Latest / My Dental Playbook / 052 $200K to $750K: The Month We Reverse Engineered

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052 $200K to $750K: The Month We Reverse Engineered · My Dental Playbook

• 0:00
  SPEAKER_00: We switch from saying how much can we do to help optimize K, right?
• 0:04
  SPEAKER_00: And so when Dr.
• 0:05
  SPEAKER_00: Hamlin's seeing a patient, it's because he's the only person that has that skill within the practice.
• 0:10
  SPEAKER_00: And then the next tier from there would be okay, Dr.
• 0:13
  SPEAKER_00: Farrell is the one who outside of Dr.
• 0:16
  SPEAKER_00: Hamlin, Dr.
• 0:16
  SPEAKER_00: Farrell can do three implants at one time, right?
• 0:19
  SPEAKER_00: Whereas Dr.
• 0:20
  SPEAKER_00: Rustum, maybe she can do one implant.
• 0:21
  SPEAKER_00: Do you see what I'm saying?
• 0:22
  SPEAKER_00: Now we're maximizing time for treatment versus just treatment itself.
• 0:26
  SPEAKER_00: And I, to me, there's no real path to a million a month outside of that.
• 0:31
  SPEAKER_01: Welcome back to another episode of My Dental Playbook.
• 0:33
  SPEAKER_01: I'm your co-host, Gary Bird.
• 0:35
  SPEAKER_01: Along with my friend Dr.
• 0:36
  SPEAKER_01: Blake Hamblin, we're going to be diving deep into his office and how he's doubled his collections in just under 12 months.
• 0:42
  SPEAKER_01: We're also going to be talking about his journey to a$10 million practice and what he needs to do to get there.
• 0:47
  SPEAKER_01: You're going to see behind the curtain, and Dr.
• 0:49
  SPEAKER_01: Blake is amazing at sharing the hard details that you need to know so you can do the same too.
• 0:55
  SPEAKER_01: If you want to grow, this is the show for you.
• 0:58
  SPEAKER_01: Stay tuned.
• 0:58
  SPEAKER_01: All right, we are live for another episode.
• 1:01
  SPEAKER_01: I'm your co-host, Gary Bird, and I've been along the ride with Dr.
• 1:06
  SPEAKER_01: Blake at his office, helping with the marketing side, as he has almost hit$700,000 in collections in a single month.
• 1:14
  SPEAKER_01: Personally, I've never seen this with the GP office.
• 1:16
  SPEAKER_01: I've seen it with some full arch offices.
• 1:18
  SPEAKER_01: I've seen it with some Ivy Sedation offices, but I've never seen it with a GP office.
• 1:24
  SPEAKER_01: And the crazy thing is, is Dr.
• 1:26
  SPEAKER_01: Blake is like, Gary, how do we do this every single month?
• 1:29
  SPEAKER_01: And so he's been working on some frameworks to reverse engineer how to do 750,000, not even how to do 750.
• 1:36
  SPEAKER_01: He really wants to get to a million dollars every single month as a GP office with one location in a super competitive area, three doctors, six hygienists.
• 1:46
  SPEAKER_01: How do you do that?
• 1:47
  SPEAKER_01: And so today we're going to talk about that.
• 1:49
  SPEAKER_01: Now you might say, well, Gary, I'm never going to get to$750,000 a month.
• 1:53
  SPEAKER_01: I don't blame you.
• 1:54
  SPEAKER_01: That's fine.
• 1:55
  SPEAKER_01: You know what I mean?
• 1:56
  SPEAKER_01: It's not for everybody.
• 1:57
  SPEAKER_01: But maybe, maybe you had a time that you were at$200,000 and you're normally at$150 and you just want to get to$200.
• 2:05
  SPEAKER_01: We're going to give you the framework today to be able to reverse engineer your best months and make them repeatable.
• 2:11
  SPEAKER_01: So that's what we're going to break down for you today today.
• 2:14
  SPEAKER_01: Now, before we jump into this, check out our sponsor, Cherry.
• 2:18
  SPEAKER_01: If you're not using Cherry, this is like the backbone of how Dr.
• 2:22
  SPEAKER_01: Blake does$750,000 in a month, is that he uses Cherry with every single patient.
• 2:28
  SPEAKER_01: He uses the finance menu.
• 2:30
  SPEAKER_01: If you haven't seen the finance menu, you need to go check that out.
• 2:33
  SPEAKER_01: It's right down below.
• 2:34
  SPEAKER_01: You can use cherry.
• 2:36
  SPEAKER_01: We get discounts with them the whole nine yards.
• 2:37
  SPEAKER_01: And if you go, well, you're just pitching cherry, go use somebody.
• 2:41
  SPEAKER_01: Like use any patient financing then.
• 2:43
  SPEAKER_01: I like cherry, Dr.
• 2:43
  SPEAKER_01: Blake likes cherry, but use somebody with every single patient and present to them payment options, just like you are being pinched with inflation.
