Its More Than Just A Prophy The Missing Link to Millions.ppt · Periodontal Maintenance ... Minute:...

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


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?


How will you get it all completed?!

11/15/2012

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Objectives of the team huddle


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


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…”


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

11/15/2012

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Costs to Patient and the Practice

Hidden Opportunities in Dental Hygiene Appointment


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


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…”

11/15/2012

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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.

11/15/2012

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Minute by Minute Template


Cost to Dental Practice

Non-surgical periodontal treatment: 100 patients at $1,000.00

$100,000.00


Cost to Dental Practice

Oral Cancer Screening: 4 Patients each week @ $50.00 each

$200.00 each week for 50 weeks = $10,000.00


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


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


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

11/15/2012

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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

11/15/2012

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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

11/15/2012

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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


Week 4 Effective Listening

Week 5 Various Types of Communication

Week 6 Communication Barriers


Week 7 The New Patient Phone Call

Week 8 The New Patient Appointment

Week 9 The Hygiene/Doctor Appointment


Week 10 Influencing and the Care Conversation

Week 11 The Care Conversation

Week 12 The Fee Discussion (Flexible Payment Options)

11/15/2012

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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


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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.”


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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

Its More Than Just A Prophy The Missing Link to Millions.ppt · Periodontal Maintenance ... Minute:...

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