1 00:00:00,345 --> 00:00:01,405 - Hi everyone, and thank you 2 00:00:01,405 --> 00:00:03,885 for tuning into the Becker's Healthcare podcast series. 3 00:00:04,185 --> 00:00:05,565 My name is Corrine Anos 4 00:00:05,565 --> 00:00:07,485 and I am the Director of Marketing at Clear. 5 00:00:08,065 --> 00:00:11,245 In today's episode, I'll be speaking with Dave Monaghan, CEO 6 00:00:11,265 --> 00:00:13,805 and founder of Clear, as he peels back the layers 7 00:00:13,865 --> 00:00:15,125 of dental patient behavior 8 00:00:15,385 --> 00:00:17,165 and the impact on practice performance. 9 00:00:17,735 --> 00:00:20,285 We'll discuss the potential pitfalls of failing 10 00:00:20,385 --> 00:00:23,045 to maximize the value of your uninsured patients, 11 00:00:23,555 --> 00:00:25,565 blindly participating in PPOs 12 00:00:26,025 --> 00:00:28,445 and acquiring new locations without a focus 13 00:00:28,545 --> 00:00:29,685 on same store growth. 14 00:00:30,435 --> 00:00:33,645 Dave is also going to share a path for dental practices 15 00:00:33,645 --> 00:00:37,445 and DSOs to amplify performance that's both data-driven 16 00:00:38,045 --> 00:00:39,325 and patient-centric. 17 00:00:40,105 --> 00:00:43,125 Now, before we get started, Dave, most listeners know you 18 00:00:43,125 --> 00:00:45,765 as the CEO of Clear, so I'd like to take a moment 19 00:00:45,905 --> 00:00:47,725 and have you share a bit about how you got here. 20 00:00:47,995 --> 00:00:51,205 What was the professional path that you paved that led you 21 00:00:51,205 --> 00:00:53,845 to become such an entrepreneur in the healthcare industry? 22 00:00:54,905 --> 00:00:56,245 - Uh, thanks Grant. 23 00:00:56,545 --> 00:00:59,165 Um, yeah, I guess going back, 24 00:00:59,365 --> 00:01:01,645 I actually started in the engineering world, 25 00:01:01,825 --> 00:01:03,485 so I actually have an engineering degree. 26 00:01:04,025 --> 00:01:05,925 Um, I actually got an MBA as well. 27 00:01:06,385 --> 00:01:08,885 So as I was doing engineering work at Northrop Grumman, 28 00:01:08,885 --> 00:01:10,445 we were doing, uh, sensors 29 00:01:10,665 --> 00:01:13,365 and, uh, avionic systems for fighter aircraft 30 00:01:13,365 --> 00:01:16,605 and drones decided that that wasn't the path I wanted 31 00:01:16,605 --> 00:01:18,005 to go down for the rest of my life. 32 00:01:18,345 --> 00:01:19,965 And I branched out 33 00:01:19,965 --> 00:01:22,685 and started heading down the business side of things. 34 00:01:22,705 --> 00:01:25,405 And so I ended up getting a job at Microsoft, uh, 35 00:01:25,745 --> 00:01:27,005 in, on their business side. 36 00:01:27,065 --> 00:01:31,245 But what I had w was doing there was we were doing a lot 37 00:01:31,245 --> 00:01:32,245 of partnering work 38 00:01:32,465 --> 00:01:33,685 and a lot of, um, 39 00:01:34,445 --> 00:01:36,645 I actually got into some healthcare work at the same time 40 00:01:37,265 --> 00:01:41,845 and started to get a passion around sort of that combination 41 00:01:41,985 --> 00:01:43,325 of health and tech. 42 00:01:43,905 --> 00:01:47,045 Um, and I actually ended up leaving Microsoft a 43 00:01:47,045 --> 00:01:50,645 after about eight years, and I became CEO of a small startup 44 00:01:51,065 --> 00:01:53,445 and we were focused on creating fitness 45 00:01:53,745 --> 00:01:54,885 and wearable devices. 46 00:01:55,385 --> 00:01:57,845 Um, our claim to fame if, uh, 47 00:01:57,845 --> 00:02:00,405 anybody's old enough in the audience is we created the Nike 48 00:02:00,435 --> 00:02:03,725 Plus product that went into the shoe and tracked your runs 49 00:02:03,865 --> 00:02:04,925 and recorded it 50 00:02:04,925 --> 00:02:08,085 and sent it wirelessly into your iPod at the time, uh, 51 00:02:08,345 --> 00:02:10,005 and eventually into the iPhone. 52 00:02:10,465 --> 00:02:13,485 Uh, and we sold many, many millions of those devices. 53 00:02:13,825 --> 00:02:17,165 Um, in parallel to that, we actually created a, uh, 54 00:02:17,275 --> 00:02:19,325 another line of product that was our own 55 00:02:19,345 --> 00:02:23,365 and branded under our own, uh, uh, company that we sold to, 56 00:02:23,365 --> 00:02:24,205 fitness companies, 57 00:02:24,365 --> 00:02:25,685 wellness companies, and healthcare companies. 58 00:02:26,025 --> 00:02:28,885 And they would embed our sensors inside programs 59 00:02:29,305 --> 00:02:31,805 for things like diabetes management, um, 60 00:02:32,385 --> 00:02:34,645 for weight loss for general wellness. 61 00:02:35,065 --> 00:02:36,245 And so we had about 60 62 00:02:36,305 --> 00:02:39,485 or 70 healthcare providers building applications on top 63 00:02:39,485 --> 00:02:42,405 of our device infrastructure and data infrastructure. 64 00:02:43,025 --> 00:02:47,005 Um, that's when I really sort of got into the combination 65 00:02:47,005 --> 00:02:49,165 of, uh, healthcare and technology. 66 00:02:49,625 --> 00:02:51,365 We ended up exiting that company. 67 00:02:51,385 --> 00:02:53,245 We, we ended up selling it in 2016. 68 00:02:53,865 --> 00:02:58,525 Um, I ran into just totally on the side, just, uh, 69 00:02:58,685 --> 00:03:00,245 a happenstance, ran in as somebody 70 00:03:00,245 --> 00:03:02,925 who owned six dental practices and was also an investor. 71 00:03:03,545 --> 00:03:05,045 And he and I started talking. 72 00:03:05,445 --> 00:03:08,445 I had no idea about the dental space at the time, 73 00:03:09,065 --> 00:03:11,885 and got very intrigued when he brought up that a lot 74 00:03:11,885 --> 00:03:13,405 of his patients didn't come in very often 75 00:03:13,465 --> 00:03:14,525 or not as often as they should, 76 00:03:14,985 --> 00:03:18,765 and that insurers were very, very difficult to deal with. 77 00:03:19,105 --> 00:03:22,005 And so that is what led me into dentistry. 