its more than just a prophy the missing link to millions.ppt · periodontal maintenance ... minute:...
TRANSCRIPT
11/15/2012
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DENTAL PRACTICE SOLUTIONS
Debra Seidel‐Bittke, RDH, BS
“It’s More Than Just a Prophy: The Missing Link to Millions,,,”
One of Dentistry Today’s Top Consultants
What are your challenges?
What is stressing you out?
Course Overview
Hidden ProfitPotential
Prophy Patient vs. Perio Patient
Get off the treadmill. Which foot first?
Time saving tips: Hygiene/Doctor Exams
Course Overview
Hidden ProfitPotential
Communication Tools for the “A-Ha!” Moments
Minute:Minute Worksheet
Costs to Patient and Practice?
11/15/2012
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Prophy vs. Perio
Prophylaxis D1110
A prophylaxis is the removal of plaque, calculus and stains from the tooth structures. It is intended to control local irritational factors.
Periodontal Maintenance
This descriptor code D4910 indicates that it includes site specific
scaling performed as part of the root planing where
indicated. Scaling and root planing performed as part of the
maintenance procedure should not be reported separately.
However, if new or recurring periodontal disease appears at
the time of maintenance procedure, additional diagnostic
and treatment procedures must be considered. Plan
limitations may exclude or not recognize certain
combinations of codes performed on the same day.
How would you treat this? How would you treat this?
Hidden ProfitPotential
How will you get it all completed?!
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Objectives of the team huddle
Hidden ProfitPotential
5 Objectives of the Morning Huddle
1.Establish the ground rules
2.Control the meeting
3.Facilitate
4.Action items
5.Make it a great day!
“Time saving tips”
Doctor/Hygiene Exam
1. Find out something personal before exam and share with doctor
2. Verbally tell doctor about health and BP
3. “As you requested, we’ve updated Keri’s x-rays today.”
4. Let patient know in front of doctor when x-rays are due
“Time saving tips”
Doctor/Hygiene Exam
5. Announce to doctor what clinical procedures were completed
6. RDH Spends 40 to 60 minutes, or more – announce what was found
7. Rate the patients oral hygiene – 10 = extremely clean mouth
8. Announce your clinical findings during the examination
9. Call out The palate and oral pharynx are fine. Occlusion, TMJ, gingival, tongue…”
“Time saving tips”
Doctor/Hygiene Exam
10. Decide on the time required and services to be provided at the patient’s next hygiene visit
11. Dentist and RDH decide together, during the current hygiene visit, what will be performed at the next appointment and how long the next visit should take.
A‐Ha Moments
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Hidden ProfitPotential
Costs to Patient and the Practice
Hidden Opportunities in Dental Hygiene Appointment
Hidden ProfitPotential
The Hygiene Exam
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Ultimate Hygiene Exam
Medical History Review
Blood Pressure Screening
Medications, supplementsRecent surgeries or new diagnoses
Ultimate Hygiene Exam
Patient Questions and Concerns
Smile Analysis
Malodor Analysis
Xerostomia
Patient discomfort/concerns
Hidden ProfitPotential
SAME DAY SERVICES
Link toMillions
What You Must Say…
“If there is one thing you would like to change about your smile what would that be?”
“What if I could wave a magic wand?” “What our office can do for you…”
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Holiday Specials
5% NaF Fluoride Varnish
Conventional Varnish
Sunstar America
Summary – Preventive Measures
• Treatment
– Tailored for each individual
– Communicate thoroughly with patients
• Update
– Check ADA, CAMBRA, ICDAS, AAPD, AAP and other
professional bodies for updates regularly.
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Hidden ProfitPotential
Minute by Minute Template
Hidden ProfitPotential
Cost to Dental Practice
Non-surgical periodontal treatment: 100 patients at $1,000.00
$100,000.00
Hidden ProfitPotential
Cost to Dental Practice
Oral Cancer Screening: 4 Patients each week @ $50.00 each
$200.00 each week for 50 weeks = $10,000.00
Hidden ProfitPotential
Profits to the Practice
CAMBRA: 2 Fluoride Varnish Pts each day @ $35.00 = $70.00
$70.00 X 4 Days = $280.00
$280.00 X 50 weeks = $14,000.00
Hidden ProfitPotential
Profits to the Practice
Same Day Services: Whitening trays, Nightguards, etc.
$200.00/day average X 4 Days/week = $800.00
$800.00 X 50 weeks = $40,000.00
Hidden ProfitPotential
TRUE POTENTIAL
Homecare Products: Sonicare, Oxyfresh, Xylitol, 1.1% NaF, etc.
