The Navigating Dental Insurance Podcast

Dr. Jason Campbell is a practicing general dentist in Prescott Arizona. Over the years and through personal experience, Dr Campbell discovered an extremely under-served area of dentistry. He refers to it as “biofunctional disorder” where patients have an array of systemic problems associated with poor oral health. In this episode Dr. Campbell explains biofunctional disorder and how you can get involved in this area of dentistry that is not being served. While most dentist are looking for ways to build their practice, we firmly believe Dr. Campbell has discovered an area of treatment that could easily increase your bottom line in a matter of months. He refers to biofunctional disorder as the “blue ocean” of opportunity, meaning, this area of dentistry is untapped and extremely under-served. To learn more about Dr. Campbell’s curriculum on biofunctional disorder please visit the following site: www.AdvancedProstheticsInstitute.com View & register for available courses Discount Codes: Save $150 with code: notoppos2017 Register for 2 courses & Save 10% on both. Discount Code: api10for2 Download your FREE “Blueprint to Becoming a Dental Blackbelt” article and learn more about API’s courses at www.AdvancedProstheticsInstitute.com. To contact him or his team please feel free to call them at 928-776-0239.

This episode provides pure education on how or when a dental office can drop certain PPO networks. In no way does this podcast support or promote PPO boycotting in any way. The intent of this podcast is to provide education on how doctors can identify if they are ready to drop any PPO network and how to properly prepare themselves for a transition to out –of-network. Our Guest, Bill Rossi, has over 35 years of experience in dental practice management. He and his associates are actively involved in the ongoing management of over 250 practices. They deliver more results to more clients in the upper Midwest than all other consulting firms combined. Bill says, “Each month we monitor over 30 million dollars worth of dental activity. Each year we do over 600 on-site consultations. This gives us a deep and wide frame of reference. Our clients expect straight talk and good results and that is what they get. We know how to bring out the best in you and your staff to get things done. We promise we will never pressure you or ask you to pressure your patients. You will never be locked into a contract. You will not be subjected to boring meetings and canned programs. You will receive top-notch management support. You will be in control of what happens in your practice.” To contact Bill please call him at 952-921-3360. His website is www.advancedpracticemanagement.com where you can find a number of articles and references about his work with offices nationwide.

During this episode Tessina and Angie discuss the following issues: 1. How to run reports to track if procedures have not been billed to insurance 2. Billing procedures that are not covered to increase utilization and influence coverage on the part of insurance and employers who design benefit packages 3. A discussion of non-covered service laws across the country 4. How to best initiate an appeal for a denied claim/service By popular request Tessina and Angie make their 3rd appearance on our show to discuss common insurance related issues in the dental practice. The items discussed have been requested by the listeners and we invite you to submit a question related to dental insurance that we can discuss on future podcasts. To submit a request simply email help@veritasdentalresources.com. Thank you!

Jordon is famous for quoting his story building a pipeline. The model for most successful businesses is building a reoccurring revenue stream. Costco, Amazon, Sirius, and many other organizations have figured out how to retire the old "transaction" businesses and replace them with a reoccurring revenue stream called memberships. In this episode Jordon Comstock shares his insight on the 7 most common mistakes in building an in-house dental membership program. Jordan and Ben both believe that the future of business is a reoccurring revenue stream model and you as a dentist can accomplish this by building a successful in-house membership program. For questions or comments regarding this episode please contact Jordon Comstock at jordon@boomcloudapps.com or by calling him at 801-753-8586. Check out his Dentistry IQ article regarding this topic at http://www.dentistryiq.com/articles/2016/10/6-mistakes-to-avoid-when-creating-an-in-house-membership-program-for-your-dental-practice.html

There are so many myths out there in the dental industry about what you can and cannot do in terms of direct patient billing as a participating provider of PPO's. We've heard them all and wanted to give a few facts about charging material fees or upgrades. In the end, patients are empowered with choices in the type of dental care they want and need. We also believe that patients should be responsible in paying for higher end cosmetic work that may not be covered by their insurance plan. This episode will dispel the myth behind doctors not being able to charge patients directly for dental work that is above and beyond the standard form of care covered by insurance. Dental insurance is designed to cover basic functional dentistry and dentist do not need to write-off all the extra materials and labor spent providing services above and beyond insurance coverage. For questions or comments about this episode please email us at help@veritasdentalresources.com

