Think like a Patient, not like a Dentist
April 19, 2012 | Category Periodontal Management, WellnessWhen you go to the doctor, do you want to get half a check-up, or a complete check-up? Do you want only the good news, or the whole picture of what’s going on in your body?
It probably comes as no surprise that your patients want the whole story from you too. Is that what they’re getting? Are patients with periodontal disease advised about their risk of diabetes? Do patients know there’s a common sexually transmitted disease that increases their risk of oral cancer?
After attending a recent oral systemic course, I personally am now looking for a new dentist. My current dentist, although well-qualified, does not use an advanced oral cancer detection device or salivary diagnostics. Before learning the latest science that connects the mouth and the body, these things were of little concern to me as a relatively healthy, low-risk patient. However, now that I know the facts, I will not be taking any chances with either my oral or overall health and am looking for a dentist who uses quantitative, objective testing to provide me a complete picture of my health.
With oral systemic information in the main stream media every day, how long will it be before more patients have the same reaction, driving demand for dental offices that have implemented these types of services and can explain their benefits in language patients can understand? Make sure your patients are getting their oral health information from the expert – you – and you’re providing the services you’d want to receive as a patient.
4 Reasons to Talk to Your Patients about Tobacco Use
March 19, 2012 | Category Periodontal Management, WellnessSmokers, raise your hands. Wait, no one is willing to admit to smoking? According to the CDC, an estimated 45.3 million people, or 19.3% of all adults (aged 18 years or older), in the United States smoke cigarettes. And I’m guessing most of those people already know smoking isn’t good for them. So why should you talk to patients about something they already know? Most people also know that they should floss every day, but we still remind them at every visit. You never know when you’re going to break thru someone’s bad habits, or find the right message that resonates with that particular patient. So we keep trying because health and lives are at stake. Focus on the facts with patients (like the ones below) and you can keep conversations more educational than confrontational. Remember, if you don’t share this information with patients, who will?
- Smoking causes the body to turn against its own helpful bacteria, leaving smokers more vulnerable to disease, according to a study published in Infection and Immunity.Say “YES” to helpful bacteria and “NO” to cigarettes!
- Tobacco use may be one of the most significant risk factors in the development and progression of periodontal disease, which is linked to systemic health conditions like heart disease and diabetes.Healthy bodies start with healthy gums!
- Early morning smoking increases risk of head/neck cancer, according to two studies in the journal Cancer.Skip the morning cigarette and enjoy an extra 5 minutes of sleep!
- Smoking has a negative effect on bone regeneration after periodontal treatment, according to a new study in the Journal of Periodontology.Quit smoking and avoid dentures!
If patients need resources to assist them in smoking cessation efforts, you can direct them to www.smokefree.gov.
Resolutions, Change, and Other Things We all Hate
December 28, 2011 | Category Marketing, Practice Analysis, Recare, Team Harmony, WellnessI refuse to make resolutions. When asked about them, I vary my excuses from pretentious “I don’t believe in an arbitrary set time for resolutions”, to childish “Resolutions are stupid”, but really it comes down to the fact that I don’t want to be held accountable. If I make a resolution to exercise more, inevitably in a few weeks someone will ask me, “how’s the exercise going?” I’ll either be forced to admit that I snoozed 17 times that morning instead of working out, or I’ll have to lie. It’s embarrassing to admit that you’re failing, even though I know I’m not alone. Approximately 50% of the population makes resolutions each New Year, and about 78% of them fail to achieve their resolutions. Change is hard. That’s why we don’t like it. Resolutions ask us to commit to change, which requires motivation and dedication. That’s why we often prefer to wait for change to happen to us, instead of because of us. Many of us have been waiting for change for awhile now. Waiting for the economy to get better, waiting for patients to start coming back, waiting for employment to go up so people have insurance benefits to use, waiting, waiting, waiting… This New Year, consider whether you’ve been waiting for change, or making change happen. As much as we hate it, change is a powerful force that can make the difference between another year of waiting, and the year you reach the professional and personal goals you’ve set for yourself. And remember Henry Schein is here to help – share your goals for 2012 and we’ll work on the plan to get you there!