$75.00 X 4 Days = $300.00
$300.00 X 50 weeks = $15,000.00
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Hidden ProfitPotential
PROFIT POTENTIAL
Non-surgical periodontal treatment: $100,000.00
Oral Cancer Screenings: $ 10,000.00
CAMBRA: $ 14,000.00
Same Day Services: $ 40,000.00
Homecare Products: $ 15,000.00
$ 179,000.00
Total Hygiene Production beyond the Prophy
ORAL HEALTH REPORT• Patient’s Name:_____________ Today’s Date:_____ • Services Provided: ____________________________________________________________• Blood Pressure Screening: _____ • Oral Cancer Screening: ___ Findings: _____________________________________________• Periodontal Disease Screening: ___ Findings: ______________________________________• Continued Preventive Maintenance: _____ mos• X‐rays: Bitewing: ___ Periapical: _____ Full‐Mouth: ___• Scaling and Root Planning: _____Periodontal Maintenance: ______ mos• Fluoride Treatment: ___ Varnish ___ Trays _________________ Other• Oral Hygiene Instructions: ______________________________________________________• Chemotherapeutics: Arestin: ___ Atridox: ___ Chlorhexidine: ___ Other: ________________• Laser Treatment: _____ Post‐Op Instructions: ________________• Oral Hygiene Products Recommended:• Manual Toothbrush: ___Times per day: ___ Minutes: ___ Powerbrush: __________________
Times per day: ____• Minutes each session: ____ Toothpaste: _______________Mouthrinse: _________________• Dental Floss: am ___ pm ___ Type of Floss Recommended: __________________• Proxabrush:____ Times per day: ___ Area(s) to use: ___________ • End Tuft Brush (use dry): ___Times per day: ___ • Areas(s) to use_________________________________________ • Fluoride use: ________ Times per day: ____ • Special Instructions:
Hygienists and Auxiliaries can open doors with their words
Link toMillions
Number 1 Thing You Need to Say
STOP saying “It’s a CLEANING!”
Link toMillions
Number 3 What You Needs to Say
STOP Telling Patients about the cost before they want the treatment
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Patient Reactivation How to Inspire Patients
ForeverWhite™
Patient Reactivation/Retention Program
Patient Retention Program
1. You order: my website or 877 676 4944 and
for the special price the code is debbie
2. My team provides the support
3. Each syringe is less than $3.0o
4. Inspires and motivates patients to return to
your office and refer patient
Samples and CD for you at the booth!
Link toMillions
Number 1 Thing You Need to Say
Tell them it is about Prevention
Make it conversational
Personalize it
Link toMillions
What is it worth to change Challenges into a Profits?
11/15/2012
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Link toMillions
Let’s Dig Deeper Into This!
12 Week Low‐Cost Program
The focus is :
Hearing patients say “YES!” to your care for them!
The Process
Weekly modules in the web portal
Audios
Scripts
Link toMillions
The Process
Monthly Conference call/webinar
Gotomeeting.com
BONUSES
• eBook Continuing Care System
– Re‐activate overdue patients
Regular $47.00
BONUSES
• Turbulent Times Telesummit
• 10 hours of audio
• Handouts
Regular $97.00
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Weekly Profit Tips
VALUE: $250.00
One Laser‐focused Coaching Call
Value: $175.00
What you get each week
Week 1 Leadership
Week 2 Personality Types and Belief Systems
Week 3 Language Styles
What you get each week
Week 4 Effective Listening
Week 5 Various Types of Communication
Week 6 Communication Barriers
What you get each week
Week 7 The New Patient Phone Call
Week 8 The New Patient Appointment
Week 9 The Hygiene/Doctor Appointment
What you get each week
Week 10 Influencing and the Care Conversation
Week 11 The Care Conversation
Week 12 The Fee Discussion (Flexible Payment Options)
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12 Week Program Cost $1297
Today Only: $797
What You GetCase Acceptance Course: $ 1297.00
Telesummit: $ 97.00
eBook Continuing Care: $ 47.00
30 minute Vital signs call : $ 175.00
Weekly Practice Profit Tips: $ 250.00
Total Value: $1,866.00
Until Sunday November 4th only:$797.00
Turn in your registration today for the bonuses
Come by our booth for your whitening syringe and your patient
retention program information
Get your Free Audio at our booth
Where to go to Register
Link toMillions
Review
Prophy vs. Perio Pt
Get off the treadmill
Doctor/ Hygiene Exam
Communication Tools
Link toMillions
Review
Minute: Minute worksheet for Hygiene Appointment
What is the cost to Patient and The Practice?
Link toMillions
Three Things
What will you do differently tomorrow?
What will you never do again?
How will your life be different after today?
11/15/2012
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Oral Health Total Health
KevinKevin
DENTAL PRACTICE SOLUTIONS
Debra Seidel‐Bittke, RDH, BS
THANK YOU!
http://dentalpracticesolutions.com/products/case-acceptance/
@2011Dental Practice Solutions www.dentalpracticesolutions.com * [email protected]
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SAMPLE MORNING TEAM HUDDLE
PURPOSE: TO CREATE YOUR DREAM DAY. A COHESIVE TEAM WITH A COLLABORATIVE
EFFORT CREATING A PATIENT CENTERED DAY THAT EFFICIENT AND STRESS FREE.
