Dental Entrepreneur - Fall 2023

T H E F U T U R E O F D E N T I ST RY

FALL 2023

orld Class Leadership W and Commitment to Culture Drives Success Pat Bauer and DeAnn McClain

From Shepherds to CEOs: The Timeless Tale of Tackling Business Goliath Amol Nirgudkar

The Best Time To Prepare For The Future Is Now Alison Farber

BUILD EVERY PRACTICE ON TESTED, TRUSTED PRODUCTS.

Explore the full range of Patterson products at patt.dental/pattersonproducts

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When quality and consistency are paramount, Patterson brand is the obvious choice. With an established line of products and thousands of choices at your disposal, there’s a bright array of solutions to prep your practice for every procedure.

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Try a demo and see how Fuse can help your practices thrive.

Visit pattersondental.com/grow or call 833.813.8430.

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Fall 2023 Editor & Publisher Anne M. Duffy, CEO, RDH Assistant Editor Clare Yeo Project Manager Tari Sixpence Website Bhakti Kulmala Sales & PR Officer Nyasha Maripakwenda Editorial Board Mary Fisher-Day Dr. Dirk Fleischman Dr. Sharon Parsons Dr. Isabel Rambob Dr. David Rice Travis Rodgers Barb Stackhouse Dr. Lucas Shapiro Dr. Tom Snyder Ryan Vet Cover Photo Henry David Photography Layout and Design Brian Rummel Fall 2023 Contributors Pat Bauer Alison Farber Chris Haines Dr. Jameiko J. Harvey Wardah Inam DeAnn McClain Amol Nirgudkar Dr. David Rice Dr. Luke Shapiro Dr. Tony Urbanek Callie Ward Editorial Office 8334 Pineville Matthews Rd Ste. 103-201 Charlotte, NC 28226 704/953-0261 Fax 704/847-3315 anneduffyde@gmail.com Send materials to: Dental Entrepreneur Magazine 8334 Pineville Matthews Road Ste. 103-201 Charlotte, NC 28226

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Welcome In a few short weeks, we bid 2023 farewell and welcome another new year with open arms. We kick off the year with a burst of energy, feeling so refreshed and inspired to take action on your all your goals, big and small. If only we could bottle this unstoppable motivation up so we can have an ounce of it when inevitable obstacles arise.

While we might not have the secret to capturing that feeling, having immediate access when we need it most – we can find inspiration through the lives, experiences, and advice of others in our field. That’s exactly what you’ll find between the covers of this issue should you need it heading into 2024.

Take Pat Bauer and DeAnne McClain, for instance. Our powerhouse cover duo is the epitome of leadership, as they inspire by example just how impactful a commitment to culture can be when skyrocketing success.

Luke Shapiro speaks with Dr. Sima Yakoby Epstein, founder of Orthonu, about not just dreaming the American dream, but living and breathing it on a daily basis. Ever fitting for 2024 is the theme of technology, and Chris Hanes leads the charge when it comes to embracing new technology for the betterment of dentistry.

It’s no secret that with uncertainties and discoveries every new year brings comes an opportunity for us to embrace change to unlock growth. Wardah Inam recognizes this, showing us how A.I. can truly revolutionize patient care and practice efficiency.

However, a large part of planning for a fruitful future is the ability to absorb and assess the present and the past. Doing just that, Dr. Jameika J. Harvey takes us on a journey of his upbringing. As Dr. Tony Urbanek reveals that the true mark of an entrepreneur is having the ability to observe the obvious, David Rice helps us find clarity in the moments where we’re met with confusion.

As Alison Farber illustrates in her contribution – the best to prepare for the future is now.

It is our hope that this issue helps you accomplish that as you rest and recharge during the holidays. And if you can’t help but feel a little wary of the unforeseen circumstances the new year holds, Callie Ward will guide you through navigating uncertainty and making life all the more sweeter for it.

It is with utmost gratitude and grace that this issue has made it to your hands just before the new year. I hope you read these stories, find the wisdom you need, and supercharge the inspiration that’ll keep you determined and hopeful throughout 2024.

Fall 2023 INNOVATION

SPOTLIGHT 6 World Class Leadership and Commitment to Culture Drives Success Pat Bauer, President,CEO and DeAnn McClain, EVP, COO

CULTURE 10 Worship of God Through Service to Mankind Dr. Jameiko J. Harvey

16 The Power of Artificial Intelligence in Dentistry: Revolutionizing Care and Practice Efficiency Wardah Inam, PhD 18 The Best Time To Prepare For The Future Is Now Alison Farber 22 Empowering Dentistry with EFT & ERA Technology App Chris Haines

LAUNCHPAD

12 From Shepherds to CEOs: The Timeless Tale of Tackling Business Goliath Amol Nirgudkar

24 Living the American Dream and Launching OrthoNu with Dr. Sima Yakoby Epstein Luke Shapiro

BUSINESS

IMPACT

14 What Can You Do With Your DASH? Embracing Change to Make Your Life More Meaningful Callie Ward

30 Is Everyone Smiling But You? Here Are 3 Ways to Fix That David Rice 32 The Entrepreneur Must Be Able to Observe the Obvious Dr. Tony Urbanek

Spotlight

World Class Leadership and Commitment to Culture Drives Success Pat Bauer, President, CEO and DeAnn McClain, EVP, COO

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eartland Dental Leaders, Pat Bauer, President and CEO and DeAnn McClain, EVP and COO share their leadership journeys.

With more than 50 years of combined experience at Heartland Dental, the nation’s largest DSO, Pat Bauer and DeAnn McClain are an unmatched leadership pair. As members of the company’s Senior Leadership Team, Pat and DeAnn drive strategy for the organization and ensure they stay true to their doctor-led culture and support model in all aspects of the business.

EARLY YEARS

community where people take care of each other and help when they can. Her parents, a teacher and a farmer, instilled in her a strong work ethic and a love for the land. Her roots in Hidalgo taught her the importance of looking out for one another, and she has carried this spirit into her professional journey, where she is committed to building a compassionate and supportive community throughout the organization.

A PIVOTAL CAREER MOMENT Pat and DeAnn joined the company at different junctures in their personal career journeys.

Pat grew up in a large family with 15 siblings. After watching his father work in healthcare, Pat knew he also wanted to build a career in the industry. For Pat, the important thing was establishing a career helping people, and he has done exactly that. Pat gained experience working with people from an early age and has continued to build these skills over the years.

Pat had a chance meeting with the company’s Founder and Executive Chairman, Rick Workman, DMD, in an elevator at a dental convention in 1995. Fast forward a few years later, as Dr. Workman’s vision truly began to take flight. Pat stayed in contact with Dr. Workman’s team, and in 1997, the team said, “We need someone like Pat Bauer,” so Dr. Workman asked Pat if he knew anyone just like him to join his management team.

DeAnn, on the other hand, grew up in Hidalgo, IL, a tight-knit

Pat simply responded, “What about me?” Pat joined the com-

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pany as the Chief Operations Officer in April of 1997, was named President in 2009, and transitioned to the Chief Executive Officer role in 2015. “I knew when I met Rick that our paths would cross again, and when he reached out about a role on the leadership team, I knew it was an opportunity that would change the course of my career and provide me opportunities to make a lasting impact,” reflected Pat. In 1996, DeAnn, a recent college graduate, scheduled an interview for a role at a dental office outside of Effingham. Later that day, she accepted an accountant role, not in a dental office but at Workman Management Group, which would become Heartland Dental the next year. At that time, the company had under 20 support office team members and supported 8 dental offices.

With its original leadership team in place, the company quickly grew, from supporting 8 dental offices in 1997 to 32 just a year

later. Today, the company supports more than 1,700 dental offices across 38 states and the District of Columbia.

As DeAnn aptly puts it, “Our journey here is a testament to the transformative power of dedication and shared vision.”

CONTINUOUSLY LEARNING AND GROWING Over the years, DeAnn has held many roles within the organization, eventually landing in field operations, and learning the inner workings of a dental office. Today, DeAnn leads the field and clinical operations team. Her deep knowledge and background allow her to connect the dots from the support office, field, and the supported dental office.

As a leader, DeAnn has worked alongside Dr. Workman and Pat, Dental Entrepreneur Fall 2023 7

who consistently supported her and believed in her strong leadership qualities and unique insights. “There have been times when I have been the only female in a board room, but even on those occasions, I knew that Dr. Workman and Pat were my constant champions and were going to support my contributions. We have created an environment that is, at its core, open, welcoming, and fair,” she shared.

“Pat has always believed in me and – at times – pushed me in situations where I doubted myself, all the while ensuring I was set up for success. Because of Pat’s exemplary leadership, I often find I’m driven to live up to the great example he has set.”

As CEO, Pat is responsible for the oversight and management of the company’s activities, and his daily routine includes quite a bit of listening and talking to people. “As a leader, it’s crucial for me to connect with people and stay in tune with everything unfolding within the organization. Achieving this requires proactively setting aside time for reflection and thoughtful contemplation, both of which are pivotal to my success as a leader.”

Pat also has a passion for personal and professional growth, for himself as well as every supported doctor, leader, and team member. “Continuing education is an integral component of our doctor-led culture and support model,” shared Pat. Earlier this year, the company launched Heartland Dental University, elevating its continuing education offerings.

SUPPORTING DOCTORS AND COMMITMENT TO CULTURE Education is one of the many components that underscore the company’s commitment to living its culture. And anyone will tell you, everyone has a role in living the company’s culture every day.

