New Dentist Spring 2016 by The New Dentist

THE #1 JOURNAL FOR NEW DENTISTS

GROW

Your PRACTICE with

Whitening

PLUS Clear Aligners Improve Lab Communication Make the Right Tech Purchases SPRING 2016

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FROM THE PUBLISHER’S DESK Dear Readers,

Advisory Board

Welcome to the Spring issue of The New Dentist™ magazine.

ew dentists who write their vision and mission statements, and declare them together as a team, are much more likely to reach their goals than practices that don’t. So how do you develop vision and mission statements? First you must understand what makes them different. Here are their definitions, according to businessdictionary.com: A Vision Statement is an aspirational description of what an organization would like to achieve or accomplish in the mid-term or long-term future. It’s intended to serve as a clear guide for choosing current and future courses of action. A Mission Statement is a written declaration of an organization’s core purpose and focus that normally remains unchanged over time. Properly crafted mission statements serve as filters to separate what is important from what is not, clearly state which markets will be served and how, and communicate a sense of intended direction to the entire organization. A mission is the cause and the vision is the effect; a mission is something to be accomplished whereas a vision is something to be pursued for that accomplishment. Seeing your vision and mission come to life is exhilarating. Take the time to develop a practice vision and mission and your young practice will be on the path toward success. In this issue… We also have plenty of content to help you grow your practice and better serve your patients. Ever thought about adding clear aligners to your list of services? What about whitening? For advice on how to get the most out of these services, turn to pages 8 and 12. William P. Prescott, E.M.B.A., J.D., walks you through how to make technology purchasing decisions on page 16, while Arrowhead Dental tells you how to improve communication with your lab on page 18. Ready to buy a practice? Find out how to choose the best buyer’s broker on page 6. Susan Gunn tells you about the best accounting software on page 22, and on page 24 we take a behind the scenes look at the Seattle Study Club. And if you’ve ever thought about exploring a specialty, you’ll want to read the advice from Dr. Lisa Germain on page 26.

2 THENEWDENTIST.NET S P R I N G 2 0 1 6

Here to help,

Sally McKenzie, Publisher

Christopher Banks, DDS Inwood, WV WVU, 2011

Bryan Basom, DDS Columbus, OH Ohio State, 2007

Rebecca Berry, DMD Oakland, ME Tufts, 2011

Julie Boerger, DMD Patchogue, NY University of Montreal, 2010

Hal Cohen, DMD Haverford, PA Temple University, 2010

Larry Dougherty, DMD San Antonio, TX Nova Southeastern, 2008

Dennis Frazee, DDS Mooresville, IN Indiana University, 2012

Lindsay M. Goss, DMD, MPH Chandler, AZ ASDOH, 2010

Erica Haskett, DDS New York, NY NYU, 2008

Aaron Layton, DDS Fort Collins, CO Indiana University, 2010

Leah Massoud, DMD Morgan Hill, CA Tufts, 2009

Katie Montgomery, DDS Marysville, OH Ohio State, 2006

Michael Potter, DDS Quincy, WA University of Minnesota, 2014

Tyler Scott, DDS Loudonville, OH Ohio State, 2009

Mary Shields, DMD, MPH Louisville, KY University of Louisville, 2011

Matthew Silverstein, DMD, MPH West Hartford, CT University of Pittsburgh, 2012

Nicole Smith, DDS Newport Beach, CA NYU, 2009

Gregory Snevel, DDS Cleveland, OH Ohio State, 2011

“With Arrowhead I was doing full arch dentistry my first year.” Dr. Cody Bauer, Mansfield, TX

And you can too!

Arrowhead Dental Lab and the Dr. Dick Barnes Group have developed a CE plan specifically designed to make new dentists more successful. Dr. Cody Bauer used this plan to more than double his income in his first three years of practice, and triple overall production in his office. Bauer says, “Arrowhead’s plan really works! It’s so easy, dentists don’t believe it!” Get the skills and support you need for success and keep your patients coming back by providing the latest in dentistry. Sign up today for Arrowhead’s New Dentist CE Plan by visiting our website at www.ArrowheadDental.com or by calling 1-877-358-0285. Listen to Dr. Cody Bauer’s full interview:

Arrowhead’s New Dentist Continuing Education (CE) Plan: All For Only: $3,995

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TABLE OF CONTENTS

SPRING 2016 S P R I N G 2 016 PUBLISHER

Sally McKenzie Sally@thenewdentist.net DESIGN AND PRODUCTION

Picante Creative www.picantecreative.com EDITOR

Renee Knight renee@thenewdentist.net SALES AND MARKETING

Crystal Sierra, National Sales Manager crystal@thenewdentist.net For display advertising information, contact ads@thenewdentist.net or 877-777-6151. Visit our digital media book at www.thenewdentist.net/ mediabook.htm

FE AT U R ES How to Choose a Broker The Benefits of Clear Aligners

Get the Most Out of Whitening

Your Map to 16 Technology Purchases Improving Communication with Your Dental Lab

What is XLDent 20 Doing for the New Dentist? Dental Practice 22 Accounting 101 What the Seattle 24 Study Club Can Do for You Dr. Lisa Germain on Specialties

4 THENEWDENTIST.NET S P R I N G 2 0 1 6

D E PARTMENTS 2 Publisher’s Message 28 Index of Advertisers

The New Dentist™ magazine is published quarterly by The McKenzie Company (3252 Holiday Court, Suite 110, La Jolla, CA 92037) on a controlled/complimentary basis to dentists in the first 10 years of practice in the United States. Single copies may be purchased for $8 U.S., $12 international (prepaid U.S. dollars only). Copyright ©2016 The McKenzie Company. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, without permission in writing from the publisher. Authorization to photocopy items for internal or personal use is granted by The McKenzie Company for libraries and other users registered with the Copyright Clearance Center. Disclaimer — The New Dentist™ does not verify any claims or other information appearing in any of the advertisements contained in the publication and cannot take responsibility for any losses or other damages incurred by readers’ reliance on such content. The New Dentist™ cannot be held responsible for the safekeeping or return of solicited or unsolicited articles, manuscripts, photographs, illustrations, or other materials. The opinions, beliefs, and viewpoints expressed by the various authors and contributors in this magazine or on the companion website, www.thenewdentist.net, do not necessarily reflect the opinions, beliefs, and viewpoints of The New Dentist™ magazine or The McKenzie Company. Contact Us — Questions, comments, and letters to the editor should be sent to renee@thenewdentist.net. For advertising information, contact ads@thenewdentist.net or 877.777.6151. Visit our website at www. thenewdentist.net to download a media kit.

Six Month Smiles

Straight Teeth. Less Time. Clear Braces.

Give Your Patients the Smile They Always Wanted.

What is Six Month Smiles? The Six Month Smiles short-term orthodontic system provides General Dentists with a cosmetic, turn-key solution for adults with crooked, misaligned or spaced teeth. Utilizing unique clear brackets and tooth colored wires, the system enables providers to help adult patients achieve a confident smile in an average of just six months.

