the aesthetic continuum

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Smiling
Spring 2004
Vol. 1, No. 3
A Heartland Quarterly
THE AESTHETIC CONTINUUM
Welcome
2004 has started with exceptional promise
— which explains the recent spring in my step!
We wrapped up our first Aesthetic
Continuum. It was moving to see patients
weep with joy for their new smiles. The
transformations we witnessed were
simply amazing. I am so proud of
these participants (patients, doctors
and team members) for making the
commitment to get the smile they
always wanted. Like them, I also
wondered if it was worth it to have my
smile redone. As you can see from my
before and after photos, it was indeed
well worth it.
I challenge every dentist
and team member to get
serious about their smiles. The
question I present is this: Are
Before
you involved or committed?
(Example of the chicken and
ham story: You are having eggs
and bacon for breakfast . . . the
chicken was involved . . . the
pig — he was committed!) I do
not think it is a coincidence that
three people in the last two
After
weeks have asked me where
they could get their teeth to look like my new ones.
Another great achievement for us was Boot Kamp last month. What
a great success and testament to have all who attended to accept the
challenge to change and grow. We have already seen what can happen
when teams commit to think like owners and entrepreneurs.
Owners and entrepreneurs make investments. You and I, as owners,
Look at Those
Smiles!
After a full day of lecturing
on “How to Create Your
Own Extreme Makeover,” to
more than 100 dentists from
throughout the United
States, Dr. Bill Dorfman
took time out to have his
picture taken with Heartland
Dental Care’s Home Office
team members.
PAGE 2
invest our time and
talent in our company.
RIGHT NOW we are
seeing a return on our
investment in many
ways: Better job
satisfaction, better results
and better customer
service. We also have an
excited expectation of a measurable economic return on our investment
. . . RIGHT NOW and into the future.
I am honored to work for all of you, and I thank you for your role in
helping keep our dream moving forward!
I remain, “ALL IN!”
Heartland Family Photo Album
BOOT KAMP
MARCH 2004
SNAPSHOTS
Are you in?
Card dealers, front left,
Nancee Catt, Sheree
Heaphy, Angie Lemming
and Alma Tillison, led the
games at Heartland Dental
Care’s March 2004 Boot
Kamp at The Centre in
Evansville, Ind.
Educational fun ...
Anna Cochran and Diane McIntyre of
Westfield Dental Care in Westfield, Ind.,
visited Pilgram Preschool Jan. 30 to share
nutritional games and information about
proper dental home care and practical
playtime visits to the dental office with 4- and
5-year-olds at the preschool. They also
presented goodie bags to the students and
staff!
Give Kids a Smile ...
Office tour ...
Dr. Angela Coleman and team of East Side
Dental Care in Fort Wayne, Ind., held an office
tour for the Children’s Educare Center Feb. 18.
During their visit, the children were taught how
to brush their teeth, as well as given tips on the
importance of proper nutrition and how tooth
decay occurs. The children received goodie
bags and their parents received information
about Toothprints and the office!
Photos by Tinley Hanks and Tonya Hanna
Dr. Jeff Walton and team of Willow Knolls
Family Dental in Peoria, Ill., visited the
Childrens Home on Feb. 6 as part of the
National “Give Kids a Smile” campaign. The
team talked about brushing and flossing and
the children watched a video with the Casey
system. They also were introduced to Kirby the
Monkey. There was great interaction between
Dr. Walton, his team and the children, and
goodie bags were handed out!
PAGE 3
Heartland Family Photo Album
BOOT KAMP
MARCH 2004
Polar
Bear
Plunge
SNAPSHOTS
Dr. Wayne Olges’ team of Dentistry
Plus in Clarksville, Ind., participated in
the Polar Bear plunge in Louisville,
Ky., on Feb. 28. Those participating
were Joanne Bell, Sheree Heaphy,
Debbie Pryor, Joyce Applegate, Carrie
and Chris Meek and friends. The team
raised more than $1,000 to help the
Special Olympics. The water was
freezing but their hearts were very
warm!
Cougar Pride…
Dr. Kevin Fatland and team of Sunset
Hills Family Dental in Edwardsville, Ill.,
sponsored the “3-Point Shoot Out” at the
Southern Illinois University Edwardsville
basketball game Feb. 25. While many
contestants made 3-point shots from the
free throw line, only one student was
victorious! The winner, freshman Phil Reed
of Edwardsville, made the most 3-point
shots within the 15-second time frame,
winning a FREE 10-day whitening kit!
Photos by Tinley Hanks and Tonya Hanna
PAGE 4
Networking at
the Expo ...
Dr. Karen Williams and team of Hershey
Plaza Dental Center in Bloomington, Ill., hosted a
booth during a Chamber Event at the Interstate
Center in February. The experience allowed the
team to make many contacts who were
interested in learning more about Dr. Williams’
practice and Invisalign treatment, as well as
provided team members with the opportunity to
get to know their community leaders!
Leadership & Mentoring
t begins in the mind.
I
As a man thinketh so shall he be. – Proverbs
What are we talking about here? How you
process what happens to you, determines your
reality.
You are in charge of what you think about in
your mind, and thus, you control your behavior
No one causes you to do something. You
determine what you do.
Here is a story about my own children. My
six-year-old son, Noah, might say this about his
older sister, Chloe, “she makes me so mad.” But
the reality is, it is up to him how he reacts.
What an opportunity! We can control our
own reality by how we process our experiences
in our brain. What may be so simple actually
seems to be so difficult.
As Jim Rohn would say “Easy to do, easy
not to do.” Why is that?
I think it starts with what we feed our brains.
Do we feed our brain with a constant diet of
mindless TV sitcoms or reality TV, or do we feed
it a steady diet of great novels? You might stop
and think to yourself what were the last five
books you read? Can you name them? Or you
might say “Well, I’m just not a reader,” or “I just
don’t have time to read,” or the famous, “I don’t
like to read.” Some very smart people would say
you cannot afford not to read or you cannot
afford not to take the time to read.
