Millennial Dentist

April 10, 2018 | 0

Millennial Dentist

Learn what millennial dentists are doing to exceed patient expectations, enjoy dentistry more, and take more vacations! This is how generations collaborate to make an unstoppable dental team!


Phone a Dentist Friend

Listen to Phone a Dentist Friend

Today is a phone-a-friend episode where we talk to another dental associate owner and put them on the spot with a surprise interview! We chat about core elements of hiring a new associate or team member, how you can set them up for success, and why you need to set clear expectations with your new staff.

 

We talk about critical elements to hiring a successful associate who will ultimately be a productive team member, expectations, and our experiences with past hires. Advice from our past experiences on what to do and what not to do when looking for new staff and what to expect from them once they are hired. “There has to be a clear line in the sand about procedures that an associate can do versus what an owner can do, certainly for a time frame.”

 

Our guest advises having clear expectations or a success path for the most critical goals drawn out when you hire a new staff member. Break down that expectation or success markers into smaller increments of time so your new team member can achieve small successes along the way. “Make the time to first, set up your success goals, and two, hold your staff accountable in the moment.”

 

Setting production goals, at around $2,000 to $3,000 a day, is a common goal for a new associate. However, once they progress, they should have a new higher daily production goal.

 

Additionally, make sure you have a clearly defined business model and ensure your team understands the terms of your business model. For example, if you ask your team to be a “good clinician,” explain in detail what that looks like to you. Does it mean spending more time with patients? Do you want your team to be efficient when working on clients? Be clear on your business model expectations and terms you are using to create goals for your practice.

 

Lastly, set your new staff up for success. Make sure they have backup and support during clinical procedures to ensure that they achieve confidence and success, and your practice is running smoothly.

 

Dentistry is changing. Technology, education, and resources are closer to our fingertips now more than ever! Are you ready to learn what millennial dentists are doing to exceed patient expectations, enjoy dentistry more and take vacations and how this generation can join up with the previous generation to make for an unstoppable dental team? Wait no longer! Listen in and find out how to push your lifestyle to the next level.

 

Show Notes:

[02:08] Our guest talks about what he did in his dental practice today.

[03:35] What are key elements to hiring a successful associate?

[05:06] Have clear expectations or a success path when onboarding new staff.

[08:48] Options for multiple doctors and fewer chairs than dentists.

[11:30] One definition of what being a “good clinician” looks like. 

[14:08] Core abilities and the mindset to accept these responsibilities.

[17:30] Interviewing tips when talking to a potential new employee.

[21:05] Perspectives on when you should let a new staff member perform new procedures.

[23:27] Lining up your new dental associate to be a true general dentist in the practice.

[27:32] How to change the process of procedures for new staff in your practice.

[32:32] Supporting your employees to have the best outcome.

[36:30] Procedures that work and add value to your practice.

[40:21] Basic core surgical principles.

[44:13] Sign up for the last two spots of the Digital Implant Emporium!

 

As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.

 

Links and Resources:

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

 

On Instagram 
Dr. Sully…@Millennialdentist on Instagram
Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog 

Dentistry Trains You to be a Clinical Dentist, Not a Business Owner

Listen to Dentistry Trains You to be a Clinical Dentist, Not a Business Owner

Dentistry is changing. Technology, education, and resources are closer to our fingertips now more than ever! Are you ready to learn what millennial dentists are doing to exceed patient expectations, enjoy dentistry more and take vacations and how this generation can join up with the previous generation to make for an unstoppable dental team? Wait no longer! Listen in and find out how to push your lifestyle to the next level.

Welcome back to another episode! Episode 97, I'm joined by guest host JB, and we chat about his experience with five practices and how he went from working hard to more productive working in his practice to have a better lifestyle.

JB, with his five practices, was unaware of the elements of leading his team. He would try to push his way of doing things onto his team and didn't understand why they didn't want to work "his way." Looking back, he realizes that his perspective wasn't realistic as his expectations were very high. Also, JB didn't consider that his team wouldn't understand why he wanted to run his practice the way he did and resulted in a big disconnect with his staff. JB was so successful that he had investors looking at his practice to infuse his company with money.

Looking back, he could see the destructive writing on the wall. "I pulled myself out of this tailspin and this destructive path that was going on. This is not the right way to go, and it's time to focus back on the fundamentals and be a dentist again. Be a leader in the practices, show up, and act like a practicing dentist and a leader of the practice."

When he realized the company wasn't going the way he intended, he decided that he had three options to move forward as a successful dentist. JB chose to become the principal dentist in his practice with one office and a team.

Now, he understands that he had a leadership issue. "It was a leadership issue, and this was the hardest thing to realize. I was a terrible leader. I wasn't focused on what I had and was too worried about what I was going to get." His motivation was the ability to acquire new connections and new practices.  

Even with his experiences in the past five years, JB realizes that he can still have a successful and fulfilling experience as a dental practice owner. After selling off the practices that were the biggest headaches, revamping his mindset as a physician, and becoming a better leader, he is now feeling much more content with his new role in his single practice.

 

Show Notes:

[02:55] JB talks about his new view on his practice as a “catastrophic shift.”

[04:30] He took a lot of his time and effort trying to push his culture onto the team at the office.

[08:14] Looking back, he feels good about the decision he made to move forward.

[11:37] JB talks about what he would have done differently, looking back.

[14:04] With four practices, JB wasn’t sure how he was going to make payroll.

[17:32] The bottom line when JB sold his practices.

[19:42] How JB is doing now, as opposed to last year in his practice.

[27:15] JB and I chat about how we are ignoring our best skills.

[33:10] The need for leadership and how important good leadership is in a practice.

[37:20] Elements needed for a well-run dentistry practice. 

[43:22] Dentistry and owning a practice when the economical environment isn’t good.

[45:38] Dental options you love to practice and clinical you don’t like to practice.

[48:32] Message us if you’re interested in learning about 3D implants!

 

As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.

 

Links and Resources:

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

 

On Instagram 
Dr. Sully…@Millennialdentist on Instagram
Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog 

Apex Payment Solutions

How I Saved Over $600 a Month with Apex Financial Services

Listen to How I Saved Over $600 a Month with Apex Financial Services

Dentistry is changing. Technology, education, and resources are closer to our fingertips now more than ever! Are you ready to learn what millennial dentists are doing to exceed patient expectations, enjoy dentistry more and take vacations and how this generation can join up with the previous generation to make for an unstoppable dental team? Wait no longer! Listen in and find out how to push your lifestyle to the next level.

 

Welcome back to another episode! Episode 96, we chat with Dr. Zach Allmond, who started dental school in 2001, shortly before 9-11. Three weeks later, he signed up for the Air Force, who paid for his dental school. Zach served in Afghanistan in 2008 as a dental officer. Next, he and his wife, also a dentist, reopened an office location in Indiana. After a while, they decided to move back to their hometown and purchased his own practice in 2013 with an income of $600K and a focus on profitability, Dr. Zach turned his new dental clinic profit of $1.8 million in less than a year.

 

Creating a plan to drive down overhead and simultaneously increase case acceptance, Dr. Zach and his partner had a roadmap to success. By bringing in high dollar items and presenting these items in a way that is acceptable to patients, Dr. Zach created Apex Payment Solutions. At the time, there wasn’t a financial opportunity for merchant services for dentists to develop flexible plans for their patients. He reached out to a friend in the financial industry,

 

Many merchant services start you at a low rate, then bump your fees up the longer you have your account. Dr. Zach and I chat about the process of credit card fees, how credit card companies get their money back when offering rewards, and why you need to accept American Express cards at your dental practice.

 

Learn how to increase your case acceptance and increase your income by more than 20%, how to train your employees to drive down overhead costs, and how you can reach a 102% collections rate. Find out how to pay less than 2.25% on your credit card transactions, and how Dr. Zach’s Apex Payment Solutions Merchant Services has saved me $623 just in one month alone!