Scott McDonald is a professional market researcher. More than a demographer, he specializes in helping doctors know whether one site or location is better than another, to find places where they can thrive, and to tell them how to promote their practices ethnically and from a scientific standpoint. He believes in highly personalized service with good research. During this episode Scott explains the most cost effective way to attract patients to your office. He explains both demographics and psychographics and the reason why every practice owner needs to understand the community in which they serve. Scott runs a successful podcast and does provide services to help doctors run demographic reports and psychographic profiles for their areas. Visit his website at www.doctordemographics.com where you can learn more about Scott, his team, and listen to his podcast.

During this Episode Tessina and Angie give insight on the efficacy of billing your UCR's to insurance. Many practices only bill their contracted PPO rates to insurance and this episode will explain why billing PPO fee is not good for the industry. Insurance carriers will look for any excuse to lower reimbursements and we collectively believe that billing PPO fee to insurance not advised. In addition to talking about the important of UCR billing, Tessina and Angie talk about key clearing house issues that may be causing unnecessary delay in claim's payments. To contact Tessina you can email her at tessinabarney@gmail.com. To contact Angie you can email her at a.catmull@gmail.com.

Dr. Tanya Brown has worked in ALL ASPECTS of dentistry for over 25 years-from chair side dental assistant, to practice administrator, to owner dentist. She is still practicing dentistry & understands what it takes to HELP YOUR PATIENTS SAY YES! During this episode Dr. Brown helps us CONNECT THE DOTS so patients can say “YES”, and from a dentist who is fee for service. Case presentation in a community that is “managed care” (insurance) driven is much more difficult when you are out of network. Dr Brown gives her insight on how she presents treatment while being out of network. To ask Dr Brown a question please email her directly at Tanya@tanyabrowndmd.com. Check out her website www.tanyabrown.com. She is a full time dentist, coach, and a speaker. She can be a great resource to you and your team!

Tessina Barney is our first repeat offender. If you go back to Episode 5 you can listen to her explain how she polices illegal and unethical practices by insurance carriers. During this episode, Tessina explains the basics of Primary and Secondary Insurance. She also explains her system of COB (coordination of benefits). Tessina also talks about strategic ways to get claims paid the first time around and outlines what you need to know about billing for crowns, onlays, composites, and other dental services. We learn from Tessina that collecting money from patients is a relationship game and she shares great stories of collecting money from patients who were in bankruptcy proceedings. Patients pay Tessina before other bills because of the relationship Tessina built with them. To contact Tessina with more questions you may call her at 702-496-9532 or at tessinabarney@gmail.com. Please be respectful of her time as she has a full time job and is a mother of beautiful children. For feedback regarding this podcast please send your comments to help@veritasdentalresources.com.

Brad Petersen is the CEO of Sharp Edge Marketing Group, an leading marketing firm that helps dentists maximize their strategic and financial goals by proactively monitoring and managing their patient base. Sharp Edge’s 12-month marketing plans include best-in-class lead generation and conversion strategies, real-time analytics and ongoing training and education. Petersen has led companies, non-profits, government agencies, and individuals to maximize their potential for more than 20-years. In 2012 Petersen was recruited from the private sector to be appointed by the Governor of Utah, Gary Herbert, to start a new government agency that has since been recreated in five other states, facilitated acquisitions for the Intel Corporation, and founded and sold his own company. You can reach Brad at brad@sharpedgemarketing.com or by visiting www.sharpedgemarketing.com/Veritas. Rob Bay is the Chief Sales Officer for Dental Intel. Rob is responsible for expanding Dental Intelligence’s technology solutions into the corporate dentistry sector and international markets. Rob loves numbers and data. There is nothing that he loves more than helping a customer understand how numbers and data can change their life significantly for the better. He has spent his entire career growing successful technology businesses including within Telecom, Managed Services, Outsourcing and Saas. He has a proven track record of success and is able to capitalize on new opportunities, avenues and verticals for continued growth. Rob always has a brain teaser to share and when not working he likely is watching his children dance or play soccer. He also enjoys canyoneering, hiking and backpacking. You can reach Rob at rob@dentalintel.com and check out Denta lntel at www.dentalintel.com. During this episode Brad and Rob talk about where the dental industry is with marketing and where it is heading. For offices looking to join or drop PPO’s Brad talks about key marketing strategies that may affect your PPO game plan. Rob addresses key analytics numbers you should know about when analyzing effective marketing strategies.

