Effective management is the cornerstone of a successful dental practice. Dental practice management consultants play a pivotal role in optimizing the operations of dental clinics, enhancing patient care, and increasing overall efficiency. In this blog, we will delve into the ways in which these consultants can transform your dental practice and help it thrive.
Maximizing Operational Efficiency
One of the primary functions of dental practice management consultants is to streamline the day-to-day operations of your dental clinic. They carefully assess the existing processes, identify bottlenecks, and implement strategies to enhance efficiency. From appointment scheduling strategies that meet the practice goals to managing the sequence of patient appointments, dental consultants provide invaluable insights on how to make your practice run like a well-oiled machine.
For example, a well-structured appointment system can significantly reduce bottlenecks at the front desk, and clinicians running late which causes stress for patients and the team. Dental consultants can introduce schedule-to-goal strategies that optimize patient appointments, minimize open holes in the schedule, and ensure a steady flow of patients throughout the day. This will improve the patient experience, it allows the dental team to work more efficiently, and will help the dental practice achieve their financial goals.
Enhancing Financial Management
Financial stability is a critical aspect of every dental practice. Dental practice consultants are well-versed in financial management, and they can help you achieve a healthier bottom line. They assist in lowering overhead costs and optimize services to generate more production. By analyzing your expenses, revenue streams, and sequences of patient appointments, dental consultants can identify areas for improvement.
Moreover, dental consultants can offer insights on fee schedules, and insurance billing; helping you determine the correct fees for your services while remaining competitive in your market. They can also help you create annual planning to control your overhead and tap into your true potential. Annual planning strategies ensure your dental practice remains financially sustainable.
Optimizing Patient Care
Patient satisfaction and quality care are at the core of a successful dental practice. Dental practice management consultants emphasize the importance of patient-centric care. They help you create a welcoming and efficient environment that puts patients at ease.
Efficient patient management includes reducing wait times, ensuring timely appointments, and delivering excellent customer service. Consultants can guide your team on effective communication, building trust with patients, and implementing procedures that prioritize patient comfort and well-being. Happy patients are more likely to return and recommend your practice to others.
Implementing Technology Solutions
The dental profession is continually evolving with new technologies and tools emerging regularly. Dental practice consultants who stay up-to-date with the latest advancements and can advise the dentist-business owner about integrating technology into their dental practice. Whether it’s digital record-keeping, advanced imaging systems, AI dental apps to boost case acceptance, or telehealth solutions, they help you leverage technology to enhance patient care and streamline administrative tasks.
Digital X-rays and electronic health records reduce the time spent on paperwork and provide a more comprehensive view of a patient’s dental history.
Employee Development and Team Training
A well-trained and motivated team is vital for the success of your dental practice. Dental practice management consultants assist in the development of an effective team by identifying employee needs, offering leadership guidance, and fostering a positive work environment. They can also help with performance evaluations and employee retention strategies.
By investing in your team’s professional growth, you enhance the quality of patient care creating a more cohesive and productive team.
Strategic Dental Practice Growth and Marketing
Growth is a vital part of every business, and dental practices are no exception. Dental practice consultants can help you develop growth strategies by analyzing your unique niche, identifying opportunities for expansion, and advising on marketing initiatives. They can guide you in building a solid online presence, enhancing your website, and developing marketing campaigns to attract new patients.
As dental professionals, we understand the significance of maintaining optimal oral health. A well-maintained dental hygiene department not only ensures patient satisfaction but also contributes to the overall success of a dental practice. One crucial aspect that directly impacts patient outcomes is patient compliance with oral hygiene and treatment recommendations.
In this blog, we will delve into effective strategies to improve dental hygiene patient compliance, leading to enhanced productivity and patient loyalty. By implementing these techniques, you can create a thriving dental hygiene department in your practice and, ultimately, ensure the best possible oral health for your patients.
The Importance of Patient Compliance
Patient compliance refers to the extent where patients adhere to prescribed oral care routines and follow recommended dental hygiene practices. Unfortunately, despite the best efforts of dental professionals, many patients struggle with maintaining consistent oral hygiene habits. What we say goes in one ear and out the other.
