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Delivering The Promise

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Lesson #3: CORE Lesson #3 – Pyramid Plan and Team Involvement

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Action Items

  1. Make sure you are implementing the pyramid plan or something similar in your practice to ensure that the team, doctor, and patient clearly understand where they currently are at in their plans and where they need to go!

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Hey, what's up everybody? This is Dr Steve Schluentz. I want to welcome you back to another video on module number eight, all about delivering the promise. What I'm going to talk about today in this video is one of the simple and overlooked keys to this whole dental sales success cycle and it's the idea of a permanent plan and getting the team involved. The number one thing that stops most dentists from being able to work patients up a cohesive plan is the lack of understanding between the doctor, the team, and the patient. Everything gets thrown at the patient all at once. The patient gets overwhelmed, the team gets overwhelmed, the doctor gets overwhelmed, and whenever anybody feels overwhelmed, we typically don't take action.

The pyramid plan is a simple way to break down the base level of disease. When we talked about the three diseases that most dental offices face on a daily basis, tooth decay, gum disease, bad bite, and breaking it down into a pyramid plan is so simple because your patients can understand that. They understand really honestly that the gum and bone is a foundation for anything. So, that's the base level of the pyramid, tooth decay, breakage, things of that nature are the second level on the pyramid. The bite itself and getting everything stabilized from the jaw joint is the third level on the pyramid. Restoring the teeth in a longterm way is the fourth level of the pyramid. Then, integrating your dental health with your overall health is the fifth level of the pyramid.

Understanding that allows you to make treatment plans in the context of the pyramid plan and it also allows your team to understand what it is you're trying to accomplish. The pyramid plan is by far the easiest way to move patients towards a more healthy outcome without overwhelming them. Now, you know, I often get doctors that ask me, you know, they're coming specifically for TMJ. Well, that's fine. You can focus on the third level of the pyramid, but ultimately you can't restore them longterm without first addressing perio and tooth decay to make sure that whatever you're putting in their mouth is going to hold up.

You're still going to have to go through a pyramid plan. You might just start on level three and then build down to level one going to two, three, four, five. Right? It's simple for both the patient and the team to understand. Simplicity is power guys. You thinking that you know all this technical knowledge and you're going to overwhelm the patient with how smart you are doesn't work. They might nod their head in agreement, but they're thinking, "I have no idea what this doctor is talking about. Do I have a cavity?"

I mean, that is a common response. You go through all of this stuff and then they go, "Do I got cavities?" They can't even follow you, so you got to stop sounding smart and get on their level and help them understand what it is you're seeing and how you work on a simple to understand formula to get them to a healthier path. You can build an entire master plan from this pyramid plan you create. I remember when I first started doing this, I had these long, extensive master plans and most of it was overkill. If I'm still going through a complex restorative phase, I have a master plan as a way to protect myself that I've educated this patient, but the pyramid plan can serve as a simplified master plan for you.

I'm telling you, if you have questions about this, this is one of the most important concepts for you to understand. I had one doctor tell me that they put this in their office and within a month their case acceptance went up by like 25% because they were able to put it in a context of the patient can understand. This will help the doctor, the team members and patients stay on the same page at all times. It helps with that passing of the time that we talked about. That the team members know exactly what the doctor talked about. It's in the pyramid plan. It's easy to follow.

Your action steps is to make sure that you're implementing the pyramid plan or something similar in your practice to ensure that the team, doctor and patient clearly understand where they're currently at in their plans and where they need to go. So simple. So basic. So misunderstood. Keep it simple guys. Don't try to over complicate this. You can educate them and give them a good informed consent, but there has to be a roadmap that your patients can follow and the pyramid plan is something simple you can do to give them that roadmap. Hope you got value out of this video. I'll see at the next one.