There may be times when you see an unfamiliar brand of material on the tray before you. If you do notice, it’s likely because the brand of this particular material has come to matter to you.

You know the brand you prefer is predictably reliable, and you have worked with it a lot.

A while back, I went to take a Centric Relation bite record for a patient so we could fabricate an occlusal appliance. After I dried the upper teeth and reached for the bite registration silicone, I realized it was an unfamiliar material in the gun. While trying to complete the procedure, I rotated the gun to read the label. Sure enough, it was bite registration silicone, but not a brand I had used before.

After the procedure was completed and the patient dismissed, I found a few minutes to talk to my assistant that handles ordering. She has been very effective in managing supplies and an incredible team member. I started with a simple question that I hoped would not sound accusatory. “That was a new bite registration material I haven’t used before.” She was pleased to say the brand was less expensive and they were having a special, so it was even less expensive than usual.

Now many of you might think all bite registration silicone is created equally, and I learned my assistant thought so as well. Her cost-saving thought process works well for many for the things we use in the office where I don’t have a brand preference, such as 2 x 2 gauze. However, I do have a strong brand preference for bite registration silicone. They are not all the same hardness, and they do not all have the same set time or moisture tolerance. This was not the staff member’s fault because I had never communicated this to her.

This has prompted me to take a moment, sit with my staff and go through the materials we order and identify any other places where my preferences are very brand specific. While doing this, I explain why I have each preference.

From time to time, I try new materials and brands of materials, adopt some and reject others. My preferences change. Therefore, I offer this little story to remind myself and to suggest to others that we periodically review with our teams the brands we like, the ones we don’t like, and the ones we would like to try.

One of my goals with composite restorations is to do as much of the forming and shaping prior to picking up a curing light as I can.

The material is easy to sculpt before it is cured, and access to the surface of the tooth is easier with hand instruments. Once I have placed all the composite and have a dense fill, I remove as much of the excess sitting above the final occlusal surface as I can. With this step accomplished, I turn my attention to creating the occlusal anatomy.

My OptraSculpt handle and disposable tips from Ivoclar Vivadent are perfect for this. The various tip shapes allow me to create incline planes, occlusal grooves and the curve of the marginal ridges into the occlusal embrasures. This process often removes and shapes the composite. My assistant holds a two by two that has been moistened with rubbing alcohol to remove the excess off the end of the instrument. I can place a different shape on each end of the instrument, or I can interchange them as I need them.

Using a series of disposable tips enables me to work without the composite sticking. This has reduced the necessity for meticulous management of expensive instruments which frequently need replacement. And, I resist the desire to use dentin adhesive or an unfilled resin on the instrument to reduce sticking.

The steps I’m outlining here are not a list of transactional procedures. Rather, they are transformational life-changing concepts. My hope is that you will be as courageous and as excited to learn about how to be a better communicator as you are to learn about implants or smile design. If and when you do take the plunge, get ready to work hard and at the same time experience a more joyful and fulfilled life. Everyone in your life will benefit, and your practice will flourish. As I wrote in Part 1 of this blog, as a result of improved communication in my practice, an interesting thing happened regarding the practice income. Instead of “me chasing it, it chased me.”

Take a look at yourself with DISC Personality Assessment.

The first step to developing your communication skills is to take an up-front look at yourself. This can be a difficult step as you dive into investigating who you are and why you do the things that you do. One of the most beneficial things I did to help myself in this area was to take the DISC Personality Assessment. This detailed report helped me better understand myself, my personality style, and my motivation. Not only did it provide me with new information about myself, it gave me hope that yes, in fact, I could learn how to relate more effectively with others.

Gain insight into the personality styles of your team members.

Once I understood my personality style, I was then able to better connect with my team. I had each member of the team take the assessment to help them discover for themselves who they were and how they communicated with each other. This exercise proved to be an eye-opener for all of us.

This new personal insight was like an eyeglass prescription change. Instead of seeing each other’s faults, we were now able to more clearly see each other’s strengths and work together more harmoniously. Honesty, authenticity, and accountability became part of our daily lives. When conflict arose among us, instead of “burying it,” we resolved it.

