Latest / Hey Docs! / Transforming Orthodontics: The Power of Personalization and Digital Innovation

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Transforming Orthodontics: The Power of Personalization and Digital Innovation · Hey Docs!

0:05
Speaker 1: Welcome to the Haydocks Podcast with your host Jill Allen.
0:09
Speaker 1: On this episode, I am joined by Frank Quinn from Lightforce.
0:13
Speaker 1: We all know personalization is becoming a major part of life,
0:17
Speaker 1: but how are we utilizing it for sales and our
0:19
Speaker 1: orthodonic offices. Listen in and find out how personalization might
0:24
Speaker 1: be just the thing you need to set your practice apart.
0:27
Speaker 1: Let's get into it, hey, docs. When it comes to marketing,
0:34
Speaker 1: I keep hearing that you're frustrated and that you don't
0:37
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0:39
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0:43
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0:47
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0:51
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0:54
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1:01
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1:05
Speaker 1: SEO and digital advertising, you don't know what you don't
1:09
Speaker 1: know till you know. Find out what you don't know today.
1:13
Speaker 1: That's contact kl dot com. All right, Frank, I am
1:21
Speaker 1: so excited to have you on Haydocks today. I've been
1:24
Speaker 1: looking forward to having you represent light Force here, so
1:27
Speaker 1: if you wouldn't mind when anytime I get started with Haydocks,
1:31
Speaker 1: I just love for my guests to tell us a
1:33
Speaker 1: little bit about yourself, your role at Lightforce, and we'll
1:36
Speaker 1: go from there.
1:37
Speaker 2: Sure, I'm very honored to be here with you, Jill,
1:40
Speaker 2: so thank you for the opportunity. My business career thirteen
1:44
Speaker 2: years as an entrepreneur, mainly in IT and yes I
1:48
Speaker 2: also owned ice cream franchises, which is really a strange
1:52
Speaker 2: one there. I ate a lot of the profits, to
1:54
Speaker 2: be honest with you on that moment, man after my
1:57
Speaker 2: own heart, exactly exactly. And then I sold the IT
2:02
Speaker 2: business with my partner to Henry Shine. Was there for
2:05
Speaker 2: about four years, learned a lot great people at Shine,
2:09
Speaker 2: and then found my way to align technologies and was
2:14
Speaker 2: lucky enough to have some of the keys to the
2:16
Speaker 2: nicest cars. As I put it, I was able to
2:19
Speaker 2: start special markets at a line. I ran I Tarot
2:23
Speaker 2: for North America, I ran marketing for the Americas and
2:26
Speaker 2: then finished as the general manager for the US commercial business.
2:30
Speaker 2: I mean the learnings were tremendous. I want a great
2:33
Speaker 2: opportunity as they went through this massive growth that was
2:37
Speaker 2: started fifteen years before I got there, but I feel
2:39
Speaker 2: like I came at the sweet spot and then I've
2:42
Speaker 2: been at life Force now as the chief revenue officer
2:46
Speaker 2: for almost two and a half years. Wow, that's great.
2:49
Speaker 2: Live in Phoenix, Arizona. I'm actually out in Flagstaff trying
2:52
Speaker 2: to get out of the heat right now. And I've
2:55
Speaker 2: got two beautiful girls, twenty two and twenty four, and
2:59
Speaker 2: they're doing great things in life. So that's a little
3:01
Speaker 2: background me.
3:02
Speaker 1: That's wonderful. I love to hear that. And as you
3:05
Speaker 1: probably know, I'm here in Colorado and we got the
3:08
Speaker 1: heat going on too, and anytime I can get up
3:11
Speaker 1: to the mountains, I'm like, all right, let's go.
3:13
Speaker 2: Absolutely.
3:16
Speaker 1: So one of the things that I wanted to do
3:18
Speaker 1: and why I've been looking forward to doing this podcast
3:21
Speaker 1: is I feel like we have had such great change
3:25
Speaker 1: coming at us in our industry, and you know, just
3:29
Speaker 1: the technology and personalization that doctors are able to really
3:34
Speaker 1: have at their fingertips now in their orthodonic practices especially,
3:39
Speaker 1: And as you know, I work with a lot of
3:40
Speaker 1: startups and one of the things that I am constantly
3:43
Speaker 1: talking to my startups about is Hey, we've got one
3:46
Speaker 1: time where there is no systems in place that you
3:51
Speaker 1: can really go in and really set up your personalized practice.
3:56
Speaker 1: You know, you can choose your bracket system, you can
3:58
Speaker 1: choose your aligner system, you can choose the way your
4:01
Speaker 1: phones are going to be answered.
4:02
Speaker 2: You know.
4:02
Speaker 1: I like the practice of the past is so different
4:05
Speaker 1: than where we're at now in our future practice. And
4:09
Speaker 1: so I'm wondering if we can just start off this
4:13
Speaker 1: podcast with you talking a little bit about Lightforce and
4:18
Speaker 1: just how you guys are really helping practices kind of
4:22
Speaker 1: bring that personalization into their practice and what that means
4:29
Speaker 1: for doctors when they're looking at that.
4:31
Speaker 2: Yeah, I'll start with a little story perfect before I
4:36
Speaker 2: came to Life or Doctor. Alfred Griffin third is our
4:39
Speaker 2: founder and CEO, and I talked to him a couple
4:42
Speaker 2: of times. I honestly didn't understand it. I came from
4:45
Speaker 2: a player liner world, which I'm still a big fan
4:48
Speaker 2: and believer of, and I had that epiphany moment which
4:51
Speaker 2: usually happens either when your head hits the pillow or
4:54
Speaker 2: you're in the shower, you know, And I actually came
4:58
Speaker 2: to realize after I learned more learn more about the
5:00
Speaker 2: technology and the problem that it solves. That it is
5:04
Speaker 2: something I absolutely had to be involved in, and I
5:08
Speaker 2: use a little bit of a story on that about
5:11
Speaker 2: I jumped up and down for almost a decade about
5:14
Speaker 2: how teens gen zers really are all about themselves and
5:19
Speaker 2: the personalization. I've lived through this myself with my own daughters,
5:24
Speaker 2: and it just happens to be all about them. It
5:26
Speaker 2: wasn't like that when we were kids, Jill.
5:27
Speaker 1: You know, no, it was not, no.
