In this week’s episode, Gary will share tips on how you can guide your patients to make well-informed decisions regarding their dental & oral hygiene based on their best interests & book more appointments at your practice.
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Most dentists may object to this as they may think it’s similar to “selling” dentistry. But, Gary thinks this is an opportunity to guide patients.
There are two ways through which we create more opportunities to guide patients;
1) Patient Education
One of the best ways in influencing patients to take a greater interest in their teeth is by educating them. We will be going through a variety of case presentation methods & techniques to effectively educate patients to help them be well informed about their dental health.
2) By providing high-value services!
Once you have a patient in your practice who is educated & well informed about their oral health, you now have the opportunity to present them with solutions that will help them to not only enhance but also maintain their dental condition in the best possible way.
Every dentist has various procedures they love to do & offer at their practice. Gary likes to call them “high-value” services.
High-value services vary from dentist to dentist. Some dentists might like a procedure done in a certain way, whereas some might not, so high-value services need to be self-defined.
Hence, the first thing you need to do is define the things you love to do, for when you do the things you love:
- You’re going to get better & better at it!
- You’re going to enjoy the time you’ve spent doing what you love!
Once you have defined the things you love to do, it acts like an anchor that guides you to your mission statement, which is all about practicing dentistry in a way that provides you with personal, professional, and financial satisfaction.
Listen to this episode now and learn how to create opportunities to guide your patients to take a greater interest in their oral health & make wise decisions regarding their oral health.
I hope you enjoy this episode!
- 00:00:24 – Introduction.
- 00:00:40 – Announcement.
- 00:03:37 – About Gary’s 3-day course 35 years ago.
- 00:05:19 – What are high-value dental procedures?
- 00:05:37 – Why does Gary encourage you to define the things you love to do?
- 00:06:09 – Example of what it feels like when you do the thing you love.
- 00:12:38 – 1st tip
- 00:14:08 – Example of how you can connect with the patient first.
- 00:17:51 – 2nd tip
- 00:20:50 – 3rd tip
- 00:22:03 – 4th tip
- 00:22:43 – Why is it important to show patients photos of their teeth in a tablet during exams?
- 00:29:01 – Bonus tip when presenting treatment recommendations.
- 00:38:43 – Recap of the Tips.
- 00:42:29 – Question 1 – Gary, I am getting mixed messages about the best format for the first appointment for new patients. Is it better to bring the new patient in for a Records and Dr. Exam first appointment or bring them in for a hygiene appointment first?
- 00:46:31 – Question 2 – Right now, I am scheduling an hour and a half for our new patient experience for records, Dr. Exam, and the hygiene appointment, and it doesn’t seem to be enough time. How would you suggest that I change this first appointment?
- 00:49:25 – Question 3 – How do you recommend that I communicate with patients when I see that they have many issues in their mouth, but everything is asymptomatic and they don’t seem to have any interest in proactively treating the issues I see?
- 00:54:00 – Question 4 – I really struggle with deciding when to present only the necessary treatment versus presenting a comprehensive treatment plan. How can you help me become more effective here?
As a dental practice coach, Gary provides guidance for dental professionals on how to create a healthier practice style that lets them deliver excellent patient care while reducing depending on insurance.
More importantly, Gary’s insights are not just based on theory – as a co-owner of a dental practice, he has first-hand experience in making this transformation from a high-volume and low-fee insurance model to a fee-for-service approach that is more sustainable and promotes a patient-centric and financially healthy dental practice, and he is dedicated to sharing this knowledge with other dental practitioners via the popular Thriving Dentist Show!