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Course Title: Fees & Case Acceptance (Chapters 1 and 2): How to Set Your Fees – Course FCA-1-2

Release Date: 01/01/2014

Type of Course: Written Text, Self-Instructional

Program Provider: Hundreds of Pearls, L.L.C., C/O Dr. Michael Curtis, 4699 Main Street, Suite 100, Bridgeport, CT 06606

Credits: This self-instructional program qualifies for 1 Continuing Education (CE) credit hour.

Purchase Price: $109 for each book (all chapters), though you may claim CE credits for sub-sections of each book. The 100s of Pearls books have a 100% money-back guarantee for one full year following your purchase. If you are not satisfied in any way, simply return the materials for a full refund of your purchase price.

CE Processing: If you wish to claim CE credits:
  • Please download and complete the CE quiz and fax it to us at 203-372-4296.
  • You must include your name, degree, address, phone number, fax number, email address, AGD or ADA number, and the date you took the quiz.
  • Please also include credit card information for processing.
  • A processing fee of $25 per quiz will be assessed.
  • CE credits will be awarded only if you attain a correct score of 80% or greater.
  • If successful, a certificate of completion and the credits earned will be faxed back to you. If an 80% grade is not achieved, you will be notified.
  • You may take the CE quiz an unlimited number of times. A separate processing fee will be assessed each time you submit a quiz.
  • CE processing fees are non-refundable.
Contact Person: Michael Curtis, DMD.
  • Phone: 800-427-2830
  • Fax: 203-372-4734
  • Email: Hundredsofpearls@sbcglobal.net
Dates: CE credits are available January 1, 2014 through December 31, 2014.

Commercial Support: Hundreds of Pearls, L.L.C. and Dr. Michael Curtis did not receive any commercial support from any entity during the writing of these materials.


Course Content:
The fees dentists charge are critical to success and have a dramatic impact on stress level and career satisfaction. Yet, most dentists use arbitrary methods to determine fees for the services they provide. There is a better way! By setting appropriate fees, dentists will streamline their practices, increase profits, and work faster and smarter.  Dr. Michael Curtis eliminates the guesswork and clearly lays out the steps to accurately set fees and achieve a profitable, successful practice.

In chapter 1 of this 2-part section, Dr. Curtis explains how to obtain insurance data organized by zip code and percentile for specific treatment codes and to scientifically assess current fee structures. Chapter 2 further breaks down the complexities involved in setting fees. Dentists learn the crucial components to consider when determining overhead, including the right expenses to incorporate, and how to calculate per-hour and per-minute overhead. Practical examples demonstrate methods to weed out inefficiencies and maximize success.


About the Instructor:
Michael Curtis, DMD is the founder, editor, and president of Hundreds of Pearls. Thousands of his “100s of Pearls” books have sold in all 50 states and 19 countries around the world. Dr. Curtis graduated from the University of Pennsylvania in 1978, where he received several scholarships and awards. He then completed two years of residency training at Albert Einstein Medical Center in Philadelphia and Montefiore Hospital in New York. Dr. Curtis has served as an instructor at both the University of Connecticut and New York University Dental Schools.

Over his 30 years in practice, Dr. Curtis has seen dentists grow increasingly confused and frustrated with the avalanche of information scattered into innumerable courses, books, articles, CDs and web sources. To help cut through the confusion, he has assembled “100s of pearls" for easier, faster, better clinical dentistry, enhanced practice administration, greater efficiency, and increased profitability. His Motto: "Here's What You Need to Know." Dr. Curtis has been a member of the American Dental Association, Academy of General Dentistry, and numerous other dental organizations. He has written extensively in numerous dental magazines and been interviewed for several webinars and CDs.

Educational Objectives:
After reading chapters 1 and 2, dentists will know how to:
  • Access insurance company data to compare fees to millions of actual claims
  • Decipher percentiles to learn how to position fees within individual markets 
  • Determine precisely what insurance companies will pay for each treatment code
  • Collect exact co-payments from patients
  • Obtain a professional fee review to determine the correct/best codes to bill for treatments provided
  • Discover which treatments are profitable and which ones are not
  • Clearly identify what does and does not qualify as an overhead expense
  • Calculate per-hour and per-minute overhead
  • Identify and deal with time- and money-draining activities, including nightmare patients and cases
  • Monitor overhead to avoid unexpected increases
    Determine how much to collect for services
  • Increase profit margin by setting appropriate fees based on overhead and income expectation

Continuing Education Quiz FCA-1-2:


Fees & Case Acceptance (Chapters 1 and 2): How to Set Your Fees 
  1. UCR Fee List information is: (Select all that apply.)
    1. Organized by zip code

    2. Broken down into percentiles for each treatment code

    3. Updated yearly

  2. If a service fee appears in the 90th percentile of a zip code in the UCR Fee List, this means that 10% of the doctors in that area:
    1. Charge that fee or higher

    2. Charge that fee or lower

    3. Do not perform the service associated with that fee

  3. What are the top resources to analyze fee data and positively position fee structure within a specific market?  (Select all that apply.)

    1. The UCR Fee List

    2. Fee surveys

    3. Information obtained from colleagues

    4. A professional fee review

    5. PPO schedules

  4. By knowing an insurance company’s fee schedule, dentists can:  
    1. Collect exact co-payment amounts

    2. Raise or lower fees to accommodate fluctuations in the market

    3. Permanently set fees and never worry about them again

       
  5. A fee review can help a dentist determine: (Select all that apply.)

    1. Which treatments are the most profitable

    2. Whether the correct/best codes are being billed for each treatment

    3. New services to add

    4. Market strategy for practice expansion

  6. An insurance company’s explanation of benefits (EOB) is a useful tool to determine: (Select all that apply.)
    1. That company’s entire fee schedule

    2. Exact co-payment amounts to collect from patients

    3. Proposed increases in UCR reimbursements

  7. Which items should not be included when calculating overhead? (Select all that apply.)
    1. Depreciation

    2. Home computers

    3. Compensation to non-owner dentists

    4. Loans and leases

    5. Office and dental supplies

    6. Personal insurance

  8. Compensation for associates should be viewed as: 
    1. Profit

    2. An expense

    3. Should not be considered when determining overhead

  9. Determining per-hour and per-minute overhead is critical to identify: (Select all that apply.) 
    1. Profitable procedures

    2. Which procedure fees to increase

    3. Inefficiencies in a dentist’s practice

  10. What percentage of overhead should a dentist charge for difficult and/or unusual treatments? 
    1. No increase in percentage

    2. 5 times

    3. 2 to 3 times

    4. 1.5 times

  11. Critical factors to consider when calculating overhead are: (Select all that apply.)  
    1. Revenues

    2. Expenses

    3. The time it takes to complete common procedures

    4. The fees other dentists charge for common procedures

  12. What factors should a dentist consider to determine how much he/she should make per year? (Select all that apply.)
    1. Contingency fund amount

    2. Lost earnings

    3. Management fees

    4. Retirement funding

    5. Collections

    6. Personal insurance premiums

    7. Associates’ fees


CE Processing:
If you wish to claim CE credits, please download and complete the CE quiz and provide the following information. Fax the completed quiz and form to us at 203-372-4734.

Dentist Name & Degree: ____________________________________________________
AGD or ADA #: ____________________________________________________________
Phone #: _________________________ Fax #: _________________________________
Email Address: _____________________________
Quiz Completion Date: _______________________________________
Processing Fee: $25
Credit Card: (check one) American Express _____ MasterCard _____ Visa _____
Card Number: ________________________ Expiration Date: ______________________

Signature: ___________________________________ Date: ________________________



For Course Evaluation form, please click here


Course Title: Fees & Case Acceptance (Chapters 3 and 5): Fee Mistakes & Impact on Profit/Everyday Issues About Fees – Course FCA-3-5

Release Date: 01/01/2014

Type of Course: Written Text, Self-Instructional

Program Provider: Hundreds of Pearls, L.L.C., C/O Dr. Michael Curtis, 4699 Main Street, Suite 100, Bridgeport, CT 06606

Credits: This self-instructional program qualifies for 1 Continuing Education (CE) credit hour.

Purchase Price: $109 for each book (all chapters), though you may claim CE credits for sub-sections of each book. The 100s of Pearls books have a 100% money-back guarantee for one full year following your purchase. If you are not satisfied in any way, simply return the materials for a full refund of your purchase price.

CE Processing:
If you wish to claim CE credits:
  • Please download and complete the CE quiz and fax it to us at 203-372-4296.
  • You must include your name, degree, address, phone number, fax number, email address, AGD or ADA number, and the date you took the quiz.
  • Please also include credit card information for processing.
  • A processing fee of $25 per quiz will be assessed.
  • CE credits will be awarded only if you attain a correct score of 80% or greater.
  • If successful, a certificate of completion and the credits earned will be faxed back to you. If an 80% grade is not achieved, you will be notified.
  • You may take the CE quiz an unlimited number of times. A separate processing fee will be assessed each time you submit a quiz.
  • CE processing fees are non-refundable.
Contact Person:
Michael Curtis, DMD.
  • Phone: 800-427-2830
  • Fax: 203-372-4734
  • Email: Hundredsofpearls@sbcglobal.net
Dates: CE credits are available January 1, 2014 through December 31, 2014.

Commercial Support: Hundreds of Pearls, L.L.C. and Dr. Michael Curtis did not receive any commercial support from any entity during the writing of these materials.

Course Content:
Setting fees is a complicated task. Numerous factors must be analyzed and given the proper weight in order to determine an appropriate fee structure for a dentist’s market and income expectation. In chapters 3 and 5 of Fees & Case Acceptance, Dr. Michael Curtis lays out in clear terms common fee-setting mistakes to avoid, as well as how to tackle everyday issues dentists face when determining fees.  Do patients shop fees? What is the perceived value of a particular procedure? Should a general dentist charge as much as a specialist for the same level of care? Dr. Curtis answers these questions and more as he guides dentists through the intricacies of properly setting fees and avoiding common pitfalls. Dentists learn how small changes to fee structures dramatically impact profit margin and career satisfaction.

About the Instructor:
Michael Curtis, DMD is the founder, editor, and president of Hundreds of Pearls. Thousands of his “100s of Pearls” books have sold in all 50 states and 19 countries around the world. Dr. Curtis graduated from the University of Pennsylvania in 1978, where he received several scholarships and awards. He then completed two years of residency training at Albert Einstein Medical Center in Philadelphia and Montefiore Hospital in New York. Dr. Curtis has served as an instructor at both the University of Connecticut and New York University Dental Schools.

Over his 30 years in practice, Dr. Curtis has seen dentists grow increasingly confused and frustrated with the avalanche of information scattered into innumerable courses, books, articles, CDs and web sources. To help cut through the confusion, he has assembled “100s of pearls" for easier, faster, better clinical dentistry, enhanced practice administration, greater efficiency, and increased profitability. His Motto: "Here's What You Need to Know." Dr. Curtis has been a member of the American Dental Association, Academy of General Dentistry, and numerous other dental organizations. He has written extensively in numerous dental magazines and been interviewed for several webinars and CDs.

