Dr. Dean C. Bellavia

1-716-834-5857

BioEngineering@twc.com

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.


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…

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…

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 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…

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…

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 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…

  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 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. …

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…

  Are your percent Initial Payments averaging between 25% and 35%?  Are your Paid-in-Full-up-front cases under control?  Are your additional family member low initial payments under control?  If not, maybe this management pearl can help.   Background:  It is always best to be paid for your services as you provide them; therefore, you don’t owe them and they don’t owe you for past services.  Being paid much more than what…

Have you created a successful marketing program yet? Is your internal marketing (TC) program packing them in? Maybe the 3rd part of this series will help.   Dream Practice Odyssey Part 3     View more of Your Practice Odyssey Videos   Your Practice Odyssey - Part-1: The Perils of Staffing   Your Practice Odyssey - Part-2: The Perils of Hiring & Training   Your Practice Odyssey - Part-3: The…

  Are you using the latest Initial Records and TC procedures to get your patients started? Are they effective and efficient and getting more patients started, sooner?  Maybe this pearl can help you put this important aspect of the changing face of orthodontics into prospective.     Over the 50 years that I’ve been organizing orthodontic practices there has been many changes, all with their own pro and con price…

  Do you have a proper Fee Schedule?  Do you find it difficult to calculate unusual or limited (non-Full or non-Ph-I or Ph-II) fees?  If so, maybe this pearl can help you with an accurate method of calculating them.   Other than helping my clients choose ideal team members, one of the most frequent requests I receive is how to determine a treatment fee for a limited, unusual Ph-I or…

  Do you collect monthly TC statistics to maximize your new patient starts?  Do you have control of your Will-Call-Back (WCB) new patients, making sure that they start?  Do you have control of your OBS-Recall patients, making sure that they start and don’t get lost?  If not, maybe this pearl can help you gain that control with an all-in-one Excel monthly spreadsheet.   A Little History:   Over the past…

Latest Management Pearl

  • Mindfulness: Part-1, Gaining Wisdom by Understanding
      Do you find it intolerable to listen to opinions that are contrary to yours?  Do you seek information that only fortifies your own opinions and shuns anything contrary?  Is this limiting your ability to become a wiser, more fulfilled person?  If so, you might consider appreciating the contrary opinions of others.   Listening to and accepting as somewhat valid the contrary opinions of others isn’t easy to do, especially…