New Dentist Winter 2015

THE #1 JOURNAL FOR NEW DENTISTS

Finding the

RIGHT SPACE PLUS Digital Dentures Effective Staff Compensation Partnerships in Startups WINTER 2015

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Get the facts with a free Practice Starter Kit, including our latest issue of Strategies for Success, a New Dentist Planner, and an easy-to-use business plan template.

FROM THE PUBLISHER’S DESK

Dear Readers,

Advisory Board

Welcome to the Winter issue of The New Dentist™ magazine.

W

hen you decided to become a dentist, you likely didn’t think much about the business side of running a successful practice. Most dentists focus on the dentistry and developing the clinical skills they need to provide patients with the best care possible.

But you also have to be a leader. You’re the CEO of your practice and the person your team members look to for guidance. That’s why it’s so important to develop your leadership skills now, early in your career. If you’re a strong leader, you’ll have a more profitable practice—and a happier, more efficient team.

Here are tips to help make you a more confident leader, and get you well on your way to owning a thriving practice: Communicate practice goals and expectations. Clearly define your practice mission and vision, and communicate both to your team. Don’t expect them to figure it out on their own. Instead, empower them to take ownership and prepare them to help you achieve practice goals. Clearly communicate performance expectations through written job descriptions. Define performance measurements and hold your team members accountable for their systems.

Recognize you’re running a business. Like it or not, you have to pay attention to practice numbers and understand the business side of owning a practice. Remember, there are 20 practice systems that affect your overhead costs. Keep these systems running efficiently and you’ll have a more productive practice and a more robust bottom line.

Make the most of your team. Don’t tolerate poor performers, bullies or slackers. One toxic employee can drag down the entire team. Recognize strength and weaknesses among team members, and don’t be afraid to restructure responsibilities when needed. Give your team members continual feedback, as well as the training and the tools they need to succeed. Encourage them to communicate with you as well and to let you know when any problems arise. Offer a safe environment where they can feel comfortable sharing concerns.

Hire the right people. Building a strong team is key to your practice’s success. Create a defined system to avoid bad hires.

In this issue, you’ll learn how a space finder can help you locate the best property for your practice on page 6. And if you’re thinking about starting up a practice with a partner, you’ll want to read how Drs. Scott and David Ballard make their partnership work, as well as take in the advice from multiple experts on page 12.

It’s also vital to have an effective infection control protocol in place in your new practice. Marie T. Fluent, DDS, tells you how on page 26. Not sure if it’s worth investing in Facebook and other social media platforms? Jacob Chappell of Soci outlines how to get the most out of Facebook and other social media on page 14.

In this issue we bid a heart-felt send off to two of our beginning board members, Drs. Kevin Rhodes and Jared Simpson, who are now considered “seasoned dentists!” Read that story on page 22.

On page 8, learn how to compensate your staff without breaking the bank, and our Guru, Dr. Joe Blaes, tells us the nine products new dentists need for success on page 28. And if you’ve ever thought about going on a dental service trip, you’ll want to read the article by Dr. Drew Byrnes on page 24. Interested in adding digital dentures to your list of services? Read about the benefits on page 18.

2 THENEWDENTIST.NET W I N T E R 2 0 1 5

Here to help,

Sally McKenzie, Publisher

Christopher Banks, DDS Inwood, WV WVU, 2011

Bryan Basom, DDS Columbus, OH Ohio State, 2007

Rebecca Berry, DMD Oakland, ME Tufts, 2011

Julie Boerger, DMD Patchogue, NY University of Montreal, 2010

Hal Cohen, DMD Haverford, PA Temple University, 2010

Larry Dougherty, DMD San Antonio, TX Nova Southeastern, 2008

Dennis Frazee, DDS Mooresville, IN Indiana University, 2012

Lindsay M. Goss, DMD, MPH Chandler, AZ ASDOH, 2010

Erica Haskett, DDS New York, NY NYU, 2008

Robert Klein, DDS Kansas City, MO UMKC, 2006

Aaron Layton, DDS Fort Collins, CO Indiana University, 2010

Leah Massoud, DMD Morgan Hill, CA Tufts, 2009

Katie Montgomery, DDS Marysville, OH Ohio State, 2006

Michael Potter, DDS Quincy, WA University of Minnesota, 2014

Kevin Rhodes, DDS, PA Round Rock, TX UT San Antonio, 2005

Tyler Scott, DDS Loudonville, OH Ohio State, 2009

Mary Shields, DMD, MPH Louisville, KY University of Louisville, 2011

Matthew Silverstein, DMD, MPH West Hartford, CT University of Pittsburgh, 2012

Jared Simpson, DDS Bakersfield, CA UT San Antonio, 2005

Nicole Smith, DDS Newport Beach, CA NYU, 2009

Gregory Snevel, DDS Cleveland, OH Ohio State, 2011

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How many people in America are partially edentulous?

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TABLE OF CONTENTS

W I N T E R 2 015 PUBLISHER

Sally McKenzie Sally@thenewdentist.net DESIGN AND PRODUCTION

Picante Creative www.picantecreative.com EDITOR

Renee Knight renee@thenewdentist.net SALES AND MARKETING

Crystal Sierra, National Sales Manager crystal@thenewdentist.net For display advertising information, contact ads@thenewdentist.net or 877-777-6151. Visit our digital media book at www.thenewdentist.net/ mediabook.htm

12

The New Dentist™ magazine is published quarterly by The McKenzie Company (3252 Holiday Court, Suite 110, La Jolla, CA 92037) on a controlled/complimentary basis to dentists in the first 10 years of practice in the United States. Single copies may be purchased for $8 U.S., $12 international (prepaid U.S. dollars only).

FE AT U R ES Finding the Right Space

8

Your Plan for Effective Staff Compensation The Perfect Match Grow Your Practice with Social Media

6

Copyright ©2015 The McKenzie Company.

All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, without permission in writing from the publisher. Authorization to photocopy items for internal or personal use is granted by The McKenzie Company for libraries and other users registered with the Copyright Clearance Center.

12 14

The Benefits of 18 Digital Dentures A Fond Farewell to Advisory Board Members Drs. Kevin Rhodes and Jared Simpson What is IHS Doing for the New Dentist?

23

I’ve Always Wanted to Do That

24

Infection Control for the Startup Practice

22

18 D E PARTMENTS 2 Publisher’s Message 36 Skinny on the Street 36 Index of Advertisers

26

Dr. Joe Blaes Offers 28 His Top Nine Products for New Dentists The Power in a Question

32

4 THENEWDENTIST.NET W I N T E R 2 0 1 5

36

Disclaimer — The New Dentist™ does not verify any claims or other information appearing in any of the advertisements contained in the publication and cannot take responsibility for any losses or other damages incurred by readers’ reliance on such content. The New Dentist™ cannot be held responsible for the safekeeping or return of solicited or unsolicited articles, manuscripts, photographs, illustrations, or other materials. The opinions, beliefs, and viewpoints expressed by the various authors and contributors in this magazine or on the companion website, www.thenewdentist.net, do not necessarily reflect the opinions, beliefs, and viewpoints of The New Dentist™ magazine or The McKenzie Company.

Contact Us — Questions, comments, and letters to the editor should be sent to renee@thenewdentist.net. For advertising information, contact ads@thenewdentist.net or 877.777.6151. Visit our website at www. thenewdentist.net to download a media kit.

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FINDING THE RIGHT SPACE

By Renee Knight, Editor, TND

he thought of opening a new practice can be overwhelming. While you’re excited about the possibilities and can’t wait to start seeing patients in your brand new office, you’re also a little nervous about the steps you’ll have to take to get there.

Finding the right space is one of those steps, and one that is vital to your future practice’s success. But if you’re like most dentists, you probably don’t have a lot of experience with commercial real estate and have no idea where to start.

That’s where a space finder, or a dental specific real estate advisor, comes in. A good advisor will guide you through the process, making sure you find the best space for your practice while also negotiating the best terms possible with your new landlord, including rental rate, rental abatement and tenant improvement allowance.

