The Dental MeTaMorphosis - The Profitable Dentist
The Dental MeTaMorphosis - The Profitable Dentist
The Dental MeTaMorphosis - The Profitable Dentist
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<strong>The</strong> <strong>Profitable</strong><br />
<strong>The</strong> <strong>Dental</strong><br />
<strong>MeTaMorphosis</strong><br />
Real-Life Reasons<br />
Your Patients Leave<br />
spriNG ‘08<br />
N e w s & I n f o r m a t i o n t o I n c r e a s e t h e P r o f i t a b i l i t y o f Yo u r P r a c t i c e<br />
®<br />
What’s Up<br />
With Deep<br />
BleachingTM Now?<br />
A New Approach<br />
to Composites<br />
<strong>The</strong> Road to True Happiness
Hurry ... offer expires March 31, 2008.
sTaFF<br />
Editor-in-Chief<br />
WOODY OAKES, DDS, FAES<br />
Associate Editors<br />
CRAIG CALLEN, DDS<br />
Executive Vice President of<br />
Operations/Finance<br />
DELAINE STEWART<br />
Executive Vice President of<br />
Marketing/Seminars<br />
CAROLYN SHOUSE MILLS<br />
Shipping Manager / Seminar Assistant<br />
LISA MERKEL<br />
Public Relations Liaison<br />
DONNA ARNOLD<br />
Front Office Coordinator /<br />
Administrative Assistant<br />
CHRISTY CLAYWELL<br />
Account Executive<br />
JENNIFER JONES<br />
Graphic Designer<br />
SUSAN VANDYKE<br />
<strong>The</strong> <strong>Profitable</strong> <strong>Dentist</strong> Design<br />
LEAH TAYLOR<br />
Taylor & Associates<br />
eDiToriaL aDVisorY BoarD<br />
DR. MICHAEL ABERNATHY McKinney, TX<br />
DR. BILL DORFMAN Los Angeles, CA<br />
DR. DAVID HORNBROOK La Mesa, CA<br />
DR. MARK HYMAN Greensboro, NC<br />
CATHY JAMESON Davis, OK<br />
DR. BILL KIMBALL Encinitas, CA<br />
DR. ROGER LEVIN Baltimore, MD<br />
DR. TOM ORENT Framingham, MA<br />
DR. STEVE RASNER Bridgeton, NJ<br />
DR. LARRY ROSENTHAL New York, NY<br />
DR. ROY SMITH Tyler, TX<br />
DR. BILL STRUPP Clearwater, FL<br />
Call Toll-Free: 1-800-337-8467<br />
Fax: (812) 949-8535<br />
Email: EID@theprofitabledentist.com<br />
© 2008 Excellence in <strong>Dentist</strong>ry, Inc., Publisher. Copyright enforced – no part of<br />
this publication may be reproduced without written permission. This publication is<br />
designed to provide reliable information in regard to the subject matter covered.<br />
However, it is sold with the understanding that it does not replace the need for<br />
advice from your personal, competent professional advisors.<br />
S p r i n g 2 0 0 8 | I s s u e 2 2 4<br />
Contents<br />
iN eVerY issUe<br />
Puzzle Piece 43<br />
Dont Forget Your Promises”<br />
by Dr. Woody Oakes<br />
Products & Solutions 44<br />
A Word from our Readers 44<br />
eDiToriaL<br />
A Word From Woody 4<br />
In the Spotlight 5<br />
<strong>The</strong> Road to Happiness 6<br />
By Dr. Johnny Savage<br />
praCTiCe MaNaGeMeNT<br />
“How to Handle Druggies” 8<br />
By Dr. Woody Oakes<br />
Seven Real-Life Reasons Your Patients Leave 9<br />
By Fred Joyal<br />
Case Acceptance 12<br />
By Dr. Mike Abernathy<br />
<strong>The</strong> <strong>Dental</strong> Metamorphosis 14<br />
By Dr. Guy Moore & Linda Camoriano<br />
Credit Repair: <strong>The</strong> Truth About What Can and Cannot be Done 17<br />
By Laurence H. Michelson<br />
Your New, Low Cost Employee ... Smile Reminder TM ! 19<br />
By Craig Callen<br />
Submitting Patient Information Online is Simple, Secure & Time Saving 20<br />
Dr. Keith D. Rossein<br />
An Interview with Dr. Jimmy Eubanks,<br />
founder of <strong>The</strong> Eubank Institute for Advanced Clinical Education 24<br />
Long Term Facility Requirements: What’s Your Plan? 27<br />
By George D. Vaill<br />
CLiNiCaL/TeChNiCaL<br />
Crown & Bridge Problems How To Fix <strong>The</strong>m! 28<br />
By Dr. Michael Curtis<br />
What’s Up With Deep Bleaching TM NOW?? 32<br />
An interview with Dr. Rod Kurthy<br />
Stress-Free, Easy and <strong>Profitable</strong> Dentures 35<br />
By Dr. John Lyons<br />
A New Approach to Composites 37<br />
By Dr. Dennis Brown<br />
hoW To reaCh Us<br />
aDDiTioNaL NeWs<br />
Telephone: 1-800-337-8467 or 1-812-949-9043<br />
Payments by North American Bancard 36<br />
Mail: <strong>The</strong> <strong>Profitable</strong> <strong>Dentist</strong><br />
By Leo Townsend<br />
3211 Grantline Road, Suite 20<br />
New Albany, IN 47150<br />
Fax: 1-812-949-8535<br />
Email: eid@theprofitabledentist.com<br />
<strong>The</strong> Shocking Truth 40<br />
about the U.S. Legal System!<br />
By Douglass Lodmell, J.D.<br />
Website: 1 - 8 www.theprofitabledentist.com<br />
0 0 - 3 3 7 - 8 4 6 7 2 0 0 8 S P R I N G
a Word<br />
from<br />
Woody<br />
Welcome to the Spring issue of “<strong>The</strong> <strong>Profitable</strong> <strong>Dentist</strong>”!<br />
We sense that all of you are ready to put the cold weather season<br />
behind you and move into the Spring and Summer seasons?<br />
I’ve just returned from an extended stay at my place in Sandestin,<br />
Florida and hope that many of you are making plans to join us April<br />
17-19, 2008 for our annual “Spring Break” Seminar!<br />
We anticipate a record crowd this year so please make plans now for<br />
you and your team to attend. (See page 7 for details.)<br />
<strong>The</strong>re are a lot of great articles in this issue of “<strong>The</strong> <strong>Profitable</strong><br />
<strong>Dentist</strong>” that we know you’ll enjoy. And as always, we welcome<br />
your suggestions and feedback.<br />
Until next time, take care.<br />
Regards,<br />
Woody Oakes, DDS<br />
Editor-in-Chief<br />
of the only marketing program that Dr. Woody Oakes, Greg Stanley and other experts<br />
endorse because it gives the highest return on any advertising program in dentistry!<br />
Now you don’t have to pay a fortune (OR sign a contract) to<br />
target New “Fee-for-Service Patients” that have just moved into<br />
your zip code.<br />
• First, we mail a full-color, highly personalized introductory<br />
letter with powerful new-patient offers that really work!<br />
• <strong>The</strong>n, we follow up two or three times with our unique<br />
full-color, proven, personalized publication every 30 days for an<br />
unbelievably low price!!<br />
This proven program will flood your practice with “New Patients!”<br />
• We’ll get you an average on your advertising investment.<br />
• No one else can do this for you!<br />
Attract those New Patients before the dentist down the street gets them!<br />
For a FREE information<br />
packet, call today!<br />
Woody on the beach in Sandestin<br />
making sure every aspect of the<br />
Destin 2008 Seminar is perfect.<br />
See you there!<br />
����������������<br />
S P R I N G 2 0 0 8 www.<strong>The</strong><strong>Profitable</strong><strong>Dentist</strong>.com<br />
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iStockphoto.com/ailime<br />
Consulting for this<br />
Generation<br />
aegis progressive solutions<br />
Change. It can be felt. It can’t be avoided.<br />
It won’t be ignored.<br />
Regarding change, author Alan Cohen said, “It takes<br />
a lot of courage to release the familiar and seemingly<br />
secure, to embrace the new. But there is no real security<br />
in what is no longer meaningful. <strong>The</strong>re is more security in<br />
the adventurous and exciting, for in the movement there is<br />
life, and in change there is power.”<br />
It is the best or worst of times for dentists depending<br />
on how they are approaching change. Changes in culture<br />
and consumerism are occurring so rapidly that many business<br />
owners are being caught with their eyes wide shut<br />
and are failing to compete and survive. <strong>Dental</strong> franchises<br />
are threatening traditional practices and popping up<br />
everywhere offering lower prices, same-day dentures, and<br />
on-the-spot comprehensive care. Business is changing.<br />
<strong>Dentist</strong>ry is changing and in the changes there is power.<br />
<strong>Dentist</strong>s get advice from all sorts of well-meaning<br />
advisors. <strong>The</strong> advice amazingly suggests the exact opposite<br />
of what should be done. Many dentists are confused in a<br />
cloud of consulting white noise and can’t seem to determine<br />
what is right, what will work, or whose advice to follow.<br />
Because the business of dentistry is changing so<br />
much, so quickly, this “white noise” and yesterday’s<br />
tactics aren’t good enough. Out-of-the-box thinking, new<br />
perspectives, and modern solutions are necessary for survival,<br />
prosperity and extreme practice growth. It is time to let go<br />
of out-dated advice that just isn’t producing lasting results<br />
and take courage in something exciting.<br />
Aegis Progressive Solutions is an inviting power, a<br />
fresh presence, a new force in the business of dentistry that is<br />
changing dentists’ philosophies and producing extreme results.<br />
Aegis provides Consulting for this generation.Consulting for<br />
this generation knows dentistry and business.<br />
Too many times the person telling you how to build a<br />
super-profitable practice has never even touched a patient<br />
or built a successful practice themselves. Dr. Moore has<br />
cared for thousands of patients and been involved with many<br />
multi-million dollar practices. In just a couple years, he<br />
built a $900,000 practice into a extraordinary $3,000,000<br />
single-practitioner dental practice.<br />
<strong>The</strong> Vice President of Aegis, Linda Camoriano,<br />
presents years of clinical experience as an EFDA as well<br />
as educational and professional experience in marketing,<br />
communications, and public relations. Every Aegis em-<br />
In THe spoTlIgHT<br />
ployee is a top-notch<br />
dental professional<br />
who has combined<br />
clinical and business<br />
experience. <strong>The</strong>y are edgy and speak today’s language for success!<br />
<strong>The</strong>y bring the best of dentistry and business to your office.<br />
Consulting for this generation is comprehensive and<br />
uses the “Focus On Five” approach. <strong>The</strong> approach combines<br />
Message – Marketing – Momentum – Management – Money and<br />
offers comprehensive, congruent systems in one, all-you-need,<br />
affordable program.<br />
Message – Creating (or recreating) and establishing<br />
business identity. Centering the practice. Branding.<br />
Marketing – a strategic campaign to dominate the<br />
marketplace and increase the flow of new patients to at<br />
least 100 per month.<br />
Momentum – Creating the bandwagon effect. When new<br />
patient flow reaches a really good “critical mass” where<br />
the practice begins to take on an energy working to<br />
meet the demands.<br />
Management – Implementing a fresh, efficient business<br />
model and team approach to accommodate increased<br />
patient flow, higher production, and overall practice<br />
growth, in a low-maintenance, stress-free environment.<br />
Money – Make a lot more with fewer headaches. Use<br />
Aegis’ unique, modern approach to financing, which<br />
removes obstacles to case acceptance and higher<br />
production and almost totally eliminates collections.<br />
Consulting for this generation is visual and hands-on.<br />
Aegis doesn’t just tell you what to do, they show you or do it<br />
for you. <strong>The</strong>ir consultants recommend and implement procedures<br />
and protocol. <strong>The</strong>y even “scrub up” to provide clinical<br />
coaching and live case presentations.<br />
You deserve to make a lot of money and you deserve to<br />
enjoy everyday you’re working. Aegis brings vision and contagious<br />
enthusiasm to you and your staff.<br />
Aegis clients across the nation are approaching change<br />
head on; they are not afraid of it nor are they ignoring it.<br />
Instead, they are inviting it!<br />
Go to www.aegisprogressive.com to contact Dr. Moore and<br />
Linda. See information about their upcoming seminar on page. 15.<br />
1 - 8 0 0 - 3 3 7 - 8 4 6 7 2 0 0 8 S P R I N G
editorial<br />
<strong>The</strong> road to happiness<br />
By Dr. Johnny Savage<br />
This “epiphany” came to me several months ago while I was<br />
thinking about happiness. So I stopped and wrote down this<br />
insight before I forgot it. That will happen at 73!!<br />
Also, I wrote my thoughts down about this idea and wanted to<br />
share it with you. I have had an opportunity to share it with two<br />
different gurus and have gotten a tremendous response.<br />
Your ego wants you to be bigger,<br />
better or to have more than others.<br />
As you see on the diagram, the ego<br />
will always cause you to think on a<br />
horizontal plane back and forth from<br />
past to future with ego controlled<br />
thoughts leading the un-happiness in<br />
the present moment.<br />
For example: How do you feel when<br />
you have resentment toward others,<br />
judge or feel superior. Certainly we<br />
realize that thoughts of fear, envy,<br />
hate, worry or guilt do not add joy to<br />
our lives. What about trying to force<br />
or change your spouse, children, or<br />
friends. It never works! We all know<br />
that! For the rest of your life, think of<br />
these ego thoughts as horizontal and it<br />
will help you to change.<br />
For happiness, vertical thoughts<br />
are much superior and I believe<br />
they come from Source – the Creative<br />
Power of the universe – we know as<br />
God. Just think of how you feel when<br />
you have an attitude of gratitude for all<br />
the things in your life.<br />
And don’t we all know that we have<br />
to forgive everyone who has ever<br />
hurt us in any way. We all want to be<br />
accepted and approved. We love to<br />
be around people who are kind, caring<br />
and considerate. It is a special blessing<br />
to be with these persons.<br />
<strong>The</strong>se are all vertical thoughts that<br />
lead to peace, serenity, and happiness<br />
“powerful insight #1”<br />
A good description of your ego is<br />
that it is a “Psychological<br />
dis-functional relationship with<br />
the present moment”<br />
Past<br />
Ego<br />
Criticize, Condemn, Complain,<br />
Envy, Rigid, Resentment,<br />
Judgement, Blame, Superior<br />
<strong>The</strong> ego always wants you<br />
to be bigger, better or have<br />
more than others. <strong>The</strong> ego will<br />
always cause you to think on<br />
a Horizontal Plane from Past,<br />
Present, and Future leading<br />
to unhappiness in the present<br />
moment!<br />
for you. Thus if you will begin to think of your thoughts as<br />
vertical or horizontal you will get an instant insight as to whether<br />
you need to change and make yourself happier. By asking this<br />
first important question with any thought: “Am I vertical or<br />
horizontal?” You can improve your happiness in any moment.<br />
Vertical or horizontal has made a big impact on my happiness<br />
and I hope it will be of benefit to you.<br />
<strong>The</strong> Road To happiness<br />
By Johnny Savage<br />
October 2007<br />
Peace, Serenity and Happiness<br />
Unconditional Love<br />
Love<br />
Happiness<br />
Joyfulness<br />
Helping Others<br />
Giving<br />
Non-Judgemental<br />
Honesty<br />
Virtuous<br />
Present Awareness<br />
Kind<br />
Caring<br />
Thoughtful<br />
Compassion<br />
Acceptance<br />
Forgiving<br />
An Attitude of Gratitude<br />
Source<br />
<strong>The</strong> Creative Power of the Universe<br />
GOD<br />
“powerful insight #2”<br />
<strong>The</strong> most important question<br />
to ask yourself in any moment<br />
“Am I horizontal or vertical in my<br />
thoughts and actions?”<br />
Fear, Force Control, Hate,<br />
Righteous, Dictatorial, Anxious,<br />
Arrogant, Anticipate, Worry, Guilt<br />
S P R I N G 2 0 0 8 www.<strong>The</strong><strong>Profitable</strong><strong>Dentist</strong>.com<br />
Future<br />
Ego<br />
“<strong>The</strong> Solution”<br />
This simple question: Am I<br />
horizontal or vertical in any moment<br />
will give you a powerful<br />
insight if you need to change<br />
from horizontal to vertical to<br />
increase joy, peace, serenity<br />
and happiness in your life.<br />
Johnny has both dental and law degrees from Emory University in Atlanta. While in dental school at Emory, he was elected<br />
President of the student body. After graduation, he was a dentist in the Navy on an icebreaker for two trips to Antarctica.<br />
He then returned to Atlanta and served for ten years in the Georgia Legislature. He currently practices dentistry in the river<br />
swamps of northwest Florida, thirty miles from the closest town. He is very active tennis player and has a passionate interest<br />
in dentistry, philosophy, psychiatry, religion, politics, and happiness. Johnny has spoken to many professional and civic<br />
groups on these various topics.<br />
John Savage<br />
5419 Little Acre Road<br />
Ebro, Florida 32437<br />
(850) 535-2257
“Can You Say <strong>The</strong>se 7 Things<br />
About Your Practice?”<br />
• He produces $3,750/Hour<br />
• one single cHange added $1M/year<br />
• His practice does over $4M/year witH only one associate<br />
• tHe practice does $750,000 in Hygiene alone witH 55% net<br />
• He attracts 80 new sedation patients/MontH<br />
• His office is 6,500 square feet (on tHree acres), Has a detacHed<br />
exercise/weigHt rooM for tHe staff<br />
• He’ll be flying His private plane to our destin, florida seMinar<br />
If not, plan to attend dentIstry’s # 1 semInar!<br />
and… He’ll tell yoU eXaCtly HoW He does It!<br />
Destin 2008<br />
Here are 22 more reasons to attend:<br />
Sally McKenzie, CMC<br />
Keynote Speaker<br />
Dr. Mike Abernathy Dr. Bill Kimball<br />
Dr. Bruce Baird Dr. Rod Kurthy<br />
Dr. Earl Bergersen Dr. Lorne Lavine<br />
Dr. Jeff Blackburn Dr. Marc Liechtung<br />
Wendy Briggs, RDH Tom Limoli<br />
Dr. Clifton Georgaklis Vicki McManus, RDH<br />
Dr. Robert H. Gregg Dr. Wayne Mortenson<br />
Fred Joyal Dr. Roy Smith<br />
Gary Kadi Dr. Joe Steven<br />
Dr. Chris Kammer Dr. Pat Wahl /<br />
Ginny Hegarty<br />
18+ CE credit hours. Approval of credits subject to individual state guidelines.<br />
Excellence in <strong>Dentist</strong>ry is an ADA CERP Recognized Provider<br />
18+ CE<br />
Credits!<br />
AGD recognizes and accepts the ADA CERP approval for Fellowship and<br />
Mastership credit. Approval of credits subject to individual licensing authority.<br />
June 2009<br />
Call 1-800-DESTIN-7<br />
(1-800-337-8467)<br />
“We can’t reveal who this speaker is until<br />
the event, but he has the most amazing<br />
general practice I have ever seen!”<br />
says Dr. Woody Oakes.<br />
Need aNother reasoN<br />
to atteNd?<br />
“Anyone who is planning on hosting<br />
a dental meeting should study the<br />
magic and mastery of the excellence<br />
in dentistry meeting put on by Woody<br />
Oakes and his team. We attend at<br />
least 25 events a year and no one does<br />
it better!” Ron Joyal, Chief Mkting.<br />
offiCeR<br />
1-800-<strong>Dentist</strong>, los angeles, Ca<br />
“If you want to meet the best dentists—<br />
go to EXCELLENCE IN DENTISTRY”<br />
DR. loRin BeRlanD,<br />
Dallas, tX<br />
“I had a marvelous time at Destin and<br />
on a scale of 1 to 10, it was about a<br />
40!” DR. Mike BonneR,<br />
san antonio, tX<br />
“Great conference. Enjoyed all 3<br />
days, and discovered dozens of pearls.<br />
Liked it so much that I signed up our<br />
staff for next year’s conference. I’m<br />
