Page 16 - GP Spring 2018

patient loses. He/she is not as healthy or as Follow this proven system. Your case
beautiful as they want or need to be. The acceptance rate will increase. This From the Regional Director
financial agreement is the “final close.” method of case presentation is vibrant continued from page 4
Step Six: Schedule the appointment. communication between you, the team,
Financial arrangements always precede the and the patient. All parties benefit -- the
scheduling of an appointment. patient receives wanted and needed dental their careers and our organization will
treatment, and you and your team get the reap the benefits in the years to come,
SPECIAL NOTE: In our own practice, opportunity to perform excellent dentistry. even if they leave New York.
our treatment coordinator joins You can double your practice from within.
the doctor while he is planning and I am also pleased to report that the Sci-
presenting the case. She is then able to Cathy Jameson, PhD, entific Session in Las Vegas was well
give necessary back-up support for the is the founder of attended and we had a good showing
doctor and can answer questions that of Masters and Fellows from NY. I
the patient may ask her but doesn’t feel Jameson Management, look forward to seeing all of you in
comfortable asking the doctor. She is Inc., an international New Orleans in June. In the interim,
clear about the financial responsibilities dental consulting firm. perhaps I might see you at one of our
and is prepared to discuss appropriate With a background in continuing education courses.
financial options with the patient prior to education, communi-
the scheduling of the first appointment. cation, psychology, Our House of Delegates was in Chi-
and management, she worked alongside cago this fall. This is the first year
Careful planning by all team members her husband, John H. Jameson, DDS, as that it was separated from the Scien-
prior to the consultation moves us his office manager, helping the practice tific Session. It has worked out fairly
toward greater case acceptance. develop systems for success. well. Separation was not the end of
the world as some predicted. I am a
Step Seven: Follow-up. Follow-up with all little disappointed that more leadership
patients who receive treatment to make sure Cathy has been named one of the did not go to Las Vegas and socializing
they are okay and that they are pleased. In Top 25 Women in Dentistry and has was somewhat limited due to the size
addition, follow up on all patients who do received a Lifetime Achievement Award of the venue. I am also disappointed
not proceed. Answer any questions. Stay in from the American Association of at the limited amount of work that was
touch. Keep them in your hygiene program Dental Office Managers and from the presented at the recent HOD in terms
to have an opportunity to reevaluate, Excellence in Dentistry Organization. of number of resolutions. However, I
reeducate, and remotivate them to proceed. Cathy was invited by The American am hopeful that these events will con-
Not all patients say “yes” to treatment on Dental Association’s Council on
their first exposure to recommendations. Dental Practice to participate in the tinue to develop and will work out well
But, don’t give up on them. Repetition is development of the ADA’s Guidelines for the organization and its members.
the key to learning. So, next time they are for Practice Success™ (GPS™) module
in the practice, use photography to instill Change can be really hard for some
the value, need, benefit, and urgency of on Managing Finances. people. Personally, I embrace change.
the recommended treatment. Sit with the Change is the spice of life. I under-
patient to discuss financial options. Find Cathy considers herself a lifelong stand that some changes can be bad,
a way to make it possible for them to go learner and encourages those around but how do you know if you don’t try
ahead. Don’t give up on them. her to be in a constant state of study, them?
growth and action. She is the author of
In Summary seven books, including her latest title; “The world as we have created it is a
Focus. Do not become complacent with the Creating a Healthy Work Environment process of our thinking. It cannot be
status quo. Know that you can go beyond and has had over 1500 articles published changed without changing our think-
where you are at the present time. No more worldwide. For more information on ing.”
time needs to be spent in your practice to Jameson’s services, visit their website at ― Albert Einstein
double the net profit. What you need to
do is to focus on the patients right there in www.jamesonmanagement.com.
your patient base at this moment and help
them to see the value of moving ahead
with the treatment you are recommending.
Increase your “retention” level by 5% and
watch your bottom line profits increase by
100%. Help one person per day go ahead
with treatment that might not otherwise do
so by being better at how you and everyone
on your team is preparing, performing,
presenting, and following up.

www.nysagd.org l Spring 2018 l GP 16