How to Develop Significant Royalty Income Marketing Oxyfresh Dental

1
How to Develop Significant Royalty Income
Marketing Oxyfresh Dental
2
Initial Questions for You

• What have been your 3 biggest challenges in
  building an Oxyfresh organization?
• What are 3 good reasons dentist offices should
  incorporate Oxyfresh into their practices?
• Which products do you consider to be Oxyfreshs
  competition and why?

3

• If You Had to Leave a VM for a Dental Prospect
  and Only Had 15 Seconds, What Would You Say?

4
Does it Really Work?

• Over 85 of the dental offices I enrolled from
  93-97 still order product regularly!
• I have 900 offices in over 40 states in my
  downline, and I almost never speak directly with
  any of them!
• My Oxy check would remain the same or be greater
  than the previous months even if I didnt make
  ONE call this month!
• I built my business part time (6-8 hours per
  week) primarily on the phone!
• The majority of Oxys top leaders built with
  dental.

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Why Does it Work?

• Dental offices can order hundreds or thousands
  per month (it is a supply, and they have a
  built-in retail base).
• They will continue to order for years and years.
• They are used to ordering monthly.
• They dont need you to order.
• They will refer others if asked.
• Some will decide to join you and build a downline.

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This Means True Residual Income!!!
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If You Build With Dental, You Are Almost
Guaranteed Your Volume (And Therefore Your Check)
Wont Dip Below a Certain Amount!
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Why is This Still a Great Opportunity?

• There are several hundred thousand dentists and
  hygienists out there not yet using Oxyfresh.
• The of offices considered to be Oxyfresh
  targets has gone up significantly in the last
  few years.
• Most offices are now retailing products.
• Oxyfresh fills a need for most offices.

9
Why is This Still a Great Opportunity?

• Technology allows you to prospect efficiently.
• Dentists are looking to make more without working
  more ( overhead has gone up over 15 in last 15
  years).
• Many RDHs are looking for a dental related
  business.
• Dentists are looking to retire earlier and
  recognize the sale of their practice may not be
  enough.

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Plus

• The overwhelming majority of Oxyfreshs RETAIL
  CUSTOMERS order the dental products.
• They will continue to do so for years and pay top
  dollar for them, which, by the way, tells you WHY
  this NWM opportunity is for real!!!

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Todays Objective

• To teach HOW to create 2,000/mo. from dental
  volume.

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When You Are Profitable, You Have Options

• Spend more time continuing to build your Oxy
  business (re-invest into your business).
• Cut back a bit from your real job!
• Take a step back and enjoy the residual income
  (stay active).

13
After Today

• You will understand basic proven sales and
  marketing principles.
• You will know how to present Oxyfresh as a
  PROGRAM and as a BUSINESS to professionals.
• You will know what NOT to say and do.
• You will have a better understanding of how to
  structure your Oxy organization.
• You will be able to take additional ADVANCED
  trainings at a special price.

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After Today

• Basics of marketing.
• Basics of sales.
• Keep it simple.
• Asking questions.
• WHY dental offices BUY!
• When and how to introduce the NWM
• opportunity.

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INGs

• Marketing.
• Networking.
• Targeting.
• Prospecting/Asking.
• Selling.
• Structuring.
• Supporting.

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Lets Get Started!
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Who Are You?

• Oxy rep or consultant?
• Distributor or businessperson?
• How do you present yourself?
• Attire and/or phone tone
• Successful
• Confident

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Would You

• Read what you are sending to others?
• Listen to what you are saying?
• Return your calls?
• Buy from you?
• Go into business with you?

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Are You

• TELLING them why they should have Oxy in their
  office?
• Using NWM jargon?
• TELLING them they shouldnt be using that other
  product?
• TELLING them things you cant prove?
• TELLING them all about the ingredients and the
  company?

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Marketing 101

• Delivering the right message to the right people
  with the right presentation! (Dan Kennedy)
• BENEFITS
• TARGET
• SOLUTIONS

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The Key to Being A Successful Marketer

• Feature OR Benefit?
• Oxygene.
• Doesnt stain.
• Alcohol-free.
• Stability.
• Doesnt burn.

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• Features what something IS (ingredient, name of
  a position, how long a product has been around,
  how long a company has been in business).
  Features can set up or be followed by a benefit.
• Benefits what something DOES (solves a problem
  OR creates an opportunity).
• What this means (to you) is

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The So What? Principle

• Ask this question to determine
• whether your statements are unique
• to your business and/or a BENEFIT to
• your prospects or customers.
• Oxyfresh has Oxygene in it!
• You will get to Director if you place a
• Fast Start Order!
• Oxyfresh is a company Im involved with
• that has great products!

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Burger King vs. McDonalds

• Why is BK 2? Look at the marketing
• Flame broiled
• VS.
• Im lovin it!

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Networking

• Creating Mutually Beneficial Relationships
  (Bob Burg)
• The other person never knows you are networking
  if you are doing it correctly.
• It is more about farming than hunting.
• What is the purpose of your business card?
•  
• TO GET THE OTHER PERSONS CARD!!!

