MDDS Articulator Volume 17 Issue 5

ARTICULATOR MDDS

Connections for Metro Denver’s Dental Profession

Summer 2013 Volume 17, Issue 5

SUMMERTIME EDITION

THE HEAT IS ON Amendment 64: Bud Out Of My Business 8 Colorado Concerned Dentists: Care for Our Colleagues with Substance Abuse Problems 11 116th Annual Meeting & Society Dinner Wrap-Up 16 Transform Your Practice by Developing Leaders Throughout 18 How to Keep Your Schedule Full and Avoid Costly No-Shows 20 Why Associateships Always Fail 22

The Articulator is a recipient of the 2012 International College of Dentists Silver Scroll Award

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Hosted by:

2nd ANNUAL MDDS

FALL WEEKEND GETAWAY! The Ritz-Carlton, Bachelor Gulch

NEW DATES Oct. 3-6, 2013

Join us this fall at The Ritz-Carlton, Bachelor Gulch in beautiful Avon, Colorado for the 2nd Annual MDDS Weekend Getaway. The aspens will be a shimmering gold while you enjoy all of the amenities the Ritz-Carlton is famous for. Pricing starts at only $249 per night for a one bedroom suite! Visit mddsdentist.com for more information about this amazing opportunity.

Peak weekend for the Colorado fall colors!

This year, TWO continuing education courses are being offered on Saturday, October 5th: 8am - 10am "Reputation Marketing – How To Control Your Reputation And Profit From it" – presented by Brian Devine, Topline Management 10am - 12pm "Could You Make the ID: Interesting & Complex Identification Using Dental Records" – presented by Dr. John McDowell

Learn More at MDDSDENTIST.COM

The cost is only $99 for both courses with a total of four (4) CE hours.

THANKS TO OUR SPONSORS:

Register Now as Space is Limited!

For more information, visit mddsdentist.com or contact Debra Arneson at (303) 488-9700 or darneson@mddsdentist.com.

COMING IN AUGUST!

MOUNTAIN WEST DENTAL INSTITUTE! The Metropolitan Denver Dental Society is proud to announce the establishment of a premier dental continuing educational facility in downtown Denver. This top-notch, high-tech facility will be a hub of dental learning and camaraderie. Check mountainwestinstitute.org frequently for updates on the Mountain West Dental Institute!

NAMING RIGHTS AND SPONSORSHIPS ARE AVAILABLE! Contact Elizabeth Price, MDDS Executive Director, for more information.

(303) 488-9700

The Mountain West Dental Institute’s State-of-the-Art Clinic

THANKS TO OUR MWDI SPONSORS! Cain Watters & Associates E4D Henry Schein Dental Midmark Planmeca Sterisil

mountainwestinstitute.org

ARTICULATOR MDDS

Connections for Metro Denver’s Dental Profession

Volume 17, Issue 5

MDDS Articulator Editor Carrie Seabury, DDS

Director of Marketing and Communications Jason Mauterer Creative Manager & Managing Editor Chris Nelson Communications Committee Anil Idiculla, DMD, Chair Jonathan Boynton, DMD Karen Franz, DDS Kelly Freeman, DDS Brandon Hall, DDS Jennifer Thompson, DDS Jeremy Kott, DDS Maria Juliana DiPasquale, DMD Nicholas Poulos, DDS Maureen Roach, DMD MDDS Executive Committee President Mitchell Friedman, DDS President-Elect Larry Weddle, DMD

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Inside This Issue:

A Letter From the President...............4 Member Matters...............................5 Duck It.............................................6 Amendment 64: Bud Out Of My Business...8 Colorado Concerned Dentists: Care for Our Colleagues with Substance

Transform Your Practice by Developing Leaders Throughout..........................18 How to Keep Your Schedule Full and Avoid Costly No-Shows....................20 Why Associateships Always Fail....... 22 Event Calendar..............................24

Abuse Problems............................. 11 MDDS Member Spotlight Dr. George Gatseos II , DDS .......... 12

Treasurer Ian Paisley, DDS

Face the Challenge March 2013 .......14

Secretary Sheldon Newman, DDS

116 Annual Meeting & Society Dinner

Executive Director Elizabeth Price, MBA, CDE, CAE

Summer 2013

The Curing Light Guide Is Not a Magic Wand................................27 Why You Don’t Want Social Media In Your Practice................................29

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Wrap-Up............................................... 16

Classifieds......................................31

Printing Dilley Printing The Articulator is published bi-monthly by the Metropolitan Denver Dental Society and distributed to MDDS members as a direct benefit of membership.

Editorial Policy All statements of opinion and of supposed fact are published under the authority of the authors, including editorials, letters and book reviews.

They are not to be accepted as the views and/or opinions of the MDDS. The Articulator encourages letters to the editor, but reserves the right to edit and publish under the discretion of the editor.

Advertising Policy MDDS reserves the right, in its sole discretion, to accept or reject advertising in its publications for any reasons including, but not limited to, materials which are offensive, defamatory or contrary to the best interests of MDDS. Advertiser represents and warrants the advertising is original; it does not infringe the copyright, trademark, service mark or proprietary rights of any other person; it does not invade the privacy rights of any person; and it is free from any libel, libelous or defamatory material. Advertiser agrees to indemnify and hold MDDS harmless from and against any breach of this warranty as well as any damages, expenses or costs (including attorney’s fees) arising from any claims of third parties.

Inquiries may be addressed to: Metropolitan Denver Dental Society 3690 S. Yosemite St., Suite 200 Denver, CO 80237-1827 Phone: (303) 488-9700 Fax: (303) 488-0177 mddsdentist.com ©2011 Metropolitan Denver Dental Society

Metro Denver Dental Society & Dr. Barry Glassman Present:

Join us for one, two or all three days!

Sept. 26 ESSENTIAL OCCLUSION FOR THE GENERAL DENTIST Sept. 27 INTRODUCTION TO DENTAL SLEEP MEDICINE Sept. 28 ADVANCED DENTAL SLEEP MEDICINE (prerequisite required)

Gain knowledge of basic principles and the role of dentistry in sleep medicine including oral appliance construction, insertion & follow up care.

Metropolitan Denver Dental Society 925 Lincoln Avenue Denver, CO 80203

Member Publication

For more information or to register visit mddsdentist.com or call (303) 488-9700

A LETTER FROM OUR PRESIDENT A Letter From the President

By Mitch Friedman, DDS

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fondly remember my first travels out west, way back when I was a young man heading to Boulder to pursue my undergraduate education. I vividly recall viewing the wooden sign “Welcome to Colorful Colorado” when I crossed the Colorado/Kansas border. As I traveled closer to my new home of Boulder, I marveled at the spectacular snowcapped Rocky Mountains.

I was about to embark upon an extraordinary adventure as a student at the University of Colorado.

What I discovered over the next four years was that I lived in a virtual paradise, with plenty of outdoor activities available, inspiring me to get out and enjoy my surroundings.

It was the perfect environment and I began hiking the beautiful trails in the foothills, backpacking to remote mountain locations, and skiing the incredible terrain at Vail.

Following my graduation from the University of Colorado, I embarked upon my next life adventure, pursuing my dental education at New York University Dental School, followed by a year in a general practice residency program at Wright State University in Dayton, Ohio. My wife, Debbie, and I couldn’t wait to return to the mountains of Colorado and we made it our goal to

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move back to start our professional careers, buy our first home and start our family.

During numerous “Ride the Rockies” bike trips we’ve seen many areas of Colorado up close - an awesome perspective from the saddle of a road bike. My current passions are golfing, skiing, fishing, and hunting.

As a general aviation pilot, I am always in awe when I’m flying over the mountains at 16,000 feet, instead of at 35,000 feet in a commercial airliner. Our family definitely takes full advantage of all the outdoor activities available in Colorado.

On another note, this is an exciting year to be an MDDS member and a part of organized dentistry. In the fall, we will open the Mountain West Dental Institute (MWDI), a high quality continuing education (CE) facility with state-of-the-art learning opportunities. You will no longer have to travel all over the country, miss office hours and pay the expenses associated with taking CE elsewhere. Since we are a nonprofit organization we can be very competitive in pricing and give our members the very best in CE for the lowest price. The Dawson Academy will be providing hands-on courses.

