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September 2, 2002
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McKenzie's Weekly Management e-Motivator---Issue #27
OUT! SCRAM! TAKE A LONG DRIVE OFF A SHORT CLIFF!” You could
surmise that Dr. HadEnuf was more than a little tired of dealing
with insurance companies. In fact, he decided to fire them, each
and every one. It was time, by golly, to throw caution to the wind
and listen to the “experts” who say, “Dump those
blood suckers come first thing Monday morning.” And he did.
Six months later
Dr. HadEnuf is looking at Grand Canyon size holes in what was once
a jam-packed schedule. So much for cash-based, this boy is cash
crunched. Doc’s move has put a screeching halt to practice
growth. Production is down 30%. E-Gad! If that weren’t bad
enough there’s a whopping 250 grand in unscheduled treatment.
Patients who are sticking around don’t want to follow through
on dental work because when the doctor says “open wide”
he’s talkin’ wallets.
may work in your Beverly Hills cosmetic dental boutique, but in
most areas, unilaterally ceasing to take insurance is going to have
patients reminding you who’s hiring whom for services. Before
your dream of the cash-based practice is trampled in the stampede
of exiting patients, plan and prepare.
- Get out slowly
and be prepared to increase production in other areas such as
hygiene and comprehensive dentistry.
the socio-economic level of your patients. If over 50% of the
base is on insurance, begin by not accepting insurance for recall
and/or no longer accepting assignment of benefits.
the two worst insurance plans. Explain to patients on those plans
why you cannot continue to accept their insurance but that you
hope they would consider staying with the practice.
based on the patients’ needs and wants not on their level
patients on the limitations insurance is placing on them.
- Offer patients
other patient financing options, such as those offered by CareCredit.
practices can and do succeed, seriously consider your patient base
and whether “insurance free” ultimately spells “patient
You have 4
MONTHS to reach your year end GOALS. Will
you make it? Find
Technology Tool Box
A series of short weekly chores designed to keep the
return on investment in technology at its highest level.
Dilatush, VP of Professional Relations,
• 1-877-777-6151 Ext. 28
Updating your insurance payment schedules
Purpose: Accurately estimate co-payment, collect
more at patient dismissal, provide better service to your patients
What to do:
- Every time you post an insurance check,
review how the team updates the insurance payment schedules (also
called “bluebook” in some software)
- Never update your insurance payment schedules
if there is a denial or deductible applied on the EOB
- You CAN update the bluebook if the EOB contains
an alternate treatment payment.
- When there is an obvious mismatch in estimation,
review and update insurance payment schedules for that particular
plan. Your patients will complain if they’ve paid too much,
you will complain if you’ve collected too little.
- Roll over your plan benefits and deductibles
every month. Most insurance benefits roll in January but a few
others use different months throughout the calendar year.
- Every day when the mail arrives
How do I keep everything clean and current?
- Staff turnover is usually the culprit. If
the person that posts your insurance checks leaves the office,
make sure the new person coming in gets proper training. You will
be fine if your team has been properly trained.
Your Business Staff had the Training,
Efficiency, Knowledge, Expertise and Organization
of the Nation's TOP Dental Management Consultants? Now
it's possible at The
Center for Dental Career Development.
Join us for our Premiere Open House Celebration,
September 6th 3-8pm. For more information call 1-877-900-5775
This issue is sponsored in part by:
Management - A full service, in-office dental management
consulting company specializing in the business, clinical, and hygiene
areas of practices nationwide.You can find McKenzie Management at
- More than 30,000 healthcare practices nationwide use CareCredit
as an alternative means of helping their patients finance treatment.
You can find CareCredit at http://www.carecredit.com
Center for Dental Career Development - Providing
Advanced Business Education for dentists and training for business
employees as well as Team Building Retreats for the entire dental
team in Beautiful La Jolla, California. You can find The Center
for Dental Career Development at http://www.dentalcareerdevelop.com
- Never practice solo again! DentalTown.com is a free community,
hosting dentistry's MOST ACTIVE message boards, classified ads and
a dental event calendar.The site is open to dental professionals
throughout the world, 24-hours a day, 7 days a week. Once you visit,
you'll wonder how you ever practiced without it! Log onto http://www.dentaltown.com
Research - Make Your Practice Profitability Soar! SoftCare
boosts your hygiene department profitability to a new level. Treatment
of periodontal disease with the Lares' PocketPro Lasers
is easy to learn and offers a quick and dramatic return on your
investment. Lares lasers will also make your dentistry faster and
easier. Visit us at http://www.laresdental.com/products/lsc/default.asp
or call 800-347-3289, ext. 1 and schedule an educational presentation.
- Finances, via lease or loan, dental and office equipment, leasehold
improvements, working capital and supply contracts at fixed competitive
rates, with no points, variables or hidden fees. HPSC
also offers a variety of financing programs to dental professionals
seeking to set up, expand, buy into, or acquire a practice.
INFORMS - Allow InForms
to participate in your successful practice by becoming the
"ONE STOP SOURCE" for your front office needs. We carry a full range
of products including: recall and appointment cards, registration
forms, exam forms, statements and envelopes, folders and labels.
Call us at 1-800-722-4884 or email us at email@example.com
today to receive your catalog.
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