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Decisions, Decisions: How Your Choices Shape Your Practice · The Millionaire Dentist™

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Speaker 1: Hello, everyone, Welcome to the Millionaire Dentist Podcast, brought to
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Speaker 1: you by four Quadnans Advisory. On this podcast, we break
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Speaker 1: down the world of dentistry, finances, and business practices to
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Speaker 1: help you become the millionaire dentists you deserve to be.
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Speaker 1: Please be advised we do speak with an honest tongue
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Speaker 1: and may not be safe for work.
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Speaker 2: Hello and welcome.
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Speaker 3: This is Casey Hires back at the Millionaire Dentist Podcast
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Speaker 3: in studio with co host Jared Bridgeman.
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Speaker 2: Casey, how are you today? Doing well? Looking pretty? Sharpen
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Speaker 2: your I got my suit jacket on there.
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Speaker 3: I accept your compliment. My wife even complimented me on
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Speaker 3: the way out the door.
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Speaker 2: That's rare. She's a lovely, lovely wife. She is your
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Speaker 2: better half. Yes, what do you want to talk about today?
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Speaker 2: Decision making? You know, I come to you often for
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Speaker 2: advice sometimes here in the office. You've been in the
0:58
Speaker 2: business world longer than I have. I like to come
1:00
Speaker 2: and talk to you, and you're, you know, you're really
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Speaker 2: goot sales and being a wordsmith. You're like the eminem
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Speaker 2: with the office and so, you know, you and I
1:08
Speaker 2: kind of talked about some of the things you've helped
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Speaker 2: me with ways to craft messages, way to talk about things,
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Speaker 2: but some of the underlying psychological feelings and things that
1:16
Speaker 2: might have that may call certain decisions. And then you
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Speaker 2: and I got on this big old tangent about dentists
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Speaker 2: and practice owners and how certain decisions and can can
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Speaker 2: really affect her life. Decision making and cash flow.
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Speaker 3: Right, they're intimately linked. Yeah, have you ever made any
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Speaker 3: bad decisions in your life, Jared recently this month?
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Speaker 2: This month? Yeah, you know, I mentioned to you earlier
1:41
Speaker 2: today as a joke. But you know my wife was
1:43
Speaker 2: getting on me last night about how I never asked
1:45
Speaker 2: her how she is, and I said, yes I do.
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Speaker 2: She goes, well, ask me what's wrong with you? Is
1:49
Speaker 2: not the same thing.
1:51
Speaker 3: You just needed interpreter like that chat jeep whatever they're
1:54
Speaker 3: advertising on the phones where you say it one way
1:57
Speaker 3: and then it polishes it up. If you had one
1:58
Speaker 3: of those, you'd be in good shape.
2:00
Speaker 2: Yeah. I just need I just need to like a
2:01
Speaker 2: little little dude like doctor Moreau's Island and just have
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Speaker 2: me speak for me a well of reference. Yeah, yeah,
2:07
Speaker 2: there you go. But Casey, let me ask you a
2:09
Speaker 2: lot of some of the things we're gonna talk about today,
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Speaker 2: I think can pertain to just about anybody. But let's
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Speaker 2: narrow it intoto just what would be Let's say there's
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Speaker 2: four or five, you know, major things that we can
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Speaker 2: discuss here. What's one of the number one things that
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Speaker 2: can decision making process that could really affect not only
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Speaker 2: your your life and your casual home, but also your practice.
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Speaker 3: Yeah, yeah, getting back to that decision making and cash
2:30
Speaker 3: flow and and you know, for our audience, a lot
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Speaker 3: of this comes from conversations I have with with dozens
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Speaker 3: and dozens and dozens of practice owners every month. And
2:40
Speaker 3: obviously our clients are on a really good track, but
2:43
Speaker 3: it really is those conversations where neither one of us
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Speaker 3: have any expectations.
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Speaker 2: We're just talking, We're learning, and.
2:50
Speaker 3: I get I get a lot of content on this
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Speaker 3: podcast from the dental community around the country.
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Speaker 2: Do you find that you're getting more information from people
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Speaker 2: in a simple conversation versus like asking pointed questions? Do
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Speaker 2: people sometimes slip more and let more realize it's not
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Speaker 2: even slip.