78 00:03:22,965 --> 00:03:25,055 - Sometimes they say it's all about the people, you know, 79 00:03:25,055 --> 00:03:27,375 Dave, so it's good to have that network. 80 00:03:27,995 --> 00:03:31,095 Can you tell me more about how the vision, specifically 81 00:03:31,095 --> 00:03:32,775 of Building Clear came 82 00:03:32,775 --> 00:03:36,135 to be then once you knew about Dental, knew you wanted 83 00:03:36,295 --> 00:03:39,015 to dive into it, how did Clear come about? 84 00:03:39,075 --> 00:03:42,855 And then were you expecting this massive positive impact 85 00:03:42,855 --> 00:03:44,695 that it has had on the market so far? 86 00:03:45,845 --> 00:03:48,065 - So when I ran into this investor 87 00:03:48,085 --> 00:03:51,145 and owner of Six Dental Practices, I got intrigued 88 00:03:51,525 --> 00:03:53,425 and we, we decided, 89 00:03:53,425 --> 00:03:55,305 like I was planning actually taking some time off. 90 00:03:55,365 --> 00:03:58,505 We decided, you know what, why don't he, he's like, 91 00:03:58,505 --> 00:04:01,065 why don't you just come in, take a look at my practices, 92 00:04:01,065 --> 00:04:02,585 take a look at some of the things we're doing 93 00:04:02,685 --> 00:04:03,945 and determine if there's something 94 00:04:03,945 --> 00:04:05,105 here you might wanna work on. 95 00:04:05,105 --> 00:04:08,025 Right? And so it was just a broad sort of, Hey, why not? 96 00:04:08,025 --> 00:04:10,705 Right? And so I actually spent six months, 97 00:04:10,785 --> 00:04:12,465 I hired a market research firm. 98 00:04:13,105 --> 00:04:14,185 I spent six months going 99 00:04:14,185 --> 00:04:16,225 to his dental practices talking to the offices. 100 00:04:16,535 --> 00:04:19,425 Plus I had a market research firm doing, uh, 101 00:04:19,595 --> 00:04:21,945 broad market research and surveys nationally, 102 00:04:22,645 --> 00:04:23,705 but also focus groups. 103 00:04:23,805 --> 00:04:26,745 So we would bring dentists into a, uh, focus group 104 00:04:26,745 --> 00:04:28,385 of like eight to 10 of them in a room together, 105 00:04:28,385 --> 00:04:29,465 and we'd ask them questions. 106 00:04:29,725 --> 00:04:32,105 Uh, we did the same things with patients 107 00:04:32,165 --> 00:04:33,585 and we, we talked to both insured 108 00:04:33,605 --> 00:04:35,785 and uninsured patients, two separate focus groups. 109 00:04:36,245 --> 00:04:38,545 And what we're trying to do is understand is there anything 110 00:04:38,545 --> 00:04:39,865 happening in the dental space that'd be 111 00:04:39,865 --> 00:04:41,905 of interest from a technology perspective? 112 00:04:42,125 --> 00:04:45,585 And what we end up realizing is exactly what, you know, 113 00:04:45,585 --> 00:04:46,705 clear was sort of built around, which is 114 00:04:46,705 --> 00:04:47,865 there was a big disconnect. 115 00:04:47,865 --> 00:04:51,465 So patients wanted more dental care practices, wanted 116 00:04:51,465 --> 00:04:52,665 to provide more dental care, 117 00:04:53,125 --> 00:04:54,705 and at the same time, practices were dealing 118 00:04:54,775 --> 00:04:57,425 with a horrible coverage model model called Dental insurance 119 00:04:57,425 --> 00:04:59,225 and PPOs that they absolutely hated. 120 00:04:59,285 --> 00:05:01,785 And the level of hate, I can't tell you how deep it was, 121 00:05:01,965 --> 00:05:04,705 it was a passionate, deep hate to the core. 122 00:05:05,205 --> 00:05:07,385 And I was shocked by that the level of passion 123 00:05:07,445 --> 00:05:08,945 and, uh, hatred that came out. 124 00:05:09,085 --> 00:05:10,705 So, so that was you. 125 00:05:10,805 --> 00:05:13,545 So you asked me did I think it was gonna be like what I, 126 00:05:13,665 --> 00:05:17,265 I should from all that work, what I decided was we needed 127 00:05:17,265 --> 00:05:18,865 to create a subscription model that got rid 128 00:05:18,865 --> 00:05:20,025 of the middle person, right? 129 00:05:20,245 --> 00:05:22,905 And directly connected the patients to the practices 130 00:05:22,905 --> 00:05:24,625 that would give the patients the coverage they were asking 131 00:05:24,645 --> 00:05:27,345 for when we talked to 'em in these, uh, focus groups. 132 00:05:27,605 --> 00:05:29,945 And would get rid of that, uh, person in 133 00:05:29,945 --> 00:05:31,785 that middle band in the middle between the dentist 134 00:05:31,845 --> 00:05:34,265 and the patient that the dentist wanted to get rid of. 135 00:05:34,365 --> 00:05:36,305 So you asked me, sort of, would I, 136 00:05:36,325 --> 00:05:39,705 did I think it was gonna be like a, you know, uh, take off 137 00:05:39,725 --> 00:05:40,825 or be really popular? 138 00:05:41,825 --> 00:05:43,585 I did, and I know that's a, uh, sort of, 139 00:05:43,585 --> 00:05:44,705 some people would say, no, you didn't. 140 00:05:44,705 --> 00:05:46,745 And I was like, actually I did. 141 00:05:46,765 --> 00:05:49,225 And actually anybody who was doing the market research 142 00:05:49,295 --> 00:05:50,585 with me will know the moment. 143 00:05:50,845 --> 00:05:53,465 So there was a moment when we were doing a focus group with, 144 00:05:53,465 --> 00:05:55,665 there was eight or nine dentists around the table talking 145 00:05:55,725 --> 00:05:56,825 and that passion came out 146 00:05:56,825 --> 00:05:58,805 and I, hatred came out for the shores. 147 00:05:59,425 --> 00:06:01,685 And in focus groups you have a moderator 148 00:06:01,685 --> 00:06:03,725 who sits in the middle and just asks questions 149 00:06:03,745 --> 00:06:05,085 and keeps the conversation going 150 00:06:05,185 --> 00:06:06,405 and digs as they hear things. 