Educational Objectives:
After reading chapters 3 and 5, dentists will know how to:
  • Avoid common fee-setting mistakes

  • Appropriately set fees to dramatically impact profit margin

  • Navigate the intricacies of setting fees for PPOs

  • Set fee ranges for specific procedures

  • Identify how patients perceive fees

  • Test fees

  • Recognize the warning signs that fees are too high

  • Establish price points

  • Determine how often to increase fees

  • Eliminate habits, such as overspending, that drain profits and increase stress

  • Evaluate patient satisfaction to improve practice success


Continuing Education Quiz FCA-3-5:

Fees & Case Acceptance (Chapters 3 and 5): Fee Mistakes & Impact on Profit/Everyday Issues About Fees 
  1. Which of the following are not appropriate ways to set fees? (Select all that apply.)
    1. Raise all fees by the same percentage

    2. Ask colleagues what they charge

    3. Monitor and regularly analyze case and fee acceptance

    4. Use insurance fees for all patients

  2. A 10% fee increase results in ______ more profit.

    1. 10%

    2. 25%

    3. 15%

  3. Courtesy discounts should only be offered if:

    1. Patients are senior citizens

    2. Patients pre-pay in full

    3. A patient is covered by dental insurance

  4. A fee range should be set for: 

    1. Each procedure a dentist performs

    2. Difficult and/or time-consuming procedures

    3. Procedures that are rarely performed

  5. Warning signs that fees are too high include: (Select all that apply.)

    1. Patients who “drop out” before treatment is complete

    2. A discount coupon receives an overwhelming response

    3. Referrals decrease

    4. One or more members of a family a dentists treats leaves to go to another dentist

  6. Marketing studies show that prices that end in  ______ are more readily accepted by the public.

    1. 9

    2. 7

    3. 3

  7. Fees should be raised: 
    1. Yearly

    2. Every 5 years

    3. 2 to 3 times per year

  8. Dentists should assess the following factors to avoid overspending: (Select all that apply.)
    1. How much extra dentistry must be performed to cover specific expenses

    2. Whether a minimum of 6 months of earnings is available at all times in a dentist’s business account only

    3. A decrease in future workload and pace 

  9. An in-office pharmacy is a good way to: (Select all that apply.)

    1. Cater to busy patients

    2. Increase profits

    3. Lower overhead expenses

  10. Patients will typically pay more for: 

    1. Dental X-rays

    2. Anterior and premolar endodontics

    3. Checkups

    4. Follow-up appointments



CE Processing:
If you wish to claim CE credits, please download and complete the CE quiz and provide the following information. Fax the completed quiz and form to us at 203-372-4734.

Dentist Name & Degree: ____________________________________________________
AGD or ADA #: ____________________________________________________________
Phone #: _________________________ Fax #: _________________________________
Email Address: _____________________________
Quiz Completion Date: _______________________________________
Processing Fee: $25
Credit Card: (check one) American Express _____ MasterCard _____ Visa _____
Card Number: ________________________ Expiration Date: ______________________

Signature: ___________________________________ Date: ________________________



For Course Evaluation form, please click here


Course Title: Fees & Case Acceptance (Chapters 4 and 11): Tips on Presenting Fees/How to Put Every Fee In Writing – Course FCA-4-11

Release Date: 01/01/2014

Type of Course: Written Text, Self-Instructional

Program Provider: Hundreds of Pearls, L.L.C., C/O Dr. Michael Curtis, 4699 Main Street, Suite 100, Bridgeport, CT 06606

Credits: This self-instructional program qualifies for 1 Continuing Education (CE) credit hour.

Purchase Price: $109 for each book (all chapters), though you may claim CE credits for sub-sections of each book. The 100s of Pearls books have a 100% money-back guarantee for one full year following your purchase. If you are not satisfied in any way, simply return the materials for a full refund of your purchase price.

CE Processing: If you wish to claim CE credits:
  • Please download and complete the CE quiz and fax it to us at 203-372-4296.
  • You must include your name, degree, address, phone number, fax number, email address, AGD or ADA number, and the date you took the quiz.
  • Please also include credit card information for processing.
  • A processing fee of $25 per quiz will be assessed.
  • CE credits will be awarded only if you attain a correct score of 80% or greater.
  • If successful, a certificate of completion and the credits earned will be faxed back to you. If an 80% grade is not achieved, you will be notified.
  • You may take the CE quiz an unlimited number of times. A separate processing fee will be assessed each time you submit a quiz.
  • CE processing fees are non-refundable.
Contact Person: Michael Curtis, DMD.
  • Phone: 800-427-2830
  • Fax: 203-372-4734
  • Email: Hundredsofpearls@sbcglobal.net
Dates: CE credits are available January 1, 2014 through December 31, 2014.

Commercial Support: Hundreds of Pearls, L.L.C. and Dr. Michael Curtis did not receive any commercial support from any entity during the writing of these materials.



Course Content:
Money is an emotionally charged issue and a key component of a patient’s decision-making process. Knowing how to present treatments and fees in a manner that appeals to a patient’s emotions and provides the information they need and want helps dentist attract and retain patients. Dr. Michael Curtis explains the simple steps involved in engaging patients, from making them part of the treatment planning process to achieving treatment and fee acceptance.

The words a dentist uses to convey treatment and fee information are crucial to practice success. By putting every fee in writing with tangible tools such as the Awesome Appointment Card, dentists keep patients informed and encourage buy-in. Patients experience increased satisfaction, and dentists heighten scheduling efficiency and identify lucrative follow-up opportunities. Dr. Curtis also gives dentists easy, inexpensive ways to promote the services they offer and increase interest in specific procedures.


About the Instructor:
Michael Curtis, DMD is the founder, editor, and president of Hundreds of Pearls. Thousands of his “100s of Pearls” books have sold in all 50 states and 19 countries around the world. Dr. Curtis graduated from the University of Pennsylvania in 1978, where he received several scholarships and awards. He then completed two years of residency training at Albert Einstein Medical Center in Philadelphia and Montefiore Hospital in New York. Dr. Curtis has served as an instructor at both the University of Connecticut and New York University Dental Schools.

Over his 30 years in practice, Dr. Curtis has seen dentists grow increasingly confused and frustrated with the avalanche of information scattered into innumerable courses, books, articles, CDs and web sources. To help cut through the confusion, he has assembled “100s of pearls" for easier, faster, better clinical dentistry, enhanced practice administration, greater efficiency, and increased profitability. His Motto: "Here's What You Need to Know." Dr. Curtis has been a member of the American Dental Association, Academy of General Dentistry, and numerous other dental organizations. He has written extensively in numerous dental magazines and been interviewed for several webinars and CDs.

Educational Objectives:
After reading chapters 4 and 11, dentists will know how to:
  • Successfully present treatment and fee information

  • Discover what patients really want to know when it comes to treatment planning and fees

  • Learn what motivates patients to accept proposed treatments

  • Identify the six emotional stages of patient acceptance

  • Defuse the emotional responses of patients

  • Raise profits by promoting comprehensive care, not individual procedures

  • Ensure patients know every service a dentist provides

  • Train staff to promote selected services


Continuing Education Quiz FCA-4-11:

Fees & Case Acceptance (Chapters 4 and 11): Tips on Presenting Fees/How to Put Every Fee In Writing
  1. Patients respond to: 
    1. Clinical information presented in menu format

    2. Computer-generated treatment lists outlining needed procedures

    3. Simple, easy-to-understand information couched in terms they can understand

  2. When explaining treatment recommendations, include: (Select all that apply.)
    1. How long treatment will take

    2. What treatment will cost

    3. If treatment will hurt

    4. The reason(s) treatment is needed

    5. A clinical run-down of affected teeth

    6. Insurance codes

  3. Successful fee presentation techniques include: (Select all that apply.)
    1. Tying proposed treatments to patient desires

    2. Providing a ballpark fee estimate

    3. Combating emotion with clinical objectivity

    4. Addressing objectives before they arise

    5. Letting patients become co-discoverers of their own dental problems

    6. Lowering fees in advance for patients who typically complain

  4. Fee estimates should be provided: 

    1. At the end of an appointment

    2. Early in the discussion of treatment options and benefits

    3. Fee estimates should never be provided

    4. During the “Bargaining” phase of the emotional stages of patient acceptance

  5. One of the most dramatic ways to increase profits is to:

    1. Focus on individual procedures

    2. Focus on comprehensive care

    3. Focus on promoting products and services that appeal to niche markets

  6. A FAQ sheet listing services and descriptions is a excellent tool for: 
    1. Staff to provide information about services
    2. Patients to review during their treatments
    3. Dentists to market their services to other dental professionals
  7. The six steps patients go through following explanation of findings and proposed treatments include: (Select all that apply.)

    1. Hope

    2. Denial and shock

    3. Anger and resentment

    4. Enthusiastic acceptance

    5. Optimistic anticipation

  8. To successfully counter a patient’s emotional reaction, a dentist can/should: (Select all that apply.)

    1. Handle emotion with emotion

    2. Let staff pre-diagnose patients

    3. Give patients a pre-determined amount of time to think about the information provided

    4. Present undesirable options/outcomes

    5. Provide discounted fees

  9. Benefits of the Awesome Appointment Card include: (Select all that apply.)

    1. Tracks patients to ensure no one “falls through the cracks”

    2. Eliminates time-consuming, end-of-year chart audits

    3. Identifies time-consuming procedure that drain time and profits

    4. Encourages patients to keep scheduled appointments

    5. Prevents the need to hire an associate

    6. Heightens scheduling efficiency

  10. An Awesome Appointment Card is a useful tool for: (Select all that apply.)

    1. Dentists only

    2. Dentists and staff

    3. Staff only

    4. Patients to carry with them as appointment reminders




CE Processing:
If you wish to claim CE credits, please download and complete the CE quiz and provide the following information. Fax the completed quiz and form to us at 203-372-4734.

Dentist Name & Degree: ____________________________________________________
AGD or ADA #: ____________________________________________________________
Phone #: _________________________ Fax #: _________________________________
Email Address: _____________________________
Quiz Completion Date: _______________________________________
Processing Fee: $25
Credit Card: (check one) American Express _____ MasterCard _____ Visa _____
Card Number: ________________________ Expiration Date: ______________________

Signature: ___________________________________ Date: ________________________



For Course Evaluation form, please click here


Course Title: Fees & Case Acceptance (Chapter 6): Fees & Insurance – Course FCA-6

Release Date: 01/01/2014

Type of Course: Written Text, Self-Instructional

Program Provider: Hundreds of Pearls, L.L.C., C/O Dr. Michael Curtis, 4699 Main Street, Suite 100, Bridgeport, CT 06606

Credits: This self-instructional program qualifies for 1 Continuing Education (CE) credit hour.

Purchase Price: $109 for each book (all chapters), though you may claim CE credits for sub-sections of each book. The 100s of Pearls books have a 100% money-back guarantee for one full year following your purchase. If you are not satisfied in any way, simply return the materials for a full refund of your purchase price.

CE Processing: If you wish to claim CE credits:
  • Please download and complete the CE quiz and fax it to us at 203-372-4296.
  • You must include your name, degree, address, phone number, fax number, email address, AGD or ADA number, and the date you took the quiz.
  • Please also include credit card information for processing.
  • A processing fee of $25 per quiz will be assessed.
  • CE credits will be awarded only if you attain a correct score of 80% or greater.
  • If successful, a certificate of completion and the credits earned will be faxed back to you. If an 80% grade is not achieved, you will be notified.
  • You may take the CE quiz an unlimited number of times. A separate processing fee will be assessed each time you submit a quiz.
  • CE processing fees are non-refundable.

