Quality Dentistry Doesn't Scale: Christian Coachman On The Michelin-Star Mindset.

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Quality dentistry is not scalable.
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There's a gold standard.
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Are you in dentistry trying to find a way to make more money?
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Or are you in dentistry trying to find a way to be a better dentist?
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And they don't coincide.
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Okay, Christian, welcome to the Contact Point podcast.
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How are you doing?
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Very good.
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Great to be here.
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It's wonderful to have you here on the hottest June day on record in London, I think.
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London, in Europe, in the planet, I think.
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Yeah, it's a hot one.
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So Christian, I wanted to start going backwards before we start going forwards.
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And we had a lovely dinner last night and we were talking about the first time we met,
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which was in Luxembourg of all places, the one and only time that I went to Luxembourg.
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And we met at a DSD event with some amazing people in a beautiful place.
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and for me it was very early on in my career.
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I think I've been qualified for one or two years.
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I'd obviously seen everything that you guys had been talking about in terms of DSD.
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Obviously at that point, very, very different world to where we are today.
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So I wanted to start off with your thoughts on how you think dentistry has changed
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in the last 13 years since then.
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How is it a different world to where we were back then?
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Of course, at that time, it was all about convincing people to embrace technology.
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Now it's trying to convince people that it's not all about technology.
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it's like in human history you know you have these peaks you know you go to the extremes
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as new exciting things show up and then it takes some time to find the balance
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so from not seeing the reason to use technology
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to using too much technology
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and thinking that technology is everything
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we are now trying to find the balance
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and balance technology with human skills
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and what I call become the exceptional dentist or the ideal dentist by balancing this.
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So we are on this journey to try to find the balance.
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So what does the ideal dentist look like then?
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Let's get straight into that.
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So for me, the ideal dentist is the dentist that asks themselves the important question of what type of dentist you want to be.
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Do you want to become the three-star Michelin dentist, yes or no?
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Do you want to do dentistry to make more money or do you want to do dentistry to do better dentistry?
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This is an important decision.
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And of course, you know, you have the cliche, blah, blah, blah,
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that if you are a better dentist, money is the consequence.
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And there's a lot of BS around this.
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You know, it's a clear cut for me.
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Are you in dentistry trying to find a way to make more money?
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Or are you in dentistry trying to find a way to be a better dentist?
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and they don't coincide.
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It's easier to make more money in dentistry
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being an average dentist.
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It's easier to make more money in dentistry
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by studying business topics.
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But as we know, we only have 24 hours in our day
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and we only have one life.
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And I don't judge, it's just a decision.
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do you want to invest on becoming the best possible dentist you can like a three-star
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michelin chef or uh the level of dentistry that you are delivering is enough for you
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and now you want to scale or you want to multiply or you want to amplify or you want to delegate
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or you want to grow and you want to increase profit
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and you want to learn marketing
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and you want to increase lead generation
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and you want to have more patients and make more money.
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It's all about your focus.
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And for many years, I was trying to understand
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how to help dentists grow financially.
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And now I am in the opposite direction
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on asking myself
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how to help dentists
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become the best possible dentist they can become,
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regardless of the money.
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Because, of course,
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if you become an exceptional dentist,
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dentistry is generous enough
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to give you a great life.
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But probably not the private jet life.
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Right?
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The Instagram life.
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So, yeah, that's the choice.
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You need to ask yourself what you want.
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And I'm more and more
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in love with the idea
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of trying to become
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the best
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healthcare provider that we can become.
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I've got so many different directions my mind's moving in um it's really interesting I mean I
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guess the question is if we're going to double down on that three Michelin starred chef analogy
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the natural place that my mind goes maybe because I imbibe too much business information but
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it's to someone like a Ramsey who obviously got to that level of pure excellence and then
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commercialized it.
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But obviously,
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he's now no longer
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delivering the care
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or the actual,
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he's not at the pass anymore.
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That's it.
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How does that fit into dentistry,
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do you think?
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That's why I love this analogy
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and I always use it
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because the restaurant industry
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has all the examples.
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And again,
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I'm not here to judge.
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I'm not here to say
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what is best.
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It's a personal decision,
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option.
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I do admire very much dentists that became amazing business people,
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entrepreneurs, and are finding ethical ways to make a lot of money.
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It's just not my essence, I realize.
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It's the artist in you, that's why.
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That's probably, you know, I went in that direction
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and now I'm moving backwards.
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And I'm realizing that that's where I find my excitement on the details that makes you move from great to even greater, from great to exceptional.
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So I'm not talking about average to good.
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You mentioned Ramsey.
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He was amazing.
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He got to the top.
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and at one point he made a decision,
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you know, let's leverage all of this.
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But I can guarantee that at that moment
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he had another option.
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I'm already among the best.
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How can I become even better?
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Right?
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And then you need to choose
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because you need to invest on yourself
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in different ways.
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So dentistry is pretty much the same.
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I like to say, and people think it's a little controversial, but I strongly, and the more I study this, the more I see the examples in real life, the more I believe that quality dentistry is not scalable.
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There's a gold standard.
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And every moment when you become a very good dentist with a very good reputation, you start to have these cross intersections that you need to make decisions.
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And every decision is, I can become personally slightly even better, or I can make more money.
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Yeah.
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Yeah, it's fascinating.
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Miguel Stanley said exactly the same thing to me many years ago.
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He said, you either have to be in your place, just leveling up, leveling up, or you have to, if you want to scale, that's a different mindset altogether, right?
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And people get angry sometimes with me when I say that.
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And they say, no, but we can scale with quality.
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I said, of course.
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I'm not saying you cannot scale with quality.
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I'm saying that if you don't scale, you can deliver even more quality.
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Yeah, yeah, yeah.
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Right?
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That's a choice.
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That's the truth, you know?
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I'm not saying that scaling is unethical.
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I'm saying that if you don't scale, you find your gold standard, right?
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so at one point every very good dentist gets to that level where they they are 10 15 years into
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their profession they have the artistry they have the science they have now the experience
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clients are coming because they built their reputation you know after 10 15 years basically
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exactly where i am in my career right now people are coming you know you you have the perfect the
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team is at its peak it's getting better and better you start to have more patients that you can handle
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uh agenda is booked um you know um you start to have that temptation you know should i grow
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maybe one or two more chairs you have those two three younger associates that are top that is the
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perfect combination with you that you can still be the quarterback of the whole process
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the hygienist that works with you for 10 years you know and and the hygienist has an amazing team but
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it's small but it's performing at its peak everything is working very very well you always
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see a little bit of room for improvement as soon as you say you know what we're gonna scale a little
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bit is you give up on making that gold standard slightly even better.
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Yeah.
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Right?
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So the moment that instead of two, three associates, you have six, seven, instead of, and I'm guessing
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what is the gold standard, right?
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I have my idea of what is the gold standard because I've been seeing a lot of dentists
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and I see exactly their journey, their career, and the moment that they start making more
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money but the quality doesn't follow anymore.
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Levels off.
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It can still get better, but it could be even better.
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And I see that disconnection.
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More money, not necessarily more quality.
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More money means better marketing, means better sensation that there is better quality.
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better more money more marketing more experience more expertise on a hospitality
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and more sensation that the dentistry quality is also better but it's not from the patient's
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point of view so the patient has the sensation right but actually you know that that dentist
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and as a and i know this as a technician right so i'm on the you see it from the other side
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I see the little details, you know?
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Yeah.
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And I see the few dentists that were courageous enough
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to not fall into that temptation
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and say, I'm going to stay like this
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and month after month, year after year,
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I'm going to become slightly better, right?
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As best as I can.
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That's the three-star Michelin chef mentality.
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He's happy to stay at the pass, just refining his craft.
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Yeah.
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It's a decision, isn't it?
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I think what I see in dentistry a lot is people not actually giving themselves the time to even be aware of the decisions that they're making.
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One of my favorite quotes is, no wind is favorable if you don't know to which port you're sailing from Seneca.
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And I think about that quote all the time because I see so many people floating in the ocean, letting the wind blow them in whatever direction.
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they see someone scaling and buying,
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or my friend's just bought another practice.
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I've only got one.
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Do I need to get three?
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Am I falling behind?
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There's so much like...
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That's why I started with the question, right?
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Yeah.
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You need to answer the question first.
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Yeah.
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Where do you want to be in five years?
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Again, no judgment.
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All the options can be ethical.
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Unfortunately, sometimes I see options
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that are not that ethical.
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but you need to start with the question of what exactly you want to master.
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Do you want to master the process of scaling with ethical, decent quality?
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Or do you want to master the art of becoming the best version clinician that you can become?
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These are completely different paths.
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And as a restorative dentist, there's so much to improve.
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Even if you think you are an amazing restorative dentist, I can tell you there's so much that we can still improve to become even better.
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um of course that um our society pushes us towards numbers and growth and success
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has a definition that for me is not correct um that doesn't really
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stimulate encourage excellence our definition of success of capitalist western society
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doesn't encourage excellence.
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It encourages excellence on the business side.
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Well, that's the quantifiable metric, right?
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Yeah.
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It's very difficult to give yourself
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quantifiable metrics of success
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in incremental improvements in quality.
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You don't get the feedback.
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Do you know what I mean?
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You can't look at your bank account and see,
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oh, I feel good about myself.
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It's a humble personal journey.
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And as you say, the patient doesn't necessarily even see it.
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Many times the patient...
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But you always know you are on a three-star Michelin restaurant,
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even if you're not a food expert.
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You go to Tokyo and you go to this unique sushi chef...
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Masters, yeah.
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Masters.
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and you know you are seeing mastery.
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And you know that that master
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is not necessarily worried about growing profit.
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And it's just, I was,
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I had that opportunity when I went to Tokyo once
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and they took me to a place like this.
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I was literally emotional with the experience.
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By looking at that person, that old chef dedication, life dedication.
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40, 50 years.
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To that art.
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And just wanting to serve, to care, to improve, and to focus on details.
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And I know that he knew that I was not aware of all the details.
