Work Less–Make More!
Dr. Bob Morley—Case Study #142
“I have been a dentist for over 20 years. My children are getting older and I want to spend more time with them. However, I am not ready to retire and I still need income. How can I have both?” —Dr. Bob Morley
To summarize the information above, Dr. Morley experienced an increase in practice production of 18% (or $61,500) and he worked 25% less! How did he do it?
The following systems were put in place:
Handwritten “thank you” notes were sent by the doctor to the new patient. He also called the evening prior to the appointment to “welcome” the patient to the practice. Getting this kind of attention before coming into the office made a great impression on the new patients.
As soon as new patients were seen by Dr. Morley, “thank you” gift cards were mailed to referring patients to encourage them to continue to refer more patients.
The hygienist calls the new patient the evening of the new patient’s visit to follow up on any questions they might have about their first visit and to learn if there was anything they could have done to make their visit more pleasant. Building trust comes from all members of the team.
The purpose of all these “warm and fuzzy” activities is to create a reason for this new patient to talk about the practice with their friends. Remember that patients have a choice…many choices…of where to seek their dental treatment and you want them to choose you.
Tracking retention: Compare the number of patients expected at the first of the month that are on your recall list to the actual number of patients that are seen in hygiene. If you have anything under 90% and are averaging 20 new patients a month, your practice is not growing! That is why you only need 4 days of hygiene.
With improved retention and proper hygiene scheduling, Dr. Morley was able to add an additional 2 days of hygiene per month. This does not seem like a lot but if the hygienist is averaging a minimum of $125 per patient, 9 appointments = $1,125 per day.
Yes…9 appointments per day. This may seem unusual because the Scheduling Coordinator thinks that the hygienist should see 8 patients per day…1 hour each. This is NOT correct. The hygiene patients should be scheduled according to the time that is needed for each patient. Some patients need 1 hour and some patients only need 30–40 minutes. The patients that need 30–40 minutes are generally children under the age of 14 and patients with few natural teeth and removable prosthetics.
Efficient Doctor Scheduling
A time and motion study was conducted to have a better understanding of how much “chair time” is needed for the more common procedures. This information is noted on the Route Slip and given to the Scheduling Coordinator for each appointment so that scheduled appointments were based on an accurate assessment of the time necessary to do the procedure.
Dr. Morley was able to see as many patients in 3 days as he was in 4 days and customer service was improved because patients did not have to wait as long to be treated.
If you are ready to work less and earn more, contact McKenzie Management to invite a professional consultant to assist you in achieving your goals.
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