Latest / My Dental Playbook / 064 Are You Growing Your Practice or Just Your Schedule?

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064 Are You Growing Your Practice or Just Your Schedule? · My Dental Playbook

• 0:00
  SPEAKER_01: There's very basic business principles that are at the foundation of every dental practice.
• 0:04
  SPEAKER_01: In dentistry, there's two paths.
• 0:06
  SPEAKER_01: There's clinical and then there's professional.
• 0:08
  SPEAKER_01: When you have practices that are going above and beyond and doing things that sound ridiculous, it's because you've got good clinical standards and skills a lot matched with great professional skills.
• 0:19
  SPEAKER_01: So they understand taxes, they understand how to read a PL, they understand how to make decisions off of that PL.
• 0:26
  SPEAKER_01: They understand how to staff their team.
• 0:28
  SPEAKER_01: They understand how to maintain culture.
• 0:30
  SPEAKER_01: They understand all the things that it takes to run a good business.
• 0:33
  SPEAKER_00: All right, welcome back to another episode.
• 0:35
  SPEAKER_00: I'm your co-host, Gary Bird.
• 0:37
  SPEAKER_00: Along with my friend Dr.
• 0:38
  SPEAKER_00: Blake Hamblin, we're diving deep into his office on his journey to a$10 million practice, looking at every nook and cranny of how he's building his fee-for-service office in the busy market of Houston, Texas.
• 0:51
  SPEAKER_00: And today we're going to tick everybody off because this subject is something that I think is universal, meaning it applies to all business owners.
• 1:02
  SPEAKER_00: But a lot of dentists don't share Dr.
• 1:05
  SPEAKER_00: Blake's opinion on this one, which is interesting.
• 1:08
  SPEAKER_00: For myself, as I look at this, Dr.
• 1:10
  SPEAKER_00: Blake, I totally agree with you that if you're a great entrepreneur, you can go into just about any business and go and learn it and be amazing at it.
• 1:20
  SPEAKER_00: And there's lots of examples of that.
• 1:22
  SPEAKER_00: The part that always intimidates me is I don't, I'm not a dentist.
• 1:26
  SPEAKER_00: So I'm always I do put dentists on a pedestal clinically because they went to school for a long time.
• 1:31
  SPEAKER_00: They know a lot of things that I don't know.
• 1:33
  SPEAKER_00: And and you you have a really good point on this.
• 1:36
  SPEAKER_00: You were like, look, Gary, if I was owning a marketing company, I'd be applying a lot of the same skills.
• 1:40
  SPEAKER_00: My skill wouldn't be dentistry, it'd be marketing.
• 1:43
  SPEAKER_00: Or if I if if I owned a lawn care business, same exact thing.
• 1:48
  SPEAKER_00: I'd learn how to cut lawn really good, and then I would go scale the business and I'd learn similar skills.
• 1:52
  SPEAKER_00: Dentistry is the skill that I have, but the principles that I'm applying, anybody could apply and be successful.
• 2:00
  SPEAKER_00: So could you unp did I, first of all, did I present that well and then unpack that a little bit for us?
• 2:06
  SPEAKER_01: Yeah, and I will I will tell you, I and many others also put you on a pedestal, like because you have skills that we don't have.
• 2:14
  SPEAKER_01: And I think I forget I think this was on Facebook, or I may have made a comment.
• 2:20
  SPEAKER_01: I don't remember where this got pulled from, but it was basically saying that dentists are unicorns and we're special and our and our businesses are special and our models are special and we're just different, and every other industry is the same except for dentistry, and that's just not the truth.
• 2:37
  SPEAKER_01: There's very basic business principles that are at the foundation of every dental practice, and dentistry is just the skill that we provide to the group or to the uh to the to the public.
• 2:49
  SPEAKER_01: But if we were rude, or if we didn't have good um systems in place, or we didn't have good follow-up protocols, or we didn't have good teams, or we didn't have good culture, all the things that are hard in in business, all the things that people don't want to do, they just want to bury their head in the sand and do dentistry, is what makes businesses better.
• 3:12
  SPEAKER_01: And so whether you're a dentist or you're a marketer or you're a plumber or you're a lawn care provider, business principles reign supreme.
• 3:21
  SPEAKER_01: And no one better than Alex Ramosi talks about this, right?
