NetMinder Dental Network Trend Report, March 2018. To conduct a more detailed search, click on the "More options" drop down. The reason this doctor stopped being a participating provider with Delta was so he could distance himself from insurance and provide the treatment he thought best for patients, regardless of their coverage. Drs. There are many pieces to this puzzle that will help you get it just right. I'm not saying that everything the doctor did was wrong. You can find a directory of Delta Dental dentists at www.deltadentalmo.com Click on “Delta Dental PPO” to find a participating PPO Network dentist, or you may click on “Delta Dental Premier” if you do not find a participating PPO dentist. Which type of dental plan are you currently enrolled in? Although this practice sent letters to patients about the changes, they first spent a lot of time talking to patients face-to-face. Do you see what's wrong with this picture? If a patient complains upon finding out that the practice is an out-of-network provider, the front desk staff is authorized to write off any difference in the treatment and happily forward that patient's X-rays elsewhere. Delta Dental pays participating dentists directly for each covered service rendered based on the lesser of the submitted fee or Delta Dental's maximum fee allowance, not a published fee schedule or monthly dollar amount. Can you increase your visibility through improved signage? Delta Dental strives to maintain an accurate and up-to-date dentist directory, but it is always useful to verify the participation status of the particular dentist. But, let's say a patient is angry and says, "Well, if I had known you weren't a participating provider I wouldn't have come in. Sign up for Dental Economics eNewsletters. Delta Dental Premier Safety net to PPO. ", The above exercise is critical if a high percentage of your revenue comes from Delta Dental. We found that the first or second question the prospective new patient was asked was, "Do you have insurance?" Delta Dental strives to maintain an accurate and up-to-date dentist directory, but it is always useful to verify the participation status of the particular dentist. How much do I have to discount my normal fees for this PPO? Here's what his team did and why it worked. How many of my new patients come to me because I'm on the PPO's list? Delta Dental strives to maintain an accurate and up-to-date dentist directory, but it is always useful to verify the participation status of the particular dentist. Ending your affiliation with PPOs doesn't have to shortchange practice growth, but handling it poorly can be a killer! Your people and your leadership in the time of COVID-19. Practicing during a pandemic calls for strong—but flexible—leadership. The overwhelming influence of false dental plan endorsements. Could they fill an additional hygiene day per week if they had the time to work the lists? If the patient said, "Yes," the receptionist simply answered, "Please bring your information or card in and we will go over it with you at your first visit. And, there's another office down the street that has a nicer reception area and the doctor is slightly less bald than our doctor ...". Delta Dental has the largest network of dentists nationwide. Maybe letters should be sent out in small batches, followed up with calls. That brings me to the "ugly dog theory." There are many systems and strategies, any one of which could bump practice revenues by six figures. I want to let you know that we've decided to change our status with this PPO to that of an out-of-network provider. You can search on Zocdoc specifically for Dentists who accept Delta Dental for video visits by selecting your carrier and plan from the drop-down menu at the top of the page. Tim Twigg and Rebecca Boartfield discuss five areas that you can focus on to make sure you and your practice come out better on the other side. You must often battle insurance companies. Zocdoc helps you find Dentists in Staten Island and other locations with verified patient reviews and appointment availability that accept Delta Dental and other insurances. At first, things were great. Approximately what percentage of my production and collections come from the patients in this particular PPO? Over the years, I've helped many doctors end their PPO participation. The staff, like many patients, did not understand the amount of the discounts and how much that was costing the practice. The letter said he couldn't be a quality dentist and continue to participate in Delta. Bang! You will lose patients, but when the situation is handled correctly, you will keep many of them and save yourself a lot of write-offs and aggravations. Most importantly, have concrete plans to strengthen the remainder of your practice to compensate for any patient attrition. They took up the slack in the recall system which had atrophied because of the high patient volume. Here was Dr. Michael Tornow has learned about each of these as a private practice dentist. His products have sold in 47 countries. This has been going on now for months in this practice and no patient has complained yet. Waiving copayments violates the contracted dentist’s participation agreement with Delta Dental as well as the patient’s dental benefits contract. Find a dentist near you! They came to understand that since quality was not a variable, it wasn't fair for some patients to get the same quality of work at a much higher or lower fee than other patients. So, the break-even point is: Loss % = Discount %/Net %. Then, in the context of other questions (such as, "May we contact your previous dentist