With the clinical capabilities of MWDI our members will be able to participate in live patient demonstrations and experience

the latest in digital imaging. We have been very fortunate to have many sponsors who have donated hundreds of thousands of dollars in equipment to make this endeavor a reality. We do, however, need your help. We are 1600 members strong and are counting on every one of you to partner with us in fulfilling our fundraising goals. We need to raise about $500,000 - a lot of money - to help pay off the second mortgage and make our learning center viable. If you think about it, that’s about $300 per member. Not much, considering the savings you will realize in one trip by not having to travel out of state for CE. Our state will soon make CE a requirement for all of us and we will be able to fulfill the requirement locally in Denver. We listened to your needs, and responded to your request for local, high quality continuing education opportunities. Please help us - help you - and donate to your Mountain West Dental Institute. We are only as strong as the support of our members. Be a part of this visionary endeavor and call MDDS to donate today.

So now you know a little about your new MDDS president and also what challenges we face this coming year.

It’s an exciting time in dentistry and we are moving forward to provide what our members have requested.

MEMBER MATTERS MDDS New Member Networking Event – April 25, 2013

New Members - Welcome!

Dr. Matthew F. Brady Dr. Roopa P. Gandhi Dr. Corry L. Marcincin Dr. Hyunseo Park Dr. Robert C. Ryan

Attendees enjoyed McLoughlin’s newly expanded venue while networking amongst peers

Good times with new friends

Dr. Carlos A. Salas Dr. Ashwini Shiyashankarappa

MDDS Luau – May 18, 2013 - This event was made possible by a grant from the

Luau attendees enjoying the pua’a (pig) roast and the Hawaiian ambiance

.

The entertainment included fire dancing!

Mountain West Dental Institute Ground-breaking, May 10, 2013

Representatives from MDDS, MDDF, BVB General Contractors, Joe Architect and Henry Schein attended the groundbreaking ceremony at the Mountain West Dental Institute

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Summer 2013

5

REFLECTIONS Duck It

By Carrie Seabury, DDS

H

ide Your Kids - Hide Your Wife!

vicious creatures will swarm you and quite possibly eat you alive just to score a crumb.

I just finished watching a documentary about a horrible terrifying creature.

I hesitate to share with you for fear that you may start having nightmares or worse…you may never want to leave the safety of your home again. But share I must. I wouldn’t feel right keeping what I know about this abhorrent nasty beast to myself. It is my duty to warn you about the danger that may lurk in your backyard. Literally.

It is no wonder that these organisms are close cousins to the like of the loon, the grebe, the gallinule and the formidable coot. Although the aforementioned fowl are dreadful and appalling in their own right, nothing compares to the fear that strikes deep in the belly when one comes across the Fearsome…. the Terrifying…..the Mighty….. Duck. Watch out! There are ducks that may be hiding in your closet right now – just waiting for you to get close enough to strike.

This malevolent organism has recently been spotted using its well defined serrated lamellae to slice and dice innocent living things. As if its grotesque long neck and scaled legs aren’t vomit inducing enough, the thing actually molts on an annual basis leaving its putrescent discarded body parts in its wake.

The species has invaded nearly the entire world bringing its vile ghastly younglings into what used to be our safe cosmopolitan havens. Their invasion is gaining speed – they have left no river untouched, no lake unadulterated with their offensive diving displays. Hide the eyes of your naive children if you are unlucky enough to cross paths with one of these disgusting creatures. We cannot risk exposing the unsullied minds of our next generation to the monstrous sight of these waterfowl shaking their exposed tails at us while exploiting their unsuspecting prey.

Masters of land, sea and air, these monsters invade wherever they please and are dangerously mobile when threatened. When irritated, they let out a deafeningly high decibel sound that makes the babes weep and the eardrums of the innocent rupture and bleed. If you are unlucky enough to come across a hoard of these brutes, you better pray you do not possess any bread, for these selfish

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“Time and time again our media spins their elegant fear-inducing stories leaving Joe Public feeling betrayed by, and mistrustful of the only qualified practitioners of oral health.”

Granted I may be exaggerating. Just a little bit.

I don’t actually fear the duck. I actually find the duck to be quite adorable both on and off my plate. My challenge was to find the cutest, most innocent animal and spin it into something worthy of the ten o ’clock news. I had to pump up the duck with big fearsome vocabulary words (60% used incorrectly of course) and fluff the truth into something extraordinary. This seems to be the pathway to information that our American media has chosen. Why have they chosen this route?

They chose it because we love it. They chose it because we eat it up like foie gras on a crostini.

Lately the media has been beating up amalgam restorations. Again. This is a controversial hot topic and when enough

fluff is added, it makes for a great story.

Whether you are a yay-amalgamist or a nayamalgamist is irrelevant. The damage done by the media is done to the same people the media is claiming to protect. (Hint: It is not the dental professional who suffers.) Dentists will be around as long as people need to chew and speak. We are not in danger of feeling the effects of the epic amalgam debate. We have plenty of dental material options for now and once I finish inventing spontaneous guided growth of enamel this whole amalgam argument will be moot.

My worry when I hear about these shows and newscasts is for the general public. Time and time again our media spins their elegant fear-inducing stories leaving Joe Public feeling betrayed by and mistrustful of the only qualified practitioners of oral health. We dental professionals are doing the absolute best we can for every patient who bestows their trust in our care. We work with what we have and deliver the gift of health to our community. All the work we do to educate our patients and protect their longevity through ideal oral health conditions is for naught if our patients don’t feel we speak the truth.

What we can do in order to combat this onslaught against dentistry is to lay down our weapons. We may not have the same opinion about the best procedures, dental materials or approaches to use in order to restore our patient’s mouths to optimal oral health. We should all know by now there are many ways to pluck a duck. Joining together and supporting each other’s clinical decisions is of the utmost importance to soothe Joe Public and retain his trust. We certainly have a duty to report negligence, but true negligence occurs very rarely. For the remainder of the difference of opinions out there, give your colleague a break. Our message should be clear. We are all here to help (for duck’s sake).

CORRECTION: In the Spring Issue the article "Demonstrating the Love of our Profession while Helping Someone in Need" the article was incorrectly attributed to Dr. Karen Franz, the article was written by Dr. Makala Hubbell. We apologize for this error.

SAVE THE DATE SPEAKING IN 2014: Dr. Gordon Christensen Dr. Robert Edwab Dr. John Kois Dr. Dennis Tarnow ...and many more!

JAN

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Rocky Mountain Dental Convention

20 CONNECT 14 RMDC ▶ DENVER,CO

ROCKY MOUNTAIN DENTAL CONVENTION IN BEAUTIFUL DENVER, CO

rmdconline.com

LEARN. PLAY. RELAX.

Photo by: Scott Dressler-Martin and VISIT DENVER

AMENDMENT 64:

By G. Garo Chalian, DDS, MS, JD and Steven Kabler, JD

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n March 13, 2013, a Task Force formed by Gov. Hickenlooper to address issues arising out of Colorado’s legalization of recreational marijuana released its 165 page final report. The Task Force recommends maintaining status quo in relation to employers and employees and suggests that employers “may maintain, create new, or modify existing” employment policies with respect to marijuana use.

Can dentists restrict employee use of marijuana outside the workplace?

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BUD OUT OF MY BUSINESS

Be proactive. Dentists should expect legal challenges from employees terminated for off-duty marijuana use. Claims of wrongful termination related to marijuana use can be mitigated by implementing welldocumented employment policies, evenly enforced and easily amended as the law rapidly evolves.

Dentists can also look for guidance in the language of Amendment 64 which states “nothing in this section is intended to require an employer to permit or accommodate the use, consumption, possession… of marijuana in the workplace or to affect the ability of employers who have policies restricting the use of marijuana by employees.”

Under Colorado's Lawful Off-Duty Activities statute, employees engaging in lawful after-hours activities are protected from termination. Nevertheless, dentists may maintain a zero-tolerance drug policy.

Although a new House Bill may establish marijuana levels for legal impairment similar to the levels for alcohol under DUI laws, it should not affect zero tolerance policies.

Especially in the health care arena, the presence of any marijuana in an employee’s system presents significant safety and regulatory issues dentists should consider.

Prohibit employees from manufacturing, distributing and dispensing marijuana or other illegal substances.

I'm confused. In light of Amendment 64, how can I protect my dental practice and employees?

Prohibit employee use of marijuana, or other illegal substances while in the workplace.

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Dentists/employers should review current employee drug-use policies with respect to all drugs illegal under federal or state law, including marijuana. Current policies should, at a minimum:

Prohibit employees from having detectable levels of illegal drugs in their system while at work.

Adopt drug-free and zero tolerance policies applied to all employees without exception.

Mandate drug testing in compliance with Colorado law.

