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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 realtor 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’s astute transition Broker came up with an idea. If he could implement a dental sleep medicine program he 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 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 income for each case was $3500. This amounted $21,000 a week for three easy, relaxed, rewarding half days a week. This projected to revenues of an incr
 edible $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?
If you are interested in getting into this exciting, rewarding, life-saving Dental Sleep Medicine field you may contact me at cskdoc (aol) for more information.

 

Hello! Dr. Smith’s office?
– No sir it’s Dr. Google.
So it’s a wrong number?
– No sir, Google bought it.
OK. Can I make an appointment, please ..
– Well sir, you’re calling because you snore, wake up often and feel tired all day?
How do you know that? Do you know me?
– According to our caller ID, we see you recently searched the internet for “snoring”, “daytime sleepiness” and “nocturnal bruxism”
OK,I did that.
– May I suggest to you that we give you a Home Sleep Test?
– No, I don’t need that
– But your blood oxygen saturation is not good
How do you know?
– Through the subscribers’ guide. We have the result of your blood tests for the last 7 years
– Okay, but I do not want this test,  I already have a CPAP
– You do not use it regularly, 7 months ago, you only purchased cleaning kits at Drugsale Network
– I bought more from another source
– It’s not showing on your credit card
– I paid in cash
– But you did not withdraw that much cash according to your bank statement
– I have other source of cash
– This is not showing in your last Tax form unless you got it from undeclared income source
-WHAT THE HELL? Enough! I’m sick of Google, Facebook, twitter, WhatsApp. I’m going to an Island without internet,where there is no cell phone line and no one to spy on me
– I understand sir, but you need to renew your passport as it has expired 5 weeks ago..
Learn Dental Sleep Medicine in Baltimore, MD on May 5,6

Renaissance Baltimore Harborplace Hotel
202 East Pratt St.
Baltimore, , MD , 21202

Dr. John Carollo will explain the WHY and the HOW of these Obstructive Sleep Apnea connections:

  • WHY is High Blood Pressure a symptom of SA?
  • WHY is Acid Reflux (GERD) a symptom of SA?
  • WHY is Diabetes a symptom of SA?

              Learn the CONSEQUENCES of Obstructive Sleep Apnea and HOW they happen:

Earn 16 CE credits and become The Sleep Dentist.
Brand yourself as a Doctor who understands, discovers and treats sleep  disorders.
Read more about this.  www.TheSleepMagazine.com
 
See the Two day course outline and register here:
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

You can kill a good presentation by trying to explain too much. You know what the patient needs and he/she probably knows too.

Most of your patients will listen to you and be big picture” processors. They will want to know the BASICS- how long, how much, and the result. They may even tell you that. You can determine how they process information from their metaphors and body language. The few “detail oriented” patients will be the accountants, engineers,… and other dentists. If you give too many details in your presentation, you will open Pandora’s Box, for even the “Big Picture” patients, to start a litany of questions. Avoid such statements as, “…then the Hygienist will scale, root plane and irrigate….”, or “… after I prepare your teeth, I’ll take some impressions, and….”

[ The Hygienist “removes disease” and you are “creating a great new smile”. It’s that simple! ]

There’s a time and a place for those detail explanations, but it is not during the case presentation. For now just concentrate on the value and the benefits. KISS. “Keep It Simple, Stupid.”     http://en.wikipedia.org/wiki/KISS_principle

Make your presentations well planned-out and concise. Utilize visual aids and social confirmations.

Picture your desired OUTCOME, then trim away the excess like a Michelangelo:

A 15th Century admirer looked in awe at one of Michelangelo’s sculptures and asked the maestro how he could create such a magnificent sculpture from a block of marble. Michelangelo said, “I saw the angel in the marble and I carved away the excess until I set him free.”

Here’s a humorous but poignant example:

The young doctor had just completed his first Treatment Plan Presentation for a big cosmetic makeover. He followed all the tips given by his coach. He demonstrated with study models, radiographs and photographs, and clearly detailed to his patient every situation requiring treatment. His presentation was planned, orchestrated and smoothly presented.

