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The Magic of Status Exams

Dear Sharyn

My hygiene schedule is booked solid but I have openings in my schedule. The problem is that my patient base is relatively healthy and stable. Most are long-term patients. My front desk team tell me there are very few patients with uncompleted treatment. Should I reduce my days at the office?

A.S., OH

Dear A.S.,

If you have openings on doctor side and no one left to reactivate, then it’s time for a marketing campaign to attract new patients. But marketing can take awhile to produce results, so in the meantime, fill your schedule with hygiene status exams.  Status exams are elevated new patient exams for your patients of record. 

Here’s how to do this. Review the hygiene schedule for patients who have been with you at least 3 years and are due for an FMX or panorex.  Instead of doing the usual periodic exam, schedule these patients to meet with you for 15-20 minutes for an in-depth clinical exam and a clinical interview.  Use this time to re-establish your personal connection to the patient. Look for any health conditions that have an oral systemic link. Ask these patients about their overall health goals and their cosmetic desires. Often, these questions reveal additional needs and goals and result in additional treatment.

And then, when the patient has been thoroughly impressed, ask them for a referral or a testimonial!

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Inspired Us to Dream Bigger, and it Works

“As an Office Manager, I’ve seen a great difference in my practice since starting with Sharyn. Three years ago our staff was in turmoil with a lot of infighting and gossip and some jealousy directed towards me.

I had given up because everything I did was judged. Now I have learned to have more one-to-one communication and by being more vulnerable with individuals I found my leadership voice. As a team, we’re all focused on the same goals.

Last year, in August we produced $88,000. This year we’re on track to produce $111,000 this month. I know it’s because we learned how to follow through with patients and communicate our expectations while building our systems.

Sharyn has gotten us out of our comfort zone and inspired us to dream bigger and it works.”

–Sharon St Pierre, Sperbeck Dental Care

The Stress-Free Guide to Attract World-Class Dental Employees

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