This lack of compliance can lead to various oral health issues, including cavities, gum disease, tooth loss, and numerous systemic conditions such as heart attack, stroke, diabetes, high blood pressure, Alzheimers, etc, etc. As a dental professional, addressing and improving patient compliance is a pivotal step in promoting preventive dentistry and long-term overall health.
Effective Communication
Clear and concise communication with patients plays a crucial role in improving compliance. Dentists and dental hygienists must take the time to educate patients about the importance of good oral hygiene and how it directly affects their total health. Utilizing visual aids such as charts, diagrams, and videos can enhance patient understanding and make oral health recommendations more relatable.
Encourage patients to ask questions and address any concerns they might have regarding their oral care routine. Use motivational interviewing which is an effective way to talk with patients. This is an evidence-based approach to help your patients accept the care they need. *See the reference below in references for more information about Motivational Interviewing.
Personalized Care Plans
Every patient’s dental needs are unique. Tailoring dental hygiene plans to each individual patient can greatly enhance patient compliance. Conduct thorough assessments of their oral health, including systemic risk factors and previous dental history, to create personalized treatment plans. Engaging patients in the process and discussing their specific needs fosters a sense of ownership and responsibility for their oral health, increasing the likelihood of compliance.
Let patients know what exams and assessments you are completing. Always make them a part of your assessments. Collaboration is key if you want your patients to “own their disease.”
**See above image for time management strategies to help the dental hygienist “Complete it all!”
Establishing Realistic Goals
Setting achievable oral health goals is vital in maintaining patient motivation and compliance. Collaborate with patients to set specific, measurable, and realistic objectives that align with their oral health needs. Understand where they are in their world and help them determine what they will commit to implementing outside your treatment room. Break down the goals into smaller milestones and celebrate their achievements, reinforcing positive behavior and commitment to their dental hygiene routine.
Utilizing Technology
Incorporating technology into your daily schedule can significantly improve patient compliance. Implement reminder systems through emails, text messages, or automated calls to prompt patients about upcoming appointments, follow-ups, and oral care routines. Discover fun ways to track your patients oral hygiene progress, and make this interactive for your patients.
It’s important to monitor your patients oral and total health. Show patients their progress. Congratulate them. Find ways to make oral hygiene changes feel good for your patient and create positive experiences.
Talking about technology, does your dental practice offer patients full-mouth scans, soft-tissue diode lasers and guided biofilm therapy options?
These are leading-edge technologies that will greatly benefit your patients oral health, reducing inflammation and will become great practice builders. Stay on top of the latest technologies that can assist in creating total wellness for your patients.
Emphasize Preventive Dentistry
Promoting preventive dentistry is key to reducing oral inflammation. Oral inflammation triggers numerous systemic diseases.
Encourage routine dental hygiene appointments, as preventive care allows for early detection of disease and timely intervention. Educate patients about the long-term cost-saving benefits of preventive measures compared to extensive treatments for neglected oral health issues.
Enhancing patient compliance offers numerous benefits, not only for the patients but also for your dental practice:
Better Oral Health Outcomes: Improved compliance leads to better oral health, reducing the risk of dental problems and enhancing overall patient satisfaction. Optimal oral health supports total health.
Enhanced Patient Loyalty: Patients who feel cared for and supported in their oral health journey are more likely to remain loyal to your practice. They will become your raving fans!
Increased Productivity: A proactive dental hygiene department that prioritizes patient compliance can lead to increased productivity, improved patient flow, and higher revenue.
Positive Word-of-Mouth: Satisfied patients are more likely to refer friends and family to your practice, further boosting your reputation and patient base. Every team member needs to ask for positive patient reviews!
Professional Fulfillment: Witnessing the positive impact of improved patient compliance can provide a sense of fulfillment and motivation for the entire dental team. Share the success of patient outcomes and always remember to celebrate your successes.
Conclusion
Improving dental hygiene patient compliance is a pivotal step to enhancing productivity and success within your dental hygiene department. When you adopt effective communication strategies, personalized care plans, and emphasize preventive dentistry, you can foster patient compliance and achieve total health outcomes.
Remember, patient compliance is a collaborative effort, and by supporting your patients in their total health journey, you can cultivate loyal and satisfied patients who are more likely to refer others to your practice. So, let’s work together to build a thriving dental hygiene department and ensure the best possible health for all our patients.
Consider updating and optimizing your hygiene department with a complimentary discovery call. Schedule here . You can also send us a message here.
