General Information
»Education Courses
»Hall of Fame Expert Panel
»Marketing Mega Panel
»Sponsored Educational Breakouts
»Software Palooza

Click on each course title to learn more.

Educational Courses

Best Kept Secrets of Successful Practices
Laurie Guest, CSP

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Ever wonder why some dental practices are more successful than others? Laurie Guest gives you insider information on many great tools used by your colleagues. This rapid-fire session is full of ideas that can be immediately implemented. Learn about the incredible tools that can improve communication, staff development, customer service, teamwork, patient service and many more tips for building a successful dental practice.
Click here to watch Laurie's message to AADOM
Top of their Class: How Managers Can Build Extraordinary Teams
Paul Edwards

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Behind every high-performance dental team is a “Class Act” manager, able to create conditions where talented people work together. And behind every “Class Act” manager you’ll find the tools that help them transform ordinary employees into extraordinary teams. Join CEDR HR Solutions’ CEO Paul Edwards for a fun and informative session to learn about the three levels of “Class Act” managers, their communication and management strategies, and what changes you can make to reach the next level today.
Stress Busters – Kick it Before it Kicks You!
Merikay Tillman, MS

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Dental Office Managers face many challenges and wear multiple hats on a daily basis. Juggling competing priorities and managing multiple personalities can add to the organized chaos. In this power packed session you will learn: strategies to motivate the unmotivated, how to resolve conflict & build stronger relations, ways to deal with terminally unique people & conquer worry, how to coach your team when they get off track, and more!
Tides of Change: How Electronic Health Records Will Impact You Now
Patti DiGangi, BS, RDH

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States are beginning to require compliance with electronic health record (EHR) keeping and claim submission. Will you be ready when it’s your state’s turn? Vendors are updating and developing new software to keep up with growing demand. This interactive workshop offers simple steps that can be taken aimed at navigating the choppy waters of adoption no matter if you are already completely paperless or all paper-based. For the entire team—everyone has a part in EHR.
HR Intensive:Not for the Faint of Heart
Paul Edwards

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Join Paul Edwards and his team of experts for an interactive, down-and-dirty discussion of Human Resources and its role in your practice. He’ll address the most common issues doctors and their managers face, techniques to make your next hire your best yet, and how you can avoid dangerous regulatory landmines. This course is intended for experienced office managers and doctors.
Dr. Farran’s 2 Hour Dental MBA
Howard Farran, DDS, MBA

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Topics will include how to apply timetested MBA-level management to your office, how to build a winning team without any hype, fluff or wishful thinking, how to get twice as much done in half the time while reducing your stress, how to focus your practice through market differentiation, cost leadership & niche market, how to develop a relationship-based practice instead of a product-based practice, how to increase treatment plan acceptance by understanding market segmentation and price elasticity, how going digital can dramatically increase your case acceptance, and the first and second laws of customer satisfaction.
Scheduling Excellence
Sandy Pardue

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This course will expose the most common front office blind spots while providing endless success tips to help overcome challenges related to creating a productive schedule. Attendees will learn effective verbal skills, how to increase treatment acceptance, how to minimize broken appointments, how to detect patient upsets, how to take control of the schedule and boost office production. Sandy will share time tested strategies that assist with detecting and handling patient objections to scheduling and keeping appointments. Attendees will receive an action plan for implementing vital front office systems for practice growth.
Foundations of Dental Office Management
Teresa Duncan, MS, FADIA, FAADOM

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This course is designed for doctors or managers with less than five years of management experience or for those desiring a refresher course on the basics of dental office management. Experienced dentists know clinical excellence alone does not spell success—managerial talent and leadership is needed as well. Discussions will focus on situations that most managers encounter in their new roles. From hiring and firing to managing your practice’s revenue cycle—we’ll review basic systems you will need to have in place. Topics will include: structuring an effective team, managing your practice for financial success, tips on insurance management, and leadership and attitude as a manager.
The Dirty Dozen. Effectively Dealing with 12 Common Yet Nagging Practice Hassles (For new office managers)

Partnering for Your Practice Success. Leading and Managing in a Collaborative Way
(Advanced Level Course)
Debbie Castagna & Virginia Moore
The Dirty Dozen. Effectively Dealing with 12 Common Yet Nagging Practice Hassles
In this fast-paced two-hour session, Virginia and Debbie will provide tools and perspective on 12 situations that can cause a lot of frustration in dental practices. Do you need a new approach or verbal skill for a scheduling challenge? How about for a “testy” patient or a grumpy co-worker (or dare we say boss?) We’ll chuckle at the hassles and leave smiling knowing you have some new tools in your toolbox!