In our doctor leadership training for new
doctors, one of the books I recommend is a
book on how to speed-read. The mass of
Dr. Shanteau can be reached at Dental
Plus in Logansport, IN; 574.722.2233
Preparing for success
information that
is available to
us is
overwhelming
Dr. Craig
to say the
least, and we Shanteau
must learn to Clinical Director
read and
process efficiently
and quickly. Build
your reading muscles and
you will build your life.
Another great way to feed your mind is to
listen to motivational or educational tapes or
CDs. Turn your car into a rolling university.
Whenever I am driving, I always have some type
of motivational CD in my car to listen to. Even if
you have short commutes, it is amazing what 10
minutes of listing to motivational masters like Jim
Rohn, Tony Robbins, or Stephen Convey can do
for your life and your attitude — not to mention
what it can do for your children’s lives if they
hear these masterminds also.
You must become a perpetual student,
always strive to be learning, always be feeding
yourself and your brain the good stuff. Not only
should you feed yourself great information, you
also must put into use what you learn!
One of the concepts that we teach at
Heartland Dental Care is that the purpose of
education is not just knowledge, but results =>
producing action! So put into action what you
learn and you will start to get the results you
have been seeking in your life!
About our consulting services . . .
BY PAT BAUER, COO
Consulting (def.,
synonym): Seek
Advice, Check with,
Discuss with, Confer
about, Sound out . . .
veryone, to some degree, likes to have
someone to bounce off ideas and seek
counsel for how they might handle a
situation. We hear that a lot, especially from
dentists who are in solo practice.
Heartland Dental Care now offers its
management experience and expertise to
dentists, and groups of dentists, who desire the
camaraderie and comfort that comes with a
consulting arrangement.
Dentists can retain ownership and autonomy
E
of their practice, enjoy the mastermind alliance
network we have established, and benefit from
our proven, results-yielding systems.
In addition, our experienced support team
helps them implement and integrate the
systems into the daily routines of their practice.
All dentists who are consulting clients are
welcome to attend our leading-edge Continuing
Education programs. Heartland Dental Care
offers more than 200 accredited hours of CE
annually. Our training programs focus on skills
such as clinical, communication and leadership.
Do you know a dentist who might be
interested in our consulting services? Have
them contact Jon Fulton or Jeff Schuette tollfree at 866-544-5100.
Referral bonuses are available for doctors
and team members who help us build our
consulting client base.
Review
by Donna Weir
Vice President Operations, Heartland Dental Care
“A Stake in the Outcome”
I am honored to share my thoughts with
you on the book, A Stake in the Outcome by
Jack Stack and Bo Burlingham. Stack
discovered that long-term success required
more than innovation — it required building a
culture of ownership. It involved much more
than paying bonuses, handing out stock
options or setting up an employee stock
ownership plan. In a successful ownership
culture, every employee had to take the fate
of the company as personally as an
individual owner would.
In his straightforward approach, Stack
draws upon the successes and failures he
experienced with Springfield
Remanufacturing Co. to show how any
company, utilizing his 14 Ownership Rules,
can teach its employees to think and act like
owners. Two rules that were particularly eyeopening for me were Rule #2 and Rule #13.
Rule #2: A company isn’t worth anything if
nobody else wants to own it. We are
challenged to look at our company from an
outside perspective— from the view of
bankers and investors that would invest in
our company. We often look at our own
business from a subjective viewpoint — we
know what our intentions are.
However, from the outside view, others
are looking at your business from an
objective viewpoint (the financials). In the
outside world, they don’t care about the
intentions, they are looking for results.
Rule #13: Ownership is all about the
future.The value of a business depends not
on how much money you made yesterday or
are making today but on what you’re going to
be making down the road. The daily
decisions we make today affect the future.
Are we concerned about the return on
investment? What the results will be for the
effort put forth?
I realized that the future value of our own
ESOP is in our hands. We can directly affect
the value of our stock and our own economic
situation by learning how to operate in the
present with an eye toward the future. We all
have a stake in our own outcome.
Recommended titles
• The Great Game of Business, Jack Stack
• Smart Women Finish Rich, David Bach
• The Carolina Way, Dean Smith and
Dr. Gerald Bell
• Authentic Leadership, Bill George
• How to Master Your Time, Brian Tracy
PAGE 5
Shared Success
Dr. Willman brings West Coast dreams to Midwest
ometimes, you have your life all planned out — or at least you
thought it was until an incredible opportunity presents itself and
changes everything. That was the case for Dr. Braden Willman of
Greenwood Family Dentistry in Greenwood, Ind.
Originally from the San Francisco Bay area, Dr. Willman attended
college in Nevada and dental school at Indiana University — always with
the intention of returning to California. However, toward the end of dental
school, an opportunity to enter a GPR program intrigued him as it offered
a chance to see other applications of dentistry than what was being taught.
“It was the ER stuff. We never saw those cases. We never dealt with
jaw fractures or teeth knocked out. It was more hands on,” he said.
After checking out several different GPR programs, Dr. Willman
determined that Indiana was the best match for him so he decided he
would do it for a year and then return to California.
But once again, opportunity knocked on his door. A dentist he knew in
Marion, Ind., was going on maternity leave and was looking for someone to
fill in.
“I worked for a month. The team was well trained. It was easy for me —
very smooth,” he recalled about the experience.
It just so happened that the office was a Heartland office and soon Dr.
Willman was contacted about joining Heartland Dental Care. However, he
still had those plans to return to California.
He decided to go for it, recalling that he’d give it a year or so and then
return to California.
But then . . . Knock. Knock. The Greenwood practice was available . . . .
Closing in on his third anniversary with Heartland Dental Care, Dr.
Willman has an incredible practice, complete with three full-time
hygienists, expanded duty assistants and three business assistants. And
he loves what he does, especially the type of dentistry he is able to do on
a daily basis.
