The Dental Marketer

Want to learn how to effectively communicate with your patients and hire the right team for the job? In this episode, I do a deep dive with Gene St. Louis, a seasoned dental practice consultant, to uncover the secrets of exceptional practice management and growth. Gene kicks off with an overview of her business, explaining its pivotal role in consulting both established dentists and startups to elevate their productivity and organizational systems. Transitioning smoothly into practice-specific challenges, she shines a light on common pitfalls like unscheduled treatments and underutilized recall systems. Gene presents actionable strategies for mitigating these issues, advocating for team-wide efforts rather than overloading the front desk and underlining the need for disciplined, evidence-based management.Gene doesn't stop there. She emphasizes the importance of meticulous staff hiring and training, elaborating on methods to screen resumes, check references, conduct background checks, and even use personality assessments like Myers-Briggs to align hires with the practice philosophy. Through engaging examples, Gene illustrates how targeting past experiences and conflict resolution abilities in interviews can cultivate a harmonious and effective team. In a dedicated segment for new dental graduates, she shares critical financial planning advice to distinguish whether starting a new practice or acquiring an existing one suits their condition best.What You'll Learn in This Episode:How to implement effective strategies to address common failings in dental practice management.The significance of scheduling protected time for patient follow-ups to enhance efficiency.Key techniques for best practices in staff hiring and consistently optimizing team performance.The steps to conducting meticulous due diligence and transition processes during acquisitions.Financial planning insights specifically tailored for new dental graduates, regarding starting versus acquiring practices.Let's listen in to Gene St. Louis and grow your practice!‍‍Sponsors:‍‍Gusto: Dentist payroll for the modern practice. Gusto’s cloud-based software provides all the payroll and HR tools you need to run your dental practice efficiently. Having it all on one platform keeps our prices low, and makes your job so much easier. Enjoy best-in-class support, benefits like health coverage for your team, and more. Visit or copy and paste the link here for a special offer! https://gusto.com/tdm‍Oryx: All-In-One Cloud-Based Dental Software Created by Dentists for Dentists. Patient engagement, clinical, and practice management software that helps your dental practice grow without compromise. Click or copy and paste the link here for a special offer! https://thedentalmarketer.lpages.co/oryx/‍Guest: Gene St. LouisBusiness Name: Gene St. Louis ConsultingCheck out Gene's Media:Website: https://www.genestlouisconsulting.com/Phone: 866-200-3217Email: gene@gstlconsulting.com‍Other Mentions and Links:‍Practice Management Software:EaglesoftDentrixPracticeWorksOpen DentalCareStack‍Books:How to Win Friends and Influence PeopleThe 5 Love Languages: The Secret to Love that Lasts‍Communities:Dentaltown‍Personality Tests:Myers-Briggs - Temperament Test‍Brands:Fortune 500Hallmark Cards‍Host: Michael Arias‍Website: The Dental Marketer Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]‍p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.‍

How can you, as a dentist, truly make a difference in your profession through organized advocacy? In this episode, Dr. Bob Dee shares vital insights into the inner workings of the American Dental Association (ADA), emphasizing the power of active participation over passive membership. Dive into a comprehensive discussion on the strides the ADA is making in political advocacy for the profession. Discover how influencing legislation, like dental loss ratio and Medicaid laws, directly shapes the dental industry and enhances patient care quality.Dr. Dee also tackles big topics such as corporate intrusion into healthcare, offering a vigorous defense of the dentist-patient relationship’s personal nature that corporate entities can't replicate. While concerns exist about the efficacy of membership and communication within ADA, Dr. Dee reveals a determined vision for positive organizational change. Don’t miss out on practical advice on joining advocacy coalitions and learn about the exciting upcoming Digapalooza event that promises valuable insights from industry leaders.What You'll Learn in This Episode:The benefits and importance of actively joining the ADA.The ADA's role in critical legislative changes such as dental loss ratio and Medicaid laws.Dr. Dee's perspective on the unique gifted relationship between dentists and their patients in comparison to corporate healthcare.Practical steps on becoming more involved in dental advocacy.Upcoming industry trends and why it’s crucial to stay informed via events like Digapalooza.A deep dive into the real impacts of your active participation in organizations like the ADA.Take action and tune in to understand how your dedicated involvement today can create a thriving future for the entire dental profession.‍Sponsors:‍‍For high quality AND affordable dental supply options, visit The Dentists Supply Company(TDSC) website today! Our listeners get a special deal - 25% off on orders over $500 - Just type in the special code: TDM25 at checkout for your exclusive offer. AND if you're a member of your state's Dental Association, you may be eligible for additional savings upon providing your ADA number. Click or copy and paste the link here to save today! https://www.tdsc.com/‍You can reach out to Dr. Bob Dee here:Website: https://dentistryingeneral.com/YouTube: https://www.youtube.com/@dentistryingeneralFacebook Group: https://www.facebook.com/share/L5bCmGf8oKHcH3yH/?mibextid=A7sQZpDigapalooza Event: https://pay.dentistryingeneral.com/MondayMorning ($400 Off for Our Listeners!)‍Mentions and Links: ‍Events:Digapalooza‍Organizations:ADA‍Videos:Dr. Dee's Video on Medicaid Laws‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors)‍Michael: Hey, Bob. So talk to us. What's one piece of advice you can give us this Monday morning? Bob: As we discussed off the air, the one advice I can give you definitively is to join the American Dental Association. And that comes from someone who criticizes them on a regular basis. Michael: So let me ask you this why join them and what do you criticize them about Bob: first of all, let's talk about the positives I don't like to talk about Negativity first, everybody can improve things, right?so why should you join the American Dental Association because for a hundred and sixty three years dentists like myself have contributed to building this huge organizations. We are the fourth largest lobbying power in Washington, DC. Think about it. Hospitals, physicians, all these physical therapists, all these health care organizations.We are the fourth largest. Representatives and senators and politicians know our lobbyists by name. So it is important for us to have proper representation. The government will bring different, ideas to the table. There are a couple of them going on right now that we should be opposing. And we need to have a voice there.So if you do not join the American Dental Association, and if you do not contribute, do not just write a check and go to your offices and say they don't do anything. We need to get involved. We need to have a voice within organized dentistry. It's basically for advocacy. Michael: We're advocating for our patients first. and then the profession. Our oath is to the,patients and then the profession. So that's basically why we should, join. Why do I criticize them? I don't criticize them to weaken them. I criticize them to make them better.Bob: Every, time we, as an advocacy coalition, criticize them is an opportunity for them to correct things and be stronger and attract more people. For me, lack of communication between what the American Dental Association does and the members, that'sbeen an issue. Also lack of focus. To what is important, for the benefit of our patients and the benefit of the profession.I feel like we need to reiterate to them what is important so they can concentrate better. Michael: So you mentioned that we need to participate more and not just cut a check and then, you know what I mean? go back to practicing, but then you also mentioned there's a lack of communication. So do they even listen?Bob: If we participate.They are listening. I guarantee you that they are listening. I have this facebook group dentistry in general. They are part of it. I have heard that they are listening and they are making some changes. Is it fast enough for most people? I don't know. That's why I have created this advocacy coalition that includes 30 people past present American Dental Association leaders and well known people within the dental community to help guide them.We have a platform, a six pillar platform that we have presented to them, and we're going to be at the House of Delegates Trying to contribute positively. I want everybody to understand we're not here to weaken the American Dental Association. This is all for making them stronger. Michael: Gotcha. Okay. So it's more like we're just sometimes, downhearted because it's not moving at the speed of our expectations.Bob: there is a, myth that the ADA can do everything. This is a capitalistic system that we live in, right? Michael: There Bob: are laws and there are rules that when a dentist Criticizes them that oh, why can't we have the insurance companies pay more? That's not the job of the American Dental Association That's illegal.We cannot to have Another company pay us more. These are things that we cannot control. A lot of times dentists criticize the ADA for things that's out of their control. Obviously they're struggling and they see their patients being affected. So we naturally want these things to happen, but we need to be realistic.The way we can affect all the things they want is by making sure we know what legislation to support. what issues we can push through the politicians through legal ways to make a positive effect. Michael: Gotcha. So then what can they control in simple terms and what issues right now do you see most trying to push?Bob: Right now two of the most important things is the dental loss ratio, which is identical to the concept of medical loss ratio that the Affordable Care Act brought for medicine. We want the DLR for dentistry. Unfortunately, ADA, in my opinion, agreed to a plan that is not What we should have agreed to so we need to be outspoken and we need to be involved in creating the better than a loss ratio one that was passed in massachusetts Called question two a lot of this information is on my youtube channel on my facebook group So if people need to find out more and educate themselves contact me educate yourself These are the most important things You that are affecting our profession and our patients.That should be the number one thing. We advocate for patients first, not for ourselves. And the second thing is Medicaid laws are being ignored in every state and people will say, why should I even worry about Medicaid? I'm fee for service. I'm a PPO. I don't take Medicaid. Medicaid laws dictate.every insurance law that there is. As Medicaid goes, so does the private insurance. Michael: Gotcha. So we