“Anyone can drive down the street and jot down addresses or go online and find spaces,” said RJ Przebinda, of the Gold Leaf Group in Pasadena, Calif. “Qualifying the spaces and vetting them with the doctor is where the space finder

comes into play. The space finder guides the doctor through the physical, practical and legal attributes of the property.”

The benefits While you’re excited to find the perfect space for your practice, you’re not a real estate expert. You’re a dentist who would much rather spend time treating patients than negotiating lease terms. A dental real estate advisor knows the ins and outs of commercial real estate, and will find properties that fit your needs much faster than you could on your own—and will handle all the negotiating on your behalf.

A space finder can help you interpret what the landlord is saying and how the landlord might react to certain negotiation points, Przebinda said. A good advisor also knows what’s reasonable to ask for, when you should push back and when it’s better to back off.

“I’ve worked with quite a few doctors who didn’t even know they could have their own advisor,” Przebinda said.

“They don’t realize they can get free rent and an improvement allowance, which is the landlord’s contribution to the office build out. Landlord reps are infamous for saying things like we don’t have that much money to contribute for the build out, but we can give you free rent. You need both as a dentist. So knowing what to ask for and which battles to fight is very important.”

Remember, the landlord and the landlord’s representative want to give you as few incentives as possible, said Joseph Rossi of the Chicagoland-based Joseph Rossi & Associates Inc. If you hire a space finder, you’ll have someone representing your interests who has the expertise to get you those incentives.

An experienced space finder also can help you find potential deal killers—saving you a lot of time and frustration, Rossi said. An infrastructure that doesn’t have the electrical or HVAC upgrades to support a dental office, or an older building that doesn’t support the plumbing you’ll need are examples.

And while a space finder is vital to helping you find the right property, you’ll need a team of professionals to help guide you throughout the rest of the process, Rossi said. Your space finder can help assemble these professionals, including a contractor, business rep, accountant and attorney.

“A really good space finder gives dentists a much broader look at the whole process, as opposed to just working on real estate,” Rossi said. “I work hand-in-hand with the vendors. I’ve done probably 65 startups in Chicagoland, and being familiar with the process and some of the pitfalls adds a lot of value to the doctors.”

What to expect When you first meet with your space finder—which should happen right after your loan is approved—you’ll go over what type of practice you plan to open, your philosophy of care, your TIP To find an advisor, start by asking colleagues in your area who opened their practice, Przebinda said. Ask other local professionals such as contractors, dental consultants and equipment reps to point you in the right direction. A Google search can also help.

target demographic and where you want to live, Rossi said. This will help your advisor hone in on properties that will work best for your practice vision.

Once you identify properties that match your criteria, you’ll tour those properties—together.

“I insist on going with the doctor to look at the properties,” Przebinda said.

“We spend at least a few hours talking about things they might not have even thought of. This allows me to help the doctors ask themselves questions, and come to realizations they might not have had without these discussions.”

Your space finder should show you different opportunities in your area; don’t just settle on the first one you see, Rossi said. He encourages his clients to find multiple spaces that fit their needs, and then to begin negotiations at the same time. The process is dynamic, and things can change rapidly. If you have your heart set on one property and something goes wrong, you’re back to square one.

While your space finder is negotiating the lease, start working with equipment reps and a contractor to determine how you’ll transform the space, and to quantify what the construction costs will be, Przebinda said. Your advisor will include that feedback in the real estate negotiations. Starting the design process at this point will help ensure you move swiftly through the build out once the lease is signed.

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What to look for When hiring a space finder, look for someone who has experience in dental real estate and knows how to deal with the various situations that come up during lease negotiations, Przebinda said.

You need someone who lives within two hours and can easily meet you to tour properties, and who is willing to put the time in to find the perfect space for your new practice.

It’s also important to have a rapport with your advisor and to build trust.

CONTINUED ON PAGE 34 >>

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THENEWDENTIST.NET

7

Your plan for effective

STAFF COMPENSATION Not sure if you can afford to give out raises? Here’s what you need to consider before you say yes to pay increases.

By Sally McKenzie, CEO of McKenzie Management

ou want to keep your team members happy. After all, you know how important they are to your young practice’s success, and you can see how hard they work each day. That’s why it’s so difficult for you to say no when one of them asks you for a raise.

You justify it by telling yourself that a small, $2 an hour bump in pay really isn’t that much and couldn’t possibly hurt your practice. Unfortunately, that isn’t true. No matter how small the raise might seem, it will directly impact your overhead and your bottom line.

Employee salaries shouldn’t exceed 22 percent of average monthly collections. Anything more than that will send your overhead costs soaring. If you give out raises just because your employees ask or because it’s been a year since their last pay

hike, chances are you’re way over that industry benchmark.

This isn’t to say you should never give out raises—but they must be earned. So how can you determine not only if you can afford a raise, but if it’s merited? Follow these guidelines.

Establish a compensation policy. Based on the market, identify a pay range for every position. Then, talk to your team members about the practice’s compensation policy and how it will work. Let them know how much money is available, what formulas you’ve used, how they can earn a pay raise and how much they can make in their position.

Develop detailed job descriptions. Use job descriptions to clearly outline your expectations and how performance will be measured. This gives your team members the guidance they need to excel in their roles, helping them earn that bump in pay. Just remember, you have to manage expectations from the beginning.

Let employees know when raises will be discussed, under what circumstances they’ll be given and how their performance will be measured from day one, not six months or a year after they’ve been hired.

Complete an Employee Salary Review. Before you give out any raises, you have to know how much more money you’ll need to bring in to cover pay hikes. A simple mathematical tool from McKenzie Management, The Employee Salary Review form, can tell you that in about 10 minutes. You can find it at mckenziemgmt.com/ss-employee.php.

This tool will help ensure you keep your total salary overhead in line with industry standards. Why is this so important?

Here’s an example: If your monthly collections are $48,325 and your existing salaries are $9,353, then a $2 hourly raise from $15 to $17 for your assistant, who works a 36 hour week, will increase existing salaries to $9,665. This is within the 20% industry benchmark.

But, if your current monthly collections are $39,000 and existing salaries are $9,353, that small $2 pay raise puts salaries at 24% of gross revenues. That’s well above the industry standard, and will leave you struggling to make ends meet.

Put a plan in place. Once you determine how much more money your practice needs to bring in to cover pay CONTINUED ON PAGE 10 >>

8 THENEWDENTIST.NET W I N T E R 2 0 1 5

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Staff Compensation continued from page 8 increases, sit down with your team members to determine how you can make that happen.

First, take a close look at collections. Your Financial Coordinator should achieve a daily over-the-counter collection rate of 45 percent or higher if accepting assignment of insurance. Put one person in charge of collecting money, generating accounts receivable reports and making delinquent phone calls. Now is also a good time to start reviewing the aged accounts receivable report, which should list each account with an outstanding balance and date of last payment. Total all monies more than 90 days delinquent. If it’s more than 10% of your total accounts receivable, accelerate delinquent account calls. Review this report every 30 days.

You should also establish a collections policy and follow it. For example, let patients know you expect full payment at the time of service for all procedures less than $200, require insured patients to pay a portion of their bill before they leave the practice and instead of extending credit to patients, partner with a patient financing company like CareCredit.

Reinforcing recall is another great way to bring more revenue into the practice. How? Task your Patient

Coordinator with scheduling to ensure your hygienist achieves daily production goals at 3x her daily wages. Your Patient Coordinator should confirm all appointments two days in advance, follow up with patients who have unscheduled treatment, and create a short-notice cancellation list of patients willing to come in for treatment before their scheduled appointment.

Take the emotion out of compensation You can’t give raises just because another year has gone by, or because your dental assistant is struggling to make ends meet.

You have to base staff compensation and pay increases on fact, and that not only means making sure you can afford pay bumps, but that your team members have actually earned them.

Remember, raises tell your team members you value their contributions to your practice—and that will motivate them to meet and exceed your expectations. Make sure they know exactly what they need to do to earn a pay increase and when raises will be discussed, and you’ll avoid being caught off guard by a team member asking for more money.

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THE

PERFECT

MATCH

Ready to start a new practice? Here’s why you might want to consider finding a partner. fter two years in dental school, Dr. David Ballard decided he needed to get his brother involved. Dr. Scott Ballard owned a clothing store at the time, but his brother encouraged him to sell the store and pursue a career in dentistry instead.

