Archives for category: DENTAL MARKETING

Dr. Sidney Shaw was an old-fashioned type dentist. He had a conservative treatment approach to the practice of dentistry, he exuded an obvious passion for helping his patients, and everyone loved him. He had an admired and successful general dental practice.  At the ripe young age of 66 he was diagnosed with atrial fibrillation and his doctor told him he had to slow down. That’s when he made the painful decision to hang up his loupes, put his practice up for sale and reap the rewards from the 38 years of hard work invested into building his practice. He felt he could retire comfortably on his proceeds from the sale.

He contacted a dental transition broker who conducted a very comprehensive practice valuation. To Sidney’s dismay the valuation reported a market value of 310,000. This was more than disappointing to Sidney; it was devastating. It was not enough to support him and his wife and their medical bills.

“Disappointment is a temporary obstacle on the road to success.”

Sidney contacted Kenny Jones of Doctors’ Choice and this astute transition Broker came up with an idea. He could implement a dental sleep medicine program that could add another two to three hundred thousand dollars in value to his sale price.
With his health scare Sidney made some major business decisions. He hired an associate, he cut back to three half days a week, he took a dental sleep medicine training course, got some private coaching and concentrated on screening and treating his patients for sleep apnea.
Within two months of making his decision he was treating two patients, on average, each day for sleep apnea. His average fee for each case was $3500. This amounted to $21,000 a week for three easy, relaxed, rewarding half days a week. This projected to revenues of an incredible $1,050,000. for a 50 week year. This may sound like “pie in the sky” but when you check around you will find examples like this being quietly conducted all throughout the nation.
The happy ending:
Sidney sold his practice for 2.5 times more than that original market value and he stayed on 3 half days a week as a ” sleep specialist” for the new owner. How is that for a ROI of two months’ training?

Treating patients for sleep breathing disorders is an excellent way to continue your public service and receive even greater income in shorter hours than practicing general dentistry. Practicing DSM can be the apex of your public service career. Nothing in dentistry can compare to the ROI you will receive.

You may contact me cskdoc@aol.com for further information.

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PATIENTS ARE LOOKING FOR ‘UNIQUENESS” TODAY.
 I am sure you understand that now, more than ever, you need to stand out and be able to offer not only EXCELLENCE, but also DIFFERENCE. In this sluggish economy, where there is a perception of “financial doom”, (I personally don’t believe in that.), dental consumers have a tight hold on their wallets and there are reports of a concerning drop in dental treatment acceptance.
What are YOU doing now to offer a unique service? 
Your First Class Service and Patient Engagement are expected as basic “givens”. But what is your clinical niche? Are YOU the dental practice they must go to? Are you the only practice around that offers dental sleep medicine? And if so, are you promoting your unique brand to its full capacity?
EVOLUTION OF DENTAL DEMAND
Remember how it was about 25 years ago when teeth whitening (aka “bleaching”) was the “new kid on the block”? If you had an “in-office”Bright Smile or Zoom machine, you could schedule an operatory all day long with patients from near and far. And then we had the “porcelain age of dentistry”, when the media made patients very image-conscious for “smile enhancements” at any cost, and the public was more confident in the future of the economy . Teeth whitening is now offered in nearly every practice, and in most as a discounted loss leader. Cosmetic crowns and veneers are now a lower patient priority. Implants are no longer the privileged purview of dental specialists. Today Dental Sleep Medicine (DSM) is where those other exciting innovating services were years ago. You can get on board now and be a pioneer.
SO, WHERE ARE WE NOW?
The public is becoming increasingly aware that dentists are the ones who can offer the most convenient and cost effective solutions to their sleep breathing issues. Intra-oral appliances can only be provided by trained and licensed dentists. If you have a unique brand, promote it, let it make you famous! If you need one, the hottest niche in dentistry today is Dental Sleep Medicine. One out of every three patients you see has symptoms of a sleep breathing disorder (SBD). You can get your initial training and begin to screen and treat patients for Obstructive Sleep Apnea (OSA) at www.SleepGS.com