1 00:00:00,240 --> 00:00:02,580 Imagine this. You're in the heart of Chicago 2 00:00:02,639 --> 00:00:05,059 mingling with the brightest minds in health IT. 3 00:00:05,200 --> 00:00:07,825 You've arrived at the 9th annual Health IT 4 00:00:07,904 --> 00:00:10,484 plus Digital Health plus RCM conference 5 00:00:10,785 --> 00:00:13,344 taking place October 1st through 4th at the 6 00:00:13,344 --> 00:00:15,525 luxurious Hyatt Regency Chicago. 7 00:00:15,939 --> 00:00:18,739 Picture the excitement as you collect countless business 8 00:00:18,739 --> 00:00:22,339 cards, forging invaluable connections with over 25 100 9 00:00:22,339 --> 00:00:23,804 executive level attendees. 10 00:00:24,364 --> 00:00:26,605 Feel the buzz of ideas flowing as you 11 00:00:26,605 --> 00:00:29,405 engage in meaningful conversations about the future of 12 00:00:29,405 --> 00:00:30,385 healthcare technology. 13 00:00:30,925 --> 00:00:34,250 Envision yourself attending sessions led by over 415 14 00:00:35,109 --> 00:00:36,009 elite speakers 15 00:00:36,469 --> 00:00:39,049 gaining insights that could transform your organization. 16 00:00:39,509 --> 00:00:43,015 From digital transformation and telehealth to clinician burnout 17 00:00:43,015 --> 00:00:43,835 and cybersecurity, 18 00:00:44,614 --> 00:00:47,094 each topic is designed to spark new ideas 19 00:00:47,094 --> 00:00:49,894 and provide actionable takeaways, but it doesn't stop 20 00:00:49,894 --> 00:00:53,000 there. Imagine sitting in a packed auditorium listening 21 00:00:53,000 --> 00:00:55,239 to motivating keynotes from some of the biggest 22 00:00:55,239 --> 00:00:56,219 names in sports. 23 00:00:56,520 --> 00:00:58,939 Four time Super Bowl champion Rob Gronkowski, 24 00:00:59,719 --> 00:01:03,695 WNBA champion and author Lisa Leslie, and NFL 25 00:01:03,755 --> 00:01:05,694 legend and ESPN analyst 26 00:01:06,075 --> 00:01:08,635 Eli Manning will be there sharing their stories 27 00:01:08,635 --> 00:01:10,974 and inspiring you to reach new heights. 28 00:01:11,275 --> 00:01:13,759 All around you, the future of Health IT 29 00:01:13,819 --> 00:01:15,840 unfolds, and you're not just a spectator, 30 00:01:16,219 --> 00:01:17,759 you're an active participant. 31 00:01:18,299 --> 00:01:20,560 Don't wait. You can find the event website 32 00:01:20,619 --> 00:01:22,984 and get registered by visiting beckershospitalreview.com 33 00:01:25,125 --> 00:01:27,924 and clicking on the events page. That's the 34 00:01:27,924 --> 00:01:28,424 beckershospitalreview.com 35 00:01:30,245 --> 00:01:31,225 events page. 36 00:01:31,989 --> 00:01:34,310 This is Laura Dirda with the Becker's Dental 37 00:01:34,310 --> 00:01:36,869 Plus DSO podcast. I'm thrilled today to be 38 00:01:36,869 --> 00:01:39,269 joined by doctor Raj Puri, owner at Smiles 39 00:01:39,269 --> 00:01:41,295 Dental Center. Doctor Puri, it's a pleasure to 40 00:01:41,295 --> 00:01:42,674 have you on the podcast today. 41 00:01:43,454 --> 00:01:45,615 Thank you, Laura. It's, my pleasure. Thank you 42 00:01:45,615 --> 00:01:47,935 so much for having me today. Look forward 43 00:01:47,935 --> 00:01:48,515 to talk. 44 00:01:49,079 --> 00:01:49,579 Absolutely. 45 00:01:50,200 --> 00:01:51,959 Well, you know, I am looking forward to 46 00:01:51,959 --> 00:01:54,200 our conversation as well. I know that in 47 00:01:54,200 --> 00:01:56,920 dentistry, things are changing so quickly and, really 48 00:01:56,920 --> 00:01:59,194 a lot to be excited about. So we 49 00:01:59,194 --> 00:02:00,795 can dive right in here. But before we 50 00:02:00,795 --> 00:02:02,395 do, I was wondering if you could tell 51 00:02:02,395 --> 00:02:03,835 us a little bit more about yourself and 52 00:02:03,835 --> 00:02:04,495 your background. 53 00:02:05,659 --> 00:02:07,819 Sure. Sure. Thanks thanks again for the time. 54 00:02:08,460 --> 00:02:09,439 Doctor Rajpuri, 55 00:02:10,300 --> 00:02:11,760 born and raised in, 56 00:02:12,460 --> 00:02:13,599 suburbs of Chicago. 57 00:02:14,264 --> 00:02:16,264 I've lived here all my life. I'm 45 58 00:02:16,264 --> 00:02:17,245 years old now. 59 00:02:18,104 --> 00:02:19,544 I have a wife and 2 kids. We 60 00:02:19,544 --> 00:02:22,125 live actually in the western suburbs of Chicago. 61 00:02:22,449 --> 00:02:24,930 Well, I graduated in, UIC, University of Illinois 62 00:02:24,930 --> 00:02:26,069 Chicago in 2005, 63 00:02:27,009 --> 00:02:27,989 and I started, 64 00:02:29,330 --> 00:02:31,030 practice ownership in 2,008. 65 00:02:32,825 --> 00:02:35,145 Obviously, a really tough time, I guess, in 66 00:02:35,145 --> 00:02:36,844 the economy and every in the country. 67 00:02:38,025 --> 00:02:41,004 And I I guess it helped not knowing 68 00:02:41,590 --> 00:02:45,030 any different in terms of, just having graduate, 69 00:02:45,030 --> 00:02:47,129 being pretty green, and never owning a business, 70 00:02:48,229 --> 00:02:50,834 really not having, like, a a a full 71 00:02:50,834 --> 00:02:52,754 time job since I was probably in high 72 00:02:52,754 --> 00:02:53,254 school 73 00:02:53,634 --> 00:02:56,134 and not really knowing what a recession meant. 74 00:02:56,435 --> 00:02:58,594 So maybe it worked in my favor or 75 00:02:58,594 --> 00:02:59,300 whatnot, but, 76 00:03:00,500 --> 00:03:03,319 kinda fell into a practice in 2008, and 77 00:03:03,540 --> 00:03:04,979 I was hungry. I was like, I'm I'm 78 00:03:04,979 --> 00:03:06,900 done being associate and probably the best thing 79 00:03:06,900 --> 00:03:08,120 that ever happened to me, 80 00:03:08,444 --> 00:03:09,805 besides my kids and my and my family 81 00:03:09,805 --> 00:03:12,284 and stuff like that. But just becoming an 82 00:03:12,284 --> 00:03:13,264 owner and 83 00:03:14,365 --> 00:03:16,604 not really knowing what I was getting myself 84 00:03:16,604 --> 00:03:20,030 into, but knowing that I was done kind 85 00:03:20,030 --> 00:03:21,409 of working for others, 86 00:03:22,430 --> 00:03:23,650 helped me a lot. So 87 00:03:24,270 --> 00:03:25,490 fast forward now, 88 00:03:26,030 --> 00:03:26,770 3 practices 89 00:03:27,069 --> 00:03:27,569 in, 90 00:03:29,064 --> 00:03:31,544 kinda all spread out, maybe 5, 10 miles 91 00:03:31,544 --> 00:03:32,685 away from each other. 92 00:03:33,384 --> 00:03:34,844 And we have 4 associates. 93 00:03:35,919 --> 00:03:37,139 I think we're up to 94 00:03:37,599 --> 00:03:41,120 3rd 15 team members, including associates, but, like, 95 00:03:41,120 --> 00:03:43,139 closer to so 19 team members. 