hey there and welcome to chairside live i'm your host megyn strong wonderful show for you
today we have another edition of across the chair where registered dental assistant will
Schmidt is here to show us one of his favorite procedures to perform in dentistry you guessed
it anterior multi-unit temporaries with bio temps Provisionals then we have the second part of dr.
Neil Parks interview with dr. David Schwab they're discussing how to train your staff
to present and discuss treatment plans with patients but first let's meet up with will
to see how bio temps can satisfy the patient's aesthetic goals while helping the clinician to
provide excellent treatment it's coming up next in a segment we call cross the chair
thank you so much Megan in a previous chairside live episode I detailed a posterior bio temp
treatment on adjacent molars that turned out very successful today I'd like to show you another
x 0 temp treatment and one of my favorite procedures to perform a dentistry as an RDA
anterior multi-unit temporaries with bio temps so to start this process I can either send a set
of pretreatment study models or impressions with bite registration and a shade to the laboratory
on a dedicated gly well by all temps provisionals RX form for fabrication expected five to six day
turnaround time and schedule your patients prep date accordingly well now that my patient is in
the chair and my bio temps have arrived let's go tear side and see them in action so expect your
bio temps to arrive package similarly to any crown or bridge case that you will receive from gladwell
your bio temps will come as one splinted unit unless you specify otherwise the lab can even
include metal framework for long span bridges or high impact areas at your request these bio tims
forty seven eight and nine have been fabricated from virtually prepped models and seat well
upon shrine with no rocking and minimal realign necessary I cannot begin to stress the importance
of applying vaseline to freshly prepared teeth before realigning the last thing I want to do
is have to cut through my beautiful x 0 temps because I fuse the realign to the preps when
applying luxe attempt acrylic realign material to the integrity of my bio temps i extrude a minimal
amount and use the mixed tip to coat the inner walls with the material and evacuate any air
bubbles or any voids that may have gotten trapped using a dry micro brush I remove some of the bulk
excess material that may get stuck between the embrasures I take great care and removing bio
temps or any temporary for that matter with rubber tipped cram removers to prevent scratching the
facial and marring my aesthetics as you can see my realign looks good with no voids or delamination
from the bio temps moving over to my lab bench I start with the removal of the bulk excess acrylic
realigned with a coarse diamond bur I always use a good hand fall chrome for control over my hand
piece and short swiping motions to avoid Nick's or cuts I like the fact that most of the work is
already done for me I don't need to touch the facial or incisal of these restorations at all
this is one of the major benefits for bio temps versus a standard chairside temporary now that I
have smooth and remove the acrylic flash I'm going to get into details with a lab diamond disc get
really comfortable with a good fulcrum hand base and don't be nervous to get into those embrasures
to open them up and allow the tissue adequate healing room even more details can be carved
out utilizing a mosquito diamond burr in the same manner as my initial diamond takedown burr
smooth everything up and let's try a bio tamp back into the mouth if I have opened
my embrasures enough and my margins are spot on I should have no trouble
placing my bio temps and checking for space with a pareo probe or similar instrument
I have cleaned all excess Vaseline saliva and contaminants for my preparations I apply
temporary cement in this case tempo sem non you Janell in the same coding pattern as my
initial realign and place it in the mouth in a rocking motion to allow excess material and air
to evacuate and seat completely the patient can bite into place to assist seating but I like to
hold the restoration in place during the curing time with a cotton role as a cushion for my own
fingers excess temporary cement should remove easily with an explorer and an air-water rents
my patient is still a bit numb while smiling after placement but this is a great thing our
process from final impression to dismissal took 15 minutes total plus I got the result that we
were both trying to achieve so y x 0 temps I've already shown their aesthetic qualities
and ease of application but I also take into consideration the price point taking less time
chairside is simply a latinum shift that makes bio temps and affordable addition to your procedures
our bio temps classic utilize denture teeth set into position while x 0 temps cad are designed
and milled custom for every patient I enjoy the different options they give me and the versatility
of the material while decreasing the time I have to worry about aesthetics let's be realistic our
patients main goal is to look good while ours is to provide exceptional dental treatment throughout
if we can merge these two goals that is a recipe for success right back to you Megan now let's jump
over to part two of dr. parks interview with dr. Schwab they have some great information on
