The First Appointment Advantage

This confidential training module, “The First Appointment Advantage,” developed by Martin Denbar, DDS, and Eric Northey for Texas Dental Sleep Services (TDSS), aims to equip dental professionals with strategies to enhance patient engagement for Obstructive Sleep Apnea (OSA) care. It outlines a structured six-step workflow from initial scheduling and insurance collection to examination and financial presentation, emphasizing clear communication and empathetic patient interaction. The guide also details various patient referral pathways (e.g., current dental patients, medical referrals, marketing leads) and provides methods for overcoming common objections, particularly regarding cost, by leveraging a “Feel, Felt, Found” framework and highlighting the comprehensive value of oral appliance therapy. Ultimately, it seeks to build patient confidence and facilitate lasting relationships in delivering sleep care.