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Speaker 3: Yeah, I just ask questions, and you know, if they're
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Speaker 3: being honest with themselves, it didn't take long. And when
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Speaker 3: you're talking to somebody you may or may not ever
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Speaker 3: see again, or you're away from home. Sometimes there's an
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Speaker 3: element of just people not people not posing as much, right,
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Speaker 3: and so I have a lot of interesting conversations, but
3:22
Speaker 3: this is a kind of a conglomerate of those conversations
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Speaker 3: where when you think back to an outcome, typically there's
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Speaker 3: a decision that was made at some point along the
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Speaker 3: way that you know, effect cause that outcome. And we'll
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Speaker 3: get into like i'll just call like a top four,
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Speaker 3: but you know the first one and I'm not saying
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Speaker 3: his tongue in cheek, but divorce unfortunately, a lot of
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Speaker 3: practice owners, you know, maybe they find themselves in a
3:47
Speaker 3: unique position where they're not studying all the time in
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Speaker 3: dental school and they finally have a practice and have
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Speaker 3: a little money, and they're getting a lot of attention
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Speaker 3: from the opposite sex and wherever, whatever capacity that is.
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Speaker 3: And this decision making of getting a divorce that's going
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Speaker 3: to hurt your cash flow? What by fifty percent? Is
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Speaker 3: that what they said?
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Speaker 2: At least? Now you know, you know me, I've been
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Speaker 2: divorced and it hurt me a little in the walid area.
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Speaker 3: Hey, you know you're not collecting divorces though, right like,
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Speaker 3: just sometimes things happen. We understand that, but you go
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Speaker 3: back and you think about decisions and decision making, and
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Speaker 3: unfortunately some of these happen, yep, because people are just
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Speaker 3: caught up and being incredibly ego and selfish. Right, selfishness
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Speaker 3: and pride. That's typically the root of divorce. But unfortunately,
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Speaker 3: in the industry we see that a fair amount. As
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Speaker 3: somebody gets their practice up and running, maybe they got
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Speaker 3: a second location, they're having some success, they're moving their shaking,
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Speaker 3: they're feeling good about themselves and for whatever reason, and
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Speaker 3: this could be the spouse or a practice owner, but
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Speaker 3: divorce sets in some of those decisions absolutely affect cash flow.
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Speaker 3: That's the softball of these four meaning probably the hardest
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Speaker 3: one to talk about, but my goodness, I see it
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Speaker 3: way too often, way way way too often when they go,
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Speaker 3: I don't want to get the spouse involved in these
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Speaker 3: financial conversations, and I go, well, that's that's a deal
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Speaker 3: breaker for us. We want to make sure that the
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Speaker 3: spouse is involved in our betting process. And that's a
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Speaker 3: red flag if they don't want them involved. And typically
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Speaker 3: it comes to and I've heard people say that. I
5:11
Speaker 3: had them say this word for word. I don't know
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Speaker 3: if we're going to make it the next twelve months.
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Speaker 3: I kind of want to see how it goes, right,
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Speaker 3: and I'm either going to come into this single or uh,
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Speaker 3: you know, with a healthy marriage. And that's real unfortunately, because.
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Speaker 2: If you're if you're not willing to share that information
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Speaker 2: with your with your spouse or vice versa, what's what
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Speaker 2: are you hiding there? What are you? Are you over
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Speaker 2: spending in areas you shouldn't be, are you?
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Speaker 3: Sometimes it's just shame. Yeah, right, Sometimes it's just that
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Speaker 3: shame of maybe not doing as well just being great
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Speaker 3: on the business financial side, and the spouse isn't involved
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Speaker 3: in it, and so sometimes that's the source of it.
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Speaker 3: But there have been I can count more than one
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Speaker 3: hand that, well, some decisions have been made in my
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Speaker 3: life and I may be getting in divorce that is
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Speaker 3: going to crush cash flow. But the second one I
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Speaker 3: hear a lot. I hear these next three in different combinations,
6:01
Speaker 3: but it goes back to maybe keeping up with the
6:03
Speaker 3: joneses wanted to have in the appearance of being a
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Speaker 3: successful doctor. Do I buy that lake house? Do I
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Speaker 3: buy that beach house. Do I buy that third home
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Speaker 3: or the sports car of the yacht, and or.
