1 00:00:00,385 --> 00:00:03,115 - This is Hatton with the Becker Dental Podcast. 2 00:00:04,265 --> 00:00:06,045 I'm thrilled to be joined today by Dr. 3 00:00:06,195 --> 00:00:07,725 Depe Patel, founder 4 00:00:07,825 --> 00:00:10,285 and CEO of Blueprint Smiles Dental Group. 5 00:00:10,865 --> 00:00:12,805 Dr. Patel, thank you so much for being here today. 6 00:00:13,655 --> 00:00:16,095 - Thanks for having me. - Great. 7 00:00:16,225 --> 00:00:18,095 Could you start off by introducing yourself 8 00:00:18,095 --> 00:00:19,575 and telling us a bit about your background? 9 00:00:21,855 --> 00:00:24,815 - Absolutely. So, like you mentioned, I'm Dr. Dfeh Patel. 10 00:00:25,255 --> 00:00:27,975 I am the current CEO Blueprint Smiles Dental Group. 11 00:00:28,075 --> 00:00:31,295 It is a group based out of Atlanta, Georgia that I started, 12 00:00:31,875 --> 00:00:33,615 uh, in about around 2015. 13 00:00:33,915 --> 00:00:36,455 Um, I graduated, uh, from dental school in 2012, 14 00:00:36,515 --> 00:00:38,735 bought my first practice in 2013. 15 00:00:39,425 --> 00:00:41,175 Group was started in 2015. 16 00:00:42,055 --> 00:00:44,655 I always joke that I'm a recovering dentist since 17 00:00:44,775 --> 00:00:45,855 I no longer practice. 18 00:00:45,855 --> 00:00:47,095 Full-time chair side. 19 00:00:47,435 --> 00:00:49,615 Uh, actually, uh, stepped away from the chair, um, 20 00:00:49,825 --> 00:00:50,895 about six months ago, 21 00:00:50,895 --> 00:00:53,735 and my full dedication now to growing the organization 22 00:00:53,875 --> 00:00:54,935 as their CEO. 23 00:00:56,485 --> 00:00:59,055 - Very interesting. What's it like that transition 24 00:00:59,055 --> 00:01:00,895 between the more clinical side 25 00:01:00,915 --> 00:01:02,575 to the more administrative position? 26 00:01:04,495 --> 00:01:06,145 - Well, I was, uh, technically doing both 27 00:01:06,165 --> 00:01:09,305 for the longest time, but as the group started growing, uh, 28 00:01:09,705 --> 00:01:11,825 I found more value in me mentoring the doctors, 29 00:01:11,825 --> 00:01:13,945 helping the organization, uh, kind 30 00:01:13,945 --> 00:01:16,745 of go in a different direction and, um, you know, take off 31 00:01:16,745 --> 00:01:19,145 and, uh, all the things that we want to accomplish. 32 00:01:19,325 --> 00:01:21,905 Uh, it, it, it is different, uh, you know, with, uh, 33 00:01:22,105 --> 00:01:23,785 clinical dentistry, it has its challenges 34 00:01:23,965 --> 00:01:26,745 and, uh, not saying that you ever conquer those challenges, 35 00:01:26,925 --> 00:01:30,785 but a, after doing it for so long, a lot of it becomes, uh, 36 00:01:30,815 --> 00:01:32,585 more routine and that, believe it 37 00:01:32,585 --> 00:01:33,625 or not, a little bit less stressful. 38 00:01:33,925 --> 00:01:35,745 Uh, although there are some clinical days 39 00:01:35,745 --> 00:01:37,225 that are absolutely stressful. 40 00:01:37,285 --> 00:01:41,305 So whoever's practicing kudos to you, uh, patients are tough 41 00:01:41,305 --> 00:01:43,105 to deal with and so are some procedures. 42 00:01:43,925 --> 00:01:45,185 The business side of things is, 43 00:01:45,205 --> 00:01:46,585 uh, slightly a little bit different. 44 00:01:46,725 --> 00:01:49,305 Uh, it's always ever changing, right? 45 00:01:49,405 --> 00:01:51,265 So unlike routine of a filling, 46 00:01:51,405 --> 00:01:52,545 I'm usually doing the same thing over 47 00:01:52,545 --> 00:01:53,905 and over on the business side. 48 00:01:53,935 --> 00:01:55,345 It's constantly adapting. 