96 00:03:44,314 --> 00:03:46,715 I love to travel. I love to kinda 97 00:03:46,715 --> 00:03:48,155 get away with my family. My kids are 98 00:03:48,155 --> 00:03:49,594 growing, so I wanna spend more time with 99 00:03:49,594 --> 00:03:52,074 them. So that's kinda taken only me away 100 00:03:52,074 --> 00:03:53,750 from the practice a little bit more. I'm 101 00:03:53,830 --> 00:03:55,129 4 days a week now, 102 00:03:55,669 --> 00:03:57,129 which, you know, it's still 103 00:03:57,509 --> 00:03:59,270 still very full time, but when I first 104 00:03:59,270 --> 00:04:01,349 started out, definitely five and a half, 6 105 00:04:01,349 --> 00:04:02,955 days a week in the beginning just to 106 00:04:02,955 --> 00:04:04,074 get things going. And, 107 00:04:05,995 --> 00:04:08,314 again, I wouldn't take anything back or change 108 00:04:08,314 --> 00:04:09,375 anything. It's just 109 00:04:10,170 --> 00:04:10,830 as dentistry 110 00:04:11,530 --> 00:04:13,210 has been changing, I kinda look back and 111 00:04:13,210 --> 00:04:14,569 see, you know, what things that we've done 112 00:04:14,569 --> 00:04:17,149 and what the the future may hold. So 113 00:04:17,404 --> 00:04:19,084 so, yeah, that's that's kinda me in a 114 00:04:19,084 --> 00:04:21,644 nutshell in, in my background. So 115 00:04:23,245 --> 00:04:24,845 Well, it's great to hear, you know, and 116 00:04:24,845 --> 00:04:28,129 really, cool to to think about that dedication 117 00:04:28,189 --> 00:04:30,590 to not only a dentistry, but then running 118 00:04:30,590 --> 00:04:32,270 your own business and being able to just 119 00:04:32,270 --> 00:04:34,930 really push forward even when times are challenging. 120 00:04:35,334 --> 00:04:36,694 Now when you look at where you're at 121 00:04:36,694 --> 00:04:38,134 right now, what are some of the biggest 122 00:04:38,134 --> 00:04:39,834 issues that you're following in dentistry? 123 00:04:41,095 --> 00:04:42,990 I mean, Laura, the the I wouldn't call 124 00:04:42,990 --> 00:04:45,470 it necessarily a big issue. It's more of, 125 00:04:45,470 --> 00:04:47,730 like, the elephant in the room. Like, we 126 00:04:48,150 --> 00:04:50,110 as I'm still I don't consider myself a 127 00:04:50,110 --> 00:04:52,165 DSO right now. You know, I have 3 128 00:04:52,165 --> 00:04:53,444 practices, but I'm not, 129 00:04:53,845 --> 00:04:55,604 you know, affiliated with a larger group or 130 00:04:55,604 --> 00:04:56,104 not, 131 00:04:56,884 --> 00:04:59,604 the the basic corporation structure as a DSO. 132 00:04:59,604 --> 00:05:00,879 But the way I look at it is 133 00:05:01,120 --> 00:05:01,620 DSOs 134 00:05:01,920 --> 00:05:02,420 are 135 00:05:02,800 --> 00:05:04,740 are here. They're the consolidation 136 00:05:05,120 --> 00:05:07,540 has obviously begun the last couple of years. 137 00:05:07,759 --> 00:05:08,899 It's ramped up. 138 00:05:09,225 --> 00:05:10,504 Maybe it slowed down a little bit because 139 00:05:10,504 --> 00:05:12,824 of inflation, stuff like that. But it's it's 140 00:05:12,824 --> 00:05:16,125 something where where individual practices or dentists 141 00:05:16,669 --> 00:05:19,310 have to keep an eye on and, know 142 00:05:19,310 --> 00:05:19,810 that, 143 00:05:20,910 --> 00:05:22,990 DSOs are out there. Again, it's not a 144 00:05:22,990 --> 00:05:25,470 bad thing. It's made us better leaders. It's 145 00:05:25,470 --> 00:05:28,245 made us more systematized in our offices, 146 00:05:28,944 --> 00:05:30,785 where before we could have been a lot 147 00:05:30,785 --> 00:05:33,444 more haphazard, still have a very profitable business, 148 00:05:33,985 --> 00:05:35,764 and go on with our day. 149 00:05:36,209 --> 00:05:37,729 But really, that's truly not how to run 150 00:05:37,729 --> 00:05:38,389 a business. 151 00:05:38,769 --> 00:05:40,689 We couldn't take ourselves out of it and 152 00:05:40,689 --> 00:05:41,909 still be profitable. 153 00:05:43,009 --> 00:05:43,990 But we learn 154 00:05:44,314 --> 00:05:46,414 from what DSOs did, their system, 155 00:05:47,194 --> 00:05:47,935 their practices, 156 00:05:48,555 --> 00:05:50,875 their even their hours, things like that. So 157 00:05:50,875 --> 00:05:51,774 I feel like 158 00:05:52,169 --> 00:05:53,449 that's one issue that we have to keep 159 00:05:53,449 --> 00:05:54,810 an eye on in terms of how much 160 00:05:54,810 --> 00:05:57,370 consolidation is going on, how fast is that 161 00:05:57,370 --> 00:05:58,110 going on, 162 00:05:58,970 --> 00:05:59,870 and kind of 163 00:06:00,524 --> 00:06:02,524 be ready to pivot and work at kinda 164 00:06:02,524 --> 00:06:04,604 nice when you are a smaller practice or 165 00:06:04,604 --> 00:06:07,024 smaller group practice, I guess. You can pivot 166 00:06:07,084 --> 00:06:08,064 a little bit easier 167 00:06:08,470 --> 00:06:10,870 into another area. You can go more fee 168 00:06:10,870 --> 00:06:12,550 for service. You can go more insurance. You 169 00:06:12,550 --> 00:06:13,930 can do whatever you need to do, 170 00:06:14,230 --> 00:06:14,730 quicker. 171 00:06:15,189 --> 00:06:18,064 Another issue I that we run into here 172 00:06:18,685 --> 00:06:20,524 at Smile Dental Center, and I think everyone 173 00:06:20,524 --> 00:06:22,285 in the country is running to, is it's 174 00:06:22,285 --> 00:06:24,285 it's just more of the hiring hiring issues 175 00:06:24,285 --> 00:06:25,824 that we have where the 176 00:06:26,670 --> 00:06:27,970 pool of qualified 177 00:06:28,990 --> 00:06:31,629 team members is is very small. I think 178 00:06:31,629 --> 00:06:34,384 it's getting better in terms of people wanting 179 00:06:34,384 --> 00:06:36,085 to come back to work and actually 180 00:06:36,625 --> 00:06:39,425 staying. They wanna have a home. They're open 181 00:06:39,425 --> 00:06:41,125 for training, things like that. 182 00:06:41,425 --> 00:06:41,925 So 183 00:06:42,779 --> 00:06:44,939 as a company, we have to really focus 184 00:06:44,939 --> 00:06:47,519 on our onboarding skills and systems, 185 00:06:48,220 --> 00:06:50,399 making sure they're tight, making sure they're consistent, 186 00:06:50,604 --> 00:06:52,044 not just for our sake of people that 187 00:06:52,044 --> 00:06:53,485 are in the in the office already at 188 00:06:53,485 --> 00:06:55,564 a party here, but, you know, the that 189 00:06:55,564 --> 00:06:58,204 future employee, that future associate, what whoever happens 190 00:06:58,204 --> 00:07:00,660 to be. If our systems aren't tight, 191 00:07:01,120 --> 00:07:03,540 they will see that, and then it kind 192 00:07:03,839 --> 00:07:06,240 of goes goes along where we're not getting 193 00:07:06,240 --> 00:07:07,860 the quality out of them, 194 00:07:08,855 --> 00:07:12,935 especially if if these new employees are fresh 195 00:07:12,935 --> 00:07:14,855 and they're they've never worked in the dental 196 00:07:14,855 --> 00:07:15,355 field. 