The Dental Marketer

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.‍

How can you genuinely connect in mom Facebook groups without coming off as pushy? In this episode, I'm diving into the art of engaging with these communities effectively while balancing authenticity with subtle self-promotion. We'll start by laying out the fundamentals of understanding group dynamics and then learn how to become a trusted voice within these circles. I'm sharing a step-by-step guide, from engaging in small talk to seamlessly weaving in helpful dental advice, ensuring you build trust and credibility organically.Throughout the episode we'll discover the key role of collaborating with group admins, and demonstrate how to align your contributions with group regulations. We'll cover reaching out to admins, providing valuable content, and maintaining genuine interactions that resonate with the group’s interests. My hope is that you will walk away from this episode with practical tips for crafting compelling comments, creating engaging content, and using social media management tools to maintain a consistent, positive presence. Plus, don't miss the free PDF offer, "100 Game Changing Scripts to Dominate Mom's Facebook Groups," designed to empower you to navigate these groups with confidence and ease.What You'll Learn in This Episode:How to understand and navigate the dynamics of mom Facebook groupsThe importance of engaging in non-promotional conversations initiallyStrategies for integrating helpful dental advice organicallyTips for collaborating effectively with group adminsCrafting comments and creating content that builds trustImportance of providing value and maintaining genuine community engagementHow to batch content creation and use social media management tools effectivelyReal-life examples of successful engagement techniquesCommon pitfalls to avoid in mom Facebook groupsDon't miss out on learning how to leverage mom Facebook groups with authenticity and finesse—tune in now!‍‍‍FREE PDF:‍Download our free PDF "100 Game-Changing Scripts to Dominate Moms' Facebook Groups!" here: https://thedentalmarketer.lpages.co/100-game-changing-scripts-for-moms-facebook-groups/‍Follow along with the original blog post here! https://thedentalmarketer.site/articles/how-to-engage-in-mom-facebook-groups-without-seeming-like-self-promotion‍Other Mentions and Links:‍Tools/Software:Google DocsCanvaHootsuite BufferLaterSurveyMonkeyGoogle FormsEvernote‍Organizations:ADAMayo Clinic‍Host: 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 business-minded or clinical-minded dentist? In this Monday Morning Episode, we're bringing on Brian Mills to unpack the true nature of preparing for practice ownership. Brian emphasizes that while clinical skills are vital, being business-savvy is equally crucial. He dives deep into why adopting a do-it-yourself mindset for critical business operations like marketing and website development can set you up for failure, and why focusing on ROI can be your saving grace.Brian also sheds light on the often-overlooked emotional and life-driven catalysts that typically prompt someone to own a practice. Is it a financial calculation or a significant life event that usually pushes the button? If you think owning a practice is the only route to professional success, think again. Brian reassures listeners that thriving as an associate can be just as rewarding, providing valuable insights for both aspiring practice owners and seasoned dentists.What You'll Learn in This Episode:Why being business-savvy is as essential as clinical proficiency for practice owners.The risks of a DIY approach to critical business facets like marketing and website development.How to focus on ROI to navigate financial and operational challenges.Common life events or internal drives that lead to owning a practice.Why it's completely acceptable to excel as an associate and not own a practice.Ready to discover if practice ownership is truly in your future? Tune in for a revealing conversation that might just change your perspective!‍‍Sponsors:‍For DSO integrations, startup solutions, and all your dental IT needs, let our sponsors, Darkhorse Tech, help out so you can focus on providing the amazing care that you do. For 1 month of FREE service, visit their link today! https://thedentalmarketer.lpages.co/darkhorse-deal/‍You can reach out to Brian Mills here:Website: https://www.roamcommercialrealty.com/Email: info@roamcommercialrealty.com‍If 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: Ryan, talk to us. What's one piece of advice you can give us this Monday morning? Brian: Oh, first of all, always be prepared for a video call and don't think it's just audio, but a better teacher on number one. Oh, I may lose all my business with this piece of advice, but I'm going to tap some people in the chest and I would say, you got to grow up in the business world. I have too many great clinicians, great doctors who are amazing care side, what they do, they take their craft to the highest level clinically, but when it comes to business, they haven't matured whatsoever.And when I say that, I mean, Don't take pride in doing your own website. Guess what? We can all tell Don't drive around and think, Oh, I'm going to go, look for a space by seeing what's cool out there. You're not maturing in the business world. You may be a great clinician, a great doctor, but your business mindset is not where it should be.You are not functioning as a high level. If you're thinking about how do I. Save the most amount of money. You have to think about return on investment. that would be sort of my tap you in the chest advice and say, Hey, you got to grow up. You got to get serious about your business acumen.Michael: So then. Brian, how do we start doing that, especially like we're fresh out, we want to do a startup or we're in that process and acquisition or whatever, right? And we're like, so Like I got to count my costs. I just took out a 500 plus thousand dollar loan and I have student loans and all these things and I need to count everything.Brian: You may not be ready. If you're constantly thinking and having this anxiety and agita about the cost associated with it, it may not be your time. And guess what? I always say when I speak, you may never be ready and that's okay. you can be a great associate for the rest of your life and that doesn't make you a less than doctor, person, et cetera.But if you can never get past that anxiety and you can never get past that fear, practice ownership may not be for you. There's always a healthy level of fear, but if you're always. Thinking about how do I cut corners to make it easier to save my way into success. That's not a good way to run a business.That's not how any other business would operate. before we were on, we were speaking about multi practice owners and emerging groups and DSOs. That's not the mindset that they operate with. They're always thinking, how can I drive the most production? Where can I get the most ROI?Not how do I success. Don't get me wrong. Overhead is very important and keeping your overhead contained within certain budgetary constraints and buckets is very important to a business, but it's not at the forefront of driving production and driving business. Michael: Gotcha. Okay. if you're Brian: not prepared to do marketing and things like that, then you're not ready for it yet.Again, you don't think, how do I create my own website? is your brand and you have to be able to lead with it. So you have to put the most force, the most effort, the most financial incentive you can behind your website, your marketing your technology. Michael: Okay. So then if it may not be your time, what can I ask myself to know when it is my time and just to like swallow that pill and say, I got to outsource this to marketing.Brian: I know I have enough, I just got to do it. usually there's some event that happens. You get tired of working at your corporate gig or there's something that, you want to do clinically or business wise that you're not able to do, and you feel sort of these constraints on you and people have that, and it's like this light bulb goes off or this moment we have clients that, Sort of boy with this idea for years, they'll sit down, we'll have two hours at Starbucks, they're ready to go. And then I never hear from them again. And I'm like what the heck happened? Did I do something? And then I'll see them at one of my seminars and then they'll call me like a year after that.And I'm like, okay, now what's different from two years ago. And I can tell when they're really ready. Cause then they say, you know what, something happened and I'm just tired of it. I'm completely ready to go. So sometimes you have this life event that may be. in the negative. And it drives you into doing your own thing.people always look at me for this magic pill. Like, Tell me something, Brian, that would give me this injection of confidence that will make me go do it. I think you have to come to it on your own. And sometimes, unfortunately it comes to it when you've just had your full of all the negative stuff or somebody telling you to do something that you don't want to do or, asking you to do something clinically that you don't feel comfortable with or whatever that may be.But there's