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I was appreciating the consequences of those details.
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I was getting the benefits of it,
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but not necessarily understanding the amount of days and nights and hours and dedication.
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The specific knife that he's using, the specific angle that he's cutting it at.
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but you know it's in there
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I think it's just being in the presence of
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an artist, I think artist is the word
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right, that's what it always comes back to
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you don't need to be an expert in the field
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to understand
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the dedication
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to have the level of
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expertise that it takes
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that length of time to get to
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and I think for me, I'm the same as you
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I always get goosebumps
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when I'm listening to a
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really experienced sommelier
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tell me about all the different notes that go into a specific wine or uh megan took me recently to
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uh to florist which is the the oldest perfumier in london it's from like the 1700s or something
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and we we did this thing where you can create your own uh perfumes or aftershaves or whatever
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and you pick all the individual notes and the the lady that anna who talked us through it she had
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such a deep understanding of exactly the location from which each note,
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each smell came from.
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And it just made it such a more rich experience.
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And I think you can find that in any part of life.
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And this example, this lady you're mentioning,
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at one point in her career, she probably got to that situation
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that I'm very good at what I do.
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people love what I do
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I'm succeeding
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with what I do
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now I have
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this decision
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I can
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continue to be this artist
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and improve my own skills or I can
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kind of dumb down the process
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and create a methodology
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create a business out of it
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and scale
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right
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this concept with cool fancy
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marketing pretending that it's still a boutique the same unique same me doing this artistry when
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it's not and um so and and that's exactly what we are talking you have that decision moment
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yeah i mean it was it's actually another really great analogy because i could tell that she only
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wanted one thing and that was to create the best scent that was most appropriate for us
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she wasn't trying to upsell me on the the three cent bundle but exactly but if she's really good
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what is going to happen one day she's going to be doing this to somebody that is a very very
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smart business person.
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And that person will look at her work
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and will ask her.
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It happened with me.
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It will ask her,
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what is your business model?
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What is your exit strategy?
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Because you're special.
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What you're doing is very unique.
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But you can only do this
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for a few people per week,
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per month, per year.
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And you can only charge so much
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even if you become
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the most famous person in your area in the world,
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you can only charge so much.
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00:20:16.143 --> 00:20:18.259
And that's the moment that the temptation comes.
312
00:20:19.100 --> 00:20:20.980
Well, that's the Mexican fisherman story, isn't it?
313
00:20:21.060 --> 00:20:22.452
It's the American businessman.
314
00:20:23.802 --> 00:20:24.440
You know this story?
315
00:20:24.860 --> 00:20:25.420
Oh, you don't know it?
316
00:20:25.521 --> 00:20:26.580
It's one of my favorite stories.
317
00:20:26.981 --> 00:20:29.579
So it's a fable, parable where...
318
00:20:30.622 --> 00:20:32.200
I think I know, but it's worth reading.
319
00:20:32.220 --> 00:20:35.040
There's the Mexican fisherman in Mexico
320
00:20:35.382 --> 00:20:37.455
just fishing away on the side of the bay.
321
00:20:38.982 --> 00:20:42.520
and the american businessman's there on holiday and he comes down and he says to the mexican
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00:20:42.560 --> 00:20:46.340
fisherman uh look how many fish you're bringing you're doing a really good job here you should
323
00:20:46.400 --> 00:20:51.699
like build this up and scale it um and like you can get even more fish and then maybe you can
324
00:20:52.703 --> 00:20:56.880
hire some more fishermen and then they can go out fishing for you and then you can get more boats
325
00:20:57.040 --> 00:21:01.780
and you can sell it and i can help you import it into america we can can up this tuna and we can
326
00:21:01.900 --> 00:21:07.400
sell it um and the mexican fisherman is like why and he's like oh so that like one day you can sell
327
00:21:07.460 --> 00:21:12.960
the business and then you can retire and then you can sit on the beach you can sit on the beach
328
00:21:13.502 --> 00:21:19.360
and fish all day and he's like that's what i'm already doing exactly yeah no that's a beautiful
329
00:21:19.520 --> 00:21:26.120
story yeah that's exactly it so how much do we need right and i just think more and more
330
00:21:27.082 --> 00:21:34.380
um i'm appreciating the people that have this wisdom to make that decision and just stick with
331
00:21:34.400 --> 00:21:45.520
their art and just do enough and be satisfied with just doing the best they can and not
332
00:21:45.580 --> 00:21:50.476
compromising in the name of the numbers and scaling and etc.
333
00:21:50.636 --> 00:21:51.800
Running a healthcare business
334
00:21:52.001 --> 00:21:54.027
like a dental practice is not simple.
335
00:21:54.168 --> 00:21:57.900
Different income models, complex regulations and real world
336
00:21:57.980 --> 00:22:03.198
pressures all alongside the day-to-day reality of managing a growing business.
337
00:22:03.418 --> 00:22:03.860
And that's why
338
00:22:04.000 --> 00:22:09.920
Barclays supports healthcare professionals like dentists across the UK with a dedicated healthcare
339
00:22:10.101 --> 00:22:16.260
relationship management team and finance designed to help your business manage cash flow, invest,
340
00:22:16.521 --> 00:22:17.947
and most importantly, grow.
341
00:22:18.087 --> 00:22:21.080
I've banked with Barclays since I was a kid, so it's fantastic
342
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to have them supporting the pod and our profession.
343
00:22:24.674 --> 00:22:26.400
Find out more, search Barclays
344
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345
00:22:28.948 --> 00:22:30.493
Terms and conditions apply.
346
00:22:31.095 --> 00:22:32.780
All lending is subject to application
347
00:22:33.161 --> 00:22:39.840
status and eligibility now back to the show i think i think it's it's a question of being
348
00:22:40.662 --> 00:22:47.580
okay with internal metrics of success versus external metrics of success and that requires
349
00:22:47.660 --> 00:22:53.520
like an ego dissolution that means that you you're not trying to keep up with the joneses you're not
350
00:22:53.901 --> 00:22:59.260
trying to get the next car the next house the bigger house the jet the helicopter whatever it
351
00:22:59.360 --> 00:23:06.140
is which i think is the antithesis of the modern social media environment everyone is keeping up
352
00:23:06.160 --> 00:23:12.740
with the joneses on a global scale um and to actually take a step back and say actually
353
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that's not making me happy um that's not fulfilling me whereas when you use the reference of the
354
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japanese sushi master he takes great joy in delivering yeah what he knows to be the best
355
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quality that he can deliver not even comparing against anyone else just a love of the art i think
356
00:23:33.800 --> 00:23:39.740
isn't it and people are crazy about passive income you need to find a way that your business is
357
00:23:39.820 --> 00:23:46.420
working for you etc so what so for you to retire and do nothing you know what are you going to do
358
00:23:46.881 --> 00:23:55.160
you're going to do what you love um so i want to have enough money so i work as a hobby and i if i
359
00:23:55.180 --> 00:24:01.660
don't want to work i don't need to right so that's the dream um but at the end is the story of the
360
00:24:01.720 --> 00:24:09.900
mexican fisher to do what to to do what you love i do what i love right so why not do it in the
361
00:24:09.940 --> 00:24:18.840
best way possible without this rush without this need to reach numbers that will allow you you know
362
00:24:19.020 --> 00:24:23.320
because it's hard to grow a business, to build a business,
363
00:24:24.322 --> 00:24:30.780
and you end up many times losing the joy of the journey.
364
00:24:32.466 --> 00:24:34.120
So I don't have the answers.
365
00:24:34.920 --> 00:24:42.440
I'm just on this moment of reframing what I think is joy and happiness
366
00:24:42.943 --> 00:24:45.520
and success as a professional.
367
00:24:47.465 --> 00:24:52.800
by after several years struggling in trying to learn how to run a business
368
00:24:54.308 --> 00:24:56.560
and because of the struggle to run a business,
369
00:24:56.720 --> 00:25:00.660
disconnecting with the essence of what I do the best
370
00:25:02.730 --> 00:25:04.779
and losing a little bit my path in many ways.
371
00:25:07.361 --> 00:25:11.420
So I just want to, I'm starting to ask myself,
372
00:25:13.368 --> 00:25:16.340
So how can I become the best version of myself?
373
00:25:17.747 --> 00:25:18.620
Is it as a businessman?
374
00:25:20.045 --> 00:25:21.480
I was not born to be a businessman.
375
00:25:23.401 --> 00:25:26.900
Actually, I'm forcing myself into that position.
376
00:25:27.948 --> 00:25:28.559
I don't need to.
377
00:25:29.301 --> 00:25:33.000
So I need to rethink what I want to do the next 10 years.
378
00:25:34.365 --> 00:25:35.560
And I'm in this moment now.
379
00:25:37.245 --> 00:25:41.820
so have you got to do you have now your definition of success
380
00:25:44.948 --> 00:25:49.040
for me and this is very personal that's why i don't generalize and i don't judge
381
00:25:49.801 --> 00:25:58.400
i don't judge because i see artistry on making a good idea become a good business and scaling
382
00:25:58.582 --> 00:26:00.239
there's art in that.
383
00:26:00.700 --> 00:26:00.980
Absolutely, yeah.
384
00:26:02.746 --> 00:26:04.640
And if ethics comes first,
385
00:26:04.841 --> 00:26:06.360
if people come first, right?
386
00:26:06.421 --> 00:26:07.060
That's the problem.
387
00:26:07.841 --> 00:26:10.580
The problem is that when you focus on numbers,
388
00:26:11.404 --> 00:26:12.740
even if you're a very good person,
389
00:26:13.624 --> 00:26:15.460
there's a high chance you're going to forget the people.
390
00:26:17.220 --> 00:26:18.220
And that's very,
391
00:26:18.924 --> 00:26:21.940
very few business people don't forget the people.
392
00:26:23.344 --> 00:26:23.740
Very few.
