May 2019 DSM Insider 32 - Page 16

RYAN JAVANBAKHT CO-CREATE A HEALTHIER TOMORROW: 2 STEPS TO BOOSTING CASE ACCEPTANCE M y name is Ryan, and I have sleep apnea. Even though my livelihood is centered on the importance of airway health, I refused to take action. I was simply afraid that OAT might result in malocclusion and that if I just lived healthily that the apnea would miraculously disappear. PAP, OAT, surgery, and lifestyle changes can all treat OSA. However, “wishing” is not on the list of validated treatment modalities. Then, I had a CBCT scan. Wow! I found my airway to be narrower than most I’ve ever seen, and it was time to practice what I’d been preaching; Airway trumps occlusion and I needed to make the best choice for my future self. But what about your patients? What holds them back from therapy? Do you know how to draw this out of them? Just like I did, your patients have obstacles in their minds that inhibit case acceptance. Guess who’s job it is to overcome those objections so you can generate patient commitment? Just guess. Yes, my friend, it is your job. Allow me to introduce you to a communication model called “Co-creation”. Co-creation is a collaborative form of conversation that brings you and your patient together to produce a mutually valued and agreeable outcome through trust and understanding. Co-creation is a journey that requires 2 steps: 1. Contribution is up to you. Contribute in-depth education on risks and rewards alongside effective therapy options. Do this with purpose, empathy, and authority, while also making your patient’s experience personalized and unique. 2. Choice is up to your patient. When patients make their own choices, they are more likely to agree and comply with therapy, without buyer’s remorse. 2. After mutually agreeing there is a problem and your patient shows interest in an immediate solution, continue contributing by educating them on their therapy options. Have both a PAP mask and sample OAT devices available so they can weigh their options. 3. Finally, the choice is theirs! Oral appliance therapy or PAP. Doing nothing is not an option. Try this out! Co-create your patient’s future via your contribution and their choice. Together you will achieve optimal outcomes. JOIN ME AT THE NADSM SYMPOSIUM! REGISTER NOW 3 Steps to Co-Create Therapy Options & Close More Cases 1. Make sure your patient completes a sleep test and has a diagnosis of OSA before proceeding. Then, invite them in for a live consultation where you provide a detailed presentation of the results with the intention of gaining mutual agreement. Achieve this by pointing out abnormalities and lead your patient to understand the negative comorbidities, but then bring them to a place of positive possibility. RYAN JAVANBAKHT Ryan Javanbakht is a Co-Founder of, a national home sleep test service that allows patients to be test- ed in the comfort of their own beds and equips clinicians with a trusted source for obstructive sleep apnea diagnostics.