Dental Entrepreneur - Winter 2023

Your Story Is Worth It

Josh & Joanna Scott

The Three T’s of Dominating Dental Referrals

Travis Rodgers

The Dangers of Pediatric

Sleep Apnea and How Dentists Can Help

Dr. Meghna Dassani

BUILD EVERY PRACTICE ON TESTED, TRUSTED PRODUCTS.

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.

Winter 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

Travis Rodgers

Barb Stackhouse

Dr. Lucas Shapiro

Dr. Dirk Fleischman

Dr. Earl Douglas

Dr. Tom Snyder

Derek Champange

Dr. David Rice

Cover Photo Studio 88

Layout and Design

Brian Rummel

Winter 2023 Contributors

Maggie Augustyn

Stephanie Botts

Megnhna Dassani

Callie Huggins

Karan Nijhawans

Travis Rodgers

Dr. David Rice

Dr. Lucas Shapiro

Josh Scott

Joanna Scott

Aimee Vail

Editorial Office

8334 Pineville Matthews Rd Ste. 103-201

Charlotte, NC 28226 704/953-0261

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Goodbye Winter! Hello Spring! We are coming to you at the close of the winter season with a little sunshine and joy. This edition of Dental Entrepreneur gives me much to smile about. I hope you will read it cover to cover as so many wonderful authors have shared their stories of working smart and keeping one's gifts at the forefront of their business.

If creativity could be captured, it’ll look like the individuals on the very front. This is why I am honored to present Studio88 on our cover! Josh and Joanna Scott are changing the way we build our brand and the magnitude in which we live our brand.

I know firsthand how their curiosity and acceptance of who I am and what I stand for enlightened my mission into a story worth telling. Spending 24 hours with them in Columbus, Ohio, at their studio was life-changing. They took great care of me, as they do with all their clients. I was able to be myself in front of the camera, zero in on my mission, and ultimately realize my calling is sound. The final result of my brand creator continues to inspire me every day, and their work is an integral part of Dental Entrepreneur Media’s exponential growth.

Aside from fueling your creativity, this issue is packed with wisdom from our many contributors. Callie Huggins enlightens us on the importance of investing in human capital. Aimee Vail inspires us as she shares the deepest roots of the biggest changes. It’s no secret that change comes in many forms. And Dr. Maggie Ausgustyn offers us a different perspective on attaining change – should we choose to reach out to others.

Karan Nijhawan shows us that both work and play are entirely possible (and attainable), and David Rice offers encouraging insight into what may feel like challenging times. This is truly not an issue to be missed. So shed your winter blues and take on the fresh perspective of Spring.

Or at the very least, get lost in these real stories, real advice, and real wisdom from very real people who have been there, done that, and have so much to offer.

SPOTLIGHT

6 Your Story is Worth it

Josh & Joanna Scott

CULTURE

10 Invest in Human Capital First –Implementing Financial Wellness into Your Practice

Callie Huggins

BUSINESS

12 Is This the Worst Time to Go Into Dentistry?

Dr. David Rice

14 The Three T’s of Dominating Dental Referrals

Travis Rodgers

INNOVATION

18 How Your Next Vacation Could Inspire $100k in Yearly Revenue

Karan Nijhawans

20 A Personal Trainer, But for the OP

Stephanie Botts

LAUNCHPAD

22 Meet Dentistry’s Rising Star, Dr. Humam Salahieh

Dr. Luke Shapiro

IMPACT

24 The Dangers Of Pediatric Sleep Apnea And How Dentists Can Help

Dr. Megnhna Dassani

28 Lead With Values – My Journey Through Dentistry And Diabetes

Aimee Vail

32 I’ve Arrived: From $100 in the Bank to Generational Wealth in Less Than 3 Years

Dr. Maggie Augustyn

YOUR STORY IS WORTH IT

Josh and Joanna Scott are on a quest to tell better stories around dentistry

Josh and Joanna Scott, Studio 88

BEGINNING

Josh: I’ve been around dentistry for over twenty years now, but I started Studio EightyEight nine years ago. I’ve always been on the marketing side of things, and at some point, I looked out over the dental marketing space and thought, “Why is dental marketing so bad?!?!” All this impersonal, stock photography and clinical, templated designs. At first, I thought maybe there were some regulations from dental boards on how you could market or what it could look like. After researching, I realized that wasn’t the case. The truth was, nobody was stepping up to help dentistry tell a better story. That’s where we came in.

Joanna: I watched you evolve Studio EightyEight from the beginning. It wasn’t this big launch backed with investment money. It almost started more like an on-the-side passion project!

Josh: Yeah, I tell everybody that it really was more of a hobby the first couple of years. We bootstrapped everything, kept overhead low, and grew it one client at a time. Back then, I was meeting

face-to-face with every client and helping them develop customized marketing plans that would work in their area. After that, our creative team would take over and produce marketing that was personalized and unique to them.

I think of Great Lakes Dental in Mentor, OH. They were one of the first clients to trust us with this brand-building approach nine years ago. One of the highlights for me was watching their growth post-COVID because they spent so many years investing in their brand and telling a story to the community, they doubled their already large practice in two years.

Joanna: If you knew what you know now, would you have changed anything during those first few years?

Josh: That’s such a good question! Part of me wanted to grow it faster. “Go for it, Josh!” I would tell myself. But another part of me wouldn’t trade the way we did it. We really took the time to develop a service that uniquely fits our clients while at the same time laying a strong foundation to build upon.

GROWTH

Josh: Once we hit year four, we knew we had something unique in the marketplace. We spent a lot of time educating about good marketing versus bad marketing, and now it was starting to get some traction. At this point, my business partner and I decided to make a few key hires and allocate resources to spreading our brand. That’s where you come in! Did you ever think we’d be working together to build a business?

Joanna: Actually, yes! We’ve been married for almost 27 years and, in our past life, worked alongside one another as youth and children’s pastors in vocational ministry. There are so many great memories plus challenges from those years, but we had a blast working together – navigating all the ups and downs. Deep down, I knew our professional paths would align again at some point.

Josh: We added you to the team as our Business Development Director with the specific task of helping us grow the business. What did that role look like to you initially, and how has it evolved over the last couple of years?

Joanna: Personally, it was a big leap to jump from the nonprofit sector to help grow a startup dental marketing agency. However, business development is all about people, and since Studio EightyEight is the brand that speaks human, you had

me at, “hello!” One of my core values is to cultivate authentic relationships, and from the beginning, we developed a relational marketing strategy that has served us so well. It’s been exciting to see the momentum, not only in organic leads but in long-term strategic partnerships that have developed through friendships over the years.

I like to think of it this way, “Relationships are the bridges to leads for a lifetime.”

Josh: What client sticks out to you during that time?

Joanna: Oh goodness, so many! Cultivating relationships through social media can sound so superficial, but it’s amazing how authentically you can connect. One client that I grew a relationship on social was Dr. Denise Cua of Perch Dentistry. In 2019, Dr. Cua and Dr. Shivam Patel started a practice together in Austin, and we had the honor of creating a custom website for them that truly captured the essence of their brand. Five years later, their website is still one that we love to show off! I am always amazed at the extraordinary dentists that we have the privilege of working with, that we now call friends. To hear more of Dr. Cua’s story, check out my podcast interview with her on The Story Project Podcast on iTunes or Spotify.

Josh: Nine years in, and we’re having so much fun! In many ways, I feel like we’re just getting started. The next few years have us coming up on some big goals that the whole team is excited about, and I’m literally watching us do some of our best work. I mean, let me give a shout-out to Studio Dental of River Park. We just launched their website last week, and I got up in front of our whole team and made a point to talk about it. It’s a startup practice with some amazing doctors that wanted to “flip dentistry upside down.” We were able to tell that story, and our team nailed every aspect of the production.

Joanna: One of the things I’m most excited about is the growth of our “brands.” We affectionately refer to our dental entrepreneurs (non-practice clients) as our “brand” clients. They are speakers, coaches, authors, product and service creators, and innovators. The kind of people who want to stand out from all the competing noise and invest in custom marketing that gets attention. A few months ago, we had the honor of working with the one and only, Anne Duffy, CEO and Founder of Dental Entrepreneur Media. She is building a thriving community known as the DeW community, to advance women in dentistry and the causes they advocate. We hosted her for a photography and video production session in Columbus, Ohio, and were blown away at the end result of her content!