393
00:26:25.484 --> 00:26:26.440
And the ones that do,
394
00:26:26.743 --> 00:26:28.140
they are called naive
395
00:26:28.507 --> 00:26:29.220
or right
396
00:26:30.914 --> 00:26:31.580
the first moment
397
00:26:31.925 --> 00:26:32.819
a crisis hits
398
00:26:34.934 --> 00:26:35.780
you shrink your company
399
00:26:35.820 --> 00:26:36.700
you fire people
400
00:26:36.842 --> 00:26:38.380
you have all the beautiful excuses
401
00:26:40.233 --> 00:26:41.160
but you throw everybody
402
00:26:41.241 --> 00:26:41.728
under the bus
403
00:26:43.147 --> 00:26:44.080
to save your numbers
404
00:26:45.173 --> 00:26:45.700
and then you give
405
00:26:45.761 --> 00:26:46.779
beautiful excuses to it
406
00:26:50.957 --> 00:26:51.740
I'm not a socialist
407
00:26:52.063 --> 00:26:53.920
but I think we need to
408
00:26:54.104 --> 00:26:54.759
find a balance
409
00:26:55.351 --> 00:26:55.596
you know
410
00:26:56.761 --> 00:27:01.494
And at the end of the day, it's not numbers when you're 98 about to die.
411
00:27:05.263 --> 00:27:06.840
It's not the numbers that will make you happy.
412
00:27:08.225 --> 00:27:09.239
So everybody knows that.
413
00:27:09.701 --> 00:27:12.100
But we are stupid human beings, right?
414
00:27:12.745 --> 00:27:13.900
We are so stupid.
415
00:27:14.804 --> 00:27:16.100
And we make stupid mistakes.
416
00:27:17.243 --> 00:27:19.660
And we know that that's not what matters.
417
00:27:20.101 --> 00:27:21.679
And we keep doing the same mistakes.
418
00:27:23.042 --> 00:27:24.240
Focusing on the wrong things.
419
00:27:24.623 --> 00:27:26.540
just to prove something to somebody.
420
00:27:26.641 --> 00:27:27.019
I don't know.
421
00:27:29.824 --> 00:27:31.420
But we need to solve that internally
422
00:27:32.246 --> 00:27:34.220
and then start focusing on what really matters.
423
00:27:36.765 --> 00:27:37.740
Again, I don't have the answers.
424
00:27:38.183 --> 00:27:39.260
I'm on this search.
425
00:27:39.720 --> 00:27:39.820
Yeah.
426
00:27:40.905 --> 00:27:42.040
But I think that's the important thing
427
00:27:42.040 --> 00:27:43.059
is the awareness of it.
428
00:27:44.480 --> 00:27:45.780
Starting to ask those questions, right?
429
00:27:46.002 --> 00:27:47.200
Asking the right questions, yeah.
430
00:27:47.644 --> 00:27:49.120
I mean, you mentioned a lot of times
431
00:27:49.282 --> 00:27:50.699
that there's a decision to be made.
432
00:27:51.420 --> 00:27:53.200
And I imagine you more than anyone
433
00:27:54.765 --> 00:27:59.740
is presented with many, many opportunities on a regular basis,
434
00:28:00.062 --> 00:28:01.140
many great opportunities.
435
00:28:02.642 --> 00:28:07.520
How do you make your own decisions as to which of those opportunities
436
00:28:07.861 --> 00:28:12.198
you take on board and move ahead with and which of them do you say no to?
437
00:28:12.920 --> 00:28:15.700
Because I mean, I hear many very, very smart individuals
438
00:28:16.022 --> 00:28:19.520
saying that the power to say no is one of the most important tools
439
00:28:19.601 --> 00:28:20.437
in your armamentarium.
440
00:28:21.605 --> 00:28:22.500
How do you make that decision?
441
00:28:22.680 --> 00:28:23.200
Yeah, that's it.
442
00:28:24.790 --> 00:28:25.997
regardless if you want to
443
00:28:28.229 --> 00:28:30.420
master your artistry or scale,
444
00:28:32.949 --> 00:28:33.499
say no
445
00:28:36.457 --> 00:28:37.040
is paramount.
446
00:28:38.806 --> 00:28:39.820
Learning how to say no,
447
00:28:39.940 --> 00:28:40.940
because that means focus.
448
00:28:43.225 --> 00:28:44.920
And as soon as you're doing something right,
449
00:28:45.162 --> 00:28:46.197
the problem becomes
450
00:28:47.493 --> 00:28:48.060
the excess,
451
00:28:48.501 --> 00:28:50.960
the excess of opportunities, right?
452
00:28:52.066 --> 00:28:52.959
People find you,
453
00:28:53.681 --> 00:28:58.795
smart and business people, investors are, that's all they do, right?
454
00:28:59.737 --> 00:29:00.720
They have so much money that
455
00:29:00.740 --> 00:29:01.985
they don't know what to do with their money.
456
00:29:03.129 --> 00:29:05.800
So they need to constantly be finding opportunities,
457
00:29:06.041 --> 00:29:08.940
you know, and they see people like you, like me, and they're like,
458
00:29:10.083 --> 00:29:11.047
these guys are very good.
459
00:29:11.087 --> 00:29:12.673
They have no clue how to do business.
460
00:29:13.155 --> 00:29:14.239
That's our opportunity.
461
00:29:14.259 --> 00:29:14.440
You know,
462
00:29:14.500 --> 00:29:19.740
let's promise them this and that with good intentions or not that good intention, but
463
00:29:20.063 --> 00:29:21.900
They come because that's what they do.
464
00:29:22.280 --> 00:29:22.390
Yeah.
465
00:29:22.902 --> 00:29:24.120
They spot the opportunities.
466
00:29:26.544 --> 00:29:29.900
And then you start to say yes to too many things.
467
00:29:30.142 --> 00:29:32.340
And then you lose focus because it's very tempting.
468
00:29:33.183 --> 00:29:35.500
And then you start to think about the numbers.
469
00:29:37.040 --> 00:29:40.980
And the habitat and the exit and the multiples.
470
00:29:43.047 --> 00:29:45.340
And then you lost sight of your essence.
471
00:29:46.500 --> 00:29:46.600
Right.
472
00:29:48.430 --> 00:29:50.420
unless you make a conscious decision
473
00:29:50.521 --> 00:29:53.920
and you have a clear vision
474
00:29:54.241 --> 00:29:58.060
that your artistry is to transform your skills
475
00:29:58.870 --> 00:29:59.680
into a big business.
476
00:30:01.022 --> 00:30:03.880
And then you go, but very focused.
477
00:30:05.520 --> 00:30:07.659
So for me,
478
00:30:11.462 --> 00:30:13.078
I've been, you know,
479
00:30:13.581 --> 00:30:19.860
I had many offers to do many things to try to scale my ideas.
480
00:30:23.403 --> 00:30:26.520
None of them really worked the way I thought it would.
481
00:30:31.383 --> 00:30:34.396
I tried several different ways to scale.
482
00:30:37.445 --> 00:30:39.760
It didn't really happen the way I was expecting.
483
00:30:39.840 --> 00:30:43.960
and I'm starting to realize that this was a blessing
484
00:30:48.431 --> 00:30:52.160
of the universe telling me that is not your path.
485
00:30:53.902 --> 00:30:59.560
Because if any of the business ideas work just enough
486
00:31:00.185 --> 00:31:02.140
for you to start making big numbers,
487
00:31:03.186 --> 00:31:04.900
that is very persuasive.
488
00:31:05.882 --> 00:31:13.520
right you you you start to interact in a different layer you know you start to meet
489
00:31:14.041 --> 00:31:19.960
different people i'm talking about moving from being a very successful
490
00:31:21.684 --> 00:31:27.700
professional in dentistry like us having this amazing life but we know there's a different
491
00:31:27.800 --> 00:31:35.380
league right in terms of money and once you if you start making the huge numbers
492
00:31:37.821 --> 00:31:41.940
you enter that league and then it's very hard to leave
493
00:31:44.641 --> 00:31:50.180
and you see that people that are in that league are not necessarily more happy
494
00:31:51.912 --> 00:31:52.980
they're usually less happy
495
00:31:54.613 --> 00:31:55.520
more egocentric
496
00:31:56.290 --> 00:31:56.979
more selfish
497
00:31:57.991 --> 00:31:58.779
doing more harm
498
00:31:59.652 --> 00:32:00.160
to the planet
499
00:32:00.525 --> 00:32:01.740
doing more harm to people
500
00:32:03.970 --> 00:32:06.040
worrying more about the things that don't matter
501
00:32:08.151 --> 00:32:10.000
and stimulating a type of world
502
00:32:10.101 --> 00:32:11.559
that I actually don't like
503
00:32:12.185 --> 00:32:13.720
and I'm desperate to enter that league
504
00:32:14.670 --> 00:32:15.580
it makes no sense
505
00:32:17.333 --> 00:32:18.220
something is wrong
506
00:32:20.669 --> 00:32:23.460
so I'm kind of realizing that
507
00:32:23.643 --> 00:32:24.299
and saying no
508
00:32:25.890 --> 00:32:27.139
that's not where I want to be
509
00:32:28.127 --> 00:32:29.800
I think Chris Williamson calls it
510
00:32:29.820 --> 00:32:32.100
do you know Chris Williamson from Modern Wisdom podcast?
511
00:32:32.931 --> 00:32:33.016
no
512
00:32:33.566 --> 00:32:34.779
he's a British guy
513
00:32:35.126 --> 00:32:35.860
lives in the States now
514
00:32:35.921 --> 00:32:36.999
but he's got quite a popular podcast
515
00:32:37.787 --> 00:32:39.280
he calls it an unteachable lesson
516
00:32:40.768 --> 00:32:42.800
which is a lesson that you have to go through
517
00:32:42.901 --> 00:32:43.526
to learn the lesson
518
00:32:45.867 --> 00:32:47.220
no matter how many people tell you
519
00:32:47.321 --> 00:32:49.280
that money is not going to bring you more happiness.
520
00:32:49.600 --> 00:32:49.788
100%.
