YOU’RE THE BOSS

I attended a continuing education seminar this past week entitled, “Making it Easy for Patients to Say Yes”. The name of the seminar is a bit deceiving. You would think that it was about how to “sell” people into dental treatment. It was quite the opposite.

I am a firm believer in educating patients about their own dental health with the help of things like photography, which I discussed last week.  I also think it is important to spend as much time as necessary to bring the patient’s dental I.Q. to a level that allows them to make more educated decisions about the degree of dental health they wish to achieve. Some people require more time than others and some are not interested in the dialogue.

Although this seminar did confirm that educated patients make better decisions, it highlighted the fact that it is more important for the dentist to understand the patient and where they are in their life. In order for this to happen it takes time to build relationships with people.

This sounds pretty basic. However, the presenter of this seminar, who is a well-known figure in the dental world, felt that this relationship-based aspect of dental care is missing in most dental offices. Why? The cost to run a dental business, and many times the influence from insurance companies, creates the need to speed things up. Shortening the time the dentist/physician spends with the patient is a common goal in health care these days.

Most patients who require extensive dental treatment know that they have issues. They may not understand the extent of their issues, but they know things are not right. It is easy to move patients toward treatment if they have pain or something is broken. However, patients who may not have pain or broken teeth, but still have dental needs, require a different approach.

Before any educating is done or before any treatment is discussed, it is vital for the dentist to understand more about the person behind the teeth. Sure, there are patients who come into an office and just want a tooth extracted, or know they need a root canal, but most people who go to the dentist have the desire to keep their teeth and be healthy. The fact of the matter is, even if the patient knows they need extensive work, they may not be in the right place in their lives to accomplish this goal.

There is no disputing that dentistry can be expensive, especially if you are in need of significant work. There are many options out there for people who require more extensive care. You can choose lower cost options such as franchised dental offices where you may not see the same dentist every time, or you can choose one of the many great private dentists we have in our area.  However, the key is – what is suitable for you? The dental insurance industry is a broken system and it is unfortunately getting worse. If possible, choose your provider based on who you want to go to. Use whatever dental benefits you have but develop a relationship with a provider who takes the time to understand your specific situation.

Does a real estate agent show everyone the same house? Do they show everyone the most expensive house? They show them what fits into their life at that particular time. Dentistry should be approached the same way. It may not be the right time in your life to have the four bedroom house and the three car garage. But, having a good solid roof over your head that is comfortable is important to everyone. You can always upgrade.