Nifty Thrifty Dentists

March 14, 2018 | 0

 Nifty Thrifty Dentists

The Nifty Thrifty Dentists is a podcast like no other.  We like to save money, we like to joke around, and we love to bring out the very best side of all our guests.  People say a lot of things about our podcast but there is one thing that they will never say  — that our podcast is boring.  So join Dr. Glenn Vo and Dr. Vinh Nguyen, Dentistry’s ultimate odd couple, for a short adventure of laughs, positivity, and Dental Discounts.  And for a listing of all our Dental Discounts visit –

Episode 89: Episode 89: Dr. Emily Letran- High Performance Course

Listen to Episode 89: Episode 89: Dr. Emily Letran- High Performance CourseDr. Emily Letran was born in Vietnam during the Vietnam war. She came to the U.S. with her aunt and cousin and entered dentistry by the process of elimination. She enjoys building relationships with patients and staff to help keep her life fulfilled. As a calling, she knows she can make a difference for other people through dentistry. What is some advice you can give us for people who are exhausted? Focus on family first. In the day to day, focus on the biggest or most important task first. Taking care of it early in the day will help you accomplish your goal and gain clarity. Don’t worry about the rest, and know that you did what you set out to do. Have undisturbed family time by putting your phone away and not feeling like you have to jump up and take action the moment the phone rings. Draw the line by prioritizing yourself and picking and choosing what you need to do. Secondly, be clear in what will help you get your results. Only do those things that get you to that goal and don’t worry about the rest You will find that you get things done with the results you want. And don’t care what people say. You can have it all if you set your mind to it and commit to it. Recharge yourself before you walk into the house. Walk in present and refreshed. Be genuinely interested in what is going on with your family. Make promises to yourself and keep them. Be intentional with high-performance habits every day. You shouldn’t be experiencing Monday Blues. You need to recharge and reset. Feel gratitude and release it so you can make the changes you need and get better the next week. If you can’t care for yourself, you can’t care for others. Don’t let others dictate what you are supposed to be doing. Give your family the same attention and the best version of yourself to your family, not just your patients. “No Nonsense Dentistry for Dental Peeps” is a book co-authored by Dr. Letran and Dr. Mauty full of sarcasm and wit aimed at dentists. It is currently in print and she will notify the group when it is ready for distribution. She also has a high-performance course aimed at making you into your personal best. Important aspects to look at include family, employees, and patients. Get rid of the things that cause you to stress, people too. 20% of your patients give you 80% of your production. Find those and work with those. The other 80% you help if you can. Busy should not be equated to income or success. Nifty Deal: Dr. Letran’s course is comprised of 12 segments you can go at your own pace The first part of the course is High-Performance Leadership, focusing on the core pillars of High Performance Clarity: knowing what you want, setting goals, how to achieve goals Energy: maintain high energy and recharge energy to avoid burnout Productivity: how to maximize potential by leveraging team, colleagues, experts Courage: how to step up and overcome challenges, from difficult conversations with staff, patients to making grand decisions like expanding business, acquisition or exit by design Influence: how to create influence and persuasion so patients and staff and spouse and even kids will listen to you, how to create a significant impact in the community The second part of the course is on business growth strategies These include internal referral, patient appreciation events, community service event, authority positioning, magnetic marketing and metrics The course provides significant insights and offers proven nuggets that work in my practices for the past 26+ years and also in building my High-Performance coaching and Business Growth consulting practice Guarantee: after going through the course you will be able to increase your income by at least 3x the course investment NIFTY Bonuses One hour 1:1 consulting with me ( value $1000) Ticket to LIVE ACTION To WIN event ( value $497) 3 months FREE online coaching ( value $120) Private Facebook group where I will answer questions (priceless)

Episode 88: Episode 88 Nifty Deals- Jay Glazer -Crazy Dental

Listen to Episode 88: Episode 88 Nifty Deals- Jay Glazer -Crazy DentalCrazy Dental is bringing lots of new products such as luxacrown, which is a high-end temporary material, Nifty Price $276.30. Young Infinity Cordless Handpiece with Bluetooth with the Nifty Discount is $643.36. It comes with foot pedal, handpiece cradle, 3 nosecones, and 25 disposable sleeves. It can also accept any prophy angle, which will save you time and money! FujiSEM Evolve is a new product that can be seen even better under a curing light. Itenna composite and temp are on special for Buy One Get One Free! When you order for the first time, you will get the monthly newsletter with the latest products and promotions. Want tickets to a bowl game? Ask them what it would take to get tickets with your deal. Now that’s crazy. They have a 110% guarantee that their prices are the lowest in the industry. The winner is Missouri City Dentistry in Missouri City, Texas and Dr. Natalie Hun! Congratulations on your $1000 reward toward travel. Gobble Gobble Deal: Any $1000 order and above placed from now through the end of Nov 19th will be entered to win a $500 Thanksgiving dinner and/or entertainment package. We will pick two winners at $500 each. It can be used for your yummy Thanksgiving dinner or a brand-new TV so you can watch your Football in style. Do not forget to enter your Nifty Thrifty codes when you order at This deal does not exclude your always 10% discount and free curing light for orders over 1k. Coupon code "Platinum10" gets you 10% off and code "Platinumlight" gets you your free light for you 1k order, nor does this affect our 110% match for authorized dealers guarantee. 

