Special Issue 2022 | Page 15

achieving a positive outlook toward insurance is just about learning how to work and manage the game . Yes , it is a game , the challenge is most of us have no clue we are even playing ( in or out of network ). Personally , our office made far more money last year as an in-network insurance provider than we ever have , and our results grow yearly .
But this also goes with how we talk about insurance , too . I often hear teams discuss insurance with patients saying things like “ your policy is lousy , doesn ’ t cover much ” or “ insurance is only an estimate , we have no idea what or if they will pay , and you are responsible for the difference ”. The challenge is when you discuss insurance in a negative way to patients , it often backfires . Insurance is a benefit to the patient , no matter how small or unappealing it is . Patients can get defensive or frustrated about it , they are paying for it . But when the dental team exhibits negativity and uncertainty , their attitude can leak into the treatment acceptance result and lowers what we really want … patients saying ‘ yes ’ to needed treatment .
When our office team started only talking about the positive aspects of insurance ( no matter how bad the policy ), our patients ended up happier and our treatment acceptance grew noticeably .
Economy / Media great hours , great pay , flexible options for scheduling , overall high job satisfaction , and one where we do not constantly have to worry about our lives like some far more dangerous careers ? ( Who wants to be a police officer instead ?)
Half full or half empty ?
So how about you ? Do you choose to look at the glass half full or half empty ?
Years ago , I used to look at the negative side far more often . I have been sued , I have had board issues , I have had my share of unhappy patients or team members . It hampered my personal life , my practice and success , and my overall enjoyment of life .
Now , I prefer to focus on the positive side of situations . I still often have challenges arise . However , it really does make a difference when you approach them from a positive outlook instead . People are attracted to positivity far more ( patients , team members , relationships ). And I ’ ve found that the more frequently my team and I speak and reflect on the positives , the more improvement we see in our results . In other words , attitude really does affect the altitude of your business , and ultimately your life .
Dr . Travis Campbell is a practicing dentist and multiple practice owner who lives in Prosper , Texas with his wife and two young children .
Having gained a reputation as an expert in the complex area of dental insurance , Dr . Campbell is commonly known as “ The Dental Insurance Guy !” From understanding insurance to developing strategies to accelerate practice growth , Dr . Campbell delivers practical , actionable content that dentists and team members can use immediately . He dispels many of the myths and misinformation around today ’ s dental insurance policies and explains how to navigate the complexities of being an exceptional dentist , business owner , and leader while still having a life outside of work .
His most recent textbook , Understanding Dental Insurance , has become a bestseller in dentistry and has already sold out once in just a few months . He has also launched the most comprehensive online resource for dental insurance : DentalInsuranceGuy . com .
Crazy people exist in every profession and part of the world . The recent tragic deaths of two dentists murdered by a patient was a huge topic in most groups . It was sad to see many dentists turned to the negative . “ This is why we don ’ t do dentures ”, “ patients are crazy ”, and many other responses . That is a possible response , and a normal one , just not a healthy one .
We can focus on the negative – the tragedy of these deaths and all the bad surrounding them , worrying if we might be a potential victim of the same fate . Or we can focus on the fact that these deaths are so shocking because they are so rare within our industry . Why not focus on the positive that we are in an industry with www . northtexasdentistry . com | NORTH TEXAS DENTISTRY 15