Meet CEO and Founder of Dental Entrepreneur Media - Anne Duffy

new expectations for what dental marketing should represent. It makes my heart happy if, at the end of the day, we empower people to believe that their story is worth investing in and sharing with the world.

CLOSE

Josh: I’ve always looked at dentistry as innovative and inspiring. It’s a beautiful profession of humans serving humans. I think that together we can tell that story to our communities. Not only will it grow your business, but it’s a message that will leave a lasting impact. I personally believe that well-run, local businesses are one of the most powerful forces for good in our world. If you’re a business owner, you get to build something that provides for your team members, serves your community, and raises overall health and longevity.

To me, that’s powerful.

That story is worth telling.

Josh: I watched as our team began to get attention for high-level creativity and story-telling, and others would ask, “Can you do that for me?” I realized there was an opportunity to not just tell stories about dental practices, but about the entire profession.

Joanna: Yes! One of the things I love so much about being a part of this team is our commitment to not only educating dentistry on the power of story-driven marketing but hopefully creating

Josh is the CEO and Co-Founder of Studio EightyEight, dentistry’s story-driven marketing agency. Joanna serves as the Business Development Director, and together they are advocates for custom, beautiful marketing that focuses on your uniqueness. Josh and Joanna met in middle school at a youth group and became best friends. The rest is history. Celebrating twenty-seven years of marriage this year involves raising teenagers, Caden and Aliya, plus adding a puppy to the mix, navigating the highs and lows of entrepreneurship, and prioritizing the things that matter most in life. On weekends you’ll find them spending time connecting with friends and family, enjoying pizza-movie night traditions, or supporting some of Columbus, Ohio’s best food and wine spots.

Find us on Instagram!

@joshuascott @joannafscott @studio8e8

or learn more about Studio EightyEight

Invest in Human Capital First – Implementing Financial Wellness into Your Practice

Callie Huggins, CFP® Wealth Planner, CI-Private Wealth

You provide your staff with a salary, a retirement plan, and potentially even healthcare benefits. From a first look, your team members should be set. Yet when meeting with our dental clients this past year, the most common pain point for dental entrepreneurs was the rise in payroll increase requests and decline in employee motivation. With the rise in labor costs reaching record heights in the third quarter of 2022, the question is how can you continue to support your staff without risking your practice’s growth? The solution is Financial Wellness.

Many employees are not making wise financial decisions which affects not only their wellness, but also your practice’s profitability. A new survey by Workplace Intelligence found that 51% of employees are more stressed about their finances today than they were during the height of the pandemic and spend around 25% of their workweek dealing with financial issues.

So how bad is it really…?

If you were to do a survey of your practice and it were to resemble the national population, 40% of your employees would not feel as if they are on track to retirement. Even more disheartening, the same percentage, if faced with an unexpected expense of $400, would not be able to pay out-of-pocket without selling or borrowing funds.

Why does it matter to you?

Employers are starting to read between the lines. Dental practice owners are likely experiencing both high salary demands and high levels of turnover. If employees feel better about their own personal affairs, your practice may benefit as well. The US Consumer Financial Protection Bureau defines Financial Wellness as a state of being where you can fully meet your current and future obligations while feeling secure in making choices that allow you to enjoy life.

The opposite of Financial Wellness, or financial stress, affects absenteeism and work time used for personal financial matters. If you want to increase your revenue each year, a present team is likely required to support that goal. And as an employer, you are uniquely positioned to create a positive impact for your staff.

The good news? You don’t have to increase wages to support your employees’ well-being. In fact, your cost may be a drop in the bucket if it means you can retain and support your staff. Financial Wellness programs and services have increased dramatically over the past decade. As long as the resources you provide to your staff include both financial education and live support, your employees and practice may be favorably positioned to reap any benefits.

What does your staff really want?

You may often hear newer employees want to make more and work less. However, the AICPA conducted a survey that found

American employees would choose a job with benefits over a similar role that offered 30 percent more salary but no benefits, by a 4 to 1 margin, or 80%. This statistic supports the notion that employees generally just want to feel valued and healthy in their role – an outcome that financial wellness tends to provide.

How do you start?

Let’s keep it simple. Try to focus on these three options to try and make meaningful strides and progress in the health and wellness of your team.

Three Small Steps Forward:

#1 PROVIDE EDUCATION – ENROLLMENT MEETINGS, LUNCH, AND LEARNS

You are not solely responsible for this initiative. Lean on your network and the advisors around you to take on the work. For instance, our team in Charlotte, CI Private Wealth, often meets and travels to client offices to provide savings and retirement education to your staff. Additionally, we seek out experts in other fields to provide education for us every Wednesday at lunchtime. The impact of our “lunch and learns” equips our team to always show up better than the week before. People want to help people. This is the perfect opportunity to connect with other professionals and better your team while doing so.

#2 IMPLEMENT THE RESOURCES – SOFTWARE

Studies and resources in the financial well-being space seem to have improved dramatically over the past decade. EAP, or employee assistance programs, are becoming more robust and tailored to your specific needs. My colleague and I had a conversation with a client a few weeks ago. When asking if she provided a service or provider to assist her staff’s well-being, she confidently replied, “yes”, only later to find out the service her practice offered was targeted solely to emotional health. And while that is undoubtedly important, many emotions and feelings evolve from the topic of money.

Suggestions to help find a holistic EAP program:

1. Ask for specific requirements –

2. When including financial-wellbeing services, ask for focus areas that are relevant to your office staff. For examples, some types include, investment advising, loan repayment, cash flow management, financial coaching, financial education, hardship loan assistance, and budgeting. There are providers that address some needs better than others.

3. Find what medium the service offering uses to meet your employee’s needs.

4. Services can be offered online, in-person, or in-person only during working hours. Ensure that you are allowing your

employees the availability to receive support.

5. Seek out and avoid any bias

6. Be wary when hearing the price is “free”. If the program is truly at no cost to you, understand where the financing is coming from and how this could impact any advice.

7. Request information on training and education

8. As mentioned before, financial literacy alone will not solve for financial well-being. Employees need to have the combination of education and the opportunity to request assistance from a counselor or advisor. As you search through programs, ensure that both options are available.

#3 EMPLOYEE HYGIENE DAY

A positive trend from Covid’s “work-from-home era” was the heightened awareness of mental health for employees. As a dental practice, you have less flexibility in offering your staff the option to stay home. One of our clients yesterday quoted, “Working upfront in an orthodontic practice is comparable to running on a hamster wheel. There are no breaks.” You understand this feeling all too well, and while it may not be feasible to offer work-fromhome environments, consider implementing a “take care of you” day. This could be as simple as one day of the year that is not included in sick leave or PTO that your staff can use to schedule healthcare appointments or have a financial check-in and budget session. When your team can address their personal needs first, likely only then can they have the capacity to focus on the higher needs of your practice.

One final thought. It is often said there are three topics you should never discuss at work: politics, religion, and money. It will not feel natural to bring up the topic of financial wellness. My advice is to stick with the facts and outsource. Sharing national data and delegating other people to educate your team takes the burden of broaching the subject off your shoulders. At the same time, acknowledging the “elephant in the room” can create trust and transparency with your staff. Ultimately, your practice and the people inside may be better off for you having done so.

Caroline W. Huggins (“Callie”) is a Wealth Planner with CI Brightworth. She is a CERTIFIED FINANCIAL PLANNER™. Prior to joining the firm, she received a Masters in Financial Planning in 2020 from the University of Georgia (UGA) and a B.S. in Psychology/minor in Sports Management from UGA in 2019. While earning her Masters, she was an active volunteer at the Aspire Clinic, a UGA-sponsored community service that provides counseling and empowerment to individuals, couples, and families seeking to improve their personal finances. Born and raised in Augusta, GA, Callie has a passion for competitive volleyball and instilling the gifts of success through teamwork, concern for others, and self-confidence in the young women she coaches through the U.S. Amateur Volleyball Association.

Is This the Worst Time To Go Into Dentistry?

David Rice, DDS

As we kick off 2023, there’s a newish problem facing you and dentistry… a looming recession. Here’s the scoop:

It’s not if there will be a recession in 2023…it’s when will it hit?

The government is stacking the deck to drive it (not a political statement…just a truth).