• 3:24
  SPEAKER_01: Like, I don't believe that everything he says is is gold, but I do believe that he takes every business and says they're all the same.
• 3:31
  SPEAKER_01: And I totally agree with that.
• 3:33
  SPEAKER_00: By the way, if you're feeling overwhelmed from all the content that Dr.
• 3:36
  SPEAKER_00: Blake and I put out, don't feel bad.
• 3:38
  SPEAKER_00: It's overwhelming.
• 3:39
  SPEAKER_00: Sometimes it's hard to know where to start.
• 3:41
  SPEAKER_00: What we did is we took a 47-page growth playbook for you, all the top resources from all the shows, and we broke them down in order so that way you can go through them one by one and you can actually make an action plan for your practice to grow.
• 3:54
  SPEAKER_00: So we included it right down below.
• 3:56
  SPEAKER_00: You can give us it's all we need is your email.
• 3:58
  SPEAKER_00: We'll email it to you, and there's no strings attached, doesn't cost anything, absolutely free.
• 4:03
  SPEAKER_00: And you'll get an email with the 47 steps, and that will help you compartmentalize all the different information that we've been giving you and give you step by step.
• 4:13
  SPEAKER_00: Yeah.
• 4:13
  SPEAKER_00: Um, one of the, I think one of the things that kind of proves what you're saying is I think everybody knows amazing clinical dentists.
• 4:21
  SPEAKER_00: Like you would look at them and go, they do perfect dentistry, but they're not successful monetarily.
• 4:27
  SPEAKER_00: And vice versa.
• 4:29
  SPEAKER_00: I think everybody knows hacks, people who you look at and you go, this is not good dentistry.
• 4:35
  SPEAKER_00: Like I wouldn't go there as a to have them do dentistry on me, but they're uber successful financially.
• 4:42
  SPEAKER_00: And what that tells you is that there's a lot of other things that go into being successful when it comes to running your dental practice outside of clinical skills.
• 4:50
  SPEAKER_01: Yeah, it it's so in dentistry, there's two paths there's clinical and then there's professional.
• 4:57
  SPEAKER_01: And when you have practices that are going above and beyond and doing things that sound ridiculous, it's because you've got good clinical standards and skills along matched with great professional skills.
• 5:10
  SPEAKER_01: So they understand taxes, they understand how to read a PL, they understand how to make decisions off of that PL, they understand how to staff their team, they understand how to maintain culture, they understand all the things that it takes to run a good business.
• 5:27
  SPEAKER_01: I always I played quarterback in college and I always tell people a lot of people can throw a spiral.
• 5:33
  SPEAKER_01: Not a lot of people can play quarterback because it's it's not about the spiral you throw.
• 5:38
  SPEAKER_01: It's about how do you lead others?
• 5:40
  SPEAKER_01: How do you get people to move forward to an uh a common vision?
• 5:44
  SPEAKER_01: All of those things, and all of those things apply in business.
• 5:47
  SPEAKER_00: Performing under pressure, right?
• 5:48
  SPEAKER_00: Like throwing a throwing a football when nobody's running at you is way easier than when people are trying to kill you, right?
• 5:54
  SPEAKER_01: Like this this sounds arrogant, but like all DDS degrees are not the same.
• 6:01
  SPEAKER_01: There's certain dentists that that do things differently, whether it be clinical or professional, that benefit them more in the financial realm of business because of because of those enhanced skills.
• 6:14
  SPEAKER_01: Does that make sense?
• 6:15
  SPEAKER_00: Yeah, yeah.
• 6:15
  SPEAKER_01: No, it totally you can totally be, you can be.
• 6:18
  SPEAKER_01: I know nothing about uh Dr.
• 6:20
  SPEAKER_01: Appa, but Dr.
• 6:22
  SPEAKER_01: Appa is the epitome of clinical standards.
• 6:26
  SPEAKER_01: Like when you think of cosmetic dentistry, you think of Michael Appa, right?
• 6:31
  SPEAKER_01: And because of that, and I believe he probably runs a great business as well, but because of that, he's able to see people that are willing to pay ridiculous money for their smile makeovers because he's clinically so adept uh more than anyone else in the in the world.
• 6:48
  SPEAKER_00: Yeah, and so then then there's the marketing of that skill, right?
• 6:53
  SPEAKER_00: Like if you're the best at XYZ skill, but no one knows about it, like you can't have anybody, you can't get the people to come in and pay all the money, right?