convinced we can produce a million<br />
per year and I believe it can be done<br />
within 3 years or less. Thanks again.”<br />
DR. gene ZiegenhoRn,<br />
anDRews, sC<br />
Register<br />
Today!<br />
1 - 8 0 0 - 3 3 7 - 8 4 6 7 2 0 0 8 S P R I N G
PRACTICE MANAGEMENT<br />
8<br />
“how to handle Druggies”<br />
By Dr. Woody Oakes<br />
All of us have<br />
problems from<br />
time to time with<br />
folks seeking pain<br />
meds they don’t<br />
need. Here’s<br />
the office policy<br />
of Louisville<br />
Neurosurgical<br />
Specialists that<br />
nicely covers<br />
this touchy<br />
topic.<br />
Reprint from the<br />
Neurosurgical Specialists.<br />
PRESCRIPTION/DRUG POLICY<br />
Prescriptions will not be refilled after normal business hours, on holidays or weekends<br />
when the doctor on call does not have your records. This is for your safety and the safety of<br />
others. An early refill on your pain medicine will NOT be granted if you take more than the<br />
prescribed amount.<br />
Prescription refills should be called into your pharmacy. Your pharmacy will then contact the<br />
office. It will take up to two working office days to refill a prescription.<br />
Prescriptions will not be refilled if you have cancelled your last appointment, did not<br />
show for your last appointment, if you do not follow through with recommended medical<br />
treatment/testing, you have been discharged from the practice, or if you were to return only<br />
as needed (PRN). WE DO NOT PRACTICE PAIN MANAGEMENT.<br />
Prescriptions that have been lost (or discarded) will not be refilled.<br />
Prescriptions that have been stolen will not be refilled.<br />
During the time of your care in this office, unless we have referred you to a pain management<br />
specialist, this office will be the ONLY SOURCE OF YOUR PAIN MEDICINE. You may<br />
still receive other medication (for an example, antibiotics.) from your family doctor, but only<br />
ONE doctor should be prescribing your pain medication at a time.<br />
It is our legal duty to report to the authorities the name of a patient whom we believe may be<br />
taking, selling, or distributing narcotics or other medications illegally.<br />
We reserve the right to terminate the doctor-patient relationship in the even of any breech in<br />
this policy by the patient.<br />
I HAVE READ THE ABOVE AND UNDERSTAND THE PRESCRIPTION POLICIES.<br />
PATIENT SIGNATURE: ____________________________ DATE: ______________<br />
S P R I N G 2 0 0 8 www.<strong>The</strong><strong>Profitable</strong><strong>Dentist</strong>.com
When was the last time you took a close look at your patient<br />
database? If it’s been a while, many of your records could be<br />
outdated or inactive. While many dentists concern themselves<br />
with how many new patients are coming in the front door, few<br />
spend time figuring out why existing patients leave.<br />
At 1-800-DENTIST, we receive calls 24-hours a day from people<br />
looking for a dentist. <strong>The</strong> majority of these callers don’t currently<br />
have a dentist, but some admit they are searching for a new<br />
practice – and they are eager to tell us why. After working<br />
with thousands of practices and interacting with millions of<br />
patients, here are the primary reasons we’ve determined<br />
why patients leave...<br />
real-Life reasons<br />
Your patients Leave<br />
By Fred Joyal<br />
CEO & Co-Founder of 1-800-DENTIST<br />
#1 <strong>The</strong>y move away.<br />
According to the U.S. Postal Service, roughly 14%<br />
of the American population moves or changes addresses<br />
annually. More importantly, 8% move out of their current<br />
county—which means they probably aren’t going to keep<br />
the same dentist. So, in a large city, you can expect to<br />
lose 8-10% of your patients every year. Do you know<br />
which of your patients have moved? Usually you only<br />
find out when the patient, or their new dentist, requests<br />
their dental records.<br />
PRACTICE MANAGEMENT<br />
1 - 8 0 0 - 3 3 7 - 8 4 6 7 2 0 0 8 S P R I N G
10<br />
#2 Your practice doesn’t offer<br />
what they want.<br />
<strong>The</strong>y’ve heard about Invisalign®, lasers, one-day<br />
restorations with CEREC® machines, or they saw ZOOM!®<br />
whitening on Extreme Makeover® – the problem is that you<br />
don’t offer these things. So they go somewhere else to get it.<br />
#3 <strong>The</strong>y don’t know what you do.<br />
You may have done 600 hours of cosmetic C.E. with<br />
the top clinicians in the country. Perhaps you offer I.V. sedation<br />
and place implants. But this doesn’t make a difference unless<br />
they know that you do. Don’t assume that you or your staff have<br />
mentioned it or that they know because you have brochures<br />
available in the waiting room. <strong>The</strong> reality is that patients spend<br />
most of their time in your office looking at the ceiling. So unless<br />
it’s written up there, they most likely don’t know about it. More<br />
importantly, telling people what you can do for them once is not<br />
effective. Most patients are only listening if it’s something that<br />
matters to them right at that moment. Effective practice marketing<br />
means repeatedly telling your patients in a variety of ways about<br />
the services your practice offers and the benefits of those services.<br />
I’ve heard dentists mention having a long-time patient<br />
show up for a recare appointment with a full set of veneers.<br />
When asked why they went elsewhere for the procedure, the<br />
story is always the same: <strong>The</strong>y saw an ad for a great “cosmetic”<br />
dentist. When the dentist explains that he also does veneers, the<br />
patient says, “Oh, but cosmetics is the other dentist’s specialty!”<br />
Now their “general” dentist gets to do prophys on that smile<br />
for the next 20 years. Communicate what you do to your patients<br />
repeatedly – this is your greatest resource for increased production.<br />
#4 <strong>The</strong>y haven’t budgeted for<br />
dentistry, so anything more<br />
than zero is “expensive.”<br />
One of the most common complaints we hear from<br />
consumers is about fees for dental care. <strong>The</strong>y’ll say, “He charged<br />
me $1,000 for a root canal!” And we’ll calmly answer that this<br />
is a reasonable fee. Let’s face it, most people don’t understand<br />
what dentistry costs because it hasn’t been fully explained to<br />
them. In fact, cost is one of the main reasons why people avoid<br />
the dentist in the first place. <strong>The</strong>y think it’s expensive (and<br />
insurance doesn’t pay for it, they lament!) and all they’re paying<br />
for is discomfort. Many believe that six-month recall is a myth<br />
created by the ADA. <strong>The</strong> truth is, in order to bring patients into<br />
comprehensive care, they have to appreciate the value of what<br />
you do. This means your staff, office environment, technology<br />
and you as the doctor have to communicate to the patient why<br />
they should value the care you provide.<br />
Remember, 80% of what you do in dentistry is elective.<br />
And people spend their discretionary income on things that they<br />
want, not things that they need. So it’s up to you and your staff<br />
to demonstrate how what you have to offer can improve their<br />
quality of life, build their confidence and enhance their looks –<br />
you’re not just providing scheduled maintenance.<br />
#5 <strong>The</strong>ir insurance changed, and<br />
you don’t take it.<br />
<strong>The</strong>re’s not much you can do about that, right? At<br />
1-800-DENTIST, we ask consumers if they are willing to go<br />
out of their plan for the right dentist, and often they will. People<br />
want good dentistry, not necessarily the cheapest. For those<br />
patients who are contemplating leaving because of an insurance<br />
plan change, let them know you would still like to treat them even<br />
though they’re on a closed plan. Hopefully they will find value in<br />
the relationship and some will stay. Others will come back when<br />
they don’t like the care they’ve gotten somewhere else.<br />
#6 <strong>The</strong>y are embarrassed about how<br />
long they’ve put off their recall.<br />
This may seem strange, but people feel uncomfortable<br />
about being chided for neglecting their exams and cleanings.<br />
Some people would rather go to an entirely new dentist rather<br />
than face a dentist they’ve avoided for a long time. Don’t make<br />
your patients feel guilty. Let them know you’re there to treat<br />
them when they are ready, and ask how you can make it more<br />
convenient for them.<br />
#7 <strong>The</strong>y don’t think you care.<br />
Many patients think you don’t care about them<br />
personally. It’s very easy for you to get caught up in the clinical<br />
side of things and very often your staff is multi-tasking and<br />
doesn’t pay proper attention to the patient. But it only takes a<br />
moment to let your patient know that you understand their fear<br />
and their discomfort – and suddenly they feel cared for. <strong>The</strong>y<br />
don’t expect dentistry to feel good, which is all the more reason<br />
to take the time to acknowledge what they’re going through.<br />
Otherwise you’re just telling them that all they represent is<br />
income to you. And no one likes feeling that way.<br />
Successful practices make their highest priority ensuring<br />
their patients know they care. This can often take as little as<br />
a minute of your time, or your staff’s time, asking about their<br />
kids, telling a joke or sharing a story. My dentist was doing a<br />
rather long and unpleasant crown restoration on me and right in<br />
the middle he stopped and said, “Why don’t we let your mouth<br />
calm down a little bit since we’ve been doing a lot of work here?<br />
So, what’s new?” After two minutes of talking, he resumed and<br />
completed the treatment. Instantly, he showed how much he<br />
cared about my comfort. With a little effort, it can take only a<br />
few minutes to turn someone into a long-term, loyal patient.<br />
<strong>The</strong> simple solution most often is communication,<br />
the kind of interaction that shows patients that they are in a<br />
relationship with you about their lifelong oral health. Show<br />
them you care, relate to them, equip your office with the latest<br />
technology and for goodness sake, tell them what you do. Getting<br />
new patients is tough enough. It’s worth the effort to keep them.<br />
Fred Joyal co-founded 1-800-DENTIST® in 1986 to provide screened patients to<br />
member dentists while emphasizing the importance of oral health to millions of<br />
consumers through national commercials, which feature him as the spokesperson.<br />
<strong>The</strong>ir internal marketing program, Patient Activator, also helps educate patients,<br />
improving recall and treatment acceptance for member dentists. He can be reached<br />
at fjoyal@1800dentist.com or (310) 215-6400.<br />
S P R I N G 2 0 0 8 www.<strong>The</strong><strong>Profitable</strong><strong>Dentist</strong>.com
Learn Jay Geier’s Practice Building Strategy That Has Changed<br />
the Lives and Practices of 2,322 <strong>Dentist</strong>s Across the Country!<br />
“Jay has a unique approach to new patient generation and practice expansion that is truly<br />
amazing. I am so impressed with Jay’s results that I have hired him to work with my<br />
MEGA coaching group & my Excellence in <strong>Dentist</strong>ry team.”<br />
- Dr. Woody Oakes, Editor-In-Chief of <strong>The</strong> <strong>Profitable</strong> <strong>Dentist</strong><br />
“Jay, I want to relay to you the incredible influence you’ve had on our office. It has been a practice-altering experience! In<br />
the last year, our New Patients have increased 145%. Our practice growth has been incredible as well. This is a remarkable<br />
statistic as I have been in private practice in the same location for 25 years and we have always been busy and successful.”<br />
- Dr. Edward G. Johnson, NJ<br />
“When we started with the Scheduling Institute we were averaging 198 new patients a<br />
month with a conversion rate of 64%. In the last three months we have averaged 358<br />
new patients a month with a 91% conversion rate.” - Dr. Michael Abernathy, Texas<br />
“From our first month back in April, we have been up anywhere from 60 to 75% each month in our new patient volume<br />
compared to the previous year. That was just incredible for me and that also meant a great return on investment because<br />
our practice also jumped about 20 to 25% over the last six months. And so we’re just thrilled.” - Dr. Ron Senn, WA<br />
“<strong>The</strong> doctor who sold me on Jay and the Scheduling Institute had just seen his new patients increase from 200<br />
per month to over 350 per month in just 30 days. I was blown away! Since then, we introduce Jay’s program<br />
into every office we service!” - Greg Stanley, Whitehall Management<br />
“<strong>The</strong> $12,000 a month we were spending on advertising was performing less and less. We made<br />
the bold decision to discontinue our paid advertising at the same time we started working with Jay.<br />
BINGO! In the first month our office saw an immediate jump from 175 to 250 new patient<br />
appointments. Jay’s wisdom and ‘keep it simple’ strategies are refreshing and can be<br />
implemented economically and immediately.” - Dr. Roger W. Abbott, Georgia<br />
“Working with the Scheduling Institute has actually been a mini miracle in my life. My new patients<br />
have increased effortlessly 30%. I was averaging 35 to 40 new patients a month and now I see about<br />
65 or 70 new patients a month.” - Dr. Larry Kaplan, New Jersey<br />
v Ready to Enroll in Jay Geier’s Scheduling Institute Today?<br />
Call 770-518-7575 for Express Enrollment—Guaranteed 5 Minutes or Less!<br />
v Want More Information? Jay Will Send You a FREE Custom Analysis of Your Staff<br />
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2. Visit www.JayTeachMyStaff.com, OR<br />
3. Copy this page, complete the form below, and fax it to 770-518-7577.<br />
________________________________________________________________________________________________________<br />
Your Name Email Address<br />
________________________________________________________________________________________________________<br />
Mailing Address *<strong>The</strong> information we will be sending you is confidential and should only be reviewed by you, the dentist. <strong>The</strong>refore,<br />
we ask that the mailing address you provide is an address where you are the ONLY one who opens the mail.<br />
________________________________________________________________________________________________________<br />
City State Zip<br />
________________________________________________________________________________________________________<br />
Office Phone Fax<br />
For Express Enrollment—Guaranteed 5 Minutes or Less—Call 770-518-7575<br />
1 - 8 0 0 - 3 3 7 - 8 4 6 7 2 0 0 8 S P R I N G 11
PRACTICE MANAGEMENT<br />
12<br />
Case aCCepTaNCe<br />
By Dr. Mike Abernathy<br />
<strong>The</strong> “can’t miss,<br />
shooting dead fish<br />
in a barrel with a<br />
bazooka strategy”<br />
to 100% case<br />
acceptance.<br />
We regularly receive questions about case acceptance, indicating<br />
that there is a lot of confusion in dentistry about the<br />
subject in general. It seems to mean different things to different<br />
people. If you attend enough continuing education<br />
courses, you never seem to discover a common consensus<br />
about how you define or measure it.<br />
In a recent email, a doctor posed three questions about case<br />
acceptance and how to measure it:<br />
1. If the patient says “Yes” at the chair, or in<br />
the consultation room, does that mean they<br />
have accepted your entire treatment plan?<br />
2. Does the patient have to say “Yes” and<br />
then pay for all of the treatment for there<br />
to be case acceptance? (If they pay as they<br />
go would that still be case acceptance?)<br />
3. What if the patient starts the treatment but<br />
for some reason stops prior to completion of<br />
the entire treatment plan?<br />
We are going to answer these questions and give you<br />
everything you ever wanted to know about case acceptance.<br />
So, what is case acceptance? Remember, in any case<br />
presentation the bottom line is to “tie the patient to the<br />
office.” I consider case acceptance to have occurred when<br />
the patient says “Yes”, shows up, pays for treatment, and<br />
refers everyone they know.<br />
Let me take a moment and tell you what case<br />
acceptance is not. <strong>The</strong> patient can say “Yes” and still not<br />
have accepted the case. <strong>The</strong> only reason they said “Yes”<br />
was to get out of the consultation room (otherwise they<br />
would have to listen to the Doctor go on and on and on<br />
and on). <strong>The</strong>y had no intention of actually showing up for<br />
the appointment. <strong>The</strong> process of case acceptance starts<br />
with the first phone call. Miss any step, mess up once, and<br />
you’re done. What if they say “Yes”, show up and change<br />
the treatment plan? Instead of a crown and buildup you are<br />
faced with doing an extraction. What if they say “Yes” in<br />
the treatment room but can’t afford it or you can’t fit it into<br />
their budget? <strong>The</strong>y say “Yes” but you’re not open during<br />
the hours when they want to come in? <strong>The</strong>y need to come<br />
in after work or maybe on Friday or Saturday. As you can<br />
see, case acceptance is not a moment in time but a series<br />
S P R I N G 2 0 0 8 www.<strong>The</strong><strong>Profitable</strong><strong>Dentist</strong>.com
of systems that set the stage and carry the patient through to a<br />
successful result. Only if the patient says “Yes”, shows up, pays<br />
for treatment, and refers everyone they know do we have true<br />
case acceptance. Our patients vote with their feet. If you keep<br />
seeing the backs of their heads, something is wrong.<br />
Where do we start? Let’s look at it from the patient’s<br />
point of view. I’m going to show up at your door step in one<br />
of two scenarios: I call with a problem (toothache) or I call<br />
and want my teeth cleaned. From the perspective of the caller<br />
(potential patient) these are the only things I know to ask<br />
for. As a consultant, I feel we need to give the patient more<br />
of what he or she wants, and less of what he or she doesn’t<br />
want. Remember, you can’t get better at giving patients<br />
what they don’t want. If a potential patient calls and you<br />
can’t say “Yes” to what they ask for, the first step in the system<br />
of successful case acceptance has failed. As the patient, I<br />
want my teeth cleaned or I want the problem to go away. We<br />
sell “solutions to problems” and “good feelings.” You must<br />
happily give them what they want, and tell them what they<br />
need. <strong>The</strong> trick is to help them “want” what they need, and fit<br />
it into an already tight budget.<br />
Turn Key practice<br />
opportunity:<br />
pLaza<br />
DeNTaL<br />
GroUp<br />
For<br />
saLe<br />
Dear Doctor,<br />
How, as dental professionals, do we balance this ethical<br />