Angie has been in dentistry for 31 yrs. She is President and co-founder of UDOLLS (Utah Dental Office Leaders Learning) in 2012 to share the things she has learned over the years with more dental colleagues. She started her career as a dental assistant in 1985. She assisted for 12 yrs, and then moved to the front office. She became a lifetime member of AADOM (American Association of Dental Office Mangers) in 2009, and an AADOM ambassador in 2014. Which has given her amazing opportunities to grow and learn so many things about dentistry, business and life. She is eager to bring all of the resources available to all of us in each and every dental office. Angie has helped multiple office over the years and decided she wanted to be able to share the many things to make running an office easier with more people. She is now consulting and coaching offices full time. Her business is Wisdom Advisors. Angie lives in Spanish Fork, Utah with her husband, two children and their dog “Giz”. In this episode Angie address AR and scheduling issues that harm dental offices. She provides great tips on solving both issues. To contact Angie you can call her text her at 801-361-9222 or send her an email at a.catmull@gmail.com.

As a dental marketing director and a practice consultant, Kelly has more than 20 years of experience helping dentists and their teams develop practical, effective marketing strategies to both attract and retain patients. As Manager of Strategic Alliances with RevenueWell, Kelly now partners with industry leaders in the dental community to help practices flourish and measurably increase their bottom lines. In this Episode Kelly talks about the RevenueWell system and program in capturing revenue opportunities that are already within your patient files. RevenueWell is a revolutionary software and program that helps dental offices access data that already exists within patient files that helps doctors make key decisions on finding new revenue opportunities. You can contact Kelly at 612-859-3684 or a tklarson@revenuewell.com. Visit RevenueWell at www.revenuewell.com.

Chris Torres is a personal friend of Ben Tuinei. Chris is an insurance broker in Phoenix AZ who helps dentist establish Tax Saving and protection strategies. Chris has helped both Jordon and Ben with managing their personal and corporate finances. The peace of mind he can create for all dentist in America is yours for the asking. Chris teaches us to avoid common financial pitfalls business owners engage in BY MISTAKE. To contact Chris please text him at 602-616-9318 or you can email him at c.e.torresaz@gmail.com

Dr. Phelps is an entrepreneur and general dentist who owns multiple practices in the Charlotte, NC region. He graduated from the University of North Carolina at Chapel Hill in 1998 with a BS in Biology and in 2003 he graduated Magna Cum Laude from the prestigious Nova Southeastern University, College of Dental Medicine in Ft. Lauderdale Florida. From 2003 to 2010 his passion for business and his flair for marketing and promotion showed through when he increased the revenue of his practices ten times. For 2013, when most of the dentists were struggling to produce what they had from the year before, Dr. Phelps’ practices grew by $2,000,000. One of his secrets was a passion for the Science of Persuasion and how to ethically use Dr. Robert Cialdini’s Principles of Influence to set the stage for his patients to say YES to the requests he and his dental team ask of them. Having received the honor of being named a Certified Trainer in Dr. Cialdini’s Method of Influence, Dr. Phelps offers an exciting two-day course to educate you on the principles, show you how he uses them in his practices and how you can incorporate them into your business. You can purchase his book "How to grow your dental membership plan" on Amazon. You can also contact Dr. Phelps at drchrisdmd@gmail.com. You can also check out his websites: www.membershipsavingplan.com or www.calltrackerroi.com, or www.drphelpshelps.com.

Bruce Thompson is the reason Ben Tuinei and Jordon Comstock connected. Without Bruce's networking efforts the stars wouldn't be shining on this podcast! With already 20,000 regular listeners to this podcast we extend our thanks to Bruce for being a match maker. Now Ben and Jordon are not a couple. They are both individually happily married to their wives but without Bruce's help this podcast wouldn't exist. During this episode Bruce talks about alternative financing that is not Care Credit and does require the dentist to lend in-house credit to patients. Bruce's financing program is revolutionizing how patients receive the credit they need to proceed with dental treatment. Visit www.Flex-ChexUSA.com for more information. Or you can email Bruce at info@Flex-Check.com or contact him at 702-530-6070