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..
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..
THE OPPORTUNITY
It was only three years ago that I read that less than 1% of American licensed dentists were practicing sleep medicine. In those few years that number has risen to 4%. If we have approximately 205,000 practicing dentists in the USA, then there are only 8200 Dentists serving the needs of The multitude of people affected with sleep disorders.
According to a Harvard health report there are 18.9 million undiagnosed cases of obstructive sleep apnea and a minimum of 40% – 1.3 million-of CPAP users are non-compliant. So that alone conservatively projects 20.2 million victims of obstructive sleep apnea who may be helped by a dentist trained in oral appliance therapy (OAT).
Is there any better opportunity in dentistry?                                                                                                                                                                                                                         
Dental sleep medicine: the hottest button in dentistry today.
Awareness of sleep apnea in America is at an all-time peak. The fires of awareness are being stoked by the public media and by social media. Patients are understanding and becoming increasingly more concerned about the blockage of oxygen to the brain into other organs. Strokes. Heart attacks. Diabetes. Dementia. People are recognizing that they have the symptoms and are asking their Dentists about it. Some doctors have the solutions. Every Dentist would like to be “The Sleep Dentist.”
Where to begin?
Seminar training courses are now available through Sleep Group Solutions every week, in different cities, throughout the United States. They are training dentists to discover the victims of sleep apnea and to treat them with the most appropriate modalities. Oral appliance therapy (OAT) is the most convenient and preferred therapy for the mild and moderate cases and for those patients who cannot tolerate the CPAP device. Fortunately, this is where the dentist in shining armor rides in on a white horse to the rescue. Dentists, we like to say, are on the front line of the battle against sleep apnea. Dentists are in the optimum position to see the signs and symptoms and can offer the most preferred solutions to the problem. A professional coach guiding the development of the process will make the
process advance quicker, smoothly and more effectively.
Keys to success
Success in treatment acceptance and end point attainment varies with, and depends upon, each individual dentist’s knowledge and determination and his or her patient’s cooperation. The training program will present the tools, screening protocols, diagnostic equipment, techniques and some verbal skills for success. As in other healthcare therapies, a partnership between the professional provider and the patient is the key to success. The patient’s cooperation is essential. Compliance will keep them under control. So that explains the patient’s role in the “Partnership for Success”.
The Dentist’s Responsibilities
Beginning with the seminar training program, the dentist must be 100% committed to success. (Anything we endeavor will be more likely to be achieved when we are positive that we will succeed.) The seminar training is only the beginning of the learning process. We must retain what we have learned, continue to study, to research all new ideas and to practice our treatment plan presentations with our teams. 

You are in the right place at the right time. As a Care Giver, think of how you can serve a critical need of your patients. They are looking for your help.
You may contact me with questions or for assistance in becoming “The Dental Sleep Professional”.
Yours for better health,
Charles Kravitz DDS
Are you ready to join the battle?  
       
https://advdentaldotcom.files.wordpress.com/2017/05/5-31-12-brandin-iron.jpg
Strike while the iron is hot

 

Learn Dental Sleep Medicine in Baltimore, MD on May 5,6, 2017

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:

 

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!”