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Unleashing the Power of
the 89%
Timothy M. Bizga, DDS, FAGD
www.2thLectures.com
ABOUT ME
DISCLAIMER
As a Catapult Education Member we participate in multiple product reviews each year in order to stay at the fore front of the latest materials, techniques and services available, ensuring that the message we are delivering is current and relevant to today’s continuing education needs.
Some of these products & services I will be sharing with you today.
Today I am supported in part by:
Midway Education
Here is what I know
• I am deeply passionate about consumer access to affordable care AND…the right of health-care provider to remain independent while earning a living
I also know…
• The Industry is BROKEN and Dentist are footing the bill…
• Payroll has gone up• Rent has increased• Equipment costs
• Since 1997 the market has grown 70%, while dentists remain flat
• YET reimbursement through primary payment channels in dentistry (i.e. dental insurance) is stagnant or declining
– 2011-16 charges to insurers increased in 36 states; while reimbursements during same period DECREASED in 46 states
A Tale of Three Groups of Independents
Independent Pharmacy Independent Hardware Independent Optometrists
DSOs continue to expand
2000199019801970
When will 50% of dental practices be DSO affiliated?
SS
Administrators
2030
ADA
2028
ADSO
2026
Industry
Partners
2025
2018
20%
2020 2022 2024 2026 2028 2030
Private Practice Ownership Declining
Trends in Education Debt
$287,331average debt per
graduating senior in 2018
American Dental Education
Association (ADEA)
Solution
2 Ways Out
What they did not tell you in Dental School…And what you need to learn NOW
1. Precision is important, so is Speed---Balance2. Indecision is a decision---Accountability3. Certainty leads to case acceptance---Confidence4. Insurance is a mess, but you have to deal with it---Truth5. Most overestimate what can be done in 1 year, yet GROSSLY
UNDERESTIMATE what can be done in 5 years---Vision (The RULE of 5)
6. People are the best/worst part of the job, but keep people first---Priority
7. Unlearn what you have learned---Wisdom
19
Purpose of DISC
1. To help you better understand YOURSELF
2. To help you better understand OTHERS
3. To help you be MORE PRODUCTIVE and have LESS ANXIETY when dealing with people
4. To treat others as they wish to be treated
• The one who knows this information is the one responsible for using it and applying it!!
Reserved
Outgoing
First Question
1. Am I more Outgoing, or am I more Reserved?
Understanding Yourself …
Everyone is “wired” differently. To understand yourself better, ask yourself these two questions:
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Understanding Yourself... Traits to look for:
Outgoing / Active
Fast - paced
Involved
Energetic
Optimistic
Positive
Enthusiastic
Reserved/Passive
Slower – paced
Cautious
Concerned
Reluctant
Critical thinking
Discerning
Reserved
Outgoing
Their focus is on talking
things out.
Their focus is on thinking
things through.7
Second Question
2. Am I more Task-oriented or People-Oriented?
Understanding Yourself...
Task-
Oriented
People-
Oriented
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Understanding Yourself … Traits to look for:
Task-Oriented People-Oriented
Form
Function
Programs
Plans
Projects
Process
Relationships
Caring
Sharing
Emotions
Feelings
Friendships
Task-
Oriented
People-
Oriented
Their focus is on getting
things done.
Their focus is on other
people and how they feel.
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P
E
O
P
LE
RESERVED
OUTGOING
T
A
S
K
Remember: Everyone is a unique blend of these four parts.
When you combine these two ways to divide the circle, you will see that they give
the circle four parts, so you can visualize the four temperament types.
Most people have predictable patterns of behavior. They relate to specific personality styles. There are
four basic personality styles: D, I, S and C. They are also known as temperaments. They blend together
to determine your unique personality style. The graphic overview of the Four Temperament Model of
Human Behavior will help you understand why you often feel, think and act the way you do.
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Dominant
Demanding
Direct
Determined
Decisive
Doer
Director
Dogmatic
Dreamer
Diligent
Dynamic
Defiant
The D Type OUTGOING
T
A
S
K
12
Percentage of Population:
Examples:
Basic needs:
10%
Donald Trump, Judge Judy, Dr. Phil, Hillary Clinton
Challenge, Choices and Control
D Types Make Good...