Common Cases Anterior Crossbites | Treatment Time: 6 Months

Spacing | Treatment Time: 7 Months

Every patient deserves to smile with confidence, and every dentist can help. With multiple hands-on seminars in the US, you could be transforming your practice before you know it. Our educational seminars include several hours of hands-on training where you will be given the confidence and ability to start cases immediately. Thousands of General Dentists are having phenomenal success with our system, right away. The first patient is no exception!

2016 Course Dates

14 CE Credits

Feb

19-20

Phoenix, AZ

Apr

01-02

Chicago, IL

Feb

26-27

San Diego, CA

Apr

08-09

Washington, DC

Mar

04-05

Miami, FL

Apr

15-16

Seattle, WA

Mar

11-12

Rocklin (Sacramento), CA

May

13-14

Atlanta, GA

How to Choose a BROKER Buying a new practice is an exciting time for a young dentist, but it’s also stressful. Even after you find the right practice you have to go through the purchasing process, which can be confusing and a little overwhelming. hat’s where a broker or a transition consultant can help. This professional can walk you through the process, making sure you get the best deal possible. While many sellers have their own broker, Stephen D. Jordan, CVA, and Managing Member of PMA Group, LLC, recommends finding a broker and team of people to represent your interests. “The theory is they’re working for both of you so they’re going to be fair to both of you, but you really can only serve one master,” said Jordan, who is also the president of ADS Transitions. “If someone wants to do dual representation, I would do everything I could to avoid that situation.” Most dentists don’t use a buyer rep, Jordan said, but hiring this low cost professional can save you a lot of heartache and frustration. So how do you find a qualified broker or transition consultant to help you purchase a practice? Follow these tips. Look for someone with experience in the dental industry. Acquiring a dental practice is a unique situation with unique requirements, said Dr. Eugene W. Heller, Vice President of Henry Schein Professional Practice Transitions, so you want to work with someone who has industry knowledge. Practice Broker Katie Hines agrees, and while Katie Hines Practice Transitions only represents sellers, they do work with buyers to help make sure they’re a good match with the seller’s practice, which is important to a successful acquisition. There’s a lot to look at with a dental practice, from age and location of the practice to procedure mix. “We talk with buyers about things to look for, such as the procedures being performed and the procedures not being performed. That has a positive or negative impact on the practice they’re considering,” Practice Broker Crystal Smith said. “We also encourage them to look at the payer source. What kind of insurances are being taken. Do they enjoy working with Medicaid or do they prefer to stay away from that. They need to find a practice that fits their philosophy of care.” Find out what approach the broker uses to value a practice. There are different approaches to valuing a business, 6 THENEWDENTIST.NET S P R I N G 2 0 1 6

Jordan said, and it’s important to know what method your potential broker uses. Some brokers, for instance, multiply gross receipts times 85 percent to determine a practice’s value, Dr. Heller said. They apply the same formula to practices with 50 percent overhead and to practices with 80 percent overhead. That valuation simply doesn’t work, and leads to practices being way over or way undervalued. Look for brokers who are accredited and belong to valuation associations, such as the National Association of Certified Valuators and Analysts, Jordan said. Know their reputation. Talk to colleagues who have used a buyer’s broker about their experience, Jordan said, and ask brokers for references from buyers they’ve represented. Interview them. Once you’ve identified a few brokers you’re interested in working with, it’s time to start asking questions. Here are a few Dr. Heller and Jordan suggest: • How many practices do you have listed? • How many buyer agency agreements have you entered into in the last three years? • What’s your success rate? • Can you provide me with references of other buyers you’ve worked with? • Who are the lenders you work with? • Can you make attorney recommendations based on past attorneys who have helped your buyers? • What’s your level of accounting background or do you use and recommend an outside accountant as part of the acquisition process? • What organizations do you belong to? • Have you ever been sued? If so what were the circumstances? Consider using a transition consultant. A transition consultant does more than just help you acquire a practice. The consultant facilitates everything involved in transferring ownership, Dr. Heller said. “You want a transition consultant who understands the

dental business and all the nuances of acquiring a practice,” Dr. Heller said. “Typically the transition consultant will help guide the buyer’s due diligence process. We’ll help you agree on a price, and the next step is starting due diligence and securing your financing.” Find out what’s in it for them. When brokers are only interested in collecting a fee at the end of the sale, they might tell you anything you want to hear to get you to close the deal, Dr. Heller said. To avoid this, he recommends going with a broker affiliated with a dental supply company. Not only do they want to help you acquire the right practice, they want your future business. Working with a seller’s broker. Most dentists work with the seller’s broker rather than finding their own, Dr. Heller said. If you opt to go that route, he recommends doing the same research—get references, ask questions, find out the valuation method the broker uses and determine if the broker is associated with a dental supply company that might want to work with you down the road. Then find your own dentalspecific attorney and accountant. Buying a practice is a huge investment and one you want to get right. Consider hiring a buyer’s broker or transition consultant to help you acquire the practice of your dreams, stress free.

FREE Online Dental CE Earn live interactive and self-study credits from the comfort of your home or office • ADA CERP Provider • World-respected Speakers • Instant CE Certification

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SPRING 2016

THENEWDENTIST.NET

The Benefits of Clear Aligners By Renee Knight, Editor

Many patients are interested in straightening their teeth, but they don’t want to deal with the hassles that come with traditional braces. So instead of improving their smile and their oral health, they opt to live with teeth that aren’t properly aligned. hat’s where clear aligner therapy comes into play. Patients can straighten their teeth without wires and brackets, and without drawing attention to a smile they’re already selfconscious about. The process is easy and affordable for your patients, yet it has the potential to significantly grow your practice and your bottom line. In fact, if you start clear aligner treatment with just one patient per month, you could they have, such as how long generate an additional $48,000 of income per treatment will take, how year, said Alana Seiders, VP Promotion & PR for effective treatment will be ClearCorrect. Start one case a week and you’re and if the aligners will be looking at an extra $200,000 per year. And offeruncomfortable. ing clear aligner therapy opens the door to many “The doctor needs to other cosmetic procedures, further increasing the ClearCorrect aligner based on 3D printed Objet model. recognize it as a problem. financial benefit to your practice. CLEARCORRECT People look at teeth that are Implementing clear aligner therapy is a little misaligned and think that’ s good enough, and don’t relatively easy—you just need to choose the system that do anything about it,” Dr. Mehdizadeh said. “A lot of patients works best for you and then complete the proper training to think of it as cosmetic treatment but it’ s not. It’s one of the get started. But once you do implement clear aligner therapy, basic fundamentals of dentistry.” you want to make sure you get the best results for both your patients and your practice. Here’s how.

Get your team involved

Educating patients Many patients know someone who’s completed clear aligner therapy and may ask you if it’s a service you offer. Dr. Lilya Horowitz, who’s been treating Invisalign cases for about four years, has new patients fill out a form to find out how they feel about their smile and if they’re interested in straightening their teeth. She also has before and after photos in her x-ray room to get patients thinking about clear aligners. “Sometimes just reading about it isn’t enough,” Dr. Horowitz said. “Patients look at the before and after photos and say, that looks really good. I would like to do something like that.” Dr. Kiyan Mehdizadeh, who uses ClearCorrect, talks with patients matter-of-factly about the need to straighten crooked teeth. He also takes the time to answer any questions 8 THENEWDENTIST.NET S P R I N G 2 0 1 6

While it’s important to educate your team about the benefits of clear aligner therapy, Seiders recommends taking that a step further. Treat one of your team members and document the case. This team member can then talk with patients about her experience with clear aligner therapy, and also show them her results. This is a powerful tool that will help patients feel much more comfortable saying yes to treatment.

