Dental Entrepreneur Woman - Spring 2022 by Dental Entrepreneur Media

Spring 2022

Leading With Her Heart Dr. Victoria Peterson & Dr. Maggie Augustyn

Please, Listen to Your Gut! Mary Fisher-Day

Reality: Entrepreneurial Rest Required

Corinne Jameson-Kuehl

The Power of Team Culture Chrissy Ford

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Happy Spring, Dear DeWs!

Spring 2022 Editor and Publisher Anne M. Duffy, RDH Assistant Editor

Crest Mary Fisher-Day Inspired Hygiene Patterson D5

Julia Anabo Project Manager Kudakwashe Mhundwa Creative Consultant Beth Linesch Design and Layout Brian Rummel Production [CURAtive] James B. Kennedy Cover Photo Dominique Comerie Spring Contributors Dr. Maggie Augustyn Deborah Carrier Deneen Dismore Mary Fisher-Day Chrissy Ford, RDH Corinne Jameson-Kuehl Nicki Mackey Dr. Victoria Peterson Mary Robb Dr. Kate Robinson Anita M. Sirianni, RDH Samantha Strain Amber Young Marketing Redwood Designs Web Management Bhakti Kulmala Charter Sponsors A-dec

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Editorial Office 12233 Pine Valley Club Dr Charlotte, NC 28277 704-953-0261 Fax 704-847-3315 anneduffy@dew.life Send materials to: DeW Life Magazine 8334 Pineville Matthews Rd Ste. 103-201 Charlotte, NC 28226 Guidelines go to dew.life

Advisory Board Emeritus Linda Miles Advisors to the Board Victoria Peterson Katherine Eitel-Belt Board Deborah Carrier Dr. Meghna Dassani Cris Duval Vanessa Emerson Dr. Hazel Glasper Suzanne Kump Tonya Lanthier Dr. Laura Mach JoAn Majors Samantha J Strain

Junior Board Dr. Shakila Angadi Christie Bailey Dr. Erinne Kennedy Minal Sampat Dr. Amisha Singh

It feels like a rebirth. The masks are lifted, and life is springing forward. The ignition of spring seems to be saying: Slow down. Clear your mind. Open your heart. Transform yourself. I am grateful that I had the opportunity to hug many of you in person! First at Chicago Midwinter, second at Women in DSO in Vegas (where I had the honor to emcee with my new soul sister, Jodi Evans), and lastly, celebrating our 5th DeW Life Anniversary at the Hinman in Atlanta. Please reach out to thank all the marvelous DeWs and DeWds that helped us at our booth, recorded our podcast, sponsored our champagne party, and toasted with us. Cheers to raising all women in dentistry! In our cover feature, Dr. Victoria Peterson and Dr. Maggie Augustyn fortify our spiritual health while bolstering our leadership savvy. This piece is so wonderfully uplifting and accurate in maximizing our feminine strengths. Also in this issue, Amber Young shows us how to break through the limitations of our beliefs. Anita Sirianni teaches us how to demonstrate value over sales to our clients. Mary Fisher-Day reminds us how vital it is to listen to our own voice; our own gut! Chrissy Ford lays out the exponential benefits of team culture and how to nurture it. And more! One common thread is taking time to listen to yourself and love yourself. Take time for yourself. Slow into our new post-pandemic world. Thank you to Patterson Dental, Productive Dentists Academy, and all of our sponsors for supporting our publication and our mission to raise all women in dentistry. Please reach out to them. They care about you.! And a very special thank you to the DeW booth helpers - Taylor Dunn, Janet Hagerman, Deneen Dismore, Debora Carrier, Minal Sampat, Mary Fisher-Day, Dilaine Gloege, and Suzanne Kump! Remember to take that walk, call a DeW and enjoy Spring 2022. Here comes the sun! Peace and love,

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Spring2 2 2022 D eWe r s

Resilience

6 Leading With eH r eH art

22 lP ease, Listen To uo Y r Gut!

01 Working no the Road

26 Limiting uoy r beliefs

D eW D i s h

Su c e s 28 The weo P r fo Team uC lture

L i v ing Y o u r St r e n g t h s 8 1 What loH ds Woem n Ba?ck

23 Woem n aN v igating Disruptions – tBo h eP rsno ally & rP fo esis no ally

20 Reality: Entrepreneurial Rest Required

34 Selling Value When uC ts emo rs Want rP ice

DeWERS

LEADING WITH HER HEART

By Dr. Victoria Peterson & Maggie Augustyn, DDS

hink that strong-minded women have to sacrifice their intuitive insights in order to lead? Think again. Particularly in dentistry, which is dominated by a female workforce. Nearly half of new dental school graduates are female, 95% of dental assistants, 98% of dental hygienists, and 97% of office administrators are female. With the rising tide of empowerment comes an opportunity to shift paradigms. The old-guard, authoritarian leadership paradigm is giving way to the invitation to lead from the heart.

What does it mean to lead with heart? The heart is our emotional center of compassion, empathy, and connection. Heartfelt leadership inspires instead of commands, it invites, and encourages. Leading from the heart leans into the skills of active-listening, collaboration, and cooperation. Leading from the heart does not negate the need for structure, self-discipline, or boundaries. In fact, heart-felt leadership thrives with these structures in place. Please consider this, leading from heartfelt values makes you stronger, not weaker, as a leader. It brings the space to request and require people to show up at their best, without the blinders of fear and self-doubt. There are correlations of the physical heart and spiritual heart that apply to leadership traits.

PHYSICAL – SPIRITUAL HEART CORRELATION Life flows from the physical heart, pumping nutrients & oxygen; emotions flow through the spiritual heart. The heart must take care of itself first.

LEADERSHIP TRAITS Life (energy) flows from the leader; expressed through vision, mission, and purpose. Self-sacrifice is not leadership; it’s martyrdom. Leaders, even servant leaders, know they must renew their spirit and energy in order to be effective.

All other systems are dependent on the heart. Depression accompanies a hurt heart.

Business contraction (depressed results) accompanies a hurt team (poor culture).

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Life begins with the beat of our heart and ends when the last beat is played. We can be brain-dead and yet technically alive. It has been deemed the most important organ in the body, therefore, when under stress, the heart conserves oxygen by shutting down peripheral systems to sustain its survival. Leading from the heart requires that we apply these principles of taking care of the leader. Life flows into your business through your enthusiasm, passion, vision for the future! If you aren’t immediately connecting the dots of leading from the heart, pause and take it in, “You must take care of you”. Without renewal, leaders become brain-dead, yet functioning. This sets up a scattered approach which compounds the chaos within your team. eading from the heart, rather than your head, will require L two key ingredients: Support and Solitude. Dr. Maggie Augustyn is a prolific writer on the topic of mental wellness for dentists, and a fabulous member of our DeW community. I’ve asked her to share about her journey with these two leadership skills.

Support he first day I met Victoria, almost 3 years ago, she said, T 'The more successful you become, the more support is required.’ I jotted down the words, not knowing how this truly applied to me. I still have the handwritten notes to prove it. as I to hire a butler and a footman? I grew up in the wake W of the feminist movement of the sixties and seventies. We were told, “You can have it all, baby!” No one ever mentioned needing support along the way. Early books on leadership and entrepreneurship painted the picture of self-made entrepreneurs. No one talked about the mental stress or physical toll climbing to the top of my profession would have on me. ack of sleep, little exercise, and poor eating habits were L a badge of honor; not a proof point of being stretched too thin. I had decided that it was cheaper and faster to figure things out for myself. The cost to my own mental wellness was of no consequence. I told myself that someday I would slow down and take better care of myself. The first 15 years of my career, I took pride in reinventing the wheel, tirelessly, by myself. I was taught to be all things to all people at all times, with no help. I searched magazines, online forums, and the holy grail for answers. I was overloaded with information, and at the same time, never quite sure of my decisions. Being a people pleaser, when I attempted to make changes in the practice, I immediately caved with team push-back. I was leading

