The Story…

Their expertise and dedication to patient care were extraordinary.

However, their approach to new opportunities was extremely different.

Especially after the end of the day…

Because they were married - but that’s another story !

“I know what you like, so I’ll start with the SCIENCE.

The Antioxidant Scanner was invented at the University of Utah in 2001.

It measures 18 different carotenoid antioxidants with a 30 second scan of

the hand using Raman Spectroscopy. It provides a score, like 31,000, that

indicates how much antioxidant protection a person has.”

“Says who ? How do you know that thing works? Where are the studies?”

“Instead of watching TV tonight, go to this website”:

– http://farsighted.com/ScannerScience

“The peer reviewed, published studies demonstrate

• The value and nature of Raman Spectroscopy

• The validity of the Phamanex Antioxidant Scanner

Plus, there are tens of thousands of articles on PubMed.gov about theimportance of antioxidants in terms of protection against cancer, heart disease, macular degeneration, Alzheimers, & periodontal disease.”

“Okay… Assuming that the science is valid and the scanner actually measureswhat they say it does, how is this going to fit in with the Imaginary DentalGroup?

How do we use it in the office?”

The System

Receptionist

Gives Letter #1

Patient

Reads LetterIs Interested

Patient may order productshipped directly from company

….Guaranteed to increase score

.

.

1

2Pays $20 Cash

3

30” Scanby Assistant

Scan Assistant

4

“Ok, so it fits in with office flow – 6 minutes for the assistant several timesa day works out. No bumps. Especially since the doctor doesn’t do anything.

Now, $20 for each scan. Cash? I wonder if patients might object to that. Howmany scans do you think we would do each day?”

“Probably 4-6 based on what other offices have done. Also, our patients willappreciate that we’re helping them prevent problems.

This is where our country and healthcare are heading – prevention, not ‘drill and fill’ – and we can be one of the leaders! We can help motivate people to make life changes by having a numerical score, just like weight, blood pressure, cholesterol, A1C, and PSA – people understand numbers.

We dentists can use the numerical score, to help them begin makingchanges in diet, exercise, and nutrition – and then monitor their progress afew months later, just like a regular lab test.”

“And what’s more, when they come back in 3 months for another scan, we will ask them to ‘Bring A Friend’ and we’ll scan them for free.

And… the friend will get an introduction to us and our practice!

Also, when the patients get scanned, they get a scan card which is perfect for a ‘show and tell’ with their friends, family, and co-workers.

This is a terrific tool for identifying our practice as proactive and cutting edge.

If you add up $20 per scan at, say 4 a day, that’s $20,000 for the year,

and…

if we recommend the guaranteed supplements, it’s much, much more!”

“You mean we HAVE to sell supplements? Is that part of the deal? That’s notvery professional. Plus, why would we want to fill up our storage cabinets withbottles of stuff?”

“When I talked to Dr. Edmiston about that, he said that when he used thescanner in his Sacramento ophthalmology office, he felt funny about ‘pushing’pills on his patients, so he didn’t do that. He just let them go to Walmart, orwhatever…

However, when they came back for their 3 month re-scan, and their score didn’t go up, Dr. Edmiston began recommending the guaranteed products and things changed dramatically.

And, we never have to stock anything – ever!

Plus, there’s a remarkable commission from these products.”

“Download spreadsheet with notes*: http://farsighted.com/Income ”

Projected Annual Income

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36$0

$2,000

$4,000

$6,000

$8,000

$10,000

$12,000

$40,746 (2015)

TOTAL = $236,217

$116,755 (2017)$76,717 (2016)

“Actually, I’m interested in this scanner. How much does it cost?”

“We don’t have to buy it. We lease it for $209 per month – but the good news is that we will probably never need to make a lease payment. If we enroll 6 patients a month, it’s free! Most practices never pay a dime...

Now, we do have to qualify for the lease with a purchase of $4945 purchase of products and $500 for the mini Ipad with software.

The product purchase amount is broken down into $4400 for four thousand scan cards (should last 3+ years) and $545 in product for ‘show and tell’ inthe scan room.”

