Accelerate My Practice Blog

It doesn't matter whether you've been in your dentistry practice for one year or thirty years, the way you approach a patient on that first visit can do volumes for your business. When you talk to your patients, you need to think of their needs right off the bat. Many are concerned about insurance, while others may only want to get aesthetic work done.

Whatever the needs of your patients, it is important that you know them in order to better serve and up-sell them. Here are three questions you should always ask at that first appointment.

You need to have balance when it comes to running a successful dentistry practice, and one aspect that should not be overlooked is new technology. Integrating new methods and tools is something that you should start looking into today, because you don't want to be left behind by your competitors. Start simple and consider which of the following advancements would be best for you, your staff and your practice. Whether you choose to implement these or they serve as inspiration for something else, get started!

Unfortunately, it is just part of the dental industry that some people do not want to participate in the treatment that they need, or the best option for them. This is where you have to be diligent in suggesting the best treatment, work with the patient so they accept it, and move forward. Here are some steps that will help you guide your patient in the right direction when it comes to treatment.

When presenting dental treatment to the patient, how do we do it so they say yes? How do we paint a picture so the dental patient goes from fear to pleasure? What is the best process? Do we take the time to slow down to go fast? Do we really understand what drives that particular dental patient's motivation?

Have we said the same thing to the patient the same way the last several times we have seen them to repair that same problem? Why do you think they are still hesitating?

Can a Perio department be profitable for your dental practice?

Recently I have been doing research with my clients to see what percentage of their patients are being treated for Periodontal disease. It has been very eye opening for myself as well as the doctors. The average has been under 20%! According to the ADA, the CDC and RDH magazine, it is between 50-80% of your patients have periodontitis. So the $400K question is why are only 20% being treated?

I think there are a few answers to this question. First, we are probably treating most of these patients for periodontitis but only billing for a healthy mouth cleaning. If your hygienist is spending 20-30 minutes with a Cavitron in their hand, but billing for a D1110, you are just leaving money on the table and billing incorrectly. I am finding that this is way more common than most doctors realize. The reason for this, is we are afraid to tell the patient that their oral health has deteriorated and perhaps we have been over treating and under billing. Fear is the answer for sure.

The second reason I find many patients aren't being treated for Periodontitis is because there appears to be confusion the definition. Just seeing the range in prevalence between the ADA, CDC and RDH magazine proves this. How can all 3 sources have a range of 50-80% of your patients have periodontitis? I am not a clinician thus can't answer this question for you. I would suggest that the doctor and hygienist have a sit down to discuss this and if needed, get your favorite Periodontist to do a lunch and learn for you on this topic. They clearly will have the answer.