Dental hygiene plays a crucial role in maintaining oral health and preventing various dental diseases. Dentists understand the importance of a well-functioning dental hygiene department, as it serves as the foundation for delivering quality dental care to patients.
However, amidst the daily demands of running a dental practice, dentists face a significant challenge in optimizing the efficiency and productivity of their dental hygiene department.
In this blog, we will explore this challenge and discuss potential solutions to overcome it.
The Challenge:
One of the major challenges that dentists encounter in managing their dental hygiene department is maintaining a balance between patient care and operational efficiency. Dental hygienists are responsible for performing a range of preventive and therapeutic procedures, including dental cleanings, fluoride treatments, and patient education.
However, the time-consuming nature of these procedures can lead to scheduling conflicts, prolonged patient wait times, and decreased overall productivity.
Furthermore, dentists often find it challenging to align the workload of their dental hygienists with the number of patients needing dental hygiene services.
*If you are up-to-date with treating oral inflammation, you will need to expand your number of appointments for hygiene patients. How can you fit in more appointments in a day? Hygienists are not plentiful these days and efficiency becomes imperative to meet the needs of treating the high number of gingivitis and perio patients.
Variations in patient flow, cancellations, and no-shows can disrupt the workflow and result in underutilization or overburdening of hygienists’ schedules. This can hinder optimal patient care and compromise the financial stability of your dental practice.
Solutions:
To address the challenges faced by dentists in their dental hygiene department, several strategies can be implemented:
Efficient Appointment Scheduling: Implementing an efficient appointment scheduling system can help optimize the utilization of dental hygienists’ time. By analyzing patient data and historical patterns, dentists can better anticipate demand and allocate appropriate time slots for dental hygiene procedures. Implementing electronic reminders and confirmations can also reduce no-shows and last-minute cancellations.
Ask us how to simplify analyzing important data and how your team can have an important role in driving the productivity of your dental practice.
What you measure, matters, and what matters creates your future success.
Your team should look at the numbers just like they view the dashboard in their car before they arrive at the office each day!
The Celebrity Smiles Club, a patient rewards, loyalty program will reduce those costly last-minute cancellations. Ask us more about this in the link below or schedule a coffee chat below.
Delegating Tasks: Dentists can delegate certain tasks to dental assistants, allowing dental hygienists to focus on their core responsibilities.
For example: a dental hygiene assistant can seat patients, perform preliminary patient screenings, take radiographs, set up and breakdown treatment rooms, sterilize instruments and set-up the hygiene trays with instruments, etc.
By delegating these tasks, dental hygienists can maximize their time spent on direct patient care.
Technology Integration: The integration of advanced technologies within the dental hygiene department can significantly enhance efficiency.
For example: Empower hygienists to use various digital imaging systems; digital scanners, to streamline the process of capturing and introducing abnormalities, potential treatment plans and diagnoses that will be made during the hygiene-patient- doctor exam.
Help patients see what is happening in the mouth. Bring them into a partnership early in the hygiene appointment.
Help the doctor with educating the patient and helping them own their disease before the doctor exam begins.
The hygienist has the ability to take annual digital scans and/or an intra-oral video of the patients mouth. Hygienists’ will give the patient a tour of their mouth and show them what is happening in their mouth.
All data collection and patient communication about potential oral abnormalities should be introduced to each patient by the dental hygienist, and always prior to the hygiene-patient-doctor exam. This saves time with the doctor exam and builds trust with the patient.
The hygienist has a great opportunity to help patients “own their disease.” Patients who see what is happening in their mouth vs. being “told” what they need are 75% more likely to schedule and pay for your care.
“People buy what they want, not what they need.”
Continuing Education and Training: Encourage ongoing professional development and training for dental hygienists. This is vital to stay updated on the latest advancements in dental hygiene techniques.
Note: There are a lot of new advancements and technologies which will enhance patient care and dental hygiene appointment efficiency. Dentists must support their hygienists to attend workshops, conferences, and online courses so they stay at the forefront of their field.
Performance Monitoring and Feedback: Regular 360 performance evaluations and feedback sessions can help identify areas for improvement within the dental hygiene department. Dentists should provide constructive feedback, recognize achievements, and set realistic goals to motivate their hygienists and enhance their performance.
