It's Valentine's Day. But this has nothing to do with guys or gals overreacting to something innocently spoken but misconstrued. This is about non-diagnosis and the subsequent gross undertreatment of an EASILY SOLVABLE problem suffered daily by a significant number of our patients.
Up front I'll say this is not a potential six-figure per year "Gem." But it WILL make a LOT of your patients happy and could easily ADD $30,000.00 perhaps even $40,000.00 per hygienist per year. In five years that's a whole bunch of happier patients and an additional $150,000.00 to $200,000.00 (After five years that's enough to get a small house or a really amazing car!)
You Can't Treat What You Don't Diagnose
No doubt if a patient tells you or your hygienist she's concerned about thermal sensitivity on one or more teeth, you're diagnosing and treating the problem. That's NOT the issue. Fact is that most dental practices don't have a clear and consistent protocol for diagnosing and treating thermal hypersensitive teeth in the absence of expressed concern by the patient. Worse, the fact that as a profession we aren't vigilant about the problem doesn't stop millions of adults from suffering.
World's Most Low-Tech Diagnostic Test
I asked my friend and colleague, Dr. Ray Bertolotti, to speak to my Gems Family members. Ray is a dentist and a research scientist. His presentation was chocked full of Gems (as always). One of the "Gems" Ray shared was the diagnosis and treatment of cold sensitive teeth. Specifically, cervical sensitivity. To quote Ray,
"During the hygiene exam, the RDH sprays cold air on all the teeth, in part, to dry them off for better visual inspection but also to determine whether the patient has cervical cold sensitivity.
If the patient jumps from the cold air syringe the RDH says "I'm really sorry, did that hurt?"
Patient responds, “Yes it always hurts, and I can't eat ice cream or drink anything with ice in it."
RDH: “Great, let me take care of that for you. Did you know we can desensitize that, and it lasts for several years? In fact, if when you walk out today if it is still sensitive and it didn't work you don't pay for it. It's guaranteed, would you like to do it? I can have it done right now." Boom!"
When your hygienist is trained to not hold back on the use of the air syringe when drying off the cervical region of teeth during recall and new patient examination, she (or he) will elicit this response in a significant number of patients. If the patient says it's rarely a problem, they almost never notice it, terrific. No issue.
On the other hand you will run into at least one patient every day who, after this "test" exclaims that they do have an ongoing problem with thermal sensitivity and would love for you fix it now!
The Math
In addition to helping make a number of patients happier and far more comfortable, desensitization is a fast and highly profitable treatment. One that can likely be performed by your hygienist (check with your state). When you find one tooth with cervical cold sensitivity it's not unusual to find a few more in the same patient. Treating just 3 or 4 teeth in one patient per day x 4 days per week = $30,000.00 per year. If your fees are slightly higher and/or if you find 4 or 5 teeth on average... or even at just 3 teeth but a couple patients per day, consistently performing this diagnostic protocol and treatment could result in $40,000.00 revenue per year or more.
Gems Family members may access the report which includes multiple recommendations for the treatment protocol by going to the Gems Family members' website www.InsidersCircle.com => SITE MAP => STRATEGIC DOCUMENTS => Desensitization
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