E=EDUCATION

 WHY PURCHASE A CAMERA SYSTEM?

What is the purpose?

The Intra-Oral Camera OR DIGITAL camera System can accomplish these following goals:

  1. Better diagnostic ability
  2. Better visualization for the patient
  3. Better educational capability……thus
  4. Greater acceptance of treatment recommendations

10 Ways to use an Intra-Oral and/or Digital Camera System:

  1. Initial Evaluation
  2. Presentation appointment
  3. Hygiene appointment
  4. Dentistry diagnosed but untreated
  5. Emergencies
  6. Insurance
  7. Offset buyers remorse
  8. Educational before and after photography
  9. Social Media
  10. Both Internal and External Marketing

The fulcrum of a great practice is:

  1. Careful diagnosis
  2. Comprehensive treatment planning
  3. Excellent case presentations:  carefully planned and presented

1.  INITIAL EVALUATION

This new patient experience is an hour and a half in length in order to complete the following tasks:

* Provide a comfortable and enlightening interview

* Gather the necessary data to make an appropriate diagnosis

* Perform the necessary periodontal evaluation

* Begin the education process

* Build relationship with patient

Gathering the appropriate data at the initial evaluation helps to answer the patient’s following questions:

*  What are the patient’s goals?

*  What does the patient expect of you as a dentist and team?

*  What condition exists in their mouth at the present time?

Once this critical information has been ascertained, the preparation for the consultation appointment can proceed.

*  Review- what condition exists in their mouth at the present time?

*  Treatment Plan (What needs to be done to restore the patient’s mouth to total      health or to achieve the desired smile change?)

*  What are the benefits of proceeding with treatment?

*  What are the disadvantages of not proceeding with treatment?

*  What are the financial responsibilities of the patient?

Utilizing the intra oral camera and/or Digital Camera system for a “Tour of the Mouth”

* Full face

*Smile without lip retractors

* Central anteriors with retractors

* Lateral – both sides with retractors

* Quadrant views isolating individual teeth with

particular needs

* Full arch – upper and lowers

These photographs become a part of the patient’s permanent record.  These images, in addition to the appropriate radiographs and a periodontal screening, will be used to complete the initial evaluation, along with the comprehensive evaluation

Diagnostic wax-ups, if applicable, will also be used during the case presentation.

At the end of the initial evaluation, the patient is invited back for a consultation appointment.  The doctor will ask if anyone else other than the patient will be involved in the decision to proceed with treatment.  If so, that person will be invited to participate in the consultation.

BEFORE PROCEEDING TO THE FOLLOWING STEP – YOU MUST FIRST BUILD A RELATIONSHIP WITH THE PATIENT!!  THE OPPORTUNITY TO EDUCATE IS BASED ON YOUR ABILITY TO EDUCATE.  A PATIENT GIVES YOU THE OPENING TO EDUCATE ONCE THEY TRUST YOU.

  1. CASE PRESENTATION

This appointment is scheduled within one week of initial examination.  At least one day prior to case presentation, the doctor and treatment plan coordinator review images and x-rays to finalize the presentation.  is then taken to the business administrator for financial preparation.

*Financial preparation by business administrator:     

– Insurance verification

– Fee for service

– Estimated insurance portion

– Patient’s estimated portion

– Estimated payment for Health Care Financing Program.

Treatment plan is returned to doctor and treatment plan coordinator for final review.

*Recommendations for consultation area:

– Neatly arranged and free of clutter

– Exhibits Doctor’s credentials

– Arrange table, chairs, Camera system, so as not to interrupt the doctor-patient interchange.

– Table should contain ONLY MONITOR and visual aids, if applicable.

*Consultation protocol:

– Patient is invited into consult area.  Once seated and comfortable, the doctor “recaps” the evaluation appointment. Recapping means that you get the patient refocused on the necessary or desired treatment.  Prior to discussing treatment plan, doctor uses permission statement.

“Last week when you were here, we gathered a great deal of data about your situation.  Today, I would like to ask your permission to present to you the treatment that I believe would meet the goals we established for your mouth.

I want you to know that you have my permission to accept all of the treatment, a part of the treatment, or none of the treatment at all.  The choice is yours and you have total control.

And,  I would like to ask your permission to present to you what I think would be the best possible treatment–the treatment I would want if it were my mouth or the mouth of one of my family members.

Would that be OK with you?” 

Doctor will then:

* Proceed with treatment plan by selling the patient on the benefits          of treatment and stressing the disadvantages of not proceeding with treatment.

* Doctor asks if patient has any questions about the treatment being recommended.

* Closing – Statement of Commitment

* Doctor exits.

* Treatment plan coordinator answers any clinical questions that may remain unanswered

* States fees

* Asks financial closing question

* LISTENS

* Records financial agreement

* Has patient sign financial arrangement.

* Patient receives copy of financial agreement

* Schedules first appointment

  1. HYGIENE APPOINTMENTS

At each continuous care appointment, the hygienist can image areas of concern in the patient’s mouth.  Then, when the doctor comes in to perform her/his evaluation, those areas of concern can be brought back on screen for review.  The patient will, thus, see the areas of concern repetitively.

  1. DENTISTRY DIAGNOSED BUT LEFT UNTREATED

During the morning huddle, review the treatment plans on each patient.  If anyone has a treatment plan that remains incomplete, make note of this on the day’s schedule.  These patients-whether they are to be seen in the clinical area or hygiene area–are to be imaged.  This will give the doctor or hygienist another opportunity to reeducate that patient and to reinforce the need for the next phase of treatment.

  1. EMERGENCIES

All patients who come into the office with an emergency situation that is visible are to be imaged.  When the patient sees their mouth, they will comply with your recommendation to proceed with necessary treatment and to come back for a comprehensive evaluation.

  1. INSURANCE

If x-rays are questionable, send a photograph with the patient’s insurance claim.

  1. OFFSET BUYERS REMORSE

Always show before and after photography.

  1. EDUCATIONAL – BEFORE AND AFTER PHOTOGRAPHY

Acquire written permission from all of your patient to use their before and after photographs for educational purposes.  These before and after images will let you show people what is available in dentistry today.  In addition, the images can provide “proof” or “evidence” that excellent results can be achieved.

  1. SOCIAL MEDIA-

With patient’s permission, beautiful before and after photography and testimonials can be advantageous in building your practice and/or promoting a certain type of treatment.

10.INTERNAL AND EXTERNAL MARKETING-

There is never a time when you will not be marketing.  Both internal and external marketing are essential to a thriving practice.  Learn how and when to provide both of these educational methods of letting people know who you are, what you do, and why coming to you is a good decision.