Episode 688: In Upcoming Economy, How to Set Your Practice Apart

 Vanessa Vitagliano with Dental Warranty returns to the podcast, this time to talk with Kiera about how the upcoming economic shifts will change dental practices operations. Much of the conversation centers around warranties, and how they can benefit your practice and patients during times of uncertainty.

This episode will educate on how to protect your patients’ peace of mind and your practice’s cash flow.

Episode resources:

Learn more about Dental Warranty

Get $500 off when joining Dental Warranty: go.dentalwarrantycorp.com/DentalATeam

Listen to episode 570, How to Unconventionally Grow Your Practice

Reach out to Kiera: [email protected] 

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Transcript:

0:00:05.8 Kiera Dent: Hey everyone welcome to the Dental A Team Podcast. I'm your host Kiera Dent. And I have this crazy idea that maybe I could combine a doctor and a team member's perspective because let's face it dentistry can be a challenging profession with those two perspectives. I've been a dental assistant, treatment coordinator, scheduler, filler office manager, regional manager, practice owner and I have a team of traveling consultants where we have traveled to over 165 different offices coaching teams. Yep. We don't just understand you we are you. Our mission is to positively impact the world of dental. And I believe that this podcast is the greatest way I can help elevate teams grow VIP experiences reduce stress and create A teams. Welcome to the Dental A Team Podcast.

0:00:50.8 KD: Hello Dental A Team listeners. This is Kiera and you guys I have one of my most favorite people in the entire world. I have frequented many events. She's been there and we started out as work buddies and became true real-life friends. Vanessa Vitagliano did I say that right Vanessa did I get it.

0:01:07.8 Vanessa Vitagliano: You did and you did.

0:01:09.1 KD: I've been stressing over here guys. Vanessa, she does work with Dental Warranty but she is a guru in the dental industry and I feel like she's got so many cool ways to help you guys be unconventional as we're trending into this. Who knows what's happening with the economy so I'm super jazzed to talk all things Dental Shop with Vanessa and help you guys become an unconventional practice out there. So Vanessa welcome to the show. How are you?

0:01:32.2 VV: Thanks for having me. You know Kiera not everyone can have such a dental-related last name like you. A lot of us cannot compete with that. So... [laughter]

0:01:39.7 KD: And mine's a little easier to say every time... I've known you for how many years. Our history goes back quite a ways.

0:01:46.0 VV: It does. Yep.

0:01:46.8 KD: Definitely Pre-COVID days and I think two or three or four years prior to COVID. And to this day I still ask you every time how do I say your last name? I'm like I know it's a V... She's got all these letters VIT... I think I could probably spell it better than I could say it but Vanessa I just... I love podcasting one 'cause it's good to catch up with you. But two you guys are doing some pretty cool things out there. So if you guys missed our last podcast Vanessa and I chatted about how Dental Warranty can really help you guys increase your case acceptance. And we just did our Dental A Team Summit. Lots of offices were intrigued and interested in this. So I wanted Vanessa to come on because not only does giving your patients peace of mind increase your case acceptance which I'm all about helping my patients. But Vanessa you guys are starting to see a different trend with lots of different offices of what they're doing. So kind of walk us through first and foremost what is Dental Warranty? And second there's some cool stuff out there that can really set practices apart. So Vanessa kind of take it in whatever direction you want. I'm excited for this today.

0:02:44.7 VV: Yeah. No I am too and thank you for having us. We had a great time at the summit last week so thanks for having us. Always love helping dental practices and... Yeah so if you're not aware of what Dental Warranty is, we partner with practices to provide a six-year nationwide no fault protection plan on dental treatment. So it's something that the patient is able to purchase from the practice and if anything breaks or fails within those six years, patient's fault or not, as long as they're keeping up to date with their routine hygiene they can come back into the practice get the re-treatment they need at no cost. But then Dental Warranty actually compensates the practice for doing that re-treatment. So both practices and patients love it because it provides peace of mind on both ends financially for both the practice and the patient.

