January / February 2018

Preview Issue

Publisher’s Note

y now, many of your New Year’s resolutions have already been broken, if not altogether forgotten. I personally didn’t make any resolutions; instead I set some ambitious goals and backed them up with a plan. If you’re ready to do the same, or already have, you’ll love the enhancements we’ve made in The Progressive Dentist.

Our primary goal is still to support you and arm you with the resources and tools to reach your own personal and practice goals for 2018. Now, we’ll involve your teams in the discussions to ensure that you’re all working in synchrony. Think of the printed magazine as an intro, the enhanced digital editions as your interactive bonus content, including video and audio links, and the ProPractice as your online resource library where you’ll find helpful implementation tools and take a deeper dive into the topics you want to focus on.

I’m excited to introduce you to some powerful resources in this edition , and you’ll notice a recurring theme – changing the conversation about dentistry. Our featured CoverDoc is Dr. Hazel Glasper and I was in awe of this woman from the moment I saw her enter the room and captivate an audience at last year’s SCN Annual Conference. You’ll see our recommended resources, some new authors, and of course, many of your favorite columnists return this year.

With the addition of our enhanced digital edition and now the full ProPractice online resource library, you’ll get an even better return on your subscription investment. We’re here and we’re ready to help. Let’s make 2018 a year to remember!

To your success,

 

Bonnie Hixson & The ProDentist Team

y now, many of your New Year’s resolutions have already been broken, if not altogether forgotten. I personally didn’t make any resolutions; instead I set some ambitious goals and backed them up with a plan. If you’re ready to do the same, or already have, you’ll love the enhancements we’ve made in The Progressive Dentist.

Our primary goal is still to support you and arm you with the resources and tools to reach your own personal and practice goals for 2018. Now, we’ll involve your teams in the discussions to ensure that you’re all working in synchrony. Think of the printed magazine as an intro, the enhanced digital editions as your interactive bonus content, including video and audio links, and the ProPractice as your online resource library where you’ll find helpful implementation tools and take a deeper dive into the topics you want to focus on.

I’m excited to introduce you to some powerful resources in this edition , and you’ll notice a recurring theme – changing the conversation about dentistry. Our featured CoverDoc is Dr. Hazel Glasper and I was in awe of this woman from the moment I saw her enter the room and captivate an audience at last year’s SCN Annual Conference. You’ll see our recommended resources, some new authors, and of course, many of your favorite columnists return this year.

With the addition of our enhanced digital edition and now the full ProPractice online resource library, you’ll get an even better return on your subscription investment. We’re here and we’re ready to help. Let’s make 2018 a year to remember!

To your success,

 

Bonnie Hixson & The ProDentist Team

“We need women who are so strong they can be gentle, so educated they can be humble, so fierce they can be compassionate, so passionate they can be rational, and so disciplined they can be free.”
– Kavita Ramdas

Patients Can Schedule From…

  • Your Website
  • Your Facebook
  • Insurance Websites
  • Emails

In This Issue

6

cover story

Comprehensive dentist working with patients to realize a shared vision of umcompromising excellence in dentistry.

12

What do you want for your team, for your patients, for your family and for yourself?

by j. weston lunsford

18

Many of us go through life trying to avoid dealing with conflict out of fear. Here’s how to have that conversation effectively.

by judy kay mausolf

22

With the recent tax law changes come opportunities and challenges.

by j. haden werhan, cpa/pfs

26

Understanding the value of early discovery.

by mark dilatush

30

How to not let dental environmental “noise” dictate how you practice dentistry.

by andrea greer, RDH, BS

34

How to get the best ROI with your marketing budget.

by ian mcnickle

39

“If you don’t have a plan for your own life, you’ll become part of somebody else’s plan for theirs.”

