Implant Blog

Keepin’ It All in Perspective

2010-08-09T16:11:00.001-04:00

Just finished reviewing the preliminary data for the 2010 Dental Economics / Levin Group Annual Practice Survey (which will be published in November DE) and one thing is very clear—dentistry as a profession is in really good shape.

Practice production and doctor income remained about the same as in 2009. “How is that good?” you might ask.

In spite of one of the worst economic crises ever, practices on average managed to stay the course. While it might not be time for marching bands and fireworks, I’m seeing the data as a very positive sign, especially when you consider how many other industries have been slumping for the last 12 months.

To move forward, you need both the right attitude and the right actions. The right attitude starts with keeping things in perspective. When you do that, you’re in the best position to seize opportunities to grow your practice.

The Solution For Implant Growth

2010-07-21T13:37:00.003-04:00

It’s true. On the subject of what grows implant practices, my answer never changes—it’s systems, systems, systems!

Sure, systems may not seem exciting but what they accomplish for your practice is! Systems can maximize production and profitability while decreasing overhead and stress. In short, they make all the difference.

Levin Group implant clients had an amazing year in 2009 and are off to another great year in 2010. In fact, their results aren’t typical in the profession. Need proof? Have a look at what doctors are saying about their production in ADA quarterly surveys for the last 16 months. Most reported declines in production.

How do Levin Group implant clients do it? I think you know the answer—systems. Systems that deal with issues such as building a referral base, educating restorative doctors, improving interoffice communication, reducing overdue payments, improving collections and, of course, properly implementing patient financing.

Is there one magic bullet or pearl that makes all the difference? I would say, “no.” But revamping your systems is by far your best chance to increase implant production—period!

Learn more about implant management and marketing systems…

“There are too many things in the practice that I can’t trust others to do. I need to take care of them myself.”*

2010-06-03T09:37:00.002-04:00

Levin Group encounters many doctors who have lost their love of dentistry. With few exceptions, these individuals utter this very phrase. In the course of a day, they perform far more operational and administrative practice functions than necessary.

Doctors tend to forget that the staff is there for a reason—to assist the doctor. My question is, why allow your team members to function with one hand tied behind their backs? If you are hiring people you trust, trust them to do their jobs. If properly trained, your staff will always surprise you with how effectively they can perform the tasks you thought only you could do.

*Excerpted from the audio CD, 81 Obstacles To Practice Growth And How To Overcome Them.

Consulting—It’s More Than a Job to Us!

2010-05-05T11:14:00.000-04:00

Every day when I go to the office, I get excited… I mean really pumped up about helping implant doctors grow their practices. Despite a tough economic environment out there, our clients are growing and it’s a great feeling to know Levin Group has helped them to do it!

When a consultant rushes into my office to relate how one of his or her clients just had the best month they’ve had since they opened their practice… well, I’ll tell you, it’s hard to put into words what a great feeling it is for us.

Part of what keeps us excited are the continuous improvements and enhancements we make to our consulting programs. For example, our Practice Production Generators™. These powerful tools have been designed to give clients the best and most productive consulting experience possible. They are part of our unending commitment to you!

If you want to know more about Practice Production Generators™, give us a call at 888-973-0000. We’d love to tell you all about them!

Predictions for Implant Dentistry

2010-04-05T08:55:00.000-04:00

Implants are poised for robust growth in the coming years. In fact, this is what I see happening in the next decade:

A bigger patient pool. As the US population (including baby boomers) continues to age, more and more people will choose implants over dentures and other traditional treatments.
More GPs adding implant services. An increasing number of general dentists will participate in implant dentistry. General dentists will become more educated about dental implants and begin to see them as more routine procedures. Routine does not mean performing 3 or 4 cases a year, but perhaps 30 or 40.
More referrals to specialists. More GPs will refer patients to specialists for implant treatment due to increased patient volume and a better understanding the treatment.
More patients excited about implants. Referring doctors will do a better job of educating and motivating referred patients. Better educated patients means more patients asking for implants and accepting treatment.
A brighter future. Both the surgical practice and restorative practice will have a better understanding of the expectations of the case allowing each to provide more efficient, effective and improved care for both practices and the patient.

