Gems Publishing - April 2019

By Dr. Tom “The Gems Guy” Orent

I mentioned in Part I that my team and I can see a vivid difference in the actions taken by the most successful dentists and dental teammembers versus those who continue to struggle year in and year out. Below is a self-assessment quiz on the 20 things you must do if you are serious about maximizing professional success and profit from your practice. Of course, there are way more than 20. However, ensuring that you are doing these 20 things will go a long way toward helping you blow away your goals, build the practice, and live the life of your dreams. Some of these hold (much) more weight than others. However, for simplicity’s sake, give yourself five points for each one you’re already doing. Don’t cheat; e.g., if you only set aside 60 minutes per week for your weekly team meeting or if you do 90 minutes but miss one or more per month, don’t give yourself five points for No. 1. On the other hand, if 48 out of 50 work weeks you do meet with your team, and 95% of the time you adhere to the full 90-minute meeting, then BRAVO! You get five points for No. 1! "I promise if you work toward achieving 100 on this self- assessment, you’ll have happier, healthier patients and a robust, financially healthy practice and income as a result!" In this article, for each of the 20 commonalities of the most successful practices, I will share why you should do it and where to find the resources that will show you exactly how to best deploy. I urge you to write down which ones you already do and which you don’t yet do. Put today’s date on the quiz. Make a note in your calendar to revisit this quiz at least once per quarter. Your score today is not

nearly as important as your progress tomorrow! Frankly, if it takes you two or three years to get to 100 on this quiz, that’s fine. The journey will be fun and the results are more than worth the effort along the way. I promise, if you work toward achieving 100 on this self-assessment, you’ll have happier, healthier patients and a robust, financially healthy practice and income as a result! Send an email to Tom@1000Gems.com and let me know how you scored on this quiz, both now and in the future. I’m confident that long before you achieve 100 on this quiz, any significant increase in your score (indicating that you have deployed more of the essential-to-your- success Gems below) will correlate to measurable increases in your practice revenue!

SELF-ASSESSMENT QUIZ: THE ‘SUCCESS CHECKLIST’

1. 90-MINUTEWEEKLY TEAMMEETINGS

This is probably the single most-contested Gem we require of our GG12 Coaching program members. Many tell us they’re simply too big, too busy, have too many teammembers, etc. Then … after they’ve deployed this Gem, their profits increase, stress decreases, and the majority tell us they can’t imagine how they ran a business without at least one 90-minute all-team weekly meeting.

Site Map GoldMine UnderGround Team Training Toolkit 023 MEET MORE OFTEN MAKE MORE MONEY

2. MORNINGHUDDLE

Yep. I realize you’re already doing them. Not my point. More important than the fact that you have morning huddles is how you prepare for them the night before. I’ve developed an extensive downloadable checklist that is explained in the video.

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Site Map GoldMine UnderGround Team Training Toolkit 056 YOUR PERFECT DAY BY DESIGN — THE AM HUDDLE

and patients loved it!) we got mornings off and didn’t start until 2 p.m. So, 9-to-5 … even 8-to-6, Monday–Friday no longer cuts it in today’s competitive environment.