Partnering for Your Practice Success. Leading and Managing in a Collaborative Way
In this provocative session designed for Doctors and Practice Administrators, Virginia and Debbie will discuss the power of a shared vision and cultivating a team of stakeholders. When the Doctor/Leader and Practice Administrator/Manager and their team are in sync, the practice has potential to thrive. Come for an educational opportunity to discuss purpose as well as the necessary practical aspects of understanding the economics of practice success.
Discover the Leader in YOU
Kim McGuire

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In this powerful workshop you will learn the tenets of leadership and learn how to lead your team to wild success both personally and professionally. Kim believes anyone can cultivate leadership skills, no matter what your background or personality! In this interactive seminar, you’ll learn how to: create a vision for you and your practice, hold your team members accountable, understand the 5 business engines that drive your practice, and learn the maximization of human capital. Join us to discover the leader in YOU!
Team Communication Creating Tried and True Fans
Melinda Heryford, MBA

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Stop trying to satisfy your patients and try ENGAGING them! In this up-beat and straightforward presentation, you will discover the fundamental elements of team communication that create Tried and True Fans. Other practices boast dramatic shifts, and so can yours. Education intensive discussions allow for self-discovery and strengthening the learning. This course will train you and your team to:
  • Learn the three D’s to creating and sustaining Tried and True Fans
  • Identify the 5 Steps to Engage patients
  • Discover 3 daily communication systems for success

Hall of Fame Expert Panel

In celebration of our 10 Year Anniversary we are welcoming back 6 of our most popular keynote speakers and friends of AADOM for a MEGA Question and answer panel where YOU get to pick the topics and benefit from the combined knowledge of Dentistry's brightest stars.
Fred Joyal

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Fred Joyal is the founder of 1-800-DENTIST, and author of the best-selling book on dental consumer marketing, Everything is Marketing: The Ultimate Strategy for Dental Practice Growth. An award-winning marketing professional, Fred regularly lectures at national dental events and is a frequent contributor to numerous industry publications. Fred’s insights into the mindset of dental patients are invaluable.

Fred is recognized as the industry’s foremost expert on dental consumer marketing. He is unique in his ability to draw upon more than 25 years of frontline experience working in one of the advertising world’s most highly specialized niches. A friend and consultant to many of the nation’s most successful dentists, Fred is widely respected and sought out for his unique insights. The expert in modern dental consumer marketing.
Judy Kay Mausolf
Practice Solutions, Inc

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Judy Kay Mausolf owner and president of Practice Solutions Inc, is a dental practice management coach, speaker and author with expertise in communication and team relationships. She coaches dentists and managers who want to be better leaders, get their teams to work together better and ultimately grow their practice.

She does this by developing leadership, broadening mindsets, elevating attitude, strengthening communication and developing skills to build happy, healthy and high performing relationships!

She is Past President of National Speakers Association (Minnesota Chapter), Director of Sponsoring Partners for the Speaking and Consulting Network, and a member of the National Speakers Association and Academy of Dental Management Consultants. She is author of Rise & Shine; An Evolutionary Journey to Get Out of Your Way and On Your Way to Success, and a contributing author for The Progressive Dentist, Dental Economics, AGD Impact, First Impression, Pink Tooth and the Observer. She also publishes a monthly newsletter entitled “Show Your Shine”.
Cathy Jameson, PhD
Jameson Management

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Cathy Jameson is founder of Jameson Management, an international comprehensive advising firm with offices in New York, the United Kingdom, Oklahoma and the Caribbean. With a background in education and psychology, she worked alongside her husband, John H. Jameson, DDS, in his rural Oklahoma dental practice. Their diligent efforts led to great success. Later working in sales for dental financing organizations and dental software groups, she found herself advising teams about all of the dental practice’s systems. Now, almost two decades later, she’s helped dental practices refine the 25 dental business systems for greater success and she’s trained a growing team of advisers and speakers to do the same for clients worldwide.