Resolutions I Don’t Hate
- Give up Jersey Shore and all things Kardashian.
- Stop using Facebook to express my every thought.
- Wear something other than sweat pants to the grocery store.
- Really floss, not just say I floss.
All I Want for Christmas is 5%+ Growth in Production
December 15, 2011 | Category Practice AnalysisAccording to the Levin Group Data Center, in 2009, dental practice production declined 11.6 %, and in 2010 it declined another 6.4%. That means the average dental practice’s production is down more than 15% over the last 2 years! Even if your practice weathered the economic storm better than most, more than likely you’ve still seen a dip in your production. As we look toward the new year, it may be time to consider how your practice can ensure success regardless of the economic conditions.
Adding new services to your practice can expand your patient base and invigorate the dental team. Start by examining the procedures you most commonly referred out in 2011. Consider which of those would be the most profitable for your practice. Talk to colleagues who have moved procedures in-house. Consult with your team to see what they’re interested in. Whitening, endodontics, and implants are just some of the services GPs have had success with in their practices, and can be a point of differentiation in your marketing materials.
If you need help accessing information on procedures referred out your practice, talk to your Henry Schein Sales Consultant. They can provide you with that information as part of a complete analysis of your practice.
The Season of Giving (Back)
November 18, 2011 | Category WellnessLast weekend I heard my first Salvation Army bell-ringer on my way into the grocery store. Every day this week a request for donation has greeted me at the mailbox. We are firmly entrenched in the season of giving and there are so many worthy causes vying for our attention. I would add, to all the other requests you receive this season, that you consider supporting DentaCheques. This cause, at the very heart of our industry, represents the work of your peers, labs, manufacturers, and distributors – everyone contributes to give life-saving dental work to those in need. Please honor the work of all involved by purchasing a 2011 DentaCheques book. Make it an early holiday gift to yourself (you still have time to redeem all of the savings!) and know that you could not find a better use for $149. Happy Holidays!
Primary Care Moves into the Dental Office
October 19, 2011 | Category WellnessPrimary care is commonly defined as the first point of contact with the healthcare system for a person with any undiagnosed sign, symptom, or health concern. In the past, primary care has been considered the realm of the physician, with the dentist as a collaborating specialist for concerns related to the mouth. Today oral health is primary care and the dentist’s role has evolved to that of a primary care provider. What hasn’t changed is the public’s perception of dentistry. The persisting stereotypes of drilling and filling, painful procedures and endless extractions inhibit dentists’ ability to improve patient health. We need to elevate the perception of dentistry to match the reality.
At the ADA last week, Henry Schein launched Total Health, the first wellness program for dental offices. Total Health was designed to educate patients, not just on the oral systemic health connection, but on the importance of the role the dental team plays in managing overall patient health. Dentists and hygienists were unanimously impressed at seeing the information they’ve been verbally conveying to patients put into print as easy-to-use education and marketing resources. Teaching your patients that regular dental appointments can help prevent serious health conditions and maintain optimum well-being helps patients understand the true value of the primary care you’re providing.
Motivating Periodontal Patients to Accept Treatment
October 5, 2011 | Category Periodontal ManagementIt can be frustrating when periodontal patients reject your treatment recommendations. Don’t let past rejections control your current patient conversations. Periodontal disease is dangerously undertreated and you can increase patient acceptance by communicating a few key facts.
Key Fact: Delaying periodontal treatment has costly consequences.
Research shows that patients with severe periodontal disease have healthcare costs 21% higher than those without. Not only will refusing treatment in the early stages of periodontal disease likely lead to more expensive treatments like surgery down the road, but due to inflammation spreading throughout the body, other healthcare costs go up as well. After explaining the mounting consequences of avoiding immediate treatment, patients are more likely to accept your recommendations.
Key Fact: Periodontal disease affects your physical appearance.