should be focused more, especially if we're heavily insurance, but like Medicaid. Bob: We shouldn't be focused on it, but we should look at states to enforce Medicaid laws that are there. I have a YouTube video on this subject that goes into details of what it means.All we want is to prove to politicians that this is good for the patients and let's enforce it. Michael: Okay. And so doing this. The first steps, if we're like, ah, should we join? Should we not join is joining, right? Continue to join, continue to be a part of it. And then now, if we wanted to start having our input into it, we do what?Bob: The alternative is what? Sitting on social media complaining about our problems, right? And what's going to happen? Nothing. Zero is accomplished by not joining, So joining and getting involved is important, and then support the coalition. Dentistry in General Advocacy Coalition will be out there presenting ideas.It's not a, organization that collects money. I'm covering all the costs because I don't want people to think that this is a profit generating organization. This is to help younger dentists. For years to come. We want to make sure the profession is protected and our patients are protected.Michael: Gotcha. So right now, Bob, me a percentage from one to a hundred? How much of a percentage do you feel protected and your patients protected? Bob: Listen, we are fighting different wars on different fronts. The corporate intrusion into healthcare is something that everybody knows about, We have insurance companies. That's another corporation intruding into our profession and into our patients well being. So for me, to put a percentage on it, I'm an optimist, right? I'm a, Glass half full. I say something that a lot of dentists rolled their eyes at me. We are a lot like. Hairstylist, Then doctors. Why? Because you will drive two hours to see your hairstylist The personal relationship dentists form with their patients is very important to them. So I still believe we have a chance. of keeping corporate intrusion at bay.We can't prevent it. It's there, However, if you create this professional and compassionate relationship with your patients, they will travel to come to you, but they also pay out of pocket to be out of network with a lot of these insurances. So it's important to understand that. So I would say We are still 80 percent strong, my friend.Some people may be less optimistic as I am, but we want to make sure we keep it at 80 percent and we're not going to go down the road medicine took. Michael: Gotcha. Okay. Awesome, Bob. I appreciate your time. And if anyone has further questions, you can definitely find them in the dental marketer society, Facebook group, but where can they reach out to you directly?Bob: The easiest way to reach out to me or join my Facebook group is to go to my website, dentistryingeneral. com. There are two buttons, you can join the Facebook group, you can look at our event, and there is a chat button there that whatever you want to ask or comment, it comes right to my phone and we can talk.Michael: Gotcha. And then you also have I Bob: call it the Digapalooza, I try to bring speakers that are well known and are all stars. It's October 25th and 26th in the Chicago area. I say Chicago area because it's not downtown. It's 20 minutes away from downtown in a upscale mall. we have a very attractive lineup of speakers for two days and for your listeners, as I told you I still offer the early bird, which is 400 off and I can give you the link that you can share with your audience.Michael: Oh, we appreciate that, man. Thank you. So that's going to be in the show notes below the information for Digapalooza and at the same time, the early bird special So thank you so much, Bob, for that. And I appreciate you coming by and thank you for being with me on this Monday morning episode.Bob: Thank you for having me.

‍Have you ever considered what would happen if we treated our patients like consumers instead of just patients? In this compelling episode, I'm sitting down with Jennifer Stoll, the Vice President of digital commerce excellence at Henry Schein, to dissect this transformative notion. Jenn dives into the heightened patient expectations regarding convenience, transparency, and personalized service and examines how adopting a consumer-focused approach can vastly improve dental practices. This insightful conversation deep dives into overcoming existing challenges and leveraging new tech and patient engagement tools to breathe new life into your practice.Beyond just discussing the theory, Jenn brings practical strategies to the table for practitioners ready to adapt to this evolving landscape. The episode explores the synergy between changing patient expectations and the pivotal role businesses like TDSC play in helping practices meet these elevated demands. If you care deeply about comprehensively enhancing patient experiences, this episode supplies actionable insights you can start implementing today!What You'll Learn in This Episode:Why adopting a consumer-focused approach is key for modern dental practices.Emerging strategies for integrating convenience, transparency, and personalized service in practices.The challenges practices face in adopting a consumer-focused mindset.How technology and patient engagement tools can elevate patient experiences.Changes in patient expectations and how to adapt to meet them.The essential role of businesses like TDSC in the evolving dental market.Ready to revolutionize your approach by treating patients as consumers? Hit the play button and let's listen to what Jenn has to say!‍‍Sponsors:‍For high quality AND affordable dental supply options, visit The Dentists Supply Company(TDSC) website today! Our listeners get a special deal - 25% off on orders over $500 - Just type in the special code: TDM25 at checkout for your exclusive offer. AND if you're a member of your state's Dental Association, you may be eligible for additional savings upon providing your ADA number. Click or copy and paste the link here to save today! https://www.tdsc.com/‍Guest: Jennifer StollBusiness Name: The Dentist Supply CompanyCheck out Jennifer's Media:Website: https://www.tdsc.com/‍Other Mentions and Links:‍Tools/Resources:DentalPlans.comHenry Schein OneHenry Schein‍Host: Michael Arias‍Website: The Dental Marketer Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]‍p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.

Are you a provider or a healer? In this warm and insightful episode, Dr. Alan Stern shows us the transformative power of leading with love and empathy, seamlessly balancing professional duties with genuine human connection. Dr. Stern shares actionable advice on nurturing compassion in the most trying situations, offering vivid examples of handling conflicts empathetically, whether with team members or patients. He imparts deep wisdom on how these principles not only foster better professional relationships but also personal growth.Throughout our conversation, Dr. Stern also shines a light on the importance of self-compassion and the value of learning from our mistakes. He passionately advocates for reframing how we view our roles—from merely providers and professionals to empowered, evolving healers. By the end of the episode, Dr. Stern extends a heartfelt invitation to listeners to continue this pivotal discussion, emphasizing that both empathy and professional growth can flourish in tandem.What You'll Learn in This Episode:How to lead with love and empathy in challenging office environments.Ways to maintain your humanity in an increasingly digitized world.Effective techniques for resolving conflicts with team members or patients empathetically.The vital importance of self-compassion for personal and professional growth.The powerful shift from seeing yourself as a "provider" to a healer.Real-world examples of balancing compassion with professional challenges.Boost your journey with empathy and stay attuned to our core humanity by listening to this episode today!‍‍Sponsors:‍‍Gusto: Dentist payroll for the modern practice. Gusto’s cloud-based software provides all the payroll and HR tools you need to run your dental practice efficiently. Having it all on one platform keeps our prices low, and makes your job so much easier. Enjoy best-in-class support, benefits like health coverage for your team, and more. Visit or copy and paste the link here for a special offer! https://gusto.com/tdm‍You can reach out to Dr. Alan Stern here:Website: https://betterricherstronger.com/Email: alan@betterricherstronger.comFacebook Group: https://www.facebook.com/groups/betterricherstronger‍Mentions and Links: ‍Brands:UPS‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors)‍Michael: Hey, Alan, so talk to us. What's one piece of advice you can give us this Monday morning? Alan: Michael, thank you. The one thing I would like people to think about in a digitizing, commoditizing, depersonalizing and often dehumanizing environment we live in. we got to remember to approach our work with love in our hearts because when we have love of humanity.And love of humanity is not the same as the love of our spouse, love of our children, love of our parents, siblings, et cetera. But if we love the people and extend love out to our teams, to our patients, to the UPS guy, to the mailman, to anybody, life gets a whole lot better. We forget sometimes when we're trying to do that perfect crown prep or when the endo just isn't right.Or if, oh my heavens, a crown falls off, we go into offense, defense, right? If we approach people a little bit differently and just be in there to love them to listen to them and to treat them as human beings who are scared or anxious, all of a sudden, we become healers. We're no longer providers. I hate that word, Michael.Providers, we are practitioners of a profession. And we know that and it emanates from the pores of our skin. Life gets better. But it's got to start, Michael, with yourself. You have to look in the mirror each morning and see something really good, a well trained, well intended human being who's not perfect and never will be, but gets out there and gives with everything they've got from their hearts, from their minds, and from our well trained hands.Love in their heart is the magic ingredient, Michael. Michael: Gotcha. Okay. So then if you can give me descriptors of what this four letter word love, looks like specifically. Yeah. a scenario of a. Practice owner with their team. And then in the scenario with their patient, Alan: Beautiful. All right.So a team member screws up. Why wasn't that scanner set up right on that table? Alice, the assistant, what the bleep is going on with you? That's how not to do it. That's a tug of war, that's a power struggle. That's the owner dominating and saying, Bam, I'm in charge here, you better listen. Because you and I both know that doesn't work.That's one of the reasons for massive turnover in dentistry today. How about this? Hey Alice no big deal. the scanner wasn't set up quite right. And we had to spend a little more time. Alright, we got through it. Tell me what's going on. How can I help you? So that everything is exactly the way we need it to be or as close as possible Tell me what's going on and alice might say oh man doc, I got a lousy night's sleep My baby was up all night or heaven forbid, you know, I got into it with my spouse That's cool alice.And by the way If you need five