As the economy improves, more patients will be looking for solutions to their edentulism. Position your implant practice for long-term success by updating your systems and building strong relationships with referring doctors.

Something Has Changed!

2010-03-26T08:32:00.002-04:00

In 25 years of lecturing, I have never witnessed the level of excitement that my newest seminars are generating.

Implant doctors are craving new models and ideas to help their practices grow despite the current economy. The philosophy of my newest seminar, Grow Your Practice By 200 Implants In The Next Year, is this… what you did before is simply not good enough. Just imagine having 90% of all patients accepting recommended treatment, seeing more patients excited and motivated about implants, growing your referrals from restorative doctors like never before and a host of other radically improved Key Practice Expanders™.

I think the reason this has been so exciting for implant doctors is that they are finally ready to reach for their practice potential and not simply “get through” this year. This thinking will create a situation where more and more implant doctors can improve the quality of their lives, save more for their long-term retirement and lower their stress along the way. My suggestion—join me on May 19-20 in Chicago and Grow Your Practice By 200 Implants In The Next Year!

Who Does What

2010-02-15T15:12:00.000-05:00

Implant success requires collaboration… maybe more so than any other procedure in dentistry. Both the restorative and surgical practices have to be on the same page. That means communicating with one another each step of the way.

A standardized interdisciplinary approach works best. It takes a little a bit of time and effort to set up, but once you have it and use it… then chance of a patient “falling through the cracks” is minimized.

Here are some questions that can help you put in your own system with your referring doctors:

1. Who will provide which parts of the implant services?
2. Who will provide case planning?
3. Who will present fees to the patient?
4. When the situation is appropriate, who will arrange patient financing for patients?
5. How will communication occur between the restorative practice and the implant surgical practice?
6. How soon can the restorative practice accept a patient to be seen when referred for implant consultation?
7. How soon can the patient expect to start implant treatment when a case is presented and accepted?

While there are many other issues to consider as well, finding answers to these seven questions will set the stage for effective collaboration with referring partners.

A Ringing Endorsement of Implants in the News

2010-01-04T13:39:00.004-05:00

Recently, there was a great article in the New York Times regarding the efficacy of implants. It was one of the best endorsements of implants in a non-dental publication that I have ever seen. Entitled “A Dental Shift: Implants Instead of Bridges,” this article depicts implants as the new standard of care for missing teeth, which should be the attitude of every implant doctor as well.

The author pretty much runs down the entire list of implant benefits we wish every patient would understand—implants don’t decay, they don’t need to be replaced, adjacent healthy teeth don’t require crowns to support them, etc. It even makes a point that many implant doctors don’t stress often enough—in the long run, implants are more economical than bridges.

I highly recommend not only reading this article but also printing it out and making it readily available for patients to read in your office. However, don’t stop there! Think about sending an email about it (with a link, of course) to your referring doctors.

In addition to your case presentation, this is an excellent way to reinforce to patients the many benefits of implants.

An Incredible Weekend in Orlando

2009-11-29T11:36:00.001-05:00

I had the honor of teaching more than 60 doctors and their spouses at the First Annual Life Plan Summit earlier this month in beautiful Orlando. Life Plan is about turning professional success into lifelong personal success.

The energy and the passion that Life Plan participants brought to the seminars and workshops was just amazing. Seeing so many committed professionals focused on unleashing their true potential is what Life Plan is all about.

“Life Plan was great. It provides clarity beyond the office,” said one participant.

The Life Plan Summit was open to doctors who attended a previous Life Plan course. The next course will be offered June 25–26 in Chicago followed by the 2nd Annual Life Plan Summit, November 5–6, in Las Vegas. For more information, send an e-mail to customerservice@levingroup.com with “Life Plan” in the subject line.

What Would You Want?

