The Very Dental Podcast Network Very Clinical: The Ortho Champion with Maryann McFarland
Kevin and Zach are joined by star hygienist Maryann McFarland. They kick things off with a competitive discussion about their favorite games, from Maryann's professional-level Scrabble skills to Zach's past as a ranked online poker player. The conversation then shifts to the clinical topic of the day: how Maryann champions the Invisalign workflow in the practice. She provides a masterclass on her process, detailing every step from initial patient contact and leveraging in-office marketing to using photos on a big-screen monitor, discussing financials, and performing the digital scan—all while emphasizing the crucial role of teamwork and efficiency.
Key Takeaways:
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Empower the Hygiene Team: A trained and motivated hygienist can be the primary driver for Invisalign cases, from the initial conversation to the digital scan, freeing up the doctor's time and boosting production.
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A System Creates Efficiency: The practice utilizes a highly systematic, team-based approach. While one person engages the patient, others prepare financial plans or manages imaging in the background, eliminating bottlenecks and making the process fit within a standard appointment.
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Visuals Drive Acceptance: Using large, high-quality photos on a monitor is a powerful tool. Showing patients their own crowding, wear, or abfractions and then asking, "Are you happy with your smile?" is more effective than just describing the problem.
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Make it Easy to Say Yes: Streamline the financial conversation by having payment options prepared in advance. Presenting clear solutions immediately after the patient expresses interest removes a major barrier to starting treatment.
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Create Urgency (and Follow Up): Offering to scan an interested patient on the spot capitalizes on their motivation. For those who need to think about it, sending them home with a signed financial plan and following up creates a clear path to starting their case.
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