Scott Ballard took that advice, and started dental school a year later. Once Scott finished school and David finished time in the Air Force, the brothers made another decision—they agreed to go into business together. Over the next year they worked out the details of their partnership and built their Saginaw, Texas practice from the ground up.

That was about 10 years ago and since then the practice has grown to 20,000 patients with nine doctor ops, eight hygiene ops and four dentists. The brothers attribute their success to their ability to work together and to complement each other—all key elements for any partnership.

“We have a very similar treatment philosophy,” Dr. Scott Ballard said. “Even though our personalities are different, I know if I treatment plan a case, he’ll have a similar approach to it as well. We both look at patients in a very similar way and we also have a similar philosophy as far as equipment. We’re interested in the same technologies.”

If you’re ready to open a startup practice but think you might benefit from a partnership like the Ballards, there’s a lot you need to consider, from finding the right partner to setting the parameters of the partnership. Here’s advice on how to find the best partner for your startup, and how to build a successful, profitable practice together.

WHY A PARTNERSHIP There are many benefits to making your startup a partnership, and one of those benefits is financial, said David S. Cohen, 12 THENEWDENTIST.NET W I N T E R 2 0 1 5

By Renee Knight, Editor, TND

Esq., owner of Cohen Law Firm. You split the costs, so you’re paying less to get started.

Sharing space and equipment is also a huge financial benefit, Dr. Scott Ballard said. Just like a solo practice, they only buy one piece of expensive equipment—equipment they both use to treat patients and increase production.

Working with a partner also eases the stress of opening a new office; it’s nice to know you have someone on your side. You can bounce ideas off each other and work together to come up with the best practice design. And once you start treating patients, you’ll not only have someone who can cover for you during vacations, you’ll have a colleague to consult when you’re faced with a difficult case.

“It’s nice to get a fresh pair of eyes in to say have you considered this or that,” Dr. Scott Ballard said. “You’re able to commiserate with a colleague, whether it’s over business, personnel management or treatment. You get to sit down and talk with somebody every day.”

Many new dentists aren’t clinically sound yet, which is another reason to consider a partnership, said Dr. My Tran, who owns multiple practices in Nevada and California through Streamline Dental Solutions, all partnerships. While you focus on honing your clinical skills, the business side might suffer. If you find someone with the clinical experience to fill in the gaps, and who can also help support the business side, you’ll have a much stronger practice and the ability to take on more difficult cases.

WHAT TO LOOK FOR IN A PARTNER A partnership isn’t something you should jump into. You have to get to know the person, Dr. Tran said, and make sure you like spending time together before you sign on the dotted line.

“Don’t blindly go into a partnership and think everything will be OK,” said Dr. Akhil Reddy, who is one of Dr. Tran’s college friends and one of his partners. “You have to look at the worst case scenario and see if the person will stick with you.”

Analyze your own weaknesses and find a partner who is strong in those areas, said Jason Wood Esq.-Attorney of Wood & Delgado in California. If you don’t like performing endo cases or simple oral surgery, for example, make sure your partner does. That way, you keep more procedures in-house and have more earning potential.

“Find somebody who shares the same values as you, but is different from you clinically or personality or managerially wise,” Wood said. “Those are going to be the most successful partnerships.”

While it might be uncomfortable, you also have to look at family life, Wood said. Is the partner you’re considering in the same stage of life as you? Does he have the same family values? Is he divorced? If he’s been divorced two or more times, it shows a lack of commitment and means you might want to look elsewhere for a partner.

Agreeing on clinical direction is also vital, Dr. Tran said, and makes it easier for you to collaborate and determine the best direction for the practice. You can then build your team around that clinical guideline, leading to a successful, profitable practice.

“For doctors looking for a startup, I recommend identifying your clinical skills and what you can do best. Then identify a business model or plan that will support it,” Dr. Tran said. “From there find a partner that fits that criteria.”

to split the money and the costs, Cohen said. Take the time to talk about how decisions will be made and determine how much each party owns. Outline what will happen in case of disability, death, retirement or if one partner wants to leave the practice—basically anything that could affect your practice down the road.

“You want to hash everything out that you can in advance,” Cohen said. “That way you can prevent potential issues rather than be reactive.”

Cohen also suggests hiring legal counsel to draft a partnership agreement. This will force you to sit down and iron out all the details. When partners skip this important step, they’re more likely to fail.

Drs. Scott and David Ballard agree. They’ve seen partnerships fail because doctors didn’t see eye to eye and found themselves competing for production, or because one partner felt slighted after the other set himself up as the leader, taking control of all the decision making.

“You have to go into a partnership with an eye of looking out for each other, and for keeping each other in check,” Dr. David Ballard said. “You both have to go into it for the right reasons, which is building a business and treating patients.”

CONTINUED ON PAGE 34 >>

GETTING STARTED The biggest concern with partnership startups is the lack of money, Wood said. He’s seen partnerships dissolve because one dentist lost his other job, a job that was helping fund the practice. That can lead to huge financial problems, causing friction between the partners.

“Startups don’t turn profits until the second or third year. This isn’t just a 30 day cash flow issue,” Wood said.

“When there isn’t enough money to go around people become cranky and tend to point fingers at each other.”

Once you’re ready to start a partnership, Wood suggests making sure you have enough money in the bank to cover living expenses and practice expenses for six months to a year.

You also must determine the structure of how your practice is going to operate, including how you’re going WINTER 2015

THENEWDENTIST.NET

13

GROW YOUR PRACTICE WITH SOCIAL MEDIA

By Jacob Chappell, VP, SOCi Inc.

Social media is a cost effective way to market your new practice. The right strategy can help your practice rapidly grow and expand your community reach—all on a fairly small budget.

While it’s best to invest in various social media practices, here’s a look at how Facebook can help you attract new patients and the best way to use this popular social media platform.

Facilitate Social Referrals on Facebook Remember social media isn’t just a way to connect; it’s also a great business tool. More than 78% of social media users report social media posts can affect their purchasing decisions. No amount of paid propaganda can equal the impact of a positive referral from a new patient. That’s what social media helps achieve.

Facebook’s app is the No. 2 local search app in the world, only second to Google Maps, making Facebook a critical part of your marketing strategy.

The first step? Make sure your Facebook page is setup correctly and optimized for search. This will help get you found, giving your page higher placement when someone searches for a local dental practice.

There are a number of ways to help spawn a referral on social media. For example, ask your patients to “check-in” at your practice via Facebook when they arrive. A check-in can be a conversation starter, prompting family and friends to inquire about the services you provide.

Initial Steps If you’re just starting out on social media, one of the first steps is making sure all your social media channels have a consistent look and feel; an example of this would be your cover images.

Second, make sure all your contact information on various social media pages is correct. You’ll need to claim your local Google Place and Google+ page, so make sure you get verified

by Google.

14 THENEWDENTIST.NET W I N T E R 2 0 1 5

“Yes (Facebook has been beneficial to the growth of my practice). Not even through marketing, but through social contacts. Joe posts that I need a new dentist and all of Joe’s friends direct him to our Facebook page.”

— Dr. Dennis S. Frazee, TND advisory board member

When patients have a great visit, ask them to post a Facebook or Google+ review. This will increase your new page’s credibility. Presenting them with an iPad at the front desk is a great way to facilitate this type of interaction.

Don’t forget to share photos and event invites on Facebook, as this could introduce potential patients to your practice through information conveyed from someone in their own network.

Lastly, ensure you have a few week’s worth of content before you start spending ad dollars. At a minimum you’ll want to post a few times a week.

Using Ads on Facebook Once you have a well-established page, increase awareness of your practice through Facebook ads. Local Awareness ads and Boosts are two great options.

Local Awareness ads allow you to reach hundreds, if not thousands, of potential local patients for as little as $5. You can target a city or zip code and even a specific radius from your location. If you offer pediatric dentistry, for example, you’ll want to target users who follow pages related to parenting.

CONTINUED ON PAGE 16 >>

Jacob Chappell, Vice President of Sales for SOCi, is a recognized social media and marketing expert known for his abilities to strategize and attain business goals. He is responsible for brand management, corporate sponsorships and strategic business development at SOCi, the leading enterprise solution for content discovery and social media marketing. Visit meetsoci.com to learn more.

