Latest / Hey Docs! / The Art of Leadership: Part Two with Dino Watt

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The Art of Leadership: Part Two with Dino Watt · Hey Docs!

0:06
Welcome to the Heydocks Podcast with your host Jill Allen. Today, I'm thrilled
0:11
to have Dina Watt back on the show. In this two part episode,
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we will dive deep into some common challenges practices face and leadership, team building
0:20
and practice culture, and we're going to be getting Dino's top advice for transforming
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your team members into leaders. Plus we'll discuss his unique doctor appreciation event blueprint
0:32
for boosting referrals. These are two episodes you won't want to miss, so
0:37
let's get started by now. We all know I talk to a lot of
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doctors and give advice to practices in every stage of their life cycle. And
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one question my docs ask all the time is who do you recommend for marketing
0:53
to attract more new patients from the internet. My answer easy. I have
0:58
been recommending Mary K. Mell and her team at Kaleidoscope for the better part
1:03
of a decade. Why they are thorough, professional and transparent. Kaleidoscope Digital
1:07
Marketing is who you want to talk to because they understand how to market in
1:11
the orthodonic world, and they offer tools that are affordable and easy to use.
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I'm telling you, if you're looking to step up your digital presence.
1:19
Kaleidoscope should be your first call. Go to contact kl dot com to request
1:26
your free digital marketing consultation. That's contact KL dot com. I cannot agree
1:34
with you more. And I'm just going to tell you one of my pet
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peeves that I see. Ready for it, well, a peep show.
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You sill a whole we we should pull show you get all the consultants together
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and do like a pet peeve a palooza. I love that mine is promoting
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because of longevity. Oh yes, I think that right there. I totally
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agree with your hiring you know component, but I think even in my opinion
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even more so, is because they have been here X amount of time.
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Therefore they get promoted. And I know I could do a whole episode just
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on this, and you, you and I could probably spend another hour talking
2:15
about this. But if we're throwing it out there, that is one of
2:17
my big, big, big Here's the thing about that is that I have
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a friend of mine, mentor of mine, Joe Polish, who says there's
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nothing worse than enthusiastically running in the wrong direction. And that's what that's like,
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right, It's like okay, well, yes, well, they're still
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here, so we'll put them. It's like, do they have the skill,
2:37
the talent that what you need them to do? I mean, you
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see this all the time. How many office managers, how many tcs are
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in that position because they were just here yep, and they were here long
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enough. By the way, that's nothing to negate their dedication. I love
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that, But are you doing more harm than good by just putting in that
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position because it's been here a long time? Are they still the right fit?
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I like promoting from the inside. I love promoting from inside the business,
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but are they the right fit? Right? Aren't they the highest and
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best person for that right? I want to set them up for success exactly.
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And the beauty of it is not everybody is set up to be a
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leader, and it's okay, But I think that that's the thing, especially
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in our industry, where we think everybody is this high achiever and everybody wants
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to get to the top of the ladder. You know. I think the
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more you're in business and the more you understand that, there will just be
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I call them, you know, level one, level two, level three.
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Just to keep it simple, you know, there will always be level
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one employees level two and our threes are you know, probably those director level
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ad management you know that kind of But it is okay to have people that
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just love to be level twos. Awesome, that's okay, and we don't
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need to we don't need to push them to be more than they are.
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We need them, Yes, exactly. I call them worker bees. So
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I use worker bees because you need the bees. You need the best,
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wonderful people. You can have a great high without the bees. Yep,
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all right, Well, we're gonna switch gears. I know, I'm just
4:05
like draining you for all that I can get out of you. You ready
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to switch gears a little bit already? Got you mentioned it on the intro,
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and this is going to be more for my startups and some of my
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docs. But I want to totally switch into marketing for just a minute,
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because I think that you have got just such a great program out there,
4:30
and it's enough that I wanted you to just kind of highlight it for my
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docs as a little free promo here. But I want you to talk a
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little bit about how we can really solidify referral sources within our dental community.
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And the reason I want you to talk about this a little bit is because
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you and I are probably both in the Facebook groups and this and the that,
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and I think there are a lot of doctors that have been practicing for
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a while and they get pretty Jada, and I'm going to speak especially to
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my startups here for a minute, you know, and you'll hear over and
5:04
over it's not worth building relationships with existing practices because they're not going to do
5:11
anything for you, and don't waste your time. Just put all your money
5:14
into marketing online and blah blah blah. And from a public service announcement from
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Jill to any of the startup docs out there, that is not the advice
5:24
that you should be taking. You know, they are so so important to
5:28
your practice, but I personally believe that they're important to existing practices through the
5:32
entire life cycle of a practice. Now, do I think that over time
5:39
we have maybe not done as good of a job as we can. Maybe
5:43
we have wasted money in certain ways in trying to market and do this.