 

Show Notes:

[02:20] Dr. Zach’s new business and how his company is helping dentists. 

[06:52] Bringing value to your practice and learning how you fit into an office.

[11:16] How Dr. Zach created his company Apex Payment Solutions Merchant Services for dentists.

[15:24] Dr. Sully and Dr. Zach breakdown the details of merchant services.

[19:06] Why 82% of Dr. Zach’s cases over $5000 are paid for with American Express.

[21:32] Dr. Zach and I review our current merchant services fees with Apex Payment Solutions Merchant Services.

[24:22] How to increase your case acceptance more than 20% per year.

[31:51] Tips for dental practices to take payment plans from clients.

[33:27] The more data you put into a platform, the more your transaction rate goes down.

[36:20] Apex Payment Solutions contactless terminals and text to pay for client payment, protecting your front desk staff.

[41:20] Optics and how hygienists are using this technique.

[46:40] Hitting goals by using efficiency and automation.

[51:52] How to contact Dr. Zach at Apex Payment Solutions.

 

As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.

 

Links and Resources:

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

On Instagram 
Dr. Sully…@Millennialdentist on Instagram
Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog 

Apex Payment Solutions

New Jobs for Recent Dental Grads

Listen to New Jobs for Recent Dental Grads

Dentistry is changing. Technology, education, and resources are closer to our fingertips now more than ever! Are you ready to learn what millennial dentists are doing to exceed patient expectations, enjoy dentistry more and take vacations and how this generation can join up with the previous generation to make for an unstoppable dental team? Wait no longer! Listen in and find out how to push your lifestyle to the next level.

 

Welcome back to another episode! Episode 95 is geared toward young dentists who are recent graduates. We are going to focus this talk on getting out into the world as a new grad during COVID and our current financial climate.

 

Don’t feel too stressed if you don’t land the job you want right away. With the current economic condition within the United States, you may not get hired in the next few months. Check out Episode #002 when we talk about Dr. Peyray getting out and looking for a job without success.

 

When speaking about a positive choice he made after graduation, Dr. Peyray says, “I think what I did that was a good decision was joining a group practice or a DSO practice that is busy. I was able to work, and I had the freedom to do the things that I had learned in school.” He believes that it is a valuable experience for any dentist, especially new dentists. Dr. Peyray suggests not to worry about a big paycheck in your first two years. Instead, get experience as a clinician and work in a busy practice.

 

Dr. Sully suggests looking locally; however, if you want to move to a different area, find a dental workplace rep, call them and let them know what type of job you are looking for so they can connect you with an office that is hiring. Dr. Peyray talks about his experience in a residency. Make sure to create and learn good dentistry foundational skills. Also, purchase a good camera to take pictures of your cases for your records. Check out dental groups online Foundation of Oral Rehabilitation and Oral Reconstruction Foundation for great clinician content online. 

 

When applying for a position, don’t only ask questions about the position but about how you, as a dentist, could fit and assist the practice to grow? What role or roles can you play in the office to build the practice? Additionally, get a good feel for the company culture in your probationary period and, if you’re uncomfortable, be willing to decline the position.

 

Show Notes:

[02:30] Dentists who are getting hired back post-COVID shutdown.

[04:52] What Dr. Peyray would have done differently back when he graduated dental school.

[06:32] Dr. Sully and his dad are looking for an associate or partner for their practice.

[09:39] Where new doctors can find posts for job openings on social media.

[13:16] Dr. Peyray’s experience working for a year in a dental residency.

[16:10] How Dr. Sully has changed his mind and perspective about looking at resumes of potential candidates.

[21:25] The number one practice that helped Dr. Peyray got great experience in his first job.

[23:06] Dr. Peyray tells the story of how he started his first CE with Vegas Implants.

[27:46] Dr. Sully talks about how class 2 fillings are one of the hardest jobs they do in their practice.

[29:28] Make sure to create and learn good dentistry foundational skills.

[32:09] Focus on areas you lack in expertise, team up with another doctor and learn if your business is slow.

[36:38] Working on a 14-year-old patient, making room for future implants. 

[40:45] Walking through a friend’s new office and giving him advice.

 

As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.

 

Links and Resources:

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

On Instagram 
Dr. Sully…@Millennialdentist on Instagram
Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog 

Foundation of Oral Rehabilitation

Oral Reconstruction Foundation

Compassionate Finance

Listen to Compassionate Finance

Dentistry is changing. Technology, education, and resources are closer to our fingertips now more than ever! Are you ready to learn what millennial dentists are doing to exceed patient expectations, enjoy dentistry more and take vacations and how this generation can join up with the previous generation to make for an unstoppable dental team? Wait no longer! Listen in and find out how to push your lifestyle to the next level.

We’ve flipped the interview today and are being interviewed by the owner of Compassionate Finance. I talk about the beginning of creating the podcast, releasing and producing the Millennial Dentist, and who the podcast is for.

The owner was impressed by millennial dentists really wanting a lifestyle instead of just a paycheck for their work. “I feel that the millennials are more balanced than when I started out in dentistry when I burned through everything working 90 hours a week.” When you are looking at your dental practice, don’t just look at your business, search, and see how you can balance work and family life.

“There are one of three things that stop people from doing a treatment; that is time, fear, and money.” which is what my mentor practiced by. When you take away these three hurdles, you can assist your clients in moving forward with their dental improvements. “We don’t have a fee issue, we have an affordability issue.” We need to find ways to make our procedures affordable for our patients, when we break this down into payments, now our clients can pay for their treatment.

What is the risk associated with taking out a $30, $40 or $50,000 loan to provide treatment for your patients? What happens if the patient defaults? We talk about how to mitigate your risk with large loans for treatment payments.

Many of the patients we send to apply for Compassionate Finance get approved. About 10% of our clients do not get approved, so we call for manual approval. With manual approval, they can look at applications on a case-by-case basis to see if they can be approved depending on their current financial status.

You can find Compassionate Finance here:

On the Web

About Compassionate Finance

Compassionate Finance on LinkedIn

Compassionate Finance on Instagram

 

Show Notes:

[01:06] Dr. Sully introduces himself and talks about how he started the podcast.

[03:20] The main reason why Dr. Sully started his podcast.

[04:50] Dr. Sully on a mission - what his mission is as a fourth generation dentist, and why he is passionate about his mission.

[09:29] We talk about Jeff, his partner, and his experience with partnership.

[10:57] How I got involved with Compassionate Finance and why we offer them in our practice.

[13:44] Challenges of financing patients and why I decided on Compassionate Finance.

[18:20] Two aspects of working with Compassionate Finance that I find interesting.

[24:20] Advice on how to handle big cases for your clients.

[27:20] I talk about two clients who defaulted on their loan and how that affected our books.

[33:46] What it means to have manual approval for credit.

[41:40] Setting up your own financial bank account for lending to patients.

[46:11] We chat about Nashville and why it's such a hotspot for travel.

[47:12] Questions from the live video audience. 

 

As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.

 

Links and Resources:

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

On Instagram 
Dr. Sully…@Millennialdentist on Instagram
Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog

Dental Support Specialists

Listen to Dental Support Specialists

Dentistry is changing. Technology, education, and resources are closer to our fingertips now more than ever! Are you ready to learn what millennial dentists are doing to exceed patient expectations, enjoy dentistry more and take vacations and how this generation can join up with the previous generation to make for an unstoppable dental team? Wait no longer! Listen in and find out how to push your lifestyle to the next level.

Today, Dr. Peyman is working, so I’ve brought on two special guests. They’re a husband and wife team, dental support specialists, MaryBeth, and Joe Bajornas. Mary Beth is the founder and director of Dental Support Specialties. She is an expert in all facets of dental administration, and her passion for helping her clients is evident from the moment you first meet her. Joe is a Dental Support Specialties’ dedicated Business Manager. Joe handles all the financial aspects of client accounts, invoices, and sales. 

