Integrating Implants Into your Practice

All too often we develop almost tunnel vision in our focus on the clinical aspects of ?integrating? implants into bone and the biological matrix as well as the culminating restorative work. Perhaps we should take the time to consider the presentation of implants as a very viable option in most tooth replacement cases. At the same time, consider what we can do to increase case acceptance and hence ?integrating? more predictably into our practices.

With over 50 years of research, implant dentistry is entering the mainstream of practice since being approved for root form replacement by the FDA in 1982. Indeed, implant-supported tooth replacement is the standard of care when a patient is missing a single tooth and the adjacent teeth have never been restored. The challenge for our profession is not only to stay abreast of the ever changing clinical possibilities, but also to learn to communicate effectively, so our patients can make their best informed decision regarding treatment. The implant option is nearly always the most expensive treatment you recommend. Why would patients agree if they don?t see a value difference between the options?

Research tells us that patients don?t know a very important differentiation between conventional treatment options and implant supported replacement teeth is the ability to replace roots and preserve the bony structure of the jaws and face. The same research also tells us that 75% of Americans who are deciding about replacing teeth would choose titanium replacement roots if they understood this message about bone loss and preservation. It is crucial that your patient education system highlight this important advantage.

The message is best delivered by the auxiliary staff for two reasons:
I. Patients tend to trust staff to give them an unbiased opinion and
2. Patients frequently cannot understand the language the doctor uses.

This is not to say that the doctor should remain silent ? of course not! The doctor must diagnose the situation, present findings arid recommend the treatment option he/she feels is best. We have all experienced the situation in which the doctor asks for questions, the patient says he has none and then asks a staff person what doctor meant. Why not plan for the inevitable and invite a skilled staff member into the conference with words like this: ?Mrs. Jones, Lori is going to explain things in English. I?ll be right next door if you two have any questions for me.? This allows you to return to a productive day and your staff to reinforce your message. Of course, a flow plan of this nature demands excellent communication skills and absolute trust between the doctor and staff.

Building these skills takes dedication and investment, both in time and continuing education dollars. Increased case acceptance and the satisfaction of offering dentistry?s BEST are the rewards.

Cowritten & Edited by Dr. Richard J. Claydon & Beth Peshman, R.D.H.

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