Body language is more important than anything here.  In our treatment presentations.  Our patient is listening with more than their ears.   We can know all the dental terminology and disease processes in the world.  Yet, be unable to communicate the patient’s need for treatment.

We must be comfortable in treatment presentation.  Know that saying less is often more.  And that we do well to listen.  Listen for obstacles and opportunity.  Both are assistants to us as we help our patients.

Practice does make perfect.  But only if we use the right tools and use them well.  Otherwise, we continually fall short.  If this sounds familiar, this cycle of going nowhere, let’s fix that.  And make a change beginning now.

Write a script to use with your financial presentation and agreement.  Although each team member will use their own personality and flair, the basics are best scripted.

Make eye contact with your patient.  It’s important not to stare at document or computer screen with presentation.  Kindly look at your patient.  Eye to eye.

Dental Financial Agreement Script Example

“Mrs. Jones, I have a copy of the treatment Dr. Brown has prescribed for you.  He has indicated in your chart that you need 2 crowns on the upper left.  I have reviewed your insurance benefits as well.   Would it be alright if I go over the cost for this treatment with you now?”

Why ask permission?  Because it opens the door for questions.  We must know first that the patient fully understands the treatment presented.  And now.  Not after the financial discussion.

If there is doubt or confusion in treatment, financial presentation will fail.