The Perio Paradigm

what's up everybody and welcome to another amazing episode of the automatic patient podcast I am your co-host today Jordan comto with me Dr Dan Nelson what is up dog how you doing I'm doing good man how are you doing good man excited for today's episode uh last week we discussed uh the difference between po patients and membership patients which is a really fun interview I've seen on the social media threads lately that there's a lot of people actually asking about that I'm getting ready to go

on a another podcast next week with uh it's just another marketing agency Gary bird I don't know if you're familiar with him and he he posted on I think Dental nachos he's like what are you guys' questions and that was the main question between membership patients and poo patients so I'm excited to share our conversation I'll probably name drop you and tell you guys tell the audience to go check you guys out too they'll be like who's that like yeah no no no I'll give you

websites and everything it'll be a legit drop dude what what did we do what did we do with life before podcast like I don't even know like was out having fun or picnicing probably I've always done a podcast at least ever since I've launched boomcloud uh I think I started my first podcast in 2016 um we were like one of the five podcasts in in Dental like Mark coses and Gary tacus now there's like hundreds it's wild oh yeah you throw a rock you're going to

hit 15 of them yeah and I today I I consume a lot of podcasts for bootstrapped uh software Founders and I've actually joined several masterminds uh because I've listened to podcasts so it's it's a it's been always a good benefit for me dude I've got my diet coke I'm ready to rock you're ready to rock and roll I'm ju up ready for this sweet so today we're gonna be talking about the pero Paradigm which I find fascinating um I think years ago we had somebody come

and talk about all the pero issues in dentistry and we're gonna we're GNA uh we're going to discuss those with Dan what you're seeing in in the industry and how we can overcome the perio Paradigm so first question for you perio is the most undiagnosed or untreated um aspect of Dentistry what are the stats on that so this is this is what's crazy about all this is that out of our you know so when we first onboard any member into elevation Association we do a growth

report and it gives us a um a really nice clear snapshot of what's happening within the practices sure and almost universally there's a couple of outliers and are exceptions to this rule but almost across the board every practice we've ever looked into has abysmal Paro numbers and I mean terrible terrible um the lowest we've seen is 2% um wow in that was in Utah I know no surpris gez of course yeah yeah that sounds about right far of the course um you know but and the

best we've seen you know there was we have a we have a member that practices down in Arizona that bought a they actually bought a practice from a periodon so her numbers are quite High they're actually uh higher than average they're about 40 in the 40 percentile somewhere but patients that are that have pero yeah so active patients that are pero patients so you know and that's something that the the crappy thing Jordan is I would bet that if you were to ask any dentist like

go to a conference like pick a conference and go to a conference and just randomly like ask hey what's your perial percentage it would be weird to know that off the top of your head but they just run away they're like well but the thing is is that I I almost guarantee that 80% it's getting better now but I bet 80% 70 80% of those docs wouldn't even know where to go to find out find the numbers they they're completely ignorant to it and it sucks

because this one of the problems that leads to what the perial Paradigm is and so um so that's that's one of the biggest issues is that people don't know they have a problem in their practice because they're not tracking data so they don't have any idea that like oh shoot I'm I'm behind in this or I'm under this or I'm not doing this but the Benchmark for any practice is 30% so On Any Given practice in the United States um you know your benchmark for per

active periop patients should be about 30% so um you know some offices are more some offices are less depending on where you live but just some some other interesting stats is that 42 excuse me 47.2% of adults over 30 uh have some form of perodontal disease so if you so me possibly I mean you never know right yeah a PR probe in there um so and then periodontal disease increases with age so 70% of adults 65 years and older have periodontal diseas so just start doing

the math in your head and you're going to go it 30% of your practice is kind of a minimal number not it shouldn't be like oh this is the target although for a lot of practices it is sure information what's that the 30% range of hey I got I got a thousand active patients and and 300 are other right number yeah 300 are are perio yeah I mean that's that's what it should be you know um also kind of some fun facts about pero for those

that like data like me and geeky with data it's more common in men than women um it's about 56% uh man 38% you're just me is is it me I'm worried now I mean I'm joking look around you know now I'm like I gotta go see the dock yeah yeah if nothing else I'd like to just inject some paranoia out there just people out joking gosh I'm gonna lose my teeth is it is Insurance a big factor in that like is that is that scary to

