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From Contact to Contract: Enhancing New Patient Interactions in Orthodontic Practices · Hey Docs!

0:05
Welcome to the Haydocks Podcast with your host Jill Allen. Today we are shining
0:10
a light on Smile Sweet with our returning guest and my friend, doctor Anthony
0:15
Bonovoglia. Anthony and his company have been changing the game for orthodontis and their
0:20
practices when it comes to the new patient acquisition and the process from contact to
0:26
contract. Join us as we dive into the metrics that matter, the art
0:31
of the new patient phone call, and a peek into the future developments from
0:35
Smile Sweet. Let's dive in. By now we all know I talk to
0:43
a lot of doctors and give advice to practices in every stage of their life
0:47
cycle. And one question my docs ask all the time is who do you
0:51
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0:57
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1:00
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1:06
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1:11
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1:15
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1:19
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1:23
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1:34
Anthony. I am so excited to have you on the show again. Hi
1:38
Jille, Thanks for having me as we jump in in the event that somebody
1:42
maybe does not know who you are or about Smile SUEE, can you give
1:49
us just a really quick intro on that. Yeah, thank you again for
1:53
having me on. My name is Anthony Bonovoglia. I'm an Orthodonist and the
1:57
founder of Smile Suite. Smile suitees the all in one new patient scheduling solution
2:02
the background Smile Suite. We managed the new patient pipeline for practices. We
2:07
have a remote team that handles our clients new patient phone calls, response to
2:10
tech messages, and we also promptly address web leads as they come in and
2:15
we concentrate on the pre and post consultation follow up process. And we do
2:19
that seven days a week, days, nights and weekends, which is what
2:22
I love. So, as you and I both know Orthodonis and their practices,
2:30
I really think have been in the dark about kind of guessing, you
2:34
know, when's the busiest time in my practice for new patient phone calls and
2:38
when patients are reaching out. One of the things that I have really loved
2:42
as we have worked together over the years, as smiles Suite has really come
2:46
onto the market, is that you have been gathering some data for us so
2:51
that we don't necessarily have to be in the dark about that anymore. So
2:54
I'm wondering if you can dive into that a little bit, because I think
2:59
that's what we all want to know. How busy is my practice, How
3:02
are patients getting out there contacting us, what times are busier than others.
3:07
I know this is something that every time you and I talk, You're always
3:10
like, tell me the data, tell me the data. So I know
3:14
this is one of those things that seems to get to you up in the
3:15
morning. So yeah, we've been looking at it, and you know,
3:21
as we've been moving along and growing our business, we're getting more and more
3:23
data coming in that gives us a better understanding of new patient process. I
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think we're we're some of the unique data that we have has to revolve around
3:31
inbound phone calls, because you know, I don't know that there's really anyone
3:36
else in the orthonotic industry that really has aggregated as much data about new patient
3:40
inbound phone calls as maybe we have. So one of the things that you
3:44
know, we get asked all the time, when's the busiest time of the
3:46
day? Right, you know, it's we all kind of have our feeling
3:50
about it, but never really being able to pin that down. So,
3:54
you know, we've looked at tens of thousands of new patient phone calls that
3:57
have come in. Well, let me ask you this, Joe, time,
4:00
do you think the busiest time of the day is for a new patient
4:02
phone post for practice? Well, I am going to bet that it's probably
4:11
probably around a lunchtime and maybe towards the end of the day would be my
4:15
guess. All right, Well, lunchtime for sure. So the twelve thirty
4:18
to two is one of the hot times, but the busiest time is really
4:24
eight thirty to ten in the morning. We find that that is one of
4:27
the busiest times that we what we've seen with new patient phone calls. I
4:30
have some feelings behind that, you know, as to why that is.