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Traits of the GREAT Networker

• Follows up.
• Positive attitude/Enthusiastic/Motivated.
• Trustworthy/Sincere.
• Good listening skills.
• Thanks people.
• Enjoys helping.

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• Dont sell clothes ? Sell a style and
  attractiveness
• Dont sell insurance ? Sell peace of
  mind
• Dont sell toys ? Sell my children
  happy moments

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Dont Sell Toothpaste and Mouthrinse ? Sell ???

• PEOPLE EXCHANGE THEIR HARD EARNED MONEY FOR TWO
  THINGS
• Good feelings.
• Solutions to PROBLEMS.
• Why would a family buy Oxyfresh?
• Why would a DENTAL OFFICE
• buy Oxyfresh?

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• 3 Solid Sales/Marketing Principles that Make the
  OXYFRESH Opportunity a GREAT One!
• Its always best to be positioned at the HIGH END
  of the PRICE SCALE (let the competitors focus on
  being the cheapest).
• Do more business with your satisfied customers,
  rather than focusing on getting lots of new
  customers! (LEVERAGE instead of EXPENSE).
• Adding more products gives you an automatic pay
  raise!

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The Oxyfresh Dental Success System (ODSS)

• Why is the name significant?
• What makes the program unique?
• What are the product/program benefits?
• WHY should a dental practice offer them?

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Important Product Line Comparisons

• Natural vs. Non-toxic/Safe.
• 2. Cruelty-free?
• 3. Drugs/Therapeutics
• Anti-bacterial?
• Periodontal treatmentwhat are offices using
  these days?
• 4. Whiten teeth vs. keeps teeth white or
  keeps teeth their whitest.

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• Why Arent We Leading With Periodontal Benefits?
• Are Dental Offices Interested in Cosmetic
  Product Lines?

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Main Benefits of the Whole Product Line

• Long-lasting fresh breath (that also tastes
  great!)
• Doesnt stain.
• Doesnt burn or dry.
• Gentle on gingival AND on restorations.
• Safe.
• Fights cavities.
• Keeps teeth their whitest.
• Soothing and ASSISTS in healing.

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• Lets Look at Some of the Products

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Toothpastes

• Low Abrasion (45 RDA--one of lowest in the
  entire industry) uses calcium carbonate (fine
  chalk).
• Oxygene, non-fluoride, does contain SLS (sodium
  lauryl sulfate).
• Sucralose, white paste, mint flavoring (mainly
  peppermint).
• BENEFITS?
• WHO SHOULD USE THIS PASTE?
• Dont need fluoride, dont like fluoride,
  cosmetic dentistry support.

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Fluoride Paste

• Oxygene, 0.235 sodium fluoride (the ONLY paste
  in dentistry that combines stabilized chlorine
  dioxide and fluoride).
• Low abrasion (not as low as regular paste
  mentioned above but under 100 RDA) uses hydrated
  silica.
• White paste, peppermint/spearmint flavoring
• Sucralose, zinc acetate, does contain SLS.
• BENEFITS?
• Who should use this paste?
• Cavity-fighting, prefer this mint combination.

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Power Paste

• Oxygene, Non-SLS.
• Low-abrasion.
• Lemon-mint Flavoring.
• Liquid Gel, No Dyes.
• BENEFITS?
• Who should use this paste?
• Doesnt want foam, anti-SLS, power brush, dry
  mouth, lemon flavoring.

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Mouthrinses-The One Minute Solution!

• Unflavored
• Oxygene and deionized water.
• No mint or xylitol.
• Some use as a flush (nasal, tonsillar) and
  contact lens cleaner!
• Who should use this rinse?
• Those who cant use mint (allergy, homeopaths) or
  dont like mint.
• Fresh Flavor
• Oxygene, xylitol, mint.
• No zinc sweetest taste of the rinses.
• Who should use this rinse?
• Those who have good general oral health, and want
  a basic deodorizing rinse.

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• Fluoride
• Oxygene, xylitol, mint.
• 0.05 sodium fluoride (consistent with OTC
  strength fluoride in other rinses).
• No zinc.
• Who should use this rinse?
• Those that need cavity-fighting protection, and
  want good deodorizing benefits, good for use in
  OxyCare 3000, ortho (braces), children.
• Patented Zinc
• Patent is on the combination of Oxygene and zinc
  ion (we use acetate).
• Has the most xylitol of the rinses.
• Drier taste than the other rinses.
• Who should use this rinse?
• Those who need powerful deodorizing benefits,
  periodontal maintenance, OxyCare 3000.

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• Power
• About TWICE as much Oxygene and zinc.
• Less xylitol than patented zinc.
• Sucralose, aloe ? soothing.
• Lemon-mint flavor (lemon may stimulate salivary
  glands) ? helps dry mouth sufferers.
• Who should use this rinse?
• Those that want MAXIMUM deodorizing
• benefits, like the lemon flavoring, good
• for use in OxyCare 3000.

