EP2510A | Optimism, Orthodontics, & My Odyssey of Growth

WEBVTT
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I can't imagine that.
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I think heads are going to explode on the
other side of screens around the country.
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I woke her up in the middle of the
night and said, honey, I had an idea.
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I'd like to go back as an orthodontist.
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It's what I've always wanted to do.
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And she said, can we afford it?
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I said, no, we haven't saved for it.
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She said, okay, go for it.
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Don't ever get into a
partnership because of money.
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Don't get into a partnership
because of convenience.
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Don't get into a partnership because
they have pedo and you have ortho
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and you're gonna corner the market.
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But the only reason you ever partner
with another human being is because
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you can't imagine living without
them in your life professionally.
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I'm Dr. Scott Law and
I wanna thank you for tuning into
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the Smile Doctors Off Mute podcast.
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Truly and sincerely, thank
you for being on the show.
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So this is gonna be great.
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I'm, I'm hoping for people to get
to, to hear from you as the
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guest instead of the interviewer.
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You're so well documented, Glenn,
all throughout with, yeah.
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You know, your podcast, to Orthopreneurs.
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Your, your very loud voice has a big
microphone across orthodontics and the,
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and the dentist ... and dentistry at large.
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So think this is a unique treat.
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Turn the tables a little bit and have
you in the hot seat, so it'll be good.
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I'm looking
forward to it, my man.
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Very cool.
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Let's see.
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So, here, here's a
question we might begin with.
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Well, who, if you could have dinner
with anybody, anybody in history, who
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would you wanna sit down with and,
and talk to and have dinner with?
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If I
could sit down and talk and
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have dinner with anybody Yeah.
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In history.
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Yeah.
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It'd be kind of fun to
enjoy a nice dinner with Moses.
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Hey, I think that would be,
that'd be kinda like a fun one.
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Um, just if nothing more than
to see what he looks like.
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Right.
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Right.
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Like, we have all these,
we all have all these historical figures
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that play such a huge role in our lives.
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And, we have, you know,
drawings of what they look like.
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We have, you know, these caricatures,
but, you know, just like.
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I, I, I was once told, you know,
growing up Jewish, I was once told.
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That if the average Jewish person today
who comes from Poland, Russian, German
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descent, what have you, were to see what
their original forefathers looked like,
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you might be a little shocked to realize
that they probably look like somebody
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who comes from Saudi Arabia or Iran or
Iraq or you know, a Middle Easterner.
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So it'd be kind of fun if I
could communicate with him, you know.
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Have a nice meal with Moses,
find out what it was really
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like to get the 10 commandments.
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You know, you know, what did the
burning bush really look like?
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Right.
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You know?
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Right.
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Can you imagine that conversation?
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Yeah, I, I totally agree.
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I think that would be that'd
be anyone in history like that
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has stories to tell and has,
an air about them, you know, and
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that, that'd be, that'd be awesome.
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I don't even know that I
would be eating any food.
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I would be just enthralled with it.
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Hearing.
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Hearing.
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Yeah.
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I mean, I, I'd really
keep really careful about being Kosher.
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I mean, I'd make sure that I
was eating really, really well.
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Make sure I was following
the written word that day.
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Yeah, that makes sense.
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That's awesome.
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Very cool.
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Let's see, I got another one for you.
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Sure.
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Um, who has been the biggest
influence in your life?
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I, I don't think
in most lives there's anybody
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more influential than mom and dad.
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Right.
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I think for most of us growing up,
uh, they're the two biggest drivers.
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If we're, if we're blessed and lucky
enough to have a mom and a dad in
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our lives growing up, which I know
not everybody is, but for those
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of us who did, it's hard for me to,
to look at anybody other than my mom
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and my dad, two very different influences.
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Right?
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My dad was a dentist,
you know, retired.
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Still around, thankfully.
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Um.
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So I got to see the world through his
eyes as a provider, you know, rather
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than the whole, you know, I wanna help
people and work with my hands and all
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that stuff that people say, I got to watch
my father literally have relationships
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with patients for 20, 30, 40 years.
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Right.
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And, and I mean.
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The woman who worked his front desk,
I've talked about her on my podcast.
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Carol Lagugliarro did.
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She was there at my bar mitzvah.
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She was there at my wedding.
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You know, she was
there when I had kids.
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I still communicate with her
45 years after I first met her.
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And so, I mean, that part
I learned from my dad.
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The relationships matter and, and,
you know, keeping those relationships.
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And from my mom's side, it
didn't even occur to me until
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probably just a few years ago.
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That one of the biggest influences she
had on my life was that, you know, it's
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well documented that I went back to
school as an ortho at age 44, right?
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I'd practiced for 20
years and then went back.
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It didn't even occur to me, Scott,
until I. Literally a few years ago
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that when I was about 10 years old, my
mother went back to law school when I
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was a kid and she was in her thirties.
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School teacher, raised kids for a while
and then decided to go back to law school.
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So like when I was home sick, mom was
at school and I, I took care of myself
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if I was home from school or if she
had to come pick me up or something.
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So, I, it didn't occur to me
until recently that, you know, she
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probably gave me the mental okay in my
brain to say, you know, going back to
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school when you got kids, no big deal.
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Like, you know, it's just part of life.
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And so I think they've both influenced
me in very good, but different ways.
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Right.
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So I hope that answers it.
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Okay.
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Beautiful.
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No, that's, that's incredible.
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Yeah, I think that's a
very, very truthful answer.
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Our parents do imprint the soul and
imprint so much on it, so that is awesome.
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Yeah.
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It sounds like you have
two amazing parents.
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That's fantastic.
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I do.
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Yeah.
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If they knew how to use a, if
they knew how to listen to a
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podcast, they give a shout out.
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Maybe you could send them a, send 'em a
link or a text that that's a one click.
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Who knows?
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I know.
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I'll record it on a VCR
tape and send it to him.
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I, i'm default IT help for,
for my parents sometimes, but I think I,
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We all are.
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More and
more, it's a challenge.
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So I think my mom's pretty savvy.
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She's, she's learned, figured it out.
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Good.
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Good for her.
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My dad's.
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Did you ever
just, I just to ask you, did
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you have, did, were you blessed
enough to know your grandparents?
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Oh yes.
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Yeah.
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It wasn't until recently that I just ...
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Let's see, my grandmother died at 102
and um, my grandpa is still alive.
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He's ninety six, and then I have
another, yeah, my grandma just
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recently passed, about six
months ago at about the same age.
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So yeah, we've had, yeah.
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Quite, quite a lot of
influence they had on me.
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So, so you
grew up getting to watch your
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grandparents big television. Yeah.
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Get covered with a tablecloth we
had and have the new TV put on.
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Yeah.
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Put on top of the old television.
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Like you remember those days back in
the day it was, there was like a plant.
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Yeah.
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And uh, like a tablecloth on
top of the old TV that had the
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new TV sitting on top of it.
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Yep.
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That's it.
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My grandpa loves, uh, woodworking.
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So the whole house is done in, in.
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White oak with the same can of varnish.
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It feels like everything
is, is honey oak. The entire ...
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Oh yeah.
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There's a lot stuff.
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God help you.
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If a flame ever catches any
piece of wood in that house.
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Exactly.
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That's it.
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That's it.
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But yeah, strong influences for me, so
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Nice.
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What I've most admired
about you, Glenn, is throughout your
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career and your life, the more I get
to know you is that you, you look
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forward and you anticipate kind of
where things are going and carve your
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own path with what's going on and
within the environment, whether that's
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dentistry,
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certainly it's, it's you, um, forming
incredible relationships along the way.
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But dentistry in DSO world, OSO world,
also in health as of as of late. I've
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really seen some changes in, in, in
you and your body and your strength
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and your juujitsu and all that stuff.
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I would love to hear about
you from that perspective.
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Uh.
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What caused you, I know, I know,
perhaps some of our listeners have heard
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this, but what caused you to switch
up 20 years of a extremely successful
00:08:07.635 --> 00:08:11.924
dental career to then go to ortho, to
have the, to have the gumption and the
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support of your wife and all of that
to go to ortho, tell us that story.
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Yeah.
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You know, it's funny because,
everybody looks at the story as an,
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from an outside perspective looking
in, Wow, Glenn, it was so brave of you.
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Oh my gosh.
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I would never have had the courage.
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I, but it really wasn't quite like that.
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Yeah, my mom,
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as I just said, certainly
paved the way for me.
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You know, a mom of two kids,
you know going out with MS.
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Mind you, she didn't know
she had MS at the time.
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She couldn't understand her symptoms.
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Going back to school with two kids, I
mean it, that's bravery right there.
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It,
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but it was 2010 ish.
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We had moved from Seattle,
from New York to Seattle.
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When we got married in 96, we moved
to Seattle and I had family there.
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We loved it there.
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It was beautiful.
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It was a great place to start a practice.
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But after about 14, 15, 16 years
of practicing in, in Seattle, you
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know, if you're not from there.
00:09:09.735 --> 00:09:13.365
You know, you can appreciate it is, in
my opinion, the most beautiful place
00:09:13.365 --> 00:09:14.804
in the continental United States.
00:09:14.805 --> 00:09:16.185
And there's many beautiful places.
00:09:16.185 --> 00:09:19.875
But Seattle on a sunny day is,
in my opinion, the most beautiful
00:09:19.875 --> 00:09:22.155
spot in the, the lower 48.
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And, the problem is the other
11 months and 29 days, it's
00:09:29.595 --> 00:09:34.200
not, it's not, I mean, it's not
quite so bad, but from, from.
00:09:35.310 --> 00:09:41.700
mid-October through, you know, mid-April
or no later than that, probably May.
00:09:41.939 --> 00:09:44.670
It wouldn't be unusual for you
to have two or three straight
00:09:44.670 --> 00:09:46.500
weeks of cloudiness and rain.
00:09:46.800 --> 00:09:51.420
I mean, legitimately three, four or
five weeks of straight through rain.
00:09:51.840 --> 00:09:54.420
Not heavy, just gray all the time.
00:09:54.420 --> 00:09:59.610
And for a lot of my patients who I was
treating as a dentist back then,
00:10:00.000 --> 00:10:04.800
I'd say more than 50% of the childbearing
age women that I was treating were on
00:10:04.800 --> 00:10:07.920
some sort of mo mood altering drug when
I go through their medical history.
00:10:08.430 --> 00:10:09.900
And my wife was no different.
00:10:09.930 --> 00:10:14.010
You know, kids, kids fall asleep,
you know, kids, I. The sun
00:10:14.010 --> 00:10:18.270
rises at 8:00 AM and it sets at
4:00 PM and it's rainy outside.
00:10:18.630 --> 00:10:22.290
And if you're not used to that and
your family is a six hour flight east
00:10:22.290 --> 00:10:26.460
and they're a three hour time zone
east, it can feel isolating, right.
00:10:26.460 --> 00:10:27.660
And, and hard.
00:10:27.660 --> 00:10:30.960
And she supported my dental
journey entirely to build the
00:10:30.960 --> 00:10:32.490
practice and do what I had to do.
00:10:33.000 --> 00:10:36.150
But there came a day where she just looked
at me and said, I can't do this anymore.
00:10:36.210 --> 00:10:36.300
Good.
00:10:36.390 --> 00:10:40.470
And, and you
know, you think we can get outta here?
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And I instantly said, sure.
00:10:42.315 --> 00:10:42.975
Yeah, done.
00:10:43.545 --> 00:10:45.585
My practice is just a thing, right?
00:10:45.735 --> 00:10:50.325
And so at that moment, I, I made
that decision and that was in 2010.
00:10:50.835 --> 00:10:54.645
And, knowing that we had to
relocate, we, we didn't see ourselves
00:10:54.645 --> 00:10:56.085
as North Easterners anymore.
00:10:56.115 --> 00:10:57.015
It wasn't who we were.
00:10:57.285 --> 00:10:58.695
The rat race wasn't for us.
00:10:58.695 --> 00:10:58.845
Good.
00:10:59.475 --> 00:11:01.635
The West Coast
vibe was what we were sort of getting
00:11:01.635 --> 00:11:05.775
away from and being that far away
from family and, and having a Jewish
00:11:05.775 --> 00:11:07.125
community was important to us.
00:11:07.125 --> 00:11:10.785
Did it so there weren't a million places
that were south of the Mason Dixon line
00:11:11.025 --> 00:11:12.645
and sort of east of the Mississippi.
00:11:12.645 --> 00:11:16.230
where, or near the
Mississippi that we could go to.
00:11:16.230 --> 00:11:20.160
And so we kind of narrowed it down and,
we were thinking we'd go to Austin,
00:11:20.160 --> 00:11:23.610
Texas, and then about two weeks after,
we, she asked me if we could move.
00:11:23.610 --> 00:11:25.950
I woke her up in the middle of the
night and said, honey, I had an idea.