practice owners to to does Insurance complicate perio I guess is the question it doesn't help that's for sure sure um I I think that yeah totally because a lot of times what happens and is that that if your staff gets used to making Insurance driven decisions which is a bass award way of making decisions but it happens all the time they literally will get conditioned to making decisions based on insurance and let's say somebody is going to run out they needed some work and their benefited

their coupon is used up that year they're sucky they're sucky Dental they're very expensive coupon yeah so ridiculous so I if that happens uh and then they need you know four quads of SRP four times a year yeah they're gonna be like well I can't afford it and I won't do it you know I don't have any benefits left I was talking with my partner yesterday he came up after seeing a patient he said you know what phrase I hate and I'm I know what he's

gonna say he's like oh when the patient says well I'm out of benefit so I'm not going to do that yes like okay like it's like would you say that if your hard selling and insurance was like hey we can't cover this like I'll get to it later I'm like like what what what if you have you know what if you have like a broken bone like you bust your finger you know and you're like well I'm out of insurance so yeah so I broke my

leg it's okay I get the popsicle sticks out and put some duct tape around oh yeah yeah have a gross infection on my thumb but I'm just gonna leave it alone because I'm out of benefits you know yeah it's just the mindset is insane and it and it's it I get that it transcends Dental but it's it's more prevalent than Dental so absolutely yeah to answer your question 100% um the insurance mindset affects that those numbers you know as far as like hitting that 30% can

be more challenging and I think it's only 30% a lot because of the influence that I mean there's a lot of factors but I do think that insurance is one of those factors sure yeah I can totally see that I I think I was talking on social media media the other day somebody posted like hey why is it was more about health insurance like why is why are my insurance like premiums ,000 a month or and Beyond and I don't get very much out of it

and it's just increasing and I not getting much out of it I'm like oh because really insurance is a product for investors and they Lobby to protect their their their their profits and investors and it's like the highest Lobby industry in the United States it can be pretty gross so when you look at what they do to Industries so yeah I can see that impacting a lot of patient mindset and even even practice owner mindset like if they're I don't know if they're too scared uh

when when there's pero to be done and they know that insurance is not going to be be helpful and the patients maybe maybe can't afford it or or um maybe there's that fear right of of Finance I can't afford my patients can't afford it so I'm not going to offer it yeah that's not the case you just segwayed I mean you hit the nail on the head and you just segue into like well what is the why do I call it the perial Paradigm like what

is peral Paradigm right and it's that most offices have a percent of peral patients that have somehow fallen through the cracks or they're and they're not being treated at all right sure either they were a perial patient and now they're not for some reason they got switched over to routine pries or they're just not being diagnosed and treated at all and and so the the Paradigm is this is that you have a body of patients in your practice currently that are absolutely pero patients the problem

is is either you've acquired this practice or maybe you've been in practice for a long time and you've neglected it just straight up neglected it you know could be anywhere in that Spectrum where now you adopted it and it's now you've adopted this problem or you've created the problem yourself and you have this big group of patients that are pero patients that are going undiagnosed and untreated by the way number one reason that dentists are sued is for undiagnosed untreated periodon disease so um this is

a legit problem yeah so now what do you do so now you're like okay I want to tackle this problem well here's the Paradigm how do you have that discussion with your patients how do you say oh you have peronal disease and they come back and say well I didn't last time and you're like well actually you did well diseases yeah come and go or come and stay you had it five years ago and they're like well Why did no one tell me right yeah so

there it lies in the Paradigm and and it's this it's this ugly situation now you've got to know what to say train your your hygienist what to say train your front desk what to say so that you can get them on track diagnosed and treated but not hang yourself out to dry or put a noose on your neck you know to just absolutely you know destroy your credibility and so there is a path way through all of this but but that's what it is is it's

finding yourself in this situation where you're like crap I have this 30% 40% 25 whatever percent of my patients that are undiagnosed and untreated we know it's there or maybe you don't even know it's there that's part of the Paradigm and it's of itself is you don't even know it's like we were talking about and so how are you going to address it how are you going to fix this in your practice the crazy thing is Jordan is that that's a big Revenue Builder like yeah