The financial sector is already making moves in preparation for it.

So… is this the worst time to go into dentistry? Are you in a bad spot, having invested all you’ve invested in time and money?

Heck…NO!

Listen. We live in a world where a few things happen every day. 24-hour new stations are no longer news…they’re driving some agenda that suits them…not you

24/7, many live on social media, which fuels the same affirmation, rather than information.

Our job is to objectively look at the facts, and very thankfully for

you, the facts are looking really good for dentistry:

If you’re a student or young dentist who has eyes on doing a startup, it takes at least 12-18 months from the day you get serious and engage to opening day. Translation, you’re timing will be perfect. You will open your doors as the economy makes its comeback, and patients – your patients, will be ready to go, go, go.

If you’re a student or young dentist who would rather purchase a practice, guess what happens to practice sale prices during a recession? You guessed it…like home sales, they drop. That means if you buy a practice in the next 12-18 months, you’ll not only pay less…as the economy rebounds, your asset will instantly hold a higher value. That typically only happens as you produce and profit more.

Guess what else costs less during a recession? Real estate. Maybe you’re a student or young dentist who wants to buy some for a start-up…you’re buying it on sale. Maybe you’d rather lease space for a start-up or lease the space in the practice you’re going to buy. Win and/or win… you’ll either buy low and win, or you’ll lease low and win. Side bonus… they’ll be fewer people looking to buy and/or lease…translation…you’ll have more options and more opportunities to negotiate.

If you’re thinking about a renovation or a build-out…you’ll be able to afford moves that would’ve been impossible otherwise. Imagine either leveling up your build out, knowing you’ll have more value later, or choosing to stay lean and spending less. Add to that, the speed and service you get will greatly improve. Translation…you get to productivity faster, and you have less stress in the process.

The last win for this read…equipment. Equipment that has traditionally been cost-prohibitive and hard to come by will be readily available. Translation…you’ll have access to more incentives than dentistry has seen in ages; you’ll also get your equipment fast.

Friends, this isn’t just a good time for you to be a graduating dental student or young dentist…it’s a great time!

If you’re looking for more information on start-ups or acquisitions, we’ll be releasing a FREE step-by-step guide for all who register and ask. Just visit https://ignitedds.com/.

Till next time…remember…Together We Rise!

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: Learning How to Train Differently, with David Rice, DDS

The Three T’s For Dominating Dental Referrals

Travis Rodgers

How often can you say you DOMINATED in something? Domination is the exercise of mastery and supremacy. Many can say they have dominated a few times, but to dominate over a long period takes much more. It takes a shift in mindset, and it takes disciple, process, training, and confidence.

Michael Phelps, Michael Jordan, Wayne Gretzky, Tiger Woods, Serena Williams, Wayne Gretzky, and Usain Bolt dominated during their careers because they all had excellent training, had remarkable tenacity, and tracked everything.

To dominate dental referrals for general dentists and dental specialists, the same applies. You must track key referral metrics, get trained on how to better manage and increase referrals, and you must have the tenacity to stick to a process. These are the three T’s.

In my two decades in the dental industry, I have been to many retirement parties, but one I attended last month stood out above them all. This dentist was a long-time client who had used my systems and processes for referral management, and he dominated. When he retired at 57, he had more than enough money to live

well for the rest of his life.

At his retirement party, the room was packed with hundreds of former patients to celebrate the dentist they knew and loved. His patients saw him as an extension of their family and their community. His beautiful wife and kids stood next to him on stage with big smiles of pride beaming on their faces.

It was a touching ceremony, and after the festivities wound down, I pulled him aside and asked him a straightforward question, “What was the secret to your success?” He smiled at me, showing that he knew I already knew the answer, “I grew my practice almost 100% by referrals.” I could see him start to get choked up as he looked me in the eyes and shook my hand with pride. He had done it.

This story is not alone. After building referral solutions in the dental industry for almost 20 years, our data at OneClick Referral shows that 88% of dentists identify referrals from current patients as their #1 most successful marketing method. Nothing is better than having your patients leave your office saying, “I Luv My Dentist.”

Most dental specialists will tell you they “live and die” by referrals. Sometimes it only takes a few offices to make the difference between success and failure as a dental specialist.

Dr. Snehal Patel of Lorton Oral Surgery is an example of that. He doubled his revenue by implementing our system with only one referring office. This improved his referral no-show rate by 32%, which equated to 1,432 referrals over three years. That correlated to approximately $4m in revenue.

Dental practices that DOMINATE follow the “Three T Method” for Referral Domination.

• Tracking

• Training

• Tenacity

TRACKING

Let’s start with some stats:

• People are 400% more likely to buy from you when they are referred.

• 90% of people trust recommendations from people they know.

• Referred patients are 16% more profitable than non-referred patients.

• 84% of GP-to-Specialist patients come through referrals.

• 34% of the time, when a patient is referred to a dental specialist by paper, they never go.

• Less than 2% of dental practices use a tool to manage and track their referrals.

The last stat should be the most alarming but more than anything, it should be viewed as the greatest opportunity to dominate in

your market area. Every practice should be a “referral machine.” The only way a machine works smoothly is by using a tool and consistently following a process.

1. Every practice should be tracking metrics for referrals:

2. Rank all referrals from A to D.

3. Average response time from your team to respond to referrals.

4. Number of referrals per colleague and patient.

5. Revenue by referral source.

6. Marketing dollars spent on referral sources.

TRAINING

Dentists and teams typically have no formal training in sales and feel reluctant to ask for referrals or have no formal process or tool to manage them. Dental practices need to shift their mindset from selling to serving, and when you are serving, it is easy to ask if you can serve more. The truth is that nothing beats the trust you gain when someone recommends you to their friends, family, colleagues, and coworkers.

We have worked with hundreds of dental practices over the past two decades, training them on how to manage referrals better. Every practice should have a CRP (Certified Referral Professional) on staff to manage internal and external referrals. To learn more about available training, visit the Referral Academy.

TENACITY

Most practices will say they have “tried” to implement a referral program but only a few stick to a process or tool long enough to reap the benefits. A referral program that dominates does not

“… I have been to many retirement parties, but one I attended last month stood out above them all. This dentist was a long-time client who had used my systems and processes for referral management, and he dominated.”

5 fun facts 5 fun facts

twice as nice uniforms twice as nice uniforms

happen overnight, but it always gets you the best patients and the best results.

Research has confirmed that referred patients are more profitable and more enjoyable to work with than those that come from any other form of marketing. Unfortunately, while 75% of people choose their dentist based on the recommendation of a friend, very few dentists have mastered the art and science of generating referrals, but more importantly, most don’t stick with a plan long enough to reap the benefits.

According to the book “Raving Referrals for Dentists” by Brandon Barnum and Julieanne O’Connor, there are “7 Laws of Raving Referrals”.

1. Every Referral Starts with Trust

2. The More You Give, the More You Receive

3. Relationships Trigger Transactions

4. Stellar Service Creates Stellar Success

5. Delighted Patients Refer Delightful Patients

6. The Fortune is in the Follow-Up

7. Everyone Wins, or No One Wins

Great smiles change lives. Great smiles create love. Great dental practices grow by referrals. It is one thing to be good at referrals, but it is much different to dominate referrals.

Referred patients are always a joy to see when they come into your office. These are the patients that accept your treatment plans without question. These are the patients who share stories of the impact you have had on their lives. While you may never see them outside your office, they consider you a friend and recommend you whenever possible.

General dentists and dental specialists alike can flourish in any economy, and with very little marketing efforts by focusing on expanding and nurturing patient and colleague referrals. Follow my proven process and put your referrals from patients and colleagues on autopilot. It is easy when you follow a proven plan.

Mr. Rodgers was the first to build an electronic referral in the dental industry in 2003, now called OneClick Referral. He was the first to build an integrated and automated word-ofmouth referral system. He is also the founder of the Referral Academy, which trains dental teams on how to manage referrals better. He is widely known as “The Referral

Guy” in the dental industry.

PODCAST: Tech Innovations, with Travis Rodgers & Jim Gerson

5. Designed by a Dental Professional and her dog, kidding!!

1. Temperature Regulating

2. Infection Control Compliant

We solved the office thermostat wars! We will keep you cool when you are hot, warm when you are cold!