The process When you decide to incorporate clear aligner therapy into your practice, Dr. Mehdizadeh recommends determining office logistics, such as how you’re going to handle the trays coming in as well as appointments. Once a patient decides to go forward with treatment, CONTINUED ON PAGE 10 >>

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Clear Aligners schedule the records appointment. This is where you’ll take the photos and digital impressions that will go to the lab. You can take either traditional impressions or digital impressions. Dr. Horowitz uses digital impressions, which she said helps speed the process along. Once you get the simulation back from the lab, you’ll have the opportunity to make any necessary changes to the case before moving forward, Dr. Horowitz said. “You evaluate the movements and see if you like everything,” she said. “The more cases you do the better you get at this. At the beginning I suggest spending more time looking at the photos and the plan. This actually took me awhile to figure out. While the teeth might look straight, it doesn’t mean they’ll look good when the patient is smiling. There might be gingival level problems or midline deficiencies that you can correct with Invisalign.” It’s also important to understand treatment likely won’t go according to plan, Dr. Mehdizadeh said. Sometimes teeth don’t track, patients don’t wear their trays as long as they’re supposed to or they lose them—all affecting the final outcome. To counter this, he incorporates mid treatment corrections and revisions into the process. ClearCorrect makes it easy to do revisions, he said, which is key to getting the best results. “When you start a treatment, you need to have some sort of revision in mind,” Dr. Mehdizadeh said. “I think a small percentage of people completely comply and have successful results. If you incorporate revisions you can have fantastic results, because you’ll get exactly where you need to be.”

CLEARCORRECT

continued from page 8

A before and after of a ClearCorrect case.

Because treatment typically doesn’t go as planned, Dr. Horowitz isn’t too specific with patients about an end date. She recommends telling patients you’ll work on it until both of you are happy—never make promises about when the case will be finished.

More than straightening teeth Clear aligners also can be used to help set up dentition for better outcomes in combination with other treatments, Seiders said. For example, you can use clear aligners to achieve better alignment before prepping for veneers or to create the space you need to successfully place an implant. “The clear aligners are a benefit to patients who want to straighten teeth, but it also opens up new possibilities to us,” Dr. Mehdizadeh said. “If we can move teeth into the ideal place, we can do other treatment better.”

Growing your practice with clear aligners

DR. LILYA HOROWITZ

Getting Patients To Comply

Before and after of one of Dr. Lilya Horowitz’s Invisalign cases.

Compliance is one of the biggest challenges in clear aligner cases. Make sure patients understand they need to wear the aligners 22 hours a day and to only take them out to eat and brush their teeth, Dr. Lilya Horowitz said. If they don’t comply, it will only lead to frustration for both you and your patients.

10 THENEWDENTIST.NET S P R I N G 2 0 1 6

If you want to perform cosmetic dentistry, orthodontics is a fundamental necessity, Dr. Mehdizadeh said. It not only gives patients the beautiful smile they’re after, it enables you to perform better dentistry, whether that means placing implants in the perfect spot or placing crowns with proper occlusion. Before you begin performing clear aligner therapy, take the appropriate CE and training. Start with simple cases. Realize you’ll likely need to troubleshoot and that taking control of treatment is key to success, Dr. Mehdizadeh said. And remember, be patient. It will take about a year and a half for your first clear aligner cases to come to fruition, Dr. Mehdizadeh said, and once they do, you’ll start to really see the benefits this treatment brings to your practice. “You’ll have so many other treatment options open up,” he said. “A lot of patients only want to straighten their teeth, but once that’s done they’ll see other flaws. Maybe they have an uneven gum line or uneven tooth length. This opens up a whole new conversation in the field of cosmetics.”

Get the Most Out of Whitening Many dentists use whitening to help grow their practice. Here’s how you can do the same.

By Renee Knight, Editor

When Dr. Kevin Cabugao first opened his practice about five years ago, he decided to offer his patients free whitening. Loyal patients would be rewarded with free whitening for life, as long as they didn’t have active cavities, scheduled six month recare visits and didn’t skip out on appointment times. That promotion was so successful he still uses it today. It not only encourages patients to take care of cavities and their overall oral hygiene, Dr. Cabugao says, it also makes them less likely to miss appointments—saving his practice the stress, aggravation and lost revenue broken appointments bring. It has served as a great patient retention and marketing tool, and is a service that has helped him grow his young practice. “It’s a great gateway into cosmetic procedures because once you get a little momentum and patients start to feel better about their smile, it opens the door to talk about treatments like Invisalign,” said Dr. Cabugao, who uses Opalescence PF

20% from Ultradent Products. “Once their teeth are white, patients start thinking about their overall smile.” While you don’t have to offer free whitening to patients of record for this popular, cost-effective procedure to be effective, you do have to know how to choose the right system for your practice, as well as how to talk with patients about whitening. Here’s how to reap the benefits of whitening in your practice.

Choosing the right system There are many systems on the market, and it’s important to do your research to determine which system is best for your patients and your practice. For Dr. Anthony Ponzio, that system is SDI’s Pola Office+ because of the short chair time, predictability and lowered risk of sensitivity it provides. SDI’s in-office version only takes about 45 minutes, quickly freeing up chair time and making his first-time whiteners less intimidated by the process. Aundrea Hoffman, Product Manager for Heraeus Kulzer’s Venus White product line, recommends looking for a system CONTINUED ON PAGE 14 >>

12 THENEWDENTIST.NET S P R I N G 2 0 1 6

All Smiles. Every Step of the Way. From a first dental visit to hygiene, orthodontics and implants, the CareCredit credit card can make it easier for families — mom, dad and the kids — to get care when they want and need it. And CareCredit gives them a financing resource they can use again and again* as credit becomes available.

On this CD

Your team’s positive attitude is the key to creating a winning practice. Discover how Mark E. Hyman, DDS, MAGD, voted one of the Top Clinicians in CE by Dentistry Today magazine, uses team building, self-assessment and problem solving to empower and inspire his team members. On this CD, you will learn valuable tips and techniques to help you identify team strengths and promote better communication among your employees, creating a positive environment. Also, find out Dr. Hyman’s proven ways to create a great attitude in your practice.

YOU WILL LEARN HOW TO: ■ How to make employees feel truly appreciated ■ How to create a more positive patient experience ■ How to manage diﬃcult team members ■ How to create a team environment in which employees coach each other ■ How to recognize, nurture and reward positive attitudes ■ How the doctor can emerge and grow as the practice leader

Help more families achieve healthy, happy smiles. For more ways to optimize CareCredit in your practice, contact your Practice Development Team by calling 800-859-9975, option 1, then 6. Not yet enrolled? Call 866-246-6401

Educational Audio Series Compliments of CareCredit SM

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carecredit.com/dental 800-300-3046 x4519 (new enrollment) 800-859-9975 (already enrolled)

The opinions expressed in this audio program are those of the featured speaker and do not necessarily represent the views of CareCredit. © 2015 All rights reserved. Duplication prohibited by law. REV 4/02/15

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*Subject to credit approval.