197 00:07:15,789 --> 00:07:17,949 That's okay. As long as we have our 198 00:07:17,949 --> 00:07:20,129 systems tight, we can train them up 199 00:07:20,589 --> 00:07:22,029 and get them to that point that, you 200 00:07:22,029 --> 00:07:24,029 know, we're all comfortable and we're the machine 201 00:07:24,029 --> 00:07:24,849 is still running. 202 00:07:26,235 --> 00:07:28,875 Small things that we see as issues in 203 00:07:28,875 --> 00:07:31,294 the next year or so is patients 204 00:07:31,675 --> 00:07:33,134 accepting treatment plan 205 00:07:33,849 --> 00:07:34,589 and financing. 206 00:07:35,449 --> 00:07:37,129 I still think we're okay with that. I 207 00:07:37,129 --> 00:07:39,209 I think it was too early saying that's 208 00:07:39,209 --> 00:07:41,129 gonna be, you know, drastically change our industry, 209 00:07:41,129 --> 00:07:41,629 but, 210 00:07:41,995 --> 00:07:43,855 you know, there's always issues with patients 211 00:07:44,314 --> 00:07:47,035 getting lots of treatment plan a plan, especially 212 00:07:47,035 --> 00:07:49,355 during a, you know, tough financial time. And 213 00:07:49,355 --> 00:07:51,669 then financing, that's kind of like it's not 214 00:07:51,669 --> 00:07:53,430 really in our in our hands as dentists. 215 00:07:53,430 --> 00:07:55,349 It's just more of like what is what 216 00:07:55,349 --> 00:07:57,029 is the country gonna allow us to do 217 00:07:57,029 --> 00:07:58,889 in terms of our the credit, 218 00:08:00,115 --> 00:08:01,814 Our patient's gonna be denied, 219 00:08:03,074 --> 00:08:03,555 like, 220 00:08:04,115 --> 00:08:07,495 financing. So it makes our treatment treatment 221 00:08:08,139 --> 00:08:09,980 a little bit difficult to to go through 222 00:08:09,980 --> 00:08:12,779 because we still treatment plan ideally for our 223 00:08:12,779 --> 00:08:13,279 patients. 224 00:08:13,819 --> 00:08:16,060 It's just how much can they do and 225 00:08:16,060 --> 00:08:17,795 when can they do it. So those are 226 00:08:17,795 --> 00:08:19,955 some of the some of the bigger to 227 00:08:19,955 --> 00:08:22,055 smaller issues that we see that I see 228 00:08:22,355 --> 00:08:23,735 in our practice. And, 229 00:08:24,194 --> 00:08:25,759 you know, tell the truth, Laura, we probably 230 00:08:25,759 --> 00:08:29,060 tackle 1 to 2 of those, you know, 231 00:08:29,199 --> 00:08:31,439 bigger issues a year. I feel like if 232 00:08:31,439 --> 00:08:32,899 we take on too much 233 00:08:33,214 --> 00:08:35,454 as an owner, it's just it's just too 234 00:08:35,454 --> 00:08:37,454 stressful, but it's we're not gonna get anything 235 00:08:37,454 --> 00:08:38,894 done. We're not gonna get a headway with 236 00:08:38,894 --> 00:08:39,954 any one issue. 237 00:08:40,340 --> 00:08:41,779 So it's kinda nice. You know, I have, 238 00:08:41,779 --> 00:08:43,700 you know, good managers at each office, but 239 00:08:43,700 --> 00:08:44,919 kinda nice where we can 240 00:08:45,379 --> 00:08:47,559 really laser focus on 1 or 2 things 241 00:08:48,014 --> 00:08:50,115 that will move the needle for our practices. 242 00:08:51,855 --> 00:08:53,215 That makes a lot of sense, you know, 243 00:08:53,215 --> 00:08:55,774 and it's really interesting to think about, that 244 00:08:55,774 --> 00:08:58,690 kind of changes and shifts, especially as you, 245 00:08:59,149 --> 00:09:01,170 look into the future towards growth. 246 00:09:01,629 --> 00:09:03,550 From your perspective, what are you most excited 247 00:09:03,550 --> 00:09:05,250 about right now, and what makes you nervous? 248 00:09:06,595 --> 00:09:08,355 Oh, yeah. There's there's plenty to be excited 249 00:09:08,355 --> 00:09:09,715 about with dentistry. I still think it's the 250 00:09:09,715 --> 00:09:10,754 greatest field in the world. 251 00:09:11,394 --> 00:09:13,815 I'm so glad I got into it. 252 00:09:14,779 --> 00:09:17,500 Some of the big, like, new things that 253 00:09:17,500 --> 00:09:19,440 are that are getting me excited is, 254 00:09:20,059 --> 00:09:23,100 more AI, like artificial intelligence coming into the 255 00:09:23,100 --> 00:09:23,759 the field. 256 00:09:24,125 --> 00:09:25,585 We already have it with x-ray, 257 00:09:26,284 --> 00:09:28,924 helping us give a second second opinion or 258 00:09:28,924 --> 00:09:30,065 second set of eyes 259 00:09:30,524 --> 00:09:33,529 for our radiographs in terms of bone loss, 260 00:09:33,909 --> 00:09:35,529 tooth decay, things like that. 261 00:09:35,990 --> 00:09:38,389 But helping us out on the, 262 00:09:39,110 --> 00:09:41,865 front end with our KPIs, like seeing where 263 00:09:41,865 --> 00:09:43,884 our patients are coming from, doing some, 264 00:09:44,904 --> 00:09:47,464 demographics for for us. For for a smaller 265 00:09:47,464 --> 00:09:50,044 office or smaller group, that's been great. Like, 266 00:09:50,720 --> 00:09:52,980 using companies that you know, 3rd parties that 267 00:09:53,120 --> 00:09:56,019 really, really fine tune us on our production 268 00:09:56,079 --> 00:09:57,679 collection, but just not I mean, just add, 269 00:09:57,679 --> 00:09:59,299 like, each provider, each 270 00:09:59,615 --> 00:10:01,855 each day, each week, each month, what should 271 00:10:01,855 --> 00:10:03,855 we be doing with those numbers, but also 272 00:10:03,855 --> 00:10:05,134 then, well, what does that tell us what 273 00:10:05,134 --> 00:10:07,294 the future looks like for our practice? And 274 00:10:07,294 --> 00:10:08,355 that's really exciting. 275 00:10:08,730 --> 00:10:10,170 I I think AI is only just gonna 276 00:10:10,170 --> 00:10:11,550 get better and more seamless 277 00:10:12,250 --> 00:10:14,029 into our practice, and that that 278 00:10:14,570 --> 00:10:16,330 that I cannot wait for. So that's an 279 00:10:16,330 --> 00:10:18,350 exciting time to be practicing right now. 280 00:10:18,955 --> 00:10:20,235 On the technology side, you know, I'm still 281 00:10:20,235 --> 00:10:21,995 a dentist. I'm still wet finger dentists, you 282 00:10:21,995 --> 00:10:23,054 know, 4 days a week. 283 00:10:23,675 --> 00:10:24,735 The 3 d printing, 284 00:10:25,595 --> 00:10:28,080 I believe that will be a game changer 285 00:10:28,080 --> 00:10:28,580 for, 286 00:10:29,759 --> 00:10:32,320 practices that want to get into it. If 287 00:10:32,320 --> 00:10:34,080 I had to make a guess, it's probably 288 00:10:34,080 --> 00:10:36,500 less than 5%, maybe even 2% of offices 289 00:10:36,945 --> 00:10:38,784 do 3 d printing. Some just just do 290 00:10:38,784 --> 00:10:39,605 it for fun. 291 00:10:40,625 --> 00:10:41,264 It's mostly 292 00:10:42,384 --> 00:10:43,924 I think what is it? 293 00:10:44,779 --> 00:10:46,320 Not even crowns, maybe, like, 294 00:10:46,699 --> 00:10:48,959 retainers, some night guards are being fabricated. 