there's money to be had in treating paranal diseas yeah you're solving a big problem yeah it's in dentistry it's the we're so apologetic in dentistry you know Silly oh yeah it is it's like I don't ever go to the hospital when I'm sick expect them to do me some big favor you know what I mean like yeah I don't sure but for some reason when when patients walk in our door we feel beholden to some normal like I always tell I always tell my staff like

you didn't put that there you didn't tell them to neglect that or you didn't tell them to go at the skate park and wipe out and bash your face on a piece of concrete you know what I mean like it was this is not we didn't do this but we are here to help we are here to treat and help and to make the world better is it is it almost like the average dentist has an overdeveloped sense of responsibility for the what the patient is

maybe thinking or or feeling like oh well the doctor said so it's the doctor's fault or or something like that seems like a silly mindset to have when when you as as practice owners and and practicing dentists you are providing a high value service for people that's really important do they have low confidence in in in their skills or or when in the profession of Dentistry like what is it I I think it's I think yeah I think that's part of it and then I think

the other part of it is is that is that we haven't done a good job of training our patients I see as a whole to Value their oral health like we should sure and so when they go into the hospital with some kind of ailment or problem or issue they hold that to a much higher value than when they come into a dental office even if it's an emergency because it's lower rent they're like oh well I've had teeth pulled the past and you know generally

it's not life-threatening either you know which is good for us yeah well I mean you're literally going like chopping on those those things every day like there are tools I think people equate it with a lifestyle almost like a luxury you know like oh having teeth is a luxury no it's not like no we should keep them yeah so it sounds like it's a patient education issue on on the practice to to Patient relationship side and it it sounds like it may be an education issue

with with the hygiene World maybe 100% interesting yeah oh and then I was thinking when you're were talking is it also a fault of like is it hard to track like in the practice management system I don't know what like what what are what do you see in this one of my thoughts is like oh man it seems like it's really hard to track like is a practice Management Systems not equipped to help doctors see it better and hygienist see it better so what we've seen

is that generally no it's it's usually a human eror um okay I I'll give I'll give the example of our own practice and there you know uh a few years back we got a report from Burkhart they ran a um just a a general kind of Health report for the practice and our peral numbers came back and and we're were like Dr Hill and I were both just like floored we're like there's no way this is right but we didn't know we were ignorant because we

weren't we weren't we were there was it's the band with you and I have talked about that bandwidth problem you know so many docs have such a bandwidth problem and it's it's we have reports we have these things that we can go and look at but at the end of the day after like just today I'm still in my I mean Jordan I'm still in my scrubs I I should have matched you today yeah I just got done with two implant cases and a third's case

I just took out some wisdom teeth on a on a young gal so you know I'm coming straight from doing that to this and yeah sure I'm not alone like there's so much stuff going between you know kids sports and you know I've got podcast life in this podcast life this is difficult but everyone feels that right and and I think I think that Dennis being expected to wear multiple hats the burnout factor is high and so something's going to give and I think that what

often gives is the attention to the business itself the practice itself sure and so reports go unun and data goes unlooked at and what ends up happening is you find yourself in a situation where you let's just take the Paro situation where now I'm looking I get a report from somebody and I look at it and I'm like whoa my Paro numbers are super low and then you start digging and you go like what we did in our office we start digging and go why is

our that's there's no way that you know we're this low and perial so we went digging through the data what we found is we had a couple hygienists that would that the patient said well I don't want to pay for SRP I don't want to pay for perance and so they're like okay well I'll just put you to proy so it just immediately in our system when you do that it takes them out of the recall so it's education and financial so it's it's patients being

I don't want to pay for this which is interesting to so lack of education and and uh benefit to the patient and then of course like why why are we allowing patients to say you're you're the experts in the field why are we allowing them to say well I don't want to do it it's like well you need this to stay healthy because this is going to create some Ser like serious problems as you age if you don't take care of it totally I mean you

can you can compare it to physical therapy if you go and you have I've had knee surgery before right so yeah and there's rehab after I could have said no you know I don't want to pay for that no I just do I'll do it on my own and then you don't do it how hard can it be you know yeah and you know obvious there there's going to be obvious consequences to making those choices but again it's the mindset of oh well this patient we're

