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How Dental Warranty Can Help Market Your Dental Practice w/ Vanessa Vitagliano — Transcript

by Raving Patients with Dr. Len Tau · 6,661 words · 933 segments · language en · Watch on YouTube

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0:00you do not want a situation where a
0:02patient gets treatment done and their
0:03tomb Bears to come back in because maybe
0:05they've been into that popcorn kernel
0:07and they didn't want to disappoint you
0:08this is a way that they can easily come
0:09back and they don't have to worry about
0:10the cost affiliate with it hello
0:12everybody and welcome to another episode
0:14of the raving patience podcast as you
0:18know I'm your host Dr lentau first off I
0:20want to thank the sponsors both Dental
0:22Intel and The Dockside for supporting
0:24the podcast
0:26um today's episode is entitled The Power
0:27of protection how Dental warranty can
0:30help Market your dental practice my
0:32guest is Vanessa vitaliano of dental
0:34warranty and dental warrants he is one
0:37of the Platinum sponsors of supercharger
0:40general Practice coming September 29th
0:42and 30th in Delray Beach Florida to you
0:44hopefully you guys can make it
0:46superchargerdentalpractice.com and you
0:48can use the code raving to save 100 on
0:51registration
0:52so I want to welcome Vanessa to the
0:54podcast I want to first read Vanessa's
0:57bio and then we'll jump into you know
0:59what Dental warranty is how Dental
1:00warranty can help your your practice and
1:03it gives you a Competitive Edge how it
1:04can you can Market the practice that way
1:05but Vanessa is the Director of Business
1:07Development and marketing at Dental
1:09warranty or go is simple to bring the
1:12dental Community together for the common
1:13good she has spent the last decade
1:15immersed in various roles within the
1:16dental industry beginning with customer
1:18support followed by sales and marketing
1:20and now Business Development this broad
1:22range of experience has helped to bridge
1:24the gaps between departments and develop
1:26effective systems and processes for each
1:28when the Vanessa isn't working she's
1:30probably jetting off to a new
1:31destination she has the travel bug and
1:34has visited more than 24 countries
1:36Vanessa thanks for joining me today
1:37thanks for having me Len I
1:39really been to some of those countries
1:41with you you've been to Cuba together
1:43here we've been to Jamaica together and
1:45I think in Bahamas together yes we have
1:47been to three other than the U.S three
1:49countries together you mentioned Cuba
1:51Jamaica and the Bahamas correct that's
1:54awesome so thanks for joining me today
1:56um and thank you of course for
1:57sponsoring supercharger dinner practice
1:59I'm excited to have you guys there let's
2:01first jump in right to what Dental
2:03warranty is how it works and really how
2:07it came you have a kind of a unique
2:09Story how it was developed why the the
2:10product came out and about so um can you
2:13touch based on those topics to begin
2:14with yeah so here at General warranty we
2:16partner with practices to provide a
2:19six-year Nationwide no fault protection
2:21plan on dental treatment and so how it
2:24works is patient purchases a protection
2:26plan with their dental treatment and if
2:28anything breaks or fails within those
2:30six years patience Falls or not as long
2:33as they're keeping up to date with their
2:34routine hygiene and come back into
2:36practice get the re-treatment they need
2:38done no cost to them and then Dental
2:40warranty will actually compensate the
2:42practice for doing that retreatment so
2:46let's talk about how the company came
2:48about I know that I've heard the story a
2:50number of times I don't know if the
2:51listeners and viewers have and I think
2:53it was a really interesting way or or
2:55how the this product was developed in
2:57the first place it actually was founded
2:59from a patient and a dentist in a real
3:02life situation
3:03so a patient had a lot of work done to
3:06their mouth and
3:07uh you know the patient asked you know
3:09what happens if XYZ happens the doctor's
3:12like oh don't worry I'll take care of
3:13you like okay sounds good well this
3:16patient went to the movie theater and
3:18end up passing out in the movie theater
3:20and when they woke up their first
3:23reaction was like oh my gosh
3:25how's my how's my teeth how's my mouth
3:27because the work was done you know not
3:30too long prior they were worried about
3:32thank God everything was okay but went
3:34back to that dentist and was like okay
3:36what if something happened what if I
3:39knock my tooth out what if I whatever I
3:40spent all this time and money to get the
3:43smell I want uh but life happens what
