|A Forward from Deborah's employer
"The time has come for a paradigm shift in the way we view our hygienist. Ideally,
they are the ones who can make or break our business. Deborah Hartley is employed at
the same level that I would employ an associate dentist, only she is more valuable.
She educates the patients by raising their mental and dental value IQ, creating value
for the services both she and I offer.
She has already indicated to the patients where their problem areas are and has
explained fully my treatment procedures before I even walk into the room. By the time I
get the patient back for treatment, they have excellent oral hygiene and tissue health, and
understand the value of maintaining their dental health. It's a slam dunk!
Deborah is paid on a percentage basis with a guarantee of $25/hr minimum. She
has worked for me for three years and has always far exceeded the minimum of $25/hr
with her percentage.
She NEVER complains about 4 quads of root planning in one day, she does this
routinely on a single patient.
Think about this, we charge $180/per quad x 4. This takes Deborah anywhere
from 2-3 hours to complete and she makes 33% of this. Now, if she does just two of
these a day, she and I both come out ahead.
This is akin to our philosophy of doing more treatment on fewer patients.
To maintain this, Deborah puts her patients on 3-month recall. This is easier on
her and because she has created such value for her services, her patients would not dare
miss their appointment with her.
Intersperse about 4 of these 3 month recalls with her 2 RPC's and she has an
$1800 day in production. Deborah takes home $600/day and in addition she averages
sales of $2,00-$5,000/day (production for me).
This is a win-win situation for everyone! Deborah, our patients and me.
However, it takes Deborah's skills as a hygienist along with her phenomenal
Her skills are something that she doesn't talk about much in her lectures but she is
phenomenal. I was a hygienist before becoming a DMD and I did not achieve or even
understand the tissue response to gingival curettage as Deborah does. She has saved
many a patient from the knife!
I must admit I had my share of complaining hygienist in the past. I had several
hygienists before Deborah that I offered this same percentage to but they complained
because it wasn't their fault if MY patients didn't show up or I just didn't have the right
mix of patients with periodontal needs.
Obviously, Deborah has proven that this can work in any practice and in anyone's
I forgot to mention that only once in the 3 years that Deborah has been employed
with me have I had to go in and administer anesthesia to her patient. She does all of this
with Noven patches (and I suspect a little psychology).
So, I am not bothered all day with hygiene checks. Of those 6 patients I might see two.
Not bad for the numbers!
But this is it folks, this is 6-9 hygiene patients a day, not high volume."