When it comes to dedication to the company’s mission, vision, and core values, Pat strives to set the tone at the top. “When team members and supported doctors see my commitment to our culture and being nice to each other, they realize the expectation to live the values is a reality,” shared Pat. “You have to be nice to work here. Bottom line.”

to do this every day!”

Both Pat and DeAnn are remarkable leaders who exude positivity and have left an indelible mark not only within the company but also on the wider dental industry.

Together, they form the bedrock of the company’s leadership team. Over the years, they have navigated challenges, implemented proven systems, and forged lasting relationships that stand as testaments to their dedication and the enduring strength of their company.

Pat Bauer has more than 40 years in dental and healthcare operations management. As President and Chief Executive Officer, he is responsible for the oversight and management of all operations and day-to-day functions of Heartland Dental. In his spare time, he is a certified instructor for the Advanced Achievement Leadership program with Dr. Gerald Bell at the University of North Carolina.

An original member of Heartland Dental, DeAnn McClain now serves as their Chief Operating Officer, leading the strongest talent in the industry as they provide world-class support to supported doctors, integrate new offices into the company’s supported practices, and create synergies between the clinical and operations side of the business.

Heartland Dental is the nation’s largest dental support organization providing non-clinical, administrative support services. What started from the entrepreneurial spirit of Rick Workman, DMD, with his single dental practice, has evolved into affiliating with over 2,700 doctors in over 1,700 locations across 38 states and the District of Columbia. The company is majority owned by KKR, a leading global investment firm. For additional information, please visit heartland.com or find us on LinkedIn.

DeAnn has seen many changes, but one thing remains constant: the company’s dedication to providing supported doctors what they need, so they can focus on patient care and an unwavering commitment to continuous improvement. “Part of our focus as the support team is to constantly monitor our external environment and think about ways we can solve for the complexities that our supported doctors may encounter,” shared DeAnn. And gratitude fills DeAnn’s heart for the career she has built and the opportunity to make an impact on so many people. “We get

8 Fall 2023 Dental Entrepreneur

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OUTSOURCING

Dental Entrepreneur Fall 2023 9

Culture

Worship of God Through Service to Mankind Dr. Jameiko J. Harvey

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was born in the beautiful Turks & Caicos Islands (TCI), a British Overseas Territory located in the North Atlantic Ocean, some 575 miles southeast of Miami, Florida, and 90 miles north of Haiti and the Dominican Republic. TCI is an archipelago of 40 islands and Cays, only eight of which are inhabited. The TCI forms part of the southern extremity of the Bahamas chain. The total landmass is estimated at some 238 square miles. The TCI has as its slogan “Beautiful By Nature,” as it is home to the world’s number one beach. Of the 40 islands and Cays, I am lucky enough to call the Island of South Caicos (The BIG South) my birth island.

My father, Royalton Harvey, is a retired accountant by profession, and my mother, Youthful Forbes, worked in the hospitality industry. I am the fourth of my mother’s nine children. It was a common tradition for the children to be raised by their grandparents while their parents went to work, so my three older siblings and I spent most of our early childhood living on the island of North Caicos with our grandparents, Thomas and Josepha McIntosh. We grew up in a small neighborhood called Pepper Town; a town that has produced many political and professional leaders of the Turks & Caicos Islands.

I attended Adelaide Omler Primary School until the age of twelve. Throughout my primary school education, I was known to be a well-rounded student as I was always in the top five in my class in academia and was also a gifted athlete. I graduated from primary school in 1996 and was in the top three in my graduating class. I went on to attend the Raymond Gardiner High School, also in Bottle Creek, North Caicos. It was in high school that I really discovered my true potential after being guided by some great teachers. The most influential of them all was my third-

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form science teacher, Mrs. Allam.

Mrs. Allam was the one who suggested that I become a dentist.

I’m not sure if she knows it, but once she mentioned it to me, I never had any other profession in mind. Being a science major in high school, it was difficult to balance my athletic schedule, but it was something I did for five years. As I matriculated through high school, I became the top-performing student in academia and also the top athlete.

In the fourth form, I was named captain of my sports club which was Seymour House. I went on to lead them to backto-back victories; the first victory for Seymour in the school’s history. During one of the sports club meets, I entered the 100 meters, 200 meters, 400 meters, 800 meters, high jump, long jump, shot-putt, discus throw, javelin, the 4x100meter, and the 4x400 meter race and won gold medals in all events; an accomplishment that to this day has never been matched. I graduated from high school in 2001 as a Salutatorian and was also awarded Athlete of the year. By this time, my grandmother, whom I had lived with until the age of twelve, had gotten sick and was no longer able to care for me and my siblings. It was at this time that my two brothers and I started living with our mother’s sister, Rosethal Eyvette McIntosh.

Rosethal had three boys of her own who were all older than me and my siblings. It was a difficult task for her to care for three boys as a single mother and working a full-time job. When she was asked to care for three more boys she didn’t hesitate. I was the youngest of the six boys being raised by my aunt, which was good and bad; good in a sense where I benefitted from being protected by older brothers, bad because I had to do most of the DentalEntrepreneur.com

household chores.

After graduating high school, I worked as a bank teller at one of the local banks; a job I enjoyed very much as a young adult, but I knew I had to follow my dream of becoming a dentist. In the Spring of 2002, I enrolled at The Turks and Caicos Islands Community College (TCICC) in Grand Turk, where I majored in General Studies. Moving to Grand Turk and enrolling in the Community college would prove to be one of the greatest decisions I would ever make. While attending, college in Grand Turk, I met my future wife, Shenika. But our story didn’t begin in Grand Turk as I knew my future wife from earlier years of competing in sports.

We both graduated from the community college and went on to attend Nova Southeastern University in South Florida. I majored in Biology, and Shenika majored in computer science, before also switching her major to Biology, which was not an easy thing to do. I graduated from Nova Southeastern in 2007 with a Bachelors in Biology and a minor in Psychology. Shenika, because of the change in majors, finished a year later.

After a vigorous process, I got accepted into Meharry Medical College, School of Dentistry in Nashville, Tennessee. Shenika would also attend Meharry Medical College a year later, enrolling in the Master’s of Public Health Program. It was the happiest time of my life; I was doing what I had set out to accomplish, and I was doing it alongside my future wife. As I matriculated through dental school, I became more comfortable and became one of the top-performing students. I would continue to accelerate when we began clinical rotations. It felt as if I was practicing dentistry all my life. In fact, I was so good at the clinical work that I completed it seven months before graduation and worked at the General Practice Residency program, and also as a teacher’s assistant for the latter part of my final year. I graduated from dental school on May 21, 2011, where I received a number of awards and finished with a number two (2) ranking in a class of fifty-two (52).

Eager to begin practicing dentistry, I bypassed any residency program and returned to the Turks and Caicos Islands shortly after graduation. As a returning student who had benefited from a full scholarship, I was obligated to work for the TCI government to repay my scholarship bond. After working for the government for one year as a dental officer, I was promoted to the post of Chief Dental Officer for the country. As this role was mostly administrative, I requested permission to open a private dental office so I could continue utilizing the skills that I had worked so hard to obtain.

My request was approved by the Deputy Governor, who is the head of the civil service of the Turks & Caicos Islands, and I opened my first office in June of 2012 and named it Paradise

Smiles. I am forever grateful to the Deputy Governor for understanding the need and my vision at the time to advance dentistry within the TCI. I would continue to work for the next eight years to pay off my bond whilst also growing my dental practice. During my time within the government/public sector, I was nominated to serve on The Turks and Caicos Islands Health Practitioners Board both as a member and as the Chairman. I was also elected as the Vice President of the Turks & Caicos Islands Medical & Dental Association, a position I still hold to this day.

Working for the government in an administrative capacity allowed me to introduce a number of programs that would prove to be very impactful to the future healthcare professionals of the TCI. One program in particular was the Turks and Caicos Islands Clinic Exploration Program, a program that provided an opportunity for professional mentoring to any student looking to pursue a career in the health profession. This program provided exposure and guidance to many students on the many different fields available within the health profession.

In 2015, Shenika and I got married, and already with a little girl, we added two more boys to our family. In 2019 I left the government sector and began working full time at Paradise Smiles. Shenika, who was also working with the TCI government, would leave a year later. Together, we now have a total of five dental practices throughout the Turks & Caicos Islands, employing a Maxillofacial Surgeon, two General Dentists, three Dental Therapists, a Lab Technician, and six supporting staff.

It is my mission to continue to improve and advance the dental profession, especially within my home country, the Turks & Caicos Islands.

Dr. Harvey is a member of The American Dental Association (ADA) and served on The Turks and Caicos Islands Health Practitioners Board both as a former Member and as a former Chairman and is currently the Vice President of the Turks & Caicos Islands Medical & Dental Association. Since graduating from Dental school, Dr. Harvey worked for the Turks & Caicos Islands Government (TCIG) from 2011 to 2012 as a Dental Officer and from 2012 to November 2019 as The Chief Dental Officer for the Turks & Caicos Islands. Currently, Dr. Harvey, along with his wife, runs their private dental office, Paradise Smiles Ltd., of which they now have five locations throughout the country. In his spare time, Dr. Harvey mentors the next generation of healthcare professionals for the Turks & Caicos Islands through a Clinic Exploration Program that originally began through his vision and leadership.