4:33
But yeah, eight thirty to ten and twelve thirty to two tend to be
4:36
the busiest time. Do you see that kind of same data when it comes
4:42
to when patients are reaching out in other ways? We do, I mean
4:45
it it does vary a little bit, I guess depending on how they're reaching
4:48
out. I would say, just you know, it's kind of an aside
4:53
to just not just the time of day, but which day is the busiest
4:58
day? Right, you know, if you want to boil it day on
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even further, we definitely find that Monday mornings is the busiest time, So
5:03
that Monday eight thirty ten o'clock block that is the busiest time for new patient
5:06
phone calls. It's kind of interesting about that from a practice perspective, you
5:11
know, even looking at my practice, I mean, you know, I
5:13
have a fairly large solo doc practice. We have about twenty five employees,
5:15
and Monday mornings we come in and it's just kind of a you know,
5:19
it's kind of a hectic time, especially for the scheduling coordinators. You know,
5:23
they have to come in, they have voicemails that they have to answer,
5:26
text messages, they have to get back to emails, people are checking
5:30
in at the front and maybe Monday morning you just kind of get going and
5:32
that's like, that's kind of the worst time to have the largest number of
5:38
or your highest percentage of new patient calls coming in, So it tends to
5:43
be a strain on the scheduling coordinators. Just kind of interesting that that is
5:46
the I would say the hottest block of time, which I think is really
5:50
interesting because I you know, when I talk to you know, my startup
5:54
ducks a lot, I say, you know, if there's any day you
5:56
could pick if you only get two days to be in the practice a week,
6:00
Mondays are definitely one that you ideally want to pick, or at least
6:04
you want to make sure that you've got a team member that's covering or a
6:09
third party company like Smile Sweet that's covering for us, because I have seen
6:14
that as well. You know in your data just backs it up that Mondays
6:16
are just you know, exceptionally busy for sure, and it's just busy all
6:20
around, right, I mean, Mondays are just and you know what's interesting
6:25
too, is so so in my practice, like I don't think I've ever
6:27
worked a Friday like we just I have always taken Fridays off, you know,
6:30
for the quality of life, to get three day weekends and I've also
6:32
just felt like that would maybe be the biggest no show day. I didn't
6:35
have anything to back that up, just you know, just sort of inherently
6:38
felt that way. And I also felt like, from you know, new
6:41
patient perspective, are people really calling on Fridays? So, you know,
6:44
looked at as actually looking at the month of March, you know, planning
6:46
on coming on here today just to see if I could get a perspective of
6:50
how Friday is fair as far as new patient vone calls. And of the
6:54
month of March, we had about maybe about forty five hundred new patient phone
6:58
calls come in. Eighteen percent of them came in on Fridays. Wow,
7:00
so practices are still I mean, people are still calling on Fridays. I
7:03
guess, you know, maybe our perception of a Friday being the first day
7:09
of the weekend as in everybody else's. But yeah, right across the board,
7:13
about eighteen percent of new patient phone calls for the month and March came
7:15
in on a Friday. So that kind of leads me into just how we
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traditionally have done our orthodonic practices and you know, maybe our closed minded thought
7:28
in business only happens between eight and five. Patients are only going to be
7:31
calling us eight five. They're only going to want to communicate with us,
7:35
and they'll wait to do business with us. I think it's also really interesting
7:41
to just kind of see some of that data that I know you've been able
7:45
to pull out on what we're seeing in the after hours and on the weekends,
7:49
I can even speak to I had one of my clients that you know,
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I was talking to and they had, you know, recently brought Smile
7:57
sweet on, and you know, they were like, this is so awesome.
8:00
I'm sitting there because they also take Fridays off, and they're like,
8:03
you know, I'm sitting there and I just got a notification that I just
8:07
had a new patient scheduled, and I think before the end of the weekend
8:11
they had had three or something, and they were like, we had no
8:13
idea, Like, we had no idea that we were missing them. And
8:16
it was just kind of a fun, little, you know, high five
8:18
moment. But can you talk a little bit about that, because I think
8:22
that's what makes it unique is the fact that we know patients can reach out
8:26
through email or through text. They may be reaching out, but they may
8:30
not be getting anything back until we're back in the office again. Can you
8:33
talk to us a little bit about that data and what you're seeing there.
8:37
Yeah. Absolutely. You know what's funny about Fridays. As you're kind of
8:39
talking about it, I'm thinking about you know, I guess that I've never
8:43
worked a Friday. Oh maybe once, maybe one second, I don't know,
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but and I'm sure it was against my will. But what's so funny
8:50
about it is that, you know, like I inherently always think, like,
8:54
you know, my patient's now on that open on Fridays. My website
8:56
says on that open on Fridays. People aren't going to call when I'm out
9:00
open. My parents every week text me on a Friday and say, how
9:05
was work today. I'm like, for seventeen years, I haven't worked a
9:09
Friday, and they can't remember, and I tell them every week. Now,
9:11
maybe that says a little bit about them. I don't know, but
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you know, I think we do tend to get a little bit closed minded
9:16
in the sense that, like everyone, you know, we think everybody's thinking
9:18
about us and what we've gotten set up, and it's like, yeah,
9:22
that's probably not true. You know, how many times do you patients go
9:24
to the front desk and say, what do you have a Friday? And
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it's like you've been coming here for two years, you know, we don't
9:28
have any Fridays. But you know, outside of just the normal business hours.