0:03:30.5 VV: And it just helps increase the case acceptance and generate more revenue for the practice. So it's been really good. And going back to that peace of mind it is crucial nowadays with how the economy is even just the fluctuations of COVID that keeps coming in and out. Even I mentioned Kiera earlier when we were chatting that I'm actually going to Turkey in two weeks. Even for that I mean they're still wanting us to take COVID test because they wanna make sure that everyone's gonna be safe on that trip. So despite we're three years in of COVID and things of that sort the economy is still going all different ways. And peace of mind can be a huge value for patients nowadays and it can be hard to get those cases accepted if those things are going through their minds.

0:04:13.9 KD: For sure. I'm also thinking of two things from a practice standpoint. One is I have a lot of doctors and this is why I love Dental Warranty. So many doctors... Teams doctors listen up. This is for you. How many doctors are giving away free dentistry? Get those hands up all day every day I hear, "Kiera our doctor keeps redoing this treatment and it wasn't their fault and the patient broke their tooth and they just feel bad. And so they're giving away free dentistry." And I would just say as a quick fun exercise for your practice to do start tracking the dollar amount of all that "free dentistry" and it is shocking and staggering that we're in the upwards of multiple thousands most months... Months... I'm saying months not years of free dentistry 'cause we don't realize how much we're giving away. And so when I have the practices start tracking this they realize I don't... I'm not here to tell you to be cold-hearted. I'm no Elton John. I know Vanessa loves that definite Elton John cold-heart reference for you 'cause Vanessa [0:05:09.5] ____.

0:05:09.6 VV: I love it so much Kiera.

0:05:11.8 KD: You're welcome. Vanessa actually went to Elton John's last concert. A little side tangent for you but... But I don't want you to be cold-hearted that's not what I'm trying to say here. But what I am saying is you don't need to give away the free dentistry especially if you've got a warranty plan in place that doesn't cost the practice more money and it's very inexpensive for the patient. It's truly one of those things that I feel helps so much so in practices I might suggest just track it track to see how much dentistry in a month you are giving away as free dentistry. And then doctors this is a great way for you to still be loving and taking care of your patients but you're not having to have that cost. And as the second piece I've been thinking of with the economy is, all right we're doing dentistry today. What do you think is gonna happen when people's wallets and belts tighten up a little bit and they don't wanna spend as much money instantly you're gonna be doing more and more redo-dentistry because this is not working. And for me as a business owner I like to hedge my bets. I like to make sure I'm protected because if I'm not getting as much money coming in and I'm needing to redo dentistry those are two negatives on a cash flow that needs to be positive.

0:06:17.3 KD: And so that's really where I wanted Vanessa to pop on today of helping you guys hedge against this because it's coming whether you wanna see it or not people are starting to make different decisions about how they spend money. So I don't want to be the person having to redo dentistry for free when patients aren't doing as much dentistry at the same time. To me that feels like a very scary trap that could be avoided. So that was kind of what I was thinking Vanessa when you said that of just a good way to hedge my investments, hedge my cash flow in a way that doesn't cost anything. And Vanessa I think that that's something that people are worried about like, "We don't want to charge our patients more. We don't want to have to tuck this on and feel salesy and like, "Hey for GEICO 15 minutes or more can save you on your... " That's how I think of [laughter] I've never told you that [laughter]

0:07:03.0 VV: For sure... For sure.

0:07:03.8 KD: I'm just curious how does that work? Because dentists do want to help their patients, teams want to help it but I think there's that awkward bridge 'cause we've never done it. What have you guys seen to help with that 'cause I think it's a smart way to hedge your investments moving forward.

0:07:17.4 VV: Yes. No completely. And at the end of the day you want to help patients but you can't help patients if you're not in business. And so...

