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

Oregon Dental Consultant | How to Increase New Patient Production

By: admin

April 12, 2018

Written by Cindy Rogers, RDH

A potential new patient calls your office and says that he has a tooth ache and would like to be seen as soon as possible because he is in pain. Excited at the opportunity to fill a hole in your schedule, you gleefully say “we have some time available today to do an exam and x-ray and get you out of pain.” Great, that is all the guy wants, right? Well not exactly.

This patient has to this pain because he has not had comprehensive dental care in a while; maybe even years. His dental care has consisted of seeking relief from toothache to toothache. He would get a toothache, go to the dentist, get out of pain and then repeat the cycle of limited exams, PA’s and limited treatment. He was never offered the option of having a comprehensive exam and full mouth x-rays.

You see, this guy is a general contractor, he does not work in dentistry and does not really know much about it. All he knows it that he is in pain and he needs dentistry to help him get out of it. It is our job to educate him on dentistry and what is best for him. It is also our job as a business to determine what is best for us. This is a win-win opportunity.

Why is a Comprehensive Exam and FMX Best for the Patient?

The patient has an active infection spreading throughout his body and it needs to be treated. Caries and periodontal disease are infectious. If one area is infected then it is likely that others are as well. Bacteria travels throughout the blood stream to vital organs.
The patient is valuable as a person and a patient in your dental practice. They need to get as much treatment completed as possible in one appointment to eliminate returning to your office and leaving their job. A limited exam and Periapical are usually scheduled for 30 minutes in your day. A comprehensive exam is usually scheduled for 60 minutes. The patient will have a diagnosis and treatment plan for his whole mouth in one appointment instead of retuning numerous times.
This patient works hard and wants to get the most out of his insurance and the almighty pocket book. The majority of insurance companies only cover two exams of any type per year, regardless if they are a comprehensive or a limited exam. Most insurance companies will cover preventative services at 100%. To the patient, with insurance, there is no difference in cost for a comprehensive or a limited exam. They will get the most savings and a valuable benefit by having insurance pay for a comprehensive exam and Full mouth x-rays.

Why is this best for the Practice?

True, you could possibly add a little bonus in production by doing emergency treatment. Let’s take a look at the bigger production picture. Here is a possible scenario of the opportunity to increase production.

Scheduled Time	30 minutes	60 minutes
Production	$150	$300
Patient Cost	$0	$0
Possible Treatment Plan	$500	$5000

By doubling the initial appointment time, you will at least double the production. You will also be able to present him with a “whole mouth comprehensive treatment plan.” The patient will be so impressed that you took the extra time with them that they will refer their friends and family to your dental office.

What to Say to the Patient During the Initial Phone Call

Dental Office: “Mr. South, I understand that you have a toothache and it is our priority to get you out of pain. Let me explain how we can do that and prevent you from suffering again in a few months, all while saving you time and money. How does that sound?”

“Mr. South, I understand you are trying to save money by only fixing one tooth at a time. Let me explain why this is actually costing you more money and keeping you from using the insurance benefit that you pay for.”

“Mr. South, did you know that cavities are contagious? We are concerned that if we only fix the one tooth, that many others in your mouth are still infected and will be causing you pain in the near future. Let me explain how we can help prevent this from happening.”

Getting the patient out of pain is indeed a priority, but, let’s not forget about the big picture. The big picture for him and for your practice.

Your Goal: No more pain for the patient and in return you have a patient for life in your dental practice.

Cindy Rogers, RDH, BS is a dental consultant, coach, speaker, and author for Dental Practice Solutions. Cindy coaches in the areas of front office systems and processes as well as the hygiene department. People love the calm ZEN vibe that comes with Cindy but don’t be surprised at her “Inspiring and Motivating” ability when working with your team! Please contact Cindy for a complimentary Profit Boosting Session: cindy@dentalpracticesoultions.com or call 949-351-8741 Visit the website for valuable resources and schedule your complimentary session today: https://dentalpracticesolutions.com/

Oregon Dental Consultant | What is your BIG Audacious Goal for 2018?

