The Messy Middle

This episode delves into “The Messy Middle,” a critical phase when transitioning from insurance plans to dental practices. After resigning from insurance networks, practices face various scenarios. Some patients readily embrace the change, while others may have questions or concerns. Effective communication during this phase is essential, with face-to-face interactions proving most successful due to their ability to convey tone and body language.

It’s important to acknowledge that this transition may result in patient loss. However, practices built on relationships and exceptional care tend to retain more patients. These individuals value your practice’s unique experience and consciously choose to stay.

Prepare for “boomerang patients” – those who initially leave but later return, appreciating the difference in care. Creating an open and welcoming environment for their return can yield surprising results.

In conclusion, while the Messy Middle presents challenges, it’s a temporary phase that can be navigated with proper preparation and effective team communication, ultimately leading to the benefits of independence and improved financial outcomes.

• 00:00:50 – Introduction to the episode
• 00:01:42 – Quick announcement about the upcoming virtual summit
• 00:03:53 – Jumps into the topic
• 00:04:42 – Face to face communication
• 00:07:00 – Heads-Up conversations
• 00:10:24 – Relationship driven practice
• 00:11:30 – Doing  debriefs with clients
• 00:14:55 – Boomerang patients
• 00:16:30 – Preparing for the messy middle

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