295 00:10:49,339 --> 00:10:51,339 But my my theory is in the future, 296 00:10:51,339 --> 00:10:54,235 it will be the majority of our same 297 00:10:54,235 --> 00:10:56,495 day crowns will be 3 d printed. 298 00:10:56,955 --> 00:10:57,455 Hopefully, 299 00:10:57,835 --> 00:10:58,894 direct print aligners 300 00:10:59,595 --> 00:11:02,315 will be perfected in the next 2 2 301 00:11:02,315 --> 00:11:03,215 to 5 years. 302 00:11:04,679 --> 00:11:06,759 But, the only different the only thing I've 303 00:11:06,759 --> 00:11:09,100 seen come around really that that's that's changes 304 00:11:09,160 --> 00:11:11,240 is, one, it's in, digital x rays. I 305 00:11:11,240 --> 00:11:13,534 think most offices have gone towards that route. 306 00:11:13,934 --> 00:11:16,574 And scanners, I think maybe 50% of the 307 00:11:16,574 --> 00:11:18,754 offices now have a scanner in their office. 308 00:11:19,134 --> 00:11:21,315 So I I hope that 3 d printing, 309 00:11:22,429 --> 00:11:23,789 gets better and better, and so that can 310 00:11:23,789 --> 00:11:25,629 be something that can be implemented into each 311 00:11:25,629 --> 00:11:26,129 office 312 00:11:26,990 --> 00:11:28,769 pretty affordably and and 313 00:11:29,149 --> 00:11:31,330 use it in a in a timely manner. 314 00:11:31,710 --> 00:11:32,975 So those those are the kind of the 315 00:11:32,975 --> 00:11:33,714 things from 316 00:11:34,095 --> 00:11:35,855 that get that get me excited. Get me 317 00:11:35,855 --> 00:11:36,355 nervous. 318 00:11:37,454 --> 00:11:39,375 You know, it's it's it's a whole lot 319 00:11:39,375 --> 00:11:40,355 of stuff that 320 00:11:40,679 --> 00:11:42,779 has really little to do with the dentistry 321 00:11:43,000 --> 00:11:45,320 part of of what we do. I guess 322 00:11:45,320 --> 00:11:47,080 if you own a practice long enough and 323 00:11:47,080 --> 00:11:48,915 people will tell you that the dentistry should 324 00:11:48,915 --> 00:11:50,915 be the easy part. When you walk into 325 00:11:50,915 --> 00:11:52,514 your office, you know how to do a 326 00:11:52,514 --> 00:11:53,554 filling, you know how to do a crown, 327 00:11:53,554 --> 00:11:54,835 you know how to do a root canal 328 00:11:54,835 --> 00:11:56,054 to a certain extent. 329 00:11:57,500 --> 00:12:00,159 The other stuff, the other 330 00:12:00,699 --> 00:12:02,699 variables, you can't control you can only control 331 00:12:02,699 --> 00:12:04,879 yourself, but the other variable variables and other 332 00:12:05,019 --> 00:12:05,519 people, 333 00:12:06,495 --> 00:12:09,154 your team members, your patients, your 334 00:12:09,774 --> 00:12:12,254 sales and vendors, whoever, those things you can't 335 00:12:12,254 --> 00:12:15,490 control. So those are things that can kinda 336 00:12:15,490 --> 00:12:16,690 keep you up at night a little bit 337 00:12:16,690 --> 00:12:19,089 where it's, you know, what is is is 338 00:12:19,250 --> 00:12:20,929 when I come in on Monday, is my 339 00:12:20,929 --> 00:12:22,690 office manager gonna tell me she has to 340 00:12:22,690 --> 00:12:23,365 leave because 341 00:12:23,764 --> 00:12:25,205 her husband got a new job and they 342 00:12:25,205 --> 00:12:26,345 have to move out of state? 343 00:12:26,644 --> 00:12:28,884 Or are 2 of my assistants gonna leave 344 00:12:28,884 --> 00:12:31,625 because they're getting a dollar more somewhere else? 345 00:12:32,460 --> 00:12:34,220 Are a couple of my patients upset, and 346 00:12:34,220 --> 00:12:35,679 they want a refund because 347 00:12:36,139 --> 00:12:38,700 something my associate did. Or and that's still 348 00:12:38,700 --> 00:12:40,460 that's still as a leader or a practice 349 00:12:40,460 --> 00:12:41,654 owner, these are all my fault. These are 350 00:12:41,654 --> 00:12:43,115 all my responsibility. 351 00:12:43,495 --> 00:12:44,934 Doesn't mean I have to put all all 352 00:12:44,934 --> 00:12:47,514 these fires out, and it we've discovered, 353 00:12:47,975 --> 00:12:49,334 you know, how to deal with that, how 354 00:12:49,334 --> 00:12:49,995 to delegate. 355 00:12:51,039 --> 00:12:52,320 And as time goes on, we I think 356 00:12:52,320 --> 00:12:53,759 we get better and better at that, and 357 00:12:53,759 --> 00:12:55,840 those those fires become smaller and smaller. So 358 00:12:55,840 --> 00:12:57,759 it doesn't doesn't mean that we're kinda nervous 359 00:12:57,759 --> 00:12:59,279 about it. Sometimes we actually get excited about 360 00:12:59,279 --> 00:12:59,779 those 361 00:13:00,205 --> 00:13:01,184 those, obstacles 362 00:13:01,804 --> 00:13:03,424 and how to tackle them, 363 00:13:04,284 --> 00:13:05,105 how to 364 00:13:05,404 --> 00:13:05,904 approach, 365 00:13:06,605 --> 00:13:09,565 difficult conversations, difficult situations, and say, you know 366 00:13:09,565 --> 00:13:11,850 what? I I can remember back when this 367 00:13:11,850 --> 00:13:14,429 happened, and we can use that experience. So 368 00:13:15,049 --> 00:13:15,950 that's always, 369 00:13:16,649 --> 00:13:17,870 a little nerve wracking. 370 00:13:18,894 --> 00:13:19,875 Other things like 371 00:13:20,894 --> 00:13:21,394 taxes, 372 00:13:22,014 --> 00:13:23,454 those are things that we can't get kind 373 00:13:23,454 --> 00:13:25,214 of get away from. But as a business 374 00:13:25,214 --> 00:13:27,134 owner, we have to watch our overhead. We 375 00:13:27,134 --> 00:13:30,029 have to watch you know, what really is 376 00:13:30,029 --> 00:13:31,309 coming out the door. Are we 377 00:13:32,029 --> 00:13:34,190 you know, heavy PPO, you know, what's our 378 00:13:34,190 --> 00:13:36,544 tax rate kinda at? Like, those kind of 379 00:13:36,544 --> 00:13:38,485 things tell me help me 380 00:13:38,865 --> 00:13:40,964 decide, okay, where is our profitability 381 00:13:41,264 --> 00:13:41,764 at? 382 00:13:42,225 --> 00:13:44,704 Is this still a viable business? Should we 383 00:13:44,704 --> 00:13:46,879 be looking at other places? 384 00:13:47,340 --> 00:13:48,720 How should we raise collection? 385 00:13:49,180 --> 00:13:51,180 How should we bring on those team members 386 00:13:51,180 --> 00:13:53,500 and making sure that the office is running 387 00:13:53,500 --> 00:13:54,000 efficiently? 388 00:13:54,654 --> 00:13:56,014 So I guess if you want to say 389 00:13:56,014 --> 00:13:58,035 those things are what makes us nervous, 390 00:13:58,415 --> 00:13:58,915 is 391 00:14:00,575 --> 00:14:02,995 it getting easier or more difficult 392 00:14:03,379 --> 00:14:04,519 to actually run 393 00:14:05,139 --> 00:14:06,360 a profitable business? 