Allow the employees to offer their feedback and suggestions for improvement. 360 degree employee evaluations allow employees to be heard. Empower each employee to become a leader in a specific area of the dental practice.
Conclusion:
The dental hygiene department is a critical component of a dental practice. Optimizing the hygiene department efficiency and productivity is an ongoing challenge for dentists.
By implementing efficient appointment scheduling, delegating tasks, integrating technology, investing in continuing education, and providing performance feedback, dentists can overcome many of their challenges and ensure the highest quality of patient care while maintaining a thriving practice.
Dentists do not need to manage but when they delegate they now inspect, what they expect of their employees. Many employees report that they don’t understand what the dentist expects from them.
Finding the right balance between patient care and operational efficiency in the dental hygiene department is an ongoing journey, but one that is essential for the long-term success and growth of a dental practice.
Dentists and dental hygienists should not feel as if they live on an island. Dental Practice Solutions has varioussolutionsto optimize your hygiene department, streamline systems and grow your dental practice.
Consider a quick coffee chat and discover how you can quickly achieve your next level of success.
Debbie Bittke, RDH, BS, founder of Dental Practice Solutions sat down with Jacqueline Hurley, Director of Dental Zing (part of eAssist and Practice Booster) to talk about the hygiene department.
As you listen to their conversation, you will gain knowledge as a practice owner about how to be the leader of your dental practice.
Debbie encourages practice owners to know their WHY—WHYthey do what they do. This helps to remove that feeling of burnout dental professionals feel so often.
As you listen, you will hear what the doctor’s role is so they are not “doing it all!”
Listen and learn how to set expectations so you can focus on providing your best clinical skills instead of feeling the stress of “having to do it all!”
One of the books shared during the podcast is called “Get a Grip” by Gino Wickman. This book is great for identifying the key leaders in your team of employees who will help run your dental practice like a well-oiled machine.
A key phrase Debbie and Jacqueline share is to “Trust the process.”
How can you optimize your dental practice so patients “want what they need”?
The podcast ends with a discussion about a new technology Debbie recommends for dental offices to keep patients returning to the dental office, and it will grow new patient numbers.
Listen in and glean more valuable information. Then, go out and enjoy your career in dentistry!
Click the video and link above and watch the podcast. It’s only 27 minutes long.
How many dental hygiene patients are currently overdue for a hygiene appointment?
Do you know if these patients have outstanding treatment?
What percentage of your adult patients have been treated for gum disease using one of the ADA CDT 4000 codes?
These are questions you need to ask yourself if you are a dentist and wish to see the highest productivity this year.
The Facts
Approximately 50% of American adults 30 years of age and older have some level of periodontal disease. In a recent study, 77% of adults reported they would see their dentist, but only 37% reported seeing their dentist.
The dental offices who work with us usually have a perio percentage of no more than 20% of their adult patients for periodontal disease. The problem lies in the discomfort and lack of knowledge to share with their patient what they see happening in their mouth.
This statistic means that dental hygienists are “Cleaning Teeth” and not sharing an important, life-altering disease with their patients. As the founder of Dental Practice Solutions and a dental hygiene clinician, it is my passion to share this important message that a healthy mouth leads to a longer, healthier life!
Solution To the Problem We Face
It’s essential to have a productive dental hygiene department that provides preventive care to patients and supports their overall well-being. It’s also important to track and monitor overdue hygiene patients to ensure they continue preventative care appointments versus treat disease.
The 21-Day Hygiene Dept Challenge will provide everything you need to share this important message, increase your perio patient percentage, and create a system/process to keep patients returning to your dental office. You now have a system and the tools to enroll more patients into gingivitis and perio treatment. This is a win for everyone!
STOP running on the dental treadmill and love more of what you do!
The world was hit hard with a global pandemic called Corona Virus aka COVID-19.
Dental offices around the world have been ordered to close
except for emergency care.
How Can We Recover After COVID-19?
Two important words that come to mind are:
Communication and
Collaboration
Communicate with your team, with your patients and your
community.
Your COVID-19 recovery plan takes a team approach.
What has been your norm for communication with
your team and your patients during the COVID-19 pandemic?
“No communication?!”
Yes, I hear this answer from most dental hygienists.
Dental hygienists and most of us, feel stressed during this
season of the COVID-19 pandemic.