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with my head, overthinking every decision. Can you relate? he horrifying consequence of overwork came long T before the needed break. There was no time and space for joy, laughter, gratitude, flowing with life events, selfworth or celebration. This continued day in and day out until my system of self-reliance collapsed. As the system collapsed, so did I. bout three years ago, I began taking the steps to bring A in support. I’m now solidly in alignment with my heart and my head, and can stand behind my decisions, providing clear direction and focus to the team. oday, as I proclaim being more successful than I was T 3 years ago, I realize that Victoria’s advice did apply to me. I began looking around to see where I was allowing support, and areas where I could bring in more. I’ve always delegated in my practice but didn’t allow myself the ‘luxury’ of bringing this into my personal life until I heard those words 'success requires support'. eginning at home, I am blessed with a lifelong partner B in my husband of twenty years and a wonderful group of family and friends. I work with two mental health care providers (a therapist and psychiatrist), a life coach of over 2 years (Lani Grass), and a business optimization team (Productive Dentist Academy, for over 2 years), one heck of an accountant, and a fabulous financial planner. While I didn’t need a butler or footman, my housekeeper and caregivers who pick up my daughter from school take about five hours of work off my shoulders. ecide what you need. If support looks like hiring a virtual D assistant, personal trainer, or chef, I say go for it! It doesn’t have to make sense to anyone else. Here’s the crazy part. In the beginning, I was focused on what it would cost to bring in the support. Turns out, with decreased stress in my life, and practice optimization, my productivity increased over $300 per hour! It costs me about $40 per hour to hire the personal help I need for housework and childcare. On those five hours a week alone, I’m netting about $65,000 per year. Support isn’t an expense, it is an investment in my leadership. he absolutely greatest value for growing a strong T support system of experts and advisors is my own clarity, focus, and accountability. Being clear within myself about my decisions, being focused without distraction, and following through with accountability provides a path of growth for myself and my team. I have a great big beautiful life to live. I no longer drag my team with me, they are leading the way! The velocity and veracity of my success increases as I happily allow myself to receive support.

DeWERS s a self-pronounced introvert, solitude is not difficult A for me. As a professional woman juggling multiple balls, while spinning plates and driving a car full of children to weekend activities, any kind of break is almost impossible to find. I have come to know that solitude is a powerful form of support. I t’s almost invisible, easy to take for granted. Solitude is space. It’s a break, a pause, a pressure valve release. It is peace and it is calm. It is medicine. It gives me freedom to find value in what matters and what drives me. Solitude creates the space for me to return, grateful to those who build me up and allow me to grow. It is in solitude that I close the circle of gratitude around those who support me. If time alone with your thoughts is a foreign, and perhaps fearful thought, read on as Victoria shares ways to create solitude in your life.

Solitude ow many times in a given week do you think to yourself, H ‘When will I get a minute to myself?’ Advertisers in the 1980s summed it up best: “Calgon, take me away!” As leaders, we become trapped in the concept that we must be with our people all the time, providing direction, answering questions, settling disputes. If you’ve found yourself in this exhausting leadership trap, it’s time for a time-out. olitude is an essential skill for leaders. Time away from S employees, spouses, children, colleagues allows you space to think, to rejuvenate, and to formulate opinions about the future of your business and life. By cultivating solitary rituals into my life, I’ve given myself permission and space to think my own thoughts. I’ve gained clarity, financial freedom, and deeper relationships through this practice. I always come back with creative ideas that can take my life and business to the next level. illiam Deresiewicz, in his 2009 speech at the United W States Military Academy, West Point, describes thinking as “concentrating on one thing long enough to develop an idea about it – not someone else’s idea or memorizing a body of information.” This is powerful; particularly considering how the explosion of technology and expectation for instant answers sets up a reactive, rather than responsive, approach to leadership. our job as a leader is to contemplate the future, to Y anticipate changes in your community, in the industry, and to formulate a response to these changes. This is a creative process. Leaders formulate the vision and craft the mission that a team of people willingly align with. These are creative activities which cannot be accomplished in the stress of day-to-day work.

“In order to be open to creativity one must have the capacity for constructive use of solitude. One must overcome the fear of being alone”. - Rollo May hat is behind this fear of being alone for the purpose of W creative thinking? As with most fears, the answer lies in our self-talk. Let’s explore common limiting beliefs that prevent many leaders from wanting to spend time alone with their thoughts. Have you experienced these thoughts? • • • •

I feel like an imposter when I try and lead my team I feel judgment from my team regarding my decisions If I give control to my team, mistakes will happen I fear that if a team member makes a mistake, I'll look bad • I worry that if I step up as a leader, my weaknesses will become public Time for a self-talk assessment and reframing. If for only a moment, will you allow yourself to know that the opposite of these beliefs is the real truth? • My team is cheering for my success • I am a leader that is generous with recognition • My team will contribute once they have a clear vision from me • I know that vulnerability and transparency are strengths, not weaknesses, of great leaders • I happily give up control, yielding to predictable systems to bring accountability • I can trust my team, and have ways to verify results In my own journey as a leader, I’ll have to admit, I went kicking and screaming into the realm of solitude. It took a health crisis, relationship breakdowns, and sheer exhaustion to draw me into the waters of solitude. My inner control freak, perfectionist, know-it-all, wouldn’t allow me to stop micromanaging. The fear of not knowing or thinking that the team would do the wrong thing in my absence was paralyzing. I feel like I lost five years of my life to overwork and worry. Here’s my simple, two-step process for reclaiming time with yourself.

Step One: Make what you love doing a priority Solitude doesn’t mean climbing the Himalayas and

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chanting with monks (although it could). You know your energy levels, sense of adventure, and interests better than anyone. Make a list of your favorite activities. This may include long-lost hobbies like painting, sculpting, writing, reading, cycling; or new hobbies you’d like to begin like jewelry making, hiking, mountain biking, surfing. This can also include quiet time for massage, meditation, spiritual retreats. The sky is the limit.

Step Three: Make a True Commitment

his is sacred time to cultivate a relationship with T yourself. Surprisingly, time alone has become some of the most productive time of my work week. Many of my most inspirational ideas come when I’m daydreaming and literally, doing nothing.

eading with heart may feel challenging at first. It takes L time to break through old paradigms and put your personal needs as top priority. Experiment, play around, hire the support you need, and hone solitude rituals until, as Maggie shared, you make them your medicine.

his is your life – make it fun. The point of this is for T you to create a relationship with you; for the purpose of connecting to others in a deeper way. A caveat, weekly poker games with the guys or girl’s trips to Vegas (while fun and awesome) do not count.

Step Two: Establish the Frequency Practicing solitude in small ways each day builds habits. Perhaps 15 minutes each morning and evening to meditate or walk in silence. Practicing solitude weekly, for longer periods of time, deepens the practice. Taking a full day, or two, on a monthly or quarterly basis, deepens your relationship with self. Annual solitude retreats set the tone of your year. In the beginning, as you are putting these larger time blocks in place, it can be helpful to attend a facilitated retreat, designed to provide the container for self-reflections. Solitude, like many habits, takes support, as you are re-establishing patterns.

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Spend about an hour organizing your list of activities into daily, weekly, monthly, quarterly, and annual self-care and solitude rituals. Stay present in the moment and make note of what brings you more joy and satisfaction, and those activities that were a good idea, but don’t really work for you.

About the authors: Dr. Victoria Peterson combines a Doctorate in Spiritual Studies with entrepreneurship to bring out the best in leaders. Cofounder of Productive Dentist Academy and author of Building an Investment Grade Practice, Victoria believes freedom is the birthright of all people and supports global efforts to shine this truth. Victoria can be reached at victoria@productivedentist.com Dr. Maggie W. Augustyn is a private practice general and cosmetic dentist in Elmhurst, Illinois. Her passion for supporting colleagues is demonstrated through multiple articles in Dentistry Today, Dental Economics, and DeW magazine highlighting ways to prevent professional burnout. She keeps her finger on the pulse of dentistry by moderating online forums, guest appearances on podcasts, and public speaking events. Maggie can be reached at DrMaggie@myhappytooth.com

DeWERS

WORKING ON THE ROAD

By Nicki Mackey

rom a secluded campsite overlooking a creek in Upstate New York to a Starbucks parking lot somewhere in Oklahoma, to a field overlooking the Rocky Mountains in Colorado, to my in-laws’ driveway on the Central Coast of California; adventure awaits. Spending a month on the road, living out of a van with my wife and two dogs, was just the post-COVID adventure we needed, with many more planned in the future. Our 60 square feet of living space–for two full time entrepreneurs–includes all of life’s essentials: a bed, kitchenette (with a sink and refrigerator), shower, toilet, clothing storage, WiFi hotspot, 45lb poodle puppy, 10lb chihuahua, and a never ending list of adventures. What more do you really need? While on the road for a month, we drove from Ohio to California, and back. The ultimate goal was to spend time with family and friends that we haven’t seen in over a year due to COVID. Working from the road is a crash course in work-life balance. Sometimes, it's glamorous and you have full WiFi signal and you’ve got the best office view overlooking a forest with a river running about 20 yards away. Other times, you wake up at 4:30am in a WalMart parking lot–and start driving towards a Starbucks 5 hours away to ensure reliable WiFi for a Zoom meeting that early afternoon. It was on this day, after waking up in a WalMart parking lot, as I was driving eastbound on I-40 at 5am somewhere in eastern New Mexico, I realized that living in a van is a lot like entrepreneurship. When you’re living in 60 square feet you don’t have unlimited resources at your disposal, and the same goes for entrepreneurship.

