Gems Inside
p.6. Happening on Planet Gems!
p.1. The Difference Between Stagnation and Massive Success Part III
p.7. Think Your Practice Has a Good Culture? Take a Peek at Adobe
p.4. No Longer Willing to Allow Anyone to Hold Him Back
p.8. How Dr. Lee’s Practice Went from $10,500 in Perio to $42,000 in a Single Month!
p.5. How to Add $360,000 Year as a Facebook Ninja!
By Dr. Sunhee Lee, GG12
Earlier this year, I was scrolling through my inbox when I came across an email from Dr. Orent inviting me to watch a webinar that would explore four Gems I could easily implement in my practice to increase production. From the moment I watched that webinar, I was hooked. After experiencing initial success using Gems’ verbal skills to encourage adult patients to accept Fluoride, I decided to give the Perio Challenge a try — and I’m glad I did! In just one week, I had 18 of 18 quadrants accepted, rounding out to $3,440! If you do the math, that’s $172,000 added annually, just in Perio! Prior to starting the Gems Perio Challenge, my Hygienist would take X-rays and then start scaling and root planing, and if she came across a patient that had noticeable periodontal issues, she would present options for treatment. At that point, I would come in and listen as she presented those options, nodding along to demonstrate to the patient that my Hygienist was correct in her assessment and presentation of choices. I learned through starting the Perio Challenge that Dr. Orent had already created a name for this process known as “The Bobble Headed Dog,” and that it played a significant role in diagnosing and treating periodontal disease. But Gems showed me many ways to make this strategy more effective. For example, my Hygienist started following the Gems Periodontal Infection Verbal Skills, which provided her with a blueprint of 11 simple
statements that are proven to be effective in encouraging patients to accept the best possible treatment at an appropriate interceptive time (vs. when symptoms arise and they’re already on the way to bone destruction and possible tooth loss). We paired those verbal skills with the Gems Jawbone Damage Laminate as a visual aid, as well as a bone loss chart that we have on the wall in the operatory. Both of these visuals have proven to be very powerful in helping patients understand the consequences of leaving periodontal disease untreated. "Before Gems, I would typically do three periodontal surgeries per month, and now I’m doing three a week!" Lastly, but most importantly, the Perio Challenge provided us with a Challenge Form and a Quick Perio Chart that my Hygienist and I put to good use literally every day. They have helped us set a “Decision Line Protocol,” so my Hygienist knows at what level of perio-pocketing and bleeding she should discuss the patient’s periodontal condition prior to me entering the room. Instead of assuming that most people were potential periodontal cases, as we had done in the past, we set our Decision Line Protocol at a minimum of 5-millimeter pocketing with bleeding.
My Hygienist uses the chart to keep track of patients who meet or exceed 5-millimeter pockets. We then have those same patients come in a month later to remeasure those areas, and if the pockets haven’t reduced in size, then we recommend periodontal surgery with a laser. The chart has allowed us to diagnose more efficiently, which has more than doubled the number of surgeries I’ve completed. Before Gems, I would typically do three periodontal surgeries per month, and now I’m doing three a week! We’ve gone from bringing in $10,500 a month all the way to $42,000 a month! That adds up to over half a million dollars annually! In addition to helping more patients achieve better health and enjoying huge profit, the best part about being a GG12 Member is that all of the Gems strategies and challenges are easy to implement, and you see results right away. I’m so glad I’m part of the Gems Family! Editor’s Note: Even if you don’t perform periodontal surgery, you can STILL help your patients and add at LEAST $100,000 in periodontal Phase I (deep scaling and root planing) care. Go to SITE MAP GOLDMINE UNDERGROUND TEAM TRAINING TOOLKIT 052 PROTECT PATIENTS HEALTH AND ADD $100,000 PERIO PER YEAR
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