Cathy Jameson, PhD

1. Review Unscheduled Tx Plans 

Go over dentistry diagnosed but untreated for your scheduled patients every day in your morning huddle. View these reports from your Curve software together and make a point to go over these problem areas with your patients while in the chair that day.

2. Survey Your Patients for New Opportunities 

Ask your patients to fill out a Smile Evaluation questionnaire when they come in for their next appointment. Even if they filled one out as a new patient, their wants and needs may have changed over time and here is a place to pinpoint those hot buttons.

3. Ask for Referrals 

4. Network

Give at least two business cards to each patient at each appointment to give to friends and family for referrals.

5. Show the Sizzle 

Use the digital camera effectively and regularly to show your patients the areas of needed attention in their mouths. A picture is worth a thousand words!

6. Educate

Make sure you have ample patient education material available for your patients. Before and after albums in the reception area, attractive brochures about specific treatments, educational videos provided by your Curve software, etc.

7. Sharpen Your Recall Processes

Be persistent and proactive in your continuous care program. Use your Curve software to help you locate patients that have "fallen through the cracks" in their continuous care and begin an effective campaign to get back on board with their hygiene appointments.

8. Market to Your Patient Family

Your Curve software can provide you with ample reasons to stay in contact with your patient family, thus solidifying their relationship with you. Use this software to stay in front of your patients for birthdays, post-treatment letters, educational letters, and notes to referring doctors, to list a few.

9. Amp Up Your Case Presentation System

Time to revamp how you are presenting treatment to your patients? Get this system revitalized and give your patient the best possible through excellent communication skills and technological skills (i.e. use of digital and intra-oral camera shots). Bring your patients in need of extensive treatment back in for a new and improved presentation - you may have found a new way to get to "yes"!

10. Behold the Power of the Hygiene Appointment!  

Give yourselves ample time in the hygiene appointment to go over dentistry needed in your patients' mouths. The use of the digital camera in a hygiene appointment can prove to be a very powerful tool for case acceptance.

More About Jameson Management... 

Jan Keller

Wouldn't it be nice if every payment arrangement interaction between your office and your patients went smoothly, with no awkwardness, misunderstandings or embarrassment? The bottom line is, you can make that happen. "Perfect" payment arrangements are possible if you follow these 4 easy steps:

1. Gather information prior to speaking with the patient, including a discussion with the doctor 1-2 days prior to the consultation.  

If the negotiation process occurs on the same day as the appointment, excellent communication skills are vital. Repeating the recommended treatment plan (verbally) from hygienist to doctor allows the patient to hear it for the second time. Ask the patient if they have any questions before the Financial Coordinator (FA) takes over.

2. Prepare where the negotiations will take place.  

A private, quiet area with computer access is ideal. Be prepared, have all the information you need in hand, eg x-rays and a written treatment plan. Be prepared, as well, for resistance or discussion.

3. Don't be afraid to negotiate.  

Let's say the FA presents the first payment option to the patient. If the patient is agreeable to this option, the FA moves on to documentation of the arrangement, gets the patient's signature, schedules the treatment, and says "thank you". Job well done!

However, if the first option is not acceptable to the patient, move to the second option according to your office guidelines. The key here is to stop and wait for the patient to respond. We're often uncomfortable with silence and don't allow the patient a moment to think and respond before jumping in with the second and third options because we're afraid they will say no. It's okay if they say no! The goal is to negotiate until they agree.

4. Documentation is critical.  

Patients should always sign consent forms, as well as a federal truth-in-lending form which clearly defines the negotiated payment arrangements. And remember, documentation is crucial even if the patient declines treatment.

More About Jan Keller and Associates...