521
00:32:50.564 --> 00:32:52.620
You, in your own mind, will say to yourself,
522
00:32:53.542 --> 00:32:56.760
yeah, but for me, it will do because of X, Y, and Z.
523
00:32:57.161 --> 00:32:58.919
And then you get there and then you realize it.
524
00:32:59.944 --> 00:33:01.720
And you try and pass it on to the next person.
525
00:33:02.240 --> 00:33:03.740
Yeah, and you want,
526
00:33:05.365 --> 00:33:07.400
we want to prove something to somebody.
527
00:33:10.201 --> 00:33:12.820
That's probably one of the main reasons
528
00:33:12.921 --> 00:33:14.600
why we go down that path.
529
00:33:14.861 --> 00:33:16.500
We want to prove something to somebody.
530
00:33:18.707 --> 00:33:21.480
because what we have today is already more than enough
531
00:33:22.284 --> 00:33:25.660
for us to be the best version of ourselves
532
00:33:26.567 --> 00:33:28.058
and as happy as we can be,
533
00:33:29.445 --> 00:33:32.440
as in peace, more than happiness.
534
00:33:33.309 --> 00:33:33.900
In peace.
535
00:33:34.040 --> 00:33:35.300
That's exactly the word I use as well.
536
00:33:35.340 --> 00:33:35.475
Right?
537
00:33:36.222 --> 00:33:36.979
Be in peace.
538
00:33:38.483 --> 00:33:41.600
And every step towards the journey of making more money
539
00:33:42.483 --> 00:33:47.060
will make us less in peace from now on.
540
00:33:48.366 --> 00:33:51.000
and everybody tells us, everybody that went through it,
541
00:33:51.160 --> 00:33:53.800
it's the lesson that we cannot teach
542
00:33:53.920 --> 00:34:00.760
because we see the stories and we repeat the mistakes,
543
00:34:02.627 --> 00:34:04.336
and then we get to 98 and we're like,
544
00:34:05.261 --> 00:34:08.580
why the hell I wasted so much time with this, this, and this?
545
00:34:10.042 --> 00:34:12.260
Why I didn't spend more time?
546
00:34:12.680 --> 00:34:15.240
Like everybody that is dying, about to die,
547
00:34:15.340 --> 00:34:16.760
they say exactly the same thing.
548
00:34:17.621 --> 00:34:23.680
exactly the same thing yeah but i i heard an interesting reframe on that because i i agree
549
00:34:23.740 --> 00:34:27.520
with you one of the most if you listen to the palliative care nurse who tells you about the
550
00:34:27.580 --> 00:34:32.060
stories of those uh who are in their dying days like what would they have done differently
551
00:34:32.200 --> 00:34:40.480
i think everyone everyone says the opposite of what they did and they don't necessarily bring
552
00:34:40.540 --> 00:34:46.319
into frame the fact that everything has a sacrifice associated with it like if you want to
553
00:34:49.387 --> 00:34:55.220
fulfill your the opportunities that you have with the skills that you have in your life
554
00:34:56.104 --> 00:34:59.640
that's going to take you down a certain path and if that's a professional path then that is going
555
00:34:59.640 --> 00:35:04.400
to be at the detriment of not seeing your kids enough for example or if you spend all your time
556
00:35:04.420 --> 00:35:11.820
with your kids and you become a super dad house husband or housewife and that's your full focus
557
00:35:12.402 --> 00:35:17.120
you're always going to think oh i didn't i didn't quite make the most of my potential that i have
558
00:35:17.982 --> 00:35:24.160
you have to accept there will be sacrifices in both directions i i really like i really love the
559
00:35:24.220 --> 00:35:29.239
frame of like work for your 100 year old self and like when you're lying on your deathbed make sure
560
00:35:29.420 --> 00:35:35.900
you're making decisions consciously as to what would make that person happy um and i just always
561
00:35:36.020 --> 00:35:41.240
come back to balance i think i think you've got to just constantly like with your like with your
562
00:35:41.421 --> 00:35:47.039
portfolio of stocks you've got to be constantly reallocating the assets re-diversifying to
563
00:35:47.560 --> 00:35:54.120
balance it out fine but balance is a word that i think is overrated i agree
564
00:35:56.326 --> 00:36:01.760
there's no can can we can we say bad words absolutely yeah there's no fucking balance
565
00:36:03.564 --> 00:36:09.780
and if you want to do good things there's no balance yeah i i gave up on trying to find
566
00:36:09.840 --> 00:36:17.800
balance yeah like if i decide i'm gonna write a book if you want to find balance you're not gonna
567
00:36:18.181 --> 00:36:23.839
you you're not gonna write a book right you gotta go all in you have to go all in yeah
568
00:36:24.982 --> 00:36:31.920
but it needs to be something that first you're doing it for the right reasons second
569
00:36:34.291 --> 00:36:36.060
it's very open and honest
570
00:36:36.342 --> 00:36:38.319
with the people around you that loves you
571
00:36:39.150 --> 00:36:39.779
so they are
572
00:36:40.406 --> 00:36:41.820
with you, they understand
573
00:36:42.789 --> 00:36:44.020
it's not a selfish decision
574
00:36:44.562 --> 00:36:44.642
and
575
00:36:50.351 --> 00:36:50.876
you need to
576
00:36:52.609 --> 00:36:54.120
deliver what you promise to yourself
577
00:36:55.410 --> 00:36:56.519
because it's going to make you feel
578
00:36:58.056 --> 00:36:58.420
intention
579
00:36:58.441 --> 00:36:58.585
yeah
580
00:36:59.835 --> 00:37:00.060
you know
581
00:37:01.307 --> 00:37:03.479
so one of the biggest frustrations that I see
582
00:37:03.600 --> 00:37:05.600
is that we are constantly sabotaging
583
00:37:05.745 --> 00:37:06.179
ourselves
584
00:37:07.367 --> 00:37:09.320
we are promising ourselves that we're going to do
585
00:37:09.462 --> 00:37:10.677
XYZ and then we don't
586
00:37:11.968 --> 00:37:13.460
and then we create excuses
587
00:37:13.682 --> 00:37:15.840
for that and we rationalize
588
00:37:15.941 --> 00:37:17.700
it and then we continue
589
00:37:18.024 --> 00:37:19.239
and then we make more promises
590
00:37:19.931 --> 00:37:20.460
to ourselves
591
00:37:20.783 --> 00:37:22.479
I'm going to next year I'm going to do this
592
00:37:22.985 --> 00:37:24.139
I'm going to stop doing that
593
00:37:24.724 --> 00:37:27.039
I'm going to be more here or I'm going to be more there
594
00:37:29.169 --> 00:37:31.560
so I don't think it's about balance
595
00:37:31.741 --> 00:37:35.440
because I'm not a balanced person
596
00:37:37.187 --> 00:37:40.260
I'm constantly all in this or all in that
597
00:37:40.622 --> 00:37:43.500
and I think that's beautiful
598
00:37:43.560 --> 00:37:44.346
so
599
00:37:46.341 --> 00:37:51.980
I think balance is important
600
00:37:52.081 --> 00:37:54.259
but the definition of balance needs to change
601
00:37:56.184 --> 00:38:04.100
it's a constantly moving and flowing balance sometimes you're all in in something that
602
00:38:04.100 --> 00:38:08.540
you're really passionate about sometimes you're back with the children is that fair or i think
603
00:38:09.322 --> 00:38:16.100
when you are doing something you need to be 100 present yeah that's um that's more important than
604
00:38:16.180 --> 00:38:19.980
balance which is very difficult in the modern world with social media and the phone and everything
605
00:38:20.124 --> 00:38:20.440
Exactly.
606
00:38:24.282 --> 00:38:28.180
You need to make non-selfish decisions
607
00:38:28.663 --> 00:38:31.038
with the people that you love, your close family.
608
00:38:31.680 --> 00:38:35.840
So it's like when I say I'm going to write a book,
609
00:38:36.982 --> 00:38:39.280
it's not me, it's the whole family
610
00:38:39.402 --> 00:38:40.219
is going to write this book.
611
00:38:40.383 --> 00:38:40.660
Family.
612
00:38:41.923 --> 00:38:44.020
I'm thinking about writing a book.
613
00:38:44.722 --> 00:38:47.260
That means that we're going to have to create a strategy
614
00:38:47.944 --> 00:38:50.660
that will allow me to write a book.
615
00:38:51.481 --> 00:38:55.000
My wife said, I'm thinking about going back to school and studying,
616
00:38:55.400 --> 00:38:57.974
going back to university at 40 years old.
617
00:39:00.243 --> 00:39:02.300
That's not her going back to university.
618
00:39:02.500 --> 00:39:06.140
It's the whole family that is making the decision together.
619
00:39:07.494 --> 00:39:07.619
Right?
620
00:39:08.461 --> 00:39:15.640
And she's like, wow, I feel guilty because I'm not actually generating revenue with my work.
621
00:39:15.700 --> 00:39:16.820
I'm back in school.
622
00:39:17.461 --> 00:39:20.760
And I'm not enough with the kids as I used to.
623
00:39:21.782 --> 00:39:25.700
And I tell her, look, this is a team effort, right?
624
00:39:26.042 --> 00:39:27.220
It's an amazing project.
625
00:39:28.505 --> 00:39:29.600
It's a family project.
626
00:39:31.542 --> 00:39:35.100
And even though the kids are small, they will understand.
627
00:39:36.203 --> 00:39:38.140
And they will feel proud of it.
628
00:39:39.083 --> 00:39:41.320
And when they're 20, 30, they're going to talk about it.
629
00:39:41.643 --> 00:39:43.320
You know, we all helped mom.
630
00:39:44.024 --> 00:39:45.140
We were part of the project.
631
00:39:45.300 --> 00:39:47.000
Look what she did, you know.
632
00:39:47.884 --> 00:39:50.100
So it's not her going back to school.
633
00:39:50.501 --> 00:39:52.500
It's the family going back to school.
634
00:39:53.480 --> 00:40:03.080
And so that means that balance means making non-selfish decisions.
