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The Possibility Session


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Lesson #6: CORE Lesson #6 – Pros and Cons of Wellness and Disease Care

About This Lesson

Instructions coming soon..


Action Items

  1. List out the Pros and Cons for both the Wellness Model and the Disease Care Model and be sure to be able to explain both to your patients with confidence during this review. It’s all about having a committed patient here.

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Hey, what's up everybody? This is Dr. Steve Schluentz. I want to welcome you back and we are getting to the end of the possibility session videos as the core lesson videos and I'm just really, really excited that we have come this far now. We are on module number six. We've got two tenets left on this and then we're into seven, eight and nine. Seven, eight and nine and 10 are are really, really fun and so I'm just excited to go through this process with you.

As we cover tenet number six of the possibility session, again, this is further reiterating the decision they're making. So, we haven't asked for a commitment at this point. We haven't asked for money, we haven't asked for any of those things. We are firmly planting our stake, like we are putting our flag in the ground and saying listen, the first thing you have to understand is you have a certain level of disease. You have to understand the causes of disease. Plaque and bleeding. Okay? Then you have to understand that you have a choice. You can choose to go a wellness route or a disease care route and either choice is fine with me, but you have a choice and you need to make some initial desire that this is where I want to go or this is where I want to go, 'cause that type of patient, when they make that choice, that's gonna dictate everything we do in the future. Right? So, pros and cons of wellness care versus disease care have to be clearly identified and laid out in this possibility session.

As I said, like 3000 times in this possibility session, that is the number one thing that I want to try to accomplish here is that the patients have a choice. We've talked about the three levels of disease. Tooth decay, gum disease and bad bite. We've talked about what causes those disease. I want them to be informed of the three diseases, what causes the diseases and now this is the route of disease care. This is the route of wellness care. They have to be informed. Okay?

Just like I look for ideal clients in my coaching business, I'm looking for ideal patients in my practice. This is a test of commitment level, right? When I say, well, this is the benefits of disease care, the benefits of disease care is really, it takes less work on your part, right? You don't have to really think about brushing and flossing and working and creating a partnership with me and spending more time up front and creating a plan and and being held accountable to that plan.

The disease care has its benefits. That's part of it, right? You might have to do less dentistry upfront, but the downside of disease care is over your lifetime, you will spend more money on dental care. You will not be as comfortable. You'll have more issues. You'll be always at the mercy of emergencies. Things like that. That's the downside of disease care. Wellness care, every benefit of disease care is the downside of wellness care. You have to spend more time. You have to be held accountable. You know, you have to set goals. You have to be thinking about what it is you actually want, which can be a little bit difficult, right? You have to be held to higher standards. The benefits of wellness care is over your lifetime you'll spend less money on dentistry, you'll have less pain, you'll be more healthy, you'll be able to chew better, you'll be able to function better, you'll be able to look better, your breath will be better. I mean, all of these things, right? That's the benefit of wellness care.

As you lay that out, you're just trying to paint this picture in their mind and test that commitment 'cause most people at this point have said, "I want wellness care." Now, it's testing again and at some point the patient is going to ask this question, "Well does it cost more for wellness care?" This is where you gotta be very transparent and honest, "This is what I've typically found. It costs more money for wellness care upfront over the lifetime that somebody's in this practice though, it costs less." So, it's like any great investment. It's probably gonna require more upfront, but over your lifetime it will require less.

Now you can use another analogy. Think of this [inaudible 00:04:03]. You know, it's kind of like if you go and buy a really high quality shirt, and you know, I'm a guy, so I buy dress shirts. If I buy a dress shirt, if I go to the cheapest place and buy a dress shirt, I might be able to wear that shirt for one day and everything will be fine and it might be significantly less. It might be 50% of the price of that really nice designer shirt that I wanted, and not even designer, but just like a high quality shirt. But one week from now I go to wash those shirts. The one that costs the less money probably shrunk, doesn't fit as well, it's probably tearing, tattered, worn. It doesn't hold up as well. That's like disease care versus wellness care.

So, again, using something that we've all been accustomed to, a really cheap vacuum versus a really high quality vacuum, the high quality vacuum costs more money up front, but over the lifetime you're probably gonna keep it. It's something that, you know, you make one big investment and then the rest of the time you don't have to worry about it. Right?

So, these types of things need to be something you can be very transparent with your patient on because the more transparent and honest and confident you are when you're presenting this, the more they're going to go, "Yeah, that totally makes sense." Right? They might not have the financial means for the wellness care, but as long as they've made a commitment to being well, that's all I care about. Okay? We'll figure out the money. The money will figure itself out, but if we don't get a commitment to wellness care, you're always going to be fighting an uphill battle with this patient. Right?

So, as I talked about in bullet number three here, wellness care will be more costly up front, requires a partnership, requires responsibility and education and it requires a commitment. The end result is a move toward the three things you've said you wanted. It's like high quality clothing versus low cost clothing. More cost up front, but in the long run, you come out ahead. Now, I kid you not, it must have been a subconscious thing. I didn't actually read this. I made this about two weeks ago. I did not read this, low cost clothing versus high cost clothing, and you know what? It's a great analogy, right?

So, I want you to be thinking about how do you lay this out correctly. So, the action steps is list out, literally list out the pros and cons for both wellness model and disease care model, and be sure to be able to explain both to your patients with confidence during this review. It's all about having a committed patient here. So, if you're a team member and you're listening to this, think about how you can use this in the hygiene [inaudible 00:00:06:32]. The assistants, how do you use this when you're talking to your patients, when you lay out even a treatment that's kind of maybe modified and you're back in the treatment room and something changes and you laid that out and they go, "Well, what about this versus this?"

Think about how to be able to list pros and cons for each type of therapy, each type of treatment, and then be able to use analogies to help create clarity and certainty in a patient's mind. It's all about certainty. If they knew for sure that wellness was in their best interest, they would choose wellness every time. So, you've gotta be able to create certainty in a patient's mind, and if you do that, amazing things will happen.

So, hopefully you got some value out of this video. Go implement this action step. Come back. You'll watch the last 10 tenet of the possibility session and we'll have routed out this entire module.