G. Garo Chalian DDS, MS, JD is a Colorado and California-licensed health law attorney who assists clients in health law and business related matters. As a Coloradolicensed dentist/endodontist, he recently served on the Colorado Dental Board and currently serves on the American Dental Association Council on Scientific Affairs.

Garo is Managing Partner of Chalian Law, p.c. garo@chalianlaw.com Steven Kabler, JD, is a shareholder at the Denver law firm Jones & Keller, P.C. where he chairs the health care law practice and represents individual health care providers and health care practices in Colorado.

Steve formerly served as a Senior Assistant Attorney General where he represented various health care boards, including the Colorado Medical and Dental Boards.

Articulator

Summer 2013

Colorado Dental Association

Annual Session

Steamboat Springs, CO June 13-15, 2013

Featuring CE speakers Dr. Michael Wiley, Dr. Jeanne Salcetti, and Dr. Gary Radz

House of Delegates Meeting, CE Courses, Networking, and Family Fun! Golf, Zumba, ProRodeo, Cocktail Mixology, Hot Springs, Horseback Riding, Tubing and so much more!

www.cdaonline.org/AnnualSession mddsdentist.com

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Summer 2013

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PERSONAL WELLBEING

COLORADO CONCERNED DENTISTS

Care for Our Colleagues with Substance Abuse Problems

By Brandon Hall, DDS "At 29, I was addicted to drugs and alcohol.” These are some very eye-opening and enlightening words from Dr. Brett Kessler, the current Vice President of the CDA and former MDDS Board member from 2007-2010.

The profession of dentistry can be a demanding one.

Starting with late nights in dental school studying to difficulties dealing with daily staff and patient conflicts in the dental office, being a dentist can be very, very stressful.

People cope with stress in different ways: sometimes it’s exercise or spending time with kids but unfortunately, sometimes it’s substance abuse. An addiction can have devastating personal and professional outcomes. One of these is losing the ability to practice dentistry.

The statistics are scary. Dentists are 5.5 times more likely to commit suicide than the average person and 25 percent of these are attributed to some form of substance abuse.

We have access to opiates, narcotics and other medications that facilitate addictions oftentimes after one usage.

While the reasons leading to substance abuse are multifactorial and not necessarily the point of this article, what we can explore are the options for help. Whether it’s yourself or someone you know that may need assistance, there are options that can lead to recovery that don’t involve taking away someone’s dental license.

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According to Kessler, who has sat on the ADA Well Being Committee since 2006, "If you're trying to treat an addiction on your own, there's about a three percent chance that you'll be successful, but when you go through a diversion program, the success rate is upwards of 85 percent.” By contacting the Colorado Concerned Dentists Committee, fellow colleagues, concerned family members or friends can get resources for someone who they suspect may need help.

Once contacted, the group sets up an intervention by reaching out to the dentist and implementing a program to get them into therapy. It’s completely anonymous from the dental board and doesn’t involve any fees to be evaluated, monitored or assessed. However, there will be fees involved with any treatment, therapy or drug services for rehabilitation.

“Once I was rehabilitated, my life was given new purpose.

I had reasons to live every day to the fullest. I now feel a deep obligation to help those who suffer from addiction as I did.”

Dr. Kessler turned his experience into a huge positive.

Our professional community needs to accept there is a substance abuse problem. Helping someone rehabilitate via the diversion program can not only save someone’s license but also their life.

Articulator

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MEMBER MATTERS MDDS Member Spotlight George Gatseos II , DDS

Associate Professor - Department of Restorative Dentistry CU School of Dental Medicine How many years have you taught dentistry?

Teaching is my third career in dentistry.

I started out teaching one day a week for a while on my day off from my practice. I went to full time June 1, 1999. It is unbelievable to think that was 14 years ago – I will be retiring at the end of December. In the meantime, I am working hard at the school. We originally started with 35 students to a class. Now there are 80 students in undergrad and 40 ISP students! I work five days a week over at the school where I am the Director of the Infection Control course, the Infection Control Officer for the entire school, Co-Director of the Operative Course along with Dr. Michelle Brikachek, and then there is my main job which is comprehensive care. I typically cover 4-6 sessions on the clinic floor every week. I am the comprehensive care group leader and mentor 13 students through their four year education. I have enjoyed teaching tremendously. I’m so glad I did that!

Our CU School of Dental Medicine has doubled the number of procedures done in one year since increasing the class size. This is a good thing for the people of Colorado because there is so much need.

Its also good for the students because they have such well rounded clinical experience by the time they are ready to graduate dental school.

What attracted you to teaching?

On my day off from my office I started going over to the dental school.

I was attracted to the interaction with the patients, the students, and my colleagues. What really motivated me was the comprehensive care program. I felt that it was a much better way of scheduling the clinic and taking care of patients. I was really drawn to the way CU taught comprehensive care and I still really believe in the comp care system today.

What would you tell someone who is thinking of teaching or volunteering at the dental school? What can they expect?

I think there is a tremendous value in teaching clinical dentistry. When you teach at CU it is more involved than just a check-off from some list of graduation requirements. We all have certain skills and wisdom we have learned through mentorship. We would lose so much in our field of dentistry if we let those mentorship moments slip away. We teach the students to think critically and comprehensively. We want them to be a thinking dentist. When you see that light bulb go off and see a student progress from the pre-clinical stage into an independent clinical, critical

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thinker – well, what more could you ask for? I get to take students from the first day they touch a hand piece all the way through to graduation.

I don’t think people understand how hard a clinical faculty member works. We don’t just check off things, we teach with heart. We care about the success of our students and the care they give their patients. It is a great feeling to see your students succeed.

Who first introduced you to organized dentistry?

I was introduced to organized dentistry by an old faculty member, Dr. Ray Krug. He approached me when I got out of the military dental corps and came to Colorado to open a practice. I went to a table clinic meeting in Vail for my first organized dental meeting. Dr. Krug taught crown and bridge at the University of North Carolina, Capitol Hill. He had a private practice in Golden, Colorado prior to teaching. He was an associate of Dr. Miles Marks. I had a great deal of respect for Dr. Krug.

How was your presidency for MDDS? I was on the MDDS Board for two years and then ran for the line of standing officers. Back then you either ran for the secretary or the treasurer position and then went up the line to President. I chose to run for the secretary position. I loved the experience of serving on the Board for MDDS – we have a lot of smart dentists here – really brilliant dentists that have skills in organized dentistry and I loved serving with them and for them. There is definitely a mentoring process as you work your way up to the presidency. This process worked great and had me well prepared for my presidential year. I find it especially interesting that when you get to be president you don’t have a vote – it’s purely your job to make sure the dental society moves along with the strategic plan and serves its members in the best way possible. As president, I wanted to bring together the different board members so we could make a difference for our society members.

I went to many MDDS meetings the year of my presidency. You have to know what is going on in the society when you serve as president.

Our society is structured through the bylaws but all the work is done through the committees. I really enjoyed going to the committee meetings and working with all the board and committee members.

I'm really proud of our staff right now. I think we have a great Executive Director – I'm really happy with where we are at.

What task forces and membership committees do you currently serve on?

I have always enjoyed serving on the Member Services Committee. I also took on a role as a member of the task force for the new continuing

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Summer 2013

education center. As a past president, I assisted with the leadership committee as well.

My big project is serving on the Governor’s Dental Advisory Committee (DAC) through the Colorado Deptartment of Public Health. This is my third term. I originally sat on the DAC by Governor Owens. We manage the grant money for the old age pensioners and the indigent who need dental care. The way it is set up each year is that providers who want to participate in the old age pension program signup and agree to a contract. We recently just updated the fee schedule. When the state had an economic crisis they took the money away for a couple of years. But they just reinstated the program so we got the money back for the underserved.

Tell us about your family Janet is my lovely wife. She has been so supportive over the years as I served in organized dentistry. She is happy to have me home a little more now. My son, George the III, owns and is the general manager of Over the Edge Sports – one of the top 100 mountain bike shops in the nation. He lives in Grand Junction with his wife and George the IV. George IV is two years old and will have a new little sister in August. My daughter, Jeanne, is a mom of four years living in Minnesota.

Her husband, Matt, is at Mayo Clinic doing research. My daughter, Megan, is a newlywed and a Spanish teacher in Steamboat. I have a total of five grandchildren with one on the way!

Who is your personal hero?

I’ve always admired John Maxwell. He is a former pastor – and now does Fortune 500 speaking. He is a mentor of life – probably foremost guy on leadership – he’s written many books that I have enjoyed reading. All that being said, I have to say my dad was a pretty dang good guy. He taught me that no one is perfect – we are all just pretty dang good.