3:46happens then and between the dentist and
3:49that patient they actually came up with
3:51dental warranty uh so in that way other
3:53patients as well as dentists can add
3:55that peace of mind of when they're
3:57getting their dental treatment done I
3:59love that story and things are built out
4:01of need that's how these companies come
4:03about and they there was a need for it
4:04and obviously census enjoy it they buy
4:06in they think it's a necessary Service
4:07as well
4:09um I think let's let's talk about
4:11something else so you know when I and as
4:13you know I don't practice anymore I
4:14retired from Clinical dentistry in
4:16December but I owned a practice for
4:17close to 15 years and I had my own
4:20internal warranty you know and as an
4:22example what we did was for a crown we
4:24gave a five-year warranty on the crown
4:27um and depending on when during that
4:29process the crown needed to be replaced
4:31for whatever reason
4:32um so if it was year one they they paid
4:35nothing if it was year two it cost them
4:36only 20 percent of the cost year three
4:39it was forty percent year four was sixty
4:41percent year five was eighty percent and
4:43then you know
4:44um there was no coverage after that so
4:47when when practices have their own
4:49internal systems which they're going to
4:51say well I warranty everything anyway
4:52what is the need for a service like
4:54yours I think that's a very common
4:56question you may get yes I mean well
4:58first of all even just with what the
5:00breakdown you gave that seems like a lot
5:01to remember
5:04a lot of you know trying to manage that
5:06one of the the benefits of this is the
5:09fact is that you have dental warranty as
5:11a partner to figure this out for you and
5:13your patients and it's not just on
5:14crowns it would be on any you know work
5:17that is meant to last six years or more
5:19uh so you're not limited to just one
5:22specific type of service
5:24um because a lot of your patients might
5:25be needing things outside of uh of
5:27crowns also it is a nationwide
5:30protection plan and so if you have
5:33patients that have moved or traveled or
5:35maybe you need to see a specialist it
5:37follows the patient
5:39um when you're in South Florida you
5:41probably get snowbirds in your area
5:43quite a bit where maybe you spend half
5:45their time down in Florida half the time
5:46up north and so even patients like that
5:49let's say back in the summer they're
5:51they're up north and something happens
5:53they can see their local dentists out in
5:55that area and get the the re-treatment
5:57that they need and then Dental warranty
5:58will compensate that practice that you
6:01know is back up north where they're at
6:03so that's something that I would some
6:05other practices when they're doing their
6:06own in-house is that available to them
6:08but also the whole idea of Associates as
6:11well too if you have Associates at your
6:13practice they come and go
6:15you know Len do you really want to eat
6:16the cost of maybe that's let's say it's
6:18no longer at your practice and they
6:19haven't been for a couple of years and
6:21this patient came back in with the work
6:23they had done you know that's sometimes
6:25not the most fun situation as a practice
6:27owner to deal with because at the end of
6:29the day it is a business it is a dental
6:31practice and you do have to make sure
6:32that you're being compensated for the
6:33dental treatment you're doing and that
6:35makes a lot of sense to me I mean look I
6:37think it's an awesome service we used it
6:38when I was doing it over the practice
6:39and I think it's a valuable service can
6:43you talk about how you recommend the
6:46dental warranty aspect is discussed
6:48during treatment presentation because I
6:51know that it became a little bit of a
6:52stickier issue per se in at least
6:56letting the patient know what it costs
6:58and and and basically including it into
7:01the conversation that you're having
7:02already on on fees for the procedure
7:04being done yeah so there there's two
7:06different ways you can go about it you
7:07can either just include it
7:10as part of your presentation in regards
7:13to the cost and everything where you
7:14could present to the patient if you know
7:16this is the treatment that we recommend
7:18and it comes with our six year
7:20protection plan and you can bundle it
7:21into it or you can offer it as an option
7:24and the patient can say yes or no to
7:27that option but what's great about is
7:29that even if the patient says no
7:31okay that's totally fine but now that
7:34expectations are set up front so now if
7:37something happens and the patient said
7:38no they come back in expecting you to
7:41just give away free treatment and be
7:43like
7:44you know hi Mr patient remember we had
7:46this discussion you declined the
