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September 23, 2002
You have 3
MONTHS ... and 6 days to reach your
year end GOALS. Will you make it? Find
What if your Business
Staff had the
Training, Efficiency, Knowledge,
Expertise and Organization
of the Nation’s Top Dental Management
Now they can... Courses designed with your specific
practice needs in mind.
By Appointment Only The Center for Dental Career Development
McKenzie's Weekly Management e-Motivator---Issue #30
Come On and Take a Free
Dr. Warmheart is the nicest person you would
ever want to meet. This fella is so compassionate he makes Mother
Teresa look callus. Kind, generous, understanding, and nearly bankrupt.
His patients play him like a fiddle. He sees so many emergency cases
the office motto should be “Dental Care – Never Before,
Patients call in routinely with problems, and
Dr. Warmheart is standing by ready to either provide minimum care
because he’s convinced the patient can’t afford more
or give them the Cadillac at the price of a Yugo. No discussion
regarding the importance of ongoing preventive care and don’t
even think about asking for payment when the patient is discharged.
Accounts receivables are so high the number sounds like a Carl Sagan
reference to stars in the galaxy.
Compassion and kindness are wonderful and essential
traits for a dentist, but they don’t pay the bills.
Sally’s Recommended Actions
- Diagnose based on providing the best dental
care for the patient, not the bare minimum.
- Speak to patients about the need for comprehensive
treatment. For example, “Jim, you know I am more than your
dentist, I am your friend. But I cannot in good conscience continue
to treat you only when something goes wrong. I need you to make
a commitment to me that we’ll work together to take care
of these problem areas before they turn into painful emergencies.”
- Do not begin any treatment over $200 without
the trained financial coordinator arranging a payment plan with
- Collect today. Establish a financial policy
you are comfortable with, inform patients in writing, and stick
- In lieu of extending credit to patients,
partner with a patient financing company.
- Require insured patients to pay a portion
of their payment responsibility today.
- Consider offering a slight adjustment in
the fees for more costly procedures paid in full. Refer to this
as a bookkeeping adjustment not a discount.
Habitually giving patients a free ride is a
disservice to both the practice and the patients. Provide quality
care and expect fair payment.
A series of short
weekly chores designed to keep the return on investment in technology
at its highest level.
VP of Professional Relations
Purpose: Ever been to an all
inclusive resort? You know how “world class service”
makes you feel about a company? Do you know their secret? It’s
information, systems, and attention to detail. It’s not magic.
Providing this level of service doesn’t have to be that hard.
And, your practice management system can help.
Patient says, “I always get my prescriptions filled at CVS.”
Patient says, “Billy has soccer practice in the fall, I can’t
get him here till 6pm on weekdays”
Patient whispers, “I would rather have my teeth cleaned next
time by Sharon, Wendy hurts too much.”
Patient says, “We go to Florida in January and February, we’ll
have to make my appointment after March.”
Your whole team knowing specific patient preferences and using them
to provide a level of service only experienced in YOUR dental practice.
What to do:
Check the capabilities of your practice management system. Look
for a centralized area for personalized notes and/or a pop-up messaging/alert
system. Some practice management systems allow you to set up alerts
depending upon what activity you’re doing at the time. For
instance, when scheduling, you might want just patient preferences
related to scheduling to appear. Or, when opening a patient's chart,
you might want a message to appear that tells you the patient inquired
about bleaching the last time they were in the office.
If you do not know if your practice management system supports this
type of service, find out. If it does, understand it and begin to
implement it at your next team meeting. My guess is, your practice
management system DOES support this type of service and you’re
just not using it.
They’re your patients. Treat them like
12 Hours CE Credits
Sail the Eastern Caribbean
on Holland America World's most luxurious Ships the
29 - April 5, 2003 -
Work with two of the most dedicated knowledgeable
experts on Finance and Management in the United States
— Sally McKenzie, CMC and Dr.Hugh
Doherty, CFP. They will share sound advice
on how to develop a profitable practice which will
lead to your future financial security.
It will be a "one of a kind" vacation where
you come back richer!
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 firstname.lastname@example.org
today to receive your catalog.
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