3. VERBAL SKILLS PRACTICE, AKA ROLE-PLAY

7. PAYING RDHONHYBRIDHYGIENE COMPENSATION

This separates the super successful from the wannabes. Only practices that routinely role-play verbal skills — week in and week out — only those practices ever see the level of exponential growth others only dream of. There are verbal skills for just about everything you do every day in practice. Answering the new patient phone call; explaining fluoride, perio, best-option quadrant dentistry; making financial arrangements; even what you say when scheduling an appointment to increase the odds your patient actually shows up; etc. — if there is a particular verbal skill you’re looking for, ask your Personal Gems Concierge for assistance. Use your online shared Action List, and you’ll enjoy rapid improvement in individual team member accountability. This is one of the easiest tools to deploy and will help improve your results with any/every Gem you deploy from this day forward. Dr. Kelly Brown’s practices are collecting in excess of $18 million. Kelly recently said that he begins and ends every team meeting with the action lists and would not run any practice without them. 4. ACTION LISTS: USED THROUGHOUT EVERYMEETING Of course, No. 5 depends upon your use of No. 4, “Action Lists.” Throughout your meetings, you’ll be using your action list to record specific actions or steps required to deploy the Gems upon which you’re working. You’ll record who is responsible for each action and the deadline by which it is to be accomplished. That deadline is never more than six days from the date of the meeting during which it was agreed upon. At the start of the next meeting, you begin with a review of the action list from the prior meeting and a status update on each step from the individuals responsible. No, I’m not suggesting that you work from 7 a.m. – 9 p.m., seven days a week … although we have a few (ultra successful) practices that do offer hours pretty close to that. Whatever your current hours are, reconsider them if you don’t offer at the very least two mornings from 7 a.m., two evenings until 9 p.m., and either Saturdays or Sundays every week. At my Framingham practice, on days we opened at 7 a.m., we worked straight through (no lunch, unless there was a no-show or otherwise unscheduled break) until 2 p.m., then we all (except one person to answer phones and see walk-ins) got the rest of the afternoon off. On the days we worked until 10 p.m. (that’s not a typo … we were open until 10 p.m., 6. CONVENIENT HOURS: OPEN 7 A.M. – 9 P.M., PLUS SATURDAY (AND/OR SUNDAY) Site Map AUDIO/VIDEO Programs Retreat Presentations DISCOVER THE SIMPLE SECRET SCIENCE BEHIND CONSISTENT PRACTICE SUCCESS — MR. CHUCK NEMITZ 5. BEGIN EVERYMEETINGWITH A REVIEWOF LASTWEEK’S ACTION LIST

There are three ways to pay a hygienist. The most common (and worst) is hourly. Your hygienist is a provider of services and has significant influence on the services your patients choose, both in terms of hygiene and doctor restorative care. She (or he) should be incentivized to maximize all that can be done to help patients achieve optimal health and longevity. Hourly pay will never achieve that. The second way (far less common) is commission. Some practices pay their hygienists a percentage of everything they produce in their chair. It’s better than hourly but still fraught with problems. First, it tends to put undue focus only on what’s happening in the RDH's chair. The RDH should have incentive to be a TEAM PLAYER and help when and wherever needed. When her compensation is tied directly and only to what she produces, you miss the RDH incentive to help the whole team and consider overall patient health. Due to the above, I invented what I call “Hybrid Hygiene Compensation” (HHC). I had five hygienists between my two practices, and all five were paid using HHC. With HHC, the hygienist's pay consists of a combination of a percentage of what she does in her chair plus a percentage of whole office collections. My hygienists were compensated for and motivated to help anyone at any time in order to best serve our patients’ optimal health.

A. Site Map GoldMine UnderGround Team Training Toolkit 034 HYBRID HYGIENE COMPENSATION FOR MAXIMUM PRACTICE PROFIT

B. After you watch the above video, ask your Personal Gems Concierge to schedule a call with Elizabeth, my wife, the engineer. Elizabeth will help develop your custom Hybrid Hygiene Compensation formula based upon data specific to your practice.

8. TEAMBONUS SYSTEM, WITH TBS CHEERLEADER

I get that times may be tight, and yes, there are a few folks who say they’re not motivated by money. But neither of those is a sufficient excuse to not deploy an effective Team Bonus System … ASAP. In 20 years on Planet Gems, I’ve yet to see a truly ultra successful practice without an effective Team Bonus System. A. Site Map GoldMine UnderGround Team Training Toolkit 046 THANK YOUR TEAM PART II INCLUDING TEAM BONUS 2.0. Watch the video with your entire team. B. After you watch the above video, ask your Personal Gems Concierge to schedule a call with Elizabeth, my wife, the engineer. Elizabeth will help develop your Team Bonus System 2.0.