7:48protection plan we can Retreat you here
7:51now
7:52um but I would recommend this time
7:55around purchasing the protection plan
7:56and the ones that have said no and
7:58something doesn't happen and they come
8:00back in our practices always say they
8:02always end up buying the protection plan
8:03that second time around I mean same
8:05thing with your phone you might not have
8:07got an objection plan but that one time
8:10you drop your phone in water or crack
8:12the screen you're like you know what
8:13next time we are getting the protection
8:15plan because life life does happen and
8:17there's a lot of things that are out of
8:18our control and and that's why we're
8:20here you know a dental warranty you you
8:23cannot control what your patients do the
8:25second they walk out your practice you
8:27cannot control that
8:28um but you obviously want to have
8:30patients be happy and healthy and so
8:32this is a way of promoting that to make
8:34sure that they are claimed back in for
8:35the care that they need if something
8:37does happen because you do not want a
8:39situation where a patient gets treatment
8:41done and they're too embarrassed to come
8:43back in because maybe they've been into
8:44that popcorn kernel and they didn't want
8:46to disappoint you this is a way that
8:48they can easily come back in and they
8:50don't have to worry about the cost
8:51affiliate with it you know I think
8:52that's great and you think about the
8:54different types of warranties that you
8:55can purchase you know when you get a car
8:56you have you go into the finance room
8:58and they present all these different
8:59options when it comes to one if you want
9:01uh Tire protection do you want Ding and
9:03Dent protection and all these things and
9:04a lot of times look I I don't get those
9:07protection plans I actually you know you
9:09go to Best Buy do you want to add their
9:11their protection you want go to Apple
9:12you want to add their protection it's
9:14almost like another another way for them
9:15to you know to get more money out of you
9:18and to be honest with you I've been very
9:19fortunate
9:20um I think I've only had to use a
9:23protection plan once in my entire life
9:24on the things I purchased so I almost
9:26feel like
9:27um you know personally you know it's
9:29like do I want to spend the extra money
9:30but you know it's a needed service you
9:32know it's something that's needed
9:33especially because we know stuff can
9:34happen in the mouth very easily so even
9:36my own co-worker and you know Brad uh he
9:40had veneers done and two months later he
9:42was wrestling with his kid kid and his
9:44kid popped up and hit his front tooth
9:46and broke that veneer two months in
9:48didn't he break that tooth completely
9:50didn't he fracture it needed it out I
9:52don't know the clinical part of what had
9:53to happen afterwards I have the fun
9:55photo of him with the tooth missing but
9:56yeah well that's the photo that he used
9:57in on his on his body on his uh on his
10:01uh cut out yeah a cardboard cut it out
10:04of him was him without a tooth that's
10:05what I remember right so but in
10:07situations like that I mean stuff like
10:09that happens and I know for him at a
10:11time it took a lot for him and this is
10:13even with him you know working in
10:15dentistry for the last 10 years it took
10:17him a lot as just a patient to finally
10:20take that step to get veneers like that
10:22was a big thing for him he dragged his
10:24feet on it finally pulled the trigger on
10:26it so then for two months later for that
10:28to happen obviously that's devastating
10:31for the patient it's devastating for the
10:33practice at times because you know you
10:35love your patience you want to see them
10:36happy it wasn't your fault as a dentist
10:38that that happened but as a human you're
10:41gonna you're gonna feel terrible for
10:42that situation you want to rock it by it
10:44and even going back to the whole idea of
10:46Len you deal with the reviews all the
10:48time
10:49sometimes people will just end up giving
10:50away free dentistry or bending over
10:52backwards because they don't want to get
10:53a bad review 100 sir and so this is a
10:56way that you're able to just make that
10:58this whole great experience from
11:00beginning to end setting the
11:01expectations up with the patient but
11:03then it's also not money loss out of
11:05your pocket yeah I think that's another
11:07thing you brought up the review part of
11:08it and I think it's you know I hear all
11:10the time how offices feel like they're
11:12blackmailed because they have to refund
11:13a patient
11:14um because something broke and and I
11:16think this is a I think if you set this
11:18policy up or this system up in your
11:20practice you set the expectations from
