Washington Academy of General Dentistry Quarterly Newsletter

Advancing Excellence in Dentistry Newsletter

Issue 34 | June 2016

Cutting-Edge Strategies [pg 4-6] Dr. Hess “Asks the Experts” [pg 16-18] Pediatric Assessment Triangle [pg 28] 1 WAGD Newsletter | June 2016

BEFORE...

YOUR VISION DELIVERED

DR. ALICE CHEN, INSPIRED DENTISTRY

WAGD June C O2N S TA Newsletter N T I N E| B U I2016 L D E R S .CO M

What’s in this Issue Cutting-Edge Strategies ....................................................................................................4-6 We Can Do Better than the White-Knuckle Technique ................................................... 7 Washington Academy of General Dentistry Educational Center .................................... 8 Giving to Get What You Want ............................................................................................ 9 Dentistry Education Goes Beyond ................................................................................... 10 The Need for Life Insurance ............................................................................................ 11 Occlusion, TMD and DTR .................................................................................... 12, 14-15 Dr. Hess “Asks the Experts” ........................................................................................16-18 Implant Systems Hands-On Study Club ........................................................................17 The Dentists’ Dilemma ......................................................................................................... 19 Preparing to Buy a Dental Practice .............................................................................. 20 Dental Sleep Program ......................................................................................................... 21 Dental Care and Your Prenatal Patients ...................................................................... 22 2016-2017 MasterTrack Program-Registration ........................................................ 23 Pathway to Fellowship 2016-2017 ............................................................................... 24 Dental Sleep Program ......................................................................................................... 25 Continuing Dental Education Courses ........................................................................ 26-27 Pediatric Assessment Triangle ............................................................................................28 How to Attract New Patients in 2016 & Beyond ............................................................. 29 Walk for Awareness Oral Cancer/Interdisciplinary Dentistry with a Focus on Implants. 30 Applying for Pace Approval .............................................................................................. 31 Membership Application ................................................................................ (Special Insert) Check us out on Facebook, Twitter & Linkedin!

3 WAGD Newsletter | June 2016

confronting dentistry and the status quo is unsustainable.

In other words, dentists cannot continue doing what they have always done and expect to succeed.

When things change, that is when opportunity arises. As the dental industry evolves, this is an Discover the concrete action steps your practice canexcellent time to get ahead of the competition and win new patients through cutting­edge take in 2016 to beat out the competition and seriously grow your profit. marketing strategies.

Marketing your dental practice is everything. It doesn’t matter how amazing your services are if The New Patient Gap: What It Is And Why It Matters of the competition and win new patients through cuttingno one knows about them. But with countless marketing opportunities available, where should edge marketing strategies. your dental practice even begin to start?

There’s no denying that the dental industry is becoming

increasingly competitive. Just take a look at the growth in Marketing your dental practice is everything. It doesn’t The ultimate path to marketing success is to find out where your customers are... and be there. both corporate practices and new dentists entering your local matter how amazing your services are if no one knows about

marketplace over the past few years. In fact, the Bureau of them. But with countless marketing opportunities available, Right now we know that the majority of new patients (roughly 70%) are using search engines Labor Statistics estimates that between 2012 and 2022, the where should your dental practice even begin to start? (mainly Google) to find dentists in their area. These are people who are already in need of a dental industry will grow by 16%! dentist; people who are searching for their exact needs in their area—and who are ready to invest in the services they are seeking.

The ultimate path to marketing success is to find out where On top of the increasing competition, it is crucial to realize your customers are... and be there.

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Cutting-Edge Strategies To Attract New Patients In 2016

that consumers now have more power in their choices than ever before. Potential new patients can pull up the websites of five dentists in their area and make immediate, snap judgments based on the practice’s reviews and online presence.

For dental practices that want to continue to offer five star services to their patients (but are having difficulty keeping up with the ever evolving world of marketing), this news can be difficult to deal with. Thankfully, increasing competition in the dental industry does not mean that it is impossible to run the dental practice of your dreams. The key comes down to closing your new patient gap.

What is the new patient gap?

It is the difference between the number of new patients your practice receives on average right now and the number of new patients that you want your practice to receive.

Let’s say last month your dental practice had 20 new patients walk through the door. But in twelve months, your dental practice wants to have 50, high quality new patients. Your new patient gap is 30 people. So, how do we close your new patient gap?

In the next sections, we’ll go over the exacts tactics your practice can use to close the new patient gap and massively scale production in 2016.

Critical Trends Affecting The Future Of The Dental Industry You might have heard about a special report prepared for the American Dental Association in 2013 entitled: Critical Trends Affecting The Future of the Dental Industry. While the report goes over many interesting points, the conclusion of the report was this: there are many challenges confronting dentistry and the status quo is unsustainable.

In other words, dentists cannot continue doing what they have always done and expect to succeed.

When things change, that is when opportunity arises. As the dental industry evolves, this is an excellent time to get ahead 4 WAGD Newsletter | June 2016

Right now we know that the majority of new patients (roughly 70%) are using search engines (mainly Google) to find dentists in their area. These are people who are already in need of a dentist; people who are searching for their exact needs in their area—and who are ready to invest in the services they are seeking.

That’s why your practice absolutely must show up on Google in order to close your new patient gap and beat out the ever increasing competition.

How To Get Found By Potential Patients Online Knowing that your dental practice needs to be found on Google’s search results is a lot easier than actually showing up there. This is especially true as the vast majority of people will click on one of the first three listings on the results page.

So not only does your practice need to show up on Google, it needs to be at the top of all the other results for optimal success.

How does Google know how to rank dental websites?

There are many signals that Google uses together to determine which dental practices are offering the best services—and thus which websites are worthy of showing up at the top of the results page. Here are a few to consider: Google Reviews: Theoretically, the best dentists should have a lot of five star reviews from their enthusiastic patients.

ARTICLES Time Spent On Your Website: If people who go to your website stay around for a while and click on multiple pages, this is a great sign to Google that your website is providing the answers and information people want to know about.

Mobile Responsive Websites: With 60% of people now primarily using the internet from their mobile devices, a mobile friendly website is crucial to a good user experience.

Your Online Fingerprint: We like to call your crucial online data—your name, address and phone number—your online fingerprint. Is your fingerprint consistent and found often around the web?

None of these factors alone are explicitly used to determine your website’s ranking in Google search results; however, it makes sense that Google would consider all of them (and more) in its algorithm to ensure that the best dental practices show up first.

So out of all of these signals, what works best to get seen by more people and effectively close your new patient gap?

Let’s start with a patient centered website.

Cutting-Edge Strategy #1: A Patient Centered Dental Website Your dental website is the foundation of all the other marketing that you do. Think about it. If a friend introduces you to a potential new patient at a cocktail party, what is the first thing that person is going to do? Go home and “Google” you. The same is true for traditional advertising such as radio ads or direct mail flyers. For any advertising you do, potential patients will first head online to learn more about you and your services. Therefore, it is critical to invest in a website that will convert traffic into high quality patients. Here’s what goes into a dental website that works: 1. Focus on the problems of the patient Most dental practices focus on all of the solutions that they offer to potential patients: implants, veneers, fillings, braces...

But most patients are not thinking about the solution; they are thinking about their problem. “I’m embarrassed about my smile.” “I’m in pain but I don’t know if any dentists take my insurance.”

Tap into the pain points of potential patients. Then, use your website to answer all of their questions while creating an emotional connection with them.

2. Include a new patient section Don’t leave potential patients guessing about any of the information they want and need to know. The easiest way to answer all their questions is to create a new patient page that covers information such as where you are located, financing information, etc.

5 WAGD Newsletter | June 2016

3. Ensure your website is mobile friendly We have an entire Insider Guide dedicated to the game changing importance of a mobile friendly website. If you’re not sure if your website is mobile friendly, you can download the guide here: www.firegang.com/offermobile/ 4. Include Calls To Action (CTAs) throughout the website Often we don’t know what it is we want to do until someone tells us to do it! Guide your website traffic by including CTAs that tell patients to call your office to schedule appointments.

Cutting-Edge Strategy #2: A Focus On Five-Star Google Reviews Now that you have a professional website that converts traffic into high quality patients, it is time to look at your Google Reviews. You already know that Google Reviews can impact your overall results in search ranking. But what’s more, Google Reviews are an extremely eye catching way to show social proof. If you have the choice between a dental practice with numerous five star reviews, or a dental practice with no stars at all, which are you going to choose?

Keep in mind that you need at least five reviews for your stars to show up with your listing. The more five star reviews your practice has, the more social proof both to patients and Google that you are the best dental practice around.

Cutting-Edge Strategy #3: A Powerful Google Ads Campaign When we talk about Google Ads, we are referring to any of the ads that show up on the top of the search results.

These ads are marked with a yellow ad sign, but the most important thing to note is that the ads show up first—before any of the organic search results.

96% of Google’s revenue comes from its advertisements.

That means Google is extremely invested in ensuring that your ads perform well. And that’s one of the reasons why we love Google Ads—they offer immediate and dependable ROI for your practice.

One thing to note is that there are good Google Ads and poor Google Ads. You need a powerful ad that immediately draws the potential patient in so that they are ready to contact you right now.

The Game Changing Importance Of Analyzing Your Marketing Results One of the most important things to remember as you use these cutting-edge strategies to close your new patient gap this year is the importance of analytics. This is where so many dental practices miss the mark.

Always, always track your results so that you know exactly where your new patients are coming from. Not only should you pay attention to where your website traffic is coming (continued on page 6)

ARTICLES from, you should also implement call tracking with your front office staff.

Listening to your front office calls provides a wealth of information for your marketing efforts. You might be surprised by how many of our clients have realized they are missing up to 45% of new patient calls! You can have the best online marketing strategy in the world, but if you are missing calls from new patients, you won’t see the optimal ROI your dental practice is capable of.

There is no cookie-cutter solution to online marketing. But by taking the necessary time to analyze your marketing results, your practice will be able to ensure that your limited marketing budget is going to those mediums you know work the best.

Get found where potential new patients are already searching. Use your website and Google Reviews to get new patients to call your office. Analyze your marketing results. That’s all it takes to start closing the new patient gap and begin making 2016 your best year yet!

About Jacob Puhl Jacob Puhl is a coauthor of the #1 Amazon best selling book “How to Get New Dental Patients with the Power of the Web.” Get a free copy of the book below. However, Jake’s favorite hobby is speaking. He has spoken at conferences all around the globe, including in Thailand, Seattle, Chicago, and more. He speaks on a variety of topics centered around new patient marketing for dentists.