minutes to air it out, I'll listen to you. I'll sit down with you at the end of office hours. And if you need an outlet, I'll be there for you because I'm there for you, just as you are there for me. We need each other and we support each other. Align with the problem. Don't talk back and forth, Mike.Align Alice, the assistant with the problem that she had, get to the why and help her figure it out With a patient. Dr. Arias, That tooth didn't hurt until you started drilling on it until you did I had no problem at all doc and you can say I work to the standard of care and if you hadn't been so negligent and stupid if You had invested in a simple toothbrush.This wouldn't have happened Mm we could send that passive aggressive message in many different forms I'm being a little cute But how about this? Hey, Michael McNasty, I understand. Oh my goodness, your tooth hurts. Did it keep you up at night? Yeah, it did, Doc. Oh my goodness, nothing worse.we gotta get you out of this. Let's get you back to the operatory. Let's sit you down. We'll take an x ray. We'll take a look at what's going on priority one right now. Let's get you out of trouble. You good with that, Mr. McNasty? Yeah, alright. So now you have empathized with him, instead of confronting him and just saying, dope, don't you know you get inflammation when you drill on a tooth?you let it go so deep that your tooth blew up. Not my problem, but instead it still isn't your problem, but you are doctoring him. You are helping him heal Both emotionally and of course dentally and you may go on to explain to him the reality that 94 percent of the time When you drill on a tooth nothing happens, but just like in surgery when you cut somebody open There's inflammation around that surgical site and you could gently explain to him that this is how it goes with a tooth but first and foremost Align yourself with that patient, empathize with the problem because the patient is hurting.The patient is angry from being up all night, who wouldn't be? And also the patient in the back of their minds is thinking, this is going to cost me more money. And they're thinking falsely. This wouldn't happen if Dr. Arias had not talked me into doing that cavity.Michael: I like that a lot. So I guess. Whenever these scenarios come up, it's easy to have that motivation to say these things when we're having a wonderful day, right? It's, a beautiful day. I woke up great. Everything's going good. And you're like, you know what?Not everything's bad. Flip side, we're having a horrible day, horrible week, right? Somebody just quit, we've been patient with someone, another team member, they didn't care, spouse, family, I don't know, all these things, and then this patient comes in like this, and now we're at our wit's end, how do we know then, Alan, whether we're replying in a fantastic, loving way, or we think we're replying in a loving way, but then we blanket it where it's I'm just giving you the facts.Alan: Sit down for this one. Because you're gonna blow it every now and then. You all have bad days. And, leading with love means loving yourself first and you have to forgive yourself. Michael, that happened to me. Shortly before I sold my practice and retired, the denture bag lady came in and you know what I'm talking about.and I really thought that I had the answer for her. And I was patient. She also was mentally ill. And I knew that going in, she was referred by a friend of mine, a dental colleague, and I was having a bad day and I snapped and I said, nothing more I can do. I'm giving you your money back.Please find somebody else. literally at the end of the day, I was very upset with myself I wasn't my best self that day, but we do have a filter. We do have an executive brain that if we are careful and we can recognize, wait a minute, what good is going to happen when this verbiage comes out of my mouth.If we just keep our filters on but we have to be forgiving enough with ourselves And compassionate as compassionate with ourselves as we need to be with our patients and with our families. Sometimes you're going to blow it. You're not perfect get over it, but forgive yourself learn from it and move on can't undo that.Michael: Yeah, so you can't be dwelling in it. So it sounds like alan a good indicator You Whenever you start feeling like this like you're about to blow a gasket or something or anything like that. Two things, right? What good is going to happen when I say this, but before that, what you said, ask ourselves, what would love look like in this situation?Yes. And then go with that. Alan: Very good. Exactly. And sometimes your best friend is time. So when you're feeling that, with me, it's in my upper thorax and in my throat, I feel that stop, say nothing, pause. It's okay to take a moment to reflect on what was said and even use my three magic words. Tell me more. And that will allow the upset assistant or maybe the assistant who's demanding this, that, or the other, and you can't give it to them. Tell me more. And let 'em drain their limbic system. Let 'em get it all out. Get to the bottom of the issue as you process and ponder, what can I do here that will result in something good?Michael: How do you not dwell on this? Let's just say you did do that. All that happened, they walked all over you. They felt like, okay, he listened. Thank you, Alan. But then in your mind, you're like, Oh, I could have said this. I could have said that. And then you start playing the scenarios in your head.Alan: Although it's already Michael: passed. Alan: So instead of saying, I blew it, say, what did I learn from this? What can I do better next time something like this happens? you can't turn the clock back. Look, we could turn the clock back, you and I would be in different positions maybe than we're in now, but you can't.So every mistake you make. I read this from Adam Grant, there's no such thing as win lose. There's such a thing as win learn. So if we can learn from things we can do better and get that phrase, I blew it out of your head and say, all right, it's done. It didn't turn out good.And yeah, I'm going to feel lousy about it for a period of time. I accept that and I'll let it pass, but what did I learn from it? And then the other thing to heal yourself. is go to your Google reviews, please. Because an overwhelming majority of people have great things to say about you. And look at that and see yourself the way most others see you.As something really good. if one person thinks you're lousy, and 999 other Google reviewers or people you know think you're wonderful, who do you think is right? And if you're questioning your own self worth or self efficacy, and you see 999 Google reviews that say, Dr.Arias is the best thing to come to dentistry or come into my life, who are you going to believe? 999 or two. Michael: Yeah. The 999. Any final pieces of advice that you can give to our listeners about this? Alan: Yeah. I would like you to understand that doctor is not provider. Get that word out of your vocab.You're a doctor. You didn't go to provider school. You went four years and how many thousands, hundreds of thousands of dollars to become something special. You were a healer. You're a professional. You do the right thing. And you're a practitioner. That means you're practicing. That means you'll be better tomorrow.And you are today and just keep growing, have a growth mindset and don't let anybody convince you that you're anything other than something very special who does sacred work in the world. Michael: I love it. Alan, I appreciate your time. And if anyone has further questions, you can definitely find them on dental marketer society, Facebook group, or where can they reach out to you directly?Alan: Reach out direct to me, Alan, A L A N, that better? Richer stronger. com My facebook group is better richer stronger find me any way you can I will speak to you I will give you a half hour of virtual coffee whenever you'd like Michael: Nice, so that's going to be in the show notes below and definitely reach out to alan and alan Thank you so much for being with me on this monday morning episode.Alan: My absolute pleasure michael‍

How did a small-town dental practice transform into a flourishing five-doctor operation? In this episode, Dr. Collin Myrick unpacks the impressive growth of his dental practice, nestled in DeFuniak Springs, Northwest Florida. Dr. Myrick shares his journey from humble beginnings to a leading community-centered practice. He underscores the pivotal influence of his upbringing and education, revealing why meaningful community connections are the backbone of his success. As someone passionately committed to delivering comfortable, high-quality care, Dr. Myrick illustrates the significance of community engagement and patient advocacy in thriving practices.Dr. Myrick discusses the rewarding challenges of running a practice in a small-town setting. He addresses the hurdles involved in recruiting talented staff and shares how he created a dynamic, values-driven culture focused on servant leadership and patient advocacy. Discover the strategic advantages of his marketing tactics, centered on robust community presence and stellar patient experiences visible through Google reviews. He also recalls organizing impactful events like Give Kids a Smile Day, drawing community ties closer, and emphasizes their critical role in the practice’s reputation and patient retention. Wrapping up, Dr. Myrick offers a peek into his plans for the future, detailing essential financial and logistical steps for successful expansions and his advice for budding practice owners.What You'll Learn in This Episode:The secret behind transforming a small-town dental practice into a multi-doctor success story.Ways to leverage your upbringing and education in building a vision-driven practice.How to establish strong community connections and their impact on practice growth.Techniques for recruiting and retaining top-tier team members in rural areas.The essence of creating a value-driven, engaging team culture.Insights into Dr. Myrick’s marketing strategies prioritize internal referrals and online presence.The significance of community service events in enhancing a practice's reputation.Key considerations for launching a new multi-specialty dental practice.Ready to get into team culture, expansion, and leadership with, Dr. Collin Myrick? Let's jump in!‍‍Sponsors:‍CareStack: Modern, Secure, Cloud-Based Dental Software for Growing Your Practice! With state-of-the-art features including Online Appointments, Integrated Payments, Text Reminders and more. Click the link here for a special offer: https://thedentalmarketer.lpages.co/carestack/‍Guest: Dr. Collin MyrickPractice Name: DeFuniak Springs Family DentalCheck out Collin's Media:Website: https://defuniakspringsfamilydental.com/Email: collinmyrickdds@gmail.comInstagram: https://www.instagram.com/collinmyrick/Facebook: https://www.facebook.com/collin.myrick‍Other Mentions and Links:‍Terms:Wall Street Journal Prime Rate‍Businesses/Services:Darkhorse Tech‍Tools/Software:Open DentalFlex DentalDentagraphicsDentist Job Connect‍Podcasts:Practice Underwater Podcast (Now "Shared Practices 2.0")The Dentalpreneur Podcast‍Organizations:ADAUAB Dental School‍People:Dr. Mark CostesDr. Paul Goodman‍Host: Michael Arias‍Website: The Dental Marketer Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]‍p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.