Social Media

continued from page 14

Squeeze the SEO Juice out of Google+ Google+ is an essential platform for dental practices. That’s because 64% of searches are conducted on Google, and Google gives a lot of SEO credit to Google+ pages and posts. Take advantage of features like Google+ Local as it links to Google Maps, pulls your information from your Google+ page and includes your reviews.

‘Boost’ is another highly effective ad that drives clicks. A boost allows you to increase the visibility of an existing post on your page. If targeted correctly, boosting a post that has a link to your site can result in many leads.

The Key is Great Content No matter which social media platforms you use, posting a variety of content will help you engage current patients and reach new ones. This content could include toothbrush reviews, humorous pictures, tips, relevant news, promotions and even sharing local news and events.

Develop a content strategy. Whether you’re posting three times a week or three times a month, having a game plan will help you achieve your social media mission. Whether your social

“A Facebook presence is necessary but it’s not a huge referral source for us. Mainly it is a way for us to communicate to our existing patients and create brand awareness.”

— Dr. Mary K. Shields, TND advisory board member

media objective is to get noticed or engage your following, it begins with posting the right kind of content. You will sustain audience attention and gain them as loyal practice followers.

To gain even more exposure through platforms like Facebook, consider partnering with a professional social media network company that specializes in social media marketing.

These professionals can help you manage a successful social network presence.

Keep up with Twitter 68% of Twitter users are reportedly more likely to purchase from services and brands they follow. Maintaining a presence on Twitter can be reasonably easy. Your new dental practice Twitter page can help you reach millions of potential patients using 140 characters or less.

To develop your Twitter presence, post information that’s useful to your patients. Keep track of your newsfeed for interesting articles related to your field. Link tweets back to your own website and social media pages. Follow other dental accounts, such as dental organizations, dental bloggers and dental products. Lastly, even if a tweet is not directly related to your practice but it is relevant to your patients, tweet it.

16 THENEWDENTIST.NET W I N T E R 2 0 1 5

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The benefits of digital dentures

By Renee Knight, Editor TND

Traditionally, when patients come to you for a new denture, it could take four to six appointments before they get it—and chances are the fit won’t be quite right, or the esthetics won’t be what they imagined.

Digital dentures, a workflow that’s starting to gain popularity, is changing that. Digital dentures make it possible for patients to walk out of your office with their new smile in as few as two appointments. Patients save time and are happy with their strong, reliable denture, while you’re able to see more patients during the day, increasing your production numbers and growing your revenues.

Thinking about making the switch to digital dentures?

Here’s a look at how this workflow could benefit your patients and your practice.

How it works If you already know how to create traditional dentures, moving to a digital process is fairly painless, said Tim Thompson,

AvaDent’s 3D viewer COURTESY OF AVADENT

President and CEO of Global Dental Science, the company that makes AvaDent digital dentures. You take impressions and jaw records as you normally would, then send that information to your lab. Doctors who use AvaDent work with an AvaDent lab, the liaison between the doctor and the company.

Once the lab receives the patient’s information, a digital record is created, said Steve Balshi, President of CM Prosthetics, an AvaDent lab. They design a digital denture based on the prescription, and email a preview for the doctor to review.

“It’s a 3D viewer so doctors can rotate it in any dimension and determine if it meets their approval,” Balshi said. “If they’d like to see additional changes, those changes are specified to the dental lab and are made before anything goes into production.”

The lab sends the approved file to Global Dental Science, where the denture is made. The doctor will receive the final denture, or the try-in denture if requested, a week to 10 days after he approves the preview, Thompson said.

This process improves communication between the lab, the dentist and the patient, Balshi said, and ensures patients receive a denture that fits properly. It also saves time, because rather than having to prepare a wax up, send it to the dentist, wait for requested changes and then make those changes, it’s all done digitally.

The benefits Not only does the digital denture workflow save time, it results in a stronger, more reliable prosthesis, said Prosthodontist Dr. Thomas Balshi, who teaches AvaDent courses through the Institute for Facial Esthetics in Pennsylvania. The AvaDent base is full-contoured milled from a patented, pre-shrunk, bio-hygienic polychromatic puck of acrylic. This eliminates the shrinkage that happens during the traditional lab process, leading to ill-fitting dentures no matter how good your records and impressions are. And because the denture is monolithic, patients don’t need to worry about loose teeth.

“The actual prosthesis is far stronger. The teeth aren’t A 3D digital denture COURTESY OF AVADENT

18 THENEWDENTIST.NET W I N T E R 2 0 1 5

CONTINUED ON PAGE 20 >>

THE STRENGTH TO HEAL

and focus on what’s really important: my patient.

You want to focus on what matters most — your patients. As a dentist on the U.S. Army Health Care Team, you’re free to concentrate on your work, rather than worry about operational burdens such as overhead costs and patient billing.

You’ll work with the most sophisticated modern technology, learn from extensive case diversity and benefit from educational opportunities that can help you expand your skills. Plus, you can earn many financial benefits, including a $75,000 sign-on bonus and up to $120,000 in student loan repayment.

To learn more, visit healthcare.goarmy.com/dc39.

©2011. Paid for by the United States Army. All rights reserved.

Digital Dentures continued from page 18 glued in or held in like pins,” said Dr. Raymond Haggerty, who uses AvaDent in his Pennsylvania practice. “You could stand on top of the denture and it wouldn’t break.”

If patients like their old denture, but need a new one because it’s broken or worn, Dr. Haggerty can take impressions of those dentures and send the information to the lab.

If a patient loses his denture, he doesn’t have to start the process over. Dr. Haggerty simply calls the lab, and they can mill a new denture in just a few days—a capability Dr. Haggerty sees as a huge benefit.

And because the denture is bacteria resistant, patients don’t have to worry about “denture breath,” Dr. Haggerty said. Traditional dentures have porosity that makes it easy for bacteria to accumulate, leading to bad breath and sore spots.

Digital dentures don’t have that porosity, eliminating that concern for patients.

The future Rob Slauch, a dental student at University of Maryland School of Dentistry, who was recently accepted into the University of Connecticut’s prosthodontics program, learned about digital dentures through an e-course. He loves how they’ve made the denture process easier for both him and his patients. He’s getting better results in less time, and patients

are thrilled with the outcome.

While this a relatively new technology, he knows younger dentists accustomed to working in a digital world are excited about what it means for their practices. And as the technology continues to improve, he sees more and more dentists gravitating toward it.

“Five to 10 years from now people aren’t going to be making dentures the old way,” Slauch said. “It makes the process more efficient, it reduces the time spent in the lab and patient satisfaction is fantastic.”

Steve Balshi also expects digital dentures to become the norm, and said most of his clients already use the technology. Interest will continue to grow as more dentists are educated about the advantages of digital dentures, and just how easy it is to switch from the traditional method to digital. Patients will be a driving factor as well. As they learn about the benefits, they’ll start asking about digital dentures and even demanding them.

And those benefits are many, including strength, reliability, fit and esthetics.

“You also get consistent quality,” Steve Balshi said. “It’s being milled as opposed to fabricated by a person. We’re all human, and we have good days and bad. Sometimes the quality of a product can vary depending on the kind of day the person is having. With digital dentures you get the same result every time.”

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Our idea of a career path.

Embark on a path toward professional growth and personal fulfillment as a dentist working for the Indian Health Service (IHS) Division of Oral Health (DOH). Our dental health professionals deliver comprehensive care to an appreciative patient population within culturally diverse American Indian and Alaska Native communities nationwide.

IHS dentists enjoy an integrated, interdisciplinary team environment working within a collegial atmosphere. Combined with opportunities to be part of a rich, cultural tradition, you’ll also enjoy a structured, but flexible work schedule and have ample opportunity for recreational pursuits, all while living and working within some of the most beautiful areas of the country.

Professionally fulfilling and personally enriching — explore a world of opportunities in Indian health dental careers at www.ihs.gov/dentistry.

Opportunity. Adventure. Purpose.

The policy of the IHS is to provide absolute preference to qualified Indian applicants and employees who are suitable for federal employment in filling vacancies within the IHS. IHS is an equal opportunity employer.