I don't like what we're Char I don't like that I have to charge this patient you didn't put the periodontal disease there so that's step number one is yeah you're not the bad guy like You' got yeah you're not the bad guy we're here to help but helping you know we're also you know we went to school to make a living and so you can't just do everything for free and so there that's the second component is that if you don't value your work nobody else

will that's for sure if you don't give if you discount the crap out of everything and give everything away a that's going to become an expectation for people that see you and then B you're going to Discount and devalue the entire field especially in your office and that sends a message to the rest of your your team that your time and their time's not worth that much so you have to begin you know and that's one of the things that that we actually have like factors

that contribute to the par of Paradigm and one is lack of Team empowerment they don't feel either they're not educated or there there's a culture that exists or whatever that they feel guilty about putting a patient into the pero uh maintenance and and treating the peronal disease it's the oddest thing because they're like well they don't want to pay for it it's like that's fine they don't have to to pay for it they need to sign this waiver that says I so we have a form

that it's it's called it's actually legally we have them sign it so that they end up having issues we can say no no you signed this paper that's acknowledg you have peronal diseas and you would not treat it and if they if they continue to neglect it we dismiss them because we're not we don't need that headache our it all goes back to our conversation yesterday on ideal patient profile right if if the patient's not going to care for themselves it's like do you do you

really want to track those types of patients that's really difficult it sounds and a legal issue if they're if you're not taking care of that process exactly exactly so yeah to get more granular on this Jordan I think just to lay it out there's basically seven things that that contribute to the perial Paradigm one is we talked about that lack of Team empowerment or education okay either they don't understand like their role or that they've become maybe institutionalized in another office that they worked in or

whatever but they come in with these set Notions or ideas of how things are done and if that isn't corrected then you're going to bump into it the other thing is they have to be empowered to know how to navigate and have those conversations with the patient and yeah have that hey you have periodontal disease people are scared to tell patients that they have a disease process like yeah no one likes to be the bad guy but it's a lot worse to leave it alone so

sure you know they have to have that empowerment and that's going to come from Confidence from the doc if the doc doesn't have confidence in doing it and the way you do it is you be blunt like I don't want to go see my physician if I have some big issue and have them Tippy Toe baby my way around I want them to be like you have coronary AR you know you you have you're gonna have a heart attack you know uh what you gotta do

to help yourself dude yeah you have high cholesterol you know um so I don't I don't want to uh understate how important this is that you just have to be direct that doesn't mean be rude or you know anything else just be direct yeah so let's call that being assertive which is uh believing in what you're helping and then just being really upfront on uh getting the patient to say yes and and get treated like that's yeah that's being assertive there's nothing wrong with that you're

not being rude or aggressive you know what I mean totally yeah 100% yeah the second issue is diagnosis just diagnosis diagnosis okay and and and so it g getting missed by hygienists is the so lack of Education there for the hygiene Department uh it's usually a combined thing again this comes back down to culture you know and and if the team isn't empowered they won't diagnose they they'll they'll probe and they'll be like he's got fives and sixes all over the place oh but then they

just they're like whatever they got fives and sixes and the patient's not gonna know what that means no yeah and they're like hey you have five and six Pockets oh all right Pati's like cool there's pockets in my mouth all right Pockets yeah I thought it was just gums and teeth what can I store in those Pockets right yeah is there money in them to pay for pero yeah so I mean that that's a big issue and then so if the dentist doesn't so there what

we recommend on that is that if a it say a new patient comes in right and the hygienist is is in our office the hygienist sees our new patients first so um so that they can get all the data collection and and do the yeah we need to see the pero numbers right we walk in the room so Imaging is done pero numbers are done we walk into a room hygienist tells us oh you know Mr Smith has you know um fives and sixes and four

of the quadrants oh crap Mr Smith you have peronal disease blunt yep and then I don't ever ask them like don't ask your patient if they know what perod Donald these yeah because they don't don't be Dem meaning like yeah you know there's a time to manl they're not dentist man BL yeah sure yeah and there's always a time and place for that yeah this this is one of those times where you need to bust out the mansplaining card and and you say hey Peron listen