0:07:26.1 KD: I think you should repeat that Vanessa. Say that again 'cause guys you need to listen... [laughter]

[overlapping conversation]

0:07:31.0 KD: Yeah. For the back row beauties who didn't hear that here we go. [laughter]

0:07:36.4 VV: But yes but it's so true. If you aren't creating a revenue and healthy practice your practice may not last much longer. Especially in the world that we're living in now too where DSOs are eating up private practices all the time. And so you want to make sure that your practice is financially healthy so you can keep your patients healthy. And that could be difficult at times because patients for some reason expect you to just do everything for free. And you don't want a bad review or you don't want to piss them off. And so there's all these dances that practices are having to do with patients and it's a bit stressful for everyone involved. Whether it's the front desk person whether it's the assistant, whether it's the dentist, whoever's having to handle that situation it's always like a one off. "Well, how do we handle this?" "Well have they kept up to date with all their payments?" "Oh but they bring us in cookies. Oh, but they're always such a pleasure. Well they're always so... So maybe we'll just give them a discount, well, we'll just charge them the [0:08:35.2] ____ fee. Oh, but this person well they're a pain so we're gonna charge them the full fee." Every time it's a different situation, so it's even hard of how does your team know how to handle those situations consistently or constantly?

0:08:47.7 KD: I was just going to pop on my dental assistant and team hat, office manager. I will say doctors and practice owners who are listening. It is very hard for your team to feel confident when it's wishy-washy constantly because we go to bat and we're going to charge them the full fee and then you lovingly to the patient come in and actually undermine us as team members. And then we feel very much like, "Well we can't ask." So then we come to you you then feel guilty. So you start giving all these discounts. And honestly if we can just have it standardized across the board I know that doesn't feel good 'cause there's always the Mrs. Joneses and the Bettys and the Suzies that we just love. And I'm sure there's the John and Paul and Tom but where does that end and how can your team ever feel confident? So coming as a team member which I definitely put on both hats coming as a team member you've got to have something consistent to give that team the backing because they'll go to bat for you and they're not afraid to tell the patient and most of the patients aren't upset with it. But we just have to be able to be standard and consistent rather than, "Is doctor in a good mood today? Do they like this person? Are they friends or they're not friends."

0:09:47.9 KD: "To know do we give a discount? Do we not give a discount?" And that makes us feel very incompetent. It definitely undermines us and our confidence does get shattered when I know it's a very unintentional things that doctors do.

0:10:00.2 VV: Yeah, no most definitely. And so this with what we offer here with the program is really making it easy to set up expectations with the patient. And that right there can relieve a lot of that stress in the office for the office as well as the patient. And so it's something that you're able to either include in the treatments or offer as an option. And even if the patient says no, "No I don't want to purchase the protection plan." Okay.

0:10:26.3 KD: It's fine.

0:10:27.1 VV: But now we know what's going to happen. Same thing of I did not get Apple Care the first time around I had an iPhone. I can tell you the first time that I ruined that phone I was like, It is totally worth it 'cause I don't care to, on a random Tuesday I have to shell another $1,000 for a phone. Of course since I bought it, has anything happened to my phone? No. But guess what? I have the peace of mind that I will not be angry on a random Tuesday. It's not Apple's fault that I dropped my phone and shattered the screen. But life does happen. And that's the biggest thing with our protection plan too is it's not just failures. This is no fault. This is something that when that patient leaves your practice it is out of your control. It is out of your control. Whether they trip and fall, they bite into something that maybe they shouldn't have bitten into or maybe somebody's a little popcorn kernel, who knows. The stories we hear is endless of what happens to people's mouths. I'm sure you all have heard it all as well too but that's where it gives that peace of mind because we are using our mouths on the daily basis. We are using it often.

0:11:30.8 VV: We're using it right now Kiera to talk to each other [laughter] And that's out of your control. But what's great about this too is that in order to keep the protection plan active patients do have to come in for the routine hygiene. You're not being incentivized to keep up with their oral hygiene, making sure they're staying healthy but also coming back into your practice. So when you do have the issues of getting patients to come back in for their routine hygiene because as much as we all love dentists here some people they'll find an excuse not to go to the dentist. [laughter]

0:12:02.2 KD: It's true. We aren't the most loved profession Vanessa. I get it. I get it, it's okay guys. We're still loved. I love you. It's okay.