Contact Person: Michael Curtis, DMD.
  • Phone: 800-427-2830
  • Fax: 203-372-4734
  • Email: Hundredsofpearls@sbcglobal.net

Dates: CE credits are available January 1, 2014 through December 31, 2014.

Commercial Support: Hundreds of Pearls, L.L.C. and Dr. Michael Curtis did not receive any commercial support from any entity during the writing of these materials.

Course Content:
Dealing with dental insurance can be frustrating and time-consuming and can dramatically impact a dentist’s bottom line. Patients often decline procedures not covered by insurance, question fees charged by dentists, and trust their insurance company’s assessment of a particular procedure over their dentist’s educated and informed recommendation. In Chapter 6 of Dr. Curtis’ timely and insightful Fees and Case Acceptance, he gives dentists valuable resources and tips to wade through the morass of dental insurance issues and emerge with satisfied patients, more referrals, and improved case acceptance.

About the Instructor:
Michael Curtis, DMD is the founder, editor, and president of Hundreds of Pearls. Thousands of his “100s of Pearls” books have sold in all 50 states and 19 countries around the world. Dr. Curtis graduated from the University of Pennsylvania in 1978, where he received several scholarships and awards. He then completed two years of residency training at Albert Einstein Medical Center in Philadelphia and Montefiore Hospital in New York. Dr. Curtis has served as an instructor at both the University of Connecticut and New York University Dental Schools.

Over his 30 years in practice, Dr. Curtis has seen dentists grow increasingly confused and frustrated with the avalanche of information scattered into innumerable courses, books, articles, CDs and web sources. To help cut through the confusion, he has assembled “100s of pearls" for easier, faster, better clinical dentistry, enhanced practice administration, greater efficiency, and increased profitability. His Motto: "Here's What You Need to Know." Dr. Curtis has been a member of the American Dental Association, Academy of General Dentistry, and numerous other dental organizations. He has written extensively in numerous dental magazines and been interviewed for several webinars and CDs.

Educational Objectives:
After reading chapter 6, dentists will know how to:
  • Use tools to help patients and staff understand dental insurance
  • Collect appropriate fees to cover artificially low UCRs, down-coding, bundling, deductibles, and more
  • Initiate dialogs to address questions patients have about insurance and fees
  • Recognize and avoid common PPO mistakes
  • Assess the profitability of remaining in PPOs

  • Continuing Education Quiz FCA-6:

    Fees & Case Acceptance (Chapter 6): Fees & Insurance
    1. Dr. Curtis recommends that dentists never estimate the amount insurance will pay/the patient needs to pay. (Circle the correct answer.)

    2. An insurance pamphlet is an excellent tool to: (Select all that apply.)
      1. Educate patients about insurance

      2. Train staff to explain insurance information to patients

      3. Prevent future ill-will with patients

      4. Provide UCR information to patients

    3. Fees for private patients should be: (Select all that apply.)

      1. Higher, if possible, than for PPO patients
      2. The same as for PPO patients
      3. Lower, if possible, than for PPO patients
    4. Dentists should resubmit fees to PPOs every year to:
      1. Ensure that they are receiving the maximum reimbursement allowed

      2. Keep insurance companies informed of the codes/fees being billed

      3. Guarantee that PPO and private fees remain proportional

    5. Asking for 15% more when charging a patient with dental insurance covers: (Select all that apply.)

      1. Artificially low UCRs

      2. Overhead

      3. Down coding

      4. Bundling

      5. A portion of staff salaries

    6. When assessing PPOs, those that provide what percentage of production can be dropped with negligible impact?

      1. 5%

      2. 10%

      3. 15%

    7. If a dentist is considering dropping PPOs, a good first step is to:

      1. Drop all plans at once to determine the impact on patient base and income

      2. Freeze plan participation by longer accepting new patients on a particular plan

      3. Immediately purchase an competitor’s practice to increase volume

    8. Dentists should always submit ______________ to insurance carriers.
      1. Discounted PPO fees

      2. Normal private fees

      3. Estimated fees

    9. True/False: Insurance companies sometimes agree to let a dentist participate in a PPO at a higher fee rate.




    CE Processing:
    If you wish to claim CE credits, please download and complete the CE quiz and provide the following information. Fax the completed quiz and form to us at 203-372-4734.

    Dentist Name & Degree: ____________________________________________________
    AGD or ADA #: ____________________________________________________________
    Phone #: _________________________ Fax #: _________________________________
    Email Address: _____________________________
    Quiz Completion Date: _______________________________________
    Processing Fee: $25
    Credit Card: (check one) American Express _____ MasterCard _____ Visa _____
    Card Number: ________________________ Expiration Date: ______________________

    Signature: ___________________________________ Date: ________________________



    For Course Evaluation form, please click here


    Course Title: Fees & Case Acceptance (Chapters 7 and 8): Fees & Appointments/New Patients: What They Cost & What They’re Worth – Course FCA-7-8

    Release Date: 01/01/2014

    Type of Course: Written Text, Self-Instructional

    Program Provider: Hundreds of Pearls, L.L.C., C/O Dr. Michael Curtis, 4699 Main Street, Suite 100, Bridgeport, CT 06606

    Credits: This self-instructional program qualifies for 1 Continuing Education (CE) credit hour.

    Purchase Price: $109 for each book (all chapters), though you may claim CE credits for sub-sections of each book. The 100s of Pearls books have a 100% money-back guarantee for one full year following your purchase. If you are not satisfied in any way, simply return the materials for a full refund of your purchase price.

    CE Processing: If you wish to claim CE credits:
    • Please download and complete the CE quiz and fax it to us at 203-372-4296.
    • You must include your name, degree, address, phone number, fax number, email address, AGD or ADA number, and the date you took the quiz.
    • Please also include credit card information for processing.
    • A processing fee of $25 per quiz will be assessed.
    • CE credits will be awarded only if you attain a correct score of 80% or greater.
    • If successful, a certificate of completion and the credits earned will be faxed back to you. If an 80% grade is not achieved, you will be notified.
    • You may take the CE quiz an unlimited number of times. A separate processing fee will be assessed each time you submit a quiz.
    • CE processing fees are non-refundable.

    Contact Person: Michael Curtis, DMD.
    • Phone: 800-427-2830
    • Fax: 203-372-4734
    • Email: Hundredsofpearls@sbcglobal.net
    Dates: CE credits are available January 1, 2014 through December 31, 2014.

    Commercial Support: Hundreds of Pearls, L.L.C. and Dr. Michael Curtis did not receive any commercial support from any entity during the writing of these materials.


    Course Content:
    In chapters 7 and 8 of Fees & Case Acceptance, Dr. Michael Curtis provides tips on time and scheduling for increased profits and helps dentists assess the value of adding new patients. Dentists who think that higher-priced treatments are always more profitable and that new patients automatically generate increased revenue may be in for a surprise! Dr. Curtis explains how to evaluate the hourly rate charged for specific procedures in order to accurately assess profitability, as well as how to accomplish more at each patient visit. Increasing efficiency saves time for everyone and improves patient satisfaction.  Dentists also learn how to incorporate new techniques and to quantify the value of new patients for maximum profitability and greater personal and professional success.

    About the Instructor:
    Michael Curtis, DMD is the founder, editor, and president of Hundreds of Pearls. Thousands of his “100s of Pearls” books have sold in all 50 states and 19 countries around the world. Dr. Curtis graduated from the University of Pennsylvania in 1978, where he received several scholarships and awards. He then completed two years of residency training at Albert Einstein Medical Center in Philadelphia and Montefiore Hospital in New York. Dr. Curtis has served as an instructor at both the University of Connecticut and New York University Dental Schools.

    Over his 30 years in practice, Dr. Curtis has seen dentists grow increasingly confused and frustrated with the avalanche of information scattered into innumerable courses, books, articles, CDs and web sources. To help cut through the confusion, he has assembled “100s of pearls" for easier, faster, better clinical dentistry, enhanced practice administration, greater efficiency, and increased profitability. His Motto: "Here's What You Need to Know." Dr. Curtis has been a member of the American Dental Association, Academy of General Dentistry, and numerous other dental organizations. He has written extensively in numerous dental magazines and been interviewed for several webinars and CDs.

    Educational Objectives:
    After reading chapter 6, dentists will know how to:
    • Determine the value of specific procedures

    • Discover and eliminate hidden inefficiencies

    • Get more done at each patient visit to save time and increase profitability

    • Perform more procedures on fewer patients

    • Incorporate new procedures and techniques

    • Determine the appropriate number of new patients needed each month

    • Assess the costs associated with a new patient, as well as the value

    Continuing Education Quiz FCA-7-8:


    Fees & Case Acceptance (Chapters 7 and 8): Fees & Appointments/New Patients: What They Cost & What They’re Worth
    1. Some of the biggest profit killers in a dentist’s practice include: (Select all that apply) 
      1. Performing more than one procedure per appointment
      2. Having staff search for needed tools and supplies during a procedure
      3. Re-injecting patients who have trouble getting numb
      4. Frequent recall exams
      5. Emergency follow-ups for sensitivity and/or pain
    2. “Single-tooth” procedures :

      1. Ensure that a dentist can provide a patient with unlimited time and attention

      2. Increase patient satisfaction and ensure multiple appointments are made and kept

      3. Are inefficient and contribute to lost time and money for dentists and patients

    3. Once a dentist covers overhead for a particular day, extra procedures performed that day:

      1. Begin increasing future overhead
      2. Are pure profit
      3. Create scheduling inefficiencies
    4. When scheduling long appointment to complete multiple procedures:
      1. Consider the limited stamina and tolerance of seniors
      2. Obtain a reservation fee to eliminate cancellation

      3. Offer applicable patients sedation for a more enjoyable patient experience

      4. All of the above

      5. A and C only

    5. The typical patient: (Select all that apply.)
      1. Will opt for one long appointment versus several shorter ones

      2. Will accept more treatments if they’re already at the dentist’s office

      3. Would rather phase treatment and return for numerous appointment

    6. Adding new treatments to a dentist’s service offerings can: (Select all that apply.) 
      1. Reduce the constant need for new patients

      2. Bring down marketing costs

      3. Provide a way out of PPOs

      4. Increase overhead and reduce profit margin

    7. Efficient ways to learn new procedures include: (Select all that apply.)

      1. Taking hands-on courses

      2. Finding a mentor

      3. Creating a mini-residency group

      4. Taking a hiatus from dentistry until the new skill is completely mastered 

    8. The need for over _________________ new patients per month may be a sign that a dentist’s practice contains some inefficiencies to be addressed.

      1. 5 to 10

      2. 10 to 15

      3. 15 to 20

      4. 20 to 25

    9. If a dentist constantly needs to bring in a high number of new patients, then that dentist may be: (Select all that apply.)

      1. Sending too much work out

      2. Under-selling services to existing clients

      3. Getting low case acceptance

      4. Underutilizing marketing tools

    10. When assessing the average cost of a new patient, do not consider: (Select all that apply.)

      1. Emergency patients

      2. Hygiene-only patients

      3. No shows



    CE Processing:
    If you wish to claim CE credits, please download and complete the CE quiz and provide the following information. Fax the completed quiz and form to us at 203-372-4734.

