The Best Practices Show with Kirk Behrendt

Dr. Michelle Lee delivers a presentation on an array of temporomandibular disorders (TMD), the problems they cause for Dr. Lee’s patients, and how different appliances can offer therapeutic solutions.

Different facial muscles are affected by TMD and that in turn causes breathing problems, general and localized pain, and issues with biting and chewing. This is both therapeutic and diagnostic, and we need to treat it as such. The “why” of TMD treatment includes understanding and prioritizing muscle comfort, occlusion stability, and a free airway.

Anterior (muscle) deprogrammers are a diagnostic tool and they can help correct some bite problems. Dr. Lee explains some of the risks involved with anterior only therapy and reviews the functions (and key symptoms) of the muscles of the face: the temporalis, the masseter, the digastric muscles, and the plerygoid muscles.

Dr. Lee describes a patient named Emmy who suffered from a lot of pain in her back and neck, problems with posture, and mouth breathing. The science behind mouth breathing and how it can negatively affect facial development and healthy sleep are truly connected.

Bite splints should fit properly or patients will play with them too much. A high resolution pulse oximeter can also be used to check for sleep apnea problems.

She also shares a personal story of her six-year-old son, Nathan, and how his deep bite and tongue tie affected his sleep breathing and general development—UARS (Upper Airway Resistance Syndrome).

Pankey’s Cross of Dentistry:

Know Yourself

Know Your Patient

Know Your Work

Apply Your Knowledge

Main Takeaways:

You can use Appliance Therapy before, during, and after treatment. (3:30)

We need to understand the muscles, the joint, occlusion, and the airway. (9:30)

“For every 10 degree change in the angle of disclusion, there is a 30% change in the force applied.” (32:32)

“We can be the change we want to see in the world [through our dentistry].” (43:45)

“TMD and UARS are more linked than we previously thought.” (54:14).

Quotes:

“I’ve been able to stand on the shoulders of giants at the institute.” — Michelle

“Do the clench test if you want to determine if your patient has a high anterior only risk.” — Michelle

“The timing of the sound of clicks can give us a better understanding of occlusions.” – Michelle

“In the war between muscle and teeth, muscle always wins.” – Michelle.

“Mouth breathing is not a developmentally good thing.” – Michelle.

“I know there’s a big pause in our lives, but we can sharpen our skills.” – Michelle.

“Start with a little bit of ramp and move up...that’s why it’s called therapy.” – Michelle.

Snippets:

How Michelle got into dentistry. (2:00 – 3:30)

Michelle’s philosophy. (5:00 – 6:00)

Why we use TMD appliances in the first place. (8:20–9:40)

Emmy’s case study. (44:30 – 46:30)

Michelle’s son Nathan and his UARS. (51:40 –53:30)

Bio of Speaker:

Dr. Michelle Lee is very proud to provide all aspects of comprehensive dentistry which includes Restorative, Cosmetic, TMD, and Sleep Apnea treatment to the Fleetwood and Berks county areas. Dr. Lee is a graduate of the University of Pennsylvania School of Dental Medicine with a one year post graduate General Practice Residency Program at the Abington Memorial Hospital.

Dr. Lee continues to be a life long learner herself and constantly keeps herself abreast of dental advancements by committing to hundreds of hours of advanced dental education. She is an active member of the Pankey Institute, American Academy of Cosmetic Dentistry (AACD), and American Equilibration Society (AES), and other courses for advanced education.

Dr. Lee has advanced knowledge and training in the TMJ, Disorders of the TMJ (TMD), bite disorders, and Sleep Apnea. She continues to expand her knowledge in this field because she feels passionate about Dentistry based on the relationship of the Jaw Joint, Muscles, and Occlusion (teeth). She approaches dentistry with precision, accuracy,...