A fond farewell to advisory board members Drs. Kevin Rhodes and Jared Simpson

s advisory board members Drs. Kevin Rhodes and Jared Simpson step off the board of The New Dentist™ magazine, we’d like to thank them for their years of service. They’ve helped countless new dentists start on the path toward success. We wish them the best of luck, and hope to work with them both again in the future.

Dr. Kevin Rhodes is now a seasoned dentist with 10 years of experience. He opened his current practice in Round Rock Texas in 2010. Dr. Rhodes earned a bachelor’s degree in biology from Abilene Christian University and completed his doctorate of dental surgery in 2005 at the University of Texas Health Science Center at San Antonio.

When Dr. Rhodes became a member of The New Dentist™ Board, he had just opened a new practice from scratch. He liked the idea of sharing what he’d learned and helping other dentists going through the same experience. Being part of the board also gave him the opportunity to talk with other dentists at the same point in their careers, and hear about their successes as well as the challenges they faced.

And there are a lot of challenges to overcome when starting out as a new dentist and opening your new practice, Dr. Rhodes said.

“Part of it is not really knowing anything about running a business,” Dr. Rhodes said. “How to run payroll, manage employees, take care of taxes. They don’t necessarily prepare you for that in dental school.”

To help get prepared for the business side of running a practice, Dr. Rhodes suggests working with a consultant company like McKenzie Management. Taking the new dentist startup course McKenzie Management offers helped prepare him to open his practice, and develop policies that are key to keeping his practice running smoothly today.

One of the things he learned during that course is the importance of hiring a dental-specific CPA, he said. He recommends all new dentists find a CPA who knows the ins and outs of dentistry. Having this type of expert on board will save new dentists a lot of time, stress and frustration.

Dr. Rhodes also recommends getting on board with digital dentistry as soon as possible. CAD/CAM, intraoral scanners, cone beam imaging—these are all technologies that help you perform dentistry more quickly and more predictably. And, if you want to go into practice on your own, determine what you love most and focus in that area.

“Decide what aspects of dentistry you like and try to get really good in those areas,” he said. “Don’t try to do everything.

I’ve found as I’ve gotten busier and busier that I could narrow 22 THENEWDENTIST.NET W I N T E R 2 0 1 5

my work down to the things I really enjoy and am good at.

That makes it all more enjoyable.”

Dr. Jared Simpson, who also just completed his tenth year as a dentist, graduated from The University of Texas San Antonio Health Science Center. He’s served as a committee member on the New Dentist Committee for the CDA, has been a board member for the Kern County Dental Society for the past 5 years and is also currently serving as a delegate for the KCDS to the CDA. He practices in Bakersfield, Calif.

Dr. Jared Simpson was focused on developing his skills as a clinician when he joined The New Dentist™ magazine advisory board. He was excited to help other new clinicians and to connect with like-minded individuals also interested in advancing their careers. It was interesting to hear what other board members were concerned about, what challenges they were facing and what products they were using, he said.

Dr. Simpson learned a lot from the other board members, and from the experiences he’s had over his first 10 years of practicing. And one of the biggest lessons he’s learned is simply to be patient.

“When you’re a new dentist you’re anxious to get going and to be successful. Don’t get discouraged if it doesn’t happen right away,” Dr. Simpson said. “It’s something you have to work toward. You need to have a patient but focused attitude.”

Dr. Simpson also recommends developing a practice vision, and then surrounding yourself with successful people who share that vision. Developing connections with a mentor, your peers and a practice management consultant can help you grow as a dentist.

Remember, this is a long process and success won’t happen overnight, Dr. Simpson said. Stay focused and you’ll get there soon enough. But most importantly, remember to have fun along the way.

“You have a long career ahead of you. Find things that motivate and interest you and work toward them,” he said.

“There are so many challenges and things dentists have to work through and overcome, that sometimes we forget to just enjoy the ride and celebrate the successes that we do have.”

What is IHS Doing for the New Dentist?

The Indian Health Service (IHS) is the federal health care provider and health advocate for 2.2 million American Indians and Alaska Natives. IHS’ Division of Oral Health (DOH) plays an integral role in the agency’s efforts to ensure comprehensive, culturally acceptable personal and public health services are available and accessible to Indian people. IHS recruits dentists to provide patient care, advance their clinical competencies and work within Indian health communities to educate patients and their families about preventing oral health disease. Today, some 480 dentists practice at IHS, Tribal and Urban Indian Program facilities, offering a range of specialties that include pedodontics, oral surgery, endodontics, periodontics, prosthodontics, orthodontics and dental public health.

Cultural and Recreational Fulfillment American Indians and Alaska Natives represent a diverse, culturally rich community with proud traditions and unique heritages to share. IHS DOH seeks individuals who enjoy adventurous lifestyles and enjoy living and working within some of the most scenic destinations in the continental United States and Alaska. In addition to a life-changing career experience, IHS dentists enjoy excellent compensation, including competitive pay, bonuses, comprehensive health care coverage, opportunities for advancement and much more.

Modern Technology American Indians and Alaska Natives suffer dental disease at rates several times higher than the overall U.S. population.

For patients who have diabetes, the disparity is even greater.

To combat rising disease rates, IHS dental teams work in modern, state-of-the-art facilities using new advancements in technology, such as digital Panorex X-ray equipment (both standard 2-D and cutting-edge 3-D X-ray technology), which allows dentists to manipulate 3-D images to fit within the size of an X-ray beam and then use 3-D printers to turn the images into full-scale models. In addition, IHS facilities employ Electronic Dental Record (EDR) software for the collection and sharing of patients’ dental and medical histories. Our dental clinicians also work within the communities to treat, educate and help prevent gum disease and other oral health disparities.

Career Paths IHS dentists have a choice of three distinct Indian health career paths — working within the civil service, in Tribal or Urban Indian Programs or as an officer with the U.S. Public Health Service (USPHS) Commissioned Corps. Each path offers

outstanding career rewards, competitive compensation and a comprehensive benefits package, based on the level of training and experience.

How to Apply If you are applying for the civil service or the Commissioned Corps, employment requires a dental license from any of the 50 U.S. states. For Tribal hire, you may be required to be licensed in the state in which you will be working. If you will be graduating this year, then you are welcome to apply now, but you must have a license upon hire date.

Applicants are subject to a pre-employment background check, including a fingerprint analysis, and must be U.S. citizens. Male applicants must be registered for the selective service. Veterans and American Indians and Alaska Natives are encouraged to apply and receive hiring preference.

Applicants for civil service and USPHS Commissioned Corps positions must submit their materials through USAJOBS. Tribal and Urban Indian Program applicants must apply directly through the Tribe or Urban Indian Program with whom they are seeking employment.

Financial Freedom The IHS Loan Repayment Program An added incentive to joining IHS DOH is the IHS Loan Repayment Program (LRP), which offers dentists an opportunity for repayment of their eligible health profession education loans. The IHS LRP provides participants with up to $40,000 in loan repayment funding — in addition to a comprehensive benefits package — in exchange for an initial two-year service commitment to practice in health facilities serving AI/AN communities. Opportunities are based on Indian health program facilities with the greatest staffing needs.

The National Health Service Corps Loan Repayment Program Another financial incentive option for IHS dentists is loan repayment through the National Health Service Corps CONTINUED ON PAGE 34 >>

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COURTESY OF DR. DREW BYRNES

I’ve Always Wanted to Do That…

Why you should consider taking a dental service trip early in your career.

By Dr. Drew Byrnes

ecently, I traveled to Palin, Guatemala, on a dental service trip with the University of Florida. We had a group of almost 40 volunteers who treated about 1,000 patients in four days. You might think that sounds exhausting. Well, it was. But it was also incredibly rewarding.

The remarkable thing about going on a trip like this is despite the poor conditions you endure (hard mattresses, no air conditioning, poor lighting and no suction) there is a certain energy you feel that makes those things seem insignificant.

Perhaps it is the recognition that while these conditions are only temporary for the volunteers, they are permanent for those we are helping. Perhaps it is the gratitude expressed by every person we serve. Or perhaps it is just the simple joy that comes from doing something good. Whatever it is, it makes you feel energized and excited to work when you should be exhausted and ready to quit. The reward is you bring this energy home to share with your patients and friends.