    Dentist Name & Degree: ____________________________________________________
    AGD or ADA #: ____________________________________________________________
    Phone #: _________________________ Fax #: _________________________________
    Email Address: _____________________________
    Quiz Completion Date: _______________________________________
    Processing Fee: $25
    Credit Card: (check one) American Express _____ MasterCard _____ Visa _____
    Card Number: ________________________ Expiration Date: ______________________

    Signature: ___________________________________ Date: ________________________



    For Course Evaluation form, please click here


    Course Title: Fees & Case Acceptance (Chapters 9 and 10): How to Stop Running Late/Fees & Scheduling – Course FCA-9-10

    Release Date: 01/01/2014

    Type of Course: Written Text, Self-Instructional

    Program Provider: Hundreds of Pearls, L.L.C., C/O Dr. Michael Curtis, 4699 Main Street, Suite 100, Bridgeport, CT 06606

    Credits: This self-instructional program qualifies for 1 Continuing Education (CE) credit hour.

    Purchase Price: $109 for each book (all chapters), though you may claim CE credits for sub-sections of each book. The 100s of Pearls books have a 100% money-back guarantee for one full year following your purchase. If you are not satisfied in any way, simply return the materials for a full refund of your purchase price.

    CE Processing: If you wish to claim CE credits:
    • Please download and complete the CE quiz and fax it to us at 203-372-4296.
    • You must include your name, degree, address, phone number, fax number, email address, AGD or ADA number, and the date you took the quiz.
    • Please also include credit card information for processing.
    • A processing fee of $25 per quiz will be assessed.
    • CE credits will be awarded only if you attain a correct score of 80% or greater.
    • If successful, a certificate of completion and the credits earned will be faxed back to you. If an 80% grade is not achieved, you will be notified.
    • You may take the CE quiz an unlimited number of times. A separate processing fee will be assessed each time you submit a quiz.
    • CE processing fees are non-refundable.
    Contact Person: Michael Curtis, DMD.
    • Phone: 800-427-2830
    • Fax: 203-372-4734
    • Email: Hundredsofpearls@sbcglobal.net
    Dates: CE credits are available January 1, 2014 through December 31, 2014.

    Commercial Support: Hundreds of Pearls, L.L.C. and Dr. Michael Curtis did not receive any commercial support from any entity during the writing of these materials.


    Course Content:
    Efficient scheduling is a key component of well-run, successful practices. Without it, dentists may feel that they are spinning their wheels and constantly working with no time for outside interests. Stress levels increase, and patients become disgruntled when they are made to wait an unreasonable length of time after arriving for an appointment. In chapters 9 and 10 of Fees & Case Acceptance, dentists learn to stop running late and to maximize time – their own and that of their team – through resourceful scheduling. Dr. Curtis provides sample work schedules to help dentists increase time off with no loss of income, reduce stress levels, and improve patient satisfaction. By eliminating time and money wasters, dentists maximize profits and experience renewed professional fulfillment.

    About the Instructor:
    Michael Curtis, DMD is the founder, editor, and president of Hundreds of Pearls. Thousands of his “100s of Pearls” books have sold in all 50 states and 19 countries around the world. Dr. Curtis graduated from the University of Pennsylvania in 1978, where he received several scholarships and awards. He then completed two years of residency training at Albert Einstein Medical Center in Philadelphia and Montefiore Hospital in New York. Dr. Curtis has served as an instructor at both the University of Connecticut and New York University Dental Schools.

    Over his 30 years in practice, Dr. Curtis has seen dentists grow increasingly confused and frustrated with the avalanche of information scattered into innumerable courses, books, articles, CDs and web sources. To help cut through the confusion, he has assembled “100s of pearls" for easier, faster, better clinical dentistry, enhanced practice administration, greater efficiency, and increased profitability. His Motto: "Here's What You Need to Know." Dr. Curtis has been a member of the American Dental Association, Academy of General Dentistry, and numerous other dental organizations. He has written extensively in numerous dental magazines and been interviewed for several webinars and CDs.

    Educational Objectives:
    After reading chapters 9 and 10, dentists will know how to:
    • Avoid time wasters and stop running late

    • Organize to maintain efficiency

    • Prioritize non-treatment-related tasks

    • Implement tools to minimize time spent on hygiene checks and emergencies

    • Implement a productive work schedule

    • Schedule more efficiently

    • Make better use of staff time

    • Increase appointments during hard-to-fill times and slow months



    Continuing Education Quiz FCA-9-10:

    Fees & Case Acceptance (Chapters 9 and 10): How to Stop Running Late/Fees & Scheduling 
    1. Block scheduling is ideal for: 
      1. Hygiene re-checks

      2. Large, high-profit cases

      3. Amalgams, crown inserts, and adjustments

    2. According to research, patients feel that a _______ wait time is acceptable when they arrive for an appointment. 

      1. 1-hour

      2. 30-minute

      3. 20-minute

    3. The main reasons dentists run late include: (Select all that apply.)

      1. Emergency cases

      2. Failure to delegate tasks

      3. Inefficient staff

      4. Hygiene checks

      5. Cosmetic consultations

    4. Scheduling the same amount of time for every appointment is:  

      1. Ideal

      2. Inefficient

      3. Beneficial to patients

    5. By utilizing the FDA guidelines for prescribing radiographs, a dentist can: 

      1. Eliminate unnecessary hygiene checks

      2. Increase fees charged for checkups and hygiene visits

      3. Lower overhead costs

    6. Early morning, evening, and weekend appointments are:
      1. A good way to maximize efficiency

      2. Quickly booked but often cancelled

      3. Ideal for associates

    7. Patients are more likely to promptly arrive for appointments scheduled to begin:

      1. On the quarter hour – e.g., 3:15

      2. On the half hour – e.g., 3:30

      3. In increments of 10 – e.g., 3:10

    8. Studies show that productivity is ______________ when a dentist work six straight hours instead of eight hours with a lunch break. 

      1. Decreased
      2. Increased

      3. About the same

    9. Automating or outsourcing confirmation calls can:  

      1. Eliminate no shows

      2. Free up staff time to work on more productive activities

      3. Replace or complement recall cards

      4. All of the above

      5. B and C

      6. A and C

    10. Slow months are ideal to: (Select all that apply.) 

      1. Implement a discount

      2. Encourage patients without dental insurance to schedule checkups and hygiene

      3. Schedule vacation

      4. Perform lengthy procedures

      5. Participate in continuing education



    CE Processing:
    If you wish to claim CE credits, please download and complete the CE quiz and provide the following information. Fax the completed quiz and form to us at 203-372-4734.

    Dentist Name & Degree: ____________________________________________________
    AGD or ADA #: ____________________________________________________________
    Phone #: _________________________ Fax #: _________________________________
    Email Address: _____________________________
    Quiz Completion Date: _______________________________________
    Processing Fee: $25
    Credit Card: (check one) American Express _____ MasterCard _____ Visa _____
    Card Number: ________________________ Expiration Date: ______________________

    Signature: ___________________________________ Date: ________________________



    For Course Evaluation form, please click here


    Course Title: Fees & Case Acceptance (Chapters 12 and 13): Should You Hire an Associate?/How to Make Patients Feel You’re Worth Higher Fees – Course FCA-12-13

    Release 01/01/2014

    Type of Course: Written Text, Self-Instructional

    Program Provider: Hundreds of Pearls, L.L.C., C/O Dr. Michael Curtis, 4699 Main Street, Suite 100, Bridgeport, CT 06606

    Credits: This self-instructional program qualifies for 1 Continuing Education (CE) credit hour.

    Purchase Price: $109 for each book (all chapters), though you may claim CE credits for sub-sections of each book. The 100s of Pearls books have a 100% money-back guarantee for one full year following your purchase. If you are not satisfied in any way, simply return the materials for a full refund of your purchase price.

    CE Processing: If you wish to claim CE credits:
    • Please download and complete the CE quiz and fax it to us at 203-372-4296.
    • You must include your name, degree, address, phone number, fax number, email address, AGD or ADA number, and the date you took the quiz.
    • Please also include credit card information for processing.
    • A processing fee of $25 per quiz will be assessed.
    • CE credits will be awarded only if you attain a correct score of 80% or greater.
    • If successful, a certificate of completion and the credits earned will be faxed back to you. If an 80% grade is not achieved, you will be notified.
    • You may take the CE quiz an unlimited number of times. A separate processing fee will be assessed each time you submit a quiz.
    • CE processing fees are non-refundable.

    Contact Person: Michael Curtis, DMD.
    • Phone: 800-427-2830
    • Fax: 203-372-4734
    • Email: Hundredsofpearls@sbcglobal.net

    Dates: CE credits are available January 1, 2014 through December 31, 2014.

    Commercial Support: Hundreds of Pearls, L.L.C. and Dr. Michael Curtis did not receive any commercial support from any entity during the writing of these materials.

    Course Content:
    True or false: An associate can relieve work load, bring in new patients, and improve a practice’s efficiency and profit margin. Dentists who answer “true” may be surprised by what they learn in chapters 12 of Dr. Curtis’ must-have book, Fees & Case Acceptance. Dr. Curtis relays the facts regarding what an associate costs and potential drawbacks to working with a partner. He provides questions dentists should ask themselves before making that all-important decision to add an associate and explains how improving efficiency and increasing fees may negate the need for an additional dentist.

    In chapter 13, Dr. Curtis outlines how to foster patient acceptance of increased fees and differentiate a dentist’s practice from the competition. He lays out steps to improve profits and patient retention at the same time. By making  their practices stand out from the rest, dentists generate new business and encourage patients to schedule that crucial first appointment and follow through on recommended treatments.



    About the Instructor:
    Michael Curtis, DMD is the founder, editor, and president of Hundreds of Pearls. Thousands of his “100s of Pearls” books have sold in all 50 states and 19 countries around the world. Dr. Curtis graduated from the University of Pennsylvania in 1978, where he received several scholarships and awards. He then completed two years of residency training at Albert Einstein Medical Center in Philadelphia and Montefiore Hospital in New York. Dr. Curtis has served as an instructor at both the University of Connecticut and New York University Dental Schools.

    Over his 30 years in practice, Dr. Curtis has seen dentists grow increasingly confused and frustrated with the avalanche of information scattered into innumerable courses, books, articles, CDs and web sources. To help cut through the confusion, he has assembled “100s of pearls" for easier, faster, better clinical dentistry, enhanced practice administration, greater efficiency, and increased profitability. His Motto: "Here's What You Need to Know." Dr. Curtis has been a member of the American Dental Association, Academy of General Dentistry, and numerous other dental organizations. He has written extensively in numerous dental magazines and been interviewed for several webinars and CDs.