9:33
So you know, even putting aside, you know, a four day
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work week or it gets a lot of people going to three day work weeks.
9:39
Question is do patients try to schedule new patient appointments outside of that the
9:43
traditional eight to five or eight thirty to five. For certain practices that are
9:48
doing a lot of marketing, you're going to see a lot of leads come
9:52
in outside of traditional work hours. I mean, and that just makes sense,
9:54
right, I mean, if somebody's working and you're targeting that professional who
10:00
is maybe interested in Visiligne, they're working, right, and then it's like,
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you know, they're not going to answer a lead during work hours,
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They're going to do it after hours. So we've seen some practices as high
10:09
as fifteen to twenty percent of their leads come in outside of working hours,
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specifically more in urban areas, and if they're doing a lot of marketing.
10:18
Typically though for like a typical practice that isn't doing you know, any sort
10:22
of mass marketing or anything like that you're going to see about. We see
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about four and a half to six percent of new patient schedules come in after
10:30
outside of hours, so not meaning they're scheduling outside hours, but they're calling
10:33
or they're filling out a form online or something to that effect outside of traditional
10:39
work hours. So yeah, you can figure somewhere around five six percent.
10:41
You know, again, when we're looking at moving the needle and getting those
10:45
new patient contact component taken care of and you know, really connecting with the
10:52
patient, if we can just move our needle by that five percent and then
10:56
get them captured and get them into the practice, that's huge over a year's
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time if you think about just capturing five percent more of the patients that you
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might not even have thought were contacting you, and you didn't even know we're
11:09
contacting you potentially. And I think that's one of the challenges that I always
11:13
have for docs is you just don't know what you don't know unless unless you've
11:20
got a way to track through your voiceover IP or you know through your phone
11:24
system how many phone calls are coming in, but how many phone calls are
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actually new patient phone calls coming in? You just don't know what you're missing.
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And that kind of leads me to even what I see with existing practices,
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you know, with the volume of calls that could come into a practice
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and really what that takes away sometimes, I think from that patient experience.
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When you're a busy practice. You know, we could we could talk about
11:50
yours, you know, but when you think about what your team members are
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doing in the day just to deliver that patient experience that you have set up,
12:00
and then you think about every time that phone rings. They're not using
12:03
a third party company, there's like a fifty fifty chance that they're going to
12:07
get stuck on a phone call for X amount of time, and it's going
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to take away from the experience that you're wanting your patients to have when they
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come in. I think we minimize what a quality new patient phone call looks
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like and the length of time and what it actually takes to gather that data.
12:28
Yeah, it's funny. So before Smile Sweet was in my practice,
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we used to have a joke when a phone call would come in and they
12:37
didn't recognize the number or I think we use weave so it pulls up our
12:43
you know, the account and it wouldn't pull up an account, which meant
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it probably was a new patient. You know, everyone would put their finger
12:48
on their nose because nobody wanted to take that call because you know it's going
12:52
to chew up the scheduling coordinators time to you know, six to eight minutes
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or whatever it was going to be sometimes more. And it's a problem.
13:01
You know, it's a problem when people aren't enthusiastic. Look, as the
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owner of the practice, you're enthusiastic when every single time the new patient calls
13:07
in as the scheduling coordinator. No matter how much they might tell you they're
13:13
happy about it, they're they're not because they have other things that they have
13:16
to be doing. They're not planned. You don't get to pick when this
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new patient calls your practice. It happens, you know, whenever. So
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typically we have found that the new patient phone call is going to be somewhere
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around six and a half to seven minutes. That's on average, that's the
13:30
amount of time that it takes to qualify the patient. When we say qualify,
13:35
we're talking about asking them those screening questions to make sure, you know,
13:39
are they the right candidate for your practice, do they take the insurance
13:41
that you're willing to accept. Have they been to the dentist right? So
13:45
all those sort of qualifying questions. It takes time and it has to be
13:50
done we say accurately with enthusiasm. You know, you need to be enthusiastic
13:54
about it, but you need to make sure it's accurate. So you're not
13:56
getting you know, unqualified patients on your schedule, sort of chewing up your
14:01
new patient time. So it is it's time consuming, and you get a
14:05
couple of them, you know, one after another, and next thing,
14:07
you know, what your scheduled coordinator had planned to do in the morning is
14:11
now not getting done, and it's tough. You know, it's tough to
14:15
be able to plan for that. I think one of the things that I've
14:18
really appreciated as you have brought, you know, smile Sweet to the market
14:22
is the fact that every call that comes in your team is sitting there waiting
14:28
to deliver a great new patient phone call, where a lot of times in
14:33
our offices we're just scrambling to answer the phone. And I have a lot
14:37
of docs that have this rule, you know, phone call has to be
14:39
answered by the third ring or whatever. So that could mean that out of
14:43
breath assistant that's running from the back to grab the phone call and they don't
14:48
have anything ready and they aren't prepared, and they maybe don't do this phone
14:52
call very often. So you know, when you think about the quality of
14:56
that call, you know, maybe when you take that out over maybe five
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or six different people in the office potentially handling those calls, you've got to
15:07
think. And I and I believe that that can have a direct impact on
15:11
whether patients sometimes even make it into the practice, because you know, if
15:16
that person who's you know, running from the back to answer the phone to
15:20
get the information and then they got to put them on hold and go up
15:22
front and have somebody schedule them and it's pretty lackluster. I think sometimes now
15:28
we captured the call, but did we deliver the experience that we wanted it?
