The Dental Marketer

How does one navigate cultural and language barriers as an exile from their home country AND build a thriving practice? Welcome to this enlightening episode where we step into the unique journey of Dr. Monzer Shakally, a remarkable dentist with an extraordinary backdrop: born and raised in Damascus, Syria, yet carving out a stellar career in the U.S. His narrative winds from his comfortably privileged upbringing in a medical environment to a twist with the breakout of the Syrian revolution, leading him down a path of arrest, exile, and eventual resettlement in the U.S.

In this episode, Monzer takes us along on his odyssey from the throes of revolution and exile to his pursuit of dentistry in Iowa, a step driven by his resolve to create a unique niche in the dental space. Listen in as he shares the challenges of early days in America, wrestling with language barriers and chipping away at cultural dissimilarities, through to his triumphant emergence from dental school and his thoughtfully decisive move to settle in the balanced charm of Scottsdale, Arizona. Monzer also delves into his professional journey, tracing his hard-earned lessons from a dissatisfying stint at Pacific Dental Services to his present status operating a thriving dental practice. This episode is more than an account of resilience and determination, it is a beacon for all those navigating their routes to success in the dental profession.

What You'll Learn in This Episode:

• Monzer's intriguing journey from Syria to the United States
• The cultural and educational challenges Dr. Shakally overcame in the pursuit of his career
• His experiences in corporate dentistry and the wisdom gained from it
• How Shakally turned a new opportunity into a flourishing dental practice
• Strategies for avoiding pitfalls such as insurance dependency
• The ethos that underpins Shakally's profession and personal journey
• Strategies to ensure patient satisfaction and operational efficiency in your practice

Don't miss this episode full of valuable insights and inspiring tales of resilience. Start your journey to mastering the business side of dentistry by listening today!

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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/

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Guest: Dr. Monzer ShakallyPractice Name: Southern SmilesCheck out Monzer's Media:

Website: https://ssmilesdental.com/

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

LinkedIn: https://www.linkedin.com/in/dr-monzer-shakally-dds-54945989/

Email: [email protected]

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Other Mentions and Links:

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Software/Services:

• Henry Schein
• PPO Profits
• Implant Pathway
• QuickBooks
• Kleer

Books/Publications:

• How to Buy a Dental Practice: A Step-by-step Guide to Finding, Analyzing, and Purchasing the Right Practice For You
• Dental Operations Manual: Detailed Systems to Run your Dental Practice

Businesses/Brands:

• Pacific Dental Services
• Signature Dental Partners
• Aspen Dental
• Heartland Dental
• Cerec
• Van Hook Lab

People:

• Dr. Farran (30 Day Dental MBA)
• Elon Musk

Podcasts:

• Dental Unfiltered

Communities:

• Dentaltown

Organizations:

• UN
• Human Rights Watch
• US Embassy in Egypt

Music:

• Frank Sinatra - My Way

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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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Are you ready to take a refreshing and practical look at the business side of your career? In this episode, I sit down with Dr. Shahin Safarian, a seasoned dentist, entrepreneur, and coach who urges private sector dentists to embrace financial literacy. Shahin's insightful perspective draws a connection between understanding key financial metrics and improving both patient care and business efficiency, a concept often overlooked in the profession.

In the second half of the episode, we delve into the pressing need for innovation in dental practices. Not just the technical aspect, there's an often ignored realm of lead generation, patient engagement and operational optimization that can propel your practice to new heights. Dr. Shahin softens the intimidation factor around modernizing workflows and systems in such a traditional profession, making it sound not just attainable, but also essential.

What You'll Learn in This Episode:

• The importance of understanding the financial metrics of your dental practice
• How to achieve a minimum net of 30% from your practice
• The connection between financial health and patient care quality
• How to enhance lead generation and patient engagement in your practice
• The essential role of the dentist as a business owner
• The benefits of upgrading your systems and operations

Don’t let the finances of your dental practice intimidate you. Dive into this conversation with Dr. Shahin and start making informed financial decisions for your practice today!

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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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You can reach out to Dr. Shahin Safarian here:

LinkedIn: https://www.linkedin.com/in/drshahinsafarian/

Facebook: https://www.facebook.com/Drshahinsafarian

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

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Mentions and Links:

Services/Tools:

• Solutionreach

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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, Shahin, so talk to us. What's one piece of advice you can give us this Monday morning?

Shahin: Well, first of all, thanks so much for having me. I appreciate the time and the opportunity. this notion we're talking private sector, we're talking practitioners that want to stay in the private sector.

So we're not talking DSOs, we're not talking DPOs, we're not talking multiple practices and. multiple associates and 25 or 30 plus employees in a single small business, in a single dental practice, small business in the private sector. What you need to focus on is you need to focus on your financial numbers.

The health of your business trumps everything else. and the more old school or, or seasoned dentists that, you know, got licensed in the eighties and the nineties, and maybe even a little bit later, Their thought process is that we need to focus on the patients and the patients come first. Well, I tend to say, yes, patients certainly have value when you're working in your business, but when you're working on your business, everything, is trumped by the health of your business.

And that comes from your financial numbers. So If you are a private dentist in the private sector, you want to focus on understanding your financial numbers. And that's really most important because if you have a healthy business, you'll be much better capable and able to take care of your patients in your community at the highest quality possible.

If you're in a stressed environment and you have financial stress in a business. And you have to try to meet payroll. You have to try to pay rent. It becomes a lot more complicated as far as the efficiency and patient experience of what, um, your patient and your community will experience at your practice.

Michael: Okay. So then, break it down for us. What's the health benefit? And what does it healthy look like?

Shahin: Yeah. So, you know, there, there's a lot of notions as far as what you need to net out of a practice. Ideally, you want to net at least 30 percent as a private practitioner or more. ideally you want to get, I mean, even some of the more seasoned dentists that really understand how to efficiently run their business.

they're over 50 percent on their net, from their practice. So if you are in a practice, it's a million dollars. Do you want to be in a situation where you're netting 200, 000 or you're netting 400, 000? That comes a lot from the practical components of how much attention you pay attention to the financial numbers.

So I would say minimum you want to be 30 percent net, um, out of your, uh, business.

Michael: So then what financial numbers should we start paying attention to right now? If we're listening to this and we're thinking, okay, I have a analytic software, we're looking at the numbers. What do we got to pay attention to?

Shahin: Yeah. Look at your expense report. Um, and so there's the practice analysis software that if you've been in business for three to five years, you should incorporate, um, but you also have to look at your bookkeeping and your expense reports and the key number that you want to pay attention to right out of the gate is payroll.

Um, payroll is one thing that's really out of control in most dental practices that we're discussing here today. Okay. So, um, I think that's a really important component of, what you need to pay attention to. First, that's your biggest expense. Then obviously you've got to deal with rent. You've got to have a distinction between fixed expense and variable expense.

Fixed expenses are payroll, are your rent, are your office loans or business loans that you're holding every month that you have to pay out, to every single month. Variable expenses are a little bit more your marketing, your supplies and, and some other, factors that come in, but you have to really pay attention to, to payroll.

I think that's one key component that a lot of doctors are really overlooking. And what ends up happening is complacency comes into play, empathetic. Doctors are paying attention to the, employees that they've had longterm in their practice. And so we have to understand again, financial numbers trump everything else.

The business health trumps everything else. If the numbers don't make sense, it's time for you to make some decisions.

Michael: That's interesting. So then when it comes to the payroll, being out of control. What is out of control? What have you seen?

Shahin: Yeah, so, one key metric that a doctor needs to pay attention to is production per hour.

what their production per hour is dictates a lot about a practice. And you want to target being 600 per hour plus. if you're a private practice owner and you're at 300 an hour, 400 an hour, you're not really running a very efficient business. You want to be a macro producer. And there's a lot of discussion in this, and we don't have enough time to get into all the details, but.

An important metric to pay attention to is when I am clinically in the practice, what is my production per hour? And we notice that if your production per hour is low, payroll is going to go up. And so many times what we recommend is you have to be innovative. In order to create ideas in order to grow your business, or the other option, obviously, is you don't have to be open five days a week in order to hit your production.

If you're producing Um, 400 an hour and you're coming home at, you know, 3, 000 days, five days a week, you can do that in three or three and a half days, you don't need to be open five days a week that automatically reduces your payroll.

Michael: You mentioned being innovative to grow your practice. What have you seen where they're like, wow, that's, that's innovative?

Shahin: Yeah. So there's not much innovation in doctors. Um, and unfortunately the reason is, is because we're not business owners. We're not, we're not built and developed as a business owner or clinician. So many times what we end up doing when we want to learn to be innovative, we go and learn more clinical dentistry.

But the reality is, is to be innovative means. Things like this. How do I build a system or an operation in my business to where I'm able to maximize. lead generation at the top of the funnel. We're talking now sales funnel. How do I maximize lead generation? How do I maximize my ability to engage with the leads?

How do I optimize that engagement to convert into new patients in my practice? And how do I optimize those new patients to say yes to me? And so that system or that operation is basically. Pretty much nonexistent in most private practices. So one of the things that I would highly recommend on the innovation side is you've got to upgrade your business to 2024, which is where we are today.

