When talking to patients about their needed dental treatment and financial arrangements, one of the first things we notice is whether or not they have dental insurance. It is very good if they do, of course, and this makes our job easier.
However, if they do not have insurance you can make a patient feel bad if you "remind" them that they do not have any dental insurance.
Recently, a new patient came into the office for some badly needed dental care. The patient was seen and examined. Her dental condition was discussed with her and a treatment plan was made out. She was in total agreement, knew she needed it done, wanted it done and was ready to schedule. She was sent to the financial coordinator to work out the finances. I just happened to walk through the area when I heard the financial coordinator greet the patient and say immediately, "Oh, you don't have dental insurance!"
Immediately the patient started feeling sorry for herself and became sad, then pursued the angle of trying to get dental insurance coverage to help with some of the expense. This patient belonged to no group that offered dental insurance. She was in no position time-wise to search for dental insurance, apply for it and endure the waiting period for coverage.
Besides, most policies only have a $1000 to $1200 maximum coverage per year. This would not be of any great help. Her dental expense could jump that much or more by her condition getting worse from the wait alone. This was not explained to her and she left the office on her own lack of understanding to find dental insurance. Obviously, this was the wrong solution to her problem.
So, we "killed a sale" so to speak by bringing up something that is totally irrelevant in her case. Therefore, the rule is: If a patient does not have dental insurance, for gawd's sake, do not mention it!
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