Cathy holds a bachelor’s degree in education from the University of Nebraska in Omaha, a master’s degree in psychology from Goddard College in Vermont and a doctorate degree in applied management and decision sciences with a focus on leadership and organizational change from Walden University. She considers herself a lifelong learner and encourages those around her to be in a constant state of study, growth and action.
Linda Miles, CSP

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Linda began her career in dentistry as an assistant in 1961 and moved with her AF career husband Don for 21 years, always being the last hired staff member in most practices. In 1976 she moved to the front desk and then became the Practice Administrator of a small, but very successful, practice in Richmond, VA.

With encouragement from her then employee, she started helping other practices train their admin teams in 1978. She went into fulltime speaking and consulting in 1980, when she and her husband moved to Virginia Beach, VA. Thanks to a very supportive family and corporate staff, they built a very successful practice management consulting firm over 30 years. She sold the company in 2007 to Dr. Rhonda Savage.

In 1997 Linda founded the Speaking Consulting Network (SCN), an annual conference for those wishing to start or enhance their own speaking, consulting or writing business. In 2010, Linda sold SCN to Lois Banta of Banta Consulting.

Today Linda is still very active with SCN, Oral Cancer Cause Foundation, EPIC I and EPIC II, AskLindaMiles.com and is writing two new books, (both available in 2013). One book on her life adventures as a dental speaker, consultant, writer, wife, mother, grandmother and mentor for many. The second book is co-authored with Lois Banta on “How to Start or Enhance a Speaking/Consulting Career”. Linda believes, “To REST is to RUST”, so she plans to work as long as she continues to enjoy it!
Janice Hurley-Trailor
Janice Hurley-Trailor, Image Consultant

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Janice Hurley-Trailor has dramatically improved the results of professional practices, businesses, and government agencies for more than 25 years.

With a degree in Organizational Behavior from the University of San Francisco, Janice has analyzed and improved every aspect of her clients’ businesses to become more profitable and more respected.

A major factor in her business makeovers has been helping both principals and team members to present a more professional and successful image. That led to requests for makeovers for other clients from all walks of life, then to speaking internationally on personal image and business communication skills. She combines the visual, the verbal, and the nonverbal to help clients present a congruent message of their professionalism and success. Janice knows that we are all drawn to confident people and helping others project an accurate portrayal of themselves is more attractive than perfect features or careful grooming.

Janice is a member of National Speaker’s Association, Speaking Consulting Network and Academy of Dental Management Consultants. She is a contributing author to NSA’s book, Paid to Speak, Heroes in Heels and Professional Savvy, a university textbook for Dental Assistants. Janice is the co-author of Beautiful After Baby which was published in 2012. Additionally, she writes for national publications on image and business etiquette. For the last 10 years, Janice has been recognized as a Top Clinician in CE by Dentistry Today.

She has motivated over 100 different companies, many of them Fortune 500 clients, and speaks to universities and industry conferences. Her coaching and corporate training result in increased excitement, confidence, and clarity that lead to success.
Katherine Eitel
Katherine Eitel & Associates

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Katherine Eitel is the creator of The Lioness Principle™ , a unique and powerful leadership concept for corporations, dental and healthcare practices, and progressive individuals looking to access their full potential. An inspirational keynote speaker, workshop leader, corporate trainer, and personal performance coach, she specializes in extraordinary leadership and high-level communication skills and is known for her interactive and high-energy connections with audiences and clients. Katherine helps businesses and individuals discard their old, tired scripts and access instinctive greatness to improve personal performance, employee development skills, telephone technique, marketing and sales results, speaking and training skills, and customer service.

Winner of the coveted “Spotlight-on-Speaking” award; contributor to most major industry publications as well as the new book, Powerful Practice. Her Transformational Trainer’s Workshops and Lion Camp Team Leadership Retreats facilitated, in part, at the San Diego Wild Animal Park are annual sell-outs.