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Oxyfresh Mouthrinses

• Review, Summary and Other Important Information
• All contain Oxygene and are clear (NON-STAINING!)
  
• What is Oxygene?
• Stabilized Chlorine Dioxide.
• Neutralizes VSCs.
• All have xylitol except unflavored.
• All come in gallon sizes except unflavored.
• Patented zinc and power come in 4 oz. (travel
  size) as well.

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What About Zinc

• Naturally found in body.
• Excellent deodorizer (VSCs, VOCs and VAs).
• Can be an astringent (drying) and have metallic
  taste.
• Benefit of combining the twoOxygene and zinc?
• Biocompatible and synergistic effect (work
  better together than if used individually).
• Allows us to use less of each to maintain
  excellent taste and benefits.
• What do we need to know about Xylitol?
• What do we need to know about Sucralose?

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Why Alcohol is Bad

• Many cant or shouldnt use it for health reasons
  (pregnant, children, former or current substance
  abusers, diabetics, multiple medications,
  handicapped, cancer patients, cosmetic,
  halitosis, perio considerations).
• It dries the mouth and BURNS!
• It may shrink composite resin restorations.
• It may degrade cement/bonding agents used to
  cement veneers, crowns and other restorations.
• It may increase the possibility of oral and
  pharyngeal cancer.
• IT MAKES BREATH WORSE! How?

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Dental Gels

• Regular Oxidizing
• Oxygene, aloe and chamomile.
• Unflavored, non-fluoride.
• Soothing, tissue conditioner.
• Who should use this product?
• Dentists/hygienists post extraction sites,
  periocoronitis, syringe interproximally after
  quadrant therapy, sores, immediate dentures,
  before impressions, general inflammation, on
  curettes/scalers.
• Consumers sores, inside dentures, on Oolitts,
  inflammation, tooth eruption.

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Dental Gels

• 2. Fluoride
• Oxygene, aloe/chamomile, 0.22
• sodium fluoride (non-prescription).
•   Xylitol, mint flavoring.
•   TRIPLE BENEFITdeodorizes, soothes, and
  fights cavities.
• Who should use this product?
• Ortho/braces (WHY?), children, elderly.

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Dental Gels

• 3. Super Relief
• Oxygene, aloe/chamomile, zinc, folic acid.
• Wintergreen mint flavor.
•  
• Who should use this product?
• Those that need MAXIMUM assistance with
  healing/soothing

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Other GEL Important Notes

• Very unique product and very attractive to dental
  professionals that do a lot of surgery,
  cosmetics, perio, and ortho.
• I tell professionals it saves a lot of
  emergency visits!
•  
• OxyCare 3000
• Hydromagnetic oral irrigator.
• Every family needs one, ortho, perio, breath,
  implant, C/B).
• Retail profit (great upsell product)

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Retail Customers

• Focus on
• Great tasting.
• Long-lasting fresh breath.
• No burning, drying, staining.
• Romance.
• FamiliesSafety, all will use, SAVE MONEY.
• OxyCare 3000---upsell once using Toothpaste,
  Mouthrinsebig retail profit!
• GET THEIR DENTISTS NAME!!!

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Statistics To Think About

• 65--Percentage of Americans who suffer from poor
  oral health (US Surgeon Generals Office, 2003).
• By 2010, the majority of dental school graduates
  will be women.
• 85--of dentists say they are concerned about a
  comfortable retirement.
• The average dental office (in U.S.) grosses
  500,000 per year, and each dentists net is only
  130,000.

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Trends In Dentistry

• Emphasis on cosmetics and practice management.
• Moving away from drugs and towards safer
  products.
• Retailing becoming much more common (not whether
  to sell, what to sell).
• Patients on multiple medications.
• Looking to improve hygiene profitability.
• More networking (conferences, email groups).
• Technology.
• Looking for ways to separate themselves.

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Procedures Being Done

• Amalgam-free.
• Composite resins (anterior and posterior).
• Ceramic restorations.
• Implants.
• The most requested procedure is WHITENING!!!

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What are Patients/Consumer Buying in Stores?

•        
• High abrasion toothpastes (some with an RDA over
  200!)
• Alcohol-based mouthrinses (some greater than
  25).
• Colored pastes and rinses (then buying Crest
  Whitestrips on the way out!)
•  Who/What helps them decide?
• 1.    The store clerk.
• 2.    The person next to them.
• 3.  The packaging/placement on shelves.
• 4. The price.

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Believe it or Not, the Average Dentist/Hygienist
is Just Not Thinking About This!

• WHY???
• They rarely buy dental products themselves.
• They dont realize how many choices there are out
  there.
• They have been misled themselves by
  marketing/advertising.

