Advancing Excellence in Dentistry Newsletter
Issue 35 | Dec 2015
Alphabet Soup - One Dentistâ€™s Journey [pg 8-9] Night in Atlantis [pg 12] What Marketing Tactics are Worth the Investment? [pg 18-19]
PREMIER BUILDERS DENTAL FACILITIES
Constantine Builders has built its business foundation on the ability to establish relationships based on trust, dependability, quality craftsmanship and integrity. We always put the clientâ€™s needs first with the firm belief that the best source for future business is satisfied clients.
C O N S TA N T I N E B U I L D E R S . C O M 2 WAGD Newsletter | December 2015
What’s in this Issue
Innovative Periodontics: “Creating Success in Today’s Dental Practice” ..................................... 4-5 Washington AGD Leadership Roster 2015-2017 .............................................................................. 6-7 Alphabet Soup - One Dentist’s Journey ............................................................................................. 8-9 ‘Tis the Season for Tax Planning ..................................................................................................... 10-11 Night at Atlantis ....................................................................................................................................... 12 Dr. Hess “Asks the Experts” .............................................................................................................. 14-15 The Need for Long Term Care Insurance ............................................................................................. 16 You’re Only as Good as Your Practice! ................................................................................................. 17 What Marketing Tactics are Worth the Investment ..................................................................... 18-19 Program Approval for Continuing Education (PACE) ......................................................................... 20 2016 AGD Membership Application ..................................................................................................... 22 “Live Patient” Orthodontic Program .................................................................................................... 23
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Innovative Periodontics: “Creating Success in Today’s Dental Practice” Samuel B. Low, DDS, MS, MEd Sponsored by the Washington Academy of General Dentistry, University of Washington & Seattle King County Dental Society
Date: Time: Credits: Location:
Friday, April 29th, 2016 8:30 AM - 4:30 PM 7 Lecture Subject Code: 490 Bellevue Westin Hotel - 600 Bellevue Way NE, Bellevue, WA 98004
Want to utilize your Hygienist’s time more productively? Looking for a quality resource for “what’s new” in dental products, systems and technology? With periodontitis being the major contributor for tooth loss in the practice of dentistry, resolving the disease process requires the entire dental team’s commitment to a systematic approach. This presentation will provide the participant with user-friendly protocols and technological solutions to find and manage periodontal disease. Take the frustration out of delivering periodontal care and gain success with patient case acceptance, tooth retention and financial reward.
Learning Objectives: •
Standardizing the collection of periodontal data in an
wavelengths in sulcular decontamination, degranulation,
of restorative abutments considering when to extract and
new attachment, and bone regeneration
Reviewing successful parameters to determine tooth survival in short and long term prognosis
Empowering the dental hygienist with expanded work descriptions beyond the “prophy”.
Determining the efficacy of utilizing various laser
efficient manner to accurately determine the prognosis place implants.
Establishing a quality periodontal maintenance program
Investigating computer system approaches to risk
that enhances the restorative practice including third
Developing “realistic” non-surgical therapies and the
Creating positive interactions between dentists,
respective reevaluation with emphasis on “new” anti-
periodontists, and dental hygienists through
inflammatory systems including micro-ultrasonics and
communication skills and continuous quality
laser technology, and nutraceuticals as probiotics and
improvement to enhance esthetics, tooth retention, and
4 WAGD Newsletter | December 2015
Washington AGD Leadership Roster 2015-2017
WAGD President 2015-2017 WAGD CDE Webmaster WAGD CDE Orthodontic Program Coordinator Puneet S. Aulakh, DDS, FAGD
WAGD Past President 2015-2017
WAGD Treasurer 2013-2016 Joseph F. Sepe, DDS, FAGD
WAGD President-Elect 2015-2017
At Large Board Member 2015-2018
James O. Cunnington, DDS, FAGD
Steven L. Thomas, DMD, MAGD
WAGD CDE Comittee Teresa K. Kang, DDS
WAGD Editor 2013-2016 Brady Bates, DDS
WAGD CE Chairperson
WAGD PACE Program Approval
Mastertrack Program Coordinator
At Large Board Member
Membership Chair & At Large Board
WAGD CDE Committee
WAGD Executive Director
WAGD Legislative Chairperson
Region 11 AGD Executive Director
Bryan C. Edgar, DDS, MAGD
Valerie Bartoli, ED, CDA
Member Sept 2014-2017
Gary E. Heyamoto, DDS, MAGD
Linda J. Edgar, DDS, MEd, MAGD
At Large Board Member September 2013-2016
WAGD Dental Care & PIO Chairperson At Large Board Member September 2013-2016 Carl W. Youngquist, DDS, FAGD
C/O Membership Chairperson
Himanshu Nigam, DMD, FAGD
6 WAGD Newsletter | December 2015
Not Pictured Guy M. Hanson, DDS, MBA, MAGD - Region 11 AGD Trustee November 2017 At Large Board Member September 2015-2016 Thanh Dung N. Nguyen, DMD, MAGD
WAGD UW Dental School Chairperson
Ravi S. Sinha, DDS - Region 11 AGD Regional Director
At Large Board Member Sept 2014-2017 Ernesto Ricardo Schwedhelm, DDS
Tar C. Aw, DDS - WAGD UW Dental School Advisor, At Large
November 2017 Board Member, September 2015-2018
WAGD-UW Dental Student Representatives
Nicole Voeller Class of 2016
Rochell Burke Class of 2017
Meg Hurd Class of 2017
Kooroush Mansourzadeh - Class of 2016 Lynda Phan - Class of 2018 Evan Mitchell - Class of 2018 Christine Chen - Class of 2019 Amelia Skifstad - Class of 2019
WAGD Federal Advisers Liaisons George J. Holzer, DDS, MAGD, ABGD Cynthia V. Feleppa, DDS, FAGD Tyler J. Rumple, DDS
Renew Your AGD Membership
Please renew or rejoin the AGD, contact the AGD Membership Services Center at 888.243.3368 (toll-free) or 312.440.4300, email us at firstname.lastname@example.org. Our member representatives are available to assist you Monday through Friday from 7:30 a.m. to 5:30 p.m. CST. We would love to have you back!
