Is your marketing helping, hurting, or making no difference?
Take our quiz and find out!
Having trouble watching this video? Click here.
Patient Attraction Episode 1132
In September 2017, dentists across Washington state had a huge wake-up call, and it wasn’t a pleasant one. Those dentists were members of Delta Dental of Washington, and they met to vote on amending the bylaws of Delta Dental. The vote was overwhelmingly one-sided, but the aftermath was even more one-sided. And not good for the future of dental insurance. After the break, I’ll tell you how to make the dental insurance industry pretty much irrelevant to your practice.
– I’m Colin Receveur.
– Thanks for watching the Patient Attraction Podcast™.
– It’s no secret that Delta Dental is basically the 800-pound gorilla of dental insurance.
– And not only does an 800-pound gorilla sit wherever it wants, it pretty much does whatever it wants.
– That’s what Delta Dental of Washington’s dentists found out last September.
– Those dentists closed up shop to hold a vote on amending Delta’s bylaws.
– The goal of the vote was to force Delta to be more transparent in its operations …
– And to be more patient-focused …
– And to be more responsive to the Washington state member dentists.
– The outcome of the vote was never in doubt, with more than 9 out of 10 dentists voting to confirm the changes.
– That’s a landslide and a half margin of victory.
– Unfortunately, Delta’s board of directors didn’t like those changes and vetoed almost all of them.
– Now, bear in mind that the board members each receive over a hundred thousand a year for part-time service.
– Nice work if you can get it, yes?
– And the CEO gets 2.75 million dollars a year.
– But the board was unwilling to limit administrative expenses to 6 percent.
– That would have left 94 percent for paying claims – basically the level that Delta bragged about in 2011.
– Delta’s board also didn’t like the idea of an independent review board to handle claim disputes.
– Let’s put it this way – for a nonprofit entity, Delta sure seems to be emphasizing profit.
– Of course, if you’ve had dealings with Delta and other dental insurers, that probably doesn’t come as a surprise.
– Which brings up the question of whether dental insurance is good for your practice.
– That might sound nuts.
– After all, don’t all dentists accept insurance?
– The short answer is no, not all.
– Some practices have made the decision to go insurance-free.
– And surprisingly, those practices generally seem to be doing fine.
– It’s possible to ditch dental insurance and actually make more money.
– But it takes a significant shift in your thinking about how to get new patients through your doors.
– You need better patients to say goodbye to dental insurance and make it stick.
– Better patients are those with the ability and the willingness to pay more for the right dentist.
– Those patients are around 30 percent of almost every market.
– They’re not motivated by low prices, specials, and discounts.
– So you have to shift your marketing approach to give them what they’re looking for.
– Dr. Thomas J. Feder of Belleville, Illinois, needed better patients, and he chose to work with SmartBox.
– Here’s what happened.
– “Our average case value has increased,” he says.
– “We get quite a few patients from our website, and people are coming in looking for dentures and implants.
– “Our practice is now overwhelming our dental lab.”
– Sounds like a good problem to have, yes?
– You can put your practice in position to ignore dental insurance, and thrive.
– Visit smartboxdentalmarketing.com and reserve your free Practice Discovery Session™.
– That’s free as in no cost, no obligation of any kind.
– We’ll show you a Patient Attraction System™ that can double or even triple your practice.
– And later, you’ll receive your free, completely personalized Patient Attraction Roadmap™.
– Invest a small amount of your time to learn how to ditch Delta Dental for good.
– Join me for our next podcast.
– Until then, keep moving forward.