HOW TO DEAL WITH THE NEW ECONOMY

[drmithila]

TAKE AN INNOVATIVE AND NEW APPROACH

Let’s think about some ideas for you to consider. Consider choosing a couple of these new possibilities to enhance both your practice and your life:

Become skilled by seeking the best for training.
Many dentists are seminar junkies and could be labeled “over-educated.” Some fail to apply these skills in their practice. What is the fear of adding or trying something new? Get over it and dive in!

Rethink your Web site as you access yourself.
What skills do you presently do that are not featured on your Web site or have testimonials of your results? Google ad words are extremely important, and this is a good way to increase your visibility and attract patients within your community.

Learn new skills to broaden the services that you can offer.
Currently, many dentists are listed as reconstructive and cosmetic dentists. These are great skills to possess. Since most of this kind of work is optional, dentists who have centered their practices on being “exclusively cosmetic” are now really scrambling for those few patients who are able to afford spending dollars on looks alone. Even the best of the cosmetic dentists are finding they need to broaden their skills to attract more patients. Some patients may come in for other services before they become focused on aesthetic problems.

Know your numbers!
From a business standpoint, numbers are important. You need a healthy new patient flow to stay in business. We are a transitory nation and about 20% of our population moves every year. If you are losing 20% of your patients, are you gaining in numbers or are you slowing going in the red? You need to do something different to make the numbers grow.

What can you do to broaden your base and scope of patients seeking your services?
What clinical skills/procedures do you offer currently? Are there skills/services that you once had/offered but, when the whole American economy became fat and happy, you dropped those skills? What would it take to add those rusty or forgotten skills back into your routine?

Do you deliver the classic denture services? In many areas, dentists have relegated this treatment to denturists. Many dentists see providing dentures as a service that is not as attractive as others they would rather focus on, and a real time consumer. The aging boomer population has many edentulous and yet successful people. How about taking a solid course on implementing the latest techniques in dentures? (To name a few examples, Drs. Joe Massad, Jack Turbyville, and Charles Barotz all teach terrific continuing education courses in this arena.) You could fill the niche of a competent general dentist who offers oral cancer checks along with aesthetic dentures with excellent fit and function, especially with the ability to offer implants when indicated. Many other general dentists would be more than willing to send you their denture patients.

Are there some clinical treatments in which you are dabbling? You may have taken the courses, did one or two but have not really committed to fully engage yourself and take advantage of your educational expenditures. Could one of those be Invisalign? The same might be true of no-prep veneers, which definitely can attract new patients. It does require your skill and judgment to determine if a patient qualifies for an outstanding result using these techniques, or a traditional approach might be required.

What are some larger items in which you might have some interest?
Perhaps you have thought of implants and may have even taken some courses. You may already restore implants, so how about learning to place implants? If you see yourself as a reconstructive dentist, how could you not have implant skills? Patients do like it when they can have their work completed in your office. Obviously, this takes skill, care and judgment as to when you do have the skill to handle this case or when you should you be referring part or all of it to specialists.

        

[drmithila]

 Consider becoming certified in intravenous (IV) sedation. 

This attracts the “dental phobics” who can have everything completed more comfortably while sedated. The combination of implant skills and IV sedation certification is very appealing to those who may be dental phobics. Check the certification requirements in your state.

What about people who want their amalgam fillings replaced? 
There is a whole segment of the population who believe the old dental fillings of amalgam are toxic and causing them a wide assortment of problems. Regardless of your personal feelings and the science behind this topic, there are people who want perfectly good fillings to be replaced. Can you do that? How would you ethically position yourself as the “go-to” dentist to serve this segment of the population? Networking with chiropractors, naturopathic physicians, health food stores, health journals, and blog sites might be a consideration. Some dentists avoid this without even trying by saying “these people have crazy ideas and the scientific literature does not support their beliefs!” The question I ask, “are all your present patients perfectly sane now?” You decide whether or not you can (or should) help these patients.

