1. Dental School Survival Guide
Chris Salierno DDS

2. Stress
How is everyone’s stress level right now? How about you? Any big tests coming up?

3. Stress Curve

4. Third Year Story

6. Post-Grad Appeal
Boards
Letters
Activities
What post-grad residencies really look for. I know you’re all motivated and competitive; that’s how you got here. But learn to relax. You’re going to be a dentist. You don’t have to get a 100%. Who are the overachievers here? Point them out. I hereby give you permission to not get an A+. Learn and be great.

7. Ethics

8. ASDA Code of Ethics, White Paper, SPEC

9. Sometimes, good people under stress make bad decisions.
Dentists have a responsibility to their patients, to their peers and the profession to maintain the highest standards of ethical conduct.

10. “I’m not hurting anybody.” “I have to be the best.”
“Eh, nobody’s looking…”
“It doesn’t cost the patient anything.”
“I have to be the best.”
“Everybody else is getting away with it.”

11. Treat patients like they are your mom and dad
Treat patients like they are your mom and dad. Tough treatment choice: give the pt the information and make the decision together.

12. Competition

13. Patients

14. Waldman: more $ with your hands, pts don’t care what you do unless…

15. Pain Free
Function
Beauty
Patient Needs
Present problems, then solutions. It’s advertising Create a need, then your treatment will have value. Relate to the patient. Reference your own experiences.

16. “But it doesn’t hurt!” I have a lot of patients that will say this b/c they think it will get them out of having to do fillings. What they’re really telling you is that you haven’t educated them enough. I mention that the decay isn’t hurting them first (channel John Tafferty).

17. Explaining crown lengthening

18. You have a vast amount of knowledge. Good for you
You have a vast amount of knowledge. Good for you. Your job is to find a way to share that with your patients in a way that isn’t completely overwhelming.

20. “How many times have you done this before
“How many times have you done this before?” “I heard amalgam has mercury. Why are you putting poison into my body?” “I don’t want x-rays. They cause cancer.”

21. When to fire a patient. Some people are just a-holes. Like this guy
When to fire a patient. Some people are just a-holes. Like this guy. A-hole. Swierk story.

22. What if my work isn’t perfect. Relax
What if my work isn’t perfect? Relax. Ask a professor; that’s what they’re there for. What if they’re a mean jerk? Don’t let their bad attitude get in the way of your education. You’re paying good money… learn!

23. Organization

25. Let’s take a look at how student debt has grown over the years
Let’s take a look at how student debt has grown over the years. 21 years ago, the class of 1990 had an average debt on graduation of $54,550. When we adjust for inflation, that amount works out to almost $89,000 in today’s dollars.
The class of 2010 graduated with almost $180,000 in student debt. This is an average of public and private schools, across the U.S.

26. Student loans

28. You’re worried about looking like this guy
You’re worried about looking like this guy. We present treatment plans with associated fees, we don’t talk about costs. Sure, I get it. But there are lessons to be learned from marketing and sales. If all we had to do was tell patients they needed care, then our case acceptance would be 100%. We don’t live in that world.

29. Initial encounter: new patient, hygiene recall, etc
Initial encounter: new patient, hygiene recall, etc. No fees, no ballparks until your initial diagnostics are done

30. Three barriers to case acceptance: time, money, and emotion
Three barriers to case acceptance: time, money, and emotion. Know your audience!

32. Dentistry Really Expensive General, Cosmetic, and Implant Dental Care
What to patients expect? You’re giving them something that will last the rest of their lives. No more cavities. “Really expensive” is a relative term. You’ll spend that amount on a new car that only lasts ten years. “Let me show you why this is actually the least expensive way you can replace your missing tooth.”

33. The Future

34. Interview
Initial Encounter
Ask Questions
Trial
0-6 months
Written Agreement
Brass Tacks
6 months – 1-2 years
Contract

36. My Story