By: admin

March 20, 2018

It’s that time of year…again! The gym was packed tonight. I could barely find a parking spot! Even my chiropractor was running 20 minutes behind schedule. He told me this month of January is very busy with people wanting to take care of their health.

I started seeing a chiropractor in August 2017 (After someone ran into my car and then ran off! Another story, another time) and no one else was even scheduled at the same time as my appointment.

If you think this blog is a bit trite, let me explain…. The Dow Jones was at an all high record!

What does this mean for you?

It means that people are spending money.

So, what will you do differently in 2018?

What is your BIG audacious goal?

Are you thinking you are ready to retire?

Are you thinking 2017 was good enough?

If you said “yes” to the two questions above and if you say the Dow Jones on January 4, 2017, I want to suggest you step outside your comfort zone.

Want to retire in the next five years?

Yes?

I suggest you make a commitment. Call it a resolution to improve your treatment planning and case acceptance skills.

Check out some of the classes at the numerous dental conferences with your team and especially your hygienist. Your hygienist should be the one team member who gets your patients “set-up” to accept treatment before you doctor, even walk in that hygiene room to begin your exam.

Are you satisfied with your production and collections in 2017?

Yes?

My suggestion is that you run some reports such as unscheduled hygiene appointments and unscheduled treatment. These are two great areas to look at.

This is important to do now because you want to tap into this time of abundance in our world. IT is happening NOW.

Whether you want to retire this year, in five years or in twenty-five years today is the day to write down your BIG audacious goals.

AUDACIOUS GOAL

Why an audacious goal?

I saw an audacious goal because if you don’t step outside of your comfort zone, things will remain the same for you.

Comfort Zone. Definition: a place or situation where one feels safe or at ease and without stress.

Or put another way: To Remain the Same.

How will you accomplish your audacious goal?

Create a new habit.

The second thing you need to do is write down your goal and the third is to have confidence that you can achieve this goal.

What is the #1 habit I have now accomplished?

I wrote it down and I also have confidence that I can absolutely achieve this goal.

It is one VERY simple goal. What is it????

I have started to make my bed every day.

Ok. SO, it’s day 5 in 2018, and I am telling you that it is so simple that I have achieved it.

Your audacious goal needs to be a simple one. It needs to be something that you absolutely, without a doubt, can accomplish.

You must write this down.

I also want to suggest that you write these goals down as a team.

If you want to have your own goals, that is fine but if you have business goals, to accomplish them, you will need 100% team participation.

YOUR WHY

Now that you have decided to write down at least one goal you will accomplish in 2018 (Love my optimism? lol), I want to ask that you think about WHY you want to increase _______________.

The reason you must get clear on this is because if you make $100,000 more in 2018, your front office employee(s) still make $12.hr (Maybe more. Maybe less) which means nothing is in it for them.

Your “Why” can be to spend more time with your family. In this case maybe you want to work three days and not four each week. If this is an example of your goal in 2018, I suggest that you allow your employees work on this goal, so they can earn the same salary in three days.

When you create your goal, it needs to be shared with your team. Remember, they are there to support your vision for the practice, so you must find a way to involve your entire team if you want to accomplish your dream.

Tips to Prioritize the Action Plan

Identify what needs to be done to accomplish your goal(s).

For example: If you want to improve the number of New Patients who come to your office in 2018, write down your number accomplished in 2017.

Write down the systems, the processes needed to achieve your audacious goal(s).
Write down who needs to do what and when to accomplish your goal(s).
Accountability is key so have one person who will report on your progress.
Finally, is to look at your goal(s) daily and do at least one task that will move you towards accomplishing your goal(s).

Whatever you do, enjoy accomplishing your BIG audacious goal(s). Life is too short to be stressed every day.

Remember to do something small every day to achieve your goal. Create one habit that will get you to your goal(s) in 2018.

