1. The Disruption (Challenge the Model)
Patients accept that Dental Insurance is "different."
They think it's normal to have a "Cap" on healthcare.
It is not normal. It is a historical accident.
2. The Anchor (The Familiar Experience)
Imagine you buy a brand new Mercedes. You crash it. The engine cracks.
Your insurance agent says: "We only cover the tires and wipers. The engine is 'optional'."
That is insanity. Yet this is Dental Insurance. They cover Cleanings and Fillings, but the Engine (Root Canal/Crown)? You're on your own.
3. The Reorganization (The "Oh" Moment)
Your patient believes they are "Full Coverage."
When you tell them they owe $2,000 for a crown, they feel scammed — by you, not the insurance.
The insurance model creates Mistrust between you and the patient.
4. The Why (The Mechanism)
This is "Authority Bias."
Patients view Insurance Companies as authoritative. "If they say it's not covered, it must not be standard care."
You have to show them the Insurance Company is a casino, not a doctor.
5. The Solution (Compression)
The Separation Rule:
Verbally separate Clinical Necessity from Financial Benefit.
The Script:
"Mrs. Jones, we have to treat the mouth like the rest of the body. If this were your heart, we wouldn't ask what the coupon covers. We are going to save this tooth because it's part of your health. We will use the insurance for whatever help they give, but we aren't going to let them choose the outcome."