49 00:01:55,605 --> 00:01:58,705 You're constantly dealing with, uh, humans, uh, 50 00:01:58,965 --> 00:02:00,785 inside your business, outside your business, 51 00:02:00,845 --> 00:02:04,145 and all the different other aspects that affect the, um, 52 00:02:04,705 --> 00:02:07,385 business in itself where you don't always have the same 53 00:02:07,415 --> 00:02:08,905 control that you may have felt 54 00:02:08,905 --> 00:02:10,665 that you had when you were actually practicing. 55 00:02:10,685 --> 00:02:13,025 So it's a different dynamic. It's spun both ways. 56 00:02:13,305 --> 00:02:14,585 I think ultimately, you just have to find 57 00:02:14,585 --> 00:02:15,905 what you're more passionate about 58 00:02:16,005 --> 00:02:18,025 and where you can have a bigger impact on. 59 00:02:18,165 --> 00:02:19,585 And, uh, for me it started 60 00:02:19,585 --> 00:02:21,025 to lean towards the business side. 61 00:02:21,405 --> 00:02:23,065 And so that's why I made the hard decision 62 00:02:23,065 --> 00:02:24,305 of stepping it away from the chair 63 00:02:24,565 --> 00:02:26,265 and letting our great clinicians take over 64 00:02:26,325 --> 00:02:27,785 and, uh, do a great job there. 65 00:02:27,785 --> 00:02:30,625 And, um, now I'm dedicated full-time to, uh, 66 00:02:30,625 --> 00:02:32,065 running the organization and supporting them. 67 00:02:33,905 --> 00:02:35,395 - Very interesting. Thanks for sharing. 68 00:02:36,135 --> 00:02:37,635 So my first question for you is, 69 00:02:37,825 --> 00:02:39,275 what are the biggest issues you're 70 00:02:39,275 --> 00:02:40,395 following in dental today? 71 00:02:42,905 --> 00:02:43,905 - I don't think it's really 72 00:02:43,905 --> 00:02:45,305 changed over the last couple years. 73 00:02:45,505 --> 00:02:47,705 I think it's been a pretty constant theme post covid. 74 00:02:48,325 --> 00:02:50,945 Uh, HR is still probably one of the biggest issues. 75 00:02:51,285 --> 00:02:54,665 Um, I think as a whole, the industry needs more hygienists 76 00:02:54,665 --> 00:02:57,545 and assistance, uh, compared to, uh, those that are retiring 77 00:02:57,545 --> 00:03:01,045 where a have exited dentistry altogether since Covid. 78 00:03:01,225 --> 00:03:03,885 So I think there's, HR is still one of the biggest issues. 79 00:03:03,985 --> 00:03:06,725 And, uh, secondarily, you know, dentistry's been, uh, 80 00:03:06,725 --> 00:03:07,765 you know, they always said dentistry 81 00:03:07,765 --> 00:03:08,845 was pretty recession proof. 82 00:03:09,025 --> 00:03:10,605 And, uh, I know we didn't necessarily go 83 00:03:10,605 --> 00:03:12,885 through a recession per se, uh, and, 84 00:03:12,885 --> 00:03:13,885 and said it was inflation. 85 00:03:14,145 --> 00:03:16,885 So no industry's really inflation proof. 86 00:03:17,225 --> 00:03:18,565 And so really 87 00:03:18,665 --> 00:03:22,925 that's the biggest issue alongside hr probably caused some 88 00:03:22,925 --> 00:03:25,285 of that inflationary environment in dentistry, 89 00:03:25,785 --> 00:03:27,765 but the margins have shrunk, uh, 90 00:03:27,905 --> 00:03:30,045 and it's starting to hit dentistry, like it's hit, uh, 91 00:03:30,045 --> 00:03:32,125 every other industry, uh, for the first time 92 00:03:32,125 --> 00:03:34,125 that I can recall on a very long time. 93 00:03:34,225 --> 00:03:36,525 So it's something that kind of following all, both 94 00:03:36,525 --> 00:03:37,765 of 'em are kind of hand in hand. 95 00:03:37,985 --> 00:03:42,645 The HR inflation has led to inflation overall in dentistry. 