151 00:06:07,255 --> 00:06:11,135 I actually was behind a mirror like watching and listening, 152 00:06:11,795 --> 00:06:13,815 and I called a time out 153 00:06:14,135 --> 00:06:15,575 'cause I heard the passion and everything. 154 00:06:16,255 --> 00:06:18,535 I walked, I, I walked around into the room, 155 00:06:18,935 --> 00:06:20,295 I told the moderator he could go 156 00:06:20,395 --> 00:06:22,175 and I stepped in as the moderator. 157 00:06:22,795 --> 00:06:25,655 And that day talking to those dentists, 158 00:06:25,855 --> 00:06:27,375 I knew we were gonna have a product 159 00:06:27,375 --> 00:06:28,615 that was gonna be successful. 160 00:06:28,975 --> 00:06:30,575 'cause you could just hear it across the board. 161 00:06:30,575 --> 00:06:32,855 Everybody agreed there was an issue 162 00:06:32,925 --> 00:06:34,095 that needed to be solved. 163 00:06:34,605 --> 00:06:37,095 - Sure, yeah. Wow, that's a great story. 164 00:06:37,475 --> 00:06:40,255 So now Clear is working 165 00:06:40,325 --> 00:06:43,775 with over 10,000 dentists across the United States, 166 00:06:44,275 --> 00:06:46,695 and we're providing this coverage care in 167 00:06:46,695 --> 00:06:47,775 the form of membership plans. 168 00:06:48,435 --> 00:06:50,055 Can you talk about some of the research 169 00:06:50,195 --> 00:06:53,335 and the data that you've collected to identify some 170 00:06:53,335 --> 00:06:56,175 of the most common trends in patient behavior? 171 00:06:56,975 --> 00:07:01,215 - Absolutely. So we, so as you said, we work with 172 00:07:02,295 --> 00:07:03,415 thousands and thousands 173 00:07:03,415 --> 00:07:05,135 of dentists over 10,000 at this point. 174 00:07:05,315 --> 00:07:07,975 Um, and that goes all the way from the solo practice up 175 00:07:08,035 --> 00:07:09,575 to large DSOs. 176 00:07:09,675 --> 00:07:11,055 It crosses the whole spectrum. 177 00:07:11,595 --> 00:07:15,335 Um, in about three years ago, we started integrating 178 00:07:15,335 --> 00:07:16,535 with practice management systems. 179 00:07:16,875 --> 00:07:20,215 So we could now pull the data from the practices on our 180 00:07:20,455 --> 00:07:22,295 platform and start analyzing their data for them. 181 00:07:22,435 --> 00:07:24,655 And that data, as everybody knows, there's a rich set 182 00:07:24,655 --> 00:07:26,615 of data in there, both patient data and practice data. 183 00:07:27,435 --> 00:07:30,055 And so what we wanted to see was we, 184 00:07:30,055 --> 00:07:31,055 we didn't wanna just build clear 185 00:07:31,055 --> 00:07:32,415 to build clear and sell software. 186 00:07:32,415 --> 00:07:34,375 We wanted to build clear to, um, 187 00:07:34,565 --> 00:07:37,175 basically have an impact on patient engagement 188 00:07:37,175 --> 00:07:38,335 and practice performance. 189 00:07:38,335 --> 00:07:39,575 That was the goal. Um, 190 00:07:40,355 --> 00:07:42,335 and so we wanted to see are we having the effect? 191 00:07:42,515 --> 00:07:45,335 And so we can pull all this data back, we start analyzing, 192 00:07:45,395 --> 00:07:47,975 we analyze, analyze it right now at two levels, 193 00:07:48,125 --> 00:07:50,655 patient behavior and what are the patients doing. 194 00:07:50,995 --> 00:07:54,175 And then the second piece is we look, actually look at PPO 195 00:07:54,175 --> 00:07:56,455 and dental insurance performance for the practice. 196 00:07:56,455 --> 00:07:58,335 And how does that sort of behave or, 197 00:07:58,395 --> 00:07:59,455 or perform for a practice? 198 00:07:59,455 --> 00:08:00,895 So let me go back to patients for a second. 199 00:08:01,895 --> 00:08:05,075 We, uh, will break patients down into their 200 00:08:05,785 --> 00:08:08,275 uninsured patients who don't have clear, 201 00:08:08,325 --> 00:08:09,435 don't have insurance, so they 202 00:08:09,435 --> 00:08:10,475 just come in and they pay cash. 203 00:08:11,055 --> 00:08:13,155 The second set of patients is insured patients. 204 00:08:13,155 --> 00:08:15,595 So they have Delta Dental or MetLife or Aetna or whatever. 205 00:08:16,015 --> 00:08:17,475 And then there's the clear patients 206 00:08:17,495 --> 00:08:18,995 who have bought co coverage 207 00:08:18,995 --> 00:08:20,755 or subscription through the clear platform. 208 00:08:21,175 --> 00:08:25,395 And we look at visits, treatment, acceptance, production 209 00:08:25,495 --> 00:08:28,395 and collections across those three cohorts of patients. 210 00:08:29,175 --> 00:08:31,595 And what's incredible is the consistency 211 00:08:31,595 --> 00:08:33,835 of this data is sort of insane. 212 00:08:33,935 --> 00:08:36,555 It doesn't matter if the solo practice, the DSO practice, 213 00:08:36,575 --> 00:08:38,195 it doesn't matter if it's in California 214 00:08:38,255 --> 00:08:40,395 or if it's in Wisconsin or if it's in Florida. 215 00:08:40,935 --> 00:08:43,835 The data is incredibly consistent. 216 00:08:44,175 --> 00:08:47,875 And what it shows is, if a patient has coverage, 217 00:08:47,895 --> 00:08:49,955 let me broadly define that as if they have insurance 218 00:08:50,015 --> 00:08:52,475 or they have clear they're gonna come in two 219 00:08:52,475 --> 00:08:54,835 to three times more often, they'll accept twice the amount 220 00:08:54,835 --> 00:08:56,405 of of care, two to three times more care. 221 00:08:56,905 --> 00:08:59,285 Uh, production's gonna be two to three times higher. 222 00:08:59,475 --> 00:09:00,645 Like it's a given. 223 00:09:00,705 --> 00:09:02,205 If they have coverage, they come in more often, 224 00:09:02,205 --> 00:09:03,285 they accept a lot more treatment. 