00:11:26.280 --> 00:11:27.570
I'd like to go back as an orthodontist.
00:11:27.570 --> 00:11:28.740
That's what I've always wanted to do.
00:11:29.160 --> 00:11:31.140
And she said, can we afford it?
00:11:31.200 --> 00:11:32.640
I said, no, we haven't saved for it.
00:11:32.640 --> 00:11:33.570
She said, okay, go for it.
00:11:34.020 --> 00:11:37.200
And so, I, I mean,
literally the decision to leave
00:11:37.755 --> 00:11:41.895
Seattle was like that, and the decision
to allow me to apply was like that.
00:11:42.015 --> 00:11:44.355
And neither one of us gave any pushback.
00:11:44.355 --> 00:11:46.665
It wasn't like a long conversation
over the dinner table.
00:11:46.845 --> 00:11:49.605
We just knew that what the other
one needed, the other one needed.
00:11:50.025 --> 00:11:53.475
And so, I applied to 55
schools got accepted to none.
00:11:54.075 --> 00:11:57.645
Me and Stu Frost always commiserated
about the fact that neither of us
00:11:57.645 --> 00:11:59.235
ever got accepted on our first try.
00:11:59.265 --> 00:11:59.565
Right.
00:11:59.805 --> 00:12:00.405
And,
00:12:00.750 --> 00:12:03.690
And then I reapplied and got him
the second time through and the
00:12:03.690 --> 00:12:05.340
rest is history, so, so to speak.
00:12:05.550 --> 00:12:06.390
That is awesome.
00:12:06.390 --> 00:12:06.990
And you met some
00:12:06.990 --> 00:12:08.040
incredible people there.
00:12:10.200 --> 00:12:10.560
I did.
00:12:10.620 --> 00:12:10.860
Yep.
00:12:10.980 --> 00:12:11.250
Yep.
00:12:11.370 --> 00:12:12.780
With, uh, in your relationship.
00:12:12.930 --> 00:12:15.000
Certainly with, with Doug at that
00:12:15.000 --> 00:12:15.390
time,
00:12:15.780 --> 00:12:16.860
Best partner ever.
00:12:17.010 --> 00:12:19.680
I, one of the greatest
human beings I know.
00:12:19.830 --> 00:12:23.970
Um, you know, my father was burned
in his, in his, my father had a
00:12:23.970 --> 00:12:27.510
couple of partners that really
burned him really, really poorly.
00:12:27.510 --> 00:12:29.580
And he always says to me, you
know, I always wish I had a partner
00:12:29.580 --> 00:12:31.170
partnership like you and Doug have.
00:12:31.680 --> 00:12:31.950
Um.
00:12:32.295 --> 00:12:35.865
Because I think it, it works
because of two of two things.
00:12:35.865 --> 00:12:38.805
Number one, as my friend just
said to me not long ago, he says,
00:12:38.805 --> 00:12:39.855
your partnership works Glenn.
00:12:39.855 --> 00:12:41.685
'cause Doug lets Glenn be Glenn.
00:12:42.195 --> 00:12:43.845
Which is true.
00:12:44.355 --> 00:12:49.635
But I think both of us truly
believe that the other person is
00:12:49.635 --> 00:12:51.255
the better part of the relationship.
00:12:51.465 --> 00:12:56.265
Like I honestly, firmly, without any
question, Doug is way, way better part
00:12:56.265 --> 00:12:58.815
of this partnership than I, than I am.
00:12:59.025 --> 00:13:00.495
And, and Doug would tell you the.
00:13:01.125 --> 00:13:03.465
Opposite that I'm the better
part, but there's no question
00:13:03.465 --> 00:13:05.235
that I'm right in this one.
00:13:05.625 --> 00:13:08.055
He in fact is amazing.
00:13:08.055 --> 00:13:12.765
And, and I think without getting too deep
into it, I think we love one another.
00:13:12.855 --> 00:13:17.235
I think, I think we really love,
love each other like brothers.
00:13:17.295 --> 00:13:19.245
And we respect each other.
00:13:19.305 --> 00:13:23.625
And I, I always tell everybody,
don't ever get into a partnership.
00:13:23.855 --> 00:13:24.785
Because of money.
00:13:25.055 --> 00:13:27.185
Don't get into a partnership
because of convenience.
00:13:27.395 --> 00:13:30.064
Don't get into a partnership because
they have pedo and you have ortho
00:13:30.064 --> 00:13:31.204
and you're gonna corner the market.
00:13:31.715 --> 00:13:35.165
The only reason you should ever partner,
I'm not talking about OSOs or DSOs, which
00:13:35.165 --> 00:13:38.915
is a different conversation, but the only
reason you ever partner with another human
00:13:38.915 --> 00:13:43.085
being is because you can't imagine living
without them in your life professionally.
00:13:43.935 --> 00:13:46.605
And, and again, the day is
gonna come where one of us,
00:13:46.605 --> 00:13:48.135
Doug or I says, you know what?
00:13:48.135 --> 00:13:49.875
I'm hanging it up or I'm walking away.
00:13:49.875 --> 00:13:51.915
And, and we're partners in everything.
00:13:51.915 --> 00:13:54.555
Not just Ortho, but
anything we, we invest in.
00:13:54.555 --> 00:13:55.695
We're 50-50 partners.
00:13:56.235 --> 00:13:59.985
The day that one of us decides
to walk away is gonna be the most
00:13:59.985 --> 00:14:01.365
disheartening day of my life.
00:14:01.545 --> 00:14:01.635
Yes.
00:14:01.725 --> 00:14:05.295
Because, um, unlike a marriage, which
is till death do you part, right.
00:14:05.655 --> 00:14:08.835
A business partnership could
come to an end one day because
00:14:08.835 --> 00:14:10.275
maybe you have enough money and you.
00:14:11.970 --> 00:14:15.180
Just work my investments and travel
the world and spend time with my
00:14:15.180 --> 00:14:20.850
family or serve a mission or, or,
or serve a calling and, for both
00:14:20.850 --> 00:14:23.760
of us that, that, to me, if it ever
occurs, which I hope it doesn't,
00:14:24.180 --> 00:14:25.590
will be the saddest day of my life.
00:14:25.680 --> 00:14:26.400
Well, one of them,
00:14:26.610 --> 00:14:26.910
obviously.
00:14:26.910 --> 00:14:27.090
Yeah.
00:14:27.570 --> 00:14:31.470
So you guys are, you guys are
incredible partners and people and, yeah.
00:14:31.530 --> 00:14:35.040
I've watched you guys interact through
great times through challenging
00:14:35.040 --> 00:14:37.770
times, and it's been, it's been, yeah.
00:14:37.770 --> 00:14:40.830
So it hasn't always been easy
on your journey for sure.
00:14:41.360 --> 00:14:42.410
starting ...
00:14:42.555 --> 00:14:44.145
-. Can I tell
you a quick story about that?
00:14:44.150 --> 00:14:44.209
Yeah.
00:14:44.209 --> 00:14:44.329
Yeah.
00:14:44.329 --> 00:14:44.810
I'd love to hear it.
00:14:44.870 --> 00:14:47.324
Can I, here's
a little inside story that most
00:14:47.324 --> 00:14:48.645
people don't know about us.
00:14:48.915 --> 00:14:51.855
And it's gonna, it's
gonna blow your mind, Scott.
00:14:51.885 --> 00:14:51.944
Yeah.
00:14:52.035 --> 00:14:53.775
And I know what an open-minded
kind of guy you are.
00:14:53.805 --> 00:14:54.615
I can't imagine that.
00:14:54.765 --> 00:14:58.755
I think heads are going to explode on the
other side of screens around the country.
00:14:59.115 --> 00:14:59.355
Um.
00:14:59.940 --> 00:15:02.610
When we first came outta ortho
residency and came to Dallas,
00:15:02.850 --> 00:15:04.200
we had started a practice.
00:15:04.200 --> 00:15:06.810
You did, um, we felt it was in the
best interest that I'd be the one to
00:15:06.810 --> 00:15:09.780
start it because I had experienced
running a practice and Doug didn't.
00:15:09.960 --> 00:15:13.770
And so we found this little
nestled practice in Castle Hills in
00:15:13.770 --> 00:15:15.120
Dallas, and I started working it.
00:15:15.660 --> 00:15:16.080
Um.
00:15:17.475 --> 00:15:21.105
Doug and I, I was working corporate
three to four days a week.
00:15:21.105 --> 00:15:23.595
In addition to the two days a week
I was working the practice and Doug
00:15:23.595 --> 00:15:28.965
was working corporate five days a
week nonstop in a just crazy job.
00:15:29.685 --> 00:15:33.195
In order to support
our vision, our vision.
00:15:34.260 --> 00:15:40.500
Doug would take all of his after tax
money and I would take my after-tax money.
00:15:40.500 --> 00:15:43.200
Remember, I was working two
days a week, maybe three, three
00:15:43.200 --> 00:15:43.980
days a week doing corporate.
00:15:43.980 --> 00:15:44.790
He was doing five.
00:15:45.210 --> 00:15:48.690
We would pool our after-tax money
and then split it down the middle.
00:15:49.140 --> 00:15:55.920
He was giving me after-tax dollars
just so that I could pay my bills.
00:15:56.295 --> 00:16:00.495
So I could support our partnership
by working that practice and
00:16:00.495 --> 00:16:02.475
not be upside down financially.
00:16:02.865 --> 00:16:06.435
And then when the time came
for him to go open our second
00:16:06.435 --> 00:16:08.535
practice, we reversed roles.
00:16:08.925 --> 00:16:12.525
And, but I mean, you just don't
hear partnerships that work like that
00:16:12.525 --> 00:16:16.995
where someone takes after tax dollars
and, and credit his wife Rachel.
00:16:17.415 --> 00:16:17.805
Um.
00:16:18.165 --> 00:16:21.585
For not being the kind of person who
would say, what are you doing this,
00:16:21.735 --> 00:16:23.025
what are you giving money to this guy?
00:16:23.025 --> 00:16:23.745
For sure.
00:16:23.805 --> 00:16:26.805
But ultimately,
long term, you know, again, we
00:16:26.805 --> 00:16:29.175
both believe the other person's the
better half of the relationship.
00:16:29.175 --> 00:16:31.935
And so there's that love
there and how, but, but again,
00:16:31.935 --> 00:16:34.395
nobody, nobody knows that story.
00:16:34.455 --> 00:16:36.975
And how many people do you know
that would actually do that?
00:16:36.975 --> 00:16:38.310
Like when you talk about partnership?
00:16:38.340 --> 00:16:38.790
Yeah, yeah.
00:16:38.890 --> 00:16:39.510
No, no.
00:16:39.555 --> 00:16:39.915
That is
00:16:39.915 --> 00:16:40.665
amazing.
00:16:40.665 --> 00:16:43.755
You guys truly are brothers
like that God, that is.
00:16:43.815 --> 00:16:44.115
Yeah.
00:16:44.775 --> 00:16:45.105
That is awesome.
00:16:46.340 --> 00:16:47.480
It's
what you do for family.
00:16:47.510 --> 00:16:47.780
Yeah.
00:16:48.290 --> 00:16:48.470
Right.
00:16:48.620 --> 00:16:49.040
Wow.
00:16:49.430 --> 00:16:50.000
Wow.
00:16:50.330 --> 00:16:52.160
I know and his wife Rachel.
00:16:52.340 --> 00:16:53.180
Wow.
00:16:53.690 --> 00:16:55.100
I would love to hear her.
00:16:55.490 --> 00:16:55.820
Yeah.
00:16:55.820 --> 00:16:59.330
If she ever, if she doubted or,
or had questions along the way.
00:16:59.330 --> 00:16:59.900
Wow.
00:16:59.960 --> 00:17:03.950
But you know, you guys are all in,
and, and you, you knew that about
00:17:03.950 --> 00:17:05.960
one that's just, that was crazy.
00:17:06.020 --> 00:17:06.319
Beautiful.
00:17:07.130 --> 00:17:07.550
Very nice.
00:17:07.550 --> 00:17:07.670
Yeah.
00:17:07.670 --> 00:17:08.089
Thank you.
00:17:08.850 --> 00:17:11.340
So you guys talk us
through that, that your practice
00:17:11.340 --> 00:17:13.290
journey, so you grew those two practices.
00:17:13.290 --> 00:17:16.500
And then, and then just, just give us,
give us an update to where you are.
00:17:17.670 --> 00:17:18.030
Sure.
00:17:18.329 --> 00:17:20.940
So, we started the first practice.
00:17:20.940 --> 00:17:23.490
We graduated ortho residency in 2014.
00:17:24.030 --> 00:17:27.810
I had a job waiting for me
in South Florida, uh, with a
00:17:27.810 --> 00:17:31.230
guy named John Marketo, a great
doctor outta South Florida.
00:17:31.620 --> 00:17:33.840
Amazing practice right in the
community I was living in.