I just want to be clear on what this is this means that you have um the supporting to the tissues that support the teeth and hold the teeth inside the bone are degrading and and then you can get into why and you know all that stuff but just keep it simple and keep it direct um and if you do that in front of your hygienist that empowers them they then feel conf confident in having that discussion because you just did so um it's an easy thing

to some hygienists are bomb at this they are so good at it and they um will set the stage beautifully before we have some Rockstar hygienist in our office that they have no quals are talking about it they love it and so when we walk like yeah you got a disease bro so so that's a big part is just the diagnosis uh treatment acceptance is the other thing like we talked about that a little bit um you know where people are bumping into like o yeah

I know but it doesn't hurt so I'm not going to do anything about it it doesn't bother me you know and so I'm not I'm just GNA leave it and so that's when we run into like okay then I need you to fill out this is how serious we take this you're going to need to sign this disclaimer and this release because you have a disease process that's going to lead to you losing your teeth and having potential infections so we can't carry the liability on

this you need to accept this and sign this and say it's on you not on us yeah that's great that process yeah that's something where like hey this is how severe this is like you're basically waving off the fact that you have a severe disease process going on I remember at the dental lab quick story because we I see I used to look at Impressions every day right of people's teeth right they were they were yellow Impressions or blue the you know the the the colors

of the stone right there's yellow and blue at least that's what we used at the dental lab and I remember physically or visually seeing hey this patient has pero like I can see that just from the model and like how the it has a certain look right the at least the advanced stages of it has a certain look and I remember one of the doctors calling us one time taking an oppression and the tooth just fell out because they had really bad Paro and it the

tooth just came with an impression like geez is this person being treated or are we just doing restorative care them because you know they're they're just not they're just not taking care of it that's kind of what I remember seeing at the dental lab a lot on like denture CA like partial cases and things like that um primarily partial cases we saw a lot of pero issues huge like so that is one of the things that can be super bad if perio goes undiagnosed and untreated

is if let's say someone comes in and they have you know I don't know stage three pero right so um and then all a sudden a bunch of restorative work gets done because that's what the patient wants the patient say that's want but they're not informed or understand clearly that you're basically building a house on a crap Foundation might I remember creating Restorations on those types of of of patients and I'm just like man this is gonna it seems like their their mouth changed quite a

bit two because the bone structure you as you mentioned gets probably weaker and changes and AD adapts and I remember even seeing even with like denture patients their their mouths changed like crazy without tooth the teeth inside their mouth they change drastically this is what happens is is let's say they move right so that patient moves and they come and see you know Dr new town and that guy's like oh I see you've just you know what what's the history on all these crowns you got

five new crowns and and they're like like oh and my last dentist just did that last year here okay um you have per Donald these oh well did that just happen can that just happen like within the last year probably not to this extent so why didn't my last dentist diagnose and tell me I had par uh I don't know I not him I don't I don't know I don't I'm not sure well should he have done that uh like then you're in this awkward horrible

yeah that's awkward especially if it's like one of your buddies the street um you know and so and and then what they'll they'll go back and be like why didn't you tell me and it's potential lawsuit yeah so this is interesting this is where how it plays out usually it's someone that moves or goes to it transfers to a different office they're diagnosed with it and then the new office and they go why didn't my old dentist tell me that this was what was going on

and they they're like I and at that point now you're at this really really crappy Crossroads where you're just like uh I don't know and you just you you just I don't know I don't know what happened but then that patient depending on how disgruntled they are you know something can happen from it so it's it's a serious deal sure yeah um you know kind of moving on beyond that the yes you're seven you're seven yeah this is so this is number four is scheduling okay

so let's say like we're our office is booked out um for six months in hygiene and this is common you know uh a busy office tends to be booked out you know for at least six months it's not uncommon for them not to be able to get all the even get all the active patients in and so they're like well uh I can't get I don't diagnose it because I can't get them in for SRP because oh interesting SRP is two-hour block yeah you know or

