As you likely know by now, I've never ventured into the
clinical realm of dentistry when it comes to dispensing advice
that will help you grow your practice. There are SO many
great clinical mentors out there that I find no need to focus
on clinical issues...there's plenty of that available.
Where you NEED me to focus is on the BUSINESS SYSTEMS and
MARKETING and COMMUNICATIONS issues that truly make the
biggest difference between a rockin' practice and a rocky
practice! And frankly, that's where my personal interests
are in coaching dentists, and what I enjoy sharing the most.
That said, I'm still a pretty dadgum good dentist, and I'm
proud of the exquisite results we achieve in my practice.
So today I want to share a couple of cool clinical tips that
have made a huge difference in the quality of my composite
restorations over the past couple of years. Here they are:
1- The PRE-Etch. Now that I use self-etching primers and bonding
agents with my composites, I realize that uncut enamel does
not bond well with self-etching products. So, to allow a more
solid bond at the margins of the restorations, I etch the
tooth with good ole phosphoric acid, just before I begin prepping.
All I do is cover the surface to be prepped with the gel, let
sit for about 15 seconds, and then I start prepping with water
spray. I extend just beyond the expected margins, so any uncut
enamel will be pre-etched.
The result: a MUCH better, higher strength bond at the margins
of my composite restorations. I'm seeing no ditching or chipping
at the margins, no "step" margins...just a nice smooth transition
even several years later. My margins were never "bad" to begin
with. They're just BETTER now!
2- The "Clear Gel Cure". I picked this one up from Dr. Newton
Fahl, bondodontist extraordinaire from Brazil. As you know,
the outermost layer of composite doesn't actually cure because
of the presence of oxygen. This oxygen inhibited layer, if left
exposed, will never completely cure and will show defects later
down the road. Not good.
Some dentists overfill the prep, cure, and then cut back to the
appropriate finished position. That's too much work for me.
I like to sculpt the composite to right where I want it to be,
and then stop and cure. Then finishing time is minimized.
So after I cure the composite initially, my assistant coats the
composite with a thin layer of clear gel. We use KY, but you
could use just about anything that seals oxygen out. Then
recure through the gel for an additional 10 seconds with a
powerful curing light. And VOILA...you're done!
Now you KNOW that there is no oxygen inhibited layer that will
get in the way of your long-term results. I finish the margins,
check occlusion if necessary, and I'm done. The results are
nothing short of gorgeous...and you can FEEL the difference with
your bur as you are finishing. It's hard as a ROCK!
I know that you may have heard about these techniques before.
But just in case you haven't, you've GOTTA try them! And they
make such a big difference in the long-term results (up to 5
years SO FAR with best margins ever), that I had to share them
with you.
More of my "normal" stuff next time. Until then, enjoy!
All my best,
Chris
PS: If you haven't already, you should take advantage of
my Dental Insiders Alliance "FREE 2-Month Test Drive Offer",
including added bonuses worth over $2173.00. Here's the link:
www.DentalInsiders.com/testdrive
Feb 27, 2008
A Correction Or Two
Well, wouldn't you know it. I step out of my territory,
and into the clinical world to share some great tips
with you...and I get immediately corrected...TWICE!
First, Dr. Steve Allen of Australia correctly points out
that to get the best elimination of the oxygen inhibited layer,
use a non-water based substance. Here's what he said:
"KY gel is a water based lubrucant (for very obvious reasons as
a se*ual lubricant!!!) and definitely does not keep oxygen
away from the composite. Please use glycerine - you will be
getting the correct curing without an oxygen inhibition layer.
If in doubt check Dr Gordon Christensen at Clinician's Report
formerly CRA)."
Kind regards,
Steve Allen (Australia)
Thanks Steve! Next, my own assistant Paige read my message
and said, "Dr. B, you know we haven't used KY gel in FOREVER!
We've been using Oxygene gel and Liquid Lens".
