The Dental Marketer

Are you struggling with high staff turnover and inefficient hiring? In this episode, I'm sitting down with Dr. Mike Neal, optometrist and founder of Build My Team, to uncover how his innovative approach to hiring can transform your practice. Dr. Neal shares the origin story of Build My Team, a company created to tackle the widespread problem of hiring based on misleading resumes. Instead, they focus on identifying candidates' natural strengths through rigorous psychometric assessments, ensuring the right fit for the job every time. This method not only improves team performance but also dramatically enhances staff retention rates.

During our conversation, Dr. Neal elaborates on the intricacies of the hiring process—rewriting job descriptions, sourcing candidates from over 20 job boards, and using advanced assessments to filter the best candidates. This comprehensive approach saves practices significant time and effort while guaranteeing that only the most competent staff are hired. The results speak for themselves: improved gross revenue, increased net income, and a more motivated team. Dr. Neal's insights extend beyond hiring new staff—he also shares strategies for assessing current employees to ensure each individual is in the role best suited to their talents. By leveraging the right technology and making swift decisions, practices can ensure long-term success and stability.

What You'll Learn in This Episode:

• The common pitfalls of traditional resume-based hiring.
• How Build My Team's assessment-driven approach improves staff retention.
• The process of sourcing and evaluating candidates from multiple job boards.
• The impact of effective hiring on a practice's revenue and team morale.
• Strategies for assessing and optimizing the performance of existing staff.
• The importance of quick decision-making and leveraging technology in hiring.

Ready to revolutionize your practice's hiring process? Let's listen to what Dr. Mike Neal has to say!

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Sponsors:
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For high quality AND affordable dental supply options, visit The Dentists Supply Company(TDSC) website today! Our listeners get a special deal - 25% off on orders over $500 - Just type in the special code: TDM25 at checkout for your exclusive offer. AND if you're a member of your state's Dental Association, you may be eligible for additional savings upon providing your ADA number. Click or copy and paste the link here to save today! https://www.tdsc.com/

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Guest: Dr. Mike NealBusiness Name: Build My TeamCheck out Mike's Media:

Website: https://www.buildmyteam.com/

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Other Mentions and Links:

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Software/Tools:

Indeed

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Establishments:

Wharton Business School

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Host: Michael Arias‍Website: The Dental Marketer

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

‍
Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]

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p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.

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Have you been wondering how AI could revolutionize dental practices and patient care? In this Monday Morning Episode, we chat with Mike Buckner from Pearl, an AI company dedicated to transforming the dentistry landscape with cutting-edge technology. I begin by asking for insights on integrating AI into dental practices, Mike emphasizes that, despite the confidence many experienced dentists have in their diagnostic skills, patients increasingly expect advanced technologies that offer precision and unparalleled care. He delves into how Pearl’s AI assists by marking pathologies on dental x-rays, making dental issues more comprehensible to patients and boosting acceptance of recommended treatment plans.

Mike shares compelling statistics from the CDC on undiagnosed conditions and highlights how AI offers a valuable second look, ensuring no critical details are overlooked. He discusses the reliability of AI, acknowledging its occasional false positives or negatives but likening it to a TSA scanner that identifies areas warranting closer dentist inspection. Throughout the conversation, he emphasizes that AI aids rather than replaces dentists, providing them with robust tools to enhance diagnostic accuracy. A deeply personal story about his wife’s missed breast cancer diagnosis underscores the broad potential of AI to elevate diagnostic care across medical fields. As the episode wraps up, Mike encourages listeners to explore Pearl’s offerings and consider a demo to experience AI’s benefits firsthand.

What You'll Learn in This Episode:

• How AI is transforming the field of dentistry and patient expectations
• The advantages of using AI for diagnosing dental issues through x-ray analysis
• Key statistics on undiagnosed conditions and the role of AI in mitigating these
• The limitations and reliability of AI in diagnostic procedures
• Personal anecdotes highlighting the broader significance of AI in healthcare diagnostics

Don't miss out on discovering how AI can elevate your dental practice and ensure the best patient care – tune in to this episode now!

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Pearl AI: The Future of Dentistry, Powered by AI: https://hellopearl.com/ (Don't forget to mention you heard about Pearl AI on the podcast!)

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You can reach out to Mike Buckner here:

Website: https://hellopearl.com/

Can You Beat AI? http://play.hellopearl.com/

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Mentions and Links:

Podcast Episodes:

402: DR. KYLE STANLEY | BEVERLY HILLS DENTIST – THE DENTAL MARKETER PODCAST

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Products/Brands:

iPhone

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Sources for Referenced Stats:

Development of a Deep Learning Algorithm for Periapical Disease Detection in Dental Radiographs

Diagnosis of Occlusal Caries: Part I. Conventional Methods

Products - Data Briefs - Number 307 - April 2018

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If you want your questions answered on Monday Morning Episodes, ask me on these platforms:

My Newsletter: https://thedentalmarketer.lpages.co/newsletter/

The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041

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Episode Transcript (Auto-Generated - Please Excuse Errors)

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Michael: Hey Mike. So talk to us. What's one piece of advice you can give us this Monday morning?

Mike: A little background. I work at a, an AI company, right? Pearl. and so what we're doing is we're helping dentists see and analyze everything that's on the x rays that are taken.

And oftentimes, you know, it's really interesting, but oftentimes talk to dentists who say, you know what, I've been looking at x rays. for the last 20, 30 years, I don't need help. I don't need technology to help me look at or diagnose or find things on x rays. I never miss anything on my x rays.

And I guess a piece of advice that I would give is that it's not necessarily about. You know, that sounds really bad, but it's really about the patient and what the patient is expecting. oftentimes we get an influx of patients that reach out to us at Pearl are asking us, Hey, can you help us find a dentist in the area that we live in that utilizes artificial intelligence?

because they've been burned before. They've had bad experiences before they needed to go and get a second opinion before. And so it's really about what the patient's expectations are. What is going to give your patients the peace of mind that they are going to a practice that leverages the latest and greatest in technology so that they are going to someone who's going to provide them with the best oral care available.

Michael: And so you guys have been bumping into this a lot with regular population, general population asking.

Mike: Yeah. So we, we get a lot of patients that,have an interest in what we're doing with artificial intelligence and highlighting all of the pathologies on the x rays because really what it does is it's giving the patients as a patient's in the chair.

It gives them the opportunity really for the first time to kind of see what the clinician's seeing, to see what the doctor's seeing. The dentist can look at the x rays and he can see and analyze almost everything that's on there. But when he's pointing out the treatment to the patient, the patient's like, I'm sorry, everything looks

Kind of gray or this dark color gray, because the doctor's like, do you see this area right here? That's a little darker and for them. They're not seeing it But when AI can come in and highlight all of those areas on the x ray it breaks it down for them It helps them see it and understand it and when they see it and they understand what's going on in the x rays it makes sense to them.

It truly leads to an increase in case acceptance.

Michael: Do you, Mike, by any chance have stats on how much missed things have happened you know what I mean? like my own self trust. I got this. Don't worry. I've been doing this for years. Compared to AI.

Mike: I do. In fact, I'm glad you asked that. We did not rehearse this before, but I actually have some stats up that I wanted to share.

this is right off of the CDC website. are some studies show that 43 percent of carries in x rays are undiagnosed. 20 percent of carries diagnosed in patients are not actually carries. here's the big one, 49%, almost right down the middle, almost a coin toss 49 percent of periapical radiolucency and x raysare undiagnosed.

That's huge. Yeah. That's massive. And even if it's just one that's missed, now, unfortunately we're seeing it more than ever. We're seeing, law firms that are advertising to patients. saying, Hey, did your dentist miss this or miss that? Cause if so, click here and submit a claim and we're going to go after him and get you some money.

It's, unfortunate, but that's really the way that things are going. So, This just allows that second set of eyes, that peace of mind, especially as you have associates, you've got other people working with you in the practice to make sure that everyone is seeing all of the detections.

It's not diagnosing. But it's just helping highlight and find things earlier or sooner than human eye might be able to.

Michael: the human eye can only see between 30 and 50 different shades and tones of gray, artificial intelligence, it has the ability to really pick up and highlight between 500 and 700 different shades and tones of gray, it really is able to catch things earlier than what a dentist might be confident in finding diagnosing.

Gotcha. Okay. now this is a question I've seen floating around. Can AI make mistakes?

Mike: Absolutely. In fact, what I would say is that when you do install or implement AI, there will be times that you'll look at it and it might be a false positive.

It might be a false negative. And here's really kind of reasoning behind it. if you go onto your phone, your iPhone. And they have that search in your photos, you can go to your photos and you can search and type in something fairly generic into the search. You can type in like a dog or a cat and it's going to go in and it's going to give you all of the pictures, all categorized, all bunched together, all the pictures of dogs in your phone.

But you might have a couple of those that are going to be cats or might be deer or might be something else, but it looks very similar to that. Now, this is where it's not a replacement for the doctor. It's not a replacement for the human eye, because if you look at that, you can easily see, Oh, you know what?

