Online Referral Form

You may refer patients to our office by filling out our secure online Referral Form. After you have completed the form, please make sure to press the Submit button at the bottom to automatically send us your information. The security and privacy of patient data is one of our primary concerns and we have taken every precaution to protect it.

Technical Note:

PC Users
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Mac Users
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Newsletter Articles

Consults Patients Can’t Refuse A Strategy For Major Case Acceptance

The First in a Series of Articles Designed to Empower your Practice
By G.L. Johnson

With declining insurance coverage and the onslaught of PPOs and managed care (cost), dentistry faces a determined opponent. Specialists and restorative dentists more than ever must effectively communicate and work together. A multi-team commitment, especially with implants, is critical in order for the multi-appointment referral process to proceed smoothly.

This series of articles is designed to provide you with 19 specific tools that will empower your practice to effectively relate the genuine value patients receive when you choose to invest in yourself with comprehensive care.

The root cause of effective communication is:

Knowledge produces clinical confidence, Confidence leads to action, Action produces positive results, Results produce conviction, Conviction generates congruent, passionate, effective communication. Genuine passion for comprehensive care = effective communication....leads to high value case acceptance.

Serious vs. Important

Because of dentists’ dedication to excellent work and the pressure to run on time, they at times take themselves and their work too seriously. The result is stress, tension and frustration. This is noticed (unfavorably) by patients and staff. It is not good for anyone.

Let’s keep in mind that life or death seldom hangs in the balance in dentistry. Therefore, it is more appropriate to see dentistry as being important. With this paradigm, doctors can relax, enjoy their work and the process. The result–patients will relax, have more confidence because the doctor’s relaxed attitude indicates clinical competence.

Example: Who would you rather have working on you with a high-speed handpiece or scalpel? B.J. Honeycut and Hawkeye Pierce or Neurotic Frank–all from the M.A.S.H. television series?

How vs. Why

Most dental articles and seminars are devoted to how to do something. My experience proves that the WHY is by far more significant; i.e. How do you lose weight and get healthy? Answer: Take a brisk 20-minute walk 5 days a week and reduce caloric intake by 100 calories per day (one Bud Light). Then why don’t more of us know we should exercise and lose the weight we know we should? Because we don’t want to, our WHY isn’t big enough!

The best example is the case of a first heart attack survivor who then becomes devoted to daily exercise and eating healthy. What caused this? A clear realization that if they don’t take care of themselves, the consequences are serious (life or death).

What is the big why for a dentist to pursue the path of comprehensive care that where appropriate will include dental implants? The L.D. Pankey Institute says it best: The Why for Comprehensive Care.

Do you want to be in the mouth 20 years from now doing dentistry for people who do not appreciate it or you, for fees dictated by the insurance companies?

If you say NO, then the only viable alternative is the proactive pursuit of comprehensive treatment planning, educating the patient effectively, and working closely with the specialists you refer to.

G.L. Johnson is a consultant and speaker with clients in 26 states. Call 1-800-371-3147 for information on consulting, seminars or audio tape learning tools.