5:30
Speaker 2: No, no. But you know, I was a firm believer
5:34
Speaker 2: that Clara Liners were the pathway. It's digital orthodonyx, it's
5:38
Speaker 2: it's very personal. But yet I couldn't crack past ten
5:43
Speaker 2: percent of the teen starts annually in North America. And
5:46
Speaker 2: it was a maddening equation, you know. And I get it,
5:50
Speaker 2: what's removable is losable, and you know, I lived it
5:53
Speaker 2: with my own daughters in Clara Liners as well. So
5:57
Speaker 2: but when I actually had the moment to think, I said, Wow,
6:00
Speaker 2: this is an opportunity to serve the largest portion of
6:04
Speaker 2: orthodonic starts in North America with a custom, personalized platform
6:10
Speaker 2: and inevitably racist system that can really serve that community
6:15
Speaker 2: in a very significant way. It was an AHA moment,
6:18
Speaker 2: and I was actually frustrated with myself because it took
6:21
Speaker 2: me so long to realize it. And now that I'm
6:23
Speaker 2: living it, I see it every day, and you know,
6:27
Speaker 2: we're totally focused on the doctor and the practice. It's
6:30
Speaker 2: not just a doctor, because doctor can't win without those
6:33
Speaker 2: in the practice as well. And just seeing the cases
6:36
Speaker 2: that they share in the outcomes and the speed, the accuracy,
6:40
Speaker 2: the finishes. We're living it every day and it reminds
6:44
Speaker 2: me of why I joined here in the first place
6:46
Speaker 2: and how much work we have to do for the industry.
6:49
Speaker 2: So a little bit of story on it, you know. Secondarily,
6:52
Speaker 2: I think you touched on maybe the practice startup. You know,
6:56
Speaker 2: what we're seeing is those coming out of university now
6:59
Speaker 2: and who are jumping in with two feet into starting
7:02
Speaker 2: their own practice, or they've came out of being an
7:03
Speaker 2: associate and they're starting their own practice. They're big hand
7:07
Speaker 2: raisers in our universe. They don't want to start with systems,
7:12
Speaker 2: and look, those systems work. I'm not here to knock
7:15
Speaker 2: any particular system. They can work. I've said it so
7:19
Speaker 2: many times. Orthodonis can move teeth with rubber bands. And
7:22
Speaker 2: paper clips. But there is a much more efficient and
7:25
Speaker 2: effective way to treat and build the business model that's
7:29
Speaker 2: a fully digital business model. And those hand raisers are
7:33
Speaker 2: amazing because they're like, I don't want to go down
7:35
Speaker 2: the path of twenty four to twenty eight month treatments
7:39
Speaker 2: and wire bends and repositions and all this. They get
7:42
Speaker 2: it much more, which is a really interesting dynamic. Now
7:46
Speaker 2: we have the other end of the spectrum of those
7:48
Speaker 2: who have been living and doing very well and successful
7:51
Speaker 2: in that universe that actually have those eye opening epiphany
7:55
Speaker 2: moments like I did. I'll say it was on my
7:57
Speaker 2: head hit the pillow for the sake of the podcast listeners,
8:01
Speaker 2: But we see the same thing there. That's maybe a
8:05
Speaker 2: little deeper transition, right, because you've got to work out
8:08
Speaker 2: of the legacy into the next. But what they're seeing
8:11
Speaker 2: is the platform itself is quite unique to digital or
8:16
Speaker 2: you know, to fix the client's orthodonics, I should say,
8:19
Speaker 2: you know, the scan totally agnostic to the scan as
8:23
Speaker 2: long as it's quality. Right. Just a little note here
8:25
Speaker 2: for any of the listeners, make sure your patient's brush
8:28
Speaker 2: their teeth and floss before the scan, you know, because
8:31
Speaker 2: of the accuracy of what we we three D print, right,
8:35
Speaker 2: it's very important, you know, the margin for error is real.
8:39
Speaker 2: So scan digital plan with light plan fast and accurate
8:43
Speaker 2: with the final position in mind as opposed to staging.
8:47
Speaker 2: Is what they're used to. Just tell the software and
8:49
Speaker 2: us and our technicians where you want the final position
8:51
Speaker 2: to be. And then the magic of the platform is
8:55
Speaker 2: it puts the braces in the right place based on
8:58
Speaker 2: the anatomy of the tooth and moves over time with
9:01
Speaker 2: wire changes very limited. Bends a lot of our folks
9:04
Speaker 2: finishing night Thai wires, which I didn't know how important
9:08
Speaker 2: that was coming from a clear liner world. Actually, doctor
9:11
Speaker 2: Chris Boemberrett Jackson is head of clinical Affairs. I was
9:16
Speaker 2: here about three weeks and I was with her and
9:18
Speaker 2: I said, kind of embarrassed to say ask you this,
9:21
Speaker 2: but could you teach me about wires? She may have
9:26
Speaker 2: laughed a little hard, but she was kind to teach
9:28
Speaker 2: me all the wire sequencing and different type of wires.
9:30
Speaker 2: But now I've learned how important this is, and so
9:34
Speaker 2: I think that digitization through a very personal approach. Every
9:39
Speaker 2: bracket is like a snowflake or fingerprint, and no one
9:42
Speaker 2: is exactly the same. And so if you have weird
9:45
Speaker 2: wonky anatomy and another thing bones does, she says, you know,
9:48
Speaker 2: wacky molear fridays, she loves showing off how our brackets
9:52
Speaker 2: fit to you know, the weird shape of molars. It
9:54
Speaker 2: creates a tremendous amount of efficiency, you know, So that
9:58
Speaker 2: personalization is a way for the practice to completely differentiate
10:03
Speaker 2: themselves as well. I'm sad to say that's probably travel.
10:06
Speaker 2: I think I've traveled ten out the last eleven weeks,
10:09
Speaker 2: and I spent a lot of time in practices and
10:11
Speaker 2: just seeing it, hearing it the mom conversation the team,
10:16
Speaker 2: even adults right like, wait a second, I can finish
10:19
Speaker 2: faster and not see you as much. You know, as
10:22
Speaker 2: much as we like to think everybody would like to
10:24
Speaker 2: come in more often and spend time with our awesome
10:26
Speaker 2: practice and team, the reality is they got lives to
10:29
Speaker 2: live and they love the option of something that's that
10:33
Speaker 2: has that efficiency for them, and they when you talk
10:36
Speaker 2: about teenagers, they feel that they deserve that which they do.
10:39
Speaker 2: You know, so long answer, but I'm just giving a
10:43
Speaker 2: little background on how the epiphany happened for me and
10:46
Speaker 2: why digitization and that personalization is so important and the
10:50
Speaker 2: evolving industry that we both live in.
10:53
Speaker 1: Yeah, yeah, And I love your points and they're absolutely valid,
10:57
Speaker 1: even in how you got to where you're at, but
10:59
Speaker 1: I think just in general. You know, I've been in
11:01
Speaker 1: our field for thirty three years now, and I look
11:05
Speaker 1: back to when I first got started, and I was
11:08
Speaker 1: working in an office and it was straight wire bins.
11:11
Speaker 1: And I know you didn't know a lot about wires,
11:13
Speaker 1: but they used to take a wire and there would be,
11:16
Speaker 1: you know, a form that we would bend it to.