3. We have office and DSO uniform and branding programs

We make uniform ordering easy! We really do

4 We have school and white coat ceremony programs

Stylish, comfortable and SAFE!

Free personalized hanger with every uniform or labcoat!

How Your Next Vacation Could Inspire $100k in Yearly Revenue

Karan Nijhawan

Have you ever wondered if you could travel the world (for free), host small intimate gatherings where you can facilitate growth and transformation, and be recognized as the top expert in your field? If so, you should consider hosting your own private retreats, and this article will break down how you can add $100K to your annual income with these small events.

People are starving for connection. The last few years of video calls have people feeling burned out, and they are ready to shake hands, break bread, and travel the world (especially if they can make it a business expense).

This is where retreats come in: small 5-15 person events, where you create meaningful growth and transformation for a group of humans that have a specific problem and goal, that you just so happen to have the solution for.

Imagine your audience flying in from all over the world, to a beautiful luxury villa in the mountains, where your private chef serves an unforgettable welcome dinner for your group, as you thank your guests for attending your retreat.

Let’s say you like this idea; where do you start?

The first step is to find a niche that you are passionate about and cater your event to a specific audience. This could be anything from yoga and meditation to a specific dental procedure that you are incredible at. Nothing is a “bad” idea - I’ve worked with

dentists selling spiritual coaching and laughter yoga - in fact, the more niche the idea, the better.

I know what you’re thinking, “but Karan, why would I niche? I can help everyone!” - the problem lies in that statement with one keyword, “everyone.” Who is everyone? If you focus on everyone, you will speak to no one.

You want to be abundantly clear as to who your event is for, and, just as importantly, who the event is not for. When you bring a group of like-minded humans together, you do not need to niche into a job title, profession, or even industry - you can niche by psychographics.

Psychographics represent qualities and characteristics of your ideal clients - for example, “this retreat is for open-minded women, who love the outdoors, have a genuine interest in self-care, and want to turn their ideas into a profitable side-income.” This could represent women in multiple industries who are interested in starting their own business - this way, your niche can become the dreams and desires of your ideal clients.

Once you have a topic and niche in mind, next comes finding the perfect location for the transformation you’re looking to create. This could be a beach in Jamaica, a mountain villa in Mexico, a remote cabin in Los Angeles, a bustling city like New York - the options are endless. Consider the type of experience you want to create and choose a location that aligns with that vision.

Does your ideal audience prefer private villas in the jungle? Do they prefer being on a beach where they can journal every morning? Do they want to go hiking with you in Peru because health & wellness is missing from their life?

Where most people go wrong is that they market an event, and fail to think about what their audience truly wants. Your ideal client must be able to see themselves in the future in a destination that speaks to them.

Now the fun part - “how the heck do I price these things”? After hosting over 200+ events myself, the answer is quite simple: it depends. How many people do you want there? What are your costs? How much revenue and profit are you looking to make?

All of these factors will play a role in pricing, and as a rule of thumb, I generally suggest taking your costs, adding a 200% markup, and using that as your starting price.

So if your cost is $1000 per person, price your retreat at $3,000, and with just 1-3 retreats a year, depending on your pricing, you can reach $100K in revenue within 12 months.

You might feel self-doubt and imposter syndrome creep in here, wondering why people would pay you so much money to attend your event. But I’d like to offer you a reframe opportunity - a reframe means taking a look at your situation with a different lens.

Think about how long you’ve worked, how much money you’ve spent, and how many long days you’ve put into getting extremely good at what you do. It’s taken you years, maybe decades, to become an expert at the thing people ask you for advice on. That expertise is worth something - your ability to solve a unique problem for someone is causing them pain every single day is causing them a great deal of pain, anxiety, and discomfort. Isn’t it fair that you get compensated appropriately for the expertise you have?

We often see that free advice is rarely acted upon, and again, your event is for a unique group of humans that don’t want to use Google to solve their problems anymore.

And next, comes the question that is on the tip of your tongue“how do I market my retreat?” - but let me take it a step further, and edit this question to read, “how do I market my retreat, for my exact ideal audience, without spending money on advertising, and without feeling slimy about the sales process”?

Doesn’t that sound more accurate as to what’s on your mind?

If you’ve been following the above steps so far, marketing becomes fun. The quickest way my clients have sold out their retreats is by marketing at least 6-9 months in advance, having their first two

ticket sales come from friends/clients that they already have a deep relationship with.

Reach out to your network, pick two people who you know are the exact fit for your upcoming retreat, and share your idea with them. Once you get them on a call, tell them your vision, ask about their situation, and if they are a fit, offer an early bird discount to make their decision even easier.

Once you have your first sale, the momentum kicks in, and you begin to effortlessly market your event! My personal favorite strategies are creating posts on social media talking about the event, doing a weekly video or Livestream, creating referral programs, and tapping into my existing network to see who might be a fit for the event.

And that, my friend, is the structure on how to make $100,000 in revenue each year with 5-15 person intimate retreats!

In addition to being fulfilling and profitable, hosting retreats can also be a great way to build your reputation and expertise in your field. As you host more retreats and receive positive feedback from attendees, you can use that experience to build your brand and establish yourself as a leader in your niche.

And if you’d like to learn the full A to Z blueprint on hosting profitable retreats, join our next live training at https://karannijhawan.com/profitableretreats and enter code “DEW” for a special discount!

Karan Nijhawan is the Founder of The Expansion Project, a movement that focuses on helping dentists design their dream life while overcoming self-doubt, imposter syndrome, and the feeling of not being “good enough”. He’s an Expansive Life Coach, podcaster, actor, and helps people create their dream life in months, instead of years. Since starting the company 5 years ago, he’s hosted over 200+ dinners, events, workshops, and retreats, helping people worldwide create a better life that they don’t need a vacation from. He’s also worked with major companies like Forbes, Staples, and Providence Healthcare, hosting workshops around happiness and fulfillment. He is on a mission to help dental professionals across the world overcome self-doubt, worry, and social isolation....all while maximizing their (not-so-promised) 4,000 weeks. karan@jube.ca

A Personal Trainer, But for the OP

Stephanie Botts

Iclearly remember thinking this one day as I was hunching over my patient with my back screaming at me. "I just need someone to come in and watch me work so I can get an objective view of my posture and habits." I thought this because, over my 14-year career as a full-time clinical hygienist, I knew my ergonomics were not good, and my pain had pushed me to my breaking point.

I love being a hygienist. I love helping my patients achieve better health. Honestly, I love the feeling and sound of calculus flying off the teeth! Dental hygiene has given me so much; a stable income, strong relationships with my patients and coworkers, and is constantly pushing and challenging me.

For the first ten years of my career, I experienced very little in the form of pain and fatigue. I mistakenly thought I was somehow "immune" to the body issues I heard my fellow hygienists complaining about. Pain was rarely on my mind, as I didn't experience it often. I focused on improving my clinical skills, learning new technologies, and enjoying my life.

Then the pain came. And did it come! At first, I noticed it at the end of my work week, but then it gradually increased to the point where I was constantly in pain, whether I was working or not. It disrupted every aspect of my life. My work performance was declining, my mental health was suffering, and I could no longer enjoy things I once did, like outdoor activities, working out, and socializing with friends. Now pain was ever-present on my mind. I went from rarely thinking about pain, to pain being all I thought about.

During this time, I saw everyone I could think of; chiropractors, massage therapists, acupuncturists, physical therapists, personal trainers, and more. While these treatments helped some, I was still in considerable pain, and my quality of life was quite compromised. I didn't know this at the time, but I was spinning my wheels because I wasn't adjusting the SOURCE of my pain, which was my behavior in the operatory.

I decided to re-learn ergonomics (due to the fact I felt like I had forgotten everything I learned in school about positioning, neutral posture, etc.). I took some courses, read some studies, and started implementing changes in the operatory. I almost immediately felt the difference. I had less pain, more energy, and I found the joy of practicing dental hygiene again. When my pain was at its worst, I started to resent my job and my patients. This is not me at all! But that's what pain does; it turns you into someone you're not.

As I learned more about ergonomics and felt the difference it made, a light bulb went off. I thought, "what if I could help other dental clinicians with their ergonomics? What if I could be that person I wished I had when I struggled?" I knew I was not the only one in dentistry struggling with posture, ergonomics, and pain. So I decided to return to school, get certified in ergonomics, and start a business. Just like that, I was an entrepreneur.

