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Everything You Need to Know about Engaging Younger Patients Authentically · Hey Docs!

• 0:05
  Speaker 1: Welcome to the Hay Ducks Podcast with your host Jill Allen.
• 0:09
  Speaker 1: Today I have the pleasure of hosting returning guests Davin
• 0:13
  Speaker 1: Bickford from Wild Smiles.
• 0:15
  Speaker 2: Today.
• 0:15
  Speaker 1: Devin is here to discuss the latest trends in marketing
• 0:19
  Speaker 1: and brand messaging within the orthodonic industry, from statistics on
• 0:24
  Speaker 1: market share and growth to the impact of declining birth
• 0:28
  Speaker 1: rates on practices. We are getting into it. This is
• 0:31
  Speaker 1: an episode you won't want to miss. Let's get started,
• 0:37
  Speaker 1: hay Docs. When it comes to marketing, I keep hearing
• 0:40
  Speaker 1: that you're frustrated and that you don't know what you're
• 0:43
  Speaker 1: paying for or even if your marketing efforts are working.
• 0:47
  Speaker 1: Are you wondering what your next marketing move should be?
• 0:50
  Speaker 1: I would suggest you contact Mary kay Miller and her
• 0:53
  Speaker 1: team at Kaleidoscope with their free digital marketing audit. You
• 0:58
  Speaker 1: will get answers and solutions to your biggest marketing questions.
• 1:02
  Speaker 1: Go to contact kal dot com to request your free
• 1:07
  Speaker 1: digital marketing audit today.
• 1:09
  Speaker 3: When it comes to websites, SEO.
• 1:12
  Speaker 1: And digital advertising, you don't know what you don't know
• 1:15
  Speaker 1: till you know.
• 1:16
  Speaker 3: Find out what you don't know today.
• 1:19
  Speaker 1: That's contact kl dot com. Devin, I am so excited
• 1:27
  Speaker 1: to have you on Haydocks again.
• 1:28
  Speaker 3: Thanks for being here.
• 1:30
  Speaker 4: Hey Jill, I'm glad to be here. Thanks for having
• 1:32
  Speaker 4: me absolutely so.
• 1:35
  Speaker 1: In the event that somebody does not know who you
• 1:38
  Speaker 1: are or does not.
• 1:39
  Speaker 3: Know about Wild Smiles, would you mind.
• 1:41
  Speaker 1: Just doing a quick little recap of who you are
• 1:45
  Speaker 1: and what Wild Smiles is all about.
• 1:47
  Speaker 2: Yeah?
• 1:48
  Speaker 4: Yeah, So my name is Davin Bickford, CEO of Wild Smiles.
• 1:52
  Speaker 4: Wild Smiles are designer braces that make braces fun for patients.
• 1:57
  Speaker 4: Creating an incredible braces experience is what we say. And
• 2:02
  Speaker 4: I've been with Wild Smiles for eighteen years now. Got
• 2:05
  Speaker 4: involved because I met doctor Stevens, the orthodonist that created
• 2:09
  Speaker 4: Wild Smiles, and we met a long time ago at
• 2:14
  Speaker 4: a conference completely unrelated to dentistry or orthodontics, and he
• 2:20
  Speaker 4: shared this vision that he had about making braces fun
• 2:24
  Speaker 4: for kids and for patients, and I remembered my orthodonic
• 2:29
  Speaker 4: experience and thought, you know, it wasn't bad.
• 2:33
  Speaker 2: But definitely could have been better.
• 2:36
  Speaker 4: And I totally bought into this vision of creating incredible
• 2:39
  Speaker 4: braces experiences. And I moved to Omaha, Nebraska, which is
• 2:43
  Speaker 4: where doctor Stevens was practicing still practices, but I did
• 2:47
  Speaker 4: not live in Omaha, and here I am eighteen years later.
• 2:52
  Speaker 1: I love it and I'm so glad to have been
• 2:55
  Speaker 1: able to get to know you and doctor Stevens over
• 2:57
  Speaker 1: the years. You guys are some of my favorite tea
• 3:00
  Speaker 1: for sure out there in the industry. So thanks for
• 3:03
  Speaker 1: being here for the last eighteen years.
• 3:05
  Speaker 3: That's awesome.
• 3:05
  Speaker 4: Yeah, I remember meeting you for the first time a
• 3:07
  Speaker 4: long time ago at an AAO and Denver, and it's
• 3:11
  Speaker 4: been fun to be your friend ever since.
• 3:14
  Speaker 3: Yes, Yes, absolutely, absolutely so.
• 3:17
  Speaker 1: Today I wanted to talk about kind of messaging and
• 3:22
  Speaker 1: marketing and how that all kind of ties in to
• 3:27
  Speaker 1: Wild Smiles and what I think is just kind of
• 3:30
  Speaker 1: the shift that we're seeing with a lot of emphasis
• 3:34
  Speaker 1: on custom brackets and aligner systems and all of these
• 3:39
  Speaker 1: different things. But what I want to talk about a
• 3:42
  Speaker 1: little bit is I feel like we've done this big
• 3:44
  Speaker 1: shift into focusing on adults and what these custom treatments
• 3:51
  Speaker 1: can do for adult cases within our industry. But I
• 3:55
  Speaker 1: think we're starting to, i don't know, maybe kind of
• 3:58
  Speaker 1: exclude or miss the mark a little bit on that
• 4:03
  Speaker 1: younger demographic age and especially knowing that patients are shopping
• 4:09
  Speaker 1: so much, and so I'm wondering if you can maybe
• 4:13
  Speaker 1: just kind of talk a little bit about that and
• 4:16
  Speaker 1: what your approach and what Wild Smiles approach has been,
• 4:21
  Speaker 1: and kind of refocusing us on maybe some of that
• 4:24
  Speaker 1: messaging that we need to be thinking about in marketing.
• 4:27
  Speaker 4: Yeah, I mean, that's you packed a lot in there,
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  Speaker 4: I know, I know. Yeah, Well, you know, so there's
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  Speaker 4: a lot of people out there, really smart people in
• 4:39
  Speaker 4: our industry, Chris Benson, all the folks engauge Olliver Gellis
• 4:45
  Speaker 4: that know all these statistics and so what we've seen
• 4:49
  Speaker 4: out there over the last the good part of twenty years,
• 4:54
  Speaker 4: but it's becoming more it has become more and more
• 4:57
  Speaker 4: prevalent where we're seeing advances in technology, which is awesome
• 5:03
  Speaker 4: for the industry, and we're seeing focusing on how can
• 5:07
  Speaker 4: we grow the market right? Where is this white space
• 5:11
  Speaker 4: out there which I think every industry needs to address,
• 5:16
  Speaker 4: Where can we bring more people into the fold. What
• 5:19
  Speaker 4: we have noticed is that a lot of the data
• 5:23
  Speaker 4: that's being shared is not being shared incorrectly necessarily, but
• 5:27
  Speaker 4: it's really focusing on the white space, and so practice
• 5:32
  Speaker 4: managers doctors, people that are going to various conferences, they're
• 5:37
  Speaker 4: in various study groups, they're all very focused on this
• 5:40
  Speaker 4: white space, which again isn't bad, but they're often left
• 5:46
  Speaker 4: with kind of like this is the trajectory that you
• 5:49
  Speaker 4: need to think about for your practice. Where the statistics
• 5:53
  Speaker 4: actually show that still seventy percent of the market depends
• 6:00
  Speaker 4: on the year, you know, and we can get into
• 6:02
  Speaker 4: nuanced things which could be I mean, we could go
• 6:05
  Speaker 4: into a whole podcast just on that, but we're seeing
• 6:09
  Speaker 4: the statistics showing that, you know, with some examples around
• 6:13
  Speaker 4: COVID in two thousand and eight, but basically the market
• 6:18
  Speaker 4: is made up of seventy percent kids, thirty percent adults.
