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You Make These Doctors Mistakes?

Should the doctor discuss fees? I'm often asked this question when training doctors regarding how to improve case acceptance. If you have ever asked a consultant or colleague this question before, a better solution would depend on which team you talk to. As a rule, most consultant types suggest that a doctor not mention money.

Before just as one MGE client, I stood a consultant who specialized in collections enter into my practice maybe once or twice annually.

I vividly remember one visit where that they had spent several days working with my front desk staff. At the end from the visit, the consultant and I met and discussed the fact that was occurring and how to handle things beyond this concept. When discussing the best way to present treatment to my patients, I asked what to do in the event the patient asked about how much something cost. The consultant viewed me and said, "Tell them you have no idea of."

I a tough time with this particular idea. I could not fathom that the patient would think that I wouldn't have in mind the expense of a procedure in my practice. I asked other questions to clarify this and also the consultant replied when I told people the amount things cost I would ruin all the work they'd just spent recent years days doing. Needless to state, I think I followed these hints once. I could not bring myself to respond to the question, "Doctor, simply how much will this cost me?" with, "I have no idea of." It just would not seem right. Now, it's not to state that I felt comfortable discussing fees with patients. A doctor should be able to do this and I learned the best way to overcome this obstacle on my MGE: Management Experts, Inc. training. However, acting like I had no idea just did not work with me.

The result of all this consulting was an account receivable that has been approximately 2 months of production, that this consultant thought was fine. Unfortunately, I didn't.

Most doctors feel uncomfortable or fearful of discussing fees with patients. All sorts of reasons are made up to produce this normal, such as, "it degrades a health care provider to talk about money," or, "patients wouldn't like to learn about fees from other doctor." These reasons make an inability or lack of communication skills seem OK. It is like the Aesop's Fable in regards to the fox that lost her tail and after that tried to generate all the other foxes think that having no tail was the "way to get."

Now, do you know of your physician can discuss fees? Well first off - it is your business. Second, patients take what you really are saying with a lot more importance since you are a doctor. And last, driving under the influence uncomfortable speaking about fees using your patients (nervous, etc.) as there are a piece of your practice that's not under your control.

Some doctors I have discussed this to avoiding the niche altogether because they wouldn't like to face the potential upsets patients could have with fees. Well, that's being backed off and lacking the ability to face up to a situation. So as opposed to being prepared to face up to it, they send the sufferer upfront to have ticked served by the front desk personnel. Imagine visiting a department shop to consider a dryer and washer, the salesperson comes over to respond to your questions after which when it's time to obtain the price, it is said, "You know, I don't discuss by purchasing customers. You see see your face up there in the register? They'll inform you." It sounds ridiculous, but itrrrs this that is occurring in most dental offices!

Trouble dealing with issues such as this will seriously hamper business energy with case presentations. It will also make you zero just as one executive (if you decide to have this problem, you may have noticed difficulties like a manager). This leads to a situation what your location is not in control of one's business.

You might have it chalked up you are "not the communicating type," or you could never figure out how to communicate effectively. This idea of personality types would be to a large degree false. Yes, folks are different; you are somebody equally as anyone else is. However, the concept that someone features a certain personality, that that's exactly the way it's, and you can't change it out, just isn't true. People can and do change. Communication can be an ability that could be learned; it really is not a genetic trait.

At MGE we could reach 97.5% of those who come through our doors on how to effectively talk to their patients in the MGE Communication and Sales Seminars. After I did these seminars, my accounts receivable went from 60 days of production to less than a month, and this was after doubling my productivity!

Instead of dreading treatment presentations, you'll be able to look ahead to them as an opportunity to increase your patients' health.

Look at it this way - any area of your practice that you've trouble controlling is a potential liability. The trouble with treatment presentation can result in multiple problems, from lack of income to an empty schedule, or, worst of all, patients not receiving the treatment they desire.