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Yes, I think that, like in anything, there's always learning curves.
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But I'm wondering if you would to what you feel comfortable talk to us a
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little bit about your doctor appreciation events that you do. And you know,
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again, I don't want you to give away anything more more than you want.
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But I'm in a book. That's fine, that's okay. But I
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just want my audience to hear this because I think it is so important and
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you know, the way you do it is so again just Dino style and
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so thought out and so methodical. So I'm wondering you'll dive into that for
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us. Yeah, well I appreciate that, and yeah, I'm totally open
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book. As a matter of fact, the reason why I created the doctor
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Appreciation even blueprint was because I just wanted to let everybody, I mean they
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have for free, Like I want everybody to have this information because to your
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point talk about wasting money in specific areas of our business. This came up
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when I had too many doctors that after they would do a doctor appreciation event
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and I had heard about it, like they threw one for their whatever that
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at dinner or whatever, and I'm like, oh, how do your referrals
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increase afterward? Words like oh, yeah, I mean we're hoping to get
7:01
a few. Yeah, Like what do you mean you're hoping to get a
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few? How much money do you spend on this thing, oh like ten
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twenty thousand dollars you're hoping to get a few? Like what was the plan?
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Hope is not a good business plan. It never is. And so
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let me back up for a moment. Okay, I have a different kind
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of viewpoint when it comes to marketing than our industry does. And so let's
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be clear. When we are sending gifts to offices every month donuts or whatever
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is national whatever day, that's not marketing. That's a bribe, and that
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is networking. It's fine, it's an ethical bribe. It's letting them know
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you're still here. It's networking. You've already got them knowing who you are
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and what you do. Marketing is a totally different source. Marketing is how
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am I going to spend my dollars to let people who don't know who I
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am know who I am to come and find out who I am. With
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the doctors in your area, I could agree with you more, Jill.
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Number one referral source moms always get it, but really number two is definitely
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you're referring dentists in the area, dentists or all surgeons. And by the
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way, I'll go beyond that. I don't think you should just focus on
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your doctors or your dentists and oral surgeons. Every single doctor out there should
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be networking and going out and doing like top golf retreats or whatever with the
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top attorneys in the area, the top contractors in the area, the top
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state planners in the area. Why because these are people who know people who
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are in half handed comments. Oh yeah, I'm going to my little Johnny's
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gonna get braces. Oh I just did some work over with doctor Johnson and
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they're orthononic office. They're amazing. You want as many people talking about it
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as possible, But let's put that over here for a moment. Doctor appreciation
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events specifically if they're not planned out well, if they don't have a very
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specific reason for them to be there, and make it so much fun engaging
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what your office is. Basically, the doctor event should be a representation of
9:01
who you are in the office. So when they come, they go,
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oh, this is the type of people that I'm sending them to. Listen.
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Every doctor out there knows that you probably do good work. Every doctor
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out there knows you probably graduated from some sort of college that allows you to
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be an orthodosed. That's not the point. Now, we do want to
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show them some of the cool stuff you've done, specifically with their patients.
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Hint, like, if you're going to show off the coolest things you've ever
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done, hopefully you're doing it with doctor Jones who's in the audience, or
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doctor Smith who sent you three referrals. And remember those twins that came over
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by the jack of teeth, this was their end result. I know you're
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thinking, well, they're there patients, they're going to see them, show
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them, show them the coolness, show them how happy there. Then there's
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the after what do we do after? How do we make sure that these
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doctors are sending us more patient because we're deliberate about how we're asking for them.
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So I had been asked to do a couple of a lot of the
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doctor appreciation events. I'll come in, I'll do a ninety minute keynote or
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a full day long training stuff like that. It's fun, idnoize it.