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9. CHALLENGE FORMS EVERY WEEK

you’ll be doing more and better dentistry (and making more money) than you likely ever dreamed possible. Never cease any challenge. Once you start, don’t stop! Guess what happens when you stop measuring and reporting via the challenges … It’s kind of ironic that number 10 of 20 (these really aren’t in any order) is TOBI. It’s the big paradox. TOBI stands for “The One Big Idea.” The point of TOBI is that when you ask your team to learn three or four (or more) different new concepts all at once, none of them will be done well (if at all). Instead, no matter how simplistic it seems, FOCUS ON JUST ONE THING: Your TOBI. One for the clinical team and one TOBI for the business staff. Focus on your TOBI until you’ve mastered it. Only then should you move on to the next Gem. 10. FOCUSING ON TOBI

That’s it (that enough?!) for Part II of "The Difference Between Stagnation and Massive Success." Have an all-team 90-minute meeting (hey, that’s No. 1 on the list, anyway!) to discuss the first 10 of 20 on the checklist and score yourselves on the first half of the assessment. Next month, in Part III, the conclusion, we’ll discuss No. 11 through No. 20 … what the final 10 commonalities are among the most dynamic, successful practices, doctors, and team members with whom we’ve worked; why they’re vital to your success; and where on Planet Gems you’ll find the resources to deploy and enjoy each one.

These forms are a metric (a measure) of your progress, helping your patients achieve optimal health as well as measuring various systems to ensure maximum health of your practice and revenue. You’ve heard, “Measure it, and it will improve.” Well, Tom Rich, MBA and Senior Practice Analyst at Gems, added a corollary: “Measure and report , and it will improve exponentially.” There is a high level of accountability when you measure and report your results every week. At this writing, there are a baker’s dozen (13) challenges. Likely, more will be added in the future. Don’t let the number concern you. Start with just one. Be it fluoride, WHALYAS, or perio (the three most common, for those who’ve just landed on Planet Gems). Once you’ve nailed your first challenge, continue on to the next, no matter if it takes a month or two for each. Heck, even if you only add one challenge every quarter, in a few years,

Warm regards,

Tom

P.S. Remember … you’re only one Gem away!

Dr. Yiliang Huang, Australia Dr. Giulio Spagnuolo, Canada Dr. KeithWilliams, CA Dr. Sunhee Lee, NJ Dr. Robert Buhite, NY Dr. Michael Wasserman, IL Dr. Steven Bunting, PA Dr. Kathy Sendek, MA Dr. Joseph Zichella, NJ Dr. Mark Reber, CA Dr. Lori Cackovic, CO Dr. Glenn Spencer, MI Dr. Joe Griffin, TN Dr. Sheldon Kupferman, NY Dr. Elaine Gantz, MI

Dr. Robert Knudson, WA Dr. Mike Griffin, IL Dr. Chana Friedman, NY Dr. TimTran, WA Dr. David Peretz, FL Dr. Lorena Surber, WV Dr. Jordan Balvich, IN Dr. Teresa Morris, MO Dr. Priyanka Roperia, FL

Dr. James Sauve, PA Dr. Jamison Hendricks, OH Dr. TimOwens, CO Dr. Ronald Hammond, IN Dr. Cary Blumberg, IL Dr. Darren Tong, NY Dr. Sean Hakimi, CA Dr. Wayne Jackman, OH Dr. Phillip Chien, CA Dr. Thomas Mohr, CA Dr. Mark Birnbach, CO Dr. Paul Arfanis, NJ Dr. Elizabeth Rosenthal, OH

Dr. Doni Mallia, MI Dr. Chris Port, NC

Dr. Melissa Jarrell, IN Dr. Sharon Stern, NJ Dr. Stella Koletic, CA Dr. MatthewMcrae, GA

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By Tom Rich, MBA, GG12 Senior Practice Analyst

Pain is a powerful motivator. Behavioral scientists all the way back to Freud have identified, in almost every case, that there are two primary motivators: pleasure and pain. As such, virtually every person on Earth will spend much of their life either pursuing pleasure or fleeing from pain. In terms of efficacy, these same scientists have suggested that, of these two primary motivators (pleasure and pain), pain is — by far — the more persuasive. While pleasure can be motivational and something to hope and strive for, it is rarely in our control, often fleeting, and requires ever- increasing stimuli — that which made us happy last year is less than what is required to give us the same amount of pleasure this year. All of this leads to the simple conclusion that pleasure is not as potent a motivator as pain.