Alphabet Soup - One Dentist’s Journey Richard B. Winter DDS, MAGD, DIC.OI, DABOI/ID, FAAID, FIC.D, FADI
Why do you belong to the AGD? To track C.E.? Discounts
become a Master in the AGD. Well, I decided to take these
for national meetings? Insurance Discounts? Well this is
weekend long participation and lecture courses and see
an article of why I got involved in the AGD and the journey
where it led. I would find myself working on my slides—yes
it has taken me on. After graduating from the University
I didn’t have a digital camera when I began my journey—
of Minnesota’s School of Dentistry in 1988, I got to join a
and realized that presenting my homework was exciting,
practice with my father and brother. That gave me incredible
challenging and rewarding. The day I received my Mastership
insight in to how much I DID NOT know about dentistry.
award in San Diego with my family present was one of the
So with my father’s love of continuing education I was
most exciting days of my dental career and the background of
motivated to start taking courses to fill in the gaps left by a
the USS Midway was spectacular. That’s it I told myself- I am
4-year dental education. I took courses by Harold Shavell,
finally done! Not so fast, said Dr. Sy, you haven’t yet achieved
Lloyd Miller, Peter Dawson, Jack Turbyfill and others. It
your LLSR (Life Long Service Recognition.)
wasn’t long before I started questioning denture techniques, esthetics, centric relation and beginning a journey that I am still on 27 years later.
Let’s fast-forward to what that springboard has done for me. I met two mentors in Dr. Leonard Machi (past president of the WiAGD and current Board of Director) and Dr. John
After taking several AGD sponsored courses and realizing
Werwie (past WiAGD president) who both opened their
that I would need to track these hours I started my track
offices to me to learn and get motivated to understand
toward Fellowship in the AGD. The 600 hours of C.E. seemed
implant dentistry. I went through the Misch International
like a lot but I was already amassing a lot of C.E. and thought
Implant Institute and went through the Prosthetic and a
it should go toward something. That’s when I took a serious
few years later the surgical continuums. Well, the AGD
look at becoming a Fellow of the Academy of General
was always on my mind, so I continued to photograph my
Dentistry. This was my organization as they were formed,
cases (even the failures), and document all the cases I was
run and advocates for general dentists. I signed up for the
performing. This habit allowed me to effortlessly get my
review course at Marquette dental school and for several
Fellowship, Mastership and Diplomate in the International
days I received updates on all aspects of dentistry. Under
Congress of Oral Implantologists. By now the quest for the
the guidance of Lou Boryc (a leader in the WiAGD) and the
best information, the best courses and self-fulfillment led
wonderful instruction, I studied vigorously for the fellowship
me to pursue the Diplomate in the ABOI or American Board
exam and wondered why I would ever subject myself to
of Oral Implantologists/Implant Dentistry. Again as I was
something this hard after completing dental school! Well,
studying everything from pharmacology and anatomy as
always enjoying a good challenge I took the exam and
well as prosthetic principles. I would ask myself why are you
passed. The award ceremony in Nashville Tennessee further
doing all of this studying? Well, the review course taught by
cemented my relationship with the AGD as the doctors I met
Dr. James Rutkowski alone was worth challenging the boards,
like Chris Hansen and John Olson (current Board members
as it was the best review course on implant dentistry I have
and past Presidents of the WiAGD) showed me the caliber of
ever taken! The materials they sent home with me to learn
people that pursued high-level dental education and made
were worth the price of admission alone. I felt that I had met
me want to be a part of this group even more.
more amazing dentists on my journey and had a true Deja Vu
I thought this is good I am DONE! Not so fast said Sy Wachtenheim the Illinois AGD Mastertrack coordinator and another of my many mentors. You can take world class C.E.
experience studying for the DABOI like I was studying for the FAGD exam. I began to realize that these awards meant very little to others but the journey was everything to me.
here in Chicago, get homework to do that you are already
I am a general dentist. I joined the AGD to take good classes
doing in your practice and before you know it you can
and track my C.E. credits. I have just decided that as long
8 WAGD Newsletter | December 2015
as I am practicing a profession I love, perhaps I should
specialists in Implants, Sleep Apnea, Pathology, Dermal
continue to get better, learn and practice at as high a level as
Fillers, Botox, TMJ, and Cosmetics to help put on quality
I personally can achieve. The article I wrote entitled,” General
continuing education and preserve our rights as general
Dentistry As A Specialty” sums up my feelings on the role
dentists to perform all aspects of dentistry at the highest
continuing education should play in your career. We all need
levels! The letters after our names may seem like alphabet
to be specialists at our profession of general dentistry.
soup with the awards we have achieved but in reality they are
So I ask all of you, “What do you do to enjoy your profession?” I don’t think we are unique in Wisconsin in that we have had to cancel two of our CE courses due to poor attendance. As a member of the board we have tried to ask people what they need and want for quality CE and we still don’t completely understand what AGD dentists want. We like many of our fellow constituents are fortunate to have leaders in the WiAGD that are general dentists who are truly
crafted from love of life long learning, pursuit of our ideals, diligence, discipline, and patient centered and evidence based dental pursuit of our own self-actualization. I invite all of our members to write, call and participate in our programming. Please drum up interest in the AGD and help us become the leaders of continuing education and pursuit of excellence that our charter mandates. I invite all of you along with me on my journey! Where will your journey lead?