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I make it a good time, because again, I'm there to represent the
10:16
doctors. I'm not there to represent Dino. I'm not there to get them
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to hire Dino to do stuff. I'm there to represent the doctors and let
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them know this is a type of office we are. We are engaging,
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We're going to take care of your patients. We're awesome, and we're going
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to educate you and have a lot of fun. So I go and do
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that. Well, about a year ago I was at an event. I
10:35
did a doctor appreciation event. We did a day long event. It was
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about six hours and that doctor had invited another doctor so that they could split
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the cost who was far enough away. But they were friendly that they joined
10:48
together their offices to have me come and do this day long event. Well,
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they also invited some of their patients, which I thought was brilliant.
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We had such a great time that at the end that doctor came to me
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and he said, don know, more people need to know how to do
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this this way. And after a month later he was like, you know,
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our referrals went up by fifteen percent twenty percent depending on the mudd Wow
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from those doctors specifically because you made them feel a certain way. The letters
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we got from them, the emails we got from them that were like,
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man, that was the best see we've ever been to. They're team members
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talking about it. So he said, do you know you should create a
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blueprint about this and if you do, I will send it to all my
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doctor friends and tell them they need to be doing this. So what I
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did is it took me about a year and I created the Doctor Appreciation Event
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Blueprint, which is the before, during, and after literally checklist of what
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to do before, what to doing, what to do after. We even
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have a section in there of like what if contingencies, what if it's rains
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on that day, what if people are going up like stuff like that,
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like a wedding planner would do. Yes, I love that, And so
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we laid this whole thing out. And this is why the doctors that are
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listening to this, I just want you to get this why it's important.
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I'm already having conversations with DSOs who have found out about this, and DSOs
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more than anybody, are trying to get other dentists in their area to not
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go, oh, you're corporate. Now we don't want to hire you,
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or we don't want to send people to you. To go how do we
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get these doctors to engage and know that we're still a part of the community
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and we want to be with them. So they're already looking at stuff for
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that. And by the way, I did this. Yes, it promotes
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me, but I can't do all of them. I want to do all
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of them, right, So what I get to do is I even say
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in the book, find the person who fits with what your goal is for
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the thing, and then hire that person. Yes, and there's a lot
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of opportunities out there for people, so no one else has done this before
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where they say, let me show you how to do a doctor appreciation event
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that gets you an ROI afterwards, not just hope you get it. Yeah.
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And so that's where we create with the doctor appreciation event. If we
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have time, I can tell you a couple of really cool things that you
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can do. Yeah, if you're good, I'm good. So I mentioned
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a moment ago about letting people know that these are our patients. Right,
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So let's just pretend you're a doctor. You're listening to this right now,
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and you're about ready to put on a doctor appreciation event. Either have one
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or two things. Number one, every doctor should be doing some sort of
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presentation ahead of time, ten fifteen minutes about what we've done in our offices
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last year and how cool it is to be a part of our office and
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what we're doing this year. And what we're about to do and our goals
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and because we want people to be in that vision with you. And I
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said earlier, when it comes to team members, you want them to join
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in on your vision. You want the other doctors in the are to do
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that too. Oh this is what they're up to. That's cool. They're
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up to something. They're deliberate, and in that presentation when you show before
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and afters, absolutely show the people that are there, the patients that are
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coming from those offices, or you could have around the room during the cocktail
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hour or everybody getting their hour. You can have on poster boards the before
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and after and a quote from the kid about how grateful they are from doctor
14:00
so and so for sending them to you. Oh cool, thanks doctor Smith
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for sending me to doctor Dino. This is the best experience ever. I
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mean, you're the celebrity now right. All your team members are like,
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hey, check it out. Look what we did that was awesome. It's
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little stuff like that that if we think through it, what are we trying
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to do. We're trying to get those doctors to know we really do appreciate
14:20
them, not because we gave them some champagne and a chicken dinner at a
14:24
golf course, you know whatever, a golf club. It's because of what
14:28
the results are and what you've been able to do, and that they're a
14:31
part of your mission to changing the smiles and see me valley or wherever it
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is, right yep. So little things like that make a difference. And
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let me give you one more. Your goal is to find out more about
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those doctors. So at the doctor's tables, have a QR code on the
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table. You can make it as big as a business card or a little
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note. Just have a QR code on that and say, hey, we'd
14:54
like to get to know more about you. Have them scan that and take
14:56
the time at the event, have them scan that and answer questions like I
15:01
give you an example, Jill knows this about me. So I don't like
15:03
wine. I know everybody likes wine. I don't like wine. I can't
15:07
tell you how many bottles of wine I get every year December. People send
15:11
me why my friends love it? Because I'm giving them all this wine.
