Insights from our Academy of Dental Management Consultants Annual Meeting

We have just returned from a fabulous educational meeting and networking session in Las Vegas,  with the prestigious Academy of Dental Management Consultants. Day one was our members only meeting and we learned the latest from a compliance panel on OSHA, HIPAA, Risk Management and HR. Presentations from members on a variety of topics.  1. Improve scheduling with the use of Onset, a patented delivery system for immediate anesthesia by Onpharma. 2. Using dental retail products to create profit centers in your practice. 3. Improve insurance reimbursement through Practice Booster. 4. Technology updates, which apps can simplify your life. 5. Training techniques to improve learning. 6. Social media and it’s importance in marketing our businesses. Day two was an inspirational keynote presentation by Bill Rancic, from season one of Donald Trump’s, The Apprentice. He spoke  on entrepreneurship and the importance of being the conductor of the orchestra, you do not need to know how to do everything yourself. Surround yourself with excellent people who are decisive, creative and never make excuses.  Then, trust them to do a good job! The world has changed, and we must change with it!

There were great receptions for lots of networking and tours of LVI and Zappo’s headquarters.  A very busy and educational few days! We even got a picture with Elvis!

The nicest/best things a dentist has ever said to a dental assistant

These are some of the responses to the question “What is the nicest/best thing a dentist has ever said to a dental assistant?” that Kevin Henry asked and published in the Dental Assistinig Digest.  Take the time to say something nice to your assistant and watch them shine!

Thank you.

You are irreplaceable. Great job!

At my last yearly review my boss said, “I can’t think of anything you could do to improve your performance, you’re awesome.” That was really
wonderful to hear.

“I really appreciate what you do.”

That I am an asset to the team!

You are wonderful, and you are the best. You are one of the
smartest people

I’ve met, and you will succeed at whatever you pursue.

That my work is detailed, focused, and patients feel comfortable
in my care.

“You’re the best.”

You have good oral hygiene.

After I complete my work each day the doctor says THANK YOU.

I could not have made it through this day without you. Thank you.

That I am one of the best assistants they have ever had.

You are the best assistant I’ve ever had.

I can’t get through the day without you being here because I don’t know where

anything is.

The doctor told me, “Perfect!” during a procedure.

You have made my job easier, thank you for all your hard work.

You’re the best!

That I was the best assistant he had ever worked with in 10 years and asked if I

had ever considered dental school.

I could not do my job without you.

He said I am a very loyal employee.

After all these years (28) of working together at chairside I can’t imagine what

my life and practice would have been like without you.

THANK YOU

Thank you, I appreciated your help today. Keep up the excellent work.

That I was an excellent assistant!

I’ll explain this to you.

I can’t do this without you.

He really likes my work.

I was the best dental assistant he ever worked with!

You’re the best employee I’ve ever had. You’re the most diligent dental assistant I’ve ever had.

That he was thankful that he could trust me over some other employees and thanked me for being problem free.

Nice X-rays.

“That is just beautiful,” and “Thank you.”

You are doing such a great job and I value you.

You know more than some dentists who are graduating from dental school.

Thank you.

You are my most honest and hard-working employee.

My present dentist said, “I’m so sorry you’re going through such an awful experience. (My dad was dying) Don’t worry about your paycheck,
I’ll pay you for whatever time you need. Take as long as you need.” (He did
just that and he came to the funeral.)

You have finished.

You are an asset to our practice.

“You’re an exceptional dental assistant, above the rest,” “Your good qualities far surpass any negative ones that you may have and you are
excellent with the patients.”

“I can’t manage to work without you.”

The only positive comment I ever got from a dentist was when I was
in school. A dentist exclaimed, “Who took these X-rays?” I told her that I
did. She said they were perfect X-rays, the best she’d ever seen.

“She is the brains of this outfit.”

That I was being wasted at the front desk, and I should be assisting.
(This dentist rarely gave compliments, and this was actually a huge
compliment.)