Dental Entrepreneur Fall 2023 11

Culture

From Shepherds to CEOs: The Timeless Tale of Tackling Business Goliaths Amol Nirgudkar

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n the annals of history, David’s battle against Goliath is one of the most famous underdog stories. A tale of a young shepherd boy defeating a heavily armored giant with nothing but a sling and a stone, it embodies the principles of self-confidence, determination, and belief. The story resonates not just with men, but with everyone, reminding us that it’s not the size of the army or the depth of the pockets, but the strength of conviction that determines success.

In his seminal book, “David and Goliath,” Malcolm Gladwell unravels this age-old tale, suggesting that what we perceive as disadvantages can, in the right context, become advantages.

Gladwell argues that David’s apparent weaknesses – his lack of armor and weapons – actually facilitated his agility and precision. Entrepreneurs, regardless of gender, often face their own Goliaths: well-established competitors, limited resources, or the looming shadow of self-doubt and impostor syndrome.

REDEFINING BOUNDARIES: THE RISE OF WOMEN IN UNCHARTED TERRITORIES While David is the metaphorical embodiment of these qualities, it’s essential to recognize that the spirit of David resides in all of us, men and women alike. Anne Duffy, the visionary founder of the DEW (Dental Entrepreneur Woman) movement, is a prime

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example. Starting as a dental hygienist, Anne’s journey was fueled by a dream far bigger than her initial role. Recognizing the challenges faced by women in the dental industry, she initiated DEW to empower, support, and spotlight female dental professionals. More than a mere organization, DEW stands as a movement fostering collaboration, mentorship, and the sharing of insights. It champions the belief that with determination, self-worth, and self-belief, women can break barriers and carve leadership roles in a domain once dominated by men. The Dental Entrepreneur Magazine has always championed this belief that entrepreneurship isn’t bound by gender. Both men and women grapple with doubts, fears, and challenges as they venture into the uncertain terrains of business.

Women entrepreneurs, in particular, have made remarkable strides in industries historically dominated by men. Consider Kathryn Parsons, co-founder of Decoded, who has been a leading figure in the tech-education sector, offering code and data literacy programs. There’s also Mary Barra, the first female CEO of General Motors and a driving force in the automobile industry, traditionally a male stronghold. Whitney Wolfe Herd, the founder of Bumble, revolutionized the dating app industry by putting women in charge of initiating contact. Similarly, Stacey Cunningham shattered the glass ceiling when she became the first female president of the New York Stock Exchange, an institution that has been male-dominated for over two centuries.

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Each of these women embodies the spirit of David, not because of their gender, but because of their determination, vision, and ability to innovate in fields where they were once outliers. Their stories serve as a testament that entrepreneurship isn’t bound by gender.

ECHOES OF DOUBT - THE UNIVERSAL STRUGGLE OF IMPOSTOR SYNDROME Impostor syndrome – the persistent feeling that you haven’t earned your achievements and will be exposed as a “fraud” – is a sentiment that transcends gender and is surprisingly common among high achievers. Meryl Streep once admitted, despite her numerous accolades, to thinking, “Why would anyone want to see me again in a movie? And I don’t know how to act anyway, so why am I doing this?” Similarly, Tom Hanks has remarked, “No matter what we’ve done, there comes a point where you think, ‘How did I get here? When are they going to discover that I am, in fact, a fraud and take everything away from me?’” Renowned Facebook COO Sheryl Sandberg has also opened up about feeling like a fraud despite her immense achievements. Even physicist Albert Einstein, in his moments of self-doubt, described himself as an “involuntary swindler” who didn’t deserve the adulation he received.

Such admissions shed light on the universal nature of impostor syndrome. It doesn’t discriminate based on success, talent, or gender. Just as David faced his vulnerabilities while confronting Goliath, every entrepreneur, regardless of their accolades, will grapple with self-doubt. Recognizing this shared vulnerability is the first step to harnessing one’s unique strengths and pushing through the fear.

Every entrepreneur has moments where they wonder if they’re out of their depth, if they’re worthy of the task at hand, or if they can really pull off their grand vision. It’s a universal sentiment.

Just as David focused on his strengths, recognized the vulnerabilities of his adversary, and leaned into his unique perspective, so too can every entrepreneur channel their inner David to overcome the odds.

As we seek inspiration for our entrepreneurial journeys, it’s not about invoking a male or female archetype, but rather embracing the qualities that David exemplifies: self-worth, self-belief, and determination. His story isn’t just one of overcoming physical odds but of psychological resilience, strategic thinking, and understanding one’s unique value in a given situation.

FROM DOUBTS TO DETERMINATION: MY ODYSSEY WITH PATIENT PRISM My personal journey as CEO of Patient Prism offers a testament to these very challenges. Launching and leading an AI company, especially without a foundational background in technology or prior experience in developing tech products, was a daunting task. Every day presented its own set of doubts. There were moments of introspection, moments where I questioned if I was equipped enough, knowledgeable enough, or even audacious enough to tread a path where I wasn’t the conventional fit. It wasn’t just about adapting to a field unfamiliar to me; it was about facing competitors who were backed with funds 100 times greater than ours.

Yet, much like David, I learned to lean into these challenges, using them as opportunities to innovate, learn, and ultimately, to thrive. It wasn’t the expertise in technology that drove Patient Prism’s journey, but the unwavering belief in our vision, the tenacity to persevere, and the agility to pivot when needed. And just like David, it was the strategic use of our unique strengths and perspectives that allowed us to stand tall in the face of giants.

To every entrepreneur reading this, remember that you have an inner David, waiting to be invoked, waiting to take down giants. The doubts and fears you experience are shared by many, but just like David, it’s your unique approach, self-belief, and determination that will pave your path to success. Embrace your strengths, acknowledge your vulnerabilities, and step confidently into the entrepreneurial arena, sling in hand, ready to face any metaphorical Goliath that comes your way.

Amol Nirgudkar is a prominent figure in the dental industry with 20 years of expertise, specializing in business consulting, innovation, and thought leadership. He co-founded Patient Prism, a revolutionary AI-driven software that enhances dental marketing strategies and streamlines patient acquisition processes. With five patents, Amol is a respected thought leader in dentistry, actively sharing insights on social media. Outside of his professional life, he supports his daughter, a piano prodigy, in concerts and has participated in humanitarian efforts in Ukraine. amol@patientprism.com Dental Entrepreneur Fall 2023 13

Business

What Can You Do With Your DASH? Embracing Change to Make Your Life More Meaningful Callie Ward

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ave you ever thought about the DASH? You know, that little symbol between the day you were born and the day you die. It represents your life, your impact, and the blessings you’ve received. It’s a powerful reminder to make the most of the time we have.

For me, the idea of the DASH became even more meaningful after experiencing multiple losses in my early 20s. It made me realize that life is too short to leave things unsaid, undone, or in a mess. It ignited a fire in me to live with purpose and make every moment count.

One of the biggest changes in my life came when I found out my ex was cheating on me while I was expecting our second child.

It was a painful and challenging time, but I refused to let fear paralyze me. I likened it to having a huge tire blowout on the road of life. I didn’t know how to change the tire, but I figured it out and got back on the road. There were no guarantees that I was on the right path, but I was moving forward, and that’s what mattered.

The other reason the DASH holds special meaning for me is how I met my now-husband at my boys’ daycare. It was love, it was work, and it was a blessing. Fast forward 25 years, and we now have three beautiful grandchildren. Our grandson started calling me DASH, and I absolutely love it. It fits me perfectly, especially considering my passion for helping doctors and teams

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find their purpose and feel fulfilled in their work.

But let’s talk about fear for a moment. Fear is a liar, as the Christian country song goes. It keeps us stuck and prevents us from making the changes we need to grow. I’ve learned that fear can actually be a motivator for me. It ticks me off enough to push through and prove it wrong. After all, resisting change rarely leads to growth or improvement.

To move past fear, I’ve found that planning and faith are key. I made sure to have my ducks in a row and a backup plan in case things didn’t go as planned. I had faith in my abilities and the drive to succeed. I didn’t listen to the fear of “what if” or how I would survive. I listened to my gut telling me that I could do it.

Relationships and networking have played a crucial role in my journey. I have mentors, thought partners, and coaches who have helped me overcome my fears and push through. Their confidence in me has been a driving force. One client even shared how much of an impact I had made on his practice and life, further reinforcing my decision to trust my heart and take the leap.

Integrity has always been important to me. I couldn’t continue coaching others to find their passions and integrate them into their work if I wasn’t doing the same. So, I took a big leap and started my own consulting business, Dash Dental Consulting.

The fear was immense, but the feeling of satisfaction and DentalEntrepreneur.com

freedom that came with it was worth it.

This whole journey has reminded me of when I started running.

I used to tell myself I couldn’t run a mile, but I shattered that belief and proved to myself that I could. It made me wonder what other limitations I had placed on myself that I could break through with hard work and determination. What limitations are you putting on yourself?

You have the power to design your DASH and make it happen, despite the fears. Face those fears head-on and crush them. Trust me, if I can do it, so can you. So, fix your eyes on your dreams and find a way to make them a reality. Embrace the changes, overcome the fear, and live a life that truly matters. Your DASH is waiting for you.

In addition to everything we’ve talked about so far, I want to dive deeper into some other important aspects of living a purposeful life. These additional points are crucial in shaping our journeys and finding true fulfillment: Embracing Vulnerability: It’s essential to recognize the power of vulnerability in our lives. When we open ourselves up to new experiences and allow ourselves to be vulnerable, we create opportunities for growth and personal development. It takes courage to step outside of our comfort zones and embrace vulnerability, but the rewards are immeasurable.

Learning from Failures and Setbacks: Failures and setbacks are not the end of the road; they are stepping stones to success.