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Meanwhile

• The woman who had 10,000 in veneers is buying
  Close Up paste and Scope mouthrinse.
• The man who had 4 quads RP/SC with Arestin
  adjunctive therapy and 4 wks. CHX (for 1200) is
  buying 1.99 Walgreens rinse.
• The patient who had two quadrants of posterior
  composites done (2400) is buying Aim toothpaste
  and Listerine.

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Marketing to DENTAL ProfessionalsInitial
Considerations

• Dentists dont regularly buy from other dental
  professionals
• Dentists and RDHs are CONSUMERS outside of their
  offices.
• They are BOMBARDED by calls, regular mail, emails
  and faxes.

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• Front desk personnel are trained to NOT let phone
  calls through, or have walk-ins speak to the
  doctor or hygienist.
• You dont need to know ANY science to get them
  interested.
• Do not worry if YOUR dentist or the guy around
  the corner doesnt want to do this!
• You dont need to be local to enroll a dental
  office.

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Why Dont We Lead With Perio Benefits?

• We cant back it up.
• They want too much information.
• It takes too long to evaluate.
• They already are using something for active
  intervention.

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Who Are Your Best/Worst Prospects Below?

• Dentist with no hygienist.
• Female dentist with one hygienist.
• Periodontist.
• Holistic dentist.
• Dental spa.
• Dentist already selling Breath Rx.
• 30-year-old dentist opening his first
• practice.

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Who Are the Main Targets?

• Cosmetic dentistsWho is marketing whitening,
  veneers/laminates?
• Female dentistsmore interested in teaching home
  care and hygiene.
• Dental spasopening all over the place (massage,
  aromatherapy).
• Young dentistsmore apt to retail/good prospects
  for NWM as well.
• High-tech officeslaser dentistry, Invisalign,
  Botox, implants.
• Practices that already sell other products!
• Practices that have well established hygiene
  departments.
• Pedodontistsuntapped market. Good products for
  parents.

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Other Important Considerations

• The vast majority of dentists who use Oxyfresh
  will NOT do the business.
• Enrolling them as PREFERRED PROFESSIONALS is ok.
• Dont become obsessed with ONE OFFICE.
• Offices that come in with a good-sized initial
  order tend to do much better long-term than
  those that come in to try on a few cases.
•  WHY?
• Dentists and RDHs who TRY the product themselves
  are much more apt to say yes!

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What is the Approach When PROSPECTING Dental
Professionals?

• Keep it simple.
• Ask questions to have THEM determine WHY Oxy is a
  fit!
• Get your foot in the door.
• Show them that OXYFRESH is a program that will
  NOT compete with what they are using/doing.

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Why Dentists NEED Oxyfresh in Their Office

• Average office operates at 70 overhead.
• There arent any real COSMETIC support home-care
  programs on the market.
• Most offices dont have a long-term home care
  program to offer perio patients once they
  complete active intervention.
• Profit-sharing programs motivate the entire
  office team.
• Value added service for the patients.

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What is Passive Income?

• In the dental practice, this is simply income
• that is generated without seeing any more
• patients or doing any more dentistry!
•  
• Put this in perspective for them
•  
• Dr. Smith, based on the average overhead
• these days, in order to generate an extra
• 30,000 in profit next year, youd need to
• PRODUCE an extra 100,000

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KEY TO DENTAL PROSPECTING

• Dentists are busy. They are working hard to
• lead, manage, and grow (sometimes) million dollar
• operations with little true business training.
  They
• are bombarded with advertisements, sales pitches,
• and offers.
•  
• BUT.they are interested in
•  
• 1.     Improving quality of patient care.
• 2.     Offering state of the art services or
  products.
• 3.     Setting their practice apart.
• 4.     Being more profitable.

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Remember Toothpaste and Mouthrinse are Not
Exciting to Them

• Oxy needs to do one (or both) of two things
•  
• 1.    SOLVE A PROBLEM.
• 2. OFFER A FINANCIAL GAIN (Opportunity).

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Lead Generation

• How many leads you need depends on your game
  plan.
• GOAL 4 practices/month
• KNOW that approximately 1 in 8 enroll.
• Youll need 32 practices to speak to.
•  
• Initially, youll need to be creative and cost
  conscious.
•  
• When you identify a contact, it is CRUCIAL that
  you employ sound marketing principles---whether
  it be by phone, email, fax, or live!
•  
• Remember the TARGETS!!!

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Lead Generation

• Referrals.
• Workshops.
• Fax/email lists.
• Exhibits at trade shows/seminars.
• Speaking at events.
• Ads.
• Cool Calling.

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Lead Generation

• ? Retail customers and Preferred Professionals.
• ? Thank them and ask by phone followed by form
  (fax, email).
• ? Give them a limited time to get you 3, and
  then give them something in return (i.e. within
  24 hrs., free case of mints).
• ? Cuts down from 1 in 8 to 1 in 3.
• ? Wait until after SECOND order to ask.

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Workshops

• If you get asked to do a lunch n learn
• or in-office training with a new office that
• enrolls, tell them youll agree to do one IF
• they do the following
•  
• Place a minimum order of 2,000, or two 1,000
  orders.
• Invite another local dental office to listen in
  to the training (this could get them interested
  in the NWM aspect as well).