Looking back, I think I've always had an entrepreneurial spirit. Over the years, I've had ideas for products or businesses but never took action. When this idea came, however, it was almost as if I didn't think about it at all; I just acted.

Since it was over COVID, I got certified online as a Certified

Ergonomics Assessment Specialist. Unfortunately, there is no "dental ergonomics" certification or training available, so the program I did was about general principles of ergonomics. After I got certified, I had to figure out how to apply this to dentistry. I observed many clinicians that were gracious enough to let me watch them practice, so I could discover the unique challenges we face in dentistry. I had a pretty good grasp on hygienists' issues, but what about dentists, assistants, and the front desk?

Developing my program allowed me to combine what I know as a hygienist, my new knowledge of ergonomics, and my passion for helping others. After some time and many observations, I had a clearer picture of the unique challenges we ALL face in dentistry and developed my assessment and coaching program.

Getting my business started was one of the most challenging things I've ever done. I didn't have any business experience, so I hired a coach to help me navigate getting up and running, and I'm so glad I did! My business, PosturePros, is a little over one year old. I still practice clinically about 1-2 days a week. The rest of the time is focused on my clients, my social media platforms, and giving CE on ergonomics across the country to dental and dental hygiene associations.

I absolutely relish my appointments with my clients. I love spending time with them, assessing their habits, and discovering ways they can practice safer. While I see some common themes with each practitioner type, everyone is unique, and the solutions are not cookie-cutter. That's what I like: the challenge of developing solutions for everyone.

My experience as a hygienist has prepared me well for being an ergonomics coach. Hygienists are very detail oriented, which has served me well in this new role. When I'm with a client, I assess so many details. How they are sitting/standing, their patient positioning, their operatory layout, how they move around their operatory, their instrument/supply placement, and so much more. I am assessing the client from their head to their feet, and nothing gets left out!

I feel like I am similar to a personal trainer, but for the dental

operatory. When we have a trainer helping us at the gym, they watch our form and posture and advise ways to exercise most effectively without getting hurt. This is EXACTLY what I do in the op.

I love this new life I've created for myself. It's challenging, humbling, exciting, confusing, scary, joyful, and many more emotions depending on the day! I sometimes feel like I'm getting the hang of it, then at times, I feel just as lost as I did at the beginning.

I have discovered the incredible power of networking and asking for guidance. I've always been very independent and rarely ask for help. But I have learned that you cannot do it alone, especially being a baby entrepreneur. There are people out there, like those in the DEW network, that have been there and are eager to help. It's still not a natural reflex for me to ask for help, but it's getting easier, especially when there are many successful, smart, and caring women entrepreneurs.

Being an entrepreneur is so different and much more than I thought it would be. It takes considerable time, effort, and mental toughness, but the rewards far outweigh any roadblocks I have faced. If you are thinking about starting a business, don't discount your internal power or the power that others have. You have NO IDEA what you're capable of.

Ms. Stephanie Botts has been a clinical dental hygienist for over 14 years. She is a Certified Ergonomics Assessment Specialist providing both in-office and virtual ergonomics consulting and coaching to dental professionals. She also provides CE to dental and dental hygiene associations on the topic of ergonomics. Her experience as a clinical dental hygienist and ergonomics expert has allowed her to recognize the unique challenges of practicing pain-free in the dental setting. Stephanie believes that by learning effective strategies to optimize proper ergonomics both inside and outside the operatory, dental professionals can practice pain-free and ensure career longevity.

“When this idea came, however, it was almost as if I didn’t think about it at all; I just acted.”

Meet Dentistry’s Rising Star, Dr. Humam Salahieh

Luke Shapiro, DDS

Dr. Humam Salahieh, known as @dr.humie on TikTok and Instagram, is a rising star in the world of dental social media. Having started posting on social media less than 1 year ago, Dr. Humie’s videos have been reposted and passed around by everybody in the dental community, garnering millions of views. I had the opportunity to sit down and Zoom with him in what was meant to be a 20-minute interview that turned into an hour and a half of chilling, scheming, and “bro-ing out” as the kids say these days. It was very evident that Dr. Humie is going places in dental social media and beyond.

He went to the University of Detroit Mercy in Michigan for Dental school and is now working in private practice in Georgia. He splits his time between 2 practices, one fast-paced and the other slower but with bigger, more complex cases - something he highly recommends to new grads looking to achieve balance and learn the two types of practicing dentistry.

Q: WHEN DID YOU START YOUR ACCOUNT?

“I’ve had Instagram for a while but was not very active. I started TikTok in late 2021.”

Q: SO WHEN DID YOU BECOME ACTIVE?

“My first video was around April or May 2022.”

Q: WHAT PROMPTED YOU TO START IT?

“I’ve always had a passion for music and film since I was young. I put it on hold in dental school even though I was still in a band, recording original music throughout. After practicing for a few years, I hit a point where I was doing a routine day-to-day and had to reflect on what it is that I enjoy doing outside of dentistry that could bring back the excitement of going to work every day. I was a super TikTok hater and thought it was going to ruin the world (I still kinda think that, haha). My assistant would show me videos of dentists and staff dancing, and everyone was super happy, and I was like, this is not real life. I personally could not relate to any of it. I wanted to show the real side of what it’s like to work in this field and the day-to-day struggles and dilemmas that we go through but in a comedic and dramatic way. We started making a few videos to test the app, and our first big video that blew up was the one where the assistant was running to get an instrument for the doctor.”

Q: DID YOU KNOW THAT VIDEO WAS GOING TO GO VIRAL?

“Honestly, no. Even to this day, I never know if a video will do well or not. And that’s not the priority. I usually get inspired by something that happens at work and think: Hey, this is funny. I am sure I am not the only one dealing with this. Let’s make it into a video and see what happens. During the editing process, if I am laughing, then I know I made something that other people will relate to, and that’s what matters to me at the end of the day.”

Q: WHAT’S YOUR VIDEO SETUP WHEN YOU SHOOT? AND WHO EDITS? ETC?

“iPhone. I shoot, edit, and do everything myself. There are two videos where I even recorded music in my studio, especially for the videos, because I wasn’t able to use the original tracks due to copyright issues. I shoot at the end of the day after patient care. I usually have everything planned out in my head before I turn on the camera. I’ll know exactly what angles to shoot, what line to give a staff member, etc. If a video requires a lot of dialogue (like Friday the 13th), I’ll write a script at home and print it out. When you plan properly, the process itself shouldn’t take more than 15-20 minutes.”

Q: HOW DO YOU MOTIVATE YOUR TEAM?

“I’ll buy them lunch from time to time, but I think they enjoy it too. They get excited when they see the final product. Making these videos has been a great bonding activity for our team. We all come together and laugh so much when we film. Suddenly, the stress of the day is gone. And we’ve all gotten closer because of it. Now I’ll have some team members come to me and recommend ideas and give their input on how we should film it, etc. It’s really fun.”

Q: DO YOU HAVE ANY FORMAL TRAINING?

“No, it’s all self-taught. If I like a certain movie, I will research all the behind-the-scenes footage and absorb it like a sponge. I love to learn about why a scene triggered an emotional response or why a certain shot was taken from this angle, etc. I’ve also been doing it for a while. When I was 10, I would make very dramatic videos using pictures of my family with Spiderman music in the background.”

Q: HAVE YOU GOTTEN ANY PATIENTS FROM THE VIDEOS? DO EXISTING PATIENTS ENGAGE WITH IT?

“Yes, we’ll get new patients every now and then that tell us they found us on TikTok or Instagram, which is great because they feel like they already know us before stepping foot in our practice. As for engaging, most patients are shy and don’t feel comfortable acting in front of others. But every once in a while, I’ll get a patient who asks to be in a video and has no problem acting.”

Q: WHAT ADVICE DO YOU HAVE FOR DENTAL OFFICES STARTING OUT ON SOCIAL MEDIA?

“Have a clear intention on why you want to do it. Is it to attract patients or staff members? To promote a specific service you pro-

vide? Or merely for pure fun? Everyone has a different agenda, but the most important advice I can give is that people just want to connect with you. They don’t care about what material you use for composite or how fast you can crank out a porcelain crown prep. They just want to feel heard. Ultimately that’s what social media is all about. Keep that in mind when posting on this platform, and always ask yourself, how is this relatable, and what is my message behind this video?”