Richard B. Winter DDS, MAGD, DIC.OI, DABOI/ID, FAAID, FIC.D, FADI AKA Alphabet Soup! Master Academy of General Dentistry Diplomate International Congress of Oral Implantologists Diplomate American Board of Oral Implantologists/Implant Dentistry Fellow American Academy of Implant Dentistry Fellowship International College of Dentists Fellowship Academy of Dentistry International
‘Tis the Season for Tax Planning Jenny Smerud CPA and David Strom QKA, QPA
In case you hadn’t noticed, it’s beginning to feel a lot like year-end. The weather has turned colder in most parts of the country. The days are growing shorter. Retail stores have their holiday decorations on display. With all the balls in the air, you might be tempted to sacrifice a face-to-face meeting with your tax professionals so you can focus on getting prepared for the holidays. You might think that you already know what to do for your dental practice. Or, you might think that this year’s tax season will simply be “business as usual,” and so you’ll put off thinking about it until next Spring. However, here are three really good reasons to make time for your tax professional now to get your dental practice and your personal financials in the best shape possible.
One: It’s Time to Get Your Financial House in Order
Two: It’s Time to Leverage Your Financial Data for Business Planning Year-end is the appropriate time for a retrospective look on the past year. A clean set of books and the associated management reports transforms your “gut feel” for the
Before your tax professionals can prepare your annual
health of the dental practice into concrete metrics to evaluate
tax filings, your books will be evaluated to ensure that all
revenue streams, operational efficiency, and financial
transactions have been posted correctly. By starting the
process before year-end, your tax professionals can help you tidy up your records for the majority of the year and institute
These reports generated from your dental practice can help
process changes to address any systematic errors.
you answer key questions about the business, such as:
This quick turnaround provides multiple benefits including:
month of the New Year.
investments in your dental practice, employee compensation, wealth management, and tax planning.
Is the mix of services at your dental practice attaining target profitability?
You’ll have a clear sense of where you stand financially when making important year-end decisions regarding
to reach the target reimbursement rates for services
You’re in a position to satisfy bank covenants by supplying accurate financial statements during the first
Has your dental practice attracted the right clientele
Is the dental practice managing receivables to minimize late payments and delinquencies?
You’ll get ahead of the curve when you aren’t bumping
A dental practice with soft performance can leverage this
up against a filing deadline.
data and associated expert advice to institute strategies,
In other words: Since you’ll need to do it anyway, why not get a head start?
10 WAGD Newsletter | December 2015
process changes, scripting changes, and/or employee
development initiatives to render improvements in 2016. Even
when it makes the most sense for your dental practice. And
the strongest dental practice can find room for improvement.
you can outline your mutual obligations to ensure thorough
A year-end review by your tax professionals can provide information to help you make investment decisions with respect to the dental practice – e.g., leasehold improvements or capital equipment procurement. It may trigger a review and update on insurance coverage for your practice as well.
Three: Meet with Your Tax Professional to Develop Your 2016 Plan A year-end conference with your tax professionals places you in the driver’s seat for the work you’ll do together in 2016. You can take the opportunity to outline your anticipated financial reporting requirements – e.g., tax returns for bank loans, student loans. You can schedule your collective resources
and professional accounting services and tax filings with the least effort on both sides of the table. It’s good for your dental practice and good for the bottom line.
Summary Without a doubt, the insights that you glean can inform actions that will benefit you and your dental practice in the coming year and save you money during tax season. What better gift could you give yourself? If you would more information or would like a free consultation regarding your tax or retirement plan status, please contact Doug Fettig at email@example.com or 503716-9316.
Jenny Smerud, CPA Jenny Smerud, CPA, specializes in tax planning, consulting and compliance services for businesses and business owners in a variety of industries including dental, healthcare, real-estate, and agribusiness. She has been a practicing CPA for nearly 15 years and was a former business owner, who together with her husband operated a company with over 150 employees.
David Strom, QKA, QPA David Strom, QKA, QPA, has over 25 years of experience as a retirement plan consultant and specializes in designing retirement plans for profitable businesses. He is a member of the American Society of Pension Professionals and is designated as a Qualified Pension Administrator and a Qualified 401(k) Administrator.
Night at Atlantis Teresa Kang, DDS
AGD held its third annual gala, “Night at Atlantis”on October
WAGD and the AGD promote early oral cancer screening
9, 2015 The sold-out event was attended by over 200 guests
and publicly advocate for oral cancer awareness. Dr. Dzon
at the beautiful Seattle Aquarium. The evening was both
Nguyen, WAGD member and oral cancer survivor, was this
a celebration of our members as well as an opportunity to
year’s speaker. Our members appreciated him sharing his
support the fight against oral cancer. With early registration,
story and reminding all of the importance of early oral cancer
members received a complimentary ticket as WAGD’s thank
detection. During the event, there were a silent auction and
you to our members. It was a fun-filled night with sumptuous
live auction where the attendees raised their paddles and
food, live steel drums, wine raffle and casino games - with the
top chip winner receiving a holiday trip to Hawaii.
This event not only supported a good cause, but also
During the event the current year’s fellows, masters and LLSR
recognized our members. There was networking among the
recipients were recognized for their significant achievements.
local dental community. And for one night, members were
It was also a special year for the event marked by the
able to dress up and come together as a group to celebrate
attendance of Dr. Mark Donald, the national AGD president
their WAGD membership; and have a bit of fun while raising
and WSDA president Dr. Bryan Edgar. Two WAGD members
funds to support causes important to the WAGD and its
Dr. Rochelle Nguyen and Dr. Gary Heyamoto also received
their LLSR award. This award is given to only 1% of the 37,000 AGD dentists. Of all general dentists, less than .3% receive this recognition.