Paige and Susan put the gels in little Ultradent syringes,
so it's easy to dispense. So I had goofed when I said KY
in the earlier message. Sorry about the mix-up. So you'll
need to cancel that case of KY you just ordered!
The Oxygene is water based too, but does have glycerin as well,
so I'll have to check on that. But at least I was able to
get it straight for you, with the help of Paige and Dr. Steve.
I think I'll stick to MY territory from now on...
All my best,
Chris
and into the clinical world to share some great tips
with you...and I get immediately corrected...TWICE!
First, Dr. Steve Allen of Australia correctly points out
that to get the best elimination of the oxygen inhibited layer,
use a non-water based substance. Here's what he said:
"KY gel is a water based lubrucant (for very obvious reasons as
a se*ual lubricant!!!) and definitely does not keep oxygen
away from the composite. Please use glycerine - you will be
getting the correct curing without an oxygen inhibition layer.
If in doubt check Dr Gordon Christensen at Clinician's Report
formerly CRA)."
Kind regards,
Steve Allen (Australia)
Thanks Steve! Next, my own assistant Paige read my message
and said, "Dr. B, you know we haven't used KY gel in FOREVER!
We've been using Oxygene gel and Liquid Lens".
Paige and Susan put the gels in little Ultradent syringes,
so it's easy to dispense. So I had goofed when I said KY
in the earlier message. Sorry about the mix-up. So you'll
need to cancel that case of KY you just ordered!
The Oxygene is water based too, but does have glycerin as well,
so I'll have to check on that. But at least I was able to
get it straight for you, with the help of Paige and Dr. Steve.
I think I'll stick to MY territory from now on...
All my best,
Chris
Feb 15, 2008
Smiles Everyone…Smiles!
"Smiles Everyone...Smiles!"
(This one's especially good for the team too!)
Do you remember the classic, cheesy romantic TV show
"Fantasy Island"? In each episode, a few people would
arrive to have their dreams fulfilled by Mr. Roarke, who
along with his undersized sidekick Tattoo magically
made it all happen.
Don't worry...I'm not going to focus on love stories or
any actual "fantasies" the characters had on the show.
(That would be too tempting!) But I am going to zoom in
on the FIRST 2 MINUTES of every episode, and how it
SHOULD relate to your dental practice.
As each episode began, the small seaplane carrying the
guests would approach the island. On lookout, Tattoo would
announce "The Plane, The Plane!" and ring a big bell.
Then, like a little army of giggling worker ants, all the
staff members of Fantasy Island scurried around, making sure
everything was ready and in place for the arriving guests.
They would all physically line up in their proper positions,
and then Mr. Roarke would approach them and say:
"Smiles Everyone, Smiles!"
At that precise moment, the new guests would step off
the plane, to be met by the best prepared resort staff in
television history. Every episode, every time, they
were READY...and they always made an excellent first
impression on the guests.
What's it like when YOUR new (and existing) patients
enter YOUR practice? Are they met with happy, smiling
faces, or an empty front desk area. Are new patients
handed a clipboard or OFFERED a beverage and a smile?
What is THEIR impression of your practice as they walk
through the door?
These are ALL good questions to ask! The TRUE answers
will go a long way to predict how they will perceive their
experiences to be in your office. It may not be fair, but
patients will extrapolate their first impressions of your practice
to be a representation of YOU, your quality of service, even
your quality of dentistry!
Every once in a while, you may want to sneak out the back door,
then walk in the front door, just like a patient would. What
do you see...or NOT see? Ask your most valued patients what
they think. Then give them what they want!
Everyone on your team should be ever-conscious of when patients are expected to arrive...and be READY for it. Preparations made, team in position, ready! Just like in theater when they say "Places, places!" right before the curtain goes up.
And when the patients walk through the door...
"Smiles Everyone, Smiles!"
All my best,
Chris
PS: 2 *FREE* Months Preferred Membership and
Dentistry's "Too Good To Be True Bonus Package"
worth $2173.00(!) can be found at:
www.DentalInsiders.com/testdrive
(This one's especially good for the team too!)