usually some sort of crossroads in your life where it's just like, all right. I've had enough I've got to get out and do my own thing or I'm actually going to go crazy. Michael: Yeah. No, that's true. Have you ever seen someone who've has had the confidence, but they have no money? Brian: Oh, yeah, lots.Yeah, that's a little bit of crazy. That's my kind of crazy. I've had people who have had really big dreams. They can't get the financial support to do that. that's good. That's ultimately what keeps dentistry so safe is you have some people that graduate from dental school and they're like, I'm ready day one.And I had this Amazing idea. And I just need a million dollars to go do it. And the bank's going to say we get it. But our job is to keep you safe. So let's wait a little bit, Let's get some experience under our belt and see if that idea that you had, upon graduation is the same in two years, or maybe, you've morphed or changed a little bit.So it's great to have that passion and that energy, but it's also great to have it. Institutions behind you saying, Hey, we appreciate that, but we also want to keep you safe and there's some structure to these deals and that's what keeps the failure at almost, 0%. Michael: So it sounds like it's better to have that.Let's go get it. Confidence kind of thing. And then there's institutions that tell you like, Hey, slow it down. Right. There's little speed bumps instead of. You being the guy who's like, I'm going to take it super slow and safe and everything, but you'll still have institutions that say, slow it down, kind of a thing.Brian: I'm a serial entrepreneur. You got to be a little bit crazy to be an entrepreneur, right? You have to be able to, at some point, throw caution to the wind and say, I don't know what's going to happen, but I feel like this is a mitigated risk. I've done everything that I can possibly do. And now I'm going to look over that edge and I'm going to make that leap of faith.There has to be a point where you make a leap of faith. I would much rather have somebody be a little bit wired crazy and have. The lenders, people like me other institutions say, okay, I love the passion, but let's make sure that we're being responsible versus a lot of great doctors who have what we call paralysis by over analysis.They're always analyzing everything to the nth degree and they're frozen in fear and they can never get off the starting blocks. Michael: So then, in your experience, Ryan, specifically, if you can be like almost like a script, what do people normally say where you can tell like, You're not ready.Brian: when they start focusing immediately on overhead, right? The conversation automatically goes back. Well, How much is the rent, How much is the build out cost? And we're not thinking about how do I drive business? Who's sitting in my chair? What's the demographic? How do I appeal to them?What is my brand? What is my image? there has to be a passion that's driving this business. It can't be well, if I can keep my rent to, 2, 500 a month, I'll be successful. Do you know anybody who could do a website or half the price everything is brought back to how much is that going to cost?That's how I know you're not ready. Cause it's going to cost what it's going to cost. Nobody ever gets an award for doing the cheapest startup or the cheapest practice. You never want to be cavalier or foolish with your dollars. but you have to think about where am I going to wisely invest my money and what's the biggest return I can gain from that when it always comes back to How much is that going to cost me?How do I do it cheaper? You're not ready because you're not thinking about driving business. You're only thinking about overhead overhead, overhead, and your practice is going to suffer. Michael: And so do you tell them that you tell them like, Hey, you're not ready. Or do you try to shift their focus in that moment?Brian: I, Would hate to be the one that says you're not ready because maybe there's something inside that I'm not seeing. Maybe they go home and they do some soul searching or et cetera. But it is my job to educate and say, if we're solely focused on the overhead and not production, we're never going to be a high performing practice.And I don't want you just to open. I want you to open and succeed at the highest level possible, I want you to make 10 times more money than I make. I want you to make. 50 times more money than you ever thought you could make. I want you to be a high performing startup. I don't want you to just check the box and say well, I opened my practice and I made as much as I did as an associate.I want you to open your practice and say, wow, that was life changing for me and my family. So it's my job to say, I understand what you're saying. I understand why you're nervous. These are big figures. But we have to think, how are we going to drive business or you're going to miss the mark. And if you're not prepared to drive, business may not be something that I want to be associated with.Michael: Gotcha. Okay. So make sure they have the confidence, make sure. They don't save their way into success. And then at the same time, if you feel like they don't have all that, then it may not be their time. They may not be ready. May never be ready, right? Kind of Never Brian: be ready. And again, don't think of yourself as less than, you know, You have colleagues out there who never open a practice. They're called physicians, Most physicians go work for a hospital network, and that's what they went to school for. least when I started in this business 25 years ago, most dentists went to dental school to own their own business.But Just because you graduate today and you go work as a great associate at a corporate gig or private practice or something else doesn't mean that you're not a phenomenal doctor, clinician, person, et cetera. So don't do it just because you think that's the path that you're supposed to do. Do it because you have this drive within you and you feel like if I don't do it, it's going to eat me up when I look back on a life of regret.There's nothing worse than a life of regret, but don't think that Somebody else's path has to be your path. If you're not wired to be an entrepreneur, don't do it. Go do something else that you're passionate about. But if it's eating you alive, just know that what you're about to embark on is the safest thing you can do.You just have to approach it like a business and not purely from clinical standpoint, because it's a business first and foremost. Michael: Gotcha. Awesome. Brian, 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?Brian: You can hit us up on our website, which is Rome, R O a M Rome commercial realty. com. You can email us directly info at Rome commercial realty. com. Michael: So that's going to be in the show notes below and Brian, thank you so much for being with me on this Monday morning episode. Brian: Thanks for having me.‍

How can you have strong profitability and a cohesive team in your office? In this episode, I'm sitting down with Tricia Casasanta, a seasoned expert in practice management, to delve into the intricacies of improving operational efficiency, mastering PPO negotiations, and developing strong leadership skills in the dental field. Tricia shares strategies on how her company assists dental practices in streamlining their operations, training staff, and negotiating insurance contracts to elevate overall performance and profitability.Tricia's outlook on leadership is particularly fascinating; she describes it as a continuous journey rather than a destination. She provides crucial advice on handling poor hires and underperforming team members through candid conversations, clear communication, and timely interventions. You'll find her tips on strategically managing PPO plans and insurance networks enlightening, especially if you're new to navigating these complex systems. By the end of this episode, you'll be equipped with actionable strategies for building a cohesive and motivated team, highlighting the significance of trust, continuous training, and a thoughtful approach to leadership.What You'll Learn in This Episode:How to streamline dental practice operations for efficiency and profitability.Effective strategies for PPO contract negotiations.The key elements of leadership in practices and why it's a journey, not a destination.How to handle poor hires and underperforming team members.The importance of clear communication and timely interventions in managing teams.Strategic approaches to dealing with PPO plans and insurance networks.Practical steps to build a motivated and cohesive team.Why integrating technology is crucial for operational efficiency.The common pitfalls new practitioners face with PPO networks.How to foster trust and continuous development within your team.Ready to transform your practice with Tricia's expert insights and actionable strategies? Tune in to this episode now!‍‍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: Tricia CasasantaBusiness Name: Strategic Practice SolutionsCheck out Tricia's Media:Strategic Practice Solutions: http://strategicpracticesolution.com/PPO Negotiation Solutions: http://pponegotiationsolutions.com/SPS Dental Academy: https://spsdentalacademy.com/‍Other Mentions and Links:‍Terms:UCR Fee ScheduleNPI - National Provider Identifier‍Insurances:AetnaDentemaxCareingtonPrincipalGuardianUnitedHealthcare‍Products/Brands:CEREC‍Organizations:Women in Dentistry‍Books:QBQ! The Question Behind the Question: Practicing Personal Accountability in Work and in Life‍Assessments:DiSC‍Host: 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.‍

