Presenting the Cost of Treatment

May 1, 2013 in Dental Business, Dental Staff, Dental Tips and Facts, Starting a Dental Practice | No comments

Charlotte Dentistry®Dr and staff encourages young people to consider the dental profession, and welcomes any questions or suggestions you may have.

Presenting the cost of treatment and collections can be tricky issues with doctors and their staff. On one hand, you want the patient to appreciate you and the care you provide but on the other, you must be aware you’re your dental office is still a business and collecting payment is a necessary evil. Having a staff that has been thoroughly trained is key; they must do the legwork for you and, if trained properly, they will be invaluable assets to your practice.

A doctor who is doing his own collections will give the impression of being greedy and unconcerned with a patient’s well being. When a patient asks the doctor how much a procedure costs, the doctor should always refer back to his or her administrative staff by saying something like, “I’m the doctor and I specialize in healthcare but my team can help you with any insurance questions or financial concerns. I’ll be back shortly to check on you,” then exit the room while an administrative staff member addresses financial questions. OR, if a patient asks about the cost of treatment options, be frank with them and say, “Well, a root canal and crown costs more now but an extraction will cost you more in the long run. I’m not sure of the exact fees, but our business coordinator can give you all the details.”

The recommendation is to have your staff come into the treatment room or into a designated financial office where there is complete privacy. A person who is trained as a dental assistant or has a good understanding of dental procedures is recommended to discuss treatment as patients will likely have questions during this meeting. It is also extremely helpful to have clear intraoral pictures so the financial adviser can leave these on a screen as they explain the costs for treatment. Patients should have a clear image of what the doctor has seen to emphasize a need for the services as it is much harder to “sell” a root canal to someone who hasn’t experienced any discomfort than it is to someone who can see an abscess on a digital x-ray.

Train your staff to always be empathic. A smile, a kind word, and a personal comment like, “I completely understand having to make payments – I have two children myself and they are BOTH in karate. It definitely gets expensive!” goes a long way. Your financial advisors should be a balance of personable and assertive. You want them to be firm in collecting payment and convey the message that any payment arrangements are binding contracts while maintaining the image of a caring practice.

Would You Like To Know More? Use the “Ask the Expert” feature on our Website.

~Written By Rachael Armstrong

 

 

Tags: , , , , , , , , ,

How Often Should You Evaluate Your Fee Schedule?

May 1, 2013 in Dental Business, Dental Technology, Dental Tips and Facts, Starting a Dental Practice | No comments

Charlotte Dentistry®00024-08_SEPT(253).jpg encourages young people to consider the dental profession, and welcomes any questions or suggestions you may have.

The fees that a dentist charges for services are always under pressure from a variety of sources.  The costs of running a dental practice are always going up, whether it be from rising prices for equipment and staff or pressure from insurance companies to keep costs down.

So a good dental practice evaluates its fee schedule on a regular basis to compensate for cost changes and competitive challenges.  Many practices will review their fee schedules once a year, but many industry experts suggest that twice a year may be a better approach.

Dentists have a number of tools at their disposal to help in this process.  A variety of national and local schedule indices allow practices to compare where their fees fall in relation to other dentists in their market area.  A common target is to try to keep fees adjusted so they range in the 80-100th percentile of fee averages.  This allows the practice to keep profitability healthy while staying competitive.

Fee schedules are available by zip code which is a better gauge when evaluating your local schedules.

Another advantage of evaluating fee schedules twice a year is that if a procedure price needs to be raised substantially, it doesn’t have to all be done at once.  It can be done in increments, which prevents patient “sticker shock” that could result in patients looking at other practices. So remember is it always good to evaluate your fee schedule.

Would You Like To Know More? Ask Dr. Armstrong by using the “Ask The Expert” feature of our website.

Tags: , , , , , , ,

Prioritizing Equipment Purchases

May 1, 2013 in Dental Business, Dental Technology, Dental Tips and Facts, Starting a Dental Practice | No comments

Charlotte Dentistry®empty dental room encourages young people to consider the dental profession, and welcomes any questions or suggestions you may have.

If your dental practice is thriving, you will likely be looking at purchasing new equipment on a regular basis. And you’ll have to make decisions as to which equipment purchases have priority over others.

Do this right, and you can enhance the profitability of your business, and the satisfaction of everyone who works with you. Get it wrong, and you can cost yourself money and good people.

The core factor behind most purchases is revenue—what purchases will generate enough revenue to justify the cost? However, it’s important to remember that revenue can come from a variety of factors, including:

Productivity—what does your office need to maximize the efficiency of you and your staff? Ask for suggestions from your associates and clinical staff.

