Gems Inside
p.5. GG12 Coaches’ Corner
p.6. How to Craft Emails That
p.1. How to Double New Patient Acceptance, Retention, and Your Bank Account
Clients Will Actually Open and Read
p.7. Proof Eyewear Sets a New Standard
p.3. From the Desk of GG12 Senior Practice Analyst
p.8. Learn How Dr. Jercinovic Used Gems to Save His Practice
p.4. Recently Unearthed on Planet Gems
Gems Not Only Saved My Practice, It Changed My Lifestyle
Dr. Ernie Jercinovic
used the tools that went with it and realized we were not using DIAGNOdent effectively.
You don’t have the relationship with new patients that will allow you to diagnose as effectively as a machine will. Until you have that rapport, using a device that can give quantifiable data to the patient gives you instant credibility. It’s an FDA-approved tool, so if your patient isn’t onboard with you just yet, they will be once you use a device proven to catch cavities and the protocol and verbal skills Tom shares in the video. We struggled with this early on because we weren’t consistent. Any new Gem to help improve your patients’ health and your bottom line requires repetition to implement consistently. I’m a procrastinator by nature, but the more structure I received from the Gems Team, the more accountability I had to succeed. Once we started consistently using DIAGNOdent, we understood how important it was for our practice because of the demographic we serve. About 95 percent of my patient population is 35 and under, so I don’t have a lot of the complications you see with older individuals. Because I’m seeing so many new patients, it’s essential to use DIAGNOdent consistently. Using Tom’s DIAGNOdent protocol (verbal skills, graphics, etc.), I’m currently diagnosing and treating in excess of $100,000 per year of one-surface pit, fissure, and groove restorations that I would otherwise leave untreated (continuing to decay). Practice growth often revolves around making sure your services match what your ideal patient needs. Once we grasped this idea, it became clear which Gems we needed to focus on. From there, our numbers have skyrocketed. While DIAGNOdent has been a significant factor, our practice has more than doubled overall since starting with Gems. Along the way, we’ve had to make difficult decisions about team members who didn’t fit the Gems culture … OUR culture … but each choice has paid off in growth. Everyone needs to be on the same page, and that starts with connecting with your Gems Concierge and your Coach. I can’t promise your practice will double, but you will enjoy positive results if you just take advantage of some of the Gems!
I’ve been with Gems for over 10 years now, and I have to say that without the help of Tom and his team, my doors would’ve closed long ago. Tom and his team are always there when you need them, and their guidance makes a big difference in my practice and my life. Tom’s stories and ideas … his Gems always help. It’s a true joy being part of the Gems Family! When I started all those years ago, the practice was on its last legs. My wife and I looked for solutions, and it came down to us going all-in on our last hope. We attended one of Tom’s courses, and we immediately put all our chips on Gems. If it worked, then we would be back on our feet in no time, but if it didn’t, I would be out of dentistry or onto a corporate affiliation. Here we are, 10 years later, and I’m able to send my kids to private school, I’m more relaxed, and my lifestyle is completely transformed. Note from Tom: Regardless of which of the half-dozen or more electronic caries detection systems you have (e.g., DIAGNOdent, SOPROLIFE, Canary, CariVu, etc.), the technique may differ, but the practice management Gem is the same. Read on!
ONE BIG GEMWE USED TO START WAS DIAGNODENT
Before working with Tom, DIAGNOdent was just a machine collecting dust. We rarely used our DIAGNOdent because I believed I could diagnose on my own just fine. During one of our weekly team meetings, we watched Tom’s GoldMine UnderGround video and
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