Still on the fence about hiring virtual assistants? In today's Monday Morning Episode, Dan Johnson shares his wealth of experience managing staff in a dental office setting. He unpacks the dynamics of the hiring landscape over the past 12 years, highlighting the increased competition and rising wages that employers face today. Dan underscores the pivotal role of creating a robust office culture, tailoring work schedules to meet employee needs, and offering enticing incentives such as trips to maintain a motivated team. Yet, despite these diligent efforts, he candidly discusses the persistent hurdles in employee retention and introduces an innovative solution that has proven indispensable—virtual assistants.Dan details the advantages of integrating virtual assistants into the workforce, emphasizing their exceptional work ethic and adaptability. By incorporating this strategy, his practice has not only navigated staff shortages but also experienced significant growth. Additionally, Dan reflects on the importance of thinking outside the box and surrounding oneself with smart, capable individuals to facilitate mutual growth.What You'll Learn in This Episode:How has the hiring landscape changed for dental practices over the last decade?What strategies can create a strong and motivating office culture?Why adjusting work schedules can significantly impact employee retention.The role of unique incentives, like trips, in keeping staff motivated.How virtual assistants can revolutionize your dental practice operations.The benefits of leveraging remote talent for flexibility and efficiency.The importance of creative problem-solving in staff management.Tips for finding and surrounding yourself with capable, growth-oriented individuals.Tune in to this episode and take your practice growth and staffing strategies to the next level!‍‍Sponsors:‍For DSO integrations, startup solutions, and all your dental IT needs, let our sponsors, Darkhorse Tech, help out so you can focus on providing the amazing care that you do. For 1 month of FREE service, visit their link today! https://thedentalmarketer.lpages.co/darkhorse-deal/‍You can reach out to Dan Johnson here:Phone: 254-652-5717‍Mentions and Links: ‍Podcast Episodes:Feel Passion for Dentistry Again: 12-Months to Success with This Mindset Shift | Don Barden | MME – The Dental Marketer Podcast‍People:Tim Cluley - Midwest Dental COO‍Software/Tools:Indeed‍Places:Zion National ParkGrand CanyonFlagstaff‍Businesses:WhataburgerMPS Program with Midwest Dental (Dental Supplies)KFC‍If 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 Dan, so talk to us. What's one piece of advice you can give us this Monday morning? Dan: So a piece of advice I give is, something that we've dealt with in our, personal offices. And that is the hiring process of trying to keep and retain staff members. Over the years, about the last 12 years, as we had went from one practice to multiple practices, we found that hiring has been up and down.When we first started hiring was easy. everybody wanted a job and it was a good place to work good field to work in, especially for the front desk. pretty easy eight to five job, but as the years have gone on and time has gotten tougher, and then minimum wage has gone way up.Like before we could hire pretty effectively at a pretty decent wage and be competitive. But now a lot of places are, offering jobs at 17, an hour. And so our normal, quote unquote, easy front desk positions have been harder to find because they can go somewhere else. and find a job. So my bias is a way to not only hire, but to retain, employees.And really for us what has happened is we have a great culture in office. We do the trips. We actually adjusted our schedule from eight to four. In our offices to try to help our team members be able to get off early get home to their kids when they get out of school because most of our team members are female and so they want to be home with the kids.And then we also provide, lunch we kind of did it tailored to them, but we found over the, especially the last couple of years is itjust haven't been enough. We'll hire somebody on for a position, let's say a front desk position to answer phones. And three months later, when we do what we call check ins, we don't call reviews.We call check ins to see how things are going. We might've hired this team member to come in from, 10 to six. three months down the road. They don't want to do it anymore.When we meet with them, they're like, I don't want to do this, but they want us to give them a raise for less work. we've been struggling with how to coach. And how to uh, manage this, situation with all team members. we feel like we're a great workplace. We have good humor in office.Our hours are good. Our pay is competitive. We do yearly trips, with our team Like we've been to Zion's national park. We went to grand Canyon. We've been to Flagstaff. We took our producers to Florida and then we incentivize. Every single one of our team has an incentive based program on top of their pay, based on goals we've set in our office.so what we found with all that is, it's not enough. And it seems like never to be enough. And as business owners, it's frustrating because not only do we have to pay employees more and do incentives more we're a uh, PPO office So our insurance. premiums don't change. We have to write off 30 40 percent of everything that comes in pretty much.And so we're actually losing money. We've lost more money over the years than we have because we can't adjust our fees. We adjust our fees. Insurance says it doesn't matter. You can raise it to 1000, decide how much we're gonna pay. And so we're trying to combat. rising costs and the ability to hire quality people.so my bias to that is, is something that we actually found. I had a friend of mine that is in the dental field in Florida, reach out to me and said, Hey, we actually use virtual assistants. My first. Thought went to artificial intelligence, but all AI, cause it's a big craze, right?There's a lot of really cool things with AI. And it's going to be in our lives forever. but I was like, hi, VAs, you virtual assistant, what can they do? And you know, like, well, they can credential, they can insurance verification, all these things.And I'm like, I just don't know. But the kicker for me was, we put an ad out on Indeed and some local places here, and our main office is in Waco, Texas, and we got about 15 applicants and we set up interviews. we do a group interview, 10 of them showed up, so 5 out of those 15 that we said, hey, come to this interview at 4 o'clock, we didn't tell them it was a group interview, only 10 showed up.in that 10 as we did the group interview, 3 of them left. we do it as a group so they can see their competition. there's a whole methodology of why we do it that way. So they can say well, man, she looks put together. He looks great. There's other people that want this job. Three of them walked out. Michael: The three that walked out. They just walked out like once they got there, they're like at now and left her. Dan: well, No, what happens is when we do the interview we breathe everybody of how, what our culture is like, my brother gets up and I get up and we just talk about what we're looking for.are our cultures, our office and how we kind of operate. So it's not saying the same thing to. 10 different applicants when you get in the room. It's just saving time. But then at the end of it, we say, listen,listen, see all these people in this room. You're all going for the same job.We have two positions available. we want to make sure that you're the right fit for us. And we're the right fit for you. And after we say that three people walked right and I don't know if it's the competition thing, or if it was just something that they. We're nervous about you just don't know They didn't give us a chanceand so through the interview process We actually have them when they sit down in the lobby before we start they thought of personality assessment We want to see what their personality is like see how they answer questions what they would do in certain Situations And a side note, a funny story we did once, we had them do what we call the hamburger test.We gave everybody 5, and we said, I need you to go over here in Texas, Whataburger is a big thing. And so we're like, I need you to go over to Whataburger. But we gave every single one different instructions of how we wanted our hamburger. So one might be, I want no ketchup.I want whore pickles and I want onions and one might be just one. My hammer are cut in half. Just simple instruction to see if they'd follow the instructions. And when they came back, some would come back with just regular hammer. We're like in the interview? Why didn't you follow instructions?And they're like I didn't know if they would do that. And so automatically know they would follow instructions. If we give you detailed instructions