Sean White, CEO of Whiteboard Marketing, specializes in helping dental offices establish an effective media presence and optimize available web search tools. When it comes to ensuring a thriving practice, today’s tools go far beyond the traditional referral. Knowing how to harness the power of Google and related technology requires specific expertise that Sean shares in detail.

Google’s coveted “front page” real estate involves Page 1 points of entry for prospective patients including Google’s Pay Per Click (PPC) ads, the Google Local 3-Pack (maps, review and listing) and search engine optimization. Proximity, relevancy and Google reviews are the first things to consider optimizing and are featured at the top of any given search return, but it can involve more time than pay-off for the inexperienced practitioner.

When it comes to the most valuable real estate, the search results below the ads, maps and business listings are actually where 60-70% of prospective patients click for more information, especially if they are on a desktop computer. The payoff is significant, but the effort is unlikely to succeed without a commitment of time and resources to manage search engine optimization (SEO). Dental practices need to be aware of domain settings, logo icons, webpage tags and unique content creation (website, blog).

To climb the ranks to Google’s Page 1 it requires time, patience and persistent effort to manage tools and track return on investment. Follow-up is necessary to ensure that, once they convert and click through, prospective patients arrive at a user-friendly website that includes things like an interface that is friendly, provides access to a one-click phone call from the screen, offers live chat and online options for scheduling and bill payment.

Main Takeaways

Why understanding Google search is key to growing a dental practice. (04:34)

What is Google Pay Per Click and how does it work? (08:25)

What constitutes the Google Local 3-Pack offering? (10:11)

The majority of prospects click through on the actual search returns, which are trickier than Google ads and require commitment and optimization. Here’s why. (19:20)

Best practices for optimizing and leveraging Google products in ways the search engine will reward with improved visibility. (24:52)

Key Quotes

“If you’re a dentist trying to figure out how to work all this stuff you’re essentially wasting money. We want you to be in the chair, treating your patients and doing what you’re best at.”

“There’s 20 to 25 potential results on that first page of Google, which is enough for most folks to look at. Some folks don’t even know how to go to the next page. So the answer is, Yes. You definitely want to be on the first page.”

“What SEO is about is generating opportunities: Phone calls, web forums, web chats. The days of key word rankings and searching for yourself and not showing up — you can’t have that mindset anymore. You’ve got to look at the back-end data.”

“You have to have your conversion tracking set up on Google analytics because that’s the real true testament to the efficacy of SEO. That’s what the goal should be of your marketing partner or yourself — tying lead generation to your SEO efforts.”

“Any SEO company that’s confident in what they do should be more than confident telling you that you’re going to get at least three to four patients a month on a minimum just from your SEO effort.”

“If you want to be available and have a good presence in all the factors, then it costs money to do that and typically it’s a really good value.”

“Ultimately, without sales nothing happens. You gotta get your phone to ring more than it is. You gotta be able to convert new prospects over the phone and over chat and over web forums. You gotta have scheduling ambassadors if you really are truly interested in growing a practice.”

Snippets

02:49 - 03:40 - A little background about Sean White, CEO of Whiteboard Marketing

22:12 - 22:25 - Major Google ad...

In this episode of The Best Practices Show, ACT Dental Lead Coach Christina Byrne joins me to cover one of the most important and highly requested questions from dental practices: How do we fill our schedule? Together, we share 5 fast ways to fill your schedule right now!

Chris and I speak on the importance of keeping open communication and providing accurate information to your patients, especially during a global health crisis, as well as what to do when patients and team members are feeling anxious about covid-19.

We break down how to make your Morning Huddles exceptionally effective, emphasizing the value in picking KPIs that are leading indicators, talking about them in your huddles, and focusing on healthy reappointment percentages.

We address what it means to recommit to getting good at the basics, meaning regular re-care, with some classic and creative examples of how to do this in your office. It’s extremely important to continuously work on improving verbal communication skills with your patients, so make that a priority in your practice! Don’t hesitate to tighten up the re-care intervals for when you might see patients back for their next appointment. Certain patients may really need that, which can benefit your practice too.