394 00:14:06,980 --> 00:14:10,019 They'll do great clinical work and have that 395 00:14:10,019 --> 00:14:12,360 kind of balance in the office. So 396 00:14:12,964 --> 00:14:14,325 those are those are kind of the small 397 00:14:14,325 --> 00:14:16,164 things that are the those things that we're 398 00:14:16,164 --> 00:14:16,664 seeing. 399 00:14:17,205 --> 00:14:19,125 And, I know we're not alone. I know 400 00:14:19,125 --> 00:14:20,485 a lot of the offices are going through 401 00:14:20,485 --> 00:14:22,570 kind of the same same stuff. So it's 402 00:14:22,570 --> 00:14:24,009 kinda nice to talk to people, a lot 403 00:14:24,009 --> 00:14:26,169 of our colleagues, and, people like you that 404 00:14:26,169 --> 00:14:28,169 are in the industry that that have that 405 00:14:28,169 --> 00:14:31,210 30,000 foot view and looking down and saying, 406 00:14:31,210 --> 00:14:31,710 hey. 407 00:14:32,095 --> 00:14:33,695 This part of the country is going through 408 00:14:33,695 --> 00:14:35,934 this. This might help you. Can this help 409 00:14:35,934 --> 00:14:36,595 this other 410 00:14:36,975 --> 00:14:39,669 group or bunch of dentists out? So but 411 00:14:39,789 --> 00:14:41,730 yeah. So we'll see what happens in the 412 00:14:42,509 --> 00:14:43,889 the next year or so. 413 00:14:45,389 --> 00:14:47,230 Absolutely. I I think all of those things 414 00:14:47,230 --> 00:14:49,365 are so important and, you know, fascinating to 415 00:14:49,365 --> 00:14:52,245 think through, the technology element, how those things 416 00:14:52,245 --> 00:14:55,125 are becoming more pervasive within different practices and 417 00:14:55,125 --> 00:14:57,279 how that could spread. And then to, as 418 00:14:57,279 --> 00:14:59,840 you mentioned, some of the just people issues, 419 00:14:59,840 --> 00:15:01,600 I can imagine a lot of our listeners 420 00:15:01,600 --> 00:15:03,759 are nodding their head in agreement and looking 421 00:15:03,759 --> 00:15:05,904 at, where they're trying to make an impact 422 00:15:05,904 --> 00:15:07,204 and continuing to 423 00:15:07,584 --> 00:15:08,404 move forward, 424 00:15:09,345 --> 00:15:10,725 with just those challenges. 425 00:15:11,830 --> 00:15:13,830 From the technology side of it, I know 426 00:15:13,830 --> 00:15:16,070 you mentioned things are getting more affordable, but 427 00:15:16,070 --> 00:15:18,870 especially for some of the independent practices or 428 00:15:18,870 --> 00:15:19,610 or smaller, 429 00:15:20,149 --> 00:15:21,610 you know, group chains. 430 00:15:21,975 --> 00:15:24,375 How do you select which technology is gonna 431 00:15:24,375 --> 00:15:25,815 be most meaningful for you, 432 00:15:26,454 --> 00:15:28,934 knowing that as you're trying to run for 433 00:15:28,934 --> 00:15:31,014 the future, of course, having more information, more 434 00:15:31,014 --> 00:15:33,720 data, and more ability to, you know, treat 435 00:15:33,720 --> 00:15:35,720 patients is gonna be important, but it is 436 00:15:35,720 --> 00:15:37,259 certainly an investment upfront. 437 00:15:38,039 --> 00:15:40,039 Yeah. Yeah. And that's, you know, that's literally 438 00:15:40,039 --> 00:15:41,259 the $1,000,000 question. 439 00:15:42,315 --> 00:15:44,475 Because there's basics now. I believe there's still 440 00:15:44,475 --> 00:15:46,875 basics now in dentistry if you want to 441 00:15:46,875 --> 00:15:48,955 run not just a proper business, but a 442 00:15:48,955 --> 00:15:51,120 business that you would wanna go to. Like, 443 00:15:51,200 --> 00:15:53,200 as a patient, you're a patient yourself, I'm 444 00:15:53,200 --> 00:15:53,779 a patient. 445 00:15:54,080 --> 00:15:55,519 Do I wanna walk in this office? Do 446 00:15:55,519 --> 00:15:57,360 I feel safe in this office? Do I 447 00:15:57,360 --> 00:16:00,154 feel like they are investing in in new 448 00:16:00,154 --> 00:16:03,355 technology, early technology that looks not dated. You 449 00:16:03,355 --> 00:16:05,274 know, they don't walk in and still are 450 00:16:05,274 --> 00:16:07,115 dipping film in the back. I don't even 451 00:16:07,115 --> 00:16:08,629 know if you know what that means. But, 452 00:16:08,629 --> 00:16:11,350 basically, like, developing film that isn't just seen 453 00:16:11,350 --> 00:16:12,090 on a computer. 454 00:16:12,470 --> 00:16:14,490 You know, that might not seem like 455 00:16:14,870 --> 00:16:16,309 a a big deal to you, but it's 456 00:16:16,309 --> 00:16:18,165 like as a patient walking in, it's like, 457 00:16:18,404 --> 00:16:19,365 I don't know if I wanna send my 458 00:16:19,365 --> 00:16:20,725 family here. I don't know if I wanna 459 00:16:20,725 --> 00:16:23,764 start referring patients here. So the basic stuff 460 00:16:23,764 --> 00:16:25,545 like, again, a scan like, 461 00:16:26,120 --> 00:16:26,940 digital imaging, 462 00:16:27,480 --> 00:16:28,300 a scanner. 463 00:16:28,840 --> 00:16:31,320 I believe I believe a CT is standard 464 00:16:31,320 --> 00:16:32,600 of care now because I do a lot 465 00:16:32,600 --> 00:16:34,504 of implants, and I think that should be 466 00:16:34,504 --> 00:16:36,184 standard of care in terms of what the 467 00:16:36,184 --> 00:16:39,245 what the doctors or clinicians need to see. 468 00:16:39,464 --> 00:16:42,024 So those kind those technologies, I think those 469 00:16:42,024 --> 00:16:43,889 have to be almost like the basics to 470 00:16:43,889 --> 00:16:44,990 to be in the game. 471 00:16:45,769 --> 00:16:46,269 After 472 00:16:46,810 --> 00:16:48,649 that, you have to decide, okay, if you're 473 00:16:48,649 --> 00:16:51,290 running business, if you're already been in practice 474 00:16:51,290 --> 00:16:53,605 for 3, 5 years, let's 475 00:16:53,985 --> 00:16:55,345 say, you need to know your numbers, you 476 00:16:55,345 --> 00:16:56,884 need to know where you're at 477 00:16:57,345 --> 00:16:59,745 and what the future may look like. So 478 00:16:59,745 --> 00:17:00,965 I believe that 479 00:17:01,549 --> 00:17:03,730 now that investment in AI and 480 00:17:04,029 --> 00:17:06,589 technology at at the front desk is is 481 00:17:06,589 --> 00:17:09,170 key for your office managers, for insurance coordinators, 482 00:17:09,230 --> 00:17:10,210 for treatment coordinators. 483 00:17:10,804 --> 00:17:11,865 Because if if 484 00:17:12,565 --> 00:17:13,684 and then it now we have all the 485 00:17:13,684 --> 00:17:14,964 tools in the back end to do all 486 00:17:14,964 --> 00:17:15,544 the diagnosing. 487 00:17:16,404 --> 00:17:18,244 What is that gonna do us any good 488 00:17:18,244 --> 00:17:20,109 if we don't know if the patients are 489 00:17:20,190 --> 00:17:22,429 accepting treatments? They need you know, they want 490 00:17:22,429 --> 00:17:23,730 this treatment in this area 491 00:17:24,109 --> 00:17:26,210 and how to get them to, 492 00:17:26,670 --> 00:17:28,049 you know, afford this treatment. 