Did you know that the average American uses 80-100 gallons of water each day? In our van, we carry 21 gallons of fresh water, which will last us about 4 days, for 2 adults and 2 dogs. Do I really need to take that 20 minute shower with constant running water, or can I get the job done by using only a gallon? Or as you’re driving down the freeway on cruise control, you’ll have the occasional rock hit your windshield. Call Safelite and you’re back on the road the next day, nothing is going to stop you! Let’s just say that when you are living on the road, you have significantly less at your disposal to get the job done. Meanwhile, wrenches are being thrown in the works almost constantly as you bumble through a life in constant motion. And yet, you are still thriving. As an entrepreneur, you only have so much time in the day and resources to use. And through a little ingenuity and a lot of courage, you can accomplish anything, even with those limited resources. Through my campervan adventures, I have truly seen what I’m fully capable of with so many constraints weighing on me. Whether it’s budgets, water consumption, hours in the day, or gas left in the tank, I know that I can find a way to make it happen. It may be 100 degrees in that Starbucks parking lot with no air conditioning, but you are going to find a way to make that Zoom meeting not only happen, but make it fabulous. It may be 7pm on a Monday and you know you still have 4 hours left to complete a massive project due on Tuesday, but you know you will get it done. Sometimes, there just aren’t enough hours in the day. Sometimes, you don’t yet know the solution to a

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problem facing you. Sometimes, you don’t know where you are or how to get to your destination. But in spite of all these struggles, working from the van has taught me that I will always find a way. As an entrepreneur, like living on the road in a campervan for a month, you are free. You choose where you go, what roads you take, how far you push. And yet you are also, like the road, so much more confined by the resources you have at your disposal. It can be both suffocating and liberating, but always meaningful. Working from the road has taught me so much about how to successfully navigate my work-life balance as an entrepreneur. It’s taught me to be creative with what I have, to get the job done. It’s taught me that massive roadblocks can and will pop up constantly, but there is always a solution on how to get to where you want to go. It’s taught me that that email can wait an hour, as I enjoy just driving through beautiful rock formations in the Arizona desert. It will get done and I can enjoy the moment I am in, knowing I will answer it at our next rest stop, and without needing to respond within the first 10

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minutes. You truly can accomplish anything with a little ingenuity, patience, and creativity. My wife and I plan to continue our van adventures, while both pursuing our separate entrepreneurial careers. We challenge you to get out there and see the world, while always trying to understand your resources on a deeper level, because you really can accomplish anything with what you have. About the author: Nicki Mackey is the founder and CEO of Redwood Designs. She has a passion for projects, discovering creative solutions to organizational processes, and branding. Through Redwood Designs, she works with small businesses on website development, e-commerce, graphic design, branding, marketing, podcasting and video production, and online consulting. In her spare time, Nicki enjoys home renovation projects and woodworking. Also, in a past life, Nicki played Division 1 collegiate golf and was a PGA Golf Professional at Pebble Beach Resorts. Website: redwood-designs.com Email: nicki@redwood-designs.com

DeW Dish

DEBORAH CARRIER, RDH Founder and CEO Twice as Nice Uniforms and The CPR Sisters www.twiceasniceuniforms.com

What do you do to turn around a bad day? Think about how fortunate I am. Play with my new puppy or just get out in the sunshine for a few minutes and enjoy nature.

What is your guilty pleasure? Checking out new restaurants wherever I am. I'm a big foodie and wine snob!

What advice do you have for the new person in your office? Soak it all in. Talk to everyone and don't be afraid to ask questions There is no such thing as a dumb question.

What “DeW” leaders do?

What is the best part of your job? Knowing that I am making a difference in the day-to-day life of my fellow dental professionals. I strive to provide them with uniforms, PPE, and workwear to keep them comfortable, professional, and safe.

Who has been the most influential woman in your life? My mother. She showed me an amazing work ethic and a huge sense of family. She taught me how important it is to be surrounded by good family and friends.

How do you measure your success? By the wonderful feedback I get from my customers and colleagues.

What obstacles have you overcome in your career? Ha! There's not enough time for all this! Mainly taking risks that many thought I should not. AND never having enough time, money, or support to follow my dreams. But I just always jump in the deep end and figure out how to swim!

Lead by example and always, always, always lend support, advice, or just a shoulder to cry on to anyone in need. No Goal Networking- talking to everyone and offering whatever you can to them or connecting them with others that can help them.

What is your favorite Indoor/Outdoor Activity? Indoors, it's definitely cooking and decorating. Outdoors, it’s anything by the water.

What famous person living or dead would you like to have lunch with and what would you ask them? CoCo Chanel. She is the only fashion designer that made Time's list of the 100 most influential people of the 20th century. She popularized sporty chic clothes–we have her to thank for comfortable, fashionable clothes! I would ask her how she kept her determination to overcome the many obstacles to achieve her amazing success as a business woman.

They are playing your theme song as you walk on stage. Name that tune! I am woman hear me roar!

SAMANTHA STRAIN DSO Development, M+A + Growth Expert www.linkedin.com/in/samanthastrain

the journey of success while you are journeying, that is when success is real and can be measured. I am an observer of success.

What obstacles have you overcome in your career? As Margaret McGuckin wrote, I've been the only "female in the room" most of my career. The world of private equity and capital markets have been historically male dominated. I had to get up earlier, stay longer, and try to look like a million bucks every day. I navigated sexual harassment before I knew what sexual harassment was.... Real Talk is VITAL.

What do you do to turn around a bad day? I look for any lightheartedness about the day's happenings. Trying to focus on something that may have been absolutely ridiculous that I could poke holes in and find something funny. Grab hold of that funny and shake it off. Easier said than sometimes done but usually helps. Laughter is the best medicine as they say.

What is your guilty pleasure? What is the best part of your job? Helping people take their life's work and find the ideal partner who will cherish what they have built and maybe, if the stars align, make it better. Legacy, like talent, multiplies. Professional and personal legacies are generational gifts that don't have to stay in an immediate family. Share them around. It's the circle of life and it applies in the dental M+A space.

Who has been the most influential woman in your life?

Binge watching the weekend away on the couch with the hubs. Current favorite is Succession.

What “DeW” leaders do? Elevate others, Transform the industry, Bring unique ideas to the forefront, Paint the future, Mentor and be Mentored, Enhance each other's businesses and Achieve better financial outcomes together.

What is your favorite Indoor/Outdoor Activity?

Nettie Leona Strain, my grandmother. My advisor & Going out on the boat Sunday afternoon with the family. confidant for 43 years. An all time awesome chick! My grandparents were married for 60 years. The first thing What famous person living or dead would you she said to me after his passing was "Don't feel sorry for like to have lunch with and what would you me sissy, we had the best ride." She was an acquirer of ask them? life long friends. She made all those around her feel larger than life. Bozoma Saint John, Chief Marketing Officer of Netflix. My question would be, "While you were out there trailblazing and being a genuine change agent in your space, what How do you measure your success? was on your mind every day? What were some of the most The wiser I get, the more I see that my life has been important things you learned that created meaningful one success after another. Not because it was all easy, impact? What is next and how can I help you?" because nothing ever is. Success is measured by growth in my mind. It is a body of work. When you can celebrate

DENEEN DISMORE New Patient Acquisition Expert deneendismore.com

What is your guilty pleasure? My guilty pleasure, hands down, is hitting the "confirm order" button. There's something about getting a package in the mail that is the biggest thrill. While I'm in the home decor phase, I'm no stranger to fashion, fitness, and books!

What advice do you have for the new person in your office? Who me? Keep showing up! You got this! I came by a provocative post on Mel Robbins' Instagram feed, and she suggested that the key to success is to visualize the victory along with struggle. There will always be peaks and valleys as an entrepreneur, and you'll want to quit a LOT. Those who stay the course, especially when things get hard, are those who win. Her words have helped me tremendously, and I imagine they will serve me well for decades to come.