2009-10-22T16:02:00.000-04:00

If you had a missing tooth, would you prefer an implant? In truth, the choice is probably very obvious. You’d go for the implant because you thoroughly understand its many advantages over other options.

For most patients, the choice isn’t so obvious because they seldom fully understand the benefits of implants.

To help better illustrate the point, here’s a pretty drastic example. Let’s suppose someone—we’ll call him Joe—were to lose a leg. Will he be satisfied with an inexpensive artificial limb? Not likely.

Our friend Joe will want the latest articulating prosthesis because he knows it enables its users to walk as naturally as if they had their real leg. He has probably seen these marvelous devices in the news or seen someone walking around with one of them. He knows that choosing this prosthesis means his quality of life will be much, much better. His choice is pretty obvious.

The choice of implant versus other options should be as obvious for patients as it would be for you. If you are passionate about implants, that passion should be contagious. Once you properly excite and motivate patients regarding implants, they quickly become implant advocates.

Simple, Effective Protection for Implant Patients

2009-09-30T14:14:00.000-04:00

When patients complete implant treatment, they are keenly aware of the sizable investment they have just made in their oral health. Consequently, they are very anxious to protect that investment.

One valuable tool you can suggest is the use of a Waterpik® dental water jet. There is some extraordinary data that strongly supports the use of a dental water jet by implant patients. For example, studies showed a dental water jet was an astronomical 350% more effective than a chlorhexidine rinse at reducing gingival inflammation for implant patients. For implant patients with gingival bleeding, a water jet was 87% more effective than a chlorhexidine rinse.

350% more effective... 87% more effective... those are big percentages. Remember that implants enjoy a very high success rate. Something like a Waterpik can help keep it that way!

To review the Waterpik study, click here.

Implant Cost—Less Than Patients Think!

2009-08-21T11:48:00.000-04:00

It’s really hard to have a conversation about implants with patients without the subject of cost rearing its head. Let’s face it—cost is a very big deal because implants have a reputation for being expensive.

Are they as expensive as patients believe?

I had an interesting conversation with a highly successful implant doctor recently. This guy is at the top of his field and he made a remark that really stuck with me. He said he did not see a great difference in the upfront costs associated with a three-unit bridge as opposed to placing a single tooth implant (particularly with a solid abutment). This doctor was also quick to point out that any implant you place is probably going to last two or three times longer than a bridge. In addition, optimal oral care is easier to maintain long-term due to the reduction in bone erosion. I find all of these very compelling reasons to advocate implants, don’t you?

This doctor was utterly confident when he said, “I always make implants part of the treatment plan or one of the differentials in the treatment plan because they are so predictable and so successful.”

This is good advice!

Immediate-Load Implants in the News

2009-07-15T15:15:00.000-04:00

We know implants are the best possible option for edentulous patients. But it’s always nice to see additional clinical proof to back up our implant commitment.

According to several studies published in the Journal of Oral Implantology, immediate-load implants in healthy patients are successful and remain functional after 30 months of follow-up.

This is a very good thing for implant doctors when speaking with patients. Stressing the benefit of stopping bone loss in the jaw is an important part of Implant Greenlight Case Presentation™. With immediate-load cases, it’s possible to place implants at the time of extraction, thus minimizing bone loss as much as possible.

And of course, there are other benefits as well. Patients save time and money with immediate-load cases because of the shorter treatment time. For any patient considering implants, both are huge deciding factors!

Implants Are a Pain to Deal With.

2009-06-15T15:00:00.000-04:00

More than a few restorative doctors have said this... and I know where this thinking originates—the mid-1980s. Back then, implant choices were fewer and success rates were a great deal lower. In addition, component parts were more confusing and not as good as what we have now. But all of that is over!

Implants have come a long way since then. In our Total Implant Success™ Management and Referral Marketing Program, we recommend that implant doctors become a source of education for restorative doctors. It is vital at all times to keep the lines of communication open between the surgical and restorative offices.