0:12:09.1 VV: But it's a great way to incentivize and then come back in and just say, "Hey two years ago you got those veneers on and we want to make sure that we can keep that protection plan active for you. Let's make sure we get you back on the schedule." And those patients are three times more likely to come in for the routine hygiene than ones who didn't have a protection plan.

0:12:26.2 KD: Yeah it would make sense because they're going to go... With my ring I have... They got a warranty on it if any stones get loose but I have to go in and get it checked consistently. And you better believe I do because I don't want that to not be covered in the event something happens. So I think it is a really good way to do it. I also really love that it's covered and I was just thinking as you were saying I hadn't thought of this until now. I don't think warranties are as odd as we might think they are. Literally I go to Walmart and scan a freaking broom and it's like, "Do you wanna cover this for the next 2 years?" And I'm like, "No, I'm gonna just come back and buy the new broom."

0:13:00.9 VV: Right.

0:13:01.0 KD: We get asked that we get asked on Amazon all the time, "Do you wanna add this warranty program on there?" That I don't think it's as abnormal as we might think. Now I was also thinking, "Okay if I went into the medical field then I got a surgery," guys they're not gonna redo that surgery for me I'll just promise you that right now. If that surgery fails guess what? They're like, "Guess what, you're coming in and you're paying the full fee again." So I'm not sure where dentistry got funny and went a little sideways to think that like, "Oh we need to redo this." Because I'm like, "Every other medical profession isn't like, oh you're right Kiera sorry your appendix didn't turn up in the most beautiful way you want. I'll redo that for you." 'cause I've got scars on my stomach I had my appendix out and I didn't go back and I'm like "You know I really want... " No they're gonna charge me. They're gonna redo it. I've gotta pay the new fee for it. But for some reason and I don't know if it's because we think teeth are so small like, "Oh it's just a little filling. It's not that hard." But I think when we look at that warranties are being offered more and more. And it's one of those things where we know in dentistry we redo treatment. Why would we not just offer it? And I know as a business owner I remember when I first started out the credit card fee was something I was stressed about Vanessa.

0:14:06.4 KD: I don't know... I never told you this but I was stressed 'cause I'm like "Okay I don't wanna charge the client too much." And I remember watching a YouTube and this girl came right into the camera and she was like, "Just bake the fee in and no one cares." But they do care if you're like, "Hey it's gonna be a 3% up-charge." Which is true. I hate when I go to the gas station and like, "Hey for this it's gonna be an extra 3%." I'm like, "Just freaking charge me extra 50 cents on my candy bar. I'm never gonna know." So take your choice. But I don't think especially with how low the warranty is that people are going to notice it. Just within an SRP I did tack on my six-week fine scale not covered by insurance but something I knew that they needed and wanted. How great would it be if everything was covered for 6 years and you guys just increase the fee a little bit. No awkwardness the front office isn't asking if they want to have the protection plan. It's just included. Which I then think is a great thing to market. And Vanessa I know you guys have had a lot of cool things of using the warranty as a great way to market for offices wanting to get more treatment and patients to come in.

0:15:05.5 VV: Yeah. And actually, I'm glad that you brought up about in the medical field and the warranties and everything. I don't know if this is gonna show us a video or not. I'm wearing glasses right now but they're the blue light glasses for when you're staring at screens all day. But about eight years ago I actually got LASIK eye surgery done and it's $2,000 a eye. And at the time it was... I was so excited for it but I had to wait for my eyes to stabilize, all that stuff. I get bad allergies so my eye doctor all the time was like "Once your eyes finally stabilize and stop changing go get LASIK. I highly recommend that you should get it." It wasn't through him it was through somebody he referred out to and I was finally excited for it but it's $4,000 and I'm like, "This is a lot of money." [laughter]

0:15:49.6 VV: And so but I hear about how your eyes can change. And that was a bit terrifying for me because I'm like, "Well I don't wanna shell another $4,000." God forbid my eyes change. It's not my fault, it's not the doctor's fault but it's gonna be a situation that as a patient I'm not gonna be too thrilled about. And if someone asked me about LASIK I'd be like, "Mm, wasn't worth it for me." If my eyes change it wouldn't be worth it. But I did get it done and the LASIK surgeon I went to came with a 10-year protection plan. It came with it I didn't pay extra, I thought it was amazing. As long as you go back to your optometrist annually get your annual checkup if your eyes changed at all within 10 years we'll do free touch-ups. Kiera. It was...