Administrators
Athletes
Boxers
Builders
Business Owners
Coaches
Developers
Directors
Drill Instructors
Entrepreneurs
Executives
Fighter Pilots
Foremen
Government Agents
Law Enforcement Officers
Lawyers
Military / Special Forces
Motivators
News Anchors
Private Investigators
Producers
Race Car Drivers
Real Estate Developers
Sales Managers
Supervisors
Truck Drivers
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D STRENGTHS
STRONG-WILLED
DETERMINED
INDEPENDENT
OPTIMISTIC
PRACTICAL
PRODUCTIVE
DECISIVE
LEADER
CONFIDENT
D WEAKNESSES
SELF-CENTERED
MOODY
CRITICAL
NEGATIVE
RIGID
THEORETICAL
IMPRACTICAL
UNSOCIABLE
REVENGEFUL
Strengths pushed to an extreme
become weaknesses.
13
The I Type OUTGOING
Inspiring
Influencing
Inducing
Impressive
Interesting
Impressionable
Important
Interchangeable
Interested in People
Imaginative
Impulsive
Illogical
P
E
O
P
L
E
16
Percentage of Population:
Examples:
Basic needs:
25% - 30%
Oprah Winfrey, Ellen DeGeneres, Dr. Tim Bizga
Recognition, Approval and Popularity
I Types Make Good...
Actors
Airline Attendants
Auctioneers
Broadcasters
Clowns
Coaches
Comedians
Entertainers
Evangelists
Meeting Planners
Peace Corps Volunteers
Performers
Politicians
Preachers
Public Relations Directors
Public Speakers
Masters of Ceremonies
Radio Personalities
Receptionists
Reporters
Salespeople
Teachers
Telemarketers
Telephone Operators
Travel Agents
Wedding Consultants
16
I STRENGTHS
FRIENDLY
COMPASSIONATE
CAREFREE
TALKATIVE
OUTGOING
ENTHUSIASTIC
WARM
PERSONABLE
FUN
I WEAKNESSES
WEAK-WILLED
UNSTABLE
UNDISCIPLINED
RESTLESS
LOUD
UNDEPENDABLE
EGOCENTRIC
EXAGGERATIVE
FRIVOLOUS
Strengths pushed to an extreme
become weaknesses.
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The S Type
Supportive
Steady
Stable
Secure
Serve
Sweet
Submissive
Shy
Status Quo
Sentimental
Sameness
Sucker
P
E
O
P
L
E
RESERVED
20
Percentage of Population:
Examples:
Basic needs:
30% – 35%
Dr. Martin Luther King Jr., Mother Teresa, Gandhi, Joel Osteen
Appreciation, Security and Assurance
S Types Make Good...
Artists
Child Care Workers
Counselors
Customer Service
Representatives
Department Heads
Diplomats
Flight Attendants
Funeral Directors
Human Resource
Directors
Librarians
Managers
Nurses
Painters
Pharmacists
Pastors
Planners
Real Estate Agents
Researchers
School Teachers
Secretaries
Social Workers
Supervisors
Technicians
Veterinarians
Waiters/Waitresses
20
S STRENGTHS
CALM
DEPENDABLE
EASYGOING
TRUSTWORTHY
EFFICIENT
PRACTICAL
CONSERVATIVE
DIPLOMATIC
HUMOROUS
S WEAKNESSES
STINGY
FEARFUL
INDECISIVE
SPECTATOR
SELF-PROTECTIVE
UNMOTIVATED
SELFISH
TIMID
SHY
Strengths pushed to an extreme
become weaknesses.
21
The C Type
RESERVED
Cautious
Competent
Cognitive
Careful
Calculating
Critical Thinking
Compliance wanting
Conscientious
Correct
Conformist
Consistent
Cold
T
A
S
K
24
Percentage of Population:
Examples:
Basic needs:
20% – 25%
Diane Sawyer, Clint Eastwood, Tiger Woods, Martha Stewart
Quality Answers, Value and Excellence
C Types Make Good...