Episode 87: Episode 87: Nifty Deals: Dr. Stanley Malamed- Onset Buffering System

Listen to Episode 87: Episode 87: Nifty Deals: Dr. Stanley Malamed- Onset Buffering SystemIn our poll we asked about different anesthetic options and suggestions included going slow, distraction, single tooth anesthetic, and buffering. Going slowly is the key to painless injections.  Dr. Malamed was contacted to partner with OnParma to research and improve buffering. The day after an injection they are sore due to the pH level of the injection. Buffering raises the pH to 7.3 to mimic the pH of the body. This allows the anesthetic to work more rapidly and lessen the post effects. Buffering is done with sodium bicarbonate. In medicine, the most common local is lidocaine. In sodium bicarbonate bottles, the pH can range broadly. A pH off balance can create edema, but that is the only risk of DIY buffering. Anutra medical has been doing buffering for medical and branched to dentistry. The doctors he has spoken with were unhappy with that option because it was a foreign syringe and process, and it was limited to lidocaine. Single tooth devices can be a good option as well. The Wand is a good device to use, vibraject is okay, but emulates something we can do ourselves. Prescription grade topical is questionable because it is not standardized. With DIY multidose vials, you can use them over and over again. Dr. Malumed did research for OnSet but is not a paid consultant for OnPharma. Using the system, the buffer quickly mixes. Wait 2 minutes to test, retreat if needed. There is no need to wait 10 minutes in between. This allows you to be more productive and better experience for the patient. For a “hot tooth”, especially mandibular molars, they can be especially difficult to numb. Buffering is especially valuable in the mandible. Prilocaine has shown there is a higher case of paresthesia in the mandible. What about using articaine with children? The study only used children over age 4, but it is safer and a better option than lidocaine. The half-life is 27 minutes, so it is much less likely to create an overdose. For a “hot tooth” would buffering help more? Yes, it is much more effective. One of the biggest reasons a person likes and recommends their dentist is painless injections and procedures. Buffering meets both of these criteria. There are also other options for nasal spray anesthetic or medicines to reverse anesthesia to increase the patient experience. Craig of OnSet system- They have been in the market since 2012. The cartridge of sodium bicarbonate can be used within 7 days. There is both the sodium bicarbonate cartridge and a mixing connector. The system mixes the solutions, put it in the syringe and deliver as normal. An unused cartridge is good for 3 years. Once activated, you have 5 days to use it. This means it is half the cost as when it came out and could only be used for one day. Nifty deal: Onset $499- 80 injections worth of sodium bicarbonate and delivery system. $449 with guarantee of 120 days with a 15-minute call about using the product and a 5 minute follow up call will allow you to be refunded the unit. They also offer free shipping with this deal. 877-336-6738 prompt #2 Tell them you want the Nifty Thrifty Deal

Episode 86: Episode 86: Nifty Deals: Dr. Gregg May- Core Group

Listen to Episode 86: Episode 86: Nifty Deals: Dr. Gregg May- Core GroupGregg May – No matter how dentistry is changing, it still comes down to building relationships. One thing that can help in case presentation is to use the 80/20 rule. Spend 80% on personal questions and 20% on presentation. Dr. May dealt with Hurricane Katrina and after rebuilding, his practice caught on fire. He rented a few ops from a friend while rebuilding. In 2008 he was hit on his bike and injured himself. He tore his C4, started using pain meds, went through a divorce, and yet he persevered. Learning communication was necessary for case acceptance. By realizing how necessary it was for him to get cases so he could get paid, he learned the importance of building rapport with patients. You can’t field this out because patients look to you as the expert and leader in the office. Marketing is expensive and you become susceptible to the need for new patients when you can focus on getting treatment rates increased from the ones who do. How much time should we take with a patient when you have a busy practice? New patients need 90 minutes because it should be the doctor who goes through their medical history. Money, time, fear, and value are the main objections to treatment. Get the objections out of the way before presenting treatment. Leave money issues for last because you need to identify why the treatment is important to them due to quality of life, pain, etc. People buy from emotion and justify with logic unless they are in pain. Give patients options for financing to overcome the financial hurdle. If your skills are that great and you aren’t trying to help as many people as you can, you shouldn’t be in dentistry. He is part of a core group that focuses first on unscheduled treatment. That aspect alone pays for the fee. Consulting dentist to dentist gives a relational aspect that other consultants may not have. Training your hygienists to build rapport and keep presenting treatment can be beneficial to your practice as well. If you aren’t getting patients to accept treatment, you need to learn how to present care with compassion. Doing the same thing will get you the same results. Nifty deal: First 2 months of a 12-month commitment are free. To get the deal: for info and tell them you saw the FB live in Nifty Thrifty.