What I have learned from my mentors is that its easy to get complacent – people need to stretch – it's easy to think small – but you need to think big! I also learned that if you take care of people the rest takes care of itself.

One of the best speeches ever made was by Winston Churchill "Never give in--never, never, never, never, in nothing great or small, large or petty, never give in except to convictions of honour and good sense. Never yield to force; never yield to the apparently overwhelming might of the enemy."

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Summer 2013

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MISSION STORIES FACE THE CHALLENGE MARCH 2013

By Kevin Patterson, DDS

M

y family and I were very fortunate to have had the opportunity to be members of the Face The Challenge team for their 2013 trip to Vietnam. While in Vietnam we worked closely with two maxillofacial residency-training programs and their Directors to assist in training for treating their patients who have large debilitating facial tumors, post-motorbike maxillofacial injuries and severe skeletal malocclusions.

In addition to these complex cases, we also had the opportunity to see and treat many children with cleft lip and/or palate deformities.

Patients travel many miles by any method available in hopes of receiving care.

Many of theses patients have been ostracized by their families and friends because of their facial deformities, so they are all very hopeful that they will be chosen to receive care. The most gratifying moment is when the family first sees their loved one in the recovery room, as there is no shortage of smiles and words of thanks.

I can honestly say that I have never been so tired at the end of a day. To make such a long trip and to have first-hand view of the enormity of the need, the one The Face the Challenge team consisted of two surgeons, two OR nurses, one word that became the hardest to say was “no� we would not be able to do your CRNA, two PACU nurses, the team leader, Ginger Robinson and this year surgery this year. my daughter, Emma, and wife, Ann. I had the great privilege of observing my My first question to Dr. Robinson at the end of our trip was what is the date for daughter participate with every aspect of patient care from pre-op to post-op. the 2014 mission? Providing care in such underserved areas for such appreciative Face The Challenge is a not-for-profit humanitarian organization established patients has changed me in ways that I have yet to figure out. Anyone who has in 1993 by Dr. Randy Robinson and his wife, Ginger Robinson, of Centennial, the opportunity to participate in a care mission will have memories for the rest Colorado. Since 1993, Face The Challenge teams have seen over 1100 patients of their life! for maxillofacial surgical procedures.

Pre-op: Repair of right maxillary, orbital and frontal bone fractures after motorbike injury 1 year ago

Post-op: Repair of right maxillary, orbital and frontal bone fractures

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Dr. Patterson's daughter, Emma, welcomes patients to the screening clinic.

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Summer 2013

NON PROFIT NEWS CHANGE A SMILE – CHANGE A LIFE

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By Nicole K. Furuta-Griffith, DDS

oday I heard the words, "The dentistry donated to me has totally changed my life.” These are words we, as dentists, love to hear; and we all hope we can make that great of an impact on someone’s life at least once in our dental careers. These words were not spoken about me, but about Dr. Morton Sperling and his staff, who are volunteers for the Metro Denver Dental Foundation’s Smile Again Program. I have been a Board member of MDDF for over a year now, and honestly, I did not even know the Foundation existed before I was approached to join this amazing group of people. We are making an effort to educate and inform MDDS members about the Foundation and why it plays such an important role. I think Patty’s story will help you understand MDDF’s significance.

I was given a wonderful opportunity to chat with one of the recipients of the Smile Again Program. Patty was born in California and raised in a family with one sister and two brothers. She moved to Colorado about eight years ago searching for a new life and a new start. Patty is a recovering drug addict and survivor of domestic abuse. She is in her early thirties and has a family of five boys to care for.

Patty heard about the Smile Again Program from her friend, Cheryl. They signed up for the program together and were assigned to different providers.

For Cheryl, it was difficult to travel to her appointments and she was quickly discouraged. After Patty’s life changing experience with Dr. Sperling’s office, Cheryl was given the opportunity to complete her care there as well.

Patty told me that the staff and Dr. Sperling were great. They went above and beyond to help her get the care she needed. Patty did not have a car so she would take the bus the majority of the way and one of Dr. Sperling’s staff members would meet her at King Soopers to drive her the rest of the way to the office. Her procedures took about six or seven visits to complete. The procedures were painless and Dr. Sperling and his staff went out of their way to make her comfortable.

Patty struggled with getting employment before the Smile Again Program. She was missing teeth, had no confidence and no self- esteem. Having the dentistry performed really helped her to gain back her confidence and self-esteem.

Shortly after, Patty was offered and accepted a full time job as an assistant to the owner of small company. Patty states that “this was a life changing experience, thank you to everyone who helped me get my life back.”

Since the launch of the Smile Again Program in 2002, we have changed the lives of 300 people thanks to the commitment of more than 200 volunteer dentists and their staff members. Over $1.2 million in donated care and laboratory work has made it possible for Smile Again Program participants to go from despondency to optimism – to regain their self-esteem and realize their potential. MDDF and the Smile Again Program truly make a difference in the lives of others and I’m proud to be part of that.

If you are interested in donating your time or funds to the Foundation, please contact Amy Boymel, Executive Director, at 303-957-3272 or aboymel@mddf.org.

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Wings Over the Rockies Air and Space Museum

X-Wing Fighter on display at WOTR

Dr. H. Candace DeLapp receiving the Outgoing Board Member Award from Dr. Michael Poulos

Dr. Mitchell Friedman with his office staff

116TH ANNUAL MEETING & SOCIETY DINNER

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he 116th MDDS Annual Meeting & Society Dinner was held on Thursday, May 16, 2013 at Wings Over the Rockies Air and Space Museum. The setting was unique, beautiful and perfect for incoming MDDS President and aviation enthusiast, Dr. Mitchell Friedman. We would like to extend a warm thank you to all of our attendees and sponsors that made the evening so spectacular.

Outgoing MDDS President, Dr. D. Diane Fuller, and incoming President, Dr. Mitchell Friedman

Attendees mingling at the 116th Annual Meeting & Society Dinner

Emcee Dr. Michael Poulos thanking Dr. D. Diane Fuller for her service as 2012-2013 MDDS President

Attendees conversing over dinner amongst aircrafts at WOTR

116th Annual Meeting & Society Dinner in full swing

Dr. Douglas Heller receiving the Chairman of the Year Award from Dr. Michael Poulos

Outgoing MDDS staff member Ms. Korinna Milam recognized for over 16 years of employment.

Best of luck to you!

Dr. Carrie Seabury receiving the Volunteer of the Year Award from Dr. Michael Poulos

Ms. Debra Arneson, recipient of the MDDS Exemplary Staff Award

Drs. Brian Gurinsky and Dr. Makala Hubbell

Dr. Mitchell Friedman and the 2013 MDDS Honus Maximus Award winner, Dr. Michael Poulos

Ms. Shelly Fava, Dr. Charles Danna and Mrs. Tonya Danna

MDDF Award of Excellence recipient, Dr. Morton Sperling, and MDDF Board representative, Dr. Nicole Furuta-Griffith

2013-2014 MDDS Board of Directors

Ms. Elizabeth Price accepting Dr. Michael Poulos’ donation for the Mountain West Dental Institute.

Thank you, Dr. Poulos!

17 17

PRACTICE MANAGEMENT

TRANSFORM YOUR PRACTICE

BY DEVELOPING LEADERS THROUGHOUT

By Janet Steward, owner of Janet Steward Consulting

T

raditionally, when doctors and consultants focus on improving practices, they focus almost exclusively on increasing profitability. Many essential systems, policies, procedures and monitoring systems are put in place and implemented. In many cases the short to medium term results do improve.

What tends to happen, over a period of time is that there is a natural downward drift towards the status quo due to staff turnover and a lack of continual focus on these new systems. It’s very disheartening when an investment of time, money and energy that may pay off initially, proves to be unsustainable.

Sequence of Success

During my 16 years as a consultant, I began to study those clients of mine that were able to not only sustain these achievements but also grow them over time.

What I found changed my approach with my clients. Instead of focusing on the circle to the right (Increased Profitability), I now focus on the circles to the left (Focused Leadership and Team Commitment). Two remarkable things happen when I do this: The upward potential for growth is far greater and it is sustainable.

The only person who is going to be with that doctor throughout his/her career is themselves. Team members come and go. That’s just a fact of life. By investing in developing leadership skills starting with the doctor, and by encouraging leadership throughout the team, the new model becomes sustainable even when team members come and go through the years.