It’s vital to view these moments as valuable learning opportunities. By reframing our perspective and embracing the lessons they offer, we can turn failures into fuel for growth and greater achievements.

Practicing Self-Care and Self-Compassion: Taking care of ourselves, both physically and mentally, is crucial for leading a fulfilling life. It’s essential to establish boundaries, engage in activities we love, and seek support when needed. Moreover, practicing self-compassion and forgiving ourselves (GRACE) for mistakes or shortcomings allows us to nurture a positive and loving relationship with ourselves.

Cultivating Gratitude: Gratitude has the power to transform our lives. By actively seeking moments of gratitude and keeping a gratitude journal, we can shift our perspective and find joy in the simplest of things. Cultivating gratitude opens our hearts to the abundance and blessings that surround us, fostering a sense of fulfillment and contentment.

to what truly matters to us. By aligning our actions with our values and making conscious choices, we can create a life that brings us genuine happiness and fulfillment.

Embracing Lifelong Learning: The journey of personal growth and fulfillment never ends. Lifelong learning is a powerful tool for expanding our horizons and evolving as individuals.

Whether it’s taking up new interests, enrolling in courses, or engaging in self-study, embracing the mindset of a lifelong learner opens doors to endless possibilities.

Leaving a Legacy: Consider the impact you want to have on the world and the legacy you want to leave behind. How can you make a positive difference in the lives of others? By aligning our actions with our values and focusing on leaving a lasting impact, we can create a meaningful legacy that inspires and uplifts others.

Celebrating Milestones and Achievements: It’s crucial to pause and acknowledge our milestones and achievements along the way. Celebrating our progress and giving ourselves credit for our accomplishments not only boosts our self-confidence but also brings joy and satisfaction to our journey.

These aspects enrich our understanding of living a purposeful life. They remind us to embrace vulnerability, learn from failures, prioritize self-care and self-compassion, cultivate gratitude, find balance, embrace lifelong learning, leave a legacy, and celebrate achievements. By incorporating these elements into our lives, we can create a life that is deeply fulfilling and meaningful.

Let us embark on this journey of self-discovery and purpose, knowing that we have the power to shape our own DASH and make a lasting impact on the world.

With over 30+ years in dentistry, Callie understands how difficult it can be to harmonize patient care with the business side of the practice. As the founder of DASH Dental Consulting, her passion for relationshipdriven results combined with proven methods and guidance propel practices to unlock deeper levels of fulfillment and success.

Callie is committed to providing the level of authenticity and care you deserve, so you can enjoy your day, thrive with your team, and deliver an unparalleled patient experience.

Finding Balance and Prioritizing What Truly Matters: Striking a balance in life is key to living with intention. We must reflect on our priorities and ensure that we are dedicating time and energy Dental Entrepreneur Fall 2023 15

Innovation

The Power of Artificial Intelligence in Dentistry: Revolutionizing Care and Practice Efficiency Wardah Inam, PhD

I

n the fast-paced world of healthcare, advancements in technology have revolutionized patient care, and dentistry is no exception. Artificial Intelligence (AI) has emerged as a powerful tool that has the potential to transform the landscape of dental care. From improving diagnostic accuracy to enhancing treatment outcomes, AI offers a range of benefits that can revolutionize dentistry, ultimately leading to better patient care and improved oral health across the country and around the world.

AI brings another benefit, too: clinical consistency. Unlike human eyes, computer vision never gets tired. It will interpret the radiographs objectively, whether it’s the first appointment on Monday or the last appointment on Friday. It provides the team with an objective analysis, which the team can then use to set standards of care. For example, it can align the hygienists and doctors on when a patient is a candidate for scaling and root planing based on quantified data that includes radiographic evidence of bone loss and periodontal probing depths.

ENHANCING DIAGNOSIS AND TREATMENT PLANNING

IMPROVING PATIENT EXPERIENCE

Accurate diagnosis forms the foundation of effective dental care. AI systems can process vast amounts of data and assist dental professionals in identifying oral health issues with unprecedented precision. By analyzing dental radiographs, AI algorithms can quickly identify carious lesions, measure bone loss, and detect other oral conditions, aiding dentists in making accurate and timely diagnoses.

Dental visits can often be anxiety-inducing for patients. AI can play a vital role in improving the patient experience by reducing discomfort and enhancing communication. Virtual reality (VR) and augmented reality (AR) technologies powered by AI can create immersive and interactive experiences for patients, distracting them from any discomfort during dental procedures.

This can significantly alleviate patient anxiety and enhance their overall satisfaction.

AI can revolutionize treatment planning. By analyzing patient records, dental images, and other data, AI algorithms can provide valuable insight into the most effective treatment options for individual patients. This technology enables dentists to personalize treatment plans, ensuring optimal outcomes and minimizing risks through precision dentistry.

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AI technology like Overjet analyzes and annotates dental radiographs, adding color and measurements that make it easy for patients to see what their dentist sees. It’s a powerful patient education tool that helps patients to visualize their condition. When patients understand why they need treatment, they are more likely to move forward with their doctor’s recommendations.

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AI-powered chatbots and voice recognition systems can also streamline communication between patients and dental professionals. AI-driven language translation tools can break down language barriers, ensuring effective communication with patients from diverse cultural backgrounds.

ENABLING PREDICTIVE ANALYTICS AND PREVENTIVE CARE AI is already playing a pivotal role in advancing preventive dentistry. By analyzing large datasets, AI algorithms can identify patterns and predict oral health risks in individual patients. For instance, AI can identify patients with a higher risk of developing dental caries or periodontal disease based on factors such as their oral hygiene habits, diet, and genetic predisposition.

Armed with this knowledge, dental professionals can design personalized preventive strategies and provide targeted recommendations, promoting proactive oral healthcare.

AI can also empower patients to take control of their oral health.

Mobile applications and wearable devices powered by AI can monitor oral hygiene habits, track brushing and flossing techniques, and provide real-time feedback. These applications can motivate patients to adopt healthy oral habits, reducing the likelihood of dental problems and promoting long-term oral health.

That’s just the beginning. AI can also help identify oral health conditions that can impact overall health, such as diabetes and chronic heart disease. As medical-dental integration becomes more common, AI will enable a seamless exchange of information to better detect systemic conditions and enhance a holistic approach to patient care.

STREAMLINING OPERATIONAL EFFICIENCY Artificial intelligence technology augments people’s ability to perform routine tasks more efficiently. In the dental practice, it can automate many administrative tasks, including scheduling, appointment reminders, call center management, procurement, and revenue cycle management.

AI can help automate claim submissions, reducing the amount of time spent going back and forth with the insurance companies, and optimizing collections. Already, most of the major insurance companies are using AI to analyze pre-authorization requests and claim submissions to determine medical necessity.

Claims that meet the criteria can be automatically approved, speeding up the payment process. Point-of-care adjudication technology powered by AI is in development. That would enable providers and patients to know while the patient is still in the chair whether the recommended treatment will be covered by the patient’s benefits.

Business intelligence software powered by AI provides comprehensive financial analytics, which helps practices allocate resources efficiently and make informed financial decisions.

Anyone who has ever tracked data on a spreadsheet will appre-

ciate automating financial reports.

Dental practice owners and administrators are using AI tools like ChatGPT to craft job descriptions, performance development plans, operational guides, and other materials they need to run their businesses. This type of AI is called generative AI technology, and world leaders like Bill Gates predict it will revolutionize how people interact, just as the creation of the internet did.

ADVANCING DENTAL RESEARCH AND EDUCATION The integration of AI into dentistry has the potential to revolutionize dental research and education. AI algorithms can analyze large volumes of dental research data, identifying patterns, and generating insights that would be nearly impossible for human researchers alone. This capability accelerates the pace of scientific discovery and fosters innovation in the dental field.

AI can enhance dental education by providing interactive and immersive learning experiences. AI-powered analysis of dental radiographs can help providers hone their diagnostic skills.

Virtual reality simulations can allow dental students to practice complex procedures in a risk-free environment, improving their clinical skills and confidence. Since AI is objective, it creates clinical consistency among students and faculty members, leading to improved standards of care. AI-powered educational platforms can also offer personalized learning paths, adapting to individual student needs and enhancing knowledge retention.

AI IS HERE ALREADY Artificial intelligence presents unprecedented opportunities for the dental industry, revolutionizing patient care and practice efficiency. By harnessing AI’s power, dental professionals can unlock valuable insights, deliver precise and integrated care, streamline administrative processes, and drive financial optimization. Embracing AI positions dental practices at the forefront of innovation, ultimately shaping a future where oral healthcare reaches new heights of excellence.

Wardah Inam, PhD, is the Co-founder and CEO of Overjet. Overjet is the leading provider of AI technology for the dental industry to help improve patient care. Prior to founding Overjet, she led product development at a healthcare startup, Q Bio, working on biomedical imaging. She was also a Postdoctoral Fellow at MIT Computer Science and Artificial Intelligence Lab, where she worked on remote biomedical sensing using machine learning on wireless signals. Dr. Inam received a PhD from MIT, where she developed AI-powered microgrid technology. This work received widespread recognition including National Geographic covering it as a breakthrough that could transform the way we power the world.

Dental Entrepreneur Fall 2023 17

Innovation

The Best Time To Prepare For The Future Is Now Alison Farber

A

s DSOs begin to pivot from focusing on rapid growth to long-term profitability, their investment strategies must become more diverse, with greater emphasis placed on sustained ROI.