493 00:17:29,125 --> 00:17:31,045 And those numbers really help us. They really 494 00:17:31,045 --> 00:17:33,285 kinda try the practice and what kind of 495 00:17:33,285 --> 00:17:35,845 practice we really have and what it'll take 496 00:17:35,845 --> 00:17:37,365 to get to that practice that we really 497 00:17:37,365 --> 00:17:38,424 want or want. 498 00:17:39,049 --> 00:17:41,289 So those things, I think, are are more 499 00:17:41,289 --> 00:17:43,210 important to be budgeted for, and they're not 500 00:17:43,210 --> 00:17:43,710 really 501 00:17:44,089 --> 00:17:45,690 they don't break the bank. It's more of 502 00:17:45,929 --> 00:17:48,190 again, a lot of places are subscription models, 503 00:17:48,585 --> 00:17:49,484 which is great. 504 00:17:50,025 --> 00:17:51,704 Like, you pay x amount per month and 505 00:17:51,704 --> 00:17:53,164 you get access to the software. 506 00:17:53,625 --> 00:17:55,704 So I love that. When we're bringing on 507 00:17:55,704 --> 00:17:56,605 something like, 508 00:17:57,130 --> 00:17:58,250 let's say, a, 509 00:17:58,890 --> 00:18:00,970 a 3 like, 3 d printing. We bring 510 00:18:00,970 --> 00:18:02,570 in something on 3 d printing, it has 511 00:18:02,570 --> 00:18:03,630 to be used 512 00:18:04,009 --> 00:18:06,524 minimum once a week. And I don't I'm 513 00:18:06,524 --> 00:18:08,044 not saying this is a arbitrary number. We 514 00:18:08,044 --> 00:18:09,724 know we're open 4 days Fridays a week, 515 00:18:09,724 --> 00:18:10,784 let's say, in these offices. 516 00:18:11,244 --> 00:18:13,085 But you're never gonna get good at it 517 00:18:13,085 --> 00:18:16,099 unless you're doing it consistently. Meaning, each doctor, 518 00:18:16,099 --> 00:18:18,339 one one time a week minimum. They'd be 519 00:18:18,339 --> 00:18:19,400 using it for something. 520 00:18:20,500 --> 00:18:21,799 Obviously, we have to 521 00:18:22,255 --> 00:18:24,515 scale it up as we do more procedures 522 00:18:24,654 --> 00:18:26,494 and we get more out of it, but 523 00:18:26,494 --> 00:18:28,335 it cannot be something we just put our 524 00:18:28,335 --> 00:18:29,855 coat on in the in the closet. It 525 00:18:29,855 --> 00:18:32,079 cannot be something that we show off to 526 00:18:32,079 --> 00:18:33,839 a patient and it looks cool, but, you 527 00:18:33,839 --> 00:18:35,440 know what, we don't all use it. And 528 00:18:35,440 --> 00:18:36,720 when we try to use it, we look 529 00:18:36,720 --> 00:18:37,940 inefficient to do it. 530 00:18:39,154 --> 00:18:41,335 So, yes, we have, you know, certain benchmark 531 00:18:41,474 --> 00:18:42,214 number wise 532 00:18:42,914 --> 00:18:44,835 and saying, okay, we hit this or we 533 00:18:44,835 --> 00:18:46,909 brought on another associate. Now we need x, 534 00:18:46,909 --> 00:18:48,609 y, and z. Maybe we need another scanner 535 00:18:48,829 --> 00:18:50,190 to get us over that edge. It's not 536 00:18:50,190 --> 00:18:51,089 a perfect science 537 00:18:51,710 --> 00:18:53,329 and it's not just going by feel. 538 00:18:53,775 --> 00:18:55,455 It may be going by how many patients 539 00:18:55,455 --> 00:18:57,695 walk through that door and but it definitely 540 00:18:57,695 --> 00:18:59,634 comes down as a treatment mix and 541 00:19:00,015 --> 00:19:02,289 saying, okay. We're here x amount of hours. 542 00:19:02,289 --> 00:19:03,830 We may we produce this much. 543 00:19:04,210 --> 00:19:06,049 What does another scanner look like? We run 544 00:19:06,049 --> 00:19:08,369 the numbers. And within 90 days, we will 545 00:19:08,369 --> 00:19:09,730 make a decision one way or the other 546 00:19:09,730 --> 00:19:11,650 if that's if that's the route we're gonna 547 00:19:11,650 --> 00:19:12,150 go. 548 00:19:13,035 --> 00:19:14,795 That's really fascinating to hear. It makes a 549 00:19:14,795 --> 00:19:16,234 lot of sense, you know, when you look 550 00:19:16,234 --> 00:19:18,075 at the decision making process and trying to 551 00:19:18,075 --> 00:19:19,994 figure out what's gonna be most beneficial for 552 00:19:19,994 --> 00:19:21,119 patients as well as the 553 00:19:21,599 --> 00:19:23,680 practice. Now you also mentioned the people part 554 00:19:23,680 --> 00:19:24,259 of it. 555 00:19:25,279 --> 00:19:27,700 I I think it seems like that, 556 00:19:28,079 --> 00:19:31,744 just kind of competitiveness for staff and really, 557 00:19:31,884 --> 00:19:33,964 you know, those who are trained in very 558 00:19:33,964 --> 00:19:36,545 talented people is continuing to rise, 559 00:19:37,005 --> 00:19:39,859 you know, in and especially when looking at 560 00:19:39,859 --> 00:19:40,359 how, 561 00:19:40,819 --> 00:19:42,740 practices are able to pay their staff and 562 00:19:42,740 --> 00:19:44,579 what really Yep. Is the standard continue to 563 00:19:44,579 --> 00:19:46,039 rise without that reimbursement 564 00:19:46,339 --> 00:19:48,174 to match. So, you know, when you look 565 00:19:48,174 --> 00:19:48,654 at those, 566 00:19:49,615 --> 00:19:51,934 factors in that situation, how do you really, 567 00:19:52,575 --> 00:19:54,734 try to respond and make sure that, 568 00:19:55,295 --> 00:19:58,140 for your teammates, you can offer whatever you 569 00:19:58,140 --> 00:20:00,700 can possible to try to, build a great 570 00:20:00,700 --> 00:20:01,359 team there. 571 00:20:01,980 --> 00:20:03,679 No. I I, I agree. It's it's 572 00:20:04,015 --> 00:20:06,434 it hasn't gotten any easier since 573 00:20:07,215 --> 00:20:09,315 I purchased my practice back in 2008. 574 00:20:09,934 --> 00:20:12,335 It is it is still always a struggle 575 00:20:12,335 --> 00:20:13,230 to not just 576 00:20:13,710 --> 00:20:14,210 onboard 577 00:20:14,509 --> 00:20:16,750 new team members, great team members, but keep 578 00:20:16,750 --> 00:20:18,829 the team members you have. And I I 579 00:20:18,829 --> 00:20:20,829 I really wanna make sure that's a focus 580 00:20:20,829 --> 00:20:21,329 on 581 00:20:21,744 --> 00:20:24,144 keeping the team members you have on your 582 00:20:24,144 --> 00:20:25,924 team, treat them like gold, 583 00:20:26,305 --> 00:20:27,984 make sure they come to a place that 584 00:20:27,984 --> 00:20:29,525 they're happy, that they're respected 585 00:20:30,740 --> 00:20:33,299 because it starts from that core. You have 586 00:20:33,299 --> 00:20:34,819 your core values that starts with the core 587 00:20:34,819 --> 00:20:36,180 people that you have in your team. As 588 00:20:36,180 --> 00:20:37,720 long as you want them on your team, 589 00:20:38,355 --> 00:20:39,654 and they wanna be there, 590 00:20:40,194 --> 00:20:42,115 those people will find you other team members 591 00:20:42,115 --> 00:20:42,694 as well. 592 00:20:42,994 --> 00:20:44,914 Obviously, they're coming from, you know, other sites 593 00:20:44,914 --> 00:20:45,980 and, and 3 594 00:20:46,359 --> 00:20:48,920 d or third party places, but you keep 595 00:20:48,920 --> 00:20:51,340 that core intact as best you can 596 00:20:52,039 --> 00:20:53,980 by obviously playing them well. 597 00:20:54,359 --> 00:20:54,859 There's 598 00:20:55,495 --> 00:20:57,414 different, platforms you can use for, you know, 599 00:20:57,414 --> 00:20:58,634 with the payment and 600 00:20:59,575 --> 00:21:01,255 pay in the area and things like that. 601 00:21:01,255 --> 00:21:01,755 And, 602 00:21:02,460 --> 00:21:04,059 you don't wanna be, you know, the maybe 603 00:21:04,059 --> 00:21:05,019 you don't wanna be the highest. You don't 604 00:21:05,019 --> 00:21:06,480 wanna be the low definitely, the lowest. 