15:31
And I think that that's been something that I have really appreciated, is
15:35
that there is training and that there's consistency with those calls coming out of Smile
15:43
Suite, and you know, knowing that we've got team members that that's all
15:46
that they do. They're just waiting to deliver a great patient experience. Yeah,
15:50
it's true, and you know again, my practice was no different.
15:54
You know, prior to smile sweep being around and do you get some doctors
16:00
that'll you know, call me up and question smiles so we can say,
16:03
hey, you know, how do I know they're you know they're delivering and
16:04
said, well, you know, for one, my practice is in there,
16:07
so you know, I want to make sure we're we're doing a really
16:08
good job. But you're right, I mean, that's just that's just what
16:11
we do. That's what they do all day long. And we do customize
16:15
the scripting as well, so if you're looking to maybe up sell something or
16:19
you know, you say, well I don't want to take this insurance unless
16:23
you know X y Z. We do all that so we can customize the
16:27
scripting so that it is consistent every single time, you're not missing anything during
16:33
that qualification process. It is kind of funny in our office. We have
16:36
a couple of different criteria that you know, people have to get through in
16:38
order to be scheduled, Like, you know, they need to have seen
16:41
the dentist or whatever it is. Every once in a while we'll have somebodyho
16:45
came in and I'm like, okay, they haven't seen the dentist and like,
16:47
you know, over a year, like how did they get on the
16:48
schedule? And one hundred percent of the time it's because that they came into
16:52
the office to schedule the new patient exam and they talk to someone at the
16:55
front desk. It's almost one hundred percent, you know, And it's like
16:59
and here it is like my office knows better. But you know, that
17:00
busy person who's scheduling their appointment missed it because they just weren't thinking about it
17:06
or they were doing it quickly. So you know, I think that's one
17:08
of the beauties of smilest is that you are getting a consistent process based on
17:14
your scheduling criteria and there is no you know, sort of deviation from that
17:18
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sweet, because every smile deserves a suite of excellence. So let's talk a
19:22
little bit about quality control. How do you manage it on the Smile Suite
19:26
side, but also just in offices, you know, how do they kind
19:27
of manage that? Can you talk a little bit about that? Sure?
19:30
For Smile Suite, we have we have agents that you know, they cover
19:33
from coast to coast, and we have Spanish speaking agents and you know,
19:38
we're answering our calls and web leads around the clock, and we do monitor
19:45
quite carefully actually through scorecards, you know how the call went. We have
19:48
people who are actually their one of their primary jobs is just to audit the
19:55
phone calls that come in and listen to the call to make sure that it
20:00
was enthusiastic, it was it was accurate, did we schedule them properly.
20:04
So it's just really important to stay on top of things. I would,
20:08
you know, advocate for anyone who's not necessarily using a service like ours that
20:12
even in your own practice, you're still monitoring those calls, certainly routine calls,
20:19
but more importantly, I would say new patient calls to make sure they're
20:22
delivering the service and the accuracy and the enthusiasm that you're looking for, and
20:26
to use the scoring card. And I would do that once or twice a
20:30
week. That would be my minimum recommendation. I think that's great. I
20:32
know that's a tool that we use when we're consulting. We will do secret
20:36
shopper calls just to kind of see what's going on with those new patient calls.