Another area you can become skilled is the very broad subject of pain. 
You are in a position to learn much about occlusion and temporomandibular joint disorder with the associated headaches and spasms. This is an area where you can become an expert. There is much literature to review and many classes available to take. There is no pat answer for every patient and that can create the challenge and ignite your passion to learn more. Learning to work with the medical community is a must. The majority of pain patients begin with their internist and work their way up to the neurologist, with each level trying different medicines and methods. Take the courses and find the right neurologist who understands how you can help their patients still in pain and how you can help them. It is all about networking and referral sources.

Emerging evidence indicates new treatments for periodontal disease that are amazing. 
The baby boomer population is very concerned about keeping their teeth. Wouldn’t it be an attraction to your practice if you had the skills, equipment and desire to help them keep their teeth? With the use of lasers, periodontal pockets are being treated with positive results. There is even evidence of bone stimulation and growth. Your hygienist can help you diagnose the levels of periodontal disease and even do preparatory work. In some states, hygienists can actually treat patients with a laser

        

[drsushant]

 HYGIENIST TO PATIENTS

Communication in the hygiene treatment room can play a significant role in how busy the dentist is the following weeks. Sixty five percent of operative and cosmetic should come from the hygiene patients. Many hygienists hate to be looked upon as a salesperson. They must realize, as must the dentist and rest of the team, that “selling is serving.” Talking to patients about the whole health picture and the correlation between heart disease, diabetes and poor oral care is paramount in the 21st century hygiene department. Using terms such as, “What you do each day in the way of brushing, flossing and good nutrition is much more important than what I do for you on each visit. Therefore Mr. Carter, we are a team. I can help you but I also need your help. Together we can see great results.” Patient compliance is one of the hygienist’s biggest challenges. A hygienist with great clinical skills coupled with team spirit and excellent communication skills is worth their weight in gold to the practice.

Hygiene department tips

NUMBER OF HYGIENISTS NEEDED

A practice needs one hygienist for every 800 to 1,000 active patients. Many practices are only recalling 30 to 40% of their active patient base and the goal should be 85% of the active patient base. Count the number of active charts. Multiply by 2 as patients should be coming in at least twice per year. Divide by 12 months to see how many recare patients should be seen each month. This does not take into consideration the number of new patients monthly nor those patients who are on 3- or 4-month recall intervals. While new patients are the lifeblood of the practice, hygiene is the backbone. Couple a weak recall system with a low new patient number and this spells professional suicide.

HYGIENE PRODUCTION

If the practice has an effective initial perio program (IPP), hygiene should be one-third of gross production excluding the doctor’s exam. Perio procedures should be one-third of that daily hygiene production. In a more established practice, the IPP is greater than in a startup younger practice. Hygiene drives the rest of the practice. When hygiene production goes up $3,000 per month, total practice goes up between $8,000 to $10,000 per month. If hygiene goes up $5,000 per month, total practice sees a $13,000 to $15,000 increase and if hygiene goes up $10,000 per month, total practice increases $25,000 to $30,000 per month. When hygiene plateaus or declines, the entire practice goes flat or declines. Dentists should look at hygiene as an opportunity, not a necessary aggravation.

OPERATIVE FROM HYGIENE

Approximately 65% of restorative and cosmetic dentistry comes from an effective and efficient hygiene department. Great hygienists know that “setting the stage for case acceptance” is one of the most sought after traits of a 21st century hygienist. Believing in the doctor’s dentistry, their fees and sharing their philosophy of ideal dentistry sells a lot more dentistry than having a staff member who says: “If the patient needs something, they need to hear it from the dentist.” We have seen a 20 to 30% increase in operative and cosmetic care in those practices where the hygienist believed in the doctor, the dentistry, the fees and the practice vision.

HYGIENIST IN THE COMMUNITY

For those hygienists who are great mixers and educators, you cannot put a monetary value on those who wish to get out into the community and market the practice. Speaking at health fairs, having a booth at bridal shows, taking part in relay races, or other community activities is paramount to the doctor’s success. From an ugliest toothbrush contest at the mall, to speaking at women’s groups or delivering toothbrush baskets to local businesses, it is great when the hygienist or other team members are out in the community marketing the practice to others.

 

 

 

        

[Author]

Posts