Have you ever wondered how you can get the specialist to refer more patients to your practice? Well, here are a few tips that I think can help you. First of all, I want you to call the specialist that you want to work with. Call them up, and set up an appointment to meet with them.
Especially when you're an associate dentist, you have to start out with foundational principles. Dental school is amazing. It's taught us a lot. However, it didn't teach us everything.
Something that comes up all the time when I'm talking to dentists is, "How do I get my staff to talk to patients about treatment and perhaps even talking to patients about money?" And what I would say to these dentists is number one, you've got to get comfortable doing it yourself so that your staff can role-model the behavior that you want them to emulate. But I will give you a couple of quick tips.
There's a way to practice dentistry that's predictable, profitable, and provides an extremely high level of personal and professional satisfaction. There's no magic to it.
Even in a world that pushes us or tries to push us towards doing usual and customary dentistry, if you take the time to dedicate yourself to learning the aspects of complete dentistry and applying the principles, you can have the kind of practice you dreamed of.
So creating a network of specialists is not an easy task for a Dawson dentist.
Seek specialists that share the same philosphy.
It presents with a lot of challenges of finding the people that you want to work with, that have the same philosophy, that have the same personality, potentially, as you do, that your patients are going to feel welcome going to.
Training your front desk on complete dentistry is vital to making complete dentistry work in your office. It is maybe not so practical for us to bring all of our teams and our staff to every single talk and course that we take. However, if you can come back and have an office meeting after the courses, even for maybe a 1/2 an hour, reviewing the general principles of what we have been taught at The Dawson Academy, I think that will go a long way with your front desk understanding why we are doing what we are doing.
Performing a complete exam on a new patient is our greatest opportunity to differentiate our practice, and if done the way Pete teaches us, it can be a huge practice builder. However, getting our team on board and getting them trained in the concepts of complete dentistry can often be our greatest barrier to implementation. There are three steps that I recommend for getting our team trained.
One of the most common questions we get during any one of the classes that we teach is, what do I charge for this procedure?
The most common question that we get is, what do I charge for an equilibration, and what do I charge for records? Before you get into that process, I think what is important to realize is, how confident are you delivering this treatment for your patient at this point?
One thing that I have introduced lately into my office is an office tour. And it has been fantastic for the excitement in the office.
We have a front desk girl that is very bubbly, and excited, and fun to be around, and so she will greet the new patients as they walk in the door. And she will walk and greet them with a handshake and just say, "Hey. Let me show you around the office. Let me give you a tour." And she starts in the waiting area and just gives a little brief description of what is going on there, offers them a water or a coffee if they would like. And then she will bring them in the back.
When I started my Dawson training and my Dawson journey when I started going through the curriculum, I was actually an associate in a group practice. So I wanted to give you a couple of tips about how you can go back to your practice, a non-Dawson practice where you are an associate, and begin to implement some of the things that you are learning at The Academy.