hour and a half block whatever the hygienists want and that if it's assisted hygiene that's a little bit different but um you know so I I don't know what to do and that's a problem and then the front desk will push back and say well we can't you can't keep diagnosing all of these pero patients because we have nowhere to put them now they're diagnosed but they're untreated so that's an issue still you still have a problem like like it's like okay what do we do

um and this again I'm not going to get too much into this but it has to do with smart scheduling something called smart scheduling okay smart scheduling is just simply blocking out specific times if you know what your parial percentage is you can look at your blocks and your schedule and block out that same percentage of time into your schedule I'll just simplify it U really quickly for anyone that's listening to this that's a a quick and dirty way you can go about doing it but

again if you don't know your data if you don't know what it is you're so sounds like a topic will go deep on another episode here yeah that's one of my favorite things to talk about sweet um so yeah scheduling is is an issue and that's one of the contributing factors number five is the reappointment okay so this is what we see happen I alluded to this earlier and this is probably the most irritating thing to any doc um regarding the perial Paradigm so what happens

is so we had a hygienist several years ago who uh took it upon herself she was the same one that I was talking about the the patient would say I want to pay for it and she'd be like okay I'll just do a cleaning then so she would take them out but in our system when you kick them out of a when it automatically takes them out of the pero pool as soon as they go into a normal Pro so it bases it on the code

so if they have an adult Pro adult proy it'll kick them out of the perial pool so and then it automatically sets them up for a six-month recall so she did that constantly and she would wave us off we'd come by oh you get ready for an exam nope we're good and with multiple docks you don't know if another dock has already been in there you didn't know we didn't know if the patient was short for time we would just get waved off we didn't get

waved off a ton but she was by far the worst we got waved off yeah hopefully you're were tracking it yeah oh yeah sounds like you were yeah so we as we as we when we saw got the report from Burkhart we went back through and sure enough her patients consistently were used to be pero and now were not so now we have to we fired her and um as you should yeah and once we went back in we had to have this this awkward conversation

now of like you know what you have PA all disas you've slipped through the cracks um you know this is something that is not okay with us um you've been getting away paying for just normal propes but you really need to be you know scaled and and be on a a more regular maintenance a three or four month or month regular maintenance uh recall and some patients were like what happened why did that happen you know what I'm not completely sure other than it looks like

something happened in our system and then our system it resets you and kicks you out of the per pool for that you know uh we just need to get you back in because I want you to be treated correctly and that was the conversation we would have and I had to have it a lot Dr Hill had to have it a lot you know it's like we got to get you back on track um and and again that's you got to train your staff how to

have that same conversation and there's ways to say things and ways not to say say things um you know you don't want to point the finger because you you don't always know what happened you know I like the data tells us a lot but it doesn't always say tell the story that maybe the patient was being you know adamant you know just saying I'm not paying for this crap you know blah blah blah and they're mad and they're frustrated and they're freaking out that they have

a disease yeah it be scary yeah yeah it's scary tell you have a disease like who wants to hear that yeah and so everybody different so we don't know the story so you have to be careful about you know you don't want to throw your staff under the bus you don't oh sure yeah you just have to you have to navigate that carefully so this verbiage very specific verbiage that we have written out for our team address the uh the next thing we have is buyin

and we've been talking about this the whole time Jordan is is yes what's this idea of buyin well the patient has to have Buy in you have to have Buy in as Got to Believe In Your Service yes and then your team has to have Buy in and so we kind of beat this dead horse already so we won't kick it too much more but I think that the message is received and then the last the contributing factor is and we've talked about this a bit

too is cost and that's where insurance comes into it um you know because sometimes insurance is less than Stellar about how they address it or how it's worked in or when the benefits up will they continue to get care um you know and it's going to cost more you know that's the thing is like you have a disease treating disease costs more prevention is so much cheaper y oh yeah because it yeah then surgeries and and restorative care like oh that gets really costly exactly um

yeah so this is something that your team just has to understand it like yeah you're treating disease that costs money to treat disease and it sucks and no one loves it but you know what's awesome is that we're empowered we have the ability and the training and the education to treat this and to stop it and so uh I think that that's really really important to the empowerment component yeah no this has been really good so the I guess the the objective of this uh podcast