The Gala is only one among many member benefits. In addition to its role as advocate for our profession, the WAGD also offers complimentary classes and many quality
CE courses at member discounted rates e.g.Fellowtrack, Mastertrack and Orthotrack. Most importantly the WAGD
Steven L. Stallings, DMD
Mina Katchooi, DDS
Justin D. Sjulson, DDS
Nicholas G. Velis, DDS
Zachary D. Bergevin, DDS
Ryan D. Murphy, DMD
Sean F. Simper, DDS
Mark C. Stockwell, DDS
Eric N. Wenzel, DDS
Steven M. Haws, DDS
James M. Sweeney, DDS
Liana Groza, DDS
Richard F. Weatherill, DDS
Lance B. Timmerman, DMD
Brian J. Jacobsen, DMD
Syed R. Bashar, DDS
and AGD continually are the public voice for general dentists. The Gala would not have been possible without generous contributions from our corporate sponsors: Nordic/WDIA, Henry Schein, AKT CPA, Legwork, Amerinet & Hiossen and Constantine Construction. Individual donors included: Drs. Bryan and Linda Edgar, Drs. Michael and Teresa Kang, Dr. Dzon Nguyen, Dr. Marta Costa, and Dr. Ravi Singha. As a reminder, there will be
another great event next year and
Scott A. Martin, DDS, FAGD
Jason H. Chang, DDS, FAGD Edward R. McLeary, DDS, FAGD Brice B. Chang, DDS, FAGD Dzon M. Nguyen, DDS, FAGD Connie M. Manuel, DDS, FAGD Daniel J. Reese, DDS, FAGD, ABGD
12 WAGD Newsletter | December 2015
all members are encouraged to
Thanks to all attendees from the 2015 Gala Committee: Dr. Teresa Kang, Valerie Bartoli, Dr. Linda Edgar and Dr. Gary Heyamoto.
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Dr. Hess “Asks the Experts” Each issue of the Washington Academy of General Dentistry Newsletter will feature two of your questions posed to well known dental experts by Dr. Hess. This issues questions are being answered by Drs. Steve Carstensen and Edmond Truelove. Dr. Steve Cartensen maintains a private dental practice in Bellevue, WA with a special focus on dental sleep medicine and is the Editor in Chief for Dental Sleep Practice magazine. Dr. Edmond Truelove is the Director of Oral Medicine Clinical Services and Professor Department of Oral Medicine at the UWSoD as well as leading the Truelove Literature Review for over 25 years. Please forward your questions to Dr. Hess at firstname.lastname@example.org
Question: I’ve begun talking with patients about sleep problems, and many of them admit to snoring, but they say they don’t have apnea. They ask if I can make them a snoring appliance only. I’m thinking ‘why not?’ And, if they are tooth grinders, can’t I claim this on their dental insurance as a bruxing guard?
Answer: First of all, congratulations for adding sleep questions to your history! As we all do this, dentists are going to be able to find many people in our communities that need help. Someone answers ‘yes’ to snoring - now what do you (and your whole team!) need to say next? Let’s think a bit about what’s going on here -
Timothy A Hess, DDS, MAGD Director of the Tucker Institute Affiliate Instructor Restorative Dentistry Affiliate Faculty Oral Medicine University of Washington School of Dentistry
all you know is that the patient has been told of snoring - you don’t know how much snoring or if it is accompanied by pauses and recovery of breathing. Every study that’s ever been done says patient and bed partner reports are unreliable indicators of severity of apnea. There was a study published in 2015 that found a 90% positive predictive value of sleep apnea if a bed partner reports snoring; it’s really hard to make a case for believing the patient who professes ‘snoring only.’ What might be the consequences? This falls back to your dental-office history taking - which is inadequate for assessing cardiovascular, endocrine, and neurological health, all of which might be significantly affected by sleep apnea. If your patient ends up with some cardiovascular event, do you want to take questions from them or the family about a lack of diagnosis? Or from a lawyer or your insurance company? One pathway might be enlisting the help of the patient’s PCP - if she/he signs off on the patient’s health status, you can go ahead. While bruxing and sleep disordered breathing are commonly found together (another clue) mandibular advancement devices are Class 2 medical devices indicated to treat sleep breathing. The definitions that accompany bruxing codes for dental claims do not include language about sleep and breathing, so
Steve Carstensen, DDS, FAGD, ABDSM DrSteve@PremierSleepAssociates.com www.PremierSleepAssociates.com
14 WAGD Newsletter | December 2015
the code does not describe what you are doing. You run the risk of defending
“Ask the Experts” cont. your actions in an insurance audit, so work with the patient
manifestations. Treatment includes identifying any ongoing
on a fee for service basis and don’t try to claim benefits that
triggers (medications including some antidepressants and
don’t really apply.
neuroleptics as well as other psychoactive medications).