It's actually a deer. It looks like a dog, but I can tell that it's a deer. The same thing applies with the x rays. Sometimes the x ray might be taken on a poor angulation or with a lot of overlap and it might pick something up. But looking at it, oftentimes the doctor will say well, yeah, I can see why it might be highlighting or showing that as carries.

But I know that there's just massive area of overlap or something else that, they can easily see and pick up.

Michael: So would you recommend if we're utilizing Pearl or AI, right? We use it Hey, this is our first round and then I will double check it as a doctor and make sure it looks good.

Or the other way around,

Mike: because it works instantaneously, I would almost suggest look at the areas that the AI is saying, Hey, there might be a curious lesion here. Very similar, Michael, when you go through like TSA at the airport, you walk through that scanner.

And when you walk through, there's a little box that it shows kind of an outline of a person and it shows a little box to the TSA agent saying, Hey, you should probably check this area. And that's very similar to what the AI is doing. showing you the areas to the dentist that saying, Hey, you might want to check this area based upon the pixels on the x ray in this area.

There's a high likelihood that there's, radiolucency that's found within this area.

Michael: Gotcha. it's really good. To always keep that alert on this thing. And so with AI, you mentioned that patients reach out to you. Is there a specific thing that you guys do where you're like, Hey, there's doctors near you who have, you know,

Mike: So we don't have anything that's programmed yet that we, have released, probably coming soon, kind of a little teaser there but, is something that AI is huge in medicine. we talked about this, right before this podcast where, it affected me as well. In fact, my wife's breast cancer was missed on a mammogram. And I started researching where is AI in mammography we're seeing more and more of it, but patients are aware of this.

Patients know that AI is here to stay. It is really elevating the standard of care because humans are prone to mistake. Humans are prone to errors and missing things. And the AI is really kind of that, unbiased, able to just highlight all the data that's shown and let the clinicians, let the doctors make the final decision.

Michael: Gotcha. Can I ask Mike, what made you, when it came to the breast cancer with your wife, get like a second opinion and not just depend on that one doctor and say, Hey, cool.

Mike: Yeah. It's funny. there was a phrase that was shared with us when the oncologist, showed us the mammogram and then he said, we can do an ultrasound.

We did the ultrasound. Same thing. It's not really typical to what we see with breast cancer. And then he said, we can watch it. you're young, I wouldn't worry about it. You can come back next year. We'll get another mammogram.

We can see if it's changed in size or anything. I'm like, there's no way there's no way I'm watching it. Cause I know what that means. What are we going to watch it do? We're going to watch it get bigger. I don't want to play with that. that's really where I thought, you know what? kind of. wanted to research where is AI in mammography? Because this all happened while I'm working at Pearl, while I'm working at a company that is bringing artificial intelligence, aid or detections to x rays. those words, we can watch it. To me, it was like, okay, the doctor sees something there, but is not certain enough.

To give a diagnosis.

went ahead with the biopsy and the biopsy came back positive. She's doing well now, but the biopsy came back positive and I went home and I was like, Oh my gosh, of course. humans make mistakes.

don't blame him because here's the thing that I don't know. Was that his first mammogram that he looked at on Monday, or was that his 500th mammogram that he looked at on Friday and where everything is kind of all blending together, can't blame him for that, humans just make mistakes, but that's really where after we got the results back from the biopsy, I went back and I started researching this.

And, AI in medicine is making massive strides all across all the different fields in medicine. And it's exciting because I do think that it will improve the overall standard of care.

Michael: That's interesting. Man, that you mentioned that because for a lot of patients. Dental or not, like this is their, visit, whether they're in the chair, right?

And then they're getting checked up on and stuff like that, that could be their first most terrifying experience ever. But for the doctor, it's it's Friday, my last pay, I just want to get out of here kind of thing. Right. I have stuff to do. And so the doctor could be super experienced.

But the time of day and how they're feeling and everything plays a huge factor, and that's what can miss it, right? And so I guess we're not really thinking of, oh, this is the patient's first and most terrifying experience ever here with us. And they're depending on me to get everything on point, but I'm like, I gotta get

Mike: out of here

Michael: kind of thing, right?

Mike: Yeah. you look at those x rays, we've been looking at the same black and white and gray technology for a long time now

oftentimes it is kind of on the fence, like, should we treat it? Should we not? We don't want to be too aggressive. But I remember I've been to the dentist before and the dentist has told me like, ah, there's something here, but might want to just keep an eye on it.

And I'm like either there is, or there isn't. Can we stop it? Can we do something to remineralize whatever? But don't just let me walk out of here. If you see something there let's take care of it. I want to fix it.

Michael: Yeah. A hundred percent, man. That's true. Awesome. Mike, thank you so much for your time.

I appreciate it. But if anyone has further questions or concerns, where can they reach out to me?

Mike: Actually you can go to our website. Hellopearl. com. If you go to our website, you can sign up for a demo of Pearl. see how the AI interfaces with your x rays.

what it can do for your practice. So we really have designed different features and different tools for all areas of the practice, whether it's front office, whether you're a hygienist, you're a dentist. We really have, explored ways to leverage artificial intelligence to really increase overall efficiency and the standard of care in the practice.

Michael: Awesome. So that's going to be in the show notes below. So you can reach out to Mike and get that free demo. Mike, thank you so much for being with us on this Monday morning episode.

Mike: Thank you very much.

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How does a oral surgeon transform into a social media sensation WHILE building a thriving multi-location practice? In this episode, we dive deep with Dr. Jason Auerbach, an oral maxillofacial surgeon who not only founded Riverside Oral Surgery but also became the popular Instagram persona "Bloody Tooth Guy." Jason unveils his entrepreneurial journey, giving you a glimpse into how he turned his practice in River Edge, New Jersey, into an industry leader. He shares his road map to success, highlighting the importance of optimal patient experience, strategic acquisitions, and genuine communication with referring doctors. His story is a testament to how balancing clinical artistry with business prowess can result in a flourishing practice.

Jason also elaborates on how social media has played a pivotal role in shaping his personal brand. His Instagram account, initially aimed at surgically-minded young dentists, has unexpectedly amplified his practice’s reputation. However, what's truly fascinating is how Jason separates the content for his personal brand from that of Riverside Oral Surgery, ensuring a clear focus on expert patient care. He discusses the balance needed between embracing emerging technologies like digital dentistry and robotics while preserving the human touch. The episode is peppered with Jason's insights on maintaining authenticity, fostering a supportive work culture, and prioritizing steady, incremental improvement. Whether you have years of dental experience or are just starting out, Jason provides valuable advice in this episode.

What You'll Learn in This Episode:

• The journey of transforming a single practice into a successful multi-location entity.
• Importance of referral management and transparent communication with referring doctors.
• Strategies for cultivating a positive and hospitable environment for patients and staff.
• The role of social media in building a personal brand and enhancing a practice’s reputation.
• Balancing technological advancements in dentistry with clinical artistry.
• Insights on authenticity, perseverance, and incremental improvement for long-term success.

Ready to get inspired by the dynamic world of modern oral surgery? Tune in to this episode now!

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Sponsors:
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For high quality AND affordable dental supply options, visit The Dentists Supply Company(TDSC) website today! Our listeners get a special deal - 25% off on orders over $500 - Just type in the special code: TDM25 at checkout for your exclusive offer. AND if you're a member of your state's Dental Association, you may be eligible for additional savings upon providing your ADA number. Click or copy and paste the link here to save today! https://www.tdsc.com/

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Guest: Dr. Jason AuerbachPractice Name: Riverside Oral SurgeryCheck out Jason's Media:

Website: https://www.riversideoralsurgery.com/

Jason's Instagram: https://www.instagram.com/bloodytoothguy/

Practice Instagram: https://www.instagram.com/riversideoralsurgery/

Email: [email protected]

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Other Mentions and Links:

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People:

Dr. Pimple Popper

Elon Musk

Jeff Bezos

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Businesses/Brands:

Max Surgical Specialty Management

3Sixty 

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Establishments:

New York University (NYU)

Kings County Downstate Medical Center

Prudential Center

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Host: Michael Arias‍Website: The Dental Marketer

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

‍
Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]

‍

p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.

We all love when our peers agree with us online, but could this be hurting our mindset and creativity? In this episode, I sit down with Jennifer Pearce to explore the perils of groupthink and the profound impact of mindset on success in the dental industry. We dive deep into how maintaining a healthy, critical approach is crucial for dentists, especially when transitioning from larger DSOs to private practice. Jennifer passionately discusses the dangers of groupthink, revealing how it can obstruct innovation and stunt personal growth.

Through examples and insights from her coaching experience, Jennifer sheds light on the necessity of evolving one's mindset. Whether you're just starting in the field or looking to make a significant career change, this episode is packed with practical advice and thought-provoking ideas. Tune in to discover how critical thinking and self-awareness can become your greatest assets in navigating the complexities of a dental career.