ABOUT THE AUTHOR

Debbie Seidel-Bittke, RDH, BS

Debbie Seidel-Bittke, RDH, BS is a dental consultant, coach, speaker and author. She is also CEO of Dental Practice Solutions. Debbie is a world-class leader in creating profitable hygiene departments. She is 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. She can be reached at (888) 816-1511. Send an e-mail to info@dentalpracticesolutions.com or go to her website: https://dentalpracticesolutions.com

Check out the Free 3-Part Hygiene Department Training: http://www.dentalhygiene.solutions

Dental Consultant | Now is the Time for Tax Planning for Your Practice

By: admin

March 15, 2018

By Doug Fettig, CPA, MBA

In case you hadn’t noticed, the annual “tax season” is upon us, with everyone working towards the tax deadline of April 15^th! However, you may not fully appreciate how engaging in tax planning with your CPA or financial advisor throughout the course of the year can pay huge dividends, both in stress and in your final tax bill. So, when the dust settles from this year’s tax season, resist the temptation to go back to “business as usual.”

The earlier in the year you begin your tax planning process, the more your CPA can leverage the change in tax laws to ensure that your dental practice is maximizing the tax benefits and minimizing the tax impacts. A forward-thinking CPA will engage in tax planning with their clients several times during the year, creating the best possible tax situation and also ensuring that you are not hit with a “tax surprise” after year-end. After all, nobody likes to get a call from their CPA informing them that their tax bill will be bigger than was originally estimated!

Here are three really good reasons to make time for your tax professional now and to get your dental practice and your personal financials in the best shape possible.

One: It’s Time to Get Your Financial House in Order

Before your tax professionals can prepare your annual tax filings, your books will be evaluated to ensure that all transactions have been posted correctly. By starting the process during the year, your tax professionals can help you tidy up your records for the majority of the year and institute process changes to address any systematic errors.

This quick turnaround provides multiple benefits including:

You’re in a position to satisfy bank covenants by supplying accurate financial statements during the first month of the New Year.
You’ll have a clear sense of where you stand financially when making important decisions during the year regarding investments in your dental practice, employee compensation, wealth management, and tax planning.
You’ll get ahead of the curve when you aren’t bumping up against a filing deadline.

In other words: Since you’ll need to do it anyway, why not get a head start?

Two: It’s Time to Leverage Your Financial Data for Business Planning

During the year, not at year-end, is the appropriate time for a real-time look at your finances. A clean, up-to-date set of financial statements and the associated management reports transforms your “gut feel” for the health of the dental practice into concrete metrics to evaluate revenue streams, operational efficiency, and financial controls.

These reports generated from your dental practice can help you answer key questions about the business, such as:

Is your dental practice attracting the right clientele to reach the target reimbursement rates for services rendered?
Is the mix of services at your dental practice attaining target profitability?
Is the dental practice managing receivables to minimize late payments and delinquencies?

A dental practice with soft performance can leverage this data and associated expert advice to institute strategies, process changes, scripting changes, and/or employee development initiatives to render improvements during the year. Even the strongest dental practice can find room for improvement.

A mid-review by your tax professionals can provide information to help you make investment decisions with respect to the dental practice – e.g., leasehold improvements or capital equipment procurement. It may trigger a review and update on insurance coverage for your practice as well.

Three: Meet with Your Tax Professional to Develop Your Tax Plan

A mid-year conference with your tax professional places you in the driver’s seat for the work you’ll do together in the remainder of the year. You can take the opportunity to outline your anticipated financial reporting requirements – e.g., tax returns for bank loans, student loans. You can schedule your collective resources when it makes the most sense for your dental practice. And you can outline your mutual obligations to ensure thorough and professional accounting services and tax filings with the least amount of effort on both sides of the table. It’s good for your dental practice and good for the bottom line.

Summary

Without a doubt, the insights that you glean by engaging in tax planning during the year can inform actions that will benefit you and your dental practice in the coming year and beyond. What better gift could you give yourself?