Still, many practices are lacking the systems. The technology and the software in order to run an efficient operation. And so that's the first thing is really take a look inside your operations and see where you're lacking, where you're not up to date in what standard practices are today.

upgrade, update yourself, and then build these systems and operations in order to maximize the potential lead generation coming in. Cause at the end of the day, one great way you can grow your business is by getting new patients to say yes to you.

Michael: So if we're looking at our operations right now and our systems, how do we know we need to upgrade it?

For example, if we're like, I'm just going to give you an example, right? I'm going to say some names. So we're like using. Solution reach, right? Like old school solution reach and stuff like that. And there's new software coming out and all these things, but as a practice owner, how do I know, you know what I mean?

Like if I'm not even, so,

Shahin: so let me give you a couple of examples. If you're still traditionally, if you still have a traditional phone system and you don't have a VoIP phone system, you're outdated, meaning. When a new patient calls, they're all centralized in one area or one phone line, you're outdated.

So, what you need to do is create yourself a VoIP phone system. That VoIP phone system will allow you an opportunity to separate. So when you call my office, it will say, if you're a new patient, click one, all other callers click two. Well, here's how it starts. If you're a new patient, you click one, you go into a certain funnel in my business.

There's a different person that's a dental concierge that's going to connect with you. That concierge is going to be an individual that is going to be your point of contact through your patient experience at my office. And so now you have a point of contact, we'll name her Jill, who you can go to every single time when you have administrative questions, insurance questions, scheduling questions, what's next.

questions and financial questions. That is your point of contact. Now in more complicated practices, they'll have obviously an insurance coordinator. So there might be some, some, uh, steps or some others that are going to be involved behind Jill that are going to support you. But that's one thing. The other thing is, is we have to have a phone tracking system.

So we need to be able to listen to phone calls, actually listen to phone calls, not have the phone call software and not listen. So you can have the software and not take advantage of it. That becomes an expense. If you have software and you take advantage of the software and its capabilities, that becomes an investment in your practice.

So you listen to the phone, um, You understand why you have a poor engagement in your front. Desk with the lead generations that are coming in. Remember the only responsibility of a marketing firm Is to generate leads for you and nothing else So everything else as soon as they trigger that lead the marketing firm's job is done Now it's your internal team that takes over and this internal team is a team that the doctor is not innovative enough to understand how to manage How to run like a professional organization.

At the end of the day, the owner is a dentist, but first he's an owner of a corporation. That corporation needs to run like a professional team, which means that dentist owner is the vice president and the general manager of the talent. That he has on his team. Well, how do you manage that talent that's on your team?

What ends up happening is that owner dentist opens a dental practice, forgets about the corporation, forgets about the professional environment, and just wants to practice dentistry, doing the type of dentistry that they want to do. So they open a practice to become self employed. They don't open a practice to run a corporation.

So innovative means this mindset that I am first a CEO of my corporation, and second, I'm a dentist practicing within the corporation. That's why we have a W 2 draw for the owner dentist.

Michael: Interesting. Okay. So that's on the

Shahin: top of the funnel, right? And then it trickles down to so many other factors that we can discuss as well, depending on how much time we have.

Michael: No, yeah, that was, that was wonderful. I appreciate it. Awesome. Shaheen, thank you so much. And if anyone has a further questions or concerns, where can they reach out to you?

Shahin: Yeah. Just follow me at Dr. Shaheen Safarian, um, Dr. Shaheen Safarian, um, on Facebook, LinkedIn or Instagram, and then just send me a DM, send me a direct message on one of those channels I'll be happy to connect with you and give you some more guidance on what you need to do next.

Michael: Awesome, Shaheen. Thank you so much for being with me on this Monday morning episode.

Shahin: You got it, buddy.

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Interested in making the big leap from associateship to private practice? Tune into this episode as we talk with Dr. Linda Nguyen, a passionate dentist with an inspiring tale of achieving her dreams despite facing adversities. Taken by surprise with challenges at her first glamorous job in downtown Denver, Linda had a reality check on ethical dilemmas that some practices may face. With the discord between promises made to patients and actual care delivered, she embarked on a journey that led her closer to owning the kind of practice she had always dreamed of - a place where patient-centric care is paramount.

Linda’s journey wasn't a smooth ride, but she conquered all odds with her never-give-up attitude and solidified her place in the dental space. She not only shares the authentic, often untold gritty realities of dentistry, but also offers key insights to navigate the startup phase and step up to the role of a private practice owner. Linda's story is a testament to how crucial it is to find your community, a trustworthy financial partner, and a dedicated team for thriving in the competitive world of dentistry.

What You'll Learn in This Episode:

• Why Linda transitioned from dental associateship to owning her own practice
• The challenges Linda faced in her first job and how that shaped her future decisions
• How she approached ethical dilemmas and navigated her way towards the dentistry she wanted to practice
• Thoughts on choosing financial partners and strategically building her team
• The importance of creating a patient-centric experience in a dental practice
• How to balance business and personal values in a saturated market

So don't wait, hit the play button and join us as we walk through Dr. Linda Nguyen's inspiring journey!

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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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Guest: Dr. Linda NguyenPractice Name: Sonder DentistryCheck out Linda's Media:

Website: https://www.sonderdentistry.com/

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

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Other Mentions and Links:

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Software/Services:

• Indeed
• Crimson Media
• Dentagraphics
• Ideal Practices
• Darkhorse Tech
• Burkhart Dental Supply

Products/Brands:

• Almond Joy
• Wingspan
• Nintendo Switch
• It Takes Two (Switch Game)

Banks:

• Bank of America
• Wells Fargo

People:

• Shane Simmons (Crimson Media)
• Stan Wiening (Burkhart Dental Supply)

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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.

‍

Can embracing problems really lead to better decision-making and growth in practices? That's what we're delving into in this episode with our guest, Kiera Dent, from Dental A Team. She's here to offer some unconventional advice to practitioners and stress the importance of facing your challenges head-on. Not only will doing so increase your understanding of key metrics such as overhead, profit margins, payroll, and cash flow, but it also allows you to find innovative ways to reach financial freedom and increase practice success.

But, it's not all just about embracing the numbers. Kiera also discusses the crucial role of team collaboration and effective communication for leveraging this numerical data for growth. By aligning everyone on your team around these figures, you are fostering a shared responsibility and culture that's geared toward success. This episode is filled with insight and practical steps to help one comprehend not only the power of numbers but also the importance of viewing them not as obstacles but as levers for success.

What You'll Learn in This Episode:

• The transformative power of embracing challenges in dental practices.
• Importance of understanding key metrics for making informed decisions.
• Viewing numbers as tools for financial freedom.
• Role of team collaboration in improving the monetary aspect of practices.
• The value of effective communication around numbers and benchmarks.

Don't miss this episode that is filled to the brim with unconventional, yet extremely beneficial advice straight from the experienced Kiera Dent!

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Studio 8E8:

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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 Kiera Dent here:

Website: https://www.thedentalateam.com/ (Mention The Dental Marketer for a special offer!)

Dental A Team Podcast: https://www.thedentalateam.com/podcasts/

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Mentions and Links:

Tools/Software:

• Excel

Businesses/Services:

• Netflix

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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, Kiera. So talk to us. What's one piece of advice you can give us this Monday morning.

Kiera: Oh, Michael, thanks for having me on. Um, so mine is going to be a little controversial and unconventional is to stop hating your problems and learn to love them, which I know feels a little funny to hear.

And I'm going to tie it into numbers for you, but, um, as I was thinking about it, Our body is like when we have pain, like the natural tendency is to pull back from that pain and, and so I, I was thinking about this and I thought like there are things that cause like psychological pain as well.

And those psychological pains are ones to like lean into and our brain is a web of even more nervous cells. And so like our natural tendency is like when there are problems, We want to pull away from it. We want to run away from it. We don't want this to be our problem. But the exact opposite, I believe, is what is needed to actually lean into them, solve them, because problems can create innovation.

And I feel like, again, it's counterintuitive to what we think we should do, but stop hating our problems and truly learn to love them.

Michael: What are some common problems that you see a lot of us, either as humans or as practice owners, tend to hate the most? Where we either ignore it or it bites us back in the butt later on.

Kiera: Yeah. I would say like the number one thing I see with our dentists that we coach are numbers. I think numbers are just one thing. We don't want to look at it. We think that me knowing my numbers, me looking into my numbers, I am a dentist. I am an entrepreneur. I'm a business owner. I don't know numbers. I know dentistry.

And so it's almost like even with my hands, like we're pushing back, we're pushing against that. But leaning into that problem, because so many of our problems actually stem from not knowing our numbers. can I hire this person or can I not? I have a client currently, and she's like, Kiera, I've got all this turnover.

And I'm like, well, one, like, let's look at the pattern. So like leaning into the hiring piece. But if you don't know your numbers, it's very hard to make decisions of, can I afford this person? Can I actually give raises? Uh, what do I need to do in case of a recession? How can I recession proof my business?

What is my true overhead? How do I like, what do I need to set my production goals for looking at all those numbers? I would say is like the number one thing people literally like, it's like a visceral response. Like, no, I don't want to know my numbers. I don't want to look at the PNL. It feels like a totally foreign language.

