Greetings!
Last month, our focus on insurance resonated with a lot of practices. There was a great response to our Insurance Workshop Teleconference offer and Sandy has conducted many private team discussions on the subject. We also have had a number of practices call us to say they are interested in teleconferences focusing on other subjects as well. We heard you and we have created our Teleconference Workshop Menu. We have brought together our most popular offerings in a very affordable and user-friendly format: private workshops conducted right in your practice by phone conference or Skype®.
Have a look at the teleconference workshop topic choices on our Teleconference Workshop Menu and call us to arrange for your private teleconference session. We guarantee it will spice up your team meeting and you'll be satisfied at the end of your workshop. Mention code: MENU to receive a $100 discount off your session.
Continuing with our discussion on insurance, this month we look at the three most important things you must do; address the subject of insurance at the beginning of your relationship, place the focus on your patient's concerns and expectations and place the responsibility where it belongs. Read the article, Putting Insurance in it's Proper Place, to discover how to shift the focus of insurance so you can prevent it from becoming a major impediment.
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Putting Insurance in it's Proper Place
by Sandy Roth
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Everyone understands that if a patient has some dental insurance, she has an expectation that it will help pay for her care. But to what degree? It is your job to find out the answer to that question.
I am told that many consultants suggest ignoring dental insurance until the patient introduces it for fear of opening a topic that might be awkward and potentially problematic. I believe this is a foolish strategy and one which is more likely to keep you on the defensive. Rather, you must anticipate and take proactive steps to address any issues which might create a problem for the patient or you in the future. This certainly includes dental insurance, fees, financial arrangements, appointments, etc. Because dental insurance can be such a volatile issue, it must be addressed clearly, directly and as early as feasible.
If a patient expects a great deal from his insurance and that expectation is not met, you will likely become the target of his disappointment. Because patient expectations are more likely to be unmet than otherwise, it makes sense to protect yourself by initiating a conversation when you have any reason to believe the patient's expectations are unrealistic.
At the same time, you must lay the groundwork for a strong relationship and learn as much as you can about many additional aspects of the patient's agenda.
Read on
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