• 6:22
  Speaker 2: Yes, and so.
• 6:25
  Speaker 4: Are what are we doing with that? Are we still
• 6:29
  Speaker 4: focusing on bringing in kids? And if you look at
• 6:32
  Speaker 4: the statistics of shoppers, I mean, the shoppers are a
• 6:36
  Speaker 4: lot of times moms and their kids. And so, as
• 6:40
  Speaker 4: an orthodontist, what are we doing with our messaging? What
• 6:44
  Speaker 4: are we doing with all of our experiences that we're
• 6:48
  Speaker 4: creating and are they only focused on adults or are
• 6:52
  Speaker 4: they also focused on that traditional orthodontic patient of young
• 6:58
  Speaker 4: young kids and their parents.
• 7:00
  Speaker 1: Yeah, and you know, I think you bring up such
• 7:02
  Speaker 1: a good point because I think never in our industry
• 7:06
  Speaker 1: have we been more focused on our marketing than now,
• 7:12
  Speaker 1: and I think that we are really starting to I'm
• 7:17
  Speaker 1: going to say, really kind of peel back the layers
• 7:20
  Speaker 1: to say, what does marketing mean in orthodonics? And some
• 7:25
  Speaker 1: of the tried and true things are still tried and true.
• 7:28
  Speaker 1: We still need to get out market to our dentists
• 7:31
  Speaker 1: and market to our community and this, that and the other.
• 7:33
  Speaker 1: But I think we have kind of missed the mark
• 7:37
  Speaker 1: and thinking, yes, we've known that there are shoppers out there,
• 7:40
  Speaker 1: but that it's just kind of a given that patients
• 7:43
  Speaker 1: are and parents are just going to if they come
• 7:46
  Speaker 1: into our practice, of course they're going to start with us,
• 7:49
  Speaker 1: and so we don't really have to focus too much
• 7:52
  Speaker 1: on really working hard for those patients.
• 7:56
  Speaker 3: And I think what you're saying is so true.
• 7:57
  Speaker 1: We have it's almost like our gaze this has been
• 8:00
  Speaker 1: shifted over to it's all about adults. It's all about adults,
• 8:03
  Speaker 1: and we're just going to naturally get all the kids
• 8:06
  Speaker 1: in our practice. And I do think that we have
• 8:09
  Speaker 1: to be very cognizant of that going forward, because I
• 8:14
  Speaker 1: think we're going to be missing the mark pretty big time.
• 8:16
  Speaker 1: And looking at the statistics, like you said, there may
• 8:19
  Speaker 1: have been some anomaly years, but the steadfast numbers are
• 8:23
  Speaker 1: showing that still the majority of patients coming into our
• 8:27
  Speaker 1: orthodonic practices are I call them our bread and butter
• 8:30
  Speaker 1: patients for orthodonic practices.
• 8:33
  Speaker 4: Absolutely, and if you're an orthodonic practice that's not focusing
• 8:37
  Speaker 4: on attracting adults, that's not good. You should definitely be
• 8:41
  Speaker 4: doing that, but we just don't want to do it
• 8:44
  Speaker 4: at the detriment of continuing to message and actually looking
• 8:49
  Speaker 4: at how do we attract more of the share of
• 8:54
  Speaker 4: young kids in my market, because that's an easy place
• 9:00
  Speaker 4: for growth. If you're creating an experience in your practice
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  Speaker 4: that's fun and exciting for kids, that's a way to
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  Speaker 4: grow your practice. And especially in a time when there's
• 9:11
  Speaker 4: some economic uncertainty, don't really know exactly what the growth
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  Speaker 4: rate's going to be or what that's going to look like.
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  Speaker 4: We know that probably adults are going to hold back
• 9:22
  Speaker 4: on treatment.
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  Speaker 2: We have a lot of statistics showing that that that's happening.
• 9:25
  Speaker 4: Already, and so now what are we doing to actually
• 9:29
  Speaker 4: keep that practice growing and a lot. A great way
• 9:32
  Speaker 4: to do that is grow your share of market versus
• 9:36
  Speaker 4: growing the overall market.
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  Speaker 1: Yeah, so I'm wondering if you can kind of take
• 9:41
  Speaker 1: us through what does that actually mean market share versus
• 9:46
  Speaker 1: growing your share of the market, because they aren't the
• 9:50
  Speaker 1: same thing. And I know that you've got some statistics
• 9:53
  Speaker 1: here on that and some thoughts on that.
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  Speaker 2: Yeah.
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  Speaker 4: Well, so market growth in general is we're taking the
• 10:00
  Speaker 4: pie and we're making it bigger. And that's what the
• 10:04
  Speaker 4: industry's focused on. The various companies the orthodontist as a
• 10:10
  Speaker 4: whole that do marketing in their community, those kinds of
• 10:15
  Speaker 4: things are all aiding in awareness of the need for
• 10:19
  Speaker 4: orthodonic treatment and growing the overall pie. Market share growth
• 10:27
  Speaker 4: is a little bit more within the reach of the
• 10:31
  Speaker 4: individual orthodontist, because we're saying, hey, there are some forces
• 10:36
  Speaker 4: out there that are actually beyond your control. And an
• 10:41
  Speaker 4: orthodonic practice is fairly unsophisticated in their marketing when you
• 10:45
  Speaker 4: compare them to like an Amazon or some of these
• 10:48
  Speaker 4: bigger companies, and so their ability to sway the overall
• 10:52
  Speaker 4: market is limited, and so you have limited resources.
• 10:55
  Speaker 2: And so if we can.
• 10:57
  Speaker 4: Look at the share of potential patients that are already
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  Speaker 4: in the market where you are, then what are we
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  Speaker 4: doing to attract the largest number of those to our practice.
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  Speaker 4: So one of the questions, like for Wild Smiles, is
• 11:13
  Speaker 4: are you treating one hundred percent of the kids in
• 11:16
  Speaker 4: your market? Well, if you're not, then there's an opportunity
• 11:21
  Speaker 4: for growth there. And if you then offer a product
• 11:26
  Speaker 4: that clearly attracts young kids and their shopping parents, then
• 11:32
  Speaker 4: that's an easy thing to do to grow.
• 11:35
  Speaker 2: The share of market. So that's kind of the difference there,
• 11:39
  Speaker 2: and the statistics around it are pretty phenomenal. When you
• 11:42
  Speaker 2: look at seventy percent of the market to seventy five
• 11:46
  Speaker 2: percent of the market in any given year is kids
• 11:50
  Speaker 2: and their shopping parents, and you have real control over
• 11:54
  Speaker 2: that with relatively small amount of spend, relatively small amount
• 12:00
  Speaker 2: of effort. And really that's also about creating an experience.
• 12:06
  Speaker 1: Yeah. Yeah, it kind of leads me to something. I
• 12:10
  Speaker 1: talked to a lot of my younger docs that are
• 12:13
  Speaker 1: getting ready to do startups, and when we're evaluating those
• 12:17
  Speaker 1: demographic reports and we're saying, Okay, is this going to
• 12:20
  Speaker 1: be a good area for a startup practice to go into?