605 00:21:06,859 --> 00:21:07,359 But 606 00:21:08,059 --> 00:21:10,380 you wanna have them not focus as much, 607 00:21:10,380 --> 00:21:13,244 obviously, on the pay, but having that respect. 608 00:21:13,244 --> 00:21:14,065 And everybody 609 00:21:15,325 --> 00:21:18,125 wants something different. You know, the majority maybe 610 00:21:18,125 --> 00:21:20,029 will want that pay, but some people just 611 00:21:20,029 --> 00:21:21,009 want the appreciation. 612 00:21:21,309 --> 00:21:23,150 Some might want gifts. Some might want time 613 00:21:23,150 --> 00:21:24,910 off with their kids. Some might just want 614 00:21:24,910 --> 00:21:27,070 flexible hours. We find out and this is 615 00:21:27,150 --> 00:21:29,455 this comes into a leadership. That's really what 616 00:21:29,455 --> 00:21:30,815 I'll do with the dentistry. Just the leadership 617 00:21:30,815 --> 00:21:32,755 part is figuring out what does this 618 00:21:33,295 --> 00:21:36,174 person really need, what do they want, how 619 00:21:36,174 --> 00:21:37,759 can we give it to them. You don't 620 00:21:37,759 --> 00:21:39,599 need as many team members as you think 621 00:21:39,599 --> 00:21:41,279 to run an efficient office if you got 622 00:21:41,679 --> 00:21:44,160 again, you you've taken these people and and 623 00:21:44,160 --> 00:21:46,099 turn into great team members already. 624 00:21:46,464 --> 00:21:49,025 For the new hires, it again comes back 625 00:21:49,025 --> 00:21:49,924 to onboarding, 626 00:21:50,625 --> 00:21:52,325 making sure your systems are tight. 627 00:21:53,184 --> 00:21:54,404 To stay competitive, 628 00:21:55,019 --> 00:21:57,099 We try to do more of a tiered 629 00:21:57,099 --> 00:21:57,599 model 630 00:21:57,900 --> 00:21:59,980 instead of just saying, okay. Here's x amount 631 00:21:59,980 --> 00:22:02,195 for you because you have 1 year experience. 632 00:22:02,195 --> 00:22:04,355 Then let's bring in. These are the these 633 00:22:04,355 --> 00:22:06,035 are the markings these are the amounts that 634 00:22:06,035 --> 00:22:07,394 you can make as long as you hit 635 00:22:07,394 --> 00:22:09,075 these tiers. So you have you have goals 636 00:22:09,075 --> 00:22:10,295 throughout the year almost. 637 00:22:10,659 --> 00:22:12,659 We have that our good 30, 60, 90 638 00:22:12,659 --> 00:22:13,859 where we kind of talk to them, sit 639 00:22:13,859 --> 00:22:15,700 down with the new team members, know they're 640 00:22:15,700 --> 00:22:16,440 on track, 641 00:22:16,899 --> 00:22:19,154 know what the benefit package looks like. So 642 00:22:19,154 --> 00:22:20,914 a little more professional than maybe when we 643 00:22:20,914 --> 00:22:21,654 first started. 644 00:22:22,034 --> 00:22:23,554 And I think that's helped us a lot 645 00:22:23,554 --> 00:22:24,454 getting those, 646 00:22:25,075 --> 00:22:26,750 professionals that wanna be here in the field 647 00:22:26,750 --> 00:22:28,349 for the long term. So by 90 days, 648 00:22:28,349 --> 00:22:29,645 they want they know they wanna be here. 649 00:22:29,645 --> 00:22:31,069 We know we want them to be here. 650 00:22:31,069 --> 00:22:32,529 And, again, we just try to 651 00:22:35,575 --> 00:22:36,954 treat them as well as we can, 652 00:22:38,375 --> 00:22:39,115 be professional, 653 00:22:39,815 --> 00:22:40,714 document everything, 654 00:22:41,414 --> 00:22:43,815 and, you know, be as competitive we can 655 00:22:43,815 --> 00:22:45,730 in the area. I say that, Laura, to 656 00:22:45,730 --> 00:22:48,849 you, but it is it does get more 657 00:22:48,849 --> 00:22:50,069 difficult every year 658 00:22:50,529 --> 00:22:51,910 with especially if you're 659 00:22:52,369 --> 00:22:54,309 in an insurance driven industry, 660 00:22:54,644 --> 00:22:56,904 like, we're probably 70%, 80% PPO, 661 00:22:57,764 --> 00:23:00,264 where our reimbursements aren't going up, 662 00:23:00,644 --> 00:23:04,105 our overhead, including supplies, lab bills, maybe 663 00:23:04,759 --> 00:23:07,180 team members, stuff like that keeps going up, 664 00:23:07,559 --> 00:23:08,460 where is 665 00:23:08,920 --> 00:23:10,839 that breakeven not just breakeven point, but where 666 00:23:10,839 --> 00:23:13,714 is that Okay. I'm I wanna take the 667 00:23:13,714 --> 00:23:15,474 x amount of profitability to be happy with 668 00:23:15,474 --> 00:23:17,815 it. Otherwise, we have to look at other, 669 00:23:18,434 --> 00:23:19,954 other options with team members. And I don't 670 00:23:19,954 --> 00:23:21,654 wanna do that. I think that's one 671 00:23:22,179 --> 00:23:24,980 line item where we don't mind overspending or 672 00:23:24,980 --> 00:23:27,460 being over because we want great people here 673 00:23:27,460 --> 00:23:29,734 and want people that wanna be around. And 674 00:23:30,034 --> 00:23:30,774 for the majority, 675 00:23:31,474 --> 00:23:32,694 we definitely have that. 676 00:23:33,554 --> 00:23:35,634 We have very little turnover. I have people 677 00:23:35,634 --> 00:23:37,315 on my team that have been with us 678 00:23:37,315 --> 00:23:39,839 for 16 years, And but still we bring 679 00:23:39,839 --> 00:23:41,539 on people probably every 680 00:23:42,079 --> 00:23:43,700 6 months, maybe every year, 681 00:23:44,480 --> 00:23:46,240 because people come in and out or part 682 00:23:46,240 --> 00:23:47,940 timers and things like that. So 683 00:23:48,404 --> 00:23:51,625 we we're always constantly looking for good 684 00:23:52,005 --> 00:23:53,865 team members, good potential fit. 685 00:23:55,289 --> 00:23:56,730 That's great to hear. And, you know, a 686 00:23:56,730 --> 00:23:59,369 really strong strategy, it sounds like. Now before 687 00:23:59,369 --> 00:24:01,049 we wrap up here, I'm wondering what will 688 00:24:01,049 --> 00:24:02,890 the most effective health care leaders need in 689 