This appointment is the first step in the process for the patient. The restorative doctor will evaluate the patient thoroughly and discuss all treatment options. It is a critical appointment for case acceptance.

CASE ACCEPTANCE IS NOT AN ART BUT A SCIENCE

Although there are many parts of the patient experience to fine-tune in order to maximize treatment acceptance, we would like to share some tips from our doctors who have achieved remarkable success with these types of cases.

The most important method of improving treatment plan acceptance is by understanding the individual patient's motivators and concerns. You must tie patient education to the concerns of the individual patient you are talking to. This means that as you educate your patients about their treatment plan and about the procedures involved, you must verbally acknowledge the benefits to the patient. These benefits are obvious to you and your staff, but they are not obvious to your patients unless you point them out. You want to utilize models, pictures, manuals, but the most powerful tool will be testimonials.

Ask your patient open ended questions, listen carefully to their answers and take clear notes. You want to lead the patient to the answer you are looking for and let them vocalize it.

Once you feel that your patient understands his/her options and the value of each treatment, it is time for you to discuss fees. Although the patient might be discouraged by the cost of the treatment, emphasize the fact that this process will give them back their youthful smile.

With the various fixed-removable treatment plans, your patient will receive the best comprehensive care dentistry can offer with the best products available. High self-belief leads to high success. Avoid negative self-talk and misconceptions such as “my fees must be too high, this patient will never approve my treatment plan," and "this patient can’t afford this treatment." Negative assumptions block your ability to focus on the positive aspects of the treatment plan, which breeds success.

Let your office manager or implant coordinator help your patients find ways to come up with the best financial arrangement to meet their needs. Several financial institutions specialize in this type of treatment plan.

It is wise to give the patient a range until they meet your specialist. You never know how complicated the surgery might be. After the patient has agreed to treatment, you should provide them with a consultation folder that will give them further information about the clinical team and the procedure. Once the plan is established, quote your patient only one fee, which you previously established with your specialist. At this time, the patient should also complete all the appropriate documentation.

It is critical to schedule a surgical consultation with the specialist’s office before letting the patient leave your office. If you do not provide this service, your patient might not follow up with the entire treatment.

PAYMENT OPTIONS

Because fees are often an obstacle to case acceptance, your financial coordinator must clearly understand the overall treatment plan concept and fees. You also need to have ways to motivate patients to accept treatment by offering some financial options such as, but not limited to:

Discount for full payment in advance for larger cases.

We suggest a 5% discount.

Half up front, half when treatment starts.

Local bank offering equity line of credit on patients' home.

You may want to do some leg work for your patients. Visit your local banks and inquire if they would give a line of credit for dental work. They could use the patient’s home equity as collateral. Once you find a banker interested in the idea, meet the person responsible for these types of transactions and explain to them your overall concept and goal. Take some business cards back to your practice and have them ready for your patients when needed.

Your implant coordinator or office manager will be happy to have this extra tool, and your patients will be appreciative that you provided this resource for them.

Outside patient financing such as LendingClub® or GreenSky®.

You should shop around for different financial institutions. We prefer LendingClub® and GreenSky® for these types of cases.

Credit Card

Managing Expectations  

These types of restorations are not indestructible and can break, wear, and stain with time. You can choose between several different materials to restore your patient. Make sure to go over the advantages and disadvantages of each material. It is important to manage patient expectations in order to avoid frustration.

Your patients have lost most, if not all of their teeth, which can be an extremely stressful situation for them. Assure them that you are providing them with the best materials and techniques available. That being said, adjustments may be needed to ensure proper function of their appliance. The most common issue we encounter is the bite being off. It can be difficult at times to have the MIP coincide with the centric occlusion. This can often result in broken teeth. When using full contour zirconia, teeth have less of a chance of breaking due to the strength of the material, however the implant may be affected.