Tag Archives: Referral

LEARN DENTAL SLEEP MEDICINE IN OPRYLAND June 6-7

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Of the next three patients that will walk thru your doors, one will be a victim of Sleep Apnea.

Will YOU be able to identify and treat that patient?

Learn how to truly save lives in Nashville, TN on June 6-7, 2014 with Dr. Dawne Slabach at the Gaylord Opryland Hotel and Resort

5-8-14 NASHILLE SIGN

5-8-14 NASHILLE SKYLINE

Earn 16 CE credits and become The Sleep Dentist.

Brand yourself as a Doctor who understands and treats sleep apnea problems.

The winners in this difficult economy will be those Dentists who are able to offer the combination of patient engagement and niche marketing.

  The current need, and “buzz”, is in discovering and treating sleep apnea.  Patients are asking their Dentists about sleep apnea. How comfortable are YOU with the answers? It is reported that less than 4% of practicing Dentists are able to assist the more than 50 million people who suffer from sleep apnea. There is a growing public awareness of the hazards that come from a nocturnal stoppage of breathing. Your patients are becoming increasingly more concerned about the blockage of oxygen to the brain and other organs. Strokes. Heart attacks. Diabetes, Dementia.  As a Care Giver, think of how you can serve an unfilled need.

3-24-14 SNORINGSee the two day course outline and register here: http://sleepgroupsolutions.com/2.0/modules/piCal/index.php?action=View&event_id=0000003051

5-8-14 SLABACHDr. Dawne Slabach
Dr. Dawne Slabach has a clinical practice focused on Sleep-Disordered Breathing, TMJ disorders and orthodontics. Her passion for treating patients comes from her own personal experiences with all three areas of treatment. Dr. Slabach received her B.S. in Biochemistry in 1984 and her Doctor of Dental Surgery in 1988, both from the Ohio State University. She is a Diplomate in the Academy of Sleep Disorders Disciplines, Distinguished Fellow in the American Academy of Craniofacial Pain and a Certified Assistant Instructor for the International Association of Orthodontics. She is also a member of the American Academy of Dental Sleep Medicine and an assistant instructor for Rondeau Seminars. She has been practicing and teaching Dental Sleep Medicine for the past 8 years.

PRESENT SEMINARS TO PATIENTS IN YOUR OFFICE

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Are you looking for a way to stand out in your community? Here is how you can gain respect as a Leader, generate New Patients, and provide a great public service.

Select a topic that will draw an audience.The “hottest” topic today is Sleep Apnea. Just google into the internet and you will see the widespread interest in SA. People are becoming very aware of the dangers caused by the stoppage of breathing while they are asleep. They are looking for answers and very few Dentists are prepared. Take a training course or a seminar, become knowledgeable in the signs and symptoms, the risk factors,and in the various treatment options. Sharpen your expertise.
6-2-12 BRAIN
 
Here’s how you do it:
Present a free seminar in your Reception Room. Select a date at least one month out so you and your invitees will be able to get it into your schedules.
 
How to Announce and Promote it:
  • Have a “sign-up sheet in your office
  • Send out email announcements to patients of record; ask them to assure their place by return email.
  • Let each invitee know that they may invite two friends or relatives.
  • Place a large colorful poster in your Reception Room.
  • Distribute flyers to local businesses and professional offices.
  • Place a small display ad in your local newspaper.

1-21-13 LOGO DENTAL PROS SHARING

Some Tips for your Seminar
  • Present it in the largest room in your office- usually the Reception Room
  • Prevent any interruptions – turn off phone ringers, etc.
  • Have a “Welcome Table” with some juices and other beverages (sugarless, of course).
  • Have your flyers, brochures, and business cards on the “Welcome Table”.
  • Prepare a power point presentation with video.
  • Subjects like Sleep Apnea are serious, but to keep the audience entertained, infuse some humor.
  • Encourage interactive participation. Invite questions from the audience.
  • Prepare some hand-outs for the participants to take home.
  • These are just a few ideas. I am sure you will think of a lot more.

Objectives and Outcomes

You will be respected as a Leader and Educator.

You will generate New Patient leads.

You will provide a needed and valuable public service.

1-21-12 Success Ladder

 

BUILD A SOLID DENTAL PRACTICE THRU RECIPROCAL REFERRALS

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The “Reciprocal Referral” is an effective method to build a strong referral-based dental practice, and the opportunities are always right in front of your eyes. Many of your patients have businesses or services that you can use either personally or in the dental office.
I have seen exceptional networking returns by a dentist who purchases a weekly delivery of fresh flowers for his Reception Room. (The Florist and husband are loyal patients and they consistently refer many of their own customers.)
 
Another dentist “thanked” a referring patient who is an IT specialist by having him set up an office computer system in 5 operatories, private office and business office. That patient referred nine additional families over the next six months.
 
Some other examples of Referral Acknowledgement by Reciprocating that have produced well for my clients were with a plumber, a commercial printing company, a realtor, and even with an attorney. In all these cases, both the doctor and the referrer were exceedingly pleased with the results of their networking.
 
