a short dose of reality………… pdfs/new patie… · •do not ignore traditional perio and...
TRANSCRIPT
A SHORT DOSE OF REALITY…………
MY POINT IS…………….
• EVERYONE WANTS IN ON THIS CASH COW.
• SOON, THE ONLY IMPLANTS THAT WILL BE REFERRED WILL BE ONES THAT
REQUIRE SIGNIFICANT SITE PREP OR CASES THAT HAVE HIGHER RISKS
• MEDICAL
• RISK OF FAILURE
MY POINT IS…………….
• YES! MARKET AND PERFORM IMPLANTS
• BECOME AN EXPERT IN TREATING AILING / FAILING IMPLANTS AND MARKET THAT
• DO NOT IGNORE TRADITIONAL PERIO AND PERIO PLASTIC SURGERY. MARKET THIS
HEAVILY
THE NEW PATIENT
EXPERIENCETHERE ARE NO SECOND CHANCES. DO IT RIGHT
IT ALL STARTS WITH A PHONE CALL
• LET YOUR MARKETING BEGIN ON THE FIRST PHONE CALL! START BY
MAKING A GREAT IMPRESSION………….
• ANSWERED IN 4 RINGS OR LESS
IT STARTS WITH A PHONE CALL
• ANSWERED IN 4 RINGS OR LESS
• ALWAYS CORDIAL AND PROFESSIONAL
IT STARTS WITH A PHONE CALL
• ANSWERED IN 4 RINGS OR LESS
• ALWAYS CORDIAL AND PROFESSIONAL
• TRIAGE THE PATIENT. EMERGENCIES ARE SEEN THE SAME DAY
IT STARTS WITH A PHONE CALL
• ANSWERED IN 4 RINGS OR LESS
• ALWAYS CORDIAL AND PROFESSIONAL
• TRIAGE THE PATIENT. EMERGENCIES ARE SEEN THE SAME DAY
• OBTAIN NECESSARY INFORMATION
• NAME, ADDRESS, PHONE (CELL # IS PREFERABLE), REFERRAL SOURCE, EMAIL ADDRESS
IT STARTS WITH A PHONE CALL
• ANSWERED IN 4 RINGS OR LESS
• ALWAYS CORDIAL AND PROFESSIONAL
• TRIAGE THE PATIENT. EMERGENCIES ARE SEEN THE SAME DAY
• OBTAIN NECESSARY INFORMATION
• NAME, ADDRESS, PHONE (CELL # IS PREFERABLE), REFERRAL SOURCE, EMAIL ADDRESS
• INVITE THE PATIENT TO REGISTER ONLINE IF YOU HAVE THE CAPABILITY. IF NOT
EMAIL OR MAIL A REGISTRATION FROM AND PRACTICE BROCHURE
BEFORE THE PATIENT ARRIVES
• RECORDS- OBTAIN THE FOLLOWING
1. REASON FOR REFERRAL (USUALLY ON REFERRAL EMAIL OR SLIP)
2. ANY APPLICABLE RADIOGRAPHS
BEFORE THE PATIENT ARRIVES
• RECORDS- OBTAIN THE FOLLOWING
1. REASON FOR REFERRAL (USUALLY ON REFERRAL EMAIL OR SLIP)
2. ANY APPLICABLE RADIOGRAPHS
• INSURANCE PATIENTS
1. GROUP NUMBER, SUBSCRIBER NUMBER
2. ANNUAL MAXIMUM
3. REMAINING BENEFITS FOR THE YEAR
4. PERCENT COVERAGES OR COPAYS (DEPENDING ON THEIR COVERAGE AND
PRACTICE POLICY ON INSURANCE)
GREETING THE PATIENT
• SMILING FACE !
GREETING THE PATIENT
• SMILING FACE !
• KNOW THE PATIENT'S NAME
GREETING THE PATIENT
• SMILING FACE !
• KNOW THE PATIENT'S NAME
• FRONT OFFICE – NEAT, TIDY, PROFESSIONAL
GREETING THE PATIENT
• SMILING FACE !
• KNOW THE PATIENT'S NAME
• FRONT OFFICE – NEAT, TIDY, PROFESSIONAL
• REGISTRATION PROCEDURES – FAST AND EFFICIENT
GREETING THE PATIENT
• SMILING FACE !
• KNOW THE PATIENT'S NAME
• FRONT OFFICE – NEAT, TIDY, PROFESSIONAL
• REGISTRATION PROCEDURES – FAST AND EFFICIENT
• GOAL- 15 MINUTE RULE
THE CLINIC
• SMILING FACE ! AGAIN
THE CLINIC
• SMILING FACE !
• IN THE OPERATORY
• REVIEW REGISTRATION INFO
THE CLINIC
• SMILING FACE !
