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From Write Offs to Recurring Revenue: How Dental Discount Plans Can Work For You
Event Details
Most practices launch a discount plan and then wait for patients to ask about it. Enrollment stalls not because the plan is wrong, but because no one has identified which patients are already looking for it.
This session presents five patient populations present in nearly every general practice who are candidates for discount plan enrollment: patients with no dental benefits at all, patients who have exhausted their benefits mid year, self employed and part time workers without employer sponsored coverage, patients recently retired a or removed from a spouse's plan, and patients affected when a practice terminates a network agreement. Each population arrives at the conversation for a different reason and raises a different objection.
Attendees will examine the identifying signals for each population, the conversation structure used with each, and the enrollment response each produced in one single-location general practice.
The final segment addresses the fifth population in depth, following that practice through the termination of a major national PPO agreement and the migration of affected patients onto a discount plan administered by a third-party plan administrator.
Presented from the treatment coordinator's perspective, attendees will leave with segmentation criteria and a conversation framework for each population.
By attending this webinar you will learn how to:
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Identify five patient populations already present in a general practice who are candidates for discount plan enrollment, and the chart and scheduling signals that flag each one.
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Demonstrate the enrollment conversation used with each population, including the primary objection each raises and the response to it.
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Compare enrollment response across the five populations to determine where time is best spent.
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Sequence the steps required to migrate patients from a terminated network agreement onto a discount plan.
Additional Information
Author Bio
Jennifer Brooks, Treatment Coordinator
Jennifer Brooks is the Treatment Coordinator at First Care Dental Associates. Her main goal is to make patients' dental care journey as smooth, affordable, and stress-free as possible. She specializes in breaking down complex treatment plans, managing scheduling, and finding financial options that fit each patient's budget. She loves helping patients achieve healthy, confident smiles. Outside of the office, she enjoys spending time with family and friends.
Disclosures
Commercial Disclosure
This free Dental Learning presentation is made possible through the continued support of Wellfit. Jennifer Brooks, Treatment Coordinator is a consultant and/or speaker for the following companies and/or organizations: Dental Learning, Wellfit. Jennifer Brooks, Treatment Coordinator may receive an honorarium as compensation from the CE Supporter of this presentation and/or from Dental Learning for the time involved in preparing and delivering this online presentation.
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