There is a prescribed sequence that successful leaders follow: Sequence of Leadership Success

1. Create a Compelling Vision: All successful leaders have a vision of the future, that can be stated in fewer than 15 words, that is so compelling and motivating that it inspires both the doctor and the team. The vision statement, different from a mission statement, is focused on the doctor’s optimistic goals for the practice in 5-10 years time. It becomes the practice’s “True North” and everything they do is viewed through the lens of how it helps them reach this goal. Here’s what you don’t want in a vision statement: ...to be the leading dental practice and to deliver the best ... blah blah blah value… and deliver... blah blah blah customer service... blah blah blah.

Some examples of vision statements are: • The patient experience redefined • Strive for perfection and settle for excellence • Developing Leaders. Transforming Practices. (This one’s mine) • Changing the way patients think about going to the dentist by being present • Where patients leave feeling like family

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Here are some examples of large corporations and charitable organizations vision statements: • Oxfam: A just world without poverty • Habitat for Humanity: A world where everyone has a decent place to live • Walmart: To help people save money so they can live better

2. Organize the Operation: Now that the overarching goal is established, individual operational goals should be established. The most common mistake is made when people try to improve upon the current system that may not be ideal. Far greater results are achieved by establishing what the ideal looks like and then determining the gap between where you are currently and where you want to go. The more team participation, the greater the buy-in and better the results.

Part of organization includes: • Adjust position descriptions if necessary.

• Provide clarity surrounding individual roles.

• Develop a detailed written policy for the team to follow.

• Continually work on refining the system. Make it the teams’ responsibility to develop solutions to potential inefficiencies and improvements.

• Train, train, train.

(This should take place with the doctor macro-managing the process instead of micro-managing it. The more the team does on their own with leadership and guidance along the way, the better).

3. Motivate the Team: Successful leaders actively follow the progress and look for incremental improvements so that they can give praise and encouragement. They willingly redirect when needed. They establish a system of communication so that the process does not get lost in the day-to-day busyness. They look to the team for establishing goals and reaching them.

4. Commit to the Results: Once everybody is focused and on track and headed in the same direction with the right set of marching orders, the leader helps keep them on track by making sure monitoring tools are put in place and regularly revisited on a structured basis. Stay the course. There may be resistance along the way and there may even be members of your team that should seek their happiness elsewhere. Take care not to let unmotivated and negative individuals hijack the process and prevent you from achieving your goals.

Leadership is a learned skill that anyone can successfully develop. All that is required is the passion to learn and the dedication to practice it every day.

Here’s to your success!

W E C A R E A B O U T Y O U R S U C C E S S Dental practice transitions are about relationships.

The relationship of the doctors and between the doctors and patients. We work to build those relationships so there is trust and integrity which results in a successful, smooth transition.

CTC Associates Chatterley Transition Consulting info@ctc-associates.com

mddsdentist.com

303-795-8800

www.ctc-associates.com

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19

OFFICE MANAGEMENT

HOW TO KEEP YOUR SCHEDULE FULL AND

AVOID COSTLY

NO-SHOWS

By Jan Keller, Jan Keller & Associates, Dental Consulting

O

ther than legitimate last minute issues, what causes patients to cancel without notice, or no-show altogether? What many practices don’t understand is that it is often the absence of ‘value’ placed on the appointment by the patient, leading them to believe “It’s no big deal, I can reschedule”, or “They’ll call me back if I really need the treatment.”

The end result: frustration for you and your team, and costly holes in what probably started out as a full and profitable schedule.

Let’s look at some ways to decrease cancellations and no-shows that are available for you and your team to use starting today.

Confirmation Calls First, devise how the confirmation call should sound. Practice making these calls at a team meeting, making sure to cover: • How to answer patient questions or concerns.

• How to address patient questions regarding financing.

• What treatment will be done at the appointment.

• How much time the patient should expect to be in the office.

Important: Avoid telling the patient they should call if they are unable to keep the appointment or that you need 34-48 hours notice to cancel. Why are you giving them permission to cancel? Don’t put the idea in their head!

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about an hour, and we look forward to seeing you then.”

Or… “Mrs. Smith, Rebecca, your Hygienist, is looking forward to your appointment on Friday, April 8th, at 10 am for (description of treatment).

It should take about 30 minutes, and we’re all excited to hear about your recent trip to Europe.

See you then, have a great day.”

Remember to record the conversation in the patient chart, electronic or paper. In fact, all conversations/left messages should be recorded in the chart – date, time, reason for the call, result of the call, and follow up with the patient if necessary. Your computer software has an area to record these contacts and to create a memo to appear on specified date to follow up if you do not hear from the patient.

Other methods to decrease no show/missed appointments 1. Send reminder emails, text messages and voicemails. (Even to those patients who say, “Don’t call, I always remember.”)

2. Survey your patients to find out what works best for them. If your software is not capable of creating questionnaires or surveys, consider using Valmont Research. (www. valmontresearch.com) 3. Use services like Smile Reminders, Televox and Demandforce to aid in confirmations.

Practice the confirmation call, which should sound similar to this:

4. Make sure you’re getting the most out of what services your software provides you.

If you’re not sure, contact me for a Coffee Break Consulting session, or a day of in-office training.

“Mrs. Smith, this is Amy from Dr. Eagle’s office.

Dr. Eagle is looking forward to seeing you tomorrow, Thursday, April 7th at 2pm for your (description of treatment). We expect it to take

What to do before the patient leaves the office If patients leave without scheduling an appointment for recommended necessary

mddsdentist.com

care, make a note of why they are not scheduling. For example, patients may say they need to check their schedule or talk to their spouse. Follow up with patients, create a memo in your software as a reminder to call and speak to them in 5-7 days. If you don’t follow up with the patient, they believe the treatment is not important, time goes by and the patient is lost.

Make best use of schedule changes When making an appointment, ask your patient, "If we have a change in the schedule and can see you sooner, may I give you a call?"

This is an efficient way of filling holes in the schedule. Inform the patient you are putting them on your VIP, or short call, list. Ask the best way to reach them in the event you have a change in your schedule and make note of it on the appointment. When there is a change in the schedule (we never have cancellations), you can call the patient and say, "I have good news. I promised to let you know if we had a change in the schedule and could see you sooner. We can see you today!"

If a patient does have a scheduling challenge and needs to change their appointment -- even a three-hour crown and bridge procedure -- don't immediately deactivate them or label them as "bad patients,” and do not immediately give them an appointment for tomorrow. Your first priority is to see how you can help them keep their appointment for today. If they are unable to re-arrange, find an available time slot for the treatment and suggest you put them on your VIP list, find out best the way to reach them should you have a change in your schedule.

Patients have a life that has nothing to do with their teeth and life happens where they occasionally have to make a change to their appointment. First, be aware of their past history (check your software for broken and missed appointments). Know their past behavior before attempting to schedule/ reschedule them. Something urgent might

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Summer 2013

have come up that made them cancel or miss their appointment. Many professionals make the mistake of thinking, "Why bother? If the patient wanted his dentistry done, he would be here." Boxes of charts representing lost patients continue to pile up in storage. Rather than throwing up your hands in frustration, tackle those charts. What if each member of your team contacted just one or two lost patients every day? Most dental insurance values a patient at $1000 per year, but of course the true value can be much, much more. Or, they can be worth zero if they are ‘lost.’

Call patients for the “right” reasons Don't call patients just because the doctor told you to call, or because there are holes in the schedule. Call patients because you are concerned. Call because you care. Patients need to know you care about them and not their money.

Deal with the limitations of insurance covered care While you do not want to limit treatment based on a patient’s insurance coverage, it is important to help patients understand the limitations of their insurance, and to present affordable treatment options to them. If necessary, negotiate with them. Warn them about the possible dental loss that could occur

if they do not proceed, and how that dental loss could lead to additional expense. If they do schedule, avoid ‘buyer’s remorse’ by sending them a letter stating how you look forward to seeing them at their next appointment – especially new patients. Be assumptive.

Act as if the patient is proceeding with the recommended care. Make sure the wording and phrases used are positive.

What to say when patients delay treatment When patients want to delay treatment, tell them their dental condition could get worse and more expensive. Then document your warning by having the patient sign a delay in treatment form. Often, when the patient is expected to sign a form stating they are declining treatment, what the possible consequences will be and that they will not hold the doctor responsible, they schedule!

Follow your practice protocol (if you don’t have one, call me for Coffee Break Consulting and let’s discuss) to follow up with patients who do not proceed with necessary dental care, along with procedures for ending your legal responsibility for them.

On a related not and as an incentive to schedule and follow through with future appointments, follow up with patients after treatment. Have the doctor/assistant/hygienist call patients

post-op to check on how they are feeling, especially after difficult appointments. Prepare a short script for the team if needed.