dilemma with running a consumer driven business? Let’s look at<br />
it from the doctor’s point of view. We have conflicting strategies<br />
of what the new patient “experience” should look like. It seems<br />
that every guru or consultant has a different definition of what<br />
“comprehensive dentistry” is and how we should deliver it.<br />
How can we determine what to do? Axiom #1: You must tell<br />
the patient what is wrong, what caused it, what will happen if it<br />
is not addressed and what you recommend as treatment options.<br />
Axiom #2: You must give the patient what they want, in order to<br />
have the opportunity to eventually deliver what they need. Vary<br />
from these principles and your case acceptance will plummet.<br />
<strong>The</strong>se last few sentences form the foundation to excellent case<br />
acceptance. Misunderstand their implications and you will ruin<br />
any opportunity at success in dentistry. Before you challenge<br />
any of the above, remember: If you are not growing you are not<br />
meeting your patients’ needs.<br />
Back to the original question from our doctor: <strong>The</strong>re are....<br />
Read the rest of this article complete with sample forms at<br />
www.<strong>The</strong><strong>Profitable</strong><strong>Dentist</strong>.com.<br />
Are you looking to stArt A prActice<br />
without spending $250,000?<br />
Last year Woody started Plaza <strong>Dental</strong> Group and Plaza <strong>Dental</strong> Assisting School<br />
in beautiful New Albany, IN just over the river from Louisville, KY and right next to the<br />
publication office. While Woody enjoyed putting the office together and getting it off to a great<br />
start, I’ve convinced him that he’s too busy with his other commitments and his recent back<br />
surgery to spend time “at the office” working on teeth. He asked me to coordinate the sale of<br />
the dental office while allowing him to retain the assisting school since that doesn’t take hands-on<br />
time from Woody. This is a wonderful opportunity to be mentored by one of dentistry’s greats while<br />
growing your own dental practice. I’ll bet you’ll also get all the dental DVDs, CE seminars and one-onone<br />
visits with the people Woody interacts with … most of the biggest names in dentistry.<br />
Take the virtual tour at www.plazadentalgp.com. Woody only spent $83,000<br />
putting the office together, which includes great signage, reception, consultation and<br />
business areas, central sterilization, lab, Panoramic x-ray, and two fully equipped<br />
operatories. He would be happy to just get his money back out, which is pretty generous in<br />
my opinion … but that’s Woody. Please call me at 1-800-800-6950 to discuss if you might be<br />
a candidate for this opportunity to work with woody!<br />
to your success,<br />
Bill Kimball, DDS<br />
President, Kimball Consulting, Inc.<br />
Bill<br />
800.800.6950 Direct 805.460.0774 Fax 888.357.8346<br />
www.kimballconsulting.com<br />
1 - 8 0 0 - 3 3 7 - 8 4 6 7 2 0 0 8 S P R I N G 1
Page 1<br />
PRACTICE MANAGEMENT<br />
1<br />
<strong>The</strong><br />
<strong>Dental</strong><br />
<strong>MeTaMorphosis</strong><br />
By Dr. Guy Moore<br />
and Linda Camoriano<br />
Success in today’s dental world demands that dentists morph<br />
the roles of clinician and business person.<br />
As a single-practitioner, I produce $3,000,000 annually.<br />
<strong>Dentist</strong>s nationwide ask, “How in the world do you produce<br />
that much?” I produce this much because I have forced myself<br />
to morph – to become a really good dentist and an equally good<br />
business man. <strong>The</strong>se roles are no longer mutually exclusive. I<br />
have to keep a two-fold perspective – I view myself as a dentist<br />
and view my practice as a business.<br />
Business success depends on clinical abilities. As dentists<br />
we need to master the services within our discipline and strive to<br />
have referral-free businesses.<br />
Today’s general dentists can skyrocket their income and job<br />
satisfaction by maximizing their skill sets instead of referring<br />
patients out. People want one-stop shopping – they want to have<br />
all their dental work completed in one convenient location. It is<br />
bad business to send customers elsewhere for service.<br />
Many patients come to my office because their dentists<br />
referred them to a specialist who was out of town and cost more<br />
money. <strong>The</strong>y see my advertisements or hear about my practice and<br />
call to schedule an appointment. After I treat them, I encourage<br />
them to return to their “regular” dentist. Most of the time they<br />
won’t go back because I offered them a superior skill set and a<br />
better experience. In cases like this, I do not apologize; I don’t<br />
steal patients, other dentists lose them.<br />
Realize that talent is only a starting point and the skills of<br />
dentistry must be constantly increased and refined. Expand your<br />
skill set to include endodontics and extractions. Learn to perform<br />
adjunctive procedures: tori removal, implants, bone augmentation<br />
and apicoectomies. Not only are endodontics and surgeries high<br />
profit procedures, they allow you to deal with complications and<br />
manage failures easily and comfortably within your office.<br />
Expanded skill sets allow practitioners to promote and<br />
provide the highest standard of comprehensive, convenient care.<br />
Having a referral-free office dramatically increases patient satisfaction,<br />
patient retention, referrals and production.<br />
Clinical success depends on business abilities. A smart<br />
business man will:<br />
S P R I N G 2 0 0 8 www.<strong>The</strong><strong>Profitable</strong><strong>Dentist</strong>.com
1. Think lemonade.<br />
Don’t complicate things. <strong>The</strong> business of dentistry is<br />
like a lemonade stand – you recognize customers’ needs,<br />
you offer a great product and service, you make the consumer<br />
aware of your product, then you make it affordable and<br />
convenient. You must manage your plan, your resources, and<br />
your finances for success.<br />
Compete for customers; don’t let them wait to find you.<br />
Strive for 100 new patients a month and don’t make excuses<br />
why you can’t. Watch what Fortune 500 companies are doing<br />
relative to branding, marketing and customer service, and<br />
then copy them on a smaller business scale. Look outside of<br />
dental trends to stay edgy in business tactics.<br />
2. Manage well.<br />
You’ve heard Benjamin Franklin’s saying, “Drive the<br />
business or the business will drive you.” Think about it –<br />
build your business like a high-performance car. Engineer it,<br />
put every part in its proper place, give it great aesthetics, and<br />
make it different and better than the rest. When everything<br />
is centered on maximum performance, you will easily climb<br />
into your office and gently manipulate the wheel. Everyday<br />
business can and should run this smoothly with patients<br />
enjoying the ride.<br />
My staff and I don’t come in early for morning huddles<br />
or stay late for meetings. Expectations are clear, a business<br />
model is in place, everyone is accountable to perform… so<br />
I come to work, drink some coffee, scrub up, do dentistry,<br />
have fun, and make a ton of money. If you manage well, you<br />
live well!<br />
3. avoid micro-managing.<br />
Superior management depends on leadership and requires<br />
little more than motivating other people. Many dentists<br />
complain that their staff is just not motivated and they blame<br />
them for problems and poor results. An unmotivated staff is<br />
symptomatic of weak management. <strong>Dentist</strong>s are only as good<br />
as the people around them so find quality staff, with positive<br />
chemistry, and delegate as much responsibility as possible.<br />
If you are micro-managing then you do not trust your<br />
team. You’re probably choking the life out of them and getting<br />
poor performance. You have a boss-centered business<br />
rather than an employee-centered business. You invest a<br />
lot of effort, time and stress into management that seldom<br />
results in lasting change.<br />
Try a new leadership style. Get a fresh vision and prove<br />
the way with character and enthusiasm. Remind yourself that<br />
a man’s character is his fate. Don’t be a controlling dentist, be<br />
a dentist in control. Let go and empower your team to take<br />
your business to the next level.<br />
4. Keep evolving.<br />
What I thought was a negative early in my career, eventually<br />
became a positive. Because it took me awhile to find<br />
a home – somewhere to settle in and do the type of dentistry<br />
that was fulfilling to me, I spent time in several practices. At<br />
the time it seemed unstable, but it proved to be an excellent<br />
opportunity to learn from others successes and failures.<br />
I’ve always had a passionate interest in dentistry and<br />
business. This passion fuels a lot of questions. I search for<br />
answers from multiple sources and study the cause and effect<br />
of business successes and failures.<br />
As dentists, we struggle with the awful evil of pride. It<br />
keeps us from happiness and hinders our ability to succeed.<br />
We find it uncomfortable to listen to the advice of others. All<br />
advice, whether wise or foolish, is profitable. To be honest<br />
with you, I owe much of my success to “having listened<br />
respectfully to the very best advice, and then going away<br />
and doing the exact opposite” –novelist G.K Chesterton.<br />
5. Get help.<br />
<strong>The</strong> reason most dentists are struggling in business is<br />
because they are ill equipped with a lack of formal education,<br />
are too busy to engage in mentorship, and are not learning<br />
modern practice management ideas to prosper in the midst<br />
of drastic changes in the business of dentistry.<br />
<strong>Dentist</strong>s are compromising clinical success because<br />
they’re stressing over business. When it comes down to it,<br />
business is like any other learned skill. Very few have a natural<br />
aptitude for it. If you are a dentist who is not a “natural,”<br />
understand that the next best thing to handling business<br />
yourself is having the intelligence to find someone who can<br />
handle it for you.<br />
So let’s face it, dentistry and business go hand and hand<br />
and we no longer have the luxury of separating the two.<br />
<strong>Dentist</strong>ry is becoming an increasingly more competitive<br />
business and those who fail to morph: to transform quickly<br />
between the roles of clinician and business person, will<br />
struggle. Those who do morph will enjoy a new kind of<br />
success and prosperity.<br />
Dr. Moore is the founder of Aegis Progressive Solutions and has been practicing<br />
dentistry for 12 years. Linda Camoriano is Vice President of Aegis and has<br />
years of experience as an EFDA and educational and professional experience<br />
in marketing, communications and public relations. You may contact<br />
them by phone at 260-414-4857 or online at www. aegisprogressive.com<br />
Seminar Opportunity<br />
Because of a high demand for Aegis services, a seminar<br />
(CE credits) will be offered Sat., June 7, 2008 in<br />
Chicago, IL. Space is limited. Contact Aegis now to<br />
pre-register or to acquire a free informative package.<br />
Aegis Progressive Solutions 260-414-4857<br />
aegisprogressive.com<br />
Be sure to stop by the Aegis booth<br />
at DESTIN 2008!<br />
1 - 8 0 0 - 3 3 7 - 8 4 6 7 2 0 0 8 S P R I N G 1
1<br />
S P R I N G 2 0 0 8 www.<strong>The</strong><strong>Profitable</strong><strong>Dentist</strong>.com
Credit repair:<br />
<strong>The</strong> Truth about What<br />
Can and Cannot be Done<br />
By Laurence H. Michelson, President of FiCODOC<br />
Contrary to what the credit bureaus would like you to<br />
believe, credit repair does work and can work for 100%<br />
of people in most circumstances. This is, of course,<br />
provided you are getting the best advice and have an<br />
experienced professional working on your case.<br />
Anyone with a credit score below 720 can benefit longterm<br />
from the advice and information provided through credit<br />
repair; however, there are times when your own limitations make<br />
adhering to this advice impossible. <strong>The</strong> two limiting factors are:<br />
(1) your financial situation, and (2) the time frame within you<br />
need to reach your results. It is possible to remove anything<br />
from a credit report, even accurate items, if the creditor does<br />
not adhere to the law that outlines what needs to be done and by<br />
when. Just because you have a certain type of account removed<br />
at one time does not mean other, similar items are going to be<br />
able to be removed, even with simlar circumstances. A hit-ormiss<br />
aspect exists in credit repair, because credit repair relies<br />
not only on the strategies of the person attempting to repair the<br />
credit, but also on the effectiveness or ineffectiveness of the<br />
creditors and credit bureaus in adhering to the laws. Sometimes<br />
you want the credit bureaus to follow the law, sometimes you<br />
don’t-it all depends on your particular situation.<br />
<strong>The</strong> reason credit repair has received such a bad name<br />
is due to the abundance of scam artists who flock to the easy<br />
money made available by people desperate for this type of<br />
service. This unfortunate reality leads the credit bureaus and the<br />
FTC to make blanket, untrue statements such as, “Credit repair<br />
does not work” and “<strong>The</strong>re is nothing a credit repair company<br />
can do for you that you can’t do for yourself.” Given that more<br />
than 90% of credit repair companies are scam artists, promising<br />
the world and then disappearing when you pay, the credit<br />
bureaus and the FTC are forced to make such bold statements. It<br />
would be impossible for them to explain the truth to consumers<br />
PRACTICE MANAGEMENT<br />
without causing them to make a bad choice that would result in<br />
the getting scammed. As a result, the credit bureaus and the FTC<br />
must adhere to the “credit repair does not work” position<br />
As I have stated, credit repair does work, but…don’t let<br />
anyone tell you that credit repair is effective every time. Its<br />
success varies with the number of players in the game, some<br />
of whom never perform consistently. Even if you have a true<br />
master of credit repair on your side, you have to take into<br />
account that sometimes the other players perform in a way<br />
that throws your master of his game. Take Shaquille O’Neal...<br />
although he has the ability to win every game for his team, there<br />
are going to be times when the other team has a formation that<br />
takes him off his game and causes his results to be less than<br />
optimal. Given that fact, you still cannot predict to any level of<br />
certainty whether or not he will perform well or poorly the next<br />
time he faces that team. Credit repair is similar. Sometimes the<br />
opposing side shows up strong, other times they don’t. Even if<br />
you follow the same approach with every situation that arises<br />
when doing credit repair, your results will still vary due to the<br />
other players involved. So the next time someone tells you they<br />
can get everything repaired on your credit, run the other way,<br />
because, at best, the pendulum will swing widely both ways for<br />
the same situation.<br />
Credit repair limitations occur almost 100% of the time<br />
under the following situations. <strong>The</strong>se situations make it nearly<br />
impossible for credit repair to help someone needing results within<br />
six months to a year. Please keep in mind even when you can’t<br />
be helped in the short term, the advice that can be given now,<br />
1 - 8 0 0 - 3 3 7 - 8 4 6 7 2 0 0 8 S P R I N G 1
18<br />
if coming from a professional, can prevent you from making a<br />
mistake in the near future that may worsen your situation.<br />
Here are examples of situations where not much can be done<br />
within a six to twelve month period.<br />
1. If more than 50% of the negative accounts showing on<br />
the credit report appear as unpaid collections, charge-offs,<br />
repossessions, or foreclosures and you do not have the money<br />
to either pay the accounts in full or settle them. Due to the<br />
negative accounts remaining unpaid, these items will simply<br />
reappear on your report once removed. Any negatives, even<br />
unpaid accounts, can be removed-but, unless the negative<br />
account is current, paid or settled, it will simply reappear in<br />
10-90 days.<br />
<strong>The</strong> only way to prevent this is to bring the account current<br />
by paying the past due amount, or, in the case of a collection,<br />
charge-off, repossession, or foreclosure, pay the balance in<br />
full or settle it for pennies on the dollar. Unpaid accounts that<br />
do not have collection, charge-off, repossession or foreclosure<br />
status require only that the past due balance be paid to be<br />
considered current. Unless the negative account is a public<br />
record, the only way to keep it from being re-reported is to<br />
make sure the status is “current, paid, settled, transferred or<br />
sold.” In other words, if deleted, any negative account that<br />
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does not show one of those five statuses will most likely get<br />
re-reported, unless the account is a public record.<br />
Public records are the only negative items that do not need<br />
to be paid to prevent re-reporting. Because they are only<br />
reported once, public records, such as unpaid judgments and<br />
tax liens, can remain unpaid and yet will not reappear once<br />
they are removed. In fact, the only time they reappear is when<br />
the initial reason for removal was the public record agency<br />
failing to respond the credit bureaus’ verification request within<br />
the 30-day period outlined by the Fair Credit Reporting Act, in<br />
which case the credit bureau would reinsert the public record<br />
if and when the public record agency responds to the credit<br />
bureaus after that 30-day period.<br />
2. Credit repair is nearly impossible if you can’t pay your<br />
minimum monthly payments and you keep adding new late<br />
payments to your report. This is a “spinning wheels” scenario<br />
that rarely yields much improvement to your credit score.<br />
In conclusion, you can repair your credit if you hire a pro<br />
and listen to his or her professional advice<br />
Laurence H. Michelson is the President of FiCODOC and a financial credit<br />
consultant, he is also the author of “Getting the White Picket Fence Without a<br />
Man” For more information please visit his web site www.ficodoc.com or call<br />
1-877-899-2565.<br />
S P R I N G 2 0 0 8 www.<strong>The</strong><strong>Profitable</strong><strong>Dentist</strong>.com
Your New, Low Cost employee ...<br />
sMiLe reMiNDer TM !<br />
By Craig Callen<br />
Last year I signed up for Smile Reminder TM after hearing<br />
a couple of colleagues say some good things about it. It has<br />