Marketing Mega Panel

How many ways can you market a dental practice? We think one answer just isn't enough! AADOM has assembled 6 of the top marketing minds to help answer your pressing marketing questions. Join us for this interactive session where your marketing questions not only get answered but get answered from 6 different perspectives.
Betsy Roddy
Marketing Director
LaNita Kuehl
Health Exhibit Marketing & Sales Specialist
Angie's List
Rita Zamora
Rita Zamora Connections
Robin Morrison
RLM Healthcare Marketing and Consulting, Inc.
Lorie Streeter
Vice President

Sponsored Educational Breakouts

AADOM proudly presents the 2014 Sponsored Educational Breakouts. These sessions are courses designed to educate the office manager on a product or topic chosen by the sponsor which may or may not include sponsor content.
There's an App for that
C. Ray Coleman, D.D.S.
Sponsored by: E-Dental Market

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Have you ever wondered when dentistry would finally get with the times? You know, make life as an Office Manager slightly less archaic? Wonder no more! Join E-Dental Market for the workshop you’ve been waiting for and we’ll show you how practice management can now be as simple as using applications in your office, the same simplistic way you do on your smartphone.

Learning Objectives:

Introduction to:
-New age Credentialing: Sign up your dentists with multiple insurance companies using a single application submission and do it for FREE with this easy application!

-DYI PPO Dental Insurance Negotiations: Get your doctor a pay raise using modern resources and professional tools and learn insider tips that will help you improve reimbursements! We’ll also show you an affordable app that will enlist professionals to credential, negotiate, and re-credential on your behalf!

-Setting Competitive Practice Fees: Are your practice fees competitive for your area? Guesswork can cost you thousands each year. Ready for a simple solution through an easy application? Attend the workshop!

Myths, Mistakes & Facts about Dental Labs: Hear it from a lab owner and get introduced to an application that will have your dentist(s) thanking you for years.

-Secret Supply Saver: Learn how a new application enlists supply professionals to do your shopping for you, finding you the best brands at the best prices!

-Approving more Patients for more Treatment?!: Financed patients spend 3.6 times more on average. We’ll show you the application that will help you increase treatment acceptance and production!

-Seeing more Patients, Keeping more Patients: Finally! Learn how to utilize the only application in existence that helps you easily create, manage and administer your office’s own custom discount plan(s) by extracting real information from your practice management software!

-Increasing Patient Show Up Rates:If you are already using a patient outreach software to reach out to your patients through some sort of messaging, we’ll teach you about the application that does it all for a whole lot less. If you aren’t doing patient outreach, we’ll show you how to finally afford it!

Creating Brain Sparks: Collaboration is How We All Win
Mindy Altermatt, FAADOM
Sponsored by: OneMind Health

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Recent studies have shown that today’s employees feel more appreciated and ultimately fulfilled when they are a part of creating the success of their team. How do we cultivate an environment of inclusiveness and collaboration to make that happen? Join AADOM’s 2007 OMY Mindy Altermatt as she leads you through this action packed session intended to give you a hands on experience in collaboration and problem solving for dental teams. Bring your office’s top three challenges to the course and we’ll use your real life challenges in our exercises. Collaboration benefits the entire team! We’re talking everyone from the doctor to the receptionist and everyone in between. If you like the AADOM Forum, you’ll love the hands on approach to this session! Session attendees will:
· Learn the value and benefits of team collaboration
· Learn collaboration techniques you can use with your team daily
· Breakthrough the roadblocks that inhibit team collaboration
Anatomy of a Compliance Audit
Linda Harvey, RDH, MS, LHRM
Sponsored by: Patterson

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Imagine your most hectic day when someone who’s not on the schedule walks in. Rather than an insurance card, you are presented with a government identification badge. Your office is about to undergo an unannounced compliance audit.

We often think of compliance in terms of a patient’s adherence to treatment recommendations. However, compliance is also a term frequently defined as an organization’s ability to adjust and adhere to government regulations. It includes having internal policies and procedures designed to prevent and detect violations of applicable laws, regulations, rules or ethical standards. Applicable regulations within dentistry range from state practice acts to broader federal regulations such as OSHA, HIPAA, Fair Labor Standards and more.

This presentation guides you through the process of an audit and discusses a 3-point approach to compliance. By attending this session, you will learn:
  1. What to do if you are audited
  2. How to prepare for different types of audits
  3. Tips for using internal controls to bolster your compliance programs
  4. What’s hot with OSHA including the Globally Harmonized System (SDS and pictograms)
  5. What’s hot with HIPAA including the latest breaches and fines
  6. Having a strong compliance program is foundational to running a profitable and legally sound practice.
Case Acceptance for Everyday Dentistry
a non-sales approach to a healthier practice

Paul Homoly DDS, CSP
Sponsored by: Comprehensive Finance

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Office managers know the most difficult aspect of managing a dental practice is not the clinical processes. The most difficult aspect is managing the people – patients, team members, and dentists. So much of the people complexity arises out of the case presentation process; patients get shocked about the fees, dentists get stressed when patients don’t accept care, and team members (including office managers) have to juggle everything to keep things moving forward.