Jake is also CEO & CoFounder of Firegang Dental Marketing where he and his team help dentists grow their practice by attracting new patients online.

Jake has earned his Masters in Business Administration from Xavier University, and a Bachelor of Science in Marketing from Bowling Green State University. Jake is also a member of the Better Business Bureau.

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6 WAGD Newsletter | June 2016

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We Can Do Better than the White-Knuckle Technique .

As many as three-quarters of adults experience dental fear ranging from mild to severe and up to 10% are so terrified of dental treatment that they avoid any dental care. 1,2 Anesthesia and sedation services for dental outpatients are commonly indicated for the management of fear, anxiety and phobia, but whether dentists provide the various forms of sedation depends on their education, insurance costs, competency, equipment, and state regulations.

Adults, in general, have few objections to taking medications by mouth or via inhalation and the majority of these fearful patients can be easily and safely treated by either of these routes since they are widely accepted, simple, convenient, painless and inexpensive. 1,3 The use of nitrous oxide–oxygen inhalational sedation to produce minimal sedation in order to reduce anxiety in healthy adults is typically safe, effective and is rapidly reversible as the drug is quickly eliminated from the body. 4,5 Anxiety and pain relief utilizing nitrous oxide – oxygen inhalational sedation may be considered one of the greatest achievements in dentistry, on par with the invention and development of local anesthetics and the fluoridation of water. 6,7 Although the specific technique of nitrous oxide – oxygen inhalational sedation has changed considerably in the past 150 years, it continues to be the most versatile inhalational agent used of all general anesthetic agents and is important in both dental and medical practice.

Initial concerns surrounding the hypoxic technique in which nitrous oxide was originally administered alone have been negated with the addition of equipment safety features and the coupling of the delivery of this gas with oxygen. In fact the term, nitrous oxide sedation is a misnomer and is more properly stated as nitrous oxide – oxygen inhalational sedation since these two gases must now be given in combination.

Indeed one of the most important safety features required by all manufacturers of nitrous oxide machines is to ensure that during administration to patients, nitrous oxide concentrations never exceed 70% (700,000 ppm). In other words, patients will always be receiving at least 30% oxygen (9% more than what is available in ambient air). Since the oath that dentists take upon graduation is to, first, do no harm, patient safety continues to be the profession’s number one concern. In this combination then, nitrous oxide –oxygen inhalational sedation is, often considered the safest of all sedation techniques available, by internationally recognized authorities on pain and anxiety control in dentistry such as Dr. John Yageila, who is often quoted as stating, There has never been a reported mortality in a dental office while 7 WAGD Newsletter | June 2016

using nitrous oxide – oxygen inhalational sedation as the sole sedative and dentistry is being performed. In recent years, the use of oral benzodiazepines such as triazolam and lorazepam (with or without nitrous oxide) for the diminution of perioperative anxiety and fear in dental patients has increased. State dental boards, in response, have changed or developed new regulations outlining the training and equipment needed for in-office anxiolysis (minimal sedation) and oral conscious sedation (moderate sedation). Although state regulations for the provision of these modalities vary widely with respect to training and pharmacological strategies, consonance exists on the use of inherently safe drugs, the use of pulse oximetry, and the availability of emergency equipment including pharmacologic antagonists.

Dental fear is a learned response. Family, friends, and popular media can influence patients’ attitudes toward dentistry; this attitude manifests in a cycle of fear that is characterized by avoidance of care and dental pathology. Dentists have used numerous techniques to improve patient comfort during treatment, employing distraction, calming dialogue, positive reinforcement, and pharmaceutical interventions to manage anxious patients who are otherwise subject to the white-knuckle technique.

References 1. Dionne RA, Yagiela JA, Coté CJ, Donaldson M, Edwards M, Greenblatt DJ, Haas D, Malviya S, Milgrom P, Moore PA, Shampaine G, Silverman M, Williams RL, Wilson S. Balancing efficacy and safety in the use of oral sedation in dental outpatients.

J Am Dent Assoc 2006;137(4):502-13.

2. Chanpong B, Haas DA, Locker D. Need and demand for sedation or general anesthesia in dentistry: a national survey of the Canadian population.

Anesthesia Progress 2005;52(1):3-11.

3. Donaldson M, Chanpong B and Gizzarelli G. Oral Sedation: A Primer on Anxiolysis for the Adult Patient.

Anesth Prog 2007;54:118-129.

4. Kaufman E, Jastak JT. Sedation for outpatient dental procedures.

Compend Contin Educ Dent 1995;16(5):462-79.

5. Donaldson M, Donaldson D, Quarnstrom F. Nitrous oxide-oxygen administration: when safety features no longer are safe.

J Am Dent Assoc 2012;143:134-143.

6. Greene NM. A consideration of factors in the discovery of anesthesia and their effects on its development.

Anesthesiology 1971; 35:515-522.

7. Jastak JT. Nitrous oxide in dental practice.

Int Anesthesiol Clin 1989; 27:92-97.

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19415 International Blvd, Floor 4-Suite #410, SeaTac, WA 98188

Washington Academy of General Dentistry “New” Educational Center has been established to fulfill continuing dental education needs for the dental professionals. The center itself is very comfortable and convenient; every consideration was givenoftoGeneral create forDentistry participants and our members the most optimal, Washington Academy Educational Center! state-of-the-art technological and audio-visual advantages. With the educational center central location within minutes of the Seattle-Tacoma International Airport and hotels, you won’t find a better educationa facility in Seattle.

Washington Academy of General Dentistry Educational Center!

The goals of the Washington Academy of General Dentistry Center for Dental Education are:

• Educate dental professionals with outstanding knowledge and skill, for lifelong learning.

Serve asAcademy the regional educational centerEducational for dentalCenter professionals & affiliatetoorganizations.

• Washington of General Dentistry “New” has been established fulfill continuing dental 19415 International Blvd, #410, SeaTac, WA 98188 needsthrough for the dental professionals.

The centerFloor itself of is4-Suite very comfortable and convenient; every consideration Establish education the implementation affiliate partnerships and professional • education wascollaborations. given to create for participants and our members the most optimal, state-of-the-art technological and audio-visual advantages. With the educational center Dentistry central location within minutes of the Seattle-Tacoma Airportfulfill and of environment General Educational Center has beenInternational established Foster an Academy educational where“New” creativity, collaboration, diversity and respect to are embraced.

• Washington hotels, you won’t find a better educational facility in Seattle. The goals of the Washington Academy of General Dentistry dental education needs for theprofessionals dental professionals.

Theknowledge center itself is very comfortable and Develop nationally multi-disciplinary educational in Washington • continuing Center for Dental Educationrecognized, are: •Educate dental with outstanding programs and skill, for lifelongstate. learning. every consideration was create for&participants and our•Establish membersthrough the most optimal, •Serve as the regional educational center forgiven dental to professionals affiliate organizations. education convenient; state-of-the-art and audio-visual advantages.

With•Foster the educational center central where location the implementationtechnological of affiliate partnerships and professional collaborations. an educational environment creativity,minutes collaboration, diversity and respectare are embraced. •to Develop nationally recognized, multi-disciplinary educational within of and the Seattle-Tacoma International Airport and hotels, you study won’t find aor better educational *Dental affiliates our members welcome use this space for your clubs dental meetings programs in Washington state. facilitycontact in Seattle.

Please our Washington Academy of General Dentistry Conference Center Director, Jennifer Murphy, Cell #206-948-5611 or Email: conferencecenterwashingtonagd@gmail.com for more details.

The goals of the Washington Academy of General Dentistry Center for Dental Education are: • • • • •

Educate dental professionals with outstanding knowledge and skill, for lifelong learning.

Serve as the regional educational center for dental professionals & affiliate organizations.

Establish through education the implementation of affiliate partnerships and professional collaborations.

Foster an educational environment where creativity, collaboration, diversity and respect are embraced.

Develop nationally recognized, multi-disciplinary educational programs in Washington state.

*Dental affiliates and our members are welcome to use this space for your study clubs or dental meetings.

Please contact our Washington Academy of General Dentistry Conference Center Director, Jennifer Murphy, Cell #206-948-5611 or Email: conferencecenterwashingtonagd@gmail.com for more details.

Welcome to the “New” Educational Center for the Washington Academy of General Dentistry!

We hope you will visit us soon!

Welcome to the “New” Educational Center for the Washington Academy of General Dentistry! We hope you will visit us soon!

19415 International Blvd, Floor 4-Suite #410, SeaTac, WA 98188 *Dental affiliates and our members are welcome to use this space for your study clubs or dental meetings.

Please contact our Washington Academy of General Dentistry Conference Center Director, Jennifer Murphy, Cell #206-948-5611 or Email: conferencecenterwashingtonagd@gmail.com for more details.

Welcome to the “New” Educational Center for the Washington Academy of General Dentistry!

8 WAGD Newsletter | June 2016

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Giving to Get What You Want Michael Silverman Ask yourself: what is it I really want out of my career? As dentists, our minds are always trying to anticipate and fulfill the desires, needs and preferences of our patients. We try to craft the kind of experience we think they are looking for in the office, keep them comfortable and do our very best work. For instance, the evening of a big appointment, we call our patient to see how they’re doing and listen politely as they grumble something through the swelling. The next morning the staff all scramble to dodge their call, and who can blame them? The patient’s in pain, and no matter how expertly you’ve crafted their restorations, they’re in no mood to appreciate it.

Again, the question: what is it I really want out of a career in dentistry? Is it the latest and best equipment money can buy?

Is it a perfectly laid-out office with all the latest gadgets?

No, I’m willing to bet every dentist, in their hearts and minds wants the same thing, and it’s not what the dental industry is selling.

I feel strongly that we all want to go to work to a career we enjoy, that challenges us and rewards us. I think we want to have grateful patients that sing our praises, and to receive acknowledgment for the dedication and perfection we put into the work we do (I know, you’re nodding your head right now).

So, how does one achieve this? Zig Ziglar, a great friend of my mentor Walter Hailey once said, “You can have everything in life you want, if you will just help other people get what they want.”

Have you ever asked your patients what they really want?

Is it the latest sonic-activated resin? The 3-D scanner or the Swiss-named dental implant? ...Of course not. They want to be pain-free, keep their teeth for the rest of their lives, have a beautiful healthy smile, and be able to eat and enjoy their food. Furthermore, they want all this delivered in as few appointments as possible, and with as little discomfort as possible.

Enter sedation dentistry. I know, you have heard this before.