He explained an ideal treatment to his patient which the doctor had estimated at $29,500. The young doctor did not yet have a financial coordinator and had to present the investment himself. It was his first case over a few thousand dollars. He went into great detail then froze and could not give the fee.
The patient seemed impressed with the understanding that the doctor showed of his dental condition, and the benefits from the proposed treatment and told him that. “Doc, I realize that I neglected my dental condition for a long time and that I need a lot of work………..but honestly, I have no insurance and I can’t go over $35,000.”
With that the doctor snapped back, “That’s exactly what it will cost!”

Here’s how to get fast and easy CE credits and score even greater benefits:

Have your Dental Study Club or local Dental Association schedule a speaker for a Dental Sleep Medicine presentation. We will provide a nationally known DSM speaker, all materials, CE credits and most importantly, a valuable introduction to Dental Sleep Medicine.
 Hands-on traininghttps://adental.files.wordpress.com/2013/04/4-20-13-gelb-3.jpg
Presentation Outline
These DSM presentations include:
  • analysis of patients’ symptoms and how to screen for them
  • scripts for an effective patient interview
  • how to motivate the Dental team to commit their patients
  • how to get your patients to “own” their disease
  • the morphology of the airway
  • comorbidities to look out for
  • the effects on the systemic organs
  • the reimbursement strategy and insurance billing using dental and medical coding.
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Dentists who attended our DSM presentations have gone on to secure huge rewards for their patients and their practices. Email me at <cskdoc@aol.com> to find an available date for a presentation to your study club or dental society meeting.

 

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Most people think the ideal amount of sleep is eight hours per night. As it turns out, that number is just a myth. Some people need more sleep to function optimally during the day, while others require less. Thankfully, it’s possible to work out your own magic number with a little experimentation. Here’s how it’s done.

Dr. Michael Breus, sleep specialist and author of The Power of When, says that the average person only needs 7.5 hours of sleep a night.

“I’ve been a 6.5 hour sleeper almost my entire life,” Breus says. “But my wife needs 8.5. Everybody is different.”

What’s a sleep drive?

The reason for that is that sleep — specifically your sleep drive — is genetically predetermined, according to Breus.

Your sleep drive is a lot like your hunger drive. Just like your hunger drive makes you want to eat when you’re feeling hungry, your sleep drive makes you want to sleep when you’re feeling tired.

Your sleep drive also determines the speed at which you have a sleep cycle.

As a general reference, most people go through five 90-minute sleep cycles per night, Breus says. That’s why the average person needs 7.5 hours of sleep. Five cycles of 90 minutes each works out to be 450 minutes in total, which is the equivalent of 7.5 hours. However, some people’s cycles are longer or shorter.

When figuring out the ideal amount of sleep you need per night, Breus suggests starting with 7.5 hours as an approximation.

How to figure out your sleep drive:

Take the time that you usually wake up and count back 7.5 hours. So if you normally wake up at 7 a.m., you would need to go to bed at 11:30 p.m. to get 7.5 hours of sleep. Make it a point to go to bed at 11:30 p.m. for seven to 10 days.

Breus says that if by the end of those seven to 10 days, you’re waking up around five minutes before your alarm goes off, 7.5 hours is your ideal amount of sleep.

If, however, your alarm is still waking you after those seven to 10 days, try going to bed half an hour earlier. Keep moving your bedtime up by 30 minutes until you wake up just before your alarm. The number of hours you end up with is how much your body needs.

Unfortunately this method won’t work for everyone. According to Breus, about 50% of the population has what’s called a chronotype. A chronotype refers to everyone’s own biological clock — so when people are early birds or night owls, or just have trouble sleeping in general.

Night owls and early birds need to fit their lives to their chronotype:

Breus says that while people with a chronotype still need around 7.5 hours of sleep, they need to adjust the window of time in which they get that sleep. These people need to fit their lives to their chronotype, and not the other way around.

Breus uses himself as an example. He’s a night owl and never goes to bed before midnight. Because of this, his whole day shifts later. He’s found that he’s way more productive when he does things later in the day, so he’s adjusted accordingly.

Sleep is a critically important part of life, so be aware of your needs and respect them.

To learn more about the science of sleep and sleep breathing disorders (SBD) such as Obstructive Sleep Apnea (OSA), read here: www.SleepGS.com.

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