11:18
Speaker 1: And you know, I mean the technology shift and the
11:22
Speaker 1: changes that I have seen, and then I look at
11:26
Speaker 1: it now and think, not only is it from that
11:30
Speaker 1: personalization and customization, but just what digital means in general
11:36
Speaker 1: to our workflows within our practices, but even too And
11:40
Speaker 1: you just alluded to this, and this is where my
11:42
Speaker 1: point is going to that customer experience, our patient experience,
11:48
Speaker 1: and it is so true. I mean, everybody's life is busy,
11:52
Speaker 1: and nobody has got time to be hanging out in
11:55
Speaker 1: our practices. Every four weeks or every six weeks, even
11:58
Speaker 1: eight weeks. You know, that's that's a lot. When you know,
12:01
Speaker 1: when we just think about what a busy culture we
12:04
Speaker 1: have right now, and thinking about that, I'm wondering if
12:08
Speaker 1: you guys can kind of talk to because you were
12:10
Speaker 1: kind of alluding to it as to what you were
12:12
Speaker 1: hearing in these new patient exams and maybe some of
12:16
Speaker 1: this conversation, can you kind of talk to how how
12:20
Speaker 1: you guys are not only helping doctors customize their treatment
12:25
Speaker 1: plans and coming up with brackets that are truly made
12:29
Speaker 1: to fit a patient's tooth anatomy, but can you kind
12:32
Speaker 1: of talk to some of the tools and things that
12:35
Speaker 1: you guys are helping them also, just in what does
12:38
Speaker 1: that patient experience or journey look like if they're using
12:42
Speaker 1: more of a customized bracket versus maybe some of our
12:45
Speaker 1: traditional auxiliary ones that are out there.
12:48
Speaker 2: You know, it's ironically very similar to the workflow of
12:52
Speaker 2: a clear liner. You know, the setup may be different
12:55
Speaker 2: because you're thinking, you know, I don't have the stage,
12:57
Speaker 2: which is a big learning I've found for a lot
13:00
Speaker 2: of docs. And the other big learning I found also
13:04
Speaker 2: is a lot of these systems and I've learned this
13:06
Speaker 2: look I'm clinical things I probably should be very you know,
13:11
Speaker 2: skimming across the top of the water. You know, Alfred,
13:14
Speaker 2: you know or Bones should be on your podcast to
13:17
Speaker 2: talk about those. But these are the things I know.
13:20
Speaker 2: A lot of the systems that are out there had
13:22
Speaker 2: philosophies built around them so that there was some sort
13:26
Speaker 2: of process to deliver the result. We really don't have
13:31
Speaker 2: a philosophy. The philosophy is your treatment plan and where
13:34
Speaker 2: you want the teeth to finish. That's like blows the
13:38
Speaker 2: mind of a lot of folks, you know, because there's
13:40
Speaker 2: very strong followers of philosophies. You can still take that
13:44
Speaker 2: and apply it to our digital system. But you don't
13:47
Speaker 2: actually have to worry about bracket placement on the tooth.
13:50
Speaker 2: Between the software, the doctor, and our technicians and clinicians,
13:56
Speaker 2: the software determines the best possible place to place the
14:00
Speaker 2: bracket on each tooth, so you may have something more gingable,
14:03
Speaker 2: and you know, you may have these weird places where
14:06
Speaker 2: you think you can't actually place the bracket. No, we
14:08
Speaker 2: get the bracket and as the tooth rotates, usually you're
14:11
Speaker 2: repositioning to the fa. You don't have to do that.
14:14
Speaker 2: You should not do that with our system because it
14:16
Speaker 2: expresses itself based on how the platform works. So there's
14:21
Speaker 2: some early experiences that are kind of like wait, what
14:25
Speaker 2: like how is that in that position? And how am
14:28
Speaker 2: I going to finish this case? And then as it
14:30
Speaker 2: expresses through wire change, there's those aha moments that happen
14:33
Speaker 2: along the way. But I don't know if that answers
14:36
Speaker 2: your question. Yeah, and then when you're talking that triangle
14:40
Speaker 2: that usually happens in the practice. You know it's the doctor,
14:44
Speaker 2: the mom and the teenager. Seeing that discussion is really
14:48
Speaker 2: interesting and that we're a ceramic translucent bracket and you know,
14:54
Speaker 2: you've probably seen this a thousand times in your life
14:56
Speaker 2: or maybe ten thousand, but like, you know, the teenager
14:59
Speaker 2: comes in and says, but my friend has metal, you know,
15:02
Speaker 2: and like watching these conversations and seeing like, look you
15:05
Speaker 2: can have metal. It's going to take longer, you're going
15:08
Speaker 2: to be in more often. Or you can use a digitized,
15:11
Speaker 2: personalized solution that's made just for you, designed by me.
15:15
Speaker 2: Because this is all designed by the doctor. We're actually
15:17
Speaker 2: just three D printing and manufacturing what they have requested,
15:22
Speaker 2: so it's really you know, really personalized to the doctor
15:25
Speaker 2: as well. It's really something interesting and magical when you
15:29
Speaker 2: watch that unfold, and obviously it moves to the treatment room,
15:32
Speaker 2: and you know, when it flows really well, you see
15:35
Speaker 2: and learn a ton about how they're actually applying the
15:38
Speaker 2: value of personalized orthodonics for the patient, the mom. But
15:42
Speaker 2: obviously the practice wins in a tremendous way because you know,
15:46
Speaker 2: you move to ten to twelve week appointments, the doctor's
15:49
Speaker 2: time is not used up either. Right where the custom
15:52
Speaker 2: brackets are put in custom indirect bonding, we call them
15:55
Speaker 2: light trays. We just have a new innovation come out,
15:58
Speaker 2: and I think a lot of people's perception. I have
16:00
Speaker 2: found out that they thought IDB trays were like arts
16:03
Speaker 2: and crafts a little bit over the decades, you know,
16:06
Speaker 2: And yes, that's.
16:09
Speaker 1: What I've been told, you know, so I can I
16:11
Speaker 1: can tell you from very very first gin indirect bonding trays.
16:15
Speaker 1: Absolutely it was like arts and crafts. Scary, Yeah, exactly.
16:20
Speaker 2: Yeah, that's what I've learned. Yeah, yeah, And I always
16:24
Speaker 2: get a kick out of it when I hear folks
16:26
Speaker 2: have been in practice for a while talking about how
16:28
Speaker 2: they would have to populate their own indirect bonding trays,
16:31
Speaker 2: and you know, it's a lot of work. Everything comes
16:34
Speaker 2: pre populated exactly in the location of where it should be.
16:37
Speaker 2: On the tooth and one of the innovations we've learned
16:40
Speaker 2: we take all the feedback from our cust all of
16:42
Speaker 2: our product changes our customer driven. I think that's one
16:45
Speaker 2: of Alfred's super strengths is listen to the customers and
16:50
Speaker 2: do what they ask and need, and you know you'll
16:52
Speaker 2: have an incredible trusting there I say, loving relationship where
16:57
Speaker 2: the doctor knows they're in the center of all of it.
