Cliff's Notes

The Business of Dentistry

“Dental Sleep Medicine, The Real Story!” & “Multilink Implant Cement”

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Cliff’s Notes for August 4, 2013

Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210



The reason we do what we do, is so that we can to do what we want to do, when we want to do it!

It’s a tongue twister, but working as a team and making informed decisions, will get us there.




I told my dentist my teeth are going yellow.  He told me to wear a brown tie.”

Rodney Dangerfield




This Week’s Feature on the Cliff’s Notes Channel

“21st Century Ergonomic”

It’s All about Your Health!

Over 160 Dental Videos

In This Week’s Issue


  • The Root of It Commentary:

Dental Sleep Medicine Is Not About $$, It’s about Practice Building!

  • When Kerpen Speaks:

How to Get Everything You Want. Seriously!

  • The Office Manager Blog:

HIPAA Privacy & Security!

  • American Association of Dental Office Managers:

Negotiating successful payment arrangements!

  • The Disney Magic of Management:

Insights from the Disney Institute

5 Steps to Creating Your Leadership Vision!

  • This Week from the ADA:

ADA tax reform priorities!

  • Product Review:

Multilink Implant!

  • The Henry Schein Outlet Store:

Kavo ProphyFlex 3!

  • Dental Practices for Sale:

Practice Sales & Transitions!

“Available Practices as of July 30, 2013”

  • Music Should Start Your Day:

A Cliff’s Notes Favorite!

The Root of It Commentary………………………………………………

image001  Dental Sleep Medicine is Not About $$, It’s About Practice Building!

 Over the last 2 years, sleep medicine and the treatment of mild & moderate OSA has hit the dental industry like a freight train. Everywhere you turn there are experts telling you how much money you can make by treating OSA with an oral appliance. Well, that can be true; however, the money is the residual effect, the real benefit is the total health concept and what it will bring to growing a dental practice.

I said it before and I continue to believe that dentists are conditioned to think inside a box. For the most part they work in defined and predictable situations and have difficulty seeing global related opportunities. So, with that said let’s look at the real benefits of screening every patient for sleeping disorders & not expecting anything!

Most of your patients that have sleeping disorders don’t it (3 out of every 10 that walk through your door). Their primary care provider never asks about it unless the patient complains about snoring. By screening your patients you are identifying a possible life threatening condition. That condition is out of you field of expertise, however, you are a healthcare professional so your patients total health and wellbeing is in your field of concern. When a primary care provider finds something concerning, they order a test and refer to a specialist. Why don’t dental practices join the medical community by doing screenings and referrals? Why don’t dentists elevate their stature by engaging in the total health concept? Because dentists are in a box and don’t look at the larger picture. The big picture is practice growth by changing the way a patient looks at you. You can’t just be a tooth mechanic. So, how do you do it?

Example: You just screened a patient for OSA and discovered a possible sleep disorder. You suggest the patient do a “home sleep” test that would be covered by their medical insurance. You refer the patient to a sleep medicine specialist (now required by federal law) such as the iSleep Centers (212-380-7960). When the test comes back and the results are positive, a sleep diagnostic group like iSleep will recommend a treatment plan and you can offer the patient an oral appliance. However, because the insurance deductible is high, the patient may choose not to accept your treatment plan. Now what? You inform the patient that OSA can be a very serious condition and you understand their reservations to treatment due to cost so you would like permission to forward the results of the test to their primary care provider. You give the patient a copy and send another copy to the primary care via registered mail with a return receipt request. The delivery receipt along with the test results become part of the patient’s chart. 

Now, what just happened? You alerted your patient to a negative health condition by bringing their primary care provider into the equation. The primary care will be required to address the report, usually by prescribing a CPAP (the gold standard). CPAP non-compliance is well over 70%. When the patient is re-called for their next dental visit, you inquire about their CPAP compliance and are in a strong position to offer an alternative treatment to a serious condition that their primary care has addressed. Also, with the assistance of iSleep’s medical billing service, the patient’s medical insurance will still aid in covering your fee and Citi Health or Care Credit can cover the remainder.  Now you are a hero, not just a dentist looking for a “quick payday”.  Also, the primary care provider has already supported your position and now knows that you can help their patients that are non-compliant. Any way you look at it, you win. But it all starts with simple 2 minute screening.