0:16:31.6 KD: That's awesome.

0:16:32.9 VV: I was so... I was like, "Yes yes yes." Fast forward to... I was actually at Dyke on my last summer getting lunch with [0:16:40.3] ____ who we both know. And she had talked about how she got LASIK done and her eyes had been changing. And so I told her that my LASIK surgeon had... Well he came with a protection plan and like you will get free touch-ups if anything happened as long as I got to see my optometrist, which by the way I would've not kept going to my optometrist after LASIK if I wasn't told to [laughter]

0:16:58.5 KD: No.

0:16:58.7 VV: I'm telling you right now.

0:17:01.0 KD: I don't keep up on those.

0:17:03.3 VV: I'll be the first one to admit, I'm like, "Cool eyes are fixed don't need to go back." But guess what? Dental patients are probably thinking the same thing too. "Oh my smile looks great now I'm good. I don't need to go back. We're good." But anyways she was almost kind of upset and granted we don't live in the same state as you know Kiera but she was like, "Who did you go to? What do you mean they offer that? Oh my god that's amazing." I'm like, "Are you gonna fly out to Illinois now [0:17:33.9] ____ it's a bit late." But for her that ended up being such a huge valley and she was like, "I wish my doctor offered that." Because now she's in the situation that she's in. Fortunately for me my eyes didn't change. So I'm good. I'm a very happy patient. But being on that receiving end it was... It made making that decision and spending the 4 grand for me so much easier. Despite I knew I wanted LASIK I still had all these apprehensions and thoughts and the cost and all the risk involved with it for me I was like, "Done. Let's do it." So.

0:17:56.0 KD: Yeah. Well and I think it's a really cool example because my brother I'm like, I think all of us probably have a LASIK, his eyes changed and he's super frustrated 'cause they didn't offer it. But I'm just thinking from a patient's standpoint that's a dreamy vibe to have that. And how easy was it for you to spend four grand. Because you knew it was going to be covered. And also I was thinking it's actually cheaper for our mutual friend to fly to Illinois and get it. Because the plane tickets are cheaper than four grand. If she's gotta go back for touch-ups. So and that's something where I was thinking like, "How many implants fail?" And I have a friend who is looking for an implant and I'm like, "Honestly it's cheaper for you to fly to a dentist who guarantees and warranties this than it is to stay here and take your risk of in the next 6 years you've gotta go and get this replaced." I also do think and I'm gonna say this caveat on the other side I do think offices who offer a warranty are more likely going to do maybe better dentistry. And I'm not saying that any of us do bad dentistry at all. That's not what I'm trying to say and I hope that I'm resonating really strongly. But I'm just thinking like I know for me I've got a warranty on a lot of the things we offer.

0:18:38.9 KD: I'm like, "If you don't see results like certain clients I'm absolutely 100%." Because I know that if they commit they're going to see the results. But that also puts me on the hot seat that I've gotta show up, that I've gotta do deliveries that I've gotta do these things for the clients. And so knowing that you've got a warranty, again I'm not saying that you're not doing great dentistry, no, I'm just saying it's gonna make you more aware of it because you've got a 6-year... But the cool thing is you don't even have to pay for it. You don't have to cover it. Someone else is doing it for you. So I just think that there's a lot of benefits for it and I think it's a brilliant story you told Vanessa of it was a no-brainer decision because you had that 10-year window. I think as a patient 6 years on a crown. Six years on these veneers especially cosmetic cases, your implant cases, a lot of those bigger surgery ones like I wanna invest that, I wanna protect that investment. And I'm usually like, "The best thing I can offer is a night guard." Like, "Here's your night guard. Hopefully nothing happens and if so like hope and pray the doctor like... Hope that associate's still here and we're not having to redo dentistry."