17:00
Speaker 2: But like one of the things we had found out
17:01
Speaker 2: on this system that we have is a lot of
17:05
Speaker 2: times if there's eruption happening, you know, maybe the jig
17:09
Speaker 2: comes in and it's kind of like a teetering like
17:12
Speaker 2: a seesaw because it has erupted from the time the
17:15
Speaker 2: scan and plan to you know, when they're bonding, and
17:18
Speaker 2: so they're kind of cutting the jig and putting it in.
17:21
Speaker 2: Now we've built the jigs that have We've built AI
17:25
Speaker 2: and rules into the software to know this is an
17:27
Speaker 2: erupting tooth. Have the jig simply able to break off
17:31
Speaker 2: if they need to for an erupting tooth as opposed
17:35
Speaker 2: to getting the scissors out. So just some really simple
17:37
Speaker 2: things that we've heard back from the customer but the
17:40
Speaker 2: doctor's not doing the bonding. The staff's doing all the bonding.
17:45
Speaker 2: You know, if there's a d bonder or breakage. You know,
17:47
Speaker 2: love those kids they eat rocks as you know.
17:50
Speaker 1: Yes, absolutely, yep, yeah, pop rocks.
17:54
Speaker 2: Or killer right. I think the Star Wars is always
17:56
Speaker 2: a fun one too. You know, it's like what do
17:58
Speaker 2: you need in Star Wars? But you know all the
18:02
Speaker 2: backup jigs are there in single form and the stats
18:04
Speaker 2: doing that as well. So it creates a tremendous amount
18:07
Speaker 2: of efficiency for the doctor's time as well. And when
18:11
Speaker 2: that spills into the practice over time, you have a
18:14
Speaker 2: completely different profile of a business, different experiences for your patients,
18:19
Speaker 2: and you know, you start finding patients coming and asking
18:21
Speaker 2: for you and lighte force, right, doc, I heard you
18:24
Speaker 2: doing this, my friends, and so we're starting to really
18:27
Speaker 2: see that build up in our growth profile.
18:28
Speaker 1: Yeah yeah. Well, and coming from a consultant that works
18:33
Speaker 1: with a lot of startups, I mean that's you know,
18:35
Speaker 1: as you know, my primary focus in what I do
18:38
Speaker 1: and when I'm helping docs set up from the beginning,
18:42
Speaker 1: what are we going to do? Like I said, you know,
18:44
Speaker 1: we're kind of choosing everything out. One of the reasons
18:48
Speaker 1: that I really encourage doctors to choose some type of
18:52
Speaker 1: a digital bracket system if at all possible, is some
18:56
Speaker 1: of the things you were just talking about. But our
18:59
Speaker 1: ultimate goal is to have a very efficient office with
19:05
Speaker 1: the minimal amount of team members that we can have
19:08
Speaker 1: because we want to be keep that overhead down and
19:11
Speaker 1: just really put good systems in place from the beginning.
19:14
Speaker 1: And one of the things that I have loved about
19:16
Speaker 1: my docs that have chosen to work with light Force
19:19
Speaker 1: is it is so nice to know that you're talking
19:23
Speaker 1: about the teams being able to do it, but a
19:25
Speaker 1: lot of times in the beginning, our first hire is
19:28
Speaker 1: not a clinical team member. Our first hire is somebody
19:32
Speaker 1: for the front of the house that can answer the
19:34
Speaker 1: phones and do the TC and do the financial and
19:37
Speaker 1: our docs are flying solo for about the first three
19:39
Speaker 1: months or so. And what I have loved about this
19:43
Speaker 1: is it's completely in their hands and they can do
19:48
Speaker 1: it and do it okay where they don't have to
19:51
Speaker 1: feel like they have to have the overhead of an
19:53
Speaker 1: additional team member being there. They can do their same
19:58
Speaker 1: day scan. We don't have to have a same day start.
20:00
Speaker 1: We can do that, get that scan done we can
20:03
Speaker 1: get them back, they can be ready for that appointment,
20:06
Speaker 1: they can deliver everything. It's still not this overly time
20:10
Speaker 1: intensive appointment for them. And I have just found that
20:13
Speaker 1: has helped so many of my startup docs. And then
20:16
Speaker 1: the beautiful thing about it is they figure out the
20:19
Speaker 1: exact way the system needs to work, so when they
20:22
Speaker 1: are bringing on that next team member, they've got all
20:26
Speaker 1: the bugs worked out and now it's just you know, Okay,
20:28
Speaker 1: I'm going to teach them what needs to be done.
20:31
Speaker 1: And I feel like it has really helped us a
20:34
Speaker 1: lot in keeping the overhead of having to bring more
20:36
Speaker 1: and more employees on too early. But then they're still
20:40
Speaker 1: scaling that growth, which which I just think is again
20:43
Speaker 1: like one of these future where we couldn't have done
20:47
Speaker 1: this even fifteen years ago, where we definitely can do
20:52
Speaker 1: it now. And I think we're just going to get
20:53
Speaker 1: even better and better at this bigger practices, producing a
20:57
Speaker 1: lot more with a lot less team members, and just
21:00
Speaker 1: being efficient with the amount of time, how long it takes,
21:03
Speaker 1: how often we're bringing patients back. Yeah, hey, docs, let's
21:09
Speaker 1: talk about smile sweet, because it's not just another scheduling system.
21:13
Speaker 1: It's a game changer in the world of new patient management,
21:16
Speaker 1: and as a proud smile Sweet partner, I've witnessed the
21:19
Speaker 1: incredible impact it has on practices of all sizes. Smile
21:24
Speaker 1: Sweet means your new patient calls and webleeds are expertly
21:27
Speaker 1: handled seven days a week, even during nights and weekends.
21:31
Speaker 1: And they offer top notch customizable presentation software and seamless
21:36
Speaker 1: post consultation follow up. It's like having a secret weapon
21:39
Speaker 1: for your practice's success. Curious dive into the revolution at
21:44
Speaker 1: getsmilesweet dot com and don't forget to mention Haydocs to
21:48
Speaker 1: unlock some extra goodies. Elevate your practice with smile Sweet,
21:53
Speaker 1: because every smile deserves a suite of excellence.
21:59
Speaker 2: I saw firsthand and a couple months ago down in
22:01
Speaker 2: Houston startup practice, they're killing it second year and the
22:06
Speaker 2: doctor almost told verbatim the story that you just said,
22:09
Speaker 2: And I mean I watched it, and you know, we
22:12
Speaker 2: have docs that are their business and practices are mature.