• 12:24
  Speaker 1: I don't know if you know this or not, but
• 12:26
  Speaker 1: one of the baseline numbers that we're looking for is
• 12:29
  Speaker 1: there's a demographic component that we're looking at, which is
• 12:34
  Speaker 1: number of kids in like that six to eighteen range,
• 12:38
  Speaker 1: And there's a kind of a baseline number of patients
• 12:43
  Speaker 1: per orthodonists that we're looking for to determine, Okay, how
• 12:48
  Speaker 1: many orthodonists are in this area with how many patients
• 12:51
  Speaker 1: and kind of our baseline number that we're looking for
• 12:53
  Speaker 1: for like, the lowest that we want to see is
• 12:57
  Speaker 1: fifteen hundred patients per every full time orthodonist within a
• 13:04
  Speaker 1: five mile radius of where we're going to drop down
• 13:06
  Speaker 1: in a practice within that range. Now, ideally we want
• 13:09
  Speaker 1: to see upwards of twenty five hundred, three thousand, you know,
• 13:13
  Speaker 1: something along those lines. But just to speak to your
• 13:17
  Speaker 1: point of if you, as a doctor are thinking about
• 13:22
  Speaker 1: this and saying, okay, especially if I've got an existing practice,
• 13:26
  Speaker 1: can I go in and pull out the data and say,
• 13:30
  Speaker 1: how many active patients do I actually have in my pool?
• 13:36
  Speaker 1: If the minimum I should have is fifteen hundred, and
• 13:40
  Speaker 1: you know I've only got five hundred active, what does
• 13:43
  Speaker 1: that tell you? You know, like somebody else is taking
• 13:46
  Speaker 1: a bigger share of that market share, and you've got
• 13:48
  Speaker 1: a lot of growth opportunity. I believe that's that's kind
• 13:51
  Speaker 1: of what you were talking about there is knowing that
• 13:54
  Speaker 1: you've got opportunity.
• 13:55
  Speaker 4: Well, right, I mean that's that is The opportunity is
• 13:58
  Speaker 4: you know, there's opportunity unless you're tree one hundred percent
• 14:01
  Speaker 4: of the patient in any demographic, there's growth opportunity. But
• 14:05
  Speaker 4: there's huge opportunity within the kids because there's a lot
• 14:09
  Speaker 4: of the market that's focused on adults and kids and
• 14:13
  Speaker 4: their shopping families are still the largest percentage, and nothing
• 14:18
  Speaker 4: indicates that that's actually going down. And when you look
• 14:22
  Speaker 4: at the statistics over the next few years, they're anticipating
• 14:25
  Speaker 4: that we're already seeing a drop in adult cases and
• 14:28
  Speaker 4: that's usually economic related and that'll probably bounce back and
• 14:32
  Speaker 4: they'll get those numbers back later in the future years.
• 14:36
  Speaker 4: But you also look at practices and their observation programs
• 14:39
  Speaker 4: and you say, hey, according to Gauge, and I know
• 14:43
  Speaker 4: you know these numbers probably better than anybody, but according
• 14:47
  Speaker 4: to Gauge and a lot of other people, you should
• 14:50
  Speaker 4: be closing twenty five percent of your total starts should
• 14:54
  Speaker 4: come from your observation program. And when you look at
• 14:57
  Speaker 4: those statistics, I mean depending on the region, but nationally
• 15:02
  Speaker 4: they're pretty pretty low, like sixteen percent. Yeah, so you
• 15:07
  Speaker 4: talk about raising nine ten percent of your starts just
• 15:11
  Speaker 4: by focusing on OPS. You know, that's money in the
• 15:14
  Speaker 4: savings account right there. We've just got to go withdraw it,
• 15:17
  Speaker 4: and we've got to withdraw it with the right mix
• 15:20
  Speaker 4: of products, with the right experience. And that's a huge
• 15:25
  Speaker 4: competitive advantage that an office can take advantage of with
• 15:31
  Speaker 4: little to no work and little to no resources comparatively.
• 15:36
  Speaker 3: Yeah, yeah, absolutely.
• 15:38
  Speaker 1: What I also think we you know, we're hearing a
• 15:40
  Speaker 1: lot of on top of all of this, is birth
• 15:43
  Speaker 1: rates are declining, and you know, we've got these trends
• 15:47
  Speaker 1: that we need to be worried about, and you know,
• 15:51
  Speaker 1: all of these things. So you know, I think doctors
• 15:53
  Speaker 1: have got a lot kind of coming at them right now.
• 15:55
  Speaker 1: And I'm kind of curious if you can talk just
• 15:57
  Speaker 1: a little bit about wild smiles, how you guys are
• 16:00
  Speaker 1: kind of helping with that, but also kind of what
• 16:02
  Speaker 1: your thoughts are on suggestions for ways that practices can
• 16:07
  Speaker 1: kind of overcome maybe a little bit of the doomsday.
• 16:11
  Speaker 1: This guy's falling. Birth rates are falling. You know, ten
• 16:14
  Speaker 1: years from now, you're not going to have a practice
• 16:16
  Speaker 1: type of a thing too. Also, just starts are dropping
• 16:20
  Speaker 1: in one demographic, but we still have another demographic to
• 16:23
  Speaker 1: be focusing on.
• 16:25
  Speaker 4: Yeah, well, so, I mean there are a lot of
• 16:27
  Speaker 4: market forces that are beyond the control of the orthodontist.
• 16:31
  Speaker 4: And you know, so we have not only our birth
• 16:35
  Speaker 4: rates falling, which we will see in the next few
• 16:37
  Speaker 4: years really start to kind of show themselves in the market,
• 16:42
  Speaker 4: but we have more orthodontists coming online. So we have
• 16:46
  Speaker 4: like let's call it, a smaller demand and a greater supply, right,
• 16:53
  Speaker 4: So we can sit there and freak out about it
• 16:57
  Speaker 4: and not you know, what are we doing? Or we
• 17:00
  Speaker 4: can say, hey, okay, so these are the things that
• 17:02
  Speaker 4: are out of our control.
• 17:04
  Speaker 2: I still have a practice. I still have to run it.
• 17:07
  Speaker 4: So if there's going to be less kids in the market,
• 17:10
  Speaker 4: well I better be doing everything I can to get
• 17:13
  Speaker 4: as many of those kids in my practice as I can.
• 17:17
  Speaker 4: And again that goes back to the experiences that you're creating,
• 17:22
  Speaker 4: the product mix that you have to showcase. And then
• 17:27
  Speaker 4: on top of that, we also have seen we have
• 17:30
  Speaker 4: orthodontists that are now basically in competition with general dentists
• 17:36
  Speaker 4: for the adult aligner market.
• 17:38
  Speaker 3: Yeah for sure.
• 17:39
  Speaker 4: And so now we have those market forces that are
• 17:42
  Speaker 4: really coming into play, where now that's like real competition,
• 17:48
  Speaker 4: and I think the next phase of that which is
• 17:52
  Speaker 4: probably still a few years down the road, and there's
• 17:55
  Speaker 4: probably I think there's a lot that the orthodontic market
• 17:59
  Speaker 4: can do.
• 18:00
  Speaker 2: Yet to address it.
• 18:02
  Speaker 4: But that's now we're seeing more and more of the
• 18:05
  Speaker 4: pediatric dentist ortho combo.
• 18:09
  Speaker 2: And not only are we seeing more and.
• 18:11
  Speaker 4: More orthopedo combos, but we're seeing more and more pediatric
• 18:16
  Speaker 4: dentists doing early treatment. So what does this look like
• 18:21
  Speaker 4: in the future if you play it out, So you
• 18:23
  Speaker 4: have orthodontists competing for the adult aligner market with the
• 18:30
  Speaker 4: general dentist, which is happening and has been happening, and
• 18:34
  Speaker 4: then we have orthodontists potentially competing with the pediatric dentist
• 18:39
  Speaker 4: for the early treatment segment. And so now orthodonists are
• 18:45
  Speaker 4: going to be treating difficult cases of any age, which
• 18:49
  Speaker 4: I think is great.
• 18:50
  Speaker 2: They should definitely embrace that.
• 18:54
  Speaker 4: But then you add in the layer of okay, well,
• 18:57
  Speaker 4: fees for orthodontics, how hasn't really kept up with where
• 19:02
  Speaker 4: it needs to be, and so there's going.