Over recent years, DSOs have looked to accomplish their growth goals primarily by buying up privately owned practices. However, more often than not, that hyper-focus on acquisition does not deliver strong profit margins.

Growing a company’s overall revenue is important for maintaining financial health, but just increasing income does not guarantee profitability. For dental businesses that want to increase profits while continuing to expand, there is more than one way to get there.

INNOVATION COMES IN MANY FORMS Innovation is all the rage in business these days. There are “innovation teams,” “innovation leaders,” and the phrase “return on innovation” is even appearing in corporate boardrooms.

One of the more interesting definitions is as follows: “Innovation provides the ability to leverage invention in a way that pays a tangible return.” As competition heats up in the dental industry, and consolidation trends continue, those organizations that are more willing to try new ideas will be more likely to win.

Improving the efficiency with which your company operates is not normally considered a groundbreaking approach. However, for fast-moving DSOs that are adding new locations and new people on a regular basis, it can be difficult to make sure everyone is following standard operating procedures. Companies that are bringing in new employees and adding new systems and processes can easily lose the ability to see and control what’s going on across all locations. For the leaders of these organizations, streamlining how you manage the basics is a critical and, yes, innovative strategy.

Adding new systems before things get out of control will prevent small mistakes that can lead to big and costly problems. As DSOs continue to add practices and grow in size, problems naturally multiply. If executives are forced to devote too much time to putting out operational fires, they may miss valuable opportunities to increase revenue and labor productivity.

But what, exactly, is innovation?

As DSOs continue to grow, those that put clear processes in place

18 Fall 2023 Dental Entrepreneur

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Companies that are bringing in new employees and adding new systems and processes can easily lose the ability to see and control what’s going on across all locations and give their employees simple tools will hold a significant competitive advantage. Simply put, what was once a relatively simple fix when managing only a few locations is now nearly impossible to tackle simply due to the sheer size of the business.

By embracing technology and gaining better control over business processes now, organizations can better defend against the common challenges of staffing issues, red tape, and declining insurance reimbursement rates that negatively impact profits— and it’s all far easier than most realize.

WHAT ARE THE BENEFITS OF CLOUD COMPUTING? For most companies in the 21st century, cloud-based software is a great option for any online subscription business model because it is easier and faster to get up and running. It is better for organizations of all sizes because it allows them to run via any standard browser, 24/7, from any device, and it doesn’t require any installation, equipment updates, or traditional licensing management.

It’s extremely cost-effective, requiring no upfront hardware costs and flexible payment methods.

Most solutions are designed to scale easily to accommodate changing needs that accompany growth. Data storage and analytics that allow access to reporting and intelligence tools are commonly included, and security is high, with most providers investing heavily in security technology and expertise.

Cloud-based, dental-specific SaaS (Software as a Solution) platforms, such as e-procurement solutions, offer all of these advantages. Pay-as-you-go subscription models offer dental organizations the ability to quickly and easily expand their capabilities.

power they need when they need it–no forethought, technical resources, skills, or significant financial commitments required– these solutions allow businesses to lay down a technology foundation for their business operations that can easily adapt in the future, as operational issues and opportunities arise.

Additionally, cloud-based SaaS providers are typically easy to learn how to use and allow for information sharing and data gathering to be consistent and scalable across the entire practice.

HOW TO INCREASE EFFICIENCY AND PROFIT: A STORY FROM PROCUREMENT Using this author’s own experience as a perspective: financial officers and procurement executives of multilocation practices cannot be everywhere at once. However, armed with a simple, accurate, and comprehensive view of their organization’s procurement process, leaders will be empowered to: • Make better-informed business decisions based on nearly realtime data • Quickly identify trends and spending patterns at both the enterprise and location level • Improve budget control and forecasting with spending analytics • Boost formulary compliance • Identify improvement opportunities related to acceptable product alternatives, inventory levels, and product usage.

• Monitor KPIs and gain insights into individual supplier performance • Report on the financial impact of cost savings strategies • Iteratively adapt and improve on procurement strategies to ensure long-term financial benefit

By providing quick and easy access to the amount of computing Dental Entrepreneur Fall 2023 19

Imagine what opportunities would arise by having a holistic view across all business operations in your practice.

DOING MORE WITH LESS—HOW THE RIGHT SOFTWARE SOLUTION CAN SAVE YOU MONEY For multi-location practices, both the challenges and the opportunities grow significantly larger as the organization expands. However, these challenges can be met, and the opportunities can be exploited using precise analytics and accurate reporting.

If you don’t have a ton of experience working with enterprise software, let’s look at a specific example: The goal of procurement is to buy the right things, in the right quantities, at the right time, for the best possible price.

Although, in theory, it may sound easy, without the right technology, it’s difficult to do so efficiently because of the large number of different products the average dental practice must keep in stock.

A procurement process that relies on a combination of emails, spreadsheets, phone calls, and whiteboards can be difficult and complicated. It also makes keeping track of everything nearly impossible and increases the likelihood of making mistakes.

These issues can quickly get out of control if they occur across several different locations.

To take full advantage of what today’s technology has to offer, dental practices should choose software that’s quick to adapt and yet powerful enough to meet their changing needs as they grow.

Leading e-procurement software solutions will allow you to achieve hard cost savings, by finding you the best prices, and soft savings, by helping you and your staff get more done in less time and follow processes that give you more “bang for your buck.”

E-procurement solutions with tools that make it easy to track how much you are spending, on what products, and over specific periods of time, can help you make smarter decisions on what you purchase, from whom, and how frequently.

Finally, with access to the proper information, you can develop a purchasing strategy that helps your organization achieve its overall business goals. Using the power of “collective purchasing,” you will be able to negotiate more favorable pricing and service terms from suppliers.

Dental organizations are slowly realizing just how big an impact inefficient processes can have on their bottom line. By using procurement software, they can quickly revise these processes to save how much they spend on supplies while making

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it easier for their employees to be more productive.

SHOPPING FOR THE RIGHT SAAS PARTNER Selecting the right Software-as-a-Service (SaaS) partner is like charting a course through unfamiliar waters. Success lies not only in choosing the right destination but also in the ship you use to get there. When making your choice, several important factors should be carefully considered in order to ensure a successful trip.

Expertise and Experience: The success of any partnership is dependent on the expertise and experience of the chosen partner.

Evaluating their track record and depth of knowledge in your industry can offer valuable insights into their ability to navigate challenges and deliver effective solutions that cater to your unique needs. Don’t be afraid to ask challenging questions and ask for references when evaluating potential partners.

Communication and Collaboration: A successful SaaS partnership should be a collaboration. Open lines of communication and a shared vision are essential for success. A partner who values transparency, actively seeks input, and is committed to working closely with your team can pave the way for a more productive and fruitful collaboration. Ask candidates how they plan to ensure transparency and proactivity in their ongoing communications with you.

Flexibility and Adaptability: In a fast-changing business landscape, adaptability is key. Choose a partner that offers flexibility in their approach and solutions. A partner willing to tailor their offerings to match your evolving requirements demonstrates a commitment to your long-term success. Provide potential partners with sample requests of areas where you might require customization and ask for examples of how they have demonstrated adaptability with other customers.

Technical Expertise: The technical expertise of your chosen SaaS partner significantly impacts the effectiveness of the solution. A partner with extensive experience and category expertise not only ensures seamless implementation but will also be ready to solve technical challenges that may appear down the road.

If your organization doesn’t have deep technical expertise, ask the vendor you are considering to develop a list of the types of technical expertise you should expect them to bring to the relationship.

Onboarding: The onboarding process sets the tone for the entire partnership. A well-structured onboarding experience will provide a smoother transition for your team, ensuring they are comfortable using the new system starting on day one. Look for a partner that provides comprehensive training and resources to ensure a successful launch. Similar to a job interview, ask them to provide examples of previous onboarding engagements where they faced a challenge that they were able to successfully DentalEntrepreneur.com

overcome.

Support and Maintenance: A true partnership extends beyond the initial implementation phase. Consistent support and ongoing maintenance are essential to address issues, update features, and adapt the solution as your needs evolve.

Prioritize a partner that provides reliable support, contributing to the long-term sustainability of your SaaS investment.

Request a list of ongoing support activities that they expect to provide after the implementation phase has been completed.

Cultural Compatibility: The convergence of values and work culture cannot be overlooked. If a partner’s values align with those of your organization, it is much more likely to be a harmonious and productive working relationship. Compatibility on this level can lead to better collaboration and shared goals.

As you are going through the process of evaluating potential partners, make an effort to meet members of their customer service and product teams, as well as their sales reps.

In the rapidly evolving landscape of technology, a SaaS partnership is not merely a transaction; it’s an investment in your organization’s growth and success. By carefully considering factors such as expertise, communication, flexibility, technical proficiency, onboarding, support, and cultural alignment, you can make an informed decision that lays the groundwork for long-term prosperity.

THE KEY TAKEAWAY: Embracing operational expertise helps to improve financial results and provides the scalability that all rapidly growing businesses require. By taking the time to choose the right technologies, DSO leaders can increase the value of their business, improve profitability, become better prepared to handle issues, and provide their employees with more collaborative and productive workplaces.

THINGS TO DO, PLACES TO GO Yankee Dental Congress January 25 - 27, 2024 Boston Convention And Exhibition Center Boston, MA

Chicago Midwinter Meeting Feb. 22 – 24, 2024 McCormick Place West Chicago, IL

WinDSO

March 6 – 8, 2024 Las Vegas, NV

HINMAN Dental Meeting Mar 21 - 23 2024 Atlanta, GA

CE on the Beach July 25- 27, 2024 Aruba

DeW Life Retreat

Alison is the VP of Sales at Method Procurement Technologies. Her extensive background in eProcurement, software, and dental leadership supports DSOs in driving efficiencies and same-store growth.