Could there be a better way to do dental implants? In this episode, we have Dr. Michael Lowe, the mastermind behind Tefball, a groundbreaking product for improving the dental implant experience for Doctors and patients. Dr. Lowe shares his compelling philosophy on success, where he underscores the necessity of vision and hard work over monetary ambitions. Dive into his fascinating story—from the hurdles of prototyping and selecting materials to his choice of VersaFlex, catapulting Tefball to the top tier of biocompatible elastomers in dentistry!Throughout our conversation, Dr. Lowe opens up about the reception of Tefball within the dental community, showcasing how it revolutionized practice procedures and positively impacted patient outcomes. Far beyond theory, this episode offers actionable insights and strong encouragement for listeners to cement their visions into realities. Tune in to absorb this blend of dental ingenuity and entrepreneurial spirit, and discover how you can elevate your own goals with persistence and innovation.What You'll Learn in This Episode:Why a clear vision transcends financial motives in achieving successThe iterative journey of creating Tefball and selecting the right materialsChallenges faced and obstacles overcome during the product development of TefballTefball's reception by the dental community and its impact on both practice efficiency and patient careDr. Lowe’s expert advice for aspiring innovators and those looking to bring their vision to lifeDon't miss this opportunity to transform your approach to both dentistry and your personal ambitions!‍‍Sponsors:‍Gusto: Dentist payroll for the modern practice. Gusto’s cloud-based software provides all the payroll and HR tools you need to run your dental practice efficiently. Having it all on one platform keeps our prices low, and makes your job so much easier. Enjoy best-in-class support, benefits like health coverage for your team, and more. Visit or copy and paste the link here for a special offer! https://gusto.com/tdm‍You can reach out to Dr. Michael Lowe here:Website: https://tefball.com/ (TDM15 at Checkout for 15% off!)Instagram: https://www.instagram.com/tefball/‍Mentions and Links: ‍Products:VersaFlex‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors)‍Michael Arias: Hey, Michael. So talk to us. What's one piece of advice you can give us this Monday morning? Michael Lowe: I'd say you got to have a philosophy of what you're trying to do and stick with it. So it's kind of a vision of what you're trying to create. What you see that being and then just work really hard towards that I wouldn't look at it as a number.Michael Arias: Don't say oh I gotta have, 000, you know, da da da, Because I don't think that will get you the happiness at that point, but I think having an idea of what you wanted to create, that's the outcome? Perfect.So have the idea first instead of the logistics or the money behind it.Michael Lowe: Have the vision of what you want it to be. what you're trying to create, what you want it Michael Arias: to be, Michael Lowe: I think you got to have a vision and I don't think visions of money is necessarily going to get you there or be fulfilled when you get there. Michael Arias: Is that something you feel like happened when you created Teff ball?Michael Lowe: Kind of, I would say that it came out of like a problem because when you're restoring an implant. You have that cover screw in the abutment there, you got to cover it up before you restore with the crown and whether it was like cotton or Teflon tape or something of that nature is always, I found it really cumbersome to get in tricky to get in waste of your time.And then that was one problem, but the biggest thing was like the issue of it being like stinky, full of bacteria, retained moisture, just didn't make any sense that that was like a standard of care. and there was no reason for it. It was just the way it is. No one ever gave me a good reason why we did that, because it was like such a, the weakest link the whole process of restoring and implant dentistry because you have it's so sterile coming with the packages for the implant and then when you're placing it you got to make sure everything's clean and going all the way down the line and then this is it at the end And then you have this piece of garbage you're putting inside that you took off the shelf at a hardware store. It's like,it didn't make any sense. maybe the first time I saw it in schools like, this is like allowed, everything else was so controlled, I couldn't just go grab anything I wanted and use it, a store.But this was the one thing. that came out of the idea based off of just wanting to do something new. Better for my patients. So I guess took me a while to come up with the idea, but I had something in my head that I, I got to do better. So The vision process just took a long time to formulate years after I graduated, but same idea.Michael Arias: Yeah. Man, it must have really Really bothered you so given your background in likedental implants have you noticed any changes in post procedural healing or patient satisfaction related to its use of TIPL? Michael Lowe: they don't No, beyond just, does it feel good kind of scenario?Right. But what they always do know is if you ever have to take, say, tighten screw or replace it or any reason need to get in there later, they will always make comments like, well, that smelled bad, that is a very common thing I've heard through the years. So I would say that would be the one thing I've noticed is now I don't get that comment because this you know, it's anti microbial. It doesn't absorb moisture, so you don't have that same problem. if you took out any of those other materials before, it's like a nice black thing, but now it retains its original color because it doesn't absorb all that bacteria. is the only thing in the world right now I know of you can place in there that's anti microbial.Resistant to bacteria. Michael Arias: Yeah. So this is an interesting vision that you had, man, because like felt like from the beginning it was like, ah, this is the only thing we can go out and buy. when was the turning point in your mind where you decided I need to start making this happen because I don't see it anywhere else?Michael Lowe: Yeah. Yeah.I graduated and this is my 15th year now. five years after I graduated, I think it was when I came up with the first need to do this. I have an idea about it. Then I came up with like a very basic, idea of the shape and everything, but it wasn't until another, I would say two years later, I had the finalized shape, to go in there.Cause it needed to be something that would be able to put it in really quick and easy. And then also, be snug. And so you don't get composite or filling material flowing around it, contaminating that screw. and then also fast forward years after that, you have to go through prototypes.And get models made. Like, okay, does it work? Does it work? Okay. I like this. even simple things along the way, like the color, I used to have it clear 'cause I'm thinking everybody wants this clear in my head. But then after I test a few times, the remark was it needs to be like white, a solid white color.I'm like, okay. So that would be a change. why white? I think 'cause from an aesthetic, people like that color, so say. If you use a zirconia it would help with that color. I think I made it black at one point too before I did that So I think white because it's clean and because of the aesthetic.Michael Arias: Ah, okay. That's interesting. So then Were there any other materials considered? And how does this particular plastic enhance the durability and biocompatibility of the, product? Michael Lowe: Initially, I thought I was going to make it like a silicon Teflon kind of material because I didn't know.I thought that's just what it is. So when I initially had the prototypes done, that's what it was made out of. And as time moved on and I tried to do, like, say,make more than one every day. Cause if it was ever going to get to the point where I wanted people to use this, you can't make something that slow cause it costs too much money.So I had to think of a way that I could first of all, make it in a larger volume, so you need like a micro molding center, which I discovered. So that took me two odd years to find someone who could make it because it's so tiny. It's very small because you know, the diameter of that. Implant is roughly around one and a half millimeters, right?So it was through the manufacturing processes where I changed the material. And it was a good thing because I ended up with a better material because I ended up with this company that produces medical devices and they're like, this is what we use. It's called VersaFlex. So it's like a. Elastomer. I shouldn't be using the word plastic because implies, Oh yeah, like bottle, you know, or something plastic is a general term, but it's like the elastomer, I think is a better way to say it because it's biocompatible and it's something they would use and devices they would, Either be embedding or just in a hospital setting.So that's where this VersaFlex material came in. Because you also need it, to be produced at a volume that could help try to get the cost down, which is what I'm trying to do. that's the hardest part trying to get the cost down.Now, like you can make things. if you went out there tomorrow and tried to make a new widget, you'll find like, I can do this, butif the everything else people have been using is a fraction of the cost, it's really hard to get anybody to adopt to it. Even though it's we know it's better.probably pay for itself because how quick it is to put in and take out, your chair time savings will, Pay for itself over the course of a year and all those minutes that build up. So whole idea is about just doing likebetter service for patients, but someone told me along the way like, well, people aren't really going to care enough about that when we cost more.So you got to figure out another. people do this but I was just concerned with being better for the patient and glad it is because of that we can manufacture it And that's where I tried to get the cost down.So still it's four dollars a unit, Michael Arias: Yeah, okay. No, that's good. That's good. So then that's how it improves the efficiency in a practice, right? It's quicker. better for the patient to patient doesn't see that much But with somebody else who's doing this be like, oh, yeah This is way better Michael Lowe: I don't think so.I've said it to enough people now along the way that general consensus is it's better, I have had some testers that are blind and their name's not fixed, so I'll never know who it was and give me a feedback.So like, consensus is, They like it. my only, competitor is price, but it is better, it's not more money at the end of the day if you factor in everything I just talked about.Michael Arias: Yeah, okay. are there any misconceptions or resistance when introducing Teplot to other? Michael Lowe: One is the cost thing, because that's a comment.Why would I do that I can't argue that point because you're right. It's not the same price as a piece of plumber's tape, you can't solve modern