We then touch on the power of re-energizing your internal marketing campaigns, noting options like running promotions and encouraging patients to utilize and maximize their insurance benefits.

Utilizing the learning opportunities available in this document and in our private Facebook group will be a game changer for your dental practice, especially in 2020. If you’re not a member of our Facebook group, be sure to join! If you would like some more one-on-one help, schedule a call with us today!

Download the handout to follow along by going here: https://www.actdental.com/opt-in-84a4b234-e88d-438d-86ad-a9efb51d2a85

Connect with us on Facebook: www.facebook.com/thebestpracticesshow

Join our private Facebook group: www.facebook.com/groups/442589266173928

Episode Timeline:

[00:00] Introducing the topic

[02:55] Step 1: Get super clear about WHY the schedule is not full in the next few months before you attempt to fill it

[08:43] Step 2: Make sure your Morning Huddles are “World Class” – this will create your biggest ROI

[22:19] Step 3: Recommit to getting really good at the basics, which has to do with regular re-care

[41:22] Step 4: Tighten up the re-care intervals for when you might see patients back for their next appointment

[43:08] Step 5: Re-energize your Internal Marketing Campaigns

[47:13] Outro: Utilize the learning opportunities with this document and our Facebook group!

In this episode of The Best Practices Show, Kirk sits down with Dr. Glenn Dupont, who has been in dentistry for forty-one years, and has experience and expertise in restorative dentistry. Initially, Glenn talks about the origin of the Dawson Academy, which began as a study group with Dr. Pete Dawson and several other prestigious dentists. Dr. Dawson was exceptional at his ability to simplify things and that he never stopped learning or writing. He was passionate about changing dentist’s lives.

Dr. DuPont does a lot of complex and challenging cases and wants to help other dentists understand how to simplify those types of cases. He believes that if you approach it systematically and follow the steps, challenging cases don’t have to be too difficult. When something is sequenced to be predictable and efficient, that is when it’s most profitable. Quality and principles should be constant, the only thing that should vary is how long the process takes.

Regarding sequencing, first you need to make sure the patients joints are stable and healthy. After establishing healthy joints, determine where the front teeth go. Once you’ve determined this, it’s all about the back teeth hitting. When developing the sequence for a case, it’s important to determine what work needs to be done and during which phase the work should be done. This helps to simplify the process. Prioritize and organize a few steps at a time instead of all of them at once.

In regard to making progress in cases and seeing them to completion, it’s important to make sure the patient understands the process from the very beginning, and then to advocate for them based what is best for their life at that time. You need to not only plans out the steps, but determine how long each step will take. This information helps the patient understand the process.

Do not be afraid to quote the fee. Follow a checklist for predictability and profitability. Dr. DuPont is an experienced, exceptional dentist, who is eager and willing to help other dentists become better at what they do.

Main Takeaways

When you follow the steps, complex cases are not difficult to do (6:51)

The principles and quality are constant, how long it takes varies (10:22)

Dividing work into phases allows you to simplify the process (18:34)

It’s important first that the patient understands the process, then it’s important that you advocate for them (22:29)

The whole process is easier if you follow the checklist from the beginning (36:42)

Key Quotes

“If you follow a systematic approach, those kinds of cases are not difficult to do, but you’ve got to follow the steps.”

“To sequence something for predictability and efficiency leads to profitability, and that’s sort of the bottom line.”

“Treatment plan the best [option].”

“The number one thing is, are the joints healthy? Are the joints stable?”

“The main reason that I see for people losing teeth isn’t really decay, it’s really broken teeth and the forces on the teeth.”

“Most difficult cases are solved when you figure out where the front teeth go.” - Dr. Dawson

“Once you get [the steps] in the phases and you get them prioritized, now you step back and you say, ‘Where can I combine appointments?’ That’s what gives you the profitability.”