Accountants
Architects
Artists
Authors
Bankers
Bookkeepers
Composers
Computer Programmers
Consultants
Dentists
Engineers
Finishing Carpenters
Inventors
Lawyers
Librarians
Mechanics
Military Intelligence
Musicians
Philosophers
Photographers
Physicians
Pilots
Professors
Scientists
Surgeons
Teachers
24
C STRENGTHS
GIFTED
ANALYTICAL
SENSITIVE
PERFECTIONISTIC
AESTHETIC
IDEALISTIC
LOYAL
SELF-SACRIFICING
THOROUGH
C WEAKNESSES
SELF-CENTERED
MOODY
CRITICAL
NEGATIVE
RIGID
THEORETICAL
IMPRACTICAL
UNSOCIABLE
REVENGEFUL
Strengths pushed to an extreme
become weaknesses.
25
Quick points
1. D types are “Drivers” and interested in RESULTS and enjoy benefits that solve their problems
2. I types are “Interpersonal” and interested in IMAGE and love recognition
3. S types are “Steady” and interested in most recommended PROCESSES and need reassurance
4. C types are “Idealists” and interested in DETAILS and will validate your statements
Perio in School
The Oral/Systemic Link
• 93% of Diabetics have periodontal disease
• CRP Levels increase risk for stroke & heart disease (7x higher in patients with perio!)
• Direct correlation between oral pathogens and heart attacks
American academy of Periodontology. Mouth body connection. Available at
www.perio.org/consumer/mbc.top2.htm
American Heart Association.. Available at www.aha.org
“Periodontal treatment results
in a significant reduction of
HbA1c levels.”
— Phoebus Madianos, DDS, PhD
Oral Systemic Link
PERIODONTAL DISEASE
Is it an infection or inflammation?
Bacterial Invasion of Gingiva
Inflammatory Response
Periodontal Tissue Destruction
+
© Copyright | Enhanced Hygiene | All Rights Reserved, 2014
GOALS OF PERIODONTAL THERAPY
• Preserve, improve and maintain the natural dentition, dental implants, periodontium, and peri-implant tissues in order to achieve health, comfort, esthetics and function.
• A healthy periodontium is characterized by the absence of inflammation, which appears clinically as redness, swelling, suppuration, and bleeding on probing.
Comprehensive Periodontal Therapy: A statement from the American Academy of Periodontology, J Periodontal, July 2011.
A Shift?
“Pocket depth reduction is a measurable result of periodontal therapy, but not the primary goal of treatment.”
Research Says
• If INITIAL prognosis of PERIO was other than good…Abutment teeth had 9 fold or 830% increase in loss over time
• Probe depths of 6mm or MORE and 30% Full mouth bleeding score are SIGNIFICANT factors for tooth loss
• Perio Patients with Pros Tx are at HIGHER RISK of tooth loss than those without (due to increased biomechanical forces often assoc with prostho)
Progression of Patient Introduction to you and Your practice
➢ Hygiene
– Life blood of a practice
– Only get 5 min tops with patient-NEEDS ANALYSIS
– 3rd Party Validation
– Identify LOW HANGING FRUIT
– Listen, Connect, Simplify
Patient Assessment
• She is a 17 y.o. female
• She says she recently had composite veneers done and they now “just pop off”. She is talkative and concerned about her appearance.
• Mom is soft spoken and concerned.
• What personality style might mom/daughter be? DISC
• How might you go about presenting treatment to this patient? What alternatives can you consider?
Go-To Product
Chlorhexidine Comparison
www.OraCareProducts.com
Chlorhexidine OraCare
Anti-Bacteria Exceptional Exceptional
Anti-Virus Poor Good
Anti-Fungal Poor Exceptional
Neutralize VSC’s Poor Exceptional
Destruction of Biofilm Poor Exceptional
*Without Side Effects
Efficiency is Key
Living the Dream!
Finishing and Polishing
Complete gross reduction of excess and general outline form of the restoration using SUPER-FINE diamond finishing burs or carbide finishing burs
Flowable Simplified.
Patient Assessment
• He is a 42 y.o. male
• He works with my brother in law. He has recently lost an implant, hates his flipper and is uncertain of next steps. He asks a lot of questions and is looking for guidance. He expresses he is tired of bouncing between multiple offices.
• What personality style is he? DISC
• The implant has failed twice, is this a good option for a third try? What is possible in the interim?
Review of Today
• Understand the market we exist in today
• Use the tools to get the job done faster and better
• Create an overwhelming positive experience in your hygiene program
• Empower your team
• Keep People FIRST
Contact Info
• Dr. Tim Bizga• Like Dr. Tim Bizga on Facebook
• @DrTimBizga
• 2thLectures.com
• Email: [email protected]
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