This is also a chance for you to make a values statement to your team. While trying to ‘help the patient’ by fudging on the insurance may seem well-motivated, cracking open the
Onset after a traumatic event (traumatic brain injury – concussion) should suggest to the clinician that further evaluation for the presence of dystonia is wise.
door to falsified claims may lead to even more egregious
Treatments and treatment success is highly varied and
missteps. You set the culture for your office. Choose wisely.
includes medications (muscle relaxants, anti-Parkinson’s
Sleep apnea on-demand CE offerings by Dr. Steve Carstensen can be viewed at: www.mapleleafce.com
medications, Baclofen, and other central acting agents). Local therapies including trigger point injections, massage, physical therapy and “Botox” injections into the affected muscles have shown benefit. Use of “sensory tricks” that
Question: I understand that much of what we refer to as temporomandibular dysfunction is muscle related. What are dystonias and how do they differ from other muscle issues?
temporarily counter stimulate central nervous system signaling can reduce symptoms. Such “sensory tricks” can include oral appliances, mucosal stimulation and topical agents. Currently, one of the major treatment approaches is the periodic injection of “Botox” into the involved muscles at 3 to 4 month intervals. The temporalis and masseter muscles
are usually receptive to “Botox” therapy. There is no definitive
Interesting question. Dystonias are a group of movement
is long term management.
disorders that can affect most muscles and muscle groups including those involving mastication. They can involve one muscle or an entire group of muscles involved in particular functional activities (mastication, cervical stability, etc.). They can be localized or generalized even to the extent of involving most skeletal muscles. The etiology varies and includes genetic forms, post-traumatic, medication induced, and spontaneous without clear causation. Dystonias that involve the muscles of mastication cause chronic contraction
cure for the condition and once active the standard approach
Dr. Truelove has leads the Truelove Literature Review to multiple study clubs in the Seattle area. Recordings of the review can be viewed at: http://www. mapleleafce.com under “TLR Study Club”.
and tensing of the muscles, leading to limited or strained mandibular opening. The clinical presentation often confuses clinicians into assuming that the problem arises from meniscus displacement in the TMJ when the mandibular restriction is muscular in nature. The muscles are usually tender to palpation but standard treatments often fail to achieve the level of relief expected by the treating clinician. In some patients the dystonia involves cervical and facial muscles including blepharospasm (rapid blinking of the eyes). Patients sometimes describe the symptom as a strong “pulling” sensation in the muscles of the jaw, face, or neck. Diagnosis can be difficult in those with less severe
Dr. Edmond Truelove Director Oral Medicine Clinical Services Professor Oral Medicine, University of Washington https://dental.washington.edu/oral-medicine/
The Need for Long Term Care Insurance As you build your financial portfolio
and Life Insurance, Long Term Care
both for your financial security now
Insurance will protect your family and
and in anticipation of enjoying a long
you from the large financial burden
retirement, you need to factor in
that an accident or illness may cause.
the cost of care for when you need
Purchasing coverage will relieve your
assistance in performing the activities
family of having to center their lives
of daily living. This care can take
around your personal care while giving
place in your home or as a resident in
you the freedom to choose where you
an assisted living facility or a nursing
would like your care to take place.
home. The average length of stay at
41% of people receiving long term care are between the ages of 18 and 64.
a nursing home is 2.4 years, which would cost you over $200,000. You can designate money in your portfolio to cover the costs or you can purchase Long Term Care Insurance.
70% of people over the age of 65 will require Long Term Care services at some point.
Since the need for assistance, not age, is the trigger for receiving long term care benefits, this insurance will cover you should the unexpected happen at any age. For example, if at age 47 an illness or accident leaves you needing care, you would be eligible to receive
Long Term Care Insurance is similar to Disability or Life
benefits. This would allow your spouse to continue working
Insurance in that you are paying a monthly premium to
or caring for your children while a professional caregiver
have a pool of money available to you when you need
comes to your home to help you with your daily needs such
it. Unfortunately, “Long Term Care” is not an accurate
as bathing, dressing or getting in and out of bed.
description of the benefits provided on a Long Term Care Insurance policy: “Family Freedom Coverage” may be a bit more accurate. This type of insurance frees you from the substantial financial burden of paying for care while it frees your family from the burden of caring for you at the detriment of their time, finances and physical and emotional well being.
Having Long Term Care Insurance will help you meet the cost of your spouse’s and your care should you need assistance with daily living at any age. It gives you the flexibility to choose when and where you receive care and to provide emotional and financial support for your family. WDIA encourages dentists to consider a Long Term Care Insurance
In 2014, the average annual cost of a nursing home in Washington was $102,000; an assisted living facility was $51,000 and inhome care with a health aide was $52,500.
policy as additional insurance protection for your financial
Washington Dentists’ Insurance Agency strongly believes in
the need for Long Term Care Insurance. Along with Disability
16 WAGD Newsletter | December 2015
security. To learn more about Long Term Care Insurance and to receive quotes, please contact Washington Dentists’ Insurance Agency at 206-441-6824 or 1-800-282-9342 or at info@
You’re Only as Good as Your Practice! James Moquin, Owner, HeartStart Medical, HeartStartMedical.com
minutes, every 4-6 months added to a staff meeting. You would be surprised what a difference it makes to go over your communication, expectations and your hands on practice. Your hands on practice should entail everything I have been teaching Emergency Medical Preparedness in Dental offices for almost 30 years. I have been to many offices and seen many different levels of Emergency preparedness. I think the key to how well you and your staff handle a medical emergency is in the attitude of The Boss, “The Dentist”. The only problem with this is that medical emergencies come along so seldom that it is easy to take them lightly. How hard can it be? It’s only 5-6 minutes until the EMTs and Paramedics arrive. We will figure it out. Some times that will get you by, but what about the serious ones were a patient’s emergency is life threatening and every minute matters? This is where your “Prior Practice” will make all the difference, and I’m not talking about your CPR class that you took 2 years ago. The ability for each and every office to handle an emergency well is completely within your grasp. It will simply require a slight attitude change. When I teach, one of the first things I ask an office is how many times in the last 2 years have you gone over your procedures for handling medical emergencies? Usually it’s one of two answers: None or yesterday before this class. This usually brings a smile to my face, because it’s honest. Imagine if you took the same approach to a dental procedure? So how do we get there? Simply said, you need to prioritize the amount and frequency of your practice. I’m not talking
from equipment familiarity and function, to a simple walk through discussing the idiosyncrasies of your office. Here is what Dr. Susan Hollinsworth in Kent had to say: “I have taken many CPR classes over the Years, but never one in my office. I thought I had it down fairly well, but I was wrong. Going over our own equipment and simulating an emergency we had to respond to, showed us how unprepared we really were. Now we have a protocol and are practicing regularly. I would highly recommend HeartStarts course for every dental office…in fact I would say it’s a must! This testimonial simply shows how one office, with a little bit of awareness of what to expect in a real emergency, helped to prepare themselves properly to handle a medical emergency in a manner they can be proud of. If you would like help getting your office prepared please feel free to call HeartStart Medial at 360-201-2052 or visit our website at HeartStartMedical.com. Follow the email link and we will be happy to email you a free emergency preparedness check list to use at your next staff meeting. Or call us to schedule an in office training session with our simple guarantee “Love it or your class is FREE!”