for your records? This thought process is backwards. ", Instead, it's better to emphasize the positive with your patient such as:"The good thing about Delta is that you can pick the doctor of your choice ...""A good thing about this PPO is that you do have out-of-network benefits ...""No insurance company covers 100 percent of recommended services anymore, but your insurance will help you with a portion of the cost of your dental care ...". Dentist Handbook Delta Dental of Tennessee's processing policies with CDT codes. You continually need new patients. Delta Dental Patient Direct coverage is not available in all 50 states. Bruxism and other associated woes have increased markedly due to the pandemic. Have you maxed out your capacity? It's important to make business decisions based on business criteria ... based on what really is versus what we would like things to be. You will be doing more of whatever you believe to be the very best dentistry for your patients! Thus, 47,000 were not with Delta. Over the course of a year, the doctors will know how many people actually remained, who needs to be talked to, who needs a letter, etc. Select a network Delta Dental PPO Delta Dental Premier DeltaCare USA DeltaCare USA Individual (CA only) DeltaCare USA Medicare (CA only) DeltaCare USA Connect (CA only) All of the above Find a dentist As a Delta Dental dentist, you’ll be paid directly when treating Delta Dental patients. This one is a best guesstimate, but she guessed it was likely about one third, or roughly 23,000. How many new patients will I get if I'm not on the list? I work with many dentists who no longer do amalgams and do just fine. ", In the first month the phone was used to welcome patients vs. screening them, there were 28 new patients. However, doing so would be difficult because of the negative statements he had made when he stopped participating in Delta. True Believer saw a prominent, national lecturer who advised all the dentists in the audience to drop Delta, not accept insurance assignments, raise their fees, and stop doing amalgams. In addition to saving money on purchases of materials, buying groups can help independent dentists compete in a changing world. Ask staff members working with your continuing-care system. Together with our publishing team, board members work to improve, The High-Growth Matrix: An easy-to-follow tool for growing your dental practice. Their findings indicate that a high-performing practice has more to do with systems than extraordinarily gifted staff, among other factors. He also said Delta patients would have to pay upfront now, since the insurance check would come directly to them. Delta Dental PPO PPO network. If I am a Delta Dental dentist, do I participate with all other Delta Dental companies nationwide? For the purpose of this discussion, we'll look at quadrant dentistry. It's free! In other words, are you producing everything you can produce, yet you still are not experiencing a good or growing bottom line? I know some of the recommendations are controversial, but such controversy can help your team sort out what is best for your patients and your practice. The moral of the story: Use the phone to welcome people into the practice, not to screen them out! Buzz and Cruise had signed up with several PPO programs over the years to "keep busy." How many dentists are there within that five-mile radius? Yes, you’re reading that correctly. and "Just do whatever my insurance covers," visit Dr. Tom Orent's www.Gems12.com/A2D. But before you make another appliance, it’s important to understand how bruxism and the airway are related. Dennis McCafferty, MBA, explains how. Before I dropped Blue Cross Blue Shield and Delta Dental (the only two plans I ever signed on), I increased my new patient flow, improved my patient retention, and dramatically improved dollars per patient visit with my existing patients. Together with our publishing team, board members work to improve, The High-Growth Matrix: An easy-to-follow tool for growing your dental practice. If you have a question regarding the participation status of a specific dentist who does not appear in this directory, please contact the dentist or your Delta Dental. Subtleties of contemporary dental marketing: How this practice adds the fun. (Hint: This does not require hard-core sales techniques. Doctors usually ask me, "How can I DUMP Delta and still survive?". Like many doctors who dropped Delta and other PPOs, the first thing he did was send out a rather high and mighty letter. She guesstimated about 20 to 25 general practitioners were within five miles. You continually need new patients. Have you had a meeting with your staff in the last year to discuss patient education and case acceptance? They also have denied or ignored the obvious fact that there are many dentists participating in PPOs that are doing quite well financially. Another 30% had their best month ever in July 2020. For the purpose of this discussion, we'll look at quadrant dentistry. Some patients probably left right away. They eventually got rid of most of the PPOs ... but they still are Delta providers. ... "I am a Delta Dental provider, but I am getting tired of them dictating what I can charge to my patients and how often I can change my fee schedule.” (Arizona dentist) To conduct a more detailed search, click on the "More options" drop down. What has been their experience. What percentage of your revenue is from Delta patients? Do I have concrete plans to build up the nonPPO part of the practice? But the practice has matured to the point where the doctors were booked four weeks out, hygiene capacity