635
00:40:03.723 --> 00:40:07.540
and even if you have to go full power into one
636
00:40:07.723 --> 00:40:08.920
and giving up on other things
637
00:40:08.940 --> 00:40:10.079
because you're always giving up,
638
00:40:12.308 --> 00:40:14.280
if everybody around you is on board,
639
00:40:14.700 --> 00:40:18.220
you find this new balance for a few years, right?
640
00:40:18.601 --> 00:40:20.960
And then you redesign what balance means.
641
00:40:23.062 --> 00:40:25.040
I'm traveling more than ever to lecture,
642
00:40:26.206 --> 00:40:27.880
but I feel more balanced than ever
643
00:40:28.163 --> 00:40:29.419
because for the first time,
644
00:40:30.927 --> 00:40:32.439
my relationship with my wife,
645
00:40:33.242 --> 00:40:35.020
is more honest about it.
646
00:40:35.140 --> 00:40:35.840
We are more open.
647
00:40:36.180 --> 00:40:37.200
We became a better team.
648
00:40:40.182 --> 00:40:43.640
And we are on the same page of why I'm doing this.
649
00:40:44.881 --> 00:40:47.639
And when I'm at home, I'm much more with the kids.
650
00:40:49.343 --> 00:40:52.140
But when I'm traveling, everybody understands why.
651
00:40:53.962 --> 00:40:57.299
So what I called lack of balance 10 years ago
652
00:40:58.245 --> 00:41:00.560
now became balance.
653
00:41:02.647 --> 00:41:06.600
yeah so it's the definition of balance that's the key right and it's your own definition it's not a
654
00:41:07.162 --> 00:41:12.560
it's not a utopia decision it's not a utopia that you achieve when you finally reach work-life
655
00:41:12.640 --> 00:41:18.700
balance and you have it perfect forever it doesn't exist balance is like eight hours six hours of
656
00:41:18.760 --> 00:41:23.060
work every day and then staying with the kids this amount of time you usually you don't get things
657
00:41:23.120 --> 00:41:30.060
done i love people that get things done that's another i i i said that i more and more admiring
658
00:41:30.361 --> 00:41:34.280
the people that have the courage to say no to the numbers
659
00:41:34.402 --> 00:41:35.779
and focus on their artistry.
660
00:41:37.843 --> 00:41:39.840
I'm just in love with these people.
661
00:41:47.821 --> 00:41:53.140
I'm also in love and admiring more and more people
662
00:41:53.422 --> 00:41:54.559
that actually get things done.
663
00:41:56.924 --> 00:41:58.420
Because I'm tired of good ideas.
664
00:41:59.246 --> 00:42:00.839
yeah I completely agree
665
00:42:01.020 --> 00:42:03.259
oh my god I'm so tired of my own good ideas
666
00:42:04.129 --> 00:42:05.060
everybody's good idea
667
00:42:05.181 --> 00:42:06.577
everybody has a great idea now
668
00:42:07.547 --> 00:42:08.899
well with Claude and with AI
669
00:42:09.101 --> 00:42:11.320
you've got an idea making machine
670
00:42:11.422 --> 00:42:12.017
there for you
671
00:42:12.261 --> 00:42:14.500
spitting out ideas every day
672
00:42:14.682 --> 00:42:16.280
that is not the difference anymore
673
00:42:17.690 --> 00:42:19.100
AI is telling us
674
00:42:19.201 --> 00:42:20.700
you guys think you have good ideas
675
00:42:21.874 --> 00:42:22.339
what's this?
676
00:42:22.544 --> 00:42:22.977
it's a joke
677
00:42:24.350 --> 00:42:25.660
so now
678
00:42:26.628 --> 00:42:28.099
I love people that are like
679
00:42:29.263 --> 00:42:34.660
even more people that take an average idea and implement it and make it work.
680
00:42:36.064 --> 00:42:37.700
Like Christian, you had this idea.
681
00:42:37.860 --> 00:42:40.300
The idea was okay, but here, it's done.
682
00:42:41.030 --> 00:42:41.400
It's working.
683
00:42:42.542 --> 00:42:45.460
It's actually executed and functioning.
684
00:42:46.304 --> 00:42:47.860
It's not like almost there.
685
00:42:48.060 --> 00:42:50.040
No, it's not perfect, but it's functioning.
686
00:42:50.500 --> 00:42:51.999
People are using it.
687
00:42:52.440 --> 00:42:54.040
People are benefiting from it.
688
00:42:55.545 --> 00:42:56.580
It's implemented.
689
00:42:56.720 --> 00:43:09.160
yeah implementation execution it's an underrated skill 100 um i mean that's that's why i'm so proud
690
00:43:09.200 --> 00:43:13.960
of what we've achieved with parlor because it's like how many dentists over the decades have
691
00:43:14.020 --> 00:43:19.499
spoken about launching a toothpaste brand and it's so easy to say and it seems so easy to do
692
00:43:20.122 --> 00:43:23.940
but how many of them have got it on the shelves of the major supermarkets and the pharmacies so
693
00:43:25.103 --> 00:43:30.800
yes we have challenges yes we continue to adapt and grow and improve but at least we did it it's
694
00:43:31.061 --> 00:43:35.640
done better or for worse and as you say you have to build the plane as you're or build the parachute
695
00:43:35.720 --> 00:43:40.300
as you're jumping out the plane or build the plane as it's going down on the fly but at least you're
696
00:43:40.300 --> 00:43:45.840
in the game and you're in the arena 100 percent and we were saying last night about how the various
697
00:43:46.963 --> 00:43:53.140
very savvy business individuals that we've met across our careers there is one common theme
698
00:43:53.240 --> 00:43:58.740
amongst all of them which is they they are rapid they are they're in your inbox they will message
699
00:43:58.860 --> 00:44:03.800
at whatever hour they they just want to get the job done and then continue to grow and progress
700
00:44:03.860 --> 00:44:09.340
and i think that's i think for me certainly my i was chatting with my business coach about this
701
00:44:09.420 --> 00:44:15.520
last week i'm the sort of person that overthinks everything um and that's a blessing and a curse
702
00:44:15.721 --> 00:44:19.860
because obviously you worry about everything but also you see into the future a little bit
703
00:44:20.463 --> 00:44:22.573
but I always force myself to still execute.
704
00:44:24.443 --> 00:44:26.000
Even if I'm really worried about it,
705
00:44:26.401 --> 00:44:28.120
I still just jump out the play in any way
706
00:44:29.006 --> 00:44:30.800
and then just deal with the consequences afterwards.
707
00:44:31.221 --> 00:44:35.560
Sometimes that's emotionally challenging for me,
708
00:44:37.289 --> 00:44:38.740
but it's the only way I know how to be
709
00:44:38.780 --> 00:44:40.974
because I have to just follow my curiosities,
710
00:44:42.000 --> 00:44:46.180
follow my passions and maximize my potential
711
00:44:46.282 --> 00:44:47.520
is the thing that I always come back to.
712
00:44:48.922 --> 00:45:03.060
No, executing, building something that is already implemented and working is, for me, the most important skill nowadays.
713
00:45:04.240 --> 00:45:09.980
Because theory is all over, information is all over, ideas all over.
714
00:45:13.497 --> 00:45:14.040
but actually
715
00:45:15.530 --> 00:45:16.900
creating something out of it
716
00:45:17.070 --> 00:45:17.158
and
717
00:45:17.261 --> 00:45:18.937
and then
718
00:45:20.331 --> 00:45:21.280
going through the process
719
00:45:21.866 --> 00:45:23.200
of working with people
720
00:45:23.847 --> 00:45:24.779
finding the resources
721
00:45:26.632 --> 00:45:27.800
working with the limitations
722
00:45:28.968 --> 00:45:30.780
being okay with not being perfect
723
00:45:30.840 --> 00:45:32.168
and just
724
00:45:36.034 --> 00:45:36.840
finishing the project
725
00:45:37.612 --> 00:45:38.079
it's done
726
00:45:39.358 --> 00:45:39.520
right
727
00:45:40.366 --> 00:45:42.140
now I can decide if I want to stop it
728
00:45:42.342 --> 00:45:43.820
I quit, I want to continue
729
00:45:44.001 --> 00:45:46.120
I want to move away
730
00:45:46.261 --> 00:45:47.799
I want to put other people to run it
731
00:45:48.444 --> 00:45:50.460
but the project, the idea
732
00:45:50.723 --> 00:45:52.220
became a project, the project
733
00:45:52.321 --> 00:45:54.320
became implementation, implementation
734
00:45:54.646 --> 00:45:55.439
became reality
735
00:45:56.569 --> 00:45:57.800
the project is over
736
00:46:00.017 --> 00:46:00.400
concluded
737
00:46:00.502 --> 00:46:01.197
check
738
00:46:02.043 --> 00:46:03.589
and my big
739
00:46:06.603 --> 00:46:07.375
challenge now is
740
00:46:08.284 --> 00:46:10.780
to not only say that, but to become that.
741
00:46:11.767 --> 00:46:12.560
I mentioned the book.
742
00:46:13.106 --> 00:46:13.860
I need to write a book.
743
00:46:14.786 --> 00:46:15.920
I know I need to write a book.
744
00:46:17.443 --> 00:46:19.540
And every time I start, I sabotage myself.
745
00:46:20.306 --> 00:46:21.280
I find excuses.
746
00:46:22.085 --> 00:46:23.319
And I need to get over it.
747
00:46:23.801 --> 00:46:26.220
And I need to finish it.
748
00:46:28.104 --> 00:46:29.397
Otherwise, I know when I'm 98,
749
00:46:29.862 --> 00:46:31.540
I'm going to be talking to myself.
750
00:46:32.186 --> 00:46:33.020
You piece of shit.
751
00:46:34.343 --> 00:46:36.460
It doesn't matter how good or how bad the book was.
