In our webinar on 1/28/2010, we focused on personnel and marketing. Barbara Freet talked about professional relationship sexual harassment and employee pregnancy leave. Melinda Spitek discussed referral programs, internet marketing and direct mail. Later, Julie Frey asked Jim Du Molin questions submitted directly by dentists about marketing and getting financially qualified patients.

Trouble viewing the video? Click here

• Download the complete audio (MP3, 42:20)

Part 1: Human resource advisor Barbara Freet

Barbara Freet, PHR, President of Human Resource Advisors, answers the following questions:

1. “Dentists are small employers. As we look at the legal climate for 2010, what are the 3 things that dentists should be aware of to protect themselves?” [Hint: Professional relationship sexual harassment is a term you now need to know.]
2. “I have heard that dentists can get into trouble if they don’t handle pregnancy leaves correctly. What are the most important things they need to do when someone says she’s pregnant?”
3. “What is the best way to handle things like tardiness, absenteeism, and attitude issues?”

• Download the audio (MP3, 20:53)
• Download the transcript (RTF)
• Download the new I-9 form (PDF)
• Download Barbara Freet’s pregnancy letter (MS Word): for California and for other states

Part 2: Dental marketing expert Melinda Spitek

Melinda Spitek, CEO of Hycomb Marketing and author of Dental Marketing: When a Shingle Isn’t Enough, addresses these questions:

1. “Most dentists, in this economic downturn, have noticed a decline in new patient flow and production. What do you think their most important marketing effort should be?”
2. “The internet has become a favorite medium for dental marketing. Do you think it’s the wave of the future?”
3. “Direct Mail has been one of the most effective means for dentists to get new patients. What advice would you give dentists who are considering Direct Mail in the current economy?”

• Download the audio (MP3, 10:58)
• Download the transcript (RTF)

Part 3: Jim Du Molin answers questions directly from dentists

1. “Jim, knowing all that you know about marketing, if for some bizarre reason you could only do ONE thing to market your dental practice, what would that be?”
2. “How can I, with all the other hats I have to wear, develop and consistently implement a marketing program? I don’t have the time or training to know what to do or if the company I hire knows what they are doing.”
3. “We get a lot of new patients, but many are unqualified financially. Many patients that could get credit in the past can’t now. How do we get more financially qualified patients that can move ahead with treatment in this credit climate?”

• Download the audio (MP3, 10:28)
• Download the transcript (RTF)

In our second webinar (on 12/17/2009), we focused on the topic of health care reform. Jim Du Molin, Dr. Fred Sharpe and Dr. Marc Cooper discussed how new changes could affect dentists. Later, Julie Frey asked Jim Du Molin marketing and management questions submitted directly by dentists.

Trouble viewing the video? Click here

• Download the complete audio (MP3, 1:07:13)

Part 1: Dental benefits advisor Dr. Fred Sharpe on health care reform’s effect on dentistry

Dr. Sharpe addresses the following questions:

• What will happen if the government finds that there is not enough access to dental care?
• What’s happening with advanced hygiene doing extractions, fillings and that type of thing?
• What are some current efforts in other countries that might be tried in the United States?
• Will the federal or state governments eventually manage dental services, at least for some programs? How would that actually work?

• Download the audio (MP3, 14:59)
• Read the transcript (RTF)

Part 2: Dr. Marc Cooper of the Mastery Group on what private practices can expect

Dr. Cooper answers the following questions:

• What impact will the access issue have on private practice dentistry?
• What sort of impact could health care reform have on private practice dentistry, particularly cosmetic practices?
• Do you really think government will stop with cleanings?
• How will the government be able to pressure the industry into increasing access if that is their ultimate goal?

Plus, a free-wheeling discussion of health care reform between Dr. Cooper, Dr. Sharpe, and Jim Du Molin.

• Download the audio (MP3, 38:43)
• Read the transcript (RTF)

Part 3: Jim Du Molin answers questions directly from dentists

1. “If I’m a general dentist who does oral and IV sedation, what is the best way to market or get my name out to other general dentists?”
2. “I send out a monthly newsletter, half by email and half by snail mail. I have no idea how much either version is read. Are newsletters a good way of retaining my existing patients?”
3. “How do you market to a community that has a dentist (the one the current dentist bought the practice from) bad-mouthing our dentist all around town?”
4. “How can a general dentist use the information that patients have been putting off dental work for the past two years to their advantage?”

• Download the audio (MP3, 13:29)
• Read the transcript (RTF)