00:17:34.080 --> 00:17:37.530
And then one day I just looked around the
landscape of South Florida and said, this
00:17:37.530 --> 00:17:39.030
is just not a place for me and my family.
00:17:39.420 --> 00:17:42.720
And I called him up and he was
very gracious and understanding
00:17:43.050 --> 00:17:45.480
and, I called Doug and
said, Doug, I'm going to Texas.
00:17:45.825 --> 00:17:49.515
'Cause he had a job waiting from in
Oklahoma and I said, I'm going to Texas.
00:17:49.515 --> 00:17:50.085
You wanna join me?
00:17:50.085 --> 00:17:50.865
He's like, for real?
00:17:50.865 --> 00:17:51.465
I'm like, for real?
00:17:51.465 --> 00:17:52.275
He goes, what are we gonna do?
00:17:52.275 --> 00:17:53.895
I said, I don't know, but I'm gonna Texas.
00:17:54.285 --> 00:17:55.545
And he said, okay, I'm in.
00:17:55.785 --> 00:17:58.980
And, and so we ended up going, we
ended up buying that practice and,
00:17:59.085 --> 00:18:02.685
and starting in February of 2015 while
he worked corporate and I did mine.
00:18:03.075 --> 00:18:05.475
And then a year later we
started a second practice.
00:18:05.775 --> 00:18:09.495
And then probably about a year
and a half later we acquired a very
00:18:09.495 --> 00:18:13.575
small, like $350,000 a year, uh,
satellite office that we added.
00:18:13.935 --> 00:18:14.475
And so.
00:18:14.720 --> 00:18:19.879
Our, at that point, as you've heard
me right, advocate to tons of people.
00:18:20.090 --> 00:18:21.830
I was visiting a lot of practices.
00:18:21.830 --> 00:18:25.340
I was visiting Fishbein, I was
supposed to go to Amanda Gallagher,
00:18:25.340 --> 00:18:28.909
but the whole 787 Max problem
with the caused me to not go.
00:18:29.090 --> 00:18:30.320
But I was going, Jim Stork.
00:18:30.320 --> 00:18:32.870
I mean, I was traveling the whole
country, going visiting practices,
00:18:33.200 --> 00:18:37.220
Stu Frost, John Graham, I
mean just office after office.
00:18:37.580 --> 00:18:37.760
Um.
00:18:39.075 --> 00:18:43.845
And we kind of developed the idea that we
wanted to model the Fishbein concept.
00:18:44.205 --> 00:18:47.895
Full transparency, uh,
you know, we wanted to get our
00:18:47.895 --> 00:18:49.845
practices over the next six years.
00:18:49.845 --> 00:18:53.325
We had a business manager we hired, we
wanted to build our practices to about
00:18:53.325 --> 00:18:58.425
$15 million over the course of the next
five to six, seven years at the most.
00:18:58.665 --> 00:19:02.295
With the idea of acquiring one practice
a year and building a de novo per
00:19:02.295 --> 00:19:03.764
year to sort of build the footprint.
00:19:04.004 --> 00:19:08.395
We built a, a call center,
a communication center really.
00:19:08.485 --> 00:19:11.755
We built an all internal
lab, uh, digital lab to be
00:19:11.755 --> 00:19:12.985
able to support the offices.
00:19:13.435 --> 00:19:16.315
And it, it was at that point
that we started to really realize
00:19:16.315 --> 00:19:19.495
that without Medicaid in Texas,
you know, it's a lot of work.
00:19:19.645 --> 00:19:20.875
You're gonna work really hard.
00:19:20.875 --> 00:19:24.775
But we knew we'd get there if given
enough time, and at the time, we were
00:19:24.775 --> 00:19:28.615
somewhere in that six and a half to $7
million range, about six and a half years.
00:19:29.129 --> 00:19:32.580
Yeah, about six years outta school,
five and a half years outta school.
00:19:32.700 --> 00:19:34.379
We gotta about six and
a half million dollars.
00:19:34.680 --> 00:19:39.389
And, we knew that we could get
there, but we kind of realized that
00:19:39.720 --> 00:19:40.830
there were two ways to get there.
00:19:40.830 --> 00:19:44.550
You can get there alone or you can
get there, with partnerships.
00:19:44.550 --> 00:19:44.940
Right.
00:19:45.300 --> 00:19:48.690
And, um, do you want me to
tell you the story of how he
00:19:48.690 --> 00:19:49.590
ended up with Smile Doctors?
00:19:49.650 --> 00:19:49.680
Oh
00:19:49.680 --> 00:19:49.830
yeah.
00:19:50.010 --> 00:19:50.430
Tell me that
00:19:50.430 --> 00:19:50.550
one.
00:19:50.550 --> 00:19:53.879
I, because it's, I remember it well, but
I'd love to hear your, from your side.
00:19:54.120 --> 00:19:54.270
Yeah.
00:19:55.169 --> 00:19:58.290
So, um, in February ...
So again, Doug and I knew where
00:19:58.290 --> 00:19:59.669
our trajectory was going to be.
00:19:59.669 --> 00:20:03.330
We knew that we, there was never a doubt
that if we really put our energy and
00:20:03.330 --> 00:20:05.340
efforts into it, we could get there.
00:20:05.639 --> 00:20:09.600
It would just mean a lot of
acquisition and a lot of de novo
00:20:09.990 --> 00:20:14.010
and, we could have gotten
there by ourselves potentially.
00:20:14.340 --> 00:20:17.940
But what I think a lot of people don't
realize, and I'd love your feedback
00:20:17.940 --> 00:20:22.425
on this, Scott, 'cause you've seen
a hundred of practices at this point
00:20:22.425 --> 00:20:24.314
grow through the Smile Doctors network.
00:20:25.965 --> 00:20:30.255
I think when people are like growing to
a million dollars, not that hard, right?
00:20:30.255 --> 00:20:32.595
If you put in decent systems
and you just market, you're
00:20:32.595 --> 00:20:33.675
gonna get to a million bucks.
00:20:33.675 --> 00:20:35.805
Gross annual revenue
without too much trouble.
00:20:35.865 --> 00:20:39.615
And even to get to 2 million
is not really that uncommon or
00:20:39.615 --> 00:20:40.485
that big of a struggle, right?
00:20:40.605 --> 00:20:42.945
It's going to like that two to 4 million.
00:20:43.245 --> 00:20:46.395
All of a sudden now you've gotta
manage your staff in a different way.
00:20:46.395 --> 00:20:48.045
Your team needs to be managed differently.
00:20:48.375 --> 00:20:51.945
You know, the things that
that, that you're doing well,
00:20:51.945 --> 00:20:53.265
you need to do a lot more of.
00:20:53.265 --> 00:20:53.385
Mm-hmm.
00:20:53.495 --> 00:20:55.625
The things
you're not doing well, you need to minimize.
00:20:55.865 --> 00:20:59.405
But even so, getting to $4 million
is a barrier that doesn't seem
00:20:59.405 --> 00:21:01.415
that difficult to break through.
00:21:01.475 --> 00:21:01.625
Yep.
00:21:01.925 --> 00:21:05.375
It's once you go
from say four to six or seven, now
00:21:05.375 --> 00:21:08.165
you're starting to get a little
more serious about your systems.
00:21:08.345 --> 00:21:11.045
You're dialing things in, you're working
on your marketing a whole lot better.
00:21:11.045 --> 00:21:13.505
Maybe even a a, a dedicated
marketing coordinator.
00:21:13.895 --> 00:21:13.955
Um.
00:21:14.715 --> 00:21:19.005
But then to get from that six or seven
where I see so many people I know
00:21:19.065 --> 00:21:22.665
who are between that like four and
a half and $7 million range, which
00:21:22.665 --> 00:21:27.929
is a big practice, I. Then I
started seeing the 10, 10 to twelves.
00:21:28.290 --> 00:21:28.500
Right.
00:21:28.500 --> 00:21:33.149
And once to get to
there, there's a fundamental shift in
00:21:33.149 --> 00:21:38.129
organizational hierarchies in the way
that, um, their economies of scale work.
00:21:38.220 --> 00:21:38.370
Right.
00:21:38.370 --> 00:21:38.970
Would you disagree
00:21:38.970 --> 00:21:39.360
with that?
00:21:39.360 --> 00:21:40.860
No, I would
totally agree with it.
00:21:40.860 --> 00:21:44.730
And I think a lot has to do with the
doctor mentality, the doctor leadership.
00:21:44.730 --> 00:21:45.899
Now it might be where you're going.
00:21:46.379 --> 00:21:46.560
Yeah.
00:21:46.560 --> 00:21:46.860
But
00:21:47.190 --> 00:21:48.450
Yeah, exactly.
00:21:48.510 --> 00:21:51.210
It, it's, it's to get to that number.
00:21:51.750 --> 00:21:54.870
A, you have to, you're gonna
work your tail off, right?
00:21:54.870 --> 00:21:58.500
And you're probably gonna have to
hire a team to support you so that,
00:21:59.010 --> 00:22:00.300
because you're only one, right?
00:22:00.300 --> 00:22:01.950
There's only one, or
in our case, two of us.
00:22:02.190 --> 00:22:04.470
We can't clone ourselves to
be everywhere and everything.
00:22:04.470 --> 00:22:06.840
And he had four small kids.
00:22:07.080 --> 00:22:09.720
Mine were a little bit older,
but he doesn't wanna spend 80
00:22:09.720 --> 00:22:12.660
hours a week indefinitely in
his practice growing this thing.
00:22:12.990 --> 00:22:14.610
So it came down to a decision.
00:22:14.610 --> 00:22:17.040
Do we wanna build our own team internally?
00:22:18.180 --> 00:22:21.630
Or do we want to go in
with Smile Doctors or somebody?
00:22:21.630 --> 00:22:21.720
Mm-hmm.
00:22:22.260 --> 00:22:24.570
Um, and, and
the idea that we had was, no,
00:22:24.570 --> 00:22:25.830
we're gonna do it ourselves.
00:22:25.860 --> 00:22:26.040
Right?
00:22:26.040 --> 00:22:27.120
We're gonna build. Right.
00:22:27.120 --> 00:22:32.100
And we're still, we're we still
thought we're too small to go and
00:22:32.100 --> 00:22:35.070
nobody's gonna want anything to
do with us because we're so small.
00:22:35.070 --> 00:22:38.310
I know people listening, six and a
half million dollars is not small.
00:22:38.700 --> 00:22:42.365
But based on where we wanted
to be, we were still small, right?
00:22:42.585 --> 00:22:42.965
And so.
00:22:44.030 --> 00:22:46.910
I just gave up the idea and we were
sitting at having dinner one night,
00:22:47.000 --> 00:22:52.010
on a family ski trip in Utah,
to Deer Valley or Park City
00:22:52.280 --> 00:22:55.820
and John Graham, my good friend,
is out in that neck of the woods.
00:22:55.820 --> 00:22:57.500
So I said, John, why don't you
come by, have dinner with the
00:22:57.500 --> 00:22:58.490
family, we'll have a good time.
00:22:58.490 --> 00:22:59.000
We'll go out.
00:22:59.120 --> 00:23:03.170
And when everybody went to sleep, he and
I were sitting there just chatting, and
00:23:03.230 --> 00:23:06.440
he had said to me, you know, Hey, by the
way, you know, Stu just joined Stu Frost,
00:23:06.440 --> 00:23:10.125
who's also a, a third good friend of
ours, you know, Stu just joined a group.
00:23:10.635 --> 00:23:12.195
He said, what do you
mean he joined a group?
00:23:12.645 --> 00:23:15.585
And so he sort of explained
to me what Stu Frost had done.
00:23:15.585 --> 00:23:17.595
He joined, and that was in 2021.
00:23:17.955 --> 00:23:20.445
And so he told me, who did he join?
00:23:20.445 --> 00:23:23.445
So I made a phone call and I knew
the person who ran the group and
00:23:23.445 --> 00:23:26.265
they said to me, Hey, you know,
I think you guys are great, but
00:23:26.265 --> 00:23:27.345
I didn't wanna step on your toes.
00:23:27.345 --> 00:23:30.105
I didn't think you were ready yet,
but if you are, and literally two
00:23:30.105 --> 00:23:33.075
days later, the whole management team
from that group was sitting in my,
00:23:33.495 --> 00:23:37.575
In my office and we had lunch or
dinner together with Doug and um,
00:23:38.295 --> 00:23:40.485
and then it was at that point we sat
back and go, well, maybe this is for
00:23:40.485 --> 00:23:42.225
us and so let's go do some homework.
00:23:42.375 --> 00:23:44.865
And that's when we looked around
and saw the landscape, which wasn't
00:23:44.865 --> 00:23:48.465
very different than it is today in
terms of the big names of groups.
00:23:48.525 --> 00:23:51.165
But one of the ones we reached
out, which was Smile Doctors.
