Practice Management Course

February 28 - March 1, 2020Dental team stacking hands for success.
Orlando, FL

A successful dental sleep medicine practice requires more than just excellent clinical skills. Bring your team and learn new workflows and practical tips that you can immediately implement in your practice!

Registration for this course is now closed. 

Course Co-Chairs:
Paul Jacobs, DDS
Ken Mogell, DMD
At the conclusion of the course, participants will be able to:
1. Implement strategies to maximize staff utilization and improve workflow efficiencies;
2. Submit accurate medical insurance claims for reimbursement of oral appliance therapy services; and
3. Increase patient referrals through collaboration with physicians and external marketing

Topics and Speakers:

Speaker Index

Speaker COIs

The Metrics-Driven Practice: How to Help More Patients and Practice Better Dental Sleep Medicine

Emerson Wickwire, PhD

Implement tools for greater collaboration with physicians and improved treatment acceptance. These tools will allow you to provide better patient care and distinguish your practice. 

Improving Referrals from Physicians

Ken Mogell, DMD 

Build referrals from physicians by effectively discussing sleep studies and communicating with physicians. This presentation will offer insights for both urban and rural dentists who may have different referral sources.

Panel Discussion: Implementing a DSM Practice Model

David Schwartz, DDS; Michael Hnat, DMD; Michelle Cantwell, DMD 

There is not a one-model-fits-all way to practice dental sleep medicine. This panel will discuss the challenges and benefits of various practice models (incorporating dental sleep medicine into a general practice, providing full-time dental sleep medicine services and integrating dental sleep medicine services in a hospital setting). Time for questions from the audience will be allotted.

Empowering Teams: Internal Marketing for Building Your DSM Practice

Mark Murphy, DDS

Find ways to leverage your unique opportunity to screen and potentially treat hundreds of your existing patients. Hear inspiring conversations and get interactive patient exercises and take-home reminders that will improve the throughput of patients to diagnosis and ultimately treatment.

DSM Team Champion

Belinda Postol, RN

Discover how you can utilize clinical staff to educate, support, and engage referring physicians.

Documenting Patient Information: A Dentist’s Guide to Electronic Health Records

Jeff Rogers, DMD

Oral appliance therapy is a treatment for a medical disorder and requires precise and accurate documentation. During this presentation, Dr. Rogers will present his journey to navigate the various ways to manage patient health records and provide tips for your growing dental sleep medicine practice.

Panel Discussion: Understanding Medical Billing for DSM

Moderated by: Ken Mogell, DMD and Dan Brown, JD

Medical billing can be a complicated world for dentists providing oral appliance therapy. Get answers to common questions from a panel of billing experts such as: what is billed to medical insurance and what is billed to dental insurance, how is dental and medical insurance different, and what procedures can be billed to medical insurance?  Time for questions from the audience will be allotted. 

Formulas for a Successful DSM Practice

Mark Murphy, DDS

Implement formulas and protocols that are proven to improve the patient experience, increase your practice fulfillment and maximize the success of your practice. 

Workflow Systems and Team Utilization to Streamline Your DSM Practice

Paul Jacobs, DDS

Integrate systems to decrease inefficiencies and increase productivity, Dr. Jacobs’ will review the practice management systems he has implemented in his general practice, including forms, telephone FAQs and office scripts. 

Legal Considerations for Medicare Enrollment, Participation, and Documentation

Dan Brown, JD

Review what information needs to be collected from patients, what needs to be documented, and what and how patient records should be stored and shared.

Navigating Private Insurance Networks 

Scott Craig

Discuss the pros and cons of various insurance options, including in-network, out-of-network, and GAP exceptions.  Learn to examine practice systems to maximize billing efficiencies. 

Marketing and Online Presence

Brianna McKinney

How many times have you heard: “Why do you care about my sleep? You’re a dentist.”? This power-packed session will help you build a strategy to attract a steady stream of new patients who are ready and willing to receive treatment.

Beyond Diplomate Status: Systems for Success

Paul Jacobs, DDS

Learn how to earn recognition and respect from payers and referring physicians and establish policies and protocols that will help to protect your practice.

Course Times:

  • Friday 1:00pm - 6:00pm
  • Saturday 8:00am - 5:30pm
  • Sunday 8:00am - 12:30pm

Course Location & Hotel:
Renaissance Orlando SeaWorld
6677 Sea Harbor Drive
Orlando, FL 32821

Rate: $199 (plus a $30 resort fee), until Monday, February 17, 2020, or until the room block sells out.

Reservations: Book Online or call 1-800-266-9432 and refer to "AADSM Course".

Course Registration Rates: 
 On or Before
AADSM Member$1000$1300
AADSM Active Duty Military Member$250*$325*
Staff of AADSM Member
Note: Log in as an AADSM Member to register staff

*This rate is only available to those who are Active-duty Military Members of the AADSM. If you are active-duty military and want to become a member of the AADSM, download the application for Active-duty Military Membership.

Transportation Center: 
Orlando International Airport: 12 miles from hotel

Cancellation Policy:
To cancel a registration, written notification must be submitted to Rose Zuniga, Education Assistant, at: A $50.00 administrative fee will be withheld on cancellations postmarked by February 7, 2020.  After this date, no refunds will be available. Refunds are not provided to no-shows. The AADSM reserves the right to cancel a course and provide full refunds should conditions warrant. The refunds will only include the cost of registration for the course.

Weather Cancellation Policy:
In the event that a registrant is unable to attend a course due to severe weather forcing airline cancellations or airport closures, the American Academy of Dental Sleep Medicine will apply 50 percent of the individual’s registration fees toward another AADSM course (excluding the AADSM Annual Meeting) held within 12 months. Registrants will need to provide documentation from the airport or airline confirming the inability to travel due to severe weather within 30 days following the course. The American Academy of Dental Sleep Medicine will not apply this policy to the AADSM Annual Meeting, as the length and nature of the meeting allows for registrants to attend a portion of the event regardless of severe weather.

Refunds will not be applied to the original payment source (i.e., credit card). Any refunds processed by the AADSM will be paid by check to individuals in the US (or e-payment to individuals who chose to set up an account in and by wire transfer to individuals outside of the US.

Confirmation and Registration Disclaimer:
Registration is limited. Please register early. Confirmation letters will be sent via email within one week of receipt of mailed or faxed-in registration forms and payment. All attendees must preregister; on-site registration will not be accepted. The AADSM will not be held liable if an individual purchases an airline ticket before receiving confirmation of registration for a course.

Dress Code:
Business Casual

Teaching Method:
This course will be comprised of lectures followed by discussion.

Photography and/or recording of any kind (other than by the AADSM) of sessions or speakers is strictly prohibited. No cameras or recording devices will be allowed in the meeting rooms at any time. Violation of this rule could result in the confiscation of the film or recording device and removal of the individual from the meeting.

Continuing Education:
The AADSM is an ADA CERP Recognized Provider. ADA CERP is a service of the American Dental Association to assist dental professionals in identifying quality providers of continuing dental education. ADA CERP does not approve or endorse individual courses or instructors, nor does it imply acceptance of credit hours by boards of dentistry.  The AADSM designates this course for 15.5 continuing education credits.

For questions, contact Rose Zuniga at or 630-686-1470.