Appearance can be a powerful motivator. As periodontal disease progresses causing gum recession, tooth loss and eventually bone loss, resulting changes in the facial appearance are permanent. In a recent study in the Journal of Plastic and Reconstructive Surgery, researchers found that bone loss in the jaw, as well as eye sockets and cheeks, aged people in ways that cosmetic surgery can’t fix. Patients are highly motivated by a desire to avoid tooth loss, and the physical consequences of that loss.
Key Fact: Periodontal disease will not get better without treatment, only worse.
It seems simple, but because periodontal disease is often symptomless, patients assume they have plenty of time to get it treated and that they are in no immediate danger. Explaining the presence of bacteria in the mouth, and the damage it will continue to do until removed, makes the need for treatment more urgent for patients.
Remember – be clear but empathetic during these discussions with patients. Let them know your recommendations are based on maintaining their overall health and well being. And watch your periodontal treatment acceptance go up!
Why Complimenting Your Team Matters
September 29, 2011 | Category HR, Team HarmonyRecently I was reading a collection of responses from dental assistants who had been asked to share the best and worst things a dentist had ever said to them. The list of best things is wonderful to read, filled with everything from detailed recounting of specific compliments to the simplest “thank you”. What struck me about all of them is how memorable each of these compliments was to the receiver, regardless of how long ago they had been given. Thru this list we can truly see the power of positive reinforcement in action! The best list was heart-warming, but when I turned to the worst list, each comment seemed more mean-spirited than the next. If you need to provide critical feedback to team members, follow the advice of experts and leave emotion out of the discussion. We all have moments when we say things we regret, but keeping in mind the list of “best things” during your day may help you remember how much your words can mean to someone else. Compliments are free – use them liberally and sincerely!
Have your patients moved dental care from a need to a nice-to-have?
September 20, 2011 | Category Recare, WellnessA recent survey shows that 35% of people who regularly visit the dentist have cut back on their dental visits. It’s an alarming percentage when we consider the ramifications of undiagnosed oral cancer, untreated periodontal disease and potential oral systemic health issues. What this survey tells me is that at least 35% of patients do not truly understand the importance of oral care. If they did, dental visits would always be prioritized as a need. As an industry, it is our responsibility to educate not only our own patients, but all consumers. Fortunately work towards this goal is already in progress with a public service ad campaign currently being developed by the Ad Council and the Partnership for Healthy Mouths, Health Lives for launch in 2012. However, we don’t have to wait until next year to start spreading the message. Every patient interaction with the dental team is an opportunity for education. Every phone call, every hygiene appointment, every exam, even time spent in the reception area or on your website provides a valuable opportunity to share the importance of oral care. If you’re not sure how to get started, visit the Wellness page for ideas. Start spreading the news today – oral health can’t wait!
One Dental Team, One Voice
August 16, 2011 | Category HR, Team HarmonyRecently I was speaking to a dentist whose hygienist had challenged his diagnosis of a patient behind his back to another team member. The dentist was angry and hurt to discover his team was questioning the way he practiced dentistry. This probably happens in the dental office more often than we would like to think. Of course disagreements are natural, and differing points of view can lead to enlightening debates and discussions. However, ultimately the standard of care and practice philosophy are set by the dentist and echoed by the entire team, from the front desk to the assistant. So what happens when the dentist’s standard of care is not being reinforced by all team members? The first thing to consider is how the conflict was handled. Did the team member go to the dentist in private to discuss the issue, or was this differing opinion voiced in front of a patient? Was it one isolated incident, or a pattern of behavior that could spread to the rest of the team? Considering these questions will help determine the appropriate course of action. If it was an expression of patient concern from a good employee, education is probably the answer. Don’t be afraid to share the “why” behind your diagnosis. We are all more motivated to comply when we understand the reasons behind policies. If it is an issue of a core philosophical difference, you may need to consider a more serious response. It is crucial that the dental team provides one, consistent message to patients – for the best health of the patient, and the health of the practice. Make sure your team is speaking with one voice.