What You'll Learn in This Episode:

• What is groupthink, and how does it affect personal and professional growth?
• Why mindset is critical for success in dentistry, especially in private practice.
• How to transition from working in DSOs to establishing a private practice.
• The importance of critical thinking and self-awareness in overcoming industry challenges.
• Real-life examples and insights from Jennifer's coaching experiences.
• Practical tips for evolving your mindset at different stages of your dental career.
• Strategies to maintain an independent and creative approach in a collaborative environment.
• How to identify when you're falling into the groupthink trap.

Let's get into our episode with Jennifer Pearce today and learn how to steer clear of groupthink!

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Sponsors:

Studio 8E8: Dentistry’s story-driven marketing agency. Traditional marketing repels. Story-first dental marketing attracts.

We bring your story to life in a way that captivates and connects: https://s8e8.com/affiliates/tdm?utm_source=tdm&utm_medium=affiliate&wc_clear=true

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You can reach out to Jennifer Pearce here:

Website: https://prosperitydentalsolutions.com/

Email: [email protected]

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Mentions and Links:

Terms:

Groupthink

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People:

Travis Kelce

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Events:

Super Bowl

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Football Teams:

Dallas Cowboys

Kansas City Chiefs

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Insurance Companies:

MetLife

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Companies/Brands:

American Airlines

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If you want your questions answered on Monday Morning Episodes, ask me on these platforms:

My Newsletter: https://thedentalmarketer.lpages.co/newsletter/

The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041

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Episode Transcript (Auto-Generated - Please Excuse Errors)

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Michael: Hey, Jennifer. So talk to us. What's one piece of advice you can give us this Monday morning?

Jennifer: Good morning. Um, the first thing I would like to say is group think is a powerful thing. It's also can be a very harmful thing and your mindset is pivotal. But how you establish that mindset is more pivotal, and this is why I bring up the subject of groupthink.

Michael: Okay, so groupthink, and then you, one thing you mentioned is how you establish your mindset. First and foremost, how do we establish a good mindset? And what would be good?

Jennifer: I don't think that you wake up one morning and say, I'm going to get a good mindset. I think it's an accumulation of experience. things that you do right, things that you do wrong.

We all tend to learn more from things we do wrong. But I do feel that it needs to be, um, critical as to what you're trying to accomplish. Because. What I see a lot of today, and this is why I talk about groupthink, is, oh, I'm experiencing this. Let me go on social media or Google and Google what I'm facing and see what other people say or think about.

current conundrum, problem, or whatever. And so when you're a dentist and you're raised in the critical thinking, genre in your schooling, that's great. But sometimes I feel like the critical thinking or the awareness of the mindset thinking gets a little bit muddy when we're looking for a solution to a problem.

So this might seem a little like a vague answer and I don't mean it to be, but mindset is. It's not something you wake up one morning and say, okay, I'm going to do a through Z. And then I'm going to have a good mindset. It has tributaries. It has things that take you off of stream. And then you come back onto the stream and being in the ebbs and flows of your mindset, awareness, and growing sometimes for dentists being highly technical thinkers, this gets scary, muddy, um, overwhelming And that's part of it, too. It's part of the process. So I think mindset a little bit is an overused word or a misunderstood word, but your mindset and how to fix your business is pivotal. So let me give you an example, if I may.

Michael: Yes.

Jennifer: So when you're a new practitioner, you've decided I've come out of school and I'm going to go work at a DSO and I'm going to get some skills, whether it be becoming faster at your skills.

better at your skills, whatever. your mindset at that time is knowledge acquisition, time inefficiency, learning how to be with a team, what you need from the team, those kinds of things. I coach some people, some doctors who have come DSO environment, go into a private environment, and it's not the same they've evolved.

What they expect from their team could be different and they haven't done enough work on their mindset. They've mainly worked on their technical skill sets. So there's technical prowess, there's a mindset, and there's leadership. And all of these are pivotal pieces to your practice growth.

If you decide to have one or your own, clinical growth. If you decide not to have a practice and be within a DSO environment. could be DSO. It could be ideas. So it could be a number of things. I use DSO. It's a very broad term for private. Versus corporate versus anything you do not own. Okay.

So a lot of the doctors don't realize they have been put into a mindset and leadership, path or story. And sometimes they're not aware of that's what's happening. And they adopt some of that as their own. So this is where I say your mindset is very important because it's almost like you've been kind of in a cult and you may not know it.

And then you come out of the cold and you decide I'm going to open a practice or I'm going to do this. Your mindset has to be your path. Your mindset has to be where you take it. It becomes your vision. It becomes your, your style of business. I often say with mindset, I'm from Texas, so pardon my frankness, but if you do not choose your saddle, your saddle will choose you.

Michael: And it may not be a good saddle for you. So people choose to go into different business models within dentistry for whatever reason. There's, so many reasons we can give for why people choose. But. the mindset that got you there when you choose whatever you choose. And then the mindset that takes you along your career, five years, 10 years, 15 years in has to evolve because what got you the first five years won't get you to the next five years.

Jennifer: What got you through the first 10 years may not get you through the next 10 years. Um, because I probably am not telling anybody anything they don't know, but we are in what I consider to tonic shifts in dentistry. which I've been in for 30 years. So over the last, I would say 12 years, I've seen tectonic shifts, whether it be from technical disruptions, team disruptions, COVID, you know, incidents, which has changed us all.

So, mindset is something that has to always be, brought to awareness and, challenged with inquisition of what you really want, not just challenging, just to challenge. Yeah.

Michael: Yeah. Cause I feel like, well, then let me know, Jennifer, when it comes to mindset, let's just say we come out of a DSO.

This happens a lot, right? We come out of a DSO, we enter into a private practice, then we start liking the private practice. Oh my God, the doctor was amazing. I love the way she works and everything, but it's time for me to open up my own practice. Right. And so they open it up. They take systems from the private practice.

They take some things they like from the DSO, but they hated it. They're like, I hated the, the non. You know, we were like a drill and fill and get out kind of thing. Right. And so where is it with the doctor who's opening up the practice where they're like, all of this is mine, my mindset, or is it okay enough for us to kind of take pieces of stuff that we like and things like that.

But maybe later on, we never questioned it. And then we're like, I never really liked that. I, it just worked to make money kind of thing. And I guess.

Jennifer: It's called the status quo. I coached two practitioners right now that did just that. They were very successful in a DSM environment.

And so yes, event, they knew eventually they were going to have their own. That's no big secret. It's something that happens, right? But they love the, the systemization. Yes. Of what they had at the DSO. And they were then in this illusion and bubble of what the DSO had created as far as the continuity of how things went, whatever leadership had been established.

They may have liked pieces of the leadership as a doctor, but not the other pieces.

Michael: You

Jennifer: know, there's so many little intricacies to this conversation about that, but they never realize. The stress. The amount of personal time everything's going to take till they buy it. And then, uh, one that I have been coaching now for a year and a half, but unbeknownst to her, a dumpster fire, she did not know what she bought because.

A lawyer told her it was okay and a broker told her it was okay, but she never really looked the business itself and in got in the practice management software and all those kinds of things. So, and many times she has said to me, I was really good at this and a DSO environment, but in this environment, it's completely different.

And I said, so yeah, we've got to work on. Your mindset towards now that you own it, your leadership style. Now that you own it, which systems did you like? Which systems did you not like? Let's make this saddle fit your ass. you now own the saddle, you own the horse, you own it all. and they just don't realize it's like anything else.

None of us realize till we jump into something. And then we're like, wow, I can't swim this fast or chew this fast. What do I do? How do I get it? Right. And I think the hard thing for all this is then we're talking to somebody who now has a husband or a wife. and children and life and those things may not have been part of the stressors to begin with, right?

So your mindset towards what gets your attention at what times and then focusing that attention, um, cause usually dentists, as you know, and it's no big secret that they're technical. they're the technical tinkers. They want to work with their hands and all that stuff. So.

Michael: Interesting.

Okay. So internet show group think

Jennifer: yeah

Michael: is powerful. You said, but horrible sometimes.

Jennifer: Yes

Michael: In the sense of when can it start becoming horrible for someone?

Jennifer: So I'll see something being said. let's just talk about, you know, on Facebook because it's something everybody understands, right? And you'll be in a group and there'll be, you know, a doctor will state something and then 60, 70, 500 comments come along with other doctors and it's.

Same, same, same, same, same.

Michael: Yeah.

Jennifer: So, one of the things that I really work individually with people on is standing in your rightness. R I G H T N E S S. But when you get a hundred things of agree, agree, agree, agree, and you realize there's, there could be some nuances to that answer, not judgment or this is wrong, whatever.

Um, you realize they're all group. Think group. Think feels comfortable group. Things feels vindicating group. Think feels, Oh, I must be right. If I can just get everybody else to listen to me. My pain will stop and no, you're all actually maybe only a skosh wrong, but you're wrong, you know, in how maybe you're leading or how you're trying to get something to be accomplished or whatever, which then over time leads to status quo, where they just.

Pull back. And they just say, this is too hard. I pay my team. They're doing okay. We're doing okay. I want to be with my wife and children or my husband and my children. This is okay. This is enough. This is, this is what dentistry was for a very long time. You know, it was a cottage industry business. and the dentist would show up to do his or her work, tinker.