752
00:46:36.722 --> 00:46:38.013
yeah you didn't do it
753
00:46:40.815 --> 00:46:41.380
it's fascinating
754
00:46:42.694 --> 00:46:43.219
there's a lot of
755
00:46:44.628 --> 00:46:46.400
just talking about going all in on things
756
00:46:46.562 --> 00:46:48.060
and having lots of projects
757
00:46:49.148 --> 00:46:50.600
there's a lot of stress and burnout
758
00:46:50.865 --> 00:46:51.600
in our profession
759
00:46:51.600 --> 00:46:54.620
I don't know if you see that globally
760
00:46:54.984 --> 00:46:56.239
as well I mean certainly in the UK
761
00:46:56.747 --> 00:46:57.559
we see it a lot
762
00:46:58.366 --> 00:47:00.100
is that something that you've ever struggled with before
763
00:47:00.564 --> 00:47:02.140
have you ever had periods of burnout
764
00:47:02.200 --> 00:47:04.559
or sort of extreme stress
765
00:47:06.538 --> 00:47:06.659
I'm
766
00:47:06.861 --> 00:47:09.138
I don't know if it's
767
00:47:11.175 --> 00:47:11.720
genetically
768
00:47:11.840 --> 00:47:17.040
I'm pretty good under pressure
769
00:47:21.457 --> 00:47:22.119
I don't know if it's
770
00:47:22.563 --> 00:47:23.859
the education I got or
771
00:47:25.653 --> 00:47:26.600
my personality
772
00:47:26.721 --> 00:47:28.570
you know
773
00:47:31.088 --> 00:47:31.595
that's why I
774
00:47:32.727 --> 00:47:33.899
succeeded very much
775
00:47:34.461 --> 00:47:46.660
as a speaker, taking risks, embracing the crowd and just to say, I know I can deliver
776
00:47:46.862 --> 00:47:48.719
even if I'm not sure what I'm going to say.
777
00:47:53.955 --> 00:47:55.040
But I did have moments.
778
00:47:55.160 --> 00:48:00.360
I remember my biggest crisis when I was 30, recently divorced.
779
00:48:00.380 --> 00:48:05.040
I moved from Brazil as an immigrant to U.S.
780
00:48:06.226 --> 00:48:07.859
I thought I could speak English,
781
00:48:08.443 --> 00:48:10.479
and I realized when I was in U.S. that I didn't.
782
00:48:11.544 --> 00:48:12.660
I couldn't speak English.
783
00:48:13.382 --> 00:48:14.940
New country, away from family,
784
00:48:17.368 --> 00:48:18.740
not having a wife anymore,
785
00:48:18.960 --> 00:48:23.040
and away from my son, my first one.
786
00:48:24.661 --> 00:48:28.200
And yeah, I got into depression
787
00:48:28.781 --> 00:48:37.200
and not being able to sleep, insomnia and anxiety.
788
00:48:39.922 --> 00:48:43.180
At one point, when it happens to you the first time in your life,
789
00:48:43.802 --> 00:48:44.600
you think you're going to die.
790
00:48:46.065 --> 00:48:47.620
I have some kind of illness.
791
00:48:47.943 --> 00:48:48.640
I have no clue.
792
00:48:48.920 --> 00:48:49.958
I cannot get out of it.
793
00:48:51.734 --> 00:48:52.120
I don't know.
794
00:48:52.361 --> 00:48:54.839
I think the hair was falling like this.
795
00:48:55.422 --> 00:48:56.860
I couldn't function physically.
796
00:48:58.481 --> 00:49:00.794
I couldn't have a girlfriend.
797
00:49:02.560 --> 00:49:02.965
That was...
798
00:49:04.744 --> 00:49:05.879
So, yeah, I went through that.
799
00:49:06.340 --> 00:49:09.520
And after one year, you get out of it,
800
00:49:09.560 --> 00:49:10.832
and you're like, damn, this...
801
00:49:12.868 --> 00:49:14.097
This wasn't that bad.
802
00:49:15.047 --> 00:49:15.598
I got over it.
803
00:49:15.920 --> 00:49:18.300
You know, it's part of life.
804
00:49:18.921 --> 00:49:22.040
Now I understand that everybody goes through this, right?
805
00:49:23.129 --> 00:49:23.880
How did you get out of it?
806
00:49:26.249 --> 00:49:29.360
of course that you need to have a certain foundation
807
00:49:29.521 --> 00:49:31.900
and that's what many people probably don't have.
808
00:49:33.926 --> 00:49:34.960
The belief in yourself
809
00:49:35.405 --> 00:49:36.760
and that comes from your childhood,
810
00:49:37.060 --> 00:49:38.280
it comes from education,
811
00:49:38.440 --> 00:49:39.320
it comes from family,
812
00:49:39.480 --> 00:49:42.260
it comes from schools that,
813
00:49:43.701 --> 00:49:44.020
you know,
814
00:49:44.682 --> 00:49:45.880
different type of education
815
00:49:47.027 --> 00:49:49.020
that stimulates your creativity
816
00:49:49.746 --> 00:49:51.240
and your belief in humanity.
817
00:49:52.863 --> 00:50:00.520
you know believe in the good because it's it's not performance or numbers or professional success
818
00:50:00.660 --> 00:50:07.140
that will take you out of this situation right um it's you it's something much deeper
819
00:50:08.924 --> 00:50:15.860
when you're when you when you're like i think i'm life is not making sense or i'm i think i'm i'm
820
00:50:16.061 --> 00:50:17.299
dying you know at
821
00:50:17.746 --> 00:50:17.806
31
822
00:50:19.021 --> 00:50:22.320
and then you sit down with yourself
823
00:50:22.748 --> 00:50:23.420
at the bottom
824
00:50:24.548 --> 00:50:26.260
of the moment like the deepest darkest
825
00:50:26.462 --> 00:50:28.060
moment and you're sitting with yourself
826
00:50:29.455 --> 00:50:29.859
and you're like
827
00:50:30.344 --> 00:50:31.719
you know
828
00:50:33.555 --> 00:50:34.119
life is good
829
00:50:35.935 --> 00:50:36.519
people are good
830
00:50:38.037 --> 00:50:38.260
world
831
00:50:38.608 --> 00:50:39.018
is good
832
00:50:42.574 --> 00:50:44.080
I don't want to leave this place
833
00:50:44.609 --> 00:50:45.037
you know
834
00:50:46.361 --> 00:50:57.920
And you find that inside of you and you're like, I don't know how, but day after day, it makes sense to get over this.
835
00:50:59.140 --> 00:51:00.320
You know, it needs to make sense.
836
00:51:00.582 --> 00:51:01.799
I want to get over this.
837
00:51:02.960 --> 00:51:04.740
And no pressure.
838
00:51:04.920 --> 00:51:06.680
Don't be too hard on yourself, you know.
839
00:51:07.821 --> 00:51:10.860
And so I found something inside of me.
840
00:51:11.341 --> 00:51:12.960
And I think that's the only way, you know.
841
00:51:13.685 --> 00:51:16.040
And of course, I know family is there.
842
00:51:17.263 --> 00:51:19.839
I know friends are there.
843
00:51:22.161 --> 00:51:28.300
But at the end of the day, something on your childhood creates that foundation.
844
00:51:29.421 --> 00:51:37.280
And it doesn't mean a perfect life because I see that in people that grew up in the favelas.
845
00:51:38.508 --> 00:51:39.560
And they have that inside.
846
00:51:40.462 --> 00:51:48.560
I see people that are in Gaza or Ukraine or Venezuela, and they have that inside of them, right?
847
00:51:50.301 --> 00:51:57.240
So it's not like you had a great life, you had great parents, you went to a great school, so you have it inside of you.
848
00:51:57.320 --> 00:51:58.620
No, it's not.
849
00:51:59.320 --> 00:52:05.160
So I don't know exactly how to increase the chances of a kid having that inside of you.
850
00:52:07.103 --> 00:52:17.920
But I think it's related to creativity, stimulating creativity, because when you are naive and creative, you make fun of yourself.
851
00:52:19.520 --> 00:52:21.090
You are able to play with life.
852
00:52:24.100 --> 00:52:29.940
And when I was at the bottom, I started to laugh about myself.
853
00:52:31.557 --> 00:52:31.820
you know
854
00:52:33.129 --> 00:52:34.599
you have so many things in your hand
855
00:52:35.346 --> 00:52:36.960
and you are like behaving
856
00:52:37.082 --> 00:52:38.360
like shit you know
857
00:52:39.310 --> 00:52:40.180
and I started to smile
858
00:52:41.126 --> 00:52:43.180
in the worst day of my life
859
00:52:43.220 --> 00:52:44.380
worst moment of my life
860
00:52:45.026 --> 00:52:46.320
I started to smile
861
00:52:47.028 --> 00:52:47.960
and make fun of myself
862
00:52:50.658 --> 00:52:50.899
in a
863
00:52:51.226 --> 00:52:51.699
candid way
864
00:52:52.505 --> 00:52:55.180
like yeah man don't take yourself
865
00:52:55.261 --> 00:52:57.099
too serious you thought you were the coolest guy
866
00:52:57.892 --> 00:52:58.340
in the world
867
00:52:59.836 --> 00:53:00.179
you're not
868
00:53:00.542 --> 00:53:00.643
just
869
00:53:03.976 --> 00:53:04.199
just
870
00:53:05.609 --> 00:53:07.119
be okay with that
871
00:53:07.744 --> 00:53:09.680
and don't take yourself
872
00:53:09.762 --> 00:53:10.360
too seriously
873
00:53:11.628 --> 00:53:13.460
the moment you don't take yourself too seriously
874
00:53:15.355 --> 00:53:15.819
you don't take
875
00:53:16.370 --> 00:53:16.738
you take
876
00:53:18.329 --> 00:53:20.060
kindness seriously
877
00:53:20.426 --> 00:53:21.218
but you don't take
878
00:53:23.577 --> 00:53:23.960
what we call
879
00:53:24.123 --> 00:53:24.638
problems
880
00:53:26.033 --> 00:53:26.660
too seriously
881
00:53:27.830 --> 00:53:28.819
your depression is like
882
00:53:29.870 --> 00:53:30.112
where?
