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1. YOUR DENTAL
DEGREE IS A
SPRINGBOARD
BECOMING A PSEUDO-SPECIALIST
IN YOUR OWN OFFICE(S)
NATHAN S. JEAL, DMD
www.avantdental.com

2. NATHAN S. JEAL, DMD
west coast, Vancouver
2011 U of Manitoba
living and practicing in Winnipeg
Canada
AvantDental.com
Who Am I?

3. PRIVATE PRACTICE DENTIST
Patients 4 Days a Week
28 Hours
24x7
On My Business
MARKET OPPORTUNITY
DMD Or DDS
Is Your Golden Ticket
Put It In A Drawer

4. • 5 current locations
• Private practice
associate 8 months
• bought first practice in
Winnipeg March 2012
• +4 locations with my
lovely partner between
February 2013 and May
2014

5. The State of Dentistry
in 2015
How many of you believe the
golden age of dentistry is in
the past?
How many of you think the
future of dentistry is in
jeopardy?

6. Dentistry is actually your
golden goose...if you can find
your place!
It can be your springboard to
unlimited financial success.
Freedom awaits those who
grasp the opportunity.
The State of Dentistry
in 2015

7. mediocre is easy, but being your
THE best takes work.
The golden age is now (and always).
The technology we have is amazing,
people live longer, more people are
aware.
The secret: offer what your
customers want, in the way they
want it
The State of Dentistry
in 2015

8. • Current Staff: 25+
• 6 Dentists
• Owner, Leader, Strategic
Leader
• Practice 3-4 Days a Week
• 6 Day/mo dedicated to
Ortho
• specifically clear aligner
therapy - Invisalign

9. Charitable Dentistry in Jamaica

10. • Team Building
• Challenge
• Competitive Spirit - I want to be
exceptional
• The Opportunity that exists
• DMD or DDS is a springboard to the
unlimited
Why Do I Do What I Do?

11. • I love the profession but
not all aspects of
practice
• I love the business
challenges and
opportunities
•
single tooth dentistry for
long...make that all
anymore

12. • 5 practice locations
within 75 minutes south
to north
• 10,000+ patients =
opportunity to practice
how I want
• No competition in 3 rural
offices
• How to distinguish in the
city?

13. I identified early in my career (some
happy being average and doing a
9-5
I knew my degree came with no
limits except for those I impose on
myself
My tolerance for risk is pretty high -
failure is not an option - for my staff
vocabulary
Make it possible, make it happen

14. My Opportunity
Invisilign Dental Implants Sleep Apnea

15. WHY I DO IT
• People want big solutions to big problems
• Problems are not always disease in the way we
• - no decay, no
perio
• Contribute 15% of revenues - hygiene
• 5-
call - hygiene and emergency
• 10-15% have significant issues and contribute
70+% of revenues
BIG SOLUTIONS TO BIG PROBLEMS

16. DID YOU KNOW
The World Health
Organization classifies
maloccusion as a disease
Are we not obligated to treat disease?
Even in dental school, Ortho professors would say

17. MY CHOICE: INVISALIGN
• Brand Recognition
• Turn Key System
• High Sticker Price
• $5499 Per Case
• Its Easy
• Women And Men, Few Age Restrictions
• Customers Help You Market
• Do Enough And You Will Get An Assigned Technician
• It Makes The Rest Of Your Dental Work Easy
• Its Better For Your Patients To Have Straight Teeth
• Great Patient Dynamics

18. SIZE OF THE MARKET
70%
OF YOUR PATIENTS ARE ORTHO CANDIDATES

19. WHY INVISALIGN

20. NOW I AM
• An Invisalign Premier Provider
• Less than 5 cases prior to January 1 2015
• Zero to premier in 8 months
• Simply by
• Identify the market & set a goal
• Inform the team & training
• Crank it up by involving associates

21. HOW I DO IT
1
2
3
4

22. WHO ARE
YOUR VIPs?
• Report patients by revenue
• Identify the small number of people who
provide most of your income
• Treat them like gold and ask them for
referrals
• Lower your stress -
everyone being a big case -
ones who do-
• Make sure you have financial flexibility
• Tx coordinator
• Consult slow and tx fast, not consult fast and
tx slow

23. Your VIPs already know, like and trust you
so the biggest hurdles have already been crossed.
You already have them healthy.
Now you just have to keep them healthy.
Ortho will obviously help.

24. Yes it is. But...
Rebate: $5000 in 2 months July1-Sept 1

25. WHY ORTHO
• Huge adult market for cosmetic ortho
• Sell it as cosmetic, functional,
preventive, whatever
• ortho is everyday dentistry
• marketing is great and easy if you
believe what you are selling brings
value to the life of your patient.

26. WHY ORTHO • Cons
• High lab bill
• Rebates after 12 cases in a quarter
• 1st reduces each case by $125 (or go to
Vegas)
• Beyond 12 cases $500 off each case, then
$700 off, gets down to $1000 a case
• Assistant chair time: 45 min from
impressions to case start
• Dr. time is almost all in the consult and
chit chat with patients = changes the
patient experience

27. RESULTS
• Zero to a dozen Invisalign starts a month
• First 6 months added production =
$357,500
• On pace for 150 cases a year @ $5499 =
$825,000 strictly ortho, no new staff, no
expanded hours, no additional overhead
beyond lab fees
• Started a study club sponsored by
invisalign to engage our associates

28. RESULTS
• Generate internal referrals
• Paperwork and designated coordinator
• Track cases, follow up leads, reward
referrals
• After 1st study club meeting: 15 consults
resulting in 6 Invisalign and 3 implant
cases signed up on the spot = $43,500 in
production from a free dinner