22:16
Speaker 2: They like bonding, peace do it, you know, but you
22:21
Speaker 2: don't in a ninety minute block. You're in a forty
22:23
Speaker 2: five minute block. So it changes things significantly at a
22:27
Speaker 2: practice level. So we see it on both sides, but
22:30
Speaker 2: definitely on the startup side, like, you know, I can
22:32
Speaker 2: do this. I'm maybe doing eighty starts, one hundred and
22:35
Speaker 2: ten starts my first year. Totally can handle this. And
22:38
Speaker 2: then like anytime there's the Boonder breakage, it's one jig,
22:42
Speaker 2: two minutes, not even you know, you're in and out.
22:45
Speaker 2: And so they really like that. And I'd say the
22:48
Speaker 2: flip side is probably where the challenge is. Right. It's
22:51
Speaker 2: like you have a practice that's say twenty five percent
22:54
Speaker 2: cleare a laner, seventy five percent fixed the client stock,
22:58
Speaker 2: and you have to staff for the worst possible stock
23:01
Speaker 2: bracket day. Otherwise everything breaks up, you know, breaks loose.
23:06
Speaker 2: That there's the transitional moment in that journey to a
23:10
Speaker 2: fully digitized practice which has never really been available before,
23:15
Speaker 2: and there is a roadmap for it. And I would
23:18
Speaker 2: say the thing I've learned the most in the last
23:20
Speaker 2: two and a half years is you're going to get
23:23
Speaker 2: the efficiencies. It's just the doctor's desire to leverage the efficiencies. Yeah,
23:31
Speaker 2: and it's hard. I was a business owner for thirteen years.
23:33
Speaker 2: It's really hard to do. I have massive respect for
23:37
Speaker 2: you know, I was I was a business owner, I
23:39
Speaker 2: didn't have clinical responsibility on outcomes. You know, that's a
23:42
Speaker 2: pressure cooker in my opinion. You know, so that's a
23:45
Speaker 2: really tough place to be in decision. But I personally
23:49
Speaker 2: believe it's the future of orthodonics. And it may you know,
23:51
Speaker 2: it's going to take time, but I think that these
23:54
Speaker 2: practices will become a digitized business model, which is right
23:58
Speaker 2: in your sweet spot, right workflows, people, process system and
24:05
Speaker 2: I think it adds a ton of quality of life
24:07
Speaker 2: as well, for sure.
24:09
Speaker 1: And I think that you may or may not like
24:11
Speaker 1: me to say this, but I think that you can
24:14
Speaker 1: if you've got a digital bracket system and an aligner system.
24:18
Speaker 1: The nice thing is you get used to the same workflows. Right.
24:22
Speaker 1: It may be two different products, but the workflows are
24:26
Speaker 1: so similar that I think that's what makes it nice too,
24:29
Speaker 1: is now you don't have almost two completely warring auxiliaries
24:34
Speaker 1: against themselves. And again for my young docs that are
24:38
Speaker 1: out there and listening, if you're thinking, I don't know,
24:41
Speaker 1: I hear in the Facebook groups, I shouldn't get started
24:43
Speaker 1: because the cost and this, that and the other. I
24:46
Speaker 1: think about it, like, yes, there's cost, but there are
24:49
Speaker 1: ways that we can negate that there are ways that
24:51
Speaker 1: we can work around that. There are ways that you
24:52
Speaker 1: can keep yourself safe in the beginning, But what is
24:56
Speaker 1: the cost and the stress and you know what is
25:00
Speaker 1: that worth to you five years down the road when
25:03
Speaker 1: you're really busy? And now we know the hardest thing
25:07
Speaker 1: for a doctor to do is introduce new technology into
25:10
Speaker 1: an existing full blown practice.
25:13
Speaker 2: It totally is. I mean I went through one of
25:15
Speaker 2: these transformation moments in my one of my own old businesses.
25:19
Speaker 2: I mean it was hard. It was an IT business.
25:23
Speaker 2: I'll date myself. It was back in the day of
25:25
Speaker 2: client server and so you're basically selling iron and implementing
25:29
Speaker 2: and executing client server environments. We did it all the
25:32
Speaker 2: way from dental practices to large hospital systems. And then
25:36
Speaker 2: this thing comes along called ASP which is Application Service providers,
25:41
Speaker 2: so you don't have to make the investment. It's now
25:43
Speaker 2: known as the cloud today. And we had a really
25:46
Speaker 2: tough decision as business owners, my partner Tommy and I
25:49
Speaker 2: of sitting there going are we going to keep going
25:51
Speaker 2: down this path of the way it used to be done,
25:56
Speaker 2: or are we going to put our foot in a
25:58
Speaker 2: third boat for the time being. As we transitioned the
26:00
Speaker 2: business right because you're living in with a foot and
26:03
Speaker 2: two boats, and the bigger and more busy the practice gets,
26:06
Speaker 2: the wider the boats go apart. And you know, I
26:10
Speaker 2: remember I actually learned this at that moment in time.
26:13
Speaker 2: It was probably around six oh seven, and it was no, no, no,
26:17
Speaker 2: we're fine, We're fine, everything's fine, you know that kind
26:20
Speaker 2: of thing. And then finally we sat down and said,
26:22
Speaker 2: we've got to start working on this because we're going
26:26
Speaker 2: to have to transform our own go you know way
26:28
Speaker 2: we go to the market and work with our customers.
26:31
Speaker 2: And it was the biggest blessing that ever could have happened,
26:33
Speaker 2: because this thing called eight no nine happened and nobody
26:37
Speaker 2: was buying anything. So we had a nice business around
26:41
Speaker 2: application service providers where it didn't require a capital investment.
26:45
Speaker 2: There was additional cost on a monthly basis. We would
26:49
Speaker 2: have probably gone out of business if we hadn't done that.
26:52
Speaker 2: I'm not suggesting that's this industry by any means, but
26:55
Speaker 2: the old adage is the longer you wait, the longer
26:58
Speaker 2: you wait. And so it's not like you jump all
27:01
Speaker 2: in right off the bat. You've got to learn how
27:04
Speaker 2: to use a new system technology. We have twenty clinical
27:08
Speaker 2: integration specialists that sit at practice level spend time with
27:12
Speaker 2: the staff. Is a very staff focused part of our business.
27:16
Speaker 2: With the clinical integration folks, we have clinical advisors and
27:19
Speaker 2: peer advisors peer to peer for the doctors ask away,
27:23
Speaker 2: you know, take your learnings, but at some point you've
27:26
Speaker 2: got to put your toe in the water and learn
27:29
Speaker 2: and then determine how and when a potential full digital
27:34
Speaker 2: transformation happens. You live in this universe, so well, what
27:38
Speaker 2: are the most common over treatment case types that you're
27:41
Speaker 2: dealing with in your practice?
27:43
Speaker 3: I mean, like, let's go tackle them, right, Like, it's
27:47
Speaker 3: just let's methodically, precisely use the technology to fix some
27:53
Speaker 3: of the issues that are potentially at the practice.
27:55
Speaker 2: I know nobody overtreats Rachel.
