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Beyond Excuses: The Courage Every Practice Owner Needs · The Millionaire Dentist™

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  Hello everyone, Welcome to the Millionaire Dentist Podcast, brought to you by four
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  Quadness Advisory. On this podcast, we break down the world of dentistry,
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  finances and business practices to help you become the millionaire dentists you deserve to be.
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  Please be advised we do speak with an honest tongue and may not be
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  safe for work. Hello and welcome. This is Casey Hires back at the
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  Millionaire Dentist Podcast in studio with co host Jared Bridgeman. Casey, Happy,
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  happy day, Happy day to you. How are you doing both suited up?
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  That must mean is it a client day? Yes, we've got clients
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  in today and it's our first meeting. Yeah, that's pretty exciting new clients.
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  That the stress was the stress was too much? Yes, it was
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  time for a change. What's cool is you met these folks at one of
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  our personally hosted events, didn't you know? It's interesting they were at a
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  dental clinical ce course, met one of our clients and then also attended one
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  of our events. That's correct in the Chicago area. And ultimately normally people
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  have tears of joy, like after their first year. But the idea of
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  having people help get some stress off the shoulders. There was there was some
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  emotion. It's it can be debilitating, and people hold on to it and
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  hide it for a long for sure. For sure, and you know we
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  were talking of off Mike here. But sometimes people have shame and don't know
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  where to go, and they're they're embarrassed, as you know, so what
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  shame is. Then they're even more embarrassed about the shame they have. It's
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  like a cycle. Going through our process. Even if we don't work together,
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  people learn more about their practice and personal financial and tact situation than they
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  ever have. However, you're a little vulnerable and open, and that sometimes
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  causes people, Yeah, like the I don't like the way this makes me
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  feel. Ignorance can be bliss in the sand. It can sometimes be more
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  comfortable for practice owners than actually go and shoot, I need to dig this
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  out and I need I need a little help. They need help, so
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  and that's the opposite of like going into smashing things up. For example,
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  I just went to the Monster Truck Monster Jam with my son and got to
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  see some big old trucks and doing flips and rolling around. It was pretty
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  sweet, but it's a lot of accidents too. We go in and we
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  you know, we the people that help you help yourself, and we do
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  a lot with you. We're not just going into smashing things to smash things
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  and change things. Right in the vein of you went to like a monster
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  truck show, I'm thinking about like the rodeo, or like bull riding,
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  Like being a practice owner can be like riding a bull, and like you're
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  just also like those seven seconds and you're a champion, right. You can
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  get a couple of decades of mastering this and you can win. But once
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  you're once, you're off. Yeah. The distraction that they sent out the
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  clowns or something to like distract the bull. So yep. I'm not sure
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  how that ties in, but I was instantly thinking, uh, you know,
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  people to help, right yep. So circling back and going to events,
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  you were recently at the Yankee Dental Congress and this is Austin up in
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  Boston. This is not your first time going you've been before. Let me
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  ask you what you're out there talking to people? What are people saying this
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  year it's affecting them that might be different than previously or is it or is
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  it still dentist out there still complaining about the same things. Then no,
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  no, Dunnis don't complain. Oh okay, good, that's good. It's
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  good to hear. A lot of times it's more into now the Yankees,
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  a great show, Boston, great area. There was no snow, so
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  yeah it was nice yea February and in Boston really had a lot of good
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  conversations. Are our course was sold out. A lot of people there,
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  which again on a Saturday morning at nine. What's that tell you? There's
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  interest, there's a need for the first steps awareness, but a lot of
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  good people you know, so many get you know, it's the boogeyman,
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  right, it's they want to blame. They want to blame maybe their lack
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  of success. They thought there would be the place they're at. They want
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  to blame it on something so insurance or like, well, I live here
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  and because of these two reasons, there's no way in which I can be
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  more profitable. And if there was, I would have figured it out.