If you screen every patient, this scenario will play out with 30% of the time. This becomes a major part of your re-care program because you are going to refer the patient once a year for testing and send the follow up reports to the primary care provider.

It is almost 2014 and it is time to stop being “just a dentist”. Start thinking outside the box! Start thinking TOTAL HEALTH! Your patient WILL notice the difference. The residual affect is that you will get some new treatment plan acceptance.

For more information on sleep disorder patient screening & medical insurance eligibility, log onto:

For further discussion, questions or concerns and to see how developing a total health program can help your practice, please feel free to contact me at any time @ 201-321-7494 or e-mail

When Kerpen Speaks!……………………………………………………

How to Get Everything You Want. Seriously!

By Dave Kerpen, CEO, Likeable Local, NY Times Best-Selling Author & Keynote Speaker

Getting what you want in your career and in life isn’t as difficult as it may seem. I mean it. I’ve been very fortunate, both professionally and personally, and along the way learned seven key ways to help make it happen. In essence, I work to put others first, and to be more likeable, to end up with what I want in everything I do. I’ll be writing about this in far more detail in my third book next year.

  In the meantime, here’s a sneak peak at how you can be successful in everything you do, too:

  1. 1.       Listen First and Never Stop Listening:

Listening is the single-most important skill in professional and personal relationships. Ernest Hemingway said, “When people talk, listen completely. Most people never listen.” It’s sad, but true: Most people have their own agenda and are too busy talking (or waiting to talk) to listen to you. So here’s the paradox: If you, unlike most people, can truly listen with empathy, then people will like you–and eventually help you get what you want.

  1. 2.       Help Others:

It’s perhaps another paradox, but it works: When you want something from someone, instead of asking for it, help that person get what he or she wants. If you don’t know what he or she wants, then simply ask, “How can I help you?” Since so many people are out to only help themselves, when you genuinely seek to help others succeed in their goals and dreams, you’ll stand out. And those people you genuinely help will in turn fight to help you succeed and give you everything you want. Help others first, without expecting anything–and the returns will be enormous.

To read the rest of this article, log onto:

On January 14, 2014 Dave Kerpen will be the featured speaker at the Grassroots Metro Study Club Meeting @ Vizstara in Englewood Cliffs, NJ. And on January 23, 2014 He will be visiting the Grassroots in Denville, NJ. For more information and registration please contact me directly.

To understand more about building your team & practice please feel free to contact me at any time @ 201-321-7494 or send me an e-mail @

The Office Manager Blog:…………………………………………………

 image001   Top 3 features in Dentrix for HIPAA Privacy and Security!

I received an e-mail from an office requesting a copy of the HIPAA Business Agreement that I had offered in a recent blog post, CLICK HERE to view. She also asked me what other steps she should be taking to make sure her office was HIPAA-compliant. Here are the top 3 things that I see not being utilized in Dentrix offices that could greatly increase compliance with HIPAA.

1. HIPAA-Compliant View in the Treatment Rooms – When I go into an office to do clinical training, one of the first things we do is set up a HIPAA-compliant view for the monitors in the treatment rooms. It is so easy, but isn’t done in so many practices. From the Appointment Book click on View > then either select new or F1 and edit > then on the right side of the screen there are several dropdown menus.

To see the rest of Dayna’s blog, log onto:

Tips from the AADOM………………………………………………………

image004  Negotiating successful payment arrangements:

 The American Association of Dental Office Managers

Negotiating successful payment arrangements: 4 easy steps to succeed every time

By Jan Keller!

Wouldn’t it be nice if every payment arrangement interaction between your office and your patients went smoothly, with no awkwardness or misunderstandings? The bottom line is, you can make that happen. “Perfect” payment arrangements are possible if you follow these four easy steps:

  • Information gathering
  • Preparation
  • Negotiation
  • Documentation

Let’s look at each step in a little more detail.

 1. Gather information prior to speaking with the patient. A discussion with the doctor a day or two prior to the consultation is important in the preparation process. If the negotiation process occurs on the same day as the appointment, the team will need excellent communication skills. Relaying the recommended treatment from hygienist to doctor allows the patient to hear it for the second time when the hygienist escorts the patient to the administrative area.

Again, communication regarding recommended treatment should be done verbally. Ask the patient if he or she any questions before the financial assistant (FA) takes over. If the patient is ready, the FA can start the negotiation process.