Michael: Yeah.

Jennifer: They'll go home. Now we have more entrepreneurial based dentists. We have more competition. We have the insurance derivatives. DSOs, you know, different models. And so it's like a pressure cooker now. And I think the pressure cooker. gives groupthink a place to go and kind of hang out for a minute and yeah, yeah, yeah. So funny share. Okay.

Michael: Yeah.

Jennifer: I love football. I'm from Texas. I'm a football girl. If I could buy the Dallas Cowboys and flip that team, I would. Okay. So watching the super bowl, most people tend to watch the super bowl. So it tends to be a good bonding discussion. And Travis. Kelsey, and his coach with the, Kansas city chiefs, you know, they were having a moment. They were having an intense, passionate moment with a top performing athlete. Okay. Did the coach get all reactionary and bench him because he was like misbehaving or speaking inappropriately to the coach at the moment?

No, that coach has been around a while. That coach just looked at him and he heard him. But is that the time to punish him, get into it or whatever? No, he let, he let him have his moment and they went on to win in the celebration of the super bowl, what were that coach and player doing, loving on each other, high fiving.

They just made a ton of money. And one of the group things I saw in one of the chats on Facebook was he was disrespectful, he should have been benched. He should have been this. Very much standing in rightness at the end of the day, that coach was very wise with a very talented person. Let him have his moment, let him blow some steam and then let him ride, let him fly, let him get out there and do what he needs to do.

And I think sometimes this is what I see in group thing in dentistry, killing a little bit of our ingenuity, our creation within our team, our advancement. Really crucial talent in our teams. So sometimes the doctor's like, well, they did this and I'm going to, you know, and I'm like, Hmm, that person closed 500, 000 in your books last year.

Is this a battle or is this a war? Cause you're making it a ward. It might just be a battle we might just let this one go. So this is mindset. This is mindset. And you can tell how much I love this. I'm very passionate about it. I can go on, about it because I think in dentistry, one of the most, the biggest blessings I had is my clinicians that I worked for, male, female.

I've, I've had both that I've worked for as an employee.

Michael: Mm-Hmm. .

Jennifer: they empowered me. They let me take my passion. They let me. You know, grow and do things. And they allowed me also to challenge their mindset at times about how they were thinking about something. the first one happened very young in my career when my dentist wanted to get in network with MetLife, we were completely fee for service practice, like literally the patient came and got a crown, they gave us a check.

We gave them a super bill to melt to their insurance. And he says, we, we need to go in network with MetLife. And I said, tell me what that means. Not a clue.

Michael: Yeah.

Jennifer: We were right down the street from American Airlines hub at DFW Airport. We had pilots, we had flight attendants, we had baggage throwers, and he said, well, we can get more patients.

And I said, we have three operatories. We're booked out six months. in hygiene right now because we have one hygienist. look at the fee schedule. So I looked at it and I said, you want us to take a 40 percent decrease in our pay. You want us to see more patients. We don't have capacity. Why would we do this? He said, they're going to leave us. Who told you this? Mindset.

Michael: Mm hmm. That's why. Gotcha. That's nice. That's nice, Jennifer. Awesome. I appreciate it. Thank you so much for being with us. It's been a pleasure. If anyone had further questions or concerns, where can they reach out to

Jennifer: you? You can find me at Prosperity Dental Solutions.

That is my website. Um, my email is jennifer at prosperity dental solutions. I'm reachable through there. That's probably the easiest way to get ahold of me.

Michael: Okay. Awesome. So that's going to be in the show notes below. And Jennifer, thank you so much for being with us on this Monday morning episode.

Jennifer: Thank you for having me.

‍

‍

How can you streamline your operations while maintaining exceptional patient care? In this episode, we've brought on Priscilla White, the innovative CFO of Comfort Dental Studio in Chicago, to uncover the secrets behind their thriving office. Priscilla provides an illuminating overview of their processes and systems, emphasizing how their commitment to caring professionals translates into superior patient experiences. She elaborates on their strategic expansion to a second location in Pilsen, a move designed to meet the demands of a growing patient base and reduce waiting times, demonstrating the power of patient-focused growth.

Facing daunting challenges like high aging accounts receivable (AR) and inefficiencies at the front desk, Priscilla shares how she transformed these obstacles into opportunities. After transitioning from corporate banking to the dental industry, she introduced cutting-edge practice management software, Dentrix Ascend, and leveraged third-party partnerships with Unitas and eAssist. These innovations have not only optimized insurance billing and PPO negotiations but also allowed the practice to concentrate on patient care while ensuring profitability. Priscilla’s hands-on management style and strategic decisions, including staff realignment and enhanced communication protocols, have significantly boosted efficiency and financial health at Comfort Dental Studio.

What You'll Learn in This Episode:

• How to effectively manage expansion and new locations in a dental practice.
• Strategies for reducing high aging accounts receivable (AR).
• The benefits of implementing Dentrix Ascend practice management software.
• The role of third-party services like Unitas and eAssist in enhancing practice profitability.
• Practical tips for improving front desk operations and patient ledger management.
• The importance of thorough communication and systematic processes in team productivity.
• Insights on staff realignment to meet practice goals and philosophies.
• Advice on utilizing sophisticated practice management systems tailored to dental offices.

Let's dive into Priscilla's expert insights and proven strategies today!

‍

‍
Sponsors:
‍

For high quality AND affordable dental supply options, visit The Dentists Supply Company(TDSC) website today! Our listeners get a special deal - 25% off on orders over $500 - Just type in the special code: TDM25 at checkout for your exclusive offer. AND if you're a member of your state's Dental Association, you may be eligible for additional savings upon providing your ADA number. Click or copy and paste the link here to save today! https://www.tdsc.com/

‍

Guest: Priscilla WhitePractice Name: Comfort Dental StudioCheck out Priscilla's Media:

Website: https://www.comfortteeth.com/

Instagram: https://www.instagram.com/comfortteeth/

Facebook: https://www.facebook.com/profile.php?id=61551046628909

‍

Other Mentions and Links:

‍

Priscilla's 4 production columns to cover 4 operatories: 

• Dr. Production (fillings, etc.)
• Hygiene
• New Patient 
• Recall 

‍

Software/Services:

DocSites

Unitas

Detrix Ascend

eAssist

‍

People:

Dr. White

‍

Businesses/Brands:

Henry Schein

‍

Establishments:

University of Chicago

Sophy Hotel

‍

Host: Michael Arias‍Website: The Dental Marketer

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

‍
Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]

‍

p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.

‍

Have you heard claims like "less than 1% of dental practices fail"? Today we're exploring how that may not be the case! In this episode, I'm sitting down with Ali Oromchian to debunk common myths about the failure rates of practices and uncover the essential strategies that can help you mitigate risks in this challenging field. From the critical importance of due diligence when acquiring a practice to the necessity of robust HR practices, we delve into the nitty-gritty details that can make or break your career. Ali's insights are not just theoretical; they are drawn from real-world experiences and seasoned legal advice.

As we navigate through this discussion, Ali emphasizes the transformative power of creating a positive work environment to attract and retain top talent. You'll learn the subtleties of maintaining compliance with ever-evolving legal requirements and avoiding common HR missteps that many practice owners fall victim to. Whether you're just starting or looking to optimize your existing practice, this episode is packed with actionable advice that can help elevate your practice to the next level. Stay tuned until the end to find out how you can get in touch with Ali for personalized guidance and support.

What You'll Learn in This Episode:

• Why the "low failure rate" of dental practices could be a misconception.
• Key strategies to minimize risks as a practice owner.
• The importance of thorough due diligence when buying a dental practice.
• How to establish solid HR practices and stay compliant with legal requirements.
• The vital role of creating a positive work environment in recruiting top talent.
• Common HR pitfalls and how to avoid them.

Let's learn how to minimize risk and maximize peace of mind in our practices today with, Ali Oromchian!

‍

‍

You can reach out to Ali Oromchian here:

HR for Health Website: https://www.hrforhealth.com/ (Don't forget to mention the podcast sent you!)

Ali's Website: https://www.dmcounsel.com/

Phone: 925-999-8200

‍

Mentions and Links:

Software/Tools:

Indeed

Monster.com

Craigslist

‍

‍

If you want your questions answered on Monday Morning Episodes, ask me on these platforms:

My Newsletter: https://thedentalmarketer.lpages.co/newsletter/

The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041

‍

Episode Transcript (Auto-Generated - Please Excuse Errors)

‍

Michael: Hey Ali, so talk to us. What's one piece of advice you can give us this Monday morning.

Ali: All right, Michael, thanks for inviting me on

here. You know, I'll tell you, you know, business owners, whenever you talk to these lenders, they always

throw this statistic out at you. They say.

You know, less than 1 percent of all dental practices, you know, fail. and they, they always throw that out there because they're excited to want you to kind of be energetic And, empower to start your own practice, um, or to buy a practice. but the reality is, is that it's really not 1 percent or less than 1%. you know, there may be very few practices that don't do well, But a lot of

people suffer, right? A lot of

people suffer.

you know, the way to avoid suffering, the way to make the practice ownership kind of process, um, exciting and

fulfilling is to limit and minimize

your exposure to risk.

