New Delta Patient on phone: (this assumes that your state Delta

							For offices who are NON-PARTICIPATING status with Delta:

   If you aren’t using a STRONG strategy to GET the new Delta Patient OFF the
 PHONE and INTO your OFFICE … you are giving up $100,000 to $150,000+ a year!
The following assumes that your state Delta plan allows Delta patients to go to a NON-participating
provider and still get coverage… typically they will only send the check to the PATIENT, and it’s some
small % LESS than they’d get with an in-network provider.

Check with your states’ Delta, but so far EVERY GG12 member and Alumni I’ve asked has said their states
Delta DOES allow treatment out of network, check paid to patient!

VERBAL SKILL on PHONE with Potential New Delta Patient:

Hi Mary, this is Betty Smith… I’m new in the neighborhood… do you guys take Delta Dental?

Hi Betty,

Thanks SO much for calling us! (start out with VERY POSITIVE VOICE and comment)
We DO see a TON of Delta patients and we’d LOVE to meet you!!!
We ARE a non-participating provider of Delta Dental and would be happy to see you!

As a non-participating provider, what we do is this…
We’ll take care of ALL the paperwork for you.
You don’t have to mess with codes, forms or ANYTHING at all!
We’ll make it really SIMPLE and effortless for you.

We submit the insurance claims and Delta will mail YOU the check. It may be a VERY small percentage
less than if you were seeing a doctor in network… but I’ll tell you quite frankly… Between you and me
Betty, I’d never let my family go ANYWHERE else after having worked closely with my Doctor Jones!

And, we have a wide range of flexible financial options… so if you like, you could even split up your
payments over a few months, NO INTEREST, yet you’ll get the money from Delta usually within just a
couple weeks.

In most cases, when patients choose to split up the payments over a few months… you have the treatment
AND the money back from Delta, before you’ve even had to pay us!

(move on and get the appointment)

Betty… do you have a specific or emergency need right now, or did you want a regular new patient
checkup?

Great… we can see you tomorrow at 7 am, or Thursday at 4:30 pm… which would you prefer?

(assumptive close… you ASSUME they are going to schedule… and you offer them one of two times, one
EARLY one LATE and both on different days no further than 2 or 3 days out!!!… IF you delay new patient
appointments they will NO SHOW MORE!)
NOTE: check with Delta in your state, but in most I’ve encountered, the Delta patients ARE allowed to see
you OUT Of network, and STILL get coverage. The reimbursement might be at a slightly lower rate, and
the check