Brad James and I dished about the landscape of dentistry and then considered it from the patient and employer points of view. He’s the Director of Partner Development for Kleer, a membership plan software solution. We go into a few statistics (of course) about patient behavior with and without insurance as well as how offices could change strategy when faced with increased consumerism.
We had a great talk about patient attrition and why dentists don’t explore this expensive practice weakness. Hopefully you come away with some ideas on how to improve your handling of these patients.
Quotes:
- “It is usually the employer that is picking the plan.”
- “What Kleer is doing is going to the employer on the dentist’s behalf.”
- “Only 7% of your patients are going out on their own and looking for plans.”
- “Most employees pay more for their dental benefits than they think they are.”
- “The data showed that 25% of the market was offering an in-house dental membership plan.”
- “When they do join the membership plan they become more profitable.”
- “Our data shows that they are 2x more profitable than their uninsured counterparts.”
- “The patients that leave, they are never going to tell you.”
- Re: patients in a focus group: “Patients will tell you everything that is wrong with your practice, it’s hard to hear but you up your game.”
- “The bottom line is nobody likes their baby being called ugly, but you are never going to improve unless you know where patients are looking down on your practice.”
- “Clinical care is not what they are judging you on – they don’t know how to judge you on your clinical skills.”
- “When was the last time you took inventory of the patient experience from the patient’s view?”
Don’t forget to check out my other podcast Chew on This – A Dental Podcast!
Resources:
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