Dr. Dean C. Bellavia

1-716-834-5857

BioEngineering@twc.com
Your TC PROGRAMS Pearls
Your TC PROGRAMS Pearls

Your TC PROGRAMS Pearls

 

If your TC program isn’t as effective as it could be,

 

your “New Pt. Experience TC Programs Kit” may help.


Did you give up your paper forms when you got your (plastic) computer?  If so, is your exam-consult-start control better or worse?  And, is your initial and daily financial control better or worse?  If worse, maybe this pearl can help you get your control back.   Orthodontists would like a magic pill to give them the control over their practice, since it is so hard to attain.  And some practices…

Do you have an accurate transfer-in and transfer-out formula for your BRACES patients?  Do you have an accurate transfer-in and transfer-out formula for your ALIGNER patients?  Braces and Aligner charges and adjustments are very different and this pearl may help you to understand why.   For a transfer-IN patient, just charging the other orthodontist’s patient account balance is unfair to you, just as it is unfair for other orthodontists to…

Are you noticing a downturn in exams/starts? Is it because your referring dentists are retiring?  Is it because you are not putting on an impressive exam?  Are local dentists doing a lot of orthodontics (braces or aligners) at a much lower fee?  If so, maybe this pearl can help you maintain/build your practice.   If you have a mature practice (>30 years) you may be seeing a drop in referrals…

Are you getting enough referrals from all of your local dentists?  Do you maintain a close connection with your referring dentists?  Does you team maintain a close connection with your referring dentist's teams?  Do you notify your referring dentists when you send them a referral?  If not, maybe this pearl can help you get more referrals.   Just because you exist in an area it doesn’t mean that you will…

Are more than 15% of your exam patients “Will-Call-Back”?  Do too many of your exam patients not start treatment?  Do you think that you might not be doing your best to start every exam patient?  If so, this pearl can help you ferret out the reasons why you have fewer starts than possible.   Ideally, 100% of your exams should start is some type of treatment—but life is not ideal. …

  Does your TC establish rapport and provide a great exam that new patients like.  But, does she seem to have difficulty "closing the sale" (i.e., she has too many Will-Call-Back patients)?  If so, it may be you and/or the TC's personality dilemma that is reducing your starts.  This pearl can help you clear that up.   The first thing that may need cleaning up is the doctor’s comments to…

  Are too many of your exam patients ready to start not getting started?  Do you have too many Will-Call-Back patients after their exams?  Are these Will-Call-Back patients getting lost and thus, not started?  If so this pearl may help.   It is a shame to put so much effort into marketing your exam patients, only to see them not start.  Less than 12% (12 out of every 100) of…

Are your patients discouraged from starting because of your financial agreements?  Are your agreements flexible or inflexible?  Maybe this pearl can help you decide.   Your fees are what you feel your services are worth, based on the time and expense you put into the treatments you provide—this is your decision.  Your financial agreements are a reasonable way to pay your fees—this too, is your decision.   But, the financial…

Do you, or should you, charge separately for Initial Records?  What about the high cost of Scanning or X-ray equipment…does that matter?  This pearl might help you to figure it out.   The only advantage of charging separately for initial records (typically $300) is that it can be used as a bargaining chip to get the new patient to commit to treatment at the exam by telling them that if…

Are you aware that you and your TC are actually selling yourself in the new patient exam?  Do you find the term "selling" objectionable?  If so, you might be missing out on the best way to get your patients to say "yes" to starting treatment.  This pearl can help you decide.   Whether you realize it or not, you "sell" yourself every day; you sell your opinions; you sell your…

Are your fees distracting your patients from your treatment?  Are your fees naturally acceptable or naturally unacceptable?  This pearl may help you to decide.   About 35 years ago a research group conducted a study of the fees of about 20 dental practices, collecting hundreds of thousands of accepted and rejected fees; this study helped determine which fees are naturally acceptable and which fees are naturally unacceptable.   The fact…

Do your TC and New Patient have to wait for you, too much of the time?  Does your clinical team have to wait for you to get to their chair after an exam?  It doesn’t have to be that way!   Getting the doctor into the exam: DR-TC exam timing is critical; the doctor shouldn’t just barge into the exam—it’s rude.  If the doctor is needed, say, 20 minutes after…

Are your transfer-in patients a financial loss?  Are they difficult to treat with the other orthodontist’s mechanotherapy?  Is there patient/family resentment that you or the other orthodontist might be taking advantage of them?  This pearl may help you to avoid all that.   You need to deal with your transfer-in patients in such a way as to avoid loosing money, frustrating yourself and making the patient feel that they have…

You use a lot of resources to get your exams in the door, of which about 35% go on Pre-Active Observation.  You will have these patients under control if at least 65% of them eventually get started—the national average is an alarming 30%.   To find your average, just divide the number of OBS patients started (over the past 12 months) by the number of exam patients placed on OBS…

Latest Management Pearl

  • Paper or Plastic - Whatever Works
    Did you give up your paper forms when you got your (plastic) computer?  If so, is your exam-consult-start control better or worse?  And, is your initial and daily financial control better or worse?  If worse, maybe this pearl can help you get your control back.   Orthodontists would like a magic pill to give them the control over their practice, since it is so hard to attain.  And some practices…