11:22the very moment you're doing it I think
11:24it really helps in getting patients to
11:26understand what the expectations are in
11:28the practice so I think that's a really
11:29good point that you made is that if they
11:31do come back you know what he didn't buy
11:34the plan so I can't give it to you for
11:36free but I can definitely fix it for you
11:38and then you can buy the plan for the
11:39second one if you want remind me does it
11:41cover
11:42um like for night guards if your dog
11:43eats it and or if you or if you lose it
11:45or just if something breaks it does not
11:48cover loss
11:52photos of appliances in
11:55just say that as long as there is some
11:58proof some piece of it that you can see
12:01that is covered uh but yeah lost we do
12:05not cover uh also failure in the first
12:0790 days we do not cover got it so that's
12:10on the practice end if something fails
12:12or if something happens like let's say
12:14they just got the treatment done they
12:15walk out uh your door and they trip in
12:17the parking lot that from day one is
12:20protected got it so let's talk about
12:23um the the financial aspect to a to a
12:25practice
12:26um I know the model has changed a little
12:27bit since I used it so I don't want to
12:29preempt it by thinking saying you I know
12:31what it is because I don't because when
12:33I first joined it was very different I
12:34think than it is now so can you just go
12:36over
12:37um what how you presented to the patient
12:40from the percentages and then what
12:41percentage the practice gets and what
12:43percentage the dental warranty gets yeah
12:46so this protection plan is actually
12:47being purchased by the patient so this
12:49is some of the patients purchasing
12:51through the practice so you definitely
12:53can Market this as your protection plan
12:55uh that's being backed by Dental
12:57warranty uh and so what it is it's 10 to
13:0115 of the UCR fee uh we want it to be we
13:06encourage you to do it off the UCR fee
13:08because in that way something does
13:09happen you're getting paid back that
13:11full UCR fee and so it gives more value
13:13to the production plan uh and so it is
13:1610 is what Dental warranty take so
13:20anything above that so between that 11
13:22and 15 the extra one to five percent is
13:25for the practice so keep in your pocket
13:27and and each office can choose what they
13:29want to do I would say on average it's
13:32about 12 is what practices will do and
13:35we'll have that extra two percent for
13:36themselves
13:37um but it's a great way to even just
13:38generate a little extra Revenue to maybe
13:40offset other costs uh in the office
13:42there's a lot of extra coveted costs or
13:44even team bonuses things of that sort
13:46that we know a lot of our offices have
13:48have used that little extra revenue for
13:50that
13:51um but then you're also getting the
13:52revenue if something happens you're
13:53getting paid back in full so there's no
13:56longer a loss with that and then uh in
13:59order to keep the protection plan active
14:00patients do have to come in for the
14:02routine hygiene so it's keeping them
14:04loyal that way and making sure they're
14:06coming back in for their hygiene visits
14:08and so even when we had the whole
14:10um hygiene crisis if you want to say uh
14:13during covid these would be patients
14:15you'd want to reach out to First they're
14:17the most incentivized and you could you
14:19know pull a list of hey who's everyone
14:20that has an active warranty with us and
14:23give them a call have them come back in
14:25and remind them hey remember two years
14:27ago you you got that Crown done that we
14:29had that protection plan we want to make
14:31sure that stays active let's make sure
14:32you can get back into your hygiene and
14:34it's a it's a great incentive versus
14:36just hey you want to come in we miss you
14:39here got it okay so 10 to dental
14:43warranty whatever is above that is the
14:45practice can keep
14:47um whether it's 15 or 12 it would be two
14:49or five percent at that point patient
14:51buys the plan
14:53they do it on a denture I mean whatever
14:55it is
14:57um they go they go on a trip to LA and
14:59The Denture breaks talk to me about the
15:01process when a patient goes to another
15:03dentist and says you know I need this
15:06fixed what's the process how do they
15:08deal with dental warranty what happens
15:09if the patient doesn't remember they
15:10have a warranty on it because look if
15:12you did it on the crown they have 12
15:13crowns how do they know specifically the
15:15one they broke has the warranty on it so
15:17talk can you talk through some of those
15:19scenarios that may happen for somebody
15:20you know we don't
15:22for the the paperwork up front when
15:25treatment is done but when a claim is