• 2:54
  SPEAKER_01: The patients are being pinched with inflation.
• 2:56
  SPEAKER_01: They don't have money.
• 2:57
  SPEAKER_01: They're struggling to afford things.
• 2:59
  SPEAKER_01: Give them a way to make monthly payments for their treatment, whether it's a crown or it's multiple crowns or fillings, whatever it is, just give them that option.
• 3:06
  SPEAKER_01: It will really help them out.
• 3:08
  SPEAKER_01: All right.
• 3:08
  SPEAKER_01: So let's jump into this, Dr.
• 3:10
  SPEAKER_01: Blake.
• 3:11
  SPEAKER_01: You hit$750,000.
• 3:13
  SPEAKER_01: First, tell me or almost hit it.
• 3:16
  SPEAKER_01: What did that feel like?
• 3:17
  SPEAKER_00: We got close.
• 3:18
  SPEAKER_01: Yeah, yeah, you got close.
• 3:19
  SPEAKER_01: What did that feel like?
• 3:20
  SPEAKER_01: Because I remember you've you've done a really good job of explaining like this is what it felt like when I was stuck at like 180,000, 200, and I couldn't break through that ceiling consistently, and and it just felt like I was stuck.
• 3:34
  SPEAKER_01: Tell me what it felt like to 3X that.
• 3:36
  SPEAKER_00: It just didn't feel real.
• 3:38
  SPEAKER_00: Uh I was like, I think I texted you, I was like, I think, I think there's a world in which this happens, and then you followed up with me at the end of the month.
• 3:45
  SPEAKER_00: I was like, we got darn close, and if we would have attached a couple of codes uh for some global fees to the to different days, we would have hit it.
• 3:55
  SPEAKER_00: Um and so yeah, it it's but what when I do stuff like that, I my first thought is is okay, it it it is possible.
• 4:04
  SPEAKER_00: It's like when you l learn that you can run the four-minute mile, it's like okay, this can be done, so now how do we just reproduce it?
• 4:10
  SPEAKER_00: And so now uh unfortunately the way my mind works is now we have a whole new goal that's probably not totally realistic.
• 4:18
  SPEAKER_01: Not yet.
• 4:18
  SPEAKER_01: Not yet.
• 4:19
  SPEAKER_01: We'll we'll get there, but now in your brain you're like, how do we get there?
• 4:21
  SPEAKER_01: So I know it can be done.
• 4:23
  SPEAKER_01: Yeah, and I love that because now we can start talking about how to reverse engineer that, and I think that will help other people as well.
• 4:30
  SPEAKER_00: For sure.
• 4:30
  SPEAKER_00: Yeah, and I had a lot of fun thinking about that, even if it's not attainable.
• 4:34
  SPEAKER_00: I'm like, Bill.
• 4:36
  SPEAKER_01: It's attainable.
• 4:37
  SPEAKER_01: There's enough, there's enough people looking for a dentist in your area every single month, just on new patients.
• 4:42
  SPEAKER_01: Uh, but you guys are doing a great job of retaining patients as well and building out your active uh patient uh number, which if you haven't watched that episode, go check that out.
• 4:51
  SPEAKER_01: You can go just type in my dental playbook, uh active patients, and you'll see an episode where Dr.
• 4:57
  SPEAKER_01: Blake explains why active patients are so important, because a lot of dentists don't think that way.
• 5:02
  SPEAKER_01: But let's let's look at this.
• 5:04
  SPEAKER_01: So, like, first thing that you need to do, if you're gonna hit$750,000 every month, which normally you're not doing that, you're doing about$500.
• 5:11
  SPEAKER_01: How how what's the first thing that you need to do consistently to be able to do that?
• 5:16
  SPEAKER_00: Well, I think just we've talked about knowing your numbers, but if in a healthy practice like ours with multiple for providers, workfully hygienists, we like to see uh anywhere from twenty two to twenty-five percent of our overall production to be hygiene.
• 5:35
  SPEAKER_00: Um if that's the case, then we know doctors are pulling their weight.
• 5:39
  SPEAKER_00: Um in a smaller practice, and when I say small, I'm really referring more to like a one to one point five million dollar practice or lower, um, you actually want your hygiene number to be closer to 30% of overall production.
• 5:52
  SPEAKER_00: Um and that can g give you signals.
• 5:55
  SPEAKER_00: It doesn't mean you're right or wrong, it just tells you some things that you might be able to look at.
• 6:00
  SPEAKER_00: And so from there, I know okay, if we want uh roughly hygiene to be at around 25%, then I know our doctor production needs to be around 75%.
• 6:10
  SPEAKER_00: So what is that number?
• 6:12
  SPEAKER_00: Uh and then same with hygiene, and then I get can get even more granular and I can say, okay, if that's per month for each doctor, how many days are we working?
• 6:21
  SPEAKER_00: So how much does do we need to do for doctors per day for hygiene?
• 6:25
  SPEAKER_00: And then and then that's where really where the leadership comes in is you can start to have conversations with your associates and your hygienists.