27:57
Speaker 1: Yeah no, no, no, no, no, never never.
28:01
Speaker 2: But like tackle the biggest problems to solve and be
28:04
Speaker 2: methodical about it. Learn and if you want to climb
28:08
Speaker 2: the next run in the ladder, nexcellent, great, we'll do
28:10
Speaker 2: it with you. If you want to stay there and
28:11
Speaker 2: say these are the case types, surgical, whatever it may be,
28:15
Speaker 2: we're good with that too, right, But there is a
28:18
Speaker 2: way to start implementing and introducing this technology and the
28:21
Speaker 2: practice without destroying it. And the lab bill is a
28:24
Speaker 2: big part of it. You know. We learned this the
28:26
Speaker 2: hard way too, is that when you trade off a
28:29
Speaker 2: lab bill from you know, what your stock may be
28:33
Speaker 2: to a digital you won't see the efficiencies right off
28:36
Speaker 2: the bat. So there's this at least I put you know,
28:39
Speaker 2: six twelve eighteen month journey, same exact thing happen with
28:42
Speaker 2: Clara Liners. It's almost like verbatim. But it's the last
28:46
Speaker 2: part of the practice to transform the challenges. It's the
28:50
Speaker 2: biggest part because it as the most starts right, seventy
28:52
Speaker 2: five percent of the practice. So doing it properly and
28:57
Speaker 2: without breaking the bank, the p and L the cash
28:59
Speaker 2: flow of the business. We're very much aware. We put
29:01
Speaker 2: all you know, specialized payment terms in place. We get this.
29:04
Speaker 2: We work with consultants all the time E Gauge Folks
29:07
Speaker 2: and Bens, and they've helped us model all these things
29:10
Speaker 2: because we're like, look, we don't want to go be
29:12
Speaker 2: a detriment to the practice because inevitably you never transform
29:16
Speaker 2: your business, you know. So we've done a lot of
29:19
Speaker 2: creative things and it's really personal to the doctor and
29:23
Speaker 2: the practice. It's not one size fits all never, they're
29:26
Speaker 2: all different. That's great, but we've learned this one the
29:28
Speaker 2: hard ware ourselves. So being customer obsessed one of our values.
29:32
Speaker 2: What does the customer need to be able to do
29:34
Speaker 2: this if this is what they want to do. And
29:36
Speaker 2: I think that's an important thing.
29:38
Speaker 1: Yeah, that's great, and I do appreciate that you even
29:41
Speaker 1: said that because I think that that is something that's
29:45
Speaker 1: really important. Now again, I'm speaking a lot towards startups
29:47
Speaker 1: because we're definitely watching budget a lot more than you know,
29:51
Speaker 1: maybe an existing practice that's doing a little bit better
29:54
Speaker 1: or whatnot. But I think just knowing that you know,
29:58
Speaker 1: and I kind of love that you're customizing it all
30:01
Speaker 1: the way around. It isn't just from the patient experience
30:04
Speaker 1: to the bractic experience. But even if a doc is
30:06
Speaker 1: looking at saying, hey, I think this makes sense. I
30:10
Speaker 1: think this is something I want to look at. I
30:12
Speaker 1: want to get into that you are even kind of
30:14
Speaker 1: meeting it sounds like the doctors where they're at and saying, Okay,
30:18
Speaker 1: how are we going to come alongside you and help
30:20
Speaker 1: you be successful at this? With that being said, and
30:24
Speaker 1: I know we haven't talked a lot about maybe what
30:28
Speaker 1: differentiates you from other digital bracket systems out there. Would
30:34
Speaker 1: you mind just talking a little bit about that. You know,
30:38
Speaker 1: we know there's choice out there, but what do you
30:41
Speaker 1: think sets you guys apart, or maybe it's a little
30:43
Speaker 1: bit different that doctors may not know that they may
30:45
Speaker 1: want to know.
30:47
Speaker 2: Yeah, yeah, I think. Look, there's a lot of great
30:50
Speaker 2: players out there. I have tremendous respect for all of them.
30:53
Speaker 2: You'll never hear me knock somebody, just so you know.
30:56
Speaker 1: And I think I agreed there are there atop yep.
31:01
Speaker 2: There's a big difference between personalized what people call customized
31:08
Speaker 2: and modular, okay, and I think this is a thing
31:12
Speaker 2: to have complete awareness of. You don't inventory or our product, right,
31:17
Speaker 2: we're j T just in time inventory, Right, you have
31:20
Speaker 2: a need, That's that's what it's called.
31:22
Speaker 1: Right, it's j I've heard that. That's great.
31:27
Speaker 2: Kelly ride Oh, our coo will be so happy once
31:30
Speaker 2: she watches this podcast. Should be like Frank, I didn't
31:32
Speaker 2: know you knew this. You know in a piece on
31:34
Speaker 2: like Kelly, the people we have of this organization, Kelly
31:37
Speaker 2: ran Amazon Robotics. You're talking a wealth of knowledge. You
31:42
Speaker 2: know Dorin who runs our product, ran product for Wayfair
31:46
Speaker 2: and Athena Health. So you have all these really unique
31:49
Speaker 2: people and perspectives that come together and say we can
31:53
Speaker 2: do this and continue to improve, which is a big
31:56
Speaker 2: underlying value in our business. But all wait it this way.
32:00
Speaker 2: If you had a piece of furniture that may broke
32:05
Speaker 2: or something happened to it, you would go into your
32:08
Speaker 2: garage and look at your bolts, nuts and washers and say,
32:14
Speaker 2: I think this will work, right, Like, I can kind
32:17
Speaker 2: of make this work. That's a modular pros I have
32:20
Speaker 2: to do this all the time myself. This is why
32:22
Speaker 2: it was like about a year and a half ago,
32:23
Speaker 2: I kind of was like, I'm in my garage. I'm like, ah,
32:26
Speaker 2: this is a great analogy, you know. Yeah, as opposed
32:29
Speaker 2: to like sitting there and saying if my phone could
32:32
Speaker 2: scan this, take a picture and say the exact opening
32:37
Speaker 2: and need is this, and I go to the three
32:40
Speaker 2: D printer and I go Wila, okay, I got it
32:43
Speaker 2: and it's perfect. That would be the biggest difference between
32:47
Speaker 2: us and any other player on the market. Once again,
32:51
Speaker 2: it's not that they can't work, but it is so
32:54
Speaker 2: precise and unique to the exact morphology and location on
32:59
Speaker 2: every tooth, and the plan itself has all the tip
33:03
Speaker 2: and torque and everything in it, which is built into
33:06
Speaker 2: the base of the bracket. That's a different concept. So
33:11
Speaker 2: you're not sitting there going I'm going to place it here.