“Scratching each others’ backs.” 
 
You are quite familiar with the phrase “A referral is a compliment from a patient or a friend.” That compliment can’t be ignored. When someone thinks enough of you to refer one of their family or trusted friends, ignoring their kindness would be taken as an insult, while acknowledging their referral will encourage more referrals. It seems simple, but many dentists, surprisingly, just can’t figure out what to do.
 
Do you or a team member make calls, send cards, flowers, gifts, movie tickets, dinner certificates, or something even more creative? Or truthfully, are you taking the referrals for granted?
 
 
In your next TEAM meeting, mastermind a Program of Acknowledgements. What is one referral worth to your practice? How would you thank a patient, friend, or associate who refers 5 patients? What about 10 referrals? Create your “program”. Make it part of your written Office Policy.
 
And who are the patients- tomorrow- that you can initiate into your Reciprocal Referral Program?
 
 
 

Thank your Dental Assistant this week!

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From the American Dental Association news.

It’s that time of year to thank the assistants who help your practice succeed.

Dental offices throughout the world will celebrate Dental Assistants Recognition Week March 4–10.    The theme for this year’s event is “Key to Productivity: The Professional Dental Assistant.“

 Each year, dentists take a week to honor dental assistants for their role on the dental team, recognizing their broad spectrum of duties and highlighting their often unheralded contribution to quality dental care. The American Dental Assistants Association, American Dental Association, Canadian Dental Assistants Association and Canadian Dental Association jointly recognize the observance. Dental assistant associations, dental assisting schools, and U.S. Army and Air Force dental clinics all join dental offices in honoring dental assistants during this designated week.

“Dental assistants are valued members of the dental team. The role of assistants has become even more important in recent years with the advent of expanded functions,” said Dr. Mark Zust, chair of the ADA Council on Dental Practice. “More than ever, assistants achieve professional growth by studying and receiving advanced training. Dentists delegate more procedures and assistants take pride in their accomplishments.”

Dental assistants will celebrate their contributions to the profession by participating in educational and charity events and other team activities. Dentists typically show their respect for dental assistants’ diverse contributions to the dental profession and the public by providing perks such as luncheons, flowers or treats.

“Dental assistants show their value by providing everything from supportive procedures to direct patient care through expanded functions, which boosts productivity. The assistant provides a valuable connection with the patient; it is often the assistant that the patient turns to when they have questions, the assistant who explains the finances and the assistant who keeps the patient calm during treatment,” said Claudia Pohl, president of the American Dental Assistants Association.

CAN A DENTIST WALK AND WHISTLE AT THE SAME TIME?

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Can a Dentist talk to a patient while concentrating on the job at hand?
 
Dentists reach a point, after varying degrees of experience, where we know the clinical procedural sequence so well, that we are able to do the job and educate at the same time.

Some patients are quite “detail oriented” and they would like you to tell them what you are going to do, tell them what you are doing, and then tell them what you have done.
Then there are the “big picture” people (the vast majority of our patients) who only want to know how long. how much, and the end result. We can get to know who they are by learning body language and verbal cues… or even asking our patient. They will tell us.  In all cases it is helpful to find some subject to talk about (a one-way conversation, of course) to keep the patient distracted and thinking positive about the treatment, their comfort, and the outcome. The chairside assistant can play an important role in this.
Still interested? Please read my article on case presentation: http://wp.me/p1OXM3-5R
 
NO-ONE will disagree that any patient must be treated as a whole. I have never seen a tooth or a mouth walk into a dental office without a human attached to it.   A dentist must be a lot more than a clinical robot. To REALLY help a patient, we must serve them as a teacher, psychologist, caring person, and primarily, a LISTENER.
 
Here’s my formula: “ALF“
Ask the right questions,
Listen carefully,
and give Feedback so the patient knows you understand.
“There is no such thing as a ‘bad’ question from a patient.”
 
Everyone on the team should be educators, on the same “channel”, and knowing how to fully support the dentist.

How do YOU acknowledge word-of-mouth referrals? How do you thank the referrer?

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When someone thinks enough of you to refer one of their family or trusted friends, ignoring their kindness would be taken as an insult, while acknowledging their referral will encourage more referrals. It seems simple, but many dentists, surprisingly, just can’t figure out what to do.

 

What do you think of this idea?

A printed card is sent to the referring friend with a lottery ticket inside. The outside of the card says, “You’re worth a million to us.” On the inside where the ticket is attached, it is inscribed, “We hope you win.”
On the other inside flap there’s a personal note from the doctor, “Thank you for referring (patient) to us.”
Small cost, great value. I hope you can send 5 of these every day.

 
When one of your patients gets a winning lottery card, just think of the publicity you will receive, and ………… she may spend her winnings in your office, for that dentistry she needed.
Do you or a team member make calls, send cards, flowers, gifts, movie tickets, dinner certificates, or something even more creative? Or truthfully, are you taking the referrals for granted?
 
In your next TEAM meeting, mastermind a Program of Acknowledgements.  What is one referral worth to your practice? How would you thank a patient, friend, or associate who refers 5 patients? What about 10 referrals?