Dropping The “I” Bomb
Have you noticed? Your team keeps swearing in front of patients! They drop the “I” bomb all day long, and they think nothing of it. That’s right—I’m talking about insurance. I feel icky just saying it! Your team needs to stop bringing up insurance. When you make it the focus, patients make it the focus. All they’ll ask is, “Will my insurance cover this?” Insurance makes the conversation all about money and steers patients away from essential treatment. If it’s not covered by insurance, patients think they don’t need it.
Insurance isn’t even insurance! It’s time we start calling the “I” word by its real name: benefits.
Replace “insurance” with “benefits” in your practice. By changing the language, you also change patients’ perception of treatment. Dental teams who use the word “benefits” see a much higher rate of case acceptance. After all, “benefits” has a nice ring to it!
I’m sure you’re very forgiving of your team members. When I say insurance, MY team scrubs out my mouth with soap! (Okay, that was just for a video. Watch it for a good laugh!
Kirk Behrendt
Kirk Behrendt is a renowned consultant and speaker in the dental industry, known for his expertise in helping dentists create better practices and better lives. With over 30 years of experience in the field, Kirk has dedicated his professional life to optimizing the best systems and practices in dentistry. Kirk has been a featured speaker at every major dental meeting in the United States. His company, ACT Dental, has consistently been ranked as one of the top dental consultants in Dentistry Today's annual rankings for the past 10 years. In addition, ACT Dental was named one of the fastest-growing companies in the United States by Inc Magazine, appearing on their Inc 5000 list. Kirk's motivational skills are widely recognized in the dental industry. Dr. Peter Dawson of The Dawson Academy has referred to Kirk as "THE best motivator I have ever heard." Kirk has also assembled a trusted team of advisor experts who work with dentists to customize individual solutions that meet their unique needs. When he's not motivating dentists and their teams, Kirk enjoys coaching his children's sports teams and spending time with his amazing wife, Sarah, and their four children, Kinzie, Lily, Zoe, and Bo.
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