Right? and so, with that, you know, if you're buying a practice,

making sure you're doing all of your due diligence, right? you know, making sure you're looking at. you know, the patient, you know, charts, you know, looking at all the financials,

looking at everything that you need to look at from a legal perspective to make sure that you're actually buying what you're buying.

if you're doing a startup, you know, making sure that you have a lawyer or someone looking at your leases and making sure that's done well. Um,

and then finally,

I would say, you know, making sure in either

scenario that you have your HR house in order, that you are hiring your employees

correctly, you're giving them lunches and breaks when you're supposed to you're giving them overtime when you're supposed to doing all those things that you're supposed to

do, you're actually

doing from a legal perspective.

And, And I think if you do those things, your risks will be

minimized, and then you can not suffer. Right. And so, you know, it's a little bit unpopular, but people, people are like, Oh my gosh, less than 1 percent of dentists fail. So let's all go do it. And it's like, yeah, everybody should be in, you know, a practice owner.

Absolutely. But I want to prevent you from suffering. Right. And the suffering is when You know, you don't do the right marketing, you don't have the legal, components done well, and then, and then over time you struggle and you grow not as fast as you should, you get sued, you know, you get all those things happen and, that can really impact your happiness and your drive to continue growing the practice and, uh, and, and that's one of the things, Michael, that's been my mission throughout my career has been to help young doctors get empowered to become practice owners.

But doing it in a way where their risks are minimized so that they don't have those exposures long term.

Michael: Got you. Okay. I like that. So one thing you mentioned is, which we appreciate that, right, the preventing the suffering, right? Because it is true. You can say you're not going to fail, but is it worth the, you know what I mean?

All that, man, we've been suffering for like 20 years, 15, 10, five, right? But you mentioned have your house in order. And I know something right now, and maybe you've been seeing this, Ali, where it's like It's hard to maintain or retain those great employees sometimes and then sometimes it's even just hard to find

Ali: yeah

Michael: team members So what are your thoughts like on that when it comes to suffering in that sense?

Ali: Yeah. Oh my gosh I'm, so glad you asked about this because this is like one of those areas that we get so many questions about here's the thing i'll tell you the number one recruiting tool hands down year over year over year Is not indeed. It's not monster. com.

It's not Craig's list. It's none of those things. The number one recruiting tool for finding really good employees is your current team, Because guess what? They're going around saying to people. Yeah, because they have friends who are RDAs, DAs, hygienists, you know, whatnot and they're going to them and saying, you know what, I love where I work, you know, you know, my doctor does this and my doctor does that and, and we have so much flexibility in this regard where I get these benefits and then their friends want to join the practice, right?

So I always say, It's really important from a recruitment perspective that you create an atmosphere that people want to come and the best way for people to come is by the current team recruiting them in, you know, inviting their friends. And so I always say, talk to your team and say, Hey, if you know anybody that's good, that's looking to change, please invite them in for an interview and whatnot.

And you'll be surprised how many people do that if it's a good environment. If it's not a good environment, then they won't. Right. They don't want to do that. They won't invite people to come in and interview and whatnot. So, so I would say from a recruitment perspective, I would focus on that. from a legal perspective, I think, uh, you know, making sure you've got all the basic documents that you need when you're hiring everybody.

Uh, you know, making sure you have an employment manual and things of that nature. I think those basics that companies like HR for health provide, I think are, great. You know, and if you do that. then that suffering goes down because the chance of a lawsuit also goes down dramatically.

Michael: Well, that's interesting.

Where do people normally, in your experience, drop the ball when it comes to the basics?

Ali: I think they rely on companies that they shouldn't rely on for their HR. Like, for example, a lot of people will Rely on their payroll company to provide them HR documents. Well, the payroll company is a payroll company, they're going to provide you the basic documents they need for running payroll They're not an HR company, right? So so I think I think that's the first Um, the second is not having an employment manual that's up to date, and I think you know, especially with all the rule changes since covid it's super important to You To have an updated employment manual.

Um, and then the third is what's called wage and hour and wage. An hour is something that's a problem nationwide because it's about paying people correctly for overtime, giving lunches at the right time of the day. Giving breaks when you're supposed to, making sure the paychecks are correct, you know, all the, things around the financial side of, payroll, um, that people make mistakes on.

So, I think if you do those three things, and you do them well, you're well on your way.

Michael:

Ali: for health from a HR perspective. We'll make sure your hands down compliant from A to Z a hundred percent.

Michael: Okay. Wow. That's amazing, man. I know you guys have a software too.

Is that true?

Ali: so HR4L is a SaaS based software, so it's all online, you know, the employees, you know, clock in and clock out, they sign things electronically, so everything's very sort of streamlined.

Michael: Do you guys ever, if I needed like a person, you know what I mean? Like, can I need a consultant to talk about this type of like compliancy or something's happening a unique situation, right?

Do you guys have that too?

Ali: Yeah, absolutely. Yeah. Yeah, we have a unlimited hr support actually, where they can be on the phone Uh with some one of our you know, hr experts at any time of the day Uh, really all day long, um and as many times as they need if for some reason they can't answer it then it goes one level higher to lawyers And depending on where they are in the country, they'll either be talking to, you know, our firm and someone like me or a friendly firm that does a lot of HR.

but either way, you know, we take care.

Michael: Yeah. Cause I know that's super important, Ali. I feel like sometimes maybe you might've seen this. We ask questions like on a forum, right? Like dental town or Facebook groups and things like that. Yeah. And people give their advice and opinions, but it's a different state.

Right. Different rules, different things. And so like maternity leave, right. Or when it comes to, I don't know, like, depending on should we pay them for, lunch and learn, right. Kind of things like that. And so do you see that a lot?

Ali: I do. Yeah. People, I like to think that people are good intention, Michael.

And so when they go on these, uh, blogs and whatnot, whether it's Facebook groups or it's, uh, you know, like using like dental town or other things that they contribute. Because they want to be helpful, right? And they're using their own base of knowledge, but you hit it on the head. I mean, I can't tell you how many times somebody has given advice to someone else without even knowing what state they're in,

you know, and if you don't know what state they're in, then you, how can you advise on any of these rules? But what people are doing is they're giving their own personal advice based on their experience, which may not be right. And what's scary is we see it sometimes where somebody takes that advice, And does something with it and then they get in trouble because it was the wrong advice, you know, and this, this happened actually recently where, you know, a young doctor coming out of school on the practice for a few years and, uh, hadn't been paying their, uh, assistance minimum wage.

They weren't paying the minimum wage in the state that they were in. Why? Because they had gone on one of these groups and asked the question and the person replied with the minimum wage in their state, not in this person's state. and what's even worse, and you'll, you'll laugh at this. The payroll company that was running their payroll didn't even tell them, right? Wouldn't you think, Michael, that if you're using a payroll service and you're paying someone below state law in terms of minimum wage, they would tell you what that is? I mean, it's just like crazy. And they didn't, they didn't. And of course, You know, the employees got upset, and, uh, when they found out and it's funny because they went like almost a year, almost a whole year, like nine months without saying a word.

And then that January, the law changed and, the minimum wage increased. And then the employees saw it in the news and they were like, Wait a second, like I'm being paid 14. 25. It says minimum wage went up to 16 from 15 like something like what the hell just happened, you know? Yeah, yeah.

And so, so like it was a disaster, but that's what I mean by, you know, payroll companies are not HR companies. And there's so many ways of, doing this wrong. And, and remember what we were talking about in the beginning about suffering, like how bad does that doctor feel? Yeah. Right. Right. It's not like, I mean, you know, you work with doctors all the time.

They're not trying to steal from employees. They're not trying to not pay them the minimum of what they, but they just make mistakes and like, it's just, you know, that's the suffering that I want to avoid.

Michael: Yeah, that you want doctors to avoid. Awesome. Holly. I appreciate your time. If anyone has further questions or concerns, where can they find you?

Ali: you can just go to our website if you'd like. It's, uh, d m council. com C O U N S E L. Uh, or you can call the office at 9 Um, and of course, if you just Google my name, you know, I'm everywhere. And so you guys can find me there so

Michael: awesome. So that's going to be in the show notes below. If you guys want to.

Go in the show notes below and check out and ask and pick Ollie's brain a little bit more. Right? Ask him any questions or concerns about this. So awesome, Ollie. Thank you so much for being with me on this Monday morning episode.

Ali: Thanks, Michael. I appreciate it.

‍

‍

Are you looking to scale your practice from one location to multiple thriving offices? In this episode, I sit down with Dr. Andrew Vallo to explore his incredible journey of expanding his practice to four busy locations, with plans for even more on the horizon. Andrew shares his secrets to success, including an innovative business model that combines different dental specialties and a clever strategy for cutting costs by sharing office spaces. You'll learn about his dynamic marketing approach, particularly how he managed to skyrocket his Invisalign services by making treatment more accessible and offering flexible payment options.