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  That's a real easy miss miss. Now, what do you mean by geography
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  in terms of did you have someone you know? Not naming names or anything,
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  but have you had a couple of people over the over the past couple
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  of years come up and speak to you on a way and saying, yeah,
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  because I live X miles outside of a city or whatever the case may
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  be, or they're just in a less affluent area yeah, or sometimes even
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  more affluent that you know, it's it's the lies people tell themselves. And
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  so it's the people that go, I know, I need help, let's
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  talk, versus it's unfixable, because in their mindset, if they haven't figured
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  it out, then it must not be able to be figured out. It
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  must be an exterior reason that nobody can figure out. I had a couple
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  of those conversations, and you know, it's almost a you know, it's
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  like the the steps of grief or whatever. Right, you know, they're
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  frustrated, but they're just angry. Well, and it's a weird thing to
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  say it this way because I don't want to end personalize it. But our
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  team, our people are you know, they're they're numbers people. They can
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  look at the numbers and find ways to make things, you know, better
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  and make them work. You know, our clients aren't just a number,
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  but sometimes things get broken down that way. Well, it's those are hard
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  conversations to have because again, it's our job to listen and understand. But
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  when it starts to become they would rather have the false reality that these two
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  areas are keeping them from making more and saving more and all the it's like
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  those aren't it. Yeah, very rarely are one or two things it And
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  so it's just it's just helping people to really really you said that, you
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  know, stages agree for the twelve step program, like you have to admit
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  there's a problem now, Yeah, and sometimes that problem is your well and
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  some people just aren't ready, right, But and that may be due to
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  again, you know, shame or sometimes just maturity levels. Knowing how even
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  with myself, how I was five years ago, ten years ago compared to
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  today. Yeah, but you know again, what we were in Boston,
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  we were in Boca. We're going to San Antonio, we go to Tampa,
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  we go to Nashville. We have clients from California to New York.
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  Like geography typically isn't a restraining factor, right, I mean very rare.
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  Now, if I have to climb a mountain to get to you know,
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  your we practice on top of Mount Everest, that might be all that's a
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  little extreme. Yeah, sure, there might be some limitations, but but
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  ultimately going to these you know, different areas. People need to plan for
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  the best, but prepare for the worst. It's an old, old mine
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  and that's why you've got that zombie survival kid at your house. This is
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  not a prepping that's a podcast, is it? Oh man? I'd go
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  on for a little while. I need some advice later, by the way,
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  but that prepare for the worst. Unfortunately we've seen pipe bursts. You're
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  out of your office for nine months. What do you do then you get
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  a horrible health diagnosis. I mean, we want to be uplifting here,
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  but I'm sorry. I've had these conversations very recently with people, and you
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  know, so sometimes I get frustrated when I just hear some of the normal
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  bs excuses that they've just told themselves year after year, and they're comfortable with
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  it. That's just like stewing in mediocrity, and our firm doesn't identify with
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  it. But as you can hear in my voice, I get annoyed because
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  I've heard the same same show. And the problem is is because they're surrounded
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  by people you know, whether it be family, friends or people you know
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  who really don't know the industry that well, or just poor service in the
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  re external. When you're the smartest person in the room, you might need
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  to try to go find some other really smart people to help you. Otherwise
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  you're just going to stay where you're at. A lot of these people might
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  just be sound boards and agreeing with you because they really don't know, yeah,
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  you know versus I mean, it was, it was. It was
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  a blast, right like fly to Boston, get a car, go to
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  the event, met a client and got to spend some nice time with him,
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  with our chief operations officer and you know, just talk all things dental,
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  multi generational, you know, doing well. But I even ask him
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  I might have him on the podcast, but I even asked them like,
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  hey man, that the first time you you know, you caught a whiff
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  of us and or her us like what's going through your mind? You know?
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  And there's always doubt or a little cynicism, right, I'm cynical myself,
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  and we like people to be that. But ultimately, when you hear
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  things like hey, I was, you know, at an implant course and
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  hearing this subject matter was the best thing that I learned in long term,
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  it's going to be the best thing for me, you know, and you're
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  in your mid to late thirties, like, that's great, and he's going
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  to be so much better off because of it. And then when I talk
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  to people who have been struggling for decades and they're just not willing to let
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  go of their excuses and see if they can get better, it's just it's
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  hard sometimes because you know, I can't want it more than they do.
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  Or it's like your kids, You're just like, come on, like,
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  come on, you can get there. You can get there, you know.