about hours. I’m talking about minutes; approximately 15-20
What Marketing Tactics are Worth the Investment? Jeff Weber, COO, Legwork, legworkprm.com
NEW DATA SAYS INVESTING IN YOUR TEAM IS AT THE TOP OF THE LIST. Recently, a leading marketing company, Hubspot, asked marketers from all over the world which marketing strategies they thought were the most overrated. After surveying 4,000 marketers and salespeople from around the world it was nearly unanimous on what the number one overrated marketing tactic is. Respondents were asked to pick from the following marketing tactics: blogs, content development, social tactics, SEO, email, traditional advertising, online advertising, and PR efforts and Sales Enablement. What was considered the best tactic? Sales Enablement. “Sales Enablement” (enabling your own team to better market and sell) was considered the number one best investment you could make in your marketing and sales.
Sales Enablement: Here’s what the data is telling us. 4000 marketers and sales people across the globe agree, one of the more effective marketing tactics you have is Sales Enablement. Sales Enablement you say? For those unfamiliar with the term, Sales Enablement is the use of tools, processes and training within your own staff to market and sell your services. You might ask, “How can our internal staff be a crucial part of our marketing? Marketing is all about ads and social media and our website.” The logic is this. Most practices are getting more leads than they realize but aren’t equipped or trained to convert them. At Legwork we work with countless practices that say their marketing isn’t effective. However, when we look further into their marketing they are getting leads. In most cases, when the time comes to convert they aren’t trained on how to effectively get a new patient into the practice. So where do you start? How do you enable your staff to better market and sell for your practice? Sales Enablement can be broken down into three basic categories: Tools, training, and processes.
18 WAGD Newsletter | December 2015
Tools: Out of the three categories of Sales Enablement, tools represent the foundation to which the other two facets of Sales Enablement will be molded around. The tools you use will be a large part of how you train your staff. The tools will be a large factor in the processes you create. You simply must provide good tools for your team to work with. So what kinds of tools can help your team market your practice better? Good question. While there are a variety of tools that can make your team more effective I’m going to focus primarily on technology because I believe it delivers the biggest opportunities to impact your marketing efforts.
Drip Marketing: Drip marketing is a great way to stay in contact with people who express interest in your services. And to be clear, this isn’t your monthly newsletter or a random email blast to your patient list. Drip marketing is
a very specific and highly targeted way to deliver focused
the boxes that make her a great hire. After 2 months she’s
content to a patient. Tools such as Legwork can automate
learned the ropes and Molly is now the first person that
this “drip” of information. This keeps you connected to the
90% of your callers will speak with. So what’s wrong with
patient all the while giving them the information they’ve
this scenario? Whether you know it or not, Molly is now
expressed interest in.
marketing and selling your practice. How well she handles
Call Tracking and Recording: How many of us would
the call and what kind of experience she provides will,
consider ourselves experts in public speaking or persuasion? Not many. It takes practice. It takes repetition to feel comfortable conveying concise information. Often times, when we implement call recording to help a dental practice with their marketing, staff members are pretty surprised by the things they say (or don’t say) while on the phone. “I said what?!?!” Listening to your calls is a very effective way to train and enable staff members to be more effective
often times, determine if you get a new patient or not. And remember…Molly is 23 years young. She hasn’t had to sell anything since running her lemonade stand when she was 6. Ask yourself…Do I feel confident in her ability to distinguish us from our competitors and get new patients in the door when they call? Most dental practices simply hope that Molly has enough natural instincts to get the patient in the door. But rarely is she equipped to do so.
marketers on the phone.
Ready-to-Send Content: In most industries if a customer
Russell Wilson, the quarterback of the Seattle Seahawks
wants to know more about a product, they simply request
and a favorite player of mine, is famous for saying: “The
it from the service provider. Somehow, in dental marketing,
separation is in the preparation”. I’ve always liked that
that’s most often not the case. Some practices have
quote. It’s says a lot and frankly it holds true in many areas
materials on hand but most simply try to convey their
of business. We need to be prepared in the areas we hope to
services verbally. Not very memorable. Using pre-crafted
be successful in.
materials and an efficient delivery system allows you to email
So what kind of preparation can be done to better enable
or mail materials to interested parties. Good automation software can deliver branded, attractive content that can be sent at the click of a button to reach people who express interest in your service.