Which it is and it's scary and it's daunting, but honestly leaning into that and loving the things that possibly cause the initial pain are going to be the ones that give you the most freedom.

Michael: So then going with the numbers side of this, the main numbers we need to be looking at are what?

Because that's a good point you brought out where it's like, I would feel like, man, I'm just so overwhelmed. We need another hygienist or, Oh my God, I don't want to do hygiene. Or we need another assistant, another front office because we feel overwhelmed. Um, but what numbers need to speak?

Kiera: Yeah. So what I love and we actually just created an awesome calculator that I think people can have is number one, like go through and figure out if you don't know what your overhead is.

So overhead is all the costs of running the business, prior to paying our doctors. And like, sometimes if you've got associate doctors that should go up in the top line overhead, but then below that would be how much we're paying you as a doctor. And then below that is how much are our debt services to ultimately get a profit number.

And I like every office to be running at least at a 20 percent profit margin. After paying themselves and after debt services, that would be ideal. Um, but then looking at the overhead, ideally 60 between 50 and 60 percent is a great number. Now, when we look at it, it's also, then you can tie into, all right, what is my payroll payroll right now?

You're in California, Michael. So, uh, 30 percent has been the standards recently, but in some areas it's higher than that. And so if I want to get my overhead down to 50 percent or 60%, Looking at all those different metrics and the numbers and knowing what should my supply cost be? What should my payroll be?

What should my labs be? What should my marketing be? All those different areas and making sure that they're in line. But then really looking at what my true profit is and then making sure I know what my cash flow is, that's going to help you then maneuver throughout to know what exactly do I need to, to change, to adjust and looking at numbers, not as like pain or punishment, or I'm not doing this right, but as levers on a dial of which one can I turn?

It's like a combination lock. If I turn this one just a little bit, or I turn this one just a little bit, I'm going We instantly get more cash flow, less stress, but I'm able to hire more and have a happier team at the same time. So a lot of people had really bad Decembers and I think, well, go look at the numbers.

Why was it a bad December? It was a bad December because we had holiday parties, we had bonuses, we had PTO. Well, if we use those numbers and look to see how much extra was being paid in December, Divide that out amongst 11 months. Now it's a very small amount that we save up through every single month.

We can prepare that into our costs. December won't have to be a hard month for you ever again, but it's looking at those numbers. First of the overhead, the profitability of the practice. And then we move into like the KPI. So what's going to influence the supplies. What's going to influence the payroll was going to influence that and getting your team bought into it.

And I think like, gosh, Michael, I could come on here and talk about anything, right? Like any topic. But I promise you, if I can empower people to not be afraid of the numbers and to say like, all right, it's kind of like, I think air traffic control towers, can you imagine, like, just for three seconds? Like, I cannot imagine hearing the nonsense chaos that that per person's having to like navigate through.

It probably sounds like static in their ears, but like, the more they listen to it, the more they're able to understand, they're able to understand what those pilots need and be able to guide them in safely. Same thing with looking at your numbers. It might feel like static and chaos and overwhelming today, but even just committing to, I'm going to look at my P and L every month.

I'm going to figure out what my overhead is. I'm going to figure out what my cashflow is. Those little, little tiny steps that seem daunting. One step is going to lead you to financial freedom. And that's honestly, we're done. It's like, like, if you want to feel free, confident, and secure, knowing those numbers forward and backward, and then getting your team bond into it, it's going to give you all the freedom that you've ever wanted.

Michael: Do you let the whole team know all the numbers?

Kiera: It depends on the practice, but it depends on the owner. So, uh, in our company, like in the ones I've been a part of in the practices I've owned in the practices, I've been a team member in typically, yes, they do share their numbers. And what I mean by sharing all the numbers, doctors, I don't care what you're paid, I want you to be paid.

a very healthy amount. I tell all of my teams, you want your doctors paid insanely well, because when they're secure, your job is secure. And so, um, I don't think you need to necessarily share like your pay, your cashflow. I think that that can be personal for you, but the top line overhead numbers of our payroll, all those different pieces for sure.

Let them know what the benchmarks are. Teams honestly want to support you. As a team member myself, uh, I was a team member before I became a consultant. Um, I've owned practices. Just know that that team wants to support you and they're not thinking about you like, Oh, they want to buy a boat. It's literally like, tell me the number, let's go for it.

But they need to know what they're guiding towards and what their metric is in order to be able to hit it correctly.

Michael: Gotcha. Okay. That's interesting. So if the numbers don't work when it comes to wanting to hire an employee, where do you think they can start trimming?

Kiera: Yes. So, like I said, first is the overhead.

Second, I like to have a monthly cost spreadsheet for every practice that I work with. This is like annoying, Michael. This is the stuff that's controversial. This is the stuff of like the discipline here will create the freedom in the future. So get your monthly costs of there of everything that you're spending, go back to last month's credit card statement.

Um, go back, put in like I've got this assistant. I pay them 25, 30 an hour or whatever you pay in your area and they work this many hours. I always err on the high end, not the low end. So that way I can see like my quick month at a glance costs. Then from there, if I can't afford, let's say I need to bring on another assistant.

I'm going to go look at the remaining costs below. Am I paying for extra things? Like, do I have subscriptions that maybe I could consolidate? Could I maybe go and work with like synergy of a supply group and get my supplies lower? Are there ways that I could maybe change my labs? Is there, maybe I'm paying for Netflix and we don't need to pay for Netflix.

Do I have like subscriptions on there that maybe are no longer serving us? If so, that's where I would start to But like, again, numbers are levers. So either we increase the production. Are we decrease the cost and I'm always pro of like, let's cut the costs that are unnecessary, but also can we look at our schedule and can we find out within our schedule?

Are we like, what is our dollar per hour? Are we using block scheduling instead of just letting patients go wherever we want? Are we making an ideal schedule and having our patients schedule there? Like those little things. can make your hourly be so much more productive with ease and you're doing nothing else other than just scheduling the patients in a more effective block.

So before I go cut teams or I cut anything else like that, let's look at your schedule too. And could we make your schedule a bit more productive? So that way your time there is better utilized. And then we can hire that team member. And also just knowing the number, break it down. A lot of times we break it down into like, Oh, I need to make this per month, break it down into.

Per month, per week, per day, per hour. And then again, build that block schedule. It's really fun. You can get into Excel. Like this is where you get into the nitty gritty. And I love to do this for offices, but I found for offices, when you like get even into that schedule, before you go cutting costs, I've been able to add usually between 30 and 50, 000, like minimum.

I've even had upwards of a hundred K per month added to a schedule. And they're working no more hours. We're not having to do extra treatment. It's using the treatment we have, having better blocks and then teaching your team how to be like, Oh my gosh, Dr. Michael's incredible. They do their crowns at eight o'clock or 10 o'clock, which time works best for you.

So I'm guiding the patient into a perfect schedule. I'm not going to go cut costs. But then after that, like, From there, then we go and figure it out, but I would rather see could I be more productive with my scheduling before I'm having to cut other people to be able to hire. And then also sometimes you might have to make a, all right, I'm going to do a hope, a wish, and a prayer.

I know this person is going to bring in revenue over the next three months. Can I sustain that extra cost for three months? And if so, that was a good investment. And I've even hired people and been like, look, I can't afford you today, but I know you're going to be able to bring in the income. I need to be able to afford you.

I've got three months and you're going to prove your worth. And this is where we are. And it's a hope it's a wish, but if they know, and you know. I've never been burned in that situation. Maybe someone has, but uh, being upfront and honest, they usually will prove their worth really quickly and pay for themselves.

And that's usually like a TC, an OM, a hygienist, a producer. Usually there are costs I'm willing to run maybe a little high on for three months because they'll, they'll pay for themselves within that three month period.

Michael: Interesting. You tell them that you're like, Hey, I can't afford you, but I'm going to hire you.

Kiera: I have Michael I just think I have the honest combo because I want to be up front with them of like today I know I need you. I can't necessarily afford you but i'm also so confident that You're going to bring in the revenue to my practice to be able to afford you. Like they're a producer, right? A hygienist is a producer, a doctor is a producer, a treatment coordinator, they're not technically a producer, but they can close cases to put money on the books.

They're going to actually pay for themselves. And like, yeah, I hired a treatment coordinator in my first practice and I was like, I can still see her. And I said, honest to goodness, I. you are out of the budget of what I was planning, but I'm so confident you're going to be able to make up your salary in our monthly revenue.

I got three months of a runway. And if not, like, I honestly, I'm going to have to part ways with you. And she was so like, she has a TC and she's like, Oh girl, I'm going to put this money on your books. Like you will, you will pay for me like 10 times. And she did, she was an incredible, incredible hire, but, um, sometimes you gotta just take the risk to knowing that you're hiring who you can't afford today.

But who's going to put money on your books? Be careful though, you don't want to get into hot water, but producers, I'll take a risk and I'll run on them, knowing that they'll bring revenue to my practice.

Michael: What does hot water look like?

Kiera: Hot water is when you're not paying yourself and you're taking out like, second mortgages on your house.