Cancellations and no shows are inevitable, but their effect can be minimized by applying these simple rules and guidelines. If you could use help implementing these techniques into your practice, please contact me to schedule a telephone-based Coffee Break Consulting call, or an in-office visit. Balanced against potentially hundreds of hours of expensive lost chair time, investing in just a few hours of affordable and professional consulting is a wise business decision.

About the Author Janice Keller has 25-plus years of experience in dentistry – clinically, and as an office manager and software trainer. Now, as a practice management consultant, she provides highquality, customized practice development and education to clients and their teams.

Jan is certified by Bent Ericksen & Associates in employee law compliance, and also certified by the Institute of Practice Management. She is a member of the prestigious Speaking/ Consulting Network, and the Academy of Dental Management Consultants.

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BEST PRACTICES WHY ASSOCIATESHIPS ALWAYS FAIL

By Michael Abernathy, DDS

P

robably one of my best (and worst) traits is my inclination to approach a challenge with the mindset of: Ready, Fire, Aim. I guess I always figured that making no decision was worse than making the wrong one. You never fail if you get up and keep going. I just made sure that if I failed, I failed forward. It is said that an expert is just someone who has made more mistakes than anyone else in that particular field of endeavor. If this is true, Michael Abernathy, DDS, is an expert at transitions.

patients (the senior DDS is responsible to bring in these patients). Very few practices have the sufficient number of new patients (50-75 new patients per doctor) to keep another doctor busy. New doctors will have the tendency to produce far less per new patient than the senior doctor. You will need the expertise to ramp up new patients through expanded hours and an increased budget for effective marketing. You will also need a consultant to help make the transition go smoothly.

With this in mind, and with over three decades of practice and numerous personal transitions in practices I have owned, and hundreds of transitions with our clients, I would have to say that getting it right the first time is much better.

You may not learn as much, but it is far more profitable and efficient. There is a myth in our profession that is taken as true on face value: You should grow a practice to a particular production point, and then bring in an associate to work with you. Sounds logical, sounds like a good financial strategy, but it has a major flaw. Associateships always fail. The average associate will leave sometime between 12 and 24 months. So if success is having them remain as an employee, associateships always fail. They also may fail even if you actually get someone to stay. We went to dental school in order to own and control our own practices. It was not our vision to work for someone else for the rest of our careers. If you think about it, if you found someone to stay as an employee long-term, you probably have the wrong doctor. You want someone with an “owner” mentality, someone who wants to increase production, attract more patients and lower your overhead. This will never happen with an employee. They will always wonder why their schedule is not full, why you’re not doing more to get them busy, will they arrive late and will they leave early. Without a fire in their belly to gravitate toward ownership, you will never have the right doctor.

• It’s all about timing: Too soon hurts your productivity and momentum, and too late hurts your staff. If you have read or heard me speak, I always describe a very predictable curve in the life of a practice: Survival, growth, plateau, slow down, and sell out. The ideal time to bring in the next doctor is at the top of the growth curve --or absolutely no later than the first portion of the plateau.

Below you will find my reasons why associateships will always fail.

• It is not the vision of every DDS to work as an employee for another doctor for their entire career. The good ones will work just long enough to set aside enough money to open their own practices and create choices for their future.

• There is not an inexhaustible supply of new

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• Nothing to walk away from: No payments. The sooner a young doctor buys in, the sooner they have a vested interest in becoming the owner they need to be in order to create a successful practice. Without the pressure of “responsibility of ownership” they may float through work with little direction and become a liability to your production and overhead.

• Creates increased overhead. Most transitions do not decrease overhead. Once you become aware that you’ve made one of several mistakes (contracts, scheduling, pay percentage, duties, staff involvement, etc.) it usually ends in failure and the firing of the young doctor. You now must begin the entire process again and this costs you more than you realize. This is where knowledge and experience costs you nothing. Paying for guidance will be the best investment you could make.

• Senior DDS doesn’t understand the staff owned practice model and is not poised for growth. The decision to bring in another doctor cannot be a burnout strategy. In my book, The Roadmap to Wealth & Security, I outline how to position your practice for a successful transition. We are finding that doctors who embrace our tenets and follow our formula have over a 90% success rate. As for the staff owned practice model, I have always treated my staff as co-owners in my practice. They even had final say on who became a partner, who we hired as additional team members, and were

intimately involved in overhead and production strategies. I am sure that this philosophy led to having the average staff member remain in our practice for over 14 years.

• Owner must be fully committed to the practice: Must not see associate as a means to have more time off or someone to dump unpleasant patients on. This happens far too often. Hiring someone to do this insures a revolving door of associates and staff with little or no uptick to productivity or overhead control.

• Timing is everything. Every associateship should really be a “Trial Partnership.” You should be so committed to this strategy that any doctor you hire should be viewed as a potential partner. From the start, they have the “ownership” mentality, not an employee mentality.

• Feels like they are paying for something they have built. If you hire an associate and later decide to ask them to buy in, you will run into a common hurdle to a successful transition. Every associate that is being considered for partnership should be given the amount or formula for a buy-in on day one of their employment. Fail to do this and you have decreased the chance of success by at least 25%. If you later decide to offer them a buy-in based on the cumulative production of you and your associate, they will feel that they helped build it to that higher production number, and that they are in essence paying for their own success.

• Associate does not adapt to policies of new office. This is the one and only reason that an associateship fails where the failure is attributable to the associate. You can make a mistake on hiring. I have never felt bad about “freeing up the future” of an employee. I have only felt bad about waiting too long to do it. If you find that the associate does not adapt to policies or to the philosophy of the practice, cut them loose and cut your losses. Procrastination is overrated.

I hope this helps. Transitions cannot be executed without a strategy, detailed contracts, wise counsel and a reasonable time table. If any of this resonates with you, or you have already started down the road to a transition, give me a call on my cell: (972) 523-4660. I would love to hear your plans and possibly make a couple of suggestions to smooth the way. I look forward to hearing from you.

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EVENT CALENDAR JUNE 2013 June 13-15

CDA Annual Session CDA House of Delegates & Annual Session Steamboat Springs at the Sheraton Resort 2200 Village Inn Court Steamboat Springs, CO 80477 All Day

JULY 2013 July 18-20

ADA New Dentist Conference Four Seasons Hotel Denver 111 14th Street Denver, CO 80202 All Day

August 2013 August 11

Metro Denver Dental Society: MDDS Afternoon with the Rockies Coors Field 2001 Blake Street Denver, Colorado 80205 Picnic at 12:30pm and Game at 2:10pm (303) 488-9700 For more info go to: mddsdentist.com

SEPTEMBER 2013

September 10

September 28

Metro Denver Dental Society: CPR & AED Training, a Two-Year Certificate Mountain West Dental Institute 925 Lincoln Street Denver, CO 80203 6:00pm – 9:00pm (303) 488-9700 For more info go to: mddsdentist.com

Metro Denver Dental Society: Advanced Dental Sleep Medicine (Dr. Barry Glassman) Mountain West Dental Institute 925 Lincoln Street Denver, CO 80203 8:00am - 4:00pm (303) 488-9700 For more info go to: mddsdentist.com

September 26

OCTOBER 2013

Metro Denver Dental Society: Essential Occlusion for the General Dentist (Dr. Barry Glassman) Mountain West Dental Institute 925 Lincoln Street Denver, CO 80203 8:00am - 4:00pm (303) 488-9700 For more info go to: mddsdentist.com

October 16

Metro Denver Dental Society: CPR & AED Training, a Two-Year Certificate Mountain West Dental Institute 925 Lincoln Street Denver, CO 80203 6:00pm – 9:00pm (303) 488-9700 For more info go to: mddsdentist.com

September 27

Metro Denver Dental Society: Introduction to Dental Sleep Medicine (Dr. Barry Glassman) Mountain West Dental Institute 925 Lincoln Street Denver, CO 80203 8:00am - 4:00pm (303) 488-9700 For more info go to: mddsdentist.com

January 2014 January 23, 24, 25 Metro Denver Dental Society: 2014 Rocky Mountain Dental Convention Colorado Convention Center Mountain West Dental Institute (303) 488-9700 For more info go to: rmdconline.com

September 11

CDA: Surviving the First Ten Years Study Club 6:00pm – 9:00pm Where: TBD For more information contact: Jeanne@cdaonline.org

MDDS AFTERNOON with the COLORADO ROCKIES VS. THE PITTSBURGH PIRATES

Saturday, August 11, 2013 Picnic starts at 12:30pm 24 Game begins at 2:10pm

Bring your Friends and Family to watch the Colorado Rockies beat the Pittsburgh Pirates!

