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One of the most common questions we get during any one of the classes that we teach is, what do I charge for this procedure?
The most common question that we get is, what do I charge for an equilibration, and what do I charge for records? Before you get into that process, I think what is important to realize is, how confident are you delivering this treatment for your patient at this point?
When you are learning this process, I do not recommend altering or changing your fees. Keep them the way they are.Most patients will not question you raising your fees until they feel that it is not justified. And how I make that connection with you is, you need to learn to grow your confidence.
I find that when you increase your confidence, raising a fee or changing a fee does not become a problem because when you speak to your patient with that same confidence, you justify that fee. If a patient questions you regarding a fee and you do not have enough confidence, that is when you can run into trouble.
What is important to realize, is the amount of time that you are spending in this process has to be justified with a fair fee. Some people will say a fair fee would be anywhere between 90 to 95% of a usual and customary fee, based on your zip code.
What we do not want to happen is you raise that fee so much that it deters your patient from even taking records. Keep this fee to a very minimal.
That way, it is a very slow progression, and when you think about that process, it is more easily digestible for a patient. And the truth is, most patients will never really truly understand the difference between 2 and 5%, so if you raise that fee over a gradual period of time, it is not going to affect your patient.
The last tip is probably the most common question about equilibration. When you’re gaining your confidence, that would be a good time to consider raising your fee.
Remember, equilibration usually takes 2 to 3 visits, so always remember to build that fee into that process. And that way, that will create more value for your patients. So when a patient says, “How many visits will this take?” you can always say, “It may take 2 to 3 visits.” And the fee that you present might have more value to your patients.
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