As a team, we were able to see each other’s “uniqueness” rather than our “strangeness.” At this point, dentistry became more fun and productive; the practice income or “numbers” rose dramatically. Keep in mind that all this growth occurred before tackling the “transactional” details like appointment scheduling or collections.

Get to know and “connect” with your patients at a deeper level.

Next, we set out to better understand our patients: their needs, their wants, their fears, and their desires. We embraced the thoughts of Theodore Roosevelt who said, “People don’t care how much you know until they know how much you care.”

A few things we did to better connect with our patients included: being aware of our posture, our tone of voice, and the words we shared. We had training and developed our listening skills, asking more questions and talking less. Other changes we made included doing a thorough new patient exam and always keep the conversations focused on the patient. As Dale Carnegie would say, we became “interested” instead of being “interesting.”

Collectively, we agreed that we would not talk about ourselves unless the patient asked us. Additionally, we embraced the use of positive language. The phrase “no problem” was banned from the office.

Continually develop your “co-discovery” skills.

As a team, we committed ourselves to continuing education, seeking excellence in both our technical and communication skills. Our desire was to better understand the individual needs of each of our patients with the goal of helping them achieve optimal dental health.

We valued “helping our patients see what we were seeing.” We embraced the idea of “co-discovery” by asking thoughtful questions and involving them more in their dental examinations and treatment discussions. For example, we used the phrase “gum health measurements” instead of gum disease or gum pocket probing.”

We took intentional steps to make sure that our patients felt well cared for and well informed. We worked within our shared values that included timeliness, cleanliness, politeness, and technical excellence. “Inform before perform” and “quality is not a variable” became an important part of our practice culture. And when situations didn’t go as well as we had planned, we talked about it using AARs or “After Action Reviews,” a system developed by the U.S. Army.

Fine-tune systems after learning how best to work together.

Once we figured out who we were as individuals and how we could best work together as a team to serve our patients, we then started to delve into and fine-tune our systems. A sampling of some of the areas we developed included–patient greeting and check-out, telephone skills, collections, scheduling, morning huddles, staff meetings, job descriptions, and a personnel policy manual, to name a few. As we became better communicators, our office became a fun and more productive workplace. And as a side benefit, at the end of our work day, we had energy left to share with our families.

Let everyone know how much you care.

I’m asking you to be contrarian in your thinking. Instead of looking solely at the transactions of your practice, focus first on how you communicate with yourself and with others. And when you do, your life will never be the same. When you become a great communicator, everyone wins–you, your staff, your patients, your family, and your friends. And remember the quote from Theodore Roosevelt, “People don’t care how much you know until they know how much you care.”

On October 1, 2018, I retired from my solo private practice of twenty-eight years in the rural town of Wolfeboro, NH. During my years of practice, I sought continuing dental education from organizations like The Dawson Academy and The Pankey Institute to advance my technical skills. At the same time, I was a student of communication reading numerous books by authors like Travis Bradberry, Dale Carnegie, Stephen Covey, Kerry Patterson, and John Maxwell. In 2009, I received a master’s degree in strategic communication and leadership from Seton Hall University. My story is one of joy, fulfillment, and financial success.

For twenty-eight years, I practiced dentistry without the influence of dental insurance, never participating with any PPO’s or Premiere programs with set fees. And in spite of that, my practice thrived. Was it because I was good at my craft? Maybe. I attribute my joy, my fulfillment, and my financial success to the deep relationships I fostered not only with my patients, but also with my staff.

An Unhappy Time in My Life

Early on in my career, I admit that I focused too much on the “numbers” or the financial side of my practice. My mood was often like a rollercoaster. When the numbers were “up,” I was “up.” When the numbers were “down,” I was “down.” In addition, patients frequently refused my treatment recommendations. It was an unhappy time in my life, and I was heading towards burnout. I was often angry and frustrated making everyone in my path miserable.

