Here is how Abfractions are caused by Obstructive Sleep Apnea.



Satisfied is NOT enough. Make them leave you ENTHUSIASTIC
 and eager to tell the first person they see about their great experience.
clip_image002MA26870622-1398Make them want to tell their friends and families that you are caring and professional. Caring enough to be concerned about treating an entire person, not just their teeth and professional enough to know how conditions in the oral cavity effect the other systemic organs.
Dentists who perform services like a sleep disorder screening and are able to offer solutions like an intra-oral appliance will “wow” their patients and encourage them to be enthusiastic ambassadors. It’s easy to develop a marketing team like that. Simply take a course and learn Dental Sleep Medicine. 
The objective is to have every patient leave the office ENTHUSIASTIC and eager to tell the first person they see about their great dental office experiences. The side benefit of adding Dental Sleep Medicine to your practice is that you will be filling a un-served need  and helping a lot of suffering patients.


The warmest part of the continental U.S. this weekend will be Miami.
10-1-13 FT LAUD
Slip away for the weekend for a sleep apnea training seminar with Dr. Marty Lipsey.
Join us on Friday and Saturday, Dec. 5-6 when Dr. Lipsey offers you 16 CE credits and Dental Sleep Medicine “from A to Z”.  Dr. Lipsey is one of Sleep Group Solutions’ most respected lecturers and one of the nations’ most knowledgeable authorities in
Medical Billing for Dentists. 
Sleep Apnea victims are looking for a dental professional like you to treat their symptoms.
8-3-14 SAW WOOD
This course is designed to give you the comprehensive knowledge to return to your practice and begin Sleep Apnea screening and treatment protocols.
40 Million patients need your help.
One out of every 3 patients that walk thru your 
doors has sleep dysfunction.

Review the course outline and register here:

7-22-14 STAY THIRSTY. Dr. L. is
Stay thirsty, my friends.

“I’m thinking of taking the Dental Sleep Medicine training.”

How many great ideas have you had in your life that were exciting… seemed important to you… that had to be done… that could improve the world….that could improve YOUR world?  You thought about it, talked to confidants about it, put it off day after day and then, fssst! Gone! Forgotten, or worse, watched someone else do it and get the credit for it. You’re in good company; we are all procrastinators to some degree.  Me, too.
thinkerWhen there’s a good idea, it’s in “the air”.  A lot of people will think of it at the same time; but the person that takes action will be called the genius.   DSM is one of those “ideas”… it may be the best one you will have. There is a DSM bandwagon- JUMP ON IT!


  Hartford, CT –         Dr. Ely        September 12th and 13th
  Las Vegas, NV –      Dr. Lipsey     September 12th and 13th
  Chicago, IL –          Dr. Lipsey     September 19th and 20th
  Newark, NJ –          Dr. Blum        September 19th and 20th

More and more dentists are getting trained and implementing Sleep Apnea screening and treatment into their patient services. Are you going to wait and watch your colleagues become “sleep dentists”?

 “Action speaks louder than words but not nearly as often.”  Mark Twain
                                        IF IT’S A GOOD IDEA, DO IT NOW

 6-16-12 BUTTON #2

“Procrastination is the bad habit of putting off until the day after tomorrow what should have been done the day before yesterday.”   Napoleon Hill


Does your New Patient exam include a Sleep Apnea screening? 
-Patients are realizing how a blockage of oxygen to the brain, caused by nocturnal 
apnoeic events, can influence systemic damage. 
-Sleep Apnea is connected to strokes, cardiac arrest, diabetes and dementia.  
-The public asks their dentists for help- most dentists are unprepared. 
-Less than 4% of practicing dentists are trained and qualified to screen and treat 
the over 40 million victims of Sleep Apnea. 
-One of the next three patients that walk thru your doors is a Sleep Apnea victim. 
-Are you prepared to help them? 
1-29-13  SNORINGDentists are in the first line of discovery and defense of many systemic diseases. 
We are often the first ones to discover sleep apnea, diabetes and oral cancer. 
These serious conditions lare all too frequently under-diagnosed. 
New tools and techniques are now available for dental professionals to be able to 
do far more as comprehensive caregivers for their patients. An interdisciplinary 
approach, enabling conferencing and sharing of information between patients' 
full medical teams will provide the most reliable diagnosis and optimal treatment.
Dr. Jeff Horowitz has a unique perspective on Dental Sleep Medicine and 
will share ideas from his own successful dental practice

Learn Dental Sleep Medicine with 16 CE credits. 

Friday and Saturday, May 2nd and 3rd in Miami, Fla., at the Sclar Center.  
In beautiful South Miami, Florida, the Sclar Center is just 20 minutes from 
Miami International Airport by car or taxi. It is easily accessible by all major airlines.  
After enjoying the Dental Sleep Medicine seminar, you can also take advantage 
of Miami's excellent recreational activities and dining options.
4-23-14 SCLAR

This course is designed to provide you with the knowledge to confidently return to your practice and immediately begin implementing new screening and treatment protocols.