Imagine if there was a way to practically eliminate the complexity and stress related to the case acceptance process.

You don’t have to imagine it anymore. Dr. Paul Homoly, CSP, in his program Case Acceptance for Everyday Dentistry will show you the essential elements of a non-sales approach to offering care that eliminates stress and makes it easy for patients to make good dental healthcare decisions.

During Dr. Homoly’s program you’ll learn:
  • The Four Chiefs™ - The 4 essential conversations of every successful case presentation
  • The Case Conversation Organizer™ - How to prepare your case presentation in half the time with twice the results
  • Building Stacks™ - How to keep patients in your practice who are not yet ready for care
The seminar’s concepts and methodologies are based on more than 25 years of successfully teaching dentists and their teams the necessary skills so case acceptance becomes predictably successful – from single tooth to complex care dentistry. You’ll come away from this program with ready-to-use tools and ideas to boost case acceptance while reducing stress and complexity in the process.
Overcoming the Fear of Cost in Dentistry
Cathy Jameson, PhD
Sponsored by: CareCredit

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Recent studies show that the #1 reason people don’t come to the dentist is FEAR OF COST! In today’s economy, money is the dental professional’s primary obstacle for a patient to move forward with recommended treatment. Have you found this to be true in your practice? Are you finding that no matter how great your dentistry is, you just can’t seem to get your patients over the financial hurdle? If so, Cathy Jameson can help you discover, develop and implement the techniques and skills needed to become a professional SALESPERSON – where there is rarely an obstacle too high to prevent you from performing the dentistry you WANT to provide – not even the price.

Course Objectives:
  • COMMUNICATION! Communication! Communication! Develop the skills necessary for effective listening and speaking.
  • WHAT ARE MY OPTIONS? Find out how to make financial arrangements and how to find financial options that work for your patients and your practice.
    *SURROUND yourself with dental professional superstars! Learn how to create a culture in your practice that empowers, inspires and reflects true professionalism and well-managed systems.
The Office Manager Toolkit: From Human Relations to Public Relations
Fred Joyal & Ali Oromchian, J.D., LL.M.
Sponsored by: Futuredontics

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Dental office managers have more responsibilities today than ever before – juggling HR issues, practice marketing, staff management, social media …and of course, patient needs. So how do you do it all? AADOM favorites Fred Joyal and Ali Oromchian team up to share the secrets and shortcuts to make it possible.

This 360-degree look at the dental practice covers the growing list of responsibilities office managers deal with every day – including everything from performance reviews to Yelp reviews! Fred and Ali share the essential tools to simplify your life, get the most out of your team and keep your practice going strong.

Course Learning Objectives:
  • Outsmart Yelp, Google and Facebook
  • Keep your team motivated and accountable
  • Adjust to the newest changes in patient behavior
  • Stay compliant with employment laws
  • Avoid the biggest marketing time-wasters
  • Empower your team to work smarter, not harder
Scheduling Strategies to Profitably Handle the PPO Invasion
Linda Marek
Sponsored by: Renaissance

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Yes, PPO's can be profitable in a fee-for-service practice! Yes, you can provide excellent care for your patients! Yes, you will have to think differently and "out-of-the-box" to make this happen. This course is designed to help you be "intellectual" about working with PPO insurance plans rather than "emotionally negative" with the influx of so many plans. Your core values do not have to change in how you work with these patients or plans but you now must be smarter and more insightful than you have ever been with your daily schedule. PPO insurance plans are challenging all of us and if we are on top of it - we can still win!

This course will teach you how to draw a line between profitable plans and unprofitable plans as well as the tracking system for this determination. We will also learn the time frames allowable for procedures and discuss suggestions on how to make this work. This course will also help you teach your team members the importance of everyone participating in the schedule to keep the profits in your dental business.