become one of the best investments in my practice from a<br />
marketing and management standpoint that I have made. For<br />
those of you who haven’t yet heard of it, Smile Reminder TM is<br />
an Internet-based program that integrates with your existing<br />
practice management software to help boost your practice. How<br />
does it do this you ask? After a short live phone training program<br />
and set up you are ready to take advantage of all that Smile<br />
Reminder TM has to offer including:<br />
1.) It automatically confirms patients’ appointments by e-mail<br />
and/or text messaging. When and how is determined by you.<br />
<strong>The</strong> messages are all customizable. When the patient sends<br />
back the confirmation you are notified by e-mail. In our<br />
practice with three hygiene schedules to confirm five days<br />
a week, this is a huge time savings for our front desk staff.<br />
<strong>The</strong>y know for a fact that the patient got the message, not<br />
just hope that they listened to an answering machine. That<br />
extra time can be spent taking better care of the patient in<br />
the practice.<br />
2.) <strong>The</strong> program will send e-mails and /or text messages to<br />
your patients on their birthday. This has been a nice PR tool.<br />
Some patients have told me that this was the ONLY birthday<br />
greeting they got.<br />
3.) After a patient’s appointment they will get a post treatment<br />
survey. <strong>The</strong>y can respond either by name or anonymously.<br />
<strong>The</strong>re are standard questions, or you can design your own.<br />
This has been huge for our practice. Not only have we<br />
learned what we are doing right, we have learned what<br />
we are doing WRONG. We have been able to head off<br />
misunderstandings, or just plain screw ups on our part and<br />
make it right with the patient to salvage our relationship. <strong>The</strong><br />
program keeps track of all of the responses and maintains a<br />
running percentage for you to track. I will regularly print out<br />
a survey, highlight the good or bad comments and post it in<br />
the staff lounge for all to see and learn from.<br />
4.) Custom surveys can be designed and sent out at any time. If<br />
you are considering adding Saturday hours, you can survey<br />
your patients to see how many would avail themselves of the<br />
new hours.<br />
5.) As many times as you would like you can send your patients<br />
an e-mail newsletter. You can write your own stories and<br />
import any images you would like to include. I try to<br />
send one every month and sometimes two for a special<br />
PRACTICE MANAGEMENT<br />
event or news. Not only can you keep your patient base<br />
informed and educated about your services, but you can also<br />
communicate important changes affecting your patient’s<br />
health. For instance, when the American Heart Association<br />
changed the recommendations for pre-medication, I was<br />
able to communicate this to my practice almost immediately.<br />
Generally I will try to educate/motivate them towards<br />
treatment, focusing on one main thing per newsletter such<br />
as bleaching or facings. I will often then tie in some sort<br />
of offer such as $100 off take home bleaching. Patients<br />
are encouraged to refer their friends and family through<br />
the newsletter. Personal information about someone in the<br />
practice or one of the doctors is included occasionally to help<br />
the patients get to know us a little better.<br />
6.) Custom Marketing Messages can also be sent as often as<br />
you would like. <strong>The</strong>se postcard like messages are meant<br />
to announce a new product, technique, or to get a new<br />
promotion out to your patient base. <strong>The</strong> average cost of a<br />
postcard mailing to your patients is about $.50 per mailing.<br />
With Smile Reminder TM you are basically getting this for free!<br />
7.) Send notices to patients of last minute openings in the<br />
schedule. Just had a bridge appointment cancel? You can<br />
broadcast a message to those patients willing to come in on<br />
short notice that you have an immediate opening.<br />
8.) Recall reactivation is streamlined with automatic messages<br />
set up by you. <strong>The</strong>se reminders encourage patients to call and<br />
return for treatment.<br />
One of the challenges we had was to collect the e-mail addresses<br />
of as many of our patients as possible. While our new patients already<br />
registered their e-mail addresses, the more established patients had<br />
not all registered their e-mails. After begging and threatening, I<br />
decided to set up a reward system to encourage the staff to ask<br />
for and enter the addresses into our system. What I did was to put<br />
$1 in the pot for every new address entered over a three month<br />
period. We collected enough new e-mail addresses to take the whole<br />
staff out for dinner at a nice local restaurant.<br />
<strong>The</strong> system continues to grow and evolve with us and new<br />
features are being added all the time. Smile Reminder TM will<br />
save valuable staff time, reduce no-shows, encourage referrals<br />
and increase patient loyalty to your practice. This is a NO BRAINER<br />
decision at a one time set up cost of $399 and a flat monthly rate<br />
of $249. You will save this much just in saved postage the first<br />
couple of months. <strong>The</strong> more you use the system, the more you<br />
SAVE and the more your practice will GROW! You can contact<br />
Smile Reminder TM at 866-605-6867 or www.smilerminder.com.<br />
1 - 8 0 0 - 3 3 7 - 8 4 6 7 2 0 0 8 S P R I N G 1
PRACTICE MANAGEMENT<br />
20<br />
submitting<br />
patient<br />
information<br />
online is<br />
simple,<br />
secure and<br />
Time saving<br />
Dr. Keith D. Rossein<br />
Some might say that over the last 15 years, dentistry has gone<br />
through a digital revolution with products such as digital x-<br />
rays, Cerec, intraoral cameras, digital diagnostics and practice<br />
management software.<br />
And yet, with all that, dentistry as a profession has been<br />
slow, by comparison, to have greater involvement with the<br />
Internet and all the advantages of digital communication.<br />
I’d liked to discuss one important phase of dental practice<br />
management that has previously missed an opportunity to keep<br />
up with technology and has been stuck in the mud in trying<br />
to move forward. I’m referring to the necessary process of<br />
PRACTICE MANAGEMENT<br />
Are new patients unhappy about coming early for<br />
their first appointment to fill out paperwork? After a<br />
patient fills out their personal, insurance and medical/<br />
dental history, are the forms often illegible? Does your<br />
staff spend countless hours scanning or retyping this<br />
information into your practice management software?<br />
Are you considering “going paperless” for your practice?<br />
If any of these answers are YES, you need to read on.<br />
ascertaining information about new and existing patients that<br />
is extremely important to their treatment, health and their longterm<br />
relationship to the dental practice.<br />
Most dental offices have some type of practice management<br />
software installed in their computers for record keeping, storing<br />
of patient information, appointment reminders and recall notices.<br />
Standardized codes and procedures have made it easier to submit<br />
insurance claims and get reimbursed quicker, especially with<br />
electronic submissions.<br />
Yet, when a new patient comes for their first visit, we<br />
hand them a clip board and pen and a stack of forms that are<br />
S P R I N G 2 0 0 8 www.<strong>The</strong><strong>Profitable</strong><strong>Dentist</strong>.com
often 4 th generation copies, and we ask them to provide us with extremely important<br />
information about themselves and their families. What’s wrong with this picture? <strong>The</strong><br />
scenario only gets worse.<br />
First, the patient is told to come a half hour early to complete the paperwork<br />
(they just love that). Patients stress out about other patients sitting nearby who may<br />
be looking over their shoulder, about where to put their insurance card/social security<br />
card or other documents that they removed from their pocket book or wallet and about<br />
where to get another pen when the first one stops writing (on the clip board propped up<br />
on their knees); in some case they have to keep one eye of their children.<br />
And, this antiquated process is a burden to your office staff. It’s not uncommon for<br />
the patient to make several interrupting trips to the front desk to ask your office manager<br />
questions about the questions. When the often illegible forms are returned by the patient,<br />
your staff first goes to work. Some offices scan the forms and store them in the patient<br />
document center of their practice management software. Other practices retype all of the<br />
information into the electronic patient chart (only takes from 15-20 minutes).<br />
<strong>The</strong> good news is that there is a better way. It’s a website called<br />
SubmitPatientForms.com [Fig. 1] that provides an inexpensive online service<br />
to dental practices so that their patients (unlimited number) can complete their<br />
paperwork before they come in for their first appointment.<br />
Here’s how it works. A new patient calls the office. <strong>The</strong> office manager says,<br />
“We have a simple, secure and convenient way for you to fill out your paperwork<br />
online, so you do not have to arrive early for your first appointment. You may also<br />
print a copy for yourself before you submit the forms to our office. What is your<br />
email address? I will send you the link to get started. Please be sure to complete the<br />
information and submit it several days before your appointment.”<br />
<strong>The</strong> office manager then logs onto your management account that was created<br />
when the dental office originally signed up [Fig. 2]. She clicks on “Refer a Patient.”<br />
When the next page is displayed, she types in the patient’s name and email address<br />
and clicks on “Submit.” [Fig. 3] This automatically sends a prepared email letter from<br />
the office to the patient. When the patient clicks on the enclosed link, it brings them to<br />
the HIPAA document for your office and they follow the online menu.<br />
Patients can save their information as they type it. So, for example, they can start the<br />
forms on Monday evening, continue on Tuesday afternoon and finish up on Thursday.<br />
Before they submit, the patient can print out a copy of the forms for their own records.<br />
Once the forms are submitted by the patient, the office gets an email notification;<br />
the office manager can then log onto the management account and clicks on “Registered<br />
Patient List.” A list of all patients that have submitted their forms will be displayed<br />
[fig. 4]. You will have three different formats in which to view or download the<br />
information – PDF, JPEG and/or Excel. If you want hard copies for the patient chart,<br />
open the PDF forms and print. If you want to store the forms in a patient document<br />
center of your practice management software, unzip the JPEG format [takes the place<br />
of scanning] and download those forms to your computer. If you need to type certain<br />
information such has name, address, phone, etc for a new patient into your practice<br />
management software, you may copy and paste from the Excel database to save time.<br />
Having the forms completed before the patient arrives for their appointment has<br />
CLINICAL/TECHNICAL<br />
Figure 1<br />
Figure 2<br />
Figure 3<br />
1 - 8 0 0 - 3 3 7 - 8 4 6 7 2 0 0 8 S P R I N G 21
22<br />
Figure 4<br />
Figure 5<br />
many advantages. <strong>The</strong> office can validate the patient’s insurance coverage; potential<br />
medical complications, pre-medication requirements and/or past adverse reactions<br />
can be red flagged; time normally allocated to reviewing the entire medical/dental<br />
histories can be better spent getting to know the patient and double checking any<br />
concerns that were previously notice on the forms.<br />
This service can be utilized with or without having your own practice website.<br />
During the sign-up process or at any later time, the practice can copy some Java<br />
Script from their management account that will allow their webmaster to embed<br />
a navigation button in the office website. This will provide a direct link to the<br />
appropriate page at SubmitPatientForms for your patients to start the process [Fig. 5].<br />
This service should be used not only for new patients but for current patients so<br />
that all patient histories will be legible and standardized. In fact, Dr. Woody Oakes<br />
suggested that practices should contact their inactive patients, asking them to bring<br />
their histories up-to-date online, as an excellent way of reactivating these patients.<br />
<strong>The</strong> “New Patient” form is the default form and will appear each time a<br />
patient is sent to fill out the paperwork. If your patient has already provided all the<br />
appropriate information by filling out the “New Patient” form at a previous time, but<br />
has some changes/additions to their information such as a change of phone number,<br />
address, insurance and/or has a new medication or medical complication, then the<br />
patient is instructed to choose the “Patient Update” from the drop down menu. This<br />
simplifies the process for the patient and allows the dentist and staff to quickly determine<br />
any significant changes without having to read all the past information and figure it out.<br />
Some offices, because they are specialty practices or because they want to have<br />
specific questions with a specific layout, prefer not to use generic forms. So, for<br />
a one-time reasonable charge, your own custom forms can be converted into the<br />
SubmitPatientForms software and utilized with the same low monthly fee.<br />
<strong>The</strong> SubmitPatientForms website is extremely secure [a comprehensive<br />
explanation can be read at their site]. Only the patient’s dentist will have access to<br />
their personal data via a username and password. Once the patient’s records have<br />
been downloaded by the dentist, he/she has the option of deleting the information.<br />
SubmitPatientForms periodically purges the patient records from the server, so they<br />
don’t remain in the database indefinitely.<br />
As a special promotion for the readers of <strong>The</strong> <strong>Profitable</strong> <strong>Dentist</strong>,<br />
SubmitPatientForms is offering a free month trial. During the sign up process you<br />
will be asked if you have any coupons. Type in EID18 and you will receive a free<br />
month trial and a discounted monthly fee of $18.95, instead of $24.95. <strong>The</strong> practice<br />
will still be asked to put in their credit card information, but there will be no charge<br />
until the second month. If before the 30 days are up and the practice wants out,<br />
they can call the toll free number or cancel by email, and there will be no charge to<br />
the credit card. It’s a win-win situation and it would be hard to believe somebody<br />
wouldn’t want to try it for free and see how well it actually does work.<br />
Dr. Keith Rossein is president of International <strong>Dental</strong> Consultants, a partner in Web<strong>Dental</strong>Marketing.<br />
com and SubmitPatientForms.com, the editor of Implant New & Views, is listed in the Seattle Study<br />
Clubs Speaker’s Bureau and presents CE workshops on electrosurgery, narrow-body implants, stress<br />
management, care & maintenance of implants and Internet marketing. He can be reached at 888.385.1535<br />
or krossein@optonline.net.<br />
S P R I N G 2 0 0 8 www.<strong>The</strong><strong>Profitable</strong><strong>Dentist</strong>.com
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PRACTICE MANAGEMENT<br />
2<br />
An Interview with<br />
Dr. Jimmy eubanks,<br />
founder of<br />
<strong>The</strong> Eubank Institute, one of the world’s leading centers for<br />
the advancement of clinical education and training, is dedicated<br />
to helping dental professionals who want to provide complete,<br />
quality care to their patients. <strong>The</strong> Institute is headed by Dr.<br />
Jimmy Eubank, an internationally-renowned leader in the<br />
field of aesthetic and functional dentistry, with over 33 years<br />
experience as a dental practitioner. A graduate of the University<br />
of Texas School of <strong>Dentist</strong>ry, Dr. Eubank has the unique<br />
distinction of being the only professional in the world accredited<br />
as both a dentist and a laboratory technician.<br />
Dr. Eubank’s other professional distinctions include being<br />
a Fellow and past accreditation Chairman of the American<br />
Academy of Cosmetic <strong>Dentist</strong>ry, a Fellow of the Academy of<br />
General <strong>Dentist</strong>ry, and a Fellow of the American Academy of<br />
Esthetic <strong>Dentist</strong>ry.<br />
<strong>The</strong> <strong>Profitable</strong> <strong>Dentist</strong> talked with Dr. Eubank about the goal of<br />
the Institute, its course offerings , and what makes it unique.<br />
Q. What is the goal of the Institute?<br />
Eubank: It is our goal to guide, to enlighten, and to teach<br />
students the skills and techniques that provide superior esthetics<br />
within the framework of optimal occlusion. By integrating<br />
esthetic techniques with the principles of proper occlusion,<br />
students are able to address complex cases with both competence<br />
and confidence.<br />
Q. What courses do you offer?<br />
<strong>The</strong> eubank institute for<br />
advanced Clinical education<br />
Eubank: <strong>The</strong> Institute offers an integrated curriculum ranging<br />
from beginning and advanced occlusion, to anterior and posterior<br />
esthetics. All courses are offered at our state-of-the-art facility<br />
in Plano, Texas, approximately 20 miles north of Dallas. <strong>The</strong><br />
full-service facility includes instructional classrooms, multiple<br />
operatories, and a state-of-the-art laboratory.<br />
Q. What makes the Eubank Institute unique?<br />
Eubank: To enhance the learning experience, we limit our<br />
classes to ten participants; this ensures that students receive<br />
one-on-one instruction and ample hands-on clinical experience<br />
as they learn new techniques in our classroom... practice them<br />
in our lab... and then apply them directly in our operatory.<br />
<strong>The</strong> boutique-class size and 360 degree approach to training<br />
and education are hallmarks of the Institute’s learning-based<br />
environment. Additionally, the Eubank Institute includes postcourse<br />
mentoring for all its participants. As we see it, our<br />
responsibility is to teach and help our students grow.... and that<br />
responsibility doesn’t end when the course is over. In fact.... it’s<br />
just the beginning.<br />
Q. Do you welcome personal inquiries from doctors, and if<br />
so, how can they get in touch with you?<br />