Um, I've had some doctors where they're like, like, it's just like, we're just going to keep pumping money into the machine versus saying like, all right, what things do we need to cut at this point? We do need to cut costs. And maybe that is cutting. I never liked to cut team members. They're my last one. A lot of consultants are the opposite and they come and just slash.

I just feel like teams are valuable and I see them as assets, not liabilities of a practice. And so hot water is you're not paying yourself. We're taking out more loans. And there is, there's a fine line of having the hustle versus the like, completely engulfs you to where you can't come back from it.

And so that's going to be your hot water. I don't like to run less than like a 5 percent profit. Now, if you're a startup practice, you're going to be negative for a few months, but you've got your working capital, hire the people that are going to produce for you. Be strategic on my startups. I'm always like, have the hygiene patients come in. But if they need dentistry, do that first and then schedule them back on Friday and hire a temp hygienist on just Fridays. That way, when you're here, you're doing more production instead of just doing the hygiene, scooch that out to Friday, fill a full Friday schedule.

You are always able to produce. That's how you build up a schedule. So always also be working at the top of your, your license is a good way to look at it as well.

Michael: Interesting. Okay. Awesome. Kiera. Thank you so much for being with us. But before we say goodbye, can you tell our listeners where they can find you?

Kiera: Absolutely. If you want help with this, if you want help to get your numbers, I love to do this. And this is why we built the dental a team. It's consulting, and we have virtual and in person. We have lots of different things. It's a ton of fun. So head on over to the dental team. com. You can also listen to our podcast, the dental team podcast.

And if you ever are curious about consulting every Friday at 8 30 AM Pacific. 1130 a. m. Eastern. You can come pop on. We have a 15 minute, like learn about consulting, see if it's a good fit for you. No stress. You can just come learn, but I'd love to help anyone out. Thedennallyteam. com. And if you tell us that you came from this podcast, we actually have, um, preferred pricing for all the listeners here.

So definitely mention it. We want to take care of you guys. Go have an incredible day. Thanks, Michael. It was a good time.

Michael: Awesome. So guys go check out the preferred pricing in the show notes below and reach out to Kiera too, with the links in the show notes below. And Kiera, thank you so much for being with us.

It's been a pleasure. And we'll hear from you soon.

Kiera: Thanks. See ya.

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Are you a budding dental professional wanting to venture into an independent practice? Well, this episode has everything you need to get started. Dr. Rebecca Bradley, who made the brave leap from a high-paced chain to starting her own dental clinic, hands out the roadmap to this transition in our conversation today. Rebecca's journey throws light not just on the operational and financial complexities involved, but also the personal endeavor that went into establishing her unique place in the world of dental care.

In the midst of operational factors and strategic marketing efforts, Rebecca's firm belief in personalized patient care emerges powerfully. Rebecca's unwavering dedication, despite grappling with the daunting task of leaving a stable job and young kids at home, reflects a candid and inspiring narrative. If you're dreaming about creating a practice that truly marries your professional aspirations with a deep Impact on people's lives, this episode with Rebecca Bradley might just be the push you need.

What You'll Learn in This Episode:

• The steps to transition from an employed dental professional to a private dental clinic owner
• How strategic marketing and community engagement helps in establishing a dental practice
• The importance of social media and local partnerships in attracting patients
• The financial considerations while operating a startup
• The role of personal vision and a patient-centric approach in creating a successful practice

Don't wait any longer to kickstart your dream dental practice. Tune in to this episode now.

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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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Guest: Dr. Rebecca BradleyPractice Name: QC South DentistryCheck out Rebecca's Media:

Website: https://qcsouthdentistry.com/

Email: [email protected]

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

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Other Mentions and Links:

‍

Places/Establishments:

• UNC Adams School of Dentistry

Insurance Companies:

• Delta Dental

Products/Brands:

• iTero
• Invisalign
• Dentrix Ascend
• Microsoft
• Spectrum
• Transendental, LLC
• Ideal Practices
• HDA Accounting

Organizations:

• HIPAA
• The Beauty Boost

‍

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.

‍

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‍

‍

What happens when you need to cut ties with your current IT company? This week's episode delves into that critical, but often overlooked aspect of business - offboarding from an IT company. Our returning guest, Reuben Kamp, shares unique insights on the importance of maintaining clear ownership of your data and domain names. He explains how things can get messy when organizations fail to plan for IT offboarding properly, and how non-compliance, especially with HIPAA regulations, can lead to colossal pitfalls, and ultimately, hefty penalties.

In this episode, Reuben rallies in-depth on the potential security risks during transitions, intricate details on termination clauses and contract renewals, and how mergers impact service continuity. He sheds light on the need for professionalism at every step during IT transitions and serves up some strategic advice on ensuring smooth transitions. The episode concludes on a high note, emphasizing trust maintenance with IT firms, and highlighting the critical need for integrated cybersecurity measures in practices.

What You'll Learn in This Episode:

• The vital importance of data and domain name ownerships
• The repercussions of not following HIPAA regulations
• The potential security risks during IT offboarding
• How to deal with termination clauses and contract renewals
• The effect of mergers on service continuity
• The necessity of cybersecurity in dental practices

Curious yet? Dive right into this week's episode to make sure your offboarding process is smooth and secure!

‍

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

‍

You can reach out to Reuben Kamp here:

Website: https://www.darkhorsetech.com/

Email: [email protected]

Phone: 800-868-4504

Facebook: https://www.facebook.com/DarkhorseTech

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Mentions and Links:

Businesses/Services:

• ACME IT
• Henry Schein

Organizations:

• HIPAA

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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, Reuben. So talk to us. What's one piece of advice you can give us this Monday morning.

Reuben: We're going to talk about off boardings today, right? It is, uh, something that doesn't come up until, well, you need to find a new it company. And I know there's a lot of anxiety around, my it guy, he's got access to everything.

What's going to happen when I sent him the email saying like, ah, I don't want, sorry, man, I'm going in a different direction. today I thought it would be really useful to just, you know, hear from someone you know, like me, who's been in dental it now for 17, 18 years. Uh, I've been running Dark Horse Tech, you know, it for Dentist now for, 12 is uh, today is actually our 12th anniversary.

It's crazy. Oh, happy anniversary,

Michael: man,

Reuben: and thank you man. Yeah, I think it's just one of those things that like no one really talks about and I'd like to kind of demystify the whole process.

Michael: Interesting. Okay, so then what can we expect or what should we expect if somebody's transitioning or offboarding from an IT company?

Reuben: The most important thing to keep in mind is it's all your stuff. Right. No matter how they word the response to you, no matter what they say, just always have in your mind, I own the server. I own my email address. I own my domain name. I'm just bringing up some things that usually are a part of transitioning from an it company, right?

Maybe they have your domain name, right? Which is like, you know, dark horse tech, the dental marketer. com. Let's say they have that stored. You need to get that back. So, number one. You own it all, right? So you get to make the decisions. Now, compliance environment of dental, we all know, HIPAA, right?

That also has to be kept in mind. So let's assume in this example, Michael, that it's a, it's an it company that does care about HIPAA, right? Because if they don't, it's going to be a rough go of it. so we have to know, let's talk about liability, right? If you say, Hey, you know, Acme dental it, I'm sorry, we don't need your services any longer.

you can't have two I. T. Companies in the system at the same time. there's HIPAA compliance obligations there. There's also just personally as a business owner. If something happened during that, let's let's call it a 30 day transition period. The I. T. Comes here and point their fingers at each other and you're going to be left in the lurch.

What can happen

Michael: in those 30 days though, like that's, that you've seen?

Reuben: So, you know, when you're switching companies, you're, you know, maybe they're, they're removing software that could be the removing security software, leaving those computers vulnerable. So in the time it takes for the software to be removed and the new IT company to install it, that's an area, where you can have security issues.

But same thing with backups, right? Let's say it company stopped performing backups when you sent the email and a, you know, dark horse is ready to take over 30 days from now, but something happens in that time. Now you don't have backups. Right. So it's, it's really important to sketch out, um, responsibilities.

Now we have a, you know, work for over a thousands, 1077 dental practices. So my process is pretty locked in, but you have to direct the it company on what they need to do, right. Per their, their agreement, you sign an agreement with them. They need to uphold it through the end of. The term that you're paying them.

So you have to say, we expect that backups are going to be performed and services through X date. And if you don't do that, then they can really just pull their software whenever they want. So number one thing is at that moment, when you're, you're like, yes, I want to move forward with this other it company, I'm kicking the incumbent out.

It's a really great time to think about, minimizing the gap between security products being installed and removed, that's the window for the hackers to get into your system and, and wreak havoc.

Michael: if it ever goes longer than 30 days, what's the reasons for that?

Reuben: they could have a 60 day termination clause, uh, if it goes even longer than that, you know, we've had scenarios where clients are ready to sign up and then they go and they read their contract with whatever I, you know, we're all month to month, so this is not something that happens in our world.

But, uh, you know, I. T. Sometimes there's 135 year contracts. I don't think I've ever really see seen anything longer than five. You know, but you're like, you're motivated to switch and then you forgot that you signed a contract. And then, you know, the guys are usually pretty sneaky about it. And it auto renews, right?

