grow your patient base?

Some points to include in your written price estimate:

Author bio:

Dental Consultant | Sleep Apnea and the Elderly Population

The Dental Hygienists’ Role in Patients’ Treatment Plan

Dental Appointments. Your Patient’s Reason to Return

Case Acceptance: Reason to Return

· Do You Feel Stuck?
· Do you need support to move towards your goals?