“I do so much crown and bridge work — on average, 8 units a day,” he
S
Dr. Braden Willman can be reached at Greenwood
said. But the work isn’t his only
Family Dentistry in Greenwood, IN; 317.882.8899
reward.
“It’s the satisfaction from my
patients,” he added. “When you
have a patient who is 60
years old crying ‘you’ve
changed my life,’ you know
you’re successful.”
He believes part of his
success with his patients is
that he is honest with them
and they understand his
concern for their health. But he
also credits his team for this
success because they reassure
the patients that the treatment plan
is the best thing for them.
“If you’re totally honest with your patients,
everything will work out. It may be hard to tell them, but you do it,” he
said.
Dr. Willman also shares what he has learned with other Heartland
doctors. Most recently, he served as a mentor during the aesthetic
continuum.
“It’s rewarding and fun mentoring these things — to be able to do
something different with dentistry. It’s creativity. It’s also neat to be able to
show others new things.”
At the end of the day, Dr. Willman said he looks forward to going to
work with his awesome team and seeing his patients.
What about California?
“This would be hard to duplicate,” he said about his practice, his team
and the success he has achieved.
Angie Lemming can be reached at 217.240.0634.
Helping others opens doors of opportunity, growth and success
PAGE 6
or Angie Lemming,
Regional Director of
Indiana for Heartland
Dental Care, success has
come from the unlimited
possibilities that are
available through
Heartland Dental Care.
And, those possibilities
have not only helped her
grow within the company, but
have allowed her to help
others achieve their own success
along the way.
Lemming, who has been with Heartland
for five years, began as a Business Assistant for Dr.
Craig Shanteau, and while she enjoyed what she was doing, she felt
she needed more.
Soon she was hired in as a regional administrator and traveled
throughout Indiana helping others to grow and become successful.
“The biggest benefit for me was the unlimited growth potential,” she
said. “I needed that.”
But she also added that by helping to motivate others, she, in turn, is
motivated to do more — learn more and grow.
F
Part of her responsibilities includes coaching and hiring regional
administrators, and helping with the Thrive process, as well as assisting
with conference calls and the development of training for regional
administrators — all essential components that ultimately help Heartland
doctors and team members achieve their goals and become successful.
“I’ve never seen another company that invests so much time and
energy with its employees as Heartland does,” she said.
But it is time and energy well spent, and a key element to the growth
and success at Heartland, and for Lemming.
“I love working with people, especially the whole growth process,”
she continued. “When they get the ‘ah ha’ and they push outside their
box, that’s when I feel like the biggest success!”
And, while stepping outside one’s box can be a little frightening at
times, Lemming is quick to point out that that “step” doesn’t have to be
taken alone.
“It’s like giving a presentation. People think you do a good job
because you are born with that trait, but really it’s because you push
yourself even though you are scared to death. And, you are able to do
this because there are others there supporting you, and you know they
have confidence in you.”
According to Lemming, when people push so much, they don’t have
time to focus on themselves. Instead, she said they focus on others,
and therein lies the reward.
“The more you focus on helping others, the more successful you
become.”
Shared philosophies lead the way for Dr. Yu and team
or Dr. Jim Yu of Creative Smiles Dental Care in Champaign, Ill., the
secrets to his success are based on very simple philosophies —
ones he had in common with Heartland Dental Care from the
beginning.
A member of the Heartland Family for four years now, Dr. Yu said one
of the attractions to joining Heartland was the philosophy of putting patients
first. This was the motto at Northwestern, and one he believed in as well. It
also is at the core of his practice and his team.
“My team embodies that patient-first mentality,” he said. “We all go out
of our way to make sure our patients come first.” Dr. Yu added that his
team steps up to get patients over whatever may be standing in their way
from accepting and receiving treatment.
And, while he admits that one of the challenges of being a dentist is the
clinical aspect, he has always strived to do the right thing, which is yet
another philosophy he shares with Heartland: Doing the right thing, for the
right reason, in the right environment.
“I have always had that with me, so for me it is very important.”
He shared an example about a mother whose young daughter
required treatment. Another dentist had suggested the child be sedated,
but the mother didn’t want to. When she came to Creative Smiles, Dr.
Yu’s team took the time to make the child feel at ease so sedation wasn’t
necessary.
“As a dentist, it makes my job easier,” he explained about putting the
patient first and doing the right thing. “But, ultimately, the child was happy
and the mother was happy. For me, that was very rewarding. Sure,
dentistry is a business — we all realize that. But when you put your
patients first, everything else lines up.”
Dr. Yu said it also is important to be honest and stick to your beliefs,
especially from a leadership perspective.
F
Dr. Jim Yu can be reached at Creative Smiles
“Being fair and honest are always
Dental Care in Champaign, IL; 217.355.5165
my goals, and I think that the team
sees that. With that thought shared
throughout the whole office, the
patients can see it, too. They
understand I’m here to help them.”
Dr. Yu added that the continuing
education he and his team receive
also plays an important role in their
overall success.
“We are constantly learning
different skills through continuing
education courses and able to talk to
other dentists,” he said. “This helps keep
your interest and helps you grow.”
Dr. Yu said when attending meetings outside of
Heartland, participants are not always willing to share their ideas and
information.
“Heartland doctors are more willing to share ideas,” he said.
Dr. Yu admits that in the beginning, he didn’t realize the full impact
being a part of Heartland would have on him.
“There is so much support from the systems in place — all of them
really to help you out. You may not think that when you start, but everyone
benefits! It may be overwhelming at first because there are so many, but
once you get into it, you realize these systems are designed to help both
us and the patients!”
In the end, Dr. Yu said it’s all about happy patients who repeat and
refer, referring to Walter Hailey’s quote.
“That’s what I really strive for.”
Yvonne Fields can be reached at 615.497.2472.
Love, passion and friendship strong building blocks for success
fter leaving Santa Fe, N.M., three years
ago to follow her heart to Nashville, Tenn.,
Yvonne Fields joined Heartland bringing
with her 12 years of experience in a high-end,
cutting-edge dental practice.