problems with old pricing.But like I said, you can offset it with time savings. ultimately I think your end goal is going to be better anyways, because if it's a better material selected in there,you're better long term success.first of all, there'll be less micro leakage on the implants, not absorb that moisture. So you're going to have less. Bone loss healthier pockets associated with implants, which will increase the long term success of them and alsoI think dentists understand the relationship between oral health and systemic health So if you're introducing something, you know into thatenvironment that could potentially contribute 2 wouldn't matter, ask any patient, hey listen here,if you pay more, I can give you a better outcome long term unless potential stomachhealth issues.Yeah no, that's wonderful man. So then, any final words or pieces of advice that you'd like to give to our listeners? I tie it all back to the same thing. So it's your philosophy, so whether it's your practice development, growth of that aspect or a continuation of this kind of like, what do you want to do? What's your vision? So if you. feel like you're doing the right thing, the right vision for you.It'll turn out. And I just hope in regards to Teflon, I hope people in time give it a shot. try it out. Michael Arias: Awesome, Michael. I appreciate your time. And if anyone has further questions, you can find them on the Dental Marketer Society Facebook group.Or where can they reach out to directly? Where can they get more information on Tepal? Or are you also giving out like, if people are like, Hey, can I try it out first? Michael Lowe: best way to do that would be if you go to tefball. com, there's a contact page there, so you can send any inquiries there also, social medias, Instagram, and that And then to try it out, So right now it's 99 if I give you discount code, say 15%.that would the best way to try it out. Michael Arias: Nice. So that's going to be tepawright. com and then when you're ready for checkout, use the code TDM15 or if you want, it's going to be in the show notes below as well. Alrighty, Mike, man. I appreciate your time. Thank you so much for being with me on this Monday morning episode.Michael Lowe: My pleasure. Thank you for having me.‍

How can you build a practice that feels more like a luxurious spa than a healthcare clinic? This week, Dr. Bianca Adams takes us through her inspiring journey of establishing a uniquely lavish dental practice in Fayetteville, North Carolina, alongside her father, an esteemed oral surgeon. Learn how they successfully run a family business while offering patients a stress-free, high-end, spa-like experience. Dr. Adams shows us the art of creating an amazing office atmosphere with modern tech that make visits enjoyable and effective for patients.In this episode, you'll also discover how Dr. Adams navigates the complex realm of staffing, stressing the importance of a complementary team vibe, and sharing some insightful lessons learned from dealing with previous employee challenges. Listen in as she applauds her father for the unwavering support and mentorship he provides, pivotally aiding in the success of their practice. Unveil her strategic plan that allocates nearly $8,000 per month to diversify marketing efforts—including everything from SEO and social media to an impressive professional website courtesy of Studio 8E8. She accentuates the importance of delegating back-office tasks to a virtual assistant and reaps massive productivity benefits. Dr. Adams also offers invaluable advice to budding dentists, highlighting the triumphs and trials of starting your very own practice.What You'll Learn in This Episode:How Dr. Bianca Adams created a spa-like experience in her practice.The dynamics and rewards of running a family business.Strategies for finding staff who complement your office culture.Dr. Adam's perspective on overcoming past staffing issues.Marketing tactics that justify a significant investment of nearly $8,000 a month.The role of a virtual assistant in maximizing productivity for patient care.The importance of mentorship and family support in a startup practice.How Dr. Adams navigates the challenges and rewards of owning a dental practice.Ready to bring your patient experience from normal to a high-end spa atmosphere? Tune in to the episode now!‍‍Sponsors:‍Oryx: All-In-One Cloud-Based Dental Software Created by Dentists for Dentists. Patient engagement, clinical, and practice management software that helps your dental practice grow without compromise. Click or copy and paste the link here for a special offer! https://thedentalmarketer.lpages.co/oryx/‍Studio 8E8: Dentistry’s story-driven marketing agency. Traditional marketing repels. Story-first dental marketing attracts.We bring your story to life in a way that captivates and connects: https://s8e8.com/affiliates/tdm?utm_source=tdm&utm_medium=affiliate&wc_clear=true‍Guest: Dr. Bianca AdamsPractice Name: Bellissima Dental BoutiqueCheck out Bianca's Media:Website: https://www.boutiquedentalandimplants.com/Instagram: https://www.instagram.com/bellissimadentalboutique/Facebook: https://www.facebook.com/profile.php?id=100088614423690‍Other Mentions and Links:‍Businesses/Services:King SEO ServicesHenry ScheinPatterson DentalHello RacheIdeal Practices‍Software:DentrixSoftDent‍Host: Michael Arias‍Website: The Dental Marketer Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]‍p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.‍

Could adding sleep apnea services to your practice be a life saver for patients? In this episode, we've brought on Dr. Dar Radfar to uncover why dentists are uniquely positioned to identify and treat sleep apnea, a commonly overlooked yet critical health concern. By breaking down how dentists can implement sleep apnea treatments into their practice using oral appliances, Dr. Radfar emphasizes the ethical responsibility and the immense health benefits this can afford to patients. Throughout our conversation, the importance of a systematic approach and patient education shines as a key takeaway, with Dar weaving in anecdotal insights from his personal experience in coaching and seminars.The episode delivers profound insights not only into the moral imperatives but also sheds light on the practicalities and financial benefits of adopting sleep apnea treatments. Dr. Radfar's recounting of his harrowing personal story about a car accident vividly illustrates the potential lifesaving impacts of proper sleep apnea diagnosis. His advice is clear and actionable, ending on a motivating note urging dentists to invest in ongoing education and practical implementation to make a real difference in their patients' lives.What You'll Learn in This Episode:Why dentists play a pivotal role in diagnosing and treating sleep apnea.The ethical obligation and professional duties involved in sleep apnea treatment.Four steps for incorporating sleep apnea treatment systems in your dental practice.Financial benefits and improved patient care outcomes tied to sleep apnea interventions.Strategies for effective patient education and communicating the importance of treatments.Dr. Radfar’s personal experience and its influence on his professional journey.Common obstacles and solutions for dental practices new to sleep apnea treatments.Techniques for further education and training in implementing these systems.Don't miss this episode – your approach to sleep apnea treatment could profoundly impact your practice and your patient's well-being!‍‍Sponsors:‍CareStack: Modern, Secure, Cloud-Based Dental Software for Growing Your Practice! With state-of-the-art features including Online Appointments, Integrated Payments, Text Reminders and more. Click the link here for a special offer: https://thedentalmarketer.lpages.co/carestack/‍You can reach out to Dr. Dar Radfar here:Website: https://radseminar.com/‍Mentions and Links: ‍Tools/Software:Weave‍Organizations:ADAAmerican Medical Association‍Education:University of Wisconsin‍Brands/Businesses:InvisalignDental Intel‍Products:CPAP Machine‍People:Michael JordanStephen CurryKobe BryantElijah Desmond‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors)‍Michael: Hey Dar, so talk to us. What's one piece of advice you can give us this Monday morning? Dar: Alright, so if you're not doing sleep apnea treatment in your office, I think you're unethically treating your patients, or lack thereof. We look in the mouth as dentists and hygienists and dental assistants, and we are capable of identifying if someone has signs or patterns of sleep apnea or snoring issues. when I teach my courses on how to do sleep apnea implementation and screening and treatment and practices, people in the audience are shocked how many patients are walking in through the door. And as dentists, we see them two, three, three, four times a year. So it behooves us to be able to look in the mouth, look at the patient and go, Hey, Michael, do you sleep well at night?Anyone tell you that you snore, do you feel tired throughout the day? And it's really our job because there's only really three major treatments sleep and snoring. And that's a CPAP machine, which everybody loves, sarcastically speaking, and oral appliance that brings the jaw forward and couple of different kinds of surgery.Guess who can only do the oral appliance, the dentist. So we are the only ones that can actually treat a medical disease called sleep apnea. So, The a DA is pushing the screening to become mandatory, and I believe all dentists should definitely be doing this on a Monday morning. Michael: do you feel or practice owners aren't doing it?Dar: I think it's a lack of implementation of systems, worrying about where do I send this home sleep study can I do it? the answer is yes, you're obligated to do it. If a patient has diagnosis for sleep, there's one of the treatment modalities is an oral appliance as deemed by the American Medical Association for dentists to make.the hindrance here is the dentistry is easy to make the impression and the bite and the adjustments that I teach. It's super easy. It's as easy as doing sealants in dentistry. It's really the systems and the system is what do I do with the medical billing? have my own medical billing company that I refer to.never recommend anyone doing it in house unless that's all you're doing. And then you can have your team dedicated to that. But if you're busy doing dentistry, if staff is busy sending out dental insurance claims or remotely, there's dental billing companies. Now, why not have a medical billing company remotely do that?And at the end of the day, Mike, it's not just about medical billing. You can charge cash. We, as dentists charge cash for Invisalign, for ortho, for implants, for three, four, five, six, 7, 000 for these types of procedures. Why not 3, 000 for an oral appliance? Michael: You do seminars, right? Dar: Correct. Rad seminar. com. I have a list of all the seminars that I have, and I also have a coaching program. So when someone takes my full day course, that's not it. I teach them how to implement systems. We do weekly meetings 30 minutes a week. for total of six months to make sure that it's successful.Mike, the biggest thing here is we're