Learning Objectives:
- Keep profits in the schedule
- Know how to work with PPO's rather than dread them
- Study each plan on it's own merit for it's own profitability
- Learn "out-of-the-box" methods to deal with the different working style of PPO treatment
Top Lessons Learned from Real HIPAA Breach Events
Kelly McLendon
Sponsored by: Stericycle

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A dental office is burglarized. Medical information is mailed in error. Confidential medical information is left on the hard drive of a leased photocopier. The personal health information of 32,755 patients is left unsecured and exposed on Google for nearly two months. Breaches happen! Large or small, no practice can ignore the regulations or think that they’re not vulnerable. Common causes and the impact of real breach events will be discussed in this session, along with lessons learned and important points about breach detection, determination and prevention. Course sponsored by Stericycle, Inc.
Why You Should Never Put Your Patients On-Hold, And How You Can Avoid It
Sonny Mortensen
Sponsored by: WEAVE

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Learning Objectives:

“Review recent studies/surveys focusing on the callers’ experiences.”

“Learn the surprising statistics associated with phone communication."

"Understand the direct repercussions of placing your callers on hold."

“Explore ways to train and help your staff to avoid this common pitfall.”

“Become the Dental Office patients’s absolutely LOVE to call."
Your New Patient Strategy, Proactive or Reactive? 5 Steps to Ensure New Patient growth.
Jim Philhower
Sponsored by: Henry schein

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Not enough new patients is the # 1 concern for dental offices today. New Patients are the lifeblood of a dental practice, without a significant new patient replenishment rate the practice is left to “live” off of the hygiene dept. and that strategy has a shelve life. Traditionally 75%-80% of new patients came from patient referrals. Unfortunately today that number has decreased to 25%-30% the rest coming primarily from PPOs. A patient referral is the best and least expensive source of new patients. With a referral from one of your top 20% patients you will be less likely to hear “I only want what my insurance covers” and more likely to e and increase in case acceptance and commitment to your practices philosophies.

Course learning objectives:
During this course you will learn proven techniques to increase new patient flow. Ways to identify your top 20% patients and generate referrals from them. How to involve the team.

Software Palooza

Eaglesoft Course: Come Ride the Wave of Technology
Mary Horvath

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Like the perfect weather of San Diego, Patterson Technology can provide the right environment and let you enjoy the flow of a well-run practice. During this session, we will give you details on how to use your current and new Patterson Technology offerings to help your practice thrive
OnTrack – Customized dashboard to show you where you’ve been and where you can go
RevenueWell – Create custom campaigns to bring patients in your door
Eaglesoft Web – See how easy it is to stay in touch with your practice - no matter where you are
CAESY Cloud – New features allow an all-encompassing educational experience for your patients.
Eaglesoft 17 – Make the most of the new features, including customizable medical history
Eaglesoft Tips – Learn some new tips and tricks to help your practice
Dentrix Course: Practice Paperless with Dentrix and Integrated eServices
Dayna Johnson

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Going paperless is one of the most talked-about topics in dental offices today. Many practices are trying to find ways to streamline workflow, increase efficiency and improve profitability by going paperless.
But how do you get there? What are the first and most critical steps?

Join Dentrix trainer Dayna Johnson for a comprehensive session, where you’ll discover powerful digital tools to help your practice get organized, increase productivity and focus on what matters most—your patients.
Course Outline
    • Build the foundation of your paperless practice.
    • Practice management software and integrated eServices are crucial tools on your path to paperless.
    • Small changes in office design can help your practice achieve greater success.
    • Discover everything you need to know about your computer hardware.
    • You have all the pieces—now how do you implement them?
    • Creating systems and processes that work smart.
    • Maximize your resources for greater efficiency.
Carestream PracticeWorks Course: Planning for a Chartless Practice
Debi Peterson

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This class is designed for all team members and identifies the new features of CS PracticeWorks practice management software that streamline your daily operations. By the end of this class, you should be able to identify new features, and incorporate trainers’ shortcuts to increase the efficiency of daily routines in both the administrative and clinical areas of your practice.
Carestream SoftDent Course: Planning for a Chartless Practice
Beth White

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This class is designed for all team members and identifies the new features of CS SoftDent practice management software that streamline your daily operations. By the end of this class, you should be able to utilize the software to become paperless in the administrative and clinical areas of your practice.

2014 Conference Sponsors

Contact Us
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Hours: 9:00 am – 5:00 pm EST