00:23:51.405 --> 00:23:56.055
And my cousin, who happens to run a
private equity, started and runs a private
00:23:56.055 --> 00:23:58.365
equity firm in Hamburg, Germany.
00:23:58.395 --> 00:23:58.485
Mm-hmm.
00:23:58.935 --> 00:24:00.765
I reached out to
him and said, look, there's a lot here.
00:24:00.765 --> 00:24:01.665
I don't understand.
00:24:01.980 --> 00:24:04.380
Do, can you do me a favor
and just do some homework?
00:24:04.770 --> 00:24:08.490
Now, to put things bluntly, Doug
didn't want to join Smile Doctors.
00:24:08.490 --> 00:24:11.070
Not because he didn't like Smile
Doctors, but because some of
00:24:11.070 --> 00:24:13.860
the other groups had friends of
his or, or names he knew, right.
00:24:13.860 --> 00:24:15.330
Or folks he wanted to be around.
00:24:15.600 --> 00:24:17.460
And I just keep saying,
Doug, forget the names.
00:24:17.460 --> 00:24:18.420
Don't worry about names.
00:24:18.630 --> 00:24:20.580
Let's, let's do what's
best for the organization.
00:24:20.580 --> 00:24:20.670
Right?
00:24:21.030 --> 00:24:24.390
And um, my cousin came back and got
on a call with the two of us after he
00:24:24.390 --> 00:24:27.780
interviewed Smile Doctors Management and
all the management from other groups.
00:24:28.320 --> 00:24:29.220
And he just said this.
00:24:29.220 --> 00:24:31.860
I could get into a long, detailed
explanation for you guys about what
00:24:31.860 --> 00:24:36.060
I look at, but at the end of the
day, from from a financial stability
00:24:36.060 --> 00:24:37.890
perspective, it's not a fair fight.
00:24:37.920 --> 00:24:38.760
Those were his exact words.
00:24:38.760 --> 00:24:38.850
Mm-hmm.
00:24:39.420 --> 00:24:40.830
It's not a fair fight.
00:24:40.860 --> 00:24:41.460
We said, what do you mean?
00:24:41.460 --> 00:24:46.440
He goes, Smile Doctors is so far ahead
of the other companies you've spoken to.
00:24:46.495 --> 00:24:50.605
From a financial stability perspective,
that if you were gonna ask me, who do
00:24:50.605 --> 00:24:54.385
you feel the best about in terms of
long-term stability, that your equity
00:24:54.385 --> 00:24:57.115
is safe, that you've got a company
that's growing, that it's headed
00:24:57.115 --> 00:24:58.645
in the right direction, he goes.
00:24:59.145 --> 00:25:01.065
Smile Doctors is the only
one you need to join.
00:25:01.425 --> 00:25:04.815
And so Doug sort of said, really,
he kept trying to push and my cousin
00:25:04.815 --> 00:25:09.045
kept, just kept saying, Doug, if you're
looking for the right choice, forget
00:25:09.045 --> 00:25:10.635
names, forget people, forget whatever.
00:25:10.635 --> 00:25:11.655
It's Smile Doctors.
00:25:11.745 --> 00:25:16.034
And that's, we ended up working through
negotiations and ended up joining
00:25:16.034 --> 00:25:18.195
Smile Doctors in October of 2021.
00:25:18.524 --> 00:25:21.315
Got a great education
on it along the way.
00:25:21.405 --> 00:25:22.815
My cousin educated me.
00:25:22.815 --> 00:25:25.365
There were some great folks out
there like Chris Benson, who I spent
00:25:25.365 --> 00:25:30.555
a lot of time with picking his brain
and everything He told me back in, in
00:25:30.555 --> 00:25:35.115
2021 before we joined, not just about
Smile doctors, but about the landscape
00:25:35.115 --> 00:25:35.175
Yeah.
00:25:35.595 --> 00:25:36.975
Of
the OSO - DSO world.
00:25:37.035 --> 00:25:39.014
Every single thing he told
me back then came true.
00:25:39.135 --> 00:25:39.375
Wow.
00:25:39.555 --> 00:25:40.365
Like unbelievable.
00:25:40.365 --> 00:25:40.575
Wow.
00:25:40.785 --> 00:25:44.295
And, and even, and
even he said at the time when I asked
00:25:44.295 --> 00:25:47.235
him, I said, knowing our practice for us.
00:25:48.240 --> 00:25:49.050
What is the best fit?
00:25:49.050 --> 00:25:51.990
He goes, yeah, Smile Doctors is,
is the best fit for you guys.
00:25:51.990 --> 00:25:55.200
And he didn't say the, there was problems
with the other ones to be crystal clear,
00:25:55.200 --> 00:25:56.910
but for us, he felt it was the best fit.
00:25:56.940 --> 00:25:59.880
And then six months later I
just did a check-in with him.
00:26:00.330 --> 00:26:02.340
And so what do you think he
goes in the last six months
00:26:02.340 --> 00:26:03.390
based upon what they've done?
00:26:04.560 --> 00:26:07.620
He says, I feel even more
bullish on Smile Doctors, like
00:26:07.620 --> 00:26:08.640
they're making great choices.
00:26:08.640 --> 00:26:10.950
And that was, that was before
all the more, more recent
00:26:10.950 --> 00:26:11.640
events that have occurred.
00:26:11.640 --> 00:26:11.730
True.
00:26:11.730 --> 00:26:16.020
So long story short, we
felt that the organizational structure as
00:26:16.020 --> 00:26:21.420
well as the, the, the financial stability,
the cash on reserves that Smile
00:26:21.420 --> 00:26:25.350
Doctors had at the time, the ability to
tack in any direction they wanted, the
00:26:25.350 --> 00:26:28.290
marketing support, the HR support.
00:26:28.645 --> 00:26:33.265
and, and the fact that you, you
were already doing it for a hundred plus
00:26:33.265 --> 00:26:35.605
other practices before we came on board.
00:26:36.115 --> 00:26:40.705
Those are all things that really,
sort of swung us in that direction as
00:26:40.705 --> 00:26:43.345
well as the promise of two head of cattle.
00:26:44.470 --> 00:26:44.690
Yes.
00:26:46.165 --> 00:26:46.255
Yes.
00:26:46.920 --> 00:26:48.295
That was the part I remembered, which is
00:26:48.295 --> 00:26:48.775
Yes,
00:26:48.775 --> 00:26:49.015
I was
00:26:49.015 --> 00:26:49.665
waiting for you.
00:26:51.375 --> 00:26:54.125
That was
not the reason I joined Smile
00:26:54.125 --> 00:26:55.525
Doctors, people, just so you know.
00:26:55.650 --> 00:26:59.310
Two Black Angus head of cattle.
I think it's a combination.
00:26:59.310 --> 00:27:00.870
Black Angus and something else, right?
00:27:00.870 --> 00:27:00.930
Yeah,
00:27:01.140 --> 00:27:01.620
they're good.
00:27:01.620 --> 00:27:01.770
They're,
00:27:02.070 --> 00:27:02.975
it's Wagyu Black
00:27:03.045 --> 00:27:03.335
Angus.
00:27:04.050 --> 00:27:06.240
Although for anybody
out there, you know, we're gonna go
00:27:06.240 --> 00:27:09.690
back to biblical terms for anybody
who joins Smile Doctors, Scott Law
00:27:09.780 --> 00:27:11.100
will give you one head of cattle.
00:27:13.470 --> 00:27:15.510
Yeah, we have
a, we have a few, a few head
00:27:15.510 --> 00:27:17.100
of cattle out. That'd be
00:27:17.100 --> 00:27:17.340
awesome.
00:27:17.340 --> 00:27:18.600
You
look out on your pasture.
00:27:18.600 --> 00:27:20.910
Oh, that one is Joe's,
that one is Susan's, you know
00:27:20.970 --> 00:27:21.210
That's right.
00:27:21.690 --> 00:27:22.920
Have your own brand mark.
00:27:23.280 --> 00:27:24.060
That's awesome.
00:27:24.420 --> 00:27:26.220
No, we do, we have to make that happen.
00:27:26.220 --> 00:27:28.860
I gotta come, come clean
on my, on my promise.
00:27:29.245 --> 00:27:32.311
I'm, I'm absolving
you of any promise related to it.
00:27:33.255 --> 00:27:33.945
Variety of reasons.
00:27:33.945 --> 00:27:34.065
That's
00:27:34.065 --> 00:27:34.305
awesome.
00:27:34.305 --> 00:27:36.585
I know we joke tongue in
cheek about it, but. Oh yeah.
00:27:36.770 --> 00:27:38.535
I, I owe you some, so let's do it.
00:27:38.540 --> 00:27:38.730
Yeah.
00:27:39.135 --> 00:27:39.585
Um,
00:27:39.765 --> 00:27:41.650
and you, you get me
one and I'll cook it up, I promise.
00:27:41.650 --> 00:27:41.770
Yeah.
00:27:41.770 --> 00:27:42.765
That, that's it, that's it.
00:27:43.425 --> 00:27:48.765
I have always respected you guys
and I, and I do know, I know people
00:27:48.765 --> 00:27:50.535
have friends all, all around, right.
00:27:50.835 --> 00:27:55.875
And I think some well Smile
Doctors does have some big names
00:27:55.875 --> 00:27:59.535
who are on stage and who present
on their clinical and everything.
00:27:59.715 --> 00:28:00.405
Everything there.
00:28:01.085 --> 00:28:04.445
We don't have everybody, and so I, I
totally respect that, and people want
00:28:04.445 --> 00:28:05.885
to go where they feel comfortable.
00:28:06.335 --> 00:28:11.075
I will say, just having recently come
off of our Smile Doctors Summit, we have
00:28:11.105 --> 00:28:19.835
the most amazing doctors I know, and
I, I, it, it was just amazing to have.
00:28:20.085 --> 00:28:23.175
So many doctors in one
place, over 500 people there.
00:28:23.175 --> 00:28:27.735
And, um, just to, just to talk about
what we're doing as a business, what
00:28:27.735 --> 00:28:31.335
we're doing for people, putting people
first, love people first, straight
00:28:31.335 --> 00:28:34.185
into second, and just have that go
all the way through and through.
00:28:34.185 --> 00:28:37.875
I can't describe just the how,
how it is and how it's genuine and
00:28:37.875 --> 00:28:39.915
how it, how that is who we are.
00:28:40.335 --> 00:28:43.155
And it's, it's so nice
to be able to focus on that.
00:28:43.335 --> 00:28:44.925
When we have the
00:28:45.205 --> 00:28:48.715
The proper structure when, when we're
there so that doctors can win and
00:28:48.715 --> 00:28:50.635
succeed and do what they do best.
00:28:50.935 --> 00:28:54.445
And when you have people who
want to do what they do best with
00:28:54.445 --> 00:28:58.975
their heart and serving others,
then everyone, it just feeds.
00:28:58.975 --> 00:29:02.755
It's just a, it is, it was such a
beautiful feeling there on that meeting.
00:29:02.755 --> 00:29:05.515
And then to go and carry out what
we've, what we've been doing.
00:29:06.115 --> 00:29:07.585
Yeah, it was awesome.
00:29:07.645 --> 00:29:09.985
I'll, I'll tell, do you, do you
mind if I share a little bit about
00:29:09.985 --> 00:29:14.305
the, the, the recent acquisition on
the MyOrthos team at the meeting?
00:29:15.135 --> 00:29:16.665
Oh, so it was, it was awesome.
00:29:16.670 --> 00:29:20.385
And, and, uh, I can't remember if you
were, if you were there for that point,
00:29:20.385 --> 00:29:25.095
but, uh, someone stood up and shared
where, you know, we wear lanyards.
00:29:25.095 --> 00:29:27.675
Everyone, everyone has lanyards
and a name tag and everything.
00:29:27.675 --> 00:29:31.215
And so this year, because we had so
many recent affiliations, myOrthos,
00:29:31.575 --> 00:29:35.835
namely just, just a month before the
meeting, myOrthos got a different color.
00:29:35.835 --> 00:29:36.975
I think they got orange, right?
00:29:37.605 --> 00:29:38.180
And they were orange.
00:29:38.730 --> 00:29:39.140
They were.
00:29:39.340 --> 00:29:42.580
Um, right when they checked in,
we talked to them for months.
00:29:42.580 --> 00:29:46.480
As we were getting ready to do this, do
this, uh, acquisition and really integrate
00:29:46.480 --> 00:29:51.340
them, we'd said that, you know, you are
not going to be the redheaded stepchild,
00:29:51.340 --> 00:29:54.340
but yet, right when they check in,
they're handed a different color lanyard.
00:29:54.340 --> 00:29:57.760
And I know they all kind of looked
at it like I thought they said.
00:29:57.810 --> 00:30:00.450
I thought they said they weren't
gonna do this, and that we weren't
00:30:00.450 --> 00:30:04.110
gonna be treated, you know, as,
as second class citizens there.