0:20:00.8 KD: There's so many things about it. So I think it's a really awesome... I think you pointed out "We can have it on marketing, great thing to market to your patients. It can help with your case acceptance, it can help with peace of mind. It also can protect that cash flow of the business." To me when you told me about this Vanessa which is why I'm absolutely a hundred percent I will rep you guys I will talk about Dental Warranty because to me it makes so much sense. Why would you not... Why would you not do it? Has been my... I'm like...

[vocalization]

0:20:29.3 KD: "If I was a patient I would definitely sign up for that." Why would I not? It's so darn cheap and it's gonna protect my teeth for six years. Granted though I'm your girl who wants longevity and cosmetic so I look hot in my coffin. People might be offended by that statement. I don't mean any of it. I just mean that I care about how they look and how long they're gonna be with me. I want these teeth in my head when I'm dead. That's what I'm going for 'cause I want them for a long time. So that would be... I think just different things that... Cost, patients who are concerned about cost. Perfect. This is gonna protect you for the next six years like Vanessa so you don't have to pay for it again if anything happens. I feel like most patients especially presented in a really positive way are going to say "Yes" as opposed to saying "No". 'cause it makes sense.

0:21:11.6 VV: Yes no most definitely. And they do and you never know the value of peace of mind to a patient until you offer it. And like I said even if you have a situation where they say no okay well now if something happens they know when they come back in the practice they're not expecting anything to be for free and a lot of times our clients tell us they're gonna buy in the protection plan the second time around. [laughter]

0:21:34.4 KD: I bet they do.

0:21:35.3 VV: After something that happens. But you know it creates such a great experience because let's be honest... And actually Kiera our mutual friend Brad my coworker he actually got veneers done and two months later was wrestling with his kid and his kid popped up and actually knocked his veneer out. Two months in. And for him it was such a big deal to get veneers and he dragged his feet to even make that step happen then two months later for that to happen. And it just creates such a great experience. 'cause then him walking back in the practice with his front tooth knocked out obviously everyone's initial thought is, "Oh no what happened?" But then for it to be such a great experience like, "Hey you know what don't worry about it. Sit down we're gonna take care of you let's get you fixed up".

0:22:15.5 VV: Brad goes in there gets the re-treatment he needs walks out and no cost to him and then Dental Warranty's actually compensating the practice for doing that re-treatment. So what ends up being kind of a not-so-fun situation for everyone involved it ends up creating this great experience at the end of the day kind of this like Disney experience if you wanna stay to where the patient feels like they're really being taken care of versus the patient walks in. All of a sudden the office is like, "Oh no grab the office manager. How are we gonna handle this? What are we gonna do? What are we... " you know [laughter] Just the panic and the... Everyone trying to talk to each other and figure out how to handle the situation.

0:22:49.9 VV: Instead you can just really make it a seamless easy thing. It makes it easy for the team they can feel confidence on how to handle the situation. And we actually even have practices now that if they do offer the option versus just bundling in. I personally I would bundle it in. But if you offer as a... Yes I think that's the best route to go. But even if you offer as an option we've had practices they've now actually created line items saying that they did not accept the warranty. So it was in writing to make it very clear that if the patient come back in, this is how the situation's handled.

0:23:22.4 KD: For sure. And I just think that it creates clarity it helps the patients understand what the rules of the game are instead of having expectations missed. And I think for the practice it's easier but I was just thinking how great would it be when there's that redo veneer and I'm looking at my production and I'm like, "Ah dang we got that $0". I get it we're gonna do it the right thing but to not have to have it be $0 for the work we're already doing. To me that just feels like... Because it is work. It is our doctor's time, it is the supplies yes at the same... We don't know what happens guys. People go bite into an apple, you do the best work possible but things still happen. It's life. And so to just have that. So Vanessa how does it actually work? How much does the practice have to pay? How much does a patient have to pay? 'cause I'd be all in but of course everyone's like, "But how much. What does this look like? [laughter] How does it work?" 'cause I remember when you and I chatted and this is why I rep it. It's not... To me it's still a no-brainer. So Vanessa how does that actually work out?

