“If I can get in relationship with the patient during the exam process, then the financial arrangements are much easier.” ~Dr. Bruce B. Baird
I get this question all the time, “What’s the ideal when presenting financial options?”
Well, that might not be the right question to ask.
I get it. You run a business. You have to meet certain financial goals in order to keep your business afloat. But I want to encourage you today to think about your financial options differently.
I’ve always thought that my goal as a dentist is to get to know my patients. My job is to make them feel seen and heard and to build trust with them. That’s my team’s goal as well.
If we can get in relationship with the patient then the financial arrangements become a whole lot easier because the patient wants the treatment. And what’s more they want me and my team to be the ones to do it. Once we get to that point of trust, the financial arrangements become a breeze.
So today I’m going to share some of the methods and processes I used when presenting treatment plans and financial arrangements to patients, including:
- What usually happens when presenting treatment options (and why that doesn’t really work)
- How to respond to the 3 reactions patients have when they see treatment cost
- A critical phrase to use when a patient says “I can’t afford it”
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The Ideal Way to Present Financial Options