Communication and collaboration are usually led by the team
leader: AKA: The dentist however, most dentists did not go to dental school to
be a business owner.
Similar to the economic decline back in 2007, dentists
usually don’t grab the bull by the horns, no, they feel “stuck” and many
dentists during the economic decline said the phrase, “I feel frozen.”
How do the team members respond to no communication?
How does anyone respond to “frozen?”
And how does this serve our purpose to create
success in 2020?
Team Members, Dental Hygienists Unite
During difficult and challenging times, when there is no
communication, many people feel stressed and fear the worst.
It’s human nature. It’s the way we are wired. Us humans, we
like to know what is ahead. We want to look into a crystal ball and see what
the end looks like.
Hygienists are my colleagues because I am a dental
hygienist, not only a dental hygiene productivity coach.
What I hear from dental hygienists is that their dentist has
not contacted them. They are fearful for their future.
They have been furloughed and yet, knowing dental offices
are about to open for routine patient care, my dental hygienist colleagues, don’t
know what to expect.
Some dental hygienists don’t know what to expect when they
do return to routine patient care in their dental “home” or what once felt like
“home.”
Your Plan of Action
Step 1. “We are all in this together.”
It may seem like your dentist, practice owner is MIA,
however, let’s choose to take the lead.
Since we do more than “clean teeth” and, if we believe that
our role as a dental hygienist is extremely valuable and, if we are considered to
be like a mini-associate, let’s reach out to the doctor-dental practice owner.
Step 2. Take the lead.
Lead with the end in mind.
We spend more time with our dental team than we do with our
actual family members so reach out to your doctor and your other teammates if,
you have not done that by now.
Reach out to your doctor/practice owner, with compassion,
empathy and an understanding.
Imagine what it feels like to have an elephant on your
shoulder. Yes, most dentists have an overhead that runs (for many dentists)
60-70% of their total production.
Imagine how it feels to have bills that equal tens-of-thousands-of dollars, more than you have come into your bank account, month after month.
Yes, some of us have a mortgage and other bills, and yes, many dentists qualified for PPP loans, but that money was not there for a business owner with the snap of a finger.
We are all going through our own stress so let’s have
understanding, compassion and empathy for what each one of us may be going
through.
If you plan to return to your dental office once the
COVID-19 pandemic is over, plan now to reach out to your doctor, your teammates
and reach out to your patients.
You will most likely not be paid to reach out to your patients
you have been seeing for years; but they miss you! These patients you may not
have been in contact with for the past six-weeks, are beginning to wonder about
you and the dental practice.
These patients, who you consider your friends, are wondering what you will do differently in your office after COVID-19.
Since they have not heard from your dental office it is very possible they are seeing marketing from another dental office in the community sharing what they are doing differently.
Many offices are spending time and money to revamp their
office with special evacuation systems and Hep Filters that run throughout the
office.
How do you know they will not choose another dentist during this time because they saw or read about the changes with the patient care at this other office?
If you are not in communication with your patients, another
dental office IS sharing their message about what they will do differently
after COVID-19.
Communication with your patients is a key factor if you plan to have a schedule with paying patients anytime soon.
Reach out to not only your doctor and patients but your other teammates.
Conclusion
There must be a recovery plan in place.
It may not be the doctor who takes the lead to plan for
recovery.
Your recovery plan begins today; actually, it began
yesterday.
Call, text, and send newsletters to your patients.
Your patients are people you care about. You have a relationship with them.
Dentistry is not a commodity, it’s a business that thrives
on relationships. Relationships with humans who have feelings, emotions and
have a positive response to kindness and caring.
Now is the time to let your patients know how much you care
about them.
Now is the time to communicate and plan with your team.
Communication with your patients means understanding how
your patients like to communicate.
This communication does not have to be a phone call however,
that is a great start to connecting with the people you care about.
Your communication can be a text message and even a text
message or email with a video message about how much you miss them and can’t
wait to see them. Tell your patients what you are going to do differently to
keep them safe.
When you use newsletters and/or email, patients love and
feel emotions when you include pictures and video messages. Imagine how much a
simple 30-60 second video message from a team member will mean to your patient.
And imagine the impact of a video message from the dentist-
owner of your dental practice.
I am positive that no other dental office in your community
has sent patients a video message that appears authentically kind and caring.