Eubank: Absolutely! It’s why I started the Institute. I love talking<br />
with doctors about challenges they are facing or successes<br />
they’ve experienced in their practice. To reach me, they can call<br />
888.596.1811 or send an email to dr.eubank@therightfitdentist.com.<br />
Q. Anything else?<br />
Eubank: I’d like to personally thank Dr. Woody Oakes for this<br />
opportunity to talk about the Institute. It is my passion and I’m<br />
thrilled anytime I get the chance to share information about it<br />
(just ask my wife!). I’d also like to thank all of the doctors who<br />
entrust us with their clinical training and education. We pledge<br />
to do our very best to continue to provide participants with<br />
abundant opportunities to learn and thrive.<br />
For more information on the Eubank Institute call 888.596.1811 or visit<br />
www.therightfitdentist.com.<br />
S P R I N G 2 0 0 8 www.<strong>The</strong><strong>Profitable</strong><strong>Dentist</strong>.com
DATE PROGRAM<br />
February 21-23, 2008 <strong>The</strong> Diagnostic Box: Patient Management & Treatment Planning<br />
March 6-8, 2008 Advanced Occlusion<br />
April 3-5, 2008 Essential Occlusion<br />
June 12-14, 2008 Advanced Esthetics & Restorative Procedures<br />
June 19-20, 2008 Annual Alumni Program<br />
July 24-26, 2008 Essential Occlusion<br />
August 28-30,2008 <strong>The</strong> Diagnostic Box: Patient Management & Treatment Planning<br />
September 25-27, 2008 Smile Design & Direct Composite Bonding<br />
October 9-11, 2008 Advanced Occlusion<br />
December 4-6, 2008 Essential Occlusion<br />
2008 Course Calendar<br />
helping dental professionals provide complete, quality care<br />
Here’s what doctors are saying about the Eubank Institute for Advanced Clinical Training & Education:<br />
“Any course Dr. Eubank believes is worth teaching... I<br />
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Bottom line is: if you want to love what you do, have<br />
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student of the Eubank Institute.”<br />
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“I am blown away by Dr. Eubank’s depth in all facets of<br />
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- Dr. Dennis Wells<br />
1 - 8 0 0 - 3 3 7 - 8 4 6 7 2 0 0 8 S P R I N G 2
<strong>The</strong> Eubank Institute<br />
For Advanced Clinical Education<br />
essential<br />
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April 3–5, 2008<br />
July 24–26, 2008<br />
December 4–6, 2008<br />
“ I have taken several occlusion courses from<br />
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instructor to break down the concepts and<br />
make them easy to understand ‘and apply.’<br />
He taught me step-by-step and gave me<br />
recipes for all types of occlusal issues.”<br />
—Dr. Beatriz Dennis<br />
“ <strong>The</strong>se are unequivocally the best value CE<br />
programs I’ve had the privilege of attending!<br />
<strong>The</strong> step-by-step instruction is outstanding<br />
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“ This occlusion course truly brought<br />
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“ Dr. Eubank’s passion for giving and teaching<br />
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This is ‘the place’<br />
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PRACTICE MANAGEMENT<br />
Long Term Facility requirements:<br />
What’s Your plan?<br />
By George D. Vaill<br />
Doctor Blue in Tulsa had a terrific retirement plan. He’d<br />
had a small, but very successful boutique practice for many<br />
years and was very happy with what he had put aside. He felt<br />
safe that his financial future was secure. <strong>The</strong> plan earmarked<br />
funds for college tuitions and for supporting the level of lifestyle<br />
that he and his family had come to enjoy. He had even been able<br />
to set aside extra funds to build that fishing lodge on the lake that<br />
he had dreamed about his whole career.<br />
Unfortunately, what he had not counted on was losing his<br />
lease, being forced to move, and having to invest hundreds of<br />
thousands of dollars to construct a new dental facility elsewhere.<br />
He had not made any provision in his financial plan for that<br />
eventuality. So, to his great disappointment, that fishing lodge on<br />
the lake was sacrificed to fund the new facility – with only 4 years<br />
remaining before his retirement. In spite of all of his years of hard<br />
work and scrupulous planning, his fishing dreams went up in smoke.<br />
Could Dr. Blue have avoided this sudden and most drastic<br />
change in fortunes? <strong>The</strong> simple answer is “yes.” If he had set aside<br />
and regularly funded a reserve to cover any potential, major facility<br />
renovation or relocation, he might well have been able to pay for<br />
such a contingency without totally gutting his retirement portfolio.<br />
Developing a long-term plan for your practice commonly<br />
entails reviewing such issues as clinical methodology, personnel<br />
management and facility utilization. Frequently, however, dentists<br />
who lease their office space often fail to consider long-term<br />
occupancy requirements: (i) how long the facility they currently<br />
occupy will efficiently accommodate their practice growth<br />
plan; (ii) what changes in that occupancy may be forced by an<br />
expiring lease or may be required in order to achieve desired<br />
practice growth; and, (iii) what capital investment may be<br />
necessary – and should be budgeted – to fund changes that may<br />
be required in conjunction with a facility expansion, renovation<br />
or a planned or forced relocation. Any long-term planning that<br />
does not include such considerations accompanied by a budget<br />
contingency for facility capitalization is incomplete. Such a lack<br />
of anticipation and planning may well result in an interruption<br />
of your occupancy (and, thus, your practice) accompanied by an<br />
unplanned expenditure for facility replacement that significantly<br />
alters your financial model: a rude surprise indeed!<br />
Unless consciously negotiated with specific time frames<br />
in mind, office leases rarely provide the kind of flexibility<br />
that allows you to come and go at will in response to your<br />
growth plan. <strong>The</strong>refore, it is paramount that you review your<br />
lease carefully to understand fully what occupancy rights (and<br />
obligations) you have and how they may affect your ability to<br />
carry out that plan in the years to come. Given the number of<br />
years you wish to work, the practice size you envision and the<br />
projected demographic basis required to support your plan,<br />
among other questions you must answer are:<br />
1. How large a facility (and how much parking) will you require<br />
five years out? 10 years out? 20 years out?<br />
2. Will your existing facility meet those needs over the long<br />
haul or will you likely require a facility change?<br />
3. Does your lease contain terms that guaranty, obligate you to,<br />
or limit long term occupancy?<br />
4. Does your lease contain renewal options of sufficient<br />
number and length with pre-negotiated terms offering transition<br />
increment opportunities that coincide with planned growth steps?<br />
5. When is the ideal time to renegotiate term length and renewal<br />
options in order to best position yourself for uninterrupted<br />
occupancy – or for premature termination?<br />
If you are uncertain about your occupancy rights and obligations,<br />
a dental office lease professional can help you interpret your lease<br />
and provide expert guidance that will prove invaluable. Once you<br />
have answered these questions and determined how well your<br />
current facility and your lease provisions do or do not support<br />
your projected needs, you will be in a better position to plan<br />
accordingly and reduce the likelihood of that rude surprise.<br />
Leasing<br />
Space?<br />
You negotiate an<br />
offi ce lease once...<br />
Do it right!<br />
“With just one letter to our landlord,<br />
he got our rent lowered $500 a month!”<br />
—Dr. Woody Oakes, New Albany, IN<br />
To level the playing fi eld in your<br />
next lease negotiation, simply call<br />
1-800-340-2701 or visit<br />
www.georgevaill.com/tpd/<br />
Satisfaction<br />
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DENTAL OFFICE LEASE NEGOTIATIONS<br />
iStockphoto.com/asiseeit<br />
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CLINICAL/TECHNICAL<br />
28<br />
Crown & Bridge problems<br />
how To Fix <strong>The</strong>m!<br />
By Dr. Michael Curtis<br />
100’s of Pearls on<br />
Fees & Case<br />
Acceptance<br />
Plus countless tips to skyrocket your profit!<br />
• Fast, easy and totally<br />
practical for the busy<br />
general dentist.<br />
• Saves 1000’s of dollars<br />
and countless hours in C.E.<br />
• 100’s of Pearls from 100’s<br />
of sources...Do you know<br />
them all?<br />
Do you ever have<br />
For <strong>The</strong> General <strong>Dentist</strong><br />
problems with Crown<br />
& Bridge? Are your<br />
patients stressed<br />
when their expensive<br />
work begins to fail?<br />
Some tips for the most<br />
lucrative cases we do:<br />
1. recurrent Decay:<br />
How should you repair early decay under crowns? Do NOT use composite! Resins on<br />
root surfaces leak like crazy and cause tissue inflammation. Glass Ionomers (GI) or Resin<br />
Modified GI’s (RMGI) seal far better, reduce inflammation and are proven cariostatics.<br />
Some products:<br />
• Self Curing: “Fugi IX GP Extra” (GC): When you can’t get your curing light<br />
to a difficult area, inject this self-cured GI material. Wait 15 seconds so it’s not<br />
sticky to shape. Sets in only 2-3 minutes. Trim and polish all GI’s with water to<br />
prevent cracking.<br />
• Light Cured Flowable: “Fugi II LC” capsules: I place this RMGI; then etch,<br />
bond and place resin. (Superior to using flowable.)<br />
• Difficult Isolation: “Fugi Triage”: A GI designed as a sealant, but adheres even<br />
when you can’t get total isolation.<br />
• Highly Esthetic Areas:” “Ketac Nano (3M Espe): RMGI with great esthetics<br />
and polish.<br />
• For how to prevent recurrent decay under your new crowns, ask for our FREE<br />
Report: “Xerostomia & Root Decay” when you order any of our guides.<br />
2. Black scuzz:<br />
Have you ever removed a temporary and noted a black discolored area on your prep?<br />
• Hemostatic agents that contain ferric ions (Cut-Trol, Viscostat) can cause this<br />
black residue. Try “Viscostat Clear” (Ultradent) instead. For more, see “100s of<br />
Pearls on Endodontics.”<br />
• Micro-leakage may also cause the problem. Avoid resin-based temporary cements.<br />
Use a Bis-Acryl resin (Luxatemp etc.) for the most accurate temporaries. To fill<br />
voids at margins, clean with alcohol; dry, apply bond and flowable composite,<br />
re-seat on prep. <strong>The</strong>n cure. Trim margins intra-orally with a ½” Aluminum<br />
Oxide disc (Moore) for ideal contours.<br />
3. Crown Breaks off:<br />
What can you do for bridgework that has broken off at the gumline?<br />
• “Metabond” (Parkell): This miracle material is now easier to use, but still<br />
holds impossible cases when other cements can’t. Buys time until you can fix<br />
the problem permanently.<br />
• “Snap-On Smile ® .” This is a strong, removable resin material that snaps over<br />
existing teeth with no anesthesia, no prep, and < 30-minutes chair-time. A new<br />
inexpensive answer for patients that can’t afford large cases (877-776-2766).<br />
• Buildups: Many dentists leave and prep old fillings when doing crowns.<br />
Wrong! <strong>The</strong>re’s almost always decay underneath, which will worsen under<br />
your new crown. Always remove all old filling material. Prep retention for<br />
your liner or buildup even if bonded.<br />
S P R I N G 2 0 0 8 www.<strong>The</strong><strong>Profitable</strong><strong>Dentist</strong>.com
4. one abutment Loosens:<br />
What should you do when one abutment loosens, while the<br />
others remain tight? If you try to remove the bridge, you risk<br />
fracturing porcelain or the remaining abutments. Make a hole in<br />
the loose abutment with a round diamond. Pull up on the bridge<br />
and inspect for recurrent decay. If you can remove the caries,<br />
inject permanent cement into the hole and re-press the bridge<br />
into place. Place your finger over the opening so back pressure<br />
extrudes cement out the margins. Repair hole.<br />
5. Crown Needs endo:<br />
Root canals under crowns are often tight and calcified. How can<br />
you get down them every time? How can you get old posts out?<br />
Why are apex locators unreliable within crowns, and how can<br />
you fix them? For answers, see our “Endodontics” guide.<br />
6. poor Contacts:<br />
Improper contacts are a major cause of crown failures as food<br />
catches lead to recurrent decay and perio problems. To produce a<br />
natural self-cleansing papilla, most contacts should start apically<br />
about 4mm from bone. After prepping, push your perio probe<br />
through the sulcus and sound to bone. Measure how far your<br />
finish line is from bone and ask lab to start contacts at that 4mm<br />
level. Contacts should be broad, wide areas, not contact points.<br />
• Pindexed dies move. Always pour a second uncut<br />
model to check contacts.<br />
• Soft tissues are commonly distorted from prepping,<br />
cords, chemicals, lasers or electrosurgery. To avoid<br />
“black triangles,” do a try-in and take a pickup impression.<br />
<strong>The</strong>n, have your lab pour a silicone “soft tissue<br />
model” that mimics gum contours for ideal emergence<br />
profiles.<br />
7. root sensitivity:<br />
Countless patients have root sensitivity. <strong>The</strong>re are dozens of<br />
products for sensitive roots, but unfortunately none work reliably.<br />
For a protocol that works every time, and how to bill insurance,<br />
see page 138 of our “Anesthesia” guide.<br />
8. sandblaster in every op:<br />
• A micro-etcher (Danville etc.) can more than double<br />
crown retention. Place an extra air line (~$250) and<br />
sandblast the internal of metal crowns. Blasting can<br />
also remove old temporary cement, organic debris or<br />
black residue from preps. Cover tissues first with any<br />
liquid dam, so you don’t induce bleeding.<br />
• Sandblast internal of temps too so cement stays in your<br />
temp rather than on the prep for an easier faster insert<br />
appointment. Always micro-etch old resin when adding<br />
new composite to create a reliable bond.<br />
9. Crowns Don’t Fit:<br />
• Consider >3.5X magnification and a 4000K headlight<br />
to see the details you need to create excellent preps,<br />
check impressions, margins, dies etc.<br />
• When you need precise control, turn your rheostat<br />
turned down to a slow 25 PSI. <strong>The</strong>n, prep finish lines<br />
with no water for better visibility. For short crowns,<br />
prep mini-parallel inlays and grooves for better retention.<br />
• Some lab stones exhibit serious expansion or distortion.<br />
Call your impression manufacturer for the best stones<br />
to use with their material.<br />
10. sub-gingival Margins:<br />
100% visibility is critical for sub-gingival margins. Electro-surgery,<br />
laser or the “double-cord” techniques work well:<br />
• Cord: Immediately after breaking contact, pack a thin<br />
cord (000 Ultradent) around tooth. Cut off excess so<br />
cord does not wrap around itself and remains totally<br />
buried. Prep to this tissue level for optimal margin<br />
placement. If tissue is not too thin, pack a second<br />
cord after preps are done and leave five minutes. Pull<br />
second, but not first cord to get a wide trough, so your<br />
impression of the margin does not distort or tear. Leave<br />
first cord under gum line until you dismiss patient for<br />
wonderful tissue control.<br />
• Bleeding: If you get bleeding while injecting, apply<br />
a gentle stream of air to clean and move impression<br />
material into area.<br />
• Ferrule: On posteriors, a 2mm ferrule (1mm deep) is<br />
critical facially and lingually, but not interproximally.<br />
This is because occlusal forces rock teeth bucco-lingually,<br />
but not mesio-distally. Consider Captek or other<br />
gold margins for the best tissue reaction to a buried<br />
margin.<br />
11. anterior Temporaries:<br />
Do your anterior temporaries look like real teeth or a continuous<br />
blob? Try Brasseler’s 945, 080 ¼” diamond disc for an ultra-thin<br />
interproximal cut, to define each tooth.<br />
12. everyday issues:<br />
• Costs: What is the #1 reason people reject dentistry?<br />
Cost; especially for crown & bridge. To skyrocket your<br />
case load and get paid faster and easier, consider our<br />
“Fees & Case Acceptance” and “Collections” guides.<br />
• Post Op Pain: What is your biggest practice builder?<br />
It’s how comfortable your patients feel in the hours<br />
following your procedure! 90% of dentists don’t know<br />
these simple tips and loose themselves a fortune. For<br />
what to do, check out our “Anesthesia” guide.<br />
1 - 8 0 0 - 3 3 7 - 8 4 6 7 2 0 0 8 S P R I N G 2
0<br />
• Non-Restorable Teeth: Do you employ “rapid extrusion”<br />
or “intentional re-plantation”? Both are easy ways<br />
to save “non-restorable” teeth and are used around the<br />
world. For more, see our “Endodontics” guide.<br />
13. Do You Know all our pearls?<br />
“100s of Pearls” guides have sold in 23 countries!<br />
• “Anesthesia & Pain Relief” Over 500 “Pearls” in 97<br />
categories<br />
• “Fees & Case Acceptance” Over 400 “Pearls” in 79<br />
categories<br />
• “Endodontics” Over 600 “Pearls” in 87 categories<br />
• “Financing & Collections” Over 400 “Pearls” in 76<br />
categories<br />
• More coming soon!<br />
For questions or to order, call 800-427-2830, visit us at HundredsofPearls.com<br />
This article is excerpted from several “100s of Pearls” guides and is copyrighted<br />
and reprinted with permission.<br />
Dr. Michael Curtis practices in Connecticut and is the author of the<br />
“100s of Pearls” series of books and founder of “Hundreds of Pearls”<br />
(www.HundredsofPearls.com). For questions or to order, call<br />
1-800-427-2830 or email to hundredsofpearls@sbcglobal.net.<br />
Where do potential patients find you?<br />
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S P R I N G 2 0 0 8 www.<strong>The</strong><strong>Profitable</strong><strong>Dentist</strong>.com
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Altadonics. We broke the mold on making dentures.<br />
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<strong>Dentist</strong>s’ time<br />
to produce<br />
Number of<br />
steps required<br />
Turnaround time<br />
for new dentures<br />
<strong>Dentist</strong> gross<br />
revenue per<br />
minute<br />
�e Old Way Assurance Denture<br />
160 minutes<br />
10<br />
3 weeks<br />
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20 minutes<br />
3<br />
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$1,050/20=<br />
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Above example is for illustration purposes only. Results may vary based on fees and other factors.