On occasion, my wife would tell me, “I know that in your heart you mean well, but sometimes your delivery stinks.”

I knew I couldn’t continue this way, and so with some trepidation, I set out to change. I knew this self-examination would be humbling as I took a hard look at myself, my poor communication, and my poor leadership. I knew that before I could lead my staff, I had to get myself straightened out.

A New Focus on “We”

In my searching, I learned that “you can’t give away what you don’t own.” Through lots of study and reflection on my less-than stellar communication skills, I was able to change my “me” focus into a “we” focus. Instead of my usual focus on money or “the golden eggs,” I started to focus on my staff and my patients, the “geese that laid the golden eggs.” And as a result, an interesting thing happened regarding the income of my practice. Instead of “me chasing it, it chased me.”

Lots of the practice management courses today emphasize the transactional or money aspects of running a dental practice: scheduling, collections, website design, marketing. There is no question that these areas are important and are necessary aspects of running a dental practice. However, in my opinion, lasting change and growth in a dental practice starts with the dentist’s thinking and his/her ability to communicate effectively.

In Part 2, I will outline some transformational life-changing concepts with the hope you, the dentist, and your team will experience the benefits of improved communication.

Lin-Manuel Miranda concludes his iconic musical Hamilton with a piece titled, “Who Lives, Who Dies, Who Tells Your Story.” The song causes the audience to reflect on why certain people in history are remembered, while others are forgotten. It draws them in and includes them in the drama to discover personal meaning through the experience.

L.D. Pankey knew and told his story. Others told it too.

One of my favorite quotes from Peter Drucker is, “The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself… The aim of marketing is to make selling superfluous.” When I first read Drucker, is was a true “a-ha” moment for me; it completely shifted my paradigm about marketing while simultaneously connecting it to L.D. Pankey.

The light came on. L.D. Pankey was one of the greatest marketers in the history of dentistry. And he achieved it by first knowing who he was, and then clearly and consistently communicating it to the world. In other words, he was very good at telling his story, and it was through that narrative that others learned, grew, and our entire profession benefited.

Clarify your story to tell it well.

If we are to thrive in this rapidly-changing marketplace, our own compelling story must be known. Our story must be told by ourselves, by our care team, by our patients, and others. It’s ultimately up to us who will tell our story and what they will say. So, how do we go about telling our story? First, we must clarify our philosophy and vision to the point that they are “in our tissues” … to the point that we can’t NOT talk about them. Put your story out there with enthusiasm. The rest will follow.

The Least Understood Part of Dr. Pankey’s Cross

I’ve always thought that the least understood and least appreciated aspect of Dr. Pankey’s cross of life is the directive to “Know Yourself.” It seems more interesting and exciting to get into learning about your work and your patients. And applying that knowledge makes all the sense in the world. Many high achieving people are happy to dedicate themselves to a lifetime of learning about their work.

What about learning about ourselves? My experience is that it’s easier to believe we have “done that.” We take a psychological instrument and label ourselves as “Driver” or “Amiable.” Check! We survey our values and identify the top three. Check! We write a vision or mission statement. Check! How much more is there to learn?

I have come to understand that, over time, the self-discovery process of knowing yourself can be the most challenging and most rewarding aspect of your work. Knowing yourself is what makes you not only a better dentist, but a more effective leader, a more engaged family and community member, and a more fulfilled person. So, when I was asked to speak about that at the Pankey Institute’s Annual meeting I was both delighted and a bit intimidated. It is such a big topic!

“But, What about Self-Absorption?”

The idea of knowing yourself can have a connotation of self-absorption, a self-serving focus inward. This thought has arisen in our evening discussions at the Institute. We tend to think it is more appropriate to focus outward on our patients, our team, and our work. We want to facilitate their growth and their learning about how to become healthier. It can be difficult to see the value of that inner self-discovery focus. But Parker J. Palmer, whose writing has informed my work over many years wrote:

“. . . When I do not know myself, I cannot know who my students are. I will see them through a glass darkly, in the shadows of my unexamined life, and when I cannot see them clearly, I cannot teach them well.”

