CO-CREATE A HEALTHIER TOMORROW:
2 STEPS TO BOOSTING CASE ACCEPTANCE
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
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 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
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
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
JOIN ME AT THE
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
Ryan Javanbakht is a
Co-Founder of SleepTest.com, 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.