When a doctor is able to send a video message to their patients it will make a huge impact.
Your video message can be a generic message and it will
still pertain to every patient. This will be one general message but delivered
to all patients.
Your message is to let patients know you miss them; you hope
to see them soon and let them know to check your website for all the PPE and
office changes you have made during the COVID-19 pandemic.
When anyone goes to your website you must let everyone know
what you are doing differently after the COVID-19 pandemic.
Include your pre-assessment and all office forms on your website so patients can easily complete these. When the patients complete their forms they should be able to easily return to your office and the information is synced with your practice management software.
Use pre-assessments before patients enter into your front door after COVID-19.
Implementing one or all of these suggestions will set you apart from other dental offices in your community.
Why Should a Team Member/Employee Take the Lead?
Your recovery plan may become for the dentist because dentists did not go to dental school to be a business owner.
Now is the time to take the lead and plan to recover.
You can’t wait another day to connect and communicate with
your patients.
You may also plan to join one of the hundreds of
webinars-trainings as a team and this can help turbo-charge your plan to
recover after COVID-19.
This is not a time to wave your white flag and surrender.
Now is the time to get your head out of the sand and create
your success plan for 2020!
Without a plan, you will plan to fail.
Let’s do this.
We are all in this together and you got this!
Let me know if you need more information about sending video
text messages to your patients and I will share a special eBook with you that
outlines how to do this now and then after the pandemic.
Video texting and emails are the way to get your patients
attention.
Video messaging is the most popular
communication method in today’s world.
This is a webinar-based
training. Your tuition includes a ZOOM log in for each paid registrant,
handouts, eBooks and other bonuses.
After the webinar series is
complete you have access to a website with all of your training information at
your fingertips.
Tuition also includes 6 Live CE Credits.
See you there!
Schedule a FREE Profit Boosting Session Here today or call our office to schedule: 949-351-8741
ABOUT DEBBIE SEIDEL-BITTKE, RDH, BS
Debbie Seidel-Bittke, RDH, BS is founder and CEO of Dental Practice Solutions. Debbie is also a former dental hygiene program director. Her expertise is optimizing the hygiene department by taking a total team approach; including the doctor as the leader.
Please check out the FREE RESOURCE on treating the gingivitis patient which also leads to a CE Course on Gingivitis (2 CE Credits). Grab a FREE RESOURCE here today because when you do, you will be one of the first to know about our FREE Training RE: Treating the Gingivitis Patient.
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.
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 sessionClick 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.
Written by: JoAnn Leon, Front Office, Insurance Credential / Reimbursement Coach
We hear this question all the time, “Can you help me get more new patients to my office?
The answer is, “Doctor, do you realize that you have 1,560 patients and 300 of these patients have not returned to your office in the last eighteen months?”
How to keep the back door closed when new dental patients come to your office.
The most effective plan you can have in place is to reactivate your over-due hygiene patients. If you have a program such as SolutionReach, you can very easily reactivate these 300 over-due hygiene patients.
STEPS TO KEEP THE BACK DOOR CLOSED
Step 1. Know Your Numbers.
The team at Dental Practice Solutions, recommends that you run a hygiene report, so you know how needs to return for a hygiene appointment in the last eighteen months.
Step 2. Send a Special “We Miss You Letter.”
Send this e-newsletter to over-due hygiene patients. SolutionReach has great template to send patients an eye-grabbing e-newsletter.
Step 3. Offer an Incentive to patients who receive your e-Newsletter.
We have created a system around reactivation of your overdue hygiene patients. Without a doubt it works well to offer patients a gift for returning. This is the WIIFM syndrome. You know what I mean by WIIFM? I mean the “What’s in it for me” syndrome.
What has worked well for numerous years is offering your patients free tooth whitening when they do complete their hygiene appointment, pay for the prophy or necessary treatment, along with appropriate x-rays (BWX, FMX, etc.) and doctor exam. At the end of the hygiene appointment the hygienist or a clinician will take impressions and the patient returns in a day or two to pick. Up their whitening trays and two syringes of gel.
You can also have your whitening gel syringes customized here.
Step 4. Call Your Overdue Hygiene Patients.
Each day someone in your office should be working on calling overdue hygiene patients. Not too many people actually answer their phone these days so if you don’t get ahold of your patient, your next step is to text your patient.