00:30:04.110 --> 00:30:08.610
And, um, but the, quite the opposite
it was so we could identify who can
00:30:08.610 --> 00:30:12.330
we go and put our arms around, get to
know, and welcome them into the group.
00:30:12.330 --> 00:30:17.280
And it was at the end of the meeting
it that Todd Bivins stood up and
00:30:17.280 --> 00:30:20.760
he, and he shared his side of the
story, how he was nervous to check
00:30:20.760 --> 00:30:22.409
in when he saw that registration.
00:30:22.409 --> 00:30:22.620
Right.
00:30:23.730 --> 00:30:27.360
He said, uh, I think I'm gonna, I'm
gonna keep this lanyard and I'm gonna
00:30:27.360 --> 00:30:30.480
wear the orange one again next year,
because people have been so cool.
00:30:30.480 --> 00:30:33.360
I've gotten to know so many
people through this, and it was
00:30:33.360 --> 00:30:34.920
just a, it was a beautiful thing.
00:30:34.920 --> 00:30:36.840
Just one of the small examples of,
00:30:37.455 --> 00:30:40.815
Of the, the great fun that we had
and the, the quality of that meeting.
00:30:41.175 --> 00:30:41.505
Yeah.
00:30:41.715 --> 00:30:41.895
So
00:30:41.985 --> 00:30:42.645
it was wonderful.
00:30:42.675 --> 00:30:42.795
Yeah.
00:30:43.125 --> 00:30:47.925
And, and again, uh, you know, not to
look like a guy who's kissing up, but
00:30:47.925 --> 00:30:49.545
it all comes from our leadership, right?
00:30:49.725 --> 00:30:49.815
Yes.
00:30:49.905 --> 00:30:53.835
I mean, you sit on that stage and
um, you should have been a high,
00:30:53.895 --> 00:30:56.115
you should have been like a high
school or college football coach
00:30:56.145 --> 00:30:57.885
'cause you get everybody so excited.
00:30:57.885 --> 00:31:01.365
We were ready to run through a brick
wall together and, you know, doctors
00:31:01.365 --> 00:31:03.735
would stand up and talk about,
00:31:04.175 --> 00:31:07.925
How joining Smile Doctors changed
their lives in a positive way and the
00:31:07.925 --> 00:31:12.125
things that they were excited about,
and, and moving forward with.
00:31:12.125 --> 00:31:14.285
And it was great to see these.
00:31:14.955 --> 00:31:16.515
you know, you said it best before.
00:31:16.515 --> 00:31:18.615
I have a lot of relationships
in the ortho space.
00:31:18.975 --> 00:31:21.615
I knew a lot of the stories of the,
my ortho folks 'cause I had a lot
00:31:21.615 --> 00:31:24.735
of friends who were, who joined myOrthos
and I knew what was going on
00:31:24.735 --> 00:31:28.005
behind the scenes and the stories and
how disheartened many of them were.
00:31:28.005 --> 00:31:32.865
And, and to be honest, I get
messages from people in other osos
00:31:32.865 --> 00:31:35.120
on a regular basis, um, basis.
00:31:35.125 --> 00:31:36.345
Joking, not joking.
00:31:36.345 --> 00:31:38.775
Hey Glenn, can you speak to 'em
and see if they can acquire
00:31:38.775 --> 00:31:40.275
us because blah, blah, blah.
00:31:40.275 --> 00:31:40.365
Sure.
00:31:41.805 --> 00:31:42.825
I've heard those for ages.
00:31:43.035 --> 00:31:48.015
So these people who are in that room,
the thankfulness, if that is a good word
00:31:48.045 --> 00:31:48.135
mm-hmm.
00:31:48.375 --> 00:31:51.135
That they
demonstrated, really helped everybody
00:31:51.135 --> 00:31:53.055
in the room just elevate their own.
00:31:53.060 --> 00:31:53.120
Right.
00:31:53.385 --> 00:31:53.715
Right.
00:31:53.775 --> 00:31:55.695
Because you
know, when you hear a story about
00:31:55.695 --> 00:31:57.225
somebody who's sort of given up.
00:31:57.689 --> 00:32:01.800
Or who's despondent and all of a
sudden they join your organization
00:32:02.100 --> 00:32:04.050
and now their spirits are soaring.
00:32:04.320 --> 00:32:05.909
You know, things they kept
saying over and over again.
00:32:05.909 --> 00:32:08.010
Now I look forward to
going to work again every
00:32:08.010 --> 00:32:08.189
morning.
00:32:08.790 --> 00:32:11.070
Right now my future feels so bright again.
00:32:11.159 --> 00:32:11.370
Yep, yep.
00:32:11.760 --> 00:32:12.419
And it is, it is.
00:32:12.570 --> 00:32:16.080
Our organization, people, people say
all the time, Hey, how do you, how
00:32:16.080 --> 00:32:19.320
do you feel about, you know, having,
having such a large organization
00:32:19.320 --> 00:32:22.620
and Smile Doctors being so big and
successful and, and all of that.
00:32:22.620 --> 00:32:25.199
And it's like, well,
first it was just an idea.
00:32:25.199 --> 00:32:29.235
I. People bought in, and it's all
of us who are creating this, and
00:32:29.235 --> 00:32:31.725
then second, rent's still due today.
00:32:32.055 --> 00:32:33.555
And it's like, what are we going to do?
00:32:33.735 --> 00:32:34.035
Right.
00:32:34.035 --> 00:32:35.655
So it is, it is like, great.
00:32:35.655 --> 00:32:36.855
We've accomplished a lot.
00:32:37.455 --> 00:32:39.735
We have, we have a lot to do.
00:32:40.065 --> 00:32:45.975
And, and uh, you know, it's where much
is given, much is required and where we
00:32:45.975 --> 00:32:49.635
have an opportunity to go and bless the
lives of many people and to, to have.
00:32:50.190 --> 00:32:52.950
Benefit of income and impact.
00:32:53.010 --> 00:32:55.110
This is, this is the greatest
profession in the world.
00:32:55.680 --> 00:32:57.540
And I'm just so excited.
00:32:57.540 --> 00:33:00.780
I pinch myself when they do ask me that,
what, what, how do you feel about it?
00:33:00.780 --> 00:33:02.550
And I, you know, it's not lost on me.
00:33:02.879 --> 00:33:09.000
The privilege and the responsibility and
of, of where we're at to, to go into.
00:33:09.540 --> 00:33:11.220
To bless others, help others.
00:33:11.699 --> 00:33:16.590
But, uh, I do pinch myself to work
with such amazing people on the doctor
00:33:16.590 --> 00:33:18.899
side and on the business side as well.
00:33:18.899 --> 00:33:19.980
Just everyone's hearts in it.
00:33:20.014 --> 00:33:21.705
It's, it's an amazing thing.
00:33:21.745 --> 00:33:21.945
I agree.
00:33:22.054 --> 00:33:22.345
It's
00:33:22.345 --> 00:33:22.545
an amazing thing.
00:33:22.649 --> 00:33:22.679
I
00:33:22.679 --> 00:33:22.889
agree.
00:33:22.889 --> 00:33:24.959
And, and if I can just add
just one more piece to it.
00:33:25.320 --> 00:33:29.370
You know, one of the things that I
think is really, uh, invigorated people,
00:33:29.370 --> 00:33:33.570
especially at that meeting was that,
you know, a lot of people out there,
00:33:34.080 --> 00:33:37.949
unfortunately, and I think we
were one of them, Doug and I, when we
00:33:37.949 --> 00:33:43.020
affiliated back in 2021, which seems
like generations ago, literally in an
00:33:43.020 --> 00:33:45.120
OSO - DSO world, it was generations ago.
00:33:45.120 --> 00:33:47.580
Well, you said it
was like, how many were, how many
00:33:47.580 --> 00:33:49.110
offices did we have at that time?
00:33:49.409 --> 00:33:50.250
A hundred and something,
00:33:50.370 --> 00:33:51.959
you know, offices or partners?
00:33:51.959 --> 00:33:54.870
I don't know, but
I think, I know for sure all partners
00:33:54.870 --> 00:33:56.580
like doctors was in the low hundreds.
00:33:56.580 --> 00:33:56.669
Right.
00:33:57.000 --> 00:33:57.300
We had.
00:33:59.295 --> 00:34:01.665
I think 130, 140 when we joined.
00:34:01.665 --> 00:34:02.685
And now what do we have?
00:34:02.685 --> 00:34:04.935
400 and oh, we have over.
00:34:05.145 --> 00:34:06.015
Oh yeah.
00:34:06.015 --> 00:34:08.175
So yeah, we are, we're at like 460.
00:34:08.415 --> 00:34:08.595
Yeah.
00:34:09.300 --> 00:34:10.680
Yeah, it, it's amazing.
00:34:10.680 --> 00:34:13.260
It's tripled since we joined
and I mean, I don't wanna blame
00:34:13.260 --> 00:34:14.699
it all on me, I'm just saying
00:34:15.180 --> 00:34:15.360
I love it.
00:34:15.360 --> 00:34:20.670
But, but joking
aside, when we joined, you
00:34:20.670 --> 00:34:24.180
had just gone through one generational
iteration, which was you went from
00:34:24.180 --> 00:34:28.260
calling all the offices Smile Doctors to
allowing 'em to retain their own name.
00:34:28.260 --> 00:34:28.350
Right.
00:34:28.650 --> 00:34:31.320
Which back in the
day was a deal breaker for a lot
00:34:31.320 --> 00:34:33.390
of docs if they had to change the
name of their practice from Krieger
00:34:33.390 --> 00:34:34.590
Orthodontics to Smile Doctors.
00:34:34.590 --> 00:34:34.680
Sure.
00:34:34.949 --> 00:34:37.949
So shortly like about
when Ben Fishbein came on, which was.
00:34:38.520 --> 00:34:41.100
Which was probably about
four to six months before us.
00:34:41.430 --> 00:34:46.080
All of a sudden we keep our
names now, you know, when we joined
00:34:46.080 --> 00:34:47.760
we had to sell 100% of our practice.
00:34:48.225 --> 00:34:49.064
In the acquisition
00:34:49.095 --> 00:34:49.274
Right.
00:34:49.635 --> 00:34:53.085
Nowadays, you know,
the, the, the generational game changer
00:34:53.085 --> 00:34:54.885
of being able to maintain ownership
00:34:54.944 --> 00:34:55.064
Yep.
00:34:55.455 --> 00:34:58.545
In your practice
so that not only do you, are you both
00:34:58.545 --> 00:35:02.295
working together as partners, but
you're still making a really solid
00:35:02.295 --> 00:35:04.185
income in addition to the salary.
00:35:04.185 --> 00:35:04.274
Right.
00:35:04.295 --> 00:35:04.955
That you're being paid.
00:35:04.955 --> 00:35:08.644
So I always tell anybody who's thinking
about joining, Smile Doctors
00:35:08.644 --> 00:35:14.465
today, if I would've joined, if I
joined in 2021 when these things didn't
00:35:14.465 --> 00:35:16.894
exist, when De Novos didn't exist.
00:35:16.899 --> 00:35:16.979
Mm-hmm.
00:35:17.345 --> 00:35:21.095
When, um, when
sort of the boltons, if you will, or,
00:35:21.095 --> 00:35:25.715
or acquisitions of smaller practice
didn't exist, if the marketing that
00:35:25.774 --> 00:35:30.215
that they're doing now at Kaufman is
doing for Smile Doctors, none of these
00:35:30.215 --> 00:35:32.644
things existed in 2021 when we joined.
00:35:33.045 --> 00:35:35.385
All the more it's ripe today.
00:35:35.415 --> 00:35:40.065
Like it, the opportunities afforded
to the people who are in that room
00:35:40.305 --> 00:35:44.025
to be able to go open a new practice
with, in partnership with Smile
00:35:44.025 --> 00:35:46.965
Doctors and the organizational
support, which we did back in June.
00:35:47.085 --> 00:35:47.175
Yep.
00:35:47.565 --> 00:35:49.245
Of June
or July of last year.
00:35:49.785 --> 00:35:52.665
I mean, these are things that are game
changers in my opinion, that that.
00:35:53.025 --> 00:35:57.285
If I was looking for a new practice,
a new OSO to join today, it would be
00:35:57.285 --> 00:36:00.255
so much more than just the strength
of the financials, which, from what I
00:36:00.255 --> 00:36:03.555
understand, Smile Doctors is still a
leader in the clubhouse on that, but
00:36:03.555 --> 00:36:09.465
it's, it's the other stuff that feeds
our entrepreneurial fires so that you
00:36:09.465 --> 00:36:10.545
don't say, well, you sold everything.
00:36:10.545 --> 00:36:11.595
What do I have to work for?
00:36:11.595 --> 00:36:14.715
Well, you have a partnership, but
a lot of people have a hard time
00:36:14.715 --> 00:36:16.095
wrapping their heads around that.