of the employer, and it's written down, it should be pretty easy to follow those instructions.Anyways, side story. That's how we ended up hiring one of our best employees way back. This is years ago. She's still with us is because she came back and we wanted to hammer cut in force. Not just half fours, she had to tell them, I need my hamburger cut in fours, and I don't remember what else was on there like, half mustard on one side, half ketchup on one side.And, she said she had to go back twice, because they cut it in half, and they didn't put the ketchup on in one half, and mustard on the other half. So it showed us that, That she was willing to take direction and go above and beyond to, get the hamburger, right? we did a couple of times, people got,people didn't like it so much.And we had some team members like, ah, it just takes too long. But for me, it was kind of a cool way to see if people fall direction. anyways, back to the hiring is when we did the interviews, we hired two girls. four front office positions, but ours is different because our front office, we have four offices.We have one girl that sits up front for check in and check out. Cause we do most of our check in. I like our payment in ops, patients. So there's not a lot of in and outs. So it's mainly just check in and then we're walking out and say, thanks for coming, here's your appointment card for the next. so this was for our call center, which is in the back where they had all the insurance verifications, pretties, if they, we have two follow up calls, maybe it's a hygiene recall, recare, and we hired them. And within two weeks after we did it to train, we lost one just never showed up.Don't know why competitive pay. No, qualms about Just didn't show up. The other one, after about three months we did our check in, I was telling you,and her, we hired her for a specific task. In that check in, she wanted more money. Well, I get paid this somewhere else. My friend works in another office and gets paid this. And I want to do less work. we can't do that. We can't be like, hey, I'm going to do less work on a patient. But I'm going to charge them more It's not how that works. Likeusually when you want more pay, there should be something behind a, Hey, I'm willing to do this. Or for us, we're like, Hey, you've been doing this awesome. We're going to reward with pay. or incentives or something where it's more. So what we found through that is, the virtual assistance have changed the game.I took a chance because I was nervous. We're talking about virtual assistants from the Philippines. So not local because we have to competitive, right? And so we hired one, her name was chin. the cool thing about is when we hired her, it I use a third party company and they sent me a couple of resumes.I picked the one. And then we did a virtual interview with all of them. And so I was able to talk to them and like me and you, I can see them. I could talk to them and I could ask them questions. And the reason why I wanted to do that and I thought it was cool is because then I could see How they react to certain questions, you know What kind of knowledge they had in the dental field which is important because most of the people we hired had no dental knowledge we were hiring them straight out where we had to do all the training And so you spend a month and all the money training and then they walk out or they leave super frustrating and just not business savvy And so with this virtual assistance, we found that These employees or their contracting employees.They're not technically your employees that they work extremely hard They'll do anything that you need or want and they're willing to learn with no questions I can say I hired you for this position can you do this for me and they would not even question it jump on it and do it so the thing I took away from is sometimes we have to look outside the box Of what we're normally used to doing because I know this not only in our offices, I am part of Mps program with midwest dental supply.They're a big supply company in texas and oklahoma I talked to Tim Cloutier, COO, and me and him are real good friends. he's told me over and over, like all his offices that his reps supply for struggle finding employees, not only clinical employees, but admin employees.people are just looking for solutions. so I think the solution that you have to do is sometimes step outside your box. and find the untraditional ways of how do we grow as a business. doesn't mean you can't find really good people locally. And I think it's important that we try to find people locally.But sometimes you have to say, okay, I have to do what's good for my business because I have people in my business to support. As a business, we're not only looking out for our paycheck. We are stewards of everybody that works for us. We help their family have food on the table, cars they drive, and it's important for us to keep that going and keep our business growing and thriving.So not only we can help them, but we can also hire others to do other things. Like we started one office with four ops. one doctor and two hygienists. Now we have four offices. six doctors, eight hygienists, and about 30 admin assistants. just think about the impact that you can make on people's lives.By doing that, by hiring and growing. I had one office that I was talking to me. He's like, well, I want to hire local. I just want to stay local. think it's more authentic. And I'm like, great. But if you're not getting the work and the value out of the people you're hiring locally, you're going to struggle to grow.And then if you struggle growing, how are you going to hire more people? That's not how it works. So if you're able to bring people in on your team that can do things that you're not good or your team's not good at. Help you grow so you can hire more assistants or you can purchase another office or you're grown enough that you hire another doctor on your team or hygienist.And so there's other ways to facilitate and make that process. Better for your office and for your team. it's just a different way because I know all offices are struggling with this the ones that I hear we've had people for 30 years. I'm like you've never had turnover Come on, all businesses have turnover all of them.So because people leave and lot of times they just I think the grass is greener on the other side and people leave for a dollar more is your sanity and how you're perceived at work and your uh, how you feel worth a dollar more.For me, it's not like I'd rather be in atmosphere that I really like and enjoy working in the people I work with and sacrifice a little bit of pay to have the enjoyment and not the stress. So. I gotta go to work today. You know, it's like, yeah, I get to go to work. I got cool people I work with.We have fun. Yes. There's stressful days, but overall it is pretty amazing to work with the people I work with. And I'm lucky because I work with my brother, and some people might say that's It can be bad, but me and my brother are completely different, but it works well. He's a year younger than me.And we've been good friends since we were little, and it's just worked very well. And so we'll continue everything we do. All our business stuff is me and my brother, any business thing I did, we do it. We're always involved with each other. So Michael: it works out that way. Nice, man. So then.Thinking outside the box. Awesome, man. So Dan, I appreciate your time. 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? Well, yeah, Dan: reach out to me directly. I give my cell phone out to anybody. it's 254 652 5717 so you can text me a lot of people might have questions like how we did it with our virtual assistants or with our team a lot of people might have questions because my background is I'm not A doctor that's the difference people like oh my brother's a doctor.on the business side. My background is I own a bunch of Kentucky Fried Chickens And when my brother was going to Ohio state, he said, Hey, would you ever come help me run my dental practices? Long story short is, I ended up selling my franchises, moving down to Texas when he had one practice but we had a goal of how we were going to grow it.And so my perspective is a little bit different than a dentist perspective or a clinician perspective because most of the dentists out there that are listening, They don't make you take business classes, which is just crazy to me. you're going to school to be a dentist.Most of them come out as owners. But they're not sure what to do. And so finding somebody that can do things for you, to help you grow a business is the best way, to grow. One of the best advices I've ever had. had Don Bardem on your podcast. little bit ago, right?. Mm-Hmm, . He,Dan: He gave me advice about eight years ago. Don's a mentor of mine and he told me the smartest people in the world put people around them that are smarter and better than them at things they can't do. And that helps everybody grow. And so that's what we've done is. I might be good at certain things, but when I grow businesses, I put people on my team that are better things that I'm not good at.I'm more of a big thinker. I'm not a more of a structural, do things in North. So I find somebody that can do that for me. keep me on task and do this. And can it be frustrating sometimes for sure, but overall it is well worth putting people around you. And that's how me and my brother have done it.His strengths are not my strengths. My strengths are not his strengths. But it works well together to how we have grown from one practice. With four ops We grew it and we built it now at 17 authorities with four doctors and four hygienists.And so through the program and putting people around you is something that has helped us push past and grow professionally and, in our just personal life. Michael: No, that's beautiful. That's great advice. So that's going to be in the show notes below. Reach out to Dan at the same time, Dan, thank you so much for being with me on this Monday morning episode.Dan: Thanks, guys.‍