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Speaker 2: Maybe I want to upgrade to three million dollar.
6:15
Speaker 3: Home or yeah, you know, my my million dollar home
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Speaker 3: is not good enough. I want to go, you know,
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Speaker 3: build a build one that's three or four times x.
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Speaker 3: And so those things can be really fun and enjoyable
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Speaker 3: if you've mastered the business and financial side of your
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Speaker 3: practice in your life.
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Speaker 2: I mean, all that souffs wonderful if you uh, it's
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Speaker 2: done the right way, easily afford it, and then you
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Speaker 2: have the extra cash flow and you have all these
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Speaker 2: other things going for you and the team working for you.
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Speaker 2: But yeah, you know, just well, you know, John got
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Speaker 2: a lake home. I kind of want one too. It'd
6:41
Speaker 2: be cool to take off for the summer and hang out, yep.
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Speaker 2: But there's a lot of other factors there well.
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Speaker 3: And again it goes back to decision making, because if
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Speaker 3: you don't have an intimate analytical view of your tax situation,
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Speaker 3: of your cash flow, of your profit and loss aiment,
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Speaker 3: your balance sheet, you you know, all the metrics within
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Speaker 3: your practice and the profitability and an understanding future expensive
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Speaker 3: of all that isn't a part of your decision making
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Speaker 3: for buying these things. Then you're putting your you're vulnerable,
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Speaker 3: you're putting yourself.
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Speaker 2: At risk, and you're not considering the sustainability of those
7:15
Speaker 2: payments and things like that that can be You might
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Speaker 2: be able to forward it right now at the second,
7:19
Speaker 2: but you're not well the time.
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Speaker 3: In long times, we've seen it, it's been where some
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Speaker 3: people are too far gone. We don't offer to work
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Speaker 3: with them. We get to know them. We like them,
7:27
Speaker 3: good mindset, achieve mentality. We look at their data, their numbers,
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Speaker 3: their practice. They've got a big practice. They're they're bringing money.
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Speaker 3: And it's not about how much you make it so
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Speaker 3: much you spend sometimes and so these people are making
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Speaker 3: nine hundred thousand dollars a year, which is excellent, sure,
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Speaker 3: but they're spending like they're making one point nine million
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Speaker 3: dollars a year. And unfortunately, these same people, if they
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Speaker 3: actually made one point nine million, they spend three, then
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Speaker 3: they'd be living like they're making four. So it's some
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Speaker 3: of those big purchases, those big life decisions that I
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Speaker 3: see people making. Again, well, my cash flow is tough,
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Speaker 3: you know, the dentistry is so hard. And then all
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Speaker 3: the excuses come in. Well, if you're decision making on
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Speaker 3: some of these examples, or maybe there's others.
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Speaker 2: Are there some like crazy potential like hobbies or things
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Speaker 2: that can fall into this roof too. Sometimes people get
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Speaker 2: overly obsessed with and kind.
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Speaker 3: Of well we listen, we have clients that have expensive
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Speaker 3: hobbies and they we have helped them be in a
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Speaker 3: position where it's perfectly fine for them to do those
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Speaker 3: because their retirement, their future, their practice, everything's hunt clicking.
8:27
Speaker 3: But a lot of practice owners like aircraft, they like
8:30
Speaker 3: they like private aircraft. They want to either fly or
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Speaker 3: own or both. Others like fast cars racing right right,
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Speaker 3: I mean that's an expensive hobby. And so yeah, that
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Speaker 3: those two things primarily really can get a practice owner's interest.
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Speaker 3: And then in the world of demistry, and if they're
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Speaker 3: not mastering these things behind the curtain, yikes, that decision
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Speaker 3: making is going to crush their cash flow. So you're
8:54
Speaker 3: saying we should go back to like a ford escort
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Speaker 3: on those Listen, as a firm has a firm working
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Speaker 3: more and not enjoying life now is not part of
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Speaker 3: our recipe. You know that that if that's the path,
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Speaker 3: we won't offer to work with you. Because that's not
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Speaker 3: a path that's sustainable. So no, it's not about going
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Speaker 3: back to the to the to the Ford Escort, but
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Speaker 3: it's just giving an honest assessment of does this make
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Speaker 3: good financial sense? Not just the line from Napoleon Dynamite.