So it's like, Oh, Oh, it's up in a month. Oh, nope. It auto renewed another year. You have to wait another year or two. So, that's something also, you know, before you, uh, start interviewing it companies, just make sure that you're not locked into some longterm commitment. but that kind of, you Segways us into what if the company is not providing services, right?

Let's say. Brought me into the office. I'm like, wow, your backups haven't ran for three months, And you're in a year long contract with that. That is your way out of it, right? So they breached their contract. That is a way you can terminate early. Um, if they're not living up to that, some, some companies have response time metrics.

That's another way out. some companies, uh, there's a lot of merger and acquisition activity. Just like in, in dental and the DSO space, it is the same way. I'm kind of unique in that, like, I own 100 percent of the company and I have no plans on selling it and we're a hundred percent, we have no debt and like, we're all, you know, this is a private company.

but you might be in a situation where, uh, you signed a contract with a company, but they sold to another firm. And that company you signed on with no longer exists. So you don't have. There's nothing to hold you to because that company doesn't exist any longer. So there, you know, me and Michael, I can get creative.

You know, if you're really unhappy with your IT company, I'm sure, feel free to reach out, even if you're not going with us, I'm probably, I'm sure I can probably help you out.

Michael: What have been the biggest headaches that you've experienced and you've seen? When it comes to this op boarding,

Reuben: it's professionalism is the number one thing, right?

You have all ranges of, characters in this space. You have the 18 year old IT guy, you have the 70 year old IT guy, right? The one man show. Then you have, like, Henry Schein. And then you have everything in between. So, you know, I think the most, Hectic thing is when they take it personally, You know, you submit that cancellation letter and they either, it's usually that they, not that they don't reply, but they be, they kind of shut down and get mad and are not very helpful in the transition.

Right. So been through just about every single kind of transition. I've been through the one where the it guy passed away. So we have no passwords. And we just have to figure it out. you know, on another episode, we talked about hackers. Well, there's the black hat, the bad guys, and there's the white hat.

Sometimes you got to put on the white hat, you know. Put on the white hat and get into the system so the client can use it. Um, yeah.

Michael: Interesting.

Reuben: You know, we got, it guys that, uh, left the industry and just like, I don't care. I'm not responding anymore. just about every scenario you know, exists out there, but how it should happen, dear Acme Dental, it, thank you for your years of service.

we're making a decision to go in another direction. Attached, uh, to this email is our new IT company. I authorize them to have all of our passwords. We call them run books in this industry, but like all of the information on our account, uh, please initiate this transition in the next 30 days. Sincerely, Dr.

Arias.

Michael: Yeah. Gotcha. Okay. Interesting. So that's how it should go. It should be smooth, easy transition.

Reuben: the doctor, that's your job. That's it. You've done, you've completed it. You've sent the message and now it company talks to it company, things happen, and now you have a new it company, that's how it should go in a normal realm is your responsibility is crafting and sending that message and then the two professional organizations should.

Do

Michael: you charge for off boarding like extra? Like if we were to be with an IT company and then, you know what I mean? Like I want to go with Dark Horse, but I haven't even reached out to my current IT company because my contract is going to end in like in a month.

Reuben: no, I mean, we don't charge for off boarding, right?

If a client were to say, Hey, I sold my practice. I don't need your services anymore. We're going with this, you know, DSO as internal IT. We don't have any, I guess the, what the example would be almost like a chart. Transfer fee, like a patient of this doctor wants to go to another practice. You're like, ah, 10 bucks to get your chart over there.

it seems as silly as that to charge somebody. And like, you know, I do care about my reputation. so it's like, what is the right thing to do is to just be as professional as possible, during that transition.

Michael: Okay. Gotcha. And then how can we tell. IT company doesn't care about HIPAA during their offboarding period.

Reuben: Well, I mean, if they stop their services, right, they have, incredible to think about when you give a quote to a dental office, HIPAA is involved in that. What I mean by that is, you've, let's say I go into an office, identify that a backup is not running. The office went out, contacted me. And got a quote for that service.

I'm covered. Right. Cause I went in, I did my job. I gave, uh, the office the quote to fix the problem, uh, the compliance hold that they were facing. But in the same token, you're canceling with this company, but they still need to be providing services to the end of the term. for them to say, we have you covered, you're secure, you're HIPAA compliant, we're And if they pull that early, that's a problem.

Sometimes it's really hard to know if they do that, right. Cause the software is just like, you know, we look, if we're using a windows computer, our times in the bottom, right. And next that's called the system tray icon. That's kind of where all the little shortcuts live for these, these software programs, if it just, one of those little icons disappears because they deactivated it, you have no idea.

So it's really important, though, uh, to make sure that two I. T. Companies they're not in the system at the same time, right? You might want to maybe you hate this I. T. Company so much. You want to get him out of there as soon as possible. The right way to do that is for the new I. T. Company to come on site and remove all of that I.

T. Company software and then let that I. T. Company No. Yeah, we're gonna pay you to the end of the term, but you're no longer responsible for protecting us. So that's like the, you got some bile in the back of your throat, just thinking about your it company and you just need to get them out of there.

That's probably the way to do it.

Michael: If the it company, the one that you're just like, Oh, I hate them fights back or not fights back, but says like, sorry, we can't, is there a reason for them to do that or no?

Reuben: It's usually about term. right. They have a contract term. We can't do that because. You're in a contract with a client for a year.

You could say, I don't care. I'm going to pay you for the year, but I'm still using this other company. you could still remove their software. any other way they could say now, well, if you hired one of their employees, and they had a clause in their contract that non solicitation clause that might not make them very happy.

that usually happens, uh, only at the DSO level, right? Who's going to steal an internal it guide.

Michael: Oh, I get you. Right. You said, Oh, and we love

Reuben: that technician. We're going to start our own internal it, and we're going to take that guy with us. That happens. Yeah, it does. That's bad business. That is bad business.

Uh, please don't do the only other reason they could say no is just, again, we went to the emotional component earlier about being, uh, upset, having an emotional reaction to a client's business decision. And they're just saying no because they're just trying to be obstructionist, right? Yeah, just trying to that's their way.

They don't have any other tools to fight back besides just being like, No, I'm not going to help you with this.

Michael: Yeah. Okay. Interesting. Awesome. Reuben, I appreciate your time and giving us more insight on offboarding. Now, you mentioned that you guys do this, for free. Well, obviously there's no charge, right?

Or anything like that, especially if they want to transition from their IT company to you. Any other advice you want to give us on this?

Reuben: you're working with your it company right now, I know we're in this, like, it seems like the era of the big hack, right? If you're happy with your service to your it company, that's awesome. You're in a great position. You should try to keep them, you want a dental office to be happy with their it company, but you also want to subscribe to the trust, but verify, right?

They're providing great service, but are they providing the necessary products in your dental office to keep you HIPAA compliant and away from fines in the news and breaches and having to give all your patients, credit monitoring for two years. I mean, take your patient count times nine times two.

some of you might not like that number. So if you can pair those two things together, great service and a company that cares about this dental market, cybersecurity, HIPAA compliance, then you're in an awesome position.

Michael: Wonderful, man. Awesome. Reuben. I appreciate your time. And if anyone has further questions, where can they find you?

Reuben: I'm all over. You can find me on Facebook. I'm always in the, in and out of all those groups. Everyone else's, uh, admin at dark horse tech. com is my direct email. Dark horse tech. com is our website. Of course. Uh, no, I appreciate you bringing me on Michael.

Michael: No, yeah. And that's going to be in the show notes below, along with, if you go on the first link in the show notes below, you're going to see an exclusive deal that dark horse tech as for you.

So make sure you go check that out. And Reuben, thank you so much for being with me on this Monday morning episode.

How do you successfully navigate the balance between starting a new career AND a new family? You'll want to tune in to this enlightening episode featuring Dr. Meagan Scarborough for the answer! Journey with her as she shares her gripping tale of beginning her dental career with a four-week-old baby in tow. Meagan paints a vivid picture of the challenges and triumphs she encountered while running her dental practice and managing the high demands of being a freshly minted professional and a new mom. Going from Texas to Tennessee, she takes us into her journey of innovation and adaptability, opening up about the unique approaches she has introduced to her practices.

But that's not all. Meagan takes us deeper into the world of dentistry with her candid discussion on the role of hygienists, the importance of good team dynamics in a practice, and the fine line between offering quantity and maintaining quality service. She brings in a completely novel approach to her practice, drawing inspiration from the service model of Chick-fil-A. She expands on how focusing on exceptional service and comprehensive patient care brings both success to her practice and satisfaction to her patients. All these in line with her core belief that treating people well remains the key to success, whether in dentistry or life.

What You'll Learn in This Episode:

• How to balance a starting career with motherhood.
• Insider knowledge about running a successful practice.
• The importance of team dynamics and partnership in the dental field.
• The role of hygienists and how they impact your practice.
• How you can adopt the Chick-fil-A model of service in your practice.

Listen to this episode and discover the revolutionary ways to improve services and patient experience in the dental industry!

