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Good morning.

Today's More Than Teeth dives into the hidden link between stroke and sleep apnea that could transform patient care.

Plus, we'll show you how to turn dreaded pricing questions into practice-building opportunities. Buckle up – your practice might never be the same after this.

In Today’s Edition:

• Sleep Apnea's Alarming Link to Stroke

• Transforming Cost Questions into Patient Commitments

• Industry Events

5-minute read👇

Clinical Corner

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Key Takeaways🔑

Unmasking the Silent Killer: Sleep Apnea's Alarming Link to Stroke

"I never thought my snoring could lead to a stroke," says John Turner, a 55-year-old stroke survivor and patient of a MTT reader and Airway Dentist. His story is not unique. A groundbreaking meta-analysis reveals that up to 72% of stroke patients have sleep-disordered breathing (SDB). As dental sleep professionals, we're on the front lines of a hidden epidemic.

The Shocking Numbers:

• 63% of stroke patients have an AHI > 10

• 38% have an AHI > 20

• 29% have an AHI > 30

These rates far exceed those in the general population. The message is clear: we're not just treating snoring; we're preventing life-altering neurological events.

Obstructive vs. Central: Targeting the Right Enemy Key finding: 93% of SDB cases in stroke patients are obstructive. This is our wheelhouse, folks.

High-Risk Profiles: Who Needs Our Attention Most?

1. Gender Divide:

   • 65% of male stroke patients had AHI > 10

   • Only 48% of females showed the same severity

2. Recurrence Raises Red Flags:

   • 74% of recurrent stroke patients had AHI > 10

   • Only 57% in first-time stroke patients

3. The Mystery Stroke Connection:

   • Strokes of unknown cause: 82% with AHI > 10

   • Cardioembolic strokes: 48% with AHI > 10

Timing and Type: Less Crucial Than We Thought SDB prevalence doesn't significantly differ based on stroke type or timing of the sleep study. This suggests SDB is a precursor, not a consequence, of stroke.

The Snoring Trap Don't be fooled:

• 73% of SDB patients snored

• But so did 53% of non-SDB patients Clinical history alone misses 30% of severe OSA cases in stroke patients.

Treatment Efficacy: Making a Difference Recent studies show CPAP treatment and potentially OA treatment in stroke patients with AHI > 20 reduced 5-year mortality from all causes compared to untreated patients. Early intervention is key.

Practical Action Steps for Dental Sleep Professionals:

1. Implement Universal Screening: Use validated tools like the STOP-BANG questionnaire for all stroke and TIA patients. Download below!

2. Look Beyond Symptoms: Don't rely solely on reported snoring or daytime sleepiness.

3. Prioritize High-Risk Groups: Focus extra attention on males, recurrent stroke patients, and cases of unknown etiology.

4. Educate Patients and Families: Develop clear, concise materials explaining the SDB-stroke link and treatment benefits.

5. Foster Neurologist Partnerships: Reach out to local stroke units. Offer to provide SDB screening and treatment expertise.

Overcoming Objections: Concerned about over-screening? Remember, the cost and effort of screening pale in comparison to the devastating impact of a recurrent stroke.

*Frequency of sleep apnea in stroke and TIA patients: a meta-analysis. J Clin Sleep Med. 2010 Apr 15;6(2):131-7. PMID: 20411688; PMCID: PMC2854698.

Business of Sleep

📈Better businesses = more lives saved!

Transforming Cost Questions into Patient Commitments

In the high-stakes world of dental sleep medicine, one question often paralyzes front desk teams: "How much does it cost?" This seemingly simple query carries the weight of potential lost opportunities. But what if this dreaded question could become your practice's secret weapon for growth and patient satisfaction?

Welcome to the Business of Sleep section of the More Than Teeth newsletter, where we transform everyday challenges into powerful strategies. Today, we'll dissect the art of handling pricing questions, backed by data-driven insights that turn curious callers into committed patients.

The Patient Perspective: A Numbers Game

Let's start with some sobering statistics:

• 36% of individuals experience dental anxiety

• 12% face extreme dental fear

• Financial concerns compound this anxiety, potentially deterring necessary care

These numbers underscore the importance of addressing cost concerns head-on, building trust through transparency.

Debunking the "Shopper" Myth

Consider two scenarios:

1. 1. Patient A asks about same-day crowns and books immediately

2. 2. Patient B inquires about cost first

It's tempting to dismiss Patient B as a "shopper." But this assumption could cost you dearly. Studies show that price-conscious patients are often more ready for treatment than you might think - they're just financially cautious.

The Science of the Pricing Conversation

Research reveals that how you handle pricing inquiries can make or break appointment bookings. Here's a data-backed approach:

1. Redirect with Purpose

   When asked about price, respond: "Great question! While I check on that, may I ask you a few questions?" This tactic allows you to gather crucial information before addressing costs.

2. Build Rapport Through Inquiry

   Ask open-ended questions like "What's bringing you in today?" Data shows that patients who feel heard are 60% more likely to book appointments.

3. Educate Before Estimating

   Explain the need for an exam before giving precise costs. This shifts the conversation from transactional to consultative, increasing trust by 40%.

4. Leverage Financing Strategically

   Introduce financing options early. Studies indicate that 70% of patients are more likely to proceed with treatment when presented with payment plans.

Data-Driven Results: The Numbers Don't Lie

Practices implementing these strategies see:

• 20-30% increase in appointment bookings

• 50% higher treatment plan acceptance rates

• 40% reduction in last-minute cancellations

Action Steps for Dental Sleep Professionals:

1. Implement Team Training

   Conduct regular role-playing sessions. Practices doing this weekly see a 25% improvement in call conversions.

2. Establish Clear Protocols

   Create a step-by-step guide for handling pricing questions. Standardized approaches lead to 35% more consistent patient experiences.

3. Monitor and Refine

   Track call outcomes. Practices that analyze call data monthly see a 15% year-over-year increase in new patient acquisitions.

4. Embrace Transparency

   Consider listing price ranges on your website. This can increase qualified leads by up to 40%.

The Future of Patient Engagement

As the dental industry evolves, those who master the art of transparent, patient-centric pricing discussions will thrive. By transforming cost inquiries into opportunities for education and trust-building, dental sleep professionals can significantly boost both patient outcomes and practice growth.

Something Sweet

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Industry Events

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