15:27being filed we do ask to see the initial
15:30treatment paperwork as well as then what
15:32was actually done to make sure it was
15:34the right tooth for example because
15:37they sometimes think it's that's the one
15:39and it wasn't
15:40um so we definitely uh do check that
15:42before we are paying out um however we
15:44do pay out claims within 30 days so it
15:47is fast and it is paying the practice
15:49not the patient uh if the patient is
15:51traveling and you know they have to see
15:53another dentist uh they let that dentist
15:56know and uh whether it's the the
15:59practice that reaches out to us or the
16:01patients
16:02um we then will work with that new
16:03office
16:05to let them know yes this patient has
16:07protection plan go ahead and take care
16:09of the patient as you would let us know
16:11you know what the cost would be and then
16:13we would pay the practice uh when it
16:15comes to paying out on our end we pay up
16:19to the original value so if it was a
16:221200 Crown uh and something happened to
16:24that crown and they just need to replace
16:25that Crown if the value of that Crown to
16:30replace it was 1200 you paid the full
16:311200 maybe it was only a thousand
16:33dollars it paid a thousand but let's say
16:35something happens to where now it needs
16:38to be the two things to be extracted and
16:41an implant put in well obviously the
16:43crown does not exist in the mouth
16:44anymore we're not replacing the same
16:45procedure uh same treatment but that
16:48value is still there of the warranty so
16:51that twelve hundred dollars can now be
16:53used towards the next steps of treatment
16:55so they're actually used towards the
16:57extraction and putting that implant in
16:59which a lot of practices love too
17:01because you'll get those patients in
17:03their mind I just had this Crown done
17:05despite maybe it was like four years
17:07prior I just had this crown down now
17:09you're telling me I need to get
17:11extracted and put an implant in hey
17:14don't worry you know Mr patient because
17:16you had that protection plan twelve
17:18hundred dollars of that is now actually
17:19gonna go towards
17:21the extraction in the implant and
17:23insurance covers X by Z and so it's
17:24actually going to cost you x amount and
17:27patients are more likely to move forward
17:28towards those next steps because of that
17:30that's good to know Annette and you
17:32mentioned UCR rates but I mean if you're
17:34a fee for Service practice and you don't
17:35hate Insurance you just use your the fee
17:37that you charge and that's the fee you
17:39use for to consider the so on a thousand
17:41just on a fifteen hundred dollar Crown
17:43150 goes to a dental warranty whenever
17:45over that is what you keep as the
17:47practice I really like what you said
17:49um regarding using that that money for
17:52some other things so you can incentivize
17:54the team and say okay all this money
17:56that you're collecting will end up going
17:58back to the team so we're making only if
18:01we do two percent and you know for every
18:03Crown we get covered we're getting
18:05twenty dollars well at the end of the
18:06month whatever it is we'll split it upon
18:08the team member so I'm thinking about
18:09really various ways that you can use
18:11these funds
18:12um to help basically I think improve
18:14patient relations yes completely and
18:17keeping your team happy and
18:20um you know it's interesting because you
18:22know it's what we do it does tie into
18:23case acceptance
18:25and so that is something that you can
18:27kind of use that as a way of making sure
18:29your team is up to date with best
18:31practices and the best ways to go about
18:33that because obviously uh the the more
18:36cases that they're accepting at the
18:38office and accepting the warranty plan
18:39uh it can really make a difference so
18:43you have a large number of clients using
18:45dental warranty do you have any unique
18:47ways that the practices have marketed
18:50the fact that they have a warranty in
18:51there because obviously if you do offer
18:54this type of warranty I think it gives
18:56the practice a competitive Advantage so
18:58anything unique that you've seen from
19:00offices in how they Market this to let
19:02patients or they actually offer this
19:03rather than waiting for them to come
19:04into the practice let's be honest lunch
19:06Dentistry has gotten to be very
19:08competitive everyone is looking for a
19:12way to stand out uh so whether it's you
19:15know getting a custom website or you
19:17know custom photos and videos or uh
19:20state of the art uh office and you know
19:23real curb appeal they're always looking
19:26for ways to stand out and by
19:27incorporating Dental warranty into that
19:29you really kind of in many different
19:31ways just trickle it into things that
