2021 Insurance Protocol Changes that can affect your HST and OSA patients!

Do you want to overcom the new insurance protocols that can
slow down treatment and payment approval times?

Dr. Howard J Hoffman and Elite Sleep have put together a summary of reported changes that may minimize or eliminate these potential “glitches”.

I am Dr. Howard J. Hoffman and I would like to share new information with you regarding Obstructive Sleep Apnea (OSA) and Home Sleep Testing (HST) Insurance Protocols changes.

But first let me share with you some of the reports we have gathered from offices due to the new protocol changes.

  • Delays in treatment approvals
  • Rejections for treatment options when new HST documentation aren’t followed
  • Increased requests for more information
  • Rejections for missing documentation
  • Rejections for not using the EXACT Required Wording in chart records

The biggest change is the Impact on options for changing treatment modalities for 5 years if not documented “properly” from day 1

Is this something you are already experiencing?
Do you need assistance on how to adhere to new insurance protocol updates?

This may affect your office in many ways:

Affect 1

Patient and Doctor Frustration in Timely Treatment

Affect 2

Patients blaming the doctor and the office for the delays or rejections

Affect 3

Patients upset about increased financial obligations due to decreased payments or rejections from their insurance carrier

This may present new challenges to the effectiveness of your treatment
for your patients and your BOTTOM LINE.


Decreased patient treatment acceptance

Lower payments by Insurance Carriers

Increased TIME spent by Billing department in dealing with approvals, rejections, requests for information, appeals

Employee performance due to job frustrations and dissatisfaction

Change is unavoidable, Time to Update!


Suggestion 1

Face to Face visit requirements for approvals

Suggestion 2

What constitutes a VALID HST?

Suggestion 3

Time requirements for Valid Test for Treatment (1 or 2 years) depending upon the carrier

Suggestion 4

What words to incorporate into the Mandatory Face-to-Face “Report of Findings” visit to allow for treatment options (ie Oral Appliance Therapy, Inspire, or other surgeries), if changes are necessary during the course of treatment.
(Some changes may be allowed, however, they may need additional visits, tests, and additional documentation to validate the necessity for changes)

Suggestion 5

Prescriptions for Oral Appliance Therapy may require inclusion of specific details to be accepted by the insurance carrier. We have included a downloadable, PDF that can be filled out online for your use. Modify as you please.

Oral Appliance Therapy (OAT) using a Dental Mouthpiece (Mandibular Repositioning Device) may be a viable option, if your patient has mild or moderate OSA and cannot or will not use PAP therapy.
Oral Appliance Therapy may be used for Severe OSA for your patients who have tried or refused to try PAP, and therefore, cannot or will not comply with PAP or surgery options.

Suggestion 6

7 Questions to Ask a Dentist Prior to Referring a Patient for Oral Appliance Therapy

Please note: If your patient fails at PAP therapy, and hasn’t changed mode of therapy within 90 days, and documented the return of the PAP machine, there may NOT be allowable insurance coverage for any therapy for 5 years! (Every policy may be different. Insurance carriers may, at their discretion, allow for changes (with your documentation of necessity). Please check with each carrier and each policy for contractual obligations.

This is Where the BIG REVEAL happens


Now it's time to present your offer as the perfect solution to everything you've been talking about so far in your story.

While we were holding back before, it's now time to be very specific. Talk about your product, what it is, what your customer gets when they purchase. At this point, after all the buildup, your readers really want to know what you have to offer, so don't hold back.

  1. 1
    Show a product image: it's always a good idea to have a visual representation of your product. It makes it more tangible and more "real" in your reader's mind.
  2. 2
    The power of the points list: use this list to emphasize the most important benefits of your product.
  3. 3
    Benefits over features: for every feature your product has, try to translate it into a benefit (i.e. a positive end-result your customer will get).
Product Name
Product Name

What People Are Saying About Our Solution

“Social proof comes with customer testimonials.”

"Customer testimonials are a powerful conversion element. Display them here to demonstrate that your product has many customers and that those customers are very happy with their purchase.

We like to do what many others have done already. There's safety in numbers. Testimonials can be used to give your visitor that sense of safety."

Shane Melaugh
- Job Title or Role

“Here's what the perfect testimonial looks like..."

“The perfect testimonial looks a lot like this one: it has a heading (this shows the best part of the testimonial), one or two paragraphs of text, an image, a name and (optionally) a role to go along with the name. Also note the use of quotation marks in the testimonial text."

Samantha Allen
- Job Title or Role

“Can you ever have too many testimonials?"

“It's a fair question: can you have too many testimonials?