But have you applied it to helping other people get what they want so you can get what you want? Such as gratitude and appreciation for your excellence. Sedation allows you to deliver all this and more to your patients, but better still; it allows you to upgrade your average patient. First, sedation attracts patients who haven’t been to the dentist in a long time. These patients realize what a blessing a healthy mouth is, and understand that achieving it once more will require a

9 WAGD Newsletter | June 2016

significant financial commitment. They’re prepared for this, and are unlikely to cancel or arrive late to an appointment.

They arrive on-time, receive their sedation medication, and calmly allow several hours of dentistry to take place. Most times, they are so cooperative that dramatically more work can be done in the same time compared to a non-sedated patient. Because the patient is relaxed, less local anesthetic is needed, and when the patient goes home they usually feel no pain. The next morning when the patient wakes up, they feel calm and well-rested. They shuffle to the bathroom, and look in the mirror. That’s when the magic begins, especially if you’ve provided restorations and eliminated pain. They look in the mirror and see that they’ve got their teeth back and it doesn’t hurt. It’s an epic moment for them.

You’ve given the patient something they’ve wanted for a long time, and now your turn has come. First your gratitude.

You remember all the phone calls the staff always dodge?

Now, they’re fighting over who gets to phone in and hear the often-tearful gratitude of the patient the following morning. This is an enormous morale boost for your staff, and it’s indicative of the shift that occurs when you introduce sedation into your practice. Secondly your enjoyment. Rather than treating four patients in one hour, you treat one patient for four hours. The staff who normally run from room to room sanitizing equipment actually get to know the patient they’re taking care of, and are inspired to take ownership of their care. They’re happier in their jobs and tend to stay in their jobs longer. Lastly, you’re able to provide your best work, and have it appreciated. You are no longer running from room to room like a plumber or a mechanic, but sitting down to work at a job where your unique talents are going to change someone’s life. (continued on page 16)

About Michael Silverman Michael D. Silverman, DDS, DDCOS, DICOI, FICD A globally-recognized lecturer, educator, author and patients’ rights advocate, Dr. Silverman believes strongly in the right of dentists to provide sedation in an environment of safe and reasonable regulations. He is the president of DOCS Education, a long-standing sedation education company offering classes in Oral Sedation, IV Sedation and Single-Dose/Nitrous Oxide sedation.

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Frank. With only one periodontics class as background experience, I was really ne would be too much to undertake. However, all the dentists there at the class we encouraged us to ask questions and learn as much as we could. Learning in this e people were excited and engaged in the learning processes made the class really be a part of. This class really gave me a lot to look forward to when I enter into cl a first year, it was very exciting getting to place an implant in a cow bone!

Dentistry education goes beyond what you learn in the classroom!

Dentistry education goes beyond what you learn in th

Author: Christine Chen, 1st Year UW Dental Student & Dental Student Representative Additionally, it has been a great experience serving as one of the Washington AG for the Washington AGD! The Washington AGDst has shown me that dentistry education representatives for my class. I’m constantly inspired by the work of everyone ser goes beyond what you learn in the classroom and in the clinic during the four years very clear they are invested in making continuing education an enriching and valu spent in dental school. My experiences as a student member in the Washington AGD their members. I have really enjoyed being a part of the discussions regarding fut have shown me that being an exceptional clinician comes with time, experience, and education center, and different ways that the Washington AGD supports student lifelong learning.

One of my favorite experiences at the Washington AGD was taking me feel so welcome and they genuinely care about how school is going for us. It an implants class with Dr. Brady Frank. With only one periodontics class as background experience,have a group of dentists supporting us in our future endeavors.

I was really nervous that the class would be too much to undertake.

However, all the dentists there at the class were very friendly and also encouraged us to ask questions and learn as much as we could. Learning in this environment where people were excited and engaged in the learning processes made the class really interesting and fun to be a part of. This class really gave me a lot to look forward to when I enter into clinic. Not to mention as a first year, it was very exciting getting to place an implant in a cow bone! Additionally, it has been a great experience serving as one of the Washington AGD student representatives for my class. I’m constantly inspired by the work of everyone serving on the board.

It’s very clear they are invested in making continuing education an enriching and valuable experience for their members. I have really enjoyed being a part of the discussions regarding future plans for the education center, and different ways that the Washington AGD supports students. Everyone here makes me feel so welcome and they genuinely care about how school is going for us. It is nice to know that we have a group of dentists supporting us in our future endeavors.

Author: Christine Chen, 1 Year UW Dental Student & Den Representative for the Washington AGD!

The Washington AGD has shown me that dentistry education go you learn in the classroom and in the clinic during the four year school. My experiences as a student member in the Washington shown me that being an exceptional clinician comes with time, lifelong learning.

One of my favorite experiences at the Washington AGD was taking an implants class wit Frank. With only one periodontics class as background experience, I was really nervous would be too much to undertake. However, all the dentists there at the class were very encouraged us to ask questions and learn as much as we could. Learning in this environ people were excited and engaged in the learning processes made the class really intere be a part of. This class really gave me a lot to look forward to when I enter into clinic. No a first year, it was very exciting getting to place an implant in a cow bone!

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Additionally, it has been a great experience serving as one of the Washington AGD stud representatives for my class. I’m constantly inspired by the work of everyone serving on very clear they are invested in making continuing education an enriching and valuable e their members. I have really enjoyed being a part of the discussions regarding future pla Legwork is a complete dental marketing solution that combines world-class marketing software and highly skilled professional education center, and different ways that the Washington AGD supports students. Ever marketing services... all in a single, unified platform. me feel so welcome and they genuinely care about how school is going for us. It is nice have a group of dentists supporting us in our future endeavors.

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The Need for Life Insurance Even if you are experiencing some financial challenges, Life Insurance should never be thought of as a non-essential expense. If a family loses a main breadwinner, the financial consequences could range from simply challenging to totally devastating. Life Insurance is one of the most important things you can have to ensure that your family will be taken care of if something happens to you. 40% of American households would immediately have trouble meeting their basic living expenses if a primary wage earner passed away. Life Insurance coverage is an essential tool for protecting your family and your practice by making sure that your loved ones will be taken care of in the event of your death. Life Insurance ensures that their financial future is not left to chance. Having coverage can mean the difference between your family keeping their family home, your children having money for college and your spouse having a means to retire. Here are a few good reasons to purchase Life Insurance: You are the main income earner for your family and they are dependent on your income. If you were to die tomorrow, your family would have trouble meeting their basic needs. You have significant debt due to the home mortgage, student loans, practice loan, etc. that you do not want to burden your family with if you passed away tomorrow.

You do not want your family to be burdened with estate or other taxes that would reduce the estate your family receives when you die. You have a special needs child who depends on your income for his or her care, probably for the rest of his or her life. You are saving for your children’s private school or college education. If you passed away, the kind of education that you would like to provide for them would be financially out of reach. Although people are told by their financial planner, spouse and others that they need Life Insurance, they still find reasons for putting off purchasing a policy. But WDIA’s advice is to buy it now. First, the premiums for the same coverage will increase the older you become so it will be less expensive for you to buy it now verses next year. Second, the longer you wait, the more you risk developing health issues that could increase your premium or make you ineligible for coverage at all. If you are ready to look at your life insurance options, please contact Washington Dentists’ Insurance Agency at 206-441-6824 or 1-800-282-9342.

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11 WAGD Newsletter | June 2016

ARTICLES

Occlusion, TMD and DTR

Ben Sutter, DMD & Educational Speaker for the Washington AGD No topic in dentistry is more passionately debated and misunderstood than occlusion. Gordon Christensen has said, “we probably treat caries too much, perio a little and we don’t even talk about occlusion”.1 If that is true, it would be easy to grow your practice by 33% in 2016 by just getting a handle on Occlusion. That statement might be an over simplification, but in reality all dentists (and their patients) could benefit from a better understanding of the dental equivalent of “Pandora’s Box”. The reality is occlusion affects Endodontics, Periodontics, Prosthodontics, Pedodontics, General Dentistry, and Oral Surgery.

At the end of the day, all of our patients will bring their teeth together. In speaking with peers, many agree that they are “less than impressed” with what we as dentists learned about occlusion in dental school.

So where does the astute and conscientious practitioner turn to learn practical occlusion? It routinely occurs after dental school by self-learning, from a perceived expert who mentors dentists early in their careers. Dawson, Pankey, Spear, Kois, LVI; it is almost like choosing a religion. Can they all be right despite espousing different approaches and differing jaw positions? As new dentists, we tend to gravitate to the wise experience of the seasoned operator to guide us. But who taught them occlusion? And, once you have learned one of their occlusal systems or paradigms, do you challenge it? or do you know what you are going to do before the patient enters the office?

My personal quest for the “holy grail” of dentistry has taken me to LVI, Piper Education and Resource Center, Perfect Bite Doctor (the precursor to TruDenta), Aesthetic Masters, and Equilibration Seminars, which included the completion of two full mouth reconstruction courses in both Centric Relation (CR) and Neuromuscular (NMD) paradigms. I gravitated towards NMD because these clinicians were measuring function with Electromyography (EMG) Jaw Tracking (EGN), and listening to the TM Joints with Joint Sonography. It was not until I attended Perfect Bite Doctor that someone 12 WAGD Newsletter | June 2016

taught measuring in between the teeth, and examined bite force quantitatively. This was never taught in dental school or in my residency program. Sure, I had good success with deprogrammers, and orthotics with TENS while using T-Scan to correct bite force imbalances. I often thought, ‘it would be great if we could see how the bite and muscles affect each other in real-time?’

Enter Robert Kerstein and DTR! I had seen some YouTube videos that Robert and Nick Yiannios had uploaded where therapeutic results occurred on some patients during their first DTR treatment session. I wondered, there was no way DTR could work that fast? Or could it? Each video was a digital TMD case study where the patient-reported results were very powerful. I am smart and work hard, but my results were nowhere near as fast. Either they were full of it, or they knew something I did not. So, I set out to investigate, and as it turned out, they did know things I hadn’t learned of. They were talking about things like “Disclusion Time2” and “ICAGD3”. I had never heard these terms before, as they were never described to me in dental school or the many occlusal education programs I had attended.

“DTR” stands for Disclusion Time Reduction. Using the T-Scan digital occlusal analysis technology, one can record the Disclusion Time, which is the time-duration it takes the posterior teeth to come apart in excursive movements. It can be shortened by performing the ICAGD coronoplasty (Immediate Complete Anterior Guidance Development).3 Without the T-Scan Disclusion Time cannot be measured, nor corrected if prolonged. Add in the BioEMG (Bioresearch Assoc., Milwaukee, WI) synchronized with the T-Scan, and one can literally watch muscle hyperactivity shut down as the corrective occlusal adjustments are being implemented.