What’s up next for @dr.humie?

“You’ll have to wait and see.”

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

The Dangers of Pediatric Sleep Apnea and How Dentists Can Help

Dr. Meghna Dassani

Sleep apnea is often considered an adult disorder. But an estimated 3-6% of children also suffer from sleep apnea. And pediatric sleep apnea can cause serious problems with children’s growth and development if left untreated.

When children have sleep apnea, they experience breathing interruptions while they sleep. These interruptions last between 20 and 30 seconds and can happen up to 30 times an hour.

Breathing interruptions occur when the muscles at the back of children’s throats relax too much and block their airways.

When children stop breathing, however briefly, their bodies’ oxygen levels drop, and their carbon dioxide levels rise. This causes their brains to awaken to get them breathing again.

These awakenings usually happen so quickly that children fall back asleep before they realize they woke up. But repeatedly waking up and falling back asleep leads to poor sleep quality. And poor sleep negatively impacts children’s health, behavior, and learning abilities.

Dentists are often the first medical professionals to notice signs of sleep apnea in children.

Dentists play a pivotal role in improving children’s sleep quality so kids can get the rest they need to lead healthy, happy lives.

Pediatric sleep apnea can be difficult to spot, especially if children’s symptoms are mild or intermittent or their parents are unaware of the disorder. But dentists can help identify pediatric sleep apnea through dental exams.

WHAT IS PEDIATRIC SLEEP APNEA?

The term sleep apnea refers to a pause in breathing during sleep. Apneas can happen dozens or even hundreds of times each night and adversely affect sleep quality. Sleep apnea can lead to daytime fatigue, irritability, and difficulty concentrating. In severe cases, it can also interfere with growth and development and lead to diabetes or heart disease.

Pediatric sleep apnea often occurs when enlarged tonsils or adenoids block a child’s airway.

Obesity can also contribute to sleep apnea. Extra weight around the neck can narrow a child’s airway.

Signs of pediatric sleep apnea include:

• Snoring

• Gasping or choking during sleep

• Difficulty staying asleep

• Night sweats

• Bedwetting

• And excessive daytime fatigue

WHAT ARE THE POTENTIAL CAUSES AND DANGERS OF PEDIATRIC SLEEP APNEA?

A variety of factors can cause sleep apnea. But the most common cause is enlarged tonsils or adenoids. Other factors that may lead to pediatric sleep apnea include:

• A family history of sleep apnea

• Mouth or jaw problems that narrow a child’s airway

• Being overweight

• A large tongue

• Certain medical conditions, such as Down syndrome or cerebral palsy

Left untreated, pediatric sleep apnea can lead to the following:

• Irritability or moodiness

• Excessive daytime fatigue

• Difficulty concentrating

• Hyperactivity

• Bedwetting

• Learning difficulties

• Slow growth and development

• Speech impairments

• Obesity

• Cardiovascular issues, including high blood pressure

HOW CAN YOU SCREEN FOR PEDIATRIC SLEEP APNEA?

Dentists are unable to diagnose pediatric sleep apnea. But we can screen for symptoms and let parents know if their children are at an increased risk and be proactive in caring for these kids. A common screening tool is called the QOL-18 questionnaire. This questionnaire asks about key symptoms and risk factors. This helps assess the number of risk factors a child has. During an oral exam, dentists can also screen for obstructive or developmental discrepancies that might be compromising the child’s airway.

Pediatric sleep apnea is commonly undiagnosed. And so many people are unaware of the disorder’s dangers. But sleep apnea affects all aspects of a child’s development, health, and even their behavior.

If left untreated, pediatric sleep apnea can lead to problems with growth, behavior, and learning.

Many children with sleep apnea can find relief with lifestyle changes, such as losing weight or avoiding sleeping on their backs. In some cases, surgery may be necessary to remove the tonsils or adenoids. With proper treatment, most children with sleep apnea can get the rest they need to stay healthy and thrive.

HOW TO SCREEN KIDS FOR PEDIATRIC SLEEP APNEA

Dentists play an important role in the detection and treatment of pediatric sleep apnea. Because sleep apnea is characterized by pauses in breathing during sleep, the disorder often goes undetected.

However, dentists can look for signs of sleep apnea during routine exams. For example, they can check the size of children’s tonsils and jaws to see if the tonsils are enlarged, or the jaw is small. Both of these factors can contribute to pediatric sleep apnea.

Dentists can also ask questions about children's sleep habits and any snoring or gasping that may occur at night. If a dentist suspects a child may have sleep apnea, they can refer the family to a sleep specialist for further testing.

TIPS FOR COMMUNICATING WITH PARENTS

Many parents may be unaware of the serious consequences that sleep apnea can have. So dentists need to communicate with parents about the disorder and its risks.

Here are some tips to make those conversations go as smoothly as possible:

1. Get trained!

Dentists should educate themselves about pediatric sleep apnea. The more information they get, the better equipped they will be to answer parents’ questions and address their concerns.

2. Be direct!

Dentists should be open and transparent about the risks and potential consequences of untreated sleep apnea.

3. Have empathy!

Dentists should also be sensitive to how this conversation might be difficult to hear. Parents may worry about their children’s health and future. Or they might feel they did something wrong if their children have the disorder.

4. Dentists should offer parents helpful resources and support.

It’s good for parents to know as much as they can about the disorder. Plus, it helps to let parents know they aren’t the only family struggling with sleep apnea.

Sleep apnea affects all aspects of a child’s development and behavior. When you help a child sleep well, you change their lives, and often relieve family tensions.

Together we can all be the change for our children, our future generations.

Dr. Meghna Dassani is an internationally educated dentist practicing in Houston, Texas. She received her initial dental training from the University of Mumbai, India, where she graduated in 1996, and she operated a successful practice there for 6 years prior to moving to the US. She has a passion for providing patients with the highest quality of care that will benefit their overall health. Screening and treatment of obstructive sleep apnea in adults and children is an integral part of her practice. Her vision and goal for herself and her team are to help patients with sleep-disordered breathing get the treatment they need to live healthier, happier lives.

Practice Makes Perfect

“Dr. Earl Douglas and the staff at ADS South have been real helpful in steering me in the right direction in the purchase of my first practice. Dr. Douglas’s experience, organization and detail-orientation, pointed out to me where improvement is needed and how to go about achieving it.”

Elizabeth H. Guerrero, DDS

Lead With Values – My Journey Through Dentistry and Diabetes

Aimee Vail

As a child, I was one of the most financially challenged students. Raised by a strong single mother struggling to figure out her own life while raising a young child and lacking a support system, the odds were stacked against me. My father was nowhere to be found, so she did the best she could with a very determined, overweight, hyperactive child. Riding the city bus and eating government cheese with my mother, my current path was bleak. I knew I had to fight to crawl my way out of the lowest socio-economic stronghold but I found myself in trouble instead. I searched for my own values, though when I found myself out of the house, expelled from high school at 17, I knew college would not be in my cards until I made some fundamental changes to my value system. Looking back now at the situation I was in, it was clear, I needed to blaze a new path to be able to present the very different woman before you today.

I DECIDED TO SHOW UP and ship out.

Ship out I did, right to basic training. Facing high school expulsion, I looked to the military to instill the core values that serve me today both professionally and personally. I needed to push

myself to be better.

It was two years later that I discovered my true passion – dentistry; it has been rewarding and carried me since the youthful age of 19 in various roles.

I chose the harder path, embarking on the road to obtain a college degree, the first step in changing the trajectory of my life. The military paid for my college tuition for both of my undergraduate degrees, one being Dental Hygiene. I exited the military after six glorious years and earned the Army Achievement Medal (AAM).

By this time, I was a dental hygienist and secured a position in a very busy Community Health Center where I rose to leadership as their Clinical Coordinator. I started using my own values to create systems and processes for the Dental Department, all while gaining experience in Operations. I came up through the public welfare and health system as a child, so when the opportunity arose to give back to the community, I welcomed the chance. One of the best opportunities that fit right into my values of selfless

service was joining The National Health Service Corp, where I was a member for three years. In turn, some of my student loan debt was waived for working in an underserved area.