marketing and how it differs between the referral based specialty practice and the GP implantology
practice take it away so how do you go about training the team to be effective in talking about
dental implants one of the things that I talk about whether it's implants or a crown or another
procedure is to try to remember to start sentences with you benefit because we do a little practice
with with the team we do a little role-playing we say all right here we have a patient coming
in and this is the treatment plan and let's say it includes dental implants if everything goes great
the patient says oh this sounds wonderful and they sign up that's fine but if the patient starts to
ask questions and you start to think what do I say now one of the things you can fall back on
is a phrase that I use you benefit because and then at the end of that sentence will fill in a
benefit so we actually practice go around the room and practice with the team members so for benefits
will you benefit because dental implants are the most modern tooth replacement system ever devised
you benefit because it's it's a long term solution to your problem you benefit because it looks great
it functions great you benefit because there's no more slipping clicking embarrassment of dentures
I mean there's so many things that you could put in there but you have to have something ready and
something else Neal when you say to a patient you benefit because they lean forward in their
chair and they listen because you're about to give them the payoff what do I get out of it as
a patient you benefit because and we try to take away the quote dental benefits we try not to talk
to them about something that only a dentist could love like perfect occlusion doesn't mean anything
to people but you benefit because we're going to improve the quality of your life now we're
really talking to something the patient can relate to you know David I've heard you speak
about a technique called marketing by the power of 10 that sounds really interesting can you tell
us a little bit about that marketing by the power of 10 came about because I noticed something you
know when you go around in many offices and you listen and you talk to pit you learn so
much and that's one of the reasons I like what I do because I learned something new every day
but I went into offices and I found a pattern I found that when a team member had to present
something to a patient or say a fee to a patient if it was a fairly low number let's just say two
hundred dollars if there are any $200 fees they would just say the fee for this procedure is two
hundred dollars the eye contact was strong the voice was strong the body language was good it
was like nothing for them to say it but the higher the fee the more nervous they got about presenting
it so what I do in training is I put different fees on on index cards and they don't know what
I'm doing or which ones coming up next and i'll say just pull a card well the first one's always
the easy one the fee for this procedure is two hundred dollars and then they may pull it out
the next one says eight thousand dollars now that here's what's interesting Neal the same
person who had all the right ways of doing it the first time now the eye contact is not good
they are hesitant they are looking a different way they've actually standing up hit people back away
from me as though I'm going to do something to him which I'm not and and they ask it as
a question and it comes out like this the fee is eight thousand dollars like is that okay and the
patient starts thinking there must be a problem here so what we do is we train them whether it's
to two hundred dollars two thousand dollars or twenty thousand dollars if they can deliver that
fee with the same confidence the same great body language eye contact confidence and everything
goes together in their persona that way and I tell the doctors if you've got somebody who can
quote a twenty-thousand-dollar fee the same tone of voice as they as they used for a two hundred
dollar fee you've got a winner there you've got somebody who is not going to be rattled by this
so that's what we call marketing by the power of ten it works just great David there's a couple
different modes of delivering dental implant treatment can you talk about the differences
between marketing implants in a referral based practice like a oral and maxillofacial practice or
a pareo practice versus the general practitioner who does both segments of the treatment in the
same office let's start with the specialty based practice because that's actually a little harder
because we have to deal with two sides of the same coin when I talk to the specialist about
this I always sit them down and I know they're trying really hard to please their referring
data so many times are doing a great job but I get the doctor the specialist oral surgeon or
paradise and the team together and I say let's look at this from the other side let's look at
it from the restorative doctors point of view and I made a list of all the things that the
referring doctors don't like about specialists and we said we have to sort of break these down
one thing they don't like is surprises and i have seen situations where and every specialist says
this isn't me but it must be somebody because it's coming up from from general dentist they
say you know a patient came into my office and a procedure had been done by the specialist and i