How can you thrive in the dental industry without it consuming your life and identity? In this episode, Dr. Matt Vogt returns to the podcast, sharing his incredible journey from a budding dentist to a successful coach with The Lifestyle Practice (TLP). We dive into Matt's experiences, exploring the evolution of his startup practice into a flourishing establishment with multiple staff members and a thriving culture. Matt candidly discusses the importance of hiring the right people, fostering a positive work atmosphere, and evolving as a leader to build a self-sustaining team.Matt also opens up about the challenges that come with practice ownership, including dealing with burnout and maintaining a positive mindset. He reveals how shifting his mindset played a crucial role in managing these hurdles, and emphasizes the significance of focusing on what can be controlled. Matt also touches on the insights and support provided by TLP, explaining how their coaching focuses on business systems, leadership, and mindset to ensure sustainable growth. Whether you're in the beginning of your startup journey or a multi-practice owner, this episode offers a wealth of advice and inspiration.What You'll Learn in This Episode:How Dr. Matt Vogt built a thriving dental practice from scratch.The key to creating a strong, positive work culture in your practice.The impact of hiring the right people and fostering long-term employee loyalty.Practical advice on decisive business decision-making.Strategies to prevent burnout and maintain a positive mindset in practice ownership.How to integrate dentistry into life without letting it consume your identity.The role and benefits of The Lifestyle Practice (TLP) coaching in achieving personal and professional growth.Ready to transform your approach to practice ownership and learn from Dr. Matt Vogt's journey? Tune in now!‍‍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: Dr. Matt VogtBusiness Name: The Lifestyle PracticeCheck out Matt's Media:Practice Website: https://thedentistsatgc.com/Website: http://thelifestylepractice.comEmail: matt@thelifestylepractice.comTLP Podcast For Dentists: https://thelifestylepracticepodcast.podbean.com/What quality of life is your practice affording you? - Survey: https://thelifestylepractice.com/quality-of-life/‍Other Mentions and Links:‍Software/Tools:Facebook AdsGoogle AdsFacebook Live‍People:Dr. Justin ShortDr. Derek WilliamsDr. Steve Van De Graaff‍Podcast Episodes:(Quick Decisions in the Practice Episode) - TLP For Dentists131: Dr. Matt Vogt | The Dentists at Gateway Crossing – The Dental Marketer Podcast‍Businesses/Brands:UPS‍‍Host: 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 thinking about launching a dental startup but don't quite know where to begin? In this episode, I sit down with Dr. Chris Green to dive into the essentials of setting up a new dental practice, beginning with the crucial steps of demographics analysis and site selection. Chris shares his insights on the "windshield test," a simple method to augment data analysis with hands-on site evaluation. He also reveals practical strategies for identifying promising locations, accounting for natural barriers, and balancing commercial and residential areas—all keys to making sound, long-term decisions for your practice.The conversation continues with essential advice on how to work effectively with real estate agents and what to consider during site visits. Chris also discusses his book, "The Eminently Qualified Dentist," which includes a valuable self-evaluation scorecard to help dental professionals assess their leadership skills. As the episode wraps up, you'll get tips on regular self-assessment and Chris' philosophy on being always a work in progress.What You'll Learn in This Episode:Why demographics analysis is critical for dental startupsHow to perform the "windshield test" to evaluate potential practice locationsEffective strategies for identifying the best areas for a new dental practiceTips for navigating natural barriers and balancing commercial-residential zonesHow to collaborate with real estate agents to find the perfect siteInsights from Chris' book on self-evaluation and leadership in dental practiceThe importance of regular self-assessment for continuous improvementTune in now to equip yourself with the tools for a successful startup!‍‍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 Dr. Chris Green here:Website: thepracticelaunchpad.comEmail: cmgreendmd@gmail.comChris' Book - The Eminently Qualified Dentist: https://a.co/d/3AgXjbI (Reach out to Chris for a free copy!)‍Mentions and Links: ‍People:Dr. Thomas Reed‍Software/Tools:CoStar‍Podcasts:Jocko Willink Podcast‍If 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, Chris, we'll talkto us. What's one piece of advice you can give us this Monday morning? Chris: Hey there, Michael. I'd like to talk about demographics and actually the analysis of driving and having the area or the location you pick pass the feel and the site test more so than just the numbers test.talk to me a little bit about that like driving around and just looking or.Yeah. So it's a little bit.more intuitive than that. we have our demographics reports. We might be looking at them. We're looking for that 3, 001 dentists to population ratio, you know, the high income area.But then we have to look at how does it feel? Does it pass the windshield test? When I drive by behind the numbers, what does it feel like? So that's what I like to do. Michael: What's the windshield test? Chris: Yeah, so just. behind the steering wheel, you know, you're looking out the windshield and you're looking around and you're like, oh, cool.There's a lot of homes being built or. Oh, wow. You know, The demographics report said this was only like 1800 to 1, but I'm not really seeing the dentists. where are they at? so does it pass the eye test? So to speak would be maybe another way to say that. Michael: Gotcha. Okay. I like that.So then if you can, let's just say we're listening to this and we decided to do that. We're taking a drive strategically. How should we start? What are we mainly looking for that are red flags and what are some things that. We can probably let pass. Chris: Sure. So one thing that's well, known, if you've researched anything on demographics with a startup are natural barriers, like a highway that maybe people wouldn't want to cross or by us, there's the foothills in Colorado.So there's no real homes along the foothills. So now I've just eliminated growth to the West of me completely. Right. So if I'm butted up too close to there. And a couple more dentists come in and there's not a lot of room for new homes. I could be in trouble long term and I'm praying for turnover of the existing home, so to speak.The other thing would be, how much commercial real estate is in the area. Is there more commercial than residential, We want a nice balance of both and a lot of times in these newer areas that are up and coming The residential is there before the commercial is developed. So a lot of these projects are ground up commercial that we see a lot of startups going into they're waiting for the developers to finish to give them that great show Michael: How do we know that's a good balance then the commercial? And then the residential, Chris: some point you got to go with your gut and say, this is the location, right? You've worked with plenty of startups over the years. I'd turn the question back on you. What's your opinion on, some of that?Michael: Oh man. so when we focus, we focus just on ground marketing, right? So if it's commercial. We do want a lot of commercial, if it's residential, you have the HOAs, you have a lot of other specific things that you can be a part of. So I don't know, I guess it just depends on the type of practice you want to be right in the city, specific suburban area.Chris: Yeah, that's a great point. Are we talking a city and urban type atmosphere, rural or suburban for me? Just, I would say 80 percent of people are going to go to a larger suburb close to a major city. Let's say within 20 minutes to an hour outside a major city, Denver, Chicago San Francisco, whatever it may be.Michael: Yeah, gotcha. Okay. you're investing so much money into this, right? Your startup. Why wouldn't, not everyone just want to do this? Chris: And you said, hey, bring something that's unpopular. It's a little ambiguous, right? What I'm saying, it's not quite a science. It's a little bit of driving around, analyze