today is turn your pero Paradigm into pero Paradise that's a lot of piece you need to explain the background on peral Paradise yeah um a couple of thoughts on that before we end the episode um the last one of course is where my mind goes to from my my I guess uh contributions to the dental industry is cost right cost is really interesting we see a lot of practices to solve for that they create a pero membership plan I don't know if you guys have one

at your guys' office or you include pero benefits in your existing one there's yeah there's usually two ways to do that to help the help cover the cost for patients and really get them in so the first way is to have pero benefits rolled into your existing preventative care membership plan uh another way to do that uh which is really popular and helpful is to have a separate uh you have your your your hygiene plans right they covers two exams and your basic preventative care for

most patients what a a lot of other practices do is they create a perom maintenance specific membership plan which includes like let me read my my notes Here I wrote some down includes the pero all the all the maintenance cleanings in the year right and usually these are higher monthly or yearly subscriptions that the patients take care or cover but it's done in a subscription right whether it's monthly or yearly it's an easy way for the patient to say yes to treatment if that's an issue

in your office it's easy way for you to display what they get for the money they pay right that's why I like the membership plan component in regards to pero um so they get the the parodo maintenance cleanings per year well then I got there's you can set it up in tiers right you can have a a basic cleaning based off how what what they need you can have a basic paral plan a advanced which is typically includes four periodontal maintenance cleanings per year discounts between

15 and 20% um on parodontal treatments like deep cleaning gum surgery or laser therapy is kind of what most practices do um really depends on what other offerings you you have for the patient in regards to a perio and then emergency emergency exams as needed right so there's some similarities between like a a normal preventative care membership plan this one's more geared towards uh pero and we've had a lot of practices offer offer these types of plans and they do really well uh within the boomcloud

platform in fact I had a employee years ago who got diagnosed uh with perio and he came in he's like I don't know what this means I don't know what to do I'm like oh let's go look at what this practice is doing in their membership plans and we actually helped the practice create a a peral plan for our employees if they needed it and he joined and uh of course as a one of our team members boomcloud pays for boomcloud membership plans with boomcloud practices

right um but he started going and uh he took he was able to take care of it easily by joining the pero membership plan so that's an easy way to get around the cost conundrum right or even the insurance conundrum a lot of practice are doing that I wish I had more stats I'll I'll post some stats across our entire platform and on how many patients are on per specific membership plans and what those kind of look like I'll maybe show those in the show notes

so Bentley as you're listening to this uh make sure you listen to this part and put those in the show notes bro anyways that's kind of where my mind uh goes on this topic I think this has been an awesome episode Dan I think a lot of practices really needed to hear the pario Paradigm and how to how to avoid it I would imagine too one of my other thoughts that I was thinking I know you guys use EOS to manage your practice which stands for

entrepreneur operating system I would imagine in your in your meetings where you're looking at the data that you've got Paro numbers in there that you're looking at uh some type of pero patient metric oh brother yeah that's just my thought you want to open up that giant Floodgate um yeah so we we actually operate off of a uh we operate off of what we call eaos elevation operating system nice like that it's a derivative of that it's definitely the bones are are EOS yeah we operate

a similar way at at boomcloud so that's why I like you guys yeah it's so we we track perio for all of our clients you know it's important our EA members we really really we do yearly growth reports so they can look at that but but every week um depending on the membership um uh plan they're on um we either monthly or weekly go through or yearly go through and want them to see those numbers sure we we at EA at elevation Association we use Dental

Intel you know there's other good programs you know practice by numbers other things there's a ton out there yeah Garvis you know there's other stuff that's that's available if if people want to use it but for us we found Dental Intel to to be super user friendly and and parties nicely with other um operating systems and so yeah but we track that's one of our key metrics that has to be tracked and we look at it every week um with our teams and and with our

members and say okay you know where are you out and if it's low we create an issue so as you know with EOS or eaos one of the big things that that's a component of this is um is level 10 meetings and yes by the way we should have a whole I mean we we'll have a whole we'll have a whole episode on this yes yeah yeah check out yeah you can check out our website or or go to our YouTube channel to to see the

