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How to present dental treatment plans and why this presentation is so important! - YouTube
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Welcome back to another Front Office
Rocks video, I'm so glad you guys are
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here on YouTube looking for help in your
practice or ideas, suggestions, advice.
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That's what I'm here to offer with our
YouTube videos. So thanks for joining us,
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make sure you subscribe. If you haven't
already, get notifications when I put a
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new video out. We are addressing topics,
concerns, questions, that we're getting
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from clients and we're seeing on social
media and I want to make sure that you
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get notified when the new topics come
out. So our topic today is treatment
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plans, how to present. There was somebody
who mentioned they haven't been in
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dentistry in a long time and they're
back in dentistry and they need to
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present treatment plans to patients and
they were looking for the steps to do it
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and what they need to remember I
guess, about how to do it, I think that
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this isn't just for people who are back
from, you know, back into dentistry who
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you haven't been in a while. I think this
is a really good topic for everybody
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presenting treatment plans. Now, on Front Office Rocks, I have a whole thing on, you
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know, treatment coordination and
presenting to patients but I can't get
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that in deep into it right now but I can
give some basic thoughts and ideas
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behind it. So, first of all, it's important
that we're confident when we talk to
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patients about what they need. We have to
remember that what we do is we help our
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patients keep their teeth for life and
yes I understand that sometimes it's a
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lot of money and patients might get
worried or upset or only want to do what
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the insurance covers and we might get
kind of introverted about it or
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concerned about I don't know the patient
getting upset but we have to remember
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what we do for a living. We're here to
help our patients keep their teeth for
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life. So the number one thing that I
would say to remember is to know why
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you're here and be confident about it
right. You're here to help your doctor
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help the patient okay. We're their health
care provider, we're not trying to sell
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them shoes and purses and handbags okay.
So that's the first thing, the second
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thing is to don't worry so much about
impressing the patient talking doctor
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talk like using big words. Use words
the patient's can understand. When we're
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presenting to patients the biggest issue
that the patients have is they don't
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really understand why they need it, what
it is right, they don't understand what a
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prophylax is, is what endodontic is, what
you know, deep cleaning is, they don't
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understand it. We need to talk to them in
words they understand because if they're
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confused, they're not gonna, they're not
gonna, you know, accept the treatment.
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They're not going to show up for the
appointment because a confused mine
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never buys. So, it's okay to take the
doctor talk, the clinical talk, the MODB,
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whatever right and actually say it's a
three surface filling and what that
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means is we're going to repair three
surfaces of your tooth. Don't worry about
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sounding all technical and doctor talk,
talk to the patient for real and help
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them understand what they really need
because until they really understand
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what they need, they're probably not
going to get the treatment done. Anyway,
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the third thing I would say is to make
sure you're doing this in an environment
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where you can really have a conversation
with a patient. Now, again I do a ton of
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videos on this in Front Office Rocks, but
just to kind of a quick thought is a lot
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of times in dental offices we're
presenting treatment to the patients on
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their way out of the front door, like
they just got out of the chair, that bibs
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off and in their mind the appointments
over. We bring them to the front desk and
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this is where we're presenting all the
information to them and a lot of times
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this is where we are presenting the money to
them. It's a lot of money to get dental
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work done. I agree with patients when
they say, wow, that's a lot of money. I get
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that and when we're presenting, you know,
the money and amount and I'm not saying
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it's not worth it, I'm just saying when
we're presenting it, we're doing it three
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steps away from the front door, when
in their mind the appointments over and
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they just want to get out because they
really don't want to spend this money
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right. I don't want to spend the money. I
get it, I understand. We need to have an
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environment or have the conversations in
an environment with a patient where we
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can actually have a conversation with
them. You know, sit down with them
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and talk to them because you know, when,
whether it's $500 or $5,000, you know for
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the patient, you know that we're putting
drills and needles in their mouths and
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they're gonna pay us thousands of
dollars for something
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nobody is ever going to see. It's gonna be kind
of hard for a patient to really want
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that. So, I don't want to do it in an
environment where the patients, you know,
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thinking they're done and they're trying
to rush out. I want to do in an
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environment where I can really have a
conversation with a person. where I can
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sit down and answer their questions and
I can handle their objections and I can
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explain things to them and I can help
them find the way that they need to
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finance the work or get the dentistry
done if I'm really truly gonna care
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about the patient. So in my mind, you know,
there's not necessarily steps, I mean
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there's certain ways you present and you
show them the treatment plan. You go over
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the treatment and what the insurance
estimate might be and all of that but
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the most important part of this isn't
really that part of it. It's more of
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being in the right mindset, understanding
the patient needs to understand and then
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doing it in an environment where the
patient is most comfortable so that we
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can help them make the best decision
which is really to take care of their
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teeth and keep their teeth for life.
So for those who are coming back to
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dentistry, for those who are new to
dentistry, those are my tips. Don't stress
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so much about knowing exactly what to
say when and how, we can teach you that
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at Front Office Rocks, of course, of how
to present but mostly just know what
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you're here to do, which is to help our
patients keep their teeth for life, to
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help our doctors show the patients what
they need and then to help them get the
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financial, you know, arrangements worked
out so they can get the dentistry done.
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So I'm glad you're back, back into dental.
It's my favorite career, I'm so glad I'm
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in dentistry and those of you who are
new, welcome to dentistry! It's awesome!
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Watch some of my other videos of
learning how to talk the dental talk and
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and what to expect in dental. Again, send
me questions, subscribe, let me know if
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you've got topics you want to talk about.
That's what we're doing here at
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Front Office Rocks on the YouTube channel.
Please share this with other people
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because I would love, we're trying to get
to ten thousand subscribers, so if you
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can help me do that I would appreciate
it and thank you for a few minutes of
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your time.
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