Episode 106: Oral Conscious Sedation as a Strategy to Reduce Insurance Dependence
28 min
Dental anxiety or dental fear is estimated to affect close to half of the population. This means a large portion of the population has been avoiding treatment and is at risk of severe oral health issues. Oral conscious sedation offers these patients a method to manage their anxiety and calmly receive the dental care they need.

In this episode, Gary and Naren discuss the common forms of sedation and effective measures a practice can take to attract these fearful patients and increase their profitability.


  * Introduction to today’s topic > 01:03
  * Thanking a reviewer! > 01:25
  * How to grab your complimentary Marketing strategy meeting > 02:54
  * Details on statistics on the people who avoid the dentists out of fear > 4:50
  * How to market Oral Conscious Sedation? > 14:04






Naren: This is the less insurance dependence podcast show with my good friend Gary Takacs and myself Naren Arulrajah.

Gary: we appreciate your listenership your time and most of all we appreciate your intention to reduce insurance dependence in your practice. Our goal is to provide information that will help you successfully reduce insurance dependence and convert your practice into a thriving and profitable dental practice that provides you with personal professional and financial satisfaction.

Gary: welcome to another episode of the less insurance dependence podcast. I’m Gary Tackas your podcast co-host. We have an exciting topic for you today because of the difference this can make in your practice. This episode is titled oral conscious sedation as a strategy to reduce insurance dependence. You're going to enjoy this one especially when you understand what an incredible difference this can make and what a giant step this piece is to help you successfully reduce insurance dependence in your practice. Hey before we get that though I want to thank our listeners that have gone on iTunes and written a review for the less insurance dependence podcast. We received one the other day that I want to take a minute and just read. It certainly made my day and here's what that review said. I like listening to podcasts on my way to work and this one has so much relevant information that I often pause it and ask Siri to remember a piece of information for me. It's very specific relevant helpful information that I would expect most consultants to charge me to get access to. Love this podcast. Well thank you so much for the doctor that wrote that review. Certainly, made my day and Naren, how does that review sound to you? Does that make your day?

Naren: It definitely does. I know we put a lot of effort into it and you put a lot of time preparing for it. So, it definitely makes my day Gary for sure.

Gary: hey Naren, I wanted to also kind of kick off this podcast episode by thanking you and your team at EKWA for all that you're doing for us we're having here we are as we're recording this towards the end of the month and we are seeing awesome new patient flow thanks to EKWA. So, Naren I wanted to thank you and your team for all that you do to supply us with a healthy volume of new patients and I know you're committed to helping more dentists master the world of digital marketing and you've been kind enough to offer our listeners here at the less insurance dependence podcast a complimentary marketing strategy meeting. I'd like to put the link in the notes or show notes where they can schedule that meeting with Lila. Would that be okay if we did that?

Naren: Absolutely Gary, thank you for thank you for your comment. I appreciate it and absolutely we can we can do that absolutely

Gary: I know that's something you normally charge for however for the courtesy of our listeners there's no charge. It has a 900-dollar value. However, there is no charge for our listeners and I can assure you, if you're listening to this you will love the time spent with Lila. You’ll learn not only about marketing about digital marketing, you'll learn what your practice looks like in the eyes of google and very specific things you can do to improve your digital marketing in your practice. So, you'll learn about marketing but you'll also learn things about your practice you likely didn't already know, time very, very, well spent. Anyway, thank you Naren for supporting our listeners in that and the opportunity for them to schedule a complimentary marketing strategy meeting.

Naren: Thank you so much Gary. I appreciate it. Let's jump in. I really think today's topic is going to be a great topic because we both know Gary and I’m sure you have, you work with 2200 clients you know this better than anybody that there is a large part of our population that doesn't go and see the dentist. I mean some people probably don't see the dentist for five years ten years and it's just maybe because they're afraid of the dentist, maybe they're afraid of the pain or maybe they're sick of the insurance limitations they're like forget it, I don't want to waste my time just going there and just doing piecemeal dentistry. So, whatever the reason, they don't go to the dentist especially men I think

Gary: In preparation for this episode I did some research. Naren, you're spot on. Do you know that 49 percent of North Americans, 49 percent of North Americans put off a visit to the dentist because of fear? 49 percent. That's almost half

Naren: Right

Gary: Put off a visit because of fear. Now it's irrational. It's completely irrational but fear by itself can be irrational

Naren: Right

Gary: Now let's take it a layer deeper. We know from hard data that 22 percent of North Americans won't go to the dentist at all because of fear and you are also correct in the gender mix. Certainly anyone could experience apprehension of going to the dentist but more men experience it than women and conversely more women historically visit the dentist on a regular basis than men and we'll talk about that as we go throughout this episode but one of the things happened because of insurance Naren is that insurance has trained people and practices to kind of do single tooth dentistry. It's trained people. Think about this for a minute. Dental insurance was invented in 1968 and originally it was been invented by dentists for dentists well that come has changed radically over the years, the annual award in dental insurance policy in 1968 was a thousand dollars. That meant you got a thousand dollars’ worth of benefits, the same kind of percentages that we see today. For example, restorative dentist dentistry is often covered at fifty percent. Think about what the thousand dollars got you in 1968. The average crown fee by the way was a hundred and fifty dollars, a hundred and fifty dollars and typically most dental insurance plans in 1968, the patient paid seventy dollars, the insurance paid 75 dollars. So how many restorations, how many crowns could they get with their thousand-dollar annual award from the insurance, how many can they get? A quick math 14, 15.

Naren: Yeah 14, 15. That is correct

Gary: Almost a full mouth reconstruction depending on what their condition their mouth was

Naren: Right

Gary: Now let's fourth fast forward today many insurance companies have the same thousand-dollar annual limit

Naren: Wow

Gary: Where now the average crown fee is somewhere between eleven hundred and twelve hundred dollars. So how many crowns can they get with their annual award especially if it might need a build-up or maybe even needs a root canal, one tooth

Naren: Right!

Gary: And so, it's kind of had a subversive effect on training dentists and even patients to do single tooth dentistry

Naren: yeah and I think I think the problem that I see as a patient as a consumer is like I want solutions; I don't want 10 percent of the solution. So again, I’m just talking as a man. I mean I don't know if women feel this way but like if you tell me come waste my time wi…
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