• 19:04
  Speaker 2: To be a correction.
• 19:06
  Speaker 4: I think we're starting to see some elements of that correction,
• 19:11
  Speaker 4: but it's going to be forced if the adult aligners
• 19:16
  Speaker 4: increase competition. The early treatment kind of easy, that's covering
• 19:21
  Speaker 4: up for a lot of the stagnation of the fees.
• 19:25
  Speaker 4: And so there's a lot of forces at play, and
• 19:28
  Speaker 4: I don't think it's all bad. I think we just
• 19:29
  Speaker 4: need to be aware of it and rather than freaking out,
• 19:32
  Speaker 4: and we just need to take a breath, and we
• 19:35
  Speaker 4: need to say, Okay, what am I doing strategically to
• 19:39
  Speaker 4: address the market forces that are beyond my control.
• 19:44
  Speaker 1: Yeah, gosh, you bring up such good points, and I
• 19:46
  Speaker 1: definitely think that's something that everybody needs to just kind
• 19:50
  Speaker 1: of sit down and think about for a minute, because
• 19:52
  Speaker 1: I'm going to agree with you. We really are seeing
• 19:55
  Speaker 1: this in what we're seeing from the aligner side with adults,
• 19:58
  Speaker 1: and I would agree with you. So there is a
• 20:01
  Speaker 1: lot of movement in that pediatric world right now, especially
• 20:05
  Speaker 1: for kind of scooping up a lot of those early
• 20:09
  Speaker 1: phase treatments. That's a great way to get going with airway,
• 20:12
  Speaker 1: A lot of the pads are really you know, focusing
• 20:14
  Speaker 1: on that too, and so it does kind of feel
• 20:18
  Speaker 1: like we're being we're kind of being sandwiched in a
• 20:21
  Speaker 1: little bit, and so I'm kind of curious, what are
• 20:23
  Speaker 1: your thoughts on what do practices do to protect themselves
• 20:27
  Speaker 1: from something like this?
• 20:29
  Speaker 4: Yeah, well, I mean, you know my mom always you say,
• 20:31
  Speaker 4: it's not what happens to you, it's how you handle it. Yeah, right,
• 20:35
  Speaker 4: So I think a lot of what's going on right
• 20:38
  Speaker 4: now our market forces, market corrections that are really beyond
• 20:42
  Speaker 4: the control of the individual orthodontists. So I think it's
• 20:45
  Speaker 4: just really important to take a minute and I know
• 20:48
  Speaker 4: you say, take some time to work on your business,
• 20:50
  Speaker 4: not in your business, right and so we need to
• 20:54
  Speaker 4: take some of those moments with our leadership teams, and
• 20:56
  Speaker 4: we need to say, what are these market forces, what
• 21:00
  Speaker 4: does five ten years down the road look like, and
• 21:03
  Speaker 4: then make some strategic plans, and that includes experience product mix.
• 21:08
  Speaker 4: I think one thing that's really great and I know
• 21:11
  Speaker 4: a lot of your clients are doing this because I've
• 21:13
  Speaker 4: seen it in their practice, but focusing on this idea
• 21:18
  Speaker 4: of custom braces.
• 21:20
  Speaker 2: I think you even mentioned it earlier.
• 21:22
  Speaker 4: Kind of this is a buzzword that people are using,
• 21:25
  Speaker 4: and in the industry it's doctors and office managers and
• 21:30
  Speaker 4: other people in the industry think of custom braces as
• 21:35
  Speaker 4: like custom printed custom to the patient to fit the
• 21:38
  Speaker 4: enamel and all of that. And that's absolutely true. But
• 21:42
  Speaker 4: from that takes a lot of education, yes, to educate
• 21:47
  Speaker 4: the patient on well what does this.
• 21:50
  Speaker 2: Mean to be custom?
• 21:52
  Speaker 4: And when you have a young kid, which again seventy
• 21:56
  Speaker 4: percent of the market still is, you know, young kids
• 21:58
  Speaker 4: in their shopping family, you have this idea that will
• 22:03
  Speaker 4: custom to them, is that they get to choose.
• 22:06
  Speaker 3: Yes, and beyond colors. Choosing beyond colors.
• 22:09
  Speaker 4: Right, colors, I mean that's like, oh, that's everybody does colors.
• 22:14
  Speaker 4: So what am I creating a choice around? And is
• 22:18
  Speaker 4: it they're choosing their shapes? Is it I get to
• 22:21
  Speaker 4: choose between traditional boring braces and wild smiles and clear
• 22:27
  Speaker 4: braces and clear aligners. I mean, we take the view
• 22:31
  Speaker 4: that the patient should have the choice between all of that,
• 22:35
  Speaker 4: and if they choose this bracket over that bracket or whatever,
• 22:39
  Speaker 4: that's part of the experience that you're creating. And then
• 22:42
  Speaker 4: we know that within the fourteen and under category wild
• 22:47
  Speaker 4: Smiles is a huge benefit to those practices in terms
• 22:51
  Speaker 4: of bringing in more observation starts and increasing those conversions
• 22:57
  Speaker 4: and bringing in those shoppers that are I have to
• 23:00
  Speaker 4: tell you, I was doing a webinar with a residency
• 23:03
  Speaker 4: program today just before this, and they had a private
• 23:08
  Speaker 4: practice orthodontist that's an attending there and at the end
• 23:11
  Speaker 4: of the thing, she just spoke up and she said, Hey,
• 23:15
  Speaker 4: you know that doctor locater thing that really works because
• 23:20
  Speaker 4: we have we had and she told this one story
• 23:23
  Speaker 4: of a parent that came in and so they happened
• 23:26
  Speaker 4: to be a Disney family and they found them online
• 23:29
  Speaker 4: because they offered the Disney Mickey brackets and they came
• 23:33
  Speaker 4: in and then they paid with their Disney credit card
• 23:37
  Speaker 4: and got the.
• 23:37
  Speaker 3: Disney can you get their Disney points right?
• 23:40
  Speaker 2: So you know.
• 23:41
  Speaker 4: So that's the thing is what number of starts are
• 23:45
  Speaker 4: you missing out on because you don't offer all of
• 23:48
  Speaker 4: the options available to patients? And I think that's a
• 23:51
  Speaker 4: number that is very hard to find, but I think
• 23:53
  Speaker 4: it's a very legitimate way to think about. You miss
• 23:56
  Speaker 4: one hundred percent of the shots you never take? Yeah, yep,
• 24:00
  Speaker 4: So you just don't know and it's really difficult to
• 24:03
  Speaker 4: manage that, but you're definitely missing out when you have
• 24:05
  Speaker 4: a lack of choice.
• 24:07
  Speaker 1: Yeah, Haydocs, let's talk about smile Sweet because it's not
• 24:12
  Speaker 1: just another scheduling system. It's a game changer in the
• 24:15
  Speaker 1: world of new patient management. And as a proud smile
• 24:19
  Speaker 1: Sweet partner, I've witnessed the incredible impact it has on
• 24:22
  Speaker 1: practices of all sizes. Smile Sweet means your new patient
• 24:26
  Speaker 1: calls and webleeds are expertly handled seven days a week,
• 24:30
  Speaker 1: even during nights and weekends, and they offer top notch,
• 24:34
  Speaker 1: customizable presentation software and seamless post consultation follow up. It's
• 24:39
  Speaker 1: like having a secret weapon for your practice's success. Curious,
• 24:43
  Speaker 1: dive into the revolution at getsmilesweet dot com and don't
• 24:47
  Speaker 1: forget to mention Haydocks to unlock some extra goodies. Elevate
• 24:52
  Speaker 1: your practice with smile Sweet because every smile deserves a
• 24:56
  Speaker 1: suite of excellence. Are you ready to revolutionize your orthodonic
• 25:04
  Speaker 1: practice and retainer program? Then I suggest you reach out
• 25:07
  Speaker 1: to Retainers for Life. It's like Amazon for retainers, convenient
• 25:12
  Speaker 1: and efficient. Having Retainers for Life in your practice means
• 25:15
  Speaker 1: patients can easily order retainer replacements online with direct delivery
• 25:20
  Speaker 1: to their mailbox.