Andrew opens up about the hurdles he faced, like dealing with substantial construction delays and how he maintained team morale in challenging times. He provides unique insights on fast-tracking the growth of a dental practice, emphasizing the importance of strategic investments in marketing and staffing right from the start. Andrew also delves into effective team management, stressing the pivotal role of the right personnel in the right positions and not shying away from turnover when necessary. By the end of our conversation, you'll understand why adopting an abundance mindset and being willing to take calculated risks are key to achieving rapid growth in the dental industry.

What You’ll Learn in This Episode:

• How Dr. Andrew Vallo scaled his practice to four locations with more on the way
• The benefits and challenges of combining different dental specialties within a single practice
• Effective cost-cutting measures, including shared office spaces
• Proven marketing strategies for scaling Invisalign services rapidly
• Tailoring marketing efforts to different platforms and patient demographics
• Coping with significant construction delays and maintaining team morale
• Andrew’s unconventional advice for rapid growth in dental practices
• The importance of strategic investments in marketing and staffing
• Best practices for team management and handling staff turnover
• Adopting an abundance mindset and taking calculated risks for growth

Ready to unlock the secrets to fast-tracking your practice growth? Let's get right into it with, Dr. Andrew Vallo!

‍

‍
Sponsors:
‍

For high quality AND affordable dental supply options, visit The Dentists Supply Company(TDSC) website today! Our listeners get a special deal - 25% off on orders over $500 - Just type in the special code: TDM25 at checkout for your exclusive offer. AND if you're a member of your state's Dental Association, you may be eligible for additional savings upon providing your ADA number. Click or copy and paste the link here to save today! https://www.tdsc.com/

‍

Guest: Dr. Andrew ValloPractice Name: The Dental Boutique WestchaseCheck out Andrew's Media:

Instagram: https://www.instagram.com/dr.andrewvallo

Podcast: https://www.dentalunfilteredpodcast.com/

Facebook Pages:

‍https://www.facebook.com/TheDentalBoutiqueWestchase‍

‍https://www.facebook.com/BestValueDentures

Practice Websites:

‍https://www.westchasedentalboutique.com/‍

‍https://www.bestvaluedentures.com/

Email: [email protected]

‍

Other Mentions and Links:

‍

Andrew's Past Episodes:

MMM [STARTUPS] CUTTING FRICTION FOR SEAMLESS NEW PATIENT ONBOARDING IN YOUR PRACTICE – THE DENTAL MARKETER PODCAST

406: DR. ANDREW VALLO | THE DENTAL BOUTIQUE WESTCHASE & BEST VALUE DENTURES – THE DENTAL MARKETER PODCAST

‍

Software/Services:

Google Ads

Facebook Ads

ClinCheck

‍

People:

Dr. David Galler

‍

Brands/Products:

Invisalign

‍

Organizations:

AACA

‍

Host: Michael Arias‍Website: The Dental Marketer

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

‍
Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]

‍

p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.

‍

‍

Are your to-do lists leading to more stress than productivity? In this episode, I've invited Robert Kim to discuss why it's time to throw out the traditional to-do list and focus on what truly matters. Robert shares his revolutionary approach to managing tasks, emphasizing the importance of aligning daily actions with overarching goals. Dive deep into the intricacies of prioritizing tasks in high-pressure environments like startups, and discover how Robert’s experiences at Zuub, an innovative company in the dental insurance verification space, have shaped his unique perspective.

Robert takes us through the journey of Zuub, explaining how the company addresses inefficiencies in practices to improve case acceptance rates and streamline patient engagement. Along the way, you’ll gain valuable insights into the art of prioritizing tasks based on their impact on clients and the overall mission. This conversation is a must-listen for anyone struggling to manage their workload effectively or those looking to elevate their productivity strategy.

What You'll Learn in This Episode:

• Why traditional to-do lists might be holding you back.
• How to focus on critical tasks that align with your main objectives.
• The challenges of managing priorities in a startup environment.
• Insights into operational inefficiencies in practices.
• How Zuub improves case acceptance rates and patient engagement.
• The importance of prioritizing based on impact rather than volume.

Ready to redefine your approach to productivity? Click play and transform your to-do lists with, Robert Kim!

‍

‍

You can reach out to Robert Kim here:

Website: https://zuub.com/

‍

Mentions and Links:

Businesses/Services:

Amazon

‍

Terms:

PMS - Practice Management Software

‍

If you want your questions answered on Monday Morning Episodes, ask me on these platforms:

My Newsletter: https://thedentalmarketer.lpages.co/newsletter/

The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041

‍

Episode Transcript (Auto-Generated - Please Excuse Errors)

‍

Michael: Hey, Robert. So talk to us. What's one piece of advice you can give us this Monday morning?

Robert: I'd say throw out your to do list.

Michael: Why is that?

Robert: So I think that too many of us have the best of intentions, and oftentimes we create a lot of these punch lists of things that, we think that we need to get done, we'd like to get done, whether they're aspirational or tactical, or whatever the case might be, and oftentimes we lose sight of what we really need to get done and those to do lists, While they can be great in terms of getting your thoughts down, I think that oftentimes we use them a bit as a crutch of well, these are the only things I need to do, or it can be the flip side to become this overwhelming terror filled list of things that you don't think you can ever get done.

What I mean by getting rid of the to do list is remember what are the things that you really need to get done. Why are you getting those things done? And write those things down and focus on that.

Michael: Now, with the to do list. could this be the way of remembering things though? Like for example, if we were going through so many things throughout the motions, I feel like sometimes I'm like, I got to write this down or else I'm going to forget it.

Robert: you're absolutely right. I would say that. if your mind is as porous as mine, and mine is a complete sieve, if I don't write something down, it doesn't exist.

It's gone. It's in the ether, right? So I'm not saying don't take notes. Don't write things down. because without it, we wouldn't be able to, function on a day to day basis. What I'm advocating though, is all of those to dos they should all bubble up and align to something that.

Is at a higher order of things that need to get done for a particular purpose. So what I like to do for myself and what I recommend to my teams on a daily basis, you know, we're a startup company. There are a million different competing priorities. And if I were to look at my punch list, I'm looking at it right now over here on the side.

It's overwhelming. And to the point of potentially causing paralysis if you were to just try to operate off of that punch list, what I'm recommending is let's remember what's the focus. Why are all of these things on that list? What is it that you're trying to accomplish? And if you look at it from that lens, that helps to prioritize the things that you absolutely need to get done.

Some things are deadline based, and if there is a hard backstop that you can't go beyond, of course, that's going to be prioritized, but all of those other things, the things that you really feel like you need to get done, you just don't know how to get started. Or you find the lack of motivation to get started.

It's because you're losing sight of what that larger vision, that larger goal is.

Michael: Gotcha. Okay. So you mentioned it to, like you're a startup company, right?

What happens when there's stuff that needs to get done deadline based, is there a way to gauge it to where it's like, it's not that important.

It is important. Maybe this could wait another, did I put a deadline when I didn't even need to put a deadline kind of thing? You know what I mean? But that all also takes time to sit down and look through.

Robert: So let me give you a little bit of color and context of what it is that we do here.

I'll make it a little bit more personal, but how I, go about my day. So at Zoob, our number one selling product is automated insurance verification. You know, Offices come to us with the need because they're overwhelmed in their daily task of. verifying insurances withthe various portals or calling these insurance companies, wasting 20 to 40 hours a week just in that activity, right?

It's a never ending list of things that need to get done on a daily basis. So we take that on for them. The way that we prioritize things here and for myself is anything that's client facing, because this is such a mission critical operation within their business. If it's impacting the client, that always goes up to the top.

Now, there are things that we have to do to prioritize that punch list. So the overarching theme is impact a client and how severe it is. If it's severity level one, then that's something we get on right away. If it's something that is impacts the client, but the client can actually get the work done, it might not be optimal.

They might be a little bit slower than they would like. That's something that we're still going to give immediate attention to, but it's not as severe as that level one, right? It all comes down to immediate impact a client, but then there's a secondary overarching goal and that is to improve the life of our client.

they might sound like they're one in the same, but it really isn't. The second one is what can we do? What are things that we haven't done yet that will impact our clients in the way that in the future it will make their lives better. It will give them back more time. It will help them to focus more on patient care things like that.

those are the activities that we would prioritize next. And it's a matter of filling up that queue on a daily basis of which of them fall under the following buckets and then knocking them off one at a time.

Michael: Gotcha, okay. Is that how Zoob kind of came out to be? Where you were like, you're in a practice and you're thinking, Hey, how can we kind of like eliminate some of these high priorities, but like, you know what I mean, checklist items?

Don't take up much time or

Robert: where Zube came in the whole team were all veterans dental space. And what we saw were that a lot of practices were because of the inefficiencies, either whether it's operationally related or PMS related, they were leaving an awful lot of money on the table with their patients.

Yeah. and it wasn't necessarily a fault of their own. It was fault of the available resources and the tools. So we started down the road of increasing case acceptance. And we looked at the way that most practices, your average practice, I'm not talking about 1 percent that has an amazing treatment coordinator.