The answer is: you can, but the problem is usually not the amount but the quality of the testimonials. If you have good, enthusiastic and real testimonials that mention specific details and benefits, don't shy away from adding 10, 15, 20 or even more to the page.

Just don't add a ton of boring or generic testimonials.

Shane Melaugh
- Job Title or Role

Welcome to the Main Purchase Section

Here we have a highly attractive purchase section. We display another paragraph of text, which is a strong call to action to your readers. In addition, we have a product image, unmissable large button and some guarantee and safety symbols.

Product Name
Product Name

100% Satisfaction Guaranteed

Secure Payment

A Few More Testimonials to Prove it Works for Real People

“Keep displaying testimonials for social proof."

“Here, we have a second testimonials section, right after the purchase section. Now that we've asked the reader to pull the trigger, they might feel some resistance and testimonials can help reassure them.”

We like to do what many others have done already. There's safety in numbers. Testimonials can be used to give your visitor that sense of safety.

Shane Melaugh
- Job Title or Role

“Pick the right kinds of testimonials to show here..."

“If you have any testimonials that include stories of how a customer had some doubts about your product, but was then won over by the high quality, your friendly support etc. those are perfect for displaying in this area of the sales page."

Samantha Allen
- Job Title or Role
Shane Melaugh

Creator of [Product Name]

About the Author

When selling online, it's easy to forget that people prefer buying things from other people. If there's any element of personal branding in your product, use this section to write a few paragraphs about yourself.

Keep it short, as this page is about your product, not your life story. But a few personal details mentioned here can help build rapport with your reader. It's a reminder that there's a real, trustworthy person behind this product and they aren't buying from a faceless corporation.

It's Time to Start Addressing Your Visitor's Last-Minute Objections

After the first call to action, use testimonials, case studies, more points lists and more text blocks to address all possible objections your visitors may have. Knowing these objections is very important... and you can learn all about them by talking to your customers and visitors. Give them a way to communicate with you and you'll quickly learn what's on your reader's mind as she goes through this page.

This part of the sales page can be a lot longer than it is in this template. There may be many objections that come up and you can address them all. If you dedicate a separate text block or a sub-heading to each one, your visitors can easily find the ones they have on their minds and skip the rest.

Use Sub-Headings Before Every Major Objection You Address

People are risk averse. We dread making a mistake and wasting our time and money on something that turns out to be rubbish. This is the part of the sales page where you can appease all those worries. One of the most important things you must learn about people in your market is what kinds of objections they have, so that you can effectively address them here.

Advantages vs Disadvantages

Here's a section that you can use for many purposes. For example, you can use it to showcase how your solution is better than other solutions out there. Or, compare the problems your reader is facing right now with the great solutions they'll enjoy once they purchase.

The Pros List

  • Proin arcu nulla, varius sit amet ligula ut, porta convallis dui.
  • Nullam feugiat est porta, semper felis iaculis, luctus nisi.
  • Aliquam ac ipsum convallis, dignissim lacus ut, maximus enim.
  • Phasellus nec arcu non augue egestas
  • Duis accumsan, dui et semper

The Cons List

  • Proin arcu nulla, varius sit amet ligula ut, porta convallis dui.
  • Nullam feugiat est porta, semper felis iaculis, luctus nisi.
  • Aliquam ac ipsum convallis, dignissim lacus ut, maximus enim.
  • Phasellus nec arcu non augue egestas
  • Duis accumsan, dui et semper
Product Name
Product Name

Here's a "What You Get" Section (Plus the Second Call to Purchase)

  • Vivamus sit amet lacus eu odio lacinia efficitur venenatis quis tellus. Ut eget
  • Sed egestas diam vel iaculis dapibus.
  • Fusce tortor lorem, fringilla et tortor
  • Pellentesque non facilisis purus, id
  • Facilisis purus, id lorem ipsum ultrices
  • Ultrices erat nubia nostra himenaeos.

100% Satisfaction Guaranteed

Secure Payment

100% Satisfaction Guarantee

You are fully protected by our 100% Satisfaction-Guarantee. If you don't get [a specific benefit that your product promises] by [a specific span of time in which you guarantee your product to yield results], just let us know and we'll send you a prompt refund.

Frequently Asked Questions

Why add an FAQ section like this?

How about adding a contact link?

What about exit intent lightboxes?

What questions belong here?

Have you tried a chat widget?

Answer questions, save space.

P.S.: Welcome to the post script section of the page. You can have one or several of these. This part is all about loss aversion. Here is where you can remind your reader that if they don't jump on this opportunity right now they will be missing out.

After the post scripts, use the link below to link to your purchase section or the checkout page.

Copyright - Howard J. Hoffman DDS