Getting to YES even when Insurance says NO
Gettng to Yes Interview play
Does your dental team need help with the ever-changing world of dental insurance? I was recently asked to give an expert interview with Jennifer Schultz of Insurance Navigator.
If you’re interested in a valuable resource to help you navigate the ever-changing world of insurance, click here for 10% off membership costs: http://bit.ly/KPRecommendation
I have some great tips on how your team can get treatment plan acceptance, regardless of insurance coverage.
I’ve found that when many practices start looking at increasing case acceptance, their initial thought is to start with the business team. What I’ve found, though, is that case acceptance starts in back with the clinical team.
It’s really about educating a patient about their dental needs, so when they deliver that patient to the business team, they already want the treatment and understand it. I think that word want is key. Create the desire to get healthy in the back office, so it makes an easier process for the business team.
Tips for Clinical Team Members:
Understand the patient’s wants and motivators when they come into your office.
Why are they there?
How important is it to you for you to keep your teeth for the rest of your life?
Because when you understand what their wants and motivators are, then you can tie your treatment recommendations to something that you already know is important to them.
It’s really important to stay with that patient until they have processed through all of those concerns, whether it be insurance or money or time or fear in the clinical area, so you’re delivering that patient up front that wants the treatment.
If the whole team is saying the same message and they are really talking the same language, it helps the patient really understand how important it is not to let insurance dictate the pace of their treatment.
I think the most important thing to remember is that insurance is here to stay. This is a part of what you have to overcome in order to get to case acceptance. Shift that focus from insurance to health and make that the focus of your practice. You want your patients to get healthy and you’re going to tell them everything they need in order to be as healthy as possible.
I encourage you to make that shift today!