(continued on page 14)

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ARTICLES (continued from page 12)

(See Figures below note I need to recapture these images…

Use 2x EMG Scale and the EMG data will be much easier to see. Below is how you get to it before making slides or images – Options -Vertical Scale- 2x)

These 2 occlusal measurement technologies have become the mainstay equipment for those of us who treat myogenous TMD symptoms with DTR. TMD is shrouded in controversy, it has multiple names like Craniomandibular Disorder, Orofacial Pain, Dentomandibular Sensorimotor Dysfunction among others, yet the patients all call it “TMJ”. Some say TMD is not a diagnosis unless you sub-categorize it by clarifying the involved pathologic anatomy (muscle, joint, both). Treatment options include splint therapy, surgery, orthodontics, and occlusal modification such as coronoplasty, or full mouth rehabilitation. Differing treatment paradigms view TMD as an occlusal issue, a joint issue, or neither, as in the biopsychosocial model. It is no wonder dentists are confounded by these patients, and are reluctant to treat them.

The reality is even if one has the mindset of not wanting to do anything “irreversible”, a treating practitioner still must adjust the occlusion of a splint, even if one never touches the dentition. Long-term splint therapy often results in remodeling of TM joints, and can lead to a permanent open occlusion. This is when patients complain, “I love my splint, but after 3 years of wearing it my back teeth don’t touch when I eat”. The so-called reversible therapy has become irreversible.

So how is DTR different? DTR involves using objective occlusal force imbalance and timing data gathered and displayed by a digital occlusal analyzer, which is interpreted by the operator

to guide the making of corrective occlusal adjustments to the time-durations of excursive interferences. The centric stops are not touched and the patient is treated right in their MIP position, without needing a splint to reposition the patient to a new jaw relation. The therapeutic effect is built into the teeth, which means the patient is therapeutic when awake, asleep and most importantly, when they function. Even if one builds a perfect removable splint to provide relief, the patient must return to their pathologic occlusal scheme to eat. Moreover, research has revealed that patients are 50-75% compliant with daily splint use.4 DTR needs no splint to therapeutically lessen symptoms, so splint compliance is a non-factor in patient improvement.

Another benefit of DTR is the effects are fast (about 30% of the patients experience positive changes before leaving the chair at Visit I), and the treatment is conservative. I often see TM Joint improvements immediately following DTR using Joint Vibration Analysis. It is not uncommon to see a Piper 4b joint (acute disc displacement without reduction) change to a Piper 1 (normal) by the end of the first treatment session.

In my office, I like to schedule patients at Day 1, Day 7, and Day 28. These time intervals allow the muscles to unwind, which will change how the teeth meet. As the Stomatognathic system heals out from Visit I, the occlusion is “fine-tuned” with further computer-guided refinement visits, to allow the mandible to go to a more physiologic position on its’ own.

Studies show this new MIP is slightly down and forward from the initial MIP.5 Therefore, DTR does not require TENS or Bimanual Manipulation to locate a new mandibular position.

Being able to adjust the occlusion in MIP, definitely simplifies treatment for both the patient and the doctor.

One of the perceived downsides is the treatment is “irreversibility” (it is), but what is removed are excursive interferences in all posterior teeth, including all working side group function contacts on molars and premolars.

Interferences have been deemed unsatisfactory in every occlusal school of thought, but visually treating them with the Subjective Interpretation of articulating paper marks6 or holes in occlusal wax, are both relatively ineffective compared to performing time-measured, computer-guided corrective occlusal adjustments.

DTR results are long lasting. 102 muscular TMD patients that were treated with DTR therapy, were followed over a 9-year period, where the treated patients experienced long-term reductions in symptoms, medication usage, and splint use.7 Lastly, DTR is not all about TMD. The need for a precisely (continued on page 15)

14 WAGD Newsletter | June 2016

ARTICLES (continued from page 14)

measured occlusal scheme increases with the complexity of restorative cases. Implants, long-span bridges, full mouth reconstructions, and fragile cosmetic cases, are all susceptible to incorrect occlusal loading that can result in failure and remakes. Additionally, the installation of prosthetic dentistry can create occlusally activated pain, and result in difficult occlusal adaptation to a new prosthetic occlusion. One of my biggest practice improvements using the T-Scan/EMG combination has been reducing full mouth case-finishing chair time, which I now measure and finish with the DTR and ICAGD concepts.

You can view DTR treatment videos at www.YouTube.com/drbensuttereugene.

You can watch Dr Howard Farran interview Dr Sutter on podcast https://www.youtube.com/watch?v=8a4GmlznEDo 1. Christensen G: The future of dentistry.

Dentistry Today 2000; 66(2):39-41

2. Kerstein, R.B., Wright, N., An electromyographic and computer analysis of patients suffering from chronic myofascial pain dysfunction syndrome; pre and post treatment with immediate complete anterior guidance development.

Journal of Prosthetic Dentistry 1991:66(5); 677- 686.

Lastly, and importantly, since I have started measuring the occlusion with the T-Scan, I have found some closely guarded concepts of occlusion do not hold water. Conversely, there are things I was never taught that are very important. If you are not measuring, you will never see these concepts in action. It has always amazed me that when you take your car in for new tires, they recommend checking the alignment and always balance the tires. The technician uses a computer to make sure the balance is correct, because he/she cannot approach the high levels of precision tire balancing requires for safe driving without measuring the imbalance. Otherwise, there will be uneven wear on the tires. If it is important to use a computer for just four tires, should we accept anything less for 28 teeth?

3. Kerstein, R. Disclusion time reduction therapy with immediate complete anterior guidance development: the technique.

Quintessence International. 1992:23;735 - 747.

4. Lindfors, E., Helkimo, M., & Magnusson, T. Patients’ adherence to hard acrylic interocclusal appliance treatment in general dental practice in Sweden.

Swedish Dental Journal 2011:35(3); 133-42.

5. Kerstein RB, Radke J. Masseter and temporalis excursive hyperactivity decreased by measured anterior guidance development.

The Journal of Craniomandibular Practice, 2012; 30(4):243-254

6. Kerstein, R.B., Radke, J. Clinician accuracy when subjectively interpreting articulating paper markings.

The Journal of Craniomandibular & Sleep Practice 2013; 32 (1):13-23.

7. Kerstein, R.B., Treatment of myofascial pain dysfunction syndrome with occlusal therapy to reduce lengthy Disclusion Time - a recall study, The Journal of Craniomandibular Practice 1995; 13(2):105-115.

206 Micro V R TA DT 0.60

LOOK AT TOP PISTON

6 Micro V R TA Top Bar DT 0.20

15 WAGD Newsletter | June 2016

ARTICLES

Dr. Hess “Asks the Experts” Each issue of the Washington Academy of General Dentistry Newsletter will feature two of your questions posed to well known dental experts by Dr. Hess.

This issues questions are being answered by Dr. Michael Silverman and Korey Korfiatis. Dr. Michael Silverman is a pioneer in the education of general dentists on sedation dentistry techniques and safety protocols. He is the president and co founder of DOCS Education, which offers patient-centered, evidenced-based, lifelong learning to dentists and their team members.

Korey Korfiatis is CEO of LegworkPRM and President of Okeefe Korfiatis Consulting. Both companies are dental specific firms and are ultimately focused on helping dentists grow their practices through brand.

Please forward your questions to Dr. Hess at drhess@tahessdds.com

Question: In the ADA’s ongoing effort to revise its sedation guidelines, you’ve identified a larger question facing the dental profession. What is it, and why should all dentists – whether or not they provide sedation dentistry – be concerned?

Answer: As I testified in Chicago this past April, before the ADA’s Council on Dental Education and Licensure and its Committee on Anesthesiology, the true debate that is underway is whether we will be a profession guided by science, or by emotion and politics.

The ADA first endorsed Evidence-Based Dentistry in 2000 and established The Center for Evidence-Based Dentistry in 2007. We have pledged to make science and the empirical data that supports it the cornerstone of our practice guidelines and protocols.

Timothy A Hess, DDS, MAGD Director of the Tucker Institute Affiliate Instructor Restorative Dentistry Affiliate Faculty Oral Medicine University of Washington School of Dentistry

On that basis, ADA Resolution 77 – which would dramatically restrict how general dentists administer oral sedation – hasn’t a leg to stand on. There is absolutely no science to support the revisions as proposed.

If on the other hand, we are to allow ourselves to be governed by fear and professional politics, then Resolution 77 becomes only the first domino in a chain of certain national and state-by-state revisions that will engulf our profession, and radically change the very essence of dentistry.

A perfect example pertains to oral surgeons, not general dentists. A movement in California has gained traction that could require oral surgeons to use a separate medical anesthesiologist or nurse anesthetist when providing deep sedation or general anesthesia to a pediatric patient.

Once again, there is no science to support California’s so-called Caleb’s Law, but statewide politics – and fear are driving the proposal.

Ironically, some of the same oral surgeons who – absent a scientific rationale – are nonetheless leading the Resolution 77 charge against general dentistry, stand to drown in the very same political and fear-based wave that is driving Caleb’s Law. Both Resolution 77 and Caleb’s Law share a common element: they are responses to a few, highly publicized, tragic deaths of dental patients.

Our hearts break for these victims and their loved ones.

Michael D. Silverman, DMD, DICOI, FICD DrMDS@DOCSeducation.com

16 WAGD Newsletter | June 2016

Yet we must soberly acknowledge that passing new feel-good guidelines and laws won’t make dentistry one iota safer if the proposals are based solely on emotion, rather than science.

We are all in this together. We either remain a profession dedicated first and foremost to patient safety and comfort, based on proven science, or we rupture into warring factions where the winners are few, and the only sure losers are our patients.

ARTICLES

“Ask the Experts” cont..

Link #1: “testified” - http://www.prnewswire.com/newsreleases/respected-dental-leaders-challenge-lack-of-sciencebehind-proposed-revisions-to-adas-sedation-and-anesthesiaguidelines-300255847.html Link #2: “Caleb’s Law” - https://www.linkedin.com/pulse/profoundquestions-face-dental-profession-dr-michael-silverman?trk=profpost

Question: How Do I Measure Marketing Results?

Answer: Every time your practice invests marketing dollars, it’s normal to want to see results. Traditionally, marketing bought attention. But today, you earn it. A shifting consumer psychology creates an imperative need to position yourself as an indispensable resource to prospective patients over time. And the path to becoming a thought-leader in dentistry to your community is paved one stone at a time.

