1. Make an effort to have an adult attend.
This isn't always possible, but whenever appropriate, encourage a parent or other adult to attend the retention conference.
There are several advantages:
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A second set of eyes and ears can help reinforce proper retainer care and wearing instructions.
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It provides an opportunity to hear firsthand feedback about the patient's experience with your practice.
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Most importantly, it creates a natural opportunity to ask for referrals.
Parents who have had a positive experience with your practice are among your most valuable sources of new patients. Don't overlook this opportunity simply because treatment is ending.
Here's an example of an easy way to ask for referrals at the retention conference:
"I'd like to get your advice on something. About half of our new patients are referred by other patients and parents. We really appreciate that, and we want to do everything that we can to encourage referrals. From your perspective, what can we do better or differently to increase recommendations from our patients and parents?"
**LISTEN TO WHAT THEY HAVE TO SAY**
"I appreciate your comments. We take this seriously. We have to renew our entire patient base about every two years and we rely heavily on people like you who recommend us to their friends and family."
*If the patient/parent cannot give you any advice at that time, ask that they call you if they think of anything later.
2. Emphasize that retention is part of the treatment, not an afterthought.
Patients have invested significant time and money in creating their new smile. Make sure they understand that keeping those results requires an ongoing commitment.
Be direct:
"Your teeth will move if you don't wear your retainers. The only way to recover could be through retreatment and additional expense."
Discuss proper retainer wear, care and storage, as well as what the patient should do if a retainer is lost, damaged or no longer fits.
The goal is to make sure the patient leaves understanding that retention is their responsibility from this point forward.
3. Put the responsibility for retention where it belongs—with the patient.
During active treatment, your team takes responsibility for guiding the patient's orthodontic care. Once treatment is complete, the patient assumes a much greater role.
Make that transition clear:
"Only you can keep your teeth straight from this point on."
This simple statement can help patients understand that the results they've worked for aren't automatically permanent. Their daily choices will determine how well those results are maintained.
4. Reinforce the relationship with the referring dentist.
The end of orthodontic treatment is also an excellent time to remind patients about the importance of maintaining regular dental care. Encourage the patient to return to their general dentist for ongoing examinations, cleanings and preventive care. This both encourages patients to continue with excellent hygiene practices, and reinforces the referring dentist.
Remember, the more good things you can say about a referring dentist, the more likely they are to refer to you in the future.