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Fax/Email Lists

• Can purchase just about ANY type of list
  (geographic, type of practice, size).
• Many sources (www.drlists.com, dental
  publications).
• Strict guidelines (cant use more than once).
• Keep fax to ONE pagelead with a main
  solution/benefit.
• Give them several options (free report, no
  obligation consult) they can fax back, email,
  call or mail back to you.
• EmailSUBJECT line is key, and send only to a few
  at a time.

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Exhibits at Trade Shows/Seminars

• Major Trade Shows
• Not recommended unless you
• Are ok with the cost.
• Make it professional.
• Partner with an experienced dental
  upline/partner.
•  
• Sponsor Smaller Seminars/CE programs
• HIGHLY RECOMMENDED
• Hundreds of programs asking for reasonable .
• Get a table and sometimes can speak or handout.
• Anywhere from 25-150 attendees.

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Speaking at Events

• Study clubs, local dental societies, CE programs.
  
• Topic should NOT be Oxyfresh but something that
  is of interest that Oxy will be included in.
• Examples might be
• The Keys to Aesthetic Hygiene.
• How to Double Your Hygiene Productivity!
• Why Every Practice Should Retail Professional
  Products.
•  

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Advertising

•  Headline/Subject Line is the KEY!
•  
• -Ask a question.
• -Pique their curiosity.
• -Keep it short and simple.
• -Offer FREE REPORT.
• -Inexpensive to do classifieds in publications.
• WOULD YOU ANSWER THE AD?

74
Advertising

• Sample Classified Ad
•  
• More profit.without doing more dentistry!!!
  Find out what thousands of your colleagues
  already know. Free information package.

75
Cool CallingTarget Marketing

• ? Get an appointment rather than walking in.
• ? Need to get past the gatekeeper if
  callingHOW?
• ? Voicemails CAN be effective if you give them a
  reason
• ? Acknowledge them for being progressive and
• cutting edge.
• ? Invite them to something
• ? Get a home/cell number or personal email if
• possible.
• ? Some terms to use
• select few offices to evaluate.
• everyone in the office can get a piece of
  the profits.

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Getting Passed the Front Desk

• There needs to be something in it for them.
  They get a piece of the profits of the
  programEXAMPLE.
• Treat them like they OWN the business/office/compa
  ny! Make them feel good---joke around that they
  run the show.
• Know them by their FIRST NAME (write it DOWN!)
  They are IMPORTANT to us!
• Tell them you need their help!
• Most people like to help, and you are saying
  they have power.

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Getting to the Initial Conversation

• Work with the front desk.
• Set up a time OUTSIDE of main office hours (get
  home number, beginning of day, end of day).
• Dont plan on doing the talking! Do the ASKING!
• The initial call is to find out about them
  their practice.
• Give TWO choices (not when is it good to
  call?).

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What Are We Trying to Do?

• Ask questions that will 
• Make them think of their responsibility to focus
  on maintenance, value added services,
  health/safety and convenience.
• Get them to see how much passive income can be
  generated.
• Have them get that Oxyfresh is UNIQUE and has a
  place in their office!
• Have THEM tell YOU their WHY! (instead of you
  telling them how wonderful Oxy is, or how stupid
  their decision was to carry XYZ product).

79
What Else Are You Trying to Do?

• Get your foot in the door.
• Get them to personally try the product AFTER
  establishing their WHY.
• Get them to trust you and recognize this is
  something others are doing successfully.
• Have them thinking BIG (inside the practice), and
  also pique their curiosity about the NWM
  opportunity!

80
What We DONT Want to DO?

• Get into a DRUG debate!
• Trash the competition! (especially if they are
  using it).
• Make them think they have to get rid of what they
  have.
• Introduce this as a bad breath product line.
• Give them a bunch of samples.
• Try it out on a couple of their worst patients.
• Enroll them right away!
• Tell them they can retire from dentistry very
  soon if they just get 4 who get 4

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There IS a Place for Oxyfreshin Their Office!

• Your mission is to
• ASK QUESTIONS
• to find their hot button.

82
It Can Be the LEAD Program

• OR
• It Can Be an Adjunct, Alternate or
  Complementary Program

83
Take What You Can Get!

• If they start using it as an aesthetic hygiene
  program, they will eventually start expanding
  it and use it for perio, breath control, etc.
• Dont get greedy!!!
•  
• 100 is better than ZERO, and it adds up
  quickly!!!

84

• What if I am a Dental Professional and I Have Had
  Success With Oxyfresh as my Main Perio Program?
• CANT I TELL THEM THAT AND LEAD WITH IT???

85
ABSOLUTELY!!!

• AndJust Make Sure You
• Are clear that the company does NOT make
  periodontal or drug claims.
• Dont try to get them to replace what they are
  using (unless they tell you they are looking to
  completely change).
• Understand they still may want to see some
  proof of claims which may take longer to enroll
  them, or may lose them totally.