CLINICAL/TECHNICAL<br />
2<br />
What’s Up With<br />
Deep Bleaching TM NOW??<br />
an interview with Deep Bleaching TM inventor, Dr. Rod Kurthy<br />
Rod Kurthy and his Deep Bleaching TM technique have been favorites of our<br />
subscribers for some time now. In response to the multitude of requests, we<br />
interviewed Rod in 2006 for our Driving <strong>Dentist</strong> Series. <strong>The</strong> interview received<br />
enormous rave reviews from our subscribers, so we featured Rod on the cover<br />
of <strong>The</strong> <strong>Profitable</strong> <strong>Dentist</strong> later in the year. With Rod having now formed his<br />
own company to provide his Deep<br />
Bleaching TM products, and espe-<br />
cially since Rod will be lecturing<br />
(twice) at our upcoming Destin<br />
Spring Break Seminar, we want-<br />
ed to get the scoop from Rod<br />
regarding all his exciting<br />
new updates.<br />
PRACTICE MANAGEMENT<br />
S P R I N G 2 0 0 8 www.<strong>The</strong><strong>Profitable</strong><strong>Dentist</strong>.com
Woody – Thanks for being with us Rod. As everyone already<br />
knows, Deep Bleaching has become all the rage among dentists<br />
all over the world. You’ve figured out how to achieve permanent<br />
incredible whitening success on every single patient and also<br />
figured out how to do it with very low or no sensitivity. But recently<br />
we’ve been hearing great things about your new Evolve<br />
<strong>Dental</strong> Technologies company and your new Deep Bleaching<br />
products. What made you decide to start your own company?<br />
Rod – Well Woody, it’s a long story. For years I’ve given help<br />
to most of the major bleaching product companies when they’ve<br />
asked. I even developed a formal relationship with one company.<br />
<strong>The</strong> problem has always been that companies tend to be<br />
concerned about profit far more than they are about the things I am<br />
concerned about. Everything had to be weighed to determine<br />
how profitable it would be. My hands were often tied, and frequently<br />
my suggestions fell on deaf ears.<br />
Having my own company gives me the ability to do things the<br />
way I want to. I don’t have anyone telling me that I can’t do things<br />
that aren’t profitable enough. I can now do the things I’ve wanted<br />
to be able to do with Deep Bleaching TM for a long time.<br />
Woody – Hey, I’ve had the same experiences so I know exactly<br />
what you’re talking about. You said that you can now do things<br />
you’ve wanted to do for a long time. Tell us about those things.<br />
Rod – <strong>Dentist</strong>s have been asking me to provide a place where<br />
they can get virtually everything they need for Deep Bleaching TM<br />
instead of having to go to various companies, and we’ve done<br />
that. We’ve also brought out some very exciting new products<br />
that I’ve wanted to provide for some time now – and we’re<br />
getting rave reviews about them like crazy. Our products have<br />
been selected and developed by me to specifically have the exact<br />
physical properties necessary for the very best results with Deep<br />
Bleaching.<br />
Woody – Tell us a bit about some of your new products.<br />
Rod– <strong>The</strong>re are several. First of all, in addition to the Standard<br />
Deep Bleaching TM , I’ve introduced my Deep BleachingMAX TM .<br />
This is for dentists like me who want to totally knock the socks<br />
off ALL of their patients. Deep Bleaching TM is a super-charged<br />
bleaching system as it is, and this is the top of the top! And I’ve<br />
also brought out a brand new desensitizer that, most importantly,<br />
is also a whitening enhancer. This product makes teeth whiten<br />
much faster than ever before, so the end results are even better.<br />
And we’re using what I feel is a vastly improved desensitizer<br />
system for the patients to use at home.<br />
Woody – I know that your Deep Bleaching Tray design and<br />
fabrication technique are major components of Deep Bleaching,<br />
and I’ve read in your book about how fanatical you are regarding<br />
the impressions. So what’s this I hear about a new impression technique<br />
and new impression materials just for Deep Bleaching Trays?<br />
Rod – Well Woody, the materials and technique are not just for<br />
Deep Bleaching tray impressions. We have numerous dentists<br />
who’ve been so flipped out about the materials and technique,<br />
that they’re now using it for their crown & bridge impressions.<br />
Bottom line is that no matter how diligent I was in my instructions<br />
regarding the impressions, this was the most frequent<br />
cause when practices screwed up Deep Bleaching. You already<br />
know that I do my clinical testing in my own practice on Fridays.<br />
I worked and worked on the research, development and clinical<br />
testing of the<br />
new impression<br />
technique and<br />
new products<br />
specifically for<br />
use with the<br />
technique. I<br />
know we don’t<br />
have time<br />
here to teach<br />
the technique,<br />
but it’s nearly<br />
foolproof, and it even captures a great impression of the gingival<br />
sulcus throughout the mouth, which is exactly where we need<br />
precision for the Deep Bleaching trays.<br />
Woody – I’ve seen your new packaging of the bleaching kits<br />
that are given to the patients to take home, and I have to say<br />
that I think it’s very colorful. It looks almost like something<br />
that you’d take with you after purchasing products at a highend<br />
cosmetics store. I bet the patients love it?<br />
Rod – We’re definitely getting great feedback from dentists.<br />
<strong>Dentist</strong>s charge a good amount for<br />
Deep Bleaching, and they want to<br />
feel proud of the packaging of the<br />
products they give to the patients<br />
to take home. This was one of the<br />
most common requests that I used<br />
to receive from dentists – asking<br />
me to create something they’d be<br />
proud to give out.<br />
Woody – I know you’re “<strong>The</strong><br />
Marketing Guy” Rod. You’ve<br />
written two books on dental practice marketing called “<strong>The</strong><br />
No-Coupon Marketable <strong>Dentist</strong>,” which I think most dentists<br />
have heard of. So what have you done regarding marketing of<br />
Deep Bleaching TM for dentists?<br />
Rod – Well, I haven’t had a chance to complete all of my<br />
marketing ideas yet, but they’re in the works. I know you like<br />
and respect my buddy, Howie Horrocks, who owns New Patients,<br />
Inc. Howie is an amazing marketing professional, and he and I<br />
have brainstormed and developed marketing techniques together<br />
for a number of years. We are putting together Deep Bleaching<br />
marketing kits for dentists that include many types of marketing<br />
staples such as various ads, statement suffers, press releases,<br />
counter displays and other things.<br />
1 - 8 0 0 - 3 3 7 - 8 4 6 7 2 0 0 8 S P R I N G
I have a pet<br />
peeve. I believe in<br />
truth in advertising<br />
– especially for the<br />
health professions.<br />
And it just really<br />
bugs me when I<br />
see teeth whitening<br />
brochures with<br />
models that have<br />
white teeth that<br />
were NOT made<br />
white with the<br />
technique being<br />
advertised in the<br />
brochure. Some<br />
of these models’<br />
photos have been<br />
retouched to make<br />
their teeth so white,<br />
and some even<br />
have Hollywood<br />
White porcelain<br />
veneers. I refuse to<br />
do that.<br />
My Deep Bleaching cover girl is beautiful, has amazingly<br />
white teeth AND her teeth are white BECAUSE of Deep<br />
Bleaching. She’s not a professional model. In fact, she’s my<br />
daughter, Shannon. On our brochures (meant for dentists to<br />
have on their counters for patients to read and take with them)<br />
and posters, it says right next to her picture that she’s not a<br />
model, that the photos have not been retouched, and that her<br />
teeth are white because of Deep Bleaching. And I’ve used all of<br />
my marketing knowledge to make the Deep Bleaching brochure<br />
a tremendously effective marketing tool for dental practices.<br />
Woody – Well, I’ve saved the best for last Rod. I know that<br />
you are absolutely a fanatic about refrigeration of bleaching<br />
products. You and I have discussed the importance of that<br />
before. And I know that you’re really excited about how your<br />
company handles your bleaching products. So tell us all about it.<br />
Rod – Yes, this is something that I’ve harped on for a long,<br />
long time. I believe that we dentists often, or even routinely,<br />
receive bleach that has already lost a significant amount of its<br />
effectiveness – and we have no way of knowing. But none of<br />
the companies I’ve worked with wanted to endure the high cost<br />
of refrigeration. So I’m now free to do it myself, and the reports<br />
that we’re getting from dentists are amazing – even beyond what<br />
I’d anticipated.<br />
ALL bleaching gels are unstable. <strong>The</strong>y’re supposed to be.<br />
That’s why they will give up their oxygen rapidly when placed<br />
in the mouth. But this instability has a downside too. <strong>The</strong>se<br />
products start to degrade immediately after their manufacture.<br />
<strong>The</strong> only way to prevent the degradation is refrigeration, but that<br />
is VERY expensive as you will see. And even more important<br />
than refrigeration is the protection from HIGH HEAT, which<br />
QUICKLY destroys bleach. I believe that the lack of refrigeration<br />
and protection from heat is why we dentists complain of varying<br />
effectiveness of bleaching gels that we receive.<br />
We all know how HOT it can get in warehouses and inside<br />
trucks! UPS has informed us that they expect contents of packages<br />
to reach at least 125 o F even when shipped ‘next day’ shipping.<br />
And slow freight shipping of product from the factory to the<br />
bleaching product company in unbearably hot trucks can take<br />
five days or more! Typically bleaching product companies do<br />
not refrigerate all of their gels at their facilities. Warehouses can<br />
get very hot, especially over the weekends, and dentists already<br />
know that they usually don’t receive bleaching gels in a refrigerated<br />
container. <strong>The</strong> lack of refrigeration is bad enough, but the<br />
exposure to high heat during slow freight shipping, warehouse<br />
storage and shipping to the dentist is unacceptable to me.<br />
ALL of our Evolve bleaching gels (hydrogen AND carbamide<br />
peroxides) are: 1) Refrigerated immediately after manufacture<br />
and until shipped to Evolve (I insisted on and arranged this special<br />
handling with the factories). 2) Shipped REFRIGERATED to<br />
Evolve in planes and trucks every<br />
second of the way. 3) Immediately<br />
placed in Evolve’s huge industrial<br />
walk-in refrigerator. 4) Shipped<br />
to dentists in thermally insulated<br />
foam boxes with cold packs.<br />
This ensures that dentists receive<br />
100% fresh, 100% effective<br />
bleach every time!<br />
It was always my strong<br />
opinion that this was important, but<br />
there was no way for me to ever<br />
test it. As much of a difference as I thought constant refrigeration<br />
would make, it’s turned out to be even more impressive than I had<br />
imagined. <strong>The</strong> response we’re getting from dentists is amazing.<br />
And I’m talking about dentists who have been using Deep<br />
Bleaching TM for some time.<br />
Because moisture from condensation during refrigeration<br />
will ruin typical fancy box containers, all of our bleaching gels<br />
are provided in plastic containers so that we can keep them under<br />
constant refrigeration without damage to paper boxes.<br />
<strong>The</strong> first thing that most dentists ask me when they hear this<br />
is, how much more do we charge because of all the refrigeration?<br />
<strong>The</strong> fact is that we don’t charge ANY more at all. It’s something<br />
I believe in very much, so we just do it.<br />
Woody – Thanks Rod, it sounds like you’ve got a lot going on,<br />
and we appreciate you taking the time to talk with us. I know<br />
that our readers will have more questions, so how do they<br />
contact Evolve <strong>Dental</strong> Technologies?<br />
Rod – Hey Woody, you know that this is my favorite topic in the<br />
world – and I’m really looking forward to speaking at Destin.<br />
That is always an amazing meeting! I’m excited to be a part of<br />
it this year and to get to hang out with all of your fans for a few<br />
days. I’m normally at my dental practice, but Evolve can be<br />
contacted at (866) 763-7753, and the website is www.Deep-<br />
Bleaching.com. See ya at Destin bud!<br />
S P R I N G 2 0 0 8 www.<strong>The</strong><strong>Profitable</strong><strong>Dentist</strong>.com
stress-Free,<br />
Easy and <strong>Profitable</strong><br />
Dentures<br />
By Dr. John Lyons<br />
Learn to love doing<br />
dentures as I do.<br />
Most dentists I talk to hate doing dentures. When asked why,<br />
they usually respond with one of the following replies:<br />
1) <strong>The</strong> patients are never satisfied;<br />
2) <strong>The</strong>y keep coming back for adjustments endlessly;<br />
3) I don’t make any money with dentures; or<br />
4) I cannot compete with the guy down the street.<br />
In this article, I would like to show you how to reverse these<br />
negative experiences and thoughts and get you to love doing<br />
dentures as I do.<br />
We will review the special situations that arise most often<br />
and show simple and effective ways to deal with them.<br />
1) <strong>The</strong> “never-ending” complainer:<br />
Although 97% of all edentulous patients are easily satisfied<br />
with the confection of new dentures, some patients will<br />
never be pleased with their prosthetic appliances. <strong>The</strong>se<br />
people want that big piece of plastic in their mouth to<br />
function and look like natural teeth!<br />
Obviously the trick is, as they told us in dental school, to avoid<br />
this type of patient. But how can you tell!<br />
We have all heard of the scenario where the patient comes in<br />
once and tells you that he is unable to get used to his dentures<br />
and that they are the third ones he has gotten this year. While<br />
this would be a “no-brainer,” it rarely happens. Usually the<br />
“difficult” patient is much harder to spot and will give only small<br />
clues revealing his potential future discontentment. Possible<br />
signs to look for are:<br />
Dr. Lyons DVD series is available at<br />
www.<strong>The</strong><strong>Profitable</strong><strong>Dentist</strong>.com.<br />
CLINICAL/TECHNICAL<br />
A) When a patient is way too detail conscious. Although<br />
you may spot this only at the try-in appointment, it is<br />
still not too late to stop everything.<br />
B) When a patient speaks of any unrealistic or extremely<br />
difficult expectations. While it may be tempting to try<br />
a case where you feel you might be able to satisfy this<br />
patient’s needs, the risk is too high to get involved.<br />
C) When the patient fails to understand the reasons his old<br />
denture is no longer any good. This could be a patient<br />
with insufficient lower ridge height requiring implants.<br />
<strong>The</strong> patient “hears” you when you explain the reasons<br />
for the instability of his lower denture but quickly<br />
replies “just make me a new lower denture.”<br />
Contrary to the unrealistic patient, however, this patient can be<br />
content with a new “set of teeth” since you have explained and<br />
often repeated that the new denture may not hold any better than<br />
the old one.<br />
Solution:<br />
For the rare case where the patient has somehow slipped<br />
through your screening process and for whom you have gone out<br />
and completed new dentures (although you now wish you had<br />
not), reimburse him quickly. <strong>The</strong> sooner you give him back his<br />
money, the less time, aggravation, and eventually money, you<br />
will lose.<br />
As for those patients you do not wish to treat (3%), tell them<br />
that this case is a special situation and you feel you might not be<br />
able to satisfy them. Refer them to the best prosthodontist or to<br />
your worst enemy.<br />
1 - 8 0 0 - 3 3 7 - 8 4 6 7 2 0 0 8 S P R I N G
CLINICAL/TECHNICAL<br />
2) <strong>The</strong> patient who wants his new dentures to be exactly the<br />
same as the old ones.<br />
Although some techniques exist to duplicate existing<br />
dentures, patients should be warned that you can get “as close as<br />
possible to” but never exactly the same as their old dentures.<br />
3) <strong>The</strong> guy down the street is really inexpensive!<br />
Solution: Who cares!<br />
If there is one thing I have learned about my job, it is that I<br />
only love doing what I get paid for. Whether it is ortho, crown<br />
and bridge, surgery or dentures, I hate doing things for free or<br />
for an inadequate compensation.<br />
However, you can still compete with “el cheap” down<br />
the road by giving patients a choice. Tell them that there are<br />
different qualities of dentures and that you offer three types.<br />
payments by<br />
North american Bancard<br />
By Leo Townsend<br />
Leo Townsend, president of Paymerica of Illinois, LLC,<br />
is pleased to announce the formation of Payments by North<br />
American Bancard. This new organization will allow merchants<br />
the ability to not only receive wholesale rates on their credit card<br />
processing, but can provide free equipment to those in the need.<br />
Also, if you’ve been reluctant to switch your processing due to<br />
cancellation fees by your current processing bank, Leo can now<br />
pay up to $295 of the cancellation fee for qualified merchants.<br />
<strong>The</strong> <strong>Profitable</strong> <strong>Dentist</strong> has worked with Leo for more than<br />
five years on saving dentists, and other businesses, money on<br />
their processing. It’s as simple as faxing a recent statement to<br />
Leo for review and the entire application process to switch your<br />
processing and begin recouping your savings can happen in<br />
as little as two days! Most often you won’t need to switch the<br />
equipment that your staff is familiar with, reducing the training<br />
time involved.<br />
Why continue to put your hard earned money in your<br />
processing banks pocket? Leo has saved 100% of those who<br />
contacted him money. <strong>The</strong> choice is yours.<br />
With all the credit card processing companies soliciting your<br />
business and the many different rates that you are being quoted<br />
it’s hard to know who to trust. Woody Oakes trusts Leo and one<br />
of the local dentists near you are probably already saving money<br />
through Leo’s program.<br />
<strong>The</strong>re is the economy denture (competes with the fee of Dr.<br />
Cheapo), there is the quality denture (at a reasonable fee) and<br />