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It's because nobody cared enough to ask, hey, does Deno like wine?
15:20
Is he allergic to wopcorn? Does he do this right? How much stuff
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are you sending to your doctors just because you're doing a group send to all
15:26
these other doctors these group deliveries instead of going, oh, this person doesn't
15:30
drink alcohol, or they don't like wine, or they're major fans of the
15:33
Lakers, or like, what do you know about them? And that's what
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you can find out and now you can do it. Robert Chowdini says in
15:39
the book Influence and Persuasion is people pay attention when you give them something that's
15:45
unique, unexpected, and personalized. You can't do that unless you know about
15:50
them. So this is a great way to get to know more about your
15:54
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smile deserves a suite of excellence. Yeah, I love that. And again,
17:56
you know you're just I love how you're able to kind of bring it
17:59
all together and every single thing it's thought out. It's methodical, intentional,
18:04
Yes, intentional. We're not just taking a shotgun approach. Now, I'm
18:07
going to ask a question if you don't mind me kind of diving into this
18:11
just a little bit here. You can tell I don't like talking about it,
18:14
so you know, yeah, I know, I don't. You know
18:15
that's the problem. When you get us two together, we can just go
18:18
and go and go, And I promise I won't keep it too much longer
18:22
here, but I want you to if you can, because I know I've
18:26
got a lot of startups listening and doctors who are acquisitions, maybe brand new
18:30
into owning a practice where they've purchased it, or in the startup realm and
18:37
budget wise, you know, some of the things that you're talking about are
18:40
great for big, big practices, yeap, who've got big budgets. But
18:45
I'm wondering if you can kind of dial this back a little bit and say,
18:49
okay, I see you startups. I see you, you know,
18:52
brand new docs who just spent all your money to buy this new practice.
18:57
But I think you and I can both agree that they have to if they're
19:03
a startup, establish the referral pattern. If they are an acquisition, we
19:07
cannot rely on the referral pattern anymore. And so I'm wondering if you can
19:14
maybe give these docs a little bit of hope or some tips on how do
19:17
we scale this back a little bit and do something that is still with intention,
19:25
but maybe not blowing the whole budget that they had for the whole year
19:30
on a marketing event. Oh, I'm going to give you something you can
19:32
do with zero budget, absolutely free, absolutely free. Every doctor should be
19:36
doing this. It's actually comes from a news report I saw years ago.
19:40
You know how in life things pop up and you're like, I don't remember
19:42
why that came to me, but I now have a new idea of how
19:45
to use that saw news report years ago. I was a Midwest dentist and
19:52
it was a female dentist coming into a new town and she was having a
19:56
brand new startup, brand new building, and she had a news report.
19:59
There's hint. She had a local news report that came out to her office
20:03
to talk about her office. But they're talking about her because she had already
20:10
a month and a half's worth of patients already full brand new practice. News
20:15
reporter asked her, Wow, how did you do that? And she said,
20:18
oh, every Friday night for the past two months. Once we got
20:22
our walls up, and once we got our dry wall up and we started
20:25
to do some things. Every Friday night I would have a wine and cheese
20:29
night for the moms in the area, and they would come in and I
20:33
would ask them their opinion on things like the colors I was going to put
20:37
up on the wall, or the fabrics I was going to use, or
20:40
the sconces, and they would tell me their opinion. They get to vote,
20:42
and some of them got to use it, but also and made them
20:45
go, well, heck, if I'm making the choices here, I want
20:48
to come and see how that turns out. I might as well get an
20:49
appointment here. Sure, So how do you use that? If I was
20:53
a startup doctor, I would go to all the other doctors in the area,
20:56
whether I was in an acquisition or I was in a brand new building,
21:00
and I would use the principle of this. People support what they help
21:03
create. People love to give their opinions. So I would go those doctors
21:08
and say, hey, I'm a brand new doctor in the area. I
21:11
know you probably refer to other people. I just want to get your opinions
21:15
because you obviously have been around here longer, you know what you're doing.