While getting immediate calls is the ideal goal of any external campaign, a majority of the value comes from repeatedly reaching the hearts and minds of prospective patients for the lowest possible cost. Often 10,000+ sets of eyes absorb a single exposure. This WILL result in new calls... over time. How may never be fully understood by traditional measures.

Conversion (an inquiry from a prospective patient) improves as we continue to reach this target audience through additional sources or repeated exposures. This may include online marketing in tandem with mailings or referral programs within the same zip codes. Each carefully selected exposure to your content sources builds a rapport with prospective patients.

Additional benefits include visits to your website, which can easily reach several thousand with one campaign. To achieve that same kind of organic traffic (without advertising) would require a costly search optimization program. And it’s likely no immediate calls could be directly attributed to that single effort.

Making The Most Of It Here’s how we evaluate and make decisions on behalf of our clients regarding external advertising: 1.) What is the lowest cost, highest impression count we can achieve for our client’s investment? Answer: While many forms of advertising continue to evolve, a targeted mix of online advertising and reputation management currently provide the highest returns on the dollar. We’ll continuously monitor these trends for changes over time.

2.) What is the most targeted approach that will maximize our budget as much as possible? Answer: In our experience, a targeted combination of online advertising in tandem with internal marketing programs, targeted mailings and community initiatives all working seamlessly together to target the exact source we’re looking for, both geographically and demographically.

17 WAGD Newsletter | June 2016

3.) As it relates to online advertising specifically, what residual benefits can we gain from the expenditure result? Answer: More website traffic, social virality (more exposure within my fan base) and social/online reputation (building credibility online as a progressive brand through reviews, articles and videos.)

A Series Of Steps = Success Individual campaigns don’t usually produce a flood of calls.

So, after our early efforts, what can we do to steadily build momentum?

1.) It takes 15 or more impressions, on average, for a consumer to fully engage with a campaign before they grasp the message. It’s only then that they process whether they need the service or not... and they still have to decide to act. This evolution takes hours, days, weeks or even years. This is why residual advertising benefit is considered in a strategy. In other words, the prospective patient sees your ad now but may not do anything till later...much later.

Undoubtedly as we make impressions today, a subset of those who are consuming the advertising (yours and other related dental advertising) will eventually have a need for services. Your goal is that when they do, they think of you first. You become top-of-mind amongst the vast array of choices in the crowded marketplace. But we don’t know when they will act. Changing course or abandoning your strategy too early means forgoing all the initial brand building to create residual benefit from exposures.

So staying the course often makes the most sense. This is a vital shift needed to influence the new consumer mindset.

2.) You will still need to evaluate the call-to-action and conversion rates periodically. In other words, although you’re making impressions you shouldn’t settle on the ads and assume they’ll work. This is often best left to a marketing expert who understands which mix of marketing channels working together that are likely to produce the best results. In addition, your marketing specialist can make the appropriate evaluation and

alterations they need.

3.) Each element of the marketing pie builds upon itself. There is no concrete way to comprehensively evaluate marketing effectiveness by individual sources (marketing channels) enough to fully attribute success or failure to it. We can’t fully explore each prospect’s mind to determine whether or not they were impacted by one source, multiple sources, or none. This is why most advertising campaigns are seen as failures by small businesses. The owner wants to see immediate results and finds it difficult to evaluate the marketing strategy as a whole.

(continued on page 18)

ARTICLES

“Ask the Experts” cont..

Long-term strategies focused on repeat exposures, brand familiarity, and expert content will help position you above the competition and provide the strongest return on your marketing dollars.

In addition, continual monitoring and adjustment will likely be necessary in order to maximize your marketing effectiveness over time.

Korey Korfiatis korey@legworkprm.com

Giving to Get What You Want cont...

Now, if you’ve only been trained in “hamster-wheel” dentistry, trying to keep production high doing single-tooth cases, starting to accept sedation cases is not going to be instant. You’ve got to make sure you are knowledgeable and competent to provide full-mouth dentistry. You need to acquire the highest standard of education and equipment to conduct sedation safely. It won’t be an instantaneous transition, but the path will be rewarding very quickly as you step through the different levels of sedation you are comfortable offering, beginning with nitrous oxide, through oral sedation and finally IV sedation.

It is very much worth the effort—with ordinary dentistry, perhaps one out of ten patients will say more than a halfhearted thank you. With sedation dentistry, nine out of ten patients are applauding you. Your staff will be motivated and positive, and your referral rate will increase dramatically. By giving your patients what they really want, you’ve received the rewarding, dentistry-focused career you’ve always wanted.

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18 WAGD Newsletter | June 2016

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ARTICLES

The Dentists’ Dilemma

By Darin Richards, CFA, and Amy Barnes, CIMA

Question::

Everything I read says to start saving for retirement as early as possible. But how am I supposed to save when faced with so much dental school debt?

Answer:

You’re not alone. Dentists face financial challenges that are unique to their profession. While the dental profession is generally considered to be “highly compensated,” this compensation does not necessarily guarantee financial security. Obviously of the biggest hurdles is debt: according to the American Dental Education Association, the 2013 dental graduating class had average educational debt of more than $241,000. Depending on the payment plan, it is not uncommon for dentists to be well into their 30’s or 40’s before they retire their educational debt, which often compresses the period to fund their retirement needs.

To complicate matters, most dentists are compensated based on production.

Therefore, unlike most of your peers in other professional services industries, tenure and longevity do not lead to higher earnings. It can become increasingly difficult to sustain the hours and demands required to maintain the same compensation over the course of one’s career. And according to the American Dental Association, inflation adjusted income has decreased after peaking in 2005. This is an alarming trend because as income has flat-lined, the cost of dental school has steadily increased.

include matching contributions that immediately generate a positive return on deferrals. For example, a 50% company match generates an immediate 50% return on money invested. Clearly foregoing the match to pay off student debt is not advisable as the interest rate on the debt is minimal compared to the after-match return.

3) Explore your savings options: There are several types of retirement plans that allow business owners and highly compensated individuals to contribute more than traditional plans. In general, cash balance plans work best for those that want to save more than $50,000 a year for retirement; employers already contributing or capable of contributing to all employees; a consistent and fairly predictable profit stream; and partners or owners over the age of 40 who want to accelerate retirement saving. Cash balance plans support tax deferred savings, asset protection, and allow for accelerated retirement savings.

Balancing student debt and retirement savings will be an ongoing challenge.

Developing a plan and saving early will greatly improve the likelihood of accumulating enough wealth to retire comfortably. As business owners dentists can control their retirement plan design and optimize pre-tax savings and tax-deferred growth.

Although saving for retirement isn’t easy, a proactive approach and the assistance of outside professionals should reduce the anxiety and stress and greatly improve the prospect of paying down your debt while still meeting retirement goals.

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4) Seek support: Dentists should consider working with a financial planner that can help develop a plan and budget and clarify the amount that should be saved for retirement.

Although the investment industry unleashes significant marketing budgets to promote performance, remember it is the time and the amount saved that has the biggest impact on

Darin Richards, CFA® PARTNER AND CHIEF INVESTMENT OFFICER Wealth Advisors

The good news is there are steps you can take now to begin or improve your retirement savings strategy: 1) Budget: Focus on establishing a lifestyle that allows you to save an appropriate amount toward retirement as early as possible.

2) Do the math: The after-tax interest expense of your debt should be compared to the expected return of investing for retirement. Retirement deferrals reduce income and can potentially reduce the overall tax burden, especially if they prevent the onset of the Alternative Minimum Tax (AMT). Many retirement plans 19 WAGD Newsletter | June 2016

achieving a successful retirement nest egg. As an example, $1,000 invested each month for 40 years at a 6% annual return grows to more than four times the same amount invested for 20 years at the same rate, and nearly twice as much than the same over 30 years.

Amy B. Barnes, CIMA® SENIOR WEALTH ADVISOR Wealth Advisors

ARTICLES

Preparing to Buy a Dental Practice Rod Johnston, MBA, CMA Omni Practice Group

4. Bank Financing - Contact a bank that specializes in dental practice financing before you start looking. They cannot necessarily pre-approve you for a certain practice, but they can tell you whether you can get a loan, approximately what rate and terms you can get and possibly how much you may be able to qualify for. You don’t want to go after a $2 million practice if you cannot get a $2 million loan.

5. Looking For Red Flags - Knowing where to find the You’ve heard it before, the separation is in the preparation. skeletons in the practice is a key element in the process.

This is a quote that is typically heard in athletics, but can Where do you look for embezzlement in the practice? How be applied to other endeavors as well, including buying about hidden staff incentives and payments? Over or under or starting a new practice. But, what do you prepare for treating patients? Uncollected accounts receivable? Etc., before you jump into dental practice ownership. Just ask any practice owner, there are a lot of things you can prepare 6. Learn About Leases - What is a triple net lease? What for before you buy a dental practice. Here are a few things is the market rate for leases? How much time is left on the that will help you separate yourself from the rest of the pack lease? What’s a tear down clause?,etc., and allow you to hit the ground running when you become a practice owner: 1. Where You Practice Matters - Know where you want to practice and the demographics of the area you are looking to practice. There are a lot of different websites and services you can look to in order to get this information. A lot of commercial brokers (Steve at Omni Healthcare Real Estate) will have data ranging from a breakdown of the age of the population, to ethnicity, income levels, how much money was spent on dog food per person, etc., There are several services such as Scott McDonald’s that will help you gather data as well.

7. Having a Support System - Surround yourself with a good team; CPA, Broker, Attorney, Consultant, etc., Find those that specialize in your specific discipline. They can help you avoid some of the pitfalls you may miss.

By preparing yourself ahead of time with some of these things, you can avoid having to spend more than you need to and find a practice that will bring you great professional challenges and rewards in the long run.

2. Know Your Market - Understand what the numbers and ratios of a typical dental practice should look like. Your state or national association has resources that will show how much you should be spending on staff salaries and benefits as a percentage of total collections, as well as rent, marketing and other financial data as a percentage of collections.

3. Basic Accounting - Start educating yourself on basic accounting principles. Specifically, learn how to read a financial statement - profit and loss report and balance sheet. You will be given these by the dental broker when looking at a practice, so you should at least know what they are and what a financially viable practice looks like vs. a not so nice practice.

20 WAGD Newsletter | June 2016

Rod Johnston, MBA, CMA Omni Practice Group

CONTINUING EDUCATION

Dr. John Tucker & Academy of General Dentistry Washington:

Dental Sleep Medicine

An Educational Symposium for Dentists and Their Teams!