In this 2 day seminar Dr. Jeffrey Horowitz presents a Dental Sleep protocol from A to Z, including Medical Insurance billing- Codes, Fees and Procedures.1-21-13 LOGO DENTAL PROS SHARING

Review the course outline and register here:

Dr. Jeffrey Horowitz


Dr Horowitz has dedicated himself to continuing education, earning fellowship award from the Academy of General Dentistry, Mentorship status at the prestigious Kois Center for Advanced Dental Studies, and fellowship in the Pierre Fauchard Academy. Dr. Horowitz is also a member of the American Association of Dental Sleep Medicine.

Are you providing a Comprehensive Exam?




Dental Sleep Medicine: the hottest button in dentistry today.
Awareness of sleep apnea in America is at an all-time peak. People who recognize that they have the symptoms are asking their doctors about it. Every dentist would like to be “The Sleep Dentist”.

Seminars and courses are now available every week, in different cities, throughout the United States. More and more dentists are getting trained to discover the more than 40 million estimated victims of sleep apnea, and to treat them with the most appropriate modalities. Oral appliance therapy (OAT) is the most convenient and preferred therapy for the mild and moderate cases and for those patients who cannot tolerate the CPAP device. Fortunately, this is where The Dentist rides in on a white horse to the rescue. Dentists, we like to say, are on the front line of the battle against sleep apnea. Dentists are in the optimum position to see the signs and symptoms and can offer the most preferred solutions to the problem.

Keys to Success
Success in treatment acceptance and end point attainment varies with, and depends upon, each individual dentist’s determination and his/her patient’s cooperation.  The training programs will present the tools, the screening and diagnostic equipment, the techniques, the verbal skills, etc., but as in other health-care therapies, a partnership between the professional provider and the patient is the key to success. The patient’s cooperation is essential. Take periodontal disease therapy (STM or CPT), for example. The dentist and hygienist will remove the disease, teach the patient how to maintain periodontal health, and then monitor the patient’s progress for the patient’s lifetime. Sleep apnea can be considered an episodic disease like periodontal disease, diabetes and cardiac disease. For these there is no cure; only a lifetime of care to keep these diseases under control.  Failure of patients to comply will result in an episodic return of the symptoms in any of these cases. Compliance will keep them under control. So that explains the patient’s role in the “partnership for success”.

Why do some dentists take the course, go back to their Practices, “try it” and become discouraged?
And now the dentist’s responsibilities.
In the words of the Great Master Yoda, in the classic Star Wars movies, “There is no ‘try’; there is only ‘do’ or ‘do not’.”
Beginning with the seminar training, the dentist must be 1000% committed to success. (Anything we endeavor will be more likely to be achieved when we are positive that we will win.) The seminar training is only the beginning of the learning process. We must retain what we have learned, continue to study, to research all new ideas and to practice our treatment plan presentations with our teams. Everyone on the team must be skilled and committed.

11-26-13 DOS EQUOSWe must be able to answer these questions:
How do I keep my team motivated and constantly alert to help these patients?

How do find and connect with a certified medical sleep physician?
How do I “sell” my patient on the need for these services?
How do I bill patients and third party benefit payers for my DSM services?

This article did not promise the details of a “How to ….” for a DSM practice. Those answers are available for anyone to find, just as we found the answers to mastering.Perio Hygiene, composites and Smile Enhancements. The point of this article is that the Sleep Apnea training, although essential, is not the end of the education. It is, as Winston Churchill said in 1942 during WWII,  “…this is not the end. It is not even the beginning of the end. But it is, perhaps, the end of the beginning.”  And THAT is “the truth about sleep apnea training”.



A truly professional comprehensive dental exam examination (D0150 or D0180) should include much more than what the CDT codes delineate.
What is essential?
Beyond the obvious FMX, charting of existing and needed dental and periodontal conditions, and an oral cancer screening,there are many other evaluations which are directly related to our services and are within our range of authority and responsibility. 
The Comprehensive Exam should also include measurement of vitals such as blood pressure, etc., sleep dysfunction screening such as the Epworth Sleepiness Scale, and a careful discussion of any notable items (alerts) in the patient’s med history. These things don’t need to be spelled out in the CDT code. They come with our desire to do what we know is right. If I were still practicing today I would certainly perform these and a nutritional analysis.

11-27-11 APPLE A DAY

  TMJ exam, facial muscle palpation,Mallampati classification  (correlates tongue size to pharyngeal size) and
an oxygen saturation test will provide critical information.  Any dentist/hygienist/team will chose how extensive they wish their dental exams to be and what should be included.
Would we be “spending too much time” in a dental exam visit?

Not if we care about our patient’s total well being, our conscience, and our dental license.

And is this “nearly always accepted by patients with huge value and appreciation”? YES, it is, where the dental team shows their patients how much passion, care and skill they have. I see it in many dental offices. The really successful ones.5-20-12 HUMAN PYR

Do you want to do more?
Here’s your opportunity to increase your service to your community, to create your “niche”, and  to stand out in your community as a complete care-giver.
It is reported that 34% of the population has SA symptoms.
One of the next three patients that walk thru your doors is a Sleep Apnea victim. Are you able to help them?
Does your New Patient Exam include a screening for Sleep Apnea?