00:36:16.095 --> 00:36:16.215
Mm-hmm.
00:36:16.575 --> 00:36:18.735
If you're
a 40% owner in your practice.
00:36:19.095 --> 00:36:22.035
And you're getting 40% of the net
proceeds in addition to your salary.
00:36:22.365 --> 00:36:23.865
Now you got something a
little different to work for.
00:36:24.135 --> 00:36:24.225
Right.
00:36:24.225 --> 00:36:26.025
You know, it's a totally
different position.
00:36:26.025 --> 00:36:29.565
I, I, I would compose it to you, you
guys were doing six and a half million.
00:36:29.595 --> 00:36:33.675
You're at an inflection point where
it's either, are we ready to go a
00:36:33.675 --> 00:36:37.185
hundred percent, you know, sell a
hundred percent of your practice, right?
00:36:37.215 --> 00:36:40.935
Or do we wanna really hunker down
and put infrastructure in and,
00:36:41.325 --> 00:36:44.355
and, you know, and see if we can
get our, build up, our ebitda.
00:36:44.880 --> 00:36:49.620
Or you, I mean, today you guys would've
had the option to go, well, let's go a
00:36:49.620 --> 00:36:54.450
JV model where you go on the split where,
where you only sell part of your practice,
00:36:54.450 --> 00:36:57.810
and then as it grows you see that upside.
00:36:57.900 --> 00:36:59.070
So that's, that's where people
00:36:59.070 --> 00:36:59.220
want ...
00:36:59.220 --> 00:37:00.360
And
sell it a second time.
00:37:00.360 --> 00:37:00.600
Right?
00:37:00.600 --> 00:37:00.900
Right.
00:37:02.265 --> 00:37:03.645
And
then sell the second half.
00:37:03.645 --> 00:37:04.305
I mean, that's like,
00:37:04.965 --> 00:37:05.175
I know.
00:37:05.175 --> 00:37:06.915
So I always
tell, I tell younger doctors,
00:37:06.915 --> 00:37:08.535
look, I'm not a financial advisor.
00:37:08.595 --> 00:37:10.455
Clearly I'm not a broker.
00:37:10.694 --> 00:37:13.545
But I've spoken with a lot of
brokers and I've spoken to a lot of
00:37:13.545 --> 00:37:16.815
financial advisors and I've spoken
to people in the industry who say to
00:37:16.815 --> 00:37:18.765
me, you know, I talk to young docs.
00:37:18.795 --> 00:37:20.085
They go, well, I'm not ready yet.
00:37:20.295 --> 00:37:23.025
And they're doing 4, 3, 4, $5 million.
00:37:23.625 --> 00:37:29.805
And I said, what I was told was, if you're
growing consistently at 20 or 25% year
00:37:29.805 --> 00:37:34.185
over year, over year, I'm not talking
like our January was 25% percent bigger
00:37:34.185 --> 00:37:38.805
than last year, January, but if you're
legitimately growing at 20 to 25% a year.
00:37:39.240 --> 00:37:43.260
Then you may just, may, may be able
to make a case that you're still
00:37:43.260 --> 00:37:48.029
growing, but if, if you're, if you're
growing five, 10, 15%, the OSO is
00:37:48.029 --> 00:37:51.840
likely growing faster than you are,
and your equity is probably growing.
00:37:51.870 --> 00:37:56.069
And as a partial owner now in your
practice to be able to reap that income.
00:37:56.250 --> 00:37:59.400
At the same time as watching your
equity grow on the back end, you
00:37:59.400 --> 00:38:01.620
just can't catch it. No matter
what anybody wants to tell you.
00:38:01.800 --> 00:38:03.840
And I've run the math, you just can't.
00:38:04.140 --> 00:38:04.380
Yep.
00:38:05.040 --> 00:38:05.190
No.
00:38:05.190 --> 00:38:09.300
What it is, it's a, it's a, it's a great
option for people who want to do it.
00:38:09.300 --> 00:38:13.080
I think OSOs aren't for everybody,
and not everybody is for an OSO.
00:38:13.140 --> 00:38:16.440
I mean, we, we we're very
selective and it's one of the
00:38:16.440 --> 00:38:17.730
things that makes us special is.
00:38:18.255 --> 00:38:23.505
We want the right people to, to come
in and to pull alongside everyone else
00:38:23.895 --> 00:38:25.395
that their heart's in the right place.
00:38:25.395 --> 00:38:28.815
And that's a, I get to do a lot of
the business development dinners
00:38:28.815 --> 00:38:32.715
and sit down with doctors and really
kinda look into their heart and
00:38:32.715 --> 00:38:34.185
just see how do you treat your team?
00:38:34.185 --> 00:38:35.295
How do you treat your patients?
00:38:35.775 --> 00:38:39.825
Are you, are you gonna, are you
gonna work as hard as the rest of us?
00:38:40.035 --> 00:38:40.935
If so, welcome.
00:38:41.340 --> 00:38:42.029
Come on board.
00:38:42.630 --> 00:38:45.180
If not, you know, it's not for us.
00:38:45.535 --> 00:38:48.990
And, and so we shake your
hand and, and wish you well.
00:38:48.990 --> 00:38:52.649
But yeah, we're very, very
selective because we just know.
00:38:53.460 --> 00:38:56.760
We just know how important it is, how,
how important it is to, to have the
00:38:56.760 --> 00:38:58.680
right people taking care of people.
00:38:59.939 --> 00:39:00.660
Yeah, agreed.
00:39:00.779 --> 00:39:04.590
And it's, it's really funny how
the general, general public, if you
00:39:04.590 --> 00:39:08.040
will, of orthodontists, they think
that if they just call Smile Doctors
00:39:08.040 --> 00:39:09.420
and say, Hey, I'm ready to join.
00:39:09.975 --> 00:39:10.755
Like, okay, cool.
00:39:10.755 --> 00:39:11.385
Come on board.
00:39:11.385 --> 00:39:11.505
Right?
00:39:11.925 --> 00:39:16.725
It doesn't, you know, the more
people don't join or more people
00:39:17.025 --> 00:39:21.285
are, are not given deals than
are given at the end of the day.
00:39:21.705 --> 00:39:26.715
Because when you go into that
room at the annual meeting, I'm
00:39:26.715 --> 00:39:28.095
saying this to everybody listening.
00:39:28.095 --> 00:39:30.680
There's, I'm not making this
up, I'm being dead honest.
00:39:30.700 --> 00:39:35.265
And I would challenge you, Scott, can
you think of one person in that room who
00:39:35.265 --> 00:39:36.465
you just don't wanna give a big hug to?
00:39:36.465 --> 00:39:36.555
Right.
00:39:37.125 --> 00:39:37.845
No, I can't.
00:39:38.055 --> 00:39:40.904
I, every single
doctor who I've ever met in the
00:39:40.904 --> 00:39:45.015
network, who I've personally met is
an another fellow partner in this.
00:39:45.404 --> 00:39:46.604
Every one of 'em are good people.
00:39:47.444 --> 00:39:48.100
Every one of 'em.
00:39:48.104 --> 00:39:52.935
I can't, people say, well,
there's 450 or 500, you know, it's
00:39:52.935 --> 00:39:54.194
bound to be some rotten apples.
00:39:54.225 --> 00:39:54.939
I can't think of one.
00:39:54.944 --> 00:39:55.904
I can't honestly.
00:39:55.920 --> 00:39:56.140
No.
00:39:56.175 --> 00:39:56.415
No.
00:39:56.475 --> 00:39:59.354
And everyone's different and they
bring great ideas and we all share
00:39:59.354 --> 00:40:00.915
and, and we lead differently.
00:40:00.915 --> 00:40:01.425
We lead.
00:40:01.515 --> 00:40:02.564
And so we all learn.
00:40:02.595 --> 00:40:03.435
It's, it's.
00:40:03.700 --> 00:40:04.359
Just awesome.
00:40:04.359 --> 00:40:08.170
I don't wanna make this a big commercial,
but man, I, I do pinch myself.
00:40:08.229 --> 00:40:09.069
I pinch myself.
00:40:09.279 --> 00:40:09.490
I ...
00:40:09.639 --> 00:40:09.849
Yeah,
00:40:10.120 --> 00:40:12.880
it starts at the top, man, and we're
just thankful for guys like you, well,
00:40:13.359 --> 00:40:13.750
and others.
00:40:13.929 --> 00:40:17.050
We just have, we
have an amazing leadership team.
00:40:17.139 --> 00:40:20.200
Jay Hedrick is phenomenal, and
our sponsors are phenomenal.
00:40:20.679 --> 00:40:23.649
The way that they support us and,
and the way they have is structured
00:40:23.649 --> 00:40:24.490
so doctors win.
00:40:25.000 --> 00:40:28.630
I'm, I'm forever grateful that
that's our structure, that, that we
00:40:28.630 --> 00:40:31.630
continue to get bites of the apple
as it goes along alongside of them.
00:40:32.045 --> 00:40:32.644
So that's great.
00:40:33.455 --> 00:40:34.234
It's a beautiful thing.
00:40:34.625 --> 00:40:38.375
So Glenn, you have looked ahead
in your life to see, you know,
00:40:38.404 --> 00:40:42.215
changing landscapes, what you wanna
do, carve your own path in that.
00:40:42.215 --> 00:40:46.715
And, and I'd love to talk some about
this of your recent, I don't, I don't
00:40:46.715 --> 00:40:49.835
know that it's a transformation, but
it's certainly an elevation in your
00:40:49.835 --> 00:40:54.274
health and, and just what you've done
with over the last, over the last two,
00:40:54.274 --> 00:40:56.314
seems like two, two and a half years.
00:40:56.314 --> 00:40:59.465
I think just a you, you look phenomenal.
00:40:59.465 --> 00:41:01.115
Looks like you feel phenomenal.
00:41:01.144 --> 00:41:01.175
Okay.
00:41:01.370 --> 00:41:05.150
What, uh, what, what was the
inspiration behind it and what's,
00:41:05.390 --> 00:41:06.800
share with us some of your secrets.
00:41:07.860 --> 00:41:08.820
We just all want to be
00:41:08.820 --> 00:41:09.450
Scott Law.
00:41:09.690 --> 00:41:10.380
That's all I'm saying.
00:41:10.890 --> 00:41:11.279
Right.
00:41:11.430 --> 00:41:13.590
If only I could grow
out a decent mustache.
00:41:13.590 --> 00:41:13.980
Right.
00:41:15.660 --> 00:41:17.370
I, my wife would just know it.
00:41:17.370 --> 00:41:21.330
Just when, when you're, when you're, when
you, when you look like you do Scott, you
00:41:21.330 --> 00:41:23.400
can pull it off when you look like I do.
00:41:23.400 --> 00:41:24.360
It just doesn't work.
00:41:24.870 --> 00:41:26.610
I look more like something
at Munchkin Land.
00:41:27.180 --> 00:41:32.490
But you're right, it's been a little
over two years in February of 2022.
00:41:33.194 --> 00:41:36.585
Going back a little bit, I'm
gonna go back just to drop earlier.
00:41:36.585 --> 00:41:40.215
My daughter, Jordan, even
though I tried, I tried to talk
00:41:40.215 --> 00:41:41.654
her out of going to my college.
00:41:41.774 --> 00:41:41.804
Okay.
00:41:41.894 --> 00:41:42.465
Binghamton.
00:41:42.974 --> 00:41:43.005
Okay.
00:41:43.005 --> 00:41:44.804
In upstate New York, it
was a science school.
00:41:44.984 --> 00:41:48.705
She wanted to go to Binghamton
University, uh, SUNY Binghamton,
00:41:48.705 --> 00:41:49.575
as it used to be called.
00:41:49.995 --> 00:41:51.135
Even though she lives in Texas.
00:41:51.135 --> 00:41:52.005
I said, please don't go.
00:41:52.005 --> 00:41:52.695
You don't want to go there.
00:41:52.695 --> 00:41:54.945
It's isolated, it's dark,
it's rainy like Seattle.
00:41:54.945 --> 00:41:57.885
She says, no, I, they got a great biology
program, dad, I really want to go.
00:41:57.885 --> 00:41:57.915
Okay.
00:41:58.335 --> 00:42:00.915
So she ended up going and I
visited her the first year she
00:42:00.915 --> 00:42:05.025
was there, and it happened to be
fraternity, you know, alumni weekend.
00:42:05.025 --> 00:42:07.755
And so I ran into one of my
fraternity brothers who, whenever
00:42:07.755 --> 00:42:10.485
there was a big party, he and I
would always be hanging out together.
00:42:10.815 --> 00:42:13.965
You know, taking a little bit easier,
but always having a good time.
00:42:14.385 --> 00:42:17.145
And we just sat down and talked
and we caught up and lo and
00:42:17.145 --> 00:42:18.435
behold, he's a physician.