Step 5. Texting Overdue Hygiene Patients.
What do you text a patient, so they want to call your office and schedule their hygiene appointment?
First of all, let me say that it is important that you have two-way texting set up if you do have the ability to text your patients. In today’s fast-paced and technologically oriented world, it is important that you can text two-ways with patients of record.
Your text should only say this: Please give our office a call about your appointment.
“They don’t have an appointment,” you say!
That is correct, the don’t have an appointment and you do want them to call about an appointment………one they need to schedule.
This one sentence works in a phone message or text and…. btw, it works very well when you are calling to collect money. That is
another blog, another day.
Step 6. What You Must Say When You Do Talk to the Patient?
Before you pick up the phone to call a patient and even if a patient calls about an appointment, it is important to look at the patients record, if you have electronic patient charts.
You need to look at the patient’s ledger to see if they owe money, etc. Very important is to look at the patient’s clinical notes and read about the reason WHY they need to return.
Ask yourself before you call the patient:
When was the last time there were in our office?
What do they need to return for?
Is it only (Not just lol) a hygiene appointment?
Do they have outstanding/unscheduled treatment?
What do you know if valuable to the patient?
For example, is money a possible concern and maybe a reason they have not returned?
Be prepared to overcome money objections by offering solutions and changing the loss of money into this appointment will help them save money
For example: Patients who have diabetes or high blood pressure, this is the perfect opportunity to talk about the mouth-body connection. Let them know that a healthy mouth means less money on medications and doctor/hospital visits
Step 7. Try Something Different Than You Have Been Doing.
You know what they say about insanity?
Doing the same thing over and over does not typically yield a good outcome. Take one or all of these steps and begin today implementing one. Just try one of these.
Go to your calendar and on today’s date write “Begin Reactivation.” Write down how many overdue patients you have on this day. Next turn to your calendar six months out and write a reminder to check the number of overdue hygiene patients.
The goal is for this number to be less than it is today.
And do remember to be patient with yourself (And the team) as you implement these new steps.
Each month you must run a hygiene report and reach out to your overdue hygiene patients. It still surprises me, the number of offices we work with. When we investigate a new clients reactivation process, it happens too often, that there is no reactivation system hence, hundreds, thousands of overdue hygiene patients.
Do you have an over-abundance of overdue hygiene patients? Does reactivating them seem like a daunting task? Reach out to use. Let’s create your strategy and close the back door for new patients as well as your current patients of record. Schedule a no-cost Profit Boosting SessionHere.
You can also email us or call: 949-351-8741 to get this scheduled now.
ABOUT JOANN LEON
For many decades, Joann Leon, has worked alongside various doctors from international backgrounds she has obtained extensive knowledge in management, insurance contracting and clinical aspects of various types of dental practices. Joann is able to provide unbiased, objective advice on selecting the right insurance plans, maximizing fee schedules, and streamlining accounts receivable collections.
– Certified Procedural Quality Assurance Consultant Eagle Soft Setup
– Insurance Credentialing & Contracting Dentrix Software Setup
– Human Resources/Legal Compliance Easy Dental Software Setup
– Filing Grievances Insurance/Patient New Practice Startup/Established Practice Analysis
– Fee Schedule Analysis Loss Prevention/Staff Accountability
– Digital/Hard Copy Filing Front Desk Employee Training
– Purchase/Sale of Practice Audit Preparation of Charts
In her spare time, she enjoys spending time with her sons and grandchildren; serving her spiritual community as a lector and Eucharistic minister. She enjoys spiritual retreats at least twice a year, the beach, dancing, and going out on scenic drives.
Do you feel like your dental practice runs your life? Do you wish that you did not have to concern yourself with running the business of dentistry? Do you want to not worry about the marketing, deal with payroll, worry about open holes in your schedule and a bank account that does not grow?
I feel your pain and I have created an all-day live CE Event in Portland, Oregon. Plan to join Debbie Seidel-Bittke, RDH, BS, CEO of Dental Practice Solutions, along with Doug Fettig of Aldrich Advisors.
We have planned a life-changing event so you don’t need to worry about your dental business but you can focus on your clinical dentistry.
Plan to bring your team so they can learn and begin implementing what they learn. This will leave you feeling like you have a new lease on life!