“The patient has to understand the whole process, up front, and that’s critical. And none of these decisions are made without the patients understanding.”

“I not only determine each step, I determine the time that it takes for each step.”

“I don’t want dentists to be afraid to ask questions or be afraid to quote the fee.”

“Do they understand it? Do they really want it? Okay, I’m going to work with you, let’s figure it out.”

“You can do a big case, and you will lose money if you don’t sequence it efficiently.”

Snippets

3:57-5:38- A background of Dr. Pete Dawson and the Dawson Academy

8:11-9:19- Why sequencing is important

9:30-11:23- Quality is the constant, time is the variable

11:55-20:54- How to...

Seattlestudyclub.com for general resources and check out the SSC Symposium, which is online this year from January 29-31, 2021

Dr. Scott MacLean YouTube page: https://www.youtube.com/channel/UCRp7FHWTjpb7BeuFjmX2Azg

Dr. Scott MacLean Instagram: @drscottmaclean

Dr. Scott MacLean website: https://www.drscottmaclean.com/

SSC is designed for team members, specialists, general dentists and any extension of dentistry that want to be advanced and learn about a varied list of topics.

The symposium has some of the best speakers in the world and it will be very interactive. At the 2021 symposium, Dr. MacLean will be discussing the DTX Studio and how it can help treatment plan and map the procedure for implant placement.

· “There is no such thing as a successful hermit”

If you want to be challenged and see how great people think, refer to the SSC and see what they have to offer from the symposium to the local study clubs. The resources are endless and constantly improving. Mentorship can occur and provide a hands-on personal touch on how to succeed with a life associated within dentistry.

To a group of lab technicians: “How often do we have the implant in the right spot?” – of 350 people, the response was only 50-60%.

Each person is very individual with different structures in different locations, from the nerves, to the bone levels, to the type and style of tissue.

Guided surgery allows for a plan to be done outside the mouth and making it easier to execute that plan while inside the mouth. Whether it is “Dynamic Guided” or “Template Guided”.

Not every implant should be placed at bone level. There are times that the proper plan involves platform switching or other techniques to provide the proper treatment.

The two versions are: “Dynamic Guided” involves a scan that is then taken into a program called “X-Guide” which allows for the clinician to see on a screen what their hands are doing based off of the scans and images that had been taken.

The other is “Template Guided”, or having the patient take a CBCT x-ray and an intraoral scan that are then combined to help guide where the implant should be to provide a proper implant location. To do this same day, you can have a 3D printer produce a template in your office.

The software used by Dr. MacLean is DTX Studio. To see him in action, refer to his YouTube video at https://www.youtube.com/watch?v=DErtuSGOSHM

Reduction of error and increasing predictability is the hope.

Artificial Intelligence (AI) can be used for anything from diagnostics to charting. A simple process of taking a pano and/or CBCT combined with an intraoral scan then populate everything from existing conditions to bone levels, which can reduce the amount of time spent trying to gather information. It can also assist in determining potential pathologies or success rates of treatments. These treatments may even continue to being non-ionizing radiation patterns of gathering information (video mouth trays that can image the whole tooth), which has been a concern for many for a number of years.

This will never alleviate the need for dentists. You still need to have a great person to understand the information being obtained and to perform the treatments. There is an emotional portion of dentistry that will never be automated.

With so many potential treatments associated with a single diagnosis, it does help to have a very visual educational tool to discuss with the patient any concerns and to help them see the reason for the treatments. When it comes to the SSC local clubs, these moments can be aided by having specialists involved to get a varied set of opinions to further improve the potential outcome.

We are finding ourselves in a pattern where training of team members (both in the office and labs/specialists) needs to be different due to the advancements that are developing. Have the treatment options established with a system, it allows for team members to fully buy-in to the process and can make the...