didn't know about it i was surprised surprised doesn't have to be that dramatic it could be
something else that happens just in terms of the communication between the offices so they don't
like surprises another thing they don't like is inconsistency and the team for example will
say well normally when we refer in office they ask for x-rays and today they didn't want the
x-rays normally when we refer a patient we get a report in this amount of time but this report came
at a much longer period of time so inconsistency throws them off and I'll tell you something about
the teams who work for general dentist they're the customer too we have to please them and the
day that they tell the doctor the general dentist listen when we refer patients to that specialist
it's a hassle that's death to referrals we don't that's why the inconsistency which doesn't seem
like a big deal sort of creeps up so we've got the surprises we've got the inconsistencies and
the other thing is they don't like being ignored some of the finest referrals they'll send lots of
patients the communications great hey what's a problem everything's just going swimmingly then
the general dentists finds out that the specialist has sent somebody out to give donuts and bagels
and what they don't realize is it giving the donuts and bagels into the B and C referrals
so the ones are trying to schmooze the ones are trying to get back in their good graces or make
connection with and the good referral is saying no one's calling me no one's moving me no one's
paying any attention to me so the good news is when you get a great referral source you have
good communication everything's good but that doesn't mean that you have to you can spend any
less time on the relationship and means you have to spend more time on it the more intense it is
so we try to go down a list of all the things that are being perceived now some of the what's being
perceived it may or may not be fair Marinette may not be true but doesn't matter because perceptions
reality we want the specialist to be anticipating the needs of the dentist and realizing that my
audience my the people I'm trying to appeal to not just the patient it's the doctor who's referring
me and the staff of the doctor is referring me and I got to keep all those folks happy if I'm going
to have a successful referral practice so how do you help the specialist to communicate better with
their referring doctors I do lots of things in my business I mean I give full day seminars I've
also started doing webinars and I was a little resistant to webinars at first because you know
it's not quite the same thing as a live course but I found out you can do just about 95 or 98 percent
as much on a webinar and what I'll do is I'll do a webinar for sponsored by the specialist but
for maybe three referring dentist and I'll do a couple of webinars for them to talk to them about
communication skills and working together and that sort of thing and improving their own practice the
general dentists practice and then I'll follow up with them and sort of consult with those
individual practices so the specialist is able to offer at a very attractive fee because it's you
don't have to travel a specific information for general dentist several offices at once and the
general dentists love it because they can take an hour at lunchtime a couple of times and then they
can still have access to me and they think hey this was a very time efficient and very specific
way to do that sort of thing so that's those are those are some of the things I do to help them out
so David what is your advice for the implant ologist who's doing both segments of implant
dentistry in his practice for the implant ologist they have to look for what sets them apart what
makes them different and what makes them different is they can tell the patient they're doing
everything in terms of one-stop shopping they can the patient can come to one doctor and have both
phases of the treatment done both surgical and restorative now along with that they're going to
have to emphasize their credentials because their competition will be people like oral maxillofacial
surgeons and paradise great expertise in surgery and restorative doctors who have years and years
of experience in that so they have to explain why they're qualified and they can do everything under
one roof and they can do that so they have to talk about that then the other thing they can
talk about is follow-up they can tell the patient look in order for you to protect your investment
you have to have home care and we're going to explain that all to you and then you also
have to have professional care and guess what you can come back to the same place and we're
going to take care of it and if there are any issues with the implant heaven forbid there's
an issue with osseointegration early on or there is some sort of issue with the restoration we're
here for you and we're here in the long term when we can take care of both sides of it so
they can position themselves in that way and that kind of holistic approach if you will
has a lot of appeal to patients nowadays thank you for that dr. Park and dr. Schwab and if you
miss the first installment of that interview you can see it on episode 157 of chairside live well
that about wraps it up for this edition of chairside lies on behalf of everyone here at
Gladwell laboratories thank you for watching and I'll meet you right back here next time
you