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Dentist of the Year by the North Carolina Dental Society in 1995. in CE by Dentistry Today magazine, Dr. Hyman was named Young of North Carolina School of Dentistry. Voted one of the Top Clinicians Biscayne, Florida, and an Adjunct Associate Professor at the University faculty member at The Pankey Institute for Advanced Education in Key recognized and highly-regarded speaker, Dr. Hyman is an active practice to among the top one percent in the nation. A nationallyteam building and relationship dentistry has propelled his 21-year-old Dr. Mark E. Hyman’s dynamic approach to practice enhancement,

www.tarheeldentist.com 336-282-8850 Mark E. Hyman DDS, MAGD

Whitening

continued from page 12 that offers a variety of options at different price points. All your patients are unique, and while an in-office system might work best for a patient who needs to quickly whiten for a wedding, the take-home trays might be more attractive to a patient looking for a more subtle change. The take-home options also tend to be more affordable, making them attractive to your more cost conscious patients. “We offer three options for our patients—the fabricated take-home trays, custom take-home trays and in-office whitening,” said Dr. Cappy Sinclair, who uses Ultradent’s Opalescence Go for his fabricated trays, Boost for inoffice whitening and various brands for take home. “And there’s really no reason not to offer all three. Every patient who comes into our practice has different needs and it’s really great to be able to offer everyone specific solutions to the problem they’re trying to solve.”

Talking with patients about whitening Not every patient interested in whitening will ask you about what your practice offers, which is why it’s important to have patients complete a smile assessment that you keep in their file, Hoffman said. Patients should fill out this form during their first visit and then annually. The simple assessment gives you valuable insight into what your patients like and dislike about their smiles—opening the door to talk with them about whitening as well as

Get your team involved Educate your team members, especially hygienists, about the various whitening options available, said Aundrea Hoffman, Product Manager at Heraeus Kulzer. Whitening is often most effective immediately after a cleaning, and who better to have those conversations with patients than your hygienist.

other cosmetic procedures they might not have considered before. “This can help you start a conversation about whitening without being too pushy in terms of trying to sell,” Hoffman said. “It enables you to bring up whitening when the patient doesn’t bring it up first.” Both Dr. Ponzio and Dr. Cabugao use these type of questionnaires in their practice, so they know exactly what a patient’s chief concerns are. This gives them the opportunity to educate patients about the whitening options they offer and to address any apprehensions they have about sensitivity or cost. “I find many patients think cosmetic dentistry is its own specialty. They don’t realize GPs offer these procedures,” Dr. Ponzio said. “When a practice offers a variety of procedures, patients know that practice can be their dental home. They don’t need to bounce around to different offices to get their care.” Posters, educational brochures, counter cards and other marketing materials are also great ways to let patients know you offer whitening,

Hoffman said, and to get them thinking about improving their smile.

Managing expectations Before patients whiten, it’s important for them to have realistic expectations, Dr. Sinclair said. Make sure they understand any limitations they might have, and show them before and after photos of similar patients to give them a better idea of what to expect. And be prepared to make modifications to their treatment. If the take-home custom trays are too difficult for them to wear, for example, switch to pre-fabricated trays. Customize treatment for your patients as much as possible and it will show in the results.

Growing your practice Your patients want to look and feel their best and a bright, beautiful smile is a big part of making that happen. That’s why so many patients are interested in whitening, making this an inexpensive, easy-to-use procedure you should implement in your practice. For the best results, offer the whitening options your patients want and take the time to talk with them about the benefits. You’ll find more patients not only opting to whiten their teeth, but also investing in more complicated, expensive treatments. Not only that, if they’re happy with the experience and the results, they’ll be more likely to refer you to family and friends. “This is a great procedure for new dentists to offer,” Dr. Ponzio said. “Patients will be happy with the results and it can help you grow your practice. Those patients are a walking advertisement. That’s your sign on them, so you want to know you’re using a product that’s going to work really well.”

Not just for esthetics Dr. Cappy Sinclair uses low dose hydrogen peroxide whitening for patients with periodontal disease to take care of perio pathogens and to whiten teeth. “A lot of people think whitening is just for improving the overall appearance of your smile or reducing staining,” Dr. Sinclair said. “But we’ve also seen improvements in gingival health when patients are on long-term, low-dose hydrogen peroxide.”

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When you’re ready to purchase or start a practice, count on Wells Fargo Practice Finance to help you achieve your goals: · Up to 100% financing to help you acquire an existing practice or start one from scratch · Competitive fixed-rate loans with preferred pricing for ADA® members · Complimentary business planning tools, educational resources, and practice management consulting to help you successfully manage your transition to ownership

To get started, call 1-888-937-2321 or visit wellsfargo.com/thenewdentist to request your free Practice Starter Kit. Wells Fargo Practice Finance is the only practice lender selected especially for ADA® members and endorsed by ADA Business ResourcesSM.

All financing is subject to credit approval. ADA® is a registered trademark of the American Dental Association. ADA Business ResourcesSM is a service mark of the American Dental Association. ADA Business Resources is a program brought to you by ADA Business Enterprises, Inc., a wholly owned subsidiary of the American Dental Association. © 2016 Wells Fargo Bank, N.A. All rights reserved. Wells Fargo Practice Finance is a division of Wells Fargo Bank, N.A. 2846-0116-New Dentist Print Ad

Get the facts with a free Practice Starter Kit, including our latest issue of Strategies for Success, a New Dentist Planner, and an easy-to-use business plan template.

YOUR MAP TO

Technology Purchases By William P. Prescott, E.M.B.A., J.D.

efore you make a large technology purchase, you have to determine if it’s a good investment that will help you better serve your patients and grow your practice. You also have to make sure it’s a technology you and your team members will actually use. Here’s my recommendations on what you need to consider before making a large technology purchase:

mentation of the technology in the practice, given the facility design. As part of the overall implementation in light of the cost, we analyzed anticipated patient acceptance and budgeted a marketing campaign with an outside advertising consultant. The accountant also determined whether to lease or purchase the equipment, the repayment period, variable versus fixed interest, prepayment penalty, accelerated depreciation and expensing deductions and credits. Based on the information the doctors provided the CPA, there was an acceptable anticipated return on investment from the technology purchase. This item was and still is monitored on an ongoing basis with all advisors. What your CPA cannot tell you is where the additional collections will come from. You need to take responsibility to ensure your targeted profitability is maintained.

Timing of Payments The CPA must also determine the timing of payments and anticipated cash flow in light of the useful life of the technology. To the extent that the payments are not matched with useful life, you may end up purchasing and paying for replacement technology while also paying for the outdated technology.

