Can a dental practice on HMO or PPO contracts use ethical selling at full-fee levels?
Yes, with specific adjustments. Even practices contracted with Delta, Cigna, Aetna, or other insurance plans can apply ethical selling to identify the patients who can move forward at non-discounted fees. The selling system surfaces patients within an insurance-based patient base who would benefit from comprehensive treatment outside the insurance schedule. These patients exist in every insurance-driven practice. Most practices never identify them because they treat every patient as an insurance-fee patient by default. A leadership-based conversation about what insurance covers and doesn’t, paired with structured case presentation, finds these patients. The result is full-fee cases inside what is otherwise an insurance-discounted practice. The practice keeps its insurance contracts and adds the higher-fee work alongside.
If the answers you are finding here resonate with you, my team and I work with a small group of clients each year. The next step is a complimentary Discovery Consultation and Practice Review with Dr. McAnally.