If you would like more information or would a free consultation regarding your tax or retirement plan status, please contact Doug Fettig at dfettig@aldrichadvisors.com or at 503-716-9316.

Bios

Doug Fettig, CPA, MBA, is a consultant and dental speaker within the Dental Services Group at Aldrich CPAs + Advisors, ranked as one of the top 100 accounting firms nationwide. With over 25 years of business and consulting experience, Doug has the unique ability to understand dentists’ needs and help them grow efficient and profitable practices. His insight allows him to effectively communicate business concepts to dental practices while strategically addressing tax, investment, and retirement planning needs.

Clackamas Dental Consulting | SEO and Its Real ROI

By: admin

March 1, 2018

SEO has developed a bit of a bad reputation as of late. It’s true that some companies or individuals might try to cheat the system in unethical ways, putting you at risk of being blacklisted by Google. These spamming techniques include keyword stuffing, buying links, article stuffing, and more. While they might have worked to give you good results in the past, Google’s ever-learning algorithms have become much more adept at catching these tactics and punishing websites for them. However, a properly implemented SEO strategy is an invaluable part of a strong internet marketing plan. In order to understand the true value that SEO provides, you must first understand what it is and how it works.

What is SEO, Really?

While many individuals might be familiar with the term “SEO,” fewer know what it stands for, or how it really works. Search Engine Optimization, or SEO, is an umbrella term for a variety of strategies one might use to try and increase the ranking of a website on Google and other search engines. These techniques can include strategic keyword integration, off-site link-building, social media integration, and more. As search engines recognize an increased proliferation of your site across the web, your site will move up in rankings.

The Benefits of a Comprehensive Strategy

SEO is most effective as a part of a larger internet marketing strategy. In order to see a real improvement in your ranking results, it’s important to have an online presence that will get your site noticed and foster an increase in online engagement. By making sure that this engagement is all tied back to your site, you can organically boost the results. Having a site that’s SEO-optimized and kept up-to-date with the latest changes in Google’s algorithms will ensure that you’re making the most of the traffic and links to your site.

Why does this matter for me?

90% of individuals never venture past page one of web search results. If you’re trying to attract more people to your business, it’s important to ensure that your website ranks well for a variety of keyword combinations. Maintaining a consistent SEO strategy of keyword integration and diversified backlinks is your best bet for seeing a stable increase in your rankings on Google and other search engines. Don’t let poor rankings cause you to miss potential new business!

Grace is the proud owner of Identity Dental Marketing where she has made it her personal mission to improve the business of each dental practice she works with by a measurable amount. In her first position as a Marketing Director for a multiple location dental practice, she tripled the number of new patients seen on a monthly basis (in 3 short months, on the same marketing budget). From there, she created a variety of sales-focused training workshops, attended many marketing seminars and became obsessed with dental marketing and branding as whole.

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.

Dental Consultant | Don’t Discredit Your Value

By: admin

January 2, 2018

Many people may not recognize the value that their dental provider brings to their lives. From the improved confidence that comes with a straighter, brighter smile to the life-saving benefits of regular dental care, you have the opportunity to make a profound difference in the lives of your patients. Finding ways to help patients recognize the value you offer will also help them recognize the importance of dental care and can turn your patients into raving fans. Below are some tips that can help patients better understand your value.

Build awareness of the dental solutions you offer.
Often, the reason patients fail to seek treatment from their dentist is simply a lack of information about available options. For example, if they don’t know you treat sleep apnea, they’ll never think to ask you about it. Make it easier for patients to learn about your offered services. Whether you do this through your website, printed materials, or simply by talking to them, this will be the most effective first step in opening the door to growth.

Be proud of your credentials.
People often fail to realize just how much work goes into becoming a dentist. From undergrad and dental school to continuing education, you should showcase your expertise. You can do this by hanging your diploma on the wall or by posting videos online about continuing education.

Build a connection.
Get to know your patients and what’s going on in their lives. This will show that you don’t just see them as another mouth to treat. These relationships will make your practice stand out in your patients’ minds and keep them coming back with referrals.