A true change agent, Alison has spent the past decade delivering explosive growth to software start-ups across sales, marketing, and operations, driving companies from MVP to IPO. Beyond her professional accomplishments, Alison is a mother of two, a podcaster, and an enthusiast for paddle sports.

September 26 -28, 2024 Charlotte, NC We’d love to see you!

Innovation

Empowering Dentistry with EFT & ERA Technology App Chris Haines

A

s my journey continues in Dentistry I’m excited to share all the new technology regarding EFT & ERA that has been developed and how some practices are embracing it more and learning how to improve their Practice insurance systems, how to simplify the setup, and completing the enrollment process with all partners using technology.

With all the new technology in dentistry becoming digitized, there is a need for efficiency, achieving fewer expenses, EFT & ERA technology system investment, and expert assistance for productivity and cost-effectiveness.

Dentistry is finally catching up to the Medical Industry when it comes to implementing digitalization for receiving payment from insurance carriers.

Data from Remits and EOB’S/EOP’S, create in real-time EDI 835 files that streamline the processing of Dental payments in a more efficient process. The underlying factor necessary in operating a dental office is cash flow.

Remote billing service providers for Dental practices have exploded in the last few years to help simplify administrative tasks when it comes to insurance processes.

Back in 2009, when I was working in a Dental practice doing insurance, I had a letter come across my desk from MetLife insurance offering EFT payment. Back then, there were not a lot of Dental practices that had the knowledge of what EFT payment was all about.

Sending “clean claims” takes expertise, time, clinical knowledge, and hours to follow up.

The main trend in EFT & ERA is toward technology for providers and payers that is easy to use, cloud-based to be accessible from home offices, and customizable to each payer network’s needs.

EFT without ERA is an administrative suicide. You need both to achieve administrative simplification.

These needs will become even more varied for each provider.

By implementing this one carrier for EFT payment in the practice where I was working, it grew into a passion for how Dental practices could achieve this EFT & ERA technology system to access in one place and keep track of the set-up process for receiving electronic payment from Insurance carriers.

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The dental profession faces a number of emerging Insurance changes and challenges, which forces practices to stay informed on how to implement these changes.

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Practices need to keep up with this rollout of virtual credit card payments. Basically, these VCC payments are insurance companies forcing practices to make a decision on how to receive payment.

VCC opt-out payments are only good for 90 days, after 3 months, they auto-enroll you back to VCC and state there is a loophole that allows them to do this. This has forced practices to call and request their method of payment. ( Check , VCC, EFT) .

As of July 1st, 2023, practices will no longer be getting a fax or email regarding a VCP payment because it is going digital.

The TRN is designed to help providers confidently match EFT deposit with corresponding ERA’s that are deposited in the bank account.

Three very important features to a bank deposit are the TRN number, name of insurance company, and deposit amount.

The benefit of this is huge, being it is available electronically and gives you access to the information it contains sooner than with a mailed paper EOB. Administrative savings are realized as a result of the paperwork reduction and the ERA can be scanned into the patient file.

Dentistry is finally catching up to the Medical Industry when it comes to implementing digitalization for receiving payment from insurance carriers. and cost-effectiveness.

Combined, they make achieving and sustaining a stable cash flow a difficult yet still essential part of any management plan.

To help Dental industry providers recognize and realize the benefits of automation using the healthcare EFT standard and ERA, this technology proved that practices of all sizes can achieve cost savings and benefits from converting their claims reimbursements payments from paper checks to the EFT standard transaction and automating the reconciliation and posting process using the ERA. Practices no longer need to wait for your Explanation of Benefits (EOB) to arrive in the mail. Once you enroll in ERA, you can access the information you need to reconcile your patient accounts as soon as it is available to you.

Each ERA will have a trace number (TRN) attached and name of insurance company to give you the ability to automatically re-associate the claim remittance information you receive from the clearinghouse.

BENEFITS ACHIEVED ACROSS PRACTICES INCLUDED: • iaster patient billing, as EFT payments are received faster, allowing for quicker secondary billing and billing of patient responsibility.

• Electronic verification facilitated through a Dental practice partnership with clearinghouses, offices may experience faster turnaround times and fewer returned or denied claims due to eligibility issues. Inefficient systems and inaccurate information at the start of the claim process are major contributors to poor cash flow, which is detrimental to the financial stability of a practice. Make sure to spend the proper amount of effort before the claim is submitted to ensure the best possible remittance collection.

• It may not be surprising to learn that two-thirds of denied dental claims are linked to eligibility issues. Many of those errors are rooted in either a failure to check eligibility or the use of inaccurate eligibility data. That is why eligibility verification is an important step, even for existing patients.

Dental Entrepreneur Fall 2023 23

Insurance plans shift frequently, and patients are not always aware if— or how—their benefits have changed.

and security standards with password-encrypted account entry in a highly protected format that is federally mandated.

• The first step to having a healthy revenue cycle is for office staff to check with insurance carriers on the eligibility and benefits of patients the day before they walk into a practice.

Some practices have had over $100,000 in unclaimed claims revenue due to errors and omissions coming from their office processing systems. Before you blame the payers, check your internal systems!

• Real-time is by far the most efficient verification of dental insurance breakdowns and continues to be one of THE most important tools in a practice • Reduced posting errors through automation of EFT and ERA. • Reduced processing costs.

• Improved payment cycle within 2-7 days.

With an EFT & ERA Technology payment system, you can learn how to streamline your internal processes so that you get paid faster.

My passion for Technology in Dentistry has led me to achieve a platform for practices to access all in one place with an EFT & ERA App that is essentially “do it yourself” practice management consulting, that will supply the syllabus, instructions for setting up EFT & ERA for receiving payments electronically, and guidance on how to institute this technology.

• Threat of lost and stolen checks is eliminated.

• Drastically cut down on the possibility of embezzlement in the practice.

TOOLS FOR IMPLEMENTING AN EFT & ERA TECHNOLOGY PAYMENT SYSTEM: • Choose a clearinghouse that offers integration of both EFT & ERA, it will benefit the insurance process.

• Integrate x-ray attachments, perio charting, narrative, intraoral images, and secondary insurance for submission.

In short, the app engages the Provider, clearinghouse, and payer in simplifying the Dental electronic payment setup and completing the enrollment process with all partners, with the stepby-step guidance, tools, support, and accountability you need to achieve better cash flow.

A new era in Dentistry has begun, if dentists want to increase the cash flow coming out of their practice, he/she needs to learn how to manage their businesses or hire the right experienced Technology professional with the help of their management team to help them do so.

And the journey continues!

• Access the insurance carrier website for benefit verification or hire an outsourcing company.

• Spend the proper amount of effort before the claim is submitted to ensure the best practice remittance collection.

SYSTEM OF SAFEGUARDING AGAINST EMBEZZLEMENT: • Doctor-only privileges to deposit only account or • Doctors can assign Insurance coordinators with their own username/password to their bank account for viewing privileges only

Chris Haines is the founder of Dental WebSmart Insurance Solutions providing implementation and training of EFT & ERA Technology systems.

Her passion for Technology has lead her to developing an EFT & ERA App that is essentially “ do it yourself ” management consulting, supplying the syllabus, instructions, and guidance for instituting this process.

• Set up a secure environment for receiving EFTs • Say NO to virtual credit card payments Banks and Dental Insurance companies must meet all privacy

24 Fall 2023 Dental Entrepreneur

DentalEntrepreneur.com

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Dental Entrepreneur Fall 2023 25

Launchpad

Living the American Dream and Launching OrthoNu with Dr. Sima Yakoby Epstein Luke Shapiro, DDS

D

r. Sima Yakoby Epstein is a first-generation American. Her family is from Georgia, a country located in Eastern Europe and West Asia. She grew up in a very disciplined, traditional, and loving home and was raised on ethics, hard work, and living the American dream. Her dad was a taxi driver who grew his own fleet to over 60 medallions. She completed dental school at UPenn, and after practicing cosmetic dentistry for a couple of years, returned to UPenn to become an orthodontist. She practiced in New York City for about 8 years with Lemchen Salzer Orthodontics.

WHEN DID YOU CREATE ORTHONU? The concept for OrthoNu started to evolve in November 2020.

As an orthodontist, I felt a real disconnect between doctors and patients after they left the office. There was really nothing in that goodie bag that was helping patients sustain their health and well-being throughout those two to three years of treatment.

When COVID hit, orthodontists were faced with managing a lot of stress and anxiety, as well as fielding emergencies from

26 Fall 2023 Dental Entrepreneur

friends and even people we didn’t know. It was frustrating that we didn’t have a proper tool to give our patients in the event of an orthodontic issue. Our best solution for orthodontic emergencies was to use a dirty toenail clipper or a plier that could cause more problems than solutions.

I wanted a better choice, so in my basement, I started devising what would become Tweakz. I would look over at my husband, who is also an orthodontist, and ask, “What else do we need?”

And I just kept adding tools to this little tool that resembled a Swiss army knife. After creating one for braces, we also realized the need for one for aligner patients. So far, I have created 18 products in the OrthoNu pipeline.

HOW DID YOU COME UP WITH THE NAME ORTHONU? Growing up in Georgian culture, there’s a slang word that everyone always uses at the end of a conversation - “nu.”I also thought that if you look at the letters N and U together in a creative way, it looks like an infinity sign.