33:14
Speaker 2: Even if you're using an IDB trade, it's not precisely
33:17
Speaker 2: placed with the exact base design that fits perfectly on
33:22
Speaker 2: the tooth. And then you don't have to reposition the braces,
33:25
Speaker 2: very minimal wire bending, let them express and finish the case.
33:29
Speaker 2: If you have to do a repo, no problem. Right,
33:32
Speaker 2: they're all available. I would say that is probably the
33:36
Speaker 2: best way a non clinician can explain the difference in
33:39
Speaker 2: what we do. The other thing is because we own
33:43
Speaker 2: the entire vertical of our business model. Right. We developed
33:48
Speaker 2: and own our own software. So that's really important on
33:52
Speaker 2: the front end. If you don't own it and you're
33:54
Speaker 2: going through somebody else, you're only as good as the
33:57
Speaker 2: output of what their software is capable of. We own
34:01
Speaker 2: our own manufacturing facility in Wilmington, Massachusetts. It's a thirty
34:05
Speaker 2: seven thousand square foot facility, and so if we need
34:09
Speaker 2: to make changes the hardware changes at the speed of software.
34:13
Speaker 2: I'll repeat that, the speed of software. So if like
34:16
Speaker 2: you're familiar with software and agile and scrum, and like
34:20
Speaker 2: you're in these two weeks sprints, something comes in. I'll
34:22
Speaker 2: give you a great example. Our hooks were a little cumbersome.
34:27
Speaker 2: It was actually funny. Chris Benson told us this. He
34:30
Speaker 2: wore a life force and he said that the hooks man,
34:33
Speaker 2: you know. So we lowered the profile of the hook,
34:36
Speaker 2: we strengthen the wing, we address some of the trench
34:40
Speaker 2: design stuff to improve it right there, and it's done
34:44
Speaker 2: and it's tests that obviously before it goes to market.
34:46
Speaker 2: But we have the prototype to alpha beta, make sure
34:50
Speaker 2: it works and it's in market and a very fast
34:52
Speaker 2: time because we own the complete end and including the
34:55
Speaker 2: indirect bonding tray. And that is a power or you
35:00
Speaker 2: have to handle with gloves because sometimes you can change
35:03
Speaker 2: things so fast that you get so far ahead of
35:06
Speaker 2: what the doctor needs and expectations are. You have to
35:09
Speaker 2: be very careful and cognizant of doing that. But like
35:12
Speaker 2: last year in twenty twenty three, we produced four million
35:19
Speaker 2: doctor designed unique three D printed parts. Wow, wow, that's amazing, right,
35:27
Speaker 2: we heard, don't count this as fact. But Alfred Ingen,
35:30
Speaker 2: our CFO, we're at an investor conference ironically called Jaws
35:34
Speaker 2: and Pause. It's a dental in vet conference, and one
35:39
Speaker 2: of the analysts from an investment company said they think
35:42
Speaker 2: that we surpassed Striker as a company that produces the
35:45
Speaker 2: most directly three D printed custom personalized devices in the world.
35:51
Speaker 1: Wow, it's amazing.
35:54
Speaker 2: Don't say it's a fact. This is like what we were.
35:56
Speaker 1: Told that the number of almost factor that perfect.
36:01
Speaker 2: But that's that's amazing, you know, And so not that
36:06
Speaker 2: I'm sitting here petting us on the back, but it
36:08
Speaker 2: is a well you should, yeah, I mean, you know,
36:10
Speaker 2: we're you know, we got a lot of work to do.
36:12
Speaker 2: Now there's nobody ever sitting back like, yeah, we did it.
36:14
Speaker 2: But it's like, we have a lot of work to do.
36:16
Speaker 2: We have to serve our customers and the patients that
36:20
Speaker 2: they serve, so always continuous improvement. But you know that
36:23
Speaker 2: is the probably the biggest differentiator. And you know, the
36:27
Speaker 2: accuracy you get two sets at the first order. Our
36:31
Speaker 2: lab bill covers any reorder. It's just so simple and
36:35
Speaker 2: unique and that you don't miss you're not buying inventory.
36:39
Speaker 2: That's the point of the j I t you're not
36:41
Speaker 2: sitting there saying, especially in a startup too, you don't
36:44
Speaker 2: incur costs until you get a start yes, big, yeah,
36:48
Speaker 2: and then you know you do extended payment terms so
36:50
Speaker 2: you're not getting beat on a smaller deposit and collecting
36:53
Speaker 2: over time. We work together with our practices depending on
36:57
Speaker 2: where they are in their life cycle.
36:59
Speaker 1: Yeah, I love that. I love that. Well. As we
37:01
Speaker 1: are coming to the end, I think you and I
37:04
Speaker 1: could just keep on talking for sure, definitely going to
37:07
Speaker 1: have to have you on again. I would love it
37:09
Speaker 1: if you could maybe just kind of finish up with
37:12
Speaker 1: anything that you think we need to know that you
37:15
Speaker 1: guys are excited about with light Force and the future.
37:19
Speaker 1: As we're kind of leaving it there, Yeah, I'll.
37:22
Speaker 2: Talk outside first and then maybe a little life force,
37:25
Speaker 2: you know, I will say, I know we're going through
37:27
Speaker 2: a moment in the orthodonic industry right probably the first
37:30
Speaker 2: time in three years that we've seen a downward trend.
37:34
Speaker 2: I've never seen it. I don't know if you have
37:36
Speaker 2: the data shows that's really not happened. This too shall
37:40
Speaker 2: pass exactly, This too shall pass. You know.
37:43
Speaker 1: It's like it's like investing, don't look at the short
37:46
Speaker 1: short hold, look at it from the long run, we're fine.
37:50
Speaker 2: We are so exceptionally bullish on the orthodonic industry, which
37:55
Speaker 2: is our primary focus. We call ourselves BOTHO bi ORTHO.
38:00
Speaker 2: Our founder, co founder and CEO is an ortho and
38:03
Speaker 2: for ORTHO. There is nothing that we talk about that
38:08
Speaker 2: doesn't have that is not discussed the impact on the ortho,
38:12
Speaker 2: those in the practice, and the patient's experience it. There's nothing.
38:16
Speaker 2: And I've been in places where those are not the discussions. Right.
38:19
Speaker 2: It's a different environment, and we are exceptionally bullish and
38:23
Speaker 2: want to continually improve and we learn from the community.
38:27
Speaker 2: We have an amazing community of doctors that support each other.
38:31
Speaker 2: We have this Facebook site for life Force users. I
38:35
Speaker 2: just love watching it. I don't chime in because they're
38:37
Speaker 2: clinical questions, but I love like somebody asked a question,
38:41
Speaker 2: twenty other doctors are saying, no, try this, do this,
38:44
Speaker 2: switch your slot size from eighteen to twenty, you know, like,
38:47
Speaker 2: and we can do that because we're a three D
38:49
Speaker 2: printing company and you can pick your slot side. And
38:52
Speaker 2: so we're very bullish on the market. We do believe
38:56
Speaker 2: at life Force we're at the right place at the
38:59
Speaker 2: right time. Yeah, and that it's going to take time
39:03
Speaker 2: and we're patient and knowing that this industry is an
39:10
Speaker 2: unbelievable industry. Practices are fantastic. We love worth that honest,
39:15
Speaker 2: our customers, the staff, and we're in for the long haul.