We chat about how they grew their practice from Mary Beth working solo from home starting their business and working with clients while their baby, Alison, took naps to a company with over four dozen employees. Starting to ramp up in their home in 2007, the first expanded in their own home, then moved to an office five years later.

If you’re looking to hand off your administrative front desk tasks and paperwork, Dental Specialties is glad to assist you in not only consulting but in getting the job done. Their team will professionally handle many of the day-to-day activities that your front office, or lack of a front office, doesn’t complete.

With their secure portal, you can see what’s happening when it’s happening. They use strict protocols and guidelines for every contact with each patient. They listen to all calls, which are funneled through the practice to ensure quality control.

Mary Beth and her team give high-quality support for the first two to three weeks of your onboarding. They want to make sure that clients are well trained and understand how to best use the system to get the best value. They want to make sure you have no interruptions with service, so they also designate a support team specifically for your office.

My guests talk about if you should put someone on hold, how they answer your calls, and how they prioritize your practice activity. They are outstanding about calling back your potential customer calls, even if they don’t leave a message! The team at Dental Specialists gives special attention to making connections for your office.

As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.

 

Show Notes:

[03:04] Dr. Sully introduces Dr. Mary Beth Bajornas and her husband Joe.

[05:35] How Dental Specialties grew from two to over forty employees.

[07:40] Mary Beth found that offices weren’t following through after having dental consulting done with their practice.

[08:29] How Dental Specialists consult, work and what they offer for practices.

[10:23] The biggest hurdle for their business was finding good, quality people for their team.

[12:02] Mary Beth describes their real-time portal where you can see what’s happening as it's happening.

[20:01] You have a designated team for your office, who works for you.

[25:13] The team at Dental Specialties is highly detailed about their service.

[30:15] What happens when calls in your office aren’t getting answered? 

[34:40] Benefits of services and fees associated with primary support.

[37:54] How you can choose hours for work based on your assessment.

[41:45] Aspects of employees to consider when hiring for your dental office.

[45:27] Dr. Sully’s office experience with getting overbooked.

[49:43] Transitions and challenges when moving to the new system. 

[55:33] Specialists offices use Dental Support Specialties.

[60:42] Stats for Dr. Sully’s office while using Dental Support Specialties.

[63:27] How we are using data from DSS to improve our office efficiency.

 

Links and Resources:

NEXT Seminar

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

 

On Instagram 
Dr. Sully…@Millennialdentist on Instagram
Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog

Opening Your Practice Post COVID-19 Lockdown

Listen to Opening Your Practice Post COVID-19 Lockdown

Dentistry is changing. Technology, education, and resources are closer to our fingertips now more than ever! Are you ready to learn what millennial dentists are doing to exceed patient expectations, enjoy dentistry more and take vacations and how this generation can join up with the previous generation to make for an unstoppable dental team? Wait no longer! Listen in and find out how to push your lifestyle to the next level.

We talk about the events that have shaped us and changed what we knew, and our practice since the COVID-19 pandemic started. From conferences canceled to halting plans for practice expansion, we are filling in the time gaps since our last episode.

Dr. Peyman was in the middle of building a full-service lab to complement his practice, he questioned if he wanted to move forward with his lab after Coronavirus struck. He realized he needed a new tech, a large amount of training to use the latest equipment, and his search for a new partner.

Like many people, Dr. Sully got 2020 off to a great start! When he heard about COVID, he was skeptical at first, until March 18th, the last day in his office. Having never had to deal with unemployment, and the emotional ramifications of the pandemic hit him hard. The first three weeks after he let his team go on March 23rd, he was busy making calls and shutting everything down.

In our practice, we use the Weave app to schedule appointments, ask patients questions about symptoms and check-in. We talk about the process of taking in patients, parking, and what we need to do to make sure patients aren’t waiting in our waiting areas. Many of our patients are asking what precautions we are taking.

We chat about how the experience of not working and being at home gave us a different perspective and a reset of our priorities. Rethinking going out to speak at so many events, spending time with our families, and getting back into our practices post-pandemic lockdown.

As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.

 

Show Notes:

[02:04] Dr. Payman shares his experience through the Coronavirus.

[05:06] When Dr. Peyman realized the extent of the detail in his new lab, he realized he would need a new tech and be focused on his lab.

[07:13] Why Dr. Peyman decided to build a lab as an addition to his practice. 

[13:29] Analog and digital methods for scans and the move to digital processes.

[14:23] Dr.      talks about his great start to 2020 and what happened during COVID.

[15:56] The feeling of responsibility we have for our employees and why letting them go was so hard. 

[17:30] Wondering what our offices are going to look like moving forward.

[20:09] Initial patient response in the first few days of re-opening our practices.

[23:15] Many of our patients are asking what precautions we are taking. 

[24:47] How we dealt with our teams coming back for our soft opens.

[28:48] Dealing with surgeries during the pandemic.

[33:10] Creating and implementing plans and protocols for your team. 

[36:07] Patient response to the pandemic, new appointments and cancellation rates.

[39:07] There is no better time to change the culture of your office than now!

[43:53] We talk about the “new norm” for our industry and other industries in the world today.

 

Links and Resources:

NEXT Seminar

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

 

On Instagram 
Dr. Sully…@Millennialdentist on Instagram
Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog

Case Acceptance and How Case Acceptance Affects Your Practice

Listen to Case Acceptance and How Case Acceptance Affects Your Practice

Dentistry is changing. Technology, education, and resources are closer to our fingertips now more than ever! Are you ready to learn what millennial dentists are doing to exceed patient expectations, enjoy dentistry more and take vacations and how this generation can join up with the previous generation to make for an unstoppable dental team? Wait no longer! Listen in and find out how to push your lifestyle to the next level.

Welcome to episode 91, where Dr. Sullivan and I are going to talk about an essential topic for dentistry - the fundamentals. Fundamentals help to move the practice along with and to assist in defining the next step in your business. This episode will focus on a topic we will have for our next seminar - case acceptance. We will talk about case acceptance and how this relates to your practice.

We talk about the many challenges we face as a dentist in 2020, such as challenging insurance companies, the corporate environment, direct consumer dentistry, the challenge of finding qualified staff. Many dentists are seeing a slow degradation on their practice, are working more hours or not feeling as professionally satisfied as a result of many of these challenges in our office. 

The core fundamentals have the biggest effect on your practice. The buy-in process is one of the most fundamental processes you can change to experience a significant improvement in your practice. We are simply not doing what it takes to diagnose better, then when we do diagnose, we don’t have a buy-in process for our patients. The buy-in process can be broken down into two simple steps:

  1. How do I handle patients who don’t fit traditional dentistry?
  2. How do I make it easy for my patients to afford procedures and dentistry they want?

We also need to remember the three basics that people won’t have work done: time, fear, and money. How are you addressing these principals in your practice, regardless of what type of practice you own?

Find out what elements you can put in place to enhance your patient experience and encourage patient buy-in with clinical diversity. How can you find out what types of clinical diversity your patients are asking for? Learn the steps involved in diagnosing what kinds of procedures and endo you can add to your practice to evolve to the next level you are looking for in your practice.

As always thanks so much for listening! If you like the show we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.  

 

Show Notes:

[01:57] The many challenges we face as a modern dentist.

[02:45] Just get down to case acceptance and stop listening to what others have to sell you for your practice. 

[02:55] The changes Dr. Sully has seen in his practice and how we move forward in this day and age of dentistry.

[04:27] Learning the clinical part is the easy part of dentistry. 

[05:18] Three reasons why people won’t have dental work done: time, fear and money.

[07:45] How Dr. Sully answered the time, fear and money practice.

[09:14] What types of clinical diversity are present in your practice?

[13:07] The roles technology fills in diverse clinical dentistry. 

[15:02] How to have a successful patient experience. 