Today, Fields is about to embark on another
journey — that of a clinical coach, working with
offices throughout the Heartland Family.
However, she will remain an RA for Hickory
Hollow, which holds a special place in her heart.
Fields recalled when she first came to
Heartland. “It was so new and it was a struggle
A
in the beginning,” she confessed. But, Dr. Anna
Singh and her team became a grounding stone
for Fields. “Anna was my go-to person. She both
inspired and motivated me, while at the same
time, made me feel like I was contributing and
making a difference!”
By cultivating that bond, Fields and Dr. Singh
not only have become good friends, but also
great work colleagues. All together, they have
created an amazing work environment.
“Anna and her team gave an openness to
me. They really saw what I had to bring to the
table," she said. "They respected where I had
been and allowed me to grow and succeed.”
Fields also noted that part of her success can
be credited to those people she has chosen to
be in her circle of influence such as Dr. Ron
Weems, Dr. Samson Liu, Dannie Ryan-Holtgrave
and, of course, Dr. Craig Shanteau.
“Both professionally and personally, they
make me a better person,” she said.
She also credits her love of her profession as
a key to her success.
“I love what I do! I have a true passion for
people and dentistry, and people see that,” she
explained. She cited a quote: “We can only give
away to others what we have inside ourselves.”
This is something Fields lives by.
She said that when challenges appear and it
seems like you are struggling, it is up to each
person to look inside first.
“See what changes you need to make inside
yourself to make a difference,” she said.
She explained that it's all about giving and
building relationships, not only with patients, but
also with team members.
“Purpose is about giving of yourself
unconditionally and accepting what comes back
with love, even if what comes back is not what
you had anticipated,” she said.
Fields also said support is important to
achieving success, and she feels that the support
she has received since coming to Heartland has
been instrumental in her success, particularly the
support she received from the senior
management team.
“They saw through everything and said ‘yes,
she can help us.’ They have been totally
supportive. It's amazing to me that they cared so
much. I am thankful to them for seeing me, and
for letting me grow at the capacity I have in such
a short time. They always made me feel I had
something to offer and that contributed to the
company.”
PAGE 7
Continuing Education
I was thrilled to be part of this
incredible continuum. To see
the mentor doctors grow and
evolve as true leaders and
teachers in our profession
was phenomenal, as well
as seeing the student
doctors grow in their
confidence and expertise.
And, finally, to see the
new smiles created and
the patients’ lives
changed was the “piece
de resistance.”
— Craig Shanteau, DDS
Dental Plus
Logansport, IN
The Aesthetic
Continuum
Jan. 16, 17, 18
•
Feb. 6, 7, 8
•
March 5, 6, 7
Albert Einstein once said
that “the only source of
knowledge is experience,”
and the experience our
doctors receive at the
Heartland Aesthetic
Continuum is on par
with some of the top
aesthetic programs in
the country. I hope that
it was as rewarding for
them, personally and
professionally, as it was
for me.
— Mladen Kralj, DMD
21st Century Dental
St. Charles, IL
The Institute program has been truly a
great experience for me. We often
forget that our profession is the
“practice” of dentistry. This
experience has afforded me
many teaching
opportunities as well as
learning opportunities.
We are practicing every
day, and through this, we
all hope to continually
grow and prosper. A
special thanks to the
support team and all the
students for making our
jobs an easy one.
— Braden Willman, DDS
Greenwood Family Dentistry
Greenwood, IN
It is, undoubtedly, one of
the most advanced cosmetic
experiences anyone can
have. I am very honored
that they asked me to be
one of the mentors! I felt
that I have learned just
as much as any of the
participating doctors!
Thank you Heartland!
— Samson Liu, DDS
Spring View Dental Care
Springfield, MO
Can you picture this?
• 48 doctors learning about, preparing, and delivering more
than 600 posterior and anterior aesthetic restorations;
• Two of the best lecturers in cosmetic dentistry today in
Effingham, Ill.;
• A better than 1-to-1, student to teacher ratio;
• The first course of this type at our world class facility —
The Institute at Heartland Dental Care;
AND, everyone having fun at the same time!
o break it down, the first weekend in January started off with an all-day
lecture on Friday by Dr. Michael Koczarski covering the topic of
posterior aesthetic dentistry. Dr. Koczarski is one of the premier
lecturers in the area of cosmetic dentistry today. Then, on Saturday and
Sunday, we had two clinical sessions each day with 12 doctors and teams at
each session preparing posterior direct and indirect restorations on their
patients.
T
(Continued on the next page)
PAGE 8
Dr. Koczarski stayed and helped mentor
with our phenomenal team of experienced
mentor doctors. These mentor doctors
include Dr. Samson Liu, Dr. Ron Weems,
Dr. Anna Singh, Dr. Mladen Krajl, Dr.
Wayne Olges, Dr. Karen Williams, Dr. Bill
Bloink, Dr. Jim Alexander, Dr. Brad Gray,
Dr. John Mey, Dr. Kevin Fatland, Dr. Braden
Willman, Dr. Denise Long, Dr. Jordan
Spencer, Dr. Matt Cliburn, Dr. Brad Harris,
and Yvonne Fields, clinical coach.
Our mentor doctors exhibited superb
teaching, coaching, and clinical skills in
helping to facilitate our new doctors’
learning experiences. The bonus for them,
as well, was that they also learned a lot
from the experience.
The second weekend was the real
challenge. We again had one of the best
cosmetic lectures in the world presented by
Dr. Ed Lowe from Van Couver, British
Columbia. He started off the weekend and
also stayed on to help with the hands-on
portion of the program. The added
unexpected bonus was Dr. Koczarski
deciding to come back and join us again for
the hands-on training.
At that time, we delivered the posterior
restorations from the previous session and
prepared smile designs. Four sessions of
prep and seat on Saturday and Sunday
completed the second weekend.
The third weekend, Dr. Ed Lowe again
lectured and we delivered 50 smile designs
during the hands-on clinical sessions,
including new smiles for Dr. Rick Workman
and his wife, Angie.