39:19
Speaker 2: You'll never see us not continually improve, listen to the
39:23
Speaker 2: community and apply those those needs and changes rather quickly
39:27
Speaker 2: to our products because we're not casting anything. We want
39:30
Speaker 2: it in their hands in market as fast as possible
39:33
Speaker 2: to produce the best possible experience for our customers.
39:37
Speaker 1: Yeah, I love that. That's great and it's just great
39:40
Speaker 1: to see a company that is really looking at the
39:43
Speaker 1: future as we're not going anywhere. We're constantly evolving versus
39:48
Speaker 1: we're not going anywhere, but we aren't changing anything either.
39:53
Speaker 2: We're not we're not going anywhere. You know you want
39:56
Speaker 2: to do bie for some of your practice and surgery,
40:00
Speaker 2: we're in like you know, you know we're in. We'll
40:03
Speaker 2: work together with you and we have over one hundred
40:05
Speaker 2: and twenty people that are out in the field, both
40:08
Speaker 2: clinical and support folks. And you know we folks of
40:11
Speaker 2: Costa Rica Ukraine. You know we're here solely to provide
40:15
Speaker 2: an outstanding experience for our customers and we want to
40:18
Speaker 2: earn the trust every day, so.
40:20
Speaker 1: I don't Well that's wonderful. Well, so somebody wants to
40:24
Speaker 1: get a hold of you or the light Force team.
40:27
Speaker 1: What's going to be the best way that they can
40:29
Speaker 1: do that?
40:29
Speaker 2: Yeah, I mean I can provide my email. Yeah, it's
40:33
Speaker 2: Frank dot quinn q U I n N at light
40:37
Speaker 2: Force Ortho. You could also hit the website. You know.
40:41
Speaker 2: The amazing thing is you do that, you may get
40:44
Speaker 2: a call from the CEO or the FO or myself.
40:46
Speaker 2: I mean, we want to be involved. We have over
40:49
Speaker 2: fifty folks specifically to support the customer in the field
40:53
Speaker 2: from a engagement perspective in sales, we have folks in
40:57
Speaker 2: your area. So don't hesitate. Email me. I'll respond immediately
41:02
Speaker 2: and hopefully I have a chance to talk to anybody
41:05
Speaker 2: that's interested too.
41:06
Speaker 1: Yeah that's great. Well, Frank, this has been just wonderful.
41:09
Speaker 1: Like I said, I've been waiting to have you on
41:11
Speaker 1: and I'm excited to just get a little behind the
41:14
Speaker 1: scenes look at light Force. And I think the thing
41:17
Speaker 1: that I've really appreciated is you guys are approachable. You're
41:20
Speaker 1: a big company, but yet you're approachable, you're in touch,
41:23
Speaker 1: and you really have the doctor's best interest at heart.
41:26
Speaker 1: So thank you, so thanks, thanks, thanks for this. So
41:29
Speaker 1: the way I want you.
41:30
Speaker 2: To come up, I want you to come up to Wilmington.
41:32
Speaker 2: All right, I will see the manufacturing facility.
41:34
Speaker 1: I would love that. I will take you up on that.
41:36
Speaker 2: All right, good, we're going to have you. I want
41:38
Speaker 2: you to see it. So perfect.
41:40
Speaker 1: So I love to finish up paydocs with a little
41:43
Speaker 1: speed round. Are you ready to finish us up with
41:47
Speaker 1: the speed round?
41:48
Speaker 2: I just got goosebumps and adrenaline, but yes, I'm in so.
41:52
Speaker 1: Perfect all right, it won't be too bad. What's your
41:55
Speaker 1: favorite go to productivity tool for yourself?
42:00
Speaker 2: That's a good one. I'm going to say it sadly.
42:03
Speaker 2: It's my to do list.
42:05
Speaker 1: Yeah, h either's nothing matter with that.
42:07
Speaker 2: That's my to do list. It keeps me focused and
42:09
Speaker 2: that's what I need to be productive.
42:12
Speaker 1: Yep, yep, awesome. Are you an early bird or a
42:15
Speaker 1: night owl?
42:16
Speaker 2: Early bird?
42:17
Speaker 1: Awesome? Alrighty What was your first job ever?
42:23
Speaker 2: Ever? Like, not even out of college? Oh?
42:27
Speaker 1: Wow, way back, We're going way back.
42:30
Speaker 2: Wow. Oh. I worked at a grocery store. The funniest
42:34
Speaker 2: part about it is I helped my dad build a house.
42:36
Speaker 2: He paid me three dollars an hour. I said, I
42:38
Speaker 2: want to go buy a moped. I bring the moped
42:40
Speaker 2: home that day. He goes, great, you can now get
42:42
Speaker 2: a job and get yourself there. So yeah, that was
42:47
Speaker 2: my first job.
42:48
Speaker 1: Oh that's awesome. Three dollars an hour. Man, what we
42:51
Speaker 1: used to do for I can remember babysitting for five
42:55
Speaker 1: dollars an hour and thinking people are putting their kids'
42:58
Speaker 1: life in my hands for five What would you say
43:03
Speaker 1: has had the most tremendous impact on your professional life?
43:07
Speaker 2: I learned a lot from my mom. We were business
43:09
Speaker 2: partners and she taught me a lot.
43:14
Speaker 1: Oh, that's wonderful. And then the last one, what's one
43:18
Speaker 1: business skill you think everyone should have.
43:21
Speaker 2: I would say you have to understand the values of people,
43:27
Speaker 2: and especially if you're in a leadership position, and it's respect.
43:32
Speaker 2: It's all about respect.
43:33
Speaker 1: That's a good one. That's a good one. Well, thank
43:36
Speaker 1: you again for being on. This was a great episode.
43:40
Speaker 1: I know there's going to be a lot of people
43:41
Speaker 1: reaching out to you, so be prepared and I hope
43:46
Speaker 1: to have you on again. Thank you.
43:47
Speaker 2: Thanks for having me on Jill.
43:51
Speaker 1: Are you ready to start a practice of your own,
43:54
Speaker 1: need a new, fresh set of eyes or some advice
43:57
Speaker 1: on your existing practice. If so, reach out to me,
44:00
Speaker 1: Jill Allen at www dot practice results dot com. If
44:05
Speaker 1: you like what we're doing here on Haydocks and want
44:08
Speaker 1: to hear more of this awesome content, be here and
44:10
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44:17
Speaker 1: an episode. Remember, new episodes drop every Thursday. See you
44:22
Speaker 1: next week.