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Speaker 2: I want that.
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Speaker 3: I remember it was his uncle whatever his name is,
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Speaker 3: and he's got the ship in the bottle and he's
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Speaker 3: selling something and the wife's like, I want that, And
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Speaker 3: I think that sometimes that's just how people make decisions.
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Speaker 2: I want it, I want it now. That's why they
9:40
Speaker 2: put all the candy and so DOA's buy the registers
9:42
Speaker 2: at like wal Mart in places like that so you
9:44
Speaker 2: can the impulse buy. That's strategy. I knew that. You
9:48
Speaker 2: didn't know that it works on it Peanut butter cups.
9:51
Speaker 2: They're delicious.
9:54
Speaker 3: But you know, then some of the other you know,
9:56
Speaker 3: let's say, decision making. Uh, there's a lot out there
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Speaker 3: that want to do it themselves, right the di I wire.
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Speaker 2: Someone who to me, these people are kind of to
10:07
Speaker 2: who I've come across, seem like they have a hard
10:09
Speaker 2: time sometimes giving up control. Like if I don't do it,
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Speaker 2: it's not gonna be done right. That's accurate.
10:15
Speaker 3: It also comes from I mean, most tennis and specialists
10:18
Speaker 3: are smart, they're high achievers. They think I can I
10:20
Speaker 3: can figure this out, or it comes from I've been
10:25
Speaker 3: burnt before. But then there also is that maybe that
10:28
Speaker 3: lack of trust and that control because again nobody's done
10:32
Speaker 3: it as good or better than they have. Meaning some
10:35
Speaker 3: of these business and financial things that need taken care
10:39
Speaker 3: of in the practice, and so it's not just control,
10:41
Speaker 3: that's certainly one of them, but it's those other examples
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Speaker 3: sometimes too that come into effect. But again, you've made
10:47
Speaker 3: that decision I'm going to take this on. Well, if
10:49
Speaker 3: there's three of you, you might have a shot, but
10:53
Speaker 3: there's not three of you. And if you want to
10:54
Speaker 3: be a good you know, spouse, a good parent, a
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Speaker 3: good a good dent or specialist, right boss, a good friend,
11:02
Speaker 3: and a good employer, and then somebody who actually has
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Speaker 3: a life and some work life balance, well that's a
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Speaker 3: lot to put on your plate. And so again that
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Speaker 3: decision of wanting to do it yourself can really cause
11:13
Speaker 3: a lot of one of.
11:14
Speaker 2: Those things takes up a large chunk of your life
11:16
Speaker 2: already and then throwing more and more hats and more
11:19
Speaker 2: and more things on top of that. I mean, you're
11:22
Speaker 2: not wrong, Like I get the drive and I get
11:24
Speaker 2: to understanding you wanted to do things yourself. Sometimes I
11:26
Speaker 2: can be that way, but there's also times where stepping
11:29
Speaker 2: back and realizing letting someone who's handle things is a
11:32
Speaker 2: much better option.
11:33
Speaker 3: Well, wherever you're at, getting to the next level, the
11:35
Speaker 3: next the next plateau, the next milestone. Typically you have
11:39
Speaker 3: to delegate some things to trusted sources to get to
11:43
Speaker 3: that next step. But it's you know, where are your
11:45
Speaker 3: skills and talented best spent? Are they spent in quick
11:48
Speaker 3: books and pining over financials and taxes and decision making
11:53
Speaker 3: in your practice? Well certainly should be a part of it.
11:56
Speaker 3: The boy trying to do all of that yourself is hard.
11:58
Speaker 3: I heard it said once. Uh you know, in terms
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Speaker 3: of like it's being a good A good a good work,
12:04
Speaker 3: good at work yep, good at home, or good have
12:07
Speaker 3: a good friend network typically or or working out like
12:11
Speaker 3: of those four you can probably do three.
12:13
Speaker 2: Which one do you think? I skip? It's the working out,
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Speaker 2: I'll tell you that much right now.
12:23
Speaker 3: You must have some decent like genes G, E, N E. S.
12:26
Speaker 3: Because you know you're you're finish. It could be worse,
12:30
Speaker 3: I fall under the finish. So, casey, what's kind of
12:34
Speaker 3: going the opposite of the spectrum here? Some of you
12:36
Speaker 3: know this next one we you and I talked about specifically.