24 THENEWDENTIST.NET W I N T E R 2 0 1 5

JUST DO IT When I returned from the trip, I shared my experience with many of my dental colleagues in the area. I told them all about the people we helped and the difference we made in so many lives. They all seemed genuinely interested and a few of them responded with similar experiences from their own trips.

However, the one response I heard the most came as a surprise to me: “I’ve always wanted to do that.”

I heard this same response from several dentists who’ve practiced dentistry for a long time. It came as a surprise to me that Dr. Drew Byrnes is a general dentist in Winter Park, Fla. He graduated from the University of Florida College of Dentistry in 2013. His practice, Dr. Drew Byrnes Family and Cosmetic Dentistry, (DentistWinterPark.com) can be found at 199 E Welbourne, Ste 200, Winter Park, FL, 32789. You can reach him at 407-645-4645. In his free time, he enjoys running, spending time with his wife and volunteering with his church and in his community.

so many dentists with the desire and capability to go on a trip like this hadn’t done so. My reply was simply, “Well, why haven’t you?”

In response to this question, most of them talked about how it can be difficult to take time off from the office, or how they didn’t want to be away from their families for a week. Some mentioned they were willing but simply didn’t know where to start. While these are all very legitimate reasons, my advice to them was simple: “Just go do it!”

I used those same excuses myself until I got a random phone call from a trip organizer one day. She told me one of their doctors had canceled and they needed a replacement. The trip was only two months away, so naturally I told her I probably wouldn’t be able to reschedule a full week of patients with such short notice. After looking at my schedule, however, I decided it would be worth a try. I was nervous my patients would be mad, but they actually seemed to understand and were happy to reschedule.

COURTESY OF DR. DREW BYRNES

NOW’S THE TIME If you would like to give back by going someplace like Guatemala to serve those without access to dental care, I say go for it! You worked hard to become a dentist. You have a valuable set of skills that everyone needs, yet so many can’t access. Do it while you’re still young. You’ll be glad you did. It won’t get easier as you get more settled into your career. It will only become more difficult as you take on more commitments. Don’t let yourself wake up 30 years from now telling some young dentist, “I’ve always wanted to do that.”

Don’t let your schedule hold you back. If you own your practice, your patients will understand. If you work for someone else, your boss will appreciate that you want to give back.

If you want to go but you don’t know where to start, try contacting local churches. They likely have service trips scheduled in areas that have a high demand for dentists. Ask other dentists if they’ve been on a trip. They might offer to take you with them on their next one.

Finally, while trips like this are great, don’t forget about the free dental clinic in your own town. It is a gift to serve those less fortunate, whether across the globe or just down the street.

News ADA exclusively endorses DRB for student loan consolidation The American Dental Association has exclusively endorsed the Darien Rowayton Bank, or DRB, student loan consolidation/ refinancing program, a move designed to ease the student loan burden many young dentists face.

DRB is a leader in debt consolidation, and through this endorsement now offers ADA members the opportunity to refinance existing federal and private undergraduate and graduate school loans at a rate 0.25% lower than DRB’s already low rates, according to the website, student.drbank.com/ADA. This rate reduction could potentially save dentists thousands of dollars. For example, a $100,000 borrower could save $15,000 over the life of a 10-year loan after refinancing with DRB, according to the website.

Other highlights of the DRB refinancing program include: • The 0.25% rate reduction applies to qualifying ADA members for the life of the loan as long as they remain ADA members • Rates for ADA members start at 1.65% APR variable and 3.25% APR fixed • Access to dedicated customer service representatives • A free online application with no obligation to accept • No maximum loan size. The minimum loan size is $5,000.

• Rate eligibility for federal and private student loans from undergraduate and graduate schools • Forgiven in death and documented permanent disability The online application for this reduced rate is easy to fill out, according to the website, and a credit check instantly tells dentists if they qualify for DRB refinancing. It’s also easy to upload the required documents, which include a photo ID, two recent pay stubs, proof of graduation, and loan statements indicating payoff amounts.

Once dentists have applied, they’ll receive a decision on their eligibility for refinancing their rate and applicable disclosures. If dentists agree with the terms, they then accept the terms and sign the promissory note. Current student loans are then paid off, and a DRB account is opened for automated payment, saving qualifying ADA members the additional 0.25%.

For more information or to apply, visit student.drbank.com/ADA.

New Dentist

Blog

www.thenewdentist.net/Blog

WINTER 2015

THENEWDENTIST.NET

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Infection Control

for the Startup Practice: What New Dentists Need to Know s a new dentist opening a start-up practice or acquiring an existing office, you face an array of tasks that may seem overwhelming and daunting, from equipment purchase and installation to hiring and training staff. As you multi-task with other various practice related activities, you also must consider infection control and compliance within your facility.

While you understand the impor-

Other infection control considerations There are many other infection control related tasks that new dentists face, including: • Appointing an infection control coordinator and defining his/her duties.

• Determining medical and hazardous waste and sharps disposal by state and local laws.

• Establishing methods and frequency of biological monitoring of sterilizers and related recordkeeping. The CDC recommends using biological indicators at least weekly.

• Maintaining dental unit waterlines to ensure safe water delivery during care.

• Selecting Single-use disposable items and operatory barriers.

• Addressing hand hygiene policies and protocol and products for clinical personnel.

• Evaluating infection control considerations in other areas of the office, such as radiography and the dental lab.

To identify and address these and other infection control related tasks, refer to OSAP’s Safest Dental Visit resources. OSAP members have a rich array of resources that are curated for dental practices and support the infection control coordinator in ensuring compliance.

26 THENEWDENTIST.NET W I N T E R 2 0 1 5

tance of infection prevention, you might not be entirely comfortable developing office specific protocol and policies, establishing an infection control manual, achieving compliance with state and federal laws, training staff, and other infection control and safety requirements. Newer dentists may be inclined to rely upon staff of a recently acquired practice or colleagues for such expertise; however, you can’t be assured that information relayed is accurate or current.

To develop and implement an effective office-specific infection control program, it behooves you to educate yourself and your staff, and to receive help from a reputable and reliable source. Fortunately, there is no need to “reinvent the wheel.” There are many great resources, and I’ve put together a few tips to help you plan and implement an infection control program in your practice: Devote time to plan your infection control program. Like any other dental office system, an organized, effective and efficient infection control program requires time, thought and commitment. If purchasing an existing practice, evaluate the current infection control program and modify if necessary. If opening a new practice, more pre-planning may be required. Pre-planning will pay off as the new infection control program will be well established, understood by all clinical staff, and compliance will be more easily achieved.

By Marie T. Fluent, DDS

Familiarize yourself with the Centers for Disease Control and Prevention’s (CDC) Guidelines for Infection Control in Dental Health-Care Settings—2003. The CDC Guidelines is the primary guidance document for dental infection prevention, and is considered the global gold standard for infection control.

All dental offices are expected, at a minimum, to be in compliance with this document. You can find CDC Guidelines at: cdc.gov/mmwr/ PDF/rr/rr5217.pdf. These guidelines are based upon scientific and theoretical principles.

You should also be aware of an organization that helps translate the scientific policies into practice. The Organization for Safety, Asepsis and Prevention (OSAP) has developed a variety of resources and tools designed to help you apply the CDC Guidelines.

Information can be downloaded at osap.org.

Know state-specific OSHA Laws.

The Occupational Safety and Health Administration (OSHA) was created by Congress to protect employees from any harm or danger in the workplace. In the dental setting, this includes exposure to bloodborne pathogens, sharps, chemicals and other sources of injury.

OSHA incorporates infection control guidelines and recommendations into regulations and laws. Many states have their own OSHA laws, yet others do not; in these states Federal OSHA

laws apply. OSHA compliance includes a multitude of policies, protocols, training, documentation and forms.

OSAP may help you simplify OSHA compliance through an online toolkit called The Safest Dental Visit, found at safestdentalvisit.org.