 

 

 

Embezzlement: Dentistry’s dirty little secret

Here is an article from DrBicuspid.com that suggests that over 60% of dentists will be victims of fraud.  Read about Dr. Gordon Christensen’s experience.  Make sure that you have embezzlement safeguards in place in your practice! Not sure? Contact us.

Embezzlement: Dentistry’s dirty little secret

By Donna Domino, Associate Editor

April 29, 2011 — Sometimes it’s a spouse, girlfriend, relative, accountant, or business partner.

Unfortunately, more often it’s a trusted, longtime employee who has an insider’s knowledge of your bookkeeping practices and access to your bank account.

Maybe their spouse has been out of work for months and, desperate for money, they begin embezzling from the practice and “cooking the books” to cover their tracks.

But experts say it is often just a matter of greed.

Dental practice embezzlement is not an anomaly; in fact, it’s shockingly pervasive. Some fraud investigators say that 60% of dentists will be victims of fraud during their careers, while others put the figure as high as 90%.

Even Gordon Christensen, DDS, MSD, PhD, and his wife Rella Christensen, RDH, PhD, have been victimized — not once, but twice — by employees who stole from their nonprofit research group, CRA, now called the Clinicians Report.

“It’s often the most trusted employee,” he told DrBicuspid.com.

The first theft involved a woman accountant who seemed extraordinarily dedicated to her job: She came in early and left late. She was also intent on being the only one in the office who made financial entries. She was eventually discovered after the office’s door activator recorded her coming into the office at 3 a.m.

“This is usually a person that you think is working hard and is the most trusted employee.”
— Gordon Christensen, DDS, MSD, PhD

“She was rigging the numbers and embezzling an enormous amount,” Dr. Christensen said. CRA took the case to a state job court, where the bookkeeper/accountant somehow twice avoided being held responsible. Finally Rella filed a civil lawsuit against her and won, but the situation took a toll on the Christensens — especially after the accountant’s husband, who worked for an explosives company, threatened them and even tried to run down Rella with his SUV.

“We did win, but I don’t know if it was worth it,” Dr. Christensen recalled. “The endeavor cost many thousands of dollars and lots of time, effort, energy, worry, and grief.”

The second embezzlement involved a young man, a former missionary, who was responsible for depositing funds from German subscriptions for the Christensens’ research group into German banks.

Despite growing subscription levels, revenue was mysteriously going down, which made Rella suspicious. The Christensens eventually discovered that he had embezzled more than $200,000 over several years.

“At first it was deny, deny, deny,” Dr. Christensen said. “He finally admitted it and brought his parents in, who apologized and wanted to repay the money.”

While many embezzlers involve people who’ve had a run of bad luck, these individuals had no extenuating circumstances that motivated them to steal.

“It was simple greed,” Dr. Christensen said. “It’s just appalling that people do this.”

Should you prosecute?

David Harris, who runs dental fraud investigation company Prosperident, investigates up to 100 dental fraud cases per year using four forensic examiners, but he says he could keep 15 inspectors busy. In the U.S., 5,000 to 6,000 dentists per year will be fraud victims, he told DrBicuspid.com.

“It’s just so endemic in dentistry,” he said.

Most embezzlers steal about $100,000, but Harris said the biggest theft he’s uncovered totaled $612,000. Insurance only covers so much. Most policies have a fraud coverage maximum of $75,000, he said, adding that some dentists have no insurance to cover thefts.

Office managers, receptionists, and anyone with front desk access are usually the culprits, Harris noted, and the majority of frauds are committed by people who’ve been with the practice more than five years.

Often, normally honest people are driven by desperate circumstances to steal from their employers, he said.

“Something happens that puts their back to the wall,” Harris explained. “A spouse loses their job or dies, or narcotics or gambling problems threaten their basic financial existence.”

