Would Your Financial Arranger Pay for that Dentistry?

Putting people who have personal financial problems on the job of Financial Arranger can have some pretty disastrous consequences on your collections. A person having a lot of trouble paying their own bills won't be able to do the job properly because they too easily go into agreement with the objections the patient has.

Another problem with some Financial Arrangers is that they simply don't listen to the patient. I drill this scenario with staff:

Patient says, "That's a lot of money. I can't imagine spending that much money on this."

Financial Arranger hears: "I can't afford it." (This is particularly true for the Financial Arranger who is having money problems of their own.)

But "I can't afford it" is not what the patient said. What they said is that the dentistry is not valuable to them. I have to teach staff to train themselves to really listen to the patient. Go ask your Financial Arranger the same question and see how they handle it.

Another scenario:

The patient asks, "How much of the treatment does my insurance cover?"

Financial Arranger hears: "I only want to do what my insurance covers."

So the Financial Arranger downgrades the treatment presentation!

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