 To read the rest of this article, log onto:

The AADOM’s Annual Session is September 19th to 20th in Orlando Florida.  To register, log onto

Cliff’s Notes readers receive $100 off conference registration. The code is: HENRYSCHEIN2013.    

Heather Colicchio, AADOM Founder, Meet the AADOM Team: Log onto:

The Magic of Management……………………………………………….

Insights from the Disney Institute!

   5 Steps to Creating Your Leadership Vision

Posted on July 30, 2013 by Bruce Jones, Programming Director, Disney Institute

  One of the crucial jobs of a leader is to establish a vision for the future. Whether it’s organization-wide change, a new direction for your team, or personal growth, leaders inspire people to action.

Spurring successful organizational change requires an engaging and inspiring vision, drawn with imagery, that creates excitement and inspires and motivates employees to commit to your proposed change.

Consider the following when developing your vision:

1. Your Audience: Who is the audience for the vision you are proposing? Your audience may be your direct reports, your front line, your peers, or your leader.

2. The Status Quo: What is the urgency for change? Explain why change must occur, and why it needs to happen now.

3. The Change: Explain why this is the right thing to do. Who will it benefit and why?

4. The Barriers: Change isn’t easy. Describe the obstacles your audience might encounter along the way. More importantly, reinforce the steps you have taken and will take to ensure those obstacles are overcome.

5. The Call to Action: What will success look like? Use imagery to tell an inspiring story of how your vision improves the current landscape for everyone involved.

Aligning your leadership vision with your organization’s values is essential to ensuring that your audience believes the change is a natural progression for the organization and that they are capable of turning the vision into a reality

To read the Disney Institute Blog, log onto:

This Week in Dentistry from the ADA:……………………………….

image005  ADA tax reform priorities! ‘Simpler system, lower rates’

   July 29, 2013 By Craig Palmer, ADA News staff

Washington—The Association offered a statement of priorities for a reformed tax system to Congress’ tax writing committees as talks continue toward the first major rewrite of the code since 1986.    

“Most dental practices are small businesses, struggling to comply with an overly complex and burdensome code,” ADA officials told the House Ways and Means and Senate Finance Committees. “They are structured, for the most part, as pass-through entities of varying types; therefore, it is important to ADA members that tax reform be comprehensive. Corporate reform alone will not be sufficient to provide relief to ADA members who file their taxes as individuals.

To read the rest of this article, log onto:  

Product Review – Multilink Implant………………………………….

Multilink Implant

Multilink Implant is a self-curing luting composite with light-curing option. Used in combination with the new Monobond® Plus universal restorative primer, Multilink Implant provides high level bond strengths to all types of restorative materials and implant abutments.


  • Strong hold when used in combination with Monobond Plus
  • Long-term adhesion due to its very low solubility in water and its high mechanical strength
  • Optimum removal of excess material
  • Appropriate and short setting time
  • Shade range adjusted to the indication


  • Adhesive cementation of indirect restorations made of metal, metal-ceramic, glass-ceramic and oxide-ceramic on implant abutments.

To learn more about Multilink Implant, log onto:

The Henry Schein Outlet Store:………………………………………..

Overstock – Reconditioned – Demo

For the Special of the Week or More Outlet Store Offers, Call Cliff @ 201-321-7494

  Condition: Overstock
Part Number: 628-0398-N  Manufacturer Part Number: 1006.9928
Catalog Price: $1,464.99  Outlet Price: $1,029.00

Warranty: 1-Year

Color: Green Apple

Air-polishing system for removing stains and bacterial plaque and cleaning enamel surfaces prior to fissure sealing. Design features a shorter, more ergonomic handle and a lighter plastic reservoir. 360° swivel tip for better accessibility. Simple to install and easily attaches to a KaVo MULTIflex® connection.

Dental Practices for Sale………………………………………………….

Dental Practice Sales & Transitions: As of July 30, 2014

Also: “Co-Ownership & Partnership Agreements”

Log onto:

Music Should Start Your Day…………………………………………..

From Me to You, Enjoy!


James Taylor – Sweet Baby James – Live on the Johnny Cash Show


Ray Charles – Hit the Road Jack on Saturday Live 1996

Cliff Marsh

Henry Schein Dental

P.O. Box 663, 45 Rt. 46 East, Ste. #605

Pine Brook, NJ 07058

Cell: 201-321-7494

Fax: 201-262-2210

August 4, 2013 - Posted by | Uncategorized

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