and rooms were maxed out, and the discounts were killing them. Add all to my list Last Update: Refine Map 0 My list Add all to my list No dentist … The doctor's production was fading fast. But dentists … In this video, Dr. Chris Salierno interviews Kevin Burniston of Unified Smiles about the power of dental buying groups. Medicare Advantage. The moral of the story: don't make too big of a deal out of dropping a PPO. The new-patient numbers continue to be better than before. The old Delta plan made dentists take an 18 percent writeoff. How some doctors made 2020 their best year ever. Drop one PPO at a time. If only one more person said yes, you’d increase your annual revenue by over $200,000 per year. DeltaCare members must use a DeltaCare dentist. It's free! In short, I worked on ramping up revenue and patient flow long before I pulled the plug on either plan. If quality isn't a variable, then price shouldn't be a variable. This website is the home of Delta Dental of California; Delta Dental Insurance Company; Delta Dental of Pennsylvania; Delta Dental of New York, Inc.; Delta Dental of the District of Columbia; Delta Dental of Delaware, Inc.; Delta Dental of West Virginia, Inc. and their affiliated companies. Find a Dentist. The moral of the story: Take things one step at a time. So, you only need to increase by roughly three quadrants per month in order to make up for the lost $150,000, and end up with more free time on your hands! So, each year they were, in effect, working about a month and a half for free! Do you feel there's a gap between what the patients choose to have done and what you can do for them? Why didn't you tell me? Zocdoc helps you find Dentists in Grants Pass and other locations with verified patient reviews and appointment availability that accept Delta Dental and other insurances. You still will be a patient in our practice and we still will process your insurance paperwork for you; but, there may be a difference in your copayment or deductible. That's how most people feel about their insurance. Active patients drop from 3,300 to 1,980 (a loss of 1,320 patients), collections drop from $115,000 to $82,800, overhead percentage drops from 70% to 58%, and profit stays the same at $34,500 per month. Does this PPO have decent out-of-network benefits? You might say something like, "Mrs. Smith, the staff brought it to my attention that you are with XYZ PPO. Thus, the plan was to dump one PPO at a time and check to see that the practice still was doing well, and then peel off the next one, just like layers of an onion. Delta Dental of Tennessee is a part of Delta Dental Plans Association. First, they got the staff's full understanding and support. If I lost all of them, would I still be OK? Zocdoc helps you find Dentists in Monterey and other locations with verified patient reviews and appointment availability that accept Delta Dental and other insurances. The doctor and his staff were very busy, so they didn't notice the change. Find a Dentist. There are many systems and strategies, any one of which could bump practice revenues by six figures. But, many patients left. Using LEAN Six Sigma principles to guide your practice can deliver happier patients, more productive providers, and increased profit. It’s not just business, it’s personal. You can modify your search in the box above. You can have a plan to smooth things over for those who are disappointed with the change. I thought this was a novel approach. We want to help. Dentist-clients who followed the strategies outlined here showed that 21% had their best month ever in June 2020. The overwhelming influence of false dental plan endorsements. Don't be apologetic or pompous about not participating in any particular plan. Whether or not you should continue your participation with Delta Dental should be a carefully thought-out business decision. But in this coaching member's case, she needs only to replace $150,000 to make the same amount of money and have more free time. If she were in a town with several corporate doc-in-the-box offices and a few solo practices, all of who were heavily marketing, then it might be a bit more difficult for her to gain a good share of those non-Delta patients. Single-use of dental burs and diamonds: Results of a survey among, Designing the dental practice of the future: Rethinking reception, Dental buying groups explained: How strength in numbers helps independent practices. Apply Lean Six Sigma principles for a more profitable dental practice. Did you know that a quadrant that costs roughly $4,000 comes to only about $70 per month financed for five years through third-party financing? Dennis McCafferty, MBA, explains how. What did they do that was so successful? Discuss the above case histories with your staff. Download the Handbook. Levin Group studied the top 10% of all dental practices, based on production. Delta Dental Medicare Advantage and Delta Dental Patient Direct coverage are not available in all 50 states. Many continued at the office, but were turned off by all the changes and decided not to return. Continued at the Dental clinic of a local hospital where I grew up paid promptly and easily count ( greater., did not understand the amount of the PPO, he said, the area we look! Dropping Dental insurances dentistry for your patients are with XYZ PPO should n't be a variable then! To Dental practice transitions from the American Dental Association is making the process more predictable and successful for.... Of two patients, more productive providers, and the airway are related other patients the... 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