Only about 20% of dentists prosecute the embezzlers, he said. In Harris’ experience, several chose not to because the thief was a relative, girlfriend, or a staffer they were having an affair with and they didn’t want their wives to find out. Some dentists don’t prosecute because they are engaged in illegal activities themselves, such as insurance fraud, he added.

In one case, after Harris uncovered a staffer’s theft, she warned Harris that the dentist should think twice before pressing charges because she “had the goods” on him.

“She knew the dentist had been inflating procedures on insurance claims,” he said.

Harris described the dentist’s reaction to the embezzler’s ominous threat. “He sort of turned pale and said, ‘I didn’t think this would be an issue.’ ”

Not surprisingly, the dentist decided not to report the theft.

But sometimes practitioners decline to file charges because they’re embarrassed. A periodontist who lost more than $100,000 to an employee decided to drop the matter. “If this becomes public, all the general practitioners will think I’m an idiot and will stop referring to me,” he explained to Harris.

While checking references is a good idea, it does little to prevent theft because in most cases, the potential embezzler is already on staff, Harris said.

“The thief isn’t going to quit and go someplace else to steal. They’ll just find a weak spot in the system,” he said. “They need money and their ethics become pliable. You trust them and they know what you look at on a monthly basis, so they have all the advantages.”

Like Dr. Christensen, many dentists have been victimized by fraud more than once. One periodontist Harris worked with was the victim of embezzlement three times. “He had a big office with about 15 staffers,” he said. “It’s the law of numbers.”

And even if the thief is successfully prosecuted, few ever serve jail time, Harris said. Generally, it’s a first offense, they usually have no criminal background, and there are mitigating circumstances. Embezzlers will plead hardship, telling judges that they were forced to steal to pay for their son’s kidney transplant, he said, which in one case was true.

Initially, many dentists who’ve suffered thefts are reluctant to file charges against employees who they’ve known for a long time. But insurers require that dentists file a police report if they want to file a fraud claim.

“They feel bad for the employee and say, ‘She was like family. I don’t want her to go to jail,’ ” Harris said. “The majority say they don’t want anything bad to happen to the person. But as the dentist sees what the person has done to him, they get mad.” After the investigation is over, more are inclined to prosecute, he said.

Usually, embezzlers are caught when something unforeseen occurs. One woman’s stealing came to light when she broke her leg skiing and couldn’t come to work after not missing a day in five years. “The dentist brought in a replacement worker who, after a few days, said, ‘Something doesn’t make sense here.’ She had gotten questions from patients who had paid by cash but had received statements that looked like they paid by credit card,” Harris said.

Dentists who’ve been defrauded by longtime employees understandably feel betrayed, Harris said. “They’re mad, hurt, confused,” he said. “They feel they can’t trust anyone afterward.”

“The thing that hits me hardest,” Dr. Christensen noted, “is this is usually a person that you think is working hard and is the most trusted employee.”

Building Trust

Trust is essential to all healthy relationships. Without trust, you, your team, your patients and your family will suffer.  The author and speaker, Jon Gordon has shared his thoughts on the 11 ways to build trust:

  1. Say what you are going to do and then do what you say!
  2. Communicate, communicate, communicate. Frequent, honest communication builds trust. Poor communication is one of the key reasons marriages and work relationships fall apart.
  3. Trust is built one day, one interaction at a time, and yet it can be lost in a moment because of one poor decision. Make the right decision.
  4. Value long term relationships more than short term success.
  5. Sell without selling out. Focus more on your core principles and customer loyalty than short term commissions and profits.
  6. Trust generates commitment, commitment fosters teamwork; and teamwork delivers results. When people trust their team members they not only work harder, but they work harder for the good of the team.
  7. Be honest! My mother always told me to tell the truth. She would say, “If you lie to me then we can’t be a strong family. So don’t ever lie to me even if the news isn’t good.”
  8. Become a coach. Coach your customers (patients). Coach your team at work. Guide people, help them be better and you will earn their trust.
  9. Show people you care about them. When people know you care about their interest as much as your own they will trust you. If they know you are out for yourself, their internal alarm sounds and they will say to themselves “watch out for that person.”
  10. Always do the right thing. We trust those who live, walk and work with integrity.
  11. When you don’t do the right thing, admit it. Be transparent, authentic and willing to share your mistakes and faults. When you are vulnerable and have nothing to hide you radiate trust.