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‍
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/

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Guest: Dr. Meagan ScarboroughPractice Name: Steiner DentalCheck out Meagan's Media:

Website: https://www.steinerdental.com/

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

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Other Mentions and Links:

‍

Books/Publications:

• Whale Done!: The Power of Positive Relationships

Places/Establishments:

• Chick-fil-A
• Buc-ee’s
• Camp Longhorn

TV/Movies:

• Father of the Bride
• Schrute Bucks (The Office)

‍

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.

‍

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Have you stopped and asked yourself lately, "who am I becoming?" In this insightful podcast episode, our guest Rubi Rodriguez shares a profound piece of advice derived from Jim Rohn’s, "The Art of Exceptional Living"—emphasizing personal growth over fleeting material gains. Engage in a riveting discussion with Rubi as she illustrates how focusing on personal evolution has not only helped her overcome entrepreneurial impediments but also modeled her into an astute leader and manager in the cutthroat startup arena.

As she recounts her exciting journey at a nascent dental supply company, Rubi underscores the vital role of introspective growth while navigating hurdles—be it guaranteeing competitive pricing or ensuring timely deliveries. She charmingly elucidates how being mindful of her development amid high-stakes situations further refines her decision-making skills and leadership style. From discussing the operations of a budding dental supply firm to diving into the intricacies of "best price" versus "lowest price," you'll find this conversation packed with practical insights and actionable advice.

What You'll Learn in This Episode:

• Practical tips on navigating business challenges through focusing on personal growth
• Understanding the difference between the "best price" and the "lowest price" in a competitive market
• Ways technology can be utilized to enhance pricing strategies and service improvements
• How focusing on personal growth can lead to better team management, technology integration, and financial decision-making
• The significance of continual learning and adaptability in becoming a great leader in any industry

Stay tuned, hit play, and learn how focusing on who you are becoming can lead to transformative success in your business and beyond!

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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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You can reach out to Rubi Rodriguez here:

Website: https://www.tdsc.com/

Email: [email protected]

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Mentions and Links:

Books/Publications:

• The Art of Exceptional Living: Your Guide to Gaining Wealth, Enjoying Happiness, and Achieving Unstoppable Daily Progress

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

Rubi: Hi, Michael. Yeah, of course. Um, you know, thinking a piece of advice that I, I remind myself constantly when I feel overwhelmed or I feel like I'm being extremely challenged by something I'm going through.

And it's from a book I read called the art of exceptional living from Jim Rohn. And the quote goes like, this is the greatest value in life is not what you get. It's who you become. And for me that's so important. And something to keep in mind as a leader and a people manager and, and being part of a startup business.

as I am, as I, as I'm part of, sometimes we go through things that seem very challenging in the moment, and I'm sharing this advice because this quote makes me. Put things into perspective in the sense of I try to not think about what is this challenge? Giving me right in the sense of like, this is causing me a lot of trouble to do or this is like a painful learning curve.

I'm going through. I try to think who am I becoming? Am I becoming a better person? Am I becoming a better leader? And when you put things into that perspective, it makes things seem better and it makes you be able to feel a bit of more comfort in the sense of this is an obstacle or something that I have to go through to become a better person or to become a better practice owner to become a better general manager.

And that's the piece of advice that. You know, I wanted to share with everybody today and not only share it with you, but also remind myself, right, of how important that is, at least in my life and, and my philosophy in leading and managing people and myself.

Michael: When do you find yourself? Reminding yourself of this more often.

Rubi: I find myself from, you know, we, I go through challenges, right. From a work perspective, I'm part of a business, um, that is considered a startup or scale up business. I work at the dentist supply company and we have a mission of serving solo practitioners, dental practitioners. And we go through challenges that, you know, are we ensuring the right price and are we delivering on time for customers?

And in some cases we aren't, and there's things on my control and there's things that are not on my control. And some of these challenges seem pretty overwhelming. And I find myself reminding. Myself of that quote, when I go through those challenges, right, I put myself in the shoes of who am I becoming and who am I serving to be able to feel more at ease with going through that process.

That can feel very uncomfortable while you're going through it, but when you come, you know, when you surpass it or when that period is over, then just thinking of who have you become after it, it makes you kind of reflect on how it was worthwhile going through that challenging time.

Michael: Hmm. So what are some of the most common challenges you've seen when it comes to supplies and with the clients you work with?

Rubi: Yes. Um, so one of the most common challenges is always ensuring we have the right price for customers. That's something that we promise to do. That's something that we take very seriously in doing, and we are an eCommerce business and. every day prices change online, right? So how do we ensure that we have that best price?

And we've recently implemented technology to be able to understand prices across the board and the internet with, you know, other e commerce players. And, that's a challenge that. We've had to go through, like, how do we make the best of this tool? How do we deliver to our customers on this in a way that's scalable?

And we're growing through that, that program to ensure that we do provide that best price. Um, but it's, it's one of the things that, you know, that's been a work in progress, that it, it takes time and you have to remind yourself that although you want to, you know, get to the finish line tomorrow, it's not, you know, it's, it's a process and ensuring that.

You consistently review having a competitive price that you can deliver to your customers is an everyday thing.

Michael: I like that. So then to you, what's the difference between in supplies when it comes to supplies and a practice is ordering it. Looking for the best price and the lowest price. What's the difference between best price and lowest price?

Rubi: Totally. That's a great question. So the best price, I think it's a combination from my perspective on the lowest price, the best delivery. Level, right? Getting it next day or, or in two business days based on your needs and ensuring that the product is in stock.

I think those three elements in the e commerce environment and for dental practices, needing supplies is what should compose the best price because potentially it may not be the lowest, but it could be close enough. And you can ensure that you get the product next day or the day after. And. You also ensure that you know, the item is in top in stock, which helps with of course that delivery that delivery time.

Um, so I would say a combination of those three things are what defines the best price

Michael: Interesting. Okay. So then what has the dental supply company had to go through in order to become what they are? Uh, especially when it came to like struggles Coming up.

Rubi: Yeah. So I would say the dentist supply company.

We've gone through through that process of one ensuring that our inventory that is available to customers is accurately shown on the site. So we do have a vast Inventory a portfolio of products that are in stock and that ship next day. And one of the biggest obstacles is ensuring that, you know, that stock status is consistently updating and that customers can find those items that are in stock.

and we have thousands of them. Although, you know, again, just ensuring that that is kept really much up to date, which is refreshed, um, consistently, um, multiple times a day. Is, you know, that's, that's what we do. Um, additionally, service level. So, you know, we're part of a larger organization called shine.

We have access to some of the best delivery times that you have in the industry, we deliver next day in 24 hours. If your order is placed before 5 PM you know, on a business day and we deliver next day or the day after, um, you know, depending on where you are located in the country. contiguous United States.

so I would say those things are, are part of what we do to ensure that we can have items in stock and then also, ensure that, that our delivery times are, best in class.

Michael: That's awesome. So then I know a lot of people talk about price matching too. Does that play a role by any chance or no?

Rubi: Yeah, I think that that comes back to what I was speaking to. Right. Like, how do we, we have tools in place to ensure that we're looking at, you know, a competitor prices. Now, you know, you always have to take a balance of things of going back to the best price. And it relates back again to not only having the lowest price and matching a competitor, but also, you know, some different players have different right.

benefits, right, that they bring to the customer and, and the price should be a reflection of that, right? Of the value that you're getting, not necessarily just, the actual cost of what you're getting.

Michael: Okay. So then going back to the quote, Rubi, and I'm sure you work with, do you speak a daily on the phone with a lot of practice owners?

Rubi: do not, but my team does.

Michael: Okay. Okay. So your team speaks daily on the phone with a lot of practice owners from what they've noticed and what you've noticed. How can a practice owner implement this quote inside their practice? Meaning what struggles are they going through that you feel like if you just keep going a little bit longer, going to mold you compared to.

You know what I mean? Giving up. And then, uh, this is what I thought I was going to get, but it's about who you're becoming.

Rubi: so I can think about it. Um, let's say in, three ways, three aspects, right. For a practice owner. One of the things that a practice owner. You know, practice owner wears so many hats, so it can apply on many, things.

I think one on people, right. We rely on people and on our team to deliver the best service levels that patients want. so as we think about applying that. working with people comes with its challenges, right? We have emotions, we have different styles of wanting to communicate, and we have different needs, right?

We're humans, we have families. So, you know, working with people is sometimes one of the most challenging things a business owner and potentially a practice owner goes through. And keeping in mind, just addressing situations with. With your team with that mindset of who am I becoming here?

Am I becoming a better leader, a better manager for my team while going through this difficult situation with an employee? You know, maybe we had a situation amongst employees that we need to resolve or, a situation between an employee and a patient, So that's one hat or one place that I can see, you know, practice when we're applying this type of.

Quote or this type of advice. The second one is on managing technology, right? Technology is moving at such a fast pace, not only from a practice marketing side, right? With how patients want to communicated to with a text. And, you know, and I am sure you speak to this to your audience, right? With the dental marketer, like all the technology that goes today marketing and communicating with patients in a practice.

seem pretty overwhelming. So just thinking about who you're becoming and who your practice is becoming by going through the learning curve of implementing new technology, to address patients. And then there's the clinical side, right? Of all the technology that is coming out for practices to implement with the digital workflow, et cetera.