• 6:32
  SPEAKER_00: Um, my goal was fifteen hundred dollars a day for a hygienist, but we hit twelve hundred, what would it take to add 300 bucks?
• 6:39
  SPEAKER_00: A laser?
• 6:40
  SPEAKER_00: Take the x-rays that you forgot to take on Miss Julie, you know, like there's like little things, and once they start to understand that, then you don't have to make them in it.
• 6:48
  SPEAKER_01: So, yeah, they're go they're going to go chase those numbers.
• 6:50
  SPEAKER_01: Okay, so that's right.
• 6:52
  SPEAKER_01: So working from a baseline number that you know you need to hit that's realistic, right?
• 6:56
  SPEAKER_01: There's there's really realistic numbers in your office that you can easily stretch by five percent, 10%.
• 7:03
  SPEAKER_01: And that all of a sudden gets you really close to your goal.
• 7:06
  SPEAKER_01: So that would be the first place that you start.
• 7:09
  SPEAKER_01: And what what would be um have you kind of reverse engineered that for 750?
• 7:14
  SPEAKER_01: Like, do you know what that number needs to be?
• 7:16
  SPEAKER_00: Not yet.
• 7:16
  SPEAKER_00: I've been too busy since the end of the month handling other things.
• 7:20
  SPEAKER_01: Yep.
• 7:21
  SPEAKER_01: Okay, good, good.
• 7:22
  SPEAKER_01: Okay, yeah.
• 7:22
  SPEAKER_00: And but I do I do know, I do the beautiful thing is like as as we're growing, I'm starting to think more and more about um our doctors and how they stay within our organization.
• 7:34
  SPEAKER_00: Um, and what that looks like for my clinical schedule, what that that means for their clinical schedule, and and realistically, um having a provider that can replace the general dentistry that I'm doing um in a meaningful way, to where they're probably gonna take home more money than they ever dreamed they could take home as a provider um to where maybe I really can work six days a week, but when I come in, I'm doing fifty, sixty thousand dollar cases every time I'm there.
• 8:08
  SPEAKER_00: And that's that's really like when you ask how you get to a million, that's what it's gonna take.
• 8:13
  SPEAKER_00: It's gonna be a general provider that can be the super GP that I am now.
• 8:18
  SPEAKER_00: I can become the specialist if I want to be.
• 8:21
  SPEAKER_00: And then we probably have two of those super GPs and then another one or two of just what I would call a regular associate that just loves it.
• 8:30
  SPEAKER_00: A bread and butter dentist.
• 8:31
  SPEAKER_01: Yeah, yeah, yeah.
• 8:33
  SPEAKER_01: Perfect.
• 8:33
  SPEAKER_01: So so yeah, you're just back, so one number to back into a million is like, okay, four dentists each doing this much in in production, right?
• 8:43
  SPEAKER_01: Yeah, yeah.
• 8:43
  SPEAKER_01: Okay.
• 8:44
  SPEAKER_01: Um, that's pretty simple.
• 8:45
  SPEAKER_01: That's straightforward.
• 8:46
  SPEAKER_01: So find find, and it doesn't have to be that.
• 8:48
  SPEAKER_01: It could be your hygiene department, it could be your new patient numbers, it could be a lot of different things, and you can change it over time.
• 8:57
  SPEAKER_01: Because I think something that a lot of people miss about a dental office, it's almost like a living organism.
• 9:03
  SPEAKER_01: Because, especially if you're a solo dentist, because when you first opened your practice, you weren't as good at treatment, you weren't as good as identifying treatment and finding treatment, you weren't as good at the finished product that you were providing.
• 9:16
  SPEAKER_01: So there's going to be more work there that you find later as you get more skills, you go, oh, there's opportunities all around me.
• 9:24
  SPEAKER_01: I didn't even see these before.
• 9:25
  SPEAKER_01: And then over time, you start to make all your patients very, very healthy.
• 9:29
  SPEAKER_01: And then there's no problems to fix because you're like, I've literally fixed everything.
• 9:33
  SPEAKER_01: There's nothing to do.
• 9:35
  SPEAKER_01: And so now you need new bodies.
• 9:36
  SPEAKER_01: So it's like this this practice changes and morphs around the dentist and how they do treatment and their skill sets, and as they get better and their team gets better.
• 9:45
  SPEAKER_01: So you gotta you gotta really pay attention because what one day will be a KP KPI that you have to hit, the next day it's like, well, that KPI isn't doing it anymore.
• 9:54
  SPEAKER_01: I need to shift it now.
• 9:55
  SPEAKER_01: So what what else?
• 9:57
  SPEAKER_01: So outside of that, building that framework, what's the other things that you're thinking about that I have to keep doing more of this to hit$750,000 every single month?
• 10:07
  SPEAKER_00: Well, I think a lot of what you said, uh I'm I'm in this unique season of uh personally as a as a provider of still loving what I'm doing clinically, but also realizing that for us to get to the next level, I can't continue to produce at the level I'm producing.
• 10:24
  SPEAKER_00: Uh and so for me, one of one of those things is like if we if we really do want to get to 750 and my back not break, like it's making sure that my associates can do so that I can fold time as quickly as possible.
• 10:41
  SPEAKER_00: So Dr.
• 10:41
  SPEAKER_00: Pearl's been with us for about two years now, and it's been exactly that.
• 10:45
  SPEAKER_00: Like when he first came in, some of the frustration from him or myself was that you know patients wouldn't say yes or k th there would be things missed, and and that's just normal.
• 10:55
  SPEAKER_00: Um and I didn't really know that because he was one of my first associates outside of uh rehiring the owner that I bought.
• 11:02
  SPEAKER_00: Um and so but as he learned and as as we've learned is the better he's gotten in communication from us just having conversation in the back office type of deal, uh, or specific training, the better he's gotten at understanding that there is dentistry there and he's seeing that second, third, fourth tier of dentistry that he otherwise wouldn't have seen.
• 11:24
  SPEAKER_00: Um now it's like, okay, how do we get Dr.
• 11:27
  SPEAKER_00: Rustan to do the same thing?
• 11:28
  SPEAKER_00: Right.
• 11:29
  SPEAKER_00: Dr.
• 11:29
  SPEAKER_00: Ruston's uh uh brand nature office she just started about a month and a half, two months ago, and she's still very much learning what dentistry looks like and what it looks like in our office.
• 11:40
  SPEAKER_00: And so the biggest use of my time is actually just spend as much time as I can get her to be able to get her from doing you know forty to fifty thousand dollars a month in production to a hundred thousand dollars a month in production because that will make the biggest difference month over month is if she continues to grow and grow and develop and save a doctor we need to see.
• 12:03
  SPEAKER_01: You know, the number one complaint for associate dentists is they don't get mentorship.
• 12:07
  SPEAKER_01: And a lot of a lot of DSOs, a lot of big practices or big group practices, they say, Oh, we'll mentor you.
• 12:14
  SPEAKER_01: And then they come in and it's like, all right, here's your KPIs.
• 12:17
  SPEAKER_01: It's like, okay, and yeah, you need to do more of this, you need to do more fillings, you need to do more crowns.
• 12:22
  SPEAKER_01: And it's like, okay, but I I need to know how to.
• 12:24
  SPEAKER_01: And so they join study clubs, they look for this mentorship.
• 12:28
  SPEAKER_01: And so I already know she loves that you're like, Oh, you're doing this much dentistry.
• 12:32
  SPEAKER_01: Let's get you to this much and let me show you how.
• 12:34
  SPEAKER_01: It's not like hard, it's all there.
• 12:37
  SPEAKER_01: You just have to see the the opportunity through a different lens.
• 12:42
  SPEAKER_01: And so I bet you she loves that.
• 12:44
  SPEAKER_01: I'm sure she does, and that's a great opportunity for her.
• 12:46
  SPEAKER_00: What I would tell you with her specifically is when she's not with the patient, she's shadowing myself for Dr.
• 12:53
  SPEAKER_00: Carol.
• 12:54
  SPEAKER_00: We talked about on the the last podcast or one of the last podcasts was like having a culture of that, and she's asking those questions.
• 13:01
  SPEAKER_00: I mean, I was working around a case yesterday and she was over my shoulder, and I just showed her like on a tooth that we weren't even working on.
• 13:07
  SPEAKER_00: Um, like, hey, if we were working on this tooth, this I was trying to teach her a concept, and and I think the light bulb kind of went off for her.
• 13:15
  SPEAKER_00: But my point being is like if you want to mentorship, honestly, a lot of us are willing to give it, but you've got to go seek it out.
• 13:23
  SPEAKER_00: And if you're in an office with another doctor that you look up to and they're producing, go ask them if you can shadow them and run from them and peek over their shoulder.
• 13:32
  SPEAKER_00: They're willing to teach, but you out also have to go be willing to learn.
• 13:36
  SPEAKER_01: Yeah, to go seek it out.
• 13:37
  SPEAKER_01: Yep.
• 13:37
  SPEAKER_01: You gotta ask.
• 13:38
  SPEAKER_01: You gotta be not scared to ask.
• 13:40
  SPEAKER_01: A lot of people are scared in all mentorships.
• 13:42
  SPEAKER_01: A lot of people are scared to ask because they think they're gonna look, you know, quotation marks, stupid.
• 13:47
  SPEAKER_01: And it's like, you don't look stupid, you look smart asking questions and saying, How do I how do I learn this?
• 13:52
  SPEAKER_01: Help me with this.
• 13:53
  SPEAKER_01: So uh you gotta get over that fear for sure.
• 13:55
  SPEAKER_01: Okay, so now have you worked, and and if you don't want to share these numbers, I totally get it, but it have like you're producing this much, and you gotta get you have to reduce to this much to free up your time.
• 14:06
  SPEAKER_01: Have you kind of looked at the numbers that way?
• 14:07
  SPEAKER_00: Yeah, it it's more of like a phase thing, and realistically for us, it it's gonna be a phase out.
• 14:13
  SPEAKER_00: Like I um I it's just like any deal I make, if we do a merger, if we did a second location, like I can make most deals work for me uh once I know what you need, right?
• 14:26
  SPEAKER_00: And so when I know like what the goals that Dr.
• 14:30
  SPEAKER_00: Farrell has for himself clinically, uh or long term what his plans are, uh it'll help me be able to structure what that would look like.
• 14:41
  SPEAKER_00: And the beautiful thing is is if nothing changed, I would be I would be happy, you know what I mean?
• 14:47
  SPEAKER_00: And so create having extreme clarity on what the long-term vision is, but really realizing how long it might take to get there is something I've really learned a lot about over the past two years.
• 14:59
  SPEAKER_00: Um for a long time I wanted everything to happen tomorrow.
• 15:03
  SPEAKER_00: And you just realize that that doesn't happen.
• 15:06
  SPEAKER_00: And so um I I know yeah, I I know that like eventually not I I think eventually I would love to be non-clinical.
• 15:16
  SPEAKER_00: And it's not because I don't like doing dentistry, but it's because I love developing people more, you know?
• 15:22
  SPEAKER_00: And so if I uh find the right people that can produce, uh reproduce what I'm already doing Shearside, and I can just help them and coach them and teach them and mentor them, I would actually have a more fulfilling job even than I have now.
• 15:36
  SPEAKER_00: And that's what I'm really looking for more than anything.
• 15:40
  SPEAKER_00: So yes, but I'm not so rigid that I'm like, you know, I've I've gotta do this and not a dentistry, and you've gotta do this and not a dentistry.
• 15:49
  SPEAKER_00: Like if Dr.
• 15:49
  SPEAKER_00: Ferrell ends up doing way more, I'm like, sweet, that's awesome.
• 15:52
  SPEAKER_00: Good job, man.
• 15:53
  SPEAKER_00: Keep up good work, because that supports the overall vision.
• 15:56
  SPEAKER_01: Got it.
• 15:56
  SPEAKER_01: That's awesome.
• 15:57
  SPEAKER_01: Okay.
• 15:58
  SPEAKER_01: So so it's it's more figuring out getting the right players.
• 16:01
  SPEAKER_00: That's right.
• 16:02
  SPEAKER_01: And saying, okay, you want to get to this number, you want to get to this number, you get okay, now I can phase out this much dentistry and keep my practice at this size.
• 16:08
  SPEAKER_01: Again, it's just like back to the first point.
• 16:11
  SPEAKER_01: Figure out what uh what you need to reproduce, and then figure out a system to do that from a number standpoint.
• 16:18
  SPEAKER_01: There's a really good book if people want to read it, Who Not How.
• 16:21
  SPEAKER_01: And it's just you solve problems through people, not through other ways.
• 16:25
  SPEAKER_01: Now that's shifting a little bit because of AI.
• 16:27
  SPEAKER_01: So a lot of what we solve now is like what's the workflow and what can we have software and AI and different things like that do for us or vendors or different things.
• 16:37
  SPEAKER_01: And once you figure that out, then you slot in the who's.
• 16:41
  SPEAKER_01: But for dentistry, it's always going to be a who.
• 16:43
  SPEAKER_01: It's always gonna be who is the person that's gonna help me solve this problem.
• 16:47
  SPEAKER_01: So I really love that.
• 16:48
  SPEAKER_01: Now, quickly before we move on to the next point, check out our mastermind below.
• 16:52
  SPEAKER_01: If you say, hey, we've been watching for a while, a lot of people DM me and you two, Dr.
• 16:56
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• 16:59
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• 17:07
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• 17:08
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• 17:11
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• 17:12
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• 17:13
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• 17:15
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• 17:20
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• 17:32
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• 17:35
  SPEAKER_01: All right, so that's that's amazing.
• 17:38
  SPEAKER_01: Is there anything else that you would duplicate or do more of to make sure that you get to 750?
• 17:43
  SPEAKER_00: Yeah, I I think one of the other things that's helped us get to this point is our capacity.
• 17:50
  SPEAKER_00: Obviously, like you can't get to that number in a four-out practice, right?
• 17:54
  SPEAKER_00: And so we're we're which is wild to think like we just moved into this place a year and a couple months ago, but like um our availability and ability to say yes to patients has been somewhat untapped.
• 18:11
  SPEAKER_00: And as we grow, and that's part of like my job is is like to think about what the practice looks like six months to a year from now.
• 18:20
  SPEAKER_00: I can see a world in a year from now where we're bumping up into uh capacity issues.
• 18:26
  SPEAKER_00: And so um figuring out from there how to that that's where like I said, this is a journey and understanding where things off of my menu may need to be told, and not because Dr.
• 18:39
  SPEAKER_00: Hamlin doesn't do pillux, but if Dr.
• 18:41
  SPEAKER_00: Hamlin's gonna be a mature and then Dr.
• 18:43
  SPEAKER_00: Hamlin needs to do things that only he can do.
• 18:46
  SPEAKER_00: Does that make sense?
• 18:47
  SPEAKER_00: And so if it it now now it becomes we we switch from saying how much can we do to how optimized can it be, right?
• 18:57
  SPEAKER_00: And so when when Dr.
• 18:59
  SPEAKER_00: Hamlin's seeing a patient, it's because maybe he he's the only person that has that skill within the practice.
• 19:05
  SPEAKER_00: And then the next tier from there would be okay, Dr.
• 19:09
  SPEAKER_00: Farrell is the one who, outside of Dr.
• 19:13
  SPEAKER_00: Hamlin, Dr.
• 19:14
  SPEAKER_00: Farrell can do three implants at one time, right?
• 19:18
  SPEAKER_00: Whereas Dr.
• 19:18
  SPEAKER_00: Rustum, maybe she can do one implant.
• 19:21
  SPEAKER_00: Or do you see what I'm saying?
• 19:22
  SPEAKER_00: So where now we're maximizing time for treatment versus just treatment itself.
• 19:28
  SPEAKER_00: And I to me there's no there's no real path to a million amounts outside of that.
• 19:35
  SPEAKER_00: Like yeah, I I just don't think it in with the space that we have, volume's not gonna get us through.
• 19:40
  SPEAKER_00: It's gonna be optimization of time.
• 19:42
  SPEAKER_01: Yeah, yeah, because even if you doubled your new patients, it wouldn't fix it.
• 19:46
  SPEAKER_01: In fact, you would just start bleeding in the opposite direction.
• 19:49
  SPEAKER_01: So how do you maximize your time?
• 19:51
  SPEAKER_01: So what so how do you how do you how are you planning on moving the associates in that direction?
• 19:57
  SPEAKER_01: Um or the whole team.
• 19:59
  SPEAKER_00: It's more so me.
• 20:00
  SPEAKER_00: So it's more so like eventually I don't do class fives or class ones or class two.
• 20:06
  SPEAKER_00: Like, and those just so you know, those are different surfaces of fillings.
• 20:11
  SPEAKER_00: Uh you're welcome.
• 20:12
  SPEAKER_00: But like I don't or maybe I just don't feel it do fillings in general.
• 20:16
  SPEAKER_01: Um and so you're gonna move away from the bread and butter dentistry, give that all to someone else, that's gonna open up your mental capacity, and then you're gonna go work on other uh helping the other dentist be able to do more complex things or systems that help you produce more in the office.
• 20:34
  SPEAKER_00: So if I can go produce uh you know$25,000 in a four-hour block and then still have four hours left in the day to where I can work on the business or whatever, instead of me thinking that I'm some superhero because I can prep three pounds, it's like, well, so can every other doctor.
• 20:52
  SPEAKER_01: Yeah.
• 20:52
  SPEAKER_00: Or you know what I mean?
• 20:54
  SPEAKER_00: Yeah, so every dentist, yeah.
• 20:55
  SPEAKER_00: Right.
• 20:56
  SPEAKER_00: And so that's where I think like eventually it's like eventually there's a world in which Dr.
• 21:00
  SPEAKER_00: Hamlin doesn't prep Krauser.
• 21:02
  SPEAKER_00: I love that third person.
• 21:04
  SPEAKER_00: Doesn't do less than two, yeah.
• 21:06
  SPEAKER_00: Doesn't do less like if there's two crowns or less, it doesn't go in Dr.
• 21:10
  SPEAKER_00: Hamlin's schedule.
• 21:11
  SPEAKER_00: You know what I mean?
• 21:12
  SPEAKER_01: So so what this what this there's a principle in business actually, and and it applies to dentistry as well, is that the owner should only be doing the things that the owner can only do.
• 21:21
  SPEAKER_01: So why do why do I do podcasting in my company and nobody else does podcasting in the company?
• 21:26
  SPEAKER_01: I'm the only one that can do it.
• 21:27
  SPEAKER_01: You know what I mean?
• 21:27
  SPEAKER_01: And I it wasn't like I was like, oh, I want to be a podcaster.
• 21:30
  SPEAKER_01: I was like, it was like, hey, we need to do a podcast and get all this information out there.
• 21:35
  SPEAKER_01: Raise your hand if you if you're willing and able to do that.
• 21:38
  SPEAKER_01: And I was like, well, I guess I could figure it out.
• 21:41
  SPEAKER_01: And nobody, everybody else was like, Yeah, we're not, we're not, I'm not going on camera.
• 21:45
  SPEAKER_01: So it was like, so it's like I'm the only so I spend a lot of my time on podcasts because I'm the only one that can do it.
• 21:52
  SPEAKER_01: Now, can there's there's a bunch of people who help behind the scenes.
• 21:56
  SPEAKER_01: There's tons of video editors, tons of them.
• 21:59
  SPEAKER_01: So I don't have To video edit it, right?
• 22:01
  SPEAKER_01: I don't have to edit it.
• 22:02
  SPEAKER_01: I don't have to think through all you know all these different strategies and different things like that.
• 22:06
  SPEAKER_01: Lots of people can do that.
• 22:07
  SPEAKER_01: And we can so same thing with dental.
• 22:10
  SPEAKER_01: If you're doing things that other people can do, that's really bad, actually.
• 22:15
  SPEAKER_01: And the way to think through that is from an hourly pay standpoint.
• 22:19
  SPEAKER_01: So what is the value hourly that you could pay somebody else to do the job that you're doing?
• 22:25
  SPEAKER_01: So if you can um answer the phones, every dentist can answer the phones, right?
• 22:30
  SPEAKER_01: And and you say, well, we could hire somebody for$20 an hour, it's like, okay, so you're making, instead of making$400 an hour, you are now doing a job at$20 an hour.
• 22:43
  SPEAKER_01: Right?
• 22:43
  SPEAKER_01: Now, what I what I want to pick your brain on, Dr.
• 22:46
  SPEAKER_01: Blake, is like when you were at$200,000 and you were the only dentist, how did you scale up that next step?
• 22:57
  SPEAKER_01: I think I know the answer to this because you you didn't stop working on the business and you didn't stop doing dentistry, and there was this like ceiling that you hit.
• 23:06
  SPEAKER_01: How did you like what did you do from a time perspective at that time?
• 23:10
  SPEAKER_00: It's a great question.
• 23:11
  SPEAKER_00: Uh and where I what I what I was gonna say is like each of these are inflection points that are that are really scary, honestly.
• 23:18
  SPEAKER_00: And it's really easy to have this conversation and say, if if if the if the value of one hour of your time is let's call it five hundred dollars, then it anything under five hundred dollars you shouldn't do.
• 23:31
  SPEAKER_00: And that includes changing your what like like this happened to me this weekend.
• 23:35
  SPEAKER_00: Like we have a we have a generator at home because our we live in Houston, if like it breathes outside, our electricity goes out.
• 23:43
  SPEAKER_00: And so we have a generator.
• 23:45
  SPEAKER_00: And when we had twins uh as babies, my wife was like, this you have to get a generator because I we can't live in a house that doesn't have power.
• 23:53
  SPEAKER_00: And so, anyways, it was time to change the oil, and I sat there and I was like, Well, I can dough and I can buy the oil and I can do the thing and I can come and fix it, and that'd probably be like for me, probably two hours later, I'd be done with it.
• 24:05
  SPEAKER_00: I was like, or I can pay somebody 250 bucks and they can do it.
• 24:08
  SPEAKER_00: And I was like, that's probably what I'm gonna do.
• 24:11
  SPEAKER_00: But I remember I remember when that was like non-negotiable.
• 24:15
  SPEAKER_00: It was like I'm crawling underneath the car, I'm changing the oil, it's gonna cost me$40, but it cost me way more.
• 24:20
  SPEAKER_00: It cost me time that I'll I'll never get back.
• 24:23
  SPEAKER_00: Um, so there's there's a uh when when you have some financial stability, there's some uh benefit to that, right?
• 24:32
  SPEAKER_00: But what I would say is like even me talking about the next phase, it's really scary for me to think about what does that look like when clinically most of my incomes f comes from clinically producing dentistry.
• 24:47
  SPEAKER_00: And when you start to say words like go non-clinical, like it sounds really cool, but when you start to think about, well then how do I get paid?
• 24:57
  SPEAKER_00: That's really scary, right?
• 24:59
  SPEAKER_00: And so um you've gotta know that sometimes you've gotta take a step backwards to take a step forwards and and actually.
• 25:08
  SPEAKER_01: Actually, I think it's a requirement in dental when you move from chair to non just like growing the business.
• 25:13
  SPEAKER_01: I think that I don't I think everybody takes take takes a step backwards.
• 25:17
  SPEAKER_00: Yeah, Dr.
• 25:18
  SPEAKER_00: Kalsas uh or Mark Kostas, he he talked about um this and I it was a podcast he just released, but it was from our April Mastermind, and he talked about seasons, and it it was I re-listened to it and I almost text them, I should have.
• 25:32
  SPEAKER_00: But it it was such a good reminder because I'm in this new season that you know in April I wasn't really in, but I was I was entering into and really starting to think about new things that I've never thought about.
• 25:44
  SPEAKER_00: Um, like how do we build a partnership track within our group so that um dentists want to stay and be a part of what we're growing versus leave and go do their own thing, right?
• 25:56
  SPEAKER_00: Um and all these things are really scary and confusing, and I don't know what to do.
• 26:01
  SPEAKER_00: And he said he said something to the effect of like you need to be willing to, and if you're not willing to, I'll hold you accountable to be able to step backwards because you will step backwards to be able to take the massive step forward.
• 26:14
  SPEAKER_00: And it's it's hard, but you you have to do it.
• 26:17
  SPEAKER_01: Well, and I think too, just watching you and watching your progress, like before, what I noticed is you worked a lot, like you worked all the time because you were the only dentist, and you were like, I'm getting my CEO time in on Saturday, on Sunday, on Monday night, Monday, Tuesday morning, right?
• 26:33
  SPEAKER_01: Like you were putting in the time to fix things, and but but you were doing full-time dentistry as well.
• 26:39
  SPEAKER_01: And so there was a sacrifice of time before.
• 26:42
  SPEAKER_01: Now you're in the season where it's like, cool, we're producing all this money, that's great, but I have to take a step back, which means there's gonna be a financial step backwards.
• 26:52
  SPEAKER_01: But the goal is to have a financial step forward in the future.
• 26:55
  SPEAKER_01: That's all entrepreneurship, though.
• 26:57
  SPEAKER_01: All of it.
• 26:57
  SPEAKER_01: Like I've done that multiple times in my business where it's like, hey, we're gonna take a step back here, take some less money, put money into this, and that's gonna create future opportunities in two to three years.
• 27:08
  SPEAKER_01: And if you do it properly, it's really, really exciting.
• 27:11
  SPEAKER_01: So that's what you have to do with um if you want to reproduce your biggest months.
• 27:17
  SPEAKER_01: You have to go put more money into marketing, hire the person on your team, uh, open the new location, whatever it may be, because that's what's gonna actually help you expand into that.
• 27:29
  SPEAKER_01: And there's a risk involved with that.
• 27:30
  SPEAKER_01: If you're trying to be risk-free, don't go, don't go shoot for the stars.
• 27:35
  SPEAKER_00: Right.
• 27:35
  SPEAKER_00: And that's okay.
• 27:36
  SPEAKER_00: Like what we talked about earlier is knowing your why and knowing your goal.
• 27:41
  SPEAKER_00: Know what you want to create.
• 27:42
  SPEAKER_00: Don't go create my what I created.
• 27:45
  SPEAKER_00: Don't go create what Andrew Vallow created.
• 27:47
  SPEAKER_00: Don't go create what call my like go create what your your vision is because we we all there's different currencies in this world, and that's kind of what I was getting at.
• 27:56
  SPEAKER_00: It's like yeah, there's time, there's as I get older, I realize that like when you're younger, you you feel like, oh, that's just a saying.
• 28:04
  SPEAKER_00: You know what I mean?
• 28:05
  SPEAKER_00: But I really am learning that time is so valuable.
• 28:08
  SPEAKER_00: And I sometimes I'd be rather I would rather make way less money to have more time.
• 28:13
  SPEAKER_00: You know what I mean?
• 28:14
  SPEAKER_00: Um, and so yeah.
• 28:16
  SPEAKER_01: Yeah, it's buying.
• 28:17
  SPEAKER_01: There's another thing, uh and you mentioned it, like uh doing the um the generator thing.
• 28:23
  SPEAKER_01: You buy back time.
• 28:24
  SPEAKER_01: You have to have money to buy back time.
• 28:25
  SPEAKER_01: Money is freedom because money gives you if I gave you a billion or a trillion dollars, you'd have all the time in the world because you'd be like, I just paid for all my problems, and now I have time, but then you have to figure out another problem that that actually creates separate problems.
• 28:39
  SPEAKER_00: So um my my coach calls money tokenized time.
• 28:42
  SPEAKER_00: Yeah, which I love about that.
• 28:44
  SPEAKER_00: That's that's exactly what it is.
• 28:46
  SPEAKER_01: Tokenized time, yeah.
• 28:46
  SPEAKER_01: Yeah, if you don't want to mow your lawn, that's fine.
• 28:49
  SPEAKER_01: Somewhat you pay somebody else to do it, and they're happy to do it, and that time you now get back.
• 28:53
  SPEAKER_01: So I love it.
• 28:54
  SPEAKER_01: You uh I would recommend that you in Houston you should get solar and get the Tesla batteries, and then you can get rid of the generator and no gas, which is awesome.
• 29:04
  SPEAKER_00: I agree.
• 29:04
  SPEAKER_00: I think we uh we jumped again a little soon.
• 29:07
  SPEAKER_00: That was just before I think the batteries were really reliable.
• 29:11
  SPEAKER_00: Uh so maybe in the next house we won't have a generator and we'll let Elon power it.
• 29:17
  SPEAKER_01: Awesome.
• 29:17
  SPEAKER_01: All right, cool.
• 29:18
  SPEAKER_01: Have a good one.
• 29:19
  SPEAKER_01: That was a really this is a really good show.
• 29:20
  SPEAKER_01: Thanks for being so transparent.
• 29:22
  SPEAKER_00: You bet, absolutely.
• 29:22
  SPEAKER_01: RPC.