225 00:09:03,585 --> 00:09:05,565 Uh, and by the way, that isn't just in dentistry, 226 00:09:05,565 --> 00:09:08,125 that's in any model you ever wanna go look at. 227 00:09:08,125 --> 00:09:10,925 If somebody's in a coverage, uh, model, subscription model, 228 00:09:10,925 --> 00:09:14,045 membership model, they do on average over two times the 229 00:09:14,045 --> 00:09:16,645 amount of, uh, activity that a non-subscriber does. 230 00:09:16,665 --> 00:09:18,005 So anyway, insurance 231 00:09:18,105 --> 00:09:20,725 and membership plans drive patients into the practice. 232 00:09:21,225 --> 00:09:23,565 And then once you look at the data, okay, that's great 233 00:09:23,625 --> 00:09:24,845 and that's, you know, a huge 234 00:09:24,845 --> 00:09:26,085 difference from the uninsured patients. 235 00:09:26,085 --> 00:09:27,765 But once you look at those patients between clear 236 00:09:27,765 --> 00:09:29,685 and insured, what you see is 237 00:09:30,285 --> 00:09:32,485 a practice will collect anywhere between 30 238 00:09:32,485 --> 00:09:34,205 and 40% more revenue 239 00:09:35,035 --> 00:09:36,965 with a clear patient over an insured patient. 240 00:09:37,185 --> 00:09:41,085 Why is that? Except everybody knows the insurers keep a 241 00:09:41,095 --> 00:09:42,925 large percentage, almost 40% 242 00:09:43,305 --> 00:09:45,125 of what's paid into an insurance plan. 243 00:09:45,225 --> 00:09:48,125 So Clear sort of creates the best of both worlds 244 00:09:48,125 --> 00:09:51,525 where your patient comes in, they accept more treatment, uh, 245 00:09:51,525 --> 00:09:53,885 they're more loyal to your practice, uh, 246 00:09:54,035 --> 00:09:56,325 they pay their bills, the, the, uh, 247 00:09:56,865 --> 00:09:59,405 the collection rate on our platforms over 99%. 248 00:09:59,785 --> 00:10:02,285 Um, and so they just become the best patient possible 249 00:10:02,285 --> 00:10:04,085 with coverage who comes in often, you know, 250 00:10:04,085 --> 00:10:06,645 accepts treatment and pays versus an insured patient 251 00:10:06,645 --> 00:10:08,165 that you have this huge discount on. 252 00:10:08,545 --> 00:10:10,965 Uh, again, consistent practice of practice. 253 00:10:11,065 --> 00:10:13,605 The other thing we do is we look at the PPOs themselves 254 00:10:13,945 --> 00:10:17,125 and we compare how they different PPOs behave in a practice. 255 00:10:17,125 --> 00:10:19,405 So you might have Delta Dental, MetLife, Aetna, and so on. 256 00:10:19,905 --> 00:10:22,125 Um, and what you see there consistently, 257 00:10:22,155 --> 00:10:24,965 amazingly consistently is the discounts offered under those 258 00:10:24,965 --> 00:10:27,085 plans are anywhere between 30 and 40%. 259 00:10:28,085 --> 00:10:31,485 And there's a line that practices cross where they start 260 00:10:31,485 --> 00:10:32,885 to lose money under those plans. 261 00:10:33,035 --> 00:10:36,925 What we're seeing is the line is about 30, 35%. 262 00:10:36,955 --> 00:10:39,765 Once you're providing that deep of a discount off your UCR, 263 00:10:39,765 --> 00:10:41,805 it gets very difficult to be a profitable practice. 264 00:10:41,805 --> 00:10:44,765 That varies a little bit, but some of these PPOs are as low 265 00:10:44,765 --> 00:10:47,725 as 40% collections on the UCR. 266 00:10:47,945 --> 00:10:51,525 Um, so anyway, what we do actually use, we'll stack up the, 267 00:10:51,745 --> 00:10:55,085 the PPOs next to each other and show the practice. 268 00:10:55,625 --> 00:10:57,765 All right? This is a low producing PPO 269 00:10:57,765 --> 00:10:59,125 that's offering a deep discount. 270 00:10:59,225 --> 00:11:01,525 You should get out of network with that PPO, right? 271 00:11:01,945 --> 00:11:05,365 You might have a high producer that is also low production, 272 00:11:05,365 --> 00:11:07,205 that's harder to get away from that. 273 00:11:07,225 --> 00:11:08,325 That's gonna take some time. 274 00:11:08,465 --> 00:11:11,565 But you can actually start crafting a strategy for managing 275 00:11:11,625 --> 00:11:15,005 and, uh, you know, your network of PPOs, which ones work, 276 00:11:15,005 --> 00:11:16,685 which ones don't, how you manage 277 00:11:16,705 --> 00:11:17,885 to, to get out of the network. 278 00:11:18,345 --> 00:11:20,045 And by the way, the membership plan provides 279 00:11:20,045 --> 00:11:21,325 that backstop for the patient. 280 00:11:21,385 --> 00:11:23,125 As you get outta network, you can 281 00:11:23,325 --> 00:11:24,445 offer the membership line to them. 282 00:11:24,995 --> 00:11:26,685 - Yeah, yeah, that's great. 283 00:11:26,795 --> 00:11:29,725 Very helpful to break it down too into those two categories. 284 00:11:30,065 --> 00:11:32,485 So what is the cost 285 00:11:32,915 --> 00:11:36,525 that a practice is gonna face if they do nothing, 286 00:11:36,675 --> 00:11:40,405 meaning they're not working to optimize their PPO 287 00:11:40,925 --> 00:11:43,005 participation strategy, they're not taking your 288 00:11:43,005 --> 00:11:45,725 recommendations, they're not finding ways to kind 289 00:11:45,725 --> 00:11:48,325 of maximize that value of their patient base. 290 00:11:49,425 --> 00:11:52,475 - Yeah, so it's, uh, it's probably on a probably three 291 00:11:52,475 --> 00:11:54,875 or four different, uh, sort 292 00:11:54,875 --> 00:11:56,475 of whatever tangents on this one. 293 00:11:56,475 --> 00:12:00,155 So one is if they're not managing their PPO network, 294 00:12:00,955 --> 00:12:02,435 I guarantee you they're struggling 295 00:12:02,435 --> 00:12:03,675 to run a profitable practice. 296 00:12:04,015 --> 00:12:07,035 If they have 10 or 15 PPOs that they're in network with, 297 00:12:07,465 --> 00:12:09,475 it's gonna be incredibly difficult to be profitable 298 00:12:09,475 --> 00:12:10,635 and it's going go get worse. 299 00:12:10,655 --> 00:12:13,155 And everybody knows that, right? Reimbursements never go up. 300 00:12:13,425 --> 00:12:16,035 Cost of running a practice does go up constantly. 