20:41
Even within Smile Suite, within your own company, you're using that as
20:45
well. I know that you had told me that you would be willing to
20:48
share that with our listeners. So I believe what we're going to do is
20:52
we're going to put that into the show notes at the end. So if
20:55
anybody is listening and you're like, hey, that sounds like a great idea,
20:59
you know, besides just doing secret shopper calls, you know, being
21:00
able to really get in and audit how those new patient calls are coming.
21:06
And I'll put this out there for docs. You know, if you're using
21:08
some of the voiceover IP companies that you may be using you've got recorded calls,
21:14
so you know, you should be able to go in and listen to
21:17
your team members calls without them even knowing necessarily that you're doing that, and
21:22
go through this audit, which again just helps us be better. These are
21:26
all the things in business that you know, aren't the fun, exciting things
21:30
that we think of when we get into business, but the things that also
21:33
help us really with the quality control. Thanks Anthony for including that. Yeah,
21:37
you're welcome, and I would say sorry, just just real quick on
21:40
that. I would even just say, you know, you don't have to
21:41
as a doctor, be the one that does the scorecard, just you know
21:45
it, does it, Delegate it to somebody and just say, hey,
21:47
twice a week, I want you to pull out a new patient phone call
21:49
and just go through the scoring card and just give them a grade based on
21:52
the criteria. Then you just prove it and just make sure it's where you
21:56
want it to be. So I want to shift gears just a little bit.
21:59
We touched on this for a second, but I would love to hear
22:03
what you are seeing in how patients are communicating with practices now and what you're
22:10
seeing as far as preferences. Yeah, So you know, we're definitely seeing
22:15
that people are changing their I guess the culture is just changing in general.
22:21
People not wanting to make phone calls, you know, and not wanting to
22:22
talk to people. It's a little strange to me, but okay, that's
22:26
fine. So we have in place when a person fills out a web lead,
22:30
we do offer the opportunity for that person to schedule through text messaging.
22:37
So we looked through sixty two hundred web leads that got this option to either
22:42
schedule through text message or phone call. Essentially, when they fill out the
22:45
lead, they get a text message, hey, are you interested in scheduling
22:48
through texts? Would you like to do through phone call? What we found
22:52
is twenty seven percent of web leads would prefer to schedule through text messaging,
22:57
so over a quarter. Interestingly enough, about six and a half percent said
23:03
phone and the rest didn't type anything. So they get a phone call.
23:06
Like I mean, general, we only give it a I think we give
23:07
it maybe seven minutes for them to decide what they want to do, and
23:11
then we call them seven to ten minutes. So within that seven to ten
23:14
minutes, about over a quarter wanted to schedule through phone. Through text message
23:18
sorry. If you're going to do this, And I do advocate that people
23:22
start thinking about this because again, I mean, you know, that's a
23:26
significant number of people that would prefer to not talk to somebody. You have
23:30
to develop some sort of way of still qualifying the patient, right. I
23:33
don't think it's enough to just send them a link and say, okay,
23:37
schedule your appointment. We have through our proprietary system, we still qualified based
23:41
on the practices questions that they want to ask. You know, again,
23:45
what are you looking for making sure this is truly an orthonomic patient, you
23:49
know, the insurance, all that kind of stuff, making sure that that's
23:52
all HIPO secure and all that. So if you're going to go down the
23:56
path of allowing people to schedule through, actually kind of think about how that
24:00
workflow is going to come together before you just jump onto that option. I
24:06
got to believe that we probably see this even more so when we've got practices
24:10
that are really doing some heavy online marketing. I that makes sense. They're
24:15
wanting to respond to a lead through their phone. That means they want to
24:18
finish out the experience on their phone. So for practices that are doing more
24:22
of the heavy marketing Yeah, it's going to be a more popular option.
24:26
So let's talk about some of the big developments that are on the horizon for
24:30
Smile Sweep. What's next. Yeah, so we recently released a do it
24:34
yourself line. We have, you know for a number of practices. Yeah,
24:37
we have friend of practices that said, you know, we want a
24:41
way of streamlining the lead engagement, we want a way of managing the new
24:45
patient pipeline. We're comfortable doing it ourselves, we just need something to kind
24:48
of bring it all together. So essentially what we've done is released our software
24:53
two practices for the ability that if they're like, hey, I just want
24:57
the dashboard to be able to manage the patient pipeline so they can do it
25:02
themselves. So that actually just got released this year. So it automates lead
25:06
engagement that includes pre and post consultation, keeping track of all your follow ups
25:11
or your treatment coordinators or those sort of things. So that we're excited about
25:15
we're going to be building on our analytics going forward. Or I'm focused on
25:21
or we're focused on is really honing in the difference between point of contact versus
25:26
referral source. I think that's an important distinction and if let's say a patient
25:30
goes on your website and says, you know, I'm interested in becoming a
25:34
new patient, and then ask them how did you hear about us? And
25:37
they say friend, you know, friend of who told me about your practice.