What “DeW” leaders do?

What is the best part of your job? The best part of my job is joy in indulging in my clients' wins. They are my own! You get no better feeling after hearing from your clients who take your techniques, apply them, and get massive results. Their wins are my wins and those celebratory moments never get old.

How do you measure your success? My level of fulfillment measures success. Success without fulfillment is the ultimate failure, right? This job allows me to fill my cup in so many ways. I get to comb through research, work on myself, connect with others, form a culture and community, be a leader, and travel. What more can you ask for from a job?

What obstacles have you overcome in your career? Many entrepreneurs would say that taking the leap of faith and betting on yourself as an entrepreneur is scary. Working "in-house" was a comfort zone, but somehow, it wasn't soul serving. Dentistry has been calling to me for years, even as I've pursued other endeavors in legal, hair, and even fitness. Committing to myself and this industry is my way of "burning my boats." It's scary, vulnerable, and the best decision I've made aside from being a mother.

Leaders rise by lifting others, leading by example, staying positive, and being curious. I see women "DeW" this all the time, and it's beautiful.

What is your favorite Indoor/Outdoor Activity? Shopping. Preferably after enjoying a margarita and a snack.

They are playing your theme song as you walk on stage. Name that tune! The cliche but legitimate answer(s) is anything Beyonce - especially the homecoming live edition. The genuine answer is The Middle - jimmy eat world.

What does balance look like? I’m not sure if there's any such thing as balance. I try to go with feelings - how do I feel *right now*? If the answer is "great," I think that's balanced enough.

What is the best gift you ever received? My memories with my dad. God has a fantastic sense of humor by giving my father 3 little girls to love on. He was a Marine - a Vietnam veteran with two purple hearts. Now that I'm a mother, I understand what love is. His love through all of our shenanigans, especially during our teenage years, was the best gift ever.

who, wear, when

DeW 5th Anniversary Champagne Toast

HINMAN DeWds Care Credit Party Chicago Midwinter

Pulpdent At HINMAN Sue Kump And Michelle Lee

Kendra Thomforde & Shirley Misiak

WinDSO HINMAN Podcast Row

RCC Dinner

Velocity 2022

HINMAN

Kathleen Titus WinDSO

WinDSO Leadership Award

THRIVE

National Mobile & Teledentistry Conf.

Denobi Award Winners National Mobile & Teledentistry Conf.

The RISE Experience

WinDSO

Chicago Midwinter

DeW DATES Mark your calendars:

Women in Dentistry * Pearls of Wisdom Toronto, Canada April 29, 2022

Dental Festival July 6-10, 2022 Nashville, TN

The Dental Festival July 6 - 10, 2022 Nashville, TN

The DeW Learning Crew Virtual May 17, 2022 7:00 – 8:30 EDT

Dykema July 13 -15 Gaylord Rockies Resort Aurora, CO

AADOM September 8 -12, 2022 Scottsdale, AZ

RDH Under One Roof July 21 -23 Gaylord Palms Resort Orlando, FL

DeW Life Retreat November 10 – 11, 2022 Charlotte, NC

LIVING YOUR STRENGTHS

WHAT HOLDS WOMEN BACK? By Mary Robb

t was a sunny spring morning during my last semester in college when the call came in. “Mary, we’re excited to offer you the assistant account executive role at our growing advertising agency. We’d like to offer you a $28,000 annual salary, full benefits, and access to a 401K plan.” I immediately got chills all over my body and quickly responded with “YES! I’ll take it! I’m so thankful for this opportunity”. After spending a week in Dallas interviewing for my first full time job, I was beyond excited to get a job offer. During my last semester in college, my main goal was to find a job that offered a salary and benefits. The last thing I wanted to do was graduate with a degree and go back to babysitting and waiting tables, so I felt on top of the world landing my first “real” job. I had no idea what was on the horizon, but I was wide-eyed and ready to learn as much as I possibly could. It wasn’t until I signed the lease on my apartment when I realized that the salary I agreed to would cover my rent, car payment, a few bills, and maybe a box of Kraft Macaroni. This is when I first became curious about how I could create more income for myself and my future. I did my best with what I knew at the time, so I got busy. I took on several part time jobs, I started a blog, and I began networking. Then I thought, why don’t I just ask for more money at my current job? What was holding me back from approaching the company I was at?

For me, it was a combination of a lack of confidence, experience, and knowledge. I didn’t realize that my salary was negotiable, and it was actually my boyfriend at the time who encouraged me to go back and ask for more. But before I asked for more, I wanted to prove myself by showing where I added value. I spent the first six months working hard, delivering beyond the set expectations, and consistently asking for more responsibilities. When I finally mustered up the courage to schedule a meeting with my boss and ask for a raise, it was a simple five minute conversation that ended in, “sure, you do a great job.” That was it. This big conversation that had caused me anxiety for weeks ended with an easy “yes”. And that’s when I learned the concept - you get what you ask for. Fast forward to the first company Christmas party. I intentionally sat next to the owners so I could get to know them better and continue to build a solid relationship. During the conversation, someone asked the owner, “So what's it like working with Mary?” He answered with some nice things, but the main thing I heard was, “well, she’s aggressive” followed by a short laugh.

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Living your strengths At the time I was slightly embarrassed that he saw me as an aggressive woman. Despite being raised by a strong woman, my confidence was still dependent upon what others thought about me. As a woman, our culture encouraged me to be soft, calm, chill, passive, empathetic, submissive and easily approachable. Many of these traits were a challenge for me as I was always highly energetic, full of big ideas and had dreams that required more traditionally masculine traits.

Gallup Clifton Strengths. Once I confirmed what my God given strengths were, it gave me the confidence to show up fully and only work on the parts of the business that I was most impactful in.

There have been many moments in my life where someone with authority said or did something that made me feel like I was either too much or not enough. I don’t think it was always with bad intentions. But I had to learn that the only person who had control of the outcome of my life was me. Either I was going to let what others think define me, or I would sharpen my confidence and get real with myself on who I am.

Beyond that, I’ve gained confidence from surrounding myself with like minded women who share similar large – yet sometimes scary – goals. Iron sharpens iron, and when I get to witness my friends just going for it - it gives me the courage to do that for my business as well.

Fast forward almost ten years later, and aggressive has allowed me to build a company I have spent my entire life dreaming about. My accomplishments in business are beyond what I could’ve ever imagined. And if I had allowed what other people said to distract me, I would not have been strong enough to handle all that comes with owning a business. Aggressive makes a passionate entrepreneur. Aggressive makes a proactive executer. Aggressive makes a fantastic visionary. Aggressive increases the bottom line. I eventually learned that a small talk dinner conversation would end up being a statement that – while it stung at the time – was true. And it was something I actually should not be ashamed of. One of the most common reasons I see women holding back is a lack of confidence. It’s the fear of trying and failing. It’s the fear that you don’t want to be “that person” to rock the boat or cause a scene. Sometimes it’s the fear of being “too much” in anything - too smart, too direct, too focused, too intimidating, the list goes on. That’s where I’ve learned to flip the script and ask myself – but what if you succeed? What if you find something on the other side that positively changes your entire world? Or what if your courage positively impacts your family and friends? Some people are born with confidence, and some people have to build it on their own. I was definitely the woman who needed to make sure I had enough knowledge before having the confidence to chase after my dreams.

My top 5 are mostly in the “influencer” category which is heavy in communication, relationships, and influence. So I spend at least 50% of my time on sales, marketing, and building mutually beneficial relationships.

Lastly, but most importantly, my confidence lies in my faith. I believe that at the end of the day, everything is in God’s hands. While my natural tendency is to plan, control, and execute, I’ve learned (especially over the past two years) that I can’t control everything. The outcome of my life is in the hands of a God I can trust and lean on wholeheartedly. Discovering how to build our confidence so that we find & fulfill our purpose has been life-changing for me. Women hold a power that is beyond what most of us can fully comprehend. My challenge for anyone reading, is to ask yourself – what is holding me back from pursuing a life, relationship, job, career, passion, anything – and how does my level of confidence get in my way? About the author: Mary Robb is the CEO and Founder of Social Practice, a boutique social media agency that offers social media services for businesses. They specialize in helping businesses grow through organic & paid social media marketing, influencer marketing, and content driven email campaigns. After working in advertising and marketing for 10 years, Mary discovered a gap in the market for social media as a service. In 2019, she took a leap of faith and founded her first agency. With leadership, excellence, and love at the core of what they do, the Social Practice team enjoys helping clients increase their bottom line through social media marketing strategies. Mary finds her purpose in mentoring others - particularly women - and helping them grow in their career. She has been involved in the Big Brothers Big Sisters organization since 2015, has a Little who is now a senior in high school, and spent two years serving on the BBBS board. Being social and active, she lives an active lifestyle whether it’s traveling, trying new restaurants, wine tasting, getting her fitness on, or spending time with family and friends. She is currently a dog mom of two sweet rescue pups, and looks forward to having a husband and kids in the future!