Dr. John Cranham, a full-time dentist and also a lecturer, discusses the digital dilemma: the transition and cost of going digital in dentistry. John begins by addressing the reason for going digital which is to improve your quality and your efficiency once you make the transition. He emphasizes that all of the technological advancements make this is an exciting time to be in the field of dentistry.

One important point regarding the digital transition and advancements, is how important the analog experience is. The ultimate work that is done in dentistry is analog work (the former way of taking molds and doing models) but doing scans and models digitally, takes away that necessity.

There are two main dilemmas in going digital. The first, and most common dilemma, is cost. In his opinion, the cost ultimately balances out when you consider material cost that you will no longer have, as well as time savings. He also encourages people when they are shopping around to consider the reasons why equipment prices differ. Another hesitation that people often have is that they are not tech savvy enough. It is the assistants who will usually be using the equipment and they will receive training on how to use the equipment. He gives the encouragement that going digital is necessary if you want to be as predictable, efficient and profitable as possible.

Another benefit of going digital, is the ability to communicate the problems and solutions to the patients. When you can digitally show a patient what is going on inside of their mouth, and how the mouth is a whole system, it increases their understanding of why something needs to be done. There is much less error and need for adjustments when using digital over analog.

John shares about his new book coming out, The Cornell Effect. He gives a glimpse into what his son’s journey has meant to him and some of the principles in his book. He also shares about what the Dawson Academy has meant to him and why you should consider joining.

Main Takeaways

- Going digital allows you to be more accurate and more efficient

- The new digital technology makes dentistry an exciting field to be a part of right now

- The biggest dilemma of going digital is cost

- It’s important to go digital if you want to be as predictable, efficient and profitable as possible

- The digital way results in the least amount of error and adjustments.

Key Quotes

“For me, if I’m going to jump into digital, I’m going to make sure it’s at least going to be, quality wise, as good as what I can do in the analog world.”-John

“My personal hope is it’s going to make the ability to be able to visualize optimal dentistry and design occlusions, to design beautiful smiles, much more attractive to the mainstream population of dentists, because it’s not going to be as difficult.” -John

“The things I was dreaming about fifteen years ago are here now and evolving at warp speed.” -John

“You cannot replace the experience of doing something analog.” -Kevin

“When you get to your patient, your patient is one hundred percent analog. It’s analog, you’ve got to do it with your own hands.” -John

“I think that that’s what everybody gets stuck on, is the cost, and then I think the second thing that people get stuck on is maybe they’re not that technologically savvy.” -John

“I think you’re going to leave predictability, efficiency and profitability on the table if you don’t start getting into this game.” -John

“My goal for what I do, as a dentist, and maybe the legacy that I would like to leave behind is, I would like to be able to take all the protocols that Dr. Dawson sort of created, in terms of doing more complex dentistry, and do this in a more efficient, predictable manner in the digital world.” -John

“If you want to start getting excited about doing some of the larger things, these are the protocols that are just going to get better and better.” -John

“There’s just people sometimes put on this earth to inspire...

Drew is an orthodontist who specializes in Invisalign. Initially, Drew, who will be a keynote speaker, describes the Seattle Study Club Symposium. The Seattle Study Club is one of the best resources for learning about dentistry. Drew has a chapter in Santa Barbra where they meet about nine times a year and bring in speakers to educate the providers, and therefore better the dental care their community receives.

Drew discusses the importance of transitioning from analog to digital, given the digital culture we live in today. He compares braces to an analog experience and Invisalign to a digital experience. He shares ways that he has gone digital in his practice, including online exams and consultations. Drew also shares that going digital enables his work with other specialists to be more efficient and accurate.

Next, Drew discusses the benefits of aligners over braces. He points out that because people are living longer and keeping their teeth longer, a lot of orthodontic work is being done on adults, and adults almost always prefer aligners. In his opinion, if a case can’t be treated with aligners, it’s because of the provider, not because it’s not possible for it to be treated with aligners. Another massive benefit to aligners is the digital aspect.