From simplified components to immediate load cases, implants have never been such a great choice for edentulous patients as now. In fact, success rates for implants are approximately 95%. I challenge you to find many medical surgical procedures that can claim a success rate that high!

Simple, Effective Protection for Implant Patients

2009-05-26T15:00:00.003-04:00

Implants—Billion-Dollar Industry by 2013?

2009-04-25T16:01:00.000-04:00

I just read this morning of a report that should bring some welcome news to every implant doctor in the United States. According to Millennium Research Group's new US Markets for Dental Implants 2009 report, the US dental implant market will recover after 2010 and exceed $1 billion by 2013.

The report asserts that beginning in 2010, “market growth will be stimulated by preference for minimally invasive procedures that offer improved aesthetic results and boast shorter treatment lengths.”

We all hope this happens. But even if the overall picture isn’t quite this rosy, implant practices can succeed in this economy. Remember, the need for implants never goes away. People will still lose teeth, no matter what’s going on in the economy. If they are properly motivated by you, they will still want the best possible option. We know that implants are that option!

Are Implants “Sold”?

2009-03-15T16:41:00.000-04:00

Certainly, no implant doctor wants to be perceived as a salesperson. However, to imagine that you are not selling implants to your patients is deceptive, if you think about it. Have you built an attractive office? That’s part of selling your practice to patients. Do you have a dress code for your team? That’s selling an image of your practice. Are you concerned about good customer service? Once again—this is selling.

See what I mean? You are doing a great deal of selling already and you didn’t even realize it!

In fact, every implant treatment is “sold” to patients. By the sheer act of presenting a treatment plan, you are, in effect, promoting implants. So, relax and don’t beat yourself up over this. Look at it this way—you are advocating treatment that you know will improve patients’ oral health and help them achieve a better and brighter smile.

This kind of selling is a very good thing!

Will The Economy Smash Implant Production?

2009-02-16T17:00:00.000-05:00

The growth of dental implants ended last November when the recession finally hit dentistry in full.

Implant specialists still don’t fully realize how dependent they are on general dentist’s referrals. You see, when general dentistry slows down, so do implant cases because today GPs, along with other specialties like perio and endo, are learning implants.

Implant referral marketing is as critical to the success of any implant practice in today’s competitive economy. The implant practices that have stayed strong are the ones who already implemented a strong referral marketing program. Invest in referral marketing systems to secure your practice’s future!

Systems Make All the Difference

2009-01-15T15:00:00.000-05:00

Over the past 24 years, Levin Group has improved the lives of thousands of implant doctors. And the #1 factor in creating greater practice success is, without a doubt, systems.

Nothing else comes close to the power of systems. Documented, step-by-step systems allow implant doctors to master the marketing and management of their practices. It’s really that simple.

Today, our clients count on Levin Group systems such as Power Cell Scheduling™, Greenlight Case Presentation™, Stage III Customer Service™, The Immediate Collection Process™ and a host of others to gain complete control of their practices while seeing consistent, significant growth.

Your most valuable investment is your practice. Documented systems can help you ensure your maximizing the value of your investment while securing a more lucrative and brighter future!

What Do Implant Surgeons and Astronauts Have in Common?

2008-12-19T13:00:00.000-05:00

What do implant surgeons and astronauts have in common? Surprisingly, a lot. You see, it occurred to me while watching one of my favorite films, Apollo 13, that astronauts and implant surgeons are quite similar.

In the movie, there are three strategies Tom Hanks uses to prepare his team for launch:

1) He and his team consistently practiced the procedures that would ensure a successful launch
2) He had his most valuable tools right at his fingertips
3) He stayed in constant communication with his team

The outcome? The astronauts were cleared for launch because they executed these vital methods each day, consistently.

Just like astronauts, you as an implant surgeon must implement procedures and strategies to ensure your practice’s successful growth. I call this process “frontloading”—the consistent execution of methods and strategies that position your practice for success.

