What's wrong with free consultations?


 I used to offer free "meet and greets" and I found that a number of my "potential new patients" were really there to pick my brain and probably take the information they received with them. They seemed to come armed with a boatload of questions and I had trouble ending our visits in a timely manner. I erroneously thought an initial consultation might take 15 minutes to a half hour, but often I was wrong. Some had the unrealistic expectation that they could elicit a full blown detailed treatment plan in one short visit.

Unfortunately developing a complex dental treatment plan can often take considerable timeince recent radiographs, a set of photographs and study models are often needed. In addition, it is often useful for other specialists to be consulted about how their services can be utilized to help accomplish treatment goals. This sort of work up is clearly beyond the scope of a simple "free consult". I found that many  patients seeking afree consultation actually required such a work up before a real treatment plan could be developed, but they often seemed to expect an instant treatment plan that included the exact cost and number of visits involved.

After a short period of time I changed my office policy... My fee for a simple consultation would be $100 and consultations would be scheduled for 30 minutes or less. We might include a radiograph or two, but if more x-rays and records  were needed, additional fees would be assessed.

I found eliminating "free consultations" not only eliminated patients not really seeking my services, but instead desired a free treatment plan. Thorough treatment planning of a complicated case can actually take more than an hour and can require time spent analyzing photos , radiographs , study models and consultations with specialist dentists. For complicated dental problems it is often unrealistic for either the dentist or the patient to believe that this can be accomplished in one short free session.  Many dentists have a fee for the records involved (radiographs, perio charting, intra and extraoral examination, mounted study models and possible wax ups) For an extensive work up, costs can be in excess of $1500, especially if an aesthetic wax up is performed)

Now when a patient calls to inquire about a consultation we explain that there is a fee and it may not be covered by dental insurance. If patients are looking for a free consult we suggest they try another office.  This conversation tends to eliminate some bargain hunters and I find that now I am less stressed out when I see a "New Patient Consultation in my schedule. If I can't determine a treatment plan in a short amount of time, I suggest we do a more thorough comprehensive examination that may include all the records previously mentionedas well as consultations with appropriate specialists.  This process will entail some additional costs, but at least we will be better able to assess their dental problems and  to predictably address their dental needs in a way that is likely to be highly satisfactory and truly stand the test of time.




from Ask Dr. Spindel - http://lspindelnycdds.blogspot.com/2018/05/whats-wrong-with-free-consultations.html - http://lspindelnycdds.blogspot.com/

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