Contract Review Return on Investment Authorize your CPA to determine the increase in collections necessary to maintain your profit margin and calculate your anticipated return on investment. In one case, a multi-specialty practice wanted to install expensive technology for implants. We met with the CPA, who was to determine whether the technology was appropriate for this practice, and it was. A cost versus benefit analysis was undertaken. The specialists worked with the CPA to determine the number of patients per month who would benefit from the technology, the cost per patient and how the fees would be paid. We also discussed the doctors’ commitment to using the technology, the planned staff training and overall imple-

16 THENEWDENTIST.NET S P R I N G 2 0 1 6

Have your attorney review contracts for technology purchases to ensure you understand what you have agreed to before, not after, you sign. Consider this story. A young, but established, dentist invested a large sum of money into a digital x-ray system. The manufacturer’s representative told the dentist the system would be removed if it did not perform to expectations, and it did not. The dentist called the representative to remove the system—after it was purchased and paid for by lender financing. The representative did not return his calls. Turns out the sales agreement did not provide that the x-ray system could be returned and the purchase price refunded. The company that sold the digital x-ray system was not the dentist’s dental equipment and supply company that “made things right” and would continually service the

dentist over his entire career. It was a company the dentist used for a one-time purchase and that was to service the digital x-ray on a limited basis thereafter. After a lawsuit was filed, the company immediately removed the technology and refunded the purchase price.

Allocate Usage Costs If you are a co-owner, allocate technology costs on the basis of usage. For example, two practice owners purchased technology that only one planned to use. The technology cost was allocated to the dentist who used it. The other was unaffected. This decision required a careful allocation of costs by the CPA. The owners maintained their good working relationship because no one was paying for technology they didn’t use.

“IF ASPEN DENTISTS DIDN’T HAVE 100% CLINICAL CONTROL, WE’D RUN FOR THE HILLS TOO.”

Unnecessary Purchases

–Aspen Dental owners

Many years from now, when it’s almost time for you to retire, do not purchase technology the purchaser will not pay for. Otherwise, you limit your candidate pool. A dentist who planned to retire purchased expensive equipment two years before doing so. His young associate, the purchaser, did not use this equipment and it was excluded from the practice purchase price. The retiring dentist sold it back to the dental dealer for almost nothing.

There are a lot of myths out there about Aspen practices. But the fact is, Aspen is just like other private practices, only you have all the clinical control and none of the administrative headaches. We also offer major perks like ongoing development. Just compare:

Insufficient Patients and Referral Sources If you are a new practice owner, a young dentist or specialist who is purchasing or establishing a practice, do not purchase technology with insufficient patients or referral sources. Do not overspend on technology thinking a highly efficient facility will attract patients and/or referral sources. It will not. Over the last 42 years, I have seen many practices invest in technology that was not used well, if at all. The difference from past years and now is the technology cost is much higher and is continually increasing. You and your staff must be committed to using the technology and need sufficient patients to purchase it. William P. Prescott, E.M.B.A., J.D., of WHP in Avon, Ohio, is a practice transition, dental and tax attorney, former dental equipment and supply representative, whose most recent book is titled Joining and Leaving the Dental Practice, Second Edition. For this and Mr. Prescott’s other publications, program materials and articles, see PrescottDentalLaw.com. Mr. Prescott can be contacted at 440-695 8067 or WPrescott@WickensLaw.com.

PROFESSIONAL DEVELOPMENT TRADITIONAL NO OFFICIAL PROGRAM

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Give us 10 minutes, and we’ll give you a great career. Call 866.529.2361 or visit AspenDentalJobs.com/WeAgree

Aspen Dental-branded dental practices are independently owned and operated by licensed dentists.

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SPRING 2016

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THENEWDENTIST.NET

Improving

Communication with Your

Dental Lab By Michelle Billeter-Maxfield

All relationships depend on good communication to thrive. The relationships between dental labs and dentists are no different. Dentists and dental labs ultimately want the same thing—a quality product that conforms to a doctor’s (and patient’s) expectations. But sometimes, situations can be difficult if everyone isn’t on the same page. Good communication keeps the lab and dentist in agreement, which leads to a smooth process and a result that meets or exceeds expectations. Good communication is a “win” for labs and dentists alike.

Large Cases Ensuring your dental lab communicates quickly and efficiently with you starts with choosing a good lab. Some qualities to look for when choosing a lab include: dedicated customer support representatives, comprehensive technical support teams that specialize in complex cases with the ability to walk you through those cases, and continuing education offerings. 18 THENEWDENTIST.NET S P R I N G 2 0 1 6

Once you’ve chosen a good lab that responds to your needs and supports large case dentistry, there are some things you can do to improve efficiency and communication. First, the best communication (particularly related to large cases) comes from doctors who tell their lab exactly what they want for every case. Labs need all the case’s specifics. An essential rule to remember: A lab can never have too many details on a case. More details are definitely better than not enough. The Rx is a good place to start. It’s tremendously helpful when dentists completely fill out an Rx. Dentists should write in full, Standard English and not abbreviated, text-messaging language (and make sure writing is legible). The chance of making a mistake dramatically increases when the lab is forced to guess. If questions or problems arise, don’t hesitate to pick up the phone and call the lab—and the sooner the better! That way, any issues can be resolved immediately.

Next Steps When dentists package cases to send to a lab, it’s important to make sure everything is properly labeled—this is especially true with implant cases. Tell the lab which size goes to which tooth number. If you have similar items in the box (like two blue transfers, for instance), then let the lab know what goes where. Proper packaging is simple, yet greatly helps with implant cases. It ensures labs get everything they need. This can result in shorter production times and decreases the possibility of problems.

Walk the Talk Often, dentists task their assistants with lab communication. We understand dentists have busy schedules, but if the assistant isn’t totally ‘up to speed’ on the case, it can lead to problems. In such a scenario, multiple phone calls may complicate matters and crucial information can get lost along the way. Some dentists invest a short amount of time in training their front office staff to read basic chart information. This can be extremely helpful. If the lab has questions and calls the practice, it may accelerate the resolution if the person answering the phone can read a chart and get the lab the necessary notes. The practices with the best lab communication schedule occasional staff meetings to teach team members some of these basic skills. If the dental lab is unsure about how to proceed on a case, it will be put on hold until the issues are resolved. On large or complicated cases, it is generally much faster for dentists to speak to the lab directly.

5 Details to Include Keep in mind dental labs need five pieces of information for every case. Here’s a checklist: 1. The material to be used 2. The shade 3. The stump shade 4. High-resolution photos 5. A brief explanation of the patient’s expectations Many different materials are available for various situations and most labs are happy to help you navigate through

8 things to consider before sending a case to your lab:

1 Did you use the appropriate tray? 2 Did you use tray adhesive? 3 Did material engage the mechanical retention on the tray? 4 Did you achieve a homogenous mix of impression material? Is there delamination or separation? Is all material in the tray set? 5

Does your impression have voids on the margins?

6 Have you trapped blood or saliva on the margin or prep in the impression? 7 Do you have incomplete wash on the intaglio surfaces of the prep area of the impression? 8 Does your impression have pulls? Source: Elizabeth Curran, Associate Professor, Director Dental Laboratory

that process. Matching the right materials to the patient is one of the most important ways to ensure the longevity of dental restorations. Also, it can be helpful to include a few details about the patient’s preferences. For example, maybe one patient wants something ultra-strong while another is mostly concerned about esthetics. It’s also helpful to know what a patient likes about his or her current teeth so that can be taken into consideration with the design of the crowns.