• 7:03
  SPEAKER_00: So it's like that's one I'm just using the restraint that I understand, right?
• 7:07
  SPEAKER_01: But then there's like it happens all the time.
• 7:09
  SPEAKER_01: Yeah, it happens all the time.
• 7:10
  SPEAKER_01: Yeah, like I think the national uh average of dental practice failing is like less than two two percent.
• 7:16
  SPEAKER_01: But I would I will guarantee you the two percent that fail are actually great dentists, they're clinically great, they just have no way of communicating or getting their their word out, and that's why they fail.
• 7:28
  SPEAKER_00: Yeah, and the way I think of business is like, okay, you need new patients, so you need to learn how to market or figure out, you know, work with somebody who knows how to market.
• 7:34
  SPEAKER_00: But then it's like, how do I get people in?
• 7:37
  SPEAKER_00: Well, someone has to answer the phone.
• 7:40
  SPEAKER_00: And it's like, well, my person, I was just looking at an account.
• 7:44
  SPEAKER_00: They they're like, we want to do implants, we want to get our ROI up.
• 7:47
  SPEAKER_00: It's like, dude, you're you're at 40% phone conversion for GP patients.
• 7:52
  SPEAKER_00: And they're like, oh, I just hired a new person.
• 7:55
  SPEAKER_00: Well, maybe we should get them up to speed first before we go and like implants is way harder to get people in.
• 8:01
  SPEAKER_00: Um, oh, okay, okay, yeah.
• 8:03
  SPEAKER_00: And so it's like, okay, that's leadership and training and systems.
• 8:06
  SPEAKER_00: But then it's like every step all the way up.
• 8:09
  SPEAKER_00: And then if you do get the patient in and they don't feel good about the experience that they had, I was just on another site where I was looking up a big dental practice, very, very successful, like monetarily, but they have like Reddit messages about people, everybody's like, don't go there.
• 8:26
  SPEAKER_00: They they scam you, and then not just one person, like hundreds of people commenting and saying, They told me I needed 20 fillings, and I didn't, over and over and over and over again.
• 8:37
  SPEAKER_00: And it's like, oh, okay, they're whale hunting, right?
• 8:40
  SPEAKER_00: They're just like, they don't care how many people accept treatment, they just want one person to say yes, and that pays for the day.
• 8:47
  SPEAKER_00: Um, and then but that's a that's a whole nother problem, right?
• 8:51
  SPEAKER_00: That you got to solve.
• 8:52
  SPEAKER_00: So it's it's like this.
• 8:53
  SPEAKER_00: I look at business as like the never-ending problems that we get to solve.
• 8:58
  SPEAKER_00: Is dentistry kind of the is dent clinic do you look at clinical dentistry the same?
• 9:02
  SPEAKER_01: I do think clinical dentistry could be a little bit different because at a certain point you learn how to do the skill, and you can you can optimize it, but you going from the 98th to the hundredth percentile doesn't really make that big of a difference.
• 9:18
  SPEAKER_00: And no one notices, right?
• 9:19
  SPEAKER_00: Like you're the only one that notices.
• 9:21
  SPEAKER_01: Right.
• 9:22
  SPEAKER_01: Uh where I think in business you can never learn at all.
• 9:27
  SPEAKER_01: You there's always be because you're not dealing with simple problems, you're dealing with complex problems, you're dealing with people.
• 9:34
  SPEAKER_01: And with people, uh like doing dentistry is working on a tooth, and that tooth has general things that that don't normally change.
• 9:43
  SPEAKER_01: Like normally the pulp is X amount of distance away from the the enamel, and you know that, and so you can work around it.
• 9:52
  SPEAKER_01: Whereas Jenny might come in one day with a smile on her face, and Jenny will come in the next day ready to rip your head off.
• 9:59
  SPEAKER_00: Yeah.
• 9:59
  SPEAKER_01: And how do you deal with that?
• 10:00
  SPEAKER_01: And that is what makes business difficult.
• 10:03
  SPEAKER_00: Yeah, and then there's layers to it, right?
• 10:05
  SPEAKER_00: So it's like, oh, I built a successful practice with me running it, but can you lead other people to lead other people to lead multiple practices?
• 10:11
  SPEAKER_00: That's way harder.
• 10:13
  SPEAKER_00: Um, and then can you do that at scale and bring in partners?
• 10:17
  SPEAKER_00: And then you can you, right?
• 10:18
  SPEAKER_00: There's just like it gets more and more complicated and harder and harder.
• 10:22
  SPEAKER_00: And there's really, like you said, I don't think there is an end to it.
• 10:27
  SPEAKER_00: I watch somebody like Elon Musk, and I'm like, okay, that's maybe the end, and he's doing more, you know.
• 10:32
  SPEAKER_01: So it's like and to the point we started talking about it because his name came to mind as well.
• 10:37
  SPEAKER_01: He owns a rocket ship company, a car company, uh a social, a social media platform, now a finance company.
• 10:48
  SPEAKER_01: And again, it's all just business.
• 10:51
  SPEAKER_01: He just gets business, he can do anything he wants.
• 10:54
  SPEAKER_00: Well, he literally self-taught, he literally self-taught rocket scientists.
• 10:57
  SPEAKER_00: You know how you always joke and like, oh, are you some kind of rocket science or something?
• 11:00
  SPEAKER_00: And it's like, yeah, he actually is.
• 11:02
  SPEAKER_00: He actually learned that.
• 11:03
  SPEAKER_00: Um, so he's a little bit different, but yeah, it's it's it is a uh it is all the same principles, right?
• 11:10
  SPEAKER_00: He you can see that he's using the same principles and building on the things that he learned from the companies before, because he started with PayPal, he learned about payment systems, then he went to Tesla and he built one car that he sold to fund the other companies, and then he does the same, like he's done this over and over and over again, and he stacked the lessons that he's learned along the way.
• 11:30
  SPEAKER_00: Um, I think if you're hungry and you just keep doing that over and over and over again, things get harder, but also easier at the same time, if that makes sense.
• 11:39
  SPEAKER_00: That there's a there's a challenge that you're always chasing the next thing, but there's also all the tools, you have more tools in your bag.
• 11:47
  SPEAKER_00: When you first start a business, you're like, you have all these preconceived notions.
• 11:51
  SPEAKER_00: Well, it's just going to be successful because I I'm here or I'm doing it, and then you and then life hits you and you have to learn things.
• 11:58
  SPEAKER_01: And I'd I'd love to know your input on this, but what when I think of Elon and I think of other successful businesses, what stands out to me is their ability to maintain the standards that they have.
• 12:10
  SPEAKER_01: And so a lot of times, like in dentistry, it starts with your own clinical standards, right?
• 12:15
  SPEAKER_01: But then as you grow, you are and say you bring on an associate.
• 12:21
  SPEAKER_01: Well, now how do you pass those standards on to another person?
• 12:24
  SPEAKER_01: And that's what Elon's done so well, in my opinion, is taking his standards.
• 12:29
  SPEAKER_01: Like you read his his biography, and it's like he slept on the couch and you see pictures of him standing on the rubble at SpaceX and all the failures that he had.
• 12:38
  SPEAKER_01: How do you pass that along to another person and realize that like anything outside of a hundred percent excellence is not acceptable?
• 12:48
  SPEAKER_01: And that's where he's that's where I see the best businesses have standards that aren't impossible to reach, but they don't get the bar doesn't get moved.
• 12:58
  SPEAKER_01: It's like if you don't reach this standard, then you just don't have us, you don't have a place here.
• 13:03
  SPEAKER_01: And we're okay with that.
• 13:04
  SPEAKER_00: I I think where dentists if I agree with you on all of that, and I think where dentists get lost in this is that they try to apply it across everything all at once, and you and then they create this very like it creates a toxic culture.
• 13:18
  SPEAKER_00: And I think what someone like Elon Musk he's really good at is he uses the um first principles.
• 13:25
  SPEAKER_00: So people told him you can't launch a rocket and then bring it back.
• 13:28
  SPEAKER_00: Like they told him that's impossible.
• 13:30
  SPEAKER_00: And he said it's literally against the laws of physics.
• 13:32
  SPEAKER_00: And they said, no, no, no, but you it's it's it's physically possible, but it's like like it's very unlikely that someone could figure out how to do that.
• 13:41
  SPEAKER_00: And so he's just like, well, I'm gonna start over, like take all the stuff we know, and then start from ground zero and build it up.
• 13:47
  SPEAKER_00: And then he finds, and I know you you like this, he finds the limiting factor, the thing, the one thing that's holding him back.
• 13:53
  SPEAKER_00: And then he rallies the culture is we're all gonna rally around and solve this one thing.
• 13:59
  SPEAKER_00: And until we solve this one thing, we're not gonna leave here um or we're not gonna move on to the next thing because I know, I know for a fact this is our limiting factor.
• 14:09
  SPEAKER_00: If if you can figure that out in your business of dental, you could it really helps your sanity.
• 14:15
  SPEAKER_00: I I think that's really, really important because you can't be maniacal about everything because then it means nothing and it just everybody views you as a crazy mean person.
• 14:26
  SPEAKER_00: Um, and so finding that limiting factor or going back to first principles, like what are what are we actually trying to accomplish here?
• 14:34
  SPEAKER_00: What is actually needed?
• 14:35
  SPEAKER_00: So you actually remove things to figure out what's needed.
• 14:38
  SPEAKER_00: Do we need a front desk person?
• 14:40
  SPEAKER_00: Let's try AI.
• 14:41
  SPEAKER_00: And like you did that, right?
• 14:43
  SPEAKER_00: And it's like, I told you I don't know what this is gonna do.
• 14:46
  SPEAKER_00: And you're like, well, let's figure it out, let's see what happens.
• 14:49
  SPEAKER_00: And it's like, okay.
• 14:50
  SPEAKER_00: And so by removing a front desk person and using AI over the top of it, you removed a factor from your business that allowed you to focus on the next thing and the next thing and the next thing.
• 15:01
  SPEAKER_00: And I know that's simplified.
• 15:02
  SPEAKER_00: There was it's much more complicated than that.
• 15:04
  SPEAKER_00: But if you can do that, it makes your life a lot simpler and you can put a lot more of your attention to that one thing.
• 15:13
  SPEAKER_00: I think doubling down on that is how how do you do that, like clinical dentistry and then operating the business, and then how do you balance those two things?
• 15:22
  SPEAKER_00: Because clinical dentistry is a thing of excellence because you're working on people, but business is a there's margin for error.
• 15:28
  SPEAKER_01: Yeah.
• 15:29
  SPEAKER_01: Which is which is why you can't.
• 15:30
  SPEAKER_01: When you when you look at these uh dental practices that are that have grown and even what we're creating here, like at a certain point, I can't clinically keep doing the dentistry at the level that I'm doing it, right?
• 15:43
  SPEAKER_01: So it doesn't mean that when I do step in the chair, that my standards go down.
• 15:48
  SPEAKER_01: It just means that I'm let in the chair less because I'm doing other things that are more valuable for the company.
• 15:55
  SPEAKER_01: Um if you a good way to get burnout is to think that you can do it all.
• 16:02
  SPEAKER_01: Ask me how I know.
• 16:04
  SPEAKER_01: Right?
• 16:04
  SPEAKER_01: And you can either learn the hard way or you can just listen to me and a slew of other people that I've learned from that have said don't do it.
• 16:13
  SPEAKER_01: It's just it's just not worth it.
• 16:15
  SPEAKER_01: And I think that you've got to decide when you get to that season, you don't have to decide today.
• 16:23
  SPEAKER_01: And I think that's where dent dentists in general do a poor job.
• 16:26
  SPEAKER_01: There's signal and there's noise, and we we are really good at listening to the noise and really bad at listening to the signals.
• 16:34
  SPEAKER_01: And I think the name of the game is how much noise can you kick out of your life and focus on the signals, like you were talking about, focus on what matters.
• 16:42
  SPEAKER_01: And I think as you get to the season where you go from a single a single uh provider location to now you've got an associate, your your mind shift has to change.
• 16:53
  SPEAKER_01: And I've talked about uh about this a little bit on the podcast, but you have to go from okay, how do we how do I grow my schedule to how do I grow the practice?
• 17:03
  SPEAKER_01: And and then eventually it's okay, now we have multiple sessions, and then eventually it's like, well, am I even needed here clinically?
• 17:10
  SPEAKER_01: Or would I be better off being the visionary, having integrators around me, and then having doctors who are highly skilled to do the clinical side of it so I can focus on the professional side of dentistry?
• 17:21
  SPEAKER_00: Good question for you.
• 17:22
  SPEAKER_00: Um, and I'm gonna tie in our sponsor on this because I think it plays right into what we're talking about.
• 17:28
  SPEAKER_00: So there's a lot of limiting factors, self-beliefs inside of dental.
• 17:33
  SPEAKER_00: I and they're it's it's almost like it's baked in.
• 17:35
  SPEAKER_00: It's almost like it's taught from college and then taught when you open the business and taught on Facebook and taught everywhere.
• 17:41
  SPEAKER_00: And you hear these, I hear dentists say things, and I'm like, that's not true, that's not accurate.
• 17:47
  SPEAKER_00: That's actually gonna hurt you and set you back, but okay, whatever.
• 17:50
  SPEAKER_00: Um, and like, and I'll use Cherry.
• 17:53
  SPEAKER_00: We is Cherry's one of our sponsors, but one of the things that I've seen is that if you use Cherry or or any patient financing, you present it to every single patient, you'll do way more dentistry and you'll make way more money and you'll close way more treatment, like everything will go up, everybody will be happy.
• 18:11
  SPEAKER_00: But what the common thread in dentistry is is no, no, no, we can't present this to everybody because we're gonna lose money.
• 18:17
  SPEAKER_00: But it's really the exact opposite.
• 18:19
  SPEAKER_00: How much does that play into like the dental world from your point of view, like what you learned and how much false information is out there that are just preconceived notions?
• 18:29
  SPEAKER_01: Yeah, again, it's it's a lot of noise.
• 18:32
  SPEAKER_01: And when you look at the practices that are growing at a rate that is is bonkers, they're they're utilizing patient financing and they're usually discounts and they're utilizing they're spending money on marketing and they're doing all the things that everyone tells you, no, don't do that, you're gonna waste your time, you're gonna waste your money, you're gonna whatever.
• 18:52
  SPEAKER_01: And again, like I I think if you go and you look for dental practices and you go to like if you use basic principles to go buy a dental practice, there are very few dental practices that are worth buying.
• 19:08
  SPEAKER_01: Because again, you have to pay the dentist and you have to pay the business owner.
• 19:13
  SPEAKER_01: And if you don't get to pay both, then you don't have a business.
• 19:16
  SPEAKER_01: You have a great place to work, and I love that for you.
• 19:19
  SPEAKER_01: So let's not call it a business, right?
• 19:22
  SPEAKER_01: And I think that when you are taking advice from people that believe they have a business, but they don't, that's wrong.
• 19:30
  SPEAKER_01: Like you shouldn't do that, right?
• 19:32
  SPEAKER_00: I think that's where the podcast.
• 19:34
  SPEAKER_00: I think that's a podcast.
• 19:36
  SPEAKER_00: This is where what you just said yeah, this is where you get it's like you are are you a business owner, or did you just make yourself a job?
• 19:43
  SPEAKER_01: Yeah, yeah, and it and it happens all the time, and I get it.
• 19:45
  SPEAKER_01: No one teaches us to think this way.
• 19:48
  SPEAKER_01: Like for you, you know that your your skill is part of the business.
• 19:54
  SPEAKER_01: Whereas in dentistry, uh we cook the hamburger and we own the business, right?
• 19:59
  SPEAKER_01: They're two, they are they are two separate things.
• 20:02
  SPEAKER_01: Whereas for you, it's it's one integrated uh thing.
• 20:06
  SPEAKER_01: And people just don't understand that.
• 20:07
  SPEAKER_01: And so that that's quite honestly why when you look at practice acquisitions, you've got well, you buy it at a percentage of you know previous collections, or you buy it on EBITDA, and people are like, What's EBITDA?
• 20:19
  SPEAKER_01: And we've had to create all these fancy ways of buying something that's very simple.
• 20:24
  SPEAKER_00: Yeah, it's very simple.
• 20:25
  SPEAKER_01: Like, does this make money or does it not make money?
• 20:27
  SPEAKER_01: Yeah, which one is it?
• 20:29
  SPEAKER_01: Right?
• 20:30
  SPEAKER_01: And that that's what makes it difficult in dentistry, is we have complicated the very simple.
• 20:36
  SPEAKER_01: And uh when we can get back to the simple, it will be better for everybody.
• 20:41
  SPEAKER_00: Yeah.
• 20:42
  SPEAKER_00: This is our so just so everybody knows, this is our woo-woo conversations where we talk about these theories, these ideas.
• 20:49
  SPEAKER_00: I think they're super important, and I think they're helpful.
• 20:51
  SPEAKER_00: So if this is helpful to you, comment down below.
• 20:53
  SPEAKER_00: We'll do more of these.
• 20:54
  SPEAKER_00: I always go back to okay, what's the takeaway?
• 20:57
  SPEAKER_00: What's the PDF?
• 20:58
  SPEAKER_00: What's the fill out the blank and it's gonna solve your problem?
• 21:01
  SPEAKER_00: And I you it just doesn't exist for this concept.
• 21:04
  SPEAKER_00: It's really a mind, a mindset that you're trying to create, uh, more than anything.
• 21:09
  SPEAKER_01: Let's just focus on focus.
• 21:11
  SPEAKER_01: I to me, signal and noise, signal and noise, signal and noise.
• 21:15
  SPEAKER_01: And I always tell people when I'm coaching with them is find the one or two things that that happened this week that really annoyed you and focus on that, and then go solve that problem because that's the most important thing.
• 21:26
  SPEAKER_01: Because it was it annoyed you enough to physically change your your the the chemistry in your body changed because of that thing.
• 21:34
  SPEAKER_01: Let's go fix that.
• 21:35
  SPEAKER_00: Yeah, and if everything in your business is doing that to you, then you created that business.
• 21:41
  SPEAKER_00: And so what I always remind myself is Gary, you created this.
• 21:45
  SPEAKER_00: This isn't there for go, don't go yell at them.
• 21:47
  SPEAKER_00: Go go fix the problem, go ask the right questions, and you'll be shocked uh what you'll find inside of your business if you just go ask your team questions.
• 21:57
  SPEAKER_00: I I had a consultant one time that told me, because I was kind of scared to do it.
• 22:01
  SPEAKER_00: I was like, I don't know if I want to go over there and talk to this department because I don't and they're like, Gary, it's like when you have a dirty house and you know the closet's dirty, the closet's dirty whether you open the door and look at it or not.
• 22:13
  SPEAKER_00: It's just a matter of opening the door.
• 22:16
  SPEAKER_00: And once I realized that, it's and it's just like cool, rip the band-aid off, go talk to people, ask them questions.
• 22:21
  SPEAKER_00: Hey, what's going on here?
• 22:22
  SPEAKER_00: What what do you like?
• 22:23
  SPEAKER_00: What don't you like?
• 22:24
  SPEAKER_00: But it's that's hard to do when you're doing dentistry all day.
• 22:27
  SPEAKER_00: That's it's just you have to take the time to do it and you have to find the time, even if you're not feeling good.
• 22:32
  SPEAKER_00: And that allows you to then begin to fix or solve problems or work with your team to solve problems.
• 22:38
  SPEAKER_00: So this is a really good episode.
• 22:39
  SPEAKER_00: Thank you for being honest and transparent, Dr.
• 22:41
  SPEAKER_00: Blake.
• 22:41
  SPEAKER_00: And I I really like that idea of did you buy yourself a job or did you buy a business that you're gonna make better?
• 22:48
  SPEAKER_00: So yeah.
• 22:49
  SPEAKER_01: And if I if I said anything that was offensive or that you disagree with, I'd love to just have a conversation.
• 22:56
  SPEAKER_01: I don't believe I have all the answers.
• 22:57
  SPEAKER_01: I don't think that everything I say is is right.
• 23:00
  SPEAKER_01: Um, and so these are just what I these are these are strong convictions that are loosely held.
• 23:06
  SPEAKER_01: And if if you disagree, I'd love to have you on and just talk about it.
• 23:10
  SPEAKER_01: This that's what this is.
• 23:12
  SPEAKER_01: We just are things, yeah.
• 23:13
  SPEAKER_00: These are things that have served us well.
• 23:15
  SPEAKER_00: The things I same with me.
• 23:16
  SPEAKER_00: It's like these have worked for me.
• 23:18
  SPEAKER_00: That doesn't mean that there isn't other things that are opposite of that that can't work for other people.
• 23:22
  SPEAKER_00: So so awesome stuff, man.
• 23:24
  SPEAKER_00: Great job.
• 23:25
  SPEAKER_00: Thank you.
• 23:25
  SPEAKER_00: Peace.