Hosted by:

REGISTER ONLINE at

24

mddsdentist.com

mddsdentist.com Articulator Summer 2013

2013

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The Role of Immediate Loading in Contemporary Dental Therapy

Dr. Lyndon Cooper, Prosthodontist Director of Prosthodontics Graduate Program University of North Carolina at Chapel Hill *NEW LOCATION - October 24, 2013 Dentsply Implants

Implant Related Grafting: Setting Patients up for Success Dr. David Wong, Periodontist Tulsa, Oklahoma

*NEW LOCATION: MDDS Building Beauvallon Building 925 Lincoln Street, Denver, CO 80203 Time: 5:30 PM to 8:30 PM

Complimentary light dinner at 5:30 PM. Lecture begins promptly at 6:00 PM. CE credits are available. Fees for 2013 are waived due to corporate sponsorship.

Please Note: Capacity is limited.

If interested in attending, please call 720.488.7677 to reserve your place.

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MATERIAL MATTERS THE CURING LIGHT GUIDE IS NOT A MAGIC WAND

By Sheldon Newman, DDS

T

he setting on our light curing composite restoratives requires the proper application of the dental curing light. Too many times, even in demonstrations by experts, I have seen the light guide passed quickly back and forth across the surface of a composite restoration, and viola the composite looks set and subsequently beautifully polished. Such a composite restoration is NOT properly set and does not have the properties that the manufacturer claims. In order to achieve the desired properties and produce a quality composite restoration, it is necessary to check the light periodically and appropriately subject the composite material to the light from the end of the light guide.

Periodically check the output of the light using a radiometer.

There are internal sensors in many quartz-tungsten-halogen (QTH) curing light bases that may be adequate, but a Demetron radiometer is a better method of determining the radiance of the light guide. If the intensity of the radiance of the light guide is starting to decrease, replace the old bulb in the light gun.

An LED light still also needs to be checked with a radiometer. The light should last a lot longer but battery driven LED lights lose their radiance as it is used. It should be recharged at least every 20 uses and more often if possible. One caution with the LED light has to do with the bandwidth, or range of wavelengths, of the light. If the composite being used has only camphorquinone as the photoinitiator then either the LED or QTH light is fine. If the composite has an additional photoinitiator, then the LED light may require longer curing times than suggested by the manufacturer, since the LED light does not produce wavelengths that can be absorbed by these new photoinitiators. Check the composite manufacturer about the photoinitiators used.

interfere with the access of the light. A smaller diameter tip of the light guide may require that one portion of the composite be cured and then a second surface area cured completely. Do not wave it back and forth. The recommendations of the manufacturer are usually for only the lighter shades of composite.

Due to all of these factors, my suggestion is to always double the recommended curing time clinically. Three times is not necessary. There is more science for this suggestion. The composite may appear hard even when not properly cured. The graph indicates a typical curing process with a 500 mW/cm2 QTH curing light.

Under ideal conditions, doubling the curing time can slightly improve properties. But if any of the interferences decrease the light’s irradiance, then the conversion greatly decreases, down the red line. The conversion can decrease to the point of the green arrow and the material will still appear hard but will not have the claimed properties.

The bottom line is that the strength and other properties are directly related to the extent of conversion or curing of the composite.

Compromising the light exposure compromises the properties. The light guide is not a magic wand that can be waved over the surface to prestochango create a quality restoration.

ACCEPTING CREDIT CARDS CAN SEEM COSTLY THOUSANDS of DENTISTS are

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The manufacturer of the composite will identify what the minimum radiance and the curing time should be. The combination of radiant power and time gives the total energy needed to properly cure the composite. If the light is producing less power, then the curing time needs to be longer.

But there are other interferences with this proper light curing. The manufacturer tests the proper curing time with the end of the light guide positioned less than a millimeter from the material. When you use the light clinically the height of the tooth cusps, and the distance the composite layer from the light guide decreases the IRradiance of the light hitting the composite. Also portions of the tooth structure can

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You’d never give your customers the same solution. Neither would we.

Our Practice Finance Specialists will prescribe solutions that fit your practice, helping you with acquisition financing or practice debt refinancing. In addition, we can help with buyins or buyouts, expansions, relocations or new practice start-ups.

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a law office for dental and medical business needs .

Office Leases Practice Transitions Formation of Practice Entities Property Purchases Estate Planning General Business Needs

Emphasis is placed on understanding client needs and using technology, resources, and relationships with your brokers, consultants, bankers and CPAs to meet those needs in an efficient, effective and professional manner.

Law Office of Kimberley G. Taylor, LLC | www.lawofficekgt.com | 303-526-8456 or 970-926-6389 | kim@lawofficekgt.com

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SOCIAL MEDIA WHY YOU DON’T WANT SOCIAL MEDIA IN YOUR PRACTICE

By Brian Devine, President of Top Line Management

N

ow that I have your attention with that snappy headline, let me get right to the point. If part of your overall marketing goals is to find new patients online, it's no longer a matter of "wanting" social media...you MUST have it.

Why MUST you have social media as a part of your overall online marketing strategy? There are two major trends that have shifted in the last six months that have turned social media into a must. First, search engines are now using what are called “social signals” to help determine if your website (read YOU) are an authority on your subject. The more social signals they find relating you to your subject, the more authority they give your website (YOU) and will move you up higher in the search results.

That means if your competition is actively using social media and you are not, they will be attracting more patients than you because the search engines see them as the authority and not you. It doesn’t matter if their office isn’t as nice as yours, their treatment is more expensive, or the results not as good. If you want to be seen as the authority and the obvious choice online by both the search engines and those who are searching for you, you must be active with social media.

The second reason it has become a must is because your prospective patients expect it. Imagine that a prospective patient comes to your office and you have a 1970’s-style shag carpet; a dirty, 20 year old coffee maker in the corner; and magazines strewn all over the place that were 2-years old or worse. This would likely not be the kind of first impression that leads to a new patient.

When prospective patients are looking for you online, they expect you will be found on social media sites. If you are not, they start thinking of that 70’s-style office I just described, making it harder (not impossible, just harder) to turn them into new patients. And, if your competition is already mastering social media, they will be more appealing, seeming to have the latest ideas, technology and options for the prospective patient to choose from.

I know this hardly sounds fair but it’s the world we live in so let’s get you in front of the wave and moving instead of under it and about to be crushed.

Let’s be clear about something else as well. Social media can end up wasting a TON of your and your team’s time if you don’t have a clear plan in place. That means treating social media just like any other marketing effort. You have to set your goals, determine your strategy, and then create your tactics…in that order.

I know tactics are the fun part. It’s where you get to have contests,

mddsdentist.com

giveaways, cool software and systems but without the goals and strategy it can end up being a waste of time, effort, and money. This should sound familiar because it’s the foundation of any solid marketing effort.

What is your goal? Do you want to improve communication with your patients? If so, do that in your office and forget about social media.

Instead, do great follow up, appointment reminders via email, postcards, or text messages. Send birthday cards, holiday specials, include their name in all your marketing, and treat them like gold every time you see them or speak to them.

Personal communication can’t be replaced with social media so please make sure you have a rock solid system in place for actual communication.

No matter how good you are, making social media feel personal is tough to do. With a computer, tablet, or mobile phone screen between you and your patients, you create a barrier that is very hard to overcome.

Please don’t take the above as an excuse not to have a great lead-generating website. Even if you plan to build your practice through direct response marketing and referrals, you still need a website that turns visitors into callers. Even with a glowing recommendation, prospective patients are still going to check you out online and if they find don’t find a good website it’s going to be really hard to get them to call…especially because you don’t even know who they are and can’t follow up! There are many factors that go into making a solid website so do a little research and get one right away.

Is your goal to be seen as an authority in your field? the obvious expert? the first choice online? For you, social media is a must. You need to be found in articles, blogs, YouTube, Facebook, Twitter, and Google+. There are hundreds more but these are the essentials if you want to use and create authority in your marketplace.

Is your goal to attract new patients as fast as possible? Then social media and online marketing in general are right for you. There are many strategies you can use including a strategy of utilizing a combination of paid ads, social media and search engine optimization to drive as many people as you can afford to your website or offer. If you are going to do any paid ads, be sure you have a solid offer and a clear call to action. A call to action is simply making sure you tell people in no uncertain terms “to get A, do B now.”

You’ll notice that we have only scratched the surface when it comes to using social media to build your practice and at no point do we talk about the shiny bells and whistles to make that happen. Focus on creating clear goals for you and your practice, determine your strategy and see if social media makes sense.