• IN THE OPERATORY
• REVIEW REGISTRATION INFO
• REVIEW THE MEDICAL HISTORY
THE CLINIC
• SMILING FACE !
• IN THE OPERATORY
• REVIEW REGISTRATION INFO
• REVIEW THE MEDICAL HISTORY
• INTRODUCE THE PATIENT TO GENERAL WELLNESS PRINCIPLES
DO WE JUST TREAT THIS AND STOP ???
DO WE JUST TREAT THIS AND STOP ???
DO WE JUST TREAT THIS AND STOP ???
DENTAL CARE IS NO LONGER JUST ABOUT POCKETS,
CARIES, A SMILE OR WHETHER THEY FLOSS OR NOT.
IT’S ALSO ABOUT ELIMINATING INFLAMMATION!
• Inflammation of the is at the root cause of many of the
chronic diseases of aging.
• The mouth is a significant source of that same inflammation if
you have periodontal disease.
• You can have periodontal disease and not even know it.
“At every dental visit PLEASE ask if YOU have any oral signs of
inflammation. It’s more important than you may think!”
IT STARTS WITH THE PAPERWORK- HEALTH HISTORY
IT STARTS WITH THE PAPERWORK- HEALTH HISTORY
INFORM AND EDUCATE
PATIENTS AND PHYSICIANS
• Periodontitis/Inflam/Heart
• Eliminate Inflammation
• Treat aggressively
• More Frequent Visits
• Insurance may not cover all
• Partner with US for LIFE !
• Consultation to Physician
• Informs of the diagnosis of
Periodontitis
• Educates about the risk correlation
• Requests a formal referral from MD
for the tx of periodontitis
• May result in insurance coverage for
perio tx on patient (possible, but
unlikely)
• For Patients on Warfarin or other
anticoagulants
• Consultation to Physician
• Informs of the diagnosis of
Periodontitis and the need for surgery
• Educates about the risk correlation
• Requests an INR value
• Requests a possible reduction in
warfarin dosing
• Creates a partnership with
periodontist and MD
DO WE JUST TREAT THIS AND STOP ???
• Consultation to Physician
• Informs of the diagnosis of
Periodontitis and the need for
surgery
• Informs about CCB’s and
hyperplasia.
• Requests an elimination of CCB’s
from medication profile
• Educates about the risk correlation
• Creates a partnership with
periodontist and MD
CONSULTATIONS FOR PHYSICIANS
• MUST BE CLEAR AND CONCISE
• SHOULD NOT TAKE LONG FOR MD TO COMPLY
• THEY CAN JOT NOTES DIRECTLY ON CONSULT LETTER AND FAX BACK TO
PERIO OFFICE
• OUTREACH TO MD’S EDUCATES, INFORMS AND GENERATES NAME
RECOGNITION
• Due to Tobacco/Perio/Cardio ….
Even more important to treat and
eliminate inflammation
• Clearly describe the inflammation
story
• Tx more aggressively, with more
frequent recall
• Might not all be covered by
insurance
• Partner with US for LIFE
• Sheet adapted from AAP
“Patient Pages”
• Addresses more about the
impact of tobacco on
supporting structures and
effect on wound healing.
• Higher failure rates on
implants.
• Successful tx more difficult in
smokers
• Does not address systemic
connection
• Diabetes/Perio/Inflammation
• Bidirectional Relationship
• Tx more aggressively
• More frequent visits to
control inflammation
• Insurance may not cover all
• Partner with US for LIFE!
• Physician Consultation Letter
• Requests most recent INR
• Educates MD
• Creates a partnership with
MD
• Provides references
• BMI/Perio/Diabetes/Inflam
• Tx More aggressively
• More frequent visits to
control inflammation
• Insurance may not cover all
visits
• Partner with US for LIFE !
IS THERE INFLAMMATION ??
YES NO
• INCREASE ORAL HYGIENE EFFORTS
• INCREASED SPT FREQUENCY
• DEBRIDEMENT / ROOT PLANNING
• PERIO SURGERY
• SELECTIVE EXTRACTION
• IMPLANTS PRN
• IS IT REGULARLY MAINTAINABLE/ DEBRIDABLE
NO YES
Continue Regular SPT
SUMMARY-THE NEW PATIENT-WELLNESS
EXPERIENCE
• HELP PATIENTS IN A WAY THEY HAVE NOT YET EXPERIENCED
• INCREASE CASE ACCEPTANCE
• REACH OUT FOR PATIENTS TO REFER FRIENDS AND FAMILY TO YOU
• REACH OUT TO PHYSICIANS TO INCREASE THEIR AWARENESS AND REFER TO YOU
• INCREASE THE PROPORTION OF YOUR PATIENTS WHERE YOU ARE THEIR “GATE
KEEPER”