Solving The Problem Of Overdue Debonds

Posted by Shelby Kruse on Apr 30, 2012 9:41:00 AM


By Roger P. Levin, DDS

braces MP900431332 resized 600If an ortho practice is not vigilant, the number of patients overdue for debonding can quickly get out of control. This creates scheduling bottlenecks, reduces the level of customer service for all patients and parents, and disrupts the practice’s revenue stream.

For all of these reasons, Levin Group sets an overdue debonds target of 2% or less for ortho clients. Following are a number of effective strategies the ortho practice can use to reach this target.

Educate New Patients And Parents About The Importance Of Compliance

Once treatment is accepted, emphasize the importance of staying on schedule from beginning to end. Use Value Creation Scripting to explain that compliance is beneficial to the patient and family in terms of comfort, convenience and reaching the ultimate goals of improved appearance and function in the scheduled timeframe.

Take Measures To Prevent Missed Appointments

Place calls—preferably personal rather than automated—to remind patients and parents about upcoming appointments and get confirmation that they will present. This call should be carefully scripted to build value for on-time checks.

Follow Up Immediately On Missed Appointments

Reinforce the importance of compliance by calling as soon as possible to reschedule a patient who failed to show. Express concern for the patient’s well-being. Point out that the treatment process cannot be accelerated, so any delays now will postpone the completion of treatment—and its benefits. Finally, elicit agreement that the patient will definitely keep the new appointment.

Overdue debonds are a chronic problem for most ortho practices, but these techniques can reduce it to a manageable, 2% level. Beyond the obvious benefits for patients and parents, there are also clear advantages for the ortho practice. By eliminating scheduling bottlenecks, the practice can regain productive time while reducing day-to-day stress. And by avoiding a schedule clogged up with overdue appointments, the practice can take on new revenue-producing patients.

 

About the Author

Roger LevinDr. Roger Levin is a third-generation dentist and the Chairman and CEO of Levin Group, Inc., the largest dental practice management and marketing firm in the United States. As a leading authority on orthodontic practice management and marketing, he has developed the scientific systems-based consulting method that will increase ortho practice production and profitability, while lowering stress.

Dr. Levin has authored more than 60 books and over 3,000 articles. He presents 100 seminars worldwide each year.

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