Do you remember the classic, cheesy romantic TV show
"Fantasy Island"? In each episode, a few people would
arrive to have their dreams fulfilled by Mr. Roarke, who
along with his undersized sidekick Tattoo magically
made it all happen.
Don't worry...I'm not going to focus on love stories or
any actual "fantasies" the characters had on the show.
(That would be too tempting!) But I am going to zoom in
on the FIRST 2 MINUTES of every episode, and how it
SHOULD relate to your dental practice.
As each episode began, the small seaplane carrying the
guests would approach the island. On lookout, Tattoo would
announce "The Plane, The Plane!" and ring a big bell.
Then, like a little army of giggling worker ants, all the
staff members of Fantasy Island scurried around, making sure
everything was ready and in place for the arriving guests.
They would all physically line up in their proper positions,
and then Mr. Roarke would approach them and say:
"Smiles Everyone, Smiles!"
At that precise moment, the new guests would step off
the plane, to be met by the best prepared resort staff in
television history. Every episode, every time, they
were READY...and they always made an excellent first
impression on the guests.
What's it like when YOUR new (and existing) patients
enter YOUR practice? Are they met with happy, smiling
faces, or an empty front desk area. Are new patients
handed a clipboard or OFFERED a beverage and a smile?
What is THEIR impression of your practice as they walk
through the door?
These are ALL good questions to ask! The TRUE answers
will go a long way to predict how they will perceive their
experiences to be in your office. It may not be fair, but
patients will extrapolate their first impressions of your practice
to be a representation of YOU, your quality of service, even
your quality of dentistry!
Every once in a while, you may want to sneak out the back door,
then walk in the front door, just like a patient would. What
do you see...or NOT see? Ask your most valued patients what
they think. Then give them what they want!
Everyone on your team should be ever-conscious of when patients are expected to arrive...and be READY for it. Preparations made, team in position, ready! Just like in theater when they say "Places, places!" right before the curtain goes up.
And when the patients walk through the door...
"Smiles Everyone, Smiles!"
All my best,
Chris
PS: 2 *FREE* Months Preferred Membership and
Dentistry's "Too Good To Be True Bonus Package"
worth $2173.00(!) can be found at:
www.DentalInsiders.com/testdrive
Feb 11, 2008
Ever Since YOU Did Those Fillings..
How's it going...well I hope!
This message is about communications, and the fact that
it's ALL about HOW you say something.
I'm absolutely ANAL about languaging and verbal skills. And
it's my contention that you should be too. Way too often
I hear people just flat out saying the WRONG thing...and
also saying it the WRONG way. The result: failure. Sale
not made...customer relationship ruined...customer lost.
And often it's so subtle it's not even noticed.
There are too many examples to count, because the proper
word choices apply in ALL situations, at ALL times. But I'll
give you a really good one here. Try to find the catastrophic
choice of words in the following statements, made hypothetically
by your very own hygienist during a recall appointment:
"Dr. Diane, John mentioned today that the fillings you
just did are sensitive to chewing and cold liquids."
Here's another, similar one:
"Dr. Diane, John said he's had some sensitivity to
chewing and cold liquids ever since you did those fillings."
AAAAAARRRRRRRRGGGGGGHHHHHH!!!!
Now, I know your hygienist isn't really out to get you. At least
I hope not. In fact, either of the two statements are said
innocently, with no malicious intentions.
However, BOTH statements can have a DEVASTATING effect on you and your patients! Their confidence in you can be destroyed by a poor choice of words.
What's wrong with the above statements? Both place BLAME
for the patient's sensitivity squarely on YOUR shoulders!
Phrases like "the _______ you just did" and "ever since you
did _______" insinuate that you did it TO the patient. Subtle
inferences like this raise doubt in patients' minds, causing
many to wonder if YOU may do the same thing TO them again!
Ya think they'll be eager to schedule the next quadrant?