19:33you're already doing so obviously on
19:35your website talking about there but in
19:38your services anytime that you mention
19:40you know we offer implants in our office
19:43mention you know we offer implants to
19:45our office and they come with a six year
19:47protection plan just that little extra
19:50uh right there when patients are
19:52searching are looking at potentially
19:54multiple offices uh it's a way to
19:57differentiate of like oh wow they're
19:59offering protection plan with theirs and
20:00theirs aren't uh there was a um a study
20:04that was shown that patients are 47 more
20:07likely to choose a practice that offers
20:08a protection plan than not
20:10and with times being in the uncertain
20:13times that it has been for the last
20:15couple of years uh patients are looking
20:17for that peace of mind you know there's
20:19a lot more of those questions like well
20:21what if this happens what if this
20:22happens what if I lose my job what if
20:24you know this is a way that for those
20:26patients who are looking for that peace
20:28of mind they're looking for that so
20:30including on your website
20:32um social media has been I think
20:35becoming a bigger and bigger presence
20:36for dental practices the last couple of
20:38years was through Instagram uh Facebook
20:41Tick Tock and so
20:44people are always looking for different
20:45ways to Market that or just content what
20:49do we talk about this is something that
20:51you can talk about go on Facebook live
20:53and talk about how you offer the
20:55protection plan to your patients that
20:56offer this extra value and peace of mind
20:58create a post talking about it
21:01um if you have direct mailers and maybe
21:04you're saying direct mailer is talking
21:05about a specific service or just maybe a
21:08new patient special whatever it may be
21:09mentioned on there it's a value add
21:12included on there if you have welcome
21:15folders maybe that you give to new
21:17patients that just talks more about the
21:19practice the services you offer include
21:21something in there talking about you
21:23know with our treatment here we do offer
21:24a six year protection plan so there's
21:26all these different ways of things that
21:28practice are already communicating with
21:30their patients or trying to stand out
21:31that adding that little extra touch uh
21:35can really go far away especially in a
21:37competitive Marketplace got it you know
21:39um obviously when I first heard about
21:41this you were not part of the company
21:43um and to me I've always looked at
21:47um unique things to bring into the
21:48practice I thought it was a no-brainer
21:49and I think when we were last year in
21:52Jamaica at a Nissan homes event I think
21:54I said to you why isn't everybody
21:55signing up for this it's like the
21:57biggest no-brainer in in dentistry even
21:59though you have so many different
22:00companies coming at you sign up for us
22:02sign up for us for us this is just a
22:04no-brainer because it only adds value to
22:06what you're doing and it really doesn't
22:07cost you anything unless you actually
22:09have someone that actually buys them
22:11they're paying for the cost so it
22:13literally costs the practice zero
22:14dollars to incorporate this into their
22:16practice so what would be a reason why
22:20you think a practice would not be a good
22:22fit for for dental warranty number one
22:24or what reasons have you heard that
22:27someone says this is just not for me I'm
22:29curious because I don't know of any
22:36tricks they do a lot of temporary work
22:38their teeth eventually are going to fall
22:40out for so so those types of practices
22:43that maybe uh do a bit more of those
22:45types of services
22:47um obviously would not be a good fit for
22:49us
22:50um I would say you know one of the I
22:54think some of the
22:55push back and it's not much pushback I
22:57think just it's a it's a new idea it's a
23:00New Concept you know we're really the
23:01only ones that do what we do and I think
23:04even for myself with being in dentistry
23:06for so long uh sometimes new things are
23:09a bit scary for dentists I feel like and
23:12for their teams and so
23:14um I think
23:15that is a bit more of it than anything
23:17else is it it's just it's a New Concept
23:20and trying to wrap their head around
23:21that
23:22um but it is interesting because when
23:25dentists do actually reflect on the fact
23:26of like you know would I purchase a
23:28protection plan would I not it's so
23:30funny because a lot of them will be like
23:31well my phone of course I would I
23:32wouldn't say get apple care and it's
23:34like well it's the same kind of idea
23:36but with with your teeth and I always
23:38tell them too where
23:40um I've actually got Lasik eye surgery