883
00:53:32.212 --> 00:53:32.440
why?
884
00:53:34.064 --> 00:53:34.519
like things
885
00:53:35.154 --> 00:53:35.379
you know
886
00:53:35.608 --> 00:53:35.817
just
887
00:53:36.974 --> 00:53:37.460
dissipate
888
00:53:37.543 --> 00:53:37.979
the smoke
889
00:53:38.591 --> 00:53:39.020
and suddenly
890
00:53:40.352 --> 00:53:40.755
you're lighter
891
00:53:42.652 --> 00:53:43.339
and you stand up
892
00:53:44.916 --> 00:53:45.240
and you're like
893
00:53:45.261 --> 00:53:45.432
yes
894
00:53:46.006 --> 00:53:47.060
let's keep going
895
00:53:47.184 --> 00:53:47.660
and smiling
896
00:53:49.253 --> 00:53:50.080
and if I have a problem
897
00:53:50.165 --> 00:53:50.400
tomorrow
898
00:53:50.441 --> 00:53:51.419
I'm gonna smile at it
899
00:53:51.565 --> 00:53:51.900
and say
900
00:53:53.277 --> 00:53:53.560
okay
901
00:53:54.817 --> 00:53:55.040
you know
902
00:53:55.203 --> 00:53:55.918
let's get over it
903
00:53:57.121 --> 00:54:10.200
And do you think that period of sort of, as you describe it, the sort of bottom point of your life has led to you living the 20-odd years since then in a different manner?
904
00:54:11.505 --> 00:54:11.680
Living.
905
00:54:11.860 --> 00:54:14.420
A different lightness in the last 20 years since that moment.
906
00:54:14.500 --> 00:54:15.940
Do you think it changed how you view life?
907
00:54:16.383 --> 00:54:16.697
Oh, yes.
908
00:54:18.422 --> 00:54:21.820
Yeah, the main lesson for me was that.
909
00:54:24.464 --> 00:54:25.859
Don't take yourself too seriously.
910
00:54:26.101 --> 00:54:32.280
So it means when you think that you're a piece of shit, don't take yourself too seriously.
911
00:54:33.362 --> 00:54:36.680
When you think you are the best in the world, don't take yourself too seriously.
912
00:54:36.840 --> 00:54:39.080
So that eliminates the extremes.
913
00:54:40.343 --> 00:54:42.560
And that's when you find you're more in peace.
914
00:54:44.423 --> 00:54:46.199
I'm not this, but I'm not this.
915
00:54:47.802 --> 00:54:50.500
I'm just a good person trying to do my best.
916
00:54:52.042 --> 00:54:54.360
So don't take your ideas too seriously.
917
00:54:55.809 --> 00:54:57.440
don't take your success too seriously
918
00:54:58.548 --> 00:55:00.200
don't take criticism too seriously
919
00:55:00.665 --> 00:55:02.220
don't take compliments too seriously
920
00:55:04.132 --> 00:55:05.520
and you become more in peace
921
00:55:05.560 --> 00:55:08.760
that's why when you talk to very wise people
922
00:55:10.233 --> 00:55:10.919
and you say
923
00:55:12.190 --> 00:55:13.239
how amazing they are
924
00:55:15.107 --> 00:55:18.360
their reaction is very subtle
925
00:55:18.729 --> 00:55:19.139
and you're like
926
00:55:20.967 --> 00:55:21.569
why?
927
00:55:22.051 --> 00:55:24.260
I'm just saying you're the best in the world
928
00:55:24.401 --> 00:55:26.740
and you see how serene the person is.
929
00:55:28.122 --> 00:55:30.720
And then the same thing when the world is falling
930
00:55:30.941 --> 00:55:36.700
and somebody is drastically, deeply attacking
931
00:55:36.882 --> 00:55:38.700
that same very wise person
932
00:55:39.564 --> 00:55:42.720
and you see that same kind of wise reaction to it,
933
00:55:43.100 --> 00:55:44.440
like calm.
934
00:55:46.700 --> 00:55:52.600
So not taking things too seriously
935
00:55:54.370 --> 00:55:56.140
the mundane things too seriously
936
00:55:58.250 --> 00:56:00.300
and only take seriously
937
00:56:00.483 --> 00:56:01.480
the things that really matter
938
00:56:02.145 --> 00:56:04.320
and that is generosity basically.
939
00:56:05.207 --> 00:56:05.860
Being generous.
940
00:56:06.508 --> 00:56:07.060
That's the only thing
941
00:56:07.080 --> 00:56:08.060
that you need to take seriously.
942
00:56:08.864 --> 00:56:10.660
And by taking generosity seriously,
943
00:56:10.882 --> 00:56:12.840
it only brings good feelings to you.
944
00:56:14.187 --> 00:56:14.799
The problem is that
945
00:56:15.951 --> 00:56:16.800
we forget that
946
00:56:17.628 --> 00:56:18.860
and then we start giving
947
00:56:19.003 --> 00:56:19.700
too much importance
948
00:56:19.843 --> 00:56:20.719
to everything else
949
00:56:21.886 --> 00:56:24.720
and then we start not to be generous with others
950
00:56:25.248 --> 00:56:25.960
and with ourselves,
951
00:56:26.785 --> 00:56:27.720
and of course we're going to suffer.
952
00:56:28.722 --> 00:56:30.620
And then our brain tries to find excuses
953
00:56:31.569 --> 00:56:32.600
why we behave like that.
954
00:56:34.283 --> 00:56:36.660
So the moment you have that connection,
955
00:56:38.471 --> 00:56:39.280
you accept that,
956
00:56:39.721 --> 00:56:41.660
you become a more stable person,
957
00:56:41.780 --> 00:56:42.319
more in peace.
958
00:56:45.264 --> 00:56:47.000
Yeah, I think peace and stability
959
00:56:47.101 --> 00:56:48.640
is what we should all be striving for.
960
00:56:49.043 --> 00:56:51.700
less on the extremes of the emotional spectrum.
961
00:56:53.792 --> 00:56:54.099
Not easy.
962
00:56:55.327 --> 00:56:56.800
I'm not saying I have it under control.
963
00:56:57.843 --> 00:57:00.440
Well, I mean, I think that's also a really good frame
964
00:57:00.540 --> 00:57:04.240
is that not striving to be the finished article
965
00:57:04.300 --> 00:57:09.160
at any point and looking at life as an infinite game
966
00:57:09.240 --> 00:57:11.620
that you continue to improve.
967
00:57:12.041 --> 00:57:15.960
Much like our dentistry, as with us as a human being,
968
00:57:16.261 --> 00:57:20.720
we're constantly looking to get a little bit better every single day as opposed to
969
00:57:21.041 --> 00:57:24.980
making it to some imaginary final point that doesn't really exist
970
00:57:26.927 --> 00:57:30.840
so i want to bring us back in christian to something you mentioned earlier on when i
971
00:57:30.900 --> 00:57:35.820
asked you about the last 13 years you said at that point we were trying to persuade people to start
972
00:57:36.582 --> 00:57:42.320
utilizing technology more um and certainly at that point i mean i was using a cerec
973
00:57:42.942 --> 00:57:49.540
omnicam but scanners were very nascent in their implementation across the profession
974
00:57:50.303 --> 00:57:54.420
and chairside manufacturer of restorations although seric had been around for many years still
975
00:57:55.022 --> 00:57:59.400
hadn't really made it into the mainstream arguably probably still hasn't quite yet
976
00:58:00.303 --> 00:58:04.680
but we'll come on to that later on um but you mentioned then that maybe people now are
977
00:58:05.121 --> 00:58:11.140
looking at technology too much and they're there maybe are they using it in the wrong way are they
978
00:58:12.047 --> 00:58:13.339
are they trying to implement it
979
00:58:13.804 --> 00:58:15.240
in every environment where actually
980
00:58:16.713 --> 00:58:17.540
in your view sometimes
981
00:58:17.681 --> 00:58:19.860
the human connection is actually the more important part
982
00:58:20.044 --> 00:58:20.640
like where are people
983
00:58:21.731 --> 00:58:22.499
at the moment do you think
984
00:58:23.447 --> 00:58:24.899
misguided in their view on technology
985
00:58:25.584 --> 00:58:27.600
so there are two problems with technology
986
00:58:27.762 --> 00:58:29.520
first is that we are using
987
00:58:29.582 --> 00:58:30.220
technology
988
00:58:31.952 --> 00:58:33.180
we are not using technology
989
00:58:33.444 --> 00:58:34.458
where we need the most help
990
00:58:36.252 --> 00:58:37.240
that's problem number one
991
00:58:39.914 --> 00:58:40.880
and problem number two
992
00:58:41.303 --> 00:58:43.360
we are camouflaging our deficiencies,
993
00:58:44.281 --> 00:58:45.399
our human deficiencies,
994
00:58:46.510 --> 00:58:47.160
with technology.
995
00:58:51.865 --> 00:58:53.680
And we are creating marketing stories
996
00:58:54.125 --> 00:58:55.280
based on technology
997
00:58:56.326 --> 00:58:58.860
and not highlighting what really makes the difference.
998
00:59:02.266 --> 00:59:03.780
So, problem number one,
999
00:59:04.201 --> 00:59:06.860
we are not leveraging technology where we need the most help.
1000
00:59:09.775 --> 00:59:10.600
basically you can
1001
00:59:11.207 --> 00:59:12.120
divide dentistry
1002
00:59:12.972 --> 00:59:13.520
very simple
1003
00:59:14.391 --> 00:59:15.100
into a few moments
1004
00:59:15.140 --> 00:59:15.291
right
1005
00:59:18.136 --> 00:59:18.740
first moment
1006
00:59:19.028 --> 00:59:19.398
is that
1007
00:59:22.436 --> 00:59:23.020
to be able to
1008
00:59:23.607 --> 00:59:24.560
to treat somebody
1009
00:59:25.372 --> 00:59:25.840
first we need to
1010
00:59:25.860 --> 00:59:26.780
attract that somebody
1011
00:59:26.780 --> 00:59:27.758
otherwise
1012
00:59:28.226 --> 00:59:29.140
you don't do the dentistry
1013
00:59:31.098 --> 00:59:31.320
after
1014
00:59:32.269 --> 00:59:33.299
somebody comes to you
1015
00:59:34.854 --> 00:59:35.399
you need to
1016
00:59:35.542 --> 00:59:36.258
understand the person
1017
00:59:38.110 --> 00:59:39.460
you need to understand the problem.