the competition.Maybe your real estate agent didn't show you place that was available that has great visibility that meets the demographics and everything. But it just isn't on their radar and you have to say, Hey such such real estate agent. Would you mind looking into this place? It looks like it's vacant.Looks like it could be a good opportunity. I've seen situations like that work out really well for startup clients. Michael: Okay. So when you talk to them, real estate agent, is there a way you would want to bring that up to let them know like, Hey, you missed a lot of stuff. Or no, Chris: Some of them might be directing you where they know they're going to get a nice commission on it. But other times it's just not on the market, right? Maybe the hasn't listed it. maybe it's just doesn't show up on their searches on, what is it? CoStar or whatever. or maybe they didn't realize it was in a good demographic zone.Based on your demographics reports. So it's a team approach. Remember no one is more invested in this than you, the startup doc, So they're dealing with maybe, 20 clients at a time or something like that, you have your one little baby, you gotta do everything possible to make sure it's a home run.Michael: Nice. I like that. So Chris, you also have a book that you just came out with, right? Chris: Correct. So the book's called the eminently qualified dentist. I was listening to the Jocko Willink podcast and he talked about the eminently qualified Marine and I printed out this sheet and itit's about Marines and likethe levels of leadership what would signify that you're good at your job as a Marine.And I was like, wow, what if there was a scorecard that we could more objectively evaluate ourselves as dental practice leaders. so myself and Dr. Tom Reed compiled with or 12 categories the practice culture.Marketing leadership so on and so forth.And then some descriptions and ranking yourself from zero to five. And at the end, you could fill out the scorecard let's say you did that today, and maybe you've been working on some things you check in, six months from now, take test again and you see, Hey,it looks like I'm doing a little bit better as a leader.It looks like I am growing in the trajectories in the right direction.So that was the idea behind the book and it's quick read, more of an evaluation something that you might take on a flight,fill it out, read it, and then, reevaluate yourself. Michael: So if you can, one of the main things on there that you do, would you recommend, Hey, we should probably reevaluate ourselves every how often, Chris: maybe quarterly, there used to be a scorecard that I would use and evaluate quarterly, definitely annually when you're doing your maybe annual goal setting and things like that.but for maybe a book like this, twice a year, Michael: If you can let us know right now, where do you feel like, okay, I need to improve on this? Chris: Sure. I would say if a hundred percent, means. You've got it all dialed in. I would say we're probably lying to ourselves. I would say where I could improve a little bit more is with hard So you could always get better at having those hard conversations and not putting hard conversations off. I would say that would be an area for me to focus on. Michael: Yeah, man, that's interesting. So it does dive deep into the, not just like, what's your production looking like? What do you want it to be? But it's. goes into the granular part of conversations, which honestly Chris like, I feel like that's hard for anybody. You know what I mean? Like that's a, a difficult, nobody loves to be like, I love coming in and having difficult conversations.Maybe like 01 percent people, but that's good, man. Okay. So then this is available where? Chris: This would be available on Amazon. It's called the eminently qualified dentist. I it's 19 or 20. I've sent out a lot of free copies as well. So just hit us up if you want a copy I've got some good feedback so far for the people that have actually gone through it.It's, a reality check, right? When we introspective and evaluate how we're showing up to the world. we're always a work in progress is how I look at myself. So. There's always room for improvement and it's like when one category starts to do well, maybe another one suffers and it teeter totters.So it's hard to find that balance and everything. Michael: Yeah, no, a hundred percent, man. We go through seasons all the time, but awesome. Chris, 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?Chris: Sure. I'll just give my personal email. C M green D M D at gmail. com. You can also find me at the launchpad. com, which is our startup coaching group. Michael: Nice. Awesome. So that's going to be in the show notes below and Chris, thank you for being with me on this Monday morning episode. Chris: Hey, I really appreciate you having me, Michael.Thank you.

How can a servant approach to leadership transform a dental practice? In this episode, Michael sits down with Dr. Bobby Grossi to explore his unique approach to patient care that goes beyond dental health to embrace overall wellness. Dr. Grossi shares his journey from dental school to owning a successful practice known for its holistic care and efficiency. By reverse-engineering his patient care model, Dr. Grossi ensures maximum efficiency and convenience, meeting all patient needs in one visit. He discusses the vital role of human capital, emphasizing staff development, ego removal, and the practice of regular performance reviews for continual improvement.Dr. Grossi also provides practical insights on fostering a patient-centered practice culture. He shares his methods for effective communication, tailored consultations, and transparent payment plans, which build trust and commitment with patients. He addresses the challenges of handling difficult patients and the importance of maintaining a positive atmosphere by dismissing non-compliant or disrespectful individuals. With advice on mentoring staff, embracing challenges, and having a clear vision, Dr. Grossi’s approach serves as a roadmap for dentists and practice owners aiming for success and patient satisfaction.What You'll Learn in This Episode:What it means to practice servant leadership in dentistry.How a holistic approach can enhance patient care beyond dental health.The benefits of reverse-engineering patient care models for efficiency.Strategies for investing in staff development and acknowledging their contributions.Importance of removing ego and practicing regular performance reviews.Tips for effective patient communication and building trust.Handling difficult patients and maintaining a positive practice culture.The role of transparent payment plans in securing patient commitment.Dr. Grossi's philosophy on the abundance mindset in attracting appreciative patients.Advice for younger dentists on embracing challenges and maintaining a clear vision.Listen to this episode now to hear Dr. Bobby Grossi’s valuable insights on leading with care and efficiency!‍‍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: Dr. Bobby GrossiPractice Name: Grossi Dental & WellnessCheck out Bobby's Media:Practice Website: https://www.grossidentalandwellness.com/Website: https://thedentistceo.com/Email: drbobby@thedentistceo.comPodcast - Relentlessly Committed: https://podcasts.apple.com/us/podcast/relentlessly-committed/id1501523027Instagram: https://www.instagram.com/bobbygrossidds/‍Other Mentions and Links:‍Software/Tools:Facebook Ads‍People:John Maxwell‍Host: 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 feeling burned out or stuck in your profession? In this Monday Morning Episode, we're sitting down with Don Barden, an esteemed economist with over 25 years of experience on Wall Street who now dedicates his expertise to the dental industry. With a Ph.D. and deep understanding of financial markets, Don shares his unique perspective on the mental roadblocks that dentists face. He introduces a compelling framework that categorizes dentists into four types: failures, frustrated, traditionally successful, and transformative practitioners. Don's goal? To guide dental professionals in shifting their mindset, reigniting their passion, and paving the way for enduring success and fulfillment in their careers.Drawing from his vast experience, Don lays out concrete strategies for developing the right mindset while steering clear of unproductive social expectations. He talks about the transformative power of focusing on personal and professional growth and stresses the importance of a self-managed practice. The discussion is packed with valuable advice for dentists aspiring to elevate both their career satisfaction and financial success. By the end of the episode, you'll be equipped with actionable insights to embark on a journey toward a thriving and lucrative dental practice.What You'll Learn in This Episode:The four types of dentists and where you might fit in.Why mindset is critical for overcoming frustration and burnout.Practical steps to shift your thinking and reignite your passion for dentistry.How social frameworks may hinder your progress and how to block them out.The benefits of committing to continuous personal and professional growth.Strategies for developing a self-managed, successful dental practice.How to unlock potentially lucrative opportunities within the dental industry.Let's listen in to these transformative insights with Don today!