Jason Tierney, Connector - Wordsmith - Runner

THE 100 CLUB In 2015, Frost and Sullivan, a respected market research firm, published a report on the state of the sleep field and its forecast for the next five years—basically where we are today. Their data crunchers noted that only 100 dentists—what I’ll call “The 100 Club”—were responsible for approximately 32 percent of the custom appliances prescribed in the U.S. each year. It also divined that, by the time you read this, more than 3 million appliances would be delivered annually. They missed the bullseye. Hell, they missed the entire target. The ADA estimates the number of general dentists…

R.E.A.D. THE ROOM The consultative selling process is invaluable. It can benefit you in just about every area of your life. It will make you a better communicator, a more confident leader, and a better dentist, parent, partner, and friend. DSM is rife with acronyms, and it’s time to introduce a new one to represent this proven process. There is no debate or controversy as to its efficacy, like there is with AHI or STOP-BANG. This acronym and the process it represents are irrefutably effective, period. Full stop (bang). You’ve heard someone say you should “read someone’s body language” or…

THE WAIT IS OVER - MY NEW BOOK IS NOW AVAILABLE! That feeling you get when you finally board after your flight home was delayed for hours. Inducing labor because this kid needs to get on with her life. The newest season of binge-worthy Netflix and Chill content. Craig Bruce opined, “You usually have to wait for that which is worth waiting for.” Hopefully you’ll find that to be true when you read my new book which is finally available. It’s called TRANSFORM DENTAL SLEEP: The Step-by-Step Guide to Doubling Your Sleep Patients, Increasing Physician Referrals, Simplifying Processes, and Improving…

Many dentists know a lot…about dentistry. Most of these same dentists don’t know a whole lot about team dynamics, interpersonal communication skills, or how to craft a purpose-driven mission statement that everyone in the office will die for.

Dentists face myriad pressures from dental service organizations (DSO). In 2017, a mere 7.4% of dental practices were associated with a DSO, but that number increased nearly 40% over the following three years. Some forecasts estimate that by 2030 ~80% of practices will be affiliated with a DSO or similarly managed organization.

Years ago, in Dallas (or maybe it was St. Louis, Rochester, or Waukesha), I kicked off a dental CE presentation by asking everyone to “Raise your hands if you screen all your patients for oral cancer.” Each hand went up. Every one of them. “How many of you with your hands up have detected a lesion in the last 12 months?” Almost every hand went down. In a room full of 30 dentists, two hands were still up. My next question. “Of you two with your hands up, have you detected more than one squamous cell carcinoma in the past year?” Both hands went down.

If I had a dollar for every time a dentist told me her team won’t screen patients, doesn’t want to do sleep, or complains about how “insurance won’t pay so no patients move forward”, I’d have enough to buy a 2013 Camry with 135,277 miles on it. Even if you hadn’t heard the term before, you’ve experienced it. I certainly have. Many times.This crippling fear-centric behavior is rampant among dental sleep practitioners. It’s an inside joke among non-clinicians and sales reps in the DSM field.

Over the years, I’ve seen too many dentists try to buy their way to DSM success. They think that subscribing to the right billing service or getting the right HST interpretation service is going to be the game-changer. This isn’t a CEREC problem. You can’t purchase an in-office mill and somehow treat more sleep patients. Even if you hadn’t heard the term before, you’ve experienced it. I certainly have. Many times.This crippling fear-centric behavior is rampant among dental sleep practitioners. It’s an inside joke among non-clinicians and sales reps in the DSM field.

Analysis paralysis is a term nearly everyone is familiar with. We analyze, over-analyze, and re-over-analyze. Again. Even if you hadn’t heard the term before, you’ve experienced it. I certainly have. Many times.This crippling fear-centric behavior is rampant among dental sleep practitioners. It’s an inside joke among non-clinicians and sales reps in the DSM field.

February 2019. I was sitting in a Dental Sleep Medicine (DSM) course in Scottsdale, AZ. Pre-pandemic. But that doesn’t matter. It might have been my hundredth DSM CE course. Maybe the 200th.