0:24:22.7 VV: Yeah so for a practice that is getting started it's just a one-time fee. So $750 one-time fee and everything else is through the patient. And so what it is. It's between 10 and 15 percent of the UCR fee because that way we wanna pay you back what would be your full amount for the treatment not including insurance and everything. So it would be 10 to 15 percent. Dental Warranty takes 10%. So anything over that 10% stays with the practice as additional revenue. So we have some practices they'll just do the 10% and we have some that'll do the 15% and that extra 5% goes right back into the office. They'll use it for team bonuses or offsetting COVID costs or things of that sort. But yeah so that's kind of that sliding scale but it's all through the patient that they're purchasing it.

0:25:09.5 KD: Mm-hmm. Which is amazing. So on that just to recap it's a one-time fee that I pay. So $750 which by the way guys Vanessa's gonna tell you 'cause you're a Dental A Team listener I know there's some sweet perks around that...

0:25:22.6 VV: Oh yeah.

0:25:23.8 KD: So one-time fee I pay that fee. And then how much is the patient having to pay? It's like 10%. So if they're... Let's say we're doing a full case, I'm just gonna go big we're gonna do a $30,000 whole thing. They're paying 10% of that which is $3,000. Is that correct?

0:25:37.5 VV: Correct. Yes yes. And then the value of that protection plan would be the $30,000 then. So now they have $30,000 worth of dental work protected. And so if anything happens to even a part of that treatment you know especially when you're working the larger cases typically it's just a part of it that you're having to redo. You have $30,000 to work with so maybe something happens and it's $5,000 of re-treatment well then we're paying for that $5,000 and you still have $25,000 left for if anything else happens within those six years.

0:26:11.0 KD: That's very cool. And so also it sounds like it's off of office fee not off of insurance.

0:26:15.1 VV: Correct.

0:26:15.9 KD: Even if they have insurance which I think is accurate. Is that correct Vanessa on that?

0:26:21.2 VV: Correct. It is correct yep.

0:26:21.7 KD: I'm pretty sure that that's the case. I know it is. So with that it's your office fee. And then from there the other thing that I really love on this is that you are going to be able to have it be like the patient's doing that. So when I think about that $30,000 case if we add up to the $3,000 I would just charge $33,000. So I'd bake that in because that's much easier for practices to see that amount as opposed to not. So that's what I really love about Dental Warranty and I think it's an amazing way to do this. So guys if you reach out to Dental Warranty you guys can just head on over there mention Dental A team. I believe that there is a pretty good $500 off of that startup fee. So it's only $250 that you guys pay and then you guys can decide how to put it in. And honestly Vanessa and Dental Warranty are absolutely incredible.

0:27:11.6 KD: Definitely reach out to them. Vanessa I'm so honored you're here. Guys this is the time. Let's give our patients that success. Let's give them that big piece of peace of mind. Let's protect you guys with cash flow in the future. You have this at your fingertips and back to Vanessa's story which I thought was the most brilliant $4,000. 10 year... I promise you they added that fee in there and they were able to protect her eyes, give her peace of mind, have a happy patient who's gonna refer to you even more. I think it's a no brainer. So Vanessa thank you for being on. Guys go check them out. Head on over to the Dental Warranty... Tell them that Dental A-team's there. I'll be sure to link these in the show notes. As always guys protect your practices, protect your patients increase that case acceptance. And as always guys thanks for listening. I'll catch you next time on the Dental A Team Podcast.

0:27:56.7 KD: And that wraps it up for another episode of the Dental A Team Podcast. Thank you so much for listening and we'll talk to you next time.

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