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AND DID THE NAME COME TO YOU INSTANTLY, OR DID YOU ADD VARIOUS ITERATIONS BEFORE? We had many iterations, like “BocaNu” because I loved to go to Boca, Florida, and I loved the Spanish connection since “Boca” means mouth. But “OrthoNu” connected the tool with our profession and just felt right.

AS FOR THE PRODUCT, DID YOU TEST IT WITH FRIENDS AND FAMILY OR COLLEAGUES? WHAT WAS THAT PROCESS LIKE? Testing with family was pretty easy because we have multiple orthodontists in the family. As for colleagues, at the time, I called my friend/colleague from the UK, Dr. Anton Bass. I also called many of my school friends at Penn and introduced them to Tweakz on a Zoom call. Everyone’s reaction was the same — “This is so cool. I can’t believe this wasn’t developed before.”

WHAT WOULD YOU SAY IS LIKE THE MOST DIFFICULT PART OF RUNNING THE BUSINESS? The word “difficult” no longer exists in my vocabulary. Challenges are a reality every day. And for me, being an orthodontist

and dealing with patients and moms, I have discovered my “superhero talent” of compassion and being able to be kind, loving, and sensitive to everyone and empathize with what they are going through. For me, becoming an entrepreneur was challenging because the skill sets that I am naturally, and instinctively good at are not what makes an effective entrepreneur in the real world. For instance, marketing — finding the right company, determining the budget, and reaching the consumer — some of those skills I am learning through experience.

I also found out that manufacturing is a whole different world from orthodontics. It’s complicated trying to find and choose the best manufacturer for your product because people all over the world approach processes differently. First and foremost, I was focused on the quality of Tweakz. The quality that I was looking for was not enough with the first two manufacturers I tried, and I had to continue my search through two more. There’s just so much learning involved as an entrepreneur, and I have learned more in these last two years about so many things than I could ever possibly imagine. It’s becoming easier! I have come to expect that I will not know everything. I expect to make mistakes, and I expect to pivot.

I just keep reading, learning, asking questions, and surrounding myself with people who have developed successful businesses, and I soak up their knowledge like a sponge. I stay humble, keep Dental Entrepreneur Fall 2023 27

my head down, and just fight through the problems every day.

Whatever comes up, I just get it done.

DO YOU HAVE ANY PATENTS? We have over 18 patents pending and already have three that were allowed. I patent every concept I possibly can because they are all cool ideas, and since no one has really done these things before, I thought it was really important to get the patents. It has been a very long and expensive process.

WHERE HAVE YOU HAD THE MOST SUCCESS WITH SHARING THE ORTHONU PRODUCTS? First, certain orthodontists have been extremely kind and compassionate in the OrthoNu journey for me and have been really positive role models in supporting OrthoNu. Secondly, I love going to conferences and watching people see Tweakz firsthand, touching and feeling it, cutting the 19 x 25 steel wires, and having it hold the little cut piece firmly, preventing that piece from falling into the patient’s mouth. They’re excited about that. They think it’s really cool. The doctors in Paris and the EU loved it!

Another step forward is the doctors who already have adopted this into their standard of care. They have said, this is going to be incorporated into their treatment fee, and every new patient, whether in braces or liners, will get a Tweakz.

WHAT DO YOU THINK MAKES AN ORTHODONTIST CHOOSE TO MAKE THIS PART OF THEIR STANDARD OF CARE?

DO YOU HAVE ANY ADVICE FOR BUDDING ENTREPRENEURS? You’d be surprised how many people are willing to talk to you, help, and give you their advice. And so I think I would start by reaching out, perhaps, to a teacher or a mentor that you had a connection with at school to potentially support or guide you.

I think it’s important to find a mentor who will guide you through the process. I didn’t have a mentor in the beginning. I called my brothers and similar orthodontists and asked for help.

Through the industry, I found a great mentor who has really helped me and taught me so much about this business.

And lastly, in terms of making the decision to become an entrepreneur, I think the decision is made for you long before you even realize it. It really is about feeling like you have a need to accomplish a certain goal. And it’s so strong that nothing really stops you.

Dr. Lucas Shapiro is a graduate of Washington University in St. Louis and Stony Brook University School of Dental Medicine, where he received his Doctor of Dental Surgery. He completed his post-doctoral orthodontic training at Tufts University School of Dental Medicine. He currently practices orthodontics at Lemchen Salzer Ortho in NYC. He started the Instagram page @futuredentists, works with the educational organization @ignitedds, and has an orthodontic tiktok page @drshap.

I think it really depends on the type of practice and geographic location. For example, Dr. Paolo in Napoli told us that, basically, some patients have to travel in two hours of traffic to get to his office daily. And he said patients complain that when they finally get to his office, he’s basically seeing them for like two minutes.

They feel that it’s a waste of their day to have to travel so many hours and skip school or miss work. Chris Benson is currently writing a white paper, and other people like Dr. David Sarver and the Clinician’s Report are doing their own surveys to really make people understand how beneficial Tweakz is and the net savings it brings per year for each office in unnecessary appointments. It really comes down to the numbers for orthodontists.

Also, if you offer a patient a Tweakz that has your office logo on it, students will carry it around in school, and the moms will pull it out at work and travel with it. That is marketing in real life.

28 Fall 2023 Dental Entrepreneur

DentalEntrepreneur.com

WITH REGAN ROBERTSON & DR. CHAD JOHNSON

Impact

Is Everyone Smiling But You? Here Are 3 Ways to Fix That David Rice, DDS

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ours upon hours in sim-lab. Quick, rushed, less-than-tasty dinners so you can hit the books.

Patients who don’t show up. Faculty who smirk as they change their minds ten times at your expense.

Short weekends. No summers. I could go on…

Can you picture a moment where everyone was smiling but you?

Let’s talk about how to overcome that!

Here’s one pro tip - grab your smartphone. Open up your screen time. Take a look at how much time you spend a week checking emails and hopping on your go-to social media platforms. You’ll find a minimum of 9 hours a week as most people check their emails 36 times per hour and are on social at least 151 minutes per day.

STEP ONE

So - want more time? Turn off your notifications for emails and social, and schedule times every day you’re going to check-in.

It’s unrealistic to not have those activities daily. You can control them.

Live with character. The most successful, joyful people I’ve ever met live, lead, and build teams of character. Here’s how:

STEP TWO

They develop a vision for one perfect day. I don’t need you to figure it all out. I just need you to dream up one perfect day. The future’s the future, but tell me - given your current circumstance, what’s your perfect dental school day?

Next - stop worrying about how to make that happen. You heard me. How to’s get immeasurably simpler when you tap the breaks on how to and focus on who. Who do you need to make that perfect day happen right now?

Here’s one example. P.S. - reach out if you want a one-on-one sesh to game your exact scenario. Let’s say your perfect day revolves around finding more free time. I know that was one of my biggies as a student. If that’s you, one of your “who” is someone who’s successfully navigated this specific challenge.

30 Fall 2023 Dental Entrepreneur

Take the above example as a demonstration of how process can help you. Now - make a list of the top 5 things you do every single day. Once you have your list - break it down. How much time are you devoting to each of your top 5? Is that the appropriate time?

If yes - keep doing it as you are. If not - adjust the time as needed.

Then look at how you’re doing - what you’re doing, and remember, the whole who thing from above. I bet there are several people in your class who are doing similar things and can help. And if not - hit me up. I’m happy to help!

Processes take you and me from winging it to best practices. If you want to smile more, once you’re living your best character and finding people of character to help you, add process to everything you do.

DentalEntrepreneur.com

Here’s one example - you’re in clinic doing a crown for tooth #30. Character means you show up prepared. Your team of character might involve a classmate who assists.

The process is your map for that appointment.

• Seat patient (3 minutes).

• Small talk and review medical and dental histories (5 minutes).

• Anesthesia (5 min)

Here’s one pro tip - focus on 3 accelerators (these work in private practice as well FYI).

Diagnosis. Friends, if you can’t see it, you can’t treat it. I know you want that handpiece going every second - but I’m going to be honest with you. That’s a feel-good. Not your best good.

The happiest, most successful dentists I’ve ever met are the ones who look at a patient and see their future. It helps them deliver top-notch care. It makes them 3-5 times more productive than all others.

• Proximal slice (2 min) • Pack cord (2 min) • Occlusal reduction (2 min)

Treatment. I gave you one example of process above. In the practice world, we call those clinical operating procedures. Use the right materials, the right tech, with the right people, in the right clinical situation and you will own clinic today, as well as set yourself up for success as a new grad.

• Axial reduction (6 min) • Refine prep (2 min) • Scan or impression (5 min) • Fabricate temp (10 min) • Post-op instructions (2 min) *Plug in your faculty checks and your level of experience and adjust your times.

Technology. I know you have limitations as a student. Each school has its own level of tech you get exposed to. Don’t sweat it. Just get your hands on it as often as you can - when you have the potential to use it.

Bringing it home for today - you’re going to have moments where everyone is smiling but you. That’s a life thing. That said, your ability to focus on people, process, and production will keep those moments, moments, and not days, weeks, or longer. When you want help - reach out. When you feel alone - I’m here.

You’ve got this!

Do this every single time, and your patients will have the best experience possible, your faculty will be blown away, and your efficiency will go through the roof.

Here’s one pro tip - build these steps for every procedure you do routinely. Map out the steps, the materials, the technology, all of it - and if you want help, I’ve done this for hundreds of dental students – just ask.