00:42:18.715 --> 00:42:22.795
Served, uh, came home, opened a
concierge medicine practice, and
00:42:22.795 --> 00:42:27.234
really got really into CrossFit and
then started a longevity clinic based,
00:42:27.234 --> 00:42:28.885
a science-based longevity clinic.
00:42:29.005 --> 00:42:32.245
And so I said to my wife, I said,
let's go down there to Charlotte
00:42:32.274 --> 00:42:33.415
and go check it or up there.
00:42:33.625 --> 00:42:37.045
And so we spent two days
where in his program.
00:42:37.224 --> 00:42:39.564
Kinda like something you'd find
at Duke or the Cooper Clinic.
00:42:39.564 --> 00:42:39.654
Right.
00:42:39.975 --> 00:42:43.785
You spend two days with him and you're
the only ones in the office basically
00:42:43.785 --> 00:42:48.675
for two days and everything from,
uh, a CT of the heart to a carotid
00:42:48.675 --> 00:42:53.325
ultrasound, to neurocognitive testing,
to fitness testing to a VO2 max.
00:42:53.595 --> 00:42:57.435
Everything except probably vision,
which I'll do an a cursory exam, but
00:42:58.050 --> 00:42:59.850
everything else is viewed top to bottom.
00:43:00.060 --> 00:43:04.529
The blood panel has genetics, epigenetics,
the galleri tests, which screening is
00:43:04.529 --> 00:43:08.700
the only way, real way to screen for,
for 50 different cancers, like, like,
00:43:08.819 --> 00:43:11.220
pancreatic at the cellular level.
00:43:11.340 --> 00:43:11.430
Mm-hmm.
00:43:12.060 --> 00:43:13.649
Um, which by the way, just a quick aside.
00:43:14.075 --> 00:43:18.455
Everybody listening, it's
called the gall test, G-A-L-L-E-R-I.
00:43:18.814 --> 00:43:22.745
Uh, it tests 50 different
cancers at the cellular level.
00:43:22.984 --> 00:43:26.345
So before a CAT scan, before an
MRI, before anything can find it.
00:43:26.705 --> 00:43:29.375
Um, and with a 99.5% accuracy.
00:43:29.705 --> 00:43:31.144
Uh, it's an expensive test.
00:43:31.144 --> 00:43:33.064
It's over a thousand
dollars just from the lab.
00:43:33.335 --> 00:43:37.115
Um, but you should get this done at
least once every year or two because
00:43:37.420 --> 00:43:41.560
It just, again, you can spot pancreatic
cancer at, at cellular level.
00:43:41.650 --> 00:43:46.810
So, um, but we did that for two days and
he looked at me in the eye after my DEXA
00:43:46.810 --> 00:43:49.000
scan and said, Glenn, we're good friends.
00:43:49.240 --> 00:43:53.080
Um, I don't wanna say you are,
um, you're a little heavy, but
00:43:53.320 --> 00:43:55.000
we're gonna call you over fat.
00:43:55.120 --> 00:43:56.080
And I was like, what
do you mean over that?
00:43:56.080 --> 00:43:57.880
I'm under skinny, I wanna call it that.
00:43:58.240 --> 00:44:02.020
but, but my body fat percentage is
a little higher than I wanted it to be.
00:44:02.020 --> 00:44:03.250
My visceral fat
00:44:03.675 --> 00:44:05.115
Was higher than it should be.
00:44:05.505 --> 00:44:08.805
and he said, look, you're
just, you, you may work out a lot.
00:44:08.805 --> 00:44:12.345
You need take care of yourself, but
you're on your path of the, you're on
00:44:12.345 --> 00:44:14.115
your path towards metabolic disease.
00:44:14.115 --> 00:44:14.175
Yeah.
00:44:15.000 --> 00:44:19.020
You're on your path to, you know,
you're 55 years old at the time.
00:44:19.200 --> 00:44:22.800
If you continue this path, you'll be
like most American males, you'll end
00:44:22.800 --> 00:44:29.760
up overweight, insulin resistant,
um, you know, atherosclerotic,
00:44:30.000 --> 00:44:33.540
you know, hypertensive,
diabetic, stroke, whatever it is.
00:44:33.540 --> 00:44:33.990
And I said.
00:44:34.350 --> 00:44:37.710
You know, you tell me what to
do, Jeff and I will do, I'll be
00:44:37.710 --> 00:44:38.790
the best patient you've ever had.
00:44:39.090 --> 00:44:39.150
Wow.
00:44:39.240 --> 00:44:39.840
He said, oh, come on.
00:44:39.984 --> 00:44:41.640
I hear, I said, trust me.
00:44:41.970 --> 00:44:45.180
And so he, he, he put me on some
tirzepatide at the time, or he
00:44:45.180 --> 00:44:47.160
put me on semaglutide at the time.
00:44:47.310 --> 00:44:51.029
'cause that's how we're gonna reduce
my visceral fat, which triples your
00:44:51.029 --> 00:44:52.770
risk of a lot of really bad things
00:44:53.069 --> 00:44:55.470
if it's above two
pounds, and I was at 4.2.
00:44:55.470 --> 00:44:55.740
Okay.
00:44:56.130 --> 00:44:58.080
Um, he put me on testosterone.
00:44:58.109 --> 00:44:58.200
Yep.
00:44:58.500 --> 00:45:00.510
Uh, because
being over, you know, being my mid
00:45:00.510 --> 00:45:02.700
fifties, my testosterone was low.
00:45:02.700 --> 00:45:05.399
And it's not, it's not about sexual
dysfunction that people talk about.
00:45:05.399 --> 00:45:07.080
It's about thinking more clearly.
00:45:07.080 --> 00:45:10.710
It's about muscle mass, which by the way,
a quick aside to everybody listening,
00:45:10.920 --> 00:45:13.859
the number one way to lengthen the
quality of your life and lengthen
00:45:13.859 --> 00:45:15.660
your life is putting on muscle mass.
00:45:15.660 --> 00:45:15.750
Yep.
00:45:15.930 --> 00:45:19.080
Not doing high
intensity interval training, not getting
00:45:19.080 --> 00:45:20.729
on a bike and riding a hundred miles.
00:45:20.819 --> 00:45:24.569
Those are things that are good for you,
but if you wanna lengthen your lifespan
00:45:24.569 --> 00:45:29.430
scientifically, muscle mass, and for guys
our age, I know you're only 29, Scott, but
00:45:29.430 --> 00:45:34.109
for older guys like me, um, testosterone
is a really good way to help to do this.
00:45:34.109 --> 00:45:35.370
We got on some testosterone.
00:45:35.729 --> 00:45:38.040
Semaglutide.
00:45:38.310 --> 00:45:42.240
And I started really doing a lot
more weight training, a lot more protein.
00:45:42.240 --> 00:45:47.160
I got more into a, um, ketogenic diet
where a lot more protein and fat,
00:45:47.580 --> 00:45:49.440
and I cut out all sugar for my diet.
00:45:49.890 --> 00:45:54.180
And I wore a continuous glucose
monitor for a while, and his goal for
00:45:54.180 --> 00:45:58.680
me was he wanted me to lose in one year.
00:45:58.710 --> 00:46:00.510
He wanted me to lose 20 pounds of fat.
00:46:00.510 --> 00:46:00.690
Mm-hmm.
00:46:01.035 --> 00:46:02.385
And to
gain 10 pounds of muscle.
00:46:02.385 --> 00:46:02.715
Nice.
00:46:03.075 --> 00:46:06.165
And that, and we
identify that through a DEXA scan,
00:46:06.165 --> 00:46:09.495
which is a very, very active, it's
the gold standard in determining
00:46:09.854 --> 00:46:12.795
whether or not, you know, you're
changing your body composition.
00:46:12.795 --> 00:46:12.885
Yep.
00:46:13.035 --> 00:46:18.314
And so six months later I got on my,
my DEXA scan just as a here in Dallas,
00:46:18.314 --> 00:46:21.375
to just sort of send them the results
and see where we were in our pathway.
00:46:21.465 --> 00:46:23.264
And he wanted 20 and 10.
00:46:23.805 --> 00:46:26.654
At that point, in six months,
I'd lost 34 pounds of fat and
00:46:26.654 --> 00:46:27.735
gained 17 pounds a muscle.
00:46:27.735 --> 00:46:27.975
Love it.
00:46:28.275 --> 00:46:28.904
In six months.
00:46:28.904 --> 00:46:29.444
Dang.
00:46:29.444 --> 00:46:30.075
In six months.
00:46:30.075 --> 00:46:30.525
Dang.
00:46:30.885 --> 00:46:34.755
It was, it was like it,
I, I wasn't getting on my scale every day, but
00:46:34.965 --> 00:46:38.535
the number on the scale doesn't
really matter if you're recomposing.
00:46:38.625 --> 00:46:38.745
No.
00:46:39.165 --> 00:46:39.825
So, yeah.
00:46:39.825 --> 00:46:43.725
My, my coach always says,
it's like weighing your car
00:46:43.725 --> 00:46:45.285
to see how much gas is in it.
00:46:45.435 --> 00:46:49.125
It's a terrible way to, to, you
know, to try and understand how
00:46:49.125 --> 00:46:50.955
much fat muscle ratio you have.
00:46:50.955 --> 00:46:51.194
Yeah.
00:46:51.435 --> 00:46:51.585
Yeah.
00:46:52.035 --> 00:46:52.814
I love that.
00:46:53.115 --> 00:46:53.774
I love that.
00:46:53.774 --> 00:46:56.535
And, and so I think there's
this, there, there are these
00:46:56.595 --> 00:46:58.484
several stigmas out there, Scott.
00:46:58.575 --> 00:47:02.715
And by the way, you can attest to this
because you and I bump each other into
00:47:02.715 --> 00:47:05.894
each other at the gyms, at the Smile
Doctors meeting at five thirty in the morning.
00:47:06.194 --> 00:47:07.095
You know, I just look at you.
00:47:07.095 --> 00:47:08.024
I'm like, holy crap.
00:47:08.024 --> 00:47:09.404
That's what I wanna be one day.
00:47:09.765 --> 00:47:10.335
And, um,
00:47:10.335 --> 00:47:10.455
Me too.
00:47:10.635 --> 00:47:12.615
It's just,
it's, it's, it's great to see.
00:47:12.615 --> 00:47:15.825
And you know, I think there's several
things that get in people's way.
00:47:15.825 --> 00:47:18.015
Number one, people are too busy.
00:47:18.015 --> 00:47:18.075
Yeah.
00:47:18.645 --> 00:47:19.125
I'm too busy.
00:47:19.125 --> 00:47:24.375
I don't have time for this BS You can
always find that extra half hour, 45
00:47:24.375 --> 00:47:29.325
minutes of the day, wake up 45 minutes
earlier, go to bed, 45 minutes earlier.
00:47:29.385 --> 00:47:32.234
I mean, you can always find
the time or people say, well,
00:47:32.234 --> 00:47:33.615
I'll get to it sooner or later.
00:47:33.854 --> 00:47:35.955
If it's not on the book,
it's not gonna happen.
00:47:36.104 --> 00:47:37.035
So schedule it.
00:47:37.455 --> 00:47:39.435
It doesn't take any more
00:47:40.065 --> 00:47:41.805
time to eat right.
00:47:42.105 --> 00:47:45.255
And to transition into a healthy
diet and to add some supplements.
00:47:45.705 --> 00:47:50.234
but at the end of the day, there,
For anybody listening to this podcast
00:47:50.234 --> 00:47:53.234
who's an orthodontist, I think it's
safe to say you're gonna die with
00:47:53.234 --> 00:47:54.404
enough money in your bank account.
00:47:54.585 --> 00:47:55.335
Mm-hmm.
00:47:55.575 --> 00:47:57.435
But, but don't
you wanna live a longer life?
00:47:57.465 --> 00:47:57.585
Right.
00:47:57.825 --> 00:48:01.725
Go read Outlive by Peter Atia, where
he talks about the fact, you know,
00:48:01.725 --> 00:48:05.535
your grandfather bless blesses,
or grandmother bless her soul,
00:48:05.984 --> 00:48:07.545
lived to 101, I think you said.
00:48:07.545 --> 00:48:07.635
Yep.
00:48:07.665 --> 00:48:08.295
Just a little over.
00:48:08.295 --> 00:48:08.535
Yep.
00:48:09.705 --> 00:48:12.135
But, but, and
again, I don't mean to get personal.
00:48:12.135 --> 00:48:12.194
Yeah.
00:48:12.495 --> 00:48:13.755
Grandpa's 96.
00:48:13.755 --> 00:48:13.814
Yeah.
00:48:15.345 --> 00:48:15.675
Right.
00:48:16.575 --> 00:48:18.734
Is grandpa
traveling the world at 96?
00:48:18.734 --> 00:48:18.795
No.