If you are having trouble maintaining patients or have low new patient numbers, an undervaluing of your service could be the problem. A simple way to begin resolving this is through building relationships with your patients and clearly explaining the expertise and solutions you offer.

For more guidance on how to share your value with current and potential patients, contact us today!

More compliance. Less defiance. Innovative model for case acceptance by patients…the path of least resistance.

By: admin

November 22, 2017

By Steven Ury, DDS, Periodontist
Randy Nolf, DDS, Periodontist

Dentists and hygienists are using a simple to complete analytical software making discussions with the patients easier…making the progression to treatment compliance easier… and enabling a practice to substantially increase case acceptance for periodontal therapy. This technology makes available a single language, with everyone “on the same page”, to discuss periodontal disease, and the necessary treatment.

The software allows for thoughtful and readily understandable discussions with patients thus improving the progression to treatment acceptance through a path of least resistance.

Implementing innovative technology into the practice, using risk and disease severity health scores as clinical support, will no doubt increase patient compliance.

PreViser™ Corporation www.PreViser.com provides their web enabled Oral Health Information Suite (OHIS) software for free. The use of the technology provides three (3) numbers, or scores, indicating patients’ risk of future periodontal disease, existing disease state and their ongoing oral health stability. With these 3 scores, patients then have a clearer idea of the severity and comprehensiveness of their problems. In other words, they know how things are going.

A nice feature of the OHIS is that it allows practitioners to recalculate the risk scores, just as if the patients had completed the advised treatment. So, a patient can visualize what will happen without treatment compared to what will occur with the recommended care. That’s when the fun begins. These scores predict whether the treatment plan will be working. Outcomes are the key.

Dental practices are utilizing this powerful method to impact a patient’s decision to proceed with care for a lifetime of oral health. Case acceptance is markedly improved providing more treatment for periodontal disease by the dentists and hygienists including any necessary subsequent restorative care.

Why now? Well, there’s a new sheriff in town. Patients and practitioners, as well as insurance companies and employers, are relying less on subjective findings to determine if periodontal care is working. Welcome the new law of the land – objective findings derived by an analytical software. Practitioners are accurately communicating with patients about their risk of disease and the outcomes of treatment. Everyone’s “on the same page”. We’re talking Evidence Based Practice here; the integration of clinical expertise, patient values, and the best research evidence into the decision-making process for patient care.

Instead of dentists and hygienists potentially disconnecting on a diagnosis, a treatment plan or a prognosis, they can agree and provide an easy to use, objective and reproducible way to measure, understand and communicate patients’ risk and disease level as simple numeric scores.

People relate to scores and knowing their numbers gets them involved. Physicians supply blood pressure, cholesterol, and diabetes numbers to their patients to follow their progress. Now dental patients will know their periodontal disease scores and look for improvement in the numbers.

More and more dentists in the know are advocating the principles of a medical model of healthcare for dentistry. Less repair and more interception and prevention. Consider the PerioCentric™ practice, defined as a best practice in which treatment revolves around sound periodontal diagnosis and treatment, utilizing metrics to evaluate treatment outcome. It employs a simple step by step, reproducible, algorithmic approach to care we call the PerioBlueprint™.

When implemented it provides dental professionals the knowledge and tools to discover undiagnosed and untreated periodontal disease in an existing practice. The appropriate care for these conditions will result in improved health for patients as well as production and revenue for the dental practice that may prove to increase exponentially.

Dentistry is adjusting to a new paradigm that is better for patients by shifting focus away from procedures for repair of disease… to a model of interception and prevention of disease.

There is unprecedented demand for increased care for periodontal disease. The most recent data from the Center for Disease Control revealed that 47.2% of adult Americans exhibit periodontal disease and the disease increases to 70.1% of adults over 65 years. Contemporaneous insurance company data reports only about 7% obtain periodontal treatment…Only 7%.