You get 6 AGD Credits, breakfast, lunch, snacks, coffee, tea, soft-drinks plus we will give away prizes all throughout the day: valued at $50-$1,500. You will walk away with your customized blueprint.
More information and Register Now. Early-bird Pricing Expires August 21, 2018.
As a dentist, your e-mail is probably bombarded every day with various online marketing pitches. Everything from web design to e-mail marketing and copywriting—you name it, it’s there.
However, did you notice that neither of these sales letters tells you the most important thing, which is what your return on investment (ROI) will be, or how much money you can make if you invest in their services? They don’t, because in most cases, this is difficult to calculate. These online-marketing firms are not willing to go for such a commitment, and even if they do, the ROI doesn’t look that good.
On the other hand, there are services like search engine optimization (SEO), which delivers quite predictable results, and we can easily tell what your potential is if you invest in that. Furthermore, SEO is a long-term strategy. This means the ROI doesn’t fluctuate month by month. In fact, most of the time, the ROI increases every other month, even if you put the campaign on hold.
This is exactly what we’re going to teach you here. We’re here to help you form an easy way to estimate how much money you could make as a dentist practitioner if you invest in an SEO service.
Click the link below to read more on how you can estimate your ROI from search engine optimization.
One of the big controversies working with dental hygienists is “When do we begin screening for gum disease?
It is a common question and each office we work with has a different answer.
What is the correct answer to this question?
In 2011, the American Academy of Periodontology published the Comprehensive Periodontal Therapy Statement, which recommends that all adults receive an annual comprehensive evaluation of their periodontal health.
The periodontal exam begins for all adults.
Who is considered an adult?
As a former dental assistant and then clinical dental hygienist, I have learned from experience, over years seeing teens and watching them grow to be mature adults, that periodontal disease begins at a very young age.
The description of adult for a dental patient begins when the patient has all twenty-eight of their adult dentition. This is the best time to begin screening for gum disease.
The conversation about gum health should begin with a patient at a very young age. You may notice that during orthodontic treatment, young patients have gingivitis. This is a great time to begin treatment for gingivitis and this conversation about the benefits of oral health.
Start educating your patients about gum health at a young age.
As dental professionals, our goal needs to be not only optimal oral health but optimal health. We are in a great position to help our patients understand that a healthy mouth can lead to a longer and healthier life. This needs to be our overarching message as a dental healthcare provider.
What does a periodontal comprehensive exam include?
The American Academy of Periodontology has a checklist that you can download. You can download this checklist here.
Your periodontal exam will begin with an overview of the patients’ total health. This will include recent surgeries, medications; herbs are included with medications because some herbs will cause more bleeding.
Hereis a list of medications and herbs that may cause more bleeding then expected during a hygiene appointment or dental procedure.
What do we say when the CPE is not a good report for the patient?
It is very helpful when the clinician providing the CPE explains what is happening before they lie the patient back in the chair.
Next week I will walk you through the process on exactly what you should say before you begin the screening.
If you can explain what you are about to do for example, “I am going to use this ruler to take some measurements and these numbers mean X, Y & Z. When I am finished calling out these numbers, I will ask you “What is the highest and what is the lowest number you hear me call?”
When you explain this to your patients before you begin your screening, you will notice that patients tell you they have disease before you ask them what numbers they heard called out.
Your message
In conclusion, our goal is to help our patients live a longer and heathier life. When your patient has gingivitis, periodontitis or any type of infection in their mouth, it is a chance to sit with your patient and talk about the mouth-body connection.
We are in the business of helping people live a longer and healthier life.
When this is your message, you will have patients who schedule and pay for treatment. When this is your message you will have a dental practice of patients who return for routine care. This message shows how much you really care!
For more information about treating the patient with gingivitis and/or periodontitis downloadour free resource with a Hygiene Patient Flow Chart.
ABOUT THE AUTHOR
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
Does your dental practice run your life? If you want to change the way you currently live your life in our world of dentistry check out our Live CE Event
Dentistry: Get a Grip on Your Practice and Grow Your Business
September 21, 2018 6AGD Credits
Early-bird special until August 21, 2018.
$97 Tuition which includes Food all day, Your Customized Success Blueprint, Prizes valued at $50-1,500.00 plus 6 AGD Credits.