[17:15] Be focused and start at square one with your patient.

[23:42] Core people on your team who are key players in your practice and need to show up for our seminar.

[28:59] If you are looking to fill in the missing pieces of your case acceptance practice, show up for our seminar.

[31:54] Learn how to have a practice which is more than “drill and fill” at our seminar.

 

Links and Resources:

NEXT Seminar

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

 

On Instagram 
Dr. Sully…@Millennialdentist on Instagram
Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog

Happy Hour After Spear Workshop with Dr. Will Jones, Dr. Sunny Virdi, Dr. Todd Honcharik, and Dr. Murad Zaman

Listen to Happy Hour After Spear Workshop with Dr. Will Jones, Dr. Sunny Virdi, Dr. Todd Honcharik, and Dr. Murad Zaman

We are live from the Spear Education Center in Scottsdale Arizona. Sully and Dr. Will Jones are here for the Restoring the Edentulous Arch workshop and the Demystifying Occlusion seminar. We are joined by Dr. Sunny Virdi, Dr. Todd Honcharik, and Dr. Murad Zaman. 

We talk about starting a new practice, marketing, and photography. We also talk about biomimetic dentistry. Which is all about tooth structure conservation. We also talk about rubber dams, materials, and prep. We also talk about insurance and payment differences between the US and Canada and so much more.

 

You can find Will and Sunny here:

Will Jones Dentistry

Dr. Sunny Virdi on Instagram

City Place Dental Group

Today Dental

 

Show Notes:

 

[01:46] Dr. Sunny Virdi is from Canada. Today he attended the Demystifying Occlusion Seminar taught by Dr. Frank Spear. 

[03:18] There are two specialists in Winnipeg that have a Spear Study Club. That is why Dr. Sunny Virdi is here. At the study club, they start the module with a case. Then everyone talks about treatment options etc. 

[04:42] Sunny and Dr. Todd Honcharik and Dr. Murad Zaman just bought a practice. 

[05:24] Prior to this Sunny was an associate at a couple of different practices. 

[06:02] Todd graduated in 2014 and was working as an associate. 

[08:46] They think the same way, and it will be a game changer to have a practice where everyone thinks alike. The new practice is a long-term play. It's in a mall and they get walk-in traffic. 

[11:10] The growth strategy is to show patients that they provide value. They use photography to communicate. 

[12:48] Photography really makes a difference. Sunny and Murad both have Canon 80D cameras. 

[13:31] With a camera, you get the detail and the quality. Photography sets them apart. 

[14:58] Sunny and Murad are both into biomimetic dentistry which means preserving the natural tooth while treating it to avoid crowns and root canals. 

[15:21] Tooth structure conservation makes so much sense. 

[16:49] They rubber dam everything when it's possible. With having a lot of clamps it makes it possible. 

[21:32] They very rarely do full crowns unless, they are replacing one that is already there. 

[25:46] Denton just needs time to bond with an indirect restoration. We talk about bonding techniques. 

[36:11] Victor D. Guerrero's work on isolation and bio dentistry is definitely worth checking out. Along with, Pascal Magne's Book on Biomimetic Dentistry.

[37:11] These practices can easily be incorporated into your daily practice.

[42:22] Diversifying is part of the growth of the practice. That includes ortho and implants. 

[43:10] The group values being able to work among friends and be able to talk about cases. 

[45:21] The team in the new practice has been super responsive and have adapted really well. The team also goes to the CE with them. 

[48:40] Listen to the Noobie Dentist Podcast Nerding Out Over Biomimetic Dentistry Part 1 With Dr. Davey Alleman DMD Part 1 and Part 2.

 

As always thanks so much for listening! If you like the show we would love for you to review the show on iTunes as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.  

Links and Resources:

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

On Instagram 
Dr. Sully…@Millennialdentist on Instagram
Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog 

074 Mile High Club

Restoring the Edentulous Arch

Demystifying Occlusion

Dr. Frank Spear

Canon 80D

Academy of Biomimetic Dentistry

Victor D. Guerrero on Instagram

Pascal Magne Book on Biomimetic Dentistry

NDP Episode 44: Nerding Out Over Biomimetic Dentistry Part 1 With Dr. Davey Alleman DMD

 

Creating a Dental Career That You Love with Darin Dichter

Listen to Creating a Dental Career That You Love with Darin Dichter

We are live at Spear Studio, and so excited to introduce Dr. Darin Dichter. This studio is where a lot of the recorded video content for Spear Education is filmed. Dr. Dichter is the resident prosthodontist at Spear Education. He brings with him 20 years of clinical, research, and teaching experience. He is also an instructor for the upcoming workshop Restoring the Edentulous Arch.

Sully and Dr. Dichter kick the show off with Dr. Dichter sharing his background growing up in Oregon, and how he almost become a ski instructor instead of a dentist. They also talk about how Dr. Dichter grew a practice from scratch before deciding to do a residency. We also learn about the chance phone call that ended up placing Dr. Dichter at Spears. Sully gets to ask a lot of questions about dental careers, clinical procedures, dental education, and more. 

 

You can find Dr. Darin Dichter here:

Dr. Darin Dichter Spear Education

Darin Dichter on LinkedIn

Restoring the Edentulous Arch

 

Show Notes:

 

[02:48] Dr. Dichter grew up in Gearhart, Oregon. He went to college at the University of Oregon. He had a family friend who was a dentist, and that inspired him to take the Dental Admission Test (DAT).

[04:27] He had to choose between being a ski guide or a dentist. He chose being a dentist. 

[07:22] He went to Oregon Health Sciences in Portland. After school, he worked with a family friend for a year, and then started a practice from scratch.

[12:01] Some dental schools are designed to make people really good clinicians, and others are designed to prepare people for the next step. It would be helpful to know what you wanted to do before choosing a school.

[13:31] When working in a small town everyone knows who you are and where you are. It's still easier to start a practice in a small town.

[16:08] He then moved to Portland to practice. He was at a lecture and was approached to join a study club. 

[18:39] The most impactful study club that Dr. Dichter was in also had the periodontist, orthodontist, and endodontist that he worked with as members. They would study past cases to know what they would want to do differently on new cases. 

[23:37] He ran a practice in Portland for about 5 years, and then decided to do a residency.

[24:11] He ended up going to UCLA. 

[28:33] He almost started a practice in Orange County, but was invited to work at Spears. 

[30:16] He still sees patients and then has workshops. 

[31:32] He is looking for specific patients to fulfill certain dental needs. He does comprehensive restorative dentistry. 

[33:44] The challenge is that everything is designed about a technique, but people need to learn the other options. And then need to know which system or technique would work the best.

[40:44] Everything we do digitally is fundamentally the same as the analog world. It's a tool that could make you more efficient or more predictable.

[45:36] You learn so much by doing your own lab work. 

[49:01] Preserve the teeth, because it will preserve options for you. 

[50:34] Find conservative options if you can.

 

As always thanks so much for listening! If you like the show we would love for you to review the show on iTunes as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.  

Links and Resources:

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

On Instagram 
Dr. Sully…@Millennialdentist on Instagram
Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog 

088 What Will Get You to the Tipping Point in Your Practice? Part 2

Listen to 088 What Will Get You to the Tipping Point in Your Practice? Part 2

Dr. Sullivan and I are catching up on life after a fun-filled summer. We’ve got to get back into the swing-of-things, and we kick off this episode with Dr. Sullivan as he talks about what it was like coming out of dental school and working in his dad’s practice. He also tells us about how his experience has changed his perspective in his dental practice journey.

We talk about how maturity has played a role in Dr. Sullivan’s practice: how to work with team members and how to run a business. The most significant impact for his practice was taking full DSL photos of every client. When he arrived, he saw the importance of changing the culture of the practice and approaching their patients differently.