00:48:18.825 --> 00:48:19.725
Is he getting on a plane?
00:48:20.175 --> 00:48:22.935
Is he, is he walking five miles a day?
00:48:22.935 --> 00:48:26.265
Is he, is he living a relatively
normal life or is it like Most of
00:48:26.265 --> 00:48:28.335
our family members, God love grandpa.
00:48:28.335 --> 00:48:29.444
He's 96 years old.
00:48:29.654 --> 00:48:33.975
You know, he's, he's in a home or he
is, he's in an assisted living facility
00:48:33.975 --> 00:48:37.064
and you know, he's hanging on and
he's able to talk and communicate.
00:48:37.335 --> 00:48:39.795
But he is not the guy who
was 10 or 15 years ago.
00:48:39.795 --> 00:48:39.885
Right.
00:48:40.210 --> 00:48:43.365
And, and, and Peter Atia talks
about the fact that wouldn't it
00:48:43.365 --> 00:48:48.465
be great for us, our generations
to say we live to 95 and something
00:48:48.465 --> 00:48:50.385
is going to get us at some point.
00:48:50.474 --> 00:48:50.535
Yeah.
00:48:50.774 --> 00:48:53.354
But roughly
until that last little bit,
00:48:53.654 --> 00:48:54.944
we are traveling the world.
00:48:55.035 --> 00:48:55.125
Right.
00:48:55.125 --> 00:48:56.325
We're living our lives.
00:48:56.535 --> 00:48:58.904
There's, there's healthy
sexual relationships happening.
00:48:58.904 --> 00:49:01.149
There's, there's neurocognitive.
00:49:01.335 --> 00:49:02.505
We're where we need to be.
00:49:02.715 --> 00:49:04.514
You know, we're able to
take care of ourselves.
00:49:04.920 --> 00:49:10.470
And his point, this, this MD PhD outta
Stanford, uh, and David Sinclair, who
00:49:10.470 --> 00:49:14.910
wrote his book Lifespan, he runs the
Harvard Longevity Project.
00:49:15.390 --> 00:49:18.240
They're saying that this is within
our reach today, knowing what we
00:49:18.240 --> 00:49:19.710
know about genetics and epigenetics.
00:49:19.710 --> 00:49:19.800
Mm-hmm.
00:49:20.040 --> 00:49:23.340
Knowing what we know
about diet, nutrition, exercise, and, and
00:49:23.819 --> 00:49:29.279
the last stigma is there are some great,
I, I don't wanna use the words, chemicals,
00:49:29.279 --> 00:49:34.500
but enhancers out there that are safe,
effective, proven, that we can utilize.
00:49:34.845 --> 00:49:36.555
To help facilitate getting there.
00:49:36.555 --> 00:49:38.774
It's kinda like having a
pounding headache, right?
00:49:38.774 --> 00:49:42.404
And saying, you know, I know I have two
Advil, but I don't like to take medicine.
00:49:42.465 --> 00:49:45.915
Well, you like getting a pounding
headache more so if you can lose
00:49:45.915 --> 00:49:49.694
body fat, gain muscle mass, think
clearer, live a better life.
00:49:49.755 --> 00:49:52.335
And this has all been studied for decades.
00:49:52.995 --> 00:49:54.734
Why would we not choose that?
00:49:54.734 --> 00:49:59.265
So I'm, you know, maybe in five
years I grow a third eyeball and
00:49:59.265 --> 00:50:01.184
people say, you see, we warned them.
00:50:01.365 --> 00:50:06.915
But, you know, until that
happens, I'm 57 years old.
00:50:07.125 --> 00:50:13.380
I compete in Jiujitsu on a national
level, on my belt ranking and my age and
00:50:13.890 --> 00:50:15.840
I just can't imagine ever giving this up.
00:50:15.840 --> 00:50:17.640
And once you see it,
you can't go backwards.
00:50:17.640 --> 00:50:18.180
Right, Scott?
00:50:18.240 --> 00:50:18.720
No, no, no.
00:50:18.720 --> 00:50:23.040
I never want to go back to, yeah,
what I was, it was a, it was rough.
00:50:23.279 --> 00:50:24.240
It was a rough time of life.
00:50:24.240 --> 00:50:29.730
I felt miserable about myself mentally,
just wasn't, wasn't pleased with who I
00:50:29.730 --> 00:50:34.890
was and how I was failing to show up in
that way, and as an example to my family
00:50:34.890 --> 00:50:40.770
and my, you know, and so, yeah, I decided
to make a change and now I'm hooked.
00:50:41.115 --> 00:50:42.225
I feel so much better.
00:50:42.225 --> 00:50:47.444
I can't, I don't want to miss workouts
because I don't, it's the mental part.
00:50:47.444 --> 00:50:51.345
I just, I just love going out and
exerting effort, lifting weights, clearing
00:50:51.345 --> 00:50:53.175
my head, and then attacking the day.
00:50:53.234 --> 00:50:54.315
So, yeah, it's a, it's awesome.
00:50:54.690 --> 00:50:54.980
Amen.
00:50:55.330 --> 00:50:55.725
It's awesome.
00:50:55.995 --> 00:50:58.575
Once, once you
get there, you just, you never
00:50:58.575 --> 00:51:02.865
realize, you know, you never realize
the engine using your metaphor.
00:51:03.269 --> 00:51:07.830
The car wasn't really running as well
as it does later, but you don't realize
00:51:07.830 --> 00:51:09.359
it until you put super gas in it, right?
00:51:09.510 --> 00:51:12.750
Once you put the good gas in it,
you're like, whoa, I didn't realize
00:51:12.750 --> 00:51:14.040
the car accelerates like this.
00:51:14.040 --> 00:51:16.710
I didn't realize that, you
know, the world is this color.
00:51:17.040 --> 00:51:21.059
And, really, folks, I just,
I'm sure Scott would say the same.
00:51:21.059 --> 00:51:22.200
I would encourage anybody out there.
00:51:23.025 --> 00:51:26.355
You know, if you don't start
soon, even with little steps,
00:51:26.385 --> 00:51:27.345
when are you gonna start?
00:51:27.404 --> 00:51:29.505
You know, you are gonna
have a much better life.
00:51:29.654 --> 00:51:29.715
Yeah.
00:51:29.835 --> 00:51:33.435
But congratulations to
you that Recomposition is amazing.
00:51:33.615 --> 00:51:37.245
You went, so tell us again, 17 pounds
of muscle, how much fat dropped?
00:51:37.395 --> 00:51:37.515
Yeah.
00:51:37.515 --> 00:51:41.415
This was just in the first six
months, it was 17 pounds of muscle
00:51:41.415 --> 00:51:44.955
gained and 34 pounds of fat loss.
00:51:44.955 --> 00:51:45.315
Wow.
00:51:45.525 --> 00:51:46.965
So I lost 17 pounds.
00:51:46.965 --> 00:51:47.055
Yep.
00:51:47.715 --> 00:51:52.425
Um, but unlike, you know, my friends
who, you know, they have a wedding
00:51:52.425 --> 00:51:56.475
coming up or something, so they start
dieting and they lose 20 pounds.
00:51:56.475 --> 00:51:56.535
Yeah.
00:51:56.895 --> 00:51:58.515
They went sarcopenic, right?
00:51:58.515 --> 00:52:01.935
They, they burned their muscle mass
because they didn't lift weight
00:52:01.935 --> 00:52:03.585
or they didn't use testosterone.
00:52:03.585 --> 00:52:05.236
They just, they lost 20 pounds Yeah.
00:52:05.625 --> 00:52:08.085
Of, of some muscle as well as fat.
00:52:08.085 --> 00:52:11.955
And then when they gain it back later,
they gain back fat more than muscle.
00:52:11.955 --> 00:52:13.545
And now their body composition is higher.
00:52:13.545 --> 00:52:16.035
So yeah, 17 pounds of muscle.
00:52:16.380 --> 00:52:21.060
Gained 34 pounds of fat lost in
six months, and, you know, I've
00:52:21.060 --> 00:52:22.979
kind of stayed there at this point.
00:52:23.040 --> 00:52:26.160
You know, my DEXA scan says
I'm, I'm pretty stable.
00:52:26.160 --> 00:52:28.950
I mean, I, I could probably lift heavier
and go bigger, but I like the weight
00:52:28.950 --> 00:52:33.569
class I'm in, in Jiujitsu, and so I like
being where I am and I, I, I seem to
00:52:33.569 --> 00:52:35.970
be at a perennial 11 to 12% body fat.
00:52:36.029 --> 00:52:37.439
And you know what, I will take that.
00:52:37.979 --> 00:52:40.109
To my, I'll take that number
to my grave if I could.
00:52:40.109 --> 00:52:40.319
Right?
00:52:40.349 --> 00:52:41.130
Oh, that's great.
00:52:41.130 --> 00:52:41.849
Great shape.
00:52:41.910 --> 00:52:42.240
Yeah.
00:52:42.420 --> 00:52:43.439
Congratulations, brother.
00:52:44.189 --> 00:52:45.029
Always inspired by
00:52:45.029 --> 00:52:45.120
you.
00:52:45.120 --> 00:52:45.975
No, no, honestly, no.
00:52:45.975 --> 00:52:48.689
You, you, you always, you
are the king of deflection.
00:52:48.689 --> 00:52:53.370
Glen, if there ever was one, just to,
to find, find good in other people and
00:52:53.764 --> 00:52:54.455
And what ...
00:52:54.455 --> 00:52:54.845
it's true.
00:52:54.845 --> 00:52:58.024
It's what makes the
relationship so, so fun to be around you.
00:52:58.024 --> 00:53:00.575
And so many people like to,
like to hear from you and well,
00:53:00.575 --> 00:53:01.564
thank you and be near you.
00:53:01.564 --> 00:53:02.345
So thank you.
00:53:02.345 --> 00:53:06.274
I, I appreciate, I appreciate it. Thank
you for, for the, for the compliment.
00:53:06.274 --> 00:53:08.314
It makes me feel really good, but, um,
00:53:08.319 --> 00:53:11.524
it, I'll, it, I'm
just be honest, when I walked in to the
00:53:11.524 --> 00:53:13.865
Smile Doctor's meeting, what was it?
00:53:13.955 --> 00:53:17.075
Two or three years ago, I
don't remember where it was held.
00:53:17.520 --> 00:53:19.140
It was at an AAO meeting.
00:53:19.140 --> 00:53:19.230
Mm-hmm.
00:53:19.590 --> 00:53:20.490
I think Right?
00:53:20.490 --> 00:53:22.200
It was holding an ao
Was that two years ago?
00:53:22.260 --> 00:53:23.279
Uh, yeah.
00:53:23.279 --> 00:53:24.899
I think it was three, three years now.
00:53:25.200 --> 00:53:25.590
Three years.
00:53:25.800 --> 00:53:28.470
Three years ago I walked
in and you got up the stand and you walked
00:53:28.470 --> 00:53:30.930
in off the side and I just turned to Doug.
00:53:30.930 --> 00:53:33.480
I just went, holy cow.
00:53:33.480 --> 00:53:33.540
Yeah.
00:53:33.810 --> 00:53:37.890
And Doug and I just sat there for like
10 minutes just looking at you going,
00:53:38.399 --> 00:53:40.470
what is he eating that we're not?
00:53:40.649 --> 00:53:43.770
And seriously it's folks
like you and others who.
00:53:44.190 --> 00:53:45.690
I don't mean it as deflection.
00:53:45.690 --> 00:53:46.560
I'm being dead honest.
00:53:46.560 --> 00:53:49.800
I will never, ever forget the people
who inspire me in that moment.
00:53:50.190 --> 00:53:53.100
Was one of those moments where I just,
I think I turned to you at that point.
00:53:53.100 --> 00:53:54.690
I said, yeah, I just started, and you were
00:53:54.690 --> 00:53:55.290
like, yeah,
00:53:55.290 --> 00:53:55.291
yeah,
00:53:55.410 --> 00:53:55.860
right on.
00:53:56.580 --> 00:53:56.881
It's great.
00:53:56.881 --> 00:53:58.590
It's, we, we wanna make each other better.
00:53:58.590 --> 00:53:59.700
And so thank you.
00:54:00.120 --> 00:54:03.720
Thank you for your impact on
me, on so many on this industry
00:54:03.720 --> 00:54:05.310
and, and all that you do.
00:54:05.310 --> 00:54:07.350
So love, love being
partnered with you, Glenn.
00:54:07.350 --> 00:54:07.529
Thank you.
00:54:08.580 --> 00:54:08.970
Likewise.
00:54:08.970 --> 00:54:09.600
Have an awesome day.
00:54:10.670 --> 00:54:11.210
Thanks brother.
00:54:11.330 --> 00:54:11.660
You too.
00:54:12.500 --> 00:54:14.750
You want me to talk, but I'm so shy.
00:54:14.899 --> 00:54:15.590
I don't like to talk.