To observe the incredible results
obtained by our Mentor-Doctor teams was
extremely exciting. For doctors, any
doctors, to subject themselves to close
hands-on observation is an extremely big
deal. For many it conjures up feelings of
dental school.
However, this experience was “nothing
like dental school!” The lecture and
mentoring and support process was
TOTALLY uplifting and positive. For me, as
clinical director, to observe and also to sit
down and do some mentoring myself was
an extremely rewarding experience. I
noticed many new doctor’s walking a little
taller and with more personal and clinical
confidence as a result of the continuum
experience.
I also took note of the many patients
whose lives were changed in a positive way
as a result of their new smiles.
An interesting observation by Ed Lowe
was that the whole process went very
smoothly, with very few glitches or
problems.
I have to say a special thank you to the
supply team and the teams of Heartland
Center for Aesthetic Dentistry and
Heartland Dental Care for making this
event a complete success. I am totally
honored to be able to work with such a
talented group of individuals at Heartland
Dental Care. I also would like to thank
Tinley Hanks for spending countless hours
documenting our experience through the
digital camera. And, a very special thank
you goes to Stef Kingery, director of the
Institute at Heartland Dental Care, for her
efforts. I also wish to thank Bill Keller and
Larry Zenk at Keller Labs for their
extraordinary support as well as Westlund
Dental Lab for their support.
The great thing about The Institute at
Heartland Dental Care and the Aesthetic
Continuum is that we are just getting
started! The best is yet to come.
I would like to mention that this cosmetic
training format would be appropriate for
dentists at all stages of their career and
that we will be offering courses like this at
The Institute for all dentists in the future.
It was an incredible experience!!!
— Kevin Fatland, DMD
Sunset Hills
Family Dental
Edwardsville, IL
When you teach and share
knowledge, you always will
learn more. You are a winner
because you walked away
with more ideas and
knowledge than you came
with. Opportunities like
the continuum create
positive experiences for
both the mentor and the
mentee. Such successful
experiences increase the
confidence of the mentees
and prompt them to reach
for higher goals, and step
outside their comfort zone.
— Anna Singh, DMD
Dentistry Plus-Hickory Hollow
Antioch, TN
Nothing is unattainable
with hard work!
— Matt Cliburn, DMD
Dentistry Plus
Lexington, KY
— O. Craig Shanteau, BS, DDS, FAGD
Senior Clinical Director
Heartland Dental Care
What a great opportunity and privilege to serve as a
mentor to other doctors. The experience of teaching and
learning from others is a huge positive of being with
Heartland Dental. To watch young, talented doctors grow
in knowledge and confidence is unrivaled. It is a privilege
to share experience with eager, dedicated and committed
doctors and teams within Heartland. Watching these
doctors take these new procedures back to their own
offices and incorporate them into their practices is proof
of the experience.
— Wayne L. Olges, DMD
Dentistry Plus,
Clarksville, IN
We make a living by what we
get; but we make a life by
what we give. I am happy
that all the people and
doctors I was able to be
around had a great
experience. Thank you
to all involved.
The continuum was one
of the best dental
experiences I have ever
had the privilege of being
associated with. The
talent level of the doctors
we worked with was
outstanding! This is
something I will carry
with me for the rest of
my career.
— Brad Harris, DMD
Perfect Smiles Dental Care
Kokomo, IN
PAGE 9
Continuing Education
The Aesthetic Continuum
was a powerful experience
for me. The camaraderie
was amazing! The quality
of work was excellent!
Last, but not least, it
was an awful lot of fun!
— Ron Weems, DMD
College Avenue
Family Dentistry
Alton, IL
As a mentor of the
Aesthetic Continuum, I had
the opportunity to work
with many talented
doctors. I feel this
experience gave these
doctors the confidence
and the knowledge to
provide their patients
with the latest
procedures in cosmetic
dentistry!
— Denise Long, DMD
Smiles by Design
Fairview Heights, IL
To inspire others you have to
be inspired . . . . The
mentoring program has
made me recognize how
much inspiration I
receive by facilitating the
growth of others. Thank
you Heartland and all
participants!
— Karen Williams, DDS
Hershey Plaza
Dental Center
Bloomington, IL
It was truly a pleasure
working with all the doctors
in their advanced aesthetic
training. It was a
growing experience in
both clinical skills and
confidence that I have
never seen before. I
look forward to the next
continuum so that I
may have another great
experience!
Being a mentor was a tremendous experience for me. The knowledge
and the skills that the doctors whom I had the privilege of working with
was amazing and humbling. It is amazing and humbling in that these
young doctors are so far ahead in both their clinical skills and in
their thought processes than I was at this stage of their careers. I
would never have thought about treatment planning, let alone
preparing and delivering 8-10 unit anterior cases the first year or
two out of school! I would have had no idea as to where to begin.
These new doctors have skill, desire and ability. Their patients
received outstanding care during their treatment. It was an honor
and pleasure to mentor each and every one of the doctors I worked
with!
— Jordan Spencer, DDS
21st Century Dental
Charleston, IL
— Bill Bloink, DMD
Springfield Dental Care, Springfield, IL
and Smile for Life Dentistry, Maryville, IL
PAGE 10
Mentoring has helped me to
step out of my box. I am
just amazed at the
camaraderie that exists
between Heartland
doctors. I never
experienced anything
like it in my 21 years as
a solo practitioner!
— Brad Gray, DDS
Westfield Dental Center
Westfield, IN
Very few times do we
as doctors gets to make a
difference in someone’s
professional career, but
the Aesthetic
Continuum was one of
those times.
— John Mey, DDS
White River Dental Care
Muncie, IN
Being a part of the continuum has
allowed me the chance to see a
clear transformation in the
attitudes of the participating
doctors from nervous and
uncertain to elated and
confident. The experience
and dedication of the
mentor doctors has
successfully been
transmitted to their
doctor mentees. I am
reminded of a quote from
a lesson in Zen. “It isn't
what you may GET from
taking a risk, but rather
what you may BECOME
because of taking the risk.”