Find out what elements Dr. Sullivan has changed that has moved his business forward in big leaps. He talks about his team, the changes he has made in technology and the most substantial change he has made to the practice: new patient intake survey.

Show Notes:

[02:05] Dr. Sullivan looks back at graduating dental school.

[02:42] Year one out of college compared to year two out of college.

[03:15] What was the first CE Dr. Sullivan took?

[04:33] How taking DSL photos of all our clients impacted our practice.

[07:38] 2018 was Dr. Sullivan’s best year and has doubled income for the practice.

[10:58] Patients want consumer-driven, same-day dentistry.

[13:02] Number of units Dr. Sullivan is passing through his business each day.

[18:19] How to focus your team on different aspects of your practice so everyone has a specialty area they work in.

[19:07] Dr. Sullivan talks about two ways to grow your practice.

[24:28] Dr. Sullivan gives us the 411 about his new space he has built.

[33:05] What Dr. Sullivan credits his success to?

[34:38] Balancing life - where are the boundaries between enjoying life and living life?

[36:16] Communication and making sure you are on the same page as your loved ones.

[38:17] To be a good leader, there is sacrifice involved.

[39:07] Dental yogis and taking the time to relax.

As always thanks so much for listening! If you like the show we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.  

Links and Resources:

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

 

On Instagram 
Dr. Sully…@Millennialdentist on Instagram
Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog 

087 What Will Get You to the Tipping Point in Your Practice? Part 1

Listen to 087 What Will Get You to the Tipping Point in Your Practice? Part 1

Dr. Peyray and I are catching up on life after a fun-filled summer. We’ve got to get back into the swing-of-things, and we kick off this episode with Dr. Peyray as he spills figuring out the logistics of labs. What goes on at the laboratory end? How do they process labs? This has been a significant learning experience for him. He tells all about his new perspective and appreciation for laboratory testers and the steps to testing to kick-off this episode.

We talk about the best advice for owning a practice. Dr. Peyray’s advice is, “Don’t wing it. You’ve got to be prepared.” He was complimented on his team, after having to pull his associates together. “Be more of a leader and take charge” to be a good example to his team. Don’t delegate to be lazy, delegate because someone else is a better expert than you.

Find out the details and logistics of your practice to see where you can improve. We talk about working with patients and patient culture and demographics. Your practice should have a process and options in place, such as payment plans, to make dentistry affordable for your patients. Giving patients payment options will increase your gross income for your practice. Find out what other elements you can improve to get to your tipping point!

Show Notes:

[01:35] Understanding the business and logistics of labs.

[03:16] Dr. Peyray explains how understanding the technical aspect of labs will help him clinically in the dentistry world.

[04:30] What helped Dr. Peyray the most from the business aspect of owning a practice.

[05:33] Parts of Dr. Peyray’s growth shared with us this episode.

[08:02] Common patient misconceptions in dentistry. 

[11:42] Have clear financial arrangements with your patients and be up front about costs.

[14:22] Tipping point for Dr. Peyray’s practice.

[17:27] Dr. Peyray’s process for bringing on team members for his new lab.

[22:16] Lexi, Dr. Peyray’s team member, was instrumental in building his lab in the back of the practice. 

[24:55] Two skills which general dentists who are fresh graduates can do well.

[26:50] Mapping out your educational journey each year to learn more skills.

[28:43] Plans for the future and how can Dr. Peyray can move forward with more cases. 

 

As always thanks so much for listening! If you like the show we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.  

Links and Resources:

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

 

On Instagram 
Dr. Sully…@Millennialdentist on Instagram
Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog 

086 Running a Specialized Practice and Using Social Media with Dr. David Wong

Listen to 086 Running a Specialized Practice and Using Social Media with Dr. David Wong

Sully, Peyray, and Dr. Rick Sullivan are joined today by Dr. David Wong. Dr. Wong is a periodontist from Tulsa, Oklahoma. He has his own practice, and he speaks and teaches about perio. We talk about Dr. Wong and how he got started, and he shares his own unique perspective on periodontics and running his specialized practice. 

We also talk about his use of social media and his Instagram accounts. His personal account features a lot of shots of Dr. Wong working out. He shares his fitness routine with us, and we get him to answer some listener questions that mostly revolve around his Instagram accounts, but we also dive into the world of perio. 

 

You can find Dr. David Wong here:

Route 66 Dental Implants

David Wong DDS on Instagram

Plaque Chyna on Instagram

 

Show Notes:

[02:54] Dr. David Wong is a periodontist who practices in Tulsa, Oklahoma.

[04:31] Dr. Wong thought dental school was tough, but he liked perio. 

[12:35] He planned on joining a big group practice, but he changed his mind. He started a practice from scratch, and it worked out. 

[15:04] The hardest part was getting over fear and self-doubt. 

[17:02] His wife was super supportive. She was a dental , but she doesn't have to work anymore.

[20:21] He loves what he does. Teaching was born out of necessity. He started photographing everything and joined a small study club. He also started writing articles. 

[22:58] He also mentioned products in case-reports and was scouted by vendors. He also put on his own courses. 

[25:03] He prefers working on soft tissue. It is probably under diagnosed. 

[28:27] Technology is helping to fix human errors. 

[32:13] He finds value on meeting other dentists and hanging out and social media is great for being himself and having fun. 

[34:32] Dr. Rick Sullivan has always been interested in perio. He enjoys going from perio to all the way up. 

[35:23] Should GPs do perio? Dr. Wong would do it again. He would even be more inclined. 

[36:50] Dental students could be a restorative dentist and catch the best of both worlds. 

[38:24] Specialists used to not encroach on GP territory. Now they frequently do a little of everything. 

[40:07] Patient management can be more difficult than the clinical issues. 

[44:27] Dr. Wong likes having friends and, but not keeping score with patient referrals. 

[46:36] Dentists need to know what they are and aren't capable of doing.

[47:44] Dr. Wong's least favorite procedure is osteo surgery.

[49:03] He benches 315.

[52:14] Perio maintenance is about efficiency. Dr. Wong is fine with the patient just going to their own dentist. 

[56:03] Dr. Wong goes to the gym every day that he can to lift weights. He also does a bit of cardio and eats a ton of food.

Dr. Wong is going to speak about gingival recession and root coverage. The talk is called, Just Say No to the Palate.

 

As always thanks so much for listening! If you like the show we would love for you to review the show on iTunes as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.  

Links and Resources:

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

On Instagram 
Dr. Sully…@Millennialdentist on Instagram
Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog 

006 The Unicorn Partnership, a Baby Boomer and a Millennial

It’s All About Mastering Perio!

085 How One Passionate Teacher Changed Frank Spear’s Life and the Profession of Dentistry

Listen to 085 How One Passionate Teacher Changed Frank Spear’s Life and the Profession of Dentistry

We are so excited to have the one and only amazing Dr. Frank Spear on the show today. We kick off the show with an amazing story by Frank that changed his life, and the course of dentistry. It’s all thanks to a special teacher that Frank tries to emulate each and every time he steps on stage.

 

Dr. Frank Spear also shares the lean times when he first started practicing, and how he was invited to mentor in study clubs. We also get to learn some highlights from his book, his practice, his teaching, his mentoring, and we talk about the Spear Education Center. This is an interview that you won’t want to miss as Sully and Peyray have a candid conversation with Dr. Frank Spear.

 

You can find Dr. Frank Spear here:

Dr. Frank Spear

Spear Education

Spear Education Facebook Page

Case Acceptance in the Modern Dental Practice: Break Down Barriers, Increase Referrals and Boost Patient Satisfaction

 

Show Notes:

 

[02:21] Frank grew up in a small farming community. He had no interest in dentistry.

[03:38] In the 1970s, his parents said he needed to pick a college. Chico State was ranked the number one party school in America on the cover of Playboy Magazine.

[04:40] He didn't get accepted to Chico State. He went to Pacific Lutheran University.