96 00:03:42,865 --> 00:03:45,005 Um, and so margins are shrinking 97 00:03:45,005 --> 00:03:47,285 and we're all having to be creative with, uh, 98 00:03:47,285 --> 00:03:48,365 doing more with less. 99 00:03:50,185 --> 00:03:53,035 - Yeah, definitely. Could you go a little more in depth 100 00:03:53,035 --> 00:03:57,035 about, um, how Blueprint Milestones Group is doing more 101 00:03:57,035 --> 00:03:58,595 with less and some strategies there? 102 00:03:59,935 --> 00:04:03,065 - Yeah, so I think it goes down to like the fundamentals 103 00:04:03,125 --> 00:04:05,545 of business, which I believe it's operations. 104 00:04:05,925 --> 00:04:09,745 So it, it goes into, you know, diving deep into the core 105 00:04:09,745 --> 00:04:11,305 of your organization and seeing 106 00:04:11,305 --> 00:04:13,585 how operationally you can become more sound. 107 00:04:14,005 --> 00:04:16,625 And what I mean by that is there's always a lot of waste 108 00:04:16,695 --> 00:04:19,945 that we believe happens in, in an office and organization, 109 00:04:20,485 --> 00:04:23,385 and we started eliminating that waste at Blueprint Smiles. 110 00:04:23,725 --> 00:04:26,465 Uh, some of that is, you know, not needing as many fronts. 111 00:04:26,565 --> 00:04:29,545 If there's technology we can supplement into the process, 112 00:04:29,855 --> 00:04:32,665 then that can help, uh, you know, eliminate some 113 00:04:32,665 --> 00:04:34,025 of the handoffs and some 114 00:04:34,025 --> 00:04:35,585 of the time waste that happens in the office. 115 00:04:36,085 --> 00:04:37,305 If you start doing some of these things, 116 00:04:37,305 --> 00:04:39,985 then ultimately you can actually see a few extra patients 117 00:04:39,985 --> 00:04:41,945 throughout the day that you may not 118 00:04:41,945 --> 00:04:42,985 have been able to see before. 119 00:04:43,365 --> 00:04:46,465 And, uh, that can actually help offset some of that revenue 120 00:04:46,775 --> 00:04:49,105 that you need to, uh, combat some of that inflation. 121 00:04:49,205 --> 00:04:50,465 So that's how we've been doing it. 122 00:04:50,635 --> 00:04:53,705 We've been going deep into all of our operational systems 123 00:04:54,085 --> 00:04:57,425 and cleaning them up, speeding them along, uh, 124 00:04:57,485 --> 00:05:00,945 as best we can with a supplement of technology. 125 00:05:01,125 --> 00:05:04,665 And, uh, when kind of done correctly, that effect isn't 126 00:05:04,665 --> 00:05:07,225 so much on your teammates feeling like they're doing any bit 127 00:05:07,225 --> 00:05:11,185 more in reality, they sometimes feel like it's efficiency, 128 00:05:11,185 --> 00:05:12,865 making them feel like they're working less, 129 00:05:12,965 --> 00:05:16,465 and then ultimately you can hopefully generate a little bit 130 00:05:16,465 --> 00:05:19,385 more revenue without actually needing any more extra bodies. 131 00:05:21,485 --> 00:05:25,245 - Interesting. Thank you. What are you most excited about 132 00:05:25,305 --> 00:05:26,965 and what makes you nervous and dental? 133 00:05:28,915 --> 00:05:31,385 - Let's, uh, let's start with the excited about. 134 00:05:31,445 --> 00:05:33,705 So, uh, you know, for me it's always been 135 00:05:33,795 --> 00:05:35,625 innovation makes me excited. 136 00:05:35,845 --> 00:05:37,625 So I know there's been times in dentistry, 137 00:05:37,625 --> 00:05:39,825 there's been a lot of new innovation that happened, 138 00:05:39,855 --> 00:05:41,545 whether it was scanners in the past, 139 00:05:41,545 --> 00:05:43,625 digital x-rays, things of that nature. 