Dental Sleep Medicine Insider November DSM Insider | Page 21

RICHARD DRAKE, DDS
GONE IN 60 SECONDS
E
very meeting has one, every
church, every class, every party,
every plane: the “Chatty Kathy”.
The guy who won’t stop talking,
even after you politely ask him
to. I’m sitting in the airport after
teaching a full-day course to
over 100 dentists. Just off the
phone with my wife. “How did
it go?” OK….I think. I’ve taught
many dentists and courses over
the years, and I never know ex-
actly how to answer that ques-
tion.
Anyway, I’ve got C64, Southwest.
I know. I didn’t know they went
past C60 either, but apparently
they do. And with my email open
and Jason asking me for my next
DSM Insider article, I’m stuck
next to Chatty Kathy in persona.
I know more about this guy than
I do my neighbor of 20 years
already. He’s talking right now as
I type this. I’ll look over and nod.
That’ll keep him going for an-
other half hour or so. Oh, no……
he’s on the same flight. And I’m
gonna get the last seat….what
are the odds the one next to him
will be the only one left?
Anyway, got me thinking about
what I might say to you that
would make you more successful
in your dental sleep medicine
practice next week. Are you
ready? Here it is:
STOP TALKING.
Yep. That’s it. Profound, I know.
But true. If you’re thinking,
surely, he’s not talking about
me…….you’re probably wrong.
MOST dentists talk too much in
their practice. Especially when
it comes to sleep apnea. If you
don’t believe me, poll your staff.
Without fear of retribution.
You’re in the operatory, and your
all-star hygienist has a patient
panting with anticipation, want-
ing to know more about sleep
apnea, sleep testing, dental
devices……..so you launch right
in and start telling him every-
thing that you know. Hygienist
behind schedule. Patient glossy-
eyed. You’re talking too much,
and you’re talking over his head.
Instead, tomorrow, promise me
that you’ll turn over a new leaf.
Start a new chapter in life.
“Jim, it appears that you are
at severe risk for having sleep
disordered breathing. We need
to get you sleep tested. Jill, our
sleep ambassador, will help
facilitate the sleep test for you,
and I want to see you in about
a month; we’ll go over your
test results at that time and talk
about your treatment options.
Sleep apnea is serious business,
and not getting a test is not an
option.
Do me a favor and get online
and read about sleep apnea for a
while tonight. Get that test done.
I’ll see you in about a month.”
That’s it. Practice. Rehearse. It
took me 28 seconds to say all of
that. Put your own twist on it,
but I challenge you to keep it
under a minute. You’ll be more
successful. I promise.
INTERESTED?
JOIN ME AT THE
NADSM SYMPOSIUM.
REGISTER NOW
DR. RICHARD DRAKE
Dr. Richard Drake has been
exclusively treating snoring
and apnea for 15 years. He
Co-Founded Dental Sleep
Solutions and DS3 and has a
state of the art sleep practice
in San Antonio, TX.