When we did a survey on The Wealthy Dentist about dentists dropping insurance, we found that over half of respondents had mostly or completely stopped accepting dental insurance.

But dropping insurance is a major decision for any dental practice, and it's not a realistic option for everyone – especially if:

• Your schedule isn't full
• The majority of your patients use insurance
• You depend on insurance companies for new patients

But if it's right for your practice, dropping insurance can be an attractive option. Wouldn't it be great to always be paid your full fee right away?

However, very few practices end up going completely "insurance free." If you've accepted insurance for payment in the past, this can be a long transition, and you don't want to rush your patients.

You'll have to opt out of insurance programs one-by-one, and you'll want to let your affected patients know about the change and reassure them that you can still meet their dental needs.

What do you think about playing the insurance game?

The Senate’s health care reform bill contains an unexpected blow for dentistry: a proposed 5% national tax on all cosmetic procedures and surgeries. It’s not clear exactly what would be covered, but it would likely follow New Jersey’s model.

In New Jersey, cosmetic procedures are subject to a 6% tax. (In effect since 2005, it’s the only state with such a tax.) It defines “cosmetic medical procedures” as those that are performed to improve appearance without providing significant health benefit.

The state’s Treasury website provides a specific example:

“For example, charges for teeth whitening will be taxable, while charges for breast reconstruction or for vision correction by laser treatment will not be subject to the gross receipts tax.”

If you're asking your patients for referrals, offering them something in return isn't just a friendly gesture – it can be a great investment.

Here's what Clinton had to say:

We’re trying a new approach – we ordered nice coffee mugs as a promotional item. We are sending a hand written thank you note along with a business card and magnet to new patients. The note asks specifically for what we want – first thank patients for coming to our office, then telling them we love referrals, and requesting that they give the cards to family, friends, co-workers, etc.

So far, several patients have called back, surprised, and thanked us for the gift. They have been happy, and now that they “know” what we are asking for, hopefully, we will get additional responses of new patients. We’ll see if Jim’s idea of asking for what we want works.

Any suggestions on how to improve on this or what to do better?

Joe responded:

Clinton, a hand-written card is powerful, especially in this digital age. Your pre-gifting idea is excellent. New patients, still basking in the honeymoon glow, are more inclined to recommend us.

I used a similar idea with a few local MDs. I gave a couple of nice books for their reception rooms (with our logo inside the front cover).

As a referral reward, we’ve been sending an edible arrangement of fruit to their place of work (chocolate-dipped strawberries). The idea was to create a buzz.

We’re currently switching over to Jim’s idea of sending a gift certificate for selected local merchants. We’re trying $35 – the same cost as sending the fruit.

What else have you tried? What's worked and what hasn't?

There’s a new device called The Dental Button that allows anxious patients to stop the drill. (Kind of like the passenger side brake pedal in a driver’s education car…)

Is this really a good idea… either from a marketing point of view or a clinical perspective?

Read more: “Dental Button” Calms Fears in the Dentist’s Chair

This isn’t just an ordinary blog where you read someone else’s opinions and then go on about your merry day.

Oh no. This is something far more powerful. This is a brainstorm blog.

We’ll toss out various ideas on topics related to dental marketing and management, and let the group discuss. Do new patient discounts attract the right new patients? Is spending a lot on signage worth it? What nutty strategies are working for other dentists?

So stay tuned… because no topic will be off limits!

We know lots of you have topics you’re eager to start discussing.

If you’ve got a brainstorming question or a case study, just fill out this form.

Make sure to include any relevant background information. You can choose if you’d like to share your name or if you’d prefer to remain anonymous.

We’ll review each and every response, and we’ll post many for further discussion.

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