Plan a sterilization center. If you purchase an existing practice, the sterilization center arrangement will already be established. In a start-up practice, you must consider the flow of instrument processing (from contaminated to sterilized), space for each task to be performed, a clean and dry space for instrument storage, and equipment for cleaning and sterilization.

New dentists typically face budget constraints when opening a practice, thus a state-of-the-art sterilization center may not be financially feasible. Laminate countertops and cabinets, and adequate

cleaning and sterilization equipment will suffice if you follow guidelines for instrument processing.

It’s also wise to plan for anticipated growth and allow for future expansion in the sterilization area. This may include additional equipment, more staff present in the sterilization area and more instruments. Manufacturers and dental equipment representatives can provide valuable insight regarding an office specific sterilization center.

Product selection: PPE and other infection control supplies.

The infection control product section of

dental supply catalogs may seem vast and confusing. You should primarily base product selection on scientific criteria found in the CDC Guidelines, as well as your considerations and preferences.

For instance, a mask may satisfy requirements for filtration capabilities, yet may not adequately seal the perimeter of your mouth and nose, a medical examination glove may cause irritation, or a surface disinfectant may stain certain clinical contact surfaces.

CDC Guidelines and OSAP’s “From Policy to Practice” workbook provide an invaluable resource to types of PPE CONTINUED ON PAGE 30 >>

Marie T. Fluent, DDS, is a graduate of the University of Michigan School of Dentistry. She has practiced for 25 years and is an infection control consultant and speaker. Dr. Fluent is an active member of OSAP, has written peer reviewed articles regarding infection control, consults for the Ann Arbor VA hospital, and is on the advisory committee for Washtenaw Community College Department of Dental Assisting.

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WINTER 2015

THENEWDENTIST.NET

27

BEEN THERE, Done That

Key Opinion Leader Dr. Joe Blaes on the products new practices need to succeed.

N

ew dentists often ask me what they need to start a practice. Here are nine products I recommend to every new dentist, all designed to put you on the path to success.

1. Every new practice needs patients to survive.

There are many ways to market your practice and many people will offer advice on how to do it. I suggest you look into 1-800-DENTIST. When used correctly, their model delivers a number of new patients to your office. Buying Everything is Marketing: The Ultimate Strategy for Dental Practice Growth, Fifth Edition, by Fred Joyal, the founder of 1-800-DENTIST, is a good first step.

He’s the expert in dental consumer marketing.

Everything is Marketing takes you step-by-step through your business, showing you how little changes can make a big impact. Want to attract new patients? Convert more calls into appointments? Increase your case acceptance? Marketing can make it happen. Visit 1800dentist.com.

2. Remember this lesson: You’re running a dental practice, not a bank. Don’t fall into the trap of letting your

patients pay you over a period of time. In no time at all, the accounts receivable due to the practice will soar. A certain percentage of these accounts will be uncollectible.

Many patients need assistance in paying for dentistry, and need patient financing. To help with this, contact the people at CareCredit. They will sign you up and explain how to successfully manage your accounts receivable. Visit carecredit.com.

3. We can diagnose 10% of decay with a mirror and explorer and another 45% with radiographs, but what about the other 45%? There is an excellent caries detec-

tion device available that allows you to diagnose 90% of the remaining 45%: The DEXIS CariVu. Visit dexis.com.

4. When you begin looking at highspeed handpieces for your practice, be sure to consider electric handpieces.

Electric handpieces provide constant torque to the bur. You

28 THENEWDENTIST.NET W I N T E R 2 0 1 5

can’t stall the bur as you cut through crowns, old amalgams, enamel and dentin. Electric handpieces prep the tooth with much more accuracy and patients will love them because they eliminate noise and vibration.

My choice is the MCX Motor & Micro Series Electric Handpiece from Bien-Air Medical Technologies. This new Micro-Series Bien Air delivers a 28% smaller and 23% lighter handpiece, and the MCX is the smallest motor. It has LED lights, torque control, endodontic functions, and autoclavable motor and handpiece. Visit bienair.com.

5. At some point you will need a digital radiography system. This technology is great for instant radiographs

displayed on a computer monitor. The images can be enlarged and enhanced by the computer software and then saved to the patient’s electronic record or emailed to a specialist for treatment or consultation.

Shop carefully when looking for a digital radiography system—remember many high-tech items tend to have a lot of hype associated with them. Talk to your mentor or other dentists who have systems and contact companies like DEXIS Digital X-ray (dexis.com), Gendex (gendex.com), Carestream Dental (carestreamdental.com) and Schick Technologies (schicktech.com) to learn about what they have to offer.

6. Isolation is a big problem in clinical dentistry. To properly restore teeth you need light, suction, something to keep the tongue out of the way and something to help the patient stay open.

The Isolite System does it all for you with a disposable plastic system that provides a bite block, a tongue and cheek retractor, upper and lower suction and a LED light source—all built into a compact easy-to-use device. Isolite allows you or your hygienist to work alone comfortably.

Visit isolitesystems.com.

7. If you used magnification in dental school, continue to use it in your practice. It is imperative that

you’re able to see what you’re doing. One of the biggest problems in dentistry is prepping teeth without magnification. How can you do it correctly if you can’t see the tooth?

If you’re looking for magnifiers, I suggest you contact Orascoptic (orascoptic.com) or Surgitel (surgitel.com). Be sure to ask about “declination.”

CONTINUED ON PAGE 30 >>

Dr. Joe Blaes created an insurance-free, fee-for-service general practice in St. Louis, Missouri, that emphasizes preventive, esthetic, reconstructive and implant dentistry. Because of his interest in new, innovative and more efficient materials and techniques, Dr. Blaes began writing a column, “Pearls for Your Practice” in Dental Economics. He is best known as the Chief Editor of Dental Economics. Reach him at DrJoe@drjoeblaes.com or 636-343-6808.

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Key Opinion Leader continued from page 28 8. Philips Sonicare DiamondClean has 44% more bristles, providing superior plaque removal and whiter teeth.

I tell my patients I want them to keep their teeth for the rest of their lives. Sonicare MUST be part of their homecare routine, along with the AirFloss Pro Unit. Visit philips.com.

9. There is no longer a need to panic when you see an exposure of the nerve. Simply tell your assistant to get

the TheraCal LC from Bisco Dental Products.

TheraCal LC is a light-cured, resin-modified calcium silicate filled base/liner designed for use in direct and indirect pulp capping and as a protective base/liner under composite, amalgam and cements. It will cause new dentin formation and an actual healing of the pulp. Resin filled, light cured and thixotropic, it can be precisely placed with ease in deep cavity preparations. Visit bisco.com.

Growing your practice Remember, there’s a lot they don’t teach you in dental school, or even in a general practice residency. I also suggest you find a mentor and start out on a path of constantly improving yourself. Expanding your horizons will empower you and

your team. Find continuing education courses that challenge your skills and your mind. That approach to dentistry, and investing in the right products from the beginning, will help you grow a successful practice.

Infection Control continued from page 27 and infection control products based upon scientific criteria.

Manufacturer representatives and dental product dealers can also help you select specific PPE based on criteria such as size, fit and comfort; and products based upon practice size, compatibility with other facility equipment, and user preference.

Putting safety first With adequate time, education, training and commitment, new (and seasoned) dentists can be confident all patients and staff are safe under their care. Once the initial program is in place, effective infection prevention requires continuous education, attention and a constant strive for compliance.

Reliable and reputable resources can aid you on the journey to delivering safe dental care for all.

Check out our

New Website New Dentist Blog | New Dentist Article Library | New Dentist Magazine Library New Dentist FREE Podcasts | New Dentist Bookstore | New Dentist Resources W W W.T H E N E W D E N T I S T. N E T

30 THENEWDENTIST.NET W I N T E R 2 0 1 5

Choose the financing partner patients choose.

96%

92%

75%

of all cardholders rate CareCredit a good, very good or excellent value*

of all cardholders would recommend CareCredit to a friend*

of all cardholders are likely or very likely to use CareCredit again*

47%

of all cardholders would have postponed or reconsidered a procedure if CareCredit had not been available*

*SOURCE: Cardholder Engagement Study, Q4 2014, conducted for CareCredit by Chadwick Martin Bailey

38,000 average number of times each day the CareCredit credit card is used

1.6

million visitors to carecredit.com each month*

*August 2014 Omniture web report

100,000 560,000

average number of provider locator searches each month on carecredit.com

total number of dental providers accepting CareCredit*

*10Q filing Q4 2014 earnings release

For more ways to optimize CareCredit in your practice, contact your Practice Development Team by calling 800-859-9975, option 1, then 6.

