An implant practice is only as skilled as its dentist. The dentist is only as skilled as his or her team. Take a step back and evaluate the abilities of the team members involved in your implant case presentations. No doubt you will be able to immediately pinpoint your most and least knowledgeable staff members. Usually it is your administrative staff that has the least experience with implant cases. Yet these are the team members who will field the most questions from potential patients calling for appointments. The ideal practice should have all auxiliary members operating with the same understanding of the basics of implant dentistry.
How do you help your team members learn more about implants? You first need to assess their level of knowledge. Ask your dental assistants to explain the criteria and considerations of placing implants to other staff members. This can take place during your next training meeting. You should be present during this meeting so that you can answer any questions that may arise. Use this opportunity to also assess your assistant’s comfort level with the subject matter. If he or she is hesitant when explaining to coworkers, how are they handling patient inquiries?
Implant terminology can be intimidating for new staff members. Your team can explain how the “pieces” fit together in terms a clinician may not think of. The difference between an implant abutment and a bridge abutment will need to be explained to most auxiliaries. The benefits of ridge preservation are more easily understood using a bone attrition model – not terms like osteoblasts and autogenous. The more your team knows, the better you look. Your staff’s ease in discussing the benefits of implant placement will help your patients make a commitment to treatment.
Another proven method is to invite your implant representative to conduct a “lunch-and-learn” with your staff. The representative has financial incentive to get your staff up to speed so that more implant cases are performed at your office. They also have some wonderful models and learning materials that can be referenced at future training meetings.
Consider sending your staff to continuing education courses. The Association of Dental Implant Auxiliaries offers informative courses and certification programs. These courses are usually offered in conjunction with its parent organization, The International Congress of Oral Implantologists, so that you can attend seminars on the latest innovations in implant dentistry. Most surgical implant courses will incorporate team implementation and marketing techniques. A well-educated staff can help you improve your case acceptance rates. Invest in your team by providing them with the educational tools they need to help your office succeed.
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