As we are all students, albeit
some just a bit farther along the
path than others, we all have
benefited from the risks associated with
undertaking this continuum together. I know I personally
learned a great deal.
— Jim Alexander, DMD
Quality of Practice Consultant
I felt truly honored to be
in the presence of that circle
of influence — both the
mentors and the mentees.
We have the greatest jobs
in the world! To be able
to change patients’ lives
with what we do, in some
humble way, is extremely
powerful!
To see how these fantastic
“Smile Rejuvenations”
turned out, turn to page 14!
— Yvonne Fields,
Clinical Coach
Nashville, TN
PAGE 11
Personal Attention
Making a difference beyond your practice doors
main focus at Heartland Dental Care is Personal Attention. And,
providing “personal attention” is not exclusive to Heartland
offices or patients, but is extended out into the many
communities it practices serves! That’s why everyone at Heartland is
excited about the first company-wide charity drive this year that is
scheduled to kick off May 1 and run through June 30.
Heartland Dental Care has selected three charitable causes to
adopt for its drive: Smiles for Life, Reading, Writing and Rhythm and
Cardinals Care. Participation in the charity drive is completely voluntary
for all Heartland offices.
The Smiles for Life Foundation is the children’s charity organization of
the Crown Council. Since 1998, Crown Council dentists have helped
Smiles for Life raise more than $15 million for more than 300 children’s
charities throughout the United States and Canada. This has been
accomplished by offering tooth
whitening at less than normal
price with 100 percent of the
proceeds going to the different
charities. A new component this
year includes that participating offices will be able to donate 50 percent
of the proceeds to the local charity of their choice. Not only will children’s
charities such as Garth Brooks’ “Teammates for Kids” Foundation
receiving funding, but also charities located in each individual community.
The Reading, Writing and Rhythm Foundation, established by Country
A
Music singer Chely Wright, raises funds for music education in public
schools, as well as supplies musical instruments and equipment to
schools in need across the nation. Reading, Writing and Rhythm is
partnered with the National Association of Music Education that
encompasses 85,000 public school music teachers and Yamaha.
Cardinals Care is the St. Louis Cardinals’
community foundation that supports children in
“Cardinal Country.” Established in 1997,
Cardinals Care has distributed over $5.9 million
through the Ball Field program and cash grants
to area organizations, as well as arranged player
visits with the kids and overseen the distribution
of complimentary game tickets.
If you are interested in learning more about
the charity drive, please contact Deana Nuxoll at
dnuxoll@heartlanddentalcare.com.
Diane Mueller can be reached at
Smile for Life Dentistry, Maryville, IL;
618.288.6699.
A team approach to successful treatment acceptance
DC
hygienists
have had a
lot of fun and have
had a great time
sharing information
and ideas that have
been successful in
their offices. Here are a
few ideas that have come from the Forums:
1. A compassionate team approach to treating
patients is very important. New patients often
come to the office with fear, possible pain and
many questions so it is important that the entire
team be able to treat each patient with dignity and
compassion.
2. All team members should be able to present
treatment in a positive way to the patient. It is very
important that everyone is able to tell the benefits
of recommended treatment, as well as the
consequences of choosing no treatment or less
than optimal treatment. When the patient has
insurance, the emphasis should be on the
benefits of treatment and how wonderful it is that
they have insurance to help them. Focusing on
what insurance does not cover will have a
negative effect. For example; “Mr. Jones, you are
very fortunate to have dental insurance to help
you with the cost for treating your periodontal
PAGE 12
H
disease. Your total cost for your periodontal
therapy is $—.”
If a patient does not have any insurance, the
emphasis should be placed on the treatment. “Mr.
Jones, you are very fortunate that there is an
effective treatment for your periodontal disease. If
left untreated this disease can lead to tooth loss
and more serious health problems. Recent
studies have shown that the same bacteria in
your mouth can cause heart attacks, strokes or
make diabetes or other health problems more
difficult to control. The cost to do this treatment is
only $—.”
A team meeting is an excellent time to discuss
Lifetime Care and why certain procedures are
treatment planned. It helps to build patient
confidence when the entire team is consistent and
enthusiastic about patient treatment.
4. It has been more effective to present STM
and Arestin as a total treatment plan for a patient’s
periodontal therapy, rather than separate options.
This is similar to when a treatment plan is
presented for a crown and build-up. The total cost
is given for the entire procedure.
5. Flexibility may be needed to help the patient
with treatment acceptance. If all possible payment
methods have been explored and money is still
an objection, it maybe helpful to break the
treatment down into quadrants. If the patient can
only afford to do one quadrant of STM with Arestin
at a time, this would be much better than to do all
four quadrants without Arestin. It is important to
treat the bacteria at the same time as the STM is
done. If the patient can truly only do the STM with
no Arestin, than that treatment should be done,
but it should be the last one offered. Reinforce
with the patient that Arestin may be needed at
future appointments if an area continues to have a
5mm. pocket or greater.
6. The number one priority should be on the
patient and their oral health. That is why they
came to the office. If the focus is on the money,
the patient may lose the focus of Lifetime care.
Before less than optimal treatment is
recommended, always allow time for the patient to
think over the recommended treatment. They
need time to process that they have disease in
their mouth. Silence is an excellent way to allow
them time to think. After a few minutes, ask the
patient to share what they are thinking or if there
is anything else standing in the way of their
treatment. This will help in understanding if they
have any other questions or objections.
A consistent team approach to treatment
planning helps to build patient trust and
confidence in the entire team and helps them
understand the
importance of
accepting
Lifetime Care.
Professional Excellence
MDI Implants . . .
recently returned from a two-day mini residency program in Oklahoma. I
have to say that the course, taught by Dr. Charles English, Dr. Steven
Sullivan and Dr. Paul Mullasseril, was exceptional.