New services—what equipment would allow you to expand the scope of your practice and generate cash from new revenue streams?

Reliability—is there old equipment that causes problems and disrupts the business? If so, it can be more cost effective to replace it rather than repair it. Your staff or manager should keep you informed of equipment needing attention or replacement.

Timing—equipment purchases can mean significant tax advantages depending on when purchases are made, especially at the end of the year. And the tax advantages may determine whether or not a purchase becomes a revenue generator—and how quickly.

Another good strategy is to look at any areas of your practice that are slowed or disrupted by lack of equipment. Consider the cost of buying versus lost potential revenue from the bottleneck. This may also show you that a purchase can be justified.

Would you like to know more? Use the “Ask The Expert” feature of our website.

Tags: , , , , , , ,

Dental Student Internships: Should You Consider One?

March 22, 2013 in Dental School, Dental Staff, Dental Tips and Facts | No comments

Charlotte Dentistry® encourages young people to consider the dental profession, and welcomes any questions you may have.Dentist Examining Little Boys Teeth --- Image by © Royalty-Free/Corbis

Dental Student Internships , which facilities offer internships and are they beneficial

Being accepted to and ultimately completing dental school, are significant life accomplishments, and will put you into consideration for a number of career opportunities once you complete your work.  But you can enhance your standing in the profession by looking for ways to earn experience, even while still in school.

Dental Student Internships are one good way to do this.  Internships vary greatly in the scope of duties, hours, pay (sometimes they are paid, sometimes not), and other factors.  Some practices or facilities welcome the opportunity to take on interns, while others may not be able to devote time teaching someone.  So if you want a good internship, it’s important to identify possibilities early, as well as working hard to demonstrate that you’re the right person for the job.

Your dental school probably has a listing of internships available on an ongoing basis, but you may have to get creative and look for others on your own.  (Note: Also check out the American Dental Education Association www.adea.org) This can require tenacity in contacting dental offices to see if they’d be willing to consider an internship position for you.  You may find yourself working as a dental assistant to start, but in a good situation, the dentist may be willing to let your observe procedures and ask questions. And as always in a career, “Something is better than nothing at all”.

Another approach is to look for volunteer work (at clinics, health fairs, and other events) where someone with a basic knowledge of dentistry could assist.  You’ll gain some experience this way, but you may also start building networking relationships with dental professionals who also volunteer — and who may be willing to use you for other internship or work in the future.

Your diploma from dental school says you have skill, but any additional life experiences you can put onto your resume from internship work can go a long way to getting you even better opportunities when you graduate.

Would You Like To Know More?  Use the “Ask the Expert” feature on our website.

Tags: , , , , , , , , , ,

Dental Hygienists: Teachers Of Good Dental Health

March 21, 2013 in Dental Business, Dental Tips and Facts | No comments

Charlotte Dentistry® encourages young people to consider the dental profession, and welcomes any questions you may have.Dental Hygienist Helping Girl Brush Teeth

Hygiene – license, skills necessary to be a successful dental hygienist – how to best communicate with patients

It’s hard to overestimate the importance of Dental Hygienists in our profession, because they can influence people over the entire course of their lives.

Chances are, you learned a lot of good dental care from your hygienist.  In addition to cleaning and checking your teeth, your hygienist also spotted weaknesses in your care regime and gently corrected and enhanced your skills. This may include demonstrating the best ways to brush and floss—especially with younger patients.  This, over the course of a lifetime, added years to your teeth.

Dental Hygienists are teachers and communicators as much as technicians.  They instruct patients and inform dentists about key issues, and make a major contribution to patient care.

Dental hygienists concentrate on preventative care.  They work with dentists in a dental office, performing oral examinations, taking x-rays, and cleaning teeth. In some states, for example, hygienists may administer local anesthetics, place fillings or even make diagnoses.

Becoming a dental hygienist usually involves earning an Associate’s Degree in dental hygiene from a community college or technical school.  These degrees typically include both classroom and lab work, along with clinical practicums where students work with patients.

Once coursework is completed, dental hygienists must pass a state licensing exam.

A dental hygiene degree can also be used to pursue advanced degrees, or even as a start for working toward a dental degree.

So if you enjoy working directly with patients, and enjoy teaching people skills that can make a lifetime of difference, a career as a dental hygienist may be for you.

Would You Like To Know More?  Use the “Ask The Expert” feature of our website to get your answers.

 

 

Tags: , , , , , , , , , ,

Patient Payments – Now Or Later?