What really helped me during that process was learning what my top 5 strengths were and owning them fully. Shout out to Anne Duffy who is a huge advocate for the

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RESILIENCE

REALITY: ENTREPRENEURIAL REST REQUIRED By Corinne Jameson-Kuehl

ave you ever read the theme for “Positivity” with the Cliff Strengthsfinder? It states phrases like “Enthusiastic”, “Optimistic”. Positivity is in my top 4 strengths and, in the way of assessments, I am a strong DI on DISC, which also states these key phrases and words. True to these personality tests, not much gets me down. I thrive on challenges and rarely rest. I have always had that “entrepreneurial spirit” and knew, even as I was completing a clinical dental hygiene undergrad program, I would own a business someday. Born the first from 4, and born full of spunk, not too much gets me down. It would be fair to say, I was born to take risks and bounce back. I feel incredibly fulfilled in the dental business. Custom Dental Solutions is the 3rd dental business I have founded and owned. Dental Consulting and coaching new dentists’ owners and their teams is fun and really fulfilling work! I had sold the previous companies and found success easy. Each of these businesses, I appreciated and enjoyed being my own boss and providing influence in the dental world. Seeing the glass as “half full” was natural, so when a few negative experiences happened, I never questioned my ability to “bounce back” until I faced challenges I didn’t know if I had the strength to get through.

March 12, 2020 was the day before Custom Dental Solutions’ 4th annual dental continuing education day called the Course Crawl where we host 300+ dental teams for a fun St Patrick’s Day CE experience in Milwaukee, Wisconsin. With COVID arriving on the scene and becoming a reality as a global pandemic, my team and I were fielding questions of concern from attendees, when the phone rang. The call was from the CE venue telling me the country was shutting down due to COVID and there were no refunds with my food and drink order. The employees of the venue were closing their offices and going home. Thousands of dollars lost…. What? Initially, I was unfazed, I thought it was unfortunate, but this COVID thing would pass soon right? No. The amazing momentum of 2020 started to wane shortly after, as our consulting clients started calling. Could they get out of their contracts, as they doubted they needed consulting and training solutions with the shut down in place? Dental owners were holding tight to their money and “waiting”. I did what I knew to do and that was to pivot: we changed the services we were providing, added ZOOM webinars, and got real familiar on how to reopen a dental practice safely. It was the start to the financial decline of my company in spite of all the efforts of my

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Resilience small but hard working team. The momentum in business had changed. What happened? We were on track for 2020 to be one of our best years financially. Goals would exceed and we had gotten out of the taxing hustle phase of business. I refused to put my employees on UE and paid them their normal salaries. We all worked hard and ended 2020 like the rest of the world, in a daze and tired. In 2021, I felt resolved to regain the losses from the previous year, so I thought it was a good idea to add new employees and expand services in the Pandemic. This was challenging from the start as adding these new team members took me away from the things I needed to do. As owners, we often do not account that training someone new does take time. I had not accounted for the drain that experience was going to be. It took me away from the things I needed to do to keep the company growing and going. We saw a decline in revenue, and even ended up having to furlough an employee and hold bonuses. It was emotional and trying…For the first time in my business life, I really wanted to give up. There was no “positivity” strength or the fight in my DI DISC personality left.

For the first time in my business life, I really wanted to give up. There was no “positivity” strength or the fight in my DI DISC personality left. problem? No. You can pray to be healed. I have faith I will be healed. It seems like a glimmer of positivity is coming back.

The team and clients with Custom Dental Solutions were great during this challenging time. I was in bed much of the spring and early summer, and guess what? We didn’t fail. The team solved problems without me, and I survived working from my bed. I started bouncing back and feeling physically improved, but mentally I was still exhausted, Just when I thought I couldn’t be more discouraged, I discouraged and lost. started experiencing severe headaches in February of 2021, and blamed the stress of the business on them. I am starting to feel my fire of enthusiasm return, but Maybe I needed some time away, so I took a little vacation only after a long stretch of rest. This is something most over Easter with my husband. It was a miserable trip, and entrepreneurs do not consider as a needed remedy. I was practically bed ridden most of the time. Another I encourage you to reflect on your strengths and pay symptom had been added: I was “leaking” from my nose, attention to what discourages you. my eyes, and could taste salt in my mouth regularly. There was indeed something wrong besides stress. When we returned, I saw my physician who told me “I was About the author: doing too much and to slow down.” Corinne Jameson-Kuehl, RDH, BS has been involved in the Um, yeah… The pain at the base of my head would get so debilitating that the only relief was a supine position. I finally saw a neurologist who realized this was worth exploring, and after a series of tests including a CT scan, we were off to an MRI to verify there were 2 little tears in the cerebrum. I was leaking CSF (cerebral spinal fluid) and there was no reason for it. I had not been in an accident or experienced any trauma. I was diagnosed with Intracranial Hypotension and there was no cure other than to have a surgery to patch the tears. The course of action is to rest a lot, drink water and caffeine and steer clear of any potential physical trauma. Sometimes they can heal on their own….

business of dentistry for over 20 years. She is an experienced dental business owner with background experiences as a private practice clinician, practice development administrator, and previous dental staffing company founder and owner. Corinne’s professional interests include writing articles and presenting continuing education to dental audiences across the nation.

What? This is crazy. The neurologist told me that sometimes there are things God chooses to do that we have no answers for. So, you mean I can’t solve this

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RESILIENCE

PLEASE, LISTEN TO YOUR GUT! By Mary Fisher-Day

At this point I couldn’t continue to argue about the implants. Although I still had misgivings, I decided to At forty-eight years old, the realization that I was middle- let it go. aged hit home. At the time, in addition to owning and running The Dental Business, a practice management After all, a plastic surgeon would be well informed on the consulting firm, I was a practice transition consultant for a safety of implants, right? company that provides services, supplies and equipment for the dental industry. I felt what was no doubt self- Within two years of having the surgery, I began induced pressure to look younger. experiencing unexplained weight gain, brain fog, and exhaustion. As if that wasn’t enough, I began losing hair. I scheduled an appointment with a plastic surgeon to discuss the pros and cons of a mommy makeover. He I believed that I was experiencing symptoms of believed I was a good candidate and would be happy with Menopause. the results if I had implants placed along with the breast lift. I shared my misgivings about breast implants and Within another year, I began having blurry vision, that I have a severe allergy to latex and to adhesives. He ringing in my ears, GI problems, and anxiety. I also assured me of the safety of saline implants and reiterated began questioning whether the symptoms were all his concern that I would not like the outcome of the breast menopause related. lift without them. By year four, I began having day and night sweats, and With the makeover surgery scheduled and just days for the first time in my life, I had episodes of high blood away, I received a diagnosis of Melanoma. My sweet pressure. dermatologist consulted with the plastic surgeon regarding removal of the melanoma. A small amount I began avoiding social gatherings that didn’t involve of muscle would be involved in the excision, and she family or work. Getting through a workday was all I felt it would be best to have him do it while I was under could handle most days. anesthesia. My husband fully believed the symptoms were due to

almost died because I didn’t listen to mine.

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Resilience

I was advised to take pictures of my face and eyes the night before surgery and then again after surgery. I did and the difference was astonishing. stress, as I often worked sixteen-hour days. I discussed the symptoms with my PCP and he prescribed an antidepressant. I began having lapses in memory and difficulty focusing. I forgot entire conversations. I was prescribed Adderall. My left breast began to hurt, and I saw a breast specialist who diagnosed a capsular contraction.

A zipline excursion was planned and I imagined that we would do a little zipline and then have hot chocolate. When we arrived at the course, we learned that we would zipline down the mountain from eleven platforms and walk across a sky bridge. It was not the cute little zipline course I had pictured! We later learned that we completed the highest and fastest zipline course in NORTH AMERICA. This is where adventure-seeking adrenaline junkies go to play! By that evening, my fifty-four-year-old body felt like it had been in eleven car crashes.