‍‍Sponsors:For DSO integrations, startup solutions, and all your dental IT needs, let our sponsors, Darkhorse Tech, help out so you can focus on providing the amazing care that you do. For 1 month of FREE service, visit their link today! https://thedentalmarketer.lpages.co/darkhorse-deal/‍You can reach out to Don Barden here:Website: https://donbarden.com/Email: don@dwbarden.comLinkedIn: https://www.linkedin.com/in/donwbarden/‍Mentions and Links: Books:The Self-Managing Company: Freeing yourself up from everything that prevents you from creating a 10x bigger future.‍People:Dan Sullivan‍Places/Economy:Wall Street‍If 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, Don, so talk to us before we jump into the one piece of advice. If you can give us a little bit about your background, who you are. Don: Yeah, I appreciate this. First of all, before we even get going, I want to thank you for what you're doing. I tell you, this show is as good as it gets for getting people pumped up and ready to go and getting that information out quickly to people who need it the most.So forget about me, man. I just want to thank you for for what you're doing. And yeah, I'll give you a quick background I'm a classically trained economist, Ph. D. S.25 plus years on Wall Street. I know economics inside and out, but I'm really a frustrated anthropologist.So I care more about the decisions people make I care about yield curves and interest rates. So we can talk about that, but it's boring. What's important and I think this is so applicable to the dental industry. is what's happening. How does it make you feel? And most importantly, what do you want?And I think that's one of the big struggles right now in dentistry. I've worked with dentists literally all over the world. It's my favorite group to work with. And for a couple of reasons one, most dentists out there are very frustrated right now. And they're frustrated because they fallen out of love.With their first love or their first career love and that's dentistry and they didn't fall out of love with the active dentistry. They fell out of love with all the crap that comes with it, Cause nobody tells dentists how to run their business and what to do. money comes in, money goes out, you keep what's left over.but then you wake up one day and you don't feel good and you're frustrated. But here's what I've learned is why I just love dentists. Dentists at their core are caregivers. They got into it with some unique path. Every dentist has got a cool story. But at the end of the day, when they get into it, they are caregivers and dentistry is a way to continue to care for people and the better they are at it and the more excited they are about it, the more the universe gives them opportunities and new patients and things to go out there and help and serve people.Dentistry is a self fulfilling prophecy. for a love and it's a love that dentists have for their craft and for caring for people. Dude, of all the people I work with around the world, they're the best because they have that thing, that just makes them special. So, I've had a good career as a professor, as a consultant, as a wall street guy.And at the end of the day, if I could just spend the rest of my days with dentists, I'd do it. Cause they're, that cool. Michael: So like, what would be the one piece of advice you'd like to give us that can move the needle here?Don: Yeah. When I say dentists are frustrated, a really unique proposition because there's only four times a dentist out there. There's the failures, the frustrated, the traditionally successful, and then transformatives. most people in the consulting world or whatever, they prey on. vendors are the same way that people are trying to sell you folks stuff.They go after the failures because you're drowning and you'll do anything not to drown so they can sell you more stuff or they go after the traditionally successful. And those are the dentists that are just sitting around. They got a good, you're a member of the country club. Kids are in a private school.You feel good about your spouse. Everything is good, but you're not going to do anything to disrupt that. Those folks take no risk. But what's interesting is where the market goes. Cause they think, everybody knows you, or, oh, you have a thousand new patients a month, or, oh, you got this. We need to do it.The reality is you're not gonna do anything. It's because you're traditionally successful. You made it. Okay. You're not going to do it. The two types of dentists that I like are the other two, the frustrated, who are folks that are just raising their hand saying, I need help, but I don't know where to go.Can you help me get from here to here? And then the transformatives. Those are the dentists that are always looking forward, always saying, I want to try something new. I want to continue to grow. I want to serve more people. How do I continue to transform? So I think the first thing dentists have to do right now is ask themselves, Are you a failure?Or you're just frustrated. Are you a traditionally successful person, which means you're pretending, you don't want to risk anything. You're just going to pull up in your cocoon or are you transformative?either way, the dentists that are going to survive and be happiest in the future or the frustrated and transformative, it's not going to be traditionally successful. It's certainly not going to be the failures. So if somebody's listening to this, they're like I'm a little frustrated.Okay, let me tell you what to do. Or even if you're transformative, I'll give you the same advice. You might want to have to write this down. You need to change the way you think about how you think, about the way that you think about your thinking. You got that? So don't change your mind on something.Change the way you think. About how you think about your thinking. And then what happens if you look out there and you realize, I need to get rid of all this social construct, this framework of what I read and what my buddies are telling me and what I see these other people who aren't even in the industry doing.Forget that. Here's what dentists really want, whether they're frustrated or whether they're transformative, they want the same thing. They just don't know how to voice it. And this is what we try to help them go, wow, you're right. So many dentists right now are frustrated. They want out, they want to just quit.They want to dump, they want to say, I'll sell it. I'll make a few bucks and I can brag to the country club that I sold my business and my spouse will be fine. And my kids will be okay. I'm not going to do the math about being broke when I'm 75 or 80, but we'll figure it out. I just want to go.That's what the industry is telling you to do. You need to change the way you think about that. Maybe your frustration doesn't warrant selling and then transforming is the same way. When you're transformative, the universe brings every opportunity possible to you. And when that happens, you're going to get some people coming in and going, we love you.We want to be a part of you. We'll pay you X amount more than what you're worth because we like what you build. And frankly, we think we can do it better. Yeah. Don't fall for that. So here's what I tell people when you're frustrated or when you're transformative, what you really want is a choice.You don't want to say I can sell out and just put some money in my pocket. You want to commit to changing the way you think about how you think about the way that you think about your thinking and say, look, if I can roll up my sleeves and over the next 12 months, I really get back into this. I really put my head down.I really start focusing on team development. I start focusing on the economics of what's happening. I start looking into the future and create a plan. First thing that's gonna happen is you're gonna fall in love again with the craft. You're gonna fall in love and say, Oh my God, when I start blocking all the noise out, I stopped worrying about the social construct or the framework about what everybody else is saying and doing.I forget what my buddies at the country club are saying. I commit with enormous amounts of courage and capability. I commit to 12 months of real focus. Which means I'm going to become self managed as Dan Sullivan said. So I'm going to be a guy or lady in this business who I can walk away for a month, take my kids to Europe and Asia and Australia and come back and I made more money than I would have made if I was here.That's what you want. But to do that, you got to change the way you think about how you think about the way you think about your thinking. what happens if you roll up your sleeves for 12 months and really get in, you're going to get some help. Sometime bring in people who are going to help you out.Here's what's going to happen. You're going to wake up in 12 months. And 1st of all, you're gonna be in love with the business again, which is a beautiful, wonderful feeling. But number two, you're going to find that that choice has two sides to it. And it's both in your favor that you sit there and look at it and go, Oh my God.Thankfully