[05:46] He had to pick a major. He decided to take anatomy and physiology to get them over with. He ended up liking the courses.

[06:39] His teacher was passionate about anatomy and asked him to meet with her. She suggested he go into a medical field. She setup a meeting with the pre-med adviser who was a dentist. This is how he ended up in dentistry.

[08:54] He applied to twelve dental schools and graduated in 1979.

[09:45] While he was in his periodontics and  prosthodontics class, a faculty member named Gerry Schultz who had been running study clubs saw Dr. Spear give a presentation.

[10:27] He invited Dr. Spear to give a presentation. He was then invited to speak again. He was a month out of his grad program.

[11:31] At the end of this meeting, he was invited to speak by other people.

[13:02] Dr. Spear was lucky to be inspired by amazing people and great faculty. His instructors were influential about what was possible.

[17:03] Whoever the clinician is, they need to be able to recognize what is outside of their comfort zone.

[20:03] Sending more work out can open up room in your schedule to do what you want to do.

[20:44] Finding what you enjoy and are the most competent at. Doing what you like the most is more fun.

[21:21] At Spears they want dentists to have more fun, be more profitable, have more free time, and to grow clinical in competence and confidence.

[25:47] Young dentists need to take some time and examine what they do and don't like before opening up a practice.

[26:41] In June of 1982, interests rates were 19% and 20%. He worked six days a week. On Mondays, he rented a space from a periodontist.

[28:19] On Fridays and Saturdays, he rented other space from periodontists, and he was seeing a lot of military families. He learned a lot about phasing treatment.

[29:35] The rest of the week, he was an associate for the family dentist in the town he grew up in. He covered all of the emergencies and did the work the established dentist didn't want.

[30:51] At that time, he was asked to mentor a study club on aesthetics. By 1984, he was mentoring four study clubs.

[32:11] There was a powerful reputation from his graduate program.

[33:22] In 1985, he and John Kois bought the small family practice and partnered.

[34:39] In 1987 and beyond, Frank was spending a large part of his year speaking.

[37:36] They also brought in an associate. You also have to set boundaries on what you commit to.

[40:31] Frank wrote the book Case Acceptance in the Modern Dental Practice: Break Down Barriers, Increase Referrals and Boost Patient Satisfaction.

[41:40] They are three treatment models. The authoritarian model, the scarcity model, and the co-diagnosis model where you present the findings, consequences, how treatment would help. They ask for the treatment plan.

[44:37] Give your team a why, and they will be more likely to do it.

[45:03] What is the patients attitude during treatment presentation.

[50:39] General practitioners have a recall advantage. The challenge is people come in for all kinds of reasons. The consult, the traditional exam, and the comprehensive patient.

[52:42] Intake calls are so important.

[55:41] Frank Spear and John Kois wanted to have a small teaching center that they ran together for six years.

[56:39] In the early 1990's, Frank opened a practice and did seminars and workshops.

[57:35] In the early 2000s, his teaching really took off.

[01:01:19] What Dr. Frank Spear teaches is what is current and fundamentals of treatment planning etc.

[01:03:47] It's so important for dentists to understand the fundamentals. Don't stop learning after dental school.

[01:05:31] Technology changes how things are done. But most day-to-day treatments aren't changed.

[01:07:37] Dr. Spear would have paid more attention to money and business from the beginning.

[01:14:35] It's not selfish to think about money.

[01:15:03] Dr. Spear shares a story about the first study club he belonged to.

[01:18:36] Dr. Spear encourages Sully and Peyray to let everyone at the club have input.

 

As always thanks so much for listening! If you like the show we would love for you to review the show on iTunes as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.  

Links and Resources:

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

My New Smile

John Kois

The Crabtree Group

On Instagram  
Dr. Sully…@Millennialdentist on Instagram
Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog

084 Figure Out Where You Want to Go When Growing Your Practice With Dr. Jeff Trembley

Listen to 084 Figure Out Where You Want to Go When Growing Your Practice With Dr. Jeff Trembley

We are excited to have Dr. Jeff Trembley on the show today. Jeff recently opened his own practice in November of 2017. Jeff is committed to giving his patients amazing results with carefully crafted restorations. Even though he is committed clinically, there were and still are many hurdles for Jeff to over overcome.

 

He understands the importance of customer referrals and treating patients in a way that makes them feel appreciated. It’s often the experience that will get the patient to come back and to refer family and friends. Jeff talks about the importance of photography and the success that he has had with his Instagram account.  

 

We also talk about how important it is to understand your numbers and check your reports on a regular basis. Jeff benefited from having a consultant come into the practice and offer help and guidance. He is also committed to going all digital with his lab work. There are so many aspects to running your own practice that new and experienced dentists will get something out of this conversation.

 

You can find Dr. Jeff Trembley here:

Smile On Nashville

Dr. Jeff Trembley on Instagram

 

Show Notes:

 

[02:26] Dr. Jeff Trembley opened a practice in November of 2017. Prior to that he was an associate.

[03:16] Peyray rented Jeff a room prior to Jeff opening his practice.

[04:27] At some point, every dentist comes to the point where they want to go out on their own.

[06:41] Even though, he found a great space Jeff really had to fight to get the financing and all of the paperwork in order.

[07:41] One of his first purchases was an electric handpiece. He equipped the hygienist, and got TVs to look at images.

[08:35] Jeff's opinion of modern dentistry is the most minimally biologically to get as close to what as what you want.

[09:15] Jeff is a biological dentist who wants to fit the materials to help the patient.

[11:38] Jeff had a best friend/mentor that helped him see the importance of photography.

[13:13] Jeff would take a retracted view and put it on the screen and start looking at it. He started sharing online. His greatest source of referrals is through Instagram.

[14:44] He put a photo studio in one of his op rooms.

[15:45] Dentistry is hard and starting a new is hard.

[16:09] Jeff learned the importance of data.

[16:45] Jeff isn't in network, so phone conversions are important.

[18:05] He doubled down on the philosophy. He lowered his fees and explained the fee process.

[19:16] He also hired a consultant to help go through the system and find out how many hygienist reschedule.

[20:02] Jeff is willing to take ownership of everything.

[20:52] You have to understand what reports to pull and what they are telling you. Then make adjustments to that.

[21:54] You have to create the behavior in the office. It's also important to see how reports change. Find out where your new patients come from.

[23:16] Patients are your best referrals so thank patients for coming in and show your gratitude.

[25:35] We have to make sure that our experience equals the quality of our dentistry.

[27:11] It helps to be direct with everything even treatment plans.

[30:18] One of the hardest things that Jeff has struggled with is his website and his marketing.

[31:40] It's hard to be on top of so many things and to keep in mind that if you're not on top of things it won't get done.

[32:32] One of Peyray's biggest challenges was the front office. He expected people to read his mind.

[34:26] Using clipboards was one of the best things that Jeff has done. It not only keeps records straight, but there's some satisfaction in crossing things off the list, and it enables the sharing of duties.

[37:35] If staff members are struggling with their personal life, then they might not be able to handle all the responsibilities of your busy office.

[39:51] There are ways to pull reports that paint a picture of your practice. Learn to understand your dental software.

[41:01] Data needs to be organized and combed through.

[42:05] It would be nice to review reappointment once a week.

[43:41] There are so many aspects to running an office that have nothing to do with clinical dentistry.

[44:17] It comes down to running a business and building a team around you.

[45:38] A challenge with experienced front desk people is auditing the system. The trick is to be able to coach people without offending anyone.

[49:14] Don't be reactive and gather information. Managing people can be a challenge. Write things down and create a checklist.

[50:36] Peyray will soon own a lab and controlling his quality.

[51:19] Jeff wants to go digital in 2019. He wants to be an expert in exocad.

 

As always thanks so much for listening! If you like the show we would love for you to review the show on iTunes as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.  