Rewards: What better way for your staff to create a great patient experience than to enable them to say thanks to patients who refer your practice. Referral marketing is the
staff members to market a practice? Dental practices are busy places. Often times the phone can be an annoyance. But the phone is our friend. Typically when we’ve setup call tracking at a dental practice one of the first things that jumps out is the number of calls that go to voicemail. With good processes and training, phone should be covered nearly 100% of the time by staff members who are ready to talk with new
most powerful way to get new patients in the door. And if
that’s the case then you had better make it easy for your staff
You should have specific processes in place for walk-ins,
to say thanks when people kindly refer your practice.
phone inquiries and online form submissions. How you
Saying thanks can happen in a number of ways. You can
follow up (or if you follow up) in an effective way can result
send them a nice card, a treat, or something else that says “thanks” in a meaningful way like a card. A good dental marketing solution can enable you to do all of these.
in gaining or losing dozens of new patients per year that otherwise might go down the street. Enabling your team by building processes around these scenarios can make a huge difference in your marketing success. For most of business owners, Sales Enablement doesn’t come
Here’s a typical scenario: You have new staff member,
naturally. Give it a try this year when considering where you
Molly. She’s 23 years old and full of energy. She checks all
place your efforts. You’ll be surprised at the results.
Program Approval for Continuing Education (PACE) AGD Credit for Study Clubs, existing or new, Dr. Linda Edgar wants to hear from You.
Each year, thousands of continuing education courses are presented by hundreds of program providersâ€”dental schools, dental societies, and companies that specialize in course presentations. Most provide dentists with valuable information that can be successfully integrated into the dental practice. The Academy of General Dentistry (AGD) Program Approval for Continuing Education (PACE) was created to assist members of the AGD and the dental profession in identifying and participating in quality continuing dental education. PACE is an evaluation of the educational processes used in designing, planning, and implementing continuing education. Approval by the AGD does not imply endorsement of course content, products or therapies presented, nor does this approval imply that a state or provincial board of dentistry will accept courses for re-licensure. Approved program providers are expected to comply with all relevant state and federal laws. Continuing education offered by approved program providers will be accepted by the Academy for Fellowship/Mastership credit. PACE reviews and approves program providers, not individual speakers or specific courses content. The applicant may be a major unit or department within an institution. To be eligible for Program Approval for Continuing Education the following criteria must be met: 1. The program provider must have been offered a planned program of continuing dental education activities for at least 12 months. 2. The program provider must ensure that all courses offered have a sound scientific basis in order to adequately protect the public. PACE reserves the right to require acceptable substantiation from providers that their courses have a sound scientific basis, proven efficacy, and ensure public safety. 3. The program provider must ensure that the educational methods and the facilities selected are appropriate to accomplishing the stated objectives of each activity. 4. You MUST NOT be representing a company. 5. You cannot provide these courses out of the state of Washington
Contact Dr. Linda Edgar to request a PACE application form. Email email@example.com or by phone 206-940-6112. There is an application fee $175 for AGD member, $550 for Non-AGD member. Please make checks out to the WAGD. If you are a specialist, it is not required but it is appreciated if you support the AGD by joining as an Associate member. A membership application will be sent with your PACE Approval Application. If a program provider offers courses or programs in more than one state/province, draws a significant amount of participants from more than one state/province or offers self-instruction programs that provider must apply for national approval.
Linda Edgar, DDS, MAGD Washington AGD PACE Chairperson Email: firstname.lastname@example.org 1911 SW Campus Drive, Federal Way, WA 98023
The Academy of General Dentistry does not endorse any course content, products, processes, services or therapies presented by AGD PACEapproved providers. The views and opinions of program providers expressed during education programs do not necessarily state or reflect those of the AGD. AGD PACE-approval may not be used for product or program endorsement purposes; nor does it imply acceptance by a state or provincial board of dentistry; nor does it imply accreditation of a program. If you have questions, you may email PACE@agd.org. Or call AGD headquarters 1-888-243-3368.
20 WAGD Newsletter | December 2015
AGD 2016 BOSTON
REVOLUTIONARY CHANGES IN DENTISTRY
We look forward to seeing you at next yearâ€™s meeting. July 14 to 17, 2016 Hynes Convention Center Visit www.agd2016.org for more information.
Approved PACE Program Provider FAGD/MAGD Credit. Approval does not imply acceptance by a state or provincial board of dentistry or AGD endorsement. 6/1/2014 to 5/31/2018
2016 AGD Membership Application
Referral Information If you were referred to the AGD by a current member, please note his or her information below:
For more information: Join online at www.agd.org. Call us at 888.243.3368 or 312.440.4300.
City, state/province, or U.S. Federal Services branch
Designation (e.g. DDS, DMD, BDS)
Date of birth (mm/dd/yyyy) Required for access to the members-only sections of the AGD website
Do you currently hold a valid dental license in your country of practice? q No q Yes: ____________________________________________________________________________________________ License number State/province Country Date renewed (mm/yyyy) Type of membership (See back page for definitions.): (Check one.) q Active general dentist q Associate (dental specialist) q Resident q Dental student q Affiliate If you are not in general practice, please indicate your specialty: _______________________________ Current dental practice environment: (Check one.) q Solo q Associateship q Group practice q Hospital q Resident q Corporate q Other____________________________ q Faculty _________________________________________________________________ Please indicate institution
q U.S. Federal Services ___________________________________________________________________ Please indicate branch
If you are a member of the Canadian Forces Dental Service, please indicate your preferred constituent: q U.S. military counterpart q Local Canadian constituent
Your AGD constituent (local chapter) is determined by your business address, unless one is not available.
Preferred billing/mailing address: q Business q Home Preferred method of contact: q Email q Mail q Phone
Name of business (If applicable)
Are you a graduate of an accredited* U.S./Canadian dental school? q Yes q No q Currently enrolled
Date of graduation (mm/yyyy)
Are you a graduate of (or resident in) an accredited* U.S. or Canadian postdoctoral program? q Yes q No q Currently enrolled Type: q AEGD q GPR q Other ________________________ *See back of form.
__________________________________________________________________________________________________________________________________________________________________________ Postdoctoral institution State/province Country Start date (mm/dd/yyyy) End date (mm/dd/yyyy)
Stay Social With the AGD!
