The word “insurance” is likely one of the biggest hurdles that we come across when coaching offices. “Will my insurance cover that?”, “What will my insurance cover?”, “I want to wait till my insurance will cover that” are just a few of the patient statements that we all hear many times every week. There are a many different versions to those phrases that we all know and have heard.
How as a provider do we minimize the importance of “insurance coverage” and shift the patients focus to their needs.
Above all, how do we turn those needs into wants rather than focusing on the “insurance monster”.
Getting past this as an office will set you up to provide patients with ideal treatment and bring the practice financial success. So, how do we do this? How do we shift the focus from “insurance coverage” to “what is the best treatment for me and how will I make it happen?” It all comes down to creating value.
People “buy” what they want, what they feel they need and what brings them value. So, how do we create this want, need and value to our patients?
With coaching you can learn ways to have conversations with patients that make their oral health needs a priority. This is developing a need and/or a want through conversation. Having patients understand that the level of care they need doesn’t always match what their insurance will cover. Therefore, having this conversation with patients will bring value to you as a doctor and the reality of the dental work they may need.
Conversations that add value to patients care is the one critical step that every provider needs to slow down learn and appreciate the value that it can provide your practice. This is the one conversation that with practice will change your practice one patient at a time.