saving lives 12 to 15 years off your life. If you have sleep apnea and you're not treated for it, 12 to 15 years. Five times higher risk of cancer of any kind. If you're not treated for sleep apnea, you know, a university of Wisconsin study reported a few years ago.So not only are you saving lives, but also the offices that I train about a quarter million dollars the first year to their practice, if they're open at least three days a week. that's a lot of good ROI and what we call R O L or return on life. Michael: I like that. So then, have you seen this, especially in your seminars or maybe just in general, Doctor goes, they get trained, they're hyped, they're excited to do this, and then it slowly starts dying down. The team's like, hey, it's slowing us down, we're not doing as great, we don't know what to do, right? And then it just ends there. And so that's the reason why they're saying, hey, we tried sleep apnea.We're trying it, but it just doesn't work in our community. Is that true? Dar: Yeah. since 2014 was my first course and when I used to do is just do courses then they would go home and on Monday they would try to implement. realistically, it was when we were doing follow ups with these doctors from the medical billing company and the home sleep testing coming to try to onboard them so they can refer home sleep tests to them do the medical billing for them, about 15 percent dentists would actually start doing this out of the.People who came to the course I believe without any arrogance, I have one of the best courses out there because it's real it's easy. It's implementation is easy. It's basically you come back on Monday and there's a patient that's upset and staff doesn't show the crown doesn't fit.So people get, bottled up with general dentistry stuff. And that's why I created the coaching program. and there's nothing out there like it. Michael: Really Dar: holds your hand after you do the instructional videos. Now you can do it on, your own. It's six hours of video for the doctor, 25 minutes of video for staff and hygienists to be able to say, okay, now I have the information.So now it's about implementation and just like any great athlete Michael Jordan or Steph Curry or Kobe Bryant had, coaches, even though they shot the ball. They still had coaches reminding them to take a thousand free throws every week. And it's the same thing, reminding you to do the screening, reminding you, this is the home sleep test.What have you discovered? What troubleshooting have you had when a patient says no to this or yes to this or has jaw problems or, or, any sort of other issues like dry mouth. How do you resolve for that when we're in the mouthpiece? So there's a lot of little things that are in the video, but we, kind of forget until we start playing the game push the doctors to play the game.When they see the outcomes coming and they get on I call it cruise control after six months, then they go month to month with me and I'm available for any more coaching on a monthly basis. Michael: Nice. Okay. So where do you see when it comes to implementation, especially with a sleep apnea, most drop the ball?Dar: the most drop ball is just basically being, let's call it not shy and opening your mouth. Elijah Desmond, my buddy and mastermind mentor. said to me one time, close mouths, don't get fed. So if you keep your mouth closed, you're not going to get, the response that you want and help the humans out there that are truly suffering from being able to sleep next to someone to snoring issues, to high blood pressure, to acid reflux, to cancer risks, to heart attacks, stroke, depression, anxiety, mental health connections.And so we are shy sometimes to, bring it up and say, Hey, see a little bit of scalloping on the side of the tongue shows maybe some thrusting of the tongue when you're sleeping at night, you sleep. Okay, Mike, you feel like you get enough air? You wake up feeling refreshed.Are you tired throughout the day? Or I see, you know, grinding of your lower front teeth. That's indicative of the jaw grinding forward at night when you sleep, that could mean that your breathing is altered and you're trying to do your own kind of CPR movement with your jaw, bringing your jaw forward, your teeth are grinding on the front.Can I help you with your sleep? That's it. the answer is either a yes or a no. we get rejected in dentistry and in life when we recommend other types of treatment modalities. And I kind of brush it off when it's okay. You don't want to do a crown. Okay. Half the cusp is fractured. no pain yet.Nine out of 10 may say yes. One says no, but people are really suffering energy levels being low to sleeping in other bedrooms. This is a different, Beast of practice. And so if we can actually just screen them properly, which is the number one thing, open your mouth and then know who do you refer to if they don't have a sleep study, which, talk about all that handed off to a home sleep testing company, no equipment to buy nothing like that.It's just know the knowledge and execute. And so I think that's the problem is just opening up the conversation because you think someone's complaining about their finances or their work and this, and you're too shy to bring it up because you don't want to scare your patients away. I there's a reason why I got into this, Mike.And I don't know if you know my story. I fell asleep with the wheel in 2009. I crashed my car into a tree, not knowing I had sleep apnea. I wasn't overweight. so if someone were to look in my mouth and say, Hey, Dar, how's your sleep? Are you feeling tired? I'd be like, yeah, you know what dentist?I actually am feeling a little bit more tired. Well, I can help you. Maybe you can do a home sleep test. You don't have to go to a lab anymore. And if I actually executed and said that I may have not had that accident. What if I hit somebody? 4 percent of crashes occur because people fall asleep at the wheel and it can happen to anyone, including our patients.So it behooves us to jump in and try to at least screen the patient to be able to see what's going on. Michael: So screening the patient is like the best way to not just, I guess for like lack of a better word, sell it, but at the same time to. Bring awareness to let them know to say like, Hey, we're not going to drop the ball here because Your mouth is showing these symptoms.Does your life reflect that and if they're like, you know what? Yeah, I am not sleeping Well, I'm not doing that. Now's the point where we do what we can just oh, let's do a Yeah, Dar: the screening is there, but also like when people are a part of my program we have emails ready to go that sends through the, software program, like dental Intel or we've, when they confirm their appointments, they also have weekly emails and say, did you know snoring can affect not only, your bed partner, but also your bed partner's life expectancy.The person who sleeps next to a snore is not sleeping well and waking up a bunch of times that's going to affect their overall health. Come in and see Dr. Rad for a complimentary consult. He now treats snoring and sleep apnea. Next email. congratulations Dr. Rad for finishing the course and being able to treat snoring and sleep apnea with an oral appliance.For those of you who have been tested and don't like your CPAP machine or haven't been home sleep tested at all, come in and have Dr. Rad do a complimentary consult for you. So educating your patients before they even come in. Through emails once every other week for once a week, giving them information like the five times high risk of cancer.Come on in, let's do an evaluation or bring it up at your next checkup appointment. These are ways to be able to touch your patients a lot of these patients have no idea that an oral appliance is a solution, let alone that you're capable of doing it. Michael: Have you seen this? People would say like, I'd rather snore a little bit more than have that big machine. Dar: Oh yeah, absolutely. It's like, I'm not going to wear that thing, but also Mike, think about it, you're single you're dating be adults for a minute.you get intimate and putting that mask on let alone traveling with that to go to your partner's. Home. It's so much easier to carry your mouthpiece with you to at least reduce the story, if not eliminate it depending on how severe, 80 percent of patients mild to moderate sleep apnea, which the mouthpiece works brilliantly for them.And even severe patients, we can get their scores down to a mild to moderate in most cases. And so, it's not for everyone, but CPAPs not for everyone. You know, it's a mild case, I have patients, I'm like why did the medical doctor even give you a CPAP when your apnea is so mild? And they come in mouthpiece, one shot, you put it in, they go home, they're like, Oh my God, this is so much easier than wearing the CPAP machine, travel purposes, camping on an airplane, hotels, keeping the machine clean.That's it. You've got nothing else. You've got the mouthpiece, you've got the CPAP and the surgery is very invasive. And you have to pretty much be very severe to end up having any sort of surgery called Inspire, which is a hypoglossal nerve stimulation device that's put onto your chest muscle there.And then there's also some rotor rooter of your throat called the triple UP where they remove the tonsils, the uvula. I mean, It's not easy for the surgical part as well. Michael: that's a good way to also educate the patient is like, Hey man, You want to go camping? so much, I guess we can talk about this, but any final pieces of advice that you'd like to give to our audience. Dar: first thing is, get educated, have the ammunition to understand what to look for when you look in the mouth and the medical history and then all of a sudden you see like these patients coming in with class five lesions near the gum line, the little or acid reflux and you see dentin exposure and it's It's not just dentistry now. It's, we need to see what the root cause is. And part of the root cause clenching and grinding of your teeth over 50 percent of people who grind their teeth is because they have a fight or flight response because they're not getting up oxygen. You open up the airway, their TMJ symptoms actually get better.And so educate yourself. Once you get educated and you understand how to do this, the rest is implementation. helped over 3000 dental offices. Now I'm open to help more just because if I can help one dentist and he or she can help dozens, if not hundreds of their patients we all come together, we sleep better.we're not as grumpy. We're more kind to each other in the mornings and throughout the day. And we have more energy for our loved ones. For working out, at our work, being more focused and alert. it's, our duty as dentists to be able to do this.And it also makes some good money too, if that's one of your motivating factor. Michael: Nice. Awesome. I appreciate your time. And if anyone has further questions, you can definitely find them on the Dental Marketer Society Facebook group, or where can they reach out to you directly? Dar: if you go to rad seminar dot com r a d seminar dot com there's a chat there that you can throw message and it comes directly to my cell phone.It also shows my virtual courses as well. If you want to do all the cart stuff, I also do webinars once a month. For the masses to come on just get some new information and updates. So I'd love to have you guys on, and then we'll do a call together once you send me a message and I can show everyone how to be able to do this in their own practice.whatever I do for the six months, I guarantee that the investment that the dentist puts in, they get it back. I've never had to give a full refund or any refund whatsoever to any dentists out there. That's how confident we are that. It works it's profitable.Michael: Thank you so much, Doc, for being with us. It's been a pleasure. And thank you for being with me on this Monday morning episode. Dar: Thank you guys.‍