It would be my hope that Heartland Dental Care (HDC) will bring this
outstanding program to The Institute for a hands-on program in conjunction
with our Custom Characterized denture program now under development. If
you would be interested in such a course, please contact me at
jalexander@heartlanddentalcare.com.
The following is excerpted directly from the IMTEC presentation. So I
want to be certain they get the credit.
The IMTEC Sendax Mini Dental Implant System is a great way to begin
your implant practice if you aren’t currently doing implants, and a great way
to convert denture patient to implant patients at a much lower cost if you
are!
Here are the high points of the MDI system:
• It’s minimally invasive, no flap is required and anesthetic is generally
limited to local infiltration or at most a block.
• It’s capable of immediate loading.
• It is a simplified technique (but precision is important. I don’t
recommend trying this without attending a course.)
• It is cost effective, taking about 30 to 45 minutes to place 4-6 anchors
at an average fee of around $3,000.00
• The system is well suited for over dentures and works well in both
arches.
• Diagnostic radiographs required are really only two views, a panoramic
view and a lateral view of the anterior part of the ridge utilizing #4 SIZE
OCCLUSAL FILM shot as a lateral. The technique for this is very
simple!
The system has multiple uses, such as stabilization for fixed and
I
Dr. Alexander can be eached at 618.580.4169.
removable prosthesis, support for
periodontal and/or Endodontically
compromised teeth and even
orthodontic anchorage applications.
Dr. Jim
The MDI system is an advantage to Alexander
three distinct groups of patients in
Quality of
need:
Practice
1. Those who are medically
Consultant
compromised and cannot
withstand the rigors of conventional
implant placement
2. Those who are financially challenged and
cannot afford the cost of conventional
implants. (3-5 times the cost of MDI)
3. Those patients whose anatomy will not accept conventional implants.
Although the implants come in various sizes, diameters and collar
designs, the technique for placement is the same. Utilizing a single-drill
technique and avoiding the need to create an osteotomy site, the self-taping
anchors create immediate fixation and are capable of immediate loading in
under an hour, start to finish. That includes the denture retrofit done
chairside!
Finger pressure using three sequential twist wrenches produces an
exact compressive force on the bone that is engineered to be below the
threshold force that would result in remodeling of the bone. Done according
to the protocol, MDI implants should not experience loosening. However,
should one fail, the simplified technique makes removal of the failed anchor
and its replacement with a new anchor in an adjacent site both possible
during the same appointment.
Combining the MDI with existing practice procedures like oral sedation
and custom characterized removable prosthesis, raises the standard of care
we can deliver to our patients to a level heretofore attainable to only a select
few.
How our Extraordinary makeover was born!!
BY JORDAN SPENCER, DDS
he team at 21st Century Dental in
Charleston, Ill., was having fun doing smile
designs for people and we decided we
wanted everyone to know about it. We also
decided we wanted to be the place to go for
cosmetic dentistry. At the same time, we wanted
to do something for the community, and change
one special person's life.
We began by contacting area businesses to
see who might be interested in particpating. We
also had to choose what form of media we were
going to use. We determined that newspaper
would be our media of choice. It allowed for other
companies to advertise, contest forms to be
published, and ongoing coverage of our event.
The newspaper placed an entry form in one of
their sections, which occupied one full-page,
double-truck ad. Fifty additional businesses
bought small spots around the entry form and
each one had an entry box in their place of
business. When the entry deadline was met, all of
the boxes were collected by the newspaper and
brought to our office. We had a blast picking 10
T
finalists who were all featured in the next edition
of the newspaper. Then, our winner was selected
from the 10 finalists. We made her day as we
arrived by limousine to congratulate her on being
chosen the winner. We also presented her with a
bouquet of flowers.
Our timeline for this event was six weeks.
Each week, our contestant would visit one of our
participating businesses and would be followed by
a newspaper photographer and reporter. The
following week, the story appeared as a full page
in the newspaper. This type of activity and
coverage
continued every
week at other
businesses
including those
that offered hair,
After
clothing, tanning
and toning
services.
Our coverage
explained to the
public, including our
patients, what smile designs were all about. It also
included the contestant’s before and after photos,
as well as photos of myself and my team at work
in our beautiful office.
At the end of the makeover experience, we
orchestrated an unveiling party. This included
donations from local companies for flowers, food
and limousine services. All the participating
businesses, as well as the general public, were
invited to attend. At this time, all of the
participating business were encouraged to set up
tables with literature on their business. Good food,
drinks and fun was had by all and a standing
ovation took place for our contestant.
We can honestly say this experience will be an
annual event!
Before
PAGE 13
Continuum Smile Designs
Before
Before
After
Smile Design
Prep Guidelines
by Keller Lab
After
Before
Before
After
Facial Reduction:
• Use Depth cuts.
• Reduce in 3 facial planes.
• Reduce at least 1mm for
vitality.
Interproximal:
Slice preps (open contacts)
recommended to:
• Change width.
• Close diastema.
• Move midline.
• Close embrasures.
• Replace Class IIIs.
After
Incisal:
• Minimum 1.5mm clearance
needed for strength and
halo/translucency.
• If lengthening teeth, minimal
reduction required.
• Bevel incisal edge toward the
lingual to create a butt joint.
Before
Before
After
After
Before
Before
After
Canine:
• To control canine guidance
prep onto the lingual surface,
allowing 1.5 to 2mm clearance
for porcelain strength.
Premolars:
• If adding length to premolar,
changing tooth dimensions or
closing diastemas, prep over
the facial cusp and create an
occlusal butt joint margin.
• “Step” prep on facial if not
changing cusp length or
position.
After
we’re improving dentistry,
one patient at a time.
PAGE 14
Departmental Notes
What’s Happening in
Human Resources
he first quarter of 2004 has come and
gone. As we spring forward into the
second quarter, we want to let you know
what has been happening in our department.
We have been busy, yet very excited about,
working out the detail of our new Employee
Stock Ownership Plan (ESOP). We are happy
to announce that Principal Financial has been
selected as our Third Party Administrator for the
plan. Principal provides administrative services
to nearly half of the nation’s top 100 ESOP
companies.
