JASON TIERNEY
SLEEPING WITH THE EDITOR
THE SECRET TO
DENTAL SLEEP MEDICINE SUCCESS
G.O. D.E.E.P.
W
hat’s the biggest reason
dental practices fail to attain
success in Dental Sleep Medicine
(DSM)?
Getting patients tested? MD
networking? Medical billing?
Worried about side-effects?
I’ve had the good fortune
(and occasional misfortune) of
consulting with thousands of
dentists implementing DSM over
the past 12 years. During this
time, I’ve studied what works,
what doesn’t, and why.
So, what is it then?
Fine, I’ll tell you. The best part
about the answer is that you
completely control the outcome.
You can make the change. It’s
entirely up to you. It doesn’t
require any new equipment,
capital expenditure, or mini-
residencies.
Are you ready?
The most successful DSM
practices G.O. D.E.E.P.
Forget software. Forget devices.
Yes, those are all obstacles
inherent to DSM, but the
dentist that is the “go to in
our area” has figured out how
to overcome those obstacles.
They’re screening patients.
They are getting patients tested
and they’re receiving referrals
from physicians. She’s receiving
reimbursement from medical
insurance. He’s treating a lot
of patients and managing side-
effects.
So, it can’t be those issues.
Those can be overcome with
education, experience, and
elbow grease.
What is it then?
Generate: Generate a vision.
This means establishing WHY
you’re going to offer this service,
what it means to you, your team,
your practice, and your patients.
You must believe in this.
Objectives: Share with your
team the steps that you’re going
to take for education, workflow,
training, etc. They must also
believe. Screen, test, and treat
them, their spouses, and others
that are close to you. The results
will convert your team into
ambassadors for DSM in your
practice.
Delegate: DSM is a largely team-
driven procedure with a lot
of easily managed, yet crucial
steps. If you insist on managing
every step, you’re in trouble.
You’ll fail and bail. You have
a fantastic team. If you don’t,
create one. Empower them to
do their jobs and hold them
accountable.
Execute: Your emphasis on
education is commendable, but
don’t allow yourself to fall prey
to analysis paralysis. Screen
patients. Treat them. Take action.
Just do it.
Evaluate: What’s working? What
isn’t? If the hygienists aren’t
identifying signs of OSA, why?
If patients are declining your
suggestion regarding the need
for a test, why? If claims aren’t
going through, why?
Pivot: Based on your evaluations,
revise your processes as needed.
This works. I’ve seen it again
and again in offices that are
treating hundreds of patients
each year. These successfully
treated patients become lifelong
dental patients and phenomenal
referral sources for years to
come. Implementing this process
requires you to reflect and make
some real internal changes,
mindset shifts. You can do this.
They have. Others will. What will
you do? G.O. D.E.E.P.
JASON TIERNEY
COO, DENTAL SLEEP SOLUTIONS
[email protected]