    Educational Objectives:
    After reading chapters 12 and 13, dentists will know how to:
    • Accurately assess the need for an associate

    • Evaluate the pros and cons of hiring an associate

    • Engage patients during the critical first phone call

    • Screen patients, if necessary

    • Differentiate their practices in the minds of patients

    • Encourage fee acceptance

    • Give patients a reason to visit

    Continuing Education Quiz FCA -12-13:

    Fees & Case Acceptance (Chapters 12 and 13): Should You Hire an Associate?/How to Make Patients Feel You’re Worth Higher Fees
    1. Dr. Curtis warns against considering an associate if a dentist: 
      1. Is not a strong leader or does not enjoy that role

      2. Enjoys administrative tasks

      3. Delegates well

    2. Dentists typically consider hiring an associate when: (Select all that apply.) 
      1. Workload increases

      2. Staff conflict escalates

      3. Profits soar

      4. More time off is desired

    3. Eliminating inefficiencies and increasing fees: 

      1. Negates the need for an associate

      2. Increases the need for an associate

      3. Typically does not affect the need for an associate

    4. Studies show that it costs approximately ________ to obtain a new patient from advertising.

      1. $500.00

      2. $200.00

      3. $100.00

    5. Research indicates that ___________ of potential new patients call a dentist’s office but fail to make an appointment.

      1. 15 - 20%

      2. 50%

      3. 80 - 90%

    6. During the initial phone call with a patient, it is important to: 

      1. Personalize the conversation

      2. Never address fee information

      3. Maintain a detached tone

    7. Putting a caller on hold is:
      1. Never acceptable

      2. Unavoidable, but an opportunity to provide information through recorded messages

      3. A sign of inefficiency

    8. A dental work warranty can:

      1. Inspire confidence

      2. Encourage follow-ups to avoid voiding the warranty

      3. Increase referrals

      4. All of the above

      5. A and C only

    9. If patients complain about the price of a procedure  – for example, a hygiene recall visit – Dr. Curtis suggests:  
      1. Lowering the fee

      2. Creating value by providing an itemized list of services performed and benefits provided

      3. Seek reimbursement through the patient’s insurance company

    10. Benefits of a humor wall include: 
      1. Reinforcing the benefit of smiling and laughing, hence the need for quality dental care

      2. Setting a practice apart

      3. Providing stress relief

      4. All of the above

      5. None of the above



    CE Processing:
    If you wish to claim CE credits, please download and complete the CE quiz and provide the following information. Fax the completed quiz and form to us at 203-372-4734.

    Dentist Name & Degree: ____________________________________________________
    AGD or ADA #: ____________________________________________________________
    Phone #: _________________________ Fax #: _________________________________
    Email Address: _____________________________
    Quiz Completion Date: _______________________________________
    Processing Fee: $25
    Credit Card: (check one) American Express _____ MasterCard _____ Visa _____
    Card Number: ________________________ Expiration Date: ______________________

    Signature: ___________________________________ Date: ________________________



    For Course Evaluation form, please click here


    Course Title: Fees & Case Acceptance (Chapters 14 and 15): 7 Albums Every Dentist Must Have – Parts 1 and 2 – Course FCA-14-15

    Release 01/01/2014

    Type of Course: Written Text, Self-Instructional

    Program Provider: Hundreds of Pearls, L.L.C., C/O Dr. Michael Curtis, 4699 Main Street, Suite 100, Bridgeport, CT 06606

    Credits: This self-instructional program qualifies for 1 Continuing Education (CE) credit hour.

    Purchase Price: $109 for each book (all chapters), though you may claim CE credits for sub-sections of each book. The 100s of Pearls books have a 100% money-back guarantee for one full year following your purchase. If you are not satisfied in any way, simply return the materials for a full refund of your purchase price.

    CE Processing: If you wish to claim CE credits:
    • Please download and complete the CE quiz and fax it to us at 203-372-4296.
    • You must include your name, degree, address, phone number, fax number, email address, AGD or ADA number, and the date you took the quiz.
    • Please also include credit card information for processing.
    • A processing fee of $25 per quiz will be assessed.
    • CE credits will be awarded only if you attain a correct score of 80% or greater.
    • If successful, a certificate of completion and the credits earned will be faxed back to you. If an 80% grade is not achieved, you will be notified.
    • You may take the CE quiz an unlimited number of times. A separate processing fee will be assessed each time you submit a quiz.
    • CE processing fees are non-refundable.

    Contact Person: Michael Curtis, DMD.
    • Phone: 800-427-2830
    • Fax: 203-372-4734
    • Email: Hundredsofpearls@sbcglobal.net

    Dates: CE credits are available January 1, 2014 through December 31, 2014.

    Commercial Support: Hundreds of Pearls, L.L.C. and Dr. Michael Curtis did not receive any commercial support from any entity during the writing of these materials.

    Course Content:
    To command higher fees and create successful practices, dentists must present themselves in the best light possible.  In chapters 14 and 15 of Fees & Case Acceptance, leading dentist and author Dr. Michael Curtis provides fast, easy, and economical ways that dentists can differentiate themselves from the competition, promote trust, and engender integrity. The Super 7 albums provide visual proof of a dentist’s skills, services, and successes and encourage patient acceptance of increased fees and needed treatments. Dentists learn the components of each album, how to generate articles and media mentions, and the best ways to utilize media outlets for promotional opportunities.

    About the Instructor:
    Michael Curtis, DMD is the founder, editor, and president of Hundreds of Pearls. Thousands of his “100s of Pearls” books have sold in all 50 states and 19 countries around the world. Dr. Curtis graduated from the University of Pennsylvania in 1978, where he received several scholarships and awards. He then completed two years of residency training at Albert Einstein Medical Center in Philadelphia and Montefiore Hospital in New York. Dr. Curtis has served as an instructor at both the University of Connecticut and New York University Dental Schools.

    Over his 30 years in practice, Dr. Curtis has seen dentists grow increasingly confused and frustrated with the avalanche of information scattered into innumerable courses, books, articles, CDs and web sources. To help cut through the confusion, he has assembled “100s of pearls" for easier, faster, better clinical dentistry, enhanced practice administration, greater efficiency, and increased profitability. His Motto: "Here's What You Need to Know." Dr. Curtis has been a member of the American Dental Association, Academy of General Dentistry, and numerous other dental organizations. He has written extensively in numerous dental magazines and been interviewed for several webinars and CDs.

    Educational Objectives:
    After reading chapters 14 and 15, dentists will know how to:
    • Effectively display skills and services

    • Obtain information and photos to create the Super 7 albums

    • Increase patient loyalty and generate referrals

    • Encourage staff and patients to provide written testimonials

    • Write effective articles

    • Use media outlets for promotion

    Continuing Education Quiz FCA-14-15:


    Fees & Case Acceptance (Chapters 14 and 15): 7 Albums Every Dentist Must Have – Parts 1 and 2 
    1. A before & after album provides a huge opportunity to:
      1. Showcase a dentist’s skills in all areas of dentistry

      2. Illustrate the results of big cases only

      3. Encourage trust in a dentist’s abilities

      4. A and C

      5. B and C

    2. According to the ADA, the top reason patients fail to agree to recommended treatments is: 
      1. Dental anxiety

      2. Distrust of dentists

      3. Expensive fees

      4. They don’t perceive a problem

    3. Letting patients discover their own dental problems encourages: 

      1. Acceptance of needed treatment

      2. Denial

      3. Second opinions

    4. When creating a Compare Our Care album, remember to never: 

      1. Use actual patient photos

      2. Demean another dentist

      3. Use less than a full page to describe the problems and ramifications of a particular case

    5. True or False: Testimonials written by staff can engender patient trust.

    6. Articles written for media outlets should: (Select all that apply.)  

      1. Emphasize patient benefits

      2. Never include quotes

      3. Always be 500 words or longer

      4. Include photos

    7. A media album:

      1. Promotes skepticism

      2. Generates immediate credibility

      3. Encourages negative attention

    8. A dentist should promote ___________community service activities. 
      1. Only dental-related

      2. All

      3. A limited number of

    9. Which album is not one of the “Super 7?”   

      1. Before & After

      2. Testimonials

      3. Helping Our Community

      4. Staff Functions

      5. Dentistry in the News

    10. Radio and television exposure:  
      1. Is a valuable, accessible marketing tool

      2. Is outside the scope of most dentist’s budgets and abilities

      3. Should only be considered as a last resort



    CE Processing:
    If you wish to claim CE credits, please download and complete the CE quiz and provide the following information. Fax the completed quiz and form to us at 203-372-4734.

    Dentist Name & Degree: ____________________________________________________
    AGD or ADA #: ____________________________________________________________
    Phone #: _________________________ Fax #: _________________________________
    Email Address: _____________________________
    Quiz Completion Date: _______________________________________
    Processing Fee: $25
    Credit Card: (check one) American Express _____ MasterCard _____ Visa _____
    Card Number: ________________________ Expiration Date: ______________________

    Signature: ___________________________________ Date: ________________________



    For Course Evaluation form, please click here


    Course Title: Fees & Case Acceptance (Chapters 16 and 17): New Ways to Get Physician Referrals/How to Make Patients Love You – Course FCA-16-17

    Release 01/01/2014

    Type of Course: Written Text, Self-Instructional

    Program Provider: Hundreds of Pearls, L.L.C., C/O Dr. Michael Curtis, 4699 Main Street, Suite 100, Bridgeport, CT 06606

    Credits: This self-instructional program qualifies for 1 Continuing Education (CE) credit hour.

    Purchase Price: $109 for each book (all chapters), though you may claim CE credits for sub-sections of each book. The 100s of Pearls books have a 100% money-back guarantee for one full year following your purchase. If you are not satisfied in any way, simply return the materials for a full refund of your purchase price.

    CE Processing: If you wish to claim CE credits:
    • Please download and complete the CE quiz and fax it to us at 203-372-4296.
    • You must include your name, degree, address, phone number, fax number, email address, AGD or ADA number, and the date you took the quiz.
    • Please also include credit card information for processing.
    • A processing fee of $25 per quiz will be assessed.
    • CE credits will be awarded only if you attain a correct score of 80% or greater.
    • If successful, a certificate of completion and the credits earned will be faxed back to you. If an 80% grade is not achieved, you will be notified.
    • You may take the CE quiz an unlimited number of times. A separate processing fee will be assessed each time you submit a quiz.
    • CE processing fees are non-refundable.

    Contact Person: Michael Curtis, DMD.
    • Phone: 800-427-2830
    • Fax: 203-372-4734
    • Email: Hundredsofpearls@sbcglobal.net

    Dates: CE credits are available January 1, 2014 through December 31, 2014.

    Commercial Support: Hundreds of Pearls, L.L.C. and Dr. Michael Curtis did not receive any commercial support from any entity during the writing of these materials.

    Course Content:
    Patients are the lifeblood of a dental practice. But how do dentists attract and retain patients? One way is through physician referrals. A recommendation by a medical doctor is an impressive endorsement in the eyes of a patient. In chapter 16 of Fees & Case Acceptance, Dr. Curtis provides concrete ways to tap into this lucrative area and increase a dentist’s patient base.

    Attracting patients is one thing, generating loyalty another. A recent survey of executives rated communication skills as the foremost factor vital to achievement. According to Dr. Curtis, a dentist’s people skills are more important to professional success than clinical knowledge or ability. He provides easy-to-master techniques to make patients feel respected, remembered, and cared for. A satisfied patient more readily accepts higher fees and treatment recommendations and generates increased referrals crucial to practice success and increased profits.

    About the Instructor:
    Michael Curtis, DMD is the founder, editor, and president of Hundreds of Pearls. Thousands of his “100s of Pearls” books have sold in all 50 states and 19 countries around the world. Dr. Curtis graduated from the University of Pennsylvania in 1978, where he received several scholarships and awards. He then completed two years of residency training at Albert Einstein Medical Center in Philadelphia and Montefiore Hospital in New York. Dr. Curtis has served as an instructor at both the University of Connecticut and New York University Dental Schools.