301 00:12:16,035 --> 00:12:19,075 Constantly, right? And so what we're seeing for practices is 302 00:12:19,075 --> 00:12:20,275 that point has been crossed 303 00:12:20,645 --> 00:12:22,835 where if you're not managing your PPOs, 304 00:12:22,855 --> 00:12:23,995 you you're gonna have serious 305 00:12:24,015 --> 00:12:25,435 issues running a profitable practice. 306 00:12:25,475 --> 00:12:29,115 I think that's the first, uh, sort of cost, uh, 307 00:12:29,315 --> 00:12:30,675 a price a practice pays. 308 00:12:30,975 --> 00:12:32,595 And some of your patients, I guarantee you, 309 00:12:32,595 --> 00:12:34,475 because we see this in practice, we analyze, 310 00:12:34,815 --> 00:12:37,955 you're paying basically the insurer to see their patients. 311 00:12:37,955 --> 00:12:39,995 That's how, because you lose money on 'em. 312 00:12:39,995 --> 00:12:42,075 So that's profitable practice is number one. 313 00:12:42,495 --> 00:12:44,475 The second one is that this one's the, 314 00:12:44,595 --> 00:12:47,515 I think actually I feel, uh, this one's more important, one 315 00:12:47,515 --> 00:12:48,875 that I think people should internalize. 316 00:12:49,575 --> 00:12:51,355 The patients you have that are uninsured 317 00:12:51,355 --> 00:12:52,715 aren't getting the care they need. 318 00:12:53,215 --> 00:12:55,995 So they're not covered, they avoid visits. 319 00:12:56,575 --> 00:12:58,395 On average, these uninsured patients come 320 00:12:58,395 --> 00:12:59,475 in once every two years. 321 00:12:59,945 --> 00:13:02,075 They're not getting the preventative care they need. 322 00:13:02,075 --> 00:13:03,275 They're not, you know, uh, 323 00:13:03,275 --> 00:13:04,555 addressing caries and things like that. 324 00:13:05,095 --> 00:13:07,355 So their health is suffering because of that. 325 00:13:07,495 --> 00:13:09,395 So just being able to provide them some type 326 00:13:09,395 --> 00:13:10,995 of coverage model, you know, they're gonna come in, 327 00:13:10,995 --> 00:13:12,435 they're getting the care they need, uh, 328 00:13:12,695 --> 00:13:13,755 and they'll be healthier. 329 00:13:13,815 --> 00:13:16,235 So number two is the cost is not having 330 00:13:16,875 --> 00:13:17,915 patients getting the care they need. 331 00:13:18,015 --> 00:13:21,555 The third one is there's a big opportunity sitting in every 332 00:13:21,915 --> 00:13:23,755 practice and it, it comes in two forms. 333 00:13:24,655 --> 00:13:26,155 One form is the one I already mentioned, 334 00:13:26,155 --> 00:13:28,315 which is the active uninsured patients coming in 335 00:13:28,315 --> 00:13:30,555 but not coming in very often and providing them coverage. 336 00:13:30,555 --> 00:13:32,315 They'll come in more often and get more treatment, right? 337 00:13:32,315 --> 00:13:33,995 And dry production up and collections up. 338 00:13:34,135 --> 00:13:35,395 So that's opportunity number one. 339 00:13:35,665 --> 00:13:37,235 Typically in a practice on the average, 340 00:13:37,265 --> 00:13:40,355 what we see is there's about 250 to 300 of those types 341 00:13:40,355 --> 00:13:42,035 of patients per dentist. 342 00:13:42,135 --> 00:13:43,435 In a practice like one dentist, 343 00:13:43,685 --> 00:13:45,795 let's say it's 250 active uninsured, 344 00:13:45,935 --> 00:13:47,275 two dentists, it's now 500. 345 00:13:47,815 --> 00:13:49,915 You can double the production of those patients 346 00:13:49,915 --> 00:13:51,195 by offering a membership plan. 347 00:13:51,255 --> 00:13:52,995 So there's that opportunity in 348 00:13:52,995 --> 00:13:54,475 that active uninsured patient base. 349 00:13:54,705 --> 00:13:57,075 There's another bigger bucket of 350 00:13:57,075 --> 00:13:58,355 what we call dormant patients. 351 00:13:58,415 --> 00:14:00,155 So patients that have been in the practice 352 00:14:00,155 --> 00:14:01,915 but haven't come back, let's say for 18 months, 353 00:14:02,725 --> 00:14:04,715 those patients, a lot of them stay away 354 00:14:04,715 --> 00:14:05,835 because they don't have coverage. 355 00:14:06,295 --> 00:14:07,875 And so you have this big opportunity. 356 00:14:08,015 --> 00:14:10,075 The average, by the way, of all the data we're provide 357 00:14:10,075 --> 00:14:12,355 or pulling from the practice management system is there's 358 00:14:12,355 --> 00:14:15,635 about 2000 dormant patients sitting in any practice 359 00:14:15,655 --> 00:14:16,795 per dentist in the practice. 360 00:14:17,095 --> 00:14:19,755 That's a huge opportunity against sitting right there. 361 00:14:19,895 --> 00:14:23,275 So that third price you pay is this opportunity cost 362 00:14:23,335 --> 00:14:25,675 of patients in your practice that you're not engaging. 363 00:14:26,215 --> 00:14:28,475 Um, and the last one's more of an emotional one. 364 00:14:29,055 --> 00:14:31,035 We hear over and over again from practices, 365 00:14:31,345 --> 00:14:33,395 they feel like they're controlled by insurers. 366 00:14:33,465 --> 00:14:35,075 They feel like a bit helpless, 367 00:14:35,265 --> 00:14:37,075 they don't feel like they can actually move forward. 368 00:14:37,075 --> 00:14:38,395 They don't know what to do about it. 369 00:14:38,395 --> 00:14:40,155 It's a bad feeling, right? Mm-Hmm . 370 00:14:40,375 --> 00:14:42,435 And so just taking a step, 371 00:14:42,435 --> 00:14:44,675 let's say you have eight PPOs in your practice, 372 00:14:44,675 --> 00:14:46,875 you don't know which one to sort of get out of network with. 373 00:14:46,875 --> 00:14:48,835 You do this analysis, you find one 374 00:14:48,835 --> 00:14:50,835 that's a very small percentage over your production 375 00:14:51,225 --> 00:14:52,245 and you get out of network. 