I've spent 12 months getting my life back together, focusing on my practice, team development, everything I need to do. I've got so many new pages coming in. I'm frankly in love again, and I'm making so much money. Why would I sell I'm making money when I'm not even here.Why would I sell? Or when opportunity does knock, guess what? You're going to sit there and go, yeah, man, we're making a fortune. You don't even need me. This is a self managed practice. My name's not on the marquee. This is a machine that is just pumping out money. I'd sell it to you, but how serious are you?And now you're gonna see a premium kick in. So imagine that in 12 months you went from frustrated or transformative to so unbelievably happy that you have a choice. I love my business again. I'm making so much money. It's crazy. I can take months off and make more money by not working than working.I am in love and I'm making a lot of money and there's no end in sight to it. Why would I leave? Somebody might come up and offer you so much money. It's ridiculous. Real money, adult money, because you've created a self managed business that runs on its own. It's growing and it's got so much enthusiasm that it's contagious.That gets you a premium. So don't think about what am I going to do to sell. Don't think about what am I going to do because I'm miserable. Think about how can I change my thinking? How can I commit with courage to seek the capabilities necessary to go out and just rock it? And when I do, I'm going to have some ups and downs.during this next 12 months, and I always tell people this, if you're really committed to doing this, You're going to learn the art of being a successful manic depressant. Because one minute you're up, one minute you're down. One minute you're up, one minute you're down. But then it starts shortening and then before you know it, you say to yourself, holy cow, these swings aren't like they used to be.My company's running on its own and it's great. And you sit back and you're in love again, you're making money again, and now you have a choice. And I think that's the biggest thing dentistry is facing right now is they don't think they have a choice anymore, but the only person that owns that is you, the dentist.And if you say, I'm willing to change the way I think about my thinking and I'm willing to commit with courage and I'm going to go for these next 12 months and roll up my sleeves. So I know in 12 months I'm either going to be making so much money and it's crazy that I wouldn't ever want to walk away from my first true professional love.dentistry or because of that, these folks that are throwing money around and throw real money around and when they do, that's a good day too. But either way, you now have a choice. You've got the high ground and you're driving it, but it comes from commitment and courage to change the way you think about how you think about the way that you think about your thinking.And it puts a bogey out there that if you do it, man, it's just like working out, 90 days. It's going to be better if you focus on yourself and your business to drive not to sell Not to not feel miserable, but to drive to a point of nirvana where you have a choice Dude, there's nothing wrong with that And I see dennis all the time And it usually changes the mind when I just say the one thing Would you like to fall in love again with your career see men and women tear up because the real answer is yes I All right, it's going to take some work.It's going to take commitment and courage. We're going to get the capabilities out there. dude, in the blink of an eye, it's going to be 12 months down the road. And since you had the courage to change the way you think about how you think about the way that you think about your thinking, you now have choice.And both those choices are good. And the ultimate scenario is when you're in a position where you can't make a bad decision. You stay and keep it? Great. You sell it for a super premium? Great. They're both good decisions. So that's it, You know, Change the way you think about how you think about the way that you're thinking.Be honest with you. Am I a failure? Am I frustrated? Am I traditionally successful? Or am I transformative? Either way, if you're honest, and you say, I want to fall in love with it again, change the way you think about how you think about the way you think about your thinking. Have commitment and courage and go out there and rock it.And there's so many scholars out there, Dan Sullivan, all of them, who talk about that. You get out there and do that, you'll be in love again, and that's all anybody wants, right? Michael: Yeah. Don: It's a great thing. And dentistry is set for some big economic upturns right now. But it's going to be those who follow that path.there's nothing wrong with having a good choice. Michael: Yeah, to change the mindset of it. Awesome, I appreciate your time. And if anyone has further questions Where can they find you? Don: Yeah, they find me on LinkedIn. Just say, Hey Don, I heard you on this show. Anybody who I do a podcast for, and I'm happy to do this for your listeners.we wrote a book years ago that's, I think in 39 countries that talks about this type of mindset. I'll send anybody a free eCopy of it if they want, but they can reach out to me on LinkedIn or you can just send me a direct email at don@dwbardon.com. It's DON at dwb. A. R. D. E. N. dot com. I answer every email myself.I talked to everybody. We got a great team here, but man, I'd love to help anybody out if they want to reach out and you just need a kind word. I'll be happy to move you from failure to frustrated. Or if you say I'm stuck in this loop of being traditionally successful, and that's not really me, but I'm stuck.I want to get back to being transformative. Love your work, man. And I really appreciate what you're doing here. Michael: Awesome. So that's going to be in the show notes below and also on the dental marketer society, Facebook group. And Don, thank you so much for being with me on this Monday morning episode.Don: Hey man, keep it up. You're doing great work and just thrilled and honored to be here. So thank you.

‍How is data driving the dental industry now more than ever? In this episode, we dive deep with Steven Maroulis, the visionary CEO of Jarvis Analytics, to explore the transformative power of data analytics in the dental industry. Steven takes us on a fascinating journey from his beginnings in a marketing agency to spearheading a company that's reshaping how DSOs and group practices operate. You’ll hear about the pivotal moments in Jarvis Analytics' evolution, including their significant partnership with Henry Schein One, and how their innovative solutions are driving operational efficiency and enhancing patient experiences.Steven unpacks the critical metrics that DSOs need to track—like new patient acquisition, retention rates, and no-show percentages—and shows how focusing on these key performance indicators can lead to smarter, data-driven decisions. He discusses the role of modern technologies like AI and automation in eliminating manual tasks, thus allowing staff to dedicate more time to patient care. Through real-life examples, Steven explains the powerful impact of targeted marketing campaigns on patient acquisition and retention. You'll even hear about how detailed patient data can set up your Invisalign days for success, effectively turning your community into committed patients. By the end of this episode, you'll understand why embracing data analytics is not just a trend, but a game-changer for dental practices.What You'll Learn in This Episode:How Steven Maroulis transitioned from marketing to data analytics in the dental industry.Key milestones in the growth and evolution of Jarvis Analytics.The essential KPIs dental practices should track to improve operational efficiency and patient experience.How to effectively reduce no-show rates with automated patient reminders.The role of AI and automation in driving practice efficiency.Detailed patient data's impact on running successful targeted marketing campaigns.Practical examples of boosting conversion rates for procedures like Invisalign.Steven’s vision for the future of fully automated data collection and analysis in dental practices.Let's dive into this episode with, Steven Maroulis, to discover how data analytics can take your dental practice to the next level!‍‍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: Steven MaroulisBusiness Name: Jarvis AnalyticsCheck out Steven's Media:Website: https://www.jarvisanalytics.com/Email: steven@jarvisanalytics.comHenry Schein One Benchmark Report 2024: https://info.henryscheinone.com/2024_benchmark_study‍Other Mentions and Links:‍Terms:ROAS - Return on Ad Spend‍Software/Tools:CallRailSalesforceQlikChatGPTGoogle AdsBuild Your Own KPI Tool‍Practice Management Software:Eaglesoft‍Dental Brands/Businesses:Henry ScheinMB2 DentalSmile Brands42 North DentalElite Dental PartnersInvisalignFloss DentalIdeal DentalDeca DentalAltima DentalP4DenstistLighthouse 360+DemandforcePatient Engage Sesame CommunicationsGreat Expressions‍Establishments/Organizations:Vanderbilt HealthChange HealthcareFred Loya Insurance‍PeopleJustin Puckett‍Host: 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.‍‍‍