So what do you have your hygienist say instead? How about this:
"Dr. Diane, John mentioned that he's having sensitivity
to chewing and cold liquids where his newer fillings are."
See the difference? The focus isn't on what you did, but on
WHERE the fillings are! Please don't underestimate the
significance of this. Yes, you did the fillings. But the
revised version above is much less accusatory in nature.
Also, you'll be able to troubleshoot the situation without
the patient wondering if you're going to DO something else
TO them that may hurt again. The cause of pain could be
something else!
It's always best to give your patients the expectation of at
least some sensitivity...maybe pain...after treatment, while
you are completing their treatment. That way they won't be
surprised if they feel something later.
But when patients return to report their discomfort, be very
careful with how your team transmits that information to you!
All my best,
Chris
PS: My current "test drive" offer for Preferred Membership
in Dental Insiders Alliance expires February 21...for those
of you who have not yet taken advantage of it. You'll get
Dentistry's "Too Good To Be True" Bonus Package, worth
$2173.00, if you sign up before the deadline. Why don't you
do it now, while it's fresh on your mind?
www.DentalInsiders.com/testdrive (All details are there!)
This message is about communications, and the fact that
it's ALL about HOW you say something.
I'm absolutely ANAL about languaging and verbal skills. And
it's my contention that you should be too. Way too often
I hear people just flat out saying the WRONG thing...and
also saying it the WRONG way. The result: failure. Sale
not made...customer relationship ruined...customer lost.
And often it's so subtle it's not even noticed.
There are too many examples to count, because the proper
word choices apply in ALL situations, at ALL times. But I'll
give you a really good one here. Try to find the catastrophic
choice of words in the following statements, made hypothetically
by your very own hygienist during a recall appointment:
"Dr. Diane, John mentioned today that the fillings you
just did are sensitive to chewing and cold liquids."
Here's another, similar one:
"Dr. Diane, John said he's had some sensitivity to
chewing and cold liquids ever since you did those fillings."
AAAAAARRRRRRRRGGGGGGHHHHHH!!!!
Now, I know your hygienist isn't really out to get you. At least
I hope not. In fact, either of the two statements are said
innocently, with no malicious intentions.
However, BOTH statements can have a DEVASTATING effect on you and your patients! Their confidence in you can be destroyed by a poor choice of words.
What's wrong with the above statements? Both place BLAME
for the patient's sensitivity squarely on YOUR shoulders!
Phrases like "the _______ you just did" and "ever since you
did _______" insinuate that you did it TO the patient. Subtle
inferences like this raise doubt in patients' minds, causing
many to wonder if YOU may do the same thing TO them again!
Ya think they'll be eager to schedule the next quadrant?
So what do you have your hygienist say instead? How about this:
"Dr. Diane, John mentioned that he's having sensitivity
to chewing and cold liquids where his newer fillings are."
See the difference? The focus isn't on what you did, but on
WHERE the fillings are! Please don't underestimate the
significance of this. Yes, you did the fillings. But the
revised version above is much less accusatory in nature.
Also, you'll be able to troubleshoot the situation without
the patient wondering if you're going to DO something else
TO them that may hurt again. The cause of pain could be
something else!
It's always best to give your patients the expectation of at
least some sensitivity...maybe pain...after treatment, while
you are completing their treatment. That way they won't be
surprised if they feel something later.
But when patients return to report their discomfort, be very
careful with how your team transmits that information to you!
All my best,
Chris
PS: My current "test drive" offer for Preferred Membership
in Dental Insiders Alliance expires February 21...for those
of you who have not yet taken advantage of it. You'll get
Dentistry's "Too Good To Be True" Bonus Package, worth
$2173.00, if you sign up before the deadline. Why don't you
do it now, while it's fresh on your mind?
www.DentalInsiders.com/testdrive (All details are there!)
Feb 4, 2008
Did I Really Jinx The Patriots?
Well, you probably know by now that the mighty New England
Patriots fell in shocking fashion to the new NFL Champion
New York Giants tonight, in what many are calling the biggest
upset and best Super Bowl in recent history. (Yes, there IS
a lesson here. Keep reading!)