376 00:14:52,525 --> 00:14:55,165 I guarantee you it creates this, you know, feeling 377 00:14:55,185 --> 00:14:56,885 of I'm starting to get control 378 00:14:57,025 --> 00:14:58,565 and I'm starting to feel good about things. 379 00:14:58,705 --> 00:15:01,005 So anyway, that sort of feeling of helplessness 380 00:15:01,025 --> 00:15:03,525 and lack of controls, I think the fourth cost. 381 00:15:04,075 --> 00:15:06,285 - Yeah, I think that as we've seen, 382 00:15:06,305 --> 00:15:08,405 and we've heard it from dentists 383 00:15:08,405 --> 00:15:11,765 and practices just across the US right now, we know 384 00:15:11,765 --> 00:15:16,325 that there's this greater focus on same store sales. 385 00:15:16,725 --> 00:15:19,125 I mean, you kind of touched on it in the answer you just 386 00:15:19,125 --> 00:15:20,725 gave, but how do you see 387 00:15:21,305 --> 00:15:23,845 dental membership plans also flipping the script 388 00:15:24,025 --> 00:15:28,725 for those practices with the growth at all cost mentality 389 00:15:28,905 --> 00:15:32,645 and this providing a more sustainable model of success? 390 00:15:33,515 --> 00:15:35,565 - Yeah, just following up on what I was just talking about. 391 00:15:35,585 --> 00:15:37,725 So you have your active uninsured patients 392 00:15:37,725 --> 00:15:39,645 and then you have your dormant patients, right? 393 00:15:39,825 --> 00:15:41,325 So if you're gonna go out, 394 00:15:41,325 --> 00:15:42,805 and that's huge opportunity, I'll get back 395 00:15:42,805 --> 00:15:45,285 to a second from a cost perspective, so to, you know, 396 00:15:45,685 --> 00:15:46,685 engaging those patients, 397 00:15:46,745 --> 00:15:49,255 but typical practices will try 398 00:15:49,255 --> 00:15:50,415 to go out and find new patients. 399 00:15:50,885 --> 00:15:52,895 It's an incredibly difficult task. 400 00:15:53,155 --> 00:15:55,655 So on average, depending on what study you look at, 401 00:15:55,655 --> 00:15:58,055 there's all kinds of studies out there that say 402 00:15:58,055 --> 00:16:00,655 that a new patient costs anywhere between 200, 403 00:16:00,655 --> 00:16:03,455 $400 per patient to acquire a new patient 404 00:16:03,455 --> 00:16:04,735 to walk into your door through 405 00:16:04,735 --> 00:16:06,215 marketing efforts and all that good stuff. 406 00:16:06,315 --> 00:16:07,735 So let's just average 407 00:16:07,755 --> 00:16:10,215 of $300 cost me $300 to get a new patient. 408 00:16:11,155 --> 00:16:13,055 The another stat is seven outta 10 409 00:16:13,055 --> 00:16:15,415 of those patients will never come back . 410 00:16:15,745 --> 00:16:17,615 Yikes. And so, yeah, exactly. 411 00:16:18,195 --> 00:16:19,895 So you start doing the math, right? 412 00:16:19,955 --> 00:16:22,495 And depending on how much that cost is per patient, 413 00:16:23,075 --> 00:16:24,895 you're actually, a lot 414 00:16:24,895 --> 00:16:27,015 of times it's an unprofitable patient, right? 415 00:16:27,015 --> 00:16:28,695 From a cost of acquisition perspective 416 00:16:28,835 --> 00:16:30,175 and how long they stay and the type 417 00:16:30,175 --> 00:16:31,655 of treatment they get, uh, completed. 418 00:16:31,755 --> 00:16:34,455 So it's a very difficult equation actually to figure out. 419 00:16:34,455 --> 00:16:37,415 And it's even more difficult to figure out long-term 420 00:16:37,795 --> 00:16:39,855 and sustainable model there. 421 00:16:40,315 --> 00:16:43,455 Um, so that's by far the hardest, in my opinion, way 422 00:16:43,475 --> 00:16:46,535 to drive, you know, growth in a practice it 423 00:16:46,555 --> 00:16:48,255 and you should do it and no doubt about it, 424 00:16:48,595 --> 00:16:50,455 but it shouldn't be your only mechanism. 425 00:16:50,555 --> 00:16:52,495 The other mechanism should be exactly what I talked about, 426 00:16:52,715 --> 00:16:55,095 better engagement and your active uninsured patients 427 00:16:55,355 --> 00:16:57,215 and engagement of your dormant patients. 428 00:16:57,645 --> 00:17:00,255 There's said, there's a lot of 'em in your practice. 429 00:17:00,275 --> 00:17:02,775 So between those two buckets, you probably have 2300 430 00:17:02,795 --> 00:17:05,135 to 2,500 patients that fall into that bucket. 431 00:17:05,835 --> 00:17:08,775 Better yet, they've been to your practice, they know 432 00:17:08,775 --> 00:17:11,895 who you are, they will react to a marketing message from you 433 00:17:12,475 --> 00:17:14,055 and you have all their information. 434 00:17:14,235 --> 00:17:16,175 So you don't have to, there's no cost 435 00:17:16,175 --> 00:17:17,815 of acquisition for these patients. 436 00:17:17,875 --> 00:17:21,375 If you set up a simple email campaign, right, 437 00:17:21,555 --> 00:17:23,455 and it's done over a series of time, 438 00:17:23,915 --> 00:17:25,695 you actually will start engaging these patients 439 00:17:25,695 --> 00:17:27,175 and drive them into your practice 440 00:17:27,235 --> 00:17:29,415 and that it's not gonna happen overnight, right? 441 00:17:29,475 --> 00:17:31,815 So these dormant patients, let's say you have 2000 of them, 442 00:17:32,005 --> 00:17:34,335 your goal might be, I'm gonna activate over the next two 443 00:17:34,335 --> 00:17:36,975 years, let's say a hundred of these patients, right? 444 00:17:37,435 --> 00:17:40,975 Or maybe 200. And so you have a sustained marketing campaign 445 00:17:40,975 --> 00:17:42,695 that goes to those patients that, you know, 446 00:17:42,695 --> 00:17:44,255 drives them back into your practice. 447 00:17:44,435 --> 00:17:47,215 And the cost of that marketing is almost zero. 448 00:17:48,315 --> 00:17:52,045 It not much Email campaigns are so inexpensive. 