JOIN US IN SEATTLE on October 7th - 9th Sign up today at www.washingtonagd.org or call us at (253) 306-0730 Course Description

20 Continuing Education Credits • Screening for Obstructive Sleep Apnea in the Dental Practice

• Oral Appliance Designs and Fabrication

• An Efficient Scheduling Protocol

• How to Bill Medical Insurance & Get Paid • How to Master Case Presentations • How to Handle Patient Objections

• Marketing Your Dental Sleep

• Building your Dental Sleep Team for Success

Registration: or visit www.washingtonagd.org or email Washingtonagd1@Yahoo.com

21 WAGD Newsletter | June 2016

Airport:

Seattle-Tacoma International Airport The Educational Center is 5 mins South of the Airport

John H. Tucker, D.M.D. Diplomat American Board of Dental Sleep Medicine Dr. Tucker maintains a private practice in Erie, PA. Dr. Tucker has a special interest in the treatment of obstructive sleep apnea and has been actively treating patients for the past ten years. He is a Diplomat of the American Academy of Dental Sleep Medicine and a member of the American Academy of Sleep Medicine.

• Communicating with Physicians and Sleep Laboratories

(253) 306-0730

Hampton Inn 19445 International Blvd SeaTac, WA 98188 Reservation Number: (206) 878-1700

Faculty

Medicine Practice

To register, call

Hotel Suggestion:

• How to Select an Oral Appliance

• How Does Oral Appliance Therapy Help Treat Obstructive Sleep Apnea?

• Documentation, Medical Billing and Reimbursement for the Dental Practice

Washington AGD Educational Center 19415 International Blvd, #410 SeaTac, WA 98188

• How to Build and Maintain a Solid Dental Sleep Medicine Practice • How to Communicate with Physicians

• Implementation of Systems, Office Flow and Integration Into Your Practice

Course Location:

Participants Will Learn:

Tuition

AGD Member Dentist: $1295 AGD Member Dentist Staff with DDS: $395

Non-AGD Dentist: $1795 Non-AGD Dentist Staff with DDS: $595

CONTINUING EDUCATION

Dental Care and Your Prenatal Patients By: Melissa Moore Sanchez, Manager, Sales and Marketing Northwest Dentists Insurance Company

ORM…

sures beyond er exceptional

to offer

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You’ve just arrived at your practice to begin a new day and notice you have a new patient on the schedule. Great! Until you meet her and realize she’s pregnant. Is your reaction “Aw!” or “Oh!”? And then do you start your mental evaluation of what procedures you can safely provide her and during what trimester of her pregnancy?

Over the years, there has been so much conflicting and justplain-wrong information about how and when to treat pregnant women, that dentists and physicians alike are confused, and ultimately the patient winds up in the middle. There are many published evidence-based guidelines from well-respected organizations such as the American Dental Association and the American Congress of Obstetricians and Gynecologists that clearly demonstrate providing preventative, diagnostic and restorative care during all trimesters of pregnancy meets the standard of care.

A WSDA COMPANY

Treating pregnant patients does not require that they be medically cleared prior to dental care. Clearly if a woman’s health is or becomes compromised, e. g. pulmonary disease, diabetes, or hypertension, you will want to manage her care collaboratively with her physician. But an otherwise-healthy patient’s treatment can be managed as you would with any of your patients. That being said, why wouldn’t you develop relationships with the obstetricians and family practitioners in your community? If a medical provider knows you and that you’re willing to deliver sound, quality care to their patients, guess who they’re going to refer their patients to?!

As a woman’s pregnancy advances, for her comfort you will want to keep her appointments shorter and avoid prolonged dental treatments. During her third trimester, keep her in a semi-seated position to decrease the risk of gastric aspiration, and place a small pillow under her right hip to prevent supine hypotensive syndrome.

Radiographs may be taken to examine, diagnose and create a treatment plan during all phases of pregnancy. As you already do, take radiographs only when necessary and use proper guidelines such as appropriate exposure and the 22 WAGD Newsletter | June 2016

protective use of a lead apron and thyroid collar.

If you have a pregnant patient in an emergency situation, you do not need to counsel with her obstetrician first before providing care. Address the patient’s pain and treat. It is appropriate to address periodontal infection or any other acute dental issue, regardless of the patient’s trimester.

Counseling moms and mothers to be about the benefits of having a healthy mouth before and during pregnancy, is very important. Many patients do not realize that they can transmit bad bacteria from their mouths to their baby’s, effectively increasing their child’s risk for caries. And existing oral issues frequently become more exacerbated during pregnancy.

And finally, because the standard of care establishes that there is no reason to defer care because of pregnancy, if you do, it’s possible you could be setting yourself up for a greater risk of malpractice exposure than if you had just simply treated the patient. Historically, medical malpractice claims from these patients has been virtually nonexistent.

So welcome your new patient into your practice and do what you do well; provide sound, compassionate treatment.

For more information about evidence based guidelines, please refer to: California Dental Association Foundation Guidelines, 2010 http://www.cdafoundation.org/Por tals/0/pdfs/poh_ guidelines.pdf American Congress of Obstetricians and Gynecologists, 2013 http://www.acog.org/About-ACOG/News-Room/NewsReleases/2013/Dental-X-Rays-Teeth-Cleanings-Safe-DuringPregnancy National Consensus Statement, 2012 – ADA, ACOG, HRSA h t t p : / / m c h o r a l h e a l t h . o r g / P D F s / Oralhealthpregnancyconsensusmeetingsummary.pdf

CONTINUING EDUCATION

2016-2017 MasterTrack Program-Registration is Now Open Open to all dentists, AGD member or not who is seeking a comprehensive post graduate continuing education program.

For those dentists seeking a well balanced hands-on interdisciplinary education, this study club program will answer that call! *For those dentists seeking Fellowship in the AGD, This program contains all of the requirements to reach this goal. *For those seeking Mastership in the AGD, this program over 5 years contains all of the requirements to achieve Mastership.

Location: Washington AGD Educational Center, 19415 International Blvd, #410, SeaTac, WA 98188

Dates: September 15-18, 2016 November 3-6, 2016 January 19-22, 2017 April 20-23, 2017

How it Works Four Sessions per Year in September, November, January & April.

Time:

Always Thursday thru Saturday 8:00am-5:00pm & Sunday 8:00am12:00. Includes Light Breakfast, Lunches and all Materials.

Tuition:

Per year $5000 for AGD Members. $5500 for Non-AGD members.

Payment Plans are available.

Washington AGD will be accepting the first 30 applicants who contract for the year. There will be four sessions per year, each consisting of a 112 credits (Lecture & Participation) September Session: Practice Management, Fixed Pros, Occlusion & Case Presentations

Our member representatives are available to assist you Monday through Friday from 7:30 a.m. to 5:30 p.m. CST We would love to have you as a member! Please renew or join the AGD, contact the AGD Membership Services Center at 888.243.3368 (tollfree) or 312.440.4300, email us at membership@agd.org

November Session: Endo, Orofacial Pain, Perio & Case Presentations January Session: Removeable Pros, Implants, Special Patient Care & Case Presentations April Session: Occulsion, Pedo, Oral Surgery, Esthetics & Case Presentations Thank you for your interest to the Washington AGD Program! We are dedicated to providing you with a first-class continuing dental education in a setting that is friendly, warm, and supportive. Washington AGD has a long tradition of training dentists who go on to achieve their Fellowship, Mastership, and Life Long Learning Awards with the Academy of General Dentistry.

Should you have questions, please do not hesitate to contact us by email, phone or in person at one of our sessions. We hope you will find your time with us is only the start of your learning experience and as well as the beginning of many life-long friendships.

With warm regards, Gary Heyamoto, DDS, MAGD, CDE Program Director

23 WAGD Newsletter | June 2016

CONTINUING EDUCATION

Pathway to Fellowship 2016-2017 Advancing Excellence in Dentistry (Saturday & Sunday Programs) Course Schedule: September 17 & 18, 2016 Risk Management November 5 & 6, 2016 Orofacial Pain & Dry Needling January 21 & 22, 2017 OsteoReady Implants April 22 & 23, 2017 Endodontics

Location Pathway to Fellowship is a interdisciplinary hands-on education targeted towards new dentists looking for a perfect opportunity to educate themselves and start their progress toward the Fellowship in the AGD. This quality CE program offers opportunities to interact and learn from our seasoned MasterTrack Study Club! Program topics are carefully selected to fit the interests of the progressive dentist and the fast changing dental landscape.

Washington AGD Educational Center, 19415 International Blvd, #410, SeaTac, WA 98188

Tuition:

Fellowship Program

Each session will offer 12+ credits in both lecture & hands-on.

Saturday educational session will run from 9:00 AM-5:00 PM and Sunday 8:00 AM-1:00 PM. * Due to the nature of this course, no refunds of the yearly tuition will be given. Organizers will not be liable for any expenses incurred by the participant due to missed sessions.

The Fellowship program will meet four times a year on Saturday & Sunday starting September 2016 each session will offer 12+ credits and as a added bonus each session runs concurrently with our Washington AGD MasterTrack program.

AGD Member Dentist: $2500 (Includes Parking, Breakfast, Lunch and Hands-On Materials for each session)

This gives participants of our Fellowship program the opportunity to collaborate with seasoned dentists that are earning their way to Mastership with the AGD during lunch breaks and case reviews on Sundays!

Non-AGD Member Dentist: $3500 (Includes Parking, Breakfast, Lunch and Hands-On Materials for each session)

These presentations are done by the MasterTrack dentists and are open for group discussion on how they treatment plan and what they are doing progressively through out the treatment. Our Masters always look forward to our Sunday presentations to discuss with each other their success and failures.

Register Online:

Military Dentist: $2250 (Includes Parking, Breakfast, Lunch and Hands-On Materials for each session)

WASHINGTONAGD.ORG OR CALL: 253-306-0730 *Washington AGD Approved PACE Program Provider #219331 FAGD/MAGD Credit Approval does not imply acceptance by a state or provincial board of dentistry, AGD or WAGD endorsement. Washington AGD PACE Provider (6/1/2014-5/31/2018).

24 WAGD Newsletter | June 2016

CONTINUING EDUCATION You are invited to join Dr. John Tucker and Region 11 Academy of General Dentistry for:

CRUISING IN DENTAL

SLEEP MEDICINE 2017

DESTINATION: Royal Caribbean Explorer of the Seas through Alaska!

An Educational Symposium for Dentists and Their Teams!

COME CRUISE to ALASKA while learning dental sleep medicine from the industry leaders!