Articulator

Summer 2013

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Everybody on your dental team works hard to make patients smile. And, a smile always moves upward…so should your bottom line. With MDE as your partner, you get to experience both. Your patients already have cient revenue cycle will have you beaming, too.

Send revenue in the right direction: up.

To learn more, please visit www.whymde.com

WWW.WHYMDE.COM

CLASSIFIEDS Job Board Associate Dentist :General Dentist seeking a 2 days a week opprtunity in your office. 4+ years of experience as a full time associate in a general dentist's office specializing in laser and cosmetic dentistry. Team player, personable, quality-minded and motivated. Please call 402 730 2251 or email at anuja.buch@ gmail.com GENERAL DENTAL PRACTICE ASSOCIATE TRANSITION South of Denver, Colorado: Associate opportunity to ownership.

This is not a job, but an opportunity for ownership. Applicant must have at least 2-3 years experience, qualified in all aspects of general dentistry! Implants and OS a plus! Susan 303-973-2147 or susan@sastransitions.com SAS Dental Practice Brokers www.sastransitions.com Pediatric Dentist: This position offers a salary of $150,000 $165,000. The weekly schedule will be four 8-hour days to start and may go to five 8-hour days.The provider will provide services in an ambulatory clinical setting if required. Loan repayment opportunities are available. Contact Emily Berger at 720-2482744 or eb@coruralhealth.org Real Estate Aurora dental office soon available: Reception/waiting area, four operatories, lab, kitchen, private office, equipment room, restroom. Motivated Landlord. Contact Kay at Hamilton Properties, 303-340-3529.

DENTAL OFFICE SPACE: Arvada/Westminster, 1 story professional building complex. 1,100 sq. ft. professional office.

Fronted by busy Old Chicago restaurant and adjacent professional massage therapy practice. Modern, well-designed and attractive unit with 4 Tx rooms dental equipment installation-ready with cabinetry, gas lines, plumbing, electrical in place. Plenty of storage & Dr. private office with private entrance. Great drive-by & walkby exposure with ample dedicated parking. New carpet tenant finish allowance. Contact: Jim True at 303-425-9200 Dental Office Space Arvada: Spacious 1850 sq. ft existing dental space in owner occupied professional building in the area of 80th Ave and Wadsworth blvd. Office has 4 dental ops, large business office, staff lounge, private bath, lab area and private office. The space will be available late spring or early summer 2013. Contact Dr. James Gallagher D.D.S. at 303-424-4048

GENERAL DENTAL PRACTICE - Coming 2013! : Northern Colorado, Metro-Denver, New Specialty practices and more! Go to www.sastransitions.com for new listings as they come forward!

Susan 303-973-2147 or SAS Dental Practice Brokers susan@ sastransitions.com GENERAL DENTAL PRACTICE - Denver, Colorado: Established 764 active patient base, long time hygienist and front office manager to stay with practice. Great Acquisition or Satellite Practice Downtown Denver! Motivated Seller! Susan 303-9732147, susan@sastransitions.com SAS Dental Practice Brokers! www.sastransitions.com GENERAL DENTAL PRACTICE - Mountain Town, Colorado: Mountain practice in one of most attractive areas in Colorado!

Ski, Golf, Hike, Bike, and more! Easy access to Denver!

Established state of the art practice. Great potential for growth. Own the condo too! Susan 303-973-2147 or susan@sastransitions.com SAS Dental Practice Brokers www.sastransitions.com GENERAL DENTAL PRACTICE - Rural, Colorado: Become the dentist you always planned to be! Perfect for New Grads/ GPR and Returning Military dentists! Excellent Satellite Practice!

Owner is Retiring but will support a smooth transition! Susan 303-973-2147, susan@sastransitions.com SAS Dental Practice Brokers! www.sastransitions.com General Practices for Sale: Practice listings along the Front Range in Denver, Boulder, Loveland, Fort Collins, Centennial, Aurora, Lakewood, Colorado Springs, Lamar and other areas around the state. For more information on current practice opportunities, including an overview of each practice, please visit our website www.ctc-associates.com or call Larry Chatterley and Susannah Hazelrigg with CTC Associates at (303)795-8800.

PERIODONTAL SPECIALTY PRACTICE - Northern Colorado: Excellent opportunity to own a well established periodontal specialty practice. Owner dentist has the market share of referrals, has a great staff and room for growth. Nice spacious facility. Digital with management software. Perfect turn-key opportunity! Susan 303-973-2147 or susan@sastransitions.com SAS Dental Practice Brokers www.sastransitions.com

Practices for Sale: Listings in Colorado: Denver, Centennial, Boulder, Arvada, Parker, Colorado Springs, South I-25 corridor, Central & Western Colorado, Grand Junction and WY & KS. For more information and listing description(s), please visit our website: www.adsprecise.com; new listings added frequently; Peter Mirabito, D.D.S., Jed Esposito, M.B.A., ADS Precise Consultants 855-461-0101. Practice Sales, Practice Appraisals, Partnerships & Buy-In’s.

Announcements & Services Aurora Oral Imaging, LLC: We pride ourselves in customized service for doctors and patients alike. We are conveniently located off I-225 & Parker Road in the Ponderosa Professional Plaza, 14991 E Hampden Ave Ste 340, Aurora, CO 80014. Visit our website at www.auroraoralimaging.com for expedient scheduling or call 303-690-5100 for appointment times not offered online.

HIRE A BROKER YOU CAN TRUST! Now is the time to Sell, Buy or Transition Your Practice! Less Cost to Sell! Great Motivated Buyers! Excellent Interest Rates! Pick from the Best Pool of Applicants! www.sastransitions.com Susan Spear, Practice Transition Specialist / Licensed Broker SAS Transitions, Inc. SAS Dental Practice Brokers 303.973.2147 susan@sastransitions.com Transition Services: For more information on how to sell your practice or bring in an associate, or for information on buying a practice or associating before a buy-in or buy-out please contact Larry Chatterley and Susannah Hazelrigg with CTC Associates at (303)795-8800 or visit our website for practice transition information and current practice opportunities www.ctc-associates.com.

Up & Running Dental Repair: Save on parts, labor and reduce down-time. 13 years of experience. Certified to install and repair x-ray equipment. Same day service (Denver Metro area).

(303) 669-9144.

Visit mddsdentist.com/classifieds to place an ad.

Aim high!

Register now for the ADA 27th New Dentist Conference, Climbing to New Heights July 18-20, 2013 at the Four Seasons Hotel We’ll be in Denver, and you’ll connect with dentists from across the country. Everyone is welcome.

We offer great value: one low registration rate that includes it all. 15 hours of CE, full day of leadership development, opening reception, two lunches, and Friday night event to see the Rockies play the Chicago Cubs.

We bring the best of the best in dentistry. Not only is the conference planned and hosted by the ADA New Dentist Committee, the ADA Board of Trustees will be there, too. Not to mention a line-up of speakers that will knock your socks off. Check out speakers at ADA.org/newdentistconf.

See you there!

Register now at ADA.org/newdentistconf.

800.621.8099 ext. 2779 • newdentist@ada.org • ADA.org/newdentistconf

31

“C

olin and Christian were invaluable in the recent move of our pediatric dental office. We did not have the time to review all the available properties, and they spent many hours screening properties to fit our requests, allowing us to practice dentistry. They helped us find the perfect space with wonderful views, and a period of free rent to help offset our moving costs. We wouldn’t even consider making any future moves or rent negotiations without their help.”

Lisa Carlson-Marks, DDS Children’s Dentistry of Cherry Creek

Colin Carr President

303.817.6654 colin@carrhr.com

Christian Gile Principal Denver Metro

303.960.4072 christian@carrhr.com

At Carr Healthcare Realty…

We provide experienced representation and skilled negotiating for dentists’ office space needs.

Roger Hernandez Colorado Springs Southern Colorado

Whether you are purchasing, relocating, opening a new office, or renewing your existing lease, we can help you receive some of the most favorable terms and concessions available.

719.339.9007 roger@carrhr.com

Every lease or purchase is unique and provides substantial opportunities on which to capitalize. The slightest difference in the terms negotiated can impact your practice by hundreds of thousands of dollars. With this much at stake, expert representation and skilled negotiating are essential to level the playing field and help you receive the most favorable terms.

Boulder • Northern Colorado Western Slope • Wyoming

Kevin Schutz

970.690.5869 kevin@carrhr.com

If your lease is expiring in the next 12 – 18 months, allow us to show you how we can help you capitalize on your next lease or purchase.

Lease Negotiations • Office Relocations • Lease Renewals • Purchases