After I had my first son, I left the Center and reduced my hours. I started temping as a hygienist and finding my way. I thought I knew that direct patient care was not where I was going to end up. Again, it was time to push myself. I began working towards obtaining my Master of Public Health degree right after graduating from dental hygiene in 2004, but when my mom fell ill with cancer, I had to delay my education to focus on her health. A few years later, upon completing my Master’s degree, I obtained employment with my alma mater, the University of New Haven, as a member of their Junior clinic faculty. It was not my favorite job in dentistry, but as an infinite learner, I appreciated the opportunity.

During all of this, I got married and grew my family. Now with 3 children to raise, I decided to support my husband in following his dream, and we opened a business in 2010. This was one of the best experiences because I really got a good understanding of running a business. It also had nothing to do with Dental! We owned an auto repair, towing, and autobody shop and sold used cars. I loved selling cars! It was during this time I discovered large groups and started adding fleet contracts to our business. We were doing a quarter of a million in sales when I left. I took that knowledge and experience back to the dental field and now navigate a multimillion-dollar territory for my company.

While the business was successful, the marriage was not. When I left him, I had a house in foreclosure and no employment with three young children. I was devastated to leave it all behind, but it was time to push myself again because it truly was a distraction from what I was really meant to accomplish. After I woke up and divorced him, I went back to my true passion, dentistry! Armed with the knowledge of business management, the need to support my family, and the values I engrained in myself, I found my courage again.

I am still not sure who found who at Centrix!

This company has been one of the most rewarding and fulfilling positions I have ever held. I maxed out the compensation plan every year and won two annual awards during the four years I was employed. I was the top rep month over month, year over year, but I was getting bored. I had almost left coming up on two years ago, but the leadership recognized I could do more. I needed to be challenged, to push myself again.

Upon advocating for myself and my needs, my company gave me my own division, Special Markets or Multi-site division, in October 2021.

I was promoted to this leadership position and got a new boss. Ready to begin, right?

Alas, four days after that, I was diagnosed with diabetes, in addition to my high blood pressure. Given my dental hygiene background and the fact I was well over 330 pounds, I was devastated by the news and acted fast. It was me; I was the problem. I was extremely sick but had no idea how bad. The pandemic had delayed things. I had gained a lot of weight and was exhausted most of the time, but I thought it was because I was over 40! Last year was one of the hardest professionally and personally, though it was also one of the most pivotal years because of my transformation.

Discipline - one of my core values - kicked into high gear – the next day, I changed my entire diet. I almost passed out a few times the first week as I was adjusting to my new lifestyle. At the same time, my mother went into the hospital that same week for lung surgery due to her cancer. Luckily, I entered my new role slowly. As always, my company and friends supported me, and after I took some time to get her better, the work continued. I had to adjust to a new healthy way of living. With four young boys to feed at home, I started monitoring my glucose and cooking differently for myself to avoid exacerbating my disease. I also gave up alcohol, which was not as hard for me as the food, but I was committed 100% to my family, my career, and myself.

I armed myself with my Fitbit, a weight loss app, and sheer determination. I created small goals and celebrated every time the scale went down ten pounds.

The holidays were difficult, but I maintained my diet and exercise, and it was time to push again, I dropped 50 pounds by March and was taken off medication. It was so hard, I could not cheat on the diet, not even once, and it was not easy to maintain with a travel schedule. I packed my own snacks and drinks in my luggage to make sure I stayed focused. I was elated when I no longer needed seatbelt extenders on the airplane! My clothes were falling off, and I needed a wardrobe change multiple times throughout the year, which was not cheap, and then life decided that I was not being challenged enough come summer.

I had pulled the aforementioned property out of foreclosure after my first divorce and turned the house into a rental property. As I am traveling extensively and implementing the systems and processes for my new department, I am financially drowning and about to lose both my houses because my tenants threatened my financial position. I now had to add construction to my skill set and raise the value to 60k to sell in three months. Armed with a low budget and a 401k loan, I found the strength to learn how to lay flooring, cut trim, and put up drywall on my weekends. I was also so grateful to have lost most of the 100 pounds by then because I would have been extremely challenged flipping a house

with no air conditioning in the summer at well over 300 pounds. After raising the value and selling the property in October, I found myself back in direct patient care, a couple of Saturdays a month, when I am not flying around the country for my new position, because of the extensive work needed to sell the property. Thank goodness for dental hygiene! While I have adjusted and changed the financial trajectory again for 2023, I am loving my new pediatric patients and am so glad to be back in scrubs!

Now, my entire world has opened up, I had no idea there was this side of dentistry. When I travel, I am immersed in professional and personal development, surrounded by leaders in dentistry. During the week, I tell the team constantly that I work for them, given one of my values is selfless service. I take loving care of myself now and enjoy my new clothes! It was challenging because first, I had been with my peers for a long time, and suddenly I stepped into a management role, and second, the organization did not have a Special Markets department! I am still amazed every day at how the department is evolving and what we all are building together.

Recently, a close friend asked if I was doing too much and mentioned my health. I truly appreciated the concern, but I am healthy now, I am high energy, I am woman, and I have so much more to give.

2023 brings new goals and dreams to make reality, and unfortunately, a new divorce attorney because I need to be happy. My career is amazing, I am connecting and learning from the most fabulous people in the industry. My diabetes is in remission, I fit into my military uniform again, and I have an entire army of women to support me, for which I cannot express enough gratitude. And when they need me, I am ready to fall in rank and be a soldier for them.

I am also so appreciative for the opportunity that Centrix gave me, and I have so much fun doing it! This past year has been one

of transformation, growth, and zero boredom! As of now, I have lost over 100 pounds, and I am the sales leader for DSOs (Dental Support Organizations), GPOs, institutions, and my fave CHCs, in addition to helping the sales team learn the ins and outs of Special Markets. I will always lead with my core values as it serves as a foundation for my health, happiness, and servitude to others. It is the passion that fuels the fire within us to overcome any obstacle that gets in the way of our dreams and goals. It is an amazing time in dentistry right now, and I am happy to be healthy and enjoying it!

Aimee has been a dental professional since 1999 and a US Army veteran. She received her undergraduate degree in Dental Hygiene in 2004, and a Master's degree in Healthcare Administration/Education in 2011. She has held various leadership positions in the dental industry and is the current Special Markets Manager for Centrix. Aimee serves as the sales leader for the Centrix Multi-site division, including National, Mid-market, Regional, and Local DSO’s group accounts, Institutions, CHC’s, and Purchasing Organizations. She is passionate about caries prevention and infinite learning, which includes presently studying to earn her Oral Systemic Educator certificate through the National Network of Healthcare Hygienists. She lives in Connecticut with her three sons and two dogs.

Now, my entire world has opened up, I had no idea there was this side of dentistry.

Hundreds of thousands of kids receive dental care each year, usually for free or at a reduced cost, through the nonprofit dental clinics we support. Their work is made possible because of generous product donors including SS White Dental, who recently donated carbide burs worth more than $1 MILLION! Thanks to them, 55 safety-net clinics can stretch their resources to provide restorative care for more kids in underserved communities across America.

Help more kids get the dental care they need.

See how easy it is to donate products at AmericasToothfairy.org/donate-a-product.

Kids’ Community Dental Clinic, Burbank, CA

I’ve Arrived: From $100 in the Bank to Generational Wealth in Less Than 3 Years.

Dr. Maggie W. Augustyn

“Dr. Augustyn, you have created what we refer to as generational wealth in your practice,” Kyle Francis of Professional Transition Strategies said to me after evaluating Happy Tooth, our general dentistry practice end of 2022. I think Kyle noticed an emotional reaction on my face, via the zoom call. Tears pulled from my eyes, and I fought tirelessly to prevent them from running amok. Having left the meeting, much to my surprise, I felt a loss of control, and I fell to my knees, crying, covering my mouth so as not to make a sound.

I was bewildered at my own reaction. I felt a combination of astonishment, gratitude, fear, and an endless sense of pride (something entirely foreign to me). You can work tirelessly your entire life, never expecting to hear those words. Is this what it felt like to ‘have made it,’ I wondered.

Is this what it was like to have a reward for relentless and painstaking effort? I felt so lucky, except luck didn’t get me to hear those words coming out of Kyle’s mouth; it was an uncompromising improvement, incessant hard work, and some blood, sweat, and tears that did it. I’d had an unquenched thirst for learning as far back as I can remember. Kyle described me, in our meeting, as a ‘growth junkie,’ and I couldn’t have agreed more. From the

moment I understood what growth of self had stood for, as distant as 7th grade, I had chased it each and every day; I still do today. And apparently, that’s how I’d arrived.