86
Tips to Getting to the First Conversation

• Ask for their email address to coordinate
  something.
• Give two options to set up a meeting/phone call
  (rather than how about Monday at noon?).
• Acknowledge they are busyyou are too, and you
  cant even talk right now.
• VISIT THEIR WEBSITE BEFORE PROSPECTING!!!

87

• What About Walking in and Dropping Off Samples
  and Information???

88

• Not cost efficient.
• Makes you seem like a product rep.
• Theyll think these are just to hand out to
  patients.
• Once you do it once, youll be expected to keep
  coming back.
•  
• DOES THAT SUPPORT YOU BUILDING A NWM
  ORGANIZATION?
•  
• If you have a good conversation with front desk,
  leave HER a sample and have her evaluate leaving
  her with the idea that shell get a piece of this
  whole program

89
Questions to Ask

• How much of your time is spent doing cosmetic
  procedures?
• What are you recommending to them for
• HOME CARE to maintain their smiles?
• How is that working out?
• What do you think they are buying in the
• stores?
• Would you be interested in program that
• helps keep your dentistry looking great
• longer AND makes you more profitable?

90
Take Them Through a Recent Case (of theirs) So
They Can Visualize It, and Feel What You
AreSaying

• Think about your last veneer case.
• What was her name? How many veneers?
• How much did she invest?
• How did it come out? Was she happy? What did
  she say?
• What did you recommend for home care?

91

• According to the Academy of Dental
• Therapeutics and Stomatology report
• entitled, Patient Compliance Strategies for
  Success, here are three of the eight
  post-procedure instructions for the care of
  aesthetic restorations
• AVOID alcohol-containing mouthwashes. Alcohol may
  soften composite/porcelain bonds.
• AVOID using highly abrasive dentifrices.
• Use only sodium fluoride in over-the counter
  products. Stannous or acidulated phosphate
  fluorides are not recommended for
  composite/porcelain.
• ANDcolored products (containing dyes) may stain
  the teeth.

92

• Would You Be Interested in a SIMPLE WAY to Earn
  an Extra 25-50,000 This Year WITHOUT Seeing Any
  More Patients?

93

• Dr. Smith, the average office is close to or
  higher than 70 overhead. So in order to PROFIT
  an extra 30,000 this year, you would need to
  PRODUCE another 100,000 in dentistry. That means
  more procedures, more time in the office, and
  probably many more new patients. I can show you
  how to do that without seeing any additional
  people, just by customizing your current
  patients home-care based on their tx plan! You
  are already providing instructionsjust not
  making specific recommendations. This is very
  simple to do and doesnt take up any more time.

94
Do You Have a Structured Perio/Soft Tissue
Program in the Office Right Now?

• ? Tell me a bit about itdo you normally
  prescribe anything for them, provide adjunctive
  therapy?
• ? Overall, how is it working out for you?
• ? What do you recommend for long- term home
  care AFTER they are out of active therapy?

95
What if the Office is Already Selling Another
Product???

• Great news! Why?
• Do NOT bash the product! Why not?
• Find out the following
• 1. What attracted them to the product?
• Ask Why did you choose Breath Rx?
• How is it working out for you?
• Let them tell you good and badLISTEN!
• 3. What types of patients are you
  recommending _________ to?

96
The Competition

• There isnt any! They are using other products
  for a specialized reason, and they will for Oxy
  as well (to start).
• 5 rinses, 3 pastes, and 3 gels allows
  customization missing elsewhere.
• Aesthetic hygiene is a huge market.
• Implant, ortho, C/B, Cerec, Laser, Non-surgical
  perio, whitening, amalgam-free, veneers, pedo,
  preventive, breath, hygiene.

97
What We Are Doing Is Getting The Information To
Create The Market For Oxyfresh In The Office!!!

• The good news is that it doesnt matter HOW they
  answer the questionsthere is ALWAYS a place for
  Oxyfresh!!!

98
REMEMBER

• Oxy can be a complement, alternative, or
  adjunct to whatever they are already using. OR
  
•  
• It can be the lead program for another aspect
  of the practice.

99
The Magic Response Is

• GREAT!
•  
• Now.ask another question!

100
If You Are Also a Dental Professional

• Share successful Oxy cases in your practice
  TESTIMONIALS.
• Tell them how much your patients love the
  convenience of getting the products from them and
  how much passive income you generate.
• Use it to your advantage in speaking to them
  without patient distractions (need to speak to
  them at home or out of the office).
• Tell them about another office you set up that
  is doing well.
• Let them know how the NWM opportunity will pay
  off for you.

101
VERY IMPORTANT!!!

• It is better to have them use 100 Oxy AND also
  carry Breath Rx than to try and prove to them
  (and argue) that Breath Rx is a bad choice!
• They will use more products after they get the
  product in the office. In fact, they will
  probably use the products for their periodontal
  program once they have confidence in it, and you
  NEVER had to get into long discussions about
  studies and science.
• Have them try personally or do their own clinical
  comparison. Forget about patients and ask THEM
  to evaluate it. When they say they like it.
• Dont you think your patients would want to use
  what you would/are using?