“People will ignore prevention, but they'll die or even kill for a cure.”

"Mrs. Jones … does this tooth hurt yet?" (If she says, "No," you get bonus points if you add, "Wow, you're really fortunate. Often, when I see a tooth like this, my patients are already in pain.") There is a powerful psychological change that occurs when you ask these types of questions. When asking her if she is in pain yet, it actually causes Mrs. Jones to mentally feel the pain. Here's a fun FACT: The brain doesn’t know the difference between something that occurs in the outside world and something it imagines. “FACT: the brain doesn’t know the difference between something that occurs in the outside world and something it imagines.” The simple truth is that Mrs. Jones has a condition that, if left untreated, may at some point cause her to feel pain, and potentially a great deal of it. If neglected long enough, her condition may even cause the loss of the tooth. Using the right verbal skills will dramatically increase the probability that she (and other patients like her) will accept your treatment plan, improving your patients' lives and your bottom line at the same time. For other powerful verbal skills like these, go to InsidersCircle.com and enter "verbal skills" in the search bar or ask your Personal Gems Concierge for assistance finding any resource on Planet Gems.

Pain is something to be feared, hated, and avoided at all costs. When we’re in pain, it is pervasive and possesses the mind to the point that the only thing we can think about is how to get out of it. Our pain- addled mind forces us into a hyperobsession with relief. This often drives us to make decisions we normally would not make, even to the point of engaging in completely irrational and possibly dangerous behavior. As such, pain — even the fear of pain — often propels us to take action far more drastically than the pursuit of pleasure.

People will ignore prevention, but they'll die or even kill for a cure. Entire industries are founded on this basic principle.

How does this relate to your practice?

Around 90–95% of the patients we see in a general dental practice are asymptomatic. This means that despite the active chronic infection in their gums or the damage or caries in their teeth, they don’t feel any pain; therefore, they are less likely to believe that they need to accept recommended treatment. When Mrs. Jones comes in for her regular checkup, she has wide- open margins on several decades-old amalgams, but she doesn't feel any pain. The options are: 1) present the logical reasons for why she needs treatment and hope she accepts, or 2) use the fear of pain and the power of "yet." In other words ... show her the enlarged, high- resolution image of the restoration that is failing in place, and ask … 4 InsidersCircle.com | 1-888-880-GEMS (4367)

COACH: “The protocol says 3–4 days per week with 3–4 hours per day. What time of day were you making the calls?” DOCTOR: “There were no specific hours. We pretty much made calls whenever we had extra time during the day.” COACH: “It's not supposed to be done during the day. According to protocol, the calls are supposed to take place at night, between 5–8 (or even 9) p.m., from Monday night through Thursday night, 3–4 hours per night, and 3–4 nights per week. Based upon our experience, this is the most effective time to make these calls. Who is making the calls?” DOCTOR: “Well, both of my front desk people were doing it when they had time, and the hygienist made some of the calls when she had a no-show or cancellation.” COACH: “This strategy is most effective when one team member is identified as the Nighttime Recall Caller. It's fine to have two people making calls, but only if they are doing it during these specific evening hours at night and are your specific recall callers. It's also okay to have existing team members take on this task, but only if they want to. More often than not, your existing team has family and/or other obligations at night … they prefer not to remain in the office making calls. Meanwhile, there are ample others in your community who’d love to

By Chuck Nemitz, Certified GG12 Coach

It is rare for us to find that any of the Gems that have worked in offices across the U.S., Canada, and in many other countries won't work in any given office if deployed appropriately and effectively. Doctors who aren’t getting the results they desire from a particular Gem shouldn’t just give up. Instead, with our help, we can examine in detail each step deployed in order to determine whether or not the strategy was utilized as prescribed. Often, a single change, addition, or omission can make the difference between failure and success. If you’re not getting the intended results with a Gem, Dr. Orent encourages you to contact your Personal Gems Concierge and schedule a “debriefing call” with your Gems Coach. To demonstrate the power of a debriefing call in action, let’s use the Night Recall Caller Strategy. Gems Family members routinely use this strategy to help fill their hygiene chairs. When your patient doesn’t have their next recall visit scheduled, THEY ARE AT RISK … at risk of falling through the cracks … at risk of asymptomatic chronic periodontal disease and/or undiagnosed caries worsening … at risk of leaving your practice for another dentist. Whatever you’re already doing to reach out to your AWOL (no scheduled recall) patients, keep doing it. Patient-addressed postcards, automatic texts, and emails through Revenue Well, Solution Reach, Lighthouse 360, etc. All good. But add Gems Nighttime Recall Caller Strategy (GoldMine UnderGround Team