21:18
Can I get your opinion on what do you like or not? Like,
21:22
I would love to have you over to the office. We're doing a wine
21:23
and cheese night at our office, or we're doing to go Oh matter of
21:26
fact, So funny, I had a doctor who did the MMA. I
21:29
think it's called like the Fighting. Yes, I'm a dad, I should
21:32
know this, but I don't. But the MMA. They had a big
21:36
screen at his office with beer and some chips or whatever, and invited the
21:40
doctors over to watch the MMA. Who's going to pay for the pay per
21:42
view for them to come and watch it and get some cotches up? And
21:45
it was an office that only had drywall and stuff up right, like construction
21:48
work. So go and get the opinions of the other doctors and have them
21:53
and say, hey, we're going to do this special event. Just love
21:56
to get your thoughts in your opinion, and you know what you think about
21:59
this color? Color or what would you like to see different? When you
22:02
can get people's opinions, people love to give their opinions. Now you've got
22:06
the same type of thing. Wrap it up. And because you ask them
22:10
about their opinion, what does it do in their mind? You look at
22:12
them as an important person. You care about their opinion. Well, why
22:17
wouldn't I give this person a chance? You're caring about them. Most doctors
22:22
and most marketing is about me. Hey, I'm new in the area,
22:26
and I promise you I do really agree with How can I earn your business?
22:30
Yep? Well, there's a terrible question to ask. You didn't ask
22:33
about them. Start the conversation, and this is just communication, one on
22:37
one that most people don't do. Hey, how can I help you?
22:41
What's going on with you? Where can I serve you? What is it
22:44
about you? Yeah? And then let people naturally be like, Wow,
22:48
that person cared more about me than they asked about their own stuff. Yeah,
22:52
and you don't know. It kind of gets me thinking a little bit
22:55
about the questionnaire, the QR code thing. I'm thinking, how easy would
22:57
it be for startup docs to go out and they've identified. I usually suggest
23:03
for my clients, you know, we identify you know, six to eight.
23:07
I call them hot till not docs. You know where we're just gonna
23:10
be intentional about building relationships with doctors and how cool would it be to be
23:15
out there, you know, And it is hard, it's hard to get
23:18
past the front desk, but even you could even start this with the front
23:21
desk. And I know you've got lots of answers for that, but you
23:23
know, even just asking, hey, I know you probably have established referral
23:27
programs, but is there anything that you feel like our industry is missing or
23:33
anything you feel like that you are not getting that you are looking for support
23:37
in when you're referring out to Orthodonis or this satur or the other. And
23:41
I think, just like you said, taking the time to ask, and
23:45
usually our front desk teams, if you can't get you know, these questions
23:49
to the doctors, they're going to know, well, you know, we
23:52
hate it when people blah blah blah blah blah. You know you're going to
23:55
be like, oh, let me write that one down. You know what
23:59
ethically bribal with a with a like here's a QR code. Hey, answer
24:02
these questions and you'll you'll unlock a ten dollars Starbucks card. Yeah. Yeah,
24:07
Like it's just given them an opportunity to answer the question. And the
24:10
questions can be simple as like, so, what do you love most about
24:12
what your patients say they get from their doctors when they when the doctors you
24:17
are referring, what's your biggest challenge with it? If you could have anything
24:21
that you would improve on, what would it be. You're not asking them
24:22
to talk bad about anybody. It's like, I want to give the best
24:26
service. If you never send me another client, which is always a really
24:29
good thing to do, if you never send me a patient, I'm totally
24:33
fine with that. I just want to do my best and my little part
24:36
of the world. What would you suggest, Oh, well, let me
24:37
tell you this. There's a great book called Exactly What to Say. It's
24:41
super small. It's like, yes, I think that audio version is like
24:45
a half an hour long, maybe a little longer. Every doctor should be
24:48
listening to that every And like you said, yeah, the referrals typically come
24:52
from the front desk and from the hygienist. Give them a reason to give
24:56
you information. That's great. Well, do you know this has always been
25:02
a pleasure and we could just we could always go on and on. I
25:04
always enjoy talking with you. So I am sure somebody out there's like I
25:10
got to get in contact with Dino. What's the best way they can learn
25:12
more, either about your coaching programs or if they just feel like they just
25:17
need to talk and just kind of feel out what they need some help with.