25:41
The referral source should be friend, but the point of contact should be
25:45
your website. And I think that's important when you're starting to think about where
25:48
to allocate your dollars, you know, in in your communication method. Do
25:52
you have a chatbot on your page? Is that chatbot producing? Do you
25:56
have a forum on your website? Is that producing and then moting those things
26:00
in your marketing endeavor? So we're kind of focusing in a little bit more
26:04
on that because we do have that insight for our practices as far as where
26:07
the leads are coming from. So that's something we're going to be developing and
26:11
probably be out in the fall. Ah. I love it. Well,
26:14
if somebody wants to get a hold of you or learn more about smile Suite,
26:18
where and how should they do that? Yeah, so it can certainly
26:21
go on our website, which is get smilesuite dot com. Also our Facebook
26:26
page which we've recently revamped and right now what we're doing is we're starting to
26:30
post some of these metrics that we're able to share, and we're excited about
26:36
it because then practices can benchmark against their weekly call volumes and those sort of
26:41
things, so provide some insight into how the industry is doing. So I
26:47
definitely recommend people go on there and follow us on our Facebook page, so
26:49
as we finish up, you know, I do want to also say,
26:52
I know you guys offer a little discount for anybody who's a HEYDUCS listener,
26:57
So you know, if you guys are out there and you're thinking, maybe
27:00
this is something that you know, I do want to do, or I
27:03
want to find out more about my practice, be sure and mentioned Haydocks as
27:07
well. I know anybody who's worked with me, I'm always saying save money
27:11
where you can. So Anthony, as you know, having been on the
27:15
show before, I like to finish us up with the speed Round. So
27:19
are you ready for the speed round challenge? I am ready. Let's do
27:22
it all right? Coffee or tea? Both coffee in the morning, tea
27:27
after lunch. Earl Gray, Oh really, how about do you have a
27:32
favorite podcast you've been listening to or like I do. Love Conan needs a
27:37
friend. It's on serious ExM just I just find a mysterical I've always loved
27:41
Conan since I was a kid, So that's where I'm on right now.
27:45
That's great. A favorite outdoor activity skiing and tennis. Oh nice, all
27:51
right? And if you could be remembered for one thing, what would that
27:52
be? I think professionally, I'd like to be remembered as making a difference
27:59
in our industry, you know, as I come through, being able to
28:02
make a mark. I think personally, I'd like to be remembered as being
28:06
able to maintain the right balance between work and family life. That's a great
28:10
one. And then the best piece of advice you've ever received. There was
28:15
a doctor who taught at a VA locally here where I live, in practice,
28:19
and one time he gave advice to his residence and I thought, oh
28:22
man, that was just and it has just stuck with me. I thought
28:26
it was great. He said, you're gonna have good days and you're gonna
28:29
have bad days neither last. So you know, for me, it meant
28:36
don't get too high, don't get too low. Right. We tend to
28:38
kind of we tend to put a lot of focus on the really good days
28:41
and think this is how it's going to be every day, and that's a
28:44
mistake, and we tend to get too focused on the bad days for the
28:47
same reason. And I think just staying in the middle is kind of the
28:48
sweet spot. So for me, that was a really impactful piece of advice.
28:53
Yeah, oh, that's a good one, and I think we definitely
28:56
need to hear that sometimes, because you're exactly right. You can be on
29:00
the mountain and in the valley in the same week. Yeah, exactly,
29:10
exactly. Well, well, Anthony, thank you so much for once again
29:14
joining us and giving us some great, you know, data to think about
29:18
and new information. And as always, I love having you as a friend
29:22
and just want to thank you again for being on the show. Well,
29:25
thank you so much for having me. I really appreciate it. All right,
29:27
until next time, Are you ready to start a practice of your own,
29:30
need a new fresh set of eyes or some advice on your existing practice.
29:34
If so, reach out to me Jill Allen at www dot practice results
29:41
dot com. If you like what we're doing here on Haydocks and want to
29:44
hear more of this awesome content, be sure and give us a five star
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rating on your preferred listening platform, and subscribe to our show so you never
29:52
miss an episode. Remember, new episodes drop every Thursday. See you next week.