While there is usually only one diagnosis, there are multiple treatment plans. Drew shares that for him personally, he tries to learn about different specialties so that he can treatment plan more effectively.

Moving forward, Drew explains what he is excited about in the future of orthodontics. One thing he appreciates is the amount of exposure there currently is to orthodontics. Far more people are aware of the importance of orthodontic treatment for functional purposes, not just aesthetic purposes. He values all that is available currently in orthodontics and all that is coming in the future, because of the ability to improve his patients’ quality of life, not just their smile. He also shares how valuable it is to be a part of a group like Seattle Study Group Symposium, in order to be challenged and grow into a better clinician, and to stay informed about new developments within the field.

Main Takeaways

Seattle Study Club is one of the best ways to learn about dentistry

The best way to future proof your practice is by transitioning to a digital approach

Aligners are valuable because many adults need orthodontic treatment but are hesitant to receive braces

Learning more about different specialties helps you treatment plan more effectively

This is an exciting time to be in dentistry and orthodontics because of what’s here and what’s coming in the future

Key Quotes

“[Seattle Study Club] has evolved into essentially one of the best resources for learning about dentistry.” -Drew

“Everyone expects to have a digital experience at this point.” -Drew

“What’s the best way to future proof the practice from anything that’s going to happen?” -Drew

“I think a lot of times dentists, and doctors in general, we just don’t value our time as much as we should.” -Drew

“We know that patients are living longer, we know that they’re keeping their teeth longer, and we know that there’s going to be more and more of a need for restorative work.” -Drew

“My treatment planning has become better with aligners, because we are using that digital setup.” -Drew

“Just learning the different aspects of different specialties then helps me treatment plan, and then execute my cases, better.” -Drew

“It’s amazing what we can do for a patient’s quality of life that’s more than just a pretty smile.” -Drew

“In my practice, I want to provide the absolute best possible care that you can get anywhere.” -Drew

“I think a key piece to anybody’s development is just being in the right room, being in the right group.” -Kirk

“If you’re looking to just become a better, all around complete, clinician, then check this virtual Symposium out.” -Drew

Snippets

- Introduction of Seattle Study...

On this episode of The Best Practices Show, Kirk and Kevin spend time talking with Dr. Joshua Austin. Initially, Josh points out that he strives to always be authentic because he doesn’t want others to think that he’s anything other than a normal comprehensive dentist. It’s easy to look at social media and assume that because you aren’t doing big complex cases, that you aren’t a good dentist and Josh encourages listeners that this isn’t true.

Josh goes on to explain that comprehensive dentistry should be a goal for everyone. For the sake of your patients, you want to be able to offer those services to them. Both Josh and Kevin recommend educational courses as a way to work towards comprehensive dentistry. Additionally, they emphasize the importance of having a mentor. In regard to the cost of continuing education, such as Seattle Study Club’s Symposium, Josh shares that this is the year to do it, as it is virtual, and the tuition is very cheap in comparison.

Josh goes on to share steps to implement what you learn through your continuing education. First, he recommends increasing the level of your comprehensive examination experience for your patients. An important component of increasing your level is to include some sort of imaging, whether it’s photography or an intra-oral scan, so that you can communicate with the patients. This helps the patients understand the issues more and trust you to treat them. Additionally, it’s important to give the patients plenty of time, even if that means bringing them back for a second appointment.

While transitioning to comprehensive care can feel intimidating, Josh recommends starting by just setting aside one half of a day a month for comprehensive exams and treatment. By starting with this amount of time, you are actually starting to do comprehensive care and then that amount of time will grow over time.

Another important aspect of comprehensive dentistry is to have a team of specialists around you. These relationships with other specialists evolve into mutually beneficial relationships. You are able to ensure that your patients receive the best care, that you are only doing work you are genuinely qualified to do and capable of, and then you often receive referrals from the other specialists you work with. Something like Seattle Study Club’s Symposium is a great way to find a good team of specialists to work with.