12:40
Speaker 3: They may have been doing yourself is at one point,
12:42
Speaker 3: but now they have really just kind of settled into
12:45
Speaker 3: the groove. They're in for better or for worse. Kind
12:48
Speaker 3: of talked me through. We'll call them settlers. And I'm
12:52
Speaker 3: not talking you know, pilgrims here, but you know they're
12:56
Speaker 3: the ones that, yeah, they might complain about, you know,
12:59
Speaker 3: there's the or there are casual situations, but they're not
13:02
Speaker 3: doing a damn thing.
13:03
Speaker 2: To change that.
13:04
Speaker 3: Yeah, the settling, that's a big one, and it can
13:08
Speaker 3: be hard because let's say your CPA as a good
13:12
Speaker 3: friend or a neighbor, and you like the person, but
13:16
Speaker 3: you keep getting big refunds or additional big tax notices
13:21
Speaker 3: where you owe a bunch of money, or your taxes
13:22
Speaker 3: are always being filed late. And it's more of a
13:26
Speaker 3: historian view, Well, you're making a choice. If you like
13:29
Speaker 3: the person and that relationship is worth more than your
13:31
Speaker 3: eighty thousand dollars tax surprises every year, then you've made
13:34
Speaker 3: that decision.
13:35
Speaker 2: But then it gets into.
13:36
Speaker 3: Okay, well I have high insurance adjustments in my practice,
13:38
Speaker 3: I have high overhead, my employee wages are high. Again,
13:41
Speaker 3: if you're not doing anything about it, then you're settling
13:43
Speaker 3: and you're letting the And they're real, they're real reasons, yep.
13:46
Speaker 3: But don't turn them into like your excuses that rationalize inactivity.
13:50
Speaker 2: Yep. Is you know, I feel like some of it
13:53
Speaker 2: could just be being overwhelmed because a lot of times
13:56
Speaker 2: I feel like if a in a practice that they
13:58
Speaker 2: have one of these things, they have a lot of
13:59
Speaker 2: these things. A lot of times people don't know where
14:01
Speaker 2: to turn. Yep.
14:03
Speaker 3: They're well, maybe I'll go get some more practice management
14:05
Speaker 3: and hope it fit that they're throwing these hail mary's
14:08
Speaker 3: to try to fix it. And I've been saying this
14:10
Speaker 3: more and more.
14:10
Speaker 2: It's whack the mole.
14:11
Speaker 3: If you don't have a plan, if you don't have
14:13
Speaker 3: a strategy, if you don't have a team, if you
14:15
Speaker 3: don't then you're constantly putting out fires, and you put
14:18
Speaker 3: one out and two more pop up right whack them.
14:20
Speaker 3: And we see that all the time, But it typically
14:24
Speaker 3: comes from the decision of what will change is hard.
14:27
Speaker 3: Maybe if I change the software, that'll fix something. But
14:30
Speaker 3: people just kind of settle or their adverse to change,
14:33
Speaker 3: so they're they're settling, meaning it's more comfortable, they're feelings
14:38
Speaker 3: it feels better in a weird way. But then all
14:41
Speaker 3: this stuff's getting neglected and not mastered, and it's going
14:43
Speaker 3: to only affect cash flow at home and the practice
14:46
Speaker 3: for a practice owner.
14:47
Speaker 2: I mean, on some level, it could be it's like
14:49
Speaker 2: a toxic relationship. You're too afraid to leave or too
14:52
Speaker 2: afraid to change things because you still on some level
14:55
Speaker 2: like what you're doing.
14:57
Speaker 3: Yeah, you know you're going to go back and meet
14:59
Speaker 3: with your account November and get hit with more bad news,
15:01
Speaker 3: and it's just you keep coming back for more. But yeah,
15:05
Speaker 3: it's the settling. It's the settling for the status quo.
15:08
Speaker 3: It's settling for where you are right now. But again, decision,
15:12
Speaker 3: I mean this is in life, right, We're not going
15:14
Speaker 3: to get too psychological, but decision making matters, and for
15:17
Speaker 3: a practice owner, the stakes are that much higher. And
15:20
Speaker 3: what's at stake is cash flow and then stress and
15:23
Speaker 3: and you know sanity too, your in your health, and
15:27
Speaker 3: it's a domino effect. I means stress is you know,
15:30
Speaker 3: it's it can really affect people. You can see physically.