there is a deluxe model with the most esthetic teeth and highest<br />
quality acrylic (high fee).<br />
By doing it this way, you remain competitive while offering<br />
the highest quality. You will be surprised by the number of<br />
people who go for the deluxe mode.<br />
For a complete LIVE demonstration, order Productive Video’s Dentures and<br />
Partials DVS at 1-800-337-8467.<br />
Need more help? Order “Adventures in Dentures” set by calling 1-800-337-<br />
8467. Mention this article and get 1 of the 3 DVDs for FREE!<br />
North American<br />
Bancard<br />
was previously<br />
Paymerica of<br />
Illinois, LLC<br />
Keep these things in mind when you are shopping for credit card<br />
processing:<br />
q All credit card processing companies have the same costs as<br />
determined by MasterCard/Visa. <strong>The</strong> difference in the rates<br />
offered to you is predicated by their profit requirements.<br />
q <strong>The</strong>re is NO Visa/MasterCard “medical/dental” program.<br />
Companies are claiming a “special” rate for this program<br />
which is generally just standard pricing.<br />
q Many sales people in the industry are using the ploy that<br />
your equipment will be decertified in 2008 or 2009 as a way<br />
to get you scared and their foot in your door. Payments<br />
by North American Bancard can reprogram over 95% of<br />
the equipment in service today. If for some reason they<br />
can’t, they can tell you what to purchase on your own on<br />
eBay, provide wholesale pricing or even free equipment for<br />
qualified merchants.<br />
Contact Leo today for a FREE, no obligation quote on just how much money you<br />
could save in 2008. Fax your statement to 815-273-2133 or call 866-522-1169<br />
more information. Tell them Woody sent you!<br />
©2005 North American Bancard - A registered Merchant Service Provider for<br />
HSBC Bank USA, National Association, Buffalo, NY<br />
S P R I N G 2 0 0 8 www.<strong>The</strong><strong>Profitable</strong><strong>Dentist</strong>.com
I will state the obvious:<br />
Composites have different handling<br />
properties than amalgam. So why are<br />
dentists using amalgam techniques to<br />
restore teeth with composite? Amalgam<br />
techniques of wedging and separating<br />
teeth create inconsistencies when<br />
applied to composites. Using amalgam<br />
technology for composites, the dentist<br />
can not always assure proper isolation,<br />
rounded interproximal contours and<br />
tight contacts. Tight contacts every time<br />
seems to be the most elusive.<br />
Now you can predictably perform better<br />
Class II, III, IV, and V composites with<br />
simple techniques described in this<br />
article.<br />
“Congratulations Dr. Dennis Brown on selection of the Great Curve tofflemire band to<br />
<strong>Dental</strong> Products Report – Top Ten Chairside Products (2007)<br />
CRA Buying Guide – Best Products of the Year (2007).”<br />
– Woody<br />
a New approach to Composites<br />
By Dr. Dennis Brown<br />
Class ii<br />
<strong>The</strong> technique will be demonstrated on a broken down tooth #19. A difficult<br />
direct Class II composite made simpler. (Fig. 1 & 2)<br />
Fig.1. Pre-opt #19<br />
Fig. 2. All decay removed.<br />
Ready to be restored<br />
<strong>The</strong> new method is a twist on the familiar tofflemire band. Refer to Fig.3.<br />
<strong>The</strong> left matrix is a standard tofflemire band and to the right is the “Greater<br />
Curve tofflemire band.” <strong>The</strong> Greater Curve matrix has a greater curve<br />
(hence the nick name “banana band”). When the Greater Curve band is set<br />
up in a retainer the flare from bottom to top is obvious. (Fig. 4)<br />
Fig. 3.<br />
CLINICAL/TECHNICAL<br />
Fig. 4. Set up in retainer.<br />
Use of the Greater Curve tofflemire matrix band has four advantages: (Fig. 5)<br />
1) <strong>The</strong> band pulls very tight around the cervical for a very tight seal.<br />
Excellent isolation is mandatory for successful composite placement.<br />
2) <strong>The</strong> flare of the band places it intimately against the contact areas of<br />
the adjacent teeth.<br />
3) No need to force teeth apart with wedges or separating springs.<br />
Teeth restored while remaining in a neutral position.<br />
4) <strong>The</strong>re is a direct build of composite against the adjacent tooth.<br />
Here is where the technique becomes interesting. So simple, it is surprising<br />
G.V. Black didn’t think of it. A small football shaped composite finishing<br />
carbide (i.e. Brasseler’s 7404, or Shofu’s White Stone (FL2)) is used to burnish<br />
an opening in the matrix at the contact position. (Fig. 6) KEEP THE CARBIDE<br />
AGAINST THE MATRIX THE ENTIRE TIME. DO NOT LIFT THE<br />
1 - 8 0 0 - 3 3 7 - 8 4 6 7 2 0 0 8 S P R I N G
CLINICAL/TECHNICAL<br />
8<br />
CARBIDE. IT IS A “RUBBING, SMOOTHING IN” SIDE TO SIDE<br />
MOTION. YOU ARE GENTLY PEELING AWAY METAL. (See arrow<br />
in Fig. 5) A smooth surface is left on the adjacent tooth’s contact. Around<br />
the opening the matrix imperceptibly blends against the adjacent tooth. <strong>The</strong><br />
dentist has absolute control over the size and position of the contact. Contacts<br />
will be a direct build of the composite against the adjacent tooth. (Fig. 7)<br />
<strong>The</strong>re is no danger of nicking the adjacent contact when executed<br />
correctly. It is 180º from the way we were taught. It is easy to do. We<br />
all use composite finishing carbides to smooth composite<br />
against occlusal enamel, and no nicking occurs. Using<br />
finishing carbide at the interproximal is no different.<br />
<strong>The</strong> buildup is completed. (Fig. 9) DO NOT WORRY<br />
ABOUT PLACING ANY SEPARATING AGENT AT<br />
THE CONTACT OPENING. <strong>The</strong> contact is broken with<br />
the blade of a metal spatula before the band is removed.<br />
<strong>The</strong> bond will break very cleanly for two reasons: (Fig. 8)<br />
1) We are only dealing with a small 1mm oval. Not<br />
much surface area bonded.<br />
2) <strong>The</strong> contact area on the neighboring tooth was<br />
smoothed with finishing carbide as described above.<br />
<strong>The</strong>refore, the composite itself will be smooth<br />
at the contact position. <strong>The</strong> band removes in one<br />
piece. It slides through the contact. Why, because<br />
the periphery of the opening blended imperceptibly<br />
against the adjacent contact.<br />
A difficult Class II buildup with wide embrasures, on<br />
a short misaligned tooth made simple. Tight contacts<br />
with rounded contours having both width and depth.<br />
(Figs. 9, 10, & 11)<br />
Class iii & Class iV <strong>The</strong> Greater Curve works very well for anterior teeth. (Fig. 12)<br />
After the Greater Curve matrix has been tightened around tooth #8, a mesial opening<br />
is created in the matrix as described previously. Cutting away the<br />
labial portion of the matrix provides access to the cervical portion<br />
of the prep. <strong>The</strong> dentist has plenty of visibility coupled with great<br />
isolation from saliva invasion. Matrix secured with Triad Gel. (Fig.<br />
13) Composite is placed, and matrix slides out in one piece. Why?<br />
<strong>The</strong> periphery of the opening blended imperceptibly against the<br />
adjacent contact. (Fig.14)<br />
Final mesial Class IV composite tooth # 8. Note the rounded<br />
emergence contour. <strong>The</strong> base of the<br />
contact is near the papilla. (Figs. 15<br />
& 16)) Forget awkward mylar strips.<br />
You will never again experience<br />
straight line emergence contours<br />
and unsightly black triangles caused<br />
by mylar strips secured with wood<br />
wedges. Long vertical contacts which<br />
are the nature of Class IV’s are easily<br />
accomplished.<br />
Fig.14. Matrix slides out in one<br />
piece.<br />
Fig. 6 Brasseler<br />
# 7404,<br />
Shofu # FL2<br />
Fig. 9. Composite travels<br />
across wide<br />
mesial and distal<br />
embrasures.<br />
Fig.7 Contact opening<br />
made in matrix.<br />
Fig. 10. Contacts with width<br />
and depth.<br />
Fig. 5. Greater Curve<br />
tofflemire band in<br />
place. No wedges<br />
needed. No<br />
separating springs<br />
needed. Band<br />
pulls very tight for<br />
a 0º excellent<br />
seal. Set up is<br />
very simple.<br />
Fig. 8. Blade of metal spatula<br />
breaks contact.<br />
Fig.11.<br />
Rounded<br />
interproximal<br />
contours.<br />
Fig. 12 Class IV prep tooth #8. Fig.13. Matrix secured (Triad Gel)<br />
Fig. 15. Final restoration<br />
#8<br />
Fig. 16. Lingual view final<br />
restoration #8.<br />
S P R I N G 2 0 0 8 www.<strong>The</strong><strong>Profitable</strong><strong>Dentist</strong>.com
Class V<br />
<strong>The</strong> Greater curve works well for many Class V restorations. It is a<br />
savior when:<br />
1) the caries are deep relative to the gingival margin.<br />
2) the gingiva is very thin and friable making it impossible to<br />
place cord.<br />
3) superior isolation from saliva contamination is paramount.<br />
Class V caries on #31 extends from mesial to distal along the lingual.<br />
(Fig. 17) A Dent-a-pop at the lingual contains the tongue and draws<br />
saliva away. Prep is very well isolated in a location that is normally<br />
difficult to isolate. <strong>The</strong> Greater Curve matrix provides plenty of<br />
access to place restorative material (Fugi II LC). (Fig. 18)<br />
In summary the Greater Curve tofflemire band technique has advantages:<br />
• <strong>The</strong>re are no wedges needed! No separating springs needed! Hardware greatly reduced.<br />
Set up very simple.<br />
• Teeth restored in a neutral position because there is no need to force teeth apart.<br />
• <strong>The</strong>re is excellent isolation of the cavity prep. Particularly those with deep subgingival<br />
decay. <strong>The</strong> band pulls very tight at the cervical.<br />
• <strong>The</strong> cost per restoration is reduced.<br />
<strong>The</strong> quality of your composite restorations will soar. Tight rounded contacts with width and depth.<br />
For more information on how the Greater Curve tofflemire band can make restorative dentistry simpler and more<br />
predictable go to www.greatercurve.com or call 866-493-3437.<br />
Why Not Simplify Direct Composites?<br />
Throw away awkward mylar strips.<br />
Create rounded emergence contours with long contacts on anterior teeth.<br />
“Best Products of the Year – 2007”<br />
CRA Buying Guide<br />
Wide open embrasures with<br />
deep cervical decay easily bridged<br />
with tight, smooth contacts.<br />
“Top Ten Chairside Products – 2007”<br />
DPR<br />
www.greatercurve.com<br />
����� �������� � ������������������������<br />
Fig. 17 Lingual prep # 31<br />
Fig.18 Excellent isolation<br />
lingual #31.<br />
Fig. 19 Final lingual subgingival<br />
Class V #31.<br />
1 - 8 0 0 - 3 3 7 - 8 4 6 7 2 0 0 8 S P R I N G
0<br />
<strong>The</strong> shocking TrUTh about the U.s. Legal system!<br />
Discover the hidden secrets of Litigation that<br />
plaintiffs’ Lawyers pray you Never Learn!<br />
By Douglass Lodmell, J.D.<br />
Let me ask you a question. “Have you ever wondered<br />
why it feels like you need to consult a lawyer before talking to<br />
the parents of your children’s friends about why their kid came<br />
home with a bruise from your house? Do you notice how you<br />
feel when someone slips and falls, or even bumps their arm in<br />
your home or office building? Or, if you own a business or have<br />
employees, why even a loose comment or risqué joke around the<br />
office now makes you cringe with fear? Or why sometimes the<br />
patient sitting in your chair does or says something that triggers<br />
a fear that they might just be a lawsuit waiting to happen?”<br />
Why is that? Why is it that even normal minor accidents or<br />
casual conversations can trigger a deep sense of fear and insecurity<br />
in you? What do you attribute this to? Why do you think that is?<br />
It’s because this fear is legitimate! For some of you it is<br />
because you have already been sued, or have seen a friend,<br />
colleague or neighbor go through a nightmare lawsuit. Not to<br />
mention that we all see the aggressive advertising of plaintiffs’<br />
attorneys on TV, billboards and radio that implore the masses to<br />
call them “after any accident” to get their “rightful” cash awards,<br />
as if it was a government subsidized entitlement program.<br />
Let’s face it. We have all learned to take on a sense of guilt<br />
if anything goes wrong in our own lives AND in the lives of those<br />
around us. We all know about this guilt! But what you might not<br />
know is how a small group of lawyers and judges has taken that<br />
sense of guilt and used it against the very people they are here<br />
to serve to create the biggest money making scheme in history.<br />
And in the process, have turned our legal system into a sham!<br />
Just like Cold War Russia or North Korea of today, we<br />
are now ruled by the Law of Fear! What this law says is that<br />
you better not take any risks, hurt anyone or even be around<br />
when something goes wrong in someone’s life, because there<br />
is an army of lawyers that will be there to serve the victims of<br />
your negligence and find JUSTICE. And since this is America,<br />
justice is measured in terms of COLD, HARD CASH – so you<br />
will just PAY! And, of course, these lawyers are not doing<br />
this as a public service. <strong>The</strong>y are taking a BIG cut of the $300<br />
billion each year in lawsuit action for their honorable position as<br />
the purveyor of justice (i.e. conflicts)!<br />
When I started writing this story for <strong>The</strong> <strong>Profitable</strong> <strong>Dentist</strong>,<br />
I found myself writing page after page (far too many pages for<br />
this publication). <strong>The</strong> story was about a justice system where<br />
the “justice” has been replaced with an economic model where<br />
the most aggressive and ruthless attorneys use the lawsuit as<br />
a weapon and make ridiculous amounts of money by doing it!<br />
<strong>The</strong> story became so big and so important that I can only do it<br />
‘justice’ by offering you the whole story!<br />
What got created is an incredible “Insider’s Report” that<br />
tells all! This report is far more than a simple article. It is a<br />
full story of exactly how our legal system was designed, what<br />
happened to it, and WHY! What I can assure you of is that there<br />
are a lot of facts, and information that I know you will want to<br />
know, such as:<br />
q How the Plaintiffs’ attorneys have ‘rewritten the rules’ over<br />
the past 30 years to make it easier, and more profitable, for<br />
them to sue you.<br />
q How we moved from a system where ‘contingent fees’ were<br />
immoral and illegal for lawyers to use, to one in which they<br />
are virtually the only way plaintiffs’ attorneys now work!<br />
q How clever attorneys removed the prohibition against “attorney<br />
advertising” and created an industry of TV, Radio, and<br />
Billboard lawyers designed to stir up conflict—just for profit!<br />
q How lawyers have changed their own self-governing ethical<br />
rules to allow the use of sleazy tactics and frivolous lawsuits!<br />
q How even the Rules of Civil Procedure have been modified by<br />
attorneys to make it easier to sue, easier to use a lawsuit as a<br />
harassment tool, and harder to get a bogus lawsuit thrown out!<br />
q Why all these changes make anyone with even a modest level<br />
of assets a SITTING DUCK for almost any plaintiff’s attorney!<br />
q Why being a Doctor creates a ‘triple-whammy’ effect and<br />
increases your risk far more than you ever imagined!<br />
q How lawyers have targeted your employees as the latest<br />
“victims” in their money-making lawsuit mills, and why, as<br />
an employer, they are now your #1 risk!<br />
q How Lawsuits REALLY WORK, and how lawyers use the<br />
“no loser pays” system as a tool for LEGAL EXTORTION!<br />
In fact, once I got started writing the WHOLE STORY, I<br />
couldn’t stop at just telling you what’s wrong with the system. I<br />
had to go the whole way and also tell you what solutions are out<br />
there, which ones work, which ones don’t, and what YOU can do<br />
to turn the tables in your favor! You will also learn:<br />
q How a simple policy you can implement in your office can<br />
VIRTUALLY ELIMINATE employee lawsuits!<br />
q What “Asset Protection” really means, and why 95% of<br />
all “Asset Protection” planning you hear about or find on the<br />
Internet doesn’t work, and may even get you into BIG<br />
TROUBLE!<br />
S P R I N G 2 0 0 8 www.<strong>The</strong><strong>Profitable</strong><strong>Dentist</strong>.com
q Which assets you have are ALREADY protected and which<br />
ones are not, and what you can do today to increase your<br />
protection with no expenses!<br />
q Why numbered bank accounts and secrecy as asset<br />
protection tools Don’t Work!<br />
q What Nevada Corporations really are and why you want to<br />
STAY AWAY!<br />
q How you can maintain 100% control of your assets and still<br />
have them COMPLETELY PROTECTED!<br />
q What Insurance Companies don’t want you to know about<br />
your coverage – and why what you don’t know can hurt you!<br />
q How you can stop almost any lawsuit from ever gaining<br />
momentum, and how that can save you hundred’s of<br />
thousands of dollars in worthless legal fees (even if the<br />
claim are ridiculous and bogus!) And much, much more!<br />
By the way, when you request and receive your Insider’s Report<br />
on the legal system and discover the previously hidden dark<br />
secrets, you will understand that it applies to everyone! You will<br />
find out why this is true, even if you never get sued!<br />
<strong>The</strong> information and solutions you will be given can not<br />
only save you thousands of dollars that might otherwise be spent<br />
on litigation, but will give you something even more valuable;<br />
peace of mind and a sense of freedom that will allow you to<br />
focus on what’s most important to you!<br />
Many of your colleagues who have already read this Insider’s<br />
Report say that it was critical in helping them to make the best<br />
decision about their family’s financial future. <strong>The</strong>re is no cost or<br />
obligation for you to inform yourself about the REAL story!<br />
With more than 30 years of legal experience,<br />
Lodmell & Lodmell, P.C. is one of the nation’s<br />
premiere providers of integrated estate planning<br />
and net worth protection services. Co-founded by<br />
attorneys Gary and Douglass Lodmell, the Phoenixbased<br />
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and tax law, estate planning and asset protection.<br />
Douglass S. Lodmell, Managing Partner &<br />
Co-Founder, is an expert in estate planning, taxation<br />
and strategic asset protection for domestic and<br />
international clients. In addition to a Juris Doctorate<br />