7/28 - 8/4, 2017 SIGN UP TODAY: 800-422-0711— registrar@ContinuingEducation.NET Course Description:

CE Tuition: (Not Included with Cruise Price)

Cruise Ship:

SUBJECT CODE: 162 (Lecture & Participation)

Non-AGD Dentist: $1395

Cruise Pricing:

• Screening for Obstructive Sleep Apnea in the Dental Practice

Non-AGD Dentist Staff with DDS: $795

Interior room (L): $1,176.26

Registration: (Course & Cruise)

Ocean View (H): $1,676.26

20 Continuing Education Credits

• How Does Oral Appliance Therapy Help Treat Obstructive Sleep Apnea?

• Oral Appliance Designs and Fabrication • Implementation of Systems, Office Flow and Integration Into Your Practice • Documentation, Medical Billing and Reimbursement for the Dental Practice

AGD Member Dentist: $995

AGD Member Dentist Staff with DDS: $395

• How to Bill Medical Insurance & Get Paid • An Efficient Scheduling Protocol • How to Master Case Presentations • How to Handle Patient Objections

25 WAGD Newsletter | June 2016

Balcony over Ocean (D1): $2,106.26

Dr. Tucker maintains a private practice in Erie, PA. Dr. Tucker has a special interest in the treatment of obstructive sleep apnea and has been actively treating patients for the past ten years.

He is a Diplomat of the American Academy of Dental Sleep Medicine and a member of the American Academy of Sleep Medicine.

Cruise Itinerary: DAY

PORT OF CALL

Fri., July 28 Sat., July 29 Sun., July 30 Sun., July 30 Mon., July 31 Tues., Aug 1 Wed., Aug 2 Thurs., Aug 3 Fri., Aug 4

Seattle, WA At Sea Alaska Inside Passage Juneau, Alaska Skagway, Alaska Tracy Arm Fjord At Sea Victoria, BC Seattle, WA

ARRIVE

Junior Suites w/ Balcony over ocean: $2,426.26 FOR MORE INFO:

http://www.continuingeducation.net/ Region11Cruise

Diplomat American Board of Dental Sleep Medicine

Participants Will Learn:

• How to Communicate with Physicians

Balcony over Ocean (E3): $2,026

Faculty: Dr. John H. Tucker

• Building Dental Sleep Teams for Success

• How to Select an Oral Appliance

Ocean View (I): $1,626.2

registrar@ContinuingEducation.NET

• Communicating with Physicians and Sleep Laboratories

• How to Build and Maintain a Solid Dental Sleep Medicine Practice

(based on double occupancy)

800-422-0711 AND

• Marketing Your Dental Sleep Medicine Practice

Royal Caribbean Explorer of the Seas

DEPART 4pm

7am 12 Noon 12 Noon 9pm 7am 8:30pm 7am 12pm 9am 6pm 9am 6pm 6am

Cruise Port: Seattle, WA

Nearest Airport to Cruise Port: Seattle-Tacoma International Airport

Course Days/Times at Sea: Sat., July 29: 8:00 AM-5:00 PM

Sun., July 30: 8:00 AM-12:00 PM Wed., Aug. 2: 8:00 AM-5:00 PM

CONTINUING EDUCATION

Continuing Dental Education Courses & Events Organization 2016 July 8: “Orthodontics with Live Patients” Dr. Binh Tran Washington AGD July 14-17: AGD Annual Meeting (Boston) AGD August 5: “Orthodontics with Live Patients” Dr. Binh Tran Washington AGD August 2 – 14: “Comprehensive Training in Parenteral Moderate Sedation Oregon AGD August 26-27: “Oral Surgery for the GP”, Dr. Karl Koerner Washington AGD, UWSOD September 9: “Washington AGD Membership Course-AKT Dental Wealth (Open House) Washington AGD September 15: “Digital Occlusion in Everyday Dentistry”, Dr. Ben Sutter Washington AGD September 16: “Oral Med/Oral Diagnosis”, Dr. Dolphine Oda Washington AGD September 16: “Orthodontics with Live Patients” Dr. Binh Tran Washington AGD September 17: “How to Get New Dental Patients with the Power of the Web”, Jake Puhl Washington AGD September 17: “Oral Med/Oral Diagnosis”, Dr. Dolphine Oda Washington AGD September 17: “A Closer Look at Monolithic Restorations”, Dr. Lou Graham Oregon AGD September 21: “Managing & Treating Pregnant Patients”, Dr. Gandara & Melissa Moore-Sanchez SCDS September 23: “Challenging Oral Diseases and the Tools to Decipher Them”, Dr. Dolphine Oda UWSOD September 30: “WISHA-OSHA Compliance for the Dental Office & Infection Control”, Dr. Samuel Barry UWSOD Sept 30-Oct 1: “MAGD Annual Continuing Education Event” Dr. Mechanic & Dr. Whittle Montana AGD October 1: “Oral Cancer Foundation Walk-Kirkland, WA Oral Cancer Foundation October 1: “OAGD Annual Meeting; Implant Dentistry Symposium” Multiple Speaker Oregon AGD October 1: “Implant Training for the Dental Auxiliary”, Linda Geyer & Robyn Boren Oregon AGD October 7: “Untangling the Confusion of Today’s Restorative Materials”, Dr. Ed Swift PCDS, SKCDS, UWSOD October 7-9: “Dental Sleep Training”, Dr. John Tucker Washington AGD October 14: “Washington AGD Membership Appreciation & Oral Cancer Awareness Gala Washington AGD October 19: “Update on Digital Dental Technology”, Nakanishi Dental Lab SCDS October 21: “Business Side of Dentistry” Toby Daniels, Dental Wealth (Spokane) Washington AGD & Idaho AGD October 22: “Implants for the General Dentist”, Drs. Brad McAllister & Thomas Eshraghi Oregon AGD October 28: “Basic Life Support for Healthcare Providers & First Aid” (Everett) SCDS October 28-29: “Pediatric Dentistry for the General Dentist”, Dr. Gregory Psaltis Oregon AGD November 3: “The Magic of Composites, Dr. Paresh Shah Washington AGD November 4: “Pearls of Everyday Practice, Dr. Paresh Shah Washington AGD November 5: “Biospy Techniques, What, Where & How, Dr. Jasit Dillon Washington AGD November 11-13: “Oral Sedation Dentistry” DOCS Educational Symposium DOCS Education November 17: “Annual Social & Foundation Fundraiser”, Magician Nash Fung SCDS December 2: “Roundtable with the Specialists” Treatment Planning Membership Course Washington AGD December 15: Washington AGD Membership Party “Seahawks/Rams Game Washington AGD

Organization Contacts Contact: DOCS Education Phone #206-971-5300 Contact: Idaho AGD Email: idahoagdcoordinator@gmail.com Contact Montana AGD # 406-541-2886 Contact: Oregon Academy of General Dentistry (Oregon AGD) #503-228-6266 Contact: Pierce County Dental Society (PCDC) #253-274-9722 Contact: Region 11 Academy of General Dentistry #253-306-0730 Contact: Seattle-King County Dental Society (SCKDS) # 206-448-6620 Contact: Snohomish County Dental Society (SCDS) #844-355-0519 Contact: University of Washington School of Dentistry (UWSOD) #206-543-5448 Contact: Washington Academy of General Dentistry (Washington AGD) #253-306-0730 Contact: Washington State Dental Association (WSDA) #206-448-1914

REGISTER ONLINE: WASHINGTONAGD.ORG OR CALL: 253-306-0730 26 WAGD Newsletter | June 2016

CONTINUING EDUCATION

Continuing Dental Education Courses & Events Organization cont...

2017 January 12-15: “Comprehensive Training in Parenteral Moderate Sedation”, Dr. Ken Reed Oregon AGD January 19: “Fear and Loathing in the Dental Chair” Dr. Fred Quarnstrom Washington AGD January 20: “Medical Billing for the GP, Dr. Chris Farrugia Washington AGD January 21: “Marijuana “What it is & How it Works, Dr. Carsten Washington AGD January 21: “Medical Billing for the GP, Dr. Chris Farrugia Washington AGD February 2: “Bernie Taylor Pub Night; Evolution of Composites”, Dr. Carmen Pfeifer Oregon AGD February 9-12: “Comprehensive Training in Parenteral Moderate Sedation”, Dr. Ken Reed Oregon AGD March 10: “Considerations in Achieving Exquisite Restorative Dentistry”, Dr. Mark Murphy SCDS, SKCDS, UWSOD March 10: “TBD” Dr. Joel Berg (Honolulu, HI) UWSOD March 11: “Advances in Dental Pharmacotherapy” Karen Baker (Honolulu, HI) UWSOD March 11: “Howard Memorial Lecture and Student Competition” Dr. Hugh Flax Oregon AGD March 16-19: “Comprehensive Parenteral Moderate Sedation- Clinic”, Dr. Reed Oregon AGD March 18-19: “Spring Break; Complex Prosthodontics” Huntington Beach, CA, Dr. Jorge Garaicoa Oregon AGD April 20: “Neurotoxin Therapies for the Dentist”, Dr. Tim Hess Washington AGD April 21: “Pontic Site Enhancement, Dr. Steve Rasner Washington AGD April 22: “Pharmacology & Therapeutics, Dr. Mark Do Washington AGD April 22: “Neurotoxin Therapies for the Dentist”, Dr. Tim Hess Washington AGD May 10-13: “Difficult Extractions for the General Dentist”, Dr. Karl K Oregon AGD May 12: “Medical Emergencies in the Dental Office”, Dr. Stanley Malamed

UWSOD, SKCDS, WAGD June 15-17: “Pacific Northwest Dental Conference (Bellevue) WSDA July 12-15: AGD Annual Meeting (Las Vegas) AGD July 28-August 4: “Dental Sleep Training”, CE at Sea” 7 Night Alaska Cruise Region 11 AGD September 21-24: “Washington AGD MasterTrack”, (Seattle) Washington AGD October 6: “Washington AGD Membership Appreciation Gala” (Seattle) Washington AGD November 4: SKCDS Auction & Gala SKCDS November 16-19: “Washington AGD MasterTrack”, (Seattle) Washington AGD

We are proud to support the Washington AGD and its members.

900 - 1st Ave. S. Ste. 208 Seattle, WA 98234 P: 206-682-2887 | F: 266-682-1218 INFO@MAXTECHSEATTLE.COM | WWW.MAXTECHSEATTLE.COM 27 WAGD Newsletter | June 2016

CONTINUING EDUCATION

Pediatric Assessment Triangle As an EMT of 30 years one of the areas that I find most challenging is Pediatrics, putting aside the obvious emotional challenges the physical exam can be a difficult one. We were always taught that Pediatric patients are not just little adults.

