{"id":831,"date":"2017-04-24T18:03:52","date_gmt":"2017-04-24T18:03:52","guid":{"rendered":"http:\/\/dentalsuccesstoday.com\/blog\/?p=831"},"modified":"2017-04-24T18:03:52","modified_gmt":"2017-04-24T18:03:52","slug":"part-2-10-more-ways-you-sabotage-your-patients-and-lose-money","status":"publish","type":"post","link":"https:\/\/dentalsuccesstoday.com\/blog\/part-2-10-more-ways-you-sabotage-your-patients-and-lose-money\/","title":{"rendered":"[PART 2] 10 MORE Ways You Sabotage Your Patients and Lose Money"},"content":{"rendered":"

Great work last week. \u00a0Glad you got such good insight.\u00a0 Of course, you should have been doing most of them very well\u2026 after all you are here.\u00a0 However, \u2018very well\u2019 doesn\u2019t mean perfect and a whole lot of sabotage occurs while money, treatment and patients are lost.\u00a0 As with anything, these are not things you can \u2018do well\u2019 and move on.\u00a0 They are every day with every patient and require mastery.<\/p>\n

So, picking up where we left off last week\u2026 each of these are about once the visit has started and direct engagement with patients occurs. \u00a0There\u2019s big stuff here that\u2019s very important, so pay close attention.<\/p>\n

Ready\u2026<\/p>\n

11. Not setting goals and controlling expectations of your patients before they get into the treatment room.\u00a0 This leaves them nervous, timid or fearful; instead of looking forward to their time with the doctor.<\/p>\n

12. Not having warm and professional introductions from team member to team member when moving a patient around to different areas and people in the practice.\u00a0 If you miss this you will undo or start over on the progress that was already made.<\/p>\n

13. Not letting pictures do the talking \u2013 ALWAYS.\u00a0 Instead of \u2018telling\u2019 patients, you show them.\u00a0 This may be the biggest area of sabotage inside of the treatment room.\u00a0 You can never take it for granted that you have rapport, trust, engaged patients.\u00a0 You must always show proof of diagnosis and have total buy-in on the problem before diagnosing.<\/p>\n

14. Not being circumstantial in your diagnosis\u2026 in other words, failing to customize (at least in perception), for the patients and their care.\u00a0 You cannot afford to come across that you assume they want \u2018everything\u2019 until they ask you for it.\u00a0 While diagnosis is a clinical reality, that has nothing to do with your patients\u2019 opinions.\u00a0 You have to respect the fact that they will only accept what they believe, want and desire to change or improve.\u00a0 By rushing to the diagnosis without the patient being ready for it will hurt your success and therefore your patients\u2019 ability to get healthy.<\/p>\n

15. Not using stories and other patients\u2019 as examples to express benefits and consequences.\u00a0 Every person\/customer in a business secretly believes as though they are the \u2018only sucker\u2019 who falls for your sales pitch.\u00a0 This is the harsh reality.\u00a0 You have to reassure them AND NEVER LET THEM FEEL being SOLD because you are making it their idea through sharing with them the many other people who have there before.\u00a0 That others have experienced what they are going through right now.<\/p>\n

16. Of course, we have my famous triangle of trust at every point of engagement with your patients pre, during, post clinical exam (also known as pre-appointment interview, selling the problem and getting the clinical yes).<\/p>\n

If you fail to use this and embrace it, without exception, you will continue to lose the majority of treatment that is ever discussed, diagnosed with your patients.<\/p>\n

17. One word (the worst word in dentistry) that sabotages more success and patient health than any other: INSURANCE.\u00a0 You have to take responsibility for it, own it, control it and not let it get in your way.\u00a0 If you are not handling this properly and your patients are making decisions based on their insurance (so called) \u201cbenefits\u201d then you are missing out on all of the profit of your practice.<\/p>\n

Quite literally, you can double your collections overnight by moving your payments to the time of scheduling and moving insurance out of the way.\u00a0 While it does take discipline, structure and commitment to a firmer experience and process, it is not however difficult.\u00a0 It is only about being preemptive with this issue and not rolling over when it is brought up.<\/p>\n

18. No follow-up after patients leave.\u00a0 I could write out ten more steps of ways you sabotage your success by not having this system in place.\u00a0 The key word is system.\u00a0 Not \u201ccall you in a couple weeks\u201d or \u201ccatch next time you are in\u201d or \u201cwe can do this part next year\u201d but actually having a post-visit experience that is tailored to what the outcome was from the treatment conference and discussion.\u00a0 Again, this could easily double your treatment acceptance with this system in place in a proactive way.<\/p>\n

19. Not rewarding patients for good behavior and expecting patients to become sources of referrals and new patients for you.\u00a0 I\u2019m lumping these together because they are important and they are linked.\u00a0 You want your patients talking about you then do things that make them want to talk.<\/p>\n

20. The list could go on but we have to stop somewhere and the last one for this week on sabotaging is: not having consistent communication between all parts and people of your practice.\u00a0 You are literally letting patients, treatment, follow-up and money fall through the cracks and get lost in the process.\u00a0 This is why I encourage everyone to have a morning huddle and also an end of the day debriefing where there is communication and closure to the day and preparation for the next one.<\/p>\n

Just like the saying about how important preparation is (and it\u2019s true), the same goes for reflection, reviewing, keeping track of what actually happened.<\/p>\n

You did a great job last week with your homework and ratings.\u00a0 The same goes for these 10 here \u2013 you can assess each and every individual team member\u2019s performance on these 10.\u00a0 Next week, we\u2019ll dive deeper into communication and talk through some of the best ways to improve in-office team member to team member conversations that will help make each of your lives easier and drive more results every day.<\/p>\n

By the way, do me a favor if you would, let me know if there are specific items in last week\u2019s or this week\u2019s that you would like to talk more about, you would find value in me elaborating or putting some other writings, trainings or just huddles together for you to study and practice more with your team.\u00a0 I\u2019d be happy to do it.<\/p>\n\"\"<\/a>\n","protected":false},"excerpt":{"rendered":"

Great work last week. \u00a0Glad you got such good insight.\u00a0 Of course, you should have been doing most of them very well\u2026 after all you are here.\u00a0 However, \u2018very well\u2019 doesn\u2019t mean perfect and a whole lot of sabotage occurs while money, treatment and patients are lost.\u00a0 As with anything, these are not things you… Read more »<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[3],"tags":[],"class_list":["post-831","post","type-post","status-publish","format-standard","hentry","category-huddle"],"yoast_head":"\n[PART 2] 10 MORE Ways You Sabotage Your Patients and Lose Money<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/dentalsuccesstoday.com\/blog\/part-2-10-more-ways-you-sabotage-your-patients-and-lose-money\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"[PART 2] 10 MORE Ways You Sabotage Your Patients and Lose Money\" \/>\n<meta property=\"og:description\" content=\"Great work last week. \u00a0Glad you got such good insight.\u00a0 Of course, you should have been doing most of them very well\u2026 after all you are here.\u00a0 However, \u2018very well\u2019 doesn\u2019t mean perfect and a whole lot of sabotage occurs while money, treatment and patients are lost.\u00a0 As with anything, these are not things you... 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