Episode 85: Episode 85: Nifty Deals: Jeff Guidie- 4G Dental Labs

Listen to Episode 85: Episode 85: Nifty Deals: Jeff Guidie- 4G Dental LabsJeff Guidie is the CEO of 4G Dental Labs 4G doesn’t charge a model fee for a nightguard, a nightguard will run between $59-$79 dollars with no additional cost for scans vs impressions. Implant packages make it clear on your costs with no hidden fees. While they do not do sleep apnea advices, he does have several labs he recommends. Their newest improvements include a customer portal to look into your cases. Check for shipping and receiving information, case details, online bill payments, etc. It will go live October 28th, with a link on their website. First time users will need their account number for setup. What is the 4G Learning Center? It is a new space coming in early 2020 for CE events and training for approximately 50 doctors. He will make a great deal for current customers. Host your meeting free as a customer! A full zirconia crown is $54, but you can take $5 for a submitted scan. High translucent zircona is excellent for premolars and anteriors for $69. Emax crowns are $85. Layered zirconia is $79 for a midgrade option. Shipping charges are included on fixed cases. Removables have a $7 shipping charge. All cases have a 2 week turnaround time. To start with 4G, go to the website and request a starter kit from the “contact us” 833-682-6301 or email admin@4Gdentallab. They accept multiple platforms for scans if converted to an stl file and put in Dropbox. Nifty Deal: New customers- 10 crowns and the 9th and 10th crown will be free! No need to track anything, the deal is automatic. Current customers- any referrals you send, you will get your next 2 crowns free when they order their 10th crown. Thank you to the Nifty Community for the relationships and growth you have helped them experience in the last year.

Episode 84: Episode 84: Nifty Deals: Brandon Bomar of Professional Dental Services

Listen to Episode 84: Episode 84: Nifty Deals: Brandon Bomar of Professional Dental ServicesBrandon Bomar of Professional Dental Services talks Prexion CBCT. Let’s start with the facts: #1 PDS is the #1 dealer of Prexion 2 PDS is a dealer all over the country that can support 3 Prexion has a complete 10 year warranty from day of purchase 4 Excelsior Pro has 5 fields of view 5X5 to 15X13 5 .3mm focal spot for exceptional image quality The Excelsior provides excellent view of the airway for sleep, ceph arm for ortho, and many more. Standard scan has over 500 slices up to 1000. There are never additional fees for service or calibration, unless your state requires as such. It self-calibrates each day. When looking for the best CBCT, is it a good value, what do the numbers say, and is it best for your practice. Liability in getting rid of your old unit can be an issue. Few reps will uninstall your unit and reinstall somewhere else. PDS will be guaranteed to give you the best price. Direct contact information - Cell - 602-733-4688 -- Email - -- Feel free to send Brandon Bomar a message through facebook messenger as well for those "apples to apples" quotes!

Episode 83: Episode 83: Nifty Deals: Kenzie Hess Broxson- Cracking the Dental Insurance Code

Listen to Episode 83: Episode 83: Nifty Deals: Kenzie Hess Broxson- Cracking the Dental Insurance CodeKenzie Hess Broxson is an expert in dental insurance claims and co-founder of PK Performance Solutions. Her new Facebook group Cracking the Dental Insurance Code has amassed over 3000 members in the first few days. Outsourcing insurance can be kicking the can down the road, but having an in-office specialist. Training someone in your office will help your local economy, be self-reliant, and serve your patients best. PK Performance offers an E-learning program that is interactive rather than a video system. By starting with foundations of dentistry to learn treatments and technical aspects of dentistry, you gain a greater understanding of what a procedure entail. Comprehension checks along the way help to identify weaknesses or things to review, and the learned is not allowed to move on until a percentage of comprehension is reached. The doctor can see the review results to oversee their training. If you have a potential new hire that says they have experience, you can have them take only the exams to assess their skills. The dentistry basics module works through the processes of different procedures, then they learn the basics of insurance, followed by narratives and submitting claims. If you are still having difficulties, PK has a portal to help with complicated claims or possible issues that you may get stuck on. Where can you find their site? It is a platform rather than a class that you go through once. Kenzie began in the banking industry, but was recruited by a customer who was a dentist. She was fortunate enough to have an excellent mentor to learn from, and now they are partners. The dental industry needs more successful onboarding for new hires, and this fills that serious need in regards to insurance. How long would it take for a new hire to get through the program? It is self-paced, but it should take a few weeks. It is not something to binge watch. Taking it in smaller sections will help with retention. One of the most important things to remember is to have good notes and clear narratives, preop xrays, photos during and after, doing buildup and crown on the same day, and make sure your attachments are included. Claims reviewers have a quota and will deny it immediately if they don’t have anything they need at submission. What is a scaling vs. SRP- you need perio charting, narratives noting bleeding and calculus location, and FMX. Some clearinghouses require formatting of UL,UR,LL,LR or 1020,30,40 etc. What is the goal for your group? I was inspired to help people with my expertise because it is an area with a lot of questions and need. The platform has an automated or customizable track to design the program specifically to your office. They are also partnering with Dr. Raghunath Puttaiah to offer HIPAA and OSHA training/certification as well. The fee for Basic Standard Package is $2900 for the first year, then $2400. Customized is $5,100 the first year then $3,600 per year after that. Nifty Deal: Standard Training Program: $2,700/year ($200 off), $2,400 year 2+ Customized Training Program: $4,700/year ($400 off), $3,600 year 2+ 5 Day Free Trial Go to to see the Nifty Deal and schedule a time to talk!