That lens through which we see others is an essential part of who we are. What I have learned so far is that my lens includes filters of impatience, and judgment, and assumptions about what I think I know. I have my blind spots. But my lens also includes compassion, and love, and understanding.

After 40 Years, Even New Discoveries

After 40 years in service of others, I am still learning about myself. As I learn to know myself, I am better able to take a step back and look at my filters, not just through them. I’m learning to question and understand where they fit and where they do not. I find it very interesting how on my best days I can see both the filter and the lens. With intention, I practice questioning my assumptions and suspending my judgment. Sometimes I can even laugh at the stories I make up about people and situations! And often I can also see the gifts I bring; the perspective, the compassion. Those are the times when I can bring all of myself to my work.

I serve better and I am better for knowing myself.

Mary will be presenting on Know Yourself at the Pankey 50th Anniversary Annual Meeting this year on Key Biscayne, Fl September 13,14.

Fostering long-term relationships with other clinicians is an admirable goal. In my last blog, I talked about a study club I’ve been part of for forty years. How we’ve kept it going this long comes down to timing and commitment. We were brought together by Pankey and continued to develop our clinical and personal interests throughout our careers. Read on to learn how we’ve kept our study club going this long …

Relationships, Friendships, and Support From Study Clubs

During our regular study club meetings, we argue dental techniques, philosophy, and technology. We discuss our business successes and failures and share ideas on how to improve. Individually we offer to mentor our younger colleagues. We have provided solace and support after death and divorce, as well as tough love in situations where a member needed honesty as well as support. 

We continue to come to meetings even though several members drive sixty miles or more to attend and several others are now retired. Although we refer patients to one another, we seldom see one another except for at our meetings. We challenge each other to think critically, demand proven research before adopting new treatment modalities, and continue on a path of learning.  

Other members of the group are now approaching retirement. In fact, one member of the group just celebrated his eightieth birthday. We know these facts will force us to consider disbanding. However, when we poll the members we find that no one wants to quit meeting. We may have to meet less often, but we will not give up on the relationships, friendships and support.

For those considering joining or forming a study club, we encourage you to take the risk and commit to making your group one of perennial sophomores.

What do you love about study clubs? Let us know your thoughts! 

Dental study clubs can be incredibly valuable for fostering long-term relationships with other clinicians. Curious what that looks like? Keep reading …

Forty plus years ago, a group of dentists in the Green Bay Wisconsin area had the opportunity to meet Dr. L.D. Pankey. In his presentation and discussion, Dr. Pankey told us one of the secrets to success in life was to become a “perennial sophomore.” This means never stop studying and asking, ‘Why?’ 

Forming a Pankey-Inspired Study Club

After meeting Dr. Pankey, a number of us took advantage of attending The Pankey Institute. The Institute was, at that time, in downtown Miami in the DuPont Plaza Hotel. We were lucky enough to learn from, and rub shoulders with, other legendary dentists like Loren Anderson, Harold Wirth, Henry Tanner, and Alvin Filastre.

Although our group did not attend The Institute all at the same time, we soon found one another and started a study club. We decided to meet for dinner at The Union Hotel in De Pere, Wisconsin and discuss dentistry once a month during the fall and winter.

This month we celebrated the study club’s thirty-ninth year of existence with dinner at the same hotel dining room where we have met monthly during all that time. Over the years we have all been back at the Institute and celebrated its new venue. We have continued efforts to remain at the forefront of postgraduate dental education and private fee for service care.  

Our initial group of about a dozen members has grown smaller as we have aged. We have added a few new members over time and lost some members due to age or illness. In our early years, we invited speakers in and sponsored CE programs in the area.  

As we all developed more mature practices and our relationships within the group moved into higher levels of trust, we decided not to try to grow larger. Some may consider that to be self-serving. However, we see our group as having moved from a dental study club to a study club and support group.

We have never given up the goals of continuing to ask ‘why’ and continuing to learn.

To be continued …

Pankey Learning Group Information