by chuck blakeman

The ideas, views and opinions in each article are the opinion of the named author. They do not necessarily reflect the views of The Progressive Dentist®, its publisher, or editors. The Progressive Dentist (“Publication”) DOES NOT provide any legal or accounting advice and the individuals reading this Publication should consult with their own lawyer for legal advice and accountant for accounting advice. The Publication is a general service that provides general information and may contain information of a legal or accounting nature. There is no guarantee or warranty regarding the information contained in the Publication and we are not responsible for any loss, injury, claim, liability, or damage (“damages”) related to your use of the information contained in the Publication or from errors or omissions in the content of the Publication. While we have worked to make our Publication and all the features in the Publication as helpful as possible, the Publication does not endorse any content provided by any feature, nor does it assume any responsibility for the interpretation or application of any information originating from such content. In addition, The Progressive Dentist does not endorse any content contained in any advertising in the Publication, nor does it assume any responsibility for the quality or integrity of such work. All content contributed to The Progressive Dentist magazine becomes the property of Hixson Media. The publisher assumes no responsibility for return of unsolicited manuscripts, art, photos or other content. Your satisfaction is important to us.

Dr. Glasper received her Bachelor of Science in Biology at Spelman College. She continued her education at Howard University in Washington, D.C., where she received her Doctorate Degree in Dental Surgery. Dr. Glasper completed her post-graduate residency program at the University of Medicine and Dentistry of New Jersey.

For over 20 years, Dr. Hazel Glasper has been empowering her patients to advocate for their health through her comprehensive and “holistic” approach to dentistry. Her philosophy of treating the “whole” patient, with open communication and patient education, has transformed her patients into savvy, informed and healthy decision makers. Committed to advancing the perception of oral health, Dr. Hazel Glasper founded a national oral health campaign, Teach Me Dental, and The Comprehensive Dental Continuum (TCDC), a consulting agency committed to improving the practice of dentistry.

Dr. Glasper’s training programs demonstrate methods to adequately educate patients, enabling a complete approach to care and better patient experiences while helping dentists improve their profitability. Dr. Glasper’s post-graduate work has included training with some of today’s most renowned restorative and cosmetic dentists.

Dr. Glasper has sought out thought leaders in all areas of comprehensive dentistry and trained with them throughout her career.

Comprehensive Dentistry
410-442-0103
[email protected]
2600 Longstone Lane,
Ste. 101
Marriottsville, MD 21104
www.revivesmile.com

Washington/Baltimore
/Virginia
[email protected]
301-873-3334
drglasper.com

management & leadership

You CAN Get There From Here

by J. WESTON LUNSFORD

What do you want from your practice?

What do you want from your practice? Take a moment and answer that question. Seriously, stop reading for 3-5 minutes and ask yourself, “What do I want for my team, for my patients, for my family, for me? What does it look like, what will it feel like when I actually get there?” We all have dreams, hopes, and ideally, a vision.

This is the story of how you get from here to there.

Right now, you’re here, but in the future, you want to be there and from here, there looks pretty good, but so few get there. Why is that? Of those who do make it, some are lucky, but most will have a strategy – they will plan and execute, set goals and review, and they’ll obtain the information needed to lead them to their desired destination. If you’re looking to get there, you need to set out a course and you need to monitor your progress every step of the way.

team/culture

Constructive Criticism CONVERSATION

Resolve Conflict & Get Results

by JUDY KAY MAUSOLF

Many of us go through life trying to avoid dealing with conflict out of fear. We hope it will just go away. But the more we try to avoid it, the more it builds until eventually, it escalates to a point where there is serious damage to the relationship.

Our fear of conflict is the problem, and it seems bigger the more we dwell on it. Here is the funny thing – fear is really only a negative prediction about the future. Whether or not we take action is governed by a simple ratio: our perception of danger versus our confidence in our ability to handle the conflict. If we believe we can resolve the conflict, the amount of fear we feel is minimized and we will take action. This is why it is so important to teach our teams the mindsets and skill sets they need to give them confidence that they can handle conflict.

financial

Tax Law
CHANGES

by J. HADEN WERHAN, CPA/PFS

With the recent tax law changes come opportunities and challenges. Here is a brief analysis as to how this would impact your 2017 planning and insights into 2018 from our financial team at Thomas, Wirig, Doll. There are sure to be more updates soon, and we’ll keep you informed as they become available.