The recommendation was to use warm compresses and leave it alone unless my breast became swollen and red. This was the weekend I would finally admit how sick I was, and that I didn’t know what was wrong with me. All I knew By late 2018 my entire body felt swollen, my eyes became was that my body felt like it was shutting down. glassy, and my peripheral vision nonexistent. Our host, and my friend Grace, suggested that I check I barely remember bucket-list trips my husband and I took out the social media account of a friend of hers named while I was sick. Brooke. She was battling breast implant illness and after hearing some of my symptoms, Grace believed that mine • A 50th birthday trip to Napa were like Brooke’s. • A week in BVI sailing the islands with three other couples we love. When I got home on that Sunday evening, I found Brooke’s • Attending the 2018 College Football National social media accounts and started watching her videos. Championship game. The symptoms she was experiencing were almost identical to mine. She described the brain fog, the blurred I am so grateful for videos and pictures of these trips. vision, the memory loss, the overwhelming exhaustion, and many other symptoms we shared as well. As I listened, A girl’s weekend in January of 2019 changed my life. tears began rolling down my face. I tried to hide that I was crying from my husband. He knew and asked what was

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Resilience wrong. I showed him Brooke’s videos. I then looked at him and said, “I know that I did this to myself. I’m so sorry that you’re dealing with it.” He said, “I love you and will do whatever it takes to get you well.” “You are more important than boobs.” I decided to take this as a compliment. I began researching breast implant illness and saline implants. I found that hundreds of thousands of women worldwide with saline implants have BII. The shell of a saline implant is made of silicone. Silicone contains carcinogenic chemicals and saline implants have a valve that often becomes compromised when there is a capsular contraction. It began to make sense. I continued following Brooke and joined BII groups to learn about my options. I was advised to choose a surgeon carefully, as many do not believe that implants can make you sick. I learned that health insurance rarely pays for explant surgery, and it costs between ten and twenty thousand dollars. I was lucky. I had a documented capsulation causing pain, and my surgery was covered.

black particles in the left implant. This pathology report helped to explain why I was so sick. If the implants had been sent to pathology as requested, we would know so much more. I was advised to take a picture of my face and eyes the night before surgery and then again after surgery. I did and the difference was astonishing. A couple of weeks after the explant, my husband said, “It’s good to see that light in your eyes again.” I smiled at him and then walked into another room and cried. It was at that moment I realized how hard the past six years had been for him. While many of the symptoms have since resolved, others will resolve over time, and a few will remain with me for the rest of my life as I now have an autoimmune disorder. I am grateful for Grace, who advised me to check out Brooke’s social media and for Brooke, who shared her story. I truly believe this saved my life! If you have breast implants and you often feel sick, please don’t wait. Breast implant illness can take your life.

Many women save for years to afford explant surgery. In early February of 2019, I attended a local ADMC meeting. During the afternoon session, I was asked a question and I couldn’t understand it well enough to answer. A friend bailed me out but not before I saw the looks on the faces of my colleagues. I was mortified.

About the author: An Author, Educator, and Transition Advisor, Mary Fisher-Day authored “The Dental Business; a Blueprint for Success" editions one and two and is the Founder of The Dental Business®. She is a board member for Dental Entrepreneur, the future of dentistry, an active member of the Academy of Dental Management Consultants, and of Dental Entrepreneur Woman.

I read everything I could find about explant surgery and learned that I should request a total en bloc removal and have the implants and the capsules sent to pathology. An en bloc removal requires the implant and the capsule that has formed around it to be removed in one piece. The explant surgery was February 28, 2019. As requested, my surgeon took photos of the implants and capsules and shared them with me through my chart portal. The photos clearly show black particles splattered throughout a somewhat deflated left implant with a white substance near the compromised valve. The right implant was intact with a white substance near the valve. The pathology report showed both capsules containing staphylococcus, scattered histiocytes, and silicone. The left capsule contained mold as well. I was informed that the implants were destroyed per hospital policy. They were not sent to pathology and there were no swabs taken to test the white substance on the implants or the

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Resilience

SYMPTOMS ASSOCIATED WITH BREAST IMPLANT ILLNESS: Fatigue or Chronic Fatigue

Delayed Healing

Hair Loss

Allergies

Dry Skin

Swollen & Tender Lymph Nodes

Breast Pain

Diagnosis of Autoimmune Disorders

Easy Bruising

Heart Palpitations

Skin Rashes

Shortness of Breath

Anxiety, Depression

Difficulty Swallowing

Pain and/or Burning in Breast

Reflux, Metallic Tastes

Hormonal Imbalances

Diagnosis of Irritable Bowel Syndrome

Estrogen or Progesterone Imbalance

Liver Dysfunction

Cognitive Dysfunction (Brain Fog, Difficulty Concentrating, Memory Loss)

Gallbladder Problems

Poor Sleep & Insomnia Dry Eyes, Vision Disturbances Vertigo Ear Ringing Headaches, Migraines

Muscle Pain & Weakness, Joint Pain Inflammation Slow Muscle Recovery After Activity Sore & Aching Joints Symptoms Of Fibromyalgia Kidney Dysfunction Unusual Body Odor

Numbness or Tingling Sensations in Upper & Lower Limbs

Nausea or Vomiting

Fevers, Night Sweats, Intolerant to Heat or Cold

Weight Fluctuation Low Libido

Persistent Bacterial, Fungal, or Viral Infections

Altered Menstrual Cycle

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Cold & Discolored Limbs, Hands, & Feet

REFLECTION

LIMITING YOUR BELIEFS By Amber Young

ne of the most interesting parts of my journey with oral cancer has been the low expectations of surviving my diagnosis. My doctors explained that no one has ever lived with my type of cancer, longer than 5 years. Today, I’m proud to write that I am 7 years out. But the journey has been humbling, to say the least. Not only coming to terms with my own demise, planning my funeral and life after my passing for my family, but also educating people now that I have continued to carry on. The question that I get asked the most is how did I manage to come to terms with my diagnosis? An untreatable cancer that has a 95% reoccurrence, with historically dreadful survival rates. Honestly, my answer was and has always been…who am I to limit myself? Did I believe I could fight this…100% YES! Did I believe I would die…NO. I refused to accept the details. I would not limit myself or my beliefs. I did all the hard things. I made all the difficult decisions, read all the research, kissed all my babies, and prepared for the fight. When you are faced with these type decisions, it simply breaks down into two segments: I can or I won’t? The decision is yours to make. I had one second to make my decision. Sitting in front of my husband and children when I was diagnosed with my cancer. One second to decide how we were going to move forward. I chose to fight with dignity and grace. If I was going out, I was going out swinging. Everyone was looking to me on how to guide them through my journey. I have prided myself on always being in control of every detail of my life, and now my life was completely out of my control. The only thing I could do was follow the data, look into the research, scour the earth for another lead or idea. I welcomed any and all suggestions to try to find a solution to my ailment. The harsh reality quickly set in that there was no solution.

save my own life. After surgery, I went on a mental journey like no other. I had to accept the unexplainable, the incurable, and the unsolvable. I had to adapt, I had to grow, I had to change. I quickly entered a phase of self-education and lifestyle changes. I was not limiting myself to the 5 years I was given. I enrolled myself in online school to become a certified Health and Life Coach. I needed to learn and understand how to prevent future disease and stop the return of my cellular cancer. I trained and aligned myself with the purest CBD/Hemp company out there, solely to help manage my diagnosis and sustain myself. And of all things, I became an advocate for the patient and quality of life. You have to stand up and fight for yourself and your loved ones. I have heard some of the most heartbreaking stories of what other oral cancer patients go through before, during, and after their diagnosis. Now, thanks to Linda Miles and Robin Morrison, I get to share my story for the Oral Cancer Cause, Inc. and raise awareness to early detection and increased screenings. My diagnosis changed the trajectory of my life. It was a PIVOT moment. I’m on borrowed time now and I will use it to the best of my ability. I will not limit myself. I will not limit my beliefs. Will you face hardships, yes. Will it be a challenge… yes. Will you carry on after this decision…yes. Will I walk beside you in your darkest moment…yes. There is no limit to your ability, once you stop limiting yourself. About the author: Amber Young is not only a mother, wife, entrepreneur, and oral cancer survivor. She is also the Executive Director of the Oral Cancer Cause, Inc. Amber came into the dental industry after her diagnosis of the rarest form of oral cancer in the WORLD, Clear Cell Odontogenic Carcinoma. She has since been through diagnosis, treatment, surgeries, recovery, and found her “New Normal” at the Oral Cancer Cause. Amber travels and shares her unique story with dental professionals across the country, in hope of creating awareness to

Once my surgery was over and the doctors had carried me as far as they possibly could, it was up to me. I needed to

the importance of Oral Cancer Screenings in office and the patient experience.