23:41done and it came with a 10-year warranty
23:44as long as I went to my optometrist once
23:47a year
23:48if my eyes change at all free touch-ups
23:51at the time when I was like this is four
23:54thousand dollars yes yes yes yes yes
23:56because that was my biggest fear is if
23:58my eyes change it's not their fault it's
24:00not my fault if I was a patient I was
24:02like
24:03they better not change because we're
24:05going back to glasses Grant I'm wearing
24:07glasses right now if anyone's seen that
24:08video These are the blue glasses so my
24:12prescription has not changed but it was
24:14such a great piece of mind and so it is
24:16interesting I feel like once they're
24:17able to kind of put themselves in a
24:18patient's shoes to see what that is like
24:21I I think they they tend to understand
24:23it a lot more that makes a lot of sense
24:25to me like I said I I don't see a reason
24:27why
24:28a practice wouldn't incorporate this as
24:30an option to their patients their
24:31patients are only going to be more loyal
24:33it gives you a competitive Advantage it
24:34makes you stand out from your
24:35competition I don't see a reason why
24:37that's why I was saying this is like one
24:38of those biggest no-brainers everybody
24:39should implement it in their practice
24:42um which is why I was like I said what
24:43is the reason why in fact based on what
24:45you said you would think you know
24:47parents you think would warranty the
24:49retainers that they're getting made at
24:51the orthodontist because retainers they
24:53break them they lose them not that it's
24:54probably lost but dogs eat them you
24:56would think that that would actually be
24:57a decent fit for you I'm not so sure
25:00about pediatric offices but definitely
25:01orthodontists I think would have an uh
25:03you say you're not gonna do it on the
25:04braces per se but you can do it hey
25:07you're getting your your retainers we do
25:09offer a warranty on this this is what it
25:11covers I think that's I think that's a
25:12perfect fit for you guys oh for sure you
25:15know but I think it comes down to as as
25:17you know along with any systems in a
25:18dental practice being consistent is what
25:21really makes it work and so when it's a
25:23one-off type of service so it's like oh
25:26remember that when we have retainers
25:28offer this uh practices just don't have
25:30as much of a success with it because
25:32they'll just forget that it even exists
25:34so the key to the success with dental
25:36warranty is to consistently offer to
25:38your patients and whether you think the
25:40patient wants it or not offer it don't
25:43assume you never know whether they value
25:46this or not and so we always tell them
25:49be consistent offer every time and if a
25:51patient says no
25:53okay cool no big deal and we actually
25:56have practices now that will make sure
25:59it's notated that they said no it's the
26:03warranty so that way if something
26:04happens they could reference back to it
26:07and like we offered it to you you
26:09declined it and so you agreed that if
26:12something happened you'd be paying in
26:14full so one last question from my end
26:15and I think it kind of goes back to some
26:17of the things we talked about but I want
26:18to reiterate do you recommend that
26:21practices included in the price and and
26:24say this is included or do you say this
26:26is an option that we have what do you
26:27find more effective give the price of
26:30the procedure and then give them an
26:31option or just include in the price and
26:32they can decline it what do you think is
26:34more effective uh including it obviously
26:36you know and obviously you will see a
26:39line item on there and so they might
26:40question it
26:41um but including it in there um I mean
26:43same thing with my I drive a Hyundai it
26:46comes with a warranty my eyes because
26:47the warranty didn't charge me extra for
26:49it I didn't question it I was more just
26:51like that sounds fantastic something
26:52happens I'm covered that's good
26:55um and so including it in there I think
26:57it makes it a little bit of an easier
26:58conversation but either way these
27:01patients are asking these questions you
27:04know when you're presenting treatment
27:05they are asking how long is this going
27:06to last well what happens if and so this
27:08just gives you an easy segue of well
27:10actually we have a program set in place
27:12that would be able to help you with this
27:13would you like the protection plan got
27:15it so um before we get your contact
27:18information about information on how to
27:20learn more about dental warranty I want
27:22to switch directions here I want to
27:24cover uh which is our fun part of the
27:26segment just this q a
27:28um they are all business related
27:30questions