Red Flags As a lab with a 40-year history, Arrowhead Dental Lab has seen a few communication errors along the way. The most common error is usually in relation to bites. Often, the lab receives no registrations, no stick bites and no photos. Other errors include bridges in the posterior taken with quadrant trays instead of full-arch trays. Therefore, the smile has been pieced together. With this latter example, production can be affected. Sometimes we’ll get three or four units with two teeth to articulate to, and we don’t know if the bite is over-closed or what is happening on the contralateral side. As an industry, we generally use the quadrant trays— mainly for convenience. If more full-arch trays were used, we’d start with a much better impression. Digital impressions are also a better choice than quadrant trays on large cases. We want to leave the guesswork out of every case. Whenever there is room to guess, there is room for error. Our goal is to ensure patients get the perfect outcome the first time and that dentists maximize their production potential.

Follow-Up Communication shouldn’t end once a case is completed. Post-op communication is important, too! It’s helpful to hear things like, “This case went beautifully! I want every case to be like this one!” When labs get this type of feedback, we can see what worked well and know how to make the dentist happy in the future. We want to hear negative feedback, too. Our goal with every case is to make a restoration that goes in without a problem. Feedback helps us to dial in our case production so every doctor gets a custom restoration. By fine-tuning communication methods between dentists and labs, dentists can receive even greater service and efficiency. A bit of time and a little extra effort can really pay off in the results from your lab—and that’s when everyone wins! Michelle Billeter-Maxfield has worked in the publishing industry since 1997, specializing in the areas of educational publishing, the natural products industry, and dental writing and editing. She is currently the managing editor with Arrowhead Dental Lab in Salt Lake City, Utah.

Technology at Arizona School of Dentistry and Oral Health SPRING 2016

THENEWDENTIST.NET

XLDent is a national dental software development and services company that has focused on serving the high technology needs of the dental community since 1971. We focus our time and attention on solutions that are in the best interest of our clients and on the continual development of electronic dental health records, mobile solutions and Internet-based options. We are dedicated to the preservation of private dentistry and to helping new dentists build successful small businesses.

Why is XLDent’s New Dentist offering unique? Starting a new business is a huge undertaking, and probably one of the biggest decisions of your professional life. We applaud you, congratulate you and thank you for your desire to be your own boss and open the doors to a brand new business in your community. There will be many more decisions that need to be made in the near future and we’d like you to know that in choosing XLDent, you will be choosing a business partner that is committed to your success. We understand your needs and wants as a startup practice will be different as you grow and develop into a mature business. We will listen to you, consult with you and help you establish the core business systems that will be essential to the success of your future practice. As you embark on this journey, consider that there is value in the depth and breadth of the patient database you are about to build. The content, integrity and continuity of your electronic dental records will play a key role in your ability to grow efficiently and profitably, as well as maintain valuable patient relationships and patient engagement mechanisms. XLDent’s All-Inclusive Suite of products and services includes all the tools you need to make this journey. XLDent is your long-term solution to a very important business need: Equipping your office with a customizable, scalable and powerful Practice and Clinical Management software system. What else makes XLDent unique? XLDent is the only dental software suite designed to take advantage of wireless, Tablet PC technology. This gives you the freedom and flexibility to work from anywhere. Tablet PCs help you optimize use of your electronic dental records so you can maximize your productivity. With XLDent and a Tablet PC, you can dissolve the barrier that exists when bringing traditional computers into the doctor/patient interaction. XLDent supports multi-location dental offices with and without always-on Internet connection. Whether you want

20 THENEWDENTIST.NET S P R I N G 2 0 1 6

XLDENT

What is XLDent Doing for the New Dentist? to build your business with a single or with multiple databases, XLDent offers a scalable solution that will grow with you.

What is the New Dentist special package? When you choose XLDent as a new startup practice, you will receive our special PMS package for new business owners for only $2,055 with the option to add an on-hold marketing tool or a MS Surface Pro4 tablet for free. The options are geared to help you attract new patients to your dental practice and sell your services. In addition to our tried and true methods for getting started with the software, the time with your Getting Started Coach will focus on planning, building and launching your top priorities— and leave you with a strategic plan to accomplish what’s next. Here’s what’s included with every New Startup Package. We’ll begin with an introduction to your Getting Started Coach and our How-To Guide. The Guide will help you personalize the XLDent software so you can manage your new business successfully and enhance patient experiences. Our phased Plan…Build…Implement…Review…Grow approach will help you build a foundation for successful database establishment and initiate core business systems, taking you step by step to create important policies and patient care systems. We’ll use a phased Guide to assist you with the setup and implementation of the XLDent software. It begins with an introduction to the many resources you have available to you as an XLDent Software Assurance Member. Next, we’ll guide you through the setup and personalization of the software and electronic services you select. Your Coach will prep you for implementation and establishment of policies and then follow through with your launch training. Your personal Getting Started Coach will be with you for the critical first 12 months of your practice opening. You’ll also have access to self-guided training resources, on-demand webinars and live technical support. Find out more. Visit our website at www.xldent.com or give us a call at 800-3282925. We’ll schedule a personalized demonstration and start to get to know more about you and the vision you have for your new dental practice.

WELCOME TO THE

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Your All-Inclusive Software Solution Our dental software suite creates a worry-free mobile and tablet friendly workflow, providing your team the tools they need to make your practice most profitable. www.xldent.com/newdentist

Call to learn more. 800.328.2925 or 763.479.6166

Dental Practice Accounting 101

By Susan Gunn, CFE

Why you should consider using QuickBooks Pro in your practice. Now that you’re clinically ready to take on any dental case that may present itself in your new office, there’s a whole other side to dentistry you need to handle: being the business owner. Working out the details for all the loans, the bank account, your office’s floor plan, the various insurances and taxes—thinking of it all makes your head swim, not to mention the total amount of your new practice loan! What is the most simple, effective way to organize your practice’s financial information? For a professional practice, there are two sides to accounting: accounts receivable and accounts payable. You probably already have practice management software, which tracks patient information, charting, treatment planning, insurance information, and payments. The payments received through the practice’s software are called accounts receivable. That’s half of the accounting formula—tracking money coming in. But what about money going out? Writing checks to employees and vendors is the second half of accounting, called accounts payable. You can buy many well-known accounting software programs off the shelf as well as online to manage your accounts payable. So which one do you choose? I recommend QuickBooks Pro. What makes QuickBooks Pro stand out? Primarily its ease of use, which is why 90% of practices using accounting software choose QuickBooks.

QuickBooks uses common language, avoiding accountant-type lingo. QuickBooks makes it easy to create reports to understand your finances. When you understand your finances, you make wiser future decisions. Those wise decisions are imperative.

The benefits of QuickBooks Pro No accounting knowledge is needed, and that means you don’t have to understand debits and credits. Think of it as a financial organizational tool, not accounting software. Payroll is another reason to use QuickBooks. It features payroll options exactly like other payroll services with one clear distinction—the QuickBooks Enhanced payroll option creates all the staff’s payroll detail within QuickBooks without you needing to input anything manually. Ultimately, QuickBooks is the best solution for dental practices. First, most dentists don’t want to be accountants, but still need to be business owners. Secondly, all practices need an easy-to-manage accounting program, which is why dental software companies recommend QuickBooks. If the accounting software is visually easy to use, the practice’s financial picture is accurate or accomplished in a timely manner.