FAILING, IN DEBT, AND BROKE.

A few years before the pandemic, I sat down to calculate the value of the services provided in our office. Happy Tooth, the name I’d come up in before graduating from dental school, was predominately an HMO and public aid practice. We prided ourselves on serving anyone and every one, on this tumultuous walk of life.

On an average year, we saw a total of 10,500 patients and had 800 or so new patients knocking on our doors asking to be seen. Our days were in a fast-forward motion, with no pause button in sight. We were running between rooms and needed roller skates to keep up with demand. The full fee for services rendered at Happy Tooth hovered in the mid-4 million dollar range. Our collection on those services was roughly at 25%; our overhead was between 69 and 75%.

This meant that what we had leftover before paying ourselves as providers, let alone owners, on said $4M+ practice was at a little

less than 10%. 10% split between 2 partners. 10%. There were many days that we had a hundred dollars in our operating account, and our only perceived savings was the line of credit on our practice. We had so much credit card debt at such high-interest rates that I personally paid it off using my savings to reduce the liability of late payments.

And even amidst the financial struggle, much of the work I was doing felt like it was worth it. I thought I was fulfilling the purpose of my presence, serving those who had few or no choices. I thought I was serving humanity. The truth was that I was volunteering more than I was serving. I was so burnt out during those years that in my yelp reviews from 2018 and before, patients referred to me as standoffish, unprofessional, and agitated. The slogan of our office: “Happy Tooth. Happy Patient. Happy Day.” was not applicable to any part other than the tooth. I was serving others with an attitude unbecoming of a compassionate provider. I was serving others and was strongly disliked; in fact, I also disliked others.

I was miserable. Yet, I kept going like that for years because I didn’t know any better. I kept going like that for years because my practice was such a failure; it would take decades to turn it around. And I didn’t have the strength for that. I felt helpless, lost, devoid of hope, and incapable of imagining possibilities. I was stuck, motionless, paralyzed by my own failure. There was no room in my future for what today’s reality has brought. And yet, with all of that, the next question in everyone’s mind must be: what changed? How do you go from no money in the bank to generational wealth? How long did it take? And, can I get there too?

A HARD DAY’S NIGHT

It would be blasphemous of me to say that cancer was one of the best things that ever happened to me. Yet, as difficult as it was, the experience and fight were so eye-opening that waking up from the aftermath of the trauma, I was projected toward life-changing decisions.

The life I had pre-cancer, the one painted above, was no longer a life I was willing to return to. And thus, the beginning of 2019, a search ensued. A search towards a fair reward for the output of energy and hard work. A search towards figuring out who I was, deep down, and not who others expected me to be. A search towards filling my own cup and not someone else’s. I searched for unapologetic authenticity.

A three-year commitment to life coaching sessions was the first step into finding that which made my heart glow. That gave me hope; the sessions made me identify my own deeply buried and undiscovered talents. With encouragement and newly found strength, I decided that the failed practice I was running was worth the effort it took to change it. I’d assumed that it would take a decade to rid of broken systems, which took 13 years to create. But even if it did take a decade, at least I’d be fulfilled at the finish line. Much to my surprise, the efforts of rediscovery and coaching paid off sooner. Instead of 10 years to turn it around, it took 3.

Three difficult years. Three years of concepts, meetings, planning, and thinking. Three years of 60-hour weeks. In 2022 alone, I had 24 contact hours with patients per week but worked 3 times that. Two of those three years were in coaching with Productive Dentist Academy, a guiding light. Two of those three years created a million-dollar growth in our practice receipts, profitability, and an overhead to be envied.

Two of those three years, I, along with my team was enveloped in uncomfortable change, difficult conversations, and materialized challenging concepts. I had to push myself daily to be a better leader, doing the right thing for the right reason and rising to the occasion in spite of exhaustion and frustration. I had to find hope and faith that it was going to be worth it in the end. I wish I could offer you a step-by-step guide on how exactly this change came about, but our process, our culture, or starting point was different than anyone else’s.

The only advice I can offer, on getting yourself to the other side of red, is to get help. Help from an expert who can lead you into

I was miserable. Yet, I kept going like that for years because I didn’t know any better.

growth, into the black. A coach, a consultant, or a mentor. Create accountability with that help. Create a commitment. Create a plan. And then move forward as fast or as slow as life allows. I forever offer myself as an example of what is possible, still in disbelief of the road ahead and behind me; I give my time away, speaking with anyone needing mentorship or guidance on the phone. I do this at least twice a month. Random people, struggling dentists looking for hope and a better way, are the people I fill my weekends with. You, as well, are welcome to be part of that conversation. Reach out to me, if moved to do so.

THE RESTLESS MIND, BODY, AND SOUL

I don’t know that I’d ever considered myself an entrepreneur. To me, an entrepreneur is someone who builds multiple ventures, materializes ideas, and monetizes them. But maybe there is room in that definition for a variation. Maybe an entrepreneur’s spirit is less about monetizing ideas and more about creating and realizing a vision. Maybe it’s more about the inception and less about the dollar; maybe it’s about change.

The spirit of an entrepreneur, for me, didn’t only entail the growth of my practice, its bottom line, or a handsome EBITA. Generational wealth was not part of the plan, not even a seed in my mind. ‘Focusing on the practice alone or its finances would have been too easy,’ I jokingly think in my head. I am far too restless and relentless to only keep one job.

The last two years of my life have also included other spinning plates in the air. I spend my weekends and evenings constantly writing and have published over 50 articles (since 2020) in dental magazines and other publications. I am a regular contributor to Dentistry Today with my own column called Mindful Moments. I have prepared lectures and spoken nationwide several times a year at dental meetings and study clubs. I was even the school board president at my daughter’s school. I found that the more pressure I put on myself, the more I valued time, the more I created, the less I took for granted.

My life coach, Lani Grass, once told me that she has never met anyone who wants more return on investment for each minute of the day than I do. As lovingly as she said it, I don’t consider that a compliment; it’s a hindrance, a heavy weight to carry to constantly try to materialize all the moments ahead with little rest. Yet, it’s that hindrance and all of those spinning plates that I think make me an entrepreneur, a contributor to sharing, teaching, and, of course, learning.

WHAT’S IT WORTH?

There are many times that I lay at night wondering if the work

and stress, which have led to an increase in anxiety or depression symptoms at times, have been worth it. I remember coming home after my cancer surgery, looking at all the materialistic things surrounding me understanding that they didn’t mean a thing, not in the face of the dancing demons. That which money can buy isn’t important, not in the end, not compared with a life worth honoring.

The hard work that I’d put forth, the early hours at work, and the late meetings at home, they haven’t been for the sake of accumulating generational wealth. It’s been for the sake of growth, my own growth, my own improvement. It’s been an act of ridding my self-perceived flaws and perfecting my strengths. I believe that being an entrepreneur has little to do with the gathering of things that can be counted and later sold.

I believe it’s all about an inner drive, a sense of restlessness. It is a magic push towards something bigger than ourselves, something worth creating for the sake of growth, of self first, and then of others. And now that I’d arrived, what I have come to know and gather is up for display. Not the display of bank accounts or mutual funds, for display as compassion, mentorship, and support of those walking along with me.

In 3 more years, you won’t see me counting dollars, you’ll see me celebrating with anyone who today is choosing to wander down the same path as I did. And thus, it is only when I consider my true servitude to others that I consider it to have been worth it.

Dr. Maggie W. Augustyn is a practicing general dentist, owner of Happy Tooth, author, and inspiration speaker. She completed her formal dental education, earning a doctorate of Dental Surgery from the University of Illinois at Chicago (UIC). Prior to that, she was awarded two Bachelor's degrees (UIC and Benedictine University). She is also an alumnus of Dawson Academy. Dr. Augustyn has published over 50 articles in the last 2 years. She is a columnist for Dentistry Today, publishing monthly in “Mindful Moments." She has also written in Dental Economics and is a frequent contributor for Dental Entrepreneur Woman. Dr. Augustyn also has a strong social media presence and has been a guest on multiple podcasts. She can be contacted at maggie. augustyn@gmail.com.

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