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  And unfortunately, some practice owners are just going to probably stewing it for
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  the rest of their career, you know, and maybe they go teach and
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  maybe they'll practice just for a couple of days and they'll they'll piece together enough
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  revenue to stay afloat perhaps. But you know, again, this profession you
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  can have eight, ten, twelve, fifteen million dollars if you do it
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  right, right, I mean you all listening out there. No, there's
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  there's a lot of money out there in the world of dentistry. Your job
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  is just to catch some of it. Well, it's the boat analogy.
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  Most people will admit, Yeah, I've got a couple of leaks here and
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  there, but it's the other dozen leaks that it's the hole. It's the
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  hole in the bottom. Yeah, and it's just again, it's one of
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  those things that practice owners have so much, so much on their plates,
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  right, I mean, producing great dentistry. If that was just it to
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  be the happiest professional in the world. Still so pretty happy. But well,
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  I mean, and then your analogy with the boat thing and leaks,
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  like and sometimes some people out there really feel like they're in this boat.
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  It's film with water and all they have is a little bucket and there's working
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  their butts off trying to scoop up a right water. Here's the last analogy
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  of the day. There is years ago, wife and I are riding our
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  bikes on a Sunday on the Monon Trail. Here's beautiful area, and she
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  was kicking my butt and I'm like sweating. She hasn't been much better shape
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  than me, but I'm peddling and and my legs are burning. I'm just
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  like, this is terrible. Yeah. Yeah, Well I had a flat
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  tire, like the back tire was damn near flat, so like you know,
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  I was I was so focused right, just looking ahead and like,
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  why is she twenty yards ahead of me and just I gotta go more,
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  versus taking a second and realizing no, no, there's actually something wrong here.
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  And so this is the analogy I'll get into more So many practice owners
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  they're you know, they're standing up and they're pedaling and they're like, I
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  don't understand, and they're just they're so determined and that's admirable. But if
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  they would just look down or take it, take a break, right,
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  my tire was flat. That was the reason. Right, we talked about
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  this before. We're like the bike mechanics here, there you go. But
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  yeah, Stephen Covey's seven habits of highly effective people. I've mentioned this before,
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  but the seventh habit is to keep your axe sharp. If you're chopping
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  wood, polish it, sharpen it, shine it, rehydrate, you're going
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  to be more effective. And so often practice owners are almost like satists are
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  like just they're used to just powering through and there's there's just no where to,
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  no way to fix it, and by the end there's just they're wracking
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  away with a blood instrument. Yeah, I mean, I mean there's a
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  time or two when there's not a path sure, but most most of the
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  time there's a path you just you just need it. You need a team.
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  Sometimes you gotta clear the weeds away. Oh, gotta clear the weeds
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  away. But no, we we we have just a wonderful, robust schedule
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  to again share the subject matter and if nothing else get practice onos mildly curious.
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  We're going to some cool places. Oh, we we only go to
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  good to good to good venues. But I mean you kept saying sizzler and
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  I was like, no, Casey, We're not doing sizzler or chew cheese.
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  It's nothing wrong with those places. No, We've we've got some study
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  clubs and dental societies we like to sprinkle in and we've we get book three
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  or four more of those. And because I know this week we're actually going
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  to be in San Antonio. Yeah, which'll be cool place called Cured.
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  Cured it looks I checked it online because I'm always jealous of where you guys
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  get to go. And I'm gonna have you just take some photos for me
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  and send them back so I can so I can cry to myself here in
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  the office, which is nice. No, it'll be it'll be a good
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  event. We've got a we've got a good crowd. We'll probably get a
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  couple more. We've got what three more spots left, just a small handful
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  of seats available. Yeah, ye, and then I know we're going to
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  be in uh Tampa into the month into the month after that. I believe
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  Tennessee that is that's right. There's a Nastionville, Indiana for National Tennessee.
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  Caine Prime one of my favorite restaurants. But again I've heard, the subject
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  matter is direct. It hits people in their bellies, are square in the
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  nose, and so we like to do it at fun, nice places and
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  enjoy before you know, before hearing the straight juice. But that's what we're
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  about, and it's what's one of the biggest reactions you get when people first
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  hear your presentation. Oh this is great, all right. So during the
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  subject matter, when when I'm going through it, there's typically one or two
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  people that it really hits and it pisces them off right stages of whatever.