Episode 82: Episode 82: Nifty Deals: Dr. Casey Culberson- Molar Media Mount

Listen to Episode 82: Episode 82: Nifty Deals: Dr. Casey Culberson- Molar Media MountDr. Casey Culberson, creator of the Molar Media Mount He went to University of Washington for undergrad and dental school. After starting out covering for his childhood dentist, he then bought into a partnership. The molar media mount is an attachment to a dental light to allow patients to see a video screen simply. He finds it’s helpful in guiding a patient’s head in the direction that you need. The design is lightweight and can be easily removed. That makes it safe and simple to use in the office. The distraction makes a patient easier to work on, less anxious, and less worried about the time spent in the chair. The tape is the same used for GoPro cameras to keep it secure. It is easy to install due to the adjustable part and 4 screw construction. There are no cables or wires to deal with, just take the Ipad off to charge it at night. They also sell Bluetooth headphones direct from the manufacturer. The device is easy to clean and use. Use a matte screen protector to prevent reflection. You can incorporate the tablets you use for other office services. Can you legally stream Netflix in a business? Get a motion picture license through the ADA for $300. Nifty Deal: Buy 2 get one FREE Bonus: Use code DRVO for 15% off of your order. Large scale orders, contact Casey directly for even better deals.

Episode 81: Episode 81: Nifty Deals: Dr. Paul Etchison- The Dental Business Mentor

Listen to Episode 81: Episode 81: Nifty Deals: Dr. Paul Etchison- The Dental Business MentorDr. Paul Etchison, Dental Practice Heroes Podcast owner, practice owner, and writer Did a startup 7 years ago in the suburbs of Chicago as a PPO practice with an expansion to 11 ops. What mistakes did you make? We didn’t look at metrics because the patient flow looked good and didn’t focus on reappointment as they should. We check for additional family members to incorporate and make sure they understand what is happening and the time constraints of the appointment. They also do recaps regularly to see how they can improve. With 26 team members, it is important to have team leads to help with decisions. We also need to recognize that people make mistakes. If not, we risk people hiding things or avoiding conflict to prevent getting in trouble. In 7.5 years, no one has left because they are unhappy. He works 6 days a month seeing patients doing only ortho and uses one day a week for administration. They are very full days to maximize the dollar per hour. Have you ever fired anyone on the spot? Yes, but only when they had worked for them only a few weeks. How do you handle raises? Cap your salaries at a solid percentage and employ a bonus system. As the production improves, they can adjust for increased pay. How do you create a good culture? Make mistakes okay. Let your team know it is a part of the process. Communicate with your team and ask for honesty and really listen. Do the right thing before people ask for it. Dental Business Mentors is an online group of CE courses to learn how to better yourself as a business owner. Monthly membership is $500/ month or $3000 per year. The Nifty Deal is $350 off. This includes the videos and all documents in their programs.

Episode 80: Episode 80: Nifty Deals: Dr. Robert Pick- The Pick Group

Listen to Episode 80: Episode 80: Nifty Deals: Dr. Robert Pick- The Pick GroupDr. Robert Pick of the Pick Group. Life changes quickly. One moment in 1997 he thought he had a stomachache which turned into a ruptured appendix and rapidly spreading cancer without missing work. He pioneered using lasers in dentistry. This opened many opportunities for him to work with Fortune 500 companies and gain insight into business practices. He started the Pick group to help build stronger dental practices with business ideology in mind. What helped you get through that tough time? He loves what he does as a periodontist, as well as teaching and helping others. What’s up with the purple cow? It is from a book. If you saw a field full of black and white cows and one purple cow, it would stand out. Stand out for all the rights reasons, but stand out. Purple cow wows are things that make you stand out from the competition. If you figure out your why, you develop your business as well as your mission and culture. Build a relationship with your patient and you will have 100% treatment acceptance. He meets every new patient in a separate room and the assistant will help while you do the exam. It builds trust in what you say. How do we find out where you are speaking? Go to the What is your advice for dealing with today’s team members? Learning the DISC profiles and hospitality quotient, which is the natural curiosity about people. How do I deal with staff? Staff is an infection, you need a team. Wait until the end of the day and bring your office manager in to handle it. You need to balance the clinical and CEO hats. Be careful in setting your tone at a morning huddle. Issues should have been done the night before. Don’t shy away from your team knowing your numbers. Your team will be able to help rally around you. Get 4 half-hour calls for 50% off by emailing The Pick Group with the word Glenn. Regular price is $1,100

