are. What I can tell you all reading this unequivocally is that apnea does not discriminate and it is everywhere in every office, period. So how do you start talking to your patients? First set your goals, know what you want to happen as a result of a conversation. Keep your goals simple – your goal for a new patients who might snore or have hypertension is NOT to sell, or even discuss, oral appliances. Oral appliances are the therapy part, the end, the solution – first you need to identify the problem and get the patient to understand and be concerned about it. Education >>>leads to>>> Ownership >>>leads to>>> Ideal Outcomes
How many oncologists struggle with getting patients to say “yes” to treatment? My guess is very few. Patients understand the dire circumstances and all other concerns about cost, deductibles and convenience go out the window. They are scared because they are educated as to the scope of the problem. This is the real first step for your sleep apnea patients – not selling solutions but instead diagnosing a problem. By far the biggest mistake I see new dental offices make when they are getting started with sleep medicine is that they focus too much on pushing a solution and not nearly enough on uncovering and diagnosing a problem. I encourage everyone reading this to try it. Ask ‘sleep health’ related questions but instead of immediately rushing to “sell” them on your
beautiful shiny new custom oral appliance just let them tell you their story, empathize and express concern, and then offer the next step as a diagnostic sleep test. Let each step sell them on the need for the next, after the sleep study and physician diagnosis/therapy order you’ll have what you need to present the solution to the patient. This protocol and every conversation and tiny detail we have worked out is detailed as part of our dental sleep medicine training program. The next step for you would be to attend one of our 2-day seminars to learn more about this unique process and how you can help the hundreds of apnea sufferers in your practice have a happy ending to their story.
Highlighting Top SGS Doctors
Michael Hnat DMD moved his general dental practice to McMurray PA-a suburb of Pittsburgh- in 2007 intending to add dental sleep medicine as an additional service to offer his patients and to help build his patient base in his new office. Eight years later dental sleep medicine has become the major focus in his practice. To demonstrate his dedication and commitment to helping patients with sleeprelated breathing problems his facility received two national accreditations in this field and he personally achieved diplomate certification thru the American Board of Dental Sleep Medicine. “I envisioned the opportunity in this unique area of dentistry to collaborate with medical professionals in truly improving the quality of life …if not saving the life… of any individual afflicted with this condition. I believe my physician colleagues recognize my passion and the effort I have placed in learning all that I can about sleep medicine to confidently work with them to the benefit of these patients. I can honestly say that my “all-in” pursuit of dental sleep medicine has been the most satisfying and rewarding part of my thirty five years in dentistry”. Dr.Hnat is a highly respected speaker on Dental Sleep Medicine and presents training seminars nationally for Sleep Group Solutions.
Dr. Rashid Noor earned his DMD degree from Boston University School of Dentistry in 1993. He has owned his private practice, All Dental since 1999 and for over 20 years has dedicated himself to excellence in his field as well as to continuing his education in many areas including implantology, orthodontics, sedation dentistry, Botox and sleep disorders. Dr. Noor is a member in good standing of ADA, ICOI and AAFC and is ACLS certified. He was selected by TopDoc as a top dentist in the Boston area 2 years in a row.
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