TIME: 10 – 15 MINUTES
LOCATION: Always meet in a private part away from the front desk. It is best if you can close the door as you are discussing private patient information.
WHAT TO BRING:
Pen and highlighter
No charts
Day sheet
Routing slip
ROLES: Each person on the team, including doctor will sign up to lead the team meeting and even each monthly meeting. Each day will be a different team member leading the meeting.
BENEFITS OF THE HUDDLE:
Directs team members from each department to report on specific item which will impact other
Provides for team collaboration
Prepares the team
Time management tool
COORDINATION OF THE HUDDLE:
Post a calendar in the team break room for team members to sign up to lead the team meeting
Post a copy of this huddle protocol in the break room and laminate it to protect it
Have the practice mission statement and practice principles posted here and laminated
The leader for the day’s team huddle will follow this checklist and direct each department in making their report
BEGIN THE MEETING: 10‐15 minutes prior to the time the first patient is to be seated. This will allow you to have your first patient seated on time.
Leave a note at the front desk: “Welcome to our office today. We are currently in our morning team meeting. Please have a seat and help yourself to coffee or water. We are
@2011Dental Practice Solutions www.dentalpracticesolutions.com * [email protected]
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meeting to ensure you receive the very highest level of care during your treatment today. We will be seating you in a few minutes. Thank you for your understanding.”
SCHEDULE COORDINATOR 1. Distribute day sheets prior to the team meeting 2. Anticipated production for today 3. Review the day 4. New patients / communicate their referral source 5. Emergencies‐ what and when and where to schedule. 6. Communicate any special needs of patients for today 7. Next available production block 8. Next new patient exam pre‐block time 9. Next available hygiene appointment(s) and scaling and root planing
appointments 10. Discuss thank you cards to be sent, birthday cards to be sent and invite
team to sign. 11. “I will ask ______________________________ for a referral today.”
FINANCIAL COORDINATOR 1. Results of previous day’s payment arrangements 2. Anticipated payment arrangements, consultations, etc. 3. Coordinate support with team for collecting Patient balances, problem
accounts, etc. 4. Provide a weekly report of month‐to‐date collections 5. coordinate administrative meeting with doctor to prepare for consults 6. “I will ask ______________________________ for a referral today.”
HYGIENIST(s) 1. Prior to team huddle, audit all charts for x‐rays (fmx), perio exams 2. Provide an overview of patients for today 3. Discuss exams and coordinate with doctor and assistant for timing 4. Coordinate support from dental assistants (who will assist with perio charting,
etc.) 5. Coordinate other assistance: impressions, oral hygiene instructions, sealants,
etc. 6. Discuss incomplete treatment plans (dentistry), intra‐oral camera 7. New patients 8. Discuss results from the previous day’s post op calls 9. Highlight overdue family member(s) continuing care from routing slips 10. Coordinate assistance with any special needs patients, pre‐med needed and ask
for confirmation 11. “I will ask ______________________________ for a referral today.”
@2011Dental Practice Solutions www.dentalpracticesolutions.com * [email protected]
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DOCTOR AND ASSISTANTS 1. Audit patient charts prior to team huddle 2. Provide an overview of patients for today 3. Discuss special needs patients and new patients, 4. Emergencies ‐ discuss possible treatment 5. Coordinate support needed (front desk coverage, post op instructions, etc.) 6. Confirm lab cases 1‐2 days prior 7. Discuss any possible treatment room challenges, anesthesia to use, etc. 8. Coordinate support with x‐rays, telephone coverage, etc. 9. Communicate results from post‐op calls 10. Patient photos to be taken today 11. Highlight overdue continuing care, patient and family members. Check this on
the routing slip 12. Review patient treatment plan and discuss any unscheduled dentistry 13. Identify one patient for same day treatment or overdue exam, etc. 14. “I will ask ______________________________ for a referral today.”
END THE MEETING:
The meeting should end approximately 2‐3 minutes before the first patient is to be seated.
End with a positive comment
End with stating one of your practice principals. (Code of ethics). Each day one of the ten practice principals should be read aloud.
Now, make it a great day!
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HYGIENE PREVENTIVE APPOINTMENT
PROCEDURE TIME NEEDED FREQUENCY
Seat and greet Every Appointment
RMH and Update Every Appointment
Smile Analysis Every 6 Months
OCE ≤ 12 Months
Radiographs BWX/FMX
≤ 12 Months/3 Years
CAMBRA ≤12 Months
Scale/Polish 20 Minutes ≤ 6 Months
Communicate Findings ≤ 6 Months
Dr./Hygiene Exam 10 Minutes ≤ 12 months
Schedule N.V., dismiss, disinfect
Each Appointment