102
Consider These Points

• All indications are that, in the near future,
  dental offices will not only retail A product,
  but retail SEVERAL product lines.
• They may actually use Breath Rx or Tooth and Gum
  Tonic as their hygiene/perio products of choice,
  BUT want their patients to use those products in
  our OxyCare 3000 irrigator, and order 15
  irrigators monthly! Isnt that ok???
• Some offices may be pro-fluoride and only want to
  order our fluoridated products. This is ok as
  well.

103
When Speaking to RDHs About the Clinical
Program

• Have them evaluate (sample) at home!
• WHY? 3 reasons
• Emphasize theyll get a piece in office sales
• Set the stage for outside dental income/their own
  dental business when they see how well the
  product works

104
Why Does All This Work?

• Passive income IS appealing to them! (once they
  hear it)
• They want their dentistry to keep looking good!
• These are NOT science-based conversations!
• They arent threatened by anything. You are
  creating a place in their practice for something
  new that is also profitable!

105
Why Dentists Buy

• They want programs consistent with their
  cutting-edge services.
• They want programs their patients will like.
• They want to be more profitable.
• They want something to motivate their office
  teams.
• They want to do what their colleagues are doing
  nationally (but still be different from the
  dentist next door!)

106
When/How Do I Introduce the NWM Opportunity???

• During the initial conversationjust not
  throughout it!

107

• There are TWO ASPECTS to Oxyfresh ---in office
  passive income by dispensing customized home care
  to patients which requires no additional
  dentistry or chair time, and an optional
  additional outside of office permanent royalty
  income from referring colleagues and others to
  the program. Is that something that might be of
  interest to you? Great. Lets focus first on
  getting the clinical program successful.

108

• Do you ever share ideas or programs with
  colleagues at study clubs, conferences or email
  groups? When you see how well Oxyfresh works in
  your office, and tell others about it, Oxyfresh
  will pay you once they start ordering Oxyfresh
  based on your recommendation! There is a booklet
  that describes all of this if you are interested
  in just taking a look

109
Why DENTISTS Might Lookat the NWM Opportunity

• Consultants are making it very clear that even a
  1,000,000 nest egg isnt enough to retire on!
• Traditional supplemental income sources are not
  currently doing well.
• Many would like to break up the monotony of
  being in the office all the time.
• Dentists are realizing they are naturally
  networking with colleagues via technology and
  conferences.

110
Why HYGIENISTS Might Look at the NWM Opportunity

• Natural teachers.
• 1/3 fantasize about another career.
• 61 do NOT earn commissions or bonuses in the
  office.
• 1 in 15 surveyed already have left clinical
  hygiene.
• Most do NOT have adequate retirement plan.
• Most do NOT want to work clinical hygiene f/t.
• Limited p/t dental-related income opportunities
  offered.

111
Speaking to Hygienists

• Ask what they like and dont like about hygiene.
• Ask when they expect to cut back or retire? Why
  arent you doing that now?
• Ask if theyve ever thought of teaching or
  working as a consultant with a dental company?
• Ask if theyve ever seen a REAL opportunity for a
  hygienist to OWN THEIR OWN DENTAL RELATED
  BUSINESS? Would they be interested in that?

112
Other Hygienist Considerations

• Hygienists should prospect other hygienists!
  WHY???
• Unlimited income possibility without being an
  employee.
• Hygienists can build a huge organization
  REGARDLESS of whether their office decides to use
  Oxyfresh.

113
Sample Business- Oriented Classified Ads

• DENTISTS
•  
• Additional Income for Dentists!
• Relying on your practice sale for retirement?
  Read
• this FREE REPORT and find out how thousands of
• your colleagues are developing additional
• PERMANENT income on a p/t basis.
•  
• HYGIENISTS
•  
• Love to Teach? Develop a significant secondary
• income with your own dental related business
  WHILE
• you continue to practice! Free info.

114
Sending Information

• Use technology whenever possible (email,
  oxydental.com) WHY?
• If mailing, use company materials with business
  card PLUS handwritten note reminding them of
  their WHY?
• Do NOT send too much information at once! WHY?
• Do NOT send them samples to try on patients
  first. WHY?
• Those interested in the businessYour Next
  Appointment.
• Get a SPECIFIC commitment from them as to when
  theyll review information and be ready for
  follow up.

115
Enrolling Them

• You are their consultant. They want your
  guidance for the first order at a minimum
• Avoid NWM terminology Sponsor, BV, FSO, Director
  
• Give TWO start-up options.
• Remind them that the greater commitment
• they make to the program, the greater
• chance their office team embrace it, and the
• greater the chance they see how much they
• can make with profit-sharing.