140 00:05:43,845 --> 00:05:45,425 Is there innovations that, you know, 141 00:05:45,425 --> 00:05:46,545 we went through in the past? 142 00:05:46,645 --> 00:05:50,465 And I think more innovation's gonna unfold now due 143 00:05:50,485 --> 00:05:53,985 to inflation, HR issues, uh, just like I mentioned, like 144 00:05:53,985 --> 00:05:56,785 during covid, uh, made the industry change as a whole 145 00:05:56,785 --> 00:05:59,165 and the operating models kind of got flipped upside down. 146 00:05:59,525 --> 00:06:02,125 I believe the same is gonna start happening now as, uh, 147 00:06:02,305 --> 00:06:04,645 groups and single practices and DSOs. 148 00:06:04,945 --> 00:06:06,885 Uh, they start to become more innovative 149 00:06:06,885 --> 00:06:08,405 because they're, they need to right 150 00:06:08,465 --> 00:06:10,485 to maintain margins, to keep their doors open. 151 00:06:10,715 --> 00:06:12,365 They have to do things that are different, 152 00:06:12,365 --> 00:06:13,725 that are outside the norm. 153 00:06:14,105 --> 00:06:16,125 And sometimes that pressure is what's 154 00:06:16,125 --> 00:06:17,365 needed for an industry to change. 155 00:06:17,385 --> 00:06:20,125 So I'm actually excited to see how all that unfolds. 156 00:06:20,265 --> 00:06:24,125 You know, AI is becoming more rampant now, um, into industry 157 00:06:24,125 --> 00:06:26,205 and I think a lot of that push is happening 158 00:06:26,205 --> 00:06:27,525 because of a necessity. 159 00:06:27,905 --> 00:06:29,965 So I'm excited about all, all those fronts. 160 00:06:30,105 --> 00:06:34,765 Um, and as far as what kind of makes me nervous, uh, 161 00:06:35,385 --> 00:06:38,445 is, is, uh, consumer behavior a little bit makes 162 00:06:38,445 --> 00:06:39,525 me a little nervous, right? 163 00:06:40,065 --> 00:06:42,885 And what I mean by that is, when I got started, you know, 164 00:06:43,145 --> 00:06:46,445 10 plus years ago, uh, patients weren't as transient. 165 00:06:46,445 --> 00:06:47,725 If you had a patient that came to your office, 166 00:06:47,725 --> 00:06:49,165 there's a good chance the lifecycle 167 00:06:49,165 --> 00:06:51,565 that patient was gonna be for, you know, 168 00:06:51,565 --> 00:06:53,485 several years, maybe decades. 169 00:06:53,675 --> 00:06:56,085 With you, I'm starting to see a trend 170 00:06:56,085 --> 00:06:58,525 where patients are a little bit more transient than they 171 00:06:58,525 --> 00:07:00,005 used to be, and dentistry 172 00:07:00,105 --> 00:07:02,685 and dentists are being more treated as a commodity, 173 00:07:03,185 --> 00:07:05,085 and that personal touch is kind of being lost 174 00:07:05,145 --> 00:07:06,245 and it's kind of getting lost. 175 00:07:06,365 --> 00:07:09,485 'cause patients I don't think need it as much as they need, 176 00:07:09,625 --> 00:07:10,645 needed it before. 177 00:07:11,225 --> 00:07:13,085 So we're seeing the uptick in no shows. 178 00:07:13,305 --> 00:07:14,925 I'm seeing the uptick in cancellations, 179 00:07:15,145 --> 00:07:18,645 and overall I'm seeing the lifecycle of patient seems 180 00:07:18,665 --> 00:07:19,765 to be decreasing. 181 00:07:19,985 --> 00:07:22,365 Um, so that is some things that make me nervous 182 00:07:22,395 --> 00:07:25,005 because that means you have to acquire more patients 183 00:07:25,005 --> 00:07:28,805 and retention could be a problem, uh, since they're moving 184 00:07:28,805 --> 00:07:29,845 around more frequently. 185 00:07:29,845 --> 00:07:31,005 Sometimes it has nothing to do 186 00:07:31,005 --> 00:07:32,365 with the dentist or the office. 