Links and Resources:

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

My New Smile

On Instagram  
Dr. Sully…@Millennialdentist on Instagram
Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog

The Crabtree Group

Open Dental

Weave

exocad

The Checklist Manifesto: How to Get Things Right

083 Dr. Mike DiTolla talks on working closely with Glidewell labs and Six Month Smiles new Clear Aligners

Listen to 083 Dr. Mike DiTolla talks on working closely with Glidewell labs and Six Month Smiles new Clear Aligners

Dr. Michael DiTolla is here today to talk about the evolution of materials for crowns and veneers that he has seen over his career. He started out working in private practice, and by a fluke was asked to do some work at Glidewell Labs. He realized that he loved experimenting with new materials and finding ways to create better looking restorative dentistry.

He moved on to education and lecturing. He was a pioneer in making movies and DVDs to help train other dentists and lab technicians. He is now working with Six Month Smiles and is excited about a new hybrid program they have coming up that combines brackets and aligners for fast and affect aesthetic results. He is also thinking about starting up his practice again. This is a great discussion for dentists and technicians who really care about positive patient results..

You can find Dr. Michael DiTolla here:

Dr. Michael DiTolla

Show Notes:

  • [04:20] Dr. Michael DiTolla graduated in 1998. He was in private practice for 10 or 11 years in Southern California. He is from Downy, CA.
  • [05:09] He had a patient from Glidewell who asked him to do some crowns.
  • [06:20] It was exciting for him doing dentistry with the technicians. They were recording the process and sending them out on DVDs.
  • [06:46] When he saw his dentistry on the big screen, he was forced to become better.
  • [07:16] He learned new ways to prep teeth.
  • [08:07] Glidewell started trying to build their own materials. Dr. DiTolla sold his practice and started to be part of Glidewell. He went to a party at Jim Glidewell's house.
  • [10:51] This was in pre social media days, and Dr. DiTolla loved doing the cases.
  • [11:52] Glidewell does 6% to 7% of American labs. Their market share might be 5%, but they'll do a couple of a million crowns a year.
  • [13:29] In 2001, they built a huge operatory. Glidewell had a full-time video crew.
  • [17:43] They started experimenting with BruxZir crowns and veneers made out of zirconia.
  • [19:09] It is so important to understand what materials you are putting in people's mouths.
  • [20:04] It would be nice if every dentist spent three months in a laboratory.  
  • [25:15] The importance of quality labs cannot be emphasized enough.
  • [27:19] Glidewell has $99 crowns. Most dentists don't want to pay more for an Emax crown.
  • [28:55] Students should witness the crowns being made. A better quality crown is better in the long run. You get what you pay for with labs. Don't commoditize and go for the cheapest. You want to find the best technician.
  • [31:33] If you are getting a crown made please send in a picture. Before and after.
  • [32:57] Digital fabrication made things really clear for Glidewell. It's very easy to see reduction digitally.
  • [37:33] Give the lab permission to give you feedback and let you know how the prep is.
  • [38:16] Try to bring the technician in as part of the team.
  • [39:55] You can use desktop sharing software to communicate with your lab technicians and the dentist.
  • [40:40] Dr. Michael DiTolla is now working with AEGIS Communication. He works on Product Talk. You actually get to hear about people's experiences.
  • [41:31] He is also working with Six Month Smiles.
  • [42:40] He started leaning towards short term smiles.
  • [43:52] He likes the control of Six Month Smiles.
  • [45:46] These are adult aesthetic cases. They use software and plan cases.
  • [47:17] In June, Six Month Smiles will do mixed therapy with aligners and brackets.
  • [50:48] Digital treatment planning will rank the case on terms of difficulty.
  • [54:37] Mike does a lot of training and videos. He is also getting back into working with patients and finding interesting cases.

As always thanks so much for listening! If you like the show we would love for you to review the show on iTunes as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.  

Links and Resources:

082 Talking Medical Marketing with Randy Alvarez from The Wellness Hour

Listen to 082 Talking Medical Marketing with Randy Alvarez from The Wellness Hour

Randy Alvarez launched “The Wellness Hour TV Show” in 1999. The Wellness Hour airs on TV in approximately 70 million homes across North America and features the leading medical doctors, dentists and other licensed health practitioners in the US. The “Medical News Show” is a television and social media platform for doctors to discuss breakthroughs in their specialty with the communities they serve. Alvarez has transformed the show’s website into an extensive online medical resource for both doctors and the public.

Randy believes in leading your marketing campaign with a strategy which involves creating a rapport with potential clients centered around emotional draw for the client’s issues. What are the right questions to ask, how you can get before and after pictures of your dental customers and how to skillfully use educational content to assist your purchaser in making a decision based on how they will feel after their work is finished, not the mechanics of engineering of the dental prosthetic.

Grab your notebook and find out how Randy takes his prospect’s medical businesses from low to grow with his marketing techniques and his media knowledge.

Show Notes:

[02:19] The primary target group for Wellness Hour.

[03:20] The story behind Randy’s success.

[05:08] History of sales training and speaking gigs from corporate companies and how the Wellness Hour started.

[08:30] Fundamentals of marketing science and how you shouldn’t say “we are different from everyone else”.

[10:35] What dentists don’t do enough of when they are marketing and changing the way dentists talk about dentistry.

[16:31] Questions you should ask to base your marketing campaign around to attract clients based on their life experiences.

[17:52] Selling based on your client’s pain points and connect them to what they want.

[21:30] Systems sell patients, connecting with the patient on an emotional level.

[24:55] Steps and strategy toward patient centered growth and how to create a marketing campaign to expand your practice.

[29:23] Building rapport with potential clients as part of your marketing strategy.

[29:55] How to get before and after photos from your patients.

[35:17] Why you want your client to sign their after photos.

[37:07] Using education in your clinical setting to show clients your services.

[40:12] Factors other than marketing which can affect your client base.

[42:02] Using the Andrew Weil & Steven Covey approach to developing client relationships.

[44:36] What not to do when you are a dentist.

[48:52] Books about marketing which Randy recommends to read. Email him at his email below to get a reading list which he suggests to read to market your business.

[50:40] How to get in contact with Randy for marketing information.

[54:54] Quit talking about great customer service. 

As always thanks so much for listening! If you like the show we would love for you to review the show on iTunes as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.  

Links and Resources:

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

 

On Instagram 
Dr. Sully…@Millennialdentist on Instagram
Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog

Voices of Dentistry

Interview With Sully Sullivan and Peyman Raissi - Dental Profits

The Dental Profits Academy Course

Bulletproof Dental Podcast

What Got You Here Won't Get You There

 

Guest Information

Randy@wellnesshour.com to get a need analysis from Randy from The Wellness Hour

The Wellness Hour

The Wellness Hour Agency

081 Talking with Tiger Safarov about Zen Supplies

Listen to 081 Talking with Tiger Safarov about Zen Supplies

Tiger Safarov has developed Zen Supplies, a cloud-based ordering platform to have all your distributors and suppliers in one place in order for you to be able to price compare your supplies to get the best deal. Manage and track your inventory online and save money and time in the process. Sales agents and distributors charge a larger margin, hoping you don’t research a better price online for the same products.

Inventory tracking provides savings to your office through purchasing only what you need in supplies. Eighty percent of your savings comes from quantity, and inventory tracking gives you the insight on how to spend less on your supplies which are excessive purchases for your office. Zen Supplies runs a cost analysis on your supply purchase savings, so you can see how much money your office is saving.

Tiger believes in saving time for his clients because time is the one item “you can’t trade back for”. Zen Supplies is an innovative product which saves the dental practice owner time and money, which is reflected in their slogan “Let’s Get Organized”.

Show Notes:

[03:15] Tiger’s background and history

[04:50] What does Tiger’s company do?

[07:01] How Tiger found out about price differences for dental supplies.

[08:32] Most offices do not manage supply orders or track orders.