So, when you look back at the spreadsheet, we’ve got our startup cost + our operating expenses taken care of in less than 3 months – the rest is gravy for us & our partners!”

“One last thing…

Our office team needs to be behind this – how are we going to get them on board with this technology – and the supplements?”

“There will be a special slideshow customized for them and our office. It will go over the scientific proof and include the action steps for them – there’s only a few. This is a piece of cake to learn, about five minutes.”

“Plus, they’ll love that they are helping patients even more – and making extra income while doing it. We’re charging $20 for the scan and we get $10 when a patient begins a guaranteed product. I feel that our office team should be getting more than half of that – thousands of extra dollars each year! Plus, the larger income is from the commission of the supplements – by far!”

“And…this is very important! When we present it to them as a group, we will actually have the scanner. It won’t be a bunch of words and pictures – they can get their own score – a true ‘show and tell’.”

“Okay, let me get this straight.

The scanner improves our patient care by incentivizing patients to change

their lifestyle, diet, and nutrition.

The scanner brings us new patients and makes us a lot of money.

The scanner establishes us as a visionary, leading edge dental practice.”

“And, also, it allows us to hold open houses, fundraisers for charity, and take to health fairs and the talks we give for our colleagues and the community. Imagine the great publicity we will get!”

“Done! The science is real. The benefits are extraordinary for our dental practice. What do we do next?”

“Thought you’d never ask…”

At the partners’ meeting the next night, the two dentistspresented the program to their colleagues.

It was enthusiastically accepted.

Dr. Hart and Dr. Stern celebrated with a wonderful dinner that evening.

the rest of the story…

Antioxidant Scanner Ordered

Dr Hart called The Foundation of a Healthy America and spoke with itsExecutive Director, Dave Edmiston, M.D., who helped her obtain the scanner.

It took 10 minutes online to place the order for the scanner and fax the scanner lease to the company.

They reviewed the program again. The next step was to select a team member to be the SCAN DIRECTOR.

Scan Director Appointed

1. Supervises the Scan Operations and duties of the Reception Team and Scan Assistants

2. Submits daily/weekly report to Doctor about #scans, #patients beginning product, and patient satisfaction

3. Submits monthly report to doctor plus Bonus Money amounts for Team Members

4. Communicates on a regular basis with Dr. Edmiston

Scan Operators Trained

1. Performs scans (6’ encounter time per patient)

2. Informs patients of ways to improve their scores

3. Updates daily activity log

Trained with DVD by Scan Director

Reception Team Trained

1. Gives each patient Letter #1 from the doctor about the scanner

2. Collects $20 for each patient desiring scan

3. Enters ordering information for each patient desiring product

4. Gives all patients having scan Letter #2 with their numerical score

5. Schedules 3 month re-scan appointment for all scanned patients

Training

Operations

Regular Communications

Support !

Scan Operations Began on January 1 !

Collected $80 from patients wanting scan

Scanned 4 patientsFilled out order request from 1 patient

Congratulated patient on their decisions

Entered ordering info on computerScheduled re-scan in 3 months for patient who ordered

Monthly Report Given to Doctors – January 2015

84 Patients Scanned

21 Patients Began Guaranteed Products

$ 80 Average Cost of the Guaranteed Products

* * *

Scan Fees$ 1,680

Products Ordered$ 1,680

Team Bonus$ 1,050

Team Bonus Awards – January 2015

Receptionist (Lori) $ 250 for 50 current patients desiring scan

Scan Assistant (Tina) $ 100 for 10 patients beginning product

Scan Assistant (Kathy) $ 110 for 11 patients beginning product

Team Members (Jodi, Carmen) $ 100 each for 10 new patients referred for scan

Team Member (Lisa) $ 140 for 14 new patients referred for scan

Scan Director (Cindi) $ 250 for 50 current patients desiring scan

Total Bonus Awards = $1,050

How Much in Bonus Awards ????

When Dr. Hart & Dr. Stern presented the recommended bonus amountsto the other partners, they were met with great surprise at the generosity…

Their response was, “Don’t forget the projections – the bonuses willmake our Team feel even better about our preventive dentistry initiative!”