Training Toolkit 009) and you’ll bring back an EXTRA DAY, possibly even TWO EXTRA DAYS of hygiene, week in and week out! This strategy has at least five specific facets doctors often change for a variety of reasons. Any one of these changes makes an otherwise consistently effective strategy … ineffective .

Here’s an example of a debriefing call about the Nighttime Recall Caller Strategy:

DOCTOR: “We did that strategy, but it wasn't working at all. We barely got any recall patients back in from it.”

COACH: “How many hours per day and how many days a week were you doing it?”

DOCTOR: “Oh, I'm not really sure. We didn't track the exact number of hours or days. We basically just did it when there was time.”

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COACH: “That's nice … but that's not what we recommended! There's a specific verbal script to be used in this protocol. Your caller should say, ‘Hi Mary, it's Barbara from Dr. Tom Orent’s office. Your dentist, Dr. Orent, gave me your chart this afternoon and asked me to give you a call. He told me he was quite concerned.’ Pause pause pause ... to let the patient ponder why there may have been concern. ‘The reason he told me he was concerned was because it’s been [x] months since your last cleaning. He asked me to give you a call and help you schedule. We have tomorrow afternoon at 3 p.m. I also have Monday morning at 9 a.m. Which would be better for you?’” Offices deploying our strategy as prescribed — exactly as prescribed, without implementing their own changes — enjoy approximately one additional recall patient back in the schedule for every hour of calls. At an average of 10 to 15 nighttime hours of calls, they are bringing back anywhere from 10 to 15 patients per week — patients who were otherwise not scheduling. If there is any Gem you have tried (not just the Nighttime Recall Caller), but you are not enjoying the level of success you anticipated, ask your Personal Gems Concierge to schedule a 30-minute debriefing call with your Coach. We’re here to help and look forward to the opportunity!

earn money making these calls for you at night! These callers need to be 100% isolated from distractions, so they can focus squarely on this job. How did you pay your Night Recall Caller(s)?”

DOCTOR: “Oh, we paid them just their normal hourly wage.”

COACH: “Well, there's no incentive there! The protocol is no base pay; commission only. $20 per patient, if and when they show up. The average Nighttime Recall Caller gets more than one patient per hour to show up. Some are able to bring back as many as two recall patients per hour. A caller bringing in just 1.5 patients per hour paid at $20 per patient is making $30 commission per hour!” IMPORTANT NOTE: Of course, as with any employment payment schedules, you must check with your local labor law attorney to determine whether or not you are in a state that requires a minimum base against commission. Some states require minimum base pay, but in other states, commission only is fine.

COACH: “What did your caller say when the patient answered the phone?”

DOCTOR: “She introduced herself and asked if she could help the patient schedule their overdue cleaning appointment.”

GEMS INSIDERS’ CIRCLE™ QUARTERLY Q&A WEBINARS: Four times each year, I’m available in the evening for up to 90 minutes to answer your questions about any topic of your choice regarding dental practice management. THE GEMS FAMILY MEMBERS’ FALL 2019 RETREAT: Register now for your Gems Family Fall 2019 Boston Retreat and Mastermind Sessions! Doctors and team members often tell us they have never experienced anything like our retreats in all their years attending dental continuing education. Experience it for yourself and form a lifelong bond with other GG12 and GIC Family members.