15:33
Speaker 3: I can see it when I'm stressed physically. And so
15:36
Speaker 3: then you get into health just like you said, And
15:38
Speaker 3: that's a real thing too. And so all these practice
15:40
Speaker 3: owners that go, well, I'll just work till I'm seventy
15:42
Speaker 3: and that's their plan. Well, what happens if something at
15:45
Speaker 3: age sixty three pops up that you weren't expecting? And again,
15:49
Speaker 3: all tough things, but it comes down.
15:50
Speaker 2: To decision making. What has caused you to get there? Now?
15:55
Speaker 3: Hopefully people don't go all the way back to well,
15:57
Speaker 3: my decision to be a ninnist. Listen, industry is amazing
16:00
Speaker 3: when I was seven, my grandfather, Yeah, you know, dentistry
16:03
Speaker 3: is amazing. And that's but it's where you're at right now.
16:07
Speaker 3: What decisions can you affect? And ultimately who can you
16:12
Speaker 3: delegate to? Who can help aiden assist you?
16:15
Speaker 2: Right?
16:15
Speaker 3: Because you can't be all things to all people, and
16:17
Speaker 3: something will suffer Casey, what.
16:21
Speaker 2: Do you think is the biggest and best decision someone
16:24
Speaker 2: can make? That's they'll sten to this right now. It's
16:26
Speaker 2: a loaded question. Here's what I want to say. If
16:30
Speaker 2: you live in Austin or Dallas, Texas. We have two
16:35
Speaker 2: events coming up in December are Bourbon and Real Financial
16:38
Speaker 2: Advice for dentists. From the specialist events, it's CEE credits,
16:41
Speaker 2: it's it's bourbon, it's food, but more importantly, it's Casey
16:44
Speaker 2: and his team speaking on a lot of the things
16:46
Speaker 2: you hear on this podcast. After that, we're taking a
16:49
Speaker 2: little holiday break. We'll be back in January and full forth.
16:52
Speaker 2: We're going to be in Jacksonville, Florida, Fort Myers, and
16:54
Speaker 2: we're going to be in Boston as well, right before
16:56
Speaker 2: the Yankee doll You know, if you're a practice owner
16:59
Speaker 2: or you're planning to you one soon, you know, register
17:02
Speaker 2: for one of our events if you're in the area.
17:03
Speaker 2: It's a great first step. Yeah, and it's a great
17:05
Speaker 2: first step. You'll you'll learn some things. Maybe you'll learn
17:07
Speaker 2: you're doing something right. Maybe you'll learn your way way
17:10
Speaker 2: the hell off base.
17:10
Speaker 3: I see what you did there with that voted question.
17:12
Speaker 3: I like that. Yeah, yeah, right, we're going to be presenting.
17:16
Speaker 3: We're going to be doing lectures at the Yankee Dental
17:18
Speaker 3: Congress at the Henman in March, which we love those
17:22
Speaker 3: big rooms. But at our events, we get a cozy
17:24
Speaker 3: up with fifteen to thirty people. Yep, it's a lot
17:27
Speaker 3: more custom a lot more personable. Well, and we've been
17:30
Speaker 3: hearing from some of some of our listeners. You know,
17:31
Speaker 3: we keep we kept going to the really big cities,
17:34
Speaker 3: and this next year we're taking a really focused look
17:36
Speaker 3: at hitting you know, some of the more medium and
17:38
Speaker 3: smaller markets to really to really get the word outspread
17:42
Speaker 3: the word and spend some time with people we.
17:43
Speaker 2: Normally don't get to see. Yeah. Good point. So thank
17:46
Speaker 2: you so much, Casey. We'll see you next week.
17:50
Speaker 1: Hello everyone, welcome to the Millionaire Dentist Podcast, brought to
17:53
Speaker 1: you by four Quadness Advisory. On this podcast, we break
17:57
Speaker 1: down the world of dentistry, finances and business proposes to
18:00
Speaker 1: help you become the millionaire dentist you deserve to be.
18:03
Speaker 1: Please be advised we do speak with an honest tongue
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Speaker 1: and may not be safe for work.