Episode 79: Episode 79: Nifty Deals: Aaron R Boone- MVP Mailhouse

Listen to Episode 79: Episode 79: Nifty Deals: Aaron R Boone- MVP MailhouseAaron R Boone, CEO of MVP Mailhouse PPO practices are entering the end of the year where benefits are used of lost. Now is the perfect time to meet the deadlines to get mailings out before the end of the year. By getting in early enough, you get the chance to find them and their family members available spots on your schedule. Don’t turn away potential patients, be prepared! When is a good time to mail? August is typically a great month for everyone, but then Sucktember hits. October sees a bounce back, but you can finish strong with new patients and procedures. They look at neighborhoods within a distance from your office that are targeted based on everything from family demographics to media preferences. Using their Map IQ system, they input the locations from your last three years of patients and look at the trends and barriers to new patients. An analysis of the area and demographics helps customize the most effective marketing plan, whether it is EDDM or other marketing methods. No more mailing blindly. MVP will do the Map IQ for anyone for FREE! The mailings have customized phone numbers to track which mailings are effective. They can still get mailings out by the end of the month. Mail in November needs to be the first 2 weeks. December will need to be the first week of December. If budget is a concern, 2 mailings can still be successful. New practices can still use EDDM, but working from the inside out rather than a blanket campaign to the city. The MapIQ will target not only routes, but specific homes on the routes. Eliminating your current patients may help you spread your mailer budget to previously untapped neighborhoods. He has been in the direct mail business for 8 years and only focuses on the dental industry. To get started, schedule a 20-minute demo with a heat map (places where your patient base is coming from the past 3 years), links to the best mail routes as well as a starter or mare aggressive plan. What kinds of deals work best? Call tracking and analytics as well as listening to the calls to find out who is responding to what. Using metrics from previous mailings will allow the successive mailings to focus on the most successful responses. They educate your front desk on how to answer the calls. After the 3 mailings they do an audit against new patients and response calls to let you know the results of your campaign. Nifty Deal: Free Heat Map Analysis, Complete a 20 minute demo and get 250 designed referral cards for free, Sign up and get another 250 referral cards free ($400 value) Discount off a 5,000 mailer of $250, 10,000 mailers gives $500 off, 15,000 mailers or more $750 off

Episode 78: Episode 78: Nifty Deals: Vanessa Gilbert- Quantum Labs

Listen to Episode 78: Episode 78: Nifty Deals: Vanessa Gilbert- Quantum LabsVanessa Gilbert, head of Marketing at Quantum Labs Toothcases are a great way to give your hygiene kits. The plastic zipper cases are reusable and have a spot for your business card. A reusable item that your patient enjoys can be personalized and gives frequent reminders of your office all the time. Imprinting is only $.13 each with no setup fee for your image. Lip balm that can be customized for your office as well as floss and other products. The kits allow you to leave a great final impression on your patients. The company started with exam gloves, toothbrush heads, suction bottom kids brushes, and more. Where did the name Quantum come from? It was chosen for the technical aspect starting with their gloves. They focus on gloves that have consistent fit and style so you never have to guess if you are getting the same product quality. Toothcase kits start at $.30 each and go up depending on style to around $.80 each. Adding the toothbrush, toothpaste, and floss is only $1.09 for their basic kit. The bags are TSA compliant. Online you can build your own case and additions. Save even more if you join their savings plans with scheduled ordering. Order samples online to check out, and there is a 100% satisfaction guarantee. They will even pay for the return shipping! Prepack your kits for an additional $50 if you choose. Prices are kept low because they are direct from the manufacturer. By testing and keeping only the products that are both good quality and value, they can save you even more money. Some brushes are customizable with a logo or lines of print. Quantum labs is offering an ongoing Nifty Thrifty 10% discount to new and existing customers. Phone 800-328-8213 and mention Nifty Thrifty Use promo code NiftyThrifty online at to save 10% off your orders. ***It is not combinable with other promotions except the 11th case glove promo.