Dentistry has a busyness problem. Nationally, approximately 1 in 3 dentists say they are not busy enough. Imagine the increase in production and revenue when discovering that perhaps 50% of patients require some form of periodontal care. And not just code 1110 “prophy” care – we’re talking anesthetized scaling/root planing, pocket reduction and tissue grafting surgery. LANAP, and more. Of course, when maintenance starts, using the obligatory code 4910 will result in more comprehensive visit than a code 1110 “cleaning” and thus, improve hygiene production.

We are in a time of transformational change in healthcare and tremendous opportunities for enhanced collaboration among healthcare providers exist. Dentists have a chance to fundamentally rethink their role within the healthcare system and take advantage of these new opportunities. It would not only help peck away at dentistry’s busyness problem but would also allow dentists to contribute much more significantly to whole-body health. And really, isn’t that what it’s all about.

Dr. Steven Ury, Periodontist
Dr. Randy Nolf, Periodontist
PreViser Corporation and AdViser Corporation Co-Founders
Directors, The Synergy Academy (www.TheSynergyAcademy.com)
UryAdViser@gmail.com

About Dr. Ury

Dr. Steven R. Ury, Periodontist

Academic Faculty Director, The Synergy Academy

An entrepreneur at heart, Steve Ury altered his career from engineering to focus on the potential of the burgeoning dental industry. He earned a degree in dentistry, owned a general practice and then became a periodontist with an office in NY.

During his leadership of dental study groups and as past president of the largest periodontal organization in the northeast United States, Dr. Ury interacted with other dental professionals. He foresaw the changing landscape of periodontal care and referral.

As co-founder of PreViser Corporation, he witnessed the development of analytic software to help expose undiscovered periodontal disease. More disease revealed equates to more treatment rendered resulting in more healthy patients.

Lack of busyness is problematic in dental practices. Realizing periodontal disease concerns approximately 50% of the adult population but only about 7% have related care, he considered the possibilities. Dr. Ury believes that dentists could easily increase production and revenue by administrating in-office, non-surgical and basic surgical periodontal treatment.

About Dr. Nolf

Dr. Randy Nolf, Periodontist

Clinical Faculty Director, The Synergy Academy

As a periodontist, Randy Nolf has witnessed the changing dental industry as an opportunity is expanding for general dentists and specialists alike. Dr. Nolf believes that the same is true for dental education which is at the dawn of a major shift to less centralized, more affordable, and rapid practice adoption model of delivery.

He has continually been involved with teaching since he received his advanced certificate in Periodontology from Temple University in 1981. His outstanding credentials include a certificate from the gIDE Master Clinician program and as co-founder of the PreViser Corporation.

Dentistry is adjusting to a new paradigm, better for our patients by focus shifting away from repair to interception of disease. Interception as a treatment model is possible through sensitive artificial intelligence permeating into our practices. Randy is gratified to witness this evolution in part through software he created and now being adopted throughout the Us and UK.

Dr. Nolf has been an advocate of supporting general dentists with in-office training as well as on-site surgical procedures his entire career. 35 years integrated into dentists’ offices has led to a new system of training called “Synchronized Dental Learning™” facilitating rapid adoption of new surgical procedures into general practice.

Dental Hygienists Role Creating a Successful Schedule

By: admin

October 4, 2017

Every success schedule in the dental office begins with a strategy. Without a strategic plan, you are not able to meet the financial goals to keep your dental practice surviving.

The best plan is to not survive, but thrive.

What is the dental hygienist’s role in keeping doctor’s schedule full?

1^st Step to Doctor’s Success Schedule

The first step for hygienists to help keep doctors schedule full is to have a mindset that they are like an associate to doctor; helping the practice to grow.

2^nd Step to Successful Scheduling

The next step is actually two-pronged. The hygienist needs to audit all patient records before their day at the office begins. This audit serves many purposes but for this blog we will stick to the topic of what a hygienist’s role is for successful scheduling and helping doctor’s schedule stay full all day.

