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In this episode of the Less Insurance Dependence Podcast, hosts Naren Arulrajah and Gary Takacs discuss effective strategies for communicating with patients about the value of being out of network. The primary focus is on framing the conversation to highlight the benefits for the patients, encapsulated by the principle of WII-FM (What’s In It For Me?).

Gary emphasizes the importance of maintaining high-quality care and a positive patient experience, explaining that staying out of network ensures the practice’s ability to provide these consistently. By not being constrained by insurance companies, the practice can invest in the latest technologies, such as single-visit restorations, lasers, and three-dimensional cone beams, which significantly enhance patient care. Additionally, being out of network allows the practice to hire and retain quality team members, further ensuring excellent patient service.

The hosts discuss tailoring the communication to the patient’s perspective. For instance, when talking to a business owner, mentioning how some insurance companies haven’t raised fees since 2009 can resonate well, as business owners understand the need to keep up with operational costs to maintain quality. For the general patient population, it’s important to reassure them that they can still use their benefits and that the practice will help them maximize those benefits.

Episode Timestamps

  • 00:50 – Introduction to “The Less Insurance Dependence” podcast.
  • 01:22 – Introduction to the topic: “How to Speak to Patients about the Value of Being Out of Network.”
  • 01:32 – Announcement regarding a Master Class; Title:  Creating a Relationship Driven Practice, Date: 16th of July 2024, Time: 08:00 – 10:00 PM ET.
  • 04:44 – Discussion of the concept of WIIFM (What’s in it for them).
  • 07:58 – Discussion on informing the patients about the two things they can count on in your practice: We’re going to deliver the highest quality care, and we are all going to work hard to make every visit a positive experience.
  • 11:41 – Discussion of framing the answer while talking to patients.
  • 18:43 – Invitation to Book a Coaching Strategy Meeting.
  • 19:29 – Invitation to Book a Coaching Strategy Meeting.

Resources


Gary Takacs

Gary Takacs One of Gary's most significant achievements as a dental practice management coach is transforming his own practice, LifeSmiles, from one that was infected with PPO plans, no effective marketing strategy, and an overhead of 80% to a very successful dental practice that is currently one of the top-performing practices in the US.

With over 2,200 coaching clients, Gary has first-hand experience transforming insurance-dependent practices into thriving and profitable practices.

Through his Personalized Coaching Program, Gary shares access to the systems, strategies, processes, and experience gained over 41 years of coaching dentists and transforming over 2200 practices worldwide.

Learn More: www.thrivingdentist.com/coaching/
Connect with Gary Takacs on Linkedin

Naren Arulrajah

Naren ArulrajahAs CEO of Ekwa Marketing, Naren has over a decade of experience working with dental practices and helping them attract the ideal type of patients to their practices. It is his goal to help dentists do more of the type of dentistry they love with the help and support of effective digital marketing.

Ekwa’s "Done-For-You" Digital Marketing model blends fundamental persuasion principles with an all-in-one Digital Marketing solution to help your ideal patients find you and choose you for reasons other than being on their insurance plan.

If you’re interested in finding out if Ekwa is the right fit for you and your practice, book a Free Marketing Strategy Meeting with Ekwa’s Marketing Director, Lila Stone.

Book Free Marketing Strategy Meeting: www.lessinsurancedependence.com/marketing-strategy-meeting/

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