March 21, 2013 in Dental Business, Dental Tips and Facts, Starting a Dental Practice | No comments

Charlotte Dentistry® encourages young people to consider the dental profession, and welcomes any questions you may have.Now or Later

Many patients have dental insurance, and among your first business decisions will be determining which insurance plans to accept.  You also have to make a decision regarding patients who don’t have dental plans—are you willing to allow patient payments for some more expensive services.

This is a big question.  Many dentists try to avoid this issue, because there is a significant risk of either not being paid or being paid very late.  But you will find a number of patients who can’t afford to pay for some procedures outright.  And you may decide for business—or for personal—reasons to allow these people to pay over time.

One business advantage to this (for a new practice) is that you can attract new patients and build goodwill.  But the downside is that if you have a number of patients who are paying over time, you could create some significant cash flow problems for yourself.

One possibility is to look for local financing sources that would be willing to provide loans to patients for dental service.  There are also some national sources that may be available.

Another approach is to set a limit on the amount of work that you’d be willing to accept payments for over time.  A crown that costs $800 might be hard for a patient to manage as one payment, but the patient could handle it over two or three payments. If you don’t get paid for the procedure for whatever reason, it’s not a crushing loss.  However, work that costs several thousand dollars may be more than you’re willing to risk.

So it’s a bit of a balancing act, you want to find a position that lets you accept more patients and do more work, but you don’t want to create unnecessary risk for your business, especially when it’s new.

Questions?  Use the “Ask the Expert” feature of our website

Tags: , , , , , , ,

Case Presentation for Occlusal Guards

March 21, 2013 in Dental Technology, Dental Tips and Facts, Oral Health | No comments

Our ongoing series on Charlotte Dentistry® career blog

Current research shows that some 10 million plus individuals suffer from TMJ syndrome, a condition which prevents the temporomandibular joint from functioning properly. 50-90% of the population are bruxers and half of those people eventually become chronic enough that they require therapy!Occlusal Guards

Thanks to certain brands marketing sugar free products or gum made with Xylitol, many people falsely believe chewing gum is “good” for their teeth. While these products do offer less sugar and fewer calories, it is the act of chewing which places unnecessary wear on your joints, thus causing undue pain or discomfort. In the dental world, this has become a constant battle as we continue to explain to patients that chewing gum is, in no way, healthy for anyone’s smile.

Knowing what a patient hears on a regular basis is good to keep in the back of your mind as you suggest things like occlusal night guards. Many patients reject the idea of paying for a night guard when they believe they’re getting one of equal value over the counter (and at lesser cost), so remember – patient education will always be your first line of defense and your presentation of diagnosed treatment is secondary. (We know that patients do not invest in things they feel they do not need and they do not buy from those they do not trust, so we educate and then present treatment in a no pressure environment.)

Try to explain to patients that “getting what you pay for” applies to dental care just like it does with anything else. They simply will not reap the same benefit from an over the counter night guard as they would from one that is custom made of stronger materials. I recommend explaining how much force the human bite has to a night time bruxer and let them know it’s subconscious, they can’t help it, and encourage them not to waste their money on something they will chew through in a matter of weeks (or days, in some cases). In this same conversation, explain that you’d like to hear feedback from them once the occlusal guard has been delivered.

Keeping in contact with the patient and providing care after the device has been delivered is not only good customer service but it also creates value and trust in you, the doctor.

Would You Like To Know More? Use our “Ask the Expert” feature on our Website.

~Written By Rachael Armstrong

Tags: , , , , , , , , , , ,

Are You A People Person? You Could Become A Great Dental Assistant

March 21, 2013 in Dental School, Dental Staff, Dental Tips and Facts | No comments

Charlotte Dentistry® encourages young people to consider the dental profession, and welcomes any questions you may have.Smiling Nurse Carrying Medical Charts

Assisting – certifications required, skills necessary for a productive/beneficial dental assistant – how strong people skills are critical.

For many people, a dental assistant position is a start in the field of dentistry, and a base for pursing other positions like Dental Hygienist.

Dental assistants are an invaluable part of any practice. They’re charged with a wide variety of patient and clerical jobs, and their support is a strong component of patient care.

Dental assistants sterilize dental instruments, prepare examination rooms, manage office inventory, schedule appointments and process payments. They also collect patient medial and dental histories, and may perform x-rays, take impressions, apply topical anesthetics, and other tasks.

They also assist the dentist during certain procedures. In a new dental office, the assistant may even be responsible for helping greet patients and processing payments. The Dental Assistant becomes a key ambassador for the entire practice.

There are no strict education requirements for dental assistants, although many complete a one-year certificate program or follow an Associate’s Degree program at a two-year college. Programs are designed to give students practical training for entry-level employment.