Episode 77: Episode 77: Nifty Deals: Laura Hatch- Front Office Rocks

Listen to Episode 77: Episode 77: Nifty Deals: Laura Hatch- Front Office RocksWhy is the front office so difficult for many doctors? It’s a lack of knowledge and the fear to say, “I don’t know what I’m doing”. What are some of the most common questions? How do I deal with the doctors? The front does not get the same kind of training that a doctor may get. A lack of communication and a lack of training creates a big disconnect. There is no school for front office like there is for the doctor, hygiene, or assistant. Most of the time they have to learn as they go. Front office rocks has over 300 videos that focus on different topics and positions. Their coordinators work through the practice’s individual issues and customize the track. Team members can watch together and learn. The hot topics are insurance, phones, and cancellations. There are three types of no shows: new patients, doctor production, and hygiene. Each has a different issue that must be addressed. The focus of doctors is production, but they need to focus on case acceptance. That falls on the doctors for responsibility to spend time with the patients to build trust and to show the need for treatment. The front needs to know the numbers, just like everyone else on the team. Knowing the metrics helps them to be more productive like the back office. In regards to phones, make sure the phones are being answered all the time by trained people. The phone is the most important piece of technology in our practice. How do we need to handle price shoppers? Don’t give prices when possible. We can’t diagnose over the phone and stress that they should be in the office for diagnosis. Try to turn calls into consultations. There are 3 ways to use or system: New hires, subject-specific, or as a team activity. If you want anything to change, you need time planned to make those changes. Ongoing training is important because we get beat up in our jobs and become frustrated, complacent, or need new skills. If you aren’t growing, you’re stagnant. Next year they will do events that are small, subject-specific events that include live stream option with CE. They will be a day and a half in three different locations. The information will be on the Front Office Rocks website. How do we get today’s employees to be engaged? State your why, goal and focus. Allow them to buy into the goal and they will work hard for you.

Episode 76: Episode 76: Nifty Deals: Dr. Rajan Seth- The Optimal Mindset

Listen to Episode 76: Episode 76: Nifty Deals: Dr. Rajan Seth- The Optimal MindsetDr. Rajan Seth- Dr. Seth moved from England to Cincinnati to become an American student and did a degree in Finance at the Ohio State University. He did a GPR and started a practice in Delaware, Ohio. He fell asleep at the wheel on the way home from work, and the accident made him shift his perspective about what he wanted out of life. He decided to pick up and start fresh in Arizona. He suggests that we look from an encompassing perspective rather than a single focus. He looked at the things he wanted out of life, the lifestyle he enjoyed, and benefits for licensure and taxes. He discovered that his why was implant dentistry. We need to change the perspective that dentistry is a race to the bottom. The fear of what is on the other side is what keeps us in fear of action. Be a part of your own growth and awareness of yourself. The 3 P’s are physical, personal, and professional. He went to a Tony Robbins event and realized that he had a lot more work to do on personal growth. Spending so much money to improve our practice is great, but why should we invest in ourselves. We all have 24 hours in a day, but we are living and dying on a constant continuum. What qualities do you look for in team members? Basic confidence, being on time, being reliable, passionate, not necessarily knowledge of dentistry. He hires based on personality and would hire someone with no dental experience unless we don’t have the training systems in place. If the pace of the environment work for on the job training is acceptable that is fine, but expecting someone to rain someone while they also do their own job is poor leadership. Bringing your team for CE helps everyone to grow. Don’t be afraid to ask for help from knowledgeable mentors, the execute the plan. Start with an easy case and plan the time. Dry runs with your team are an excellent way to build confidence. Be real, authentic and live for yourself, not for your family or peers. Dr. Seth will be at the Dental Implant MBA event the first weekend in October.

Episode 75: Episode 75: Nifty Deals: Dr. David Epstein- Wonderful Dental

Listen to Episode 75: Episode 75: Nifty Deals: Dr. David Epstein- Wonderful DentalShow Notes Dr. David Epstein- Wonderful Dental He started out as an electrical engineer but decided on dentistry after meeting a dentist in a bridge tournament. While in dental school, he ended up working well with kids and went into pediatric dentistry. He enjoyed a 50-year career in peds. Tips for working with children: Speak softly to calm a child and force them to listen. Pay attention to all of the senses because kids are sensitive. Talk to them and they are more likely to follow directions. One of his former patients is now a doctor in the practice! What was your motivation to start Wonderful Dental? He saw kids having bad experiences with terrible tasting prophy paste. He found someone who could make it, but only in large batches. He didn’t know how he would use all of it, so he started selling it to his friends. Most parents don’t want to see their kids get fillings or dental work. Focusing on the benefits of recall and prevention. Fluoride doesn’t taste delicious, we all know, but there is an improved flavor. An additional tip is to stir it for at least 10 seconds to evaporate the alcohol and lessen the bitter taste. He believes that we can give a good quality product for a very reasonable price. It may not be huge savings, but the little pieces add up. To help answer the need of the dental community, they designed a slightly coarser adult paste with the same great taste. It comes in chocolate, mint, and many other options. They offer free samples to try in your office. How do you order? They only sell direct to consumer to keep the cost low for the buyers. If they save money, we are passing the savings to you This is a family business that is online that has been open for about 3 years. How do we handle the parents? This generation is more entitled and wants to direct and want to direct their child’s care. Remind them that you are only doing what you would do for your own children or grandchildren. X-Rays are not always needed if there is little history of concern. What advice do you have for newer graduates? Find a friend who is a financial person who can give you advice, look to them for knowledge. The burden of student loans adds to the pressure to make decisions that risk compromising your ethics or values. Nifty Thrifty Deal: $5 off a box of prophy paste packages of 200 beyond their already low prices. The prophy paste is both nut and gluten free, and comes in wonderful flavors like Website: Use Code: PY25TST

