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b. They can come in during the day and help fill last-minute holes in your schedule! Dr. Orent mentioned Dr. Gumucio’s ingenious strategy to put a “retired” flag or tag in the computer contact of their retired patients. Having done so, her team now has a deep
Shoe Leather If you effectively deploy target marketing to attract local senior citizens and follow my suggestion about your “Dream 100,” you will see a robust increase in full fee-for- service new patient flow. If that gets you hooked and you want even more, then it’s time to put shoe leather to the pavement! You and/or your team can walk the neighborhood introducing yourselves to the owners of local small businesses. A fun, colorful, oversized 16-ounce ceramic mug filled with Dove chocolates will warm the waters enough to get the conversation started. As you greet the first teammember (who is not busy with customers), introduce yourself by first name and let them know you’re a “business neighbor” and wanted to say hi. Then hand them the mug and ask if they enjoy Dove chocolates. Short funny story: I did this once with the two owners of a small local fitness gym. One of the owners was built like a professional body builder and the other, well, an ordinary human. The body builder did most of the talking while his partner sat and listened … polishing off every last one of the Dove chocolates! At the end of the visit, he laughed and admitted he has a problem with chocolate! “I caution against rash decisions to pull the plug on PPOs before you’ve done what’s necessary to ensure you have more than enough patients remaining with your practice to increase your profit as you pull out.”
If you don’t, we’d be happy to help you design and customize one for you. As a member benefit, we’ll do the artwork, design, and layout of your DHBS plan. We’ll get it to “camera- ready,” then you get the brochures printed at the printer of your choice. WHAT DOES A DENTAL HEALTH SAVINGS PLAN LOOK LIKE? Before you create your dental health benefits savings plan, it is CRITICAL that you seek legal counsel from an attorney who is familiar with your state’s marketing and insurance laws. Some states can be very picky about the language you use and what you can offer your patients. Once you have your attorney’s blessing, develop a plan with an annual fee that fee- for-service patients pay directly to your office. Patients on your plan receive certain routine preventive services at no fee and specified amounts off of certain other (listed) services. For example, you may choose to offer $25 off fillings and extractions; $100 off crowns, implants, and veneers; and $500 off Invisalign, Clear Correct, etc. Here are a few examples of services and treatments you may choose to include at no additional fee: “Evaluate which plans are hurting you (and your patients) the worst, and map out exactly how to best drop these leaches one by one.”
well of patients from which to draw in order to fill a last-minute cancellation!
c. They actually enjoy visiting the dentist!
Yep, that’s right. Who else but your senior citizens come by when they don’t have an appointment, drop off pies and cookies for you and your team at the holidays, and even enjoy routine treatment visits? Because they have time on their hands and just enjoy breaking up the routine, many seniors look forward to visiting your practice.
2. Your Dream 100 List
You have at your fingertips a list of at least 100 small- to medium-sized local businesses who can’t afford or have chosen not to offer dental insurance to their employees. Imagine if you could get 10 minutes on the phone with the owners (or head of HR if larger) of these 100 companies. Then imagine if you had something they’d be interested in sharing with their employees that would allow you direct access to target market these good people … local folks who we know have no insurance! You need not imagine. Dr. Orent has outlined exactly how to access the list (for FREE) and how to get an appointment with the decision-makers at every one of your top 100! Go to InsidersCircle.com: SITE MAP GOLDMINE UNDERGROUND TEAM TRAINING TOOLKIT 031 CREATING A FEE FOR SERVICE OASIS EVEN IN THE HEART OF A HOSTILE PPO DESERT
• • • • • •
Annual exams
Emergency exams
X-rays
Cancer screenings
Teeth whitening discounts
If you’d like to know more about how to deploy this Gem (or any of these strategies), speak to your GG12 Coach or Personal Gems Concierge.
Fluoride treatment
It’s up to you how much of a discount you offer on each treatment and how many cleanings are included in the annual fee. For example, you may choose to offer two annual recall exams, four bitewing X-rays, two free fluoride treatments, and so on.
WHAT CAN YOUOFFER YOUR DREAM 100 THATWOULDGET THEIR ATTENTION?
What you can offer them also applies to individuals without dental insurance. It’s your Dental Health Benefits Savings Plan. If you already have one, then you’re well on your way.
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