Show patients a worn restoration or a crown with exposed margins or pockets with active disease, a technique dental consultants recommend. Summary of feedback from several dentists who have found the routine use of I/O cameras increases acceptance and keeps patients on re-care, a practice dental consultants support: 1. Have an I/O in every operatory, connected and ready to go otherwise the I/O won’t get used as frequently and time is wasted, a point dental consultants emphasize. 2. Take big screen shots. There isn't anything more motivating than a pre-treatment photo of a calculus bridge on the lower anteriors and the...

Value The key to effective case presentation is to get patients to understand by raising their dental IQ, which results in patients who place value on their treatment plan. This way when you send someone up to the front desk, the treatment coordinator will have a patient who is more willing to figure out the financing of their needed treatment. Whether the patient can pay or not is another story, but at least you've given the front desk staff a fighting chance. Your case presentation skills (or lack thereof) come into play for only about 20% to 30% of your patients. This...

Is 75 % a good case acceptance percentage? That depends on what the 75% represents. If the doctor routinely presents abbreviated treatment plans, then of course the percent will be higher. It's like a quarterback with a very high "passer rating" who plays it too safe and mostly throws very short passes. Nice rating but few touchdowns. In my humble opinion, the treatment plan should add up to the doctor's definition of a healthy mouth. A good exercise to do is to take some time and sit down and write out your idea of a healthy mouth.  Now, compare that definition to...

Disclaimer: The word I am about to define is not for the faint of heart. Macho men have been known to turn into quivering bowls of Jello when even uttering this word. Definitions: 1) Income received for goods and services over some given period of time. 2) An act of completion of a commercial activity. 3) Operating revenues earned by a company. OK, now for the ugly part. You still have time to stop reading. I’ll give those of you who want to leave the room a few seconds before I continue. For those of you brave enough here goes: The...