For the latest up-to-date information about what’s happening on Planet Gems, go to InsidersCircle.com

Calendar on the menu bar, top left of the homepage. If you have questions, please contact your Personal Gems Concierge or call 1-888-880-GEMS (4367). 90-MINUTE GG12 TEAM TRAINING WEBINARS: GG12 Dental Practice Transformation members, please block out this monthly program on your calendar.These occur just once each month, but they could easily be the most important 90 minutes you and your entire team will invest.

A registration flyer is enclosed with this newsletter, or call 1-888-880- GEMS (4367). (If outside USA & Canada, dial 001-508-872-0066.)

April 3: 11 a.m. – 12 p.m. EDT — GG12 Office Hours

April 18: 12–1 p.m. EDT — GG12 Office Hours

April 22: 8:30–10 p.m. EDT — GG12 & GIC Platinum Global Mastermind 90-Minute Webinar

GG12 OFFICE HOURS: Twice each month, my office door is open for your visits. This is an opportunity for GG12 doctors and team members to reach me directly with questions about dental practice management.

April 24: 11 a.m. – 12:30 p.m. EDT — GG12 90-Minute Monthly Team Training Webinar

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KICK-START YOUR NUMBER OF INVISALIGN® CASES

Beyond routine cleanings, fillings, extractions, and the like, your patients are blissfully unaware of most of the treatments and services you offer. How would they know … unless you tell them!? Enter your Gems Family Member “GoldRush Patient Motivator System.” An included benefit of your Platinum or GG12 membership, GoldRush can help you perform more of just about any treatment or service you choose. If you caught last month’s “Recently Unearthed on Planet Gems,” then you read about your GoldRush Patient Motivator System, a 100% DONE-FOR-YOU Gems Family Member internal marketing system that, if deployed properly, will make your patients aware of any treatment you choose, leading to more of these treatments being performed. There are 36 GoldRush modules in this system, so you can pick and choose whichever service you want do more of during the next 6-month recall cycle. After you’ve utilized any Gramps Module for 6 months, pick another favorite and deploy during the next 6 months! In March, you saw the three DONE-FOR-YOU multimedia tools available for use when you take advantage of our GOLDRUSH 012 Dental Implants: a GoldRush Flyer, GoldRush Emails, and our GoldRush Buttons. (To get full details on this module and these resources, be sure to either check out our last newsletter or reach out to your Personal Gems Concierge to set up a call with your Coach!) QUICK RECAP: GOLDRUSH PATIENT MOTIVATOR SYSTEM

The good news is that every one of the 36 offered modules comes with the three multimedia tools to heighten your existing patients’ awareness of services from which they may benefit. For example, whether you are offering Invisalign®, ClearCorrect, or another clear aligner system, if you stimulate just a couple of cases per month over the next 60 days using our done-for-you flyers, buttons, and emails, that’s a $20,000 bump for almost zero marketing effort. The GoldRush Patient Motivator system is not just easy and effective, it also saves you time. All you have to do is: 1) add your practice’s details into the flyer and emails, and 2) let your Personal Gems Concierge know which module you are implementing and how many team members are in your practice, so they can send you the correct type and number of buttons for your team! In addition to having your team wear the buttons in the office, encourage them (on a purely voluntary basis) to wear them out in public to attract NEW patients. Reward them, e.g., a $100 BONUS (after the new patient shows up for their first visit) for a team member scheduling a new patient from among the community. If by wearing the buttons around town just two team members attract one new patient each month, that’s an annual increase of 24 new patients per year x $4,800 average lifetime value = $115,200, all from wearing “conversation starter” GoldRush buttons alone! Whether you want to spread awareness about implants, Invisalign, or both — or even a different service or treatment you offer, start by choosing one GoldRush module to focus on for ONE FULL RECALL CYCLE. Then pick a couple for your next module, such as oral cancer screening (April kicks off Oral Cancer Awareness Month!), snoring and sleep apnea, or fluoride. You’ll enjoy maximum results if you deploy two (or, at most, three) GoldRush modules each year. To learn more, reach out to your Personal Gems Concierge to set up a call with your Coach or go to InsidersCircle.com SITE MAP ADDITIONAL RESOURCES GOLDRUSH PATIENT MOTIVATOR SYSTEM (FLYERS AND EMAILS) GOLDRUSH 002 Invisalign! THE GOOD KIND OF SNOWBALL EFFECT SERIOUSLY “DONE-FOR-YOU!”

