Why Should Anyone Be Your Patient?

Office Magic Newsletter
Dynamite Your Status-Quo to Achieve Breakthrough Success.

February 2004
In This Issue
-- 39 Myths That Are Killing Dental Practices
-- Paris in the Spring!
-- Coming Next Month


Is anyone else feeling like 2004 will be the year of the economy? We think it's coming back like you wouldn't believe. Get ready.

When your practice has the right systems in place, you will be able to catch the wave and ride it, ride it, ride it! Let's get to it.

39 Myths That Are Killing Dental Practices
Clearing your mind of the foggy myths that have become ingrained in the collective conscience of dentists can free you and your practice to achieve a new, higher level of success as you deliver a higher level of service to your patients.

Here are 39 Myths, most of them promoted by other management consultants, that can literally drag your practice down slowly but surely. Each myth is thoroughly destroyed in "Magical Customer Service and the Statementless Professional Practice," which explains exactly what you should do and say for the exponentially better results our clients get.

Myth #1: It is unprofessional to discuss fees on the phone.
Myth #2: Include the right payment options in your financial policy and you'll get paid.
Myth #3: Fees should not be provided in writing as the patient will use these figures to "price-shop."
Myth #4: Finances should be discussed in a separate consultation room or in the doctor's private office.
Myth #5: Payment issues cannot be discussed at the front desk, because there is no privacy in this area.
Myth #6: Gaining approval for a fee indicates that a payment agreement has been reached.
Myth #7: A payment discussion is a negotiation, and the best way to begin the negotiation is to ask the patient, "How would you like to take care of this?"
Myth #8: Fees should be kept low for prophys and exams to attract the new patients who check these fees.
Myth #9: Raising fees will cause a significant loss of patients.
Myth #10: To sell extensive dentistry, patients must be extensively educated.
Myth #11: In order to sell "comprehensive dentistry," your practice must offer "in-house" financing.
Myth #12: Offering an immediate 5% discount for payment in full would be a losing proposition to a practice with a 99% collection rate.
Myth #13: Offering patients a courtesy for payment in full is just not effective.
Myth #14: Placing signage regarding your financial policy around the office will help you to collect effectively.
Myth #15: It is most profitable to produce everything, and collect what you can; 80% of a lot is more than 100% of a little.
Myth #16: Allowing patients to leave your office without paying ingratiates your practice with the patient.
Myth #17: An experienced dentist or perceptive staff member can "size up" a patient's ability to pay.
Myth #18: Only one staff member should make payment arrangements with patients.
Myth #19: The key to getting paid lies in the checkout procedure: Ask every patient, "Will that be cash, check, or credit card?"
Myth #20: The #1 cost in dental practices is always staff salary.
Myth #21: Accounts receivable equivalent to one and a half months production is healthy and desirable.
Myth #22: Having a choice of payment options will encourage patients not to pay at time of service.
Myth #23: Financing is appropriate for the "uninsured portion" of the patient's fee.
Myth #24: Since it is the job of the staff to collect the fee, the dentist can abdicate any responsibility in this area.
Myth #25: Offering 5% off for payment in full to insured patients is illegal.
Myth #26: Viable alternatives exist to collecting at time of service.
Myth #27: Long-term patients accustomed to being billed will not accept a change in procedures.
Myth #28: Expressing concern about payment will indicate a lack of concern for the patient's problem.
Myth #29: Since health-care professionals should be caring people, non-payment can simply be considered as "charity."
Myth #30: Patients who are declined for outside financing cannot be treated.
Myth #31: A practice which collects at the time of service is a "cash" practice.
Myth #32: A managed care component can seamlessly co-exist within a fee-for-service practice.
Myth #33: Appointments should be spread out to justify the fee charged.
Myth #34: Collecting at time of service means the practice wins, but the patient loses.
Myth #35: Asking for partial payment is appropriate in a dental office.
Myth #36: Staff members can be rude and aggressive in collecting, because the patient will not hold it against the dentist.
Myth #37: Payment arrangements need not be made with patients who have an established record of paying your practice.
Myth #38: Performing credit-checks on your patients will enable the practice to perform "in-house" financing successfully.
Myth #39: The doctor should not begin any treatment over $300 without arrangements being made by the financial coordinator.

The Management Solution

Paris in the Spring!
Discus Dental hosts its Las Vegas Extravaganza at the beautiful Paris Hotel and Casino. See Rudolph Giuliani! Get a behind-the-scenes look at ABC's "Extreme Makeover."

Debra Gray King, Dennis Wells, Mike Koczarski, Larry Rosenthal and dozens more with practice-changing information for you. Oh, yeah. Pat Wahl, too, will show you how to "Make Your Practice Twice as Good Monday Morning!"

See You in Las Vegas!

Coming Next Month
We hope you enjoyed this issue. Maybe some of the "myths" hit home with you. If deep down, you know there's a better way, if you want to get out of contractual insurance plans and have the practice you deserve, join us!

Coming next month... the straight scoop on "Spa Dentistry," and a tip for extraordinary meeting planners.

In partnership,

Pat, Lorraine, and Ginny

Contact Information
email: info@officemagic.com
voice: 800-750-8779 or 302-229-9520
web: http://www.officemagic.com

Office Magic · 628 Black Gates Rd. · Wilmington · DE · 19803-2240 · USA

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