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  They're mad and no one will argues. So I'll get a couple of of
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  those, and ultimately I feel for them because they have been they've worked hard,
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  and they're at a place that they're frustrated, but but they'll want to
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  argue a different point and so you know we'll have that discussion and then and
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  take it offline. You know. Then you've got the people that come up,
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  you know, at the end and hey, I'm retired, but I
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  wish I had seen this, And that's a safe place for people. That's
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  another version of anger though, like I'm mad at myself for not sometimes Yeah,
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  and then you'll get to people they just they they'll slip us a note,
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  hey, please call me, you know, next Friday at one,
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  like very specific. You know, they don't want to talk about it.
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  They don't want to be seen in public, you know, needing help in
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  anything. And then it's the people that wait around to the end and you
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  know, they go, hey this, wow, like I've known this has
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  been something for a while, but I just refuse to do anything about it.
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  And I think now's the time. What do we need to do?
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  And we just need to learn more about you, casey. They've all they've
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  had all these differrections. Some are pissed off at you, not you,
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  but you're they're taking their anger on you. Some people are retired or close
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  to retirement, and are not mad, but like dang, I should have
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  you know, got a holding you center, what's the what's the remedy for
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  this? Is there a prescription that you would recommend the diagnose it's courage courage?
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  I mean, ultimately I would say that this does take courage, right,
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  you know, name the problem and sometimes I don't even know. They're
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  just like I my income is not very good, my retirement is uncertain.
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  Like name what it is, right and be open this to you know,
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  seeing what you can do. And again, what's our business model? We
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  talked to a ton of people. We only end up ultimately helping you know,
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  it's a small club, but we want to help people that we can
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  help and and but that comes with like being honest. But yeah, I
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  think courage just having the courage to some of our most successful people, they
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  were really successful before working with us and we've just launched it. Like if
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  you're already making a million and then you make two million, that's great.
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  But it's the courage to if they're at the event, come up and talk
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  to you, fill out that form. It's filling out a form on our
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  website. The courage to pick up the phone call, make it and making
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  an appointment. And and let's say it could also just be the courage of
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  maybe it's not the right time to work with a firm like ours, have
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  the courage talk to your existing team, your accountant, financial plan or investment
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  advisor, consultant, I mean, whoever you have the courage to go,
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  hey, guys, it's not good enough. I need you talking. I
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  need you talking to each other. I need these things done. And I
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  need to see your reduction and overhead and increase in my income because this other
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  company kind of guarantees these things. I need you guys to be better a
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  lot of times, you know, and especially in the more academic settings.
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  That's what I tell people. Go challenge your team. This is what good
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  looks like. Demand it out of them. And I know it's not your
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  personality to be confrontational, but it's either you or them. It's either millions
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  of dollars over the course of your career or you know, you having the
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  courage to hold somebody accountable. And even if that is your your friend from
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  college or your your cousin sometimes wants yeah, well, Casey, I want
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  to thank you so much for gracing me with your presence. Today again,
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  Guys and ladies and everybody, please go to four Quartersadvisor dot com slash events
• 15:58
  and check out where going to be. You're able to register right on the
• 16:03
  site. Also, if you're listening to this on iTunes or anything like that,
• 16:07
  please give us a review, give us rate us, you know,
• 16:11
  hopefully five stars. But that's kind of stuff really helps us stand out and
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  gets more and more people to get onto our wisdom. Thank you so much,
• 16:18
  Casie. That's all the time we have today. Thank you to our
• 16:23
  guests for their insight and for sharing some really great information. And thank you
• 16:26
  to you the listener for tuning in. The Millionaire Dennis podcast is brought to
• 16:30
  you by four Quadrance Advisory to see if they might be a good fit for
• 16:33
  you and your practice. Going over to four Quadrantsadvisory dot com and see why
• 16:38
  year after year they retain over ninety five percent of their clients. Thank you
• 16:41
  again for joining us and we'll see you next time.