• 25:22
  Speaker 3: No more emergency appointments, waiting or strain on your practice.
• 25:26
  Speaker 1: It eliminates the hassle of managing retainers while adding a
• 25:30
  Speaker 1: steady income stream, and even equips you with marketing tools
• 25:35
  Speaker 1: to boost your success. Ready to get started, go to
• 25:39
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• 25:47
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• 25:56
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• 26:01
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• 26:05
  Speaker 1: you can say goodbye to retainer headaches and hello to
• 26:09
  Speaker 1: effortless efficiency and extra revenue. Well, and I think you
• 26:15
  Speaker 1: know we come from and kids are growing up in
• 26:19
  Speaker 1: for good or for bad, a society that really caters,
• 26:24
  Speaker 1: you know. I mean, you can go to fragrance parties
• 26:28
  Speaker 1: or go you know and have your custom perfume fragrance done.
• 26:32
  Speaker 3: Or you can go get an infinite chain.
• 26:35
  Speaker 1: Made specifically for you for your you know, your bracelet
• 26:38
  Speaker 1: and all the girlfriends get to go and or you
• 26:40
  Speaker 1: can go to the nail salon, you know, all the
• 26:43
  Speaker 1: tweens are out there at the nail salon getting their
• 26:47
  Speaker 1: custom nail colors that match their da da da da da.
• 26:51
  Speaker 1: And I think, again, we have got to and I
• 26:55
  Speaker 1: love you keep saying experience, but we have to be
• 26:59
  Speaker 1: thinking about this from a consumer standpoint, and it isn't
• 27:05
  Speaker 1: just the adults. I think sometimes we get trapped in this. Well,
• 27:08
  Speaker 1: it's the adults that are making the decisions. Most of
• 27:11
  Speaker 1: the time, it's the kids that are making the decisions.
• 27:14
  Speaker 1: And the kids have choice in everything from the videos
• 27:19
  Speaker 1: that they watch to they can curate their own soundtracks
• 27:23
  Speaker 1: on Spotify. They don't even have to listen to what
• 27:26
  Speaker 1: the radio is putting out. I would say most kids
• 27:28
  Speaker 1: don't even know what a radio is because they've got
• 27:30
  Speaker 1: their own curated stations.
• 27:32
  Speaker 3: And all of this.
• 27:32
  Speaker 1: So to me, it just makes sense that we would
• 27:37
  Speaker 1: be looking at our practices and again, if there's these
• 27:40
  Speaker 1: are all just these little levers right that we can
• 27:44
  Speaker 1: be pulling. But you know, if we're just so stuck
• 27:47
  Speaker 1: in the oh, the kids don't care and the parents
• 27:50
  Speaker 1: won't you know this side or the other.
• 27:52
  Speaker 3: I'm like, well, they do care.
• 27:55
  Speaker 4: That's a really great point because I think there are
• 27:57
  Speaker 4: a lot of medical professionals in the ortodomic industry, and
• 28:02
  Speaker 4: otherwise they think, Okay, I'm going to do everything I
• 28:04
  Speaker 4: can to cater to the adults, and then the kids
• 28:06
  Speaker 4: will just take what I offer because they're kids.
• 28:09
  Speaker 2: Yeah, And if that's a.
• 28:10
  Speaker 4: Mentality that you have for how you're treating your patients,
• 28:15
  Speaker 4: which by the way, that's seventy percent of the overall
• 28:18
  Speaker 4: addressable market in the US, and so if that's the
• 28:23
  Speaker 4: way that you're viewing it, then that's definitely a place
• 28:27
  Speaker 4: where we live in an experience.
• 28:30
  Speaker 2: Economy right now. I mean, I.
• 28:33
  Speaker 4: Have this talk that is about the experience economy, and
• 28:36
  Speaker 4: traditionally healthcare lags behind. But if you think about what
• 28:42
  Speaker 4: you'd like, I mean all the things that you were mentioning,
• 28:44
  Speaker 4: nail salons and all those things. If you think about
• 28:47
  Speaker 4: what you do as a consumer and what your expectations are,
• 28:52
  Speaker 4: and you do a little bit of introspective thinking, you
• 28:55
  Speaker 4: will find that you value probably experience, especially when you're
• 29:02
  Speaker 4: buying a higher ticket item. And so we need to
• 29:06
  Speaker 4: be taking that. And I think the custom messaging really
• 29:10
  Speaker 4: goes very well because you have the opportunity to have
• 29:15
  Speaker 4: a customized experience for kids in phase ones with a
• 29:18
  Speaker 4: wild Smilese bracket, you have the three D printed options.
• 29:22
  Speaker 4: For adults, you have aligners, which aren't necessarily I mean,
• 29:28
  Speaker 4: they are customed because you scan and you but you're creating.
• 29:32
  Speaker 4: You're talking about the experience and kind of you choose
• 29:34
  Speaker 4: your experience and people value that, and so if you're
• 29:38
  Speaker 4: not offering an experience that is applied across the different
• 29:44
  Speaker 4: segments of the market, then you're really kind of at
• 29:47
  Speaker 4: this point lagging behind in what's out there.
• 29:51
  Speaker 3: Yeah, yeah, I totally agree.
• 29:54
  Speaker 1: So let's kind of talk a little bit about kind
• 29:57
  Speaker 1: of how we win shoppers over and when we are
• 30:01
  Speaker 1: thinking about this experience and marketing and kind of how
• 30:07
  Speaker 1: are we getting those younger kids to getting more of
• 30:11
  Speaker 1: those starts or whatnot. What are you seeing out there
• 30:14
  Speaker 1: that you're thinking docs should be. I know we've been
• 30:17
  Speaker 1: talking about it to a point, but I mean I
• 30:19
  Speaker 1: think it starts way up, you know, in the beginning
• 30:22
  Speaker 1: on the website and the messaging and you know, but
• 30:24
  Speaker 1: can you talk a little bit about that.
• 30:26
  Speaker 2: Yeah, so I think you're You're definitely right.
• 30:28
  Speaker 4: I think a lot of times in orthodontic practices, I
• 30:32
  Speaker 4: think we take this view that the patient shows up
• 30:35
  Speaker 4: in the new patient room and that's where we sell them,
• 30:39
  Speaker 4: and that's the conversion point. And certainly that's the point
• 30:44
  Speaker 4: where they sign the contract and they do the transaction.
• 30:49
  Speaker 4: But if you're setting it up correctly, sales is and
• 30:55
  Speaker 4: you know, some doctors might not like the word sales,
• 30:57
  Speaker 4: but getting to a transaction YEAP is a series of
• 31:03
  Speaker 4: small agreements that the consumer makes with your business, your brand,
• 31:09
  Speaker 4: your service over an amount of time. And that amount
• 31:13
  Speaker 4: of time differs based on the customer needs. It differs
• 31:18
  Speaker 4: based on the amount of education that that specific consumer
• 31:22
  Speaker 4: needs to then make an informed decision. And so we
• 31:26
  Speaker 4: need to be educating and creating experiences.
• 31:31
  Speaker 2: Not just in the office.
• 31:33
  Speaker 4: We need to be doing that on social media. I
• 31:36
  Speaker 4: think you're very right they when they come to your website.