Episode 74: Episode 74: Nifty Deals: Kinzie Hess Broxson - PK Performance Solutions

Listen to Episode 74: Episode 74: Nifty Deals: Kinzie Hess Broxson - PK Performance SolutionsShow notes Kinzie Hess Broxson of PK Performance Solutions She was initially from the banking industry and found herself in a multispecialty practice learning from someone with expansive experience in insurance. What is the biggest reason for denial? Before the submission, make sure that your narrative, Xrays, and codes are correct. Play the game, know what you’re looking at and that it’s listed with the correct tooth and code. What about perio? How can we get our SRPs approved? Have perio charting show CAL, need pocket depth, gingival margins, FMX for the quadrants for the requested areas. A narrative needs to discuss heavy bleeding, vertical and horizontal bone loss, moderate sub super calc. You can’t get by with bitewings along, and FMX is needed to show history. What about downgrades on crowns? Photos are helpful to send it on the initial claim to prevent appeals. Buildups should have a before, during, and after photo to include Can you get diagnostics from a new patient if the previously went somewhere else? Some plans will allow for an additional exam as part of history, but your initial BoB needs to ask about the specific codes. The most rejected claims come from United Concordia and Delta, and United is notorious for denying buildups. To get buildups, show specific narratives to each patient. Do not use a form set for submission because they will deny it. What are some common denials? Implant and bridge issues can sometimes be rejected or downgraded. Read into the patient’s medical history for specific causes for the decision you made. Is a pre-D required? Doing an efficient breakdown and remembering that a pre-D still does not guarantee approval. What do we say to patients to keep them satisfied with the process of what can be covered? Things that are typically not covered, leave the full fees and explain that they typically don’t cover it, but try to submit afterward with a good narrative. Your patients will be very happy to get a credit if it comes through. Do repair codes ever get approved? Not for sealants and typically not for crowns. Denture and bridge repairs are more likely to be covered with a good narrative. Has there ever been a time when FMD and comp exam on the same day? No, it goes by the ADA standard. Pairing it with other treatment makes it feel more productive to the patient. Localized delivery of antibiotic, why do they only cover one tooth? It is typically not covered and she charges the patient for it. As an OON practice, what percentage should we estimate as partial payment? Typically drop whatever the suggested coverage about would be by 20% for a better estimate. Doing sufficient questioning and health history gives a better understanding of what will be covered on items like bridges so that you know how a missing tooth clause will apply or downgrades will be done. If insurance won’t pay the claim and we know, just skip it. The exception is if your state law requires it. Also, check if there are required forms the patient would need to complete. Not submitting may help the patient through frequency issues. What is the best way to get the new gingivitis code approved? Similar to perio submission, use photos, Xrays, and sufficient narratives. Can we get inlays and onlays as well? The narrative should say what is going on with the surfaces and why the procedure was selected. Make sure to ask in insurance processing about any downgrades. The patient gets a crown, then later needs an RCT and opts for extraction. Do we need to reimburse and notify the insurance company? No treatment changes are okay, but be aware of potentially going over on benefits for the extraction. Which insurance covers a CT scan? Typically the medical portion would not cover, and at the least, the patient out of pocket on medical is much greater. Do you recommend filing for a transitional denture for overdentures or having the patient pay for it? They will max out from all of the procedure. Look at timing to stretch the treatment over two calendar years for maximum reimbursement. Do they ever cover oral or dietary education? No, it’s more to match their notes. If someone gets laid off or quits in the interim before final seating, insurance will not pay, period. PK Performance focuses on training your team on the clinical aspects and how to document properly. Is an interim partial the same as a 1-tooth flipper? Yes To get approved for connective tissue grafts, make sure to use good narrative details and labeled photos and x-rays if possible. PK performance is online learning that engages the student in learning the material. Knowledge checks check for understanding and retention. The learning is based on units that have 6 units, so they won’t have to go back to step one and can customize a plan or start the student from the very beginning for a new hire. You can customize it to your needs.   How do you pay staff for the training? If you are paying them to do it after hours, check the log to clock their hours and pay accordingly.

Episode 73: Episode 73: Nifty Deals: Dr. Henry Ernst, Dr. Lacey Andreotta, and Frank Curtin- Same Page Mastermind

Listen to Episode 73: Episode 73: Nifty Deals: Dr. Henry Ernst, Dr. Lacey Andreotta, and Frank Curtin- Same Page MastermindShow notes Cash Flow Quadrant- Job, Owning a job that needs you, Expanding to a managerial role, Passive investments Same Page Mastermind There is a difference between owning a job or being relied heavily on for the success of your practice. The ideal is investing in passive income that you are informed about. Step 1- optimize your business Step 2- find knowledgeable people that can help you invest Having systems that don’t need you are what makes a true business with the kind of freedom you want What works for one person investment-wise may not work for others The hot seat model doesn’t dictate the time spent in the Mastermind, it is a way to directly talk about your struggles and concerns and get advice from a large group of knowledgeable peers. They include action points that you can take back and implement in the next 90 days. Sharing in the hot seat gives others a chance to learn as well. Deep discussion with the experts about an action plan or approach will help you strategize as to whether or not you want to continue pursuing the idea. Membership is by application There are a variety of experts that range from things you can do in your practice to types of investment strategies and types to help you find your niche. Nifty Deal- First meeting is $1500 and gives a money-back guarantee if you do not feel that the event is worthwhile, but you can still keep your 20 CE units. You will get an opportunity in the hot seat.