And, you probably remember that just 9 days ago I sent the
second of two messages lauding my favorite pro football team,
the "Perfect Patriots". Oops!
Yep, the "Perfect Patriots" are no longer...they're now just
another Super Bowl runner up (that just happened to have an
undefeated regular season).
Did I really jinx the Patriots?
If only I had that much power!
No, the New York GIANTS were the best team tonight! They
played an amazing game, were coached extremely well, and
they came out on top. They won, plain and simple. And what
a game it was...WOW!
The Giants took it to the Pats in every aspect of the game.
They were UNINTIMIDATED by their undefeated Super Bowl opponents.
UNDAUNTED by all the pundits who predicted a 12-point loss.
UNFAZED by the pressure and pageantry that is the Super Bowl.
They came right out and WON the biggest game in American sports.
Does this have anything to do with YOU?
YES! It's actually quite simple. Here it is.
You can WIN too! Even when the odds are stacked against you,
the competition seems insurmountable, and the goal appears
out of reach. You can SHOCK the "experts" and MAKE HISTORY
in your own practice!
The first step: you must not just believe, but KNOW that you
can indeed exceed even your wildest expectations. The achievement
of your goals should be INEVITABLE in your mind. That's the
easiest way to get there.
Then prepare, prepare, prepare. Assemble your game plan and
EXECUTE it with efficiency and precision. Next thing you
know, you've done what you set out to do! IGNORE the nay sayers
and limiting thinkers that try to hold you back because they
"don't want you to be disappointed". Phooey on them!
Sure, my favorite team lost tonight. But quite frankly I can't
help but to be PROUD of the Giants and what they accomplished
in Super Bowl XLII. It was truly outstanding.
All my best,
Chris
2 months *free* membership and $2173.00 worth of *free* bonuses at:
www.DentalInsiders.com/testdrive
Patriots fell in shocking fashion to the new NFL Champion
New York Giants tonight, in what many are calling the biggest
upset and best Super Bowl in recent history. (Yes, there IS
a lesson here. Keep reading!)
And, you probably remember that just 9 days ago I sent the
second of two messages lauding my favorite pro football team,
the "Perfect Patriots". Oops!
Yep, the "Perfect Patriots" are no longer...they're now just
another Super Bowl runner up (that just happened to have an
undefeated regular season).
Did I really jinx the Patriots?
If only I had that much power!
No, the New York GIANTS were the best team tonight! They
played an amazing game, were coached extremely well, and
they came out on top. They won, plain and simple. And what
a game it was...WOW!
The Giants took it to the Pats in every aspect of the game.
They were UNINTIMIDATED by their undefeated Super Bowl opponents.
UNDAUNTED by all the pundits who predicted a 12-point loss.
UNFAZED by the pressure and pageantry that is the Super Bowl.
They came right out and WON the biggest game in American sports.
Does this have anything to do with YOU?
YES! It's actually quite simple. Here it is.
You can WIN too! Even when the odds are stacked against you,
the competition seems insurmountable, and the goal appears
out of reach. You can SHOCK the "experts" and MAKE HISTORY
in your own practice!
The first step: you must not just believe, but KNOW that you
can indeed exceed even your wildest expectations. The achievement
of your goals should be INEVITABLE in your mind. That's the
easiest way to get there.
Then prepare, prepare, prepare. Assemble your game plan and
EXECUTE it with efficiency and precision. Next thing you
know, you've done what you set out to do! IGNORE the nay sayers
and limiting thinkers that try to hold you back because they
"don't want you to be disappointed". Phooey on them!
Sure, my favorite team lost tonight. But quite frankly I can't
help but to be PROUD of the Giants and what they accomplished
in Super Bowl XLII. It was truly outstanding.
All my best,
Chris
2 months *free* membership and $2173.00 worth of *free* bonuses at:
www.DentalInsiders.com/testdrive
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