116
Two Steps

• Get set up as a wholesale buyer
• a. PP or Distributor? (non-MLM vs.
  ability to sponsor)
• b. Fax or online.
• 2. Initial order
• a. of patients not price! (50 or 100
  pts).
• b. Some product should be for
  chairside.
• c. Write it out for them, but have them
  place it.
• d. Tax/shipping considerations.
• RULE OF THUMBthey should order what you are
• confident they can sell in one month or soassure
• them of that and then how much profit they can
• expect.
• This is NOT about you getting a bonus!!!

117
What Happens If

• They want to try it on some patients but dont
  want to sign anything.
• They like what they see but are concerned about
  the pyramid thing.
• One RDH wants to have Oxy but the other is not
  open to it.
• They like what they see but think selling is
  unprofessional.

118
Getting Referrals

• KEY to building a dental-based NWM organization
  cost effectively and quickly!
• ASK AFTER THE SECOND ORDER!!!
• Give them a time frame for doing it (within 24
  hours).
• If they do so, give them something in return!
• Give them the option (if they are a PP) to get
  paid for that referral (switch to Distributor) if
  any of them come in.

119
Building a Self-Sufficient Organization

• They should have your info., but mainly to ask
  questions about the program.
• They should be ordering THEMSELVES (800,
  online).
• Have them go to website to get info. as well.
• Inform them it is wise to get regular updates
  (email, fax).
• Recommend AUTO-ORDER and its benefits.
• Tell them about OTHER Oxy products (cross-refer).

120
Structuring an Organization

• Wide vs. Deep---general philosophy
• mature organization vs. newer organization.
• The NUMBERS of NWM---100 to Master
• What do you earn of your total sales
  monthly?
• PP or Independent Distributorconsiderations.

121
Other Thoughts

• Matrix bonus and dental offices.
• Remember that volume is volume and you need a
  mix of all categories to build long-term
  residual income.
• Product users vs. former business builders.

122
Lets Do Some Math!

• GOAL 100 practices in 2 years (4/mth).
• Speak to 32/mth (1 in 8 enroll on average).
• End of year one 48 offices averaging 250/mth
  12,000.
• 3 new business builders come in after six months
  that have taken dental training and doing the
  same game plan as you
• 3 x 4 x 6 72 offices or additional 18,000 in
  volume.
• 5. 30,000 in dental volume.
• 6. Now add retail customers, project X, other
  product line volume.
• 7. If in leadership, youll earn 8-10 of that.

123
Emphasize to Your Oxy Offices

• Everyone should be using Oxy at home.
• Implement profit-sharing plan RIGHT AWAY.
• Customize complete home care regimennot just
  one product!
• Use products chairside as much as possible
  (gallon rinse, gel).

124
Support/Maximizing Profit

• Newsletters.
• Auto-order benefits to them.
• If you notice volume dipping, usually because of
  a new office team member
• Increase profits with active pricing/case
  lots/free product programs or specials.

125
Your Oxyfresh Dental Business

• Think global, not local.
• Referrals.
• Offer them other ways to improve their practice
  (Be a consultant and a source of information).
• If you are a dental professional, dont be a
  sales rep!
• Observe proper Oxy etiquette when prospecting.
• All organizations should be sending a consistent
  message.

126
Your General Game Plan

• How much dental income do I want to create after
  one year. How many dental offices do I need to
  enroll monthly?
• How many business builders do I need to find in
  the first six months?
• How will I get quality/targeted leads?
• How much will I budget/re-invest into my Oxy
  dental business?
• Who in my downline will I strongly request take a
  dental training?
• Which advanced training program will I take?

127

• Are You Presenting Yourself as a Consultant? Are
  You Set Up as a Business?
• Are You a Good Listener? Are You a Student of
  the Industry?Are You Looking to Improve?

128
Almost Last Thoughts . . .

• If you are a dental professional,
• dont try to be a sales rep!
• If you arent a dental professional, dont try
  to be a dental professional!

129
Advanced Dental Trainings/Workshops

• 3 options.
• Reduced pricing for you.
•  
• 2-day live workshop in NYC (12 maximum).
• 6 session (2 hours per session) WEBINAR.
• Special Organization workshop (flat fee). 
• oxytony_at_aol.com 646-375-2067

130
What You Will Learn in These Trainings

• Advanced marketing and sales strategies.
• Running Oxy as a million-dollar business.
• Understanding dentistry as an industry.
• How to creatively get quality leads.
• Specific scripts/techniques to prospect
  (role-playing, interactive situational
  exercises).
• How to effectively communicate on the phone.
• How to write ads, emails, faxes, and letters.
• How to leave effective voicemails.
• How to handle objections.
• How to attract more business partners.
• Writing a specific game plan.

131
Last Thoughts

• Be confident. Dont be desperate!
• Focus on aspects of Oxy that YOU love to do!
• Dont worry about the past.
• Keep learning! Develop yourself!
• You can earn whatever you want here!

132

• ENJOY
• THE WEEKEND!