So, know, I think they are thinking. Again, on who you're becoming and who your practice is becoming is so important because, again, it can seem overwhelming, and I think, the third aspect is managing the financials, right, that overhead, we're talking about supplies, just thinking about, You know, how do you balance having the right supplier or a right mix of suppliers so that you don't, you never run out but then you balance the inventory, right, the cost that you have on your shelf so you know it's another fine balance of how do you, how do you ensure that you learn enough and that you.

price shopping off or evaluate the value that the different suppliers are bringing to your practice, you know, again, can seem like overwhelming and, I think it's thinking about who you're becoming. Are you becoming a better financial manager? Are you becoming a better business manager and leader by thinking about those things that could seem pretty challenging and overwhelming when you're going through it?

Michael: Wonderful, Rubi. Thank you so much. I appreciate your time. And if anyone has further questions, where can they reach out to you directly?

Rubi: Absolutely. They can reach out to me at Rubi. R U B I dot Rodriguez R O D R I G U E Z at T D S C. I'm happy to answer any questions or even chat about about this or other things.

I also want to mention, Michael, that we have a special offer for your audience. we have a 25 percent off all orders over 500 on TDSC. Again, the dentist's office. Supply company. You can find us at tdsc. com. We sell dental supplies and small equipment to Uh small practices and we provide additional savings for members of state dental association So if you provide your ada number, you can also enjoy additional savings from our everyday prices So Thank you for the opportunity.

The code for that offer is TDM 25. and I look forward to, uh, to chatting with you in the future, Michael.

Michael: Thank you for having me. So remember that is TDM 25. If you want to receive that amazing offer and Rubi, thank you so much for being with us on this Monday morning episode. My

Rubi: pleasure.

Do you get hung up on the "right way" to do something in your practice? Well, today I'm speaking with, Dr. LaRee Johnson, as she shares her journey of establishing a thriving dental practice from scratch, and how her flexible and resilient attitude made all the difference in her career fulfillment. She uncover how her Southern California origins influenced her professional growth, leading her to create a dental wellness oasis in sunny North Carolina.

Striking a balance between work-life and home isn't as straightforward as it seems. Especially when you are a dental practitioner like LaRee, who, despite initially believing that her own practice would afford her more family time, quickly realized the reality was far different. Today we're gathering lessons from her experiences of juggling various responsibilities and managing multiple office locations. Get inspired by LaRee's commitment to quality care, the significance she places on effective communication, and the ways she prioritizes continuing education and community involvement.

What You'll Learn In This Episode:

• How to start a dental practice from the ground up
• Why to never say "always" and keep an open mind
• The challenges involved in balancing work and family life
• The importance of effective communication in the dental profession
• How to manage multiple office locations successfully
• The significance of continuing education and community involvement

Don't miss the opportunity to learn from Dr. LaRee's journey. Tune in to this episode and discover the blueprint for establishing and managing a successful dental practice.

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Guest: Dr. LaRee JohnsonPractice Name: Carolina Pediatric DentistryCheck out LaRee's Media:

Website: https://www.carolinapedo.com/

Email: [email protected]

Phone: 919-247-8706

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Other Mentions and Links:

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Software/Tools:

• ExcelDent
• Open Dental

Brands/Products:

• Intraosseous Injection - dentalhitech
• Corona
• Emergen-C
• BOPS

Insurance Companies:

• Delta Dental
• Tricare
• MetLife

Books/Publications:

• If You Give a Mouse a Cookie

Places/Establishments:

• Raleigh Children's Surgery Center
• UNC at Chapel Hill
• Research Triangle Park
• Kellogg School of Management Programs

Organizations:

• American Board of Pediatric Dentistry
• HIPAA

People:

• Dr. Larry Dempsey in Rocky Mount, North Carolina
• Dr. Clark morris

Events:

• Tar Heel 10 Miler

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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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What role does fitness, nutrition, and sleep play in shaping your productivity and mental clarity? Dive into this fascinating episode where the astute, Dr. Uche Odiatu, unravels the myth that excessive exercise yields better health outcomes, and underscores the value of simple physical activity for boosting productivity and brightening mental clarity. Prepare to have your presumptions shattered as you learn how sunlight, your sleep cycle, and even the food you consume can profoundly impact not only your physical health, but your mental fortitude as well.

In the whirlwind life of the 21st century, Dr. Uche shares his wisdom on the importance of balance - be it physical activity, diet, or sleep. We'll learn how nutrition recommendations can fluctuate, depending on individual health outcomes. The conversation culminates into practical guidance and easy-to-adopt habits for morning light exposure, bite-sized exercises, and sleep hygiene, changing how you perceive and manage your health, one small step at a time.

What You'll Learn in This Episode:

• The myths and misconceptions about exercise and fitness.
• The importance of balance in exercise routines.
• The impact of sleep and circadian rhythms on your health.
• How exposure to natural light can improve your health.
• The role of nutrition in your overall health and individual responses to food.
• How to implement positive changes—morning light exposure, bite-sized exercises, nighttime sleep hygiene — into your everyday life.

Listen now to gather these golden nuggets of information that can transform your perception about health and wellness, and help you foster a far healthier and content life while on the go.

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Created by dentists for dentists: For practice management software that seamlessly integrates patient engagement, clinical charting, and practice growth without compromise, check out our sponsor, Oryx. As a listener of this podcast, schedule a free demo today with Oryx! Visit their link here: https://thedentalmarketer.lpages.co/oryx/

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You can reach out to Dr. Uche Odiatu here:

Website: http://www.druche.com/

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

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Mentions and Links:

People/Public Figures:

• John Candy
• Elvis Presley

Books/Publications:

• Sapiens: A Brief History of Humankind
• The New York Times

Products/Brands:

• Prada
• Lexus
• M.C. Hammer Pants
• Formula One Car
• Starbucks
• Uber Eats
• Grounding Mat
• SAD Light

Places:

• Whistler

Terms:

• Zeitgebers
• Nucleus Suprachiasmatic
• Continuous Glucose Monitoring
• Circadian Rhythm

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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: alright, Uche, talk to us. What's one piece of advice you can give us this Monday morning?

Uche: Well, it was all a concept of, I really see the myth of fitness, the myth of exercise, the myth of taking care of yourself. Most people think of it as something as when you reach a rock bottom, right?

You're 45, someone had a heart attack or you're 15. You've had some bad news about your GI tract and you need a PPI. Few people think of fitness as something else other than just to look good for high school reunion or a college reunion. But you start looking at it as the ability to add productivity to give you mental clarity.

And the minute you sleep deeper, one of the benefits of being physically active is you sleep deeper. But all people who sleep deep Uh, better memories, which translates into, you know, better interaction, better communication, but also better sleep helps you process emotion. So the minute you process emotion, you have higher emotional intelligence, which also then allows you to be able to better communicate and not be stalemated.

Interesting.

Michael: So then what's the first step here when we, when we want to have like, I guess, better sleep, is it getting better with our nutrition or our fitness?

Uche: You know, it's everything. You'd be surprised. There's a thing called Zeitgeist. So Zeitgeist are cues that switches your circadian rhythm. The number one is light and dark cycle.

So the minute someone doesn't get outside in the morning and they just have darkness around in the room, part of the brain thinks you're messed up. And you start going down in your physiology, become more insulin resistant. So the whole idea being is though, depending on what kind of quality of sleepy ones and everyone wants top notch quality is to start having them a dimmer light as the evening goes on.

The worst thing you could do, um, after two hours after sundown is to have bright overhead lights. And the more successful the dentists are, the more pot lights they have, the more pot lights you have, the more your ancient brain thinks it's daylight. Which means you don't sleep deep, the media don't sleep deep, the memory worsens, and you're not able to process emotion, so emotional intelligence goes down, less able to impact people emotionally during conversations.

Michael: Interesting. Okay, so in the morning, we want to seek daylight or sun. Immediately, when we wake up,

Uche: almost any light, you got to think, and there's a book called Sapiens by, uh, Harari. He's a New York times bestseller. So Sapiens S C P I E N S. And he said, you and I are more like cavemen and cave women. You think you're, I'm a modern guy.

You're wearing my Prada, but really our physiology is as a 2 million year old physiology. So in the morning, if we were a tribe of 10, 15, 50, 15 or 50, 60, 70 people, the first time, left the cave. The only people that stayed inside the cave were the sick or the dying. The sick and the dying stayed inside the cave.

But on first light, everyone leaves. So that being said, if someone works from home, or if someone goes down to their, you know, their four car garage, takes their, you know, their Lexus to work, they park in an underground garage, the body gets no sunlight on them. They get no natural daylight. The body, our caveman brain then, thinks you're near death.

Near death is not a good physiology. It's not a good way to, you know, Get your nervous system getting ready for a big morning of crown preparations or a big morning of surgery. So first light in the day is ultra important. Almost important is getting a good night's sleep. That first light resets your circadian rhythm.

There's a part of your brain called the super charismatic nucleus. It's about 20, 000 neurons. And it's deep inside the brain. And when you get light on your skin or light on your eyes, that information goes through the optic nerve into those, into that brain region. And the brain goes, Oh, another day around to go around the sun.

And it starts pumping out alive hormones.