They have amazing collateral and material and all of those things combined. That process runs effectively and efficiently 100 percent of the time those aren't the practices I'm talking about. I'm talking about your All average practice the practices that are starting out and they don't necessarily have everything figured out.

How can we help them maximize every potential of every patient? We started out with case acceptance and we created this beautiful platform where we make it as easy to understand what a patient's obligation is, what the patients are signing up for, as it would be if they were to go look at product on Amazon or look at their checkout on any other website that they're familiar with the realization from going down that road was the insurance verification process was broken and it was a crucial process for them to be able to deliver these treatment plans.

You can't tell a patient how much their potential out of pocket expense would be if you don't have that. insurance properly verified and you have a limited amount of time. It's from when the case is being displayed and discussed with patient to when they walk out that door, that's your highest conversion of moment, right?

the other side of that coin wasif that's when we need to convert the most, what do we do when they leave? And that's where the other side of Zoob was created. And that's, we would help practices with that cadence, with that reminders, with the ability to reach out to the patients, give them that same patient friendly format that they walk them through in the office.

And give that to them on their phone when they're at home so they can peruse it at their own leisure, they can think about financing options and sign their consent forms, schedule for that appointment for that treatment and move on from there. So that was the Genesis of where we started as a company.

the automated insurance verification portion has been a game changer in the life of most of our practices. Yeah.

Michael: No. Yeah. I see that. It takes up a lot of time. And so it's so interesting that you mentioned throughout your checklist. Cause it's part of the thing that every front office comes in and it's are you doing it?

Are you doing it? You know what I mean? The practice owner asked the front office that. So it's something super important that we should do. Now, when it comes back to the checklist and ZOOP, can both kind of work together in the sense of how do you guys work together with the front office

Robert: Yeah. On the average day a ZOOP, practice would do the following. You would log into your PMS or into the ZOOP portal and you would see your schedule of patients that are scheduled to come in either that day or a number of days in advance. Okay. Every office is a little bit different in their workflow.

If you happen to be a Medicaid, Medicare heavy office, those need to be verified day of typically. And, if you have 30, 40, some of our practices have hundreds of patients that are scheduled to be seen on, that day to go through each and every one of those patients on the same day to verify their, insurance status.

You need an army individuals. So what they do today is they log into zoom and they'll see immediately on the dashboard, the status of all of those different patients that were verified that day. And they only now need to deal with the exceptions. Patients that happen to have their insurance lapsed or the patients that their insurance information was incorrect or their date of birth was incorrect and so they weren't able to be verified.

Those are the 2 percent of the exceptions as opposed to having to deal with the 30, 40, 100 patients on a daily basis. And then they go about the rest of the day. The amount of time and all of those to do's and check boxes that they need to do is now shrunk. That's essentially how they operate with Zoo on a daily basis.

Michael: Nice, man. I appreciate it. Robert, thank you so much for your time. I appreciate it. And if anyone wanted to reach out to you, where can they find you?

Robert: They can find us on www. zoob. com. That's Z U UB as in boy. com. And take a look around. If you have any questions, fill out a request for a demo and we'd be happy to help them.

Michael: Awesome. So that's going to be the show notes below. And at the same time, Rob, thank you so much for being with me on this Monday morning episode.

Robert: My pleasure, Michael.

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Overwhelmed by the thought of buying or selling a practice? With the right help, finding the right listing price, prequalify prospective buyers, negotiations and financing options can all be a breeze! In this episode, I sit down with Greg Auerbach, a true veteran in the world of dental practice transitions, to uncover the ins and outs of buying or selling a dental practice. Drawing on his wealth of experience spanning over two decades, Greg reveals the critical steps to establishing value and expertly guiding both buyers and sellers through this once-in-a-career process. From the initial evaluation to the final handshake, you'll learn how he holds the hands of dentists, ensuring they are confident and well-prepared for each phase of the transition journey.

We jump into the heated debate: starting a new practice versus acquiring an existing one. Greg discusses the unique challenges faced by newcomers, from building a patient base from scratch to financial burdens and staff hiring. On the flip side, he dismantles common fears around acquisitions and highlights their surprising advantages—like immediate cash flow and a quicker path to profitability. Our conversation also touches on why some practitioners still opt for startups, influenced by factors like the limited availability of practices for sale and the lure of creating a custom space. Plus, Greg shares strategic tips for increasing a practice's market value and ensuring a harmonious post-transition phase, debunking myths around staff and patient retention.

What You'll Learn in This Episode:

• How to establish the true value of a practice.
• The comparative advantages and challenges of starting up versus acquiring a practice.
• Key strategies to manage financial burdens and staff hiring in new practices.
• The benefits of acquisitions, including faster profitability and immediate cash flow.
• Common fears and misconceptions about practice acquisitions.
• Post-transition tips for maintaining harmony and continuity.
• The importance of gradual changes to ensure a smooth transition.
• How early engagement can significantly improve market value and streamline the process.

Join us as we explore the inner workings of successful practice transitions with, Greg Auerbach!

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‍Guest: Greg AuerbachBusiness Name: Henry ScheinCheck out Greg's Media:

Website: http://www.henryscheindpt.com/

Email: [email protected]

2024 Guide to Dental Practice Valuation: How Much is Your Practice Worth? https://bit.ly/4braykp

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Other Mentions and Links:

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Software/Tools:

Dentrix 

Indeed

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Equipment:

iTero

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TV:

HGTV

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Organizations:

FTC

FDA

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Terms/Concepts:

EBITDA

Capitalization of Earnings Methodology 

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Host: Michael Arias‍Website: The Dental Marketer

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

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Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]

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p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.

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Are you investing enough into cybersecurity? In this eye-opening episode, I'm sitting down with Amy Wood, a renowned cybersecurity and data breach prevention specialist, to uncover the critical importance of spending wisely to protect patient information. Amy reveals why dental practices are prime targets for cybercriminals and lays out essential security measures that can provide robust protection. From business-grade antivirus systems to the significance of encrypted emails, she leaves no stone unturned in exploring the landscape of cybersecurity for dental practices.

Amy dives deep into the cost structure of effective cybersecurity, offering a detailed breakdown of what practices should expect to spend. We explore common pitfalls that can compromise a practice's security and provide practical advice on vetting IT providers to ensure they meet HIPAA compliance and other security standards. With insights into managing costs without sacrificing security, Amy's expert guidance is crucial for any dental practice looking to fortify its defenses against cyber threats.

What You'll Learn in This Episode:

• Why dental practices are prime targets for cybercriminals
• Essential cybersecurity measures every dental practice should implement
• Common shortcuts that compromise your practice's security
• The cost structure of maintaining robust cybersecurity
• How to vet IT providers to ensure HIPAA compliance
• Practical advice for managing cybersecurity costs effectively
• The real consequences of neglecting cybersecurity in dental practices

Tune in to fortify your dental practice against cyber threats and safeguard your patient information with, Amy Wood!

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Sponsors:

For DSO integrations, startup solutions, and all your dental IT needs, let our sponsors, Darkhorse Tech, help out so you can focus on providing the amazing care that you do. For 1 month of FREE service, visit their link today! https://thedentalmarketer.lpages.co/darkhorse-deal/

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You can reach out to Amy Wood here:

Website: http://copperpennyconsulting.com

Instagram: https://www.instagram.com/copperpennyconsulting

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Mentions and Links:

Businesses/Services:

Henry Schein

Organizations:

HIPAA

FBI

Change Healthcare

MGM

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If you want your questions answered on Monday Morning Episodes, ask me on these platforms:

My Newsletter: https://thedentalmarketer.lpages.co/newsletter/

The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041

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Episode Transcript (Auto-Generated - Please Excuse Errors)

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Michael: Hey, Amy. So talk to us. What's one piece of advice you can give us this Monday morning?

Amy: So it's actually a very unpopular opinion and piece of advice. It's that you need to spend an appropriate amount of money in order to protect patient information.

Michael: Interesting. So we need to spend or we don't have to.

Amy: talk to us about that then.

so what I do is cybersecurity and data breach prevention. I used to be an IT provider mostly in the dental space for almost 20 years, so I know what it's like to have to. Be set up in a way to try to prevent things like ransomware, computer downtime, not planning ahead for your failures, things like that.

what I've realized is that mainstream medical has a lot more resources, both financially and just time and people to actually address all things for HIPAA or cyber security, things like that. But dental generally doesn't. It's a much smaller market. The bad news is that a lot of cyber criminals are targeting dental practices because they also know that dental offices don't have the resources.

Interesting. Okay. So then when it comes to that ransomware, and I guess spending the right amount of money, how do we know what is the right amount of money and what are we spending it on specifically?

on average, I would say if you're spending roughly 150 a month per computer in your You're about on trackand that's just for basic security prevention.

That's going to overlap with some cybersecurity. It's going to overlap with HIPAA regulations and just basic business best practices. For having computers in a business. So that's the rough price range on that. Some places are more expensive. So if you're in a major metropolitan area, you might be paying more.

