39 Myths That Are Killing Dental Practices
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Clearing your mind of the foggy myths that have become ingrained in the collective conscience of dentists can free you and your practice to achieve a new, higher level of success as you deliver a higher level of service to your patients.

Here are 39 Myths, most of them promoted by other management consultants, that can literally drag your practice down slowly but surely. Each myth is thoroughly destroyed in "Magical Customer Service and the Statementless Professional Practice," which explains exactly what you should do and say for the exponentially better results our clients get.

Myth #1: It is unprofessional to discuss fees on the phone.
Myth #2: Include the right payment options in your financial policy and you'll get paid.
Myth #3: Fees should not be provided in writing as the patient will use these figures to "price-shop."
Myth #4: Finances should be discussed in a separate consultation room or in the doctor's private office.
Myth #5: Payment issues cannot be discussed at the front desk, because there is no privacy in this area.
Myth #6: Gaining approval for a fee indicates that a payment agreement has been reached.
Myth #7: A payment discussion is a negotiation, and the best way to begin the negotiation is to ask the patient, "How would you like to take care of this?"
Myth #8: Fees should be kept low for prophys and exams to attract the new patients who check these fees.
Myth #9: Raising fees will cause a significant loss of patients.
Myth #10: To sell extensive dentistry, patients must be extensively educated.
Myth #11: In order to sell "comprehensive dentistry," your practice must offer "in-house" financing.
Myth #12: Offering an immediate 5% discount for payment in full would be a losing proposition to a practice with a 99% collection rate.
Myth #13: Offering patients a courtesy for payment in full is just not effective.
Myth #14: Placing signage regarding your financial policy around the office will help you to collect effectively.
Myth #15: It is most profitable to produce everything, and collect what you can; 80% of a lot is more than 100% of a little.
Myth #16: Allowing patients to leave your office without paying ingratiates your practice with the patient.
Myth #17: An experienced dentist or perceptive staff member can "size up" a patient's ability to pay.
Myth #18: Only one staff member should make payment arrangements with patients.
Myth #19: The key to getting paid lies in the checkout procedure: Ask every patient, "Will that be cash, check, or credit card?"
Myth #20: The #1 cost in dental practices is always staff salary.
Myth #21: Accounts receivable equivalent to one and a half months production is healthy and desirable.
Myth #22: Having a choice of payment options will encourage patients not to pay at time of service.
Myth #23: Financing is appropriate for the "uninsured portion" of the patient's fee.
Myth #24: Since it is the job of the staff to collect the fee, the dentist can abdicate any responsibility in this area.
Myth #25: Offering 5% off for payment in full to insured patients is illegal.
Myth #26: Viable alternatives exist to collecting at time of service.
Myth #27: Long-term patients accustomed to being billed will not accept a change in procedures.
Myth #28: Expressing concern about payment will indicate a lack of concern for the patient's problem.
Myth #29: Since health-care professionals should be caring people, non-payment can simply be considered as "charity."
Myth #30: Patients who are declined for outside financing cannot be treated.
Myth #31: A practice which collects at the time of service is a "cash" practice.
Myth #32: A managed care component can seamlessly co-exist within a fee-for-service practice.
Myth #33: Appointments should be spread out to justify the fee charged.
Myth #34: Collecting at time of service means the practice wins, but the patient loses.
Myth #35: Asking for partial payment is appropriate in a dental office.
Myth #36: Staff members can be rude and aggressive in collecting, because the patient will not hold it against the dentist.
Myth #37: Payment arrangements need not be made with patients who have an established record of paying your practice.
Myth #38: Performing credit-checks on your patients will enable the practice to perform "in-house" financing successfully.
Myth #39: The doctor should not begin any treatment over $300 without arrangements being made by the financial coordinator.

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