Michael: Okay. So those are the first things we want to do as far as when it comes to improving our ourselves is making sure sleep is good. Now, when it comes to the fitness part, where do we go with that

Uche: massive. This is massive. I think dentists realize, we see patients oftentimes from age 2 to 102, and I see people who look good.

They're 85, 90 years of age, they walk independently, they're into the chair, they can get up easily. They don't have aches and pains that are asking for the third pillow to keep their neck up as you're working on them. They don't ask to be propped up because they don't have post nasal drip. And if dentists are smart, if you're watching out for it, you start asking people, Hey, what do you have for breakfast?

How can you look good at 90 or at age 80? How can you be still owning those four restaurants? And you start realizing physical activity is one of the best predictors of a healthy lifespan and a healthy health span. So exercise scientists have now said more important than nutrition. Being physically active.

There's hundreds to thousands of studies to show how being physically active gives you a longer health span. Most people think of lifespan, which is basically how long you live. Few people think of health span. That's how long you live without having a disease or disability. So basically you want your health span to be as long as possible.

And if you are going to leave the planet, it's two or three days and then you're gone. Or, at 95, hella skiing off of Whistler and then you, then you go. That'd be a great way to go in a blaze of glory at age 95.

Michael: Yeah, that's true. So then, with that being said, with the fitness part, right? Cause I think it's easy to be like, okay, we're going to do this with our sleep, lower the light.

Right. And that's pretty instructional. And then, okay, we're going to get light immediately. But when it comes to fitness, I feel like there's so much, right? There's that strength training, there's cardio, there's anaerobic, aerobic, there's many, many different things we can do. And then we get injured too.

Right. And then that stops us. And so how can we, I guess, come up with something that will improve our life, but a specific plan.

Uche: Okay. And that's, those are legitimate complaints. You know, people, a lot of dentists are all or nothing. A lot of them think I was a great college athlete. I played hockey. I played lacrosse.

I played football or I was a power cheerleader. Unless I can train three hours a day, I'm not doing anything. So 77 percent of dentists, 77 percent of the general population are physically inactive. And mainly them being either they're on or off. They don't have a dimmer switch. The dimmer means, even though you might, you know, might own four practices, you might have a 12 chair office, you might have 52 staff, the body actually now, the exercise signs are now shown, exercise bites, which is basically two to three to four minutes of activity, could be as good or better for you than a 30 minute or 45 minute steady state program.

So they're called exercise bites, and that's basically using the new signs of interval training to tap into how the physiology is best strengthened, and you can get fit faster. with exercise bites where you have intense, then you relax for five minutes to an hour. So, you know, with that, that means, you know, going out to your car to get your lunch that you've been purposely misplaced or go outside to move your car for the parking lot or going upstairs to text someone at during a coffee break instead of staying up and looking at, you know, insurance reports.

And there's many ways to do that. So exercise bites, it's a little burst of activity with some spaced recovery in between.

Michael: Interesting. Is that what you do? Okay.

Uche: No, yeah, I really haven't worked out for an hour since I was like 28. I think I competed in a bodybuilding competition in Spain back then, but since that time, the last almost 30 years, I work out maybe 30, 45 minutes.

Sometimes it's as little as 20 minutes. I'll take three exercises. So if I'm doing legs, back and biceps, I will do three exercises. And rotate them and do about five or six sets each. And it'll take me about 15 to 18 minutes. And that's enough to get a full body pump. And if you're doing exercises with a full range of motion, you can really get an incredible workout and then you're done, you don't need this hour, two hour marathon of fitness.

You know, they've actually shown that steady state workouts are like MC hammer pants. They were cool back in the nineties, but they're very dated. Steady state exercise is a very dated affair.

Michael: Interesting. And do you have like a day for rest or anything like that? Or no, it's every single day you do this.

Uche: Good question. I think a lot of dentists and we're guilty of it, right? Smart people. I think a friend of mine calls it intellectual disease. We overthink exercise, we overthink nutrition, we overthink everything, and then you get what's called paralysis by analysis. A lot of dentists don't realize that we know more about nutrition than physicians.

We do about 30 hours in our four years. Average physician does zero.

Michael: Like,

Uche: I think 25 percent of medical schools have any kind of nutrition criteria for the graduating from medical school. One dentist one time was sitting in my lecture. He texted his son who just graduated from medical school. And he said, Hey, some, some dentists just told me That you guys didn't do any nutrition in medical school.

He goes, son, tell me something different. And the son said, dad, I did zero hours of nutrition in the last four years. Zero. So we know enough, we know enough nutrition to coach people chairside. my big thing is though, you really can't take patients on a journey. You yourself haven't been on. So you really got to look the part, you know, you can't smell like a drive thru and be very convincing chairside.

You know, if you're getting your fingertips are yellow from smoking instead of turmeric, then guess what patients are going, Hey, that disconnect. You're guiding me on this total patient journey and you look like John Candy or Elvis Presley the night before he died.

Michael: Interesting. Okay. So then that's the fitness and then the nutrition part real quick.

If you can let us know, because Ushi, I know you've heard this many times, right? Hey man, fruits at night are bad or carbs are bad or hey, well only the, you know, Mediterranean diet, all these things. And I feel like sometimes I see you and you're, you're eating what you want, whatever you want.

Uche: For sure. Um, a calorie is not a calorie.

food affects people very differently. there's a new device now called CGM, Continuous Glucose Monitoring. And if I eat a hot dog and you eat a hot dog, your blood sugar may not rise and might go up. And that depends on your age, genetics, how physically active you are, how rested you are, if you just had some physical activity beforehand.

If the hot dog is eating with some vegetables. What's your state of mind when you eat? If you're nervous and anxious and eating, the body responds very differently to the foods that you're eating. If you, if you're feeling guilty and you're eating fries, your body responds with a higher blood glucose spike than if you're feeling chill and relaxed, and I deserve these fries.

I just came back from an hour of skiing. So, it all depends on age, how much muscle you have, how well rested you are, what else you're pairing it. So, a calorie isn't just a calorie, it depends on who's eating it, when you're eating it, what you just did before, and your state of mind when you're eating it.

And that's why this, this can get very confusing, but my whole program is moderation rules the show. It's not just about looking great for eight weeks. inch by inch fitness is a cinch, but most people do such hard, uh, mega goals and activities. They fall off the wagon or as you said earlier, um, they get hurt.

So the only reason why I've been training now for over 40 years is because I haven't had any big injuries. But I do do the physio though. I do get the massage. I do get some acupuncture, you know, I take care of myself. You know, I have the red light therapy. I got a grounding mat. I got the SAD light. I do all of these things, take care of this, you know, high performance formula on a race car called the dentist's body.

Michael: Okay. Interesting. So if we could just three takeaways that we can do tomorrow, our listeners, and we start seeing our lives improve. What would those three things be?

Uche: I would say first thing in the morning, within an hour, I would say get outside and get some daylight. It's the best way to reset your brain.

And if you reset your brain first thing in the morning, you'll sleep deeper and better. You sleep deeper and better, you'll have a better brain, better memory, better, better mental processing. you can't get outside, I would say get yourself an SAD light. It's a 10, 000 lux light, which you plug in, they're about 100 to 200.

plug it in and have it on your, on your island as you look at your texts or your answering emails first thing in the morning. So I would say get some morning light. Second best is artificial light to get some physical activity in the day. It doesn't have to be an hour. It could literally be a coffee break.

Go down and walk to the Starbucks and get your coffee instead of having the Uber Eats send it to you at lunchtime. Go out to your car, do a little, you know, a 10 minute meditation, some quiet time at lunchtime and then walk back. Those little exercise bites is my number two. strategy for my busy professionals to take away third, I'd say nighttime have a sleep hygiene system where you slowly as the evening wears on you dim the lights because anytime you have really bright lights, the brain thinks the daylight at 11 o'clock at night.

If you're a successful dentist, you have 10 offices. We just did a full mouth rehab. You have 200 pot lights going on. Your ancient caveman or cavewoman brain says it's noon. And you might fall asleep because you're exhausted and you're still chewing on a retraction cord. Okay. What happens is you don't sleep as deep and your, your body makes 25 percent less melatonin.

So you have a weaker immune system. And because you don't sleep as deep, you slowly age at a more accelerated fashion each night. So morning sun, exercise bites, and dim the light as the evening goes on to treat this body like a high performance Formula One race car.

Michael: Beautiful, Uchi. I appreciate your time.

And if anyone has further questions, where can they find you?

Uche: Um, I'm on Instagram. If you go to at Fit Speakers, and you go, you know, Fit Speakers is the way to find me. If you just Google Uchi, U C H E, fitness dentist, I'm the only guy. Out of 260, 000 dentists in North America, there's only one Uchi fitness dentist.

So just Google Uchi fitness dentist. Direct message to me. My phone's available. I'm here to serve. It's my desire to help my colleagues live a more elegant, more physically fit life. And to make their health span as long as their lifespan. So they can leave the planet by hella skiing at age 97, 98.

Michael: Wonderful. Thank you so much, Uchi, for being with us. It's been a pleasure. And so much for coming with me on this Monday Morning episode.

Uche: My pleasure, Michael.