They have a unique set of Medical problems and we need to pay close attention to the Pediatric Triangle to help determine if our patient is “Sick or Not Sick”.

Below you will find a brief explanation of the Pediatric triangle and how it applies to doing a patient exam. At your next staff meeting please take a minute to discuss this and how it applies to the littlest patients you have who will probably complain the least.

Pediatric Assessment Triangle (PAT): The Pediatric Assessment Triangle is an excellent tool for judging the severity of illness or injury for a pediatric patient. As pediatric patients typically do not communicate as well as teenagers or adults (If they can communicate at all,) we must look to other queues to determine if they are sick or not sick. The three sides of the triangle are Appearance, Breathing, and Circulation.

Appearance is best defined as how they appear in relationship to their environment. A healthy child or infant is curious and engaged in their environment – they look around and often interact. A child with a poor appearance may present with the following: A distant stare • Inconsolable cry • A decreased LOC Breathing is an assessment of how well the patient is moving air. Is their respiratory rate normal? Are they working hard to breath? Do they make noise when breathing? A few examples are: Slow respirations • Nasal flaring • Retractions • Wheezes • Stridor • Tripoding • Rapid respirations (consult a pediatrics vital sign chart to help determine this) • Grunting (in infants – a serious sign) Often a child’s Appearance will look fine; however an evaluation of their breathing will indicate their level of distress.

Circulation is a quick assessment of the flow of blood to the skin. Finding pulses on small children and infants can be difficult when they are healthy, but skin signs are quick and reliable. Things to look for are: Capillary refill (should be less than 2 seconds) • Poor skin color (cyanosis or unusual pallor) • Mottling If it is judged that any of the three sides of the PAT are broken (not normal) the child should be considered sick and 911 should be called. Remember that many pediatric problems are airway related, so high flow oxygen – however it will be tolerated – is an important part of the patient’s care plan One of the tools I provide in my classes is an emergency check list, this check list came out of discussions with Dr. Wendy Crissafulli and a book called the Checklist Manifesto. If you want a tool to help organize your Patient information and help guide you during an emergency it’s on my web site www.heartstartmedical.com If you would like help getting your office prepared please feel free to call HeartStart Medical at 360-201-2052 or visit our website at HeartStartMedical.com for more information.

My offer to you is a simple “Love it or your class is FREE!” Sincerely, James Moquin Owner HeartStart Medical 360-201-2052 HeartStartMedical.com

28 WAGD Newsletter | June 2016

CONTINUING EDUCATION

“How to Attract New Patients in 2016 & Beyond Using Trending Digital Strategies” Premiere Speaker: Jake Puhl, MBA, Amazon Best Selling Author, Dental Speaker Founder & Owner of Firegang Dental

Course Schedule: September 17, 2016 “How to Attract New Patients in 2016 & Beyond Using Trending Digital Strategies” Jacob Puhl, Co-Owner & Co-Founder of Firegang Dental Marketing, began as a Digital Sales Manager for a company producing over $10MM in annual digital revenue, where he managed a 40 person team and 9,000+ clients. Since then he’s worked with hundreds of businesses all over the country, designing websites and using the his online knowledge to help them increase their profits. After marketing for small businesses for several years, Jake realized that new patient marketing was his calling. He noticed that the dental industry was lacking in online marketing strategies and stepped up to fill the void. Since then he has been helping dentists achieve their dreams nationwide.

Course Objectives: • Provide attendees with a basic understanding of advertising options online • Show attendees which strategies are the most effective • Give attendees a simple step by step blueprint of ‘where to start’ with marketing their practice

Subject Code:550

Register Online: WASHINGTONAGD.ORG OR CALL: 253-306-0730

Location Washington AGD Educational Center, 19415 International Blvd, #410, SeaTac, WA 98188

Tuition: Each session will offer 8 credits in both lecture & hands-on.

Saturday educational session will run from Friday 8:00 AM-5:00 PM and Saturday 8:00 AM-5:00 PM. * Due to the nature of this course, no refunds of the yearly tuition will be given. Organizers will not be liable for any expenses incurred by the participant due to missed sessions.

AGD Member Dentist: $312.50 (Includes Parking, Breakfast, Lunch and Hands-On Materials for each session)

Our member representatives are available to assist you Monday through Friday from 7:30 a.m. to 5:30 p.m. CST We would love to have you as a member! Please renew or join the AGD, contact the AGD Membership Services Center at 888.243.3368 (toll-free) or 312.440.4300, email us at membership@agd.org 29 WAGD Newsletter | June 2016

Non-AGD Member Dentist: $412.50 (Includes Parking, Breakfast, Lunch and Hands-On Materials for each session) Military Dentist: $281.25 (Includes Parking, Breakfast, Lunch and Hands-On Materials for each session)

CONTINUING EDUCATION Tickets: ( $125 Guest Tickets) AGD Foundation Oral Cancer Research & Events Party Begins Promptly at Heavy Hors d'oeuvres, Wine & Beer Spirits are available at the Cash Bars

Location: Four Seasons Hotel 99 Union Street | Seattle, WA 98101 Hotel Reservation 206-749-7000 www.fourseasons.com/seattle Thank you to our Sponsors

Bozeman Saturday

Interdisciplinary Dentistry with a Focus on Implants: The Restorative Quarter Back

October 1, 2016

7 Hours Lecture CE

Two Days of High Quality CE from the Montana Academy

September 30—October 1

of General Dentistry

Details: Both days $500 AGD/$600 Non AGD Member.

Elliot Mechanic DDS

Friday only $400 AGD/$500 Non AGD Member. Saturday only $300 AGD/$400 Non AGD Member.

Riverside Country Club 2500 Springhill Rd, Bozeman, MT 59718 For More Information: Dr. Annette Dusseau at (406) 544-9015; email: Annette@familydentalgroup.net or Dr. Leslie Hayes at (406) 580-1714; email: blumun@prodigy.net 30 WAGD Newsletter | June 2016

Approved PACE Program Provider.

FAGD/MAGD credit approval does not imply acceptance by a state or provincial board of Dentistry.

AGD Endorsement 1/1/201612/31/19

CONTINUING EDUCATION

Applying for PACE Approval Approval for CE Credits from the Academy of General Dentistry (AGD).

The Academy of General Dentistry (AGD) Program Approval for Continuing Education (PACE) was created to assist members of the AGD and the dental profession in identifying and participating in quality continuing dental education (CDE). PACE approves program provider organizations, not speakers or specific courses.

The program provider approval mechanism is an evaluation for the educational processes used in designing, planning, and implementing CE. Approval by the AGD does not imply endorsement of course content, products, or therapies presented, nor does this approval imply that a state or provincial board of dentistry will accept courses. Approved program providers are expected to comply with all relevant state and federal laws. CE offered by approved program providers will be accepted by the AGD for Fellowship/Mastership credit.

• Get the Application Go to www.agd.org Click on the Education tab and then PACE Apply/Renew Tab to get the application. To qualify for PACE approval, all organizations should have offered a planned program of CDE activities for at least 12 months. Note: If your organization has not offered a planned program of continuing dental activities during the 12 months immediately preceding the application date, you may apply for a maximum of one year approval.

• FEE AGD Members: If you are an AGD Member or Associate Member (Specialists are Associates) the FEE is $175 for 4 years. Please make your check out to Washington AGD. AGD Members do have access to the AGD membership database Non-AGD Members: If you are NOT an AGD Member or Associate Member the FEE is $550 for 4 years. Please make your check out to Washington AGD. Non-AGD Members do not have access to the AGD membership database. If you would like to become an AGD member, Please submit the enclosed membership application along with the membership dues of $475. Please make your check out to the AGD.

• Your PACE Application Two (2) copies of your PACE Application must be mailed to me along with One (1) copy of your membership application with the appropriate checks. Mail to: Linda Edgar, DDS Washington AGD PACE Approval Representative, 1911 SW Campus Drive #762, Federal Way, WA

Contact Dr. Linda Edgar to request a PACE application form.

Email drlinda@edgardentistry.com or by phone 206-940-6112. There is an application fee $175 for AGD member, $550 for Non-AGD member. Please make checks out to the WAGD. If you are a specialist, it is not required but it is appreciated if you support the AGD by joining as an Associate member. A membership application will be sent with your PACE Approval Application.

If a program provider offers courses or programs in more than one state/province, draws a significant amount of participants from more than one state/province or offers selfinstruction programs that provider must apply for national approval.

Linda Edgar, DDS, MAGD

Washington AGD PACE Chairperson Email: drlinda@edgardentistry.com 1911 SW Campus Drive, Federal Way, WA 98023

The Academy of General Dentistry does not endorse any course content, products, processes, services or therapies presented by AGD PACE -approved providers. The views and opinions of program providers expressed during education programs do not necessarily state or reflect those of the AGD. AGD PACE-approval may not be used for product or program endorsement purposes; nor does it imply acceptance by a state or provincial board of dentistry; nor does it imply accreditation of a program. If you have questions, you may email PACE@agd.org. Or call AGD headquarters 1-888-243-3368.

31 WAGD Newsletter | June 2016

Constituent of the Academy of General Dentistry Valerie A. Bartoli, Executive Director 19415 International Blvd, #410, SeaTac, WA 98188 p (253) 306-0703 | f (206) 212-4969

MEMBERSHIP APPRECIATION GALA By the order of WAGD’S Secret Service your presence is requested.

Your mission if you choose is to attend the 007 celebrations October 14, 2016 Wine Reception & Check In: 6:30PM-7:00PM

“Member Appreciation

Four Seasons Hotel 99 Union Street Seattle, WA 98101

washingtonagd1@yahoo.com 253-306-0730 www.washingtonagd.org

Sponsored by:

Gala”

Friday, October 14, 2016 For Seasons Hotel - Seattle Complimentary Ticket for all Active Member Dentists of the Washington AGD

Casino Table & Entertainment: 7:00PM-11:00PM

RSVP Contact: Agent Valerie Bartoli

PRSRT STD U S POSTAGE PAID PORTLAND, OR PERMIT 243

Gala Ticket Includes: Wine Reception, Casino Table, Entertainment, Prizes & Silent Auction Silent Auction Fundraiser offers something for everyone: hotel getaway packages, state-of-the-art dental equipment, CE courses, artwork, jewelry, & more. Proceeds to benefit the AGD Foundation’s 501© 3 mission to increase oral cancer education, research and public awareness events to end this deadly disease.

Washington AGD Mission: “The Washington AGD provides its membership professional development through quality education for comprehensive patient care.”

www.washingtonAGD.org

Follow us on Twitter @AGDWashington Find us on Facebook facebook.com/WashingtonAGD