Gems Publishing - December 2018

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the screen, not only will these four teeth be many times larger than life, but the open margins, leaky, stained, or carious areas, and any crazing or visible fractures will jump out at Betty almost as if she were at Disney watching one of those 3D bug movies! I had five hygienists in my two practices. We did this for thousands of patients over the years. One of the more common responses we got was “Linda … are those my teeth on the screen?!?” At this point, Linda hasn’t said anything at all about the photo on the screen other than to confirm that yes indeed, those are Betty’s teeth. Linda looks at Betty while pointing to the screen, If your RDH sees wide-open leaky margins, caries, and/or broken fillings, then she must express her concern at this point. Use the word “concerned.” “Betty, I’m really concerned about your teeth here on your upper right. I’m going to make sure Dr. Smith comes in before the end of your visit. I know Dr. Smith is going to want to see these today …” Think back to my Theory of the Bobble Headed Dog. Your patients are far more likely to believe your hygienist when she is the first one to point out the need for care in the absence of symptoms. When the doctor enters the room, he is simply a second opinion, reinforcing what Linda has already told Betty. Yep, that’s right. This PowerPoint is documentation of Elizabeth’s old amalgams … the ones her prior dentist told her were “just fine.” Elizabeth’s reaction to seeing what was left of these teeth after removing the old (failed in place) amalgams was somewhere between horror and disbelief. Download this presentation by accessing the GoldMine video training mentioned above (Episode 004) and clicking on the “More Files” icon. Put a shortcut to this presentation on every desktop in your office. Betty has just seen her old failing-in-place amalgams in living color high-resolution, blown up larger than life. What she is about to see — Elizabeth Silver Fillings v2 .ppt — will be an even bigger eye-opener for her. As you’ll see when you watch this presentation, Elizabeth’s fillings only had very slightly visible open margins. Overall, they looked intact, they were functional, and they were asymptomatic. What Betty is about to witness is what you and I have seen hundreds (thousands?) of times: old amalgams with leaky margins that, when removed, reveal extensive caries below. Elizabeth was blown away when I showed her what was underneath her old silver fillings … and even more so when she saw how little solid tooth structure remained. Download both the .ppt and the .pps files from the “More Files” section of GoldMine Episode 004. The .pps is a slideshow and will run automatically once you open it. The .ppt file will require that you open it in presentation mode, then click through it slide by slide. Use whichever one you prefer. Don’t attempt this without first listening to and watching the GoldMine video. You’ll hear the dialogue I recommend during the PowerPoint presentation. I intentionally use scripting, which is different than what you and the patient will see on the screen. They see the graphics, read the text, and hear what you are saying. The results of effectively presenting this 4-step process can be life-changing for the patient’s health … and practice-changing professionally and financially. STEP 2: ELIZABETH’S SILVER FILLINGS POWERPOINT

THE 4-STEP PROCESS TO SELL BEST-OPTION LONG-TERM QUADRANT DENTISTRY Before I begin, I’ll point out that a significant portion of this strategy is visual. Within the scope of this article, I’ll present a brief outline of the concept. If you truly want to make this happen (and you CAN DO THIS!) in your practice, have your entire team watch GoldMine Team Training Toolkit

Episode 004, “How to Sell Quadrant Best-Option Dentistry.” Be sure to open the “More Files” folder in order to access all the presentation graphics required as part of deploying this strategy.


The very first step is for Linda to shoot a DSLR photograph of the worst quadrant. Bear in mind that this is an asymptomatic patient who doesn’t think they have any dental problems or need for care. All Betty knows is that when we completed her initial exam six months ago, the doctor mentioned that we’d be performing a more thorough evaluation of the old mercury-silver fillings at a subsequent visit following completion of the first phase of care. Linda uses a mouth mirror to inspect all of the teeth. She is going to focus on the worst-looking quadrant for two reasons. Of course, the first reason is that we want to triage the area most in need of care for rehabilitation first. Second, but equally important, since it’s visually the worst, we’ll have the best shot at gaining acceptance of our recommendations for care. That will only happen if Betty owns the problem. You can come up with a dozen reasons not to use a DSLR camera. Don’t own one. You have one but don’t really know how to use it. Know how to use it but it takes too long. We have a great intra-oral camera. If you want to have the best shot at highest acceptance, don’t change anything. Use a DSLR camera that comes with a flash system designed for intra-oral photography. It might take you a few hours of practice and training in order to get good at it, but it will be some of the most valuable training time you ever invest in. Ever. You must shoot the quadrant photos in an intra-oral photographic mirror. It’s impossible to shoot at 90 degrees straight down at the occlusal surfaces of posterior teeth unless you use this type of mirror. You can get them at any of the sites that sell dental photography systems. If you don’t already have a favorite and/or are looking to buy a camera as well, reach out to Peter Gray at Tell Peter you are a Dr. Tom Orent Gems member. I get nada from Peter, except that he treats our members really well. If you buy a camera system, he’ll give Gems members the very best trade-show special they’ve been offering recently. If you buy from PhotoMed, they’ll put a rep on the phone with you and walk you through all of the camera settings and help you troubleshoot until you get amazing photographs. Linda now has a high-resolution photograph of Betty’s worst quadrant. Put the photo on the computer screen in front of Betty and blow it up so that the four teeth fill the entire screen. Be sure you are showing only four teeth. Not half an arch. Not a full arch. Just four teeth. Blown up on

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