QuickBooks Online QuickBooks does have an online version and, if you go to Intuit’s homepage, you would think it was the only option available. However, the online version doesn’t have as many features as QuickBooks Pro. QuickBooks Online has fewer reports, less ability to customize, and is missing a variety of other options. It’s also much more costly. The benefit? It does give you access to QuickBooks at any time. However, so does Logmein.com as well as many other With more than 20 years of business automation experience, Susan has written 34 books for professional practices and has been an Advanced Certified QuickBooks® ProAdvisor since Intuit established the program. Susan provides a variety of means to accomplish QuickBooks® competency through speaking, books and ongoing nationwide consulting. The American Dental Association recognized Susan as a Financial Matter Expert in 2015. Dentistry Today magazine has recognized Susan’s expertise by naming her a “Leader In Consulting” since 2005.

22 THENEWDENTIST.NET S P R I N G 2 0 1 6

remote services. The idea is phenomenal but isn’t there yet. I suggest you turn to other means to access your information through the Internet, rather than using a version of QuickBooks that has not yet matured.

The chart of accounts The chart of accounts is the most important part of your accounting. The financial reports are created based on how the accounts are organized. Your chart of accounts should be designed for business management, with a back to back accountability between the practice software and your QuickBooks. In my book, Getting The Most Out Of QuickBooks In Your Practice, I make the following recommendations: 1. Keep the chart of accounts simple, using words you understand. 2. Don’t use accounting numbers. Make them available for your CPA

to use, but then turn them off. Most of us think with words, not numbers. 3. The QuickBooks income accounts match how patient revenue is deposited into the bank, which should match the payment types in your practice software. For example, you will have cash, checks and insurance checks in your practice software. Together, these make up the Cash & Checks QuickBooks income account. If all your credit cards are deposited together, you will have a payment type called Credit Cards and a QuickBooks income account called Credit Cards. There is more information in the book, but basically you should be able to run an annual report in the practice software that matches the QuickBooks Profit & Loss, minus the last straggling deposits of the month.

Why use accounting software at all? You might be wondering why you can’t just hand over your financial receipts to your CPA. Because a dental practice is a professional business. All businesses need to know how they make money and where it is spent. Successful businesses know exactly where it goes, and to whom, for cost effective evaluations, at any given moment. Practice owners should know their business more than anyone else. Someone will be the boss of your business. Will it be you?

QuickBooks for Mac Many dentists want to use a Mac computer for their accounting. The QuickBooks Mac version has greatly improved over the past few years and has almost as many capabilities as the desktop version of QuickBooks Pro.

CAREER OPPORTUNITIES WORTH

ABOUT NATIONWIDE

UP TO $25K S BONU

Compensation » Average annual compensation of full-time dentists in excess of $230,000 Benefits » Health & Malpractice Insurance » Continuing Education » Dental coverage for associates and immediate family members » Three weeks’ vacation » Visa and permanent residency sponsorship Clinical Practice » Complete freedom over treatment planning » Friendly and efficient staff » Paperless offices and state of the art equipment and supplies » Discretion over dental supplies and instruments

Make Dental Dreams a reality for you. Please contact us to learn more about rewarding associate dentist opportunities. We offer full-time, part-time, and Saturday only schedules. New grads and residents are encouraged to apply. IL, MI & SC: Contact Kari Thompson @ 312.274.4530 or kthompson@kosservices.com MA, PA, VA, DC, MD, LA, TX & NM: Contact Juliette Boyce @ 312.274.4520 or jboyce@kosservices.com

SPRING 2016

THENEWDENTIST.NET

What the

Seattle Study Club can do for you

Study clubs offer new dentists a great opportunity to grow as clinicians as well as to develop valuable relationships with other dental professionals. Seattle Study Club Inc., founded by Dr. Michael Cohen in Seattle 20 years ago, focuses on providing patients with comprehensive care and is one of the largest, most well-known study club networks in the industry with 250 clubs worldwide and 238 in North America. We recently talked with a young dentist who joined the Seattle Study Club organization at the beginning of his career, Dr. Andrew Skasko, as well as three members of the Seattle Study Club leadership team—Greg Tice, Suzanne Cohen and Heather Bright—to learn more about the club and how this international network of doctors can help new dentists jump start their careers. Here’s what they had to say:

Dr. Andrew Skasko,

Seattle Study Club member for 12 years Q: How did you first hear about Seattle Study Club? A: My colleague, Dr. Jason Stoner, was starting a second club in Columbus, Ohio. He and I were both developing our practices and understood the methodologies and teachings of Seattle Study Club Inc. were in complete alignment with what we wanted to offer our patients, which is interdisciplinary care. Q: What are the benefits of joining Seattle Study Club? A: It is the most renowned organization in the world from a CE standpoint. You have an opportunity to learn from and become friends with colleagues all over the world who are at the top of their game. You can learn valuable pearls and tools from a business perspective, something many of us didn’t get in dental school. You develop camaraderie and an extreme awareness of how to properly diagnose and treatment plan. Q: How has Seattle Study Club helped you grow your career? A: I attribute much of my success to my Seattle Study Club membership. I have the ability to look at complex dentistry in a very systemic way and really understand how to get from point A to point B. My choice to practice interdisciplinary care has allowed me to become well known and respected by clinicians both in my area and nationally. I have a great feeling when I go to work every day because I know without a doubt I’m doing the best for my patients. 24 THENEWDENTIST.NET S P R I N G 2 0 1 6

Q: How involved are you with Seattle Study Club? A: I’m quite involved. I’ve been to the weeklong international symposium multiple times, where I’ve interacted with top clinicians from around the world. Beyond that I have some interaction with the teachings of Seattle Study Club every day in my practice. At least once a month I get together with Seattle Study Club colleagues to treatment plan cases. We also have monthly CE events and speaker engagements. Q: Why should new dentists join Seattle Study Club? A: You have access to local and national events. It’s really your choice how involved you get. If I could give advice to young clinicians it would be to join Seattle Study Club and go to the symposium right away. That’s where you have the opportunity to connect and learn on a much deeper level.

The Seattle Study Club, founded by Dr. Michael Cohen, is an international network of doctors interested in furthering their knowledge to provide excellent care to every patient. Each club meets regularly for interactive educational programs, discussion on the latest developments in dentistry and presentations by world-renowned clinical speakers. These meetings provide a forum for each member to discuss and plan cases with the collective knowledge of the entire group. To learn more visit seattlestudyclub.com. Interested in joining or starting a club? Call the Seattle Study Club office at 425-576-8000.