449 00:17:52,545 --> 00:17:56,645 Um, and by the way, uh, we do some of this on our platform 450 00:17:56,645 --> 00:17:58,365 where we actually do that for a practice 451 00:17:58,365 --> 00:17:59,525 and we see the results. 452 00:17:59,545 --> 00:18:01,525 We see an uptick of about 50% 453 00:18:02,105 --> 00:18:04,925 of patients purchasing into a membership plan if you market 454 00:18:04,925 --> 00:18:06,405 to that active uninsured patient base 455 00:18:06,405 --> 00:18:08,285 and you market into that dormant patient base. 456 00:18:08,955 --> 00:18:11,925 - Alright, so you're, you mentioned it, 457 00:18:12,025 --> 00:18:16,365 but marketing is definitely a feature that Clear has kind 458 00:18:16,365 --> 00:18:19,245 of sets us apart from other dental membership platforms. 459 00:18:19,305 --> 00:18:21,485 But what else sets us apart 460 00:18:21,585 --> 00:18:23,965 and how is clear measuring the success 461 00:18:24,145 --> 00:18:26,925 of these membership plans that practices start to implement 462 00:18:26,985 --> 00:18:28,645 and just their overall performance? 463 00:18:29,785 --> 00:18:33,565 - So, um, we don't, we're not, I I don't, I don't like 464 00:18:33,565 --> 00:18:34,885 to think of us as a software company. 465 00:18:35,005 --> 00:18:37,965 I think I think of us as somebody who's gonna get results, 466 00:18:38,085 --> 00:18:39,925 a results company in, in short. 467 00:18:39,945 --> 00:18:41,965 And so we really focus 468 00:18:41,985 --> 00:18:44,325 and really measure the impact we're having, 469 00:18:44,505 --> 00:18:45,725 let me get that in a minute. 470 00:18:45,785 --> 00:18:47,245 But we've developed a formula 471 00:18:47,545 --> 00:18:49,365 and a process to get the results 472 00:18:49,475 --> 00:18:51,645 that are really consistent practice of practice. 473 00:18:52,385 --> 00:18:54,085 So where we start is with a consult, 474 00:18:54,705 --> 00:18:55,885 uh, like a design consult. 475 00:18:56,065 --> 00:18:58,685 So we will spend 45 minutes an hour with a practice prior 476 00:18:58,685 --> 00:19:00,525 to doing anything where we'll talk 477 00:19:00,525 --> 00:19:01,645 to 'em about their practice, we'll talk 478 00:19:01,645 --> 00:19:03,645 to 'em about patients, we'll talk to 'em about their goals. 479 00:19:03,855 --> 00:19:06,245 We'll talk to 'em about their PPOs and how they manage 'em, 480 00:19:06,265 --> 00:19:07,445 and we'll try to understand sort 481 00:19:07,445 --> 00:19:08,485 of what's the dynamics there 482 00:19:08,785 --> 00:19:11,965 and how do we craft a membership plan that meets the needs 483 00:19:11,965 --> 00:19:13,645 of the practice and their patients. 484 00:19:13,965 --> 00:19:15,325 'cause you can't do one without the other. 485 00:19:15,705 --> 00:19:17,845 Um, so we'll price it, we'll design it. 486 00:19:18,025 --> 00:19:20,405 Uh, you might end up with, let's say three care plans, 487 00:19:20,435 --> 00:19:21,685 like one for a child, one 488 00:19:21,725 --> 00:19:23,125 for an adult, one for a perial patient. 489 00:19:23,185 --> 00:19:25,045 You can end up with five if you have the older 490 00:19:25,045 --> 00:19:26,125 adults and younger children. 491 00:19:26,465 --> 00:19:28,405 Anyway, we, we craft it 492 00:19:28,405 --> 00:19:30,445 and design it specifically for the practice. 493 00:19:30,945 --> 00:19:32,685 The second thing we do is we, 494 00:19:32,865 --> 00:19:34,885 we we're a partner in the implementation 495 00:19:35,105 --> 00:19:37,285 and the support of your membership plan. 496 00:19:37,345 --> 00:19:40,925 So we have an implementation process where part of 497 00:19:40,925 --> 00:19:42,005 that is training your team. 498 00:19:42,075 --> 00:19:44,165 It's getting you marketing materials, it's, you know, 499 00:19:44,645 --> 00:19:46,165 teaching you how to promote it to your, 500 00:19:46,345 --> 00:19:47,605 uh, to your patient base. 501 00:19:48,035 --> 00:19:51,445 It's also having a support team who answers phone calls, 502 00:19:51,545 --> 00:19:54,445 emails, texts, like, if you need support, we're here 503 00:19:54,465 --> 00:19:56,325 and you have a human that you can talk to 504 00:19:56,425 --> 00:19:59,085 who will solve your problems and address whatever you need. 505 00:19:59,305 --> 00:20:01,085 So anyway, that support training sort 506 00:20:01,085 --> 00:20:02,765 of partnership piece is critical. 507 00:20:02,765 --> 00:20:04,365 That's the second step. The third step, 508 00:20:04,665 --> 00:20:06,805 and that most people think I'd probably lead with this, 509 00:20:06,865 --> 00:20:08,645 but this just the software. 510 00:20:08,745 --> 00:20:10,365 The software automates things. 511 00:20:10,705 --> 00:20:12,925 It makes it real easy to like add patients. 512 00:20:12,925 --> 00:20:16,365 It provides you reports, it, uh, renewals are automatic, 513 00:20:16,415 --> 00:20:19,045 compliance is built in, there's marketing material. 514 00:20:19,265 --> 00:20:22,485 So the software platform is critical to the execution 515 00:20:22,485 --> 00:20:25,125 and management of the, uh, membership plan. 516 00:20:25,745 --> 00:20:27,765 As part of that, there's another area which is, 517 00:20:27,785 --> 00:20:29,085 you mentioned it integration 518 00:20:29,085 --> 00:20:30,445 with your practice management system. 519 00:20:30,705 --> 00:20:32,845 And we pride ourselves on this side. 520 00:20:32,845 --> 00:20:36,045 It's, uh, we got a very advanced, uh, solution here 521 00:20:36,145 --> 00:20:37,005 that's way advanced, 522 00:20:37,075 --> 00:20:38,485 more advanced than anything in the market. 523 00:20:38,905 --> 00:20:41,285 Um, and we do things like automate your payment posting. 