How can you build a flourishing cosmetic practice in a saturated market like Chicago? In this episode, Dr. Brittany Dickinson takes us on her inspiring journey of acquiring a dental practice amidst the vibrant cityscape of Chicago. From her methodical decision to move from Miami to the Windy City, Brittany shares how she built her completely fee-for-service office that caters to cosmetic dentistry, all while managing a start-up injectables boutique. Her story is filled with insightful experiences about balancing professional ambitions with personal well-being, choosing the right location, and taking strategic risks—especially during uncertain times.Dr. Brittany delves deep into her entrepreneurial spirit, recounting the early challenges of long hours in a corporate dental group and the pivotal moment when she sought a more balanced, fulfilling life by owning her practice. She offers a detailed look at her team management philosophy, including a unique profit-sharing model that fosters a mutually invested work environment. Brittany's innovative marketing strategies, focusing on community involvement and leveraging social media platforms, showcase her adaptive approach to attracting new patients. By emphasizing the importance of a strong personal brand and continuous learning, Brittany's story is a masterclass in strategic decision-making and resilience for aspiring practice owners.What You'll Learn in This Episode:How Dr. Brittany Dickinson strategically chose Chicago for her practiceThe challenges and rewards of transitioning from a corporate group to owning a practiceThe benefits and workings of a profit-sharing model for team managementInnovative marketing strategies focusing on community involvementThe role of social media platforms like Instagram and LinkedIn in patient attractionThe importance of balancing professional and personal life in pursuing a fulfilling careerTips on building a strong personal brand and the value of continuous learningReady to be inspired by a tale of courage, strategy, and personal fulfillment? Tune in now to hear Dr. Brittany Dickinson's story.‍‍Sponsors:‍CareStack: Modern, Secure, Cloud-Based Dental Software for Growing Your Practice! With state-of-the-art features including Online Appointments, Integrated Payments, Text Reminders and more. Click the link here for a special offer: https://thedentalmarketer.lpages.co/carestack/‍Guest: Dr. Brittany DickinsonPractice Name: Sugar Fix DentalCheck out Brittany's Media:Website: https://sugarfixdental.com/Website: https://plumproom.com/Instagram: https://www.instagram.com/drbrittanydickinson/‍Other Mentions and Links:‍Tools/Resources:CraigslistDawson Courses‍Organizations:Northwestern UniversityJunior League of Chicago‍Books:The Gone Fishin' Portfolio: Get Wise, Get Wealthy...and Get on With Your Life‍Brands:Lumineers‍Host: Michael Arias‍Website: The Dental Marketer Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]‍p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.‍‍

Could intentionally limiting your practice's growth be a good thing? In this eye-opening episode, I'm sitting down with Joshua Scott to discuss some unconventional but powerful advice for practice owners. Joshua reveals how focusing on controlled growth can actually protect cash reserves and stabilize operations. Drawing from his experience with Studio 8E8, he explains how capping client intake helps manage expenses more effectively and enhances profitability. We dive deep with Joshua into identifying early warning signs of unsustainable growth and effective strategies to manage them, offering you insights into managing your own business effectively.As we break down these concepts, Joshua sheds light on the typical cycle of increasing expenses tied to rapid growth, from hiring more staff to expanding facilities. We also cover the critical role of marketing investments in ensuring long-term stability and how priorities should shift once a business reaches the $1 million revenue mark. Rounding it all off, Joshua shares thoughts on self-awareness and continuous personal growth, emphasizing the importance of not becoming an obstacle in your own organization's path to success.What You'll Learn in This Episode:Why limiting growth can lead to greater profitability.How rapid expansion affects your cash reserves and expenses.Key strategies to recognize and manage symptoms of overgrowth.The importance of investing in marketing for business stability.How to adapt your role and focus as your business scales.Insights on building infrastructure and effective scaling.The significance of self-awareness and personal development in leadership.Ready to discover how smart growth can transform your practice? Listen to the episode now!‍‍Sponsors:Studio 8E8: Dentistry’s story-driven marketing agency. Traditional marketing repels. Story-first dental marketing attracts.We bring your story to life in a way that captivates and connects: https://s8e8.com/affiliates/tdm?utm_source=tdm&utm_medium=affiliate&wc_clear=true‍You can reach out to Joshua Scott here:Website: https://s8e8.com/Instagram: https://www.instagram.com/joshuascott/‍Mentions and Links: ‍Terms:EBITDA - earnings before interest, taxes, depreciation, and amortization‍Books:Scaling Up: How a Few Companies Make It...and Why the Rest Don't‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors)‍Michael: hey, Josh will talk to us. What's one piece of advice you can give us this Monday morning? Joshua: Hey, Michael, this is for our business owners out there. And it's probably going to be a piece of advice. That's definitely unconventional, probably a little controversial, but I'll tell you, it's based in my personal research.It's based in my personal experience. I've done this. I know people that have done this, it's limiting your growth. In order to be profitable. Now, as a company and you're growing a business those two things sound at odds, right? You're like, no, I'm trying to grow because I want to be profitable and have a profitable business.But often what happens, especially in the dental profession, because practices can grow and they can grow quickly. And we begin to Keep up with that growth and chase that growth, which just sucks cash out of the organization. we have so many expenses and we're hiring new team members. Andwe've got 30 new patients a month, but we could probably see 45.So now you're looking at bringing on an associate. We're expanding, you're remodeling, you're renovating. All these things continue as we chase growth. And what that does is it just eats up the cash from the organization. the upside is you're growing a more valuable organization. So I get that we don't need to talk about, equity all that stuff.I understand that's one side of it, but in order to actually see profit, you know, when we talk about EBITDA being 10%, 20%, pushing 30 to 40 percent of dental practice, that's like super amazing. You oftentimes have to get to a place where you're limiting your growth in order to let the fixed expenses kind of cap and the profit begin to rise.Michael: Interesting. Okay. So then how does growth suck cash from the initial start? What are some of the early symptoms where you're like, okay, maybe we need to start slowing it down. And then what are some of the barriers or boundaries we can put to start slowing it down properly? Joshua: Yeah.No, it's such a great question. And a lot of times we get into the cycle before we even realize it, you know, like you've got to start up a lot of times it can be you and a clinical assistant, and then all of a sudden you start getting patients. You're like, okay, I'm gonna stop doing my own hygiene.I'm gonna hire a hygienist. that's a financial commitment, early on you're wondering if it's even the right time. Do I have the money to do that? And then more new patients come in. So you hire another assistant and then you hire front office.Then you hire another hygienist. And this whole cycle keeps going as new patients start coming in. The patient base is growing because now all of a sudden you're like, I only had three ops outfitted. Okay. Let me get the next two built out. Then you're like, okay, now we're full again. Now let me bust out through the side and add, another, three ops and rent that space.Then you're like, okay, now I need an associate. the more you grow, almost the more big ticket these expenses get, because now you're hiring an associate. Now you're expanding your space. Now you're moving locations. Now you're buying a building to do it. And so you just get all these expenses going.And I'll tell you from personal experience, what we did with Studio 88, this was about three years ago. And I was having lots of conversations around this with other business owners way ahead of me. And I said, how do you grow and be profitable? Cause we were growing, but man, it was almost like expenses and revenue were just in line with each other.We were never seeing that separation. But we were like having to hire people like, Oh my gosh, we got these more new clients. We got to hire all these other people. So I had these conversations with about three or four business owners. I said, how do you grow and be profitable? And all three of them were like, you can't.There's seasons where you're profitable, but usually it's because you're spending less money. And then there's seasons where you're growing and you're really spending, you're investing in the business and putting out capital. And those are very hard seasons to be profitable. So what we did about three years ago was, said, okay, we're going to cap our client growth at eight a month.I already have a team in place. We can handle eight a month. So let's go this entire year and let's just do eight. Okay. And see what happens. And all of a sudden when we controlled that fixed cost that kind of leveled out and then our profit began to rise. And then by the end of the year, I think we were hitting like 12 to 14 percent profit.And I was like, Oh my gosh, this was amazing. And then we added more team to go to 10 new clients a month. expenses kind of jumped up a little bit, but again, we became. And so there are seasons like of growing a business and then you may just be like, man, I just need to grow. Cause I'm trying to hit some like number and I just want to build a million or 20 million organization.Cool. But then there's some of us where it's like, we're growing, but we want to be profitable as well. How