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Sally McKenzie,CMC
McKenzie Management


Sally McKenzie's
Weekly Management e-Motivator

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November 15, 2002

You have 27 work days to reach your year end GOALS . . .
  • Will your production exceed last year minus fee increases?
  • Will your patient retention increase to add days of hygiene?
  • Will you take home more money?

  • The TOP 4 concerns of dentists that will put the brakes on
    TOPPING last year's business?
    •Staffing •Scheduling •Hygiene •Cash Flow

    Will you make it?

    Sally McKenzie's Weekly Management e-Motivator---Issue #38

    Person, Place, and Presentation

    When it comes to treatment presentation, it’s the whole package – the person, the place or setting for the discussion, and, of course, the actual presentation. When suggesting to patients that they make major investments in their oral health, you want all of the elements to be working with you, not against you.


    Sally’s Recommended Actions

    Place - Use a patient consultation area that is separate and private from the rest of the practice. Sue, the patient, does not want Mrs. Smith another patient, who is paying Peggy at the front desk to hear all of the details of the major restorative work she is considering. The room should be comfortable and include table and chairs and other necessary equipment used to present the case. The setting should be without distractions and help put the patient at ease. The atmosphere should be unhurried and allow the patient to carefully consider their options.

    Personnel - Those presenting cases should be well-prepared with clinical knowledge. They should be allowed sufficient time to deal completely with a case. They should possess qualities that enable them to be sensitive to the patient’s needs yet comfortable in discussing financial arrangements.

    Presentation - Depending on the complexity of the treatment plan. The case presentation should range between 10-25 minutes and follow these steps:

    1. The treatment coordinator defines their role to the patient.
    2. The coordinator explains that they will be outlining the treatment options beginning with the ideal treatment plan.
    3. They explain in lay terms the treatment plan and the benefits of the treatment recommendations.
    4. The coordinator provides an estimate of the number of appointments the patient will require, follow-up visits, and length of each appointment.
    5. They review the patient’s X-rays during the presentation. This will help the patient understand the problem and the proposed solution. It also will stimulate questions from the patient.
    6. The coordinator has available "visual" aids so the patient can see and feel a crown, or bridge, or veneer or porcelain only.
    7. They answer the patient’s questions. Any that cannot be answered by the treatment coordinator should be answered promptly by the doctor.

    When presenting your “products” to patients take time to consider the packaging and help the patient to make a wise healthcare decision as well as a wise consumer decision.
    Resource Information: Treatment Plan Acceptance for the Dental Team - Go Now


    Thinking about setting goals for 2003?
    Want next year to be better than 2002?

    When was the last time your TEAM came TOGETHER, away from the office, and really benefited … not only for the practice, but the patients and as individuals? Schedule your next TEAM BUILDING RETREAT at The Center for Dental Career Development in beautiful LaJolla, California. Not only will you have perfect weather, relax, have fun, and enjoy but together we will help you build YOUR Continuous Improvement Plan for the next 12 months. The Center focuses on one team at a time, by appointment only … so call today to reserve your seat,
    1-877-900-5775. www.dentalcareerdevelop.com


    Technology Tool Box

    Mark Dilatush
    VP of Professional Relations

    for McKenzie Management


    1-877-777-6151 Ext. 28

    A series of short weekly chores designed to keep the return on investment in technology at its highest level.

    Top Ten Technology Do's and Don't's #8

    Every week we will publish one of the top ten. Unlike the “Tonight Show”, these are not in any particular order. These are compiled from watching 20 years of mistakes and helping to fix those mistakes. We would rather our clients just avoid the mistakes!
    We are considering implementing the use of a digital camera into our office routine. Is it just a matter of buying a camera and clicking away?
    What NOT to do:
    The purchase of a digital camera is just the first step of many. Do not eliminate the other steps. It will cost you in the long run.

    Do not assume that just taking a picture and showing it to a patient is enough. It isn’t. That’s why there are more steps.

    If you are the dentist, do not assume that YOU are the only one that needs to learn how to use it. Everyone on the team needs to learn how to use the camera the way YOU decide is best for your patients and your practice. Like everything else in your practice, there should be a system in place.

    What TO do:
    Dr. Lorne Lavine, Dr. Tony Soileau, Dr. Tarun Agarwal, Dr. Tom Hedge, Dr. Lorin Berland (to mention just a few) hold digital imaging courses around the country. Take one and bring at least your assistant(s) and hygienist(s).

    Select and purchase your camera.

    Create the business system model on how the camera will be used. For instance, “all new patients will have a series of 6 digital images taken prior to being seen by the dentist”. If that is your model, the whole team needs to know.

    Practice, practice, practice. Make practicing fun for the whole team. At the team meeting (after you have taken the course and purchased your camera), practice on each other. Practice different image enhancement options (whiten, shorten, lengthen, replace one tooth, one quadrant, full upper, and full lower).

    Implement: Once the team has the “system” down and it doesn’t add an inordinate amount of time to the diagnostic process, set a date and GO FOR IT!

    Tired of your investments losing money?
    Time to invest in your greatest asset …YOU!
    Call McKenzie Management TODAY … 1-877-777-6151.
    Find out how your largest investment - YOUR PRACTICE
    can increase an average of 42% in 3 months!


    This issue is sponsored in part by:

    DentalTown - 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 TODAY!

    McKenzie 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 http://www.mckenziemgmt.com

    CareCredit - The nation's leading patient financing program - offers 3, 6, & 12 Month Interest Free Payment Plans and low-interest Extended Payment Plans for treatment fees from $1 to over $25,000. All plans offer low minimum monthly payments and a revolving credit line for additional treatment or add-on charges, without the need to reapply.
    Call 800-300-3046, x519 and let the representative know you're ready to increase production, reduce accounts receivable, and increase cash flow with CareCredit patient payment plans. Or visit the website at http://www.carecredit.com

    The 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

    Lares 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.

    HPSC - 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 informs@bellsouth.net today to receive your catalog.


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    Copyrights 2002 McKenzie Management - All Rights Reserved.