Episode 72: Episode 72: Nifty Deals: Dr. Nate Jeal - Dental Authority Marketing

Listen to Episode 72: Episode 72: Nifty Deals: Dr. Nate Jeal - Dental Authority MarketingShow Notes Dr. Nate Jeal, Dental Authority Marketing, owns 6 practices with his wife and enjoys time with his 4 kids. He’s too busy for social media drama. Why did you get into marketing? It’s such a polarizing group. Dr. Jeal says it’s better than being considered in “sales” The marketing aspect allows him to spend the limited amount of chair time he has on doing higher revenue procedures or more meaningful treatments for patients. DAM has a book, "The New Rules for Dental Marketing" Request a book directly from Dr. Jeal or get it at their one day course The event is limited to 30 people to get the most personal time. If you don’t feel it was worthwhile, they will pay for your flight, hotel and ticket. The course is a prerequisite for working with them as a client. Things you will learn at the course: This is a course that teaches marketing, not more skills. You can learn to use your strengths and skills you already have. Learning the sales cycle

Episode 71: Episode 71: Nifty Deals: Dr Tatiana Herzog, Neil Herzog, Keanu Oliva- Value Driven Ads

Listen to Episode 71: Episode 71: Nifty Deals: Dr Tatiana Herzog, Neil Herzog, Keanu Oliva- Value Driven AdsShow notes Dr. Herzog is a practicing dentist and board certified oral implantologist who places a large number of implants as a focus of her practice. She found with Neil’s marketing created a huge boom in her patient load. She began a group called Implant instructors that did courses in Puerta Vallerta. Neil started with adwords, which is now Google Ads. After doing his own thing and finding decent success, he connected with Keanu and did their first video in the basement of an AirBnB. The difference between what they do and what most people typically do is to drip feed information as an expert, rather than the “hot dog stand” approach. The videos focus on questions that potential patients are already asking. By delivering short bursts of information, you become the expert in your area. They provide simple scripts to use with your videos with the idea of pretending you are speaking with a person in your practice. For lead followups, the office knows what to do and Neil handles the initial contacts to pass on to the office. The FB leads has a fairly high show rate, and focus on the close rate rather than the no show rate. One new student of theirs did an additional $200k in revenue I the first 30 days. How do you differentiate your practice while working with few dentists in the area? If there is a dentist signing up with them, the section out an area of about 250k people in their immediate area and do not allow other doctors within that segment. She says that learning to specialize ops and run a tight schedule to be most efficient. With a demo, we screenshare and show them issues with their adwords, online presence, and competitiors in the area. This helps them to allow great assessment of how to best serve your practice. Do we learn how to close the cases effectively? They aim to be transparent to their clients and help in any way they can. They are one of the few that give clinical aspects, coaching, and even practice management. Their deal is only good for 7 clients to start. Normal retainer price: $2500/ month Nifty Price: $2099/ month Includes lighting, microphone and scripts as part of the package This is separate from ad spend. Our best clients who go on to add a recurring high 5 figures and 6 figures to their practice invest an additional $4K/mo into the ad systems we generate. (This is solely ad spend.) To learn a little more about us, you can also visit our home website here:

Episode 70: Episode 70: Nifty Deals: Corey Pinegar- Callforce

Listen to Episode 70: Episode 70: Nifty Deals: Corey Pinegar- CallforceShow Notes Callforce- Cory Pinegar Callforce is your phone team of superheros that help appoint hygiene patients. They charge you per appointment set, so you’re paying for effective leads. Callforce focuses on afterhours calling to increase the likelihood of reaching patients. The majority of people who work for Callforce have dental experience, so they can be knowledgeable and effective on the phone. The newest development is a managed chat service. The chat is with a live person who can answer questions, book appointments, and help convert people who have landed on your website. Every service Callforce has is ala carte, so scheduling and chat can be ordered separately. The chat widget works with your website to integrate color and style. Adding the chat features are simple to do. Multiple practice locations that use a single website can handle multiple locations and appointments. Increase you funnels and reach more people. Chat box is 6am-8pm. After hours it will send information about the practice as an automated response. All chats are logged and transcripted, then sent to your email for followups. Reports show how many patients have booked with Callforce and how many failed to show at their appointment. The widget is automatically turned on once it’s loaded the first time. After hours calling: The current fee is $30/ scheduled patient. The Nifty Deal is $25/ scheduled patient. Chat feature: Current fee $199 No setup fee No other hidden fees NO CONTRACTS Nifty Deal: $149 fee for LIFE To get this deal: