Tech Tip: Patient objections & challenges

Patients can have all sorts of objections and challenges to doing clear aligner treatment. Here are some suggestions for addressing these issues so that your patients can experience the benefits of clear aligners.

Objections

“The aligners are uncomfortable” doctor and patient chair.png

Other than the temporary discomfort caused by tooth movement, a well-fitting aligner will only be uncomfortable if there is a rough edge, which can be smoothed at home with a fingernail file, or at the office by an assistant.

“They’ll make me talk funny”

Some patients develop a temporary lisp when they first try aligners, but this usually goes away very quickly.

“They cost too much money”

A new and beautiful smile should be a highly valued aspect of one’s appearance and everyone must determine that value on his or her own. Since orthodontic treatment is considered a time and materials intensive procedure, it is reasonably priced in a range where most patients appreciate the opportunity to make payment arrangements with the practice.

“I don’t like the little bumps (engagers)"

In many cases, the number of engagers can be reduced. However, if the patient requests to avoid the use of engagers altogether, they must accept that the treatment may take longer and specific movements may be more difficult to accomplish.

“I don’t want to have IPR done on my teeth”

If a patient refuses IPR, the doctor must consider other methods for creating the required amount of space, such as expansion or extractions. You can explain to the patient the difference between IPR with a handpiece and manually with a diamond strip. Some patients are apprehensive because of the dental handpiece and may accept other manual approaches to IPR. 

“I don’t think I can wear them 22 hours a day"

If the patient can't or won't wear the aligners 22 hours a day, both the doctor and patient must agree upon how many hours of wear will be acceptable to each party, with the understanding that the treatment may take longer or be less effective. If an agreement cannot be made, they can consider other methods for correcting the malocclusion, such as traditional braces.

Challenges

Financing is one of the top challenges for patients to start treatment. Offering a patient financing solution in your office is a great way to make treatment more affordable. Offering budget friendly payment options is another way to help. Here are some options that may be helpful to you:

  • Free exams and consultations
  • Down payment, interest-free monthly payment arrangements that are acceptable to both patient and the practice
  • Third party financing, such as beWell by FTL Finance
  • Credit cards with  or without a monthly Autopay feature
  • Health Saving Accounts
  • Split down payments
  • Extended monthly payment option with interest

Length of treatment can be a concern for some patients. While you might know that treatment with clear aligners is usually shorter, more affordable and aesthetic than traditional braces, your patient may not. Here are some suggestions for resolving this objection:

  • Clear aligner treatment may be faster than the alternative (traditional braces)
  • The length of treatment is primarily determined by the treatment goals; if treatment length is a serious objection, revise the treatment goals

Pregnancy Except during periods of nausea and vomiting, a pregnant woman can wear her aligners without any negative consequences.

Patients who travel constantly (military, jobs that require travel, college students, etc.) When it is inconvenient or impossible for the patient to be near the doctor’s office for visits, the patient can continue to wear stages of the aligners until they can return for a checkup or delivery of new aligners. 

Clear aligner benefits - talking points

Talking to your patient about clear aligners will be different with each case. Some patients know they want to straighten their teeth, and know they don’t want traditional braces. However, it’s not every day a patient like that comes through the door.

The truth is, while the majority of your patients could benefit in some way from straighter teeth, most of them don’t know it. Some of these benefits and advantages are bound to resonate more than others.

Following are some sample talking points about clear aligners that you and your staff can use to bring up or talk to patients about clear aligner treatment.

The esthetic angle patient and doctor.png

“How would you rate your smile on a scale of 1-10?"

"A lot of our patients want just want a perfect, beautiful smile, and clear aligners are a great way to get teeth into their proper position.”

“Did you know that your facial structure can be affected by teeth that are misaligned? You can minimize these effects by preventing and correcting misaligned teeth with clear aligners.”

“Did you know that a beautiful smile is associated with good wealth and well-being? Clear aligners are a simple option for correcting teeth that are misaligned and without anyone noticing that you’re in treatment.”

“Clear aligners have social advantages – people form strong impressions of each other within a few seconds of meeting, with a focus on the individual’s eyes and mouth. With a straight and beautiful smile you can make great new impressions.”

The health angle

“Did you know that misaligned teeth can cause you all sorts of dental & facial problems? Clear aligners are a simple way to fix your teeth without people even knowing you’re in treatment.”

“Clear aligners can help improve the function of your teeth so that they fit together naturally, interfere with each other less and it can even be easier to chew food & it doesn’t get stuck in your teeth as much.”

“Teeth wear down over time regardless but did you know that it accelerates for teeth that are not properly aligned? Clear aligners can help correct misaligned teeth and help with graceful aging.”

The financial angle

“I see that you have ____ (issue). Did you know that fixing your teeth today is less expensive than repairing potential damage in the future if left untreated?”

“Straightening your teeth with clear aligners could help prevent expensive complications like premature wear, receding gums, loss of attachment and loss of bone support.”

The "it's so easy, why not just do it" angle

“This system is a series of comfortable, removable, clear trays that replaces traditional braces and wires attached to your teeth.”

The "if you're already thinking about doing it, do it here" angle

“Our practice is one of the premier offices offering clear aligners to patients in our community.”

 

For more successful actions on prioritizing aligners in your practice, check out our checklist for clear aligner success.

Tech Tip: Dental prosthetics and implants

Although patients with any of the conditions listed below can be treated with clear aligners, it can make treatment more complex. Be sure and indicate in your prescription form if you are treating a patient with any of these conditions. Here are some of the reasons for added complexity:

  • Crowns usually can't retain engagers
  • Bridges can create undercuts that may make it difficult to insert or remove the aligners due to too much retention. 
  • Dentures are designed to fit together with the opposing arch. If any of the teeth move, the dentures will probably need to be replaced or adjusted.
  • Partial dentures will most likely need to be replaced, because moving teeth in anarch with a partial denture can cause it to not fit. If you want to proceed with treating a patient with a partial denture, then you will need to take an impression or intraoral scan without the partial. We would advise not to wear the partial while in treatment, as it could interfere with movements.
  • Implants cannot be moved because they are fused to the bone. Make sure you have noted all implants in your prescription form so that no movement is planned for that tooth, putting the implant at risk.

2017: Year in review

Happy New Year! We hope you had a great holiday season.

Our 11th year was pretty big for us so we thought we might compile some of the highlights from 2017 for posterity.

New features

Announcements

Legal

Education

  • We sent out 47 new Tech Tips that addressed a wide range of topics. (ICYMI: Our two most popular Tech Tips were Ankylosed teeth and  IPR - Contouring).
  • We introduced our new workshops with our Clinical Advisor, Dr. Ken Fischer, and Clinical Advisory Group member, Dr. Duane Grummons.  We hosted day-long courses in Austin, Las Vegas, New York, Orlando, and Chicago.
  • For our providers who prefer to learn at their own pace, we updated our e-course offerings to include more of the information from the live workshops.
  • 2017’s live workshops were so popular that we doubled our speakers, widened our topics, and will be hosting 12 all-new workshops in 2018.

2018 is going to be an even bigger with more news around the corner.

Thanks for another great year!

Tech Tip: The three legs of a clear aligner system

Obviously, malocclusions are very different—consequently, aligner treatments are as diverse and complicated as the presenting malocclusions. Varying treatment goals, patient compliance, and preferences of the patient and clinician further compound the situation. 

Because clear aligners are highly customized, it is important to recognize that a clear aligner system consists of more than a single appliance. Rather the system is analogous to a three-legged stool whose legs are: 

  1. The dentist
  2. The aligners 
  3. The auxiliaries

Each component contributes to the system as a whole to support effective treatment of the wide range of malocclusions that present. The first leg is the dentist:

  • Properly trained and experienced in clear aligner treatment
  • Selects prospective patients who will commit to full compliance
  • Submits adequate patient information, records, and a detailed treatment plan that is designed by the treating doctor
  • Monitors the patient’s treatment progress and recognizes when the progress is not as expected
  • Determines if auxiliaries are required
  • Able to respond to issues causing a delay in the treatment progress
  • Adequately provides a retention strategy according to the treatment circumstances

The second leg is the aligners themselves:

  • Preferably a system that is able to provide quality treatment for any malocclusion, ranging from limited, cosmetic goals to full comprehensive corrections
  • Made from material capable of meeting all of the needs of a long term treatment
  • Combined with systems designed to enhance the substance and predictability of the aligners’ capabilities

The third leg includes the auxiliaries:

  • This includes ChewiesOutie toolsengagerselasticsexpandersdistalizersTADs, etc.
  • Auxiliaries are utilized before, during, or after the aligner treatment to effect movements or changes the aligners are not capable of providing by themselves
  • These devices and techniques supplement and enhance the performance of the aligners
  • It is the doctor’s responsibility to determine when to use these devices and which ones to use.

Hey TRIOS-users!

We recently heard some of you may be in need of a new aligner lab.

We've got your back.

TRIOS users who register with promo code TRIOS2018 by January 31, 2018 will receive four coupons good for 50% off any ClearCorrect order submitted with TRIOS scans. Treatment setups must be approved by March 31, 2018 to qualify for this offer.

To show our appreciation, we're also making this offer available to our existing TRIOS providers. We've already added four 50% coupons to account who have submitted scans with a TRIOS. Other providers may request coupons by contacting (888) 331-3323 by January 31, 2018 to verify that they have submitted scans from a TRIOS scanner. 

We've also specially made a free, TRIOS-friendly onboarding e-course for those interested to learn about using ClearCorrect with TRIOS at learn.clearcorrect.com.

 

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Tech Tip: Seating Aligners

chewies.jpg

Often, when delivering a new aligner or when aligners fall off track a little, utilizing an accessory to help seat the aligner into full and proper fit is a good idea.

Chewies, plastic wafers, or even a plastic saliva evacuator tip can be used by the patient as an accessory to help seat the aligners. With the aligners on the teeth as far as they can go, the patient simply places an accessory between the upper and lower aligners and gently, but firmly, bites on the accessory to push the aligner down further on the teeth.

wafers.jpg

Chewies are a spongy plastic device that looks like a small cotton roll. Wafers are thin plastic devices in the shape of a horseshoe that conforms to the full dental arch. The plastic saliva evacuator tip is a short tube used by the dentist during an intraoral dental procedure to remove saliva from the mouth, but it can also be used by the aligner patient to help seat their aligners.

Chewies can be purchased from our online store

2018 Event and Trade Show Calendar

Here's a look at the shows we're attending this year.

ClearCorrect's 2018 Calendar of Events:

Yankee Dental Congress Booth #2505 Boston, MA - Jan. 24-28

American Academy of Dental Group Practice Booth #127 Las Vegas, NV - Jan. 31-Feb. 3

AAO/AAPD Joint Winter Conference Booth #103 Scottsdale, AZ Feb. 9-11

European Aligner Society - 2nd Congress Booth #20 Venice, Italy Feb 16-18

ASDA Annual Session Booth #10 Anaheim, CA  Feb 21 - 24

Chicago Dental Society - Midwinter Meeting Booth #2247 Chicago, Illinois Feb. 22-24

Pacific Dental Conference Booth #1502 Vancouver, BC Mar. 8-10

Australian Orthodontic Congress Booth #33 Sydney, AUS Mar. 9-12

Hinman Dental Meeting Booth #308 Atlanta, GA Mar. 22-24

ADSO Summit Booth #TBD Austin, TX Apr. 17-20

Tralongo User Meeting Booth #TBD Fort Lauderdale, FL Apr. 20-22

ODA Annual Spring Meeting Booth #114 Toronto, ON Apr. 26-28

Smile Source Exchange Booth #306 Anaheim, CA May 2-5

AAO Annual Session Booth #2201 Washington, DC May 4-8

Straumann Dental Implant Symposium Booth #1 Montreal, QB May 11-12

CDA South Booth #325 Anaheim, CA May 17-19

The Dentistry Show Booth #E72 Birmingham, England May 18-19

Jasper Dental Congress Booth #23 Jasper, AB, Canada May 25-26

Quebec Order of Dentists Booth #1919 Montreal, Québec, Canada May 28-29

Ontario Association of Orthodontists Booth #TBD Niagara-on-the-Lake, Ontario, Canada Jun. 8-9 

Florida Dental Convention Booth #201 Orlando, FL Jun. 21-23

Straumann Digital Dentistry Symposium Booth #308 Washington DC Jun. 22-23

CDA North Booth #TBD San Francisco, CA Sep. 6-8

CAO ACO Booth #TBD Vancouver, BC, Canada Sep 7-8

Dentsply SironaWorld Booth #TBD Orlando, FL Sep. 13-15

AOS Annual Meeting Booth #TBD San Diego, CA Sept 13-16, 2018

Straumann Digital Dentistry Symposium Booth #TBD San Francisco, CA Sep. 14-15

LA Dental Meeting Booth #TBD Pasadena, CA Sep. 21-22

AAID Annual Conference Booth #TBD Dallas, TX Sep. 26-28

ADA Annual Meeting Booth #1713 Honolulu, HI Oct. 18-21

AAP Annual Meeting Booth #TBD Vancouver, BC Oct. 27-30

ACP Annual Session Booth #TBD Baltimore, MD Oct. 31-Nov. 3

DGAO Kongress für Aligner Orthodontie Booth #25 Cologne, Germany Nov. 23-24

Greater New York Dental Meeting Booth #TBD New York, NY Nov. 23-28

Tech tip: Preparing your practice

For a practice that's getting ready to submit their first clear aligner case, we wanted to provide some guidance on preparing and setting up your practice for delivery. We've taken this section from our checklist for clear aligner success, covering the phyisical items you'll need as well as the instructions on some of the basic procedures. 

Prepare your practice

  • Gather supplies. You’ll need a way to take and upload high-quality photos.
    • Digital camera or smartphone
    • Mirrors for buccal and arch photosdigital camera.jpg
    To capture your patients’ dentition, you’ll also need an intraoral scanner or: 
    • PVS impression material
    • Plastic impression trays
    We don’t accept alginate impressions, stone models, or metal impression trays, nor do we return plastic impression trays.
  • Prepare to place engagers. You might not need this immediately, but as you move into more complex cases, you’ll probably need to place engagers. You can get supplies from store.clearcorrect.com or another vendor. See How to Place Engagers video found in our help center.
  • Prepare to perform IPR. You’ll also probably eventually need supplies for IPR,BIG_IPR_grande.pngavailable from store.clearcorrect.com and other vendors. See How to Perform IPR video found in our help center.
  • Set pricing. Typical patient costs for aligner treatment range from $1,500 to $8,000, depending on the complexity of treatment and what the market will bear. Be sure to allow yourself a sustainable proft margin. Choosing Unlimited treatment keeps costs predictable. Choosing Flex can save money upfront, but allow headroom to accommodate revisions, replacements, and retainers—or prepare your patient for possible future costs.
  • Register for an e-course or live workshop at store.clearcorrect.com. This isn’t required, but we highly recommend it. ClearCorrect offers CE credit for a range of courses on topics related to clear aligners. These courses answer many of the most common questions that our support staff receives. Your staff can take any e-course you take at no additional cost, and they can accompany you to live workshops at a reduced rate.

All-new courses. All-star lineup. All-in on education.

2018-Workshops-Flyer-v3.png

We've put together a variety of new PACE-approved workshops around the US for you and your staff to attend in 2018, covering the topics you asked for. Each one-day workshop offers 8 hours of CE credit upon completion, while our special two-day combination workshops offer 16 hours of CE credit. Food & drinks are included with each course. Get your whole office ready to promote clear aligners—bring your staff for just $50 each per day. To register or learn more information, click the links in the schedule below.

Reserve your spot now and enter the promo code EARLYBIRD at checkout to save 20% off list prices.*

Anaheim, CA 3-Feb Clear Aligner Basics + Team Communication for Case Acceptance
Hilton Head, SC 17-Mar Clear Aligner Basics + Restorative Treatment
Austin, TX 7-Apr Advanced Treatment with Clear Aligners
Las Vegas, NV 21-Apr Clear Aligner Basics + Team Communication for Case Acceptance
Boston, MA 2-Jun Clear Aligner Basics
San Diego, CA 8-Jun Building Your Team, Practice and Profitability
Philadelphia, PA 14-Jul Advanced Treatment with Clear Aligners
Seattle. WA Aug 10–11 Clear Aligner Basics + Building Your Team, Practice and Profitability
Denver, CO 15-Sep Clear Aligner Basics + Restorative Treatment
Nashville, TN 27-Oct Clear Aligner Basics + Team Communication for Case Acceptance
Dallas, TX 10-Nov Advanced Treatment with Clear Aligners
Orlando, FL Nov 30 - Dec.1 Clear Aligner Basics + Building Your Team, Practice and Profitability

Clear Aligner Basics

Dr. Ken Fischer presents this comprehensive 8-hour workshop on the basics of clear aligners. Featuring demonstrations and helpful advice on a broad range of topics, this workshop is ideal for doctors who have no previous experience with clear aligner treatment or for doctors looking to refresh their knowledge on the subject.

Restorative Treatment

Dr. Jeff Briney discusses how to differentiate between a restorative and an orthodontic patient, how to use clear aligners to position the teeth before restorative treatment, case examples with implants, training office staff in treatment planning, and more.

Team Communication for Case Acceptance

Cyndee Johnson, RDH, a global expert in practice profitability shares her 30 years of dental experience with you and your team to guide your patients to YES when it comes to case acceptance. She'll teach the multitude of patient benefits when correcting malocclusion and leave you with effective communication skills to build rapport and help remove barriers to treatment and move aligner cases onto your schedule. Her interactive course provides take-away's for immediate implementation. 

Building Your Team, Practice and Profitability

Rosemary Bray shares her extensive knowledge in the field of orthodontics and dentistry. Her full-day course offers tools for enhancing verbal skills to increase conversion rates and referrals, techniques and scripting for the new patient phone call & exam, and intensive training for doctor, staff, and treatment coordinators to effectively help build profitability with clear aligners in your practice.

Advanced Treatment with Clear Aligners

Dr. Ken Fischer presents an 8-hour course on advanced techniques and concepts for treating patients with clear aligners. Covered topics include treatment specifications for "difficult" cases, when and how to use auxiliaries in clear aligner treatment, hands on exercises, and much more. 

If you have any questions, contact your sales rep at (888) 331-3323.

*Promotional pricing available for a limited time only, subject to discontinuation without notice.