Introductions:
Introduce the doctor and patient / parents
Brief intro to patient hx
Discuss primary concerns and any relevant information
Ask me a smart question or a questions that you can’t answer that the patient is asking: This will provide a launch pad for me to go into details.
If they are coming from a dentist that we know well, bring it up.
Videos: Be familiar with the videos to be shown
Have mirror ready. The doctor will always do a short examination to confirm the bite and see if there is anything that is not in the pictures/radiographs. Make sure there are gloves and barriers to all surfaces/headrest cover
SCRIPT:
Hi Dr Lee, we have Johnny here! And Johnny this is the our orthodontist, Dr Lee! Dr Lee Johnny is actually great friend with Joe and he was just telling me about how much progress he has seen with Joes teeth, he is so excited to start his journey as well!
Record everything including:
details on the treatment
Identify correct teeth
next steps: MOST IMPORTANT / What to look for if we are doing a recall.
If you don’t understand something the doctor says, stop him and ask.
Ways to transition the doctor into the conversation:
A question the patient has asked that I can answer.
If the patient doesn’t have any questions:
Treatment choice: If leaning toward a certain option but not certain, guide me on what the barrier is.
Treatment time: when discussing tx time, say “estimated treatment time”
Objectives to our treatment
How to transition the doctor out of the conversation
Say this instead: “If there are no questions, we will go straight into the investment/financial presentation.”
By saying this, we are avoiding: “Do you have any questions for the doctor before leaving.”
This allows the doctor to leave without hangup
In about 90% of consults, the patient will want to go into financials
You want to be engaged in the conversation with Dr Lee and the patient, don’t zone out and make sure you are typing everything. Look at both the patient and Dr Lee. If there is additional important information make sure you are typing this information so you don’t forget.
Engage in the conversation. Be a problem solver
Ask smart questions
Treat every case as an new individual case
Don’t zone out
Don’t focus on financials when you should be focused on the patient’s concerns
Don’t get comfortable