Main Takeaways

Comprehensive dental should be a goal for everyone (12:38)

The cost of continuing education is well worth it (24:16)

Incorporating imaging into your comprehensive exam goes a long way (28:41)

Slowing it down and taking more time with a patient is of great value (33:30)

Start by setting aside half a day a month for comprehensive care treatment and examinations (37:30)

Key Quotes

“Comprehensive dentistry is a goal that we should all have.” -Josh

“You don’t just go to these educational courses and all of the sudden become a comprehensive dentist overnight.” -Kevin

“The best clinicians are going to be a part of the Seattle Study Club, and they’re there to lend their expertise.” -Josh

“You can’t treatment plan it if you don’t examine it.” -Josh

“If a picture’s worth a thousand words, an inter-oral scan is worth a billion words.” -Josh

“Never be afraid to do a second appointment.” -Josh

“Every challenge is going to be a series of steps, the most important one is the first one.” -Josh

“You have to have a team of specialists that you work with.” -Josh

Snippets

12:37-15:19- The importance of working towards comprehensive dentistry

20:31-20:47- The cost and value of continuing education such as the Seattle Study Club

24:24-28:55- Improving the level of your comprehensive exam

36:24-41:50- A practical way to get started doing comprehensive dentistry

42:01-46:05- The importance of having a team around you

46:53-49:50- The importance of being in a group like Symposium

Bio of guest

Dr. Joshua Austin is a...

In this episode of The Best Practices Show, Kirk talks with Jenni Poulos, a lead practice coach at ACT Dental. Kirk and Jenni discuss three important frameworks, the first being "E-R=C" (Expectation minus Reality equals Conflict). It’s important to make sure what the patients expect to happen and what actually happens when they come, are consistent. This framework is one that is helpful to constantly refer back to.

The second framework is Ask, Listen, and Repeat. Building trust and great relationships is accomplished by seeking to understand the patient, and this is easily accomplished when following the three-step process. The third framework is Language Creates Value. How well you communicate your services and how qualified your team is, will determine how much your patients value your practice.

The 5 steps for reducing dependency on dental PPO includes considering your readiness. You are able to determine your readiness by looking at the data. It’s important to consider why patients are at your practice; because of you or because of their plan. Also, having enough cash saved up to cover three months of your practice’s operating expenses, plus enough in savings to cover a year of your expenses, are important safeguards to have in place when going through this transition.

Gather the data. It’s important to begin by considering how many active patients you have, these are patients who have visited in the last eighteen months. Then, see how many patients are on each insurance plan. It’s also wise to consider your procedure codes, so you are able to determine how much chair time is being spent on those patients. Also take note on how many new patients you get from each plan. Additionally, look at your contract with insurance companies, run explanation of benefit audits periodically on each contract, and know your fees.

After you gather data, then you need to get a plan in place. It’s important to determine which plans you can afford to eliminate and the order in which you should do so. It’s very important that the transition is gradual so that you are aware of the effects of each change. As you’re considering your data, it is helpful to consider that insurance costs are also a marketing cost of sorts. Another valuable thing, as you begin to transition, is to have a membership plan in place.

Once you’ve completed the first three steps, its time prepare your practice and your team. Face to face is a much more effective and respectful way to communicate the changes to your patients. Each morning you can make note of who is coming in that day that needs to be informed about the insurance changes. Letters are a very ineffective way to notify your patients.

Finally, as you move forward in this process, it’s important to communicate over and over again. Make sure that you are truly equipping your team to be able to walk your patients through the time of transition. Mindset is very important throughout the process, and one important mindset shift to make is to stop thinking of it as insurance and think of it instead as a benefit plan. Another important thing to note is that it’s important to always be honest with the patients so they know what to expect. It’s also valuable to affirm what your patients feel, encourage them that others have felt the same way, and share with them what others have found. Additionally, positivity in how you respond to questions about insurance is very important.