    Over his 30 years in practice, Dr. Curtis has seen dentists grow increasingly confused and frustrated with the avalanche of information scattered into innumerable courses, books, articles, CDs and web sources. To help cut through the confusion, he has assembled “100s of pearls" for easier, faster, better clinical dentistry, enhanced practice administration, greater efficiency, and increased profitability. His Motto: "Here's What You Need to Know." Dr. Curtis has been a member of the American Dental Association, Academy of General Dentistry, and numerous other dental organizations. He has written extensively in numerous dental magazines and been interviewed for several webinars and CDs.

    Educational Objectives:
    After reading chapters 16 and 17, dentists will know how to:
    • Implement effective techniques to generate referrals, including blood pressure and 

    • diabetes screening, newsletters, and more

    • Increase profits through attentiveness and  “small talk”

    • Improve patient relationships for increased loyalty, higher fees, and better case 
      acceptance

    • Use the Progress Notes form to quickly and easily obtain patient information

    • Avoid conversation killers

    • Provide a positive, comfortable patient experience

    Continuing Education Quiz FCA-16-17:


    Fees & Case Acceptance (Chapters 16 and 17): New Ways to Get Physician Referrals/How to Make Patients Love You
    1. Taking a patient’s blood pressure: 
      1. Is not recommended

      2. Should only be done in a medical doctor’s office

      3. May protect a patient’s overall health and provide an opening to talk to a nearby physician

    2. The American Diabetes Association estimates that ___________ of those affected by diabetes are undiagnosed.  
      1. One half

      2. One third

      3. Less than 10%

    3. When sending letters and newsletter to physicians: 

      1. Repetition is the key to generating referrals

      2. Submit to staff only

      3. Target doctors in as large a geographical area as possible

    4. The most effective letters to physicians target patients with: 

      1. Medical problems only

      2. Dental problems only

      3. Persistent problems doctors do not have answers for

    5. The most critical interpersonal skill a dentist can have is: 

      1. Empathy

      2. Listening

      3. Follow-through

    6. When getting to know a patient, ask:  

      1. Yes or no questions

      2. Open-ended questions

      3. Interview-style questions

    7. A dentist should begin and end a patient appointment with:
      1. Non-dental personal information

      2. Clinical information

      3. Marketing presentations

    8. To continually improve  patient relationships, dentists should take personal notes about a patient: 

      1. Yearly

      2. Only if the patient supplies the information without being asked

      3. At every visit

    9. Which of the following is not a conversation killer?     
      1. Interrupting

      2. Finishing a patient’s sentence

      3. Empathizing with a patient

      4. Judging a patient

    10. According to Dr. Curtis, the key to patient satisfaction is: 

      1. A dentist’s clinical expertise

      2. Staff abilities and knowledge

      3. A comfortable, personalized patient experience



    CE Processing:
    If you wish to claim CE credits, please download and complete the CE quiz and provide the following information. Fax the completed quiz and form to us at 203-372-4734.

    Dentist Name & Degree: ____________________________________________________
    AGD or ADA #: ____________________________________________________________
    Phone #: _________________________ Fax #: _________________________________
    Email Address: _____________________________
    Quiz Completion Date: _______________________________________
    Processing Fee: $25
    Credit Card: (check one) American Express _____ MasterCard _____ Visa _____
    Card Number: ________________________ Expiration Date: ______________________

    Signature: ___________________________________ Date: ________________________



    For Course Evaluation form, please click here


    Course Title: Fees & Case Acceptance (Chapter 18): Case Acceptance Pearls – Part 1 – Course FCA-18

    Release 01/01/2014

    Type of Course: Written Text, Self-Instructional

    Program Provider: Hundreds of Pearls, L.L.C., C/O Dr. Michael Curtis, 4699 Main Street, Suite 100, Bridgeport, CT 06606

    Credits: This self-instructional program qualifies for 1 Continuing Education (CE) credit hour.

    Purchase Price: $109 for each book (all chapters), though you may claim CE credits for sub-sections of each book. The 100s of Pearls books have a 100% money-back guarantee for one full year following your purchase. If you are not satisfied in any way, simply return the materials for a full refund of your purchase price.

    CE Processing: If you wish to claim CE credits:
    • Please download and complete the CE quiz and fax it to us at 203-372-4296.
    • You must include your name, degree, address, phone number, fax number, email address, AGD or ADA number, and the date you took the quiz.
    • Please also include credit card information for processing.
    • A processing fee of $25 per quiz will be assessed.
    • CE credits will be awarded only if you attain a correct score of 80% or greater.
    • If successful, a certificate of completion and the credits earned will be faxed back to you. If an 80% grade is not achieved, you will be notified.
    • You may take the CE quiz an unlimited number of times. A separate processing fee will be assessed each time you submit a quiz.
    • CE processing fees are non-refundable.

    Contact Person: Michael Curtis, DMD.
    • Phone: 800-427-2830
    • Fax: 203-372-4734
    • Email: Hundredsofpearls@sbcglobal.net

    Dates: CE credits are available January 1, 2014 through December 31, 2014.

    Commercial Support: Hundreds of Pearls, L.L.C. and Dr. Michael Curtis did not receive any commercial support from any entity during the writing of these materials.

    Course Content:
    Dentists often search for the one big thing that will make patients accept recommended care. But guiding patients toward treatment involves the interplay of myriad issues, including trust, timing, and perception. Creating an outstanding patient experience is crucial to increased case acceptance.  In chapter 18 of Fees & Case Acceptance, Dr. Curtis teaches dentists how to engender trust and create an emotional connection with patients. Excellent customer service is delivered through common courtesy, patient rapport, and sincerity – not deluxe amenities.  Dentists learn how to sway patients when logic is ineffective and how to better utilize staff for improved patient relationships. Dr. Curtis gives dentists practical and proven ideas to increase case acceptance and grow profits.

    About the Instructor:
    Michael Curtis, DMD is the founder, editor, and president of Hundreds of Pearls. Thousands of his “100s of Pearls” books have sold in all 50 states and 19 countries around the world. Dr. Curtis graduated from the University of Pennsylvania in 1978, where he received several scholarships and awards. He then completed two years of residency training at Albert Einstein Medical Center in Philadelphia and Montefiore Hospital in New York. Dr. Curtis has served as an instructor at both the University of Connecticut and New York University Dental Schools.

    Over his 30 years in practice, Dr. Curtis has seen dentists grow increasingly confused and frustrated with the avalanche of information scattered into innumerable courses, books, articles, CDs and web sources. To help cut through the confusion, he has assembled “100s of pearls" for easier, faster, better clinical dentistry, enhanced practice administration, greater efficiency, and increased profitability. His Motto: "Here's What You Need to Know." Dr. Curtis has been a member of the American Dental Association, Academy of General Dentistry, and numerous other dental organizations. He has written extensively in numerous dental magazines and been interviewed for several webinars and CDs.

    Educational Objectives:
    After reading chapter 18, dentists will know how to:
    • Set and achieve goals

    • Deliver outstanding customer service

    • Create patient confidence

    • Encourage case acceptance through motivational stories

    • Create a sense of urgency with patients

    • Increase soft-tissue management cases

    Continuing Education Quiz FCA-18:

    Fees & Case Acceptance (Chapter 18): Case Acceptance Pearls – Part 1
    1. A true “wow” experience involves:

      1. A spa-like atmosphere

      2. A sense of sincerity, integrity, and respect

      3. Deluxe amenities not offered by other dentists

    2. Common courtesies patients appreciate include: 
      1. Informing them how long treatment will take

      2. Providing information on what to expect following treatment

      3. Offering payment estimates

      4. All of the above

      5. A and B

    3. When conversing with patients, dentists should: 

      1. Include humor, stories, and analogies

      2. Provide clinical information only

      3. Rely on staff for all patient communication

    4. Stories are a great way to:

      1. Convey a dentist’s personality

      2. Encourage patients to accept recommended treatment

      3. Relay procedural information

    5. A critical element in storytelling is: 

      1. Length

      2. Delivery

      3. Encouragement

      4. Analogies

      5. All are key elements

      6. None are key elements

    6. Letting a patient discover a dental problem creates a sense of:  

      1. Denial

      2. Apathy

      3. Urgency

    7. Dr. Curtis encourages dentists to utilize _____________ to guide patients toward case acceptance. :
      1. Case studies

      2. Staff members

      3. Media presentations

    8. To avoid soft-tissue management insurance problems, dentists should consider:    

      1. Not accepting new periodontal cases

      2. Sending patients to a specialist

      3. Refusing to accept insurance for periodontal codes

    9. By overbooking hygiene appointments, dentists run the risk of:
      1. Inhibiting a crucial bonding relationship between the patient and the hygienist

      2. Losing money

      3. Eliminating an opportunity to educate patients

      4. All of the above

      5. A and C only



    CE Processing:
    If you wish to claim CE credits, please download and complete the CE quiz and provide the following information. Fax the completed quiz and form to us at 203-372-4734.

    Dentist Name & Degree: ____________________________________________________
    AGD or ADA #: ____________________________________________________________
    Phone #: _________________________ Fax #: _________________________________
    Email Address: _____________________________
    Quiz Completion Date: _______________________________________
    Processing Fee: $25
    Credit Card: (check one) American Express _____ MasterCard _____ Visa _____
    Card Number: ________________________ Expiration Date: ______________________

    Signature: ___________________________________ Date: ________________________



    For Course Evaluation form, please click here


    Course Title: Fees & Case Acceptance (Chapter 19): Case Acceptance Pearls – Part 2 – Course FCA-19

    Release 01/01/2014

    Type of Course: Written Text, Self-Instructional

    Program Provider: Hundreds of Pearls, L.L.C., C/O Dr. Michael Curtis, 4699 Main Street, Suite 100, Bridgeport, CT 06606

    Credits: This self-instructional program qualifies for 1 Continuing Education (CE) credit hour.

    Purchase Price: $109 for each book (all chapters), though you may claim CE credits for sub-sections of each book. The 100s of Pearls books have a 100% money-back guarantee for one full year following your purchase. If you are not satisfied in any way, simply return the materials for a full refund of your purchase price.

    CE Processing: If you wish to claim CE credits:
    • Please download and complete the CE quiz and fax it to us at 203-372-4296.
    • You must include your name, degree, address, phone number, fax number, email address, AGD or ADA number, and the date you took the quiz.
    • Please also include credit card information for processing.
    • A processing fee of $25 per quiz will be assessed.
    • CE credits will be awarded only if you attain a correct score of 80% or greater.
    • If successful, a certificate of completion and the credits earned will be faxed back to you. If an 80% grade is not achieved, you will be notified.
    • You may take the CE quiz an unlimited number of times. A separate processing fee will be assessed each time you submit a quiz.
    • CE processing fees are non-refundable.

    Contact Person: Michael Curtis, DMD.
    • Phone: 800-427-2830
    • Fax: 203-372-4734
    • Email: Hundredsofpearls@sbcglobal.net

    Dates: CE credits are available January 1, 2014 through December 31, 2014.

    Commercial Support: Hundreds of Pearls, L.L.C. and Dr. Michael Curtis did not receive any commercial support from any entity during the writing of these materials.