Search “Academy of General Dentistry” to connect with us on:
Gender q Male q Female Ethnicity q American Indian q Asian q African-American q Hispanic q Caucasian q Other I am interested in participating in the AGD Mentor Program as a: q Mentor q Mentee
Please check membership type applying for:
q Active General International (in Canadian dollars) Dentist ..................... $386 ..................$427 ................ $324 q Associate ..................... 386 ....................427 .................. 324 q Affiliate ....................... 193 ....................214 .................. 162 q Resident ....................... 77 ......................86 .................... 65 q 2015 Graduate ............. 77 ......................86 .................... 65 q 2014 Graduate ........... 154 ....................171 .................. 130 q 2013 Graduate ........... 231 ....................256 .................. 194 q 2012 Graduate ........... 308 ....................341 .................. 259 q Dental Student .............. 17 ......................22 .................... 17
q Check (enclosed) q Visa q MasterCard
q American Express
Note: Payments for Canadian members can only be accepted via Visa, MasterCard, or check.
Expiration date (mm/yyyy) Please print name as it appears on the card. I hereby certify that all of the above information is correct, and that by signing this application agree to all terms of membership, including completion of 75 hours of continuing education every three years for active general dentist and associate members.
1. AGD Headquarters Dues: ............................. _________ 2. AGD Constituent Dues: ............................... _________ Please refer to back side for constituent dues.
Total Amount Enclosed: ............................. _________
Return this application with your payment to: Academy of General Dentistry, 560 W. Lake St., Sixth Floor, Chicago, IL 60661-6600, USA.
Dues rates effective through Sept. 30, 2016.
If paying by credit card, fax to 312.335.3443.
“Live Patient” Orthodontic Program
Dentists will be provided “live” patients from initial consultation to final retainer delivery Dates:
March 4, 2016 April 8, 2016 May 6, 2016 June 3, 2016 July 8, 2016 August 5, 2016 September 9, 2016 October 7, 2016 November 4, 2016 December 2, 2016 January 13, 2017 February 3, 2017
Dr. Binh Tran’s office 1014 S. 320th St. Federal Way, WA
Course tuition: $10,000 for 12 sessions AGD Member Dentist (Before December 31, 2015) $12,000 for 12 sessions AGD Member Dentist (After January 1, 2016) $2,000 for 12 sessions for CDA with AGD Member Dentists $12,000 for 12 sessions for Non-AGD Member Dentist (Before December 31, 2015) $14,000 for 12 sessions for Non-AGD Member Dentist (After January 1, 2016) $4000 for 12 sessions for CDA with Non-AGD Member Dentists
Credit Hours: 12 per session.
When registering, enjoy No Payments and No Interest if paid in full in 6 months on Bill Me Later purchases of $99 or more. This option is available upon checkout through our Paypal service.
Course Content/Objectives: Dr. Binh Tran has been an exceptional instructor. He teaches, motivates and inspires us to achieve goals – and students and dentistry. He is the only instructor that I know who is available to answer our questions and guide us throughout the course. This Washington AGD sponsored course is highly recommended because we learn and treat real patients, which provides us with the confidence to take on ortho cases in our practices. In addition we have his support outside the class that helped me add over20ortho cases in the last eight months since I started Dr. Tran’s course. I have driven every month from Portland and stayed in hotels just to take this course, and it is the best investment I’ve ever made in my dental education. The class is so much fun that I have not skipped a single session.”
Rose Bailey, DDS
Initial orthodontic examination and comprehensive treatment plan. Orthodontic records and management system Photography and case presentation Orthodontic office and financial management system Ceph analysis and FACE principles Orthodontics Principles and Mechanics for Angle class 1,2, and 3 Clinical orthodontic practice: from banding to debanding. Orthodontic supplies ordering and managing inventory Post treatment retention and monitor Surgical and TAD in Orthodontic. Pediatric to Geriatric orthodontics. All training manuals are in digital format/Flash Driverelated reference papers is included. Attendee will be trained in how to start orthodontic service in their office. Attendee will treat and present a minimum of two of Dr. Tran patients. Attendee is requested to start treatment in their own office and present those cases. Monthly quiz and a final exam will be given to confirm learned concepts
Final Plaque and Certificate presentation with Diner (spouse invited)
At the completion of this course, attendees will be able to
confidently identify orthodontic problems and provide treatment solutions in their
Ravi Sinha, DDS “Washing ton AGD Ortho course led by Dr. Binh Tran is one of the best courses I have ever taken. I can’t say enough about the way Dr. Tran has organized the course to provide a comprehensive program. His knowledge and skill is vast, and his way of making sure you totally understand is great. I highly recommend Dr. Tran and this Washington AGD program.”
• • • • • • • • • • • • • • • •
own office. This course will provide additional office income while enhancing all other treatment results that the doctor is providing.
Attendance, office capacity, patients’ availability,
supporting staff. The doctor is encouraged to select one CDA from the office to
attend a staff training course if possible. However, past doctors have trained their own staff to provide care. *As
does not endorse, partner or solely support companies,
products or speakers, but rather recognizes speakers, products and sponsors for their services to our
views and opinions of the speaker expressed during the
educational program, do not necessarily state or reflect those of the
REGISTER ONLINE: WASHINGTONAGD.ORG OR CALL: 253-306-0730 washingtonAGD.org
Constituent of the Academy of General Dentistry Valerie A. Bartoli, Executive Director 900 Meridian E. Suite #19-361 | Milton, WA 98354
Pre-Sorted Standard U S Postage PAID Wenatchee, WA 98801 Permit #241
Washington AGD Mission: â€œThe Washington AGD provides its membership professional development through quality education for comprehensive patient care.â€?
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