do we do that? And it could just be looking at your new patients and going, It's okay if we cap it at 25 a month, at 30 a month. And I maintain that team. And let's just have a year where we grow and you control those fixed costs.Don't renovate. Don't hire an associate. Don't bring on another hygienist. Just serve that patient base really well for that year and let that profit begin to expand. Michael: Interesting. Okay. So then real quick asking you, what made you come up with eight Joshua: Oh, like eight new clients a month.Michael: Yeah. Joshua: It had nothing to do with our name. It was just, I was like, yeah, no, it honestly was like, that was the capacity of the team. I went to our creative team, photographers, videographers, designers, developers, account managers.And I said, what do you guys feel comfortable with us taking? And we kind of reverse engineered it. We were like, I think if we did eight a month. We would feel great about the level service, the level creativity, and not overwhelming our team consistently. And so we said, great. And that's kind of how we capped it.organizations that go from zero to 1 million. it's a whole different dynamic. key is selling. when you're growing from a startup to a million in revenue, it's just sales. And we don't like to talk about that in the dental practice, but it literally is get as many new patients in as possible, create revenue, like just go, go, go.It'scall it like sell like hell, man. You just like it all to get the revenue in. But organizations, once they get above a million, they start to switch. now you've proven a market fit, you're doing a million dollars in your community. you're a solid practice.You've proven your practice fits in that community. You've got something. Now you've got to start focusing on scalable infrastructure. Now you've got to realize that growing like that begins to suck cash. But as you go from like 1 million to 10 million, the complexities increase a ton. you need cash not only to grow, but you got to bring on somebody for HR.You got to bring on somebody for as like a practice administrator, of a sudden youhave people on your team that are now making six figures. and it's just infrastructure. It has nothing to do with selling or creating revenue. These are just people that the structure needs.And so you realize a lot of times when practices get above a million and they're just grow, grow, grow, grow. All of a sudden they find themselves strapped for cash because they never created profit. And now they've got to invest in infrastructure and how the organization begins to scale towards the next complexity.Michael: So then what do you recommend when we pass that million, Mark, can we start looking into books or instructions or advice where it's like, Hey, help me to build infrastructure? Cause we don't I wouldn't know that. Once we hit this specific amount of employees and numbers and you know what I mean, kind of a thing. Joshua: Yeah. No, it's interesting, Mike, because work with larger groups and you can be acquiring practices. Okay. A million dollar one here, a 1. 5, 2 million one here. But all of a sudden you're like, Oh crap, I need a CFO. that's a high level want to call it an expense because I'm a P and L it shows up as an expense, but it's really an investment in your leadership team. But like, that's, a hefty, person, a COO. All of a sudden you're sitting on three practices doing 12 million in revenue.And you're like, I need somebody to run all this. You need a COO. These are high level people. And my point is if you've been buying practices nonstop, renovating them, hiring teams, putting in high paid doctors, all of a sudden you're in a situation where there's no cash. To bring on the COO, the CFO, the people you need.And so part of this is yeah, it's a race to get to a million, Get all the revenue and get all the new patients. But once you get past that point, start to figure out how to build a profitable organization because you're going to need it for the next step. And the thing I have found that I've seen proven I can't write a book on it yet.I don't have that body of like research, but I've seen it over and over again is if you can limit your growth. Then you'll start to see that profit increase. And so don't keep chasing that expense structure. Go, okay, we're going to be good for this year with this team. And we're going to serve 30 new patients a month.And that's just how it's going to go in the next year. We're going to expand or hire more team and we'll take on 45 a month, but begin to put that in place to create that profit. Michael: Do you think it gives you time to think time to plan look into the details of, Oh, we do need a COO or we do need an associate As well, Joshua: made such a good point because oftentimes growth it controls us. we get caught up in it and we're just running. it really takes discipline because That scarcity mindset really kicks in when you go, we're only gonna take 30 new patients a month that freaks people out because they're like, I'm turning away 15 or we're scheduling 90 days out or 120 days out.And I'm like, I know. you know what? They'll be there in the future. They will, you keep growing and make amazing organization. They'll be there. This is what's best for your organization right now. And even you create that head space to where you're not just chasing growth all the time.You're now turning your eyes as a CEO to what the organization needs. Michael: And then what if you're in a season where. You've already decided I'm only going to take in 30 new patients a month, but then something external happens, COVID, right? Or anything, right? I mean, something external happens where you're like, crap, I should have been selling this whole time. And now I'm like, you know what I mean? and maybe just for that season, how do you feel? What do you do? What should we? Look into it. Joshua: Yeah, this is why I love talking to you.I feel like you read my mind. You keep asking me like the next question and you and I didn't rehearse this, here's the thing when you're in that zero to a million, it really is about sales and it's about getting new patients in the door, create revenue, right? When you get past that million dollar mark, and now you're in that kind of million to 10 million range.It has to shift to marketing. And here's what I mean by that. We often look at marketing as solving our needs today. Josh, I need 45 new patients a month. So I need the market. I'm like, okay, that's a need for today. And Michael, to be honest, marketing doesn't often solve that. We're not going to change that in the next 30 days.You know, that we all know that marketing ispositioning you for the future. the reason why, like in the first phase of business, it's so important just to sell, cause you need revenue. You got to keep the lights on, keep people paid. The second phase is exactly what you just said. We don't know what the market's going to do.We don't know what the economy is going to do. We don't know what the community is going to do. So you'll face these kinds of ups and downs, these dips and challenges. But if you're investing in marketing, you're securing your future, you're creating momentum and attention, not for today, but for 90 days, for six months, for a year, And so you begin to shift that, put it in the marketing and build this brand that becomes resilient during times like that.So to answer your question, the best thing to do to solve a downturn is to have been investing in marketing six months ago to get you through that. Michael: have to have man, I guess a lot of more insight when it comes to Passing this 1 million mark, When it comes to your team, what you need, profit marketing.So what can help us with that? Cause we're not all. Immediately once a million passes, we know these things, right? We just continue to sell sometimes and that's it. So is there something specific kind of like a check Mark, a checklist or anything like that? Joshua: That's a good question, man.I think you're right. So much of this for me was trial and error. There's a lot of good books, scaling up as one of those books that I would say super impactful. It talks about these three phases of business and even gets into 10 million plus, and what we're trying to do at that level.first step is probably just realizing the grind of a lot of us know how to grind out a million dollar business and to be honest as we're sitting here in 2024, I don't know that that's as unique and as special as it used to be. It's absolutely an accomplishment, 100%. Most people will never accomplish that in their life, but I think we realize with some humility.A lot of people can just grind that out, but that skill set is not going to get you to the next level. And so people out there are going to be listening to this where it's like they've acquired practice two, they've acquired practice three, and they're trying to apply that same skill set, grind it out, sell, create revenue.And you have this like sneaking suspicion that it's not going to work. It's not going to get you where you need to go. And at this level, it becomes leadership. It becomes marketing and it becomes a scalable infrastructure. So turning your eyes from those things. Onto what's going to get you to the next step probably the first step is just self awareness Michael: Self awareness.So noticing these things, cause a lot of the times I feel like you bottleneck yourself and then you're like, no, I can do that. you know what I mean? And then you're,why would I pay this associate this much? If I can just double down and block out my schedule and do this and that it might work, but I don't know.Joshua: And dude, I'm so aware, Michael, probably one of the things I internally struggle with, not struggle with, but I'm very aware. Most founders of companies like agencies like ours. Only get to a certain level and they can't get to the next point. we're kind of at that point where like most founders kind of bail because they just don't have a skillset to go to that next level.I know that I am intentionally investing in myself. Cause I want to get there, man. I feel like I can, and I don't want to become the main limiting factor of this organization. I'm investing in myself. I'm aware of it. I'm trying to grow. Cause I'm like, we can do this. I can do this. Michael: Nice, man.Awesome. Thank you so much for being with us. It's been a pleasure. I appreciate your time. And if anyone has further questions, you can definitely find Josh in the dental marketer society, Facebook group, or where can they reach out to you directly? Joshua: Guys, I'm at Instagram at Joshua Scott. I'm still in my account.So hit me up. Tell me you saw this, heard this episode. We'd love to hear from you, but also a website s eight e eight. com. Michael: Nice. And at the same time, studio 88. Does have an exclusive deal for you. So if you want to go in the show notes below, click the link, check it out, if you are a need or a marketing company or a website, especially a website, if you like my website, studio 88 did it.So go ahead and check it out. And Josh, thank you so much for being with us. It's been a pleasure. And we'll hear from you soon. Joshua: Thanks man.‍