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SAVE T he DATE

th Annual DeW Life Retreat November 10-11, 2022

Reserve your spot now! dewlifecrew.com/2022-dew-retreat

SUCCESS

THE POWER OF TEAM CULTURE By Chrissy Ford, RDH

riter Annie Dillard famously said, “How we spend our days is, of course, how we spend our lives.”

Most of us spend up to one third of our life at work, so it is only natural that our job can make a huge impact on our quality of life. Think back to the best job you ever had. What made it a great experience? Most likely, a large part of your positive experience came from a strong culture and the connection you had with your colleagues. In working with many dental teams with my consulting, it is evident that team culture in the workplace is one of the most under-prioritized parts of a dental business. Unfortunately, like many sectors, dentistry is facing severe workforce shortages. These shortages have been exacerbated by the pandemic and finding and retaining staff has never been more difficult. In today’s workplace, you won’t be able to keep or attract good staff with a pay cheque alone. Employees rarely leave because of money. They leave because they are looking for a better opportunity or better work environment. That is why prioritizing team culture has never been more important than it is today!

What is Team Culture? By the most basic definition, a team culture is made up of the values, beliefs, attitudes, and behaviors shared by a team. It’s how people work together and how they treat each other. It is the personality of a business. Team culture can make or break a business. As a practice manager of over 35 staff, I can confidently say that our healthy team culture has been the foundation of our business growth and success over the years. When culture is great, employees love showing up to the office and working hard every day. When their work comes up in a conversation, they speak highly of their company. Even in an era or workforce shortages, we have a stack of resumes of potential employees waiting for an opportunity to work with our amazing team! So, what is the magic formula? Well, great work culture doesn’t happen by accident. You can’t mandate it or hire it. Having a company strategy to build meaningful connections in the workplace is key.

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Success

So how do you create a winning culture and where do you start? “You don’t build a business. You build people, and people build the business.” Zig Ziglar You start with building connections. Humans are born wired for connection–it’s in our DNA! Creating opportunities for employees to connect develops trust, improves team culture, and increases employee satisfaction and retention. We need to create opportunities for employees to connect. One of the easiest ways to reinforce your culture is by investing in team-building activities. In my experience, of all the methods there are for building team culture, having fun as a team can be one of the most transformative. Simply feeling more connected and getting to know each other outside of work can be instrumental in helping your team culture grow. Whether that's hosting a simple social outing, a team education event, or a big team retreat–the most important step is making it a priority to make it happen! The first step is to determine what type of event will help you achieve your desired goals and outcomes. There are several types to choose from based on your goals, budget, and timeframe.

Team Meetings One of the best ways to get everyone on your team working well together and moving towards the same goal,

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is to have regular team building meetings. Team building meetings should combine work with fun, featuring team building activities that let team members share experiences together to build trust and collaboration. • Celebrate Milestones • Workplace awards • Theme days

Team Outings Humans are social beings that crave interaction. Team outings are fun ways to facilitate team bonding and reduce workplace stress. They can be easy to plan and highly effective at encouraging employee engagement and positive team culture. Any fun activity that can be doneas a group or in teams will do! Here are a few ideas to get your team building started: • • • • • • •

Group Fitness Golf Tournament Take a cooking class Volunteer together Start a book club Murder mystery party Happy hour

Team Retreat A team retreat is essentially an out of office gathering of a company’s team members with intention to work, play, and strengthen team relationships.

Success

My Team Retreat Experience – Step by Step Guide: Step 1. Set up a planning committee The first thing to do is assign an individual or team the role of event planners to help. Many hands make light work and working with people with a variety of skills can make planning less stressful.

Step 2. Identifying your goals Before you start planning, you will want to decide what you wish to accomplish. Will it be all work, all play, or a mix of the two? Like many companies during the pandemic, our team morale was wavering. It was more important than ever to plan activities that allowed our team members to interact with each other in a fun and stress-free way. Our team retreat was organized with the sole purpose of having a good time away from the office, with no emphasis on work related activities. Teams that play together stay together!

Our team retreat goals: • Build relationships • Re-energize team members • Have fun and create memories

Step 3. Create a budget Many businesses have faced financial hardships during the pandemic and resources may be limited. The good news is that company retreats don’t have to break the bank! Plan to budget for the following: • Food/Beverage • Venue • Team activities/prizes After a year in lockdown, the thought of a social event sounded magical and daunting all at the same time. We decided to host our company retreat outdoors to optimize safety and maximize fun for families. Our camping team building weekend was inclusive for the entire family. With flexibility in mind, they could come for the weekend, the day or just the afternoon.

Step 4. Venue/Location Our event was proof that a venue doesn’t have to monopolize your budget! I encourage you to think

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Success creatively when looking for a location/venue. We were offered a free site to hold our event thanks to the generosity of a staff member's family and the use of their land. This not only helped our budget but reduced stress with the chance of having to cancel due to weather or Covid.

together. Building a great team culture isn’t something that happens overnight, but even a small shift in mentality can make a big difference in developing a company culture that is envied by others. Remember that team building events don’t have to be extravagant or overwhelming. Just start small and make it happen!

Step 5. Plan Activities

“Coming together is a beginning. Keeping together is progress. Working together is success.” –Henry Ford

Although our team building activities were organized with the sole purpose of having fun, they also created chances to create bonding moments and shared moments together. Our team building activities included: • Team sport Olympics • Kids scavenger hunt • Happy hour • Slip N Slide

Step 6. Have Fun When your team has the opportunity to have fun together, you’ll find your employees coming out of their shells, becoming more motivated, and working more cohesively

Dedicated to my amazing work family

About the author: Chrissy is committed to empowering dental hygienists to create strong patient centered and profitable hygiene programs. The development of her successful CE and coaching programs draws from 20 yrs experience in the dental field as a clinician, university instructor, treatment coordinator and practice manager. She still enjoys working as a dental hygienist in clinical practice but also has a passion for educating others. She enjoys hands-on mentoring and coaching dental teams on how to integrate advanced hygiene programs into their practice.

YOUR STORY IS WORTH IT.

@STUDIO8E8

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WWW.S8E8.COM

SUCCESS

WOMEN NAVIGATING DISRUPTIONS – BOTH PERSONALLY & PROFESSIONALLY

omen have been prominent in dentistry for many years, but historically in support roles. In 2019, the number of female dental school graduates, with 50.6 percent, surpassed male dental school graduates, according to the ADA Health Policy Institute. This signifies a shift we’ve been seeing in the profession where women dentist percentages continue to grow significantly from decade to decade. When I graduated dental school more than 32 years ago, I couldn’t have imagined such a dramatic shift. But, I’m happy to see a change, especially as my daughter and her classmates prepare to graduate dental school and embark on lifelong careers as dentists. Last year, I was named General Chair of the Thomas P. Hinman Dental Meeting, one of the largest dental conferences in the nation. I am only the second female to be honored to serve in this role, whereby I led the 109th Hinman Dental Meeting in March of this year. It was my 30-plus years as a dentist that inspired me to give the meeting the theme of “Navigating Dental Disruptions.” Of course, part of navigating dental disruptions refers to what we’ve all experienced as a result of COVID and the pandemic. But, it’s really more than that. We’ve experienced many disruptions in dentistry over the years, including corporate dentistry versus private dentistry, technology utilization in the practice, employment

By Kate Robinson, DMD

challenges, insurance practices, and more. I can honestly say that there’s never been a dull moment in dentistry. And, I wouldn’t have it any other way. As a 3rd generation dentist and my daughter becoming a 4th generation dentist, dentistry has been wonderful for our family. Today, there aren’t as many barriers for women who want to become dentists, and it’s perfectly suited for those who want more balance, flexibility, and opportunity in their careers. You can work as much as you like, of course, but I’ve seen women dentists share practices and divide hours based on their family and personal needs. There’s a great deal of flexibility. This isn’t always the case when you have a career or own a business and have a family, which I think attracts more and more women to the profession.

Overcoming Personal Disruptions When I was planning Hinman 2022 and thinking about various disruptions you might encounter both professionally and personally, I naturally drew upon my own experiences. In 2018, I was named President of the Hinman Dental Society. I also learned I had breast cancer that year and battled the disease while continuing to practice dentistry and lead the Society.