Training includes infection control, oral anatomy, radiography, and other skills. Dental assistants typically must also pass a licensing exam and undergo more training once on the job.

So if you enjoy working with people, and like helping people get care that can make their lives much better, becoming a dental assistant may be something for you.

Would you like to know more?

Click HERE for the American Dental Association job description of Dental Assisting, or Use the “Ask The Expert” feature of our website to get your answers.

Tags: , , , , , , , , ,

The Key to Generating Referrals

March 11, 2013 in Dental Business, Dental Staff, Dental Tips and Facts | No comments

Charlotte Dentistry® encourages young people to consider the dental profession, and welcomes any questions you may have.referral

When you want something, the simplest way to get it is to ask for it, right? Easier said than done? We don’t think so!

Encourage your front office staff members to ask the new patients how they heard about your practice on the very first phone call. Mutual friends/acquaintances are easy conversation starters and referral information can be noted in the patient’s chart for future reference. If it is an existing patient that has referred them and you’re familiar with that person, feel free to say something kind about them. (i.e. “We just LOVE seeing Mrs. Smith! Tell her we all said hi the next time you see her!”)

All members of your staff should be familiar with the patient they’re seeing for treatment. Patients feel more at ease when they discuss matters that are dear to them, so ask about their children, their pets, friends and family, etc. When asking these questions, instruct your clinical staff to specifically ask, “I noticed Mrs. Smith told you about our office? Tell her thank you for sending us such a great patient!” Obviously, all staff members must respect HIPPA guidelines and refrain from any unnecessary discussion. However, establishing a mutual friend builds a fast rapport and immediately establishes trust between the patient and the dental team.

If the patient you’re seeing was referred from any other source, don’t panic. Note the chart and move on to other discussions. The patient should never feel they are the target of a marketing ploy (although, like it or not, we are ALWAYS marketing and networking). At the end of the appointment, ask the patient if everything went well or if they have any concerns or questions and then BE SILENT, maintain eye contact, and wait for a response. Genuinely listen to the patient’s feedback. At that time, if the patient reports a pleasant experience, respond with upbeat confidence, “Aren’t you kind? That means so much to us that you’ve enjoyed your visit today. You know, we always welcome great patients just like you, so if you know anyone who needs a dentist, we would appreciate your referrals!” Make it personal and make an example of them. Single them out, use the words “great patient” and make it sound as though you can’t wait to meet anyone they send your way. A little extra attention goes a long way and the next time a friend of theirs complains of a toothache, this discussion will ring in their ears while they willingly hand out your business card.

Repetition is very important, so from start to finish, remind the patient that they are valued, stress the importance of patient care, and relieve their anxiety by making them feel at home. This makes a lasting impression and goes a long way when you ask for a referral. Confidence in your staff and your abilities will ease the awkward feeling of feeling like you’re “begging” for referrals. Know that you are providing excellent customer service, top notch dentistry, and don’t be too shy to sell yourself!

Would You Like to know more?  Use our “Ask the Expert” feature.

~Written By Rachael Armstrong

 

 

Tags: , , , , , , , , , ,

Careers In Dentistry—Growing Your Practice: Why You Have To Promote Your Practice Continuously

March 9, 2013 in Dental Business, Dental Tips and Facts | No comments

Charlotte Dentistry® encourages young people to consider the dental profession, and welcomes any questions you may have.ads

For many dentists, practice promotion is a chore that they’d prefer not to do.  And because of this, the marketing programs of many practices go in fits and starts—the practice will have an effective presence in the community for a while, and then quieten down as the practice gets busy.

Here’s why you can’t let that happen.

First, your patients only see you—if you’re lucky—a handful of times per year.  They can forget about appointments or even switch dentists if you don’t maintain some communications with them between scheduled visits.  Especially for new practices that are still building brand recognition and getting patients into the “habit” of visiting regularly, this can be critical.

But that’s only one part of the communications challenge:  How do you reach new patients?  This is another reason why your marketing has to be consistent and regular.

The group of people who are in the market for dental services is constantly changing.  It’s similar to other infrequent purchases, like tires or furniture.  When someone has a need, he or she pays attention to advertising and news about the needed product or service.  When someone isn’t in the market, the communications gets ignored for the most part.

So you have to be present in the marketplace when a person realizes the need for dental services—either to fix a problem or to just get a checkup.  That’s why consistency is so important in marketing.  Even if you don’t like doing it.

Would You Like To Know More?  Use our “Ask the Expert” feature.

Tags: , , , , ,

« Older entries

 
 

Switch to Mobile Site