They will work with Heartland Dental Care
on administering the ESOP plan and creating a
strategic communication plan for all eligible
participants. This will work very similar to how
we work with third party administrators for the
health insurance and 401k plans. Eligible
participants will be receiving their stock
certificates in April. Additional communications
and literature about this exciting benefit also will
be sent out over the next few months.
Our most recent addition to the Human
Resources Department is Jayme Schultheis.
Jayme joined our team in February as the new
Human Resources Manager. Jayme brings with
her over six years of Human Resources
experience. She returns to her hometown of
Effingham from Louisville, Ky. Jayme will be
responsible for team recruiting, policy
administration and benefits. Her team will
include Melissa Brooks, Benefits Coordinator
and Cody Doty, Insurance Coordinator.
We are excited to have her on board and
look forward to the growth and opportunities
she can provide to the company.
Becky Rickelman will continue to manage
the Payroll Department while Chad Thompson
has moved into the role of Senior Director of
Operations. Besides overseeing the functions of
T
The Heartland Dental Care Human Resources Team includes, front row, from left: Jayme Schultheis, Human
Resource manager; Chad Thompson, Senior Director of Operations; Becky Rickelman, Payroll manager. Back row,
from left: Kim Mihlbachler, Payroll processor, Indiana; Melissa Brooks, Benefits coordinator; Deana Schafer,
Payroll processor, Iowa, Missouri, Kentucky, Tennessee and Ohio; Amanda Gephart, Payroll processor, Illinois; and
Cody Doty, Insurance coordinator.
human resources and payroll, Chad will
manage the doctor recruiting and supplies
departments with a primary focus on providing
support directly to the doctors at Heartland
Dental Care. He will continue to report directly
to Pat Bauer, Chief Operating Officer.
We would like to thank our payroll
coordinators in the offices for your patience as
we work through issues with our web-based
time clock. We really hope to have this process
completely automated soon. Also, since tax
season has just ended, you may be thinking of
making changes to your withholding status or
maybe looking for a way to shelter some of
your income in the form of a 401k plan. If you
need further information on benefits or you
have any changes in personal information,
please notify us at the Home Office.
In closing, if you know someone who is
looking for a new career, please have them
contact Jayme Schultheis, Human Resources
Manager, at 877-903-6406 or by email at
careers@hdcmail.com.
Remember, referral bonuses are available
for all positions, and we’re always looking for
the great people to join us.
Dentrix Trips from IT:
To be compliant with CDT-4 coding, procedure codes should be filed with a “D”
instead of the default “0”. To make this change, follow the steps outlined below for
each insurance plan:
1. Go to Family File
2. Pull up patient with insurance that needs changed
3. Double click on the insurance box
4. Choose Ins Data button
5. Place √ in box that reads Replace initial “0” of procedure code on insurance
claims with:
6. Enter the letter “D” into box
7. Click Ok
8. Choose to Change Plan for All
9. Click Ok
After completing the above steps, all patients who subscribe to this specific
insurance plan will be compliant.
PAGE 15
FYI
. Mark Your
Calendar
MAY
6
7
10-12
20-21
21-22
25-26
Thrive Consultant Meeting
Paul Homoly
Regional Administration
meeting
Specialized Dental U-3
Accelerated Management
Training and New Employee
Orientation
Advanced Team Leadership
Team Leadership
Heartland Management 201
JUNE
3
4
7-10
10-11
11-12
14-16
29-30
Thrive Consultant Meeting
Regional Administration
Meeting
Accelerated Management
Training
Advanced Team Leadership
Team Leadership
New Employee Orientation
Heartland Management 201
The votes have been tallied, and
as you can see by the front cover
— we have a winner!
A big Thank You to everyone
who voted at Boot Kamp for our
Smiling magazine title!
CONGRATULATIONS!
The following doctors and teams were recognized in their communities for their
AWESOME performance:
• Dr. Anna Singh and
team of Dentistry PlusHickory Hollow in Antioch,
Tenn., were acknowledged
by the mall marketing
department during the 2004
Annual Retailers Meeting for
having the highest increase
in sales per square foot.
Dentistry Plus increased
sales by more than 75%
during 2003 by participated
in the seasonal 20% off
coupon sales, coupon book,
Web site and more!
• Dr. Fran Adkins and
Dr. Jason Miller and team
of Dentistry Plus-Cool
Springs in Franklin, Tenn.,
were recognized during a
luncheon for Cool Springs
Galleria vendors for “Top
Percentage Increase
(Personal Services) for
2003” for having the
greatest percentage
increase in sales. Their
percentage sales increase
was 41% from 2002 to
2003!
• Dr. Adam Link of
Heartland Center for
Aesthetic Dentistry in
Effingham, Ill., was voted
the No. 1 Reader’s Favorite
Dentist during the People’s
Choice Award program
sponsored by the Effingham
Daily News. He received a
certificate, and was featured
in a special publication
listing both winners and
nominees in each category!
Way to go teams!!!!
About this publication ...
• “Smiling” is published quarterly. Any office or team interested in submitting stories,
columns, photographs, etc., may do so by contacting Tinley at 217.540.5192 or e-mailing:
thanks@heartlanddentalcare.com
JULY
8
9
12-14
19-22
22-23
23-24
27-28
Thrive Consultant Meeting
Regional Administration
Meeting
New Employee Orientation
Accelerated Management
Training
Accelerated Management
Training
Team Leadership
Heartland Management 201
AUGUST
5
6
Thrive Consultant Meeting
Regional Administration
Meeting
7
Dental U-1, Effingham
9-11 New Employee Orientation
12-13 Advanced Team Leadership
14
Dental U-1, Indianapolis
16-19 Accelerated Management
Training
PAGE 16
• If you know of someone who is interested in joining our Heartland Dental Care Family,
please contact Recruiting Manager Jeff Schuette at 888-999-3661 or email him at
jschuette@heartlanddentalcare.com.
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