For Businesses –

  • Corporate tax rates drop from 35% to 21%. This only applies to C Corps. Before you set up a C Corp remember that this is only for income retained inside the corp. To get the money out to you personally, you would experience a double tax – not a good strategy.
  • Bonus Depreciation allows all businesses to deduct 100% of “eligible property” in the current year. This section also applies to the purchase of used items as well.
  • Section 179 also allows for immediate expensing of certain property up to $1m. The definition of eligible property includes on non-residential real estate items such as roofs, HVAC, fire alarms and security systems.
  • “Luxury” autos have a much improved depreciation schedule. Wait until 2018 to buy your next business auto.
  • Section 199, used by many dentists as an additional tax deduction, was repealed.
  • Entertainment expenses are being disallowed starting in 2018. Meals are still deductible at 50% of cost.
  • Net operating losses generated in 2018 and beyond cannot be carried back – just carried forward. And when it is carried forward, it can only be used to offset 80% of taxable income.
  • Minimizing Your Taxes
    Maximizing Your Wealth

    progressive technology

    Journey to the Center of your
    FUTURE

    BY MARK DILATUSH

    We use the phrase “Hindsight is 20/20” when we want to kick ourselves in the fanny for not recognizing an opportunity and taking action soon enough. By not acting soon enough, we lose a majority of the benefit, or miss out on an opportunity altogether. The reality is that you can discover things early, or you can discover things late. This is my attempt to get you to understand the value of early discovery.

    What if you knew the outcome of a situation or investment ahead of time? What if the future was 20/20? How would you like to be the one in your group who bought BitCoin at $600? It hovers around $5000 today. You get the idea.

    management & leadership

    It’s time to CHANGE the CONVERSATION!

    by ANDREA GREER, RDH, BS

    There is a great deal of noise in dentistry. The noise of human resources and regulatory agencies; the noise from misinformation found on the internet and patients attempting to dictate how you practice dentistry; and loudest of all, the noise from insurance companies dictating dental care through denials, reduced benefits, reduced fee schedules, etc. Sadly, it seems that somewhere along the way, dentistry got distracted and lost sight of its value. The result is that dental care remains a low priority in many homes and families. It seems almost everything is valued over dental care when it comes to household expenses and our biggest competition is the discretionary dollars a family has to spend.

    marketing & social media

    The 5 PILLARS of Online Dental MARKETING

    by IAN McNICKLE

    If you’re looking to establish or grow your practice in 2018, most likely you’re dissecting your online marketing budget and figuring out how to spend that money to get the best return on investment (ROI) for your practice. It can seem overwhelming when you think about where and how to proceed.

    What kind of website do you need?

    If you have a website, does it need updated? What does your website need in order to actually work FOR you? Do you spend thousands on SEO and cross your fingers that your SEO partner agency is doing what they said they would do with your money? Or do you focus on blogging and social media to drive conversation? Or maybe you should focus on your existing patients for referrals?

    Phone: (888)246-6906 | Email: [email protected] | Website: www.weomedia.com

    management & leadership

    What Are You Doing This For?

    by chuck blakeman


    “If you don’t have a plan for your own life, you’ll become part of somebody else’s plan for theirs.”

    JOHN HEENAN, BELFAST, IRELAND

    What an Old Guy Told Me That Changed My Life

    When I was in my twenties, an “old guy” in his early 60s (about my age now) told me that life had a built-in problem. He said, “Chuck, you’ve got to figure this out. While you’re young, you’ve got all the time and all the energy to enjoy life, but no money to anything about it. When you get to your middle years, you’ll have all the money and all the energy, but no time to do anything about it. And when you’re older like me, you’ll have all the money and all the time, but no energy to do anything about it!”

    We help patients receive the treatment they deserve

    Dental Practice Services, Inc.

    Call us TODAY at
    913.851.3039

    The purpose of the self-administered Private Dental Plan:
    To help the patient receive immediate and personalized service
    To allow the dentist to keep more of the fee for their services.

    Start promoting YOUR self-administered dental plan today!

    Thanks for reading our preview issue!