00:24:02,890 --> 00:24:03,734 order to be successful 690 00:24:07,414 --> 00:24:09,414 dental industry will continue to evolve and some 691 00:24:09,414 --> 00:24:12,214 of these challenges will, you know, persist or 692 00:24:12,214 --> 00:24:13,275 evolve as well? 693 00:24:14,779 --> 00:24:17,759 Sure. And I don't wanna, you know, kind 694 00:24:17,900 --> 00:24:20,299 of restate everything again, but it's it really 695 00:24:20,299 --> 00:24:22,894 is important to say, like, knowing how to 696 00:24:22,894 --> 00:24:23,394 onboard 697 00:24:24,414 --> 00:24:27,154 new team members efficiently, especially ones that are 698 00:24:27,295 --> 00:24:28,755 not from the dental field, 699 00:24:29,589 --> 00:24:30,809 really incorporating 700 00:24:31,349 --> 00:24:33,529 more technology or different technology that 701 00:24:33,829 --> 00:24:35,509 it might seem cool to some patients or 702 00:24:35,509 --> 00:24:36,950 something might seem great to a dentist, but 703 00:24:36,950 --> 00:24:38,309 make sure that you can actually get a 704 00:24:38,309 --> 00:24:38,809 functional, 705 00:24:39,815 --> 00:24:41,815 technology that you're gonna use on a daily 706 00:24:41,815 --> 00:24:43,654 basis. And it's gonna really, again, move the 707 00:24:43,654 --> 00:24:45,674 needle, drive your practice forward. 708 00:24:46,309 --> 00:24:48,330 A big thing is for me is keeping 709 00:24:48,390 --> 00:24:49,289 keeping owners 710 00:24:50,070 --> 00:24:53,029 or keeping dentists, really, in control of their 711 00:24:53,029 --> 00:24:55,214 future. You know? This is this is still 712 00:24:55,214 --> 00:24:57,934 a cottage industry. We're still we're not medicine. 713 00:24:57,934 --> 00:25:00,654 We're not ginormous where we can, again, pivot. 714 00:25:00,654 --> 00:25:01,875 We can do things 715 00:25:02,279 --> 00:25:03,659 that they can't still. 716 00:25:04,039 --> 00:25:04,539 And 717 00:25:04,919 --> 00:25:06,759 it's very important to me to know that, 718 00:25:06,759 --> 00:25:07,259 okay, 719 00:25:07,720 --> 00:25:09,579 we're business owners. We control 720 00:25:10,414 --> 00:25:12,894 everything from the marketing, from who we hire, 721 00:25:12,894 --> 00:25:14,595 who we fire, the hours we work. 722 00:25:15,055 --> 00:25:17,615 We do it for a purpose, and we're 723 00:25:17,615 --> 00:25:19,990 starting we're definitely learning that you know, there's 724 00:25:19,990 --> 00:25:21,269 a there's a rhyme and a reason to 725 00:25:21,269 --> 00:25:22,710 what we do and how we run our 726 00:25:22,710 --> 00:25:23,609 practice and 727 00:25:24,069 --> 00:25:26,250 who we bring into our our practice. So 728 00:25:26,549 --> 00:25:28,069 the next, you know, couple of years will 729 00:25:28,069 --> 00:25:30,555 be very pivotal in dentistry and saying, okay. 730 00:25:30,555 --> 00:25:31,055 Where 731 00:25:31,515 --> 00:25:33,115 where does this future lead to? You know, 732 00:25:33,115 --> 00:25:35,115 where are those those dental students want to 733 00:25:35,115 --> 00:25:37,195 go? Do they wanna be practice owners? Do 734 00:25:37,195 --> 00:25:38,734 they wanna go straight into 735 00:25:39,549 --> 00:25:42,109 a, a DSO or even my practice to 736 00:25:42,109 --> 00:25:43,009 become an associate? 737 00:25:43,390 --> 00:25:45,390 And I've I don't care either way. You 738 00:25:45,390 --> 00:25:47,150 know, I I meaning, I would love them 739 00:25:47,150 --> 00:25:48,365 to, one day, want to own or at 740 00:25:48,365 --> 00:25:50,125 least try it out and see if they 741 00:25:50,125 --> 00:25:51,664 like it or not, but it's more of 742 00:25:52,285 --> 00:25:53,565 as long as they came into dentistry for 743 00:25:53,565 --> 00:25:56,125 the right reasons, I'm assuming most dentists are 744 00:25:56,125 --> 00:25:59,070 still they wanna help people. They wanna be 745 00:25:59,289 --> 00:26:01,529 part of this, you know, fantastic field and 746 00:26:01,529 --> 00:26:03,950 kinda grow with it. But, really, 747 00:26:04,515 --> 00:26:06,914 as health care leaders I love that word 748 00:26:06,914 --> 00:26:09,554 leaders. We're constantly learning how to lead our 749 00:26:09,554 --> 00:26:10,054 teams. 750 00:26:11,234 --> 00:26:13,154 Even if you're only if not only even 751 00:26:13,154 --> 00:26:14,859 if you're an associate, even if you're a 752 00:26:14,859 --> 00:26:18,480 dental assistant, hygienist, whatever, you're still team leaders 753 00:26:18,859 --> 00:26:21,599 and act like that. Have that ownership mentality. 754 00:26:22,304 --> 00:26:24,304 I think all our practices will be fine 755 00:26:24,384 --> 00:26:25,984 will will be will be okay. It's more 756 00:26:25,984 --> 00:26:28,065 of, okay, we're gonna bring someone else new. 757 00:26:28,065 --> 00:26:29,605 We're gonna bring a new piece of technology. 758 00:26:30,065 --> 00:26:31,924 How do we incorporate these things 759 00:26:32,609 --> 00:26:34,549 going forward, and how do we use that 760 00:26:34,690 --> 00:26:36,869 efficiently? Because, again, things are changing, 761 00:26:37,250 --> 00:26:39,109 for me, I feel like quite rapidly. 762 00:26:39,634 --> 00:26:40,134 So 763 00:26:40,434 --> 00:26:41,795 how to just to keep up with that 764 00:26:41,795 --> 00:26:43,174 and not how not 765 00:26:43,634 --> 00:26:45,015 make it part of your 766 00:26:45,394 --> 00:26:46,934 whirlwind, like, get 767 00:26:47,529 --> 00:26:50,009 throw your practice into confusion or chaos on 768 00:26:50,009 --> 00:26:51,390 how to use those things 769 00:26:51,769 --> 00:26:52,590 to your advantage. 770 00:26:52,970 --> 00:26:54,250 So I hope I hope that helped. I 771 00:26:54,250 --> 00:26:55,930 don't know if that made any sense there, 772 00:26:55,930 --> 00:26:56,430 but 773 00:26:57,134 --> 00:26:59,634 Absolutely. No. I think you're spot on, especially, 774 00:27:00,494 --> 00:27:02,494 in trying to remain steadfast. Like you said, 775 00:27:02,494 --> 00:27:03,315 getting more, 776 00:27:03,855 --> 00:27:07,069 dentists and dental leaders into the the field 777 00:27:07,069 --> 00:27:07,390 and, 778 00:27:07,950 --> 00:27:09,789 making sure they have the opportunity to serve 779 00:27:09,789 --> 00:27:11,634 patients and the communities in the best way 780 00:27:12,035 --> 00:27:13,634 possible. Doctor Puerri, thank you so much for 781 00:27:13,634 --> 00:27:15,315 joining us on the podcast today. This has 782 00:27:15,315 --> 00:27:17,154 been such a fun and interesting discussion, and 783 00:27:17,154 --> 00:27:18,755 I look forward to connecting with you again 784 00:27:18,755 --> 00:27:19,255 soon. 785 00:27:19,599 --> 00:27:21,119 No. My pleasure, Laura. Thank you so much 786 00:27:21,119 --> 00:27:21,779 for having