    Course Content:
    Dentists face countless challenges each day. How are disparaging remarks about the profession of dentistry best dealt with? What is the optimal way to present treatment and fee information? How is maximum patient retention achieved? These questions demonstrate the complexities dentists routinely encounter. Dealing with these issues requires finesse and knowledge of what patients need and want to hear. Chapter 19 of Dr. Curtis’ Fees & Case Acceptance gives dentists practical, easy-to-implement information to increase case acceptance and build successful, profitable practices.

    About the Instructor:
    Michael Curtis, DMD is the founder, editor, and president of Hundreds of Pearls. Thousands of his “100s of Pearls” books have sold in all 50 states and 19 countries around the world. Dr. Curtis graduated from the University of Pennsylvania in 1978, where he received several scholarships and awards. He then completed two years of residency training at Albert Einstein Medical Center in Philadelphia and Montefiore Hospital in New York. Dr. Curtis has served as an instructor at both the University of Connecticut and New York University Dental Schools.

    Over his 30 years in practice, Dr. Curtis has seen dentists grow increasingly confused and frustrated with the avalanche of information scattered into innumerable courses, books, articles, CDs and web sources. To help cut through the confusion, he has assembled “100s of pearls" for easier, faster, better clinical dentistry, enhanced practice administration, greater efficiency, and increased profitability. His Motto: "Here's What You Need to Know." Dr. Curtis has been a member of the American Dental Association, Academy of General Dentistry, and numerous other dental organizations. He has written extensively in numerous dental magazines and been interviewed for several webinars and CDs.

    Educational Objectives:
    After reading chapter 19, dentists will know how to:
    • Deflect disparaging comments

    • Redo work without feeling guilty

    • Encourage patients to accept cosmetic treatments

    • Avoid common mistakes that can ruin a patient’s crucial first impression

    • Effectively present both routine work and large cases

    • Make patients feel special

    Continuing Education Quiz FCA-19:

    Fees & Case Acceptance (Chapter 19): Case Acceptance Pearls – Part 2
    1. When responding to a negative comment in or out of the office, dentists should:
      1. Persuade the speaker otherwise

      2. Employ the feel, felt, found technique

      3. Ignore the comment

    2. If a dentist performed work in the past that is now failing, that dentist should: 
      1. Offer to redo the procedure for free

      2. Apologize and express guilt

      3. Encourage case acceptance by using analogies appropriate to the situation

    3. Dr. Curtis suggests that a good way to encourage patients to accept treatment is to inform them of _________. 

      1. Procedures they may need in the future

      2. Procedures they definitely need now

      3. Procedures they don’t need

    4. Patient care at the initial exam and treatment appointment is: 

      1. Being presented with a treatment plan at the first visit

      2. Relationship-building appointments that lead in to treatment planning

      3. Not to discuss long-term treatment plan

    5. True or False: When presenting a large case, include a patient’s spouse in the discussion to encourage acceptance. 

    6. Follow-up letters should include:  

      1. Clinical information and treatment codes

      2. Treatment information presented in layman’s terms

      3. Marketing information

    7. Coffee, tea, and refreshments are: 

      1. Crucial to a positive patient experience

      2. Not recommended because they can raise blood pressure, increase salivary flow, 
        and create other problems

      3. Encouraged for hygiene patients

    8. Positive ways to welcome patients include: (Select all that apply.) 
      1. Greeting the patient by name

      2. Acknowledging the patient with a smile or a wave if a staff member is on the phone when the patient arrives

      3. Treating the patient as a valued friend

      4. Asking the patient’s name if the patient isn’t recognized by staff

    9. When presenting large cases, express cost as: 

      1. A flat fee

      2. A monthly fee

      3. Phased over time

      4. None of the above

      5. A and C

      6. B and C



    CE Processing:
    If you wish to claim CE credits, please download and complete the CE quiz and provide the following information. Fax the completed quiz and form to us at 203-372-4734.

    Dentist Name & Degree: ____________________________________________________
    AGD or ADA #: ____________________________________________________________
    Phone #: _________________________ Fax #: _________________________________
    Email Address: _____________________________
    Quiz Completion Date: _______________________________________
    Processing Fee: $25
    Credit Card: (check one) American Express _____ MasterCard _____ Visa _____
    Card Number: ________________________ Expiration Date: ______________________

    Signature: ___________________________________ Date: ________________________



    For Course Evaluation form, please click here


    Course Title: Fees & Case Acceptance (Chapters 20 and 21): Case Acceptance Pearls – Parts 3 and 4 – Course FCA-20-21

    Release 01/01/2014

    Type of Course: Written Text, Self-Instructional

    Program Provider: Hundreds of Pearls, L.L.C., C/O Dr. Michael Curtis, 4699 Main Street, Suite 100, Bridgeport, CT 06606

    Credits: This self-instructional program qualifies for 1 Continuing Education (CE) credit hour.

    Purchase Price: $109 for each book (all chapters), though you may claim CE credits for sub-sections of each book. The 100s of Pearls books have a 100% money-back guarantee for one full year following your purchase. If you are not satisfied in any way, simply return the materials for a full refund of your purchase price.

    CE Processing: If you wish to claim CE credits:
    • Please download and complete the CE quiz and fax it to us at 203-372-4296.
    • You must include your name, degree, address, phone number, fax number, email address, AGD or ADA number, and the date you took the quiz.
    • Please also include credit card information for processing.
    • A processing fee of $25 per quiz will be assessed.
    • CE credits will be awarded only if you attain a correct score of 80% or greater.
    • If successful, a certificate of completion and the credits earned will be faxed back to you. If an 80% grade is not achieved, you will be notified.
    • You may take the CE quiz an unlimited number of times. A separate processing fee will be assessed each time you submit a quiz.
    • CE processing fees are non-refundable.

    Contact Person: Michael Curtis, DMD.
    • Phone: 800-427-2830
    • Fax: 203-372-4734
    • Email: Hundredsofpearls@sbcglobal.net

    Dates: CE credits are available January 1, 2014 through December 31, 2014.

    Commercial Support: Hundreds of Pearls, L.L.C. and Dr. Michael Curtis did not receive any commercial support from any entity during the writing of these materials.

    Course Content:
    Creating a thriving practice is hard work! Fees, patient motivation, and dentists’ distinctive personalities play crucial roles in the profitability and success of practices. Dentists must learn to recognize and implement strategies that increase patient trust and foster an atmosphere of integrity. Money and emotional issues play an important role in a patient’s acceptance of recommended treatments. In Chapter 20 of Fees & Case Acceptance, Dr. Curtis explains how a dentist’s manner affects case acceptance and how to counteract reluctance by focusing on patient motivation.

    Chapter 21 delivers a wealth of tips from gurus in the field of dentistry. Dentists glean pearls of wisdom that can dramatically impact profits as well as personal satisfaction. Case presentation resources and tips on incorporating technology into a dental practice are also provided.


    About the Instructor:
    Michael Curtis, DMD is the founder, editor, and president of Hundreds of Pearls. Thousands of his “100s of Pearls” books have sold in all 50 states and 19 countries around the world. Dr. Curtis graduated from the University of Pennsylvania in 1978, where he received several scholarships and awards. He then completed two years of residency training at Albert Einstein Medical Center in Philadelphia and Montefiore Hospital in New York. Dr. Curtis has served as an instructor at both the University of Connecticut and New York University Dental Schools.

    Over his 30 years in practice, Dr. Curtis has seen dentists grow increasingly confused and frustrated with the avalanche of information scattered into innumerable courses, books, articles, CDs and web sources. To help cut through the confusion, he has assembled “100s of pearls" for easier, faster, better clinical dentistry, enhanced practice administration, greater efficiency, and increased profitability. His Motto: "Here's What You Need to Know." Dr. Curtis has been a member of the American Dental Association, Academy of General Dentistry, and numerous other dental organizations. He has written extensively in numerous dental magazines and been interviewed for several webinars and CDs.

    Educational Objectives:
    After reading chapters 20 and 21, dentists will know how to:
    • Recognize and improve negative character traits that affect case and fee acceptance

    • Identify and capitalize on factors that motivate patients

    • Incorporate strategies to increase large case acceptance

    • Accurately assess and counteract the differing reactions of men and women

    • Build trust with patients

    • Measure profitability

    • Make use of case acceptance and technology resources

    Continuing Education Quiz FCA-20-21:

    Fees & Case Acceptance (Chapters 20 and 21): Case Acceptance Pearls – Parts 3 and 4
    1. When patients do not receive clear information from a dentist, they often:
      1. Obtain a second opinion

      2. Choose to do nothing

      3. Let the dentist decide the best treatment

    2. Signs that a dentist is pushing patients to accept treatment include: (Select all that apply.)  
      1. Patients agree to treatments but fail to make appointments to receive it

      2. Referrals diminish

      3. Profits increase because of improved case acceptance

    3. When dentists take a “Blue-I-Professor” approach, they fail to consider: 

      1. Alternate treatment options

      2. A patient’s emotional needs and desires

      3. The time necessary to explain clinical details

    4. Studies show that men have a _________________ reaction to stress: 

      1. Defensive

      2. Physiologic

      3. Emotional

    5. Female patients tend to act negatively when they perceive that they are being:  

      1. Appealed to in an emotional manner

      2. Ignored

      3. Encouraged to accept expensive treatment

    6. Dentists should aim for: 

      1. 65% case acceptance

      2. 90% case acceptance

      3. Case acceptance based on past performance and established benchmarks

    7. True or False. Patients will always choose the best treatment option available. 

    8. The past dental experiences of a patient’s parents and siblings has  ________________ impact on a patient’s case acceptance: 
      1. Little or no

      2. Moderate

      3. Significant

    9. Technology in the dental office can: 

      1. Intimidate patients

      2. Increase a patient’s opinion of a dentist’s ability and level of care

      3. Cause profits to plummet due to high implementation costs

    10. It is estimated that 80% of communication is: 

      1. Verbal

      2. Non-verbal body language

      3. Not retained



    CE Processing:
    If you wish to claim CE credits, please download and complete the CE quiz and provide the following information. Fax the completed quiz and form to us at 203-372-4734.

    Dentist Name & Degree: ____________________________________________________
    AGD or ADA #: ____________________________________________________________
    Phone #: _________________________ Fax #: _________________________________
    Email Address: _____________________________
    Quiz Completion Date: _______________________________________
    Processing Fee: $25
    Credit Card: (check one) American Express _____ MasterCard _____ Visa _____
    Card Number: ________________________ Expiration Date: ______________________

    Signature: ___________________________________ Date: ________________________



    For Course Evaluation form, please click here


    Course Title: Fees & Case Acceptance (Chapter 22): How to Get Staff to Help – Course FCA-22

    Release 01/01/2014

    Type of Course: Written Text, Self-Instructional

    Program Provider: Hundreds of Pearls, L.L.C., C/O Dr. Michael Curtis, 4699 Main Street, Suite 100, Bridgeport, CT 06606

    Credits: This self-instructional program qualifies for 1 Continuing Education (CE) credit hour.

    Purchase Price: $109 for each book (all chapters), though you may claim CE credits for sub-sections of each book. The 100s of Pearls books have a 100% money-back guarantee for one full year following your purchase. If you are not satisfied in any way, simply return the materials for a full refund of your purchase price.