Not yet enrolled? Call 866-246-6401 NWDNT0915DA

ADVERTORIAL

THE POWER IN A QUESTION: “What Can I Do For You Today?”

During the summer, I often reflect back to when I stepped into my first job as an associate dentist.

The day I walked in that door was the culmination of all of my long hours studying to fulfill my dream of becoming a dentist.

Ashley Spooner, DDS Dr. Ashley Spooner

I can’t begin to explain the struggles I encountered in developing as a new dentist. I was diagnosing and treatment planning everything for every patient, overwhelming them and then watching them leave without treatment. Once I was able to take a step back and concentrate on how to best serve my patients, the rest fell into place.

Shifting my focus to the patient as an individual helped me learn the best practices for achieving patient retention and success as a new dentist. Not only is my job less stressful, but my retention is up, my production is now consistent and my practice is growing because patients continually refer.

I purchased my current practice only seven months after becoming a dentist. Owning my own business shifted my thinking toward incorporating both quality dentistry and quality customer service. Being a good dentist is not enough; being the dentist people trust and have a connection with is the key to long-term success.

When I first started practicing, I thought getting dentistry done was the key. However, when patients left my office feeling overwhelmed and rushed into decisions, I knew my thought process had to change. Since then, I have discovered three best practices that prove successful in building patient trust.

Team Retention

Owner Doc Templates_9"x9"_011314.indd 3

Understand and Honor the Patient’s Request The best practice to encourage relationship building is to first address why the patient is in our office by asking the simple question, “What can I do for you today?” Ask patients if they have an area bothering them or what their goal is for the visit.

If your patient has a toothache, then concentrate on getting that patient out of pain today, rather than causing frustration by taking a series of full-mouth radiographs. If we treat every patient with the same protocol, they will feel like they are on an assembly line. This is when we see people leave and never return. By taking the time to understand each patient before any radiographs or examinations are completed, we build the foundation for a relationship that can continue to grow.

32 THENEWDENTIST.NET W I N T E R 2 0 1 5

Focus on the Patient’s Chief Concern As providers we are obligated to inform our patients of their conditions, but the approach does not mean we have to demand that treatment be done immediately. It is our job to discuss the diagnoses and consequences of delaying treatment to help the patient make an informed decision.

This does not mean we need to tell patients they need five crowns, scaling and root planing and oral surgery at their initial visit. The best practice is to establish what the patient’s chief concern is and prioritize treatment accordingly.

Each treatment need is documented, but treatment is discussed with the patient and phased to prioritize top concerns and move at a pace that works for the patient. This method allows us to address the patient’s chief concern first, while also discussing the other treatment necessary without scaring the patient. Once we establish trust, patients will come back and the treatment will get completed over time.

1/13/15 10:36 AM

Set Proper Expectations Patients like to know they have a competent dentist, but care most that they trust their provider. Patients are more understanding when a procedure might take a little longer, or if treatment has to change course, when we are up front and honest with them.

The best practice is to set proper expectations. We shouldn’t tell the patient a procedure will take two hours when we know it might take three or four. If there is any possibility that a procedure might turn into something larger, like a crown to a root canal and a crown, we should inform the patient prior to starting the crown. It is much easier to have the conversation when the patient has been prepared. It makes us appear more competent, while building rapport with our patients.

As a new dentist and business owner, I can attest that patient retention is the most important aspect of a successful practice. Establishing a relationship with patients through connection and thoughtful treatment planning is the key to early and sustainable success as a new dentist.

These relationship-building best practices will increase production, retention, and referrals, all while helping us become better clinicians. Remove the clinical technician blinders and remember to ask, “What can I do for you today?”

Ashley Spooner, DDS, is a graduate of University of Colorado School of Dental Medicine. She is the PDS®-supported Owner Dentist of Falcon Park Dental Group in Highlands Ranch, CO. Dr. Spooner is a subject matter expert on patient and team retention and serves as a faculty member of the PDS Institute®

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Space Finders continued from page 7 You’re going to be spending a lot of time together, so you should be comfortable talking with him about your goals and concerns. If you want to get the most out of this relationship, be honest with your space finder and listen to his advice.

It doesn’t have to be overwhelming You don’t have to be a real estate expert to find the right location for your practice. A space finder will help you locate the property, and make sure you understand the terms of the lease you’re signing—after working on your behalf to get the best deal possible.

Dentists actually have more leverage when signing a lease than they realize, Przebinda said, and there’s so much more to the process than negotiating a rental rate. There are several negotiation points that can affect your practice, from how you transition out of the lease if there’s an opportunity to buy to how many associates you can hire, which is why it’s so important to have someone on your side who knows what these points are.

Remember, even with a space finder this is a process that takes time. Be patient and work with your advisor to find that perfect space, and you’ll be well on your way to opening the practice of your dreams.

“A good advisor will understand and solve problems as much as possible from the beginning,” Przebinda said. “Once you sign the lease all your leverage is gone. This is a huge investment, and you can’t just pick up and move out a year later. Take advantage of opportunities at the beginning of the process to get the best terms possible for yourself and your successors.”

IHS continued from page 23 (NHSC). The NHSC LRP offers an initial award of up to $50,000 for two years of full-time service for dentists who choose to practice within Health Professional Shortage Areas (HPSAs). Like IHS LRP participants, NHSC LRP participants also earn competitive salaries from their site and other benefits in addition to loan repayment funding. Half-time service options are also available. IHS LRP and NHSC LRP awards cannot be funded concurrently.

IHS Dental Extern Program The IHS Dental Extern Program provides dental students with a unique opportunity to gain practical experience working among a team of health care professionals while still attending dental school. Summer externships are available for students between their third and fourth years of dental school, for a minimum of two weeks between April and September. DOH externships also provide cultural enrichment, networking opportunities and beneficial exposure to career opportunities within Indian health facilities.

34 THENEWDENTIST.NET W I N T E R 2 0 1 5

Training Opportunities IHS DOH offers opportunities for Long Term Training (LTT) in pediatric dentistry, endodontics, oral surgery and dental public health. Dentists must fulfill two years of service with IHS; LTT opportunities are not available at all IHS sites.

Find Out More You can search current openings to find a position that meets your specific needs and then apply through USAJOBS. When accessing USAJOBS, we also recommend you access its Resource Center so you can utilize the site to give you the best opportunity to find a position at an Indian health facility.

Contact a Recruiter Indian Health Service Division of Oral Health/OCPS 5600 Fishers Lane Mail Stop: 08N34 A&B Rockville, MD 20857 (800) 447-3368

Partnerships continued from page 13 MAKING IT WORK The biggest misconception dentists have about partnerships is they don’t work, Cohen said. That simply isn’t true. If you take the time to find the right partner, work out the details in your contract beforehand and surround yourselves with a strong team of accountants, advisories, attorneys and other professionals as you build your practice, you’ll have a good foundation for success.

And success doesn’t just mean making money, Wood said. It also means satisfaction with your career and your life outside the office. But for that to happen, both dentists need to understand what a partnership is truly about, which is shared sacrifice and reward. You have to put the business first.

And while not every dentist has a brother or a college friend they can partner with, there are other ways to find a good match. Dr. Reddy suggests reaching out to local dental associations and study groups. Get to know dentists with mindsets similar to yours and take a look at what they’ve accomplished. This can help you find the right partner who will both complement and support you.

That’s what Drs. Scott and David Ballard share and the brothers couldn’t imagine practicing solo.

“A partnership is very much like a marriage,” Dr. Scott Ballard said. “It’s always assuming good intent on the part of the other doctor. We work the same amount of hours and we get paid the same amount. We both produce about the same and I know we’re both working for the good of the practice.”

SKINNY

on the Street

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This module allows users to choose from a wide range of pre-set image enhancement filters or define up to four favorite anatomic modes, resulting in a customized comfort zone for every appointment.

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