• 31:40
  Speaker 4: You know, web experiences are totally different now than they
• 31:44
  Speaker 4: were five years ago, and they will be totally different
• 31:47
  Speaker 4: in five years than they are today. And where we
• 31:50
  Speaker 4: are today very much. Consumers want to go to the website.
• 31:55
  Speaker 2: They want to.
• 31:56
  Speaker 4: Get a high level of information and then they want
• 31:59
  Speaker 4: to give you their phone number or their email to
• 32:02
  Speaker 4: text to get hyper specific information about only what they're
• 32:07
  Speaker 4: interested in. So the example I like to use is
• 32:11
  Speaker 4: if you've got a website and you're trying to attract
• 32:14
  Speaker 4: I mean, I'll use what we know really well phase
• 32:16
  Speaker 4: one early treatment patients. Then you obviously should have a
• 32:21
  Speaker 4: section on there that very highly gives some information about
• 32:25
  Speaker 4: high level view of what it is to get early
• 32:27
  Speaker 4: treatment experience. And then you want them to give you
• 32:31
  Speaker 4: their information, and then you want to give them another experience,
• 32:36
  Speaker 4: either by text or by email, where you're giving them
• 32:39
  Speaker 4: a video that says, hey, welcome, I know and this
• 32:42
  Speaker 4: is the doctor pre records this. You're interested in early
• 32:47
  Speaker 4: treatment experience, and that's why you're here, and here's what
• 32:50
  Speaker 4: it's like in our office. Yes, then you deliver some
• 32:54
  Speaker 4: videos about this is what you can expect in terms
• 32:58
  Speaker 4: of appliances that are used. So now you're educating them
• 33:00
  Speaker 4: as part of the experience. And then you might even
• 33:04
  Speaker 4: go a step further and have preloaded testimonial videos from
• 33:09
  Speaker 4: patients that have done only early treatment in your office.
• 33:14
  Speaker 4: And then you ask them, hey, schedule your free consultation.
• 33:18
  Speaker 4: But now they knew they wanted early treatment, they got
• 33:21
  Speaker 4: a little bit of information, and now you've given them
• 33:24
  Speaker 4: specifically the information right in their inbox, right on their
• 33:27
  Speaker 4: phone that they're looking at.
• 33:29
  Speaker 2: And who knows what it'll be.
• 33:30
  Speaker 4: I mean, I'm not a digital marketing expert, but it'll
• 33:34
  Speaker 4: be something different in five years and we'll be right
• 33:36
  Speaker 4: there with it.
• 33:37
  Speaker 2: But that's where you need to be thinking.
• 33:39
  Speaker 4: Is the experience goes beyond throwing little Johnny a bonding day.
• 33:44
  Speaker 2: Party, which is great.
• 33:46
  Speaker 4: I think those you should definitely do those, and we
• 33:48
  Speaker 4: have lots of ideas about how you should do those
• 33:50
  Speaker 4: and everything, but it starts with the web experience and
• 33:53
  Speaker 4: the social media shoppers. You know, as moms are shopping,
• 33:58
  Speaker 4: they're looking at reviews, looking at Okay, what does it
• 34:01
  Speaker 4: look like in your office? What kinds of videos are
• 34:04
  Speaker 4: you putting out about people starting in your office? What
• 34:07
  Speaker 4: does bonding day experience look like? If you're going to
• 34:10
  Speaker 4: have that party for Johnny, you definitely need to capture
• 34:13
  Speaker 4: it on video and then put it on your social Yeah.
• 34:16
  Speaker 1: Yeah, yeah, for sure. And I think it's just us Again,
• 34:20
  Speaker 1: we said it earlier. I think within our industry we're
• 34:23
  Speaker 1: kind of slow it adapting to the changes, and we're
• 34:27
  Speaker 1: kind of slow it. Okay, this is what we need
• 34:30
  Speaker 1: to do, but I also think about we just don't
• 34:33
  Speaker 1: want bring conflict either. So if we have messaging that
• 34:37
  Speaker 1: says you've got choice, but then a patient comes in
• 34:41
  Speaker 1: and they don't have choice, you know, and this could
• 34:43
  Speaker 1: be adult too child throughout.
• 34:45
  Speaker 3: Or we're saying we've got all.
• 34:47
  Speaker 1: These pictures of kids and all this fun you know, whatever,
• 34:50
  Speaker 1: whatever our messaging is, but then there's nothing that's really.
• 34:56
  Speaker 3: Hooking, you know what I mean. It just feels in conflict.
• 35:01
  Speaker 1: And I think all of your ideas are great, and
• 35:04
  Speaker 1: depending upon where you're at in your practice, you know,
• 35:07
  Speaker 1: anybody that's listening, you know, I could have some startups
• 35:09
  Speaker 1: that are like, yeah, that sounds great, but I don't
• 35:11
  Speaker 1: have anybody to give me testimonials yet, or I don't
• 35:14
  Speaker 1: have that. I mean, there's a work up with everything.
• 35:18
  Speaker 1: But there's a lot that we can do with those
• 35:19
  Speaker 1: brand new startup websites. I know, you guys at the
• 35:22
  Speaker 1: AAO just this year, you have this fun little interactive
• 35:26
  Speaker 1: thing where maybe you can talk about it. You'll do
• 35:29
  Speaker 1: a better job than I can. But the one where
• 35:31
  Speaker 1: the kids get to kind of pick their braces ahead
• 35:33
  Speaker 1: of time.
• 35:34
  Speaker 2: Yeah, so again going to the experience.
• 35:37
  Speaker 4: So we have what I call it a prop kit,
• 35:41
  Speaker 4: but it's basically large scale versions of our brackets, and
• 35:46
  Speaker 4: there's a couple of different experiences. So the large scale
• 35:48
  Speaker 4: version of our bracket is the idea of that on
• 35:51
  Speaker 4: bonding day, they've already put on you know, hearts or
• 35:56
  Speaker 4: Mickey or whatever, and then they can go get the
• 35:58
  Speaker 4: life sized version of it, and you have something now
• 36:00
  Speaker 4: that you're taking pictures.
• 36:01
  Speaker 2: It's easy to show.
• 36:04
  Speaker 4: The other experience that I think you're also talking about
• 36:07
  Speaker 4: is we want to give kids something that's theirs. Yeah,
• 36:14
  Speaker 4: because oftentimes they come in and honestly, like the kids
• 36:17
  Speaker 4: are part of it, but you know, all the information given,
• 36:20
  Speaker 4: all the talking points are all to the mom or dad.
• 36:24
  Speaker 4: And so we have a specifically designed for kids, their
• 36:28
  Speaker 4: own little pamphlet and it talks about the experience of
• 36:33
  Speaker 4: choosing your own braces. And part of that is they
• 36:36
  Speaker 4: can take a phone and scan a QR code on
• 36:40
  Speaker 4: their own phone or their parents' phone, and then they
• 36:43
  Speaker 4: can drag and drop and design their smile right there
• 36:46
  Speaker 4: in the office. And so now you're basically pre selling
• 36:49
  Speaker 4: the case without selling anything. You're just giving them an experience.
• 36:54
  Speaker 4: And those are the kinds of things that if we
• 36:57
  Speaker 4: can really focus on how do we talk to and
• 37:01
  Speaker 4: engage the younger kids in a real meaningful way. And
• 37:06
  Speaker 4: I love what you said earlier about the kind of
• 37:08
  Speaker 4: the basically the authenticity is the word I would use
• 37:12
  Speaker 4: of messaging. You know, I've been into practices where I
• 37:16
  Speaker 4: went to their website before and it said patient, friendly,
• 37:19
  Speaker 4: it said all the right things, but then you walk
• 37:23
  Speaker 4: in and you don't have the same.
• 37:25
  Speaker 2: Experience as what they've said on the website.