You might be paying less if you're more rural or if you try to cut some corners. Which I do not recommend. As far as what things you need to have uh, let's start with the big four. You've got business grade antivirus patches and updates. So running your Windows updates, making sure all your apps are up to date, kind of like we do on our phones, where we run all the Mac updates and then the app updates.

It's the same thing for computers. Then we have business grade firewall. I'm not talking about what the internet provider gives to you. And, or Windows Firewall, that's not appropriate either, business grade firewall. And then the last one is probably the most important, it's backups. Right now the FBI is recommending a 3 2 1 approach, three kinds of backups in two different formats, with one of them being completely off site and or offline.

know that's a lot.

No,

Michael: no, no. But it's interesting. So you did mention cutting corners. Do you see this a lot? And where specifically are the most common corners that are cut in a dental practice?

Amy: So I see people not having a business grade firewall, not having encrypted email. And I'm also seeing a lot of computers right now that people did a whole bunch of upgrades from Windows 7 to Windows 10, but they didn't actually replace the computer.

They just put a new operating system on an old computer. And now we're a few years into that, and these practices want to do things like, Add Conebeam or add 3D Invisalign or anything like that. And they can't do it because these computers, while they might have a current operating system on them, they're really, really old and they just can't handle it.

So that's a very common corner that I see cut.

Michael: Okay. So do we have to. Always upgrade our computers. Like all right, we all have to buy new computers every five years. Kind of thing. Whenever you're gonna do an upgrade like this.

Amy: Yeah, I think it really depends on I'm gonna put my former IT provider hat on for a minute.

Uh, I think it really depends on how you purchased it. Did you overbuild it when you purchased it or did you buy the cheapest thing you could at the time? So if you bought the cheapest thing you're looking at maybe three years before it really starts giving you problems. And if you overbuilt it to start with, you're still looking at five years.

You might be able to stretch it just a little bit longer than that, but three to five years is the current standard of care. Kind of That expectation for end of life.

Michael: Now, what are the really big problems it could get? Let's just say the three or one and you're like, Maybe some people are listening like, Amy, it's been five years and mine's just doing pretty well.

It's slow, but what are the really big problems we need to look out for?

Amy: So it's things that won't work with older computers, let's say your printer fails. hopefully you have more than one printer in your office, but you have a printer fail and you get a new one. It might not work on that older computer.

Or if you have an older operating system on it, you might find that if you're doing anything electronically with your bank, they might not work with that. It's not compatible. So there's this whole interoperability engineering process that has to happen with computers. And it's a lot less important than it was.

10, 15 years ago, but dental is about 10, 15 years behind technology wise. So It's a little more complicated than the rest of general business and even mainstream medical. So depend on your IT guys to actually know how to engineer a solution, not just a product. Kind of Like dentists do. It's not what kind of implant you use.

Yes, everyone has a preference, but it's more about how you the professional are actually implementing this as a solution for your patient. Yeah.

Michael: Interesting. And now one 50 a month, roughly to be on track per computer.

Amy: I'll be honest. I charged a lot more. I lived in the San Francisco Bay area.

we had much higher cost of living.

Michael: Interesting. Okay. So then depending on where you live and you're at one 50 a month per computer, this is how much we're looking at to when it comes to just protect our data from like any ransomware attacks. Okay. Disasters or anything like that. That's the basic.

Okay. Because I see a lot in specific groups and specific places, Facebook groups, right? Where they're like, I need a lower quote. I need something different. And so if people are finding a lower quote.

Amy: Refurbished computers, which basically means they're new to you, but they're not new computers. I have seen where the I.

T. provider is not installing all the programs on the computer. They push that back onto you as the practice to do that work. I kind of look at it as, It costs a certain amount to do a certain job for any specialist any, contractor, you contact a plumber and electrician. It costs a certain amount to do the job if they're charging you less.

Something isn't happening. And it's the same way with computers and with security. Something isn't being done because there, there are metrics out there. We know what it costs.

Michael: Commonly, what's not being done that you've seen by like agencies, like it.

Amy: I have seen not the right kinds of backups. I have seen not having a properly encrypted email.

I have seen the wrong kind of patches and updates being done where people think it's being done, but it's not. I've also seen a lot of IT providers use the this will make you HIPAA compliant. Um, I've also seen a buzzwords of, uh, this will make you HIPAA compliant.

And the reality is HIPAA compliance is thousands and thousands of pages of regulation and recommendations and tech information. And in terms of HIPAA, the technology portion of it really only represents about 20 percent of HIPAA as a whole. So it's the most expensive and the most fast paced and changing aspect of HIPAA.

But it's also the smallest portion of that regulation. So if an IT provider is saying, Hey, we're doing your HIPAA for you. They're doing 20 percent of So I'm seeing a lot of things like that.

Michael: Yeah. So can they ever do 100 percent of it or no? Or it's just like, no, it's not in their wheelhouse. Interesting. So they're just doing the 20 percent of it. Now, what questions should we ask them when it comes to like, Hey, are you doing a proper backup? And they're like, yeah, you know, how would you even know? thank you. I can tell you're doing it. So what questions should we ask when it comes to these type of scenarios?

Amy: Obviously that so one of the cool things about HIPAA and know I'm the weirdo, I like. regulation. I like being a rule follower. I am the weirdo that loves HIPAA. Part of HIPAA actually requires that you as a healthcare provider and professional do something called due diligence review on any of your subcontractors and business associates, which basically means all your vendors that touch practice management data and patient information.

And. Part of that is asking really intrusive questions. So things like, how do you log into our, computer systems? Do you yourself do HIPAA training for your team members? Do you have cyber insurance? So if you screw up we don't have to foot the bill as a practice. And I think the most important one is, do you offshore any of your services?

So HIPAA is a U. S. law and doesn't always follow companies out of our borders. And so that's when contracts become really important. That's when having, black and white in writing evidence from them that can hold up in court. Companies like Change Healthcare right now is dealing with a massive data breach for a second time in the last month.

And they're having some issues because some of it is due to their lack of security internally. so these are a lot of questions that you can ask, not just IT providers, but all vendors.

Michael: Yeah, I know. I feel like with those data breaches Like United Healthcare right, and all them, when it happens, you're kind of thinking like, well, if it got them, we're a small practice, right?

Or maybe a multiple practice location, but you're kind of wondering how well is our IT company doing? Or, on the flip side, Amy, let me ask you, how often is this overlooked? How often do you see people kind of just say, it's just IT?

Amy: They think it's a commodity in general. Those dental practices look at IT as it's interchangeable.

And I adore my father in law dearly, but he comes from a generation where he thinks that all things are equal. The only difference is price. And I see a lot of that in the dental industry. And unfortunately, when it comes to this, that's not true at all.

Michael: So is there anything we can do to, I guess, I guess, lack of a better word, like negotiate or if we're like really counting our pennies here and we're saying, Hey, I just can't foot that bill.

150 per computer. Is there anything we can do or you got to swallow it?

Amy: I think it really depends. That, that pricing is really for kind of a full service. Dental is fraught with all kinds of technology problems. Things just don't always work well. It's antiquated software. Even if you're on cloud, there's still problems.

It's just, Finicky and persnickety in general, just dental software is fraught with problems. So if you need someone to just take care of all the problems for you, that would be more of that price point. I know there are a lot of it providers. my own former business was the same way we would do just the security suite.

So just the security products. And if you needed. Traditional IT support, as in my printer isn't printing, I put an x ray in the wrong patient's chart, my email isn't sending, I don't know what's going on, the sensor won't fire, things like that. That's what we would consider traditional IT support. a lot of IT companies can bill those hours separately.

So that's one way without cutting corners on at least the basics of security. I will tell you that from an IT perspective, if you have those basic business best practices in place and there's some situational awareness on part of the IT provider, then when something happens, it's going to generally be a five to 15 minute problem.

Instead of hours of billable time. So we did the calculations for years and we found that most people came out ahead financially by going on the all you can eat option, and they would call us more frequently, but we both had the financial incentive of getting them back up and running as quickly as possible.

So we were both losing money if they were down. Whereas in that break fix model, if you're down, the it guy makes a lot of money. So every contractor is believed to just be milking it for the hours flip that model on its head. It's entirely different. And then guess what? best part is now you're not low hanging fruit for cyber criminals.

Because you've got at least baseline of security in place. And the reality is most of these hackers, you've got two different categories. You've got people that are going after MGM Shine and Change Healthcare. And you're not stopping someone who's a determined threat actor that's going to get into one of those organizations.

They'll find a way into those big companies. But for the most part Small dental practices, the ones that are getting hacked, they're easy targets because they don't have even the basics in place.

Michael: Okay. Interesting. Awesome. Amy, I appreciate your time. And if anyone has further questions or concerns, where can they find you?

Amy: Copperpennyconsulting. com. I'm all over social media too. I do lots of fun videos, even though HIPAA and cybersecurity isn't always known to be fun or happy.

Michael: That's awesome, Amy. I appreciate that. We all appreciate it. And that's going to be found in the show notes below too, if you want to reach out to Amy.

So thank you, Amy, for being with us on this Monday morning episode.

Amy: Thank you.

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