524 00:20:41,505 --> 00:20:43,125 So let's say you have a thousand 525 00:20:43,685 --> 00:20:45,805 patients paying monthly the subscription, 526 00:20:46,305 --> 00:20:47,965 if you don't have an automated way 527 00:20:47,965 --> 00:20:50,125 of posting those subscription payments into your practice 528 00:20:50,125 --> 00:20:52,405 management system, somebody's entering a lot 529 00:20:52,405 --> 00:20:53,765 of data on a monthly basis. 530 00:20:54,425 --> 00:20:57,445 Um, so we developed a way to take those payments out 531 00:20:57,445 --> 00:20:58,885 of our subscription platform 532 00:20:58,885 --> 00:21:00,805 and move them into your practice management platform 533 00:21:00,805 --> 00:21:03,085 automatically, it just happens and it shows up 534 00:21:03,085 --> 00:21:04,645 and it's a record of it, uh, 535 00:21:04,645 --> 00:21:06,605 being posted into your practice management system. 536 00:21:07,145 --> 00:21:08,925 Uh, patient enrollment's another one where 537 00:21:09,555 --> 00:21:10,565 give you a little bit of a pain. 538 00:21:10,565 --> 00:21:12,805 If patients are constantly walking up to your front desk 539 00:21:12,805 --> 00:21:14,245 during the day asking to be enrolled, 540 00:21:14,665 --> 00:21:16,685 you gotta get their name, their address, their phone number, 541 00:21:16,685 --> 00:21:18,045 right, their credit card, all that good stuff. 542 00:21:18,385 --> 00:21:21,165 Um, it, it can be a little bit taxing and it's manual 543 00:21:21,225 --> 00:21:22,925 and that front desk has other things they need to do. 544 00:21:23,465 --> 00:21:25,685 So actually what we do when we integrate 545 00:21:25,685 --> 00:21:27,525 with your practice management system is you just need 546 00:21:27,525 --> 00:21:28,605 to pick a name off. 547 00:21:28,785 --> 00:21:30,485 Uh, and when we pick that, 548 00:21:30,535 --> 00:21:33,925 after you pick that name, we auto-fill all the fields we 549 00:21:33,925 --> 00:21:35,605 need that are in your practice management system. 550 00:21:36,025 --> 00:21:37,365 So it just streamlines 551 00:21:37,365 --> 00:21:39,405 that it ma it makes it like a 22nd process 552 00:21:39,945 --> 00:21:43,405 to add a patient at that front desk, uh, as needed. 553 00:21:43,585 --> 00:21:45,245 So, and then we do other things like 554 00:21:45,565 --> 00:21:46,805 I I mentioned marketing. 555 00:21:46,865 --> 00:21:49,965 So we actually have the capability since we're integrated 556 00:21:49,985 --> 00:21:51,005 to market to your patients 557 00:21:51,005 --> 00:21:52,485 and we have campaigns you can run 558 00:21:52,745 --> 00:21:54,285 to dormant patients, for example. 559 00:21:54,585 --> 00:21:56,925 And we'll send a series of emails over in the course of time 560 00:21:57,015 --> 00:21:58,845 where you might get a series of, let's say three 561 00:21:58,845 --> 00:22:00,765 or four to start off and then one every quarter. 562 00:22:01,345 --> 00:22:03,405 And you wanna constantly be touching that, uh, 563 00:22:03,405 --> 00:22:05,605 dormant patient base and it will drive 564 00:22:05,605 --> 00:22:07,005 those patients back to your practice. 565 00:22:07,025 --> 00:22:08,885 So that comes like outta the box 566 00:22:08,885 --> 00:22:10,165 with our integration and so on. 567 00:22:10,225 --> 00:22:13,165 So all that stuff we know over the course of years, 568 00:22:13,345 --> 00:22:16,205 the impact it has and we measure that impact again 569 00:22:16,205 --> 00:22:18,125 by integrating practice management systems, 570 00:22:18,125 --> 00:22:20,565 pulling the data, like I talked about, this is real data. 571 00:22:20,905 --> 00:22:22,645 We have it for hundreds of practices. 572 00:22:23,025 --> 00:22:25,125 Uh, and what it shows on average is 573 00:22:25,125 --> 00:22:28,725 that when a patient goes from uninsured over to clear, 574 00:22:29,195 --> 00:22:33,685 they come in twice as often, they accept 2.5 times more, uh, 575 00:22:33,685 --> 00:22:36,845 treatment and they drive 2.7 times more revenue. 576 00:22:37,105 --> 00:22:39,365 And one more stat, which we just started adding 577 00:22:39,365 --> 00:22:41,005 because we started seeing it in data, 578 00:22:41,625 --> 00:22:43,965 is they cancel 50% less appointments. 579 00:22:44,585 --> 00:22:46,005 And so you have a more consistent 580 00:22:46,005 --> 00:22:47,845 and loyal patient walking into your practice. 581 00:22:47,915 --> 00:22:51,165 This is real data from the practices that use our platform 582 00:22:51,225 --> 00:22:52,805 and it's their practice management data. 583 00:22:53,265 --> 00:22:54,965 Uh, and so it's super solid. 584 00:22:55,305 --> 00:22:57,085 Uh, and so I know it's a long answer, 585 00:22:57,145 --> 00:22:59,085 but there, there's a lot of steps you need to go through 586 00:22:59,085 --> 00:23:00,805 and you also need to measure in the right way to make sure 587 00:23:00,805 --> 00:23:01,845 that you're being successful. 588 00:23:02,795 --> 00:23:05,515 - Absolutely. I think the main takeaway for anyone 589 00:23:05,515 --> 00:23:07,115 that's listening and as you went through 590 00:23:07,115 --> 00:23:10,915 that is membership plans can have a huge impact 591 00:23:10,975 --> 00:23:13,395 and play a huge role in patient 592 00:23:13,795 --> 00:23:15,395 behavior and practice growth. 593 00:23:15,615 --> 00:23:18,235 So for anyone looking for that same sort, growth, 594 00:23:18,355 --> 00:23:20,475 a membership plan is a great solution. 595 00:23:20,965 --> 00:23:22,315 Thank you Dave, so much 596 00:23:22,375 --> 00:23:24,195 for spending time talking with me today. 597 00:23:24,495 --> 00:23:26,635 And for anyone listening that wants to listen 598 00:23:26,655 --> 00:23:28,395 to more podcasts, they can go 599 00:23:28,815 --> 00:23:32,515 to the podcast page at becker's hospital review.com. 600 00:23:32,805 --> 00:23:33,275 Thank you.