The Dawson Academy Blog

Dental Articles on Occlusion, Centric Relation, Restorative Dentistry & More

How do I present my treatment plan to patients?

Do you have a good system in place to present your treatment plan to your patient?

After you have done your part to put together the plan, it's time to lay it out to the patient to ensure they understand what needs to happen now and what can wait. Here are three tips for you to use to help make that process more simplified.

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Implementing a Complete Exam Out of a Hygiene Visit

So one of the problems that I face in my practice is how do I talk about all these things, the signs of instability and the requirements of a stable occlusion, in a hygiene visit? And I used to try. And I would watch my patient's eyes kind of glaze over and I was feeling the pressure from my hygienist. She's like, "Hey, hurry up. We've got to stay on time."

And I realized I have to do something different here because they weren't accepting to come back to do their bite analysis or their smile analysis. Most people would get up there and be like, "No, I'll just see you again for the next hygiene."

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How to Train Your Team to Talk to About Money and Treatment

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.

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The 4 Treatment Options

So let's talk a little bit about treatment options and ways that you can communicate with your patients, when they show up at your office with signs of instability, tooth wear, mobility, migration, TMJ dysfunction, muscle pain, and soreness.

It's important to organize your thoughts and communications in ways that your patients can very simply understand what you're trying to relate to them.

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How to Get Patient Buy-In

Getting patients to own their own problems can be very challenging.

I find that in my office what has worked best for me is showing them photographs.

When I show photographs of the patient, I let them ingest what they are seeing on a photograph for maybe a few seconds before I start talking about what I am seeing. And sometimes I will actually ask them what they are seeing.

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Taking Dental Insurance Out of the Decision Making Equation

One of the tips that I would recommend is changing your vocabulary when you talk to patients regarding insurance.

One of the things that we hear quite often is something like this: "This is what your insurance will cover." I would like you to change that to, "This is what your insurance provides a benefit for." So changing your attitude or mindset, especially with your team when it comes to discussing insurance, is very beneficial for to getting the insurance out of your practice.

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The Two Rules for New Patient Phone Calls

You only get one chance to make a first impression, so you have to make sure to get it right when a new patient calls.

I have two general rules for talking to patients on the phone.

The first rule is be positive.

And, of course, this means answering the phone with all the proper etiquette, like having a smile on your face and using the caller's name. But I mean that you should literally be positive. There is almost always a way to give an affirmative answer to a question without compromising your policies.

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Quick Tip: Words to Use with Patients (and Avoid)

As Dawson-trained dentists, one of things that is most exciting and fun for us is going over specialty treatment. Taking our patients to records and going over the checklists, the photos, and the Wizard, and figuring out a long-term treatment plan for them.

The problem is, that we experience at our office, is getting our patients to records. Some of the terms that we use are confusing and we lose them in the process.

As Dr. Dawson told us, a word such as equilibration is a word we should never use. There are a lot of ways, both Dr. Dawson and the lead faculty communicate to patients in layman's terms to help simplify the process.

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