Suzanne Cohen,

Co-Founder Q: Why is the Seattle Study Club format such an effective forum for growth, change and development? A: The Seattle Study Club creates a collegial environment where doctors’ minds naturally become open to change as they learn with and from each other. Growth occurs in an organic, step-wise fashion that is neither forced nor regimented. This isn’t a study club in a box where the focus is on someone else’s work. Instead, it’s the development of advanced clinical skills through collaboration with other clinicians on the kind of real-life cases that walk into your office every day. Q: Why is the focus on comprehensive dentistry important? A: Dentistry is being reduced to its lowest common denominator as we speak. No clinician and no discipline can be all things to all people. Only through the combined insight of the fine minds present on the interdisciplinary team may we truly serve our patients well. Q: How is Seattle Study Club relevant for new clinicians? A: The Seattle Study Club provides a testing ground for their knowledge and a group of mentors who are eager for them to succeed. We are not about competition but rather collaboration. From clinical to behavioral to financial skills, the Seattle Study Club is a true university without walls.

Greg Tice,

Managing Director Q: Why is the Seattle Study Club format such an effective forum for growth, change and development? A: Traditional education in dentistry is sit and listen or sit and watch, and our ability as human beings to recall information after

being “told” something once is limited at best. It is critical in a study club environment to have engagement and participation from the attendees; this is when they begin to incorporate their knowledge base into their daily activities. Treatment planning, problem solving, debate, dialogue discussion—these all lend themselves to us taking our blinders off, to no longer operate on autopilot. The Seattle Study Club environment is such that the expectation is a change in behavior and proficiency, not just picking up a series of “good ideas” that never get incorporated into daily life.

Q: What can participants expect? A: Participants should look to their local Seattle Study Clubs as though they were taking a martial arts class or a cooking class. People don’t take martial arts to get an “idea” about how to do martial arts; they want to become more proficient at their chosen activity. Seattle Study Club is the same thing. Clinicians should come in looking for a change in behavior, a change in proficiency—and that all starts with comprehensive diagnosis and treatment planning. Q: How is Seattle Study Club relevant for new clinicians? A: There is so much that goes into the practice of dentistry, why would you want to struggle by yourself when the support and experience of others can help shorten that learning curve? New clinicians aren’t simply there to absorb and learn. They have a lot of new ideas and energy to bring to the table to help existing members, and contributing to others feels good.

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Q: How can they incorporate what they learn? A: This actually happens through the structure of the curriculum itself. However, if you really want to take advantage of the opportunity to incorporate all of this, take time after each meeting CONTINUED ON PAGE 27 >>

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BEEN THERE, Done That

Key Opinion Leader Dr. Lisa Germain on specialties.

r. Lisa Germain describes herself as a perpetual student. She began practicing dentistry in 1978, and even though she has a lot of experience as an endodontist, she feels there’s still so much for her to learn and to offer her patients. That’s one of the reasons she also began placing implants about eight years ago. She noticed GPs were referring her cases where the fractured tooth wasn’t savable, and asking if she could place an implant. That prompted her to take the CE courses and training necessary to add implant dentistry to her list of services. Implementing this procedure has been great for her practice, she said, and enables her to get more patients out of pain. Taking CE courses and constantly working to improve your skills is key to a new dentist’s success, Dr. Germain said. The learning really begins when you graduate from dental school. You should always look for ways to improve the care you provide while offering patients the services they want. Dr. Germain also recently began treating muscular facial pain with Botox. Why? No one in her area was addressing it, and she knew it was a service patients wanted and needed.

While it’s important to offer a variety of services, Dr. Germain recommends focusing on one area at a time. Become really good at one thing, rather than just OK at 10 things. “Understand if you’re all over the place you’ll never get really good at something,” Dr. Germain said. “It’s important to focus. Let’s say you’re learning how to adjust occlusion. Learn everything you can until you’re confident you can service the patient, then move on to the next thing you want to learn. Don’t try to take on too much at once. That’s particularly important for general dentists.”

Choosing a specialty Dr. Germain decided she wanted to be an endodontist because it gave her the opportunity to help more people. This was the right decision for her, but it’s not the best path for every dentist. If you’re thinking about specializing, Dr. Germain says it’s important to make sure you’re doing it for the right reasons— not because you think it’s an easier path, or because you think it’s more lucrative than general dentistry. You have to really like the specialty you choose, or you’ll quickly become burned out and unhappy with your career. And specializing isn’t easy, Dr. Germain said. With more GPs taking on their own endo cases, there’s no such thing as an easy case in her practice. She only sees difficult cases and the cases that aren’t even treatable. The other downside? The patient isn’t your patient. It’s the GP’s patient, and that means you have two sets of customers you need to please. “Being a specialist is very competitive and high pressure,” Dr. Germain said. “There’s a lot to specialty practice that’s positive, but there’s also a lot that’s negative. Just understand what you’re getting yourself into before you do it. The road isn’t paved the way most people perceive it. They perceive specialists as people who have it made, but we just work differently than they do and have different challenges.” Finding the right tools No matter what area you decide to focus in, invest in the products that will make you a better dentist, Dr. Germain said. Before you buy the latest and greatest technology on the market, make sure it solves a problem and that you’re not just wasting money on a cool gadget you’ll never actually use. “Only go high tech if it will build your practice, make you more money or make you a better dentist,” Dr. Germain said. “You can practice dentistry just fine with the bare necessities, especially if you don’t have the money right away because you’re new.” For Dr. Germain, her favorite products are digital radiography, lowspeed handpieces and the OsteoReady implant system. This is a great, user-friendly system for general dentists who want to learn how to place implants, and is the system she used to learn the procedure.

26 THENEWDENTIST.NET S P R I N G 2 0 1 6

Seattle Study Club continued from page 25

Build your reputation As a new dentist, now is the time to start focusing on what you really want to do and developing your skills so you can provide patients with the best care possible. Determine what you love to do and become better at it. Build your reputation in your community. You’ll see your practice begin to flourish as more and more loyal patients entrust you with their care. “Always do the best dentistry you can possibly do. Don’t do something you’re not comfortable doing and the money will follow,” Dr. Germain said. “Go toward quality rather than quantity and it all works out in the end. You might not make as much money as the guy next door, but in the long run you’ll keep patients who will refer more people. Practice high quality care and you’ll build a much bigger, better practice.” Dr. Lisa Germain maintains an endodontic, implantology and facial pain management practice in New Orleans, LA. She is considered a world leader and educator in the field of dentistry. She is a Diplomate of the American Board of Endodontics, a Fellow of the International Congress of Oral Implantologists and a member of the Pierre Fauchard Academy. She serves as Clinical Director for DC Dental Company and is actively involved in many dental organizations.

to review what you learned and then teach it to your team. This not only engages the staff in the study club, the act of needing to teach the information creates a stronger recall mechanism in the brain.

Heather Bright,

Director of Marketing Q: Why do members keep coming back to Seattle Study Club year after year? A: Our programming is a continuum. Each academic year builds on the last. We include the basics that everyone needs to practice while incorporating novel concepts and making everything accessible to everyone.

Q: Why is it important for new dentists to join study clubs? A: Clinicians coming out of school face many unexpected challenges. With school debt and practice expenses looming, they often look to cut expenses wherever they can. Joining a local study club is a great way to avoid many of the costly mistakes clinicians often make in their early years of practice. The more seasoned clinicians in the group have knowledge not shared in dental school that can impact young clinicians’ success in very meaningful ways.

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