Category:

Practice Management

Learning Objectives

After completing this course you’ll be able to:

  1. Describe the private dental practice.
  2. State how a dental office receives capitation from an HMO insurance company.
  3. Compare a PPO and HMO.
  4. State why some people choose a PPO over an HMO.
  5. Describe how to make money with an HMO practice.
  6. Describe advertising techniques.
  7. Describe the role of the dental assistant.
  8. Describe the interview process.
  9. Compare the alpha assistant, the enthusiastic assistant, and the matriarch assistant.
  10. Describe the role of the office manager.
  11. Describe the role of the oral surgeon, periodontist, and the orthodontist.
  12. Describe the job interview process.
  13. Describe the role of the diagnosing dentist, especially when checking for inflammation and swelling of the anterior teeth.
  14. List the three primary objections from a patient and describe each.
  15. Discuss how you rationalize updates.
  16. Describe the recall system.
  17. Compare Perio One and Perio Two packages.
  18. Describe the night guard.
  19. Describe centric clenching, quadrant clenching and protrusion clenching.
  20. Describe zoom.
  21. Describe the terms mandatory, elective and cosmetic.
  22. Describe the use for the intraoral camera and the Diagnodent.
  23. Describe the Gholdoian system.
  24. Compare long-term and short-term solutions.
  25. Describe the Wendy Briggs system.
  26. Describe Dr. Baird’s technique and list four risk factors.
  27. Describe the workload for each day of the workweek.

Course Contents

Introduction

  • Private Dental Practice
  • Corporate Dental Office
  • HMO Health Care: The Good, The Bad, The Managed
  • HMO Health Insurance Provides Less Expensive Care
  • HMO Health Insurance Can Seem Restrictive
  • HMO Health Insurance is a Numbers Game
  • PPO Heath Insurance Plans

Acquiring Patients

  • Insurance Companies
  • Referring Patient
  • First Impressions
  • Advertising
  • Get Involved in the Community
  • Hire an Advertising Specialist

Hiring, Training, Paying, and Keeping Employees

  • Selecting a Dental Staff
  • Best Candidate
  • References
  • Second Interviews
  • Two Interviewers
  • Set Questions
  • Alpha Assistant
  • The Enthusiastic Assistant
  • Matriarch Dental Assistant

Putting Your Office Staff Together

  • Receptionist
  • Dental Assistant
  • Registered Dental Assistant
  • Registered Dental Assistant with Extended Duties
  • Hygienist
  • Treatment Coordinator
  • The Office Manager Must Be an Office Manager
  • Associate Dentist
  • Dental Specialist

The Interview

Bringing the Office Together

  • Treatment Acceptance
  • Receptionist
  • Dental Assistant
  • Hygienist
  • Treatment Coordinator
  • Diagnosing Dentist
  • Diagnosis
  • Hygienist
  • Treatment Coordinator
  • Chief Complaint
  • Consequences
  • Objections
  • Money, Money, Money
  • 50% Down and 50% When the Treatment is Completed

HMO (Health Maintenance Organization)

  • Office Loyalty

Clenching

  • Diagnosing Clenching
  • Types of Clenching

Bleaching Treatments

  • Peroxyl Gel
  • Fluoride Gel Kam
  • Zoom

Treatment Acceptance Review

Wendy Briggs Case Acceptance System

  • Mandatory, Elective, Cosmetic
  • SIP (Strategic Inflection Points)
  • Long-Term Treatment Planning
  • Patient Appreciation Program
  • The Emergency Patient

The Gholdoian System

The Hurt and Rescue Presentation

  • Terms and the Hard Sale
  • Presentations for Specific Types of Treatments
  • Treatment

Wendy Briggs vs. The Gholdoian System

Risk Factors

Salesmanship and Closing

  • Days of the Week
  • Advertising
  • Booking
  • Hygienists
  • Conclusion