Dentaltown June 2019 - 87

Let's talk life stage-with your patients
It's important to remember that life events may influence the
need for products and services, which may change with marriage,
homeownership, growing a family, empty nest and retirement.
Many of these events may require additional financial resources.
Creating a dialogue helps the team understand that patients
may have other financial needs and wants, so the right solutions
and financial options can be offered. It can be helpful to
consistently write notes in the file as patients share insights into
their lives and review them before their appointments.

Example #1
"Mrs. Smith, I know it's only been about six months since
we last saw you here, but it seems like forever. Tell me, what's
been happening in your life? I remember we talked about your
son at your last appointment ... has he graduated yet?"
"Not yet. He's set to graduate in just a few weeks."
"Wow. So, is he college-bound in the fall?"
"Yes, he is. He got accepted at the state university. I'm
going to miss him!"

Example #2
"Mr. Jones, before you head back to meet with Dr. Brown,
is there any information that needs to be updated in your file?
Address, contact information?"
"Actually, yes! We bought a new house. Our new address is ..."
"Well, congratulations. I remember when we bought our
house; the first thing that went out was the air conditioning-right
before summer. How is your new house doing?"
"Funny you should say that. With us, it was our water
heater. ..."

Example #3
"Mr. Green, thank you for choosing our practice as your
new dental home and for taking the time to fill out your patient
forms. A question we wish was on the form that we like to ask
all new patients is, what are you looking forward to in the next
few months? With summer coming up, I'm sure you have a
great answer to that question."
"Yes, actually I do. My daughter is getting married in June."
"That's definitely a great answer. You must be very excited.
Would it be OK if I shared that information with Dr. Brown
when I introduce you to her?"
"Sure!"
Providing several payment options, including a health care
credit card, may be the solution that enables patients to enjoy
their life events and have a healthy and more beautiful smile.

Example #1
"Mr. Roberts, as the doctor discussed, you have a few
options to replace that missing tooth, but the one that the
doctor recommends is a more permanent solution, which is an
implant. As you know, your benefits will contribute some towards
the cost of the implant, but you will have an out-of-pocket
investment. I want to provide you with payment solutions that
may work for you. We have several payment options available
because many of our patients have other financial needs and
wants-everything from car and home repairs to vacations
and college funds."
"You're so right. I found out two days ago that my car needs
about $2,500 worth of repairs. I have to have my car. I don't
have to have an implant."
"I understand. What if we had a way for you to get the
implant and pay over time, so you can take care of your car
and your teeth? Would you be interested?"
"Sure."
"We believe the implant solution will help you avoid additional
expense and dental needs in the future. That's why we do what
we can to help you get the best care possible. But understanding
finances is important. You said you'd like more time to pay. If
so, we accept the CareCredit health care credit card."
"I don't want another credit card."

dentaltown.com \\ JUNE 2019

87


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Dentaltown June 2019

Table of Contents for the Digital Edition of Dentaltown June 2019

Dentaltown June 2019 - Intro
Dentaltown June 2019 - Cover1
Dentaltown June 2019 - Cover2
Dentaltown June 2019 - 1
Dentaltown June 2019 - 2
Dentaltown June 2019 - 3
Dentaltown June 2019 - 4
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