187 00:07:33,065 --> 00:07:34,445 Now patients are more accustomed 188 00:07:34,445 --> 00:07:36,485 to moving more frequently than they ever did in the past, 189 00:07:36,745 --> 00:07:38,885 and as a result, they're looking for convenience 190 00:07:39,185 --> 00:07:40,645 and they may not want to drive an 191 00:07:40,645 --> 00:07:41,925 extra 20 minutes to come see you. 192 00:07:41,985 --> 00:07:43,605 So, uh, that's kind of making me nervous 193 00:07:43,605 --> 00:07:45,005 because, uh, it's not something 194 00:07:45,005 --> 00:07:46,325 that we're typically used to. 195 00:07:46,465 --> 00:07:48,285 We we're used to seeing these things 196 00:07:48,545 --> 00:07:51,165 and other consumer industries, uh, 197 00:07:51,225 --> 00:07:52,765 but now it's kind of getting into 198 00:07:52,765 --> 00:07:54,125 healthcare a lot more and more. 199 00:07:54,125 --> 00:07:55,405 And that makes me a little nervous 200 00:07:55,565 --> 00:07:56,925 'cause it takes away some of that personal touch 201 00:07:56,925 --> 00:07:58,645 that dentistry has always been about. 202 00:08:00,455 --> 00:08:03,065 - Very interesting. Do you have any tips for, 203 00:08:03,685 --> 00:08:06,465 for dental practices, um, for adapting 204 00:08:06,565 --> 00:08:08,185 to this new consumer behavior? 205 00:08:10,815 --> 00:08:14,755 - Uh, yeah. I mean, I think, uh, patients are going to need, 206 00:08:14,775 --> 00:08:18,795 or offices are going to need to have more constant contact 207 00:08:18,985 --> 00:08:20,075 with their own patients. 208 00:08:20,935 --> 00:08:22,755 In the past, I thought it was, you know, you, 209 00:08:22,775 --> 00:08:24,395 you can acquire a patient just to your office, 210 00:08:24,415 --> 00:08:26,635 you treat 'em well, they'll see you in six months, 211 00:08:26,655 --> 00:08:28,315 and that cycle will keep continuing. 212 00:08:28,995 --> 00:08:31,075 I think now we almost have to think of it as, 213 00:08:31,335 --> 00:08:33,355 as we're marketing towards new patients 214 00:08:33,355 --> 00:08:35,035 that we've all been accustomed to doing, 215 00:08:35,595 --> 00:08:37,555 I almost believe now you have to keep marketing 216 00:08:37,555 --> 00:08:39,875 to your existing patients as well for them 217 00:08:39,895 --> 00:08:42,195 to remember you more so than ever before. 218 00:08:42,375 --> 00:08:44,235 So, uh, for anybody that's listening, 219 00:08:44,275 --> 00:08:46,995 I would probably say think of marketing in the sense 220 00:08:47,055 --> 00:08:49,035 of not just torturing new patients, 221 00:08:49,295 --> 00:08:50,475 but think of marketing of 222 00:08:50,495 --> 00:08:54,395 how can I market towards my existing patients to remember me 223 00:08:54,695 --> 00:08:57,645 as if I need to reacquire them over and over and over. 224 00:08:58,145 --> 00:09:01,045 And that might be a way to, uh, have them not leave 225 00:09:01,265 --> 00:09:04,085 as quickly as the lifecycles kind of start to show. 226 00:09:05,315 --> 00:09:06,655 - That's great advice, thank you. 227 00:09:07,005 --> 00:09:09,295 What will the most effective healthcare leaders need 228 00:09:09,295 --> 00:09:11,175 to be successful in the next two to three years? 229 00:09:13,335 --> 00:09:15,695 - I would say it's almost the same. 230 00:09:15,695 --> 00:09:17,575 That's, it's always been, uh, 231 00:09:17,875 --> 00:09:20,095 but as a whole, that we're all gonna have 232 00:09:20,095 --> 00:09:22,095 to be a little bit more flexible, um, 233 00:09:22,435 --> 00:09:24,095 as generational changes happen. 