Interested? Then check this out:

RECENT FINDINGS: Periodontal Spirochetes definitively linked to Alzheimer’s disease.

  Periodontal Spirochetes definitively linked to Alzheimer’s disease.


For several years dentists and hygienists have been making the public aware of the connection between Periodontal (gum) Disease and many other systemic diseases. It is well documented that the same bacteria (primarily spirochetes) that harbor in the gums and are directly related to heart disease, strokes, lung disease, kidney failure, and premature underweight births.

After all this time, insurance companies still have little regard for the treatment of periodontal disease, which we know is the main cause of tooth loss, a major contributor to the many systemic diseases, and recently connected to Altzheimer’s Disease. The inadquate coverage by most insurance companies discourages patients from accepting essential periodontal services.
Here is a technical report from The Journal of Neuroinflammation, August 2011, which is well documented: “Alzheimer’s disease – a neurospirochetosis.”
Spirochete under magnification by phase microscope.
The association of spirochetes with Alzheimer’s disease.
The frequency of spirochetes is significantly higher in the brains of
Alzheimer patients compared to controls. The statistical analysis is
based on the cumulative data of the literature entered in the table
The association is statistically significant in the four groups analyzed:
in the group where all types of spirochetes were detected using
neutral techniques (All spirochetes), in the group of oral periodontal
pathogen spirochetes (Oral spirochetes
), in the group where Borrelia
burgdorferi was detected alone (B. burgdorferi) and in the group
where all studies were considered (All studies).
FOR A QUICK SUMMARY CONCLUSION SEE : Periodontal pathogen spirochetes (pg 3)
The American Dental Association reports that over 85% of the adult population has some degree of Periodontal Disease. A complete “Perio Exam” can be performed by a Dentist or Hygienist.

STOP Selling Dentistry! Your patient wants to buy YOU.


Your patient doesn’t want to buy crowns and veneers. Your patient wants to buy YOU.

Once a patient likes you, trusts you, believes in you, and knows you are REALLY concerned about them, they will want to accept your recommendations. The commonly used term today is “patient engagement”. Subtle educational information always produces a better sales result than hard sell. Nearly everyone runs and hides after the first scent of commercialism. When you present useful and interesting information people will want to follow you. Let them see you as a knowledgeable and helpful authority. This is true in the Social Media and especially true in the dental office. The concept is known as “controlled responding” (Shiffrin and Schneider, 1977) and Influence (Robert Cialdini, 1988)

Try my ALF Principle-

Ask questions,

Listen carefully,

Give Feedback

When you ASK the right questions the patient will arrive at a self-diagnosis. Once that happens, your patient has “bought into” their problem and will be ready to accept your treatment solutions. Repeat or closely paraphrase what you heard so your patient understands that YOU understand.

Switch from making forceful, tightly scripted sales pitches to acting more like a friendly knowledgeable care-giver.

Draw marketing lessons from how Disney keeps families coming to its amusement parks. Eli Lilly Pharma held its most recent national sales meeting at Disney’s business training institute in Florida in February. It was devoted to customer service, not product training. Sales representatives watched how Animal Kingdom workers greeted families at the gate and answered questions around the attractions. (Read article in The Wall Street Journal (“Drug Sales Reps Soften Pitches“).

 Get your patients to believe that you are REALLY concerned about them, from the first phone call, thru all the contacts, and in an end-of-visit debriefing (recap). They want to know that everyone on the TEAM really cares. After that, everything else falls into place.

For more on this subject see my blog article: 

…and follow my blog.

What’s wrong with this greeting?

 “Are you here for your cleaning? Take a seat in the waiting room, Mrs. Smith. The Hygienist will be with you in a few minutes.”

 What’s wrong with this greeting?
1..It’s not a welcome in any shape or form. No enthusiasm, no appreciation, no rapport, no engagement. no love. There might as well be a robot and a clipboard.
2. Why ask a patient what they are “here” for?  Did your computer software crash?
3. I am tempted to “take a seat”, as you say, and put it in my car.
4. “Waiting room”? So that’s what we do here- “wait”.
5. “The Hygienist”? She has a name, too.
And YOU may please add your “pet peeves” to this list.

We’re not finished yet!

Now suggest your best professional, friendly, and elegant substitutions for these archaic dental terms, and feel free to add to the list.


cleaning                  [The janitor will give you a cleaning today]
probe (noun)          [“Is that going to be with that pointy thing that you stick in my gums?”]
probe (verb)           [“You are going to do WHAT to me?”]
waiting room           [“…. for how long?”]
Hygienist                 [“Hygienist” is correct, but aren’t there more services and skills offered by this professional?]
front desk (inanimate object)    [It’s usually wood and formica, but can’t we call that area something more elegant?]
Front Desk (the human at the inanimate object)    [With this one, I cringe! How can a dentist show so little respect to someone who is so important to the image and success of the practice?]
drill (noun)
drill (verb)
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