Main Takeaways

E-R=C (10:33)

Ask, Listen, and Repeat (12:40)

Get a plan in place (34:35)

Prepare your practice and your team (47:03)

Feel, felt, found (1:02:05)

Key Quotes

“We always need to seek to understand before we try to be understood.” -Jenni

“Everything that we say or don’t say is contributing to the value of what we do.” -Jenni

“Your ability to communicate will determine how far you go in dentistry, with your team, with your patients.” -Kirk

“Data removes all emotion.” -Jenni

“The seven most expensive words in business

In this episode of The Best Practices Show, Kirk speaks with Dr. Kevin Groth and Dr. Bob Margeas. Dr. Margeas specializes in restorative dentistry and is based in Des Moines, Iowa. Bob enjoys the puzzles involved with teaching dentistry and collaborating with other thought leaders in the field.

Bob describes some of the core values that inform his practice, including looking for cost-effective solutions while prioritizing the patient’s health. He does everything he can to help the patient without making them feel like they absolutely have to shell out big bucks.

After talking a bit about lessons learned and best practices regarding esthetic dentistry, Bob and Kevin move to what may be the most important lesson of the episode: That gaining the trust of your patients is paramount. Greater than the temptation, or even the need, to leverage your patients financially, you will always come out on top if you present the truth. Listen to your patients, Bob says, and give them the truth. They will most certainly return to your practice if you’ve earned their trust.

Another key thing to remember is staying transparent. You will have more success in the long term if you are honest about what you actually don’t know. Don’t let your fears of rejection, or anything else you may have as a young dentist, prevent you from admitting when you don’t know. Your honesty and sincerity can guarantee a patient for life.

And lastly, lean on the experience of your peers. They will help you, even those working in competing offices. The profession is respected, but procedures and tech change with the wind. Ask for help. Don’t be afraid to link up with someone more experienced if you’re lost or confused. The community is here to help.

Main Takeaways:

You absolutely must know your core values and live by them. (5:30)

It takes the pressure off patients to not sell them treatments. (12:00)

You need to build relationships to deliver hard news. (16:50)

Just tell them the truth—and shut up. (25:00)

You need the skill sets and tools to manufacture something that will last. (34:30)

Quotes:

“Man who says job cannot be done should not interrupt man doing the job.” (7:00)

“If I get a couple rehabs a year, I’m pretty damn happy.” (9:30)

“Just because you don’t want the right thing doesn’t mean I have to do the wrong thing.” (10:05)

“I’m just a referee. It’s your decision ultimately.” (12:20)

“When you feel sorry for a patient, bad things happen.” (17:45)

“You almost have to go through moments of failure to learn.” (20:10)

“When you’re young and out of school, you want everyone to like you.” (21:15)

“If you just treat people honestly...you’re going to come out on top.” (25:40)

“I still have to remember after 30 years because materials change.” (32:30)

“I’ll hold out and do the right thing for the patient.” (36:00)

“Never alienate other dentists in your town.” (38:45)

“Always tell the truth. Don’t try to utilize patients for financial gain.” (41:10)

Snippets:

6:30-8:00 – Bob’s core beliefs

10:50-13:10 – The concept of diagnosing with the “referee”

15:45-19:20 – Helping the patient with little or no options

22:55-25:00 – Inherent challenges with making decisions for patients

27:10-28:40 – Some of Bob’s “MacGyvering”

39:45-42:00 – Good words from Bob and Kevin

Reach out to Dr. Bob Margeas:

https://www.instagram.com/drbobmargeas/ (https://www.instagram.com/drbobmargeas/)

https://www.youtube.com/results?search_query=dr+bob+margeas (https://www.youtube.com/results?search_query=dr+bob+margeas)

Register for the https://seattlestudyclub.com (The Seattle Study Club Symposium), Jan. 29-31, 2021