25:21
How can they do that? That's a great point. I'm always open
25:23
just to like, if you just want to pick the brain and Chad,
25:26
like, hey, what are some areas and challenges? Absolutely, it's going
25:30
to Dono. Whatconsulting dot com is my consulting space, Dino what dot com
25:34
is? It shows on my speaking and things like that. You could absolutely
25:37
go there too. And then if anybody wants to get the Doctor Appreciation Blueprint
25:41
free download, it's free. If you want it to be free, you'll
25:45
see on there it's thirty seven dollars, but you can get it for free
25:48
if you just do one thing and it's a download and that's it Doctor Appreciation
25:52
Blueprint dot Com and you'll see it there. You can download it. Everybody
25:56
can get it. My goal is to literally have it in every office in
26:00
the country because I want my friends like you and Michelle and Tracy and Leanne
26:07
and everybody who is asked to do one of those events to have an event
26:12
that is set up in a way that makes sure there's referrals, like I
26:15
want everybody to sign so everybody can have that for free. Yeah, that's
26:19
awesome, thanks for doing that. Well, as we finish up, if
26:23
you remember from the last time, I like to finish this up with the
26:26
speed Round. Are you ready? Round? Speed Round? Speed Round?
26:30
I'm the best at speed rounds. From Friends episodes all right, here we
26:34
go. If you could start any business right now, what would it be.
26:37
I would teach people I actually just started last weekend. I would teach
26:42
people how to be better presenters and lead more impact on the stage. I
26:47
want everyone whoever stands on the stage to know that it is a sacred opportunity
26:51
and obligation and to be the best, not just to go and make people
26:56
feel good, but believe an impression on them. That's what I want.
27:00
I love that, and you are right, it is a true blessing.
27:03
If you get an opportunity to do that. What's the best investment you've ever
27:07
made marrying Shannon one hundred percent. Yes, Holy moly, Like, yeah,
27:12
I don't know why God put us together at the age of five,
27:15
but I'm certainly glad he did. Well. That's fine. How do you
27:22
handle work related stress? I, speaking of Shannon, I do errands.
27:29
My favorite thing in the world is to do errands with Shannon. So I
27:33
probably have a little mid of false productivity when I do it too, because
27:37
I'm like, I'm so stressed, Let's go to Costco. Yeah so,
27:41
yeah, Bunny Eron's or watching movies. That's that's one I tell you.
27:45
That's good. All right. What's one trend in our industry you're excited about.
27:49
Well, gosh, there's a lot of trends. I actually am really
27:52
excited to see the evolution of how people are looking at the culture in their
27:57
practice. I think that more and more people are seeing that it's not just
28:03
a place where we say, hey, I'm paying your paycheck to shut up
28:06
into your job. It's not a place where our communities are gone. Oh
28:10
yeah, that's another worth honest, I love it, and I love seeing
28:12
the levels of there too, of people who are creating experiences when they come
28:18
into their office, like I know you do so much of that thinking through,
28:21
Okay, what's the experience we want them to have? Not oh yeah,
28:23
I can get my braces there too. No, I want them not
28:26
to want to leave. I want them to want to show up to their
28:30
appointment because they're around awesome people. So I love that trend this happen.
28:33
I think it's really grateful that's happening more and more. Yeah, I could
28:37
not agree with you more. And then our final one, what's the most
28:40
valuable piece of advice you would give someone just starting their career. If you
28:45
want to go faster and have more success, don't just get one mentor,
28:49
get multiple mentors and all different areas of your life. Man, if I
28:55
could go back, I was so arrogant. I thought I knew everything so
28:57
early on. If I could just go back and say, do you know
29:00
you need more mentors? You need more mentors, You need more mentors,
29:03
you need more iNTS. And that's a challenge I know for a lot of
29:06
people, because the way that so many people are raised, they're just like
29:08
doing it yourself and just frining. But to have somebody who can see the
29:14
label outside the jar you're standing in is so valuable. I mean, I'm
29:19
not I so appreciate being on the show, Jill, but I'm not saying
29:22
this that the fact that more people need to get people like you to say,
29:27
hey, I appreciate you want to do that, but here's five other
29:32
ways you need to look at that before you say yep, it's so,
29:37
it just is necessary and so please please please please get more mentors in your
29:41
life. Yeah, that's great, great advice. Well, do you know,
29:45
as always, thank you for spending your day with me and just you
29:49
know, giving such good advice. I know everybody has been hanging on their
29:53
seats to the bitter end here not bitter best end, So thank you until
30:00
next time, Bye bye. Are you ready to start a practice of your
30:04
own, need a new fresh set of eyes or some advice on your existing
30:10
practice? If so, reach out to me Jill Allen at www dot practice
30:15
results dot com. If you like what we're doing here on Haydocks and want
30:19
to hear more of this awesome content, be sure and give us a five
30:22
star rating on your preferred listening platform and subscribe to our show so you never
30:29
miss an episode. Remember, new episodes drop every Thursday. See you next week.