• 37:28
  Speaker 4: And so if you're saying braces for the whole family,
• 37:33
  Speaker 4: for example, but you don't have anything that is geared
• 37:37
  Speaker 4: towards the range of ages for the whole family, then
• 37:41
  Speaker 4: you know there's a little bit of authenticity there that
• 37:44
  Speaker 4: is lost.
• 37:45
  Speaker 3: Yeah, yeah, yeah, that's so true.
• 37:48
  Speaker 1: And and again this is such a fun topic to
• 37:51
  Speaker 1: talk about because it really is the perfect time. I
• 37:55
  Speaker 1: think we've got big shifts going on in our industry
• 37:58
  Speaker 1: with I know, a liner kind of brought us to
• 38:02
  Speaker 1: this point with that disruptor I'm going to say, within
• 38:06
  Speaker 1: our industry, and it's so fun and you know, I
• 38:10
  Speaker 1: know you've been doing this for a while. I've been
• 38:12
  Speaker 1: doing this for a while to see that we're at
• 38:14
  Speaker 1: a point where we can have a whole podcast talking
• 38:17
  Speaker 1: about just the options out there for our patients and
• 38:21
  Speaker 1: for really focusing on not just being good clinicians, but
• 38:26
  Speaker 1: really making an experience around treatment and how many industries
• 38:32
  Speaker 1: actually get to do that right, you know, to truly,
• 38:36
  Speaker 1: you know, have this really fun experience around a medical
• 38:39
  Speaker 1: ordental procedure. I know, there's just not a lot of
• 38:42
  Speaker 1: people get to do that right.
• 38:43
  Speaker 4: And I think the point that I like to point
• 38:46
  Speaker 4: out about that is every procedure has an experience, right,
• 38:52
  Speaker 4: You're creating an experience, but good or bad? Is it
• 38:57
  Speaker 4: an experience that they're going to want to share and
• 39:01
  Speaker 4: want to talk about?
• 39:02
  Speaker 2: And that is and.
• 39:03
  Speaker 4: What are the kinds of experiences that people want to
• 39:05
  Speaker 4: talk about? And I always ask people to just be introspective.
• 39:09
  Speaker 4: What are the kinds of experiences that you.
• 39:11
  Speaker 2: Like to talk about? They're usually experiences that are focused
• 39:15
  Speaker 2: on you, yep.
• 39:18
  Speaker 4: Yeah. And the more that we can make the experience
• 39:22
  Speaker 4: about the patient. And I'm giving lots of examples of
• 39:26
  Speaker 4: how we can help with that, and certainly that's a
• 39:28
  Speaker 4: huge piece of it. But I'm passionate about patients getting
• 39:34
  Speaker 4: to have an experience.
• 39:36
  Speaker 2: No matter what their age, no matter what they want.
• 39:39
  Speaker 4: And I've been in this industry long enough that I've
• 39:42
  Speaker 4: seen all the ranges of experiences, and I think we're
• 39:46
  Speaker 4: at an inflection point, like you're talking about, where the
• 39:50
  Speaker 4: experience that you offer is more important now than it
• 39:55
  Speaker 4: ever has been, and it's not going to be less
• 39:59
  Speaker 4: relevant in five years than it is now.
• 40:02
  Speaker 3: So true, Yep, yep, that's great.
• 40:05
  Speaker 1: Well, Davin, as we kind of finish up here, I mean,
• 40:08
  Speaker 1: I know.
• 40:08
  Speaker 3: You and I we could just keep on going. Uh,
• 40:11
  Speaker 3: you know, let's let's let's turn this into two hours. No,
• 40:14
  Speaker 3: just kidding, we're going to go.
• 40:15
  Speaker 2: Yeah, we need to follow up.
• 40:18
  Speaker 1: Yeah, exactly, exactly, So if somebody wants to get a
• 40:22
  Speaker 1: hold of you, if they're intrigued and they're like, this
• 40:25
  Speaker 1: is exactly what I need to be focusing on. You know,
• 40:28
  Speaker 1: Devin's given me some really good information. What's the best
• 40:30
  Speaker 1: way they can learn more about Wild Smiles or just
• 40:34
  Speaker 1: talk to you if they have some ideas they want
• 40:35
  Speaker 1: to run by you.
• 40:36
  Speaker 2: Yeah.
• 40:36
  Speaker 4: Absolutely, So you can always go to wild smilesbraces dot
• 40:40
  Speaker 4: com and there's a doctor section of the site that's
• 40:43
  Speaker 4: very informative. We also have lots of content that is educational,
• 40:50
  Speaker 4: not just about Wild Smiles, but a lot of the
• 40:52
  Speaker 4: things that we're talking.
• 40:53
  Speaker 2: About, like how do you create experiences?
• 40:55
  Speaker 4: How do you do all these different things that you
• 40:58
  Speaker 4: need to be doing, So the Wild Smiles Races dot
• 41:00
  Speaker 4: Com and then anybody who's listening, I would welcome a
• 41:04
  Speaker 4: conversation and give me a call or text me for
• 41:07
  Speaker 4: zero two six seven seven three three one one all right,
• 41:13
  Speaker 4: because I'm so passionate about this and I want to
• 41:17
  Speaker 4: have conversations with people who care about giving great experiences.
• 41:21
  Speaker 4: And even if you just want to bounce some ideas on,
• 41:24
  Speaker 4: like what are some things that I can do, I'm
• 41:27
  Speaker 4: open to talking to you about it because I think.
• 41:29
  Speaker 2: That I think it's that important. Yeah, it's that important. Yep.
• 41:33
  Speaker 1: Well, Devin, you have definitely given us a lot to
• 41:35
  Speaker 1: think about. And again, even for me, I'm like, this
• 41:39
  Speaker 1: is just kind of thinking about what's happening on our
• 41:41
  Speaker 1: pedo side and our adult side.
• 41:43
  Speaker 3: That right there was a really good pearl for all
• 41:46
  Speaker 3: of us.
• 41:46
  Speaker 1: I think I think that's something we really really need
• 41:48
  Speaker 1: to be thinking about as we're moving forward into twenty
• 41:51
  Speaker 1: twenty five, twenty six, twenty seven, you know, moving ahead.
• 41:55
  Speaker 1: So as as you know, I like to finish up
• 41:58
  Speaker 1: these podcasts with the little are you ready and it's
• 42:02
  Speaker 1: going to be new questions?
• 42:03
  Speaker 3: So okay, well, I.
• 42:05
  Speaker 4: Don't know how I did the last time, but I'm
• 42:07
  Speaker 4: ready now. I'm ready, ready as as i'll ever be.
• 42:12
  Speaker 3: All Right, here we go. What's your go to productivity tool?
• 42:17
  Speaker 2: I'm really into to doist right now. So to do list.
• 42:21
  Speaker 4: It's it's like a digital to do list, and then
• 42:24
  Speaker 4: you can assign tasks to different people. It's it's been
• 42:28
  Speaker 4: a game changer and it's been around for a while,
• 42:32
  Speaker 4: but I've only been using it for about a year.
• 42:34
  Speaker 2: It's great. Oh cool.
• 42:36
  Speaker 1: This is one of my favorite questions because I just
• 42:38
  Speaker 1: keep a list. It's kind of like the book list. Okay,
• 42:41
  Speaker 1: what's you know what's going to help me be more
• 42:43
  Speaker 1: effective in my day?
• 42:44
  Speaker 3: So? Yeah, are you an early bird or night owl?
• 42:48
  Speaker 2: Oh? Early bird? I'm up at four point thirty every
• 42:52
  Speaker 2: morning running.
• 42:53
  Speaker 3: Oh awesome.