More Thyroid Guard Information

Check out the information on Thyroid Guards  and dental xrays on www.snopes.com .  It is important for dental teams to know what the public is hearing and reading.  Have a discussion with your team on radiation safety and handling patient concerns. Have a consistent, caring message when addressing these inquiries.

In The News: Dr. Oz

This information was sent to me and I thought I should share it, as so many patients watch Dr. Oz.  Our hope is that it will allow you to be proactive in addressing patient concerns over dental x-rays and how you protect the thyroid with your use of the lead neck collar.  This would be a great agenda item for your next team meeting.

On Wednesday, Dr. Oz had a show on the fastest growing cancer in women, thyroid cancer.  It was a very interesting program and he mentioned that the increase could possibly be related to the use of dental x-rays and mammograms.  He demonstrated that on the apron the dentist puts on you for your dental x-rays there is a little flap that can be lifted up and wrapped around your neck.  Many dentists don’t bother to use it.  Also, there is something called a “thyroid guard” for use during mammograms.  By coincidence, I had my yearly mammogram yesterday. I felt a little silly, but I asked about the guard and sure enough, the technician had one in a drawer. I asked why it wasn’t routinely used. Answer: “I don’t know.  You have to ask for it.” Well, if I hadn’t seen the show, how would I have known to ask?  

External Practice Management Software

 

It is more important now than ever before to have the ability to stay connected to your patients. More and more patients rely on their computers and smart phone technology to plan their days and communicate with others. In order to take advantage of these technology advances, it is important for the dental practice to upgrade to practice software that will contact patients on these devices. If you have not already purchased an external practice management system to run your recall system, email and text your patient’s, reactivate patients and do marketing for you, now is the time to seriously consider this type of software. Assign someone on your team (not the dentist) to research the ins and outs of what these software programs can do for you. Set preferences properly and create a plan to take advantage of the inexpensive web and direct mail marketing available with many systems.

Tips for 2011

One of the first tips for improving your practice in 2011 is to upgrade your practice management software system AND plan to take time to train your team on all your software can do for you.  Don’t believe that the training you had years ago when you bought the system is enough.  Most practices only utilize a small fraction of their software capabilities.  Make the most of your system and invest time in training.

Dentists exempt from Red Flag Rule

FYI:
Dentists exempt from Red Flags Rule
ADA is pleased to announce that dentists will be exempt from the Federal Trade Commission’s Red Flags Rule that goes into effect Jan. 1, 2011.
President Obama signed into law the Red Flag Program Clarification Act of 2010, which clarifies and narrows the definition of a “creditor” and thereby excludes dentists and other small businesses.

Four Things Employees Need From Leaders

Four Things Employees Need From Leaders

Traditional leaders see the employee-boss relationship as a transaction: money in exchange for labor. Transformational leaders know and recognize that employees want much more than that. Here are the four things your people need to succeed:
Love. This may sound touchy-feely, but love simply means focused concern that is exclusively for that person’s good. Show your employees you care about them and their futures.
Growth. No one wants to be exactly where they are forever. Create a culture that allows your people to grow and expand.
Contribution. To feel fulfilled, employees must know that they are contributing to the whole. Emphasize the ways that their work matters to the organization.
Meaning. We are meaning-seeking creatures. Share a vision that demonstrates that all of your employees are engaged in a larger purpose.

Today’s Management Tip was adapted from “Four Things Employees Need from Leaders” by Cleve Stevens.