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success becoming a disruptor in the marketplace. I have learned a few things over the past three decades that have served me well: Crisis Plans – Have a plan in place for the “what if’s” in your practice and in your life. If half of your practice tests positive for COVID, what is the plan? What’s the protocol? This can apply to any illness or long-term absence. A “Plan B” is essential. Transition Plans – Nothing is permanent, so be prepared for any practice transition. Retirement, expansion, career changes, etc. also call for plans. Hinman always offers courses that address practice transitions and these can help you prepare for the next phase of your life. Business & Marketing Plans – Perhaps growth and expansion are on the horizon, but you aren’t quite sure how to get there. Develop and/or revisit your business and marketing plans to help position you and your practice for growth. Become that market disruptor and turn your practice on its ear. Do things differently. Be a trailblazer. Most dental conferences like Hinman offer courses that help with business and marketing, as well. Looking back now, I am grateful that I kept busy during that time. First, it kept my mind off of chemotherapy. Second, I was surrounded by a community of colleagues, co-workers, and patients who provided tremendous support. I was able to get beyond my circumstances and remain positive, ultimately beating breast cancer.

Life Plans – Don’t forget about you and your personal and professional goals. It’s not just a “bucket list” but a plan to evaluate your accomplishments and define what you want to achieve in life. It can be as comprehensive or straightforward as you like. It can be extremely helpful to define your goals and develop a plan to achieve them.

COVID has had a similar impact on many of us. It’s been a major disruptor, but one that makes us appreciate everything from enjoying dinner with friends in a restaurant to gathering at dental conferences and study clubs. Dentistry and its advances are best learned by touching, feeling, and doing. And, we learn from one another. This is difficult to do if we can’t meet in-person and experience technology and developments first-hand. We are fortunate to be able to do that again and we all appreciate it that much more, because it was temporarily suspended.

Navigating disruptions doesn’t have to be as formidable as it might sound. By planning ahead and anticipating change, or even promoting change, you can make a profound impact. It can be a positive experience with tremendous results for you and your practice.

A Plan for Disruptions Disruptions can be positive. The Webster Dictionary defines “to disrupt” as “to interrupt the normal course of unity.” While this may sound negative, in today’s business and marketing environments, being a disruptor is something to strive for. So, it only makes sense to look at “navigating disruptions” with a positive outcome in mind. And, the best way to ensure this is to have a plan in place for navigating possible disruptions or even have a plan for

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About the author: A native of Bismarck, North Dakota, Dr. Robinson is a thirdgeneration dentist who followed in her father’s footsteps. Her family moved to Atlanta in 1969 when her father, William Lauer, became a professor at Emory University School of Dentistry. Dr. Robinson earned her bachelor’s degree in dental hygiene from the Medical College of Georgia and practiced dental hygiene for five years. Her mentor and employer, Dr. Marian Sprinkle, who was one of the first female dentists to practice in Atlanta, encouraged her to go to dental school. Dr. Robinson graduated from the Medical College of Georgia School of Dentistry with her D.M.D. in 1990. In addition to serving in many volunteer and executive council roles at Hinman, Dr. Robinson is a member of International College of Dentists and Pierre Fauchard Academy, the American College of Dentists, and the Georgia Academy of Dental Practice. Her passion for dentistry is clear. “I love that dentistry is a combination of art, science and lots of psychology.”

SUCCESS

SELLING VALUE WHEN CUSTOMERS WANT PRICE By Anita Sirianni, RDH

any entrepreneurs and salespeople believe, "If the price of my product was lower..I could sell more!"

When, in truth, price is only one factor in a buying decision. And most dental consumers are willing to spend more if they believe they are getting more for their money. And it is the consultant, representative or salesperson's job to shape how a prospective buyer perceives ‘more for their money’ or value received. Sometimes, higher prices are considered a selling advantage. For example, the higher price of a Mercedes Benz implies higher quality, prestige, and lasting value. Successful small business owners welcome a higher price difference in their offer, it gives them an opportunity to showcase just how good their products really are!

Building value before the sale Be of contribution before customers buy. You may spend big bucks on marketing to stimulate customer interest. How effective are you at converting a lead into a consult or demonstration? Are you tracking this conversion ratio? If not, you should be. Lead to sale conversion rate is a critical metric that measures how effective you are at qualifying and elevating buyer interest. To be successful in business, you need to get good at

cultivating interest to earn customers. Another critical measure to consider is how long it takes you or your company to respond to a lead or expression of interest. Strive to make contact within 24 hours—ideally the same day the inquiry is received. A speedy response not only builds value, but buyers see it as prompt customer service. It also demonstrates your eagerness to earn their business. When calling for an appointment, don’t just ask ‘When would be a good time to meet?’ Prepare a reason why meeting with you is both important and relatively urgent. This will help you convey your enthusiasm for helping more practices enjoy the benefits you offer. Finally, another great way to elevate interest in your offer before your consult or buyer meeting is to send educational materials or articles. Notice, I said educational…not promotional. Educate to build buyer interest before the sale. Consider sending the following items: • • • • •

Case studies or success stories Technical or clinical research List of product applications Customer testimonials Your company story

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SUCCESS

Building value during the sale

Follow-up calls or visits are great to explore new ways to expand service or promote additional purchases. Offer a diagnosis before a prescription. Education is key after the sale, as well. Ask questions about performance versus expectations. Be sure to share The goal of every first meeting with a potential buyer is to prevention tactics and additional ways your product can build trust. To build trust you must establish credibility. To be used to its fullest potential. be credible you must know your stuff. If you have a clinical background---this is where you’ll shine. So, be sure to use Price is only a buying issue when true value is lacking. it! To apply your knowledge in a way that adds value to If you’ve got something to sell, use these ideas to build buyers. The most effective way to do this is to expose a value before, during, and after the sale and you will earn problem your product or service solves. Ask questions to customers for a lifetime! expose or make obvious the problem your offer resolves or makes better.

Start in a Diagnostic Mode…not a Selling Mode This is also where you have a huge advantage over typical salespeople. ASK don’t TELL. It is common for reps to jump into their product pitch—or selling mode. You will be much more influential and effective if you start in diagnostic mode.

About the author: Master business coach and sales strategist, Anita Sirianni applies her expertise as a licensed dental hygienist to teach industry Insiders how to monetize their offer selling to clinicians. For more information about Anita visit DentalIndustryInsider.com or call 800-471-2619.

A good way to uncover a clinician’s needs, wants, and expectations is to ask: • • • • •

What product are they using now? Why are they using this product or service? How much are they using this product? What price have they been paying? What are the limitations in the product they are using now? • What expectations do they have for something better? This is where well-developed qualification skills shine. Coincidentally, it is through this diagnostic process that you will establish more credibility and build greater trust. The kind of value that earns and keeps customers…at higher prices.

YOUR PARTNER TO PROSPER Propel your practice with Patterson. Supporting your success is central to our purpose.

Building value after the sale The value customers count on is Y-O-U! After the sale, a doctor’s buying motivation shifts from a product emphasis to service focused. This is the value you and your customer service bring to the relationship. Maintain a follow up schedule customers can count on. One of the biggest fears people have in buying is that no one will be around to resolve problems. Clinicians value and are willing to pay more for service and after-the-sale support. To that end, be sure to emphasize your stellar follow up service during your consult or initial meeting.

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Disadvantaged families are facing increased barriers to dental care.

Every child should have access to preventive dental services.

With financial support and product donations from 3M Oral Care, last year our nonprofit program members were empowered to go above and beyond to provide fluoride varnish treatment to more than 144,000 kids in need. The care they received did more than prevent tooth decay—it set them on a path for a healthier future. Thank you, 3M!

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DeW Learning Crew Financial Freedom; Aligning Your Finances With Your Future

with Shannon Blackmon, CFP & Barb Stackhouse, RDH Tuesday, May 17 7:00-8:30pm EST

DeW hosts quarterly virtual events focused on personal development, professional development, and connection! It features two keynote speakers and breakout sessions, followed by a virtual happy hour to connect with your DeW community! Financial wellbeing is about more than just being rich. It’s a balance between time and money, having ease, flow, and understanding around your finances, and ultimately, achieving freedom. At the next DeW Learning Crew Barb Stackhouse RDH, M.Ed. & Shannon Blackmon CFP® will discuss our relationship with money, our 5 Money Powers including investing, how to reframe “retirement”, and how to save and invest for a future on our own terms. Take the first step to Your Financial Freedom by learning the Proven Principles of Profit First.