I suppose that answer is not too difficult these days. I could say a lot of things; difficult patients, stress, busy days, patients who say ‘no’, drama in the office, the tendency to get distracted or lose focus. Communication is also vital, without question the most vital thing to a Team’s success is how well they work together.
But.
There is one thing above all others that impacts every aspect of what you do.
This directly controls Patient outcomes, compliance, investments, decisions, and even their perception of value for their care and interaction with you.
If there were one thing controlling your results (more than any other), it is the way Patients decide about Treatment and the biggest, most detrimental factor impeding, slowing down, diminishing their decisions is…
You guessed it.
INSURANCE
I know. That wasn’t so hard.
What is hard is being honest with yourself about how much Patients base their decisions in your office on Insurance versus and instead of what you tell them.
You are a Dental Healthcare Professional – the guide to healthy living and optimal oral care… Their friend in dentistry determined to help them get everything they can out of your skills and talents to give them a healthy mouth, a beautiful smile, a normal, functioning bite that allows them to enjoy their life.
Given all of that, you would think no patient would question anything you say. You would believe that anyone with any sense whatsoever would be grateful and appreciative of your approach and your direction.
And for the most part they do.
Except for one little thing, well, no so little.
Insurance.
Insurance is like that little devil standing on their shoulder in those funny old cartoons where they are trying to decide between right and wrong (or I would even go so far as to say, decide between the obvious and the pretend).
I say that because whatever you are telling them to do most likely is obvious based on the education you have given them – yet and still – they pretend that the idea of insurance knows best, so it ends up dictating their care instead of the living, breathing human being with the experience, expertise, education and empathy for them standing at their side helping them along their journey to health.
So, what are we going to do about it?
There are two options…and we’ll get to both of those options next week. For today, I’d like you to take an assessment over every team members comfortableness in combating and overcoming the ‘insurance conversation’ … does it get the best of you or do you get the best of it.
Regardless of whether or not your office is taking insurance or in-network or out of network or whatever – none of this matters – I’m talking about how your patients judge and base their decisions on what you say or on what insurance does.
Good news…
Next week, I’m hosting my most advanced and in-depth training specifically on insurance, how to beat it and cure it from the minds of your patients. How to help your team members ensure their success and successfully guide (and control) your patients to good, positive, healthy decisions about their dentistry and care in your office.
So, before you do anything else – reserve your spot right here:
Register for The Dental Insurance Cure Webcast Training >>>
And then have an open discussion about insurance in your practice and in the minds of your patients with your team. Do a little assessment of your problem areas, feel free to let me know what and where you struggle the most, just email it back to me here.
Have a great week and don’t forget to register…next week – 2 choices – which will you make, we’ll find out!
Register for The Dental Insurance Cure Webcast Training >>>