“Our income will come from the sale of guaranteed products by ourselves and the practices in our region. As the Region 4 Lead Practice, we should easilymake more than $300,000 – and that’s only in Year #1”

Region 4– Lead Practice Income(2015)

“Also, by giving our Team Members a financial incentive to refer peoplefor scans, we end up adding new patients to our practice.”

“Everybody wins! – The Patients, The Practice, The Team, The Community!”

“And we doctors don’t do anything except remark on the patient’sscore & congratulate them for taking positive action about prevention.”

“While getting the word out to the community about our cutting edge, preventive dentistry initiative!”

Monthly Report Given to Doctors – February 2015

* * *

Scan Fees$ 1,680

Products Ordered$ 1,680

Team Bonus$ 1,050

* * * JAN FEB TOTAL

Income from Scans $1,680 $1,680 $3,360

Income from Products $210 $852 $1,062

TOTAL INCOME $1,890 $2,532 $4,422

“The Team Members are excited about helping patients stillanother way –the extra income is wonderful.”

“Operations are smooth and fast. I know you doctors aren’tdoing much, but we still love you!

“We’re ready to talk to people about this!”

Monthly Report Given to Doctors – February 2015

* * *

Scan Fees$ 1,680

Products Ordered$ 1,680

Team Bonus$ 1,050

JAN FEB TOTAL

# of Scans 84 84 168

- On Products 21 38 38

Average Product Cost $80 $80 $80

Team Bonus $1,050 $1,050 $2,100

Publicity & the Other Dental Practices

After the partners agreed that things indeed were going well, Dr Hart and Dr. Edmiston decided on a plan of action:

1. Press Release to the local and area media (Dr. Edmiston)

2. New Page on Practice Website about the scanner

3. Facebook Business Page & Yelp Business Page (Dr. Edmiston)

4. Contact all Dentists within 50 miles of practice and ask them to come view the scanner (Dr. Edmiston)

5. Contact all Dentists in Region about the scanner and provide phone number & email of practice for questions (Dr. Edmiston)

½ page article on the Scanner & the Practice

Publicity

1,041 likes1,762 visits

Online article and interview with Scan Director & Doctor

The Foundation of a Healthy America contacted dental practices throughout the eight states of the Region and selected a State Lead Practice:

Other Dental Practices

Perfect Smile Dental (Lexington) : Kentucky Lead PracticeVolunteer Dentistry Group (Knoxville) : Tennessee Lead Practice

Midtown Dental Associates (Raleigh) : North Carolina Lead Practice Dentistry of Carolina (Charleston) : South Carolina Lead Practice

South Florida Dental Group (Miami) : Florida Lead PracticeGeorgia Dental Center (Atlanta) : Georgia Lead Practice

Crimson Tide Dental (Montgomery) : Alabama Lead PracticeRebel Dental Center (Oxford) : Mississippi Lead Practice

The dentists from each of the practices had contacted The Imaginary Dental Group and generally asked these questions to the Scan Director and Dentist:

No long explanations, presentations, etc. were required – everything was then turned over to Dr. Edmiston and his team.

Other Dental Practices…

1. How is the antioxidant scanner working in your practice?

2. Do the patients like it? Does the Team like it?

3. Does Dr. Edmiston and The Foundation of a Healthy America contribute much to the program?

After the Lead Practice in each state was selected, the training and marketing process was repeated for each one – and they all became very successful.

And, after 2 months of successful operations, Dr Edmiston and The Foundation of a Healthy America contacted every dental practice in each of their states.

And each of them became very successful. And their network grew & grew…

Other Dental Practices…

Annual Report to Doctors - 2015

2015 Activity TOTAL

Our Practice : Income from Scans $20,160

Our Practice : Income from Products $20,585

Our Region (8 states) $272,020

Our TOTAL INCOME $312,766

“We also got 45 new patients, had five articles published,two radio interviews, a TV story, and everyone knows about us!”

“The Team is wonderfully happy – what a great year!”

This story was created by the

The Foundation of a Healthy America

To live your own success story, contact: Dave Edmiston, M.D. 916.765.9261 dave@FarSighted.com