When auditing the patient’s records look to see what outstanding treatment is necessary. Why does the patient need to schedule this? What is the urgency the hygienist and all the clinicians will speak to this patient about?

For example: Does the patient have a dark spot on their bite-wing x-ray and when you audit the patients record you feel concerned they may very soon have a toothache.

Why did this patient not want to schedule this appointment? It is important to understand the patient’s objection so that when the hygienist has the patient in their chair they can immediately address the patient’s previous objection.

Example: Without even saying; “I know money is a concern,” what you can say is (Have the patient seated upright in the chair with x-rays, and/or intra-oral photos there in front of the patient), “Mrs. Jones, doctor and I are both concerned about this black spot on your x-ray. Let me show you this area. Do you see this black spot? Here is the nerve of your tooth and as you can see this black spot is very close to the nerve which means that once it reaches the nerve it will cause a toothache and also means we probably need to do a root canal and a tooth with a root canal needs a tooth. This means spending a lot more money to keep this tooth.”

Notice how the hygienist in this example address the patients concern before they could even give their objection which they stated at their last appointment and this is the reason the treatment is unscheduled.

It is also very important that hygienists not only think about the gum health of their patients but provide a visual exam.

After the hygienist completes all of their screenings, it is a great time to sit the patient upright in the chair and show them what you see. Look together with the patient. Make the patient part of this process. This means that you look together and ask the patient if they see what you see.

Use words that the patient understands. Saying words like “periodontal disease,” and “tooth decay” probably don’t mean as much to your patient as if the words: gum infection, inflammation, active disease, cavity, black soft spot, etc.”

When you see holes in doctor’s schedule it’s time to take a look at the hygiene patient exam process. It’s a great time to look at patient records who have not scheduled their appointment and discuss as a team what you can do differently so these patients will schedule and pay.

The best way to get patients scheduled and paying for the care you offer is to communicate (your words and actions) in a way that helps the patient to feel and believe they want what they need.

Many of your patients have left your office without committing to schedule and pay for your care. Many of these patients also took very nice vacations this summer, they already plan to buy that new iPhone X, some have spent a lot of money on a really nice car and many have spent thousands of dollars on a sleeve of body of tattoo’s.

Our job? We have a responsibility to help our patients want what they need. Don’t most people want to live a longer and healthier life? This is our overarching message, “Optimal oral health will help you live a longer and healthier life!”

Still have holes in your schedule? Please feel free to reach out to an expert. This is one area that we have created a success strategy around. Our client offices have many patients who now schedule and pay for treatment AND many of their patients pay before their treatment is complete.

Our client offices have a system in place for big cases where patients are currently paying in advance for doctor and hygienist’s services.

Most of the medical cosmetic offices have patients pay in advance and why can’t your patients feel urgency to pay for keeping a healthy mouth?!

It’s all in how you are delivering your message to the patient in your chair.

Debbie Seidel-Bittke, RDH, BS is a 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 profitable hygiene departments. She is 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.

DENTISTRY TODAY considers her a top dental consultant for the past 16 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, you will benefit from production that creates dividends year after year, for the life of your dental practice.

Debbie is also a former Hygiene Program Director and clinical assistant professor for the dental hygiene program at USC in Los Angeles.

Debbie is passionate about supporting dental teams to provide a profitable, patient-centered dental practice through improving systems and efficiencies in the dental hygiene department.

Dental Marketing: Life in the Dental Jungle

By: admin

December 9, 2016

Life in the Dental Jungle

The Dental Jungle and Web Centric Dental Marketing Focus

The dental jungle has 101 stories; this is one of them. We follow Dr. Alex Middleton, the Guide, as he gives sage advice to his dentist friend, Dr. Jack Mudd.*

Not all dentists understand marketing after all; they went to school to learn clinical skills not marketing strategies.

Life in the Dental Jungle

We all see what comes in the mail each week. What you may think is that the so-called “Junk mail” is marketing. You may think this is the sum total of what marketing is all about.