degree, Doug Lodmell has a Bachelor of Science<br />
degree in finance as well as an advance law degree<br />
in taxation. He has authored numerous articles for professional journals and is<br />
currently at work on a book about the explosion of lawsuits in America and how<br />
personal wealth is no longer safe in this country. For more information you may<br />
contact Douglass Lodmell at 602-230-2014 / 800-231-7112 or online at www.<br />
lodmell.com or www.lawyers.com/lodmell com.<br />
<strong>Dental</strong> Genius’ Fall 2007 ad was incorrectly printed, and was the mistake of the printer. We regret the error.<br />
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It’s defined as ‘extraordinary intellect and creative power’.<br />
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1 - 8 0 0 - 3 3 7 - 8 4 6 7 2 0 0 8 S P R I N G 1
2<br />
Doctor SAVES $6,000/month!<br />
Good Morning Doctor,<br />
I thought that you would be interested in this e-mail I received from one of our members:<br />
“We gave Dr. Oakes’ new <strong>Profitable</strong> <strong>Dentist</strong> Buying Club (through Darby<br />
<strong>Dental</strong>) a try for the first time in May. Wow! Our supply bill on $250,000<br />
production is usually $12-$13K or 5-6% of production. I’m happy to say Darby<br />
<strong>Dental</strong> reduced our supply bill to $6K or 2%. I saved $6,000 and that doesn’t<br />
count the 3% rebate I will get back at the end of the month!”<br />
Dr. Jon Germany<br />
“Wow” is right… this is extra money in your pocket with ZERO extra work! If you’d like to learn more about<br />
what Dr. Germany and thousands of our members are so excited about call 1-800-683-4723 to request a FREE<br />
supplies magalog now!<br />
PS – Every day you wait to check this out is costing you BIG $$!<br />
Regards,<br />
Woody Oakes, DDS<br />
S P R I N G 2 0 0 8 www.<strong>The</strong><strong>Profitable</strong><strong>Dentist</strong>.com
PUzzLE PIECE<br />
“Don’t Forget<br />
Your promises”<br />
by Dr. Woody Oakes<br />
<strong>Dental</strong> patients are very similar to customers in other types of businesses. Twenty<br />
percent of them provide you with 80% of your business and another 20% provide<br />
80% of the problems.<br />
<strong>The</strong> best defense for these potential troublemakers is a good offense. By that I mean<br />
if something goes wrong, or you’ve promised something that’s not going to happen<br />
on schedule… communicate with them.<br />
Here’s an example: One time we did alot of crowns in one month. In fact, as I<br />
recall, it was over 100 units. All of these people were<br />
pre-scheduled for the deliveries, but here’s what happened.<br />
Our C&B laboratory moved into a new building that month and<br />
everything that could go wrong went wrong. We were notified<br />
that all cases would be “delayed” at least two weeks.<br />
We immediately put together a postcard to those folks waiting<br />
for crowns explaining to them exactly what happened. <strong>The</strong>n,<br />
after the bright orange cards were mailed, we also called to<br />
see if they got the cards and apologized for the delay.<br />
Several dentists in our town (who used the same lab) did<br />
nothing… they had people show up at the office with NO<br />
lab work! Talk about some upset people!<br />
When you communicate and explain things to your<br />
patients… most will forgive you for life’s slight<br />
inconveniences.<br />
Here is a card used by our<br />
local cable company that<br />
does the same thing:<br />
part #187<br />
of<br />
the<br />
$100,000 puzzle<br />
remember…<br />
CoMMUNiCaTioN is the KeY, don’t forget your promises!<br />
1 - 8 0 0 - 3 3 7 - 8 4 6 7 2 0 0 8 S P R I N G
imageMax<br />
<strong>Dental</strong> Film Processor<br />
For those of you who are still using dental x-ray film… at least<br />
consider moving up to the “new age” of dental film processors!<br />
ImageMax costs only $2,495, it is virtually self-cleaning, has no<br />
moving parts and uses 2/3 the chemicals of conventional x-ray<br />
processing machines.<br />
<strong>The</strong> installing is as simple as plugging it in. It has a small footprint<br />
so it easily fits on a counter or can be placed on a wall mounted<br />
shelf. It does periapical films, panos and cephs. <strong>The</strong> ImageMax<br />
also comes with an<br />
exclusive 5-year<br />
warranty.<br />
To find out more,<br />
call 1-888-230-<br />
9500 or visit www.<br />
ImageMax.us and ask<br />
for a special in-office<br />
two-week trial and<br />
free ground shipping<br />
that we’ve arranged<br />
for readers of “<strong>The</strong><br />
<strong>Profitable</strong> <strong>Dentist</strong>.”<br />
Be sure to mention<br />
the promotional code<br />
#TPDSI08.<br />
a Word From our readers<br />
woody,<br />
Loved your article on Buyer Beware! i figured this same concept out a few years ago but<br />
unfortunately not soon enough. i have a room full of expensive toys that are now high-priced dust<br />
collectors. As a favor to our profession, we need to speak out on the crap dental supply houses<br />
spread. how many times have you heard, “doc, ya only need to do an extra crown a month to pay<br />
for this new piece of equipment.”?<br />
scott kiser<br />
Salt Lake City<br />
Dear Scott,<br />
I wish we could have saved you the financial pain of that decision! We try<br />
to provide cutting-edge, yet practical information to help dentists like yourself<br />
grow your practice without being controlled by it. Keep reading. <strong>The</strong><br />
articles will hopefully help you save (and make) more money in the future!<br />
Waiting room <strong>The</strong>ater TM<br />
Waiting Room <strong>The</strong>ater is an innovative and<br />
dynamic service designed by dentists to educate and<br />
entertain patients while minimizing revenues per<br />
patient.<br />
Developed by Dr. Jay Grossman for his own<br />
practice in Los Angeles, Waiting Room <strong>The</strong>ater<br />
provides a continuous, professional multimedia<br />
presentation to patients design to help inform and<br />
educate patients about services provided by your<br />
office.<br />
Waiting Room <strong>The</strong>ater is filled with humorous clips,<br />
dental factoids, “Consumer Reports”-style product<br />
comparisons, and information that stimulates<br />
patients’ questions about dental services without<br />
any high-pressure sales. WRT’s presentation will be<br />
refreshed several times per year.<br />
To learn more, visit www.waitingroomtheater.com<br />
or call 1-888-978-0550.<br />
This service costs $299/quarter and Dr. Grossman<br />
claims it adds $6,000+ in additional revenue per<br />
month. For a FREE trial of the service, give them a<br />
call and mention promotional code # TPDS08.<br />
S P R I N G 2 0 0 8 www.<strong>The</strong><strong>Profitable</strong><strong>Dentist</strong>.com<br />
Woody<br />
Buyer Beware! discusses the quandary<br />
that many dentists face – buy vs. invest.<br />
This article can be found in our Winter<br />
2007 issue. Don’t have your last issue<br />
on-hand? Read it and other great articles<br />
online at theprofitabledentist.com.<br />
Let us know how <strong>The</strong> <strong>Profitable</strong> <strong>Dentist</strong> has<br />
helped your practice or suggest topics that you’d<br />
like to learn more about. Email us at<br />
eid@theprofitabledentist.com
Good Morning Doctor,<br />
<strong>The</strong>n it dawned on me… I should have asked you “Why?” Maybe you<br />
felt you didn’t have enough time to listen to the CDs? Perhaps you<br />
thought the product would not be helpful to you? Did we drop the ball?<br />
But I didn’t ask any of those things, so please… accept my apology.<br />
And now, for the good news! We would like to send you one of our best<br />
selling DDS interviews for FREE (all I ask is that you pay $9.95 to cover<br />
shipping and handling). Fair Enough?<br />
That CD is my recent interview with Jay Geir of <strong>The</strong> Scheduling Institute.<br />
On this amazing CD, you’ll find several new strategies, including a<br />
cell phone “system” that can generate another $75,000+ for your practice<br />
in the next 12 months!<br />
To take advantage of this offer, simply complete and return the GIFT<br />
CERTIFICATE on the reverse side of this card.<br />
Regards,<br />
William W. Oakes, DDS<br />
P.S. – Doggone it, maybe I still haven’t done enough? If you decide to begin your<br />
membership I’ll send you, absolutely FREE:<br />
1) Dr. Mike Abernathy’s “Secrets Of An $8,000,000 General Practice”<br />
DVD ($297 value)<br />
2) Dr. Jon Germany’s “Get Ready, Get Set, Go” DVD ($107 value)<br />
3) Gary Kadi’s “Million Dollar <strong>Dentist</strong>y” CD ($97 value)<br />
“I’m So Confident<br />
You’ll Love Our DDS CDs…<br />
We’ll Send You One For FREE<br />
Plus $ of FREE Gifts!”<br />
I’ve got some really great news for you, but first… I have a confession to make. Here’s my confession:<br />
I realized you were not a member of <strong>The</strong> Driving <strong>Dentist</strong> Series (monthly CD program) and when<br />
you didn’t start your membership… I should have called or written you to see why you haven’t at<br />
least taken a “test drive”?<br />
But I didn’t!<br />
NOVEMBER 2007 DR. GUY MOORE<br />
Aegis Progressive Solutions<br />
“$900K to $3M in 23 months!”<br />
· How To Develop Marketing Momentum<br />
· Why 5% may be to low for Marketing<br />
· How to Produce $520 K/year in emergency care alone<br />
· How referring patients out to specialists cripples a practice.<br />
· <strong>The</strong> easy way to increase daily production by 30%<br />
DECEMBER 2007 DR. CLIFTON GEORGAKLIS<br />
“Six Month Rapid Braces”<br />
· <strong>The</strong> number one way to market rapid braces<br />
· How to lower the stress of a typical GP practice<br />
· What about the mid-line when you remove an incisor<br />
· <strong>The</strong> magic of RIBBOND splints<br />
· How to charge (and receive) almost a full mouth ortho fee<br />
· <strong>The</strong> effective use of associates to build your niche practice<br />
· A web site that produces 15-35 new patient/month<br />
JANUARY 2008 WENDY BRIGGS, RDH<br />
“Whitening For Life”<br />
· Five Preventative Services to add to hygiene NOW<br />
· How to easily increase hygiene production $225K/year<br />
· Deciding which of the hygiene “models” is right for your practice<br />
· What’s the only way to compensate you hygienist?<br />
· What’s all the excitement about “Whitening for Life”?<br />
Individual programs are available for $39.95 each. If ordering a single program, please circle the month requested above and send with your order.<br />
Name: ___________________________________________________________________________________________________<br />
Address:________________________________________ City, State, & Zip: ________________________________________<br />
Telephone:___________________________ Fax:________________________ q VISA q MC q DISCOVER q AMEX<br />
E-Mail: ________________________________________________ Card #_________________________________________<br />
Signature _____________________________________________________________ Expiration Date ________/___________<br />
CODE: NEWS
FAx THIS FORM BACK TO 1-812-949-8535<br />
$537<br />
GIFT CERTIFICATE<br />
Woody’s DDS “Welcome Package”<br />
q YES, Woody please send me the FREE DDS “Welcome Package” valued at $537 which includes the Dr. Mike Abernathy<br />
DVD ($297 value), the Dr. Jon Germany DVD ($107 value), the Gary Kadi CD ($97 value) and the Jay Geier CD.<br />
I understand that by accepting this FREE “Welcome Package” I’ll start my membership in the Driving <strong>Dentist</strong> Series<br />
and will receive a new audio CD (with transcript) every month. Each CD is worth two hours of CE credit and (for my<br />
convenience)... my credit card will be auto billed each month for $39.95 (includes FREE shipping and handling).<br />
I further understand that all CDs come with our 100% MONEY BACK GUARANTEE and I may cancel my membership<br />
at any time and still keep the FREE gifts valued at $537.<br />
q MAYBE, Just send me the FREE Jay Geier CD (for $9.95 Shipping/Handling) at this time… I’ll pass on the ONE<br />
TIME OFFER of $537 in FREE bonus gifts.<br />
To accept either offer, please complete and return the Acceptance Form below to get started and to<br />
receive your FREE GIFTS. This offer EXPIRES 4/15/08!<br />
RAPID ORDER FORM<br />
To order, please complete the payment information below and fax it back to:<br />
(812) 949-8535 (our secure fax line) or call 1-800-337-8467 or visit www.theprofitabledentist.com<br />
Name: ______________________________________________<br />
Address: ____________________________________________ Payment Method: MC VISA AMEX DISC<br />
____________________________________________________ Card #: _________________________________<br />
____________________________________________________ Exp. Date: ____ / ______<br />
Phone (___) _________________________________________ Signature: ________________________________<br />
Email_______________________________________________<br />
Fax (___) ____________________________________________ Code: EID Copyright 2008<br />
Order Products<br />
7 Days A Week!<br />
<strong>Profitable</strong> <strong>Dentist</strong>s use their time efficiently.<br />
So order any of our products whenever it is<br />
convenient for you ! Whether it’s a 6:00 am,<br />
6:00 pm, or even a holiday, call our secure<br />
voice mail order line – and get profitable!<br />
1-800-337-8467 ext. 5<br />
S P R I N G 2 0 0 8 www.<strong>The</strong><strong>Profitable</strong><strong>Dentist</strong>.com
®<br />
re: <strong>The</strong> SOLD Out Tele-seminar<br />
“ax Your Tax” Tele-seminar”<br />
Mark Frey, CPA John Plisky, MBA<br />
Good Morning Doctor,<br />
It’s that time of year again, and you know what that means? Uncle Sam will soon be paying us all a visit. Let us help ease the burden that<br />
we each face (year after year) with this exciting and informative discussion, presented by some of the nation’s leading financial advisors,<br />
John Plisky and Mark Frey.<br />
This tele-seminar will leave you feeling relaxed, confident, and full of fresh, new ideas to help grow and protect your financial plan.<br />
Here’s just some of what you’re going to discover:<br />
• Real-life examples of dentists slashing their tax burdens and rapidly closing in on their retirement goals.<br />
• How to quickly amass an EXTRA $2.1 million on top of your current plan even if you don’t have a lot of years before retirement.<br />
• <strong>The</strong> three ways the “dirty little secret” of the retirement plan industry costs dentists millions (and the simple way to keep them<br />
from picking your pocket.)<br />
• How to grow your money 278% faster – without having to work any harder.<br />
• <strong>The</strong> two best types of retirement plans for dentists – and why you’ve probably never heard of one of these before.<br />
• How to legally walk up to $207,477 of profits out of your practice each year before the IRS can even touch a penny of it.<br />
• How some dentists legally keep 90% of their plan’s contribution for themselves – while still passing all the IRS tests.<br />
• <strong>The</strong> Triple Guarantee that Wall Street and the insurance companies would never even consider matching.<br />
• A common mistake most dentists make when they try to cut down the required contribution for the staff that actually costs them<br />
more money.<br />
• “Insider secrets” you won’t find anywhere else.<br />
• How to achieve your tax reduction and retirement plan goals using a 421(i) Defined Benefit Plan.<br />
• How to use a Section 79 plan to implement a discriminatory income tax reduction plan/retirement vehicle.<br />
• How to put the maximum amount away for yourself into a qualified plan while retaining flexibility regarding the amounts for<br />
your employees.<br />
• Five tax reduction strategies (basic)<br />
• A/R Continuation Plans… this alone is worth the price of the program!<br />
• How to achieve your retirement plan goals using a New Comparability Profit Sharing Plan.<br />
o<br />
And much, much more!<br />
Your investment for the CD of this entire event is only $107 and you will also receive all handouts mentioned on the call. Along with<br />
your purchase of these CDs, you’ll also receive a certificate for a FREE $1.2M telephone consult from John Plisky!<br />
To order the “Ax Your Tax” Tele-seminar on audio CD, please complete and return the ORDER FORM below, or call us at 1-800-337-8467.<br />
Regards,<br />
William W. Oakes, DDS<br />
YES, please send me the “Ax Your Tax” Tele-Seminar CDs for only…………...…….......…………..…....................…$107.00<br />
Please Add $9.95 for Shipping and Handling<br />
Name: ______________________________________________________________________<br />
Address: ____________________________________________________________________<br />
City: ___________________________________ State: _______ Zip: ___________________<br />
Phone: (____) _______________________ Fax: (____) ______________________________<br />
E-mail: _____________________________________________________________________<br />
o Visa o MC o Amex o Discover o Check<br />
CC# ________________________________________________ Exp. Date: ______________<br />
Signature: ___________________________________________________________________<br />
Fill out order form and return to:<br />
Excellence in <strong>Dentist</strong>ry, Inc.<br />
3211 Grantline Rd., Ste. 20<br />
New Albany, IN 471590<br />
For Faster Service FAX<br />
this form back to (812) 949-8535<br />
or call 1-800-337-8467<br />
100% MONEY BACK GUARANTEE!<br />
1 - 8 0 0 - 3 3 7 - 8 4 6 7 Copyright EID<br />
2<br />
2008<br />
0 0 8 S P R I NCode: G TSNS
© 2008 Productive <strong>Dentist</strong> Academy<br />
PDA Graduate:<br />
Mariela Lung-Comptom, DMD<br />
(with husband, Casey)<br />
Solo Practitioner<br />
Lakeland, FL<br />
PDA’S MONEY-BACK GUARANTEE<br />
Increase your production by $300/hour—or your money back.<br />
LEARN HOW TO<br />
RAISE YOUR PRODUCTION<br />
TO $1,250/HOUR—AND KEEP IT THERE!<br />
Mariela Lung-Compton describes her life as 'balanced.'<br />
She loves where she's going in the morning… and<br />
loves where she's going in the evening. In short,<br />
she's got it all. But it wasn't always that way…<br />
“I graduated from Tufts University in 2002 knowing a lot about<br />
dentistry, but very little about clinical organization or how to<br />
run a business. With the help of Productive <strong>Dentist</strong> Academy,<br />
I raised my production from $300/hour and I’m now consistently<br />
above $1000/hour.”<br />
ISN'T IT TIME YOU DISCOVERED<br />
PRODUCTIVE DENTIST ACADEMY?<br />
Join the ranks of the nation's top dentists who consistently<br />
produce over $1,000/hour. Call 800-757-6077 or<br />
visit www.productivedentist.com<br />
NEXT PROGRAM DATES:<br />
MARCH 27–29, 2008<br />
JUNE 5–7, 2008<br />
3211 Grantline Road, Suite 20<br />
New Albany, IN 47150<br />
®<br />
PRSRT STD<br />
U.S. POSTAGE<br />
PAID<br />
L&D