By: Bridget Burris

A mom brought her kids into an office I was visiting last week and she was keen to begin treatment. Her employer provided her and her family with access to a Health Savings Account so she wanted to utilize this incredible benefit to pay for braces for her two children. I listened to the TC discuss financing with the mother and it went something like this:

 

TC: Ok mom, we can start today with a down payment of X and monthly payments of Y.

Mom: I would rather wait until the first of the year and utilize my HSA for my down payments and also for my monthly payment because my HSA renews at the beginning of each year.

TC: Ok, we can schedule you to come back in January and get started then.

 

This type of conversation is typical of the offices I consult with and the TCs I’m evaluating. It is a fine way of doing things but I would like to offer an alterative approach to financing patients with HSAs, especially at this time of year. I went into the TC room and here is the conversation I had with mom:

Bridget: Mom, what if we could put the braces on your boys today and make financial arrangements that allowed you to fully utilize your HSA?

Mom: That sounds fantastic, how would that work?

Bridget: We love making people smile and since your employer has provided you with such an awesome benefit, it is particularly easy in your case. Here is what we will do. The doctor said that both the boys have 24-month treatments so their cases will span three calendar years – 2015, 2016 and we should finish treatment by October 2017. So to make things convenient for you and the boys we will put the braces on today and make three equal annual payments in January of 2016, January 2017 and January 2018. How does that sound?

Mom: Fantastic! Wow, you would do that for me?

Bridget: Of course! We are more than happy to do so. Let’s do some paperwork and get going!

Mom: Thanks so much! I’m so excited. This is so easy.

Bridget: I’m so glad you’re pleased. Be sure to tell all your co-workers how easy it is to take care of their kids’ braces here at Dr. X’s office because your employer has provided such an awesome benefit. We have lots of adults who utilize their HSA to get braces as well.

 

I assume you can see how well this will work? I assume you can see how this would grow a practice? I assume you guessed that I left that consultation room, went and found the marketing person and told her to make sure she goes and visits the employer in question to explain what Dr. X’s office can do for their employees!?!?