[10:07] Dental assistants may not be looking at price differentiation or looking for the best purchase price for supplies.

[13:44] Why Tiger’s goal is to avoid distributors and sales reps for purchasing supplies.

[19:08] Other options which are available for emergency situations at your dental office.

[21:30] Dollar savings Tiger’s client experienced with one of his clients from Texas.

[25:35] Distribution of money according to the margins sales people are charging dentists.

[26:40] How are big companies viewing Tiger’s company.

[30:13] Politics of buying and selling dental supplies and how Tiger gets his pricing for supplies through manufacturers and distributors.

[37:30] How many supplies we threw out because they were expired BEFORE we used Zen Supplies!

[40:19] Shipping costs revisited with Zen Supplies.

[41:30] What’s coming up next with Zen Supplies?

As always thanks so much for listening! If you like the show we would love for you to review the show on iTunes as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.  

Links and Resources:

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

On Instagram  
Dr. Sully…@Millennialdentist on Instagram
Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog

Voices of Dentistry

Interview With Sully Sullivan and Peyman Raissi - Dental Profits

The Dental Profits Academy Course

Bulletproof Dental Podcast

What Got You Here Won't Get You There

Zen Supplies Company

080 Catching up With Sully and Payrey on the Roof of the Westin

Listen to 080 Catching up With Sully and Payrey on the Roof of the Westin

We have recorded on planes and exotic locations. Today, we are recording on the rooftop of the Westin overlooking Nashville. This is a catch up episode where Sully and Payrey share their recent travels with you. Sully was able to attend the IDS dental business summit in Cologne, German. If this is something that you haven't done, put it on your list for 2021.

Sully shares a little bit about his trip to Germany and some of the great technology that was at the IDS. We also talk about the importance of quality CE and building the practice you would want to have. We cover everything we’ve been up to including challenges with building an amazing practice, finding your speciality, and balancing everything.

Show Notes:

[01:54] The IDS dental summit was a city filled with dentists. Sully met Brian Baliwas the SF Dental Nerd.

[02:19] Downtown Cologne is a 5 minute walk from the IDS International Dental Symposium. It's also a trade show and a lot of products debut there.

[04:31] You can get great deals at some of the pavilions if you want knock offs or generic things.

[05:58] It was also a really great experience to get to touch and tryout the different products. It was like a Disneyland for dentists.

[07:04] There is a ton of new software coming out for smile design. There are companies putting cool cameras into their lights.

[08:09] Sully went to the GC party. It was epic over the top.

[09:12] Payrey has been busy buying things. He wants easier access to labs. Stay tuned to what he has been up to.

[11:04] He also bought a house recently. He is now closer to his office.

[12:01] He is also looking into offering profit sharing or a 401(k) for his office.

[13:07] He also consulted with The Crabtree Group. They are helping to develop systems into his office.

[14:42] It's a lot of headaches being the only one running the show.

[15:44] If the economy tanks, it would really affect business. People can afford things, because the economy is good.

[16:41] Payrey is trying to build his general dentist practice with his hygienist and having two dentists two days a week.

[18:02] Payrey finished a Kois course. He now loves general dentistry.

[22:22] Build a base, you can always do implants or full mouth later down the line.

[25:06] Don't let money stop you from taking CE from places like Kois Center.

[26:30] Restorative dentistry makes people love their smile. Overlays can save money, and make patients happy.

[29:43] Everybody pushes each other up when you surround yourself with people who are trying to do better.

[32:00] Marketing has been shifting. We used to market as the family dental dentist. Niche marketing for procedures is catching on. Patients are looking things up to learn about specific procedures. Dentists are blogging and sharing information.

[34:56] First step is to build you and your personality and then share you and your knowledge.

[38:26] Being social is huge for building a general practice.

[39:23] Let us know what your pain points are and what you would like us to talk about?

[40:52] Sully is in a mastermind group, taking courses, and trying to balance work and family.

[42:15] Life is too short. Build the practice you would like to have.

As always thanks so much for listening! If you like the show we would love for you to review the show on iTunes as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.  

Links and Resources:

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

On Instagram  
Dr. Sully…@Millennialdentist on Instagram
Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog

Dental industry and Dental trade fair | IDS

Brian Baliwas SF Dental Nerd

Trios 4

Primescan

iTero Element 5D

Episode 77 Figure Out Where You Want to Go When Growing Your Practice With the Crabtree Group

Kois Center

Spear Education

079 From Continuing Education to Practice Management with Daniel Owen

Listen to 079 From Continuing Education to Practice Management with Daniel Owen

We have been on a roll lately with our podcast episodes. Today, we are excited to talk with Daniel Owen about everything from when is the best time for a new dentist to start taking CE courses to best practices in dentistry management. Daniel is the Alabama & Tennessee Territory Manager at Neodent USA. Neodent is a maker of quality implant products.

We talk about implants and using quality products with years of science and R&D behind them. We talk about the importance of having a good rep that you know, like and trust. We also talk about obstacles when switching products. Then we talk about pressing issues of knowing what you want as a dentist, dealing with team members, billing issues, and creating expectations that empower everyone in the process.

You can find our Daniel here:

Daniel Owen on LinkedIn

Neodent USA

Daniel.Owen@Neodent.com

Show Notes:

[03:01] It might be a good idea to wait a couple of years after dental school before going to Kois or Spear because of the advanced mentality taught in these courses.

[03:21] These advanced education courses focus on the big picture. After going, Payrey sees things differently.

[04:52] Your first year after dental school needs to be a survival year while you get your feet wet. It takes some time to learn what you want to do and how you want to work.

[06:42] Spend your first year focusing on you are, where you are, and what you want.

[08:58] Daniel Owen is the Alabama & Tennessee Territory Manager at Neodent USA a global dental brand specializing in implants. Prior to that he worked at Patterson Dental.

[10:07] They have a veteran program where they pay for everything.

[12:57] Sometimes it's less about the implant brand and more about the rep. Sully is pumped about using Neodent. All of the units are on the same platform and it's a deep connection.

[15:09] Daniel likes to approach his job as a rep by helping dentists grow.

[18:34] At the end of the day, you should buy a name brand implant.

[19:47] They have 16 years of R&D in their implants. It comes down to support and the clinical result.

[22:41] Dentists need to ask the questions of what type of dentistry they want to do. Especially in the first couple of years out of school.

[26:33] Having the same mentality about the doctor you work for after dental school as you did about your school would be rational. What are you going to learn in the beginning of you dental career? It's not just about being paid.

[29:14] Sully only has so much bandwidth. The more he puts into one thing, the less goes into something else. You have to prioritize.

[30:32] Look for where you can create time for education.

[33:06] The business management side of dentistry is one of the biggest hurdles that dentists face.

[34:10] Make enough deposits with people or team members to compensate for the withdrawals.

[38:33] Compensation comes with responsibility. Have a system or procedure when the patient comes in. Lay out clear expectations or cornerstone workflows.

[41:18] Give people a clear picture before you set expectations.

[42:11] Create synergy with your staff and other people who have great roles.

[45:42] Outline the three most important things. The owner does it and the team members do it. Create clear expectations.

[47:33] Create the Ritz-Carlton experience.

[49:22] I would like a nice clean office. How can we make it happen? Define expectations through team members. Don't be a dictator.

[51:09] Everybody needs to have a clear expectation of how they are going to pay.

[54:39] Incentive your person who is responsible for billing and having customers pay.

[58:01] You need to coach your team.

[01:00:54] Do a 90 day, 120 day, and 6 month review. Have some grace and hard deadlines.

[01:03:30] The number one thing is to outline your goals and then convey what you want.

As always thanks so much for listening! If you like the show we would love for you to review the show on iTunes as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.  

Links and Resources:

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

On Instagram  
Dr. Sully…@Millennialdentist on Instagram
Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog

Fortune Management

Kois Center

Spear Education

Pankey Institute

The Five Love Languages