• 42:54
  Speaker 1: Do you think that helps you be more productive or
• 42:57
  Speaker 1: contributes to success or just it's just a good mental
• 43:01
  Speaker 1: place for you to start.
• 43:02
  Speaker 4: Well, I definitely can tell a difference on the mornings
• 43:06
  Speaker 4: when I don't get up and run, and absolutely that's
• 43:09
  Speaker 4: how I that's how I process stress. That's how I
• 43:13
  Speaker 4: you know, I just get up and go for a run.
• 43:15
  Speaker 4: It's early in the morning, nobody's talking. I can just
• 43:18
  Speaker 4: kind of be to myself.
• 43:19
  Speaker 3: It's great, that's great. It's just the birds in your ears.
• 43:25
  Speaker 3: What's the first job you ever had?
• 43:28
  Speaker 2: Well, I guess technically I had two jobs to begin with.
• 43:32
  Speaker 4: I don't know which one I started first, but they
• 43:34
  Speaker 4: were both like the same week. So I was a
• 43:37
  Speaker 4: waiter at rib Crib so people from Oklahoma about that.
• 43:43
  Speaker 2: Yeah, it's very Oklahoma.
• 43:45
  Speaker 4: And then I also worked at a tuxedo rental shop. Oh,
• 43:49
  Speaker 4: and I think that both of them are extremely valuable
• 43:54
  Speaker 4: experiences for anybody. I think anybody who's going to be
• 43:57
  Speaker 4: in the service industry definitely.
• 43:59
  Speaker 2: Should start with some sort of a waiting gig.
• 44:02
  Speaker 3: Yeah, for sure, for sure, to learn how to wait
• 44:04
  Speaker 3: on other people.
• 44:05
  Speaker 2: I agree. I was.
• 44:08
  Speaker 3: I was a Baskin Robbers Scooper.
• 44:10
  Speaker 2: Really, that was your first job?
• 44:12
  Speaker 3: That was my first job.
• 44:14
  Speaker 4: How many flavors forty one, thirty two, fifty two, I
• 44:19
  Speaker 4: don't know, I don't know, thirty one.
• 44:22
  Speaker 3: Maybe it is thirty one, I don't know. I can't remember.
• 44:24
  Speaker 3: I just remember we used to do races to taste
• 44:26
  Speaker 3: them all when it was well.
• 44:27
  Speaker 4: I'm sure you're probably going to get some messages on
• 44:29
  Speaker 4: how many flavors there were.
• 44:30
  Speaker 3: Well, yeah, I'm sure that.
• 44:33
  Speaker 1: So somebody let us know, yeah, please do, please do,
• 44:37
  Speaker 1: And we're like, come on, seriously, John, like, well that
• 44:39
  Speaker 1: was a long time ago.
• 44:40
  Speaker 3: You know, you know how old I am. Right, what
• 44:43
  Speaker 3: would you say has had the most tremendous impact on
• 44:46
  Speaker 3: your professional life?
• 44:48
  Speaker 4: Well, so this might be a little bit different, But
• 44:51
  Speaker 4: so my grandpa. I was really close with my mom's
• 44:55
  Speaker 4: dad growing up, and he used to I remember him
• 44:59
  Speaker 4: bragging about so he was a barber and he would say,
• 45:04
  Speaker 4: you know, son, back in the you know whatever, back
• 45:08
  Speaker 4: when I started, I made more money per hour than
• 45:11
  Speaker 4: my doctor friends and my lawyer friends because he would
• 45:16
  Speaker 4: count how many people he would give haircuts to, and
• 45:18
  Speaker 4: he was all about speed and efficiency. So from a
• 45:22
  Speaker 4: just a kind of a competitive nature, I think that
• 45:26
  Speaker 4: was a really fun thing. But what I also and
• 45:29
  Speaker 4: this is what really had the impact. That's just kind
• 45:31
  Speaker 4: of a funny story. What really had the impact was
• 45:34
  Speaker 4: when he would come home and I get to spend
• 45:36
  Speaker 4: a lot of time with them in the summer, they
• 45:38
  Speaker 4: lived on a big acreage, and I would spend summers
• 45:41
  Speaker 4: there and he would come home and he would immediately
• 45:45
  Speaker 4: drop all the pretenses of work, and he would we
• 45:49
  Speaker 4: would go ride horses in the pasture, or we would
• 45:52
  Speaker 4: ride the truck across the pasture to go feed the cattle,
• 45:55
  Speaker 4: or and he would give so much interest to my
• 45:59
  Speaker 4: grandma and to our family, and just knowing that he's
• 46:04
  Speaker 4: super competitive in the workspace, but then he would drop
• 46:08
  Speaker 4: that and be this family man, and I think that
• 46:11
  Speaker 4: was that was a huge impact for me.
• 46:14
  Speaker 3: Yeah, oh yeah, I bet that's what an awesome memory.
• 46:18
  Speaker 1: And you know, just it's amazing how little things like
• 46:21
  Speaker 1: that can make such a lasting imprint, can leave such
• 46:24
  Speaker 1: a lasting imprint on us. Yeah, because I mean that's
• 46:27
  Speaker 1: what matters, right, Yeah, yeah, yeah, for sure, that is
• 46:30
  Speaker 1: we only got one life and one chance to make
• 46:33
  Speaker 1: a difference, for sure.
• 46:34
  Speaker 2: Yeah.
• 46:34
  Speaker 1: So as we finish up, what's one business skill you
• 46:38
  Speaker 1: think everyone should have?
• 46:41
  Speaker 4: Oh gosh, I think grit and compassion. I think, you know,
• 46:46
  Speaker 4: grit and never giving up. I know that's been a
• 46:50
  Speaker 4: key to a lot of things in my own personal life,
• 46:54
  Speaker 4: and I know a lot of people that just they
• 46:56
  Speaker 4: never gave up and they kept going. But then I
• 46:59
  Speaker 4: think the other side of that is compassion, because that
• 47:04
  Speaker 4: gives you the ability to really put yourself in someone
• 47:08
  Speaker 4: else's shoes and understand, you know where they're coming from.
• 47:12
  Speaker 4: And so I think if you have grit but no compassion,
• 47:15
  Speaker 4: or compassion but no grit, I think that's a good mix.
• 47:19
  Speaker 1: Yeah, yeah, I so agree with you. Well, Devin, this
• 47:23
  Speaker 1: has been once again just wonderful. Love having you on Haydocks,
• 47:26
  Speaker 1: and I'm sure there are a lot of people that
• 47:28
  Speaker 1: took away a lot of good little nuggets from this.
• 47:30
  Speaker 3: So thanks for being here spending the time with me today.
• 47:34
  Speaker 4: Thanks for having me and I know we talked a
• 47:36
  Speaker 4: little bit, but this is truly the highlight of my day.
• 47:38
  Speaker 4: It's been a long day and I this has been
• 47:42
  Speaker 4: great and I always love talking to you about stuff.
• 47:44
  Speaker 3: So yeah, well, thank you, thank you for having me.
• 47:46
  Speaker 1: Yeah, absolutely all right until next time, seya see ya.
• 47:51
  Speaker 1: Are you ready to start a practice of your own,
• 47:54
  Speaker 1: need a new fresh set of eyes or some advice
• 47:57
  Speaker 1: on your existing practice. If so, reach out to me
• 48:00
  Speaker 1: Jill Allen at www dot practice results dot com. If
• 48:05
  Speaker 1: you like what we're doing here on Haydocks and want
• 48:08
  Speaker 1: to hear more of this awesome.
• 48:09
  Speaker 3: Content, Be here and give us a five.
• 48:11
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• 48:15
  Speaker 1: our show so you never miss an episode. Remember, new
• 48:19
  Speaker 1: episodes drop every Thursday.
• 48:21
  Speaker 3: See you next week.