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Patient Attraction Episode 1191
Dentists all over the country are suffering from a problem that most never thought they’d have. No, it’s not neck or back problems, although those conditions might be the result. The problem is that dentists have too many patients, and too few out of that flood of patients have high value for the practice. Dentists describe themselves as practically running between rooms trying to keep up with a schedule that’s largely routine exams and drill and fills. After the break, I’ll tell you how to get off the deadly dental treadmill for good.
– I’m Colin Receveur, CEO of SmartBox.
– Thanks for watching the Patient Attraction Podcast™.
– It’s my firm opinion that dentistry was never intended to be a high-volume business.
– Back in the day, before dental insurance, it wasn’t like this.
– People paid cash or worked out payment terms for the services they received.
– Generally, the successful dental practices attracted people with discretionary income.
– That all changed once dental insurance was established as an optional employee benefit.
– True, dentists probably got more cleanings, routine exams, extractions, and drill-and-fills than before.
– But those are low-value procedures, and you have to do a lot of them to make any real money.
– The problem got even worse once the growth in wages started lagging behind the cost of dental care.
– It became common for people to rely on insurance to pay for even routine treatment.
– Today, you’re probably getting phone call after phone call where the first question is, “Do you take my insurance?”
– And the second question is, “How much of the cost will my insurance cover?”
– In the last few years, as insurance companies have shifted more of the payment burden to patients, price shopping has become the norm.
– That’s true even with full employment like we have now, because wages still haven’t caught up.
– Today, the deadly dental treadmill of high-volume, low-value dentistry is everywhere.
– But you know what?
– That doesn’t have to be your practice.
– There are any number of practices out there that don’t market to low-value dental patients.
– They’ve set their sights higher, and they’re reaping the benefits.
– The cure for the dental treadmill is attracting better dental patients.
– Better patients can make up 30 percent or even more of your market.
– These are patients with the financial resources and the willingness to pay more for their dentist of choice.
– They don’t care much about price or about insurance coverage.
– They want what they want, from the dentist they want – things like cosmetic dentistry, implants, and full-mouth restorations.
– And they’ll pay, often up front, to get it.
– Just imagine your schedule filled with a comfortable number of interesting, higher-value cases.
– You can take more time with each patient and practice the dentistry you want to practice.
– You can stop running between operatories.
– You can even leave the office at a reasonable hour and enjoy some well-earned time away.
– Dr. James Kiehl of southern New Hampshire has found the key to getting better patients.
– He said, “Some of the advertising I’ve done in the past was more offer driven, free exam, X-ray kinds of things.
– “When you bring patients in that way, you’re chasing them with the next offer or they’re chasing you for the next offer, all the way down the line.
– “Since we’ve implemented our SmartBox Patient Attraction System, we’re definitely getting the quality patients that I want to see come into my practice.”
– If you’re ready to work less, earn more, and enjoy life again, here’s the first step.
– Visit smartboxdental.com and reserve your no-cost, no-obligation Practice Discovery Session™.
– We’ll create a strategic plan to get you off the dental treadmill and enjoying dentistry again.
– After the session, you’ll receive your free Patient Attraction Roadmap™ as well.
– It’s yours to use however you wish – there’s no obligation.
– Treadmills are good for exercise but not so much as a way to make a living.
– Say goodbye to the treadmill for good with SmartBox.
– Join me for our next podcast.
– Until then, keep moving forward.