Jack did not seem to do much dental marketing and asked a question that showed his frame of mind, “What good does marketing your dental practice do when all you see are $29 exams and $600 crowns in the mailers sent? No dentist can make a profit on these kinds of fees.”

Alex explained the role of a loss leader, a call to action and an irresistible offer to Jack. Alex helped Jack get a view of the true marketing picture. Kind of like looking at it from 50 feet in the sky.

WEB CENTRIC MARKETING: MOBILE RESPONSIVE REQUIRED

Many, many years ago, all roads, at one time, led to Rome. Today, all roads, blogs, tweets, social media posts and shares must lead to your website. Web Centric marketing means that the practices’ website is the center of all your marketing efforts. All marketing needs to be directed to your website. This is your marketing hub; the center of all that is important about the practice.

Three key ingredients need to be included in your web centric marketing action plan:

Website mobile responsive
An irresistible offer
A strong call to action

It’s imperative that you know where your ideal patients hang-out, what activities they participate in, etc. To create successful marketing efforts, you want to know what type of activities your future and current patients participate in, what churches they attend, what schools their children attend and even what magazines/newspapers they read.

Mobile responsive and mobile capability is 100% necessary. The practice that does not plan for mobile responsivness will lose market share over time to those that do. Most people in today’s world search the internet on their mobile phone, iPad or mobile device. If your website is not mobile responsive it is likely that these people will never see your website.

To move people from spectator to customer there needs to be a strong reason for them to make a choice; make a decision. Give people your best offer and they will respond. What do you find irresistible? Chances are others will feel the same way. When they do feel good about your irresistible offer they will buy.

Everyone likes a deal—so get good at closing deals. But beware, not all deals need to involve a huge discount. Adding value often trumps discounts. Many people want access to a limited supply of their doctor’s time. Many value the VIP status that comes with being an insider. How can you create added value without devaluing your services and decreasing your profitability?

To cut the fee or not… Now, that is the question! Do your research and see how much more you will grow if you have a marketing action plan that includes some fee discounts for specific purposes. Those purposes could be filling hard-to-fill appointment slots, attracting new patients, reactivating patients who have not been in for the last eighteen months or filling in an empty schedule today. Another opportunity is when you have a new associate and need to fill their schedule.

Have you re-evaluated your practice’s website lately? Does it clearly illustrate the added value you bring to patients? Does is display your irresistible offer boldy? Does your website draw new patients in? Do current patients visit your website to see what new things are going on in the life of your practice from which they can benefit? Perhaps it’s time to “put fresh eyes” on your website.

*Excerpt from The $10,000 A Day Dentist Author: Dr Bill Williams Director of the 5M Mastermind

Dr Williams and Debbie Seidel-Bittke, RDH, BS invite you to discover more:

Remember to register now for their next webinar:

Better Your Best Year Ever In 2017: The January Leap Frog Strategy

Monday December 11, 2016 @ 5:30PM Pacific

Register by Clicking this Link: http://bit.ly/DentalBestYr2017

To Download and Listen to our Previous Webinar Series

Please click this link to download:http://bit.ly/500KWEBINARSERIESNOV2016

Dental Conference: January 2017, 6 CEU’s + More.

JOIN ONE OF OUR ANNUAL CE (6 CE CREDITS) PLANNING SESSSIONS

2017 Jumpstart: Dental Hygiene Success by the Numbers

Registration Includes: Continental Breakfast, Buffet Lunch and Reception

Early-Bird Prices Expire on December 16, 2016

REGISTER HERE

One of Dentistry Today's top dental consultants

Debbie Seidel- Bittke, RDH, BS Dental Hygiene Consultant

ABOUT DEBBIE SEIDEL-BITTKE, RDH, BS

Debbie Seidel-Bittke, RDH, BS is a 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 profitable 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. She can be reached at (888) 816-1511. Send an e-mail to info@dentalpracticesolutions.com or go to her website: https://dentalpracticesolutions.com

Check out the Free 3-Part Hygiene Department Training: http://www.dentalhygiene.solutions