    CE Processing: If you wish to claim CE credits:
    • Please download and complete the CE quiz and fax it to us at 203-372-4296.
    • You must include your name, degree, address, phone number, fax number, email address, AGD or ADA number, and the date you took the quiz.
    • Please also include credit card information for processing.
    • A processing fee of $25 per quiz will be assessed.
    • CE credits will be awarded only if you attain a correct score of 80% or greater.
    • If successful, a certificate of completion and the credits earned will be faxed back to you. If an 80% grade is not achieved, you will be notified.
    • You may take the CE quiz an unlimited number of times. A separate processing fee will be assessed each time you submit a quiz.
    • CE processing fees are non-refundable.

    Contact Person: Michael Curtis, DMD.
    • Phone: 800-427-2830
    • Fax: 203-372-4734
    • Email: Hundredsofpearls@sbcglobal.net

    Dates: CE credits are available January 1, 2014 through December 31, 2014.

    Commercial Support: Hundreds of Pearls, L.L.C. and Dr. Michael Curtis did not receive any commercial support from any entity during the writing of these materials.

    Course Content:
    Prosperous organizations recognize the key role staff play in business success. Dental practices are no different. Team members are crucial to practice profitability and patient satisfaction, and they are experts on a dentist’s social skills and patient interaction – both of which must be first-rate. In chapter 22 of Fees & Case Acceptance, Dr. Curtis gives dentist an invaluable tool – the Dentist Score Card – to assess leadership and management effectiveness. Dr. Curtis also helps dentists determine the appropriate number of staff members needed and shares what employees really want.  Small gestures go a long way toward fostering improved employer/staff relationships and creating model dental practices.

    About the Instructor:
    Michael Curtis, DMD is the founder, editor, and president of Hundreds of Pearls. Thousands of his “100s of Pearls” books have sold in all 50 states and 19 countries around the world. Dr. Curtis graduated from the University of Pennsylvania in 1978, where he received several scholarships and awards. He then completed two years of residency training at Albert Einstein Medical Center in Philadelphia and Montefiore Hospital in New York. Dr. Curtis has served as an instructor at both the University of Connecticut and New York University Dental Schools.

    Over his 30 years in practice, Dr. Curtis has seen dentists grow increasingly confused and frustrated with the avalanche of information scattered into innumerable courses, books, articles, CDs and web sources. To help cut through the confusion, he has assembled “100s of pearls" for easier, faster, better clinical dentistry, enhanced practice administration, greater efficiency, and increased profitability. His Motto: "Here's What You Need to Know." Dr. Curtis has been a member of the American Dental Association, Academy of General Dentistry, and numerous other dental organizations. He has written extensively in numerous dental magazines and been interviewed for several webinars and CDs.

    Educational Objectives:
    After reading chapter 22, dentists will know how to:
    • Implement the Dentist Score Card to obtain information crucial to practice success

    • Determine the appropriate number of staff members to employ

    • Motivate team members through meaningful gestures

    Continuing Education Quiz FCA-22:

    Fees & Case Acceptance (Chapter 22): How to Get Staff to Help
    1. If an employee uses the Dentist Score Card to vent frustration, a dentist should: 
      1. Discount the comments of that employee

      2. Terminate the employee

      3. Delve further to determine the underlying issues

    2. The Dentist Score Card should be completed by: 
      1. Staff only

      2. The dentist and all staff members

      3. Full-time staff members only

    3. To determine the number of staff members needed in a practice, many experts suggest one employee per _______  of production. 

      1. $10,000

      2. $35,000

      3. $50,000

    4. The following factors also impact the number of team members a dentist needs to successfully operate a practice: 

      1. The number of emergency cases a practice sees

      2. The amount of marketing a practice conducts

      3. The training and experience of staff members

      4. All of the above

      5. A and C 

    5. It is estimated that each time staff turnover occurs, it costs a dentist: 

      1. $1,000

      2. $2,500 to $10,000

      3. 10% of profits

    6. According to a recent study of factors that contribute to job satisfaction, which of the following was the top answer given by respondents?

      1. Atmosphere and surroundings

      2. Knowing what management expects of an employee

      3. Vacation time

    7. Reports show that, aside from money, illness, and relocation, ___________________ is often cited as the top reason an employee leaves a job. 
      1. Insufficient training

      2. Unhappy work environment

      3. Underutilization of employee ideas

    8. Dr. Curtis suggests using part-time employees to: 

      1. Replace full-time staff members

      2. Augment staff during busy times

      3. Perform full-service duties 

    9. True or False. Gestures to improve employee satisfaction must be monetary in nature
    10. Giving gifts to staff members and their children, if applicable, is considered:   

      1. Inappropriate

      2. An effective way to increase employee satisfaction

      3. Necessary only when staff exhibits signs of stress


    CE Processing:
    If you wish to claim CE credits, please download and complete the CE quiz and provide the following information. Fax the completed quiz and form to us at 203-372-4734.

    Dentist Name & Degree: ____________________________________________________
    AGD or ADA #: ____________________________________________________________
    Phone #: _________________________ Fax #: _________________________________
    Email Address: _____________________________
    Quiz Completion Date: _______________________________________
    Processing Fee: $25
    Credit Card: (check one) American Express _____ MasterCard _____ Visa _____
    Card Number: ________________________ Expiration Date: ______________________

    Signature: ___________________________________ Date: ________________________



    For Course Evaluation form, please click here


    Course Title: Fees & Case Acceptance (Chapters 23 and 24): Fees & Patient Education/Easy, Inexpensive CE – Course FCA-23-24

    Release 01/01/2014

    Type of Course: Written Text, Self-Instructional

    Program Provider: Hundreds of Pearls, L.L.C., C/O Dr. Michael Curtis, 4699 Main Street, Suite 100, Bridgeport, CT 06606

    Credits: This self-instructional program qualifies for 1 Continuing Education (CE) credit hour.

    Purchase Price: $109 for each book (all chapters), though you may claim CE credits for sub-sections of each book. The 100s of Pearls books have a 100% money-back guarantee for one full year following your purchase. If you are not satisfied in any way, simply return the materials for a full refund of your purchase price.

    CE Processing: If you wish to claim CE credits:
    • Please download and complete the CE quiz and fax it to us at 203-372-4296.
    • You must include your name, degree, address, phone number, fax number, email address, AGD or ADA number, and the date you took the quiz.
    • Please also include credit card information for processing.
    • A processing fee of $25 per quiz will be assessed.
    • CE credits will be awarded only if you attain a correct score of 80% or greater.
    • If successful, a certificate of completion and the credits earned will be faxed back to you. If an 80% grade is not achieved, you will be notified.
    • You may take the CE quiz an unlimited number of times. A separate processing fee will be assessed each time you submit a quiz.
    • CE processing fees are non-refundable.

    Contact Person: Michael Curtis, DMD.
    • Phone: 800-427-2830
    • Fax: 203-372-4734
    • Email: Hundredsofpearls@sbcglobal.net

    Dates: CE credits are available January 1, 2014 through December 31, 2014.

    Commercial Support: Hundreds of Pearls, L.L.C. and Dr. Michael Curtis did not receive any commercial support from any entity during the writing of these materials.

    Course Content:
    Patient education is essential to case acceptance. Because the bulk of learning takes place visually, illustrations and models are key components of effective case presentations.  Intraoral cameras, photo albums, fact sheets, and educational CDs/DVDs are a few of the items dentists can incorporate to increase profits, case acceptance, and patient satisfaction.

    Education is no less important for dentists. But once travel, lodging, and lost income are factored in, the cost of continuing education courses can be daunting. Dr. Curtis provides fast, easy, and economical ways dentists can obtain continuing education. From telephone seminars to discussion groups to newsletters, opportunities abound. Dentists learn to utilize previously untapped resources to increase knowledge and thus improve patient care and build successful, profitable practices. 


    About the Instructor:
    Michael Curtis, DMD is the founder, editor, and president of Hundreds of Pearls. Thousands of his “100s of Pearls” books have sold in all 50 states and 19 countries around the world. Dr. Curtis graduated from the University of Pennsylvania in 1978, where he received several scholarships and awards. He then completed two years of residency training at Albert Einstein Medical Center in Philadelphia and Montefiore Hospital in New York. Dr. Curtis has served as an instructor at both the University of Connecticut and New York University Dental Schools.

    Over his 30 years in practice, Dr. Curtis has seen dentists grow increasingly confused and frustrated with the avalanche of information scattered into innumerable courses, books, articles, CDs and web sources. To help cut through the confusion, he has assembled “100s of pearls" for easier, faster, better clinical dentistry, enhanced practice administration, greater efficiency, and increased profitability. His Motto: "Here's What You Need to Know." Dr. Curtis has been a member of the American Dental Association, Academy of General Dentistry, and numerous other dental organizations. He has written extensively in numerous dental magazines and been interviewed for several webinars and CDs.

    Educational Objectives:
    After reading chapters 23 and 24, dentists will know how to:
    • Obtain quality visual materials

    • Utilize models, graphics, and illustrations in case presentation

    • Attain and employ albums, fact sheets, pamphlets, and more

    • Take advantage of plentiful and cost-effective continuing education sources

    Continuing Education Quiz FCA-23-24:

    Fees & Case Acceptance (Chapters 23 and 24): Fees & Patient Education/Easy, Inexpensive CE
    1. According to studies, what percentage of learning is visual?  
      1. 25%

      2. 83%

      3. 50%

    2. Dr. Curtis suggests that dentists have an intraoral camera: 
      1. In each operatory

      2. In one operatory only

      3. Available for occasional use

    3. Albums depicting different types of smiles are good resources to: (Select all that apply.) 

      1. Enhance communication

      2. Temper unrealistic expectations

      3. Give patients an exact visual representation of what their smile will look like 

      4. following treatment

    4. AGD fact sheets can be used as:  

      1. Patient handouts

      2. Newsletter and/or column material

      3. Marketing material

      4. A and B

      5. A and C

    5. On-hold message are useful to: 

      1. Market new services

      2. Eliminate annoying dead time

      3. Keep patients engaged while on the phone

      4. All of the above

    6. True or False: Material that qualifies as continuing education must be presented in person by a trained specialist/educator. 

    7. Fast, easy continuing education sources include: (Select all that apply.)

      1. Taped courses

      2. Telephone seminars

      3. Online forums

      4. Casual meetings with colleagues

    8. True or False. Newsletters and dental journals can be good sources of continuing education opportunities. 

    9. Hard-to-fill hours and cancelled/broken appointments are a good time to:
      1. Close the office

      2. Watch a continuing education video

      3. Participate in an online discussion forum

      4. A only

      5. B and C


    CE Processing:
    If you wish to claim CE credits, please download and complete the CE quiz and provide the following information. Fax the completed quiz and form to us at 203-372-4734.

    Dentist Name & Degree: ____________________________________________________
    AGD or ADA #: ____________________________________________________________
    Phone #: _________________________ Fax #: _________________________________
    Email Address: _____________________________
    Quiz Completion Date: _______________________________________
    Processing Fee: $25
    Credit Card: (check one) American Express _____ MasterCard _____ Visa _____
    Card Number: ________________________ Expiration Date: ______________________

    Signature: ___________________________________ Date: ________________________



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