Some of the 15-20 ways to frontload your practice are to:

Institute a patient referral program
Contact inactive patients and reschedule them
Promote comprehensive implant procedures to every patient
Establish flexible payment options for patients
Effectively communicate with your entire team about practice goals

I talk a lot about frontloading in my seminars… click on the link below to attend one in 2009!

http://www.levingroupimplant.com/implant_seminars.html

It's the Economy, Stupid

2008-11-28T09:53:00.000-05:00

Some of you may remember when Bill Clinton was running for President he ran on the platform of, “it’s the economy, stupid.” In that case he meant that the election would be won or lost based on the economy.

Today it is not the same old “it’s the economy, stupid.” The economy is decimating portfolios and stifling practice production. Implant surgeons who get up every morning thinking about the economy get up to play defense. All of their decisions are filtered through defensive decisions that typically lead to paralysis. Why focus on the things you can’t control? Instead, direct your energy where it can have the greatest impact—and that’s your practice!

Here is a powerful solution: do not participate in economic defense. Instead, you should begin every day by saying, “I am not playing defense against the economy today.” I know this sounds illogical, but in fact, it is a very logical tool to assist you in pushing your practice forward.

If you follow football, you know that you cannot come back from a 30 point deficit by playing really good defense. At some point you have to play offense, which is often your best defense.

Move your practice forward by making positive decisions. Otherwise you will find that you are paralyzed and ultimately paralysis leads to no decisions, which are the same as bad decisions.

Take Control of Your Management Systems —Delegate!

2008-10-30T16:43:00.000-04:00

Implant doctors typically waste a great deal of time handling administrative tasks that staff members can easily perform. In fact, many implant doctors will lose $4-6 million dollars over the course of their careers, due to outdated management systems.

The solution? Update your management systems and delegate all administrative tasks to staff members. Delegating is key to creating effective systems within your practice, and maximizing productivity and profitability.

Break down each procedure in the office according to what absolutely has to be performed by the doctor and what could be assigned to team members. Although each task in the office has different levels of difficulty, with proper training team members can learn to handle these functions.

Implement these strategies and you’ll find yourself working fewer hours, experiencing smoother work days, and devoting yourself fully to your patients.

More Referrals, Greater Implant Success

2008-09-01T10:34:00.000-04:00

In today’s economy, patients are probably not knocking down your doors to have implant treatment. In an attempt to increase implant placement, some doctors have to resort to advertising or even offer lower-fee implants. These methods might bring in a few patients, but are not cost-effective over the long term.

To create a successful implant practice, you need a motivated group of referring dentists who will continually send potential implant patients to your practice. With our country’s current economic state, a strong referral base isn’t a luxury—it’s a necessity!

To build a solid foundation of referring doctors, be sure to:

Identify the right referral sources. Who’s referring? Who should be referring but isn’t?
Educate your referring doctors. Offer lunch n’ learns to build excitement.
Support your referral base. Improve communication between your two offices.

A strong referral base, in conjunction with the rest of your marketing efforts, will make a tremendous difference in the growth of your practice. Revamping your approach to referrals will position your practice for greater success!

Set Your Sights on a Better Future

2008-07-11T13:11:00.000-04:00

Creating a vision statement and a mission statement may seem overwhelming or unimportant to some. As founder and CEO of Levin Group, I have met many implant dentists who are excellent clinicians but whose practices are underperforming, chaotic, and extremely stressful. Establishing a practice vision and mission is often the first step for these doctors to regain control of their practices. When done correctly, the vision statement and mission statement help doctors begin the process of achieving their full potential.

Why You Need an ITC

2008-05-09T10:58:00.000-04:00

The role of the Implant Treatment Coordinator (ITC) is to increase implant production for surgical practices and their referring partners. The ITC coordinates patient communication between the surgical and restorative practices, keeping everyone on the same page during each step of the implant process. The duties of the ITC include scheduling, tracking implant data, and enhancing referral relationships. A qualified ITC handles the administrative work associated with implants, allowing the doctor to stay chair-side and provide quality patient care.