27:32um so I'm going to ask you these
27:33questions Vanessa just answer them as
27:35quickly as you can you don't need to do
27:36laundry on answers okay so what one
27:39skill or trait do you feel is imperative
27:42to be successful being being minded if
27:45you were to write a book about yourself
27:47what would you name it dang I I wish I
27:51had answered that one I don't know maybe
27:53I don't know
27:54it's one of the toughest questions I ask
27:57people have a hard time doing that
27:58that's a hard one I feel like would have
28:00to be it would have to be a one word
28:02like it's just a strong one word don't
28:04know what it is but I feel like just one
28:06strong one word okay
28:08um what book should you go back and
28:10reread as it has made a great impact on
28:13you the first time I've been reading the
28:15uh Harvard Business Review books and
28:17I've been doing the whole series and I
28:18definitely would love to go back and do
28:20another Deep dive into that so kind of a
28:22series of the Harvard Business Review
28:23okay what eats up most of your time that
28:26you'd like to change cleaning
28:29okay what have you learned from some of
28:32the most successful people you know Work
28:34Hard Play Hard
28:35what methods have you used to maintain
28:38Focus blocking out time to focus on
28:42things I know to be focused on uh to cut
28:44out the distractions okay do you make a
28:46to-do list do you do it every day or
28:47every week when do you do it oh every
28:50day every day all day every day
28:52who is the one person you love to have
28:55as a mentor Tony Robbins okay
28:58what is the subscription that you can
29:00never live without
29:05bark bark foxes in
29:07okay what has been your most satisfying
29:10moment in dentistry I think uh it has to
29:13be I think actually uh delivering wow
29:16meeting oh I don't know how many years
29:18ago I think it's like a second time in
29:19Jamaica and I was able to get all of our
29:22clients of the company out of the time
29:23on stage and be able to see that visual
29:27of how much we've grown in such a little
29:29amount of time see all our clients on
29:31stage and just like reflect on that it
29:33definitely brought a tear to my eye okay
29:35what profession do you think is the most
29:37undervalued today ever
29:40trades in general
29:43just have a trade yeah and then last
29:46question if you could take a class to
29:47learn anything you want what would it be
29:49learning to fly
29:51fly planes wanting to fly all right
29:53that's pretty cool that's pretty cool
29:54all right Vanessa how can people learn
29:56more about dental warranty how can they
29:59uh sign up give give all the information
30:02that you need to to help uh promote
30:04Dental warranty yeah um
30:08special landing page foreign
30:10go to
30:13go.dental warrantycorp that's corp.com
30:17forward slash Tau so t a uh you can go
30:22there you'll get special pricing there
30:23uh typically at 750 one-time startup fee
30:27uh for practices we're actually taking
30:28500 off so you can go there you can
30:31schedule time with our team learn more
30:33at the very least talk to our team see
30:35if it's a good fit for you and your
30:36patients
30:37um I don't see why it wouldn't be but
30:39check it out for yourself and if
30:41somebody had a question for you is there
30:42a way to reach out to you I'm on social
30:43media so you can find me on Facebook or
30:46Instagram uh my name is Vanessa
30:47vitaliano there's that many of us out
30:50there so you can find me there uh as
30:52well perfect well this was a lot of fun
30:54Vanessa thank you for sharing your uh
30:56expertise in this space and talking
30:58about dental warranty guys if you like
30:59the episode please let your colleagues
31:01know if you think Dental warranty would
31:03be a good fit for them please let them
31:04know to check out this episode as well
31:06uh review us like us share it do
31:08whatever you can to help promote the
31:09episode once again I want to thank our
31:11sponsors both Dental Intel and the doc
31:13sites for their support and don't forget
31:15about my seminar or my events
31:18supercharger general practice September
31:2029th and 30th first day is the business
31:22side the marketing side of Dentistry the
31:24second day is the business side of the
31:25industry featuring 18 speakers 14 CE in
31:29a beautiful location on the on the
31:30beaches of Delray Beach Florida uh
31:33September 29th and 30th if you want to
31:35attend go to
31:36superchargerdentalpractice.com use the
31:38code raving as enraving patients but the
31:40code is raving to save 100 off the early
31:43bird pricing Vanessa thank you so much
31:45for joining me hope everybody enjoyed
31:47this episode and we'll talk to everyone
31:48soon

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