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Gems Inside

p.6. Happening on Planet Gems!

p.1. The Difference Between Stagnation and Massive Success Part II

p.7. Double or Triple Your Number of Invisalign® or ClearCorrect Cases!

p.4. The Power of ‘Yet’

p.8. Dr. Scapillato Shows How Easy It Is to Add $100,000 Worth of Crowns per Year!

p.5. The Power of a Debriefing Call With Your Coach

By Dr. James Scapillato, GG12

I’ve had the good fortune of being a member of the GG12 Coaching Program for nearly five years, during which time I’ve implemented a variety of Gems in my practice. For example, using the DIAGNOdent™ pen, my team has excelled at identifying pit, fissure, and groove caries. My hygienist has increased awareness, diagnosis, and treatment of early- to moderate-stage periodontitis as well. After seeing the great profit those strategies added to our bottom line, I kept my eye out for other diagnostic tools and strategies recommended by Dr. Orent and my GG12 Coach. That’s when I discovered transillumination! I first learned about transillumination when I attended Dr. Orent’s Gems Family fall retreat last September. Dr. Rod Kurthy gave a presentation on using Fiber-Optic Transillumination (FOTI) as a valuable diagnostic aid with a wide range of clinical applications. In the dental field, FOTI has been primarily associated with the diagnosis of caries or cracked teeth and has been corroborated through research studies to be an excellent aid in the discovery of deep dentin fractures. Dr. Kurthy explained the differences in the types of transilluminators, where to order them, and how to use them to accurately diagnose deep dentin cracks.

checklist, which gave me specific steps — such as practicing transillumination exams on team members — in order to achieve this strategy’s anticipated results of adding one or two build-ups and crowns — per doctor — per week. I’ve always made it a point to stay on the cutting edge of dental technology and to educate my patients about these new tools and diagnostic aids. Using the transilluminator was no different, but with Gems resources, I had access to Dr. Orent’s and Dr. Kurthy’s verbal skills. Their scripts enabled me to better explain the transillumination process in a way that truly demonstrates the tool’s effectiveness and necessity. anticipated results of adding one or two build-ups and crowns, per doctor, per week." For example, I’ll turn off the lights in the exam room and place the transilluminator against my gloved thumb to show the patient how the light penetrates through checklist and routinely achieve this strategy’s "I follow Gems’ transillumination

it. I explain that it is a “special light” with a wavelength designed to penetrate through tissue. Since teeth are far more translucent than my thumb, this diagnostic tool allows me to find problems that could not previously be seen — which helps me treat issues before they become symptomatic or cause my patients to suffer tooth loss. I can’t believe the success we’ve enjoyed from this one strategy! In addition to diagnosing and performing more build-ups and crowns, for every additional crown we perform as a result of transillumination, we’re adding three or four times that number of fillings — which previously remained undiagnosed! With the help of the transilluminator, I’ve nearly QUADRUPLED my previous restorative production. My experience with this strategy is emblematic of the overall success I’ve enjoyed as a result of the GG12 Coaching Program … the improved health and welfare of my patients, my practice, and my team throughout my entire membership. Dr. Orent, his GG12 Coaches, and the Gems Concierges have an unmatched ability to gather cutting-edge information relevant for today’s dental practice. I’m so grateful for their help in making transillumination a significant part of my practice. I can’t wait to see what’s in store for me next!

After the initial training by Dr. Kurthy, I followed the Gems Transillumination

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APersonal Invitation FromElizabeth and Tom to JOINUS AT OURHOME FORDINNER Gems Insiders Circle Fall 2019 Mastermind Retreat

SAVE THE DATES NOW! STARTINGWITHDINNERWED 9/25/19 SESSIONS CONCLUDE 5:00 PMSAT 9/28/19

Please join Elizabeth andme for dinner at our home as we kick off the Fall 2019 gems family retreat! Save the dates! Block it off your calendar TODAY! Registration will open very soon.

Save the Dates! Over for Info

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