webinar that we just had on level 10 meetings if you guys don't know what meeting is but yeah we need to do we need to do a show on on level 10 but that that is something where if if there's an office that we're working with if they're below the whatever threshold they should be below like above then that's an issue and we have to address that and say okay well why and then again like I'm doing a um I'm doing a one-on-one um I'm basically

doing the perial Paradigm lecture with a office in Salt Lake City oh cool this next month because he's like which office um well I I I don't dare out him yet so I'll see if he can give me permission if I can tell next episode next episode yeah yeah but you know he it was it was cool because he's like he knows he's like he's like look um I'm having a hard time getting my team on board with this and he's he's low in perio and

he's like and we know it's been a problem for several years and he he got the practice from his dad and it was an issue then and um you know he's like look I really want to get on top of this but I'm having a hard time with the buying component you know sure so I said look let's let's set up a zoom let's do this like uh let's have this I'll I'll present it and really what the oh you're coaching you're coaching them yeah I

thought you were speaking here in in in Salt Lake oh no no no this is a one this is a one-on-one I Mis this is a one-onone the last time I gave this lecture to a group was in bise um our International Summits in bise cool um but yeah this is this is intended it's designed for us to be able to go in and have a one-on-one uh much more intimate setting so that they can kind of talk about their pain points talk about like I'm

not com comfortable doing this we' we've done it with another office um not too long ago um and the questions are always the same when we go into an office and it's like how do I have that discussion what do I say you know how do I not incriminate somebody else with it sure um and so it's nice to be able to get into that much more um personal level and and talk about those personal pain points so that the hygienist specifically can move past that

that fear or that discomfort of having those discussions yeah this is fascinating this has been a great episode man uh any any online resources that you have for on this topic um you videos other thanc we don't other than um you know I would say that the the best thing that someone that's listening to this if they want to know is just contact us we do a free growth report it's a zero obligation we're not looking I mean um we're just looking to help out uh

you know and and if someone needs a snapshot into what their their practice is looking like give us a give us a jingle or email us or just get on the website you can just request a free growth report there then you can see what your paral numbers are at least to the data if your data is accurate your in your uh you know your whatever you're using in your operating system at work if you're using open Dental eaglesoft whatever um but at least it'll give

us an idea um of U to be able to present to you and show you like okay where are your peral numbers are you are you even close to 30 this is the thing that drives me crazy and we hear this all the time well let me ask my let me ask my office manager okay ask your office manager and then the office manager says well I feel like it's probably around 30% oh it's like a feel like it's feel like it is okay well then

it's all solved we're good well I feel like I'm a billionaire but uh we'll see how that goes yeah well sometimes I feel like not going to work and I still go to work you know what I mean like yeah that's interesting the feel thing drives us crazy because it's so much basically if you if you have an employee and you ask a direct question to a data component and they say it feels like this that is them saying I don't have a clue yeah I

don't know but I'm gonna just say something because you asked yeah that's what I'm gonna say it feels like this yeah I always say whenever somebody gives me their feelings I'm like I really don't care about your sentiments like give me give me the data give me like give me what you're mean hardened dude I don't care about feelings I know it's it's it's can be pretty rough sometimes people think I'm mean but um this has been awesome so go to get a free growth report

at elevation association.com is that where they go yep okay elev elevation association.com uh if you're interested in growing and scaling your your membership plan whether you do pero or other types of membership plans go to boomcloud apps.com or boomcloud docomo to see how boomcloud can help you stand up this membership plan and help you get and retain more pero patients as well as well as other types of patients but yeah due to the nature of this podcast episode that's what I'm saying yeah and if if

people have questions too like reach out and we can show how we've integrated our pero um program here into our patient patient benit plan our membership plan and we can show how in our office at Wood River dentl we can show you how we've integrated that and make it a part of so we lower the threshold to say yes to treatment to per to per treatment so um if people have questions on how we went about doing that and how it's structured so good we can

help out with that too yeah all your membership patients is just included if they need it right and they're like oh it's already just included or a portion of it included right but you have to be careful because you can lose your shorts on that if you don't do it right so you have to make sure look at the numbers visibility the numbers is really important that's right yeah I love that okay Dan great episode man this has been awesome hope hopefully to all of our

listeners this has been a valuable uh episode for you and we'll see you on the next episode rock on everybody