234 00:09:24,355 --> 00:09:26,055 And I think we've kind of seen that happen. 235 00:09:26,515 --> 00:09:28,975 Uh, US leaders have to be more flexible 236 00:09:28,975 --> 00:09:30,895 with our operation models or HR models 237 00:09:31,115 --> 00:09:32,735 and kind of thinking outside of the box. 238 00:09:33,755 --> 00:09:34,815 You know, one thing 239 00:09:34,815 --> 00:09:37,015 that I think would help is we're gonna have 240 00:09:37,015 --> 00:09:39,415 to adapt our training and operational philosophies 241 00:09:39,435 --> 00:09:42,055 to match the HR trends and consumer behavior. 242 00:09:42,555 --> 00:09:44,895 Uh, I think you might start seeing more groups 243 00:09:44,995 --> 00:09:46,375 and practices, uh, 244 00:09:46,525 --> 00:09:48,775 even on the general spectrum niche down a little bit, 245 00:09:48,775 --> 00:09:51,135 just like if, if they were specialists, uh, 246 00:09:51,135 --> 00:09:53,095 because that can help with the onboarding process. 247 00:09:54,895 --> 00:09:58,105 Just like patients may not have a long, long, uh, life cycle 248 00:09:58,135 --> 00:10:01,505 with us, our own teammates may not as well. 249 00:10:01,685 --> 00:10:02,905 So that means you have 250 00:10:02,905 --> 00:10:06,145 to onboard people a lot quicker than you used to, knowing 251 00:10:06,145 --> 00:10:09,705 that by the time they get ramped up, you can't spend six 252 00:10:09,705 --> 00:10:11,665 to nine months with 'em to get ramped up in your system 253 00:10:11,665 --> 00:10:16,105 because if they leave by month 18, you don't have 254 00:10:16,205 --> 00:10:18,345 as much time with them to get optimal, 255 00:10:18,645 --> 00:10:19,745 uh, results from that. 256 00:10:20,085 --> 00:10:22,185 So I would tell everyone that 257 00:10:23,005 --> 00:10:25,665 the most effective leaders are gonna have to figure out 258 00:10:25,735 --> 00:10:28,705 what in their operational system can help with that. 259 00:10:29,565 --> 00:10:32,345 Uh, and uh, just kind of be flexible overall 260 00:10:32,525 --> 00:10:33,705 to meet the consumer, 261 00:10:34,075 --> 00:10:37,625 which in this instance is our own teammates, uh, 262 00:10:37,635 --> 00:10:39,425 where they ultimately want to be at. 263 00:10:40,855 --> 00:10:42,765 - Great. Yeah, it sounds like that flexibility 264 00:10:42,785 --> 00:10:44,565 and adaptability is gonna be really key, 265 00:10:45,025 --> 00:10:46,405 um, for future leaders. 266 00:10:47,685 --> 00:10:50,215 Well, thank you so much Dr. Patel, for your 267 00:10:50,775 --> 00:10:51,975 insights and your time today. 268 00:10:52,135 --> 00:10:54,015 I look forward to connecting with you again in the future. 269 00:10:54,965 --> 00:10:56,245 - I appreciate the time. Thank you. 270 00:10:59,155 --> 00:11:01,725 - It's so important for leaders at the top of organizations 271 00:11:01,725 --> 00:11:04,045 to keep learning, stay sharp, grow their networks 272 00:11:04,465 --> 00:11:06,965 to help our audience better do this in a more simplified, 273 00:11:06,965 --> 00:11:08,805 personalized, and meaningful way. 274 00:11:09,365 --> 00:11:11,845 Becker's Healthcare has launched my BHC, 275 00:11:12,315 --> 00:11:14,325 it's your trusted Becker's healthcare experience 276 00:11:14,325 --> 00:11:16,525 and more with content, connections, events 277 00:11:16,545 --> 00:11:17,565 and learning opportunities. 278 00:11:18,275 --> 00:11:19,365 Join the community free 279 00:11:19,365 --> 00:11:24,045 of charge@www.my dot becker's hospital review.com 280 00:11:24,185 --> 00:11:24,925 and we'll see you there.