STEP THREE Take a look at everything you do globally. Meaning - look at the big picture first and then dive deep where you need to. Whether you’re trying to be productive with patients, with time in sim-lab, with study time, or in your down time - learning to stop putting out fires all the time and thinking big-picture will bring you what you’re looking for.

Here’s one example - you’re still in clinic. Your goal is great patient care and crushing your requirements so you can graduate with as little stress as possible. Want that?

Thought so!

David Rice, DDS, is on a mission to improve our profession by leading the next generation of dentists to grow successful lives and practices. The founder of igniteDDS, Dr. Rice speaks to over 35 dental schools and residency programs a year on practice building, team building and wealth building. Dr. Rice is a private practitioner, educator, author, and mentor who connects students, young dentists, and professionals from diverse dental-related businesses, “ fueling passion beyond the classroom.” ignitedds.com

PODCAST: Is Everyone Smiling But You?, with Dr. David Rice

Dental Entrepreneur Fall 2023 31

Impact

The Entrepreneur Must Be Able to Observe the Obvious Dr. Tony Urbanek

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thers have called me a serial entrepreneur. I’m not flattered by that expression. I have been involved in founding businesses in medicine/dentistry, one classified as a medical device manufacturer. I hold a patent and separate FDA approvals for the device and its manufacturing facility. I have founded two third-world medical clinics, an aviation business, and led large organizations in aviation and medicine.

I like to fix things.

When I was a kid, I liked to fix anything I could find around the house that was broken. Sometimes I was successful, and sometimes I wasn’t. I still like to fix things. Fixing things is the second most joyful pursuit in my life. Having and building my family is the first. I can’t always fix everything for everyone in my family. My favorite phrase with them is, “You’ll figure it out”.

I have had some successes and failures in life. I went to college and hated it. They were teaching me things I would never be able to use. I almost quit and took up fixing real estate in Florida.

But I stuck it out because I did not want to disappoint my father, whose sole purpose in life was to see his children educated. I graduated with a degree in Chemistry, and enough credits in Philosophy and Theology to have claimed them as my major. I graduated with a 2.7 GPA, precisely in the middle of my class. I

32 Fall 2023 Dental Entrepreneur

thought college was a failure.

My next step was dental school because my older brother was a dentist. Everyone thought he was successful. When I got to dental school I was immediately confronted by the “basic sciences.” Those are the first two years of training in how the body works, (Anatomy, Physiology, Histology, Neuroanatomy, Biochemistry). I was fascinated by learning how the body works.

I thought this was information I could use. If I learned how the body works, I could fix it when it was broken. I excelled in dental school. I graduated at the top of my class Summa Cum Laude. I spent my senior year in dental school studying for a Masters Degree in Cell Biology/Anatomy and graduated with a DDS, MS My next stop was Vanderbilt in Nashville, where I received my MD and trained as an Oral and Maxillofacial Surgeon. I was even awarded a grant from the NIH/NIDCR to study how bone growth causes funny-looking faces. Besides fixing lots of funnylooking faces, cleft palates, and damaged nerves and bones, I learned how to fix damage to the TMJ. My training placed me on the cutting edge of the most current and complicated surgical procedures used to fix patients with the devastating symptoms of TMD/TMJ. The accepted symptoms of TMD/TMJ are frequent and recurrent headache, earache, neck pain, ringing in the ears, subjective hearing loss, (fullness in the ears), vertigo, upper DentalEntrepreneur.com

I have two core beliefs. “If you can properly identify and define the problem you can create a solution,” and “If you can’t find the answer to a problem you are looking in the wrong place, asking the wrong person, or the wrong question.” back and shoulder tightness and pain, arm/hand/and finger tingling and numbness, and various types of jaw locking. These symptoms, if left uncorrected, ruin lives. Patients with TMD/ TMJ often have these symptoms for decades and go from doctor to doctor looking for relief. Physicians routinely misdiagnose these symptoms as migraine headaches, ear infections, Meniere’s Disease, and various types of neurological problems. Dental professionals most often treat TMD/TMJ with night guards, which don’t help, or just avoid treating these patients. The consensus among patients and doctors is “Everyone knows nothing works when it comes to TMD/TMJ.” All the surgery I did on funny-looking faces, cleft palates, damaged nerves and bones remained fixed once completed. This type of surgery was always successful. But I observed 50% of the TMD/TMJ patients would return in 6 months to 2 years with the same complaints. As a young surgeon I remember having a much more experienced surgeon tell me “It makes no difference what kind of TMJ surgery is performed, they all work – for a while.” I should have listened to him. I would have saved myself a lot of frustration. But as a young surgeon I liked to fix things and I thought the problem was no one figured out what kind of surgery would work best. I was going to figure it out. So, I tried them all. Sometimes hundreds of times. Over the first 30 years of my career, I performed over 2000 TMJ surgical procedures.

As I continued listening to my surgical colleagues, attending conferences, reading journals and textbooks on the surgical correction of TMD/TMJ, I became more disheartened with the results. I was used to fixing things. During my career we even learned how to replace missing teeth with dental implants. We certainly could learn how to fix TMD surgically, couldn’t we?

It was a dark and cold winter weekend at home when I started reviewing my 30 year experience treating the enigma known at

TMJ. Yes, there were successful cases, but 50% failure was just too much. I could not justify telling my patients there was only a 50/50 chance their surgery would be successful.

Monday morning, I announced to my staff that going forward I would no longer treat TMJ patients. They were quite surprised since a large part of the practice revolved around TMJ surgery.

We were known as “the” TMJ surgical specialist in Middle Tennessee. I was defeated. But I wasn’t finished.

I have two core beliefs. “If you can properly identify and define the problem you can create a solution,” and “If you can’t find the answer to a problem you are looking in the wrong place, asking the wrong person, or the wrong question.” With my experience doing research for the National Institutes of Health I was not intimidated by research.

I told my staff that I wanted to invite all future TMD/TMJ patients for a consultation but not for surgery. We had a long line of patients seeking help and I was going to try to figure out the solution starting by listening to my patients. Instead of taking a brief history and telling the patient what kind of surgery would best fit their symptoms, I enlisted my patients in figuring it out. I was going to start where the problem was located.

Over the next two or three months I interviewed 24 women, (90% of TMD/TMJ is seen in women). Sometimes I sat there for 30 or 45 minutes encouraging them to tell me everything they could about the problem. “What was the phase of the moon when it hurts?” “What does your husband think about the problem?” “Does the dog bark when it hurts?” “What makes it better?” “What makes it worse?” “What was the weather like when they had symptoms?” I would encourage them to tell me everything they could about the problem.

Dental Entrepreneur Fall 2023 33

Twelve of those women had similar statements. “If I place a pencil eraser, my figure, my tongue, a piece of cloth between my front teeth and bite down gently, it feels better.” The light bulb flashed on, and I thought, “I wonder if I make something that goes between the front teeth that will not inhibit speech or swallowing and can be used 24/7, what will happen?”

I made a device of my own design and gave it to the first woman on my list who had 20 years of headache, earache, neck pain, and dizziness. I told her to keep it in her mouth 24/7 except when she eats and return in 3 weeks. When I walked into the exam room 3 weeks later and asked how she was doing she responded, “Thanks, doc, my pain is gone.” I took two steps back and nearly fell over. She looked at me strangely. That is where it all started.

The rest is history.

After similar results with 30 additional patients, I had to figure out how this device and protocol worked. That is a technical story, but not complicated. All the information about how separating the posterior teeth over 2 months, followed by using the device while sleeping for the rest of the patient’s life, relieves each and every symptom has been in the scientific literature for over 60 years. Some were in the dental literature, some in the basic science literature, and some in the medical literature. I just

connected the dots.

Spoiler Alert! TMD and Tennis Elbow are the same disease in different joints.

I was able to figure out this problem because I was able to observe the obvious.

It was obvious that some of my patients had relief by placing something between their front teeth. It was obvious that when they placed something between their front teeth it separated the posterior teeth. It was obvious that if you separated the posterior teeth, it took the load off the TMJ like a set of crutches would take the load off a damaged knee. It was obvious that both knee, elbow, and TMJ are inflamed when they are damaged. It was obvious that decreasing loads on joints decreases inflammation and pain. It was obvious that inflammation is the common denominator of TMD Symptoms. It was obvious that if you can unload the TMJ long enough, inflammation will decrease, and the symptoms will disappear.

My patients gave me the clue. They told me where to look. I looked there, and it was obvious.

If you are an entrepreneur, learn to ask the right questions from the right people. Listen to what is said and observe the obvious.

You will then find the solution.

Dr. Tony Urbanek is a double degree Oral and Maxillofacial Surgeon who has performed surgery for over 35 years. He decided to figure out a better solution to treating TMJ/ TMD and now teaches healthcare providers the solution for the debilitating symptoms of TMD using a patented, FDA-approved device and protocol.

Kids with healthy smiles have a better chance of reaching their potential.

With help from CrownBuyers, in 2023 27% MORE kids received clinical treatment from our safety-net dental clinic partners!

A DIVISION OF TSC ECOSOLUTIONS LLC

PODCAST: The Urbanek Device: A New Dawn for TMJ Sufferers, with Dr. Tony Urbanek

Together, we can help every child have a healthy smile! Visit AmericasToothFairy.org.

34 Fall 2023 Dental Entrepreneur

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T H E F U T U R E O F D E N T I ST RY

SUMMER 2023

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De Summer 2023

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