1018
00:59:40.080 --> 00:59:42.340
You need to collect information.
1019
00:59:44.060 --> 00:59:47.480
Clinical, emotional, technical.
1020
00:59:48.861 --> 00:59:51.139
So, somebody comes to you,
1021
00:59:52.662 --> 00:59:55.780
then you understand the person,
1022
00:59:58.522 --> 01:00:02.460
then you need to know what to do with the information
1023
01:00:02.582 --> 01:00:03.498
that you just found out.
1024
01:00:07.466 --> 01:00:08.780
basically create a plan.
1025
01:00:11.464 --> 01:00:13.500
Then you need to convince the person
1026
01:00:15.170 --> 01:00:16.579
about your idea.
1027
01:00:18.844 --> 01:00:21.340
And then you need to execute the plan.
1028
01:00:23.926 --> 01:00:25.439
And then you need to maintain
1029
01:00:26.954 --> 01:00:27.600
that situation.
1030
01:00:29.648 --> 01:00:30.480
So this is dentistry.
1031
01:00:31.387 --> 01:00:31.938
That's what we do,
1032
01:00:32.320 --> 01:00:33.600
consciously or unconsciously,
1033
01:00:33.823 --> 01:00:34.640
every single day.
1034
01:00:35.285 --> 01:00:37.220
intentionally or unintentionally.
1035
01:00:38.044 --> 01:00:39.499
We are attracting people to us.
1036
01:00:40.424 --> 01:00:42.280
We are trying to do a clinical examination
1037
01:00:42.625 --> 01:00:43.579
and see what's going on.
1038
01:00:44.464 --> 01:00:46.140
We are processing what we are seeing
1039
01:00:46.222 --> 01:00:47.040
and building a plan.
1040
01:00:47.906 --> 01:00:48.939
We are convincing the patient
1041
01:00:49.000 --> 01:00:50.579
that our plan is the best for them.
1042
01:00:51.840 --> 01:00:53.580
And then we are, if the patient allows,
1043
01:00:53.760 --> 01:00:55.600
we are executing on the plan.
1044
01:00:56.923 --> 01:00:59.280
And then after that plan is done,
1045
01:00:59.521 --> 01:01:03.480
we are trying to maintain that relationship,
1046
01:01:03.661 --> 01:01:06.780
maintain that healthy situation as long as we can.
1047
01:01:08.083 --> 01:01:10.940
And then we repeat over and over and over again, right?
1048
01:01:13.403 --> 01:01:17.099
The problem is that dentistry is completely biased
1049
01:01:18.485 --> 01:01:22.500
towards executing, right?
1050
01:01:22.761 --> 01:01:24.700
Executing here, step number five.
1051
01:01:28.102 --> 01:01:31.760
And then in the last 20 years,
1052
01:01:32.304 --> 01:01:34.320
dentistry got obsessed with marketing.
1053
01:01:35.363 --> 01:01:35.450
One.
1054
01:01:36.020 --> 01:01:37.080
So one and five.
1055
01:01:40.007 --> 01:01:40.980
And in my understanding,
1056
01:01:43.091 --> 01:01:44.260
these are the two moments
1057
01:01:44.341 --> 01:01:47.119
that we shouldn't be focusing that much
1058
01:01:47.281 --> 01:01:48.228
and we shouldn't be...
1059
01:01:49.882 --> 01:01:51.540
That's not where technology
1060
01:01:51.641 --> 01:01:53.580
will really transform our dentistry.
1061
01:01:54.367 --> 01:01:54.580
Why?
1062
01:01:56.726 --> 01:01:57.700
Because execution,
1063
01:01:57.940 --> 01:01:59.860
we've been executing amazing dentistry
1064
01:02:00.001 --> 01:02:01.660
without technology for decades.
1065
01:02:01.941 --> 01:02:02.202
anyway.
1066
01:02:03.348 --> 01:02:05.820
So I do believe technology can allow us to do a little bit better.
1067
01:02:08.120 --> 01:02:11.871
But that's not where we struggle.
1068
01:02:13.476 --> 01:02:14.980
I did dentistry without technology.
1069
01:02:15.442 --> 01:02:19.740
The best dentistry I ever did in my life was without technology.
1070
01:02:23.302 --> 01:02:26.660
So we are biased towards performing, towards execution.
1071
01:02:28.409 --> 01:02:30.380
education is focused on execution
1072
01:02:30.644 --> 01:02:31.579
how to do things
1073
01:02:33.269 --> 01:02:35.180
how to execute a technique
1074
01:02:35.446 --> 01:02:36.020
a procedure
1075
01:02:36.505 --> 01:02:37.860
how to handle an instrument
1076
01:02:39.168 --> 01:02:41.260
how to use technology to perform
1077
01:02:44.530 --> 01:02:47.900
and that's not where we make most of our mistakes
1078
01:02:50.949 --> 01:02:54.880
we make mistakes much more related to diagnostics
1079
01:02:56.794 --> 01:02:57.419
treatment planning
1080
01:02:58.450 --> 01:02:59.440
and patient communication
1081
01:02:59.782 --> 01:03:02.499
that's where most of our stress comes from
1082
01:03:03.890 --> 01:03:05.100
our missed opportunities
1083
01:03:08.734 --> 01:03:10.100
our dentistry quality
1084
01:03:10.422 --> 01:03:13.120
is defined by the quality of our plan
1085
01:03:13.382 --> 01:03:15.160
not the quality of our execution
1086
01:03:16.531 --> 01:03:17.580
that's why an architect
1087
01:03:18.669 --> 01:03:20.080
makes more money than the engineer
1088
01:03:21.229 --> 01:03:22.420
that will execute the plan
1089
01:03:24.354 --> 01:03:25.120
you know how much
1090
01:03:25.565 --> 01:03:26.800
you told me about the remodeling
1091
01:03:26.881 --> 01:03:28.840
by the way amazing beautiful house here
1092
01:03:29.304 --> 01:03:31.120
you know you probably had an architect
1093
01:03:32.813 --> 01:03:33.620
that I can see was
1094
01:03:34.106 --> 01:03:35.139
very very good architect
1095
01:03:36.412 --> 01:03:37.280
and then you had somebody
1096
01:03:37.402 --> 01:03:38.839
responsible to execute that
1097
01:03:39.970 --> 01:03:41.060
and we know who makes more money
1098
01:03:42.835 --> 01:03:43.340
we know who
1099
01:03:43.461 --> 01:03:45.280
defined the success
1100
01:03:45.485 --> 01:03:46.100
of this project
1101
01:03:47.193 --> 01:03:47.840
was not the builder
1102
01:03:50.897 --> 01:03:51.300
was the
1103
01:03:52.163 --> 01:03:56.820
was the designer, the planner, the visionary person.
1104
01:03:58.380 --> 01:04:04.280
So because dentistry was biased, is biased towards execution,
1105
01:04:05.323 --> 01:04:07.700
every single company is biased towards execution.
1106
01:04:08.821 --> 01:04:12.700
So every single technology that was developed so far in dentistry
1107
01:04:12.921 --> 01:04:15.920
was focused on execution,
1108
01:04:17.362 --> 01:04:21.020
not on diagnosis, planning, communication, exploration.
1109
01:04:21.701 --> 01:04:28.420
And after 30 years of digital dentistry, we see only now companies starting to wake up.
1110
01:04:30.801 --> 01:04:38.640
That, you know, before we execute something very well, we need to understand what do we need to execute?
1111
01:04:39.140 --> 01:04:40.240
Why do we need to execute?
1112
01:04:41.080 --> 01:04:44.496
What are the reasons why we need to do X and not Y, right?
1113
01:04:46.644 --> 01:04:51.800
And that was always my passion since the beginning of DSD, exploration.
1114
01:04:52.260 --> 01:04:53.840
I call it the exploration phase.
1115
01:04:54.560 --> 01:04:55.159
You're my patient.
1116
01:04:55.360 --> 01:04:57.300
You just came to me for the first time ever.
1117
01:04:58.884 --> 01:05:00.199
And I don't have a clue who you are.
1118
01:05:01.723 --> 01:05:03.860
And I'm going to open your mouth and I'm going to be biased.
1119
01:05:04.765 --> 01:05:05.900
And I'm going to be superficial.
1120
01:05:06.943 --> 01:05:08.880
And I'm going to want to jump into execution.
1121
01:05:10.163 --> 01:05:11.880
And that's the missed opportunity.
1122
01:05:13.169 --> 01:05:14.680
so dentistry needs to work back
1123
01:05:14.781 --> 01:05:16.780
and we need to leverage technology
1124
01:05:16.882 --> 01:05:17.899
where we need the most help
1125
01:05:19.188 --> 01:05:20.799
and that's where the revolution is
1126
01:05:21.629 --> 01:05:22.480
using technology
1127
01:05:23.348 --> 01:05:24.520
to explore better
1128
01:05:25.730 --> 01:05:27.040
what is wrong with the patient
1129
01:05:27.848 --> 01:05:29.060
what is right with the patient
1130
01:05:29.668 --> 01:05:30.500
what are the options
1131
01:05:31.306 --> 01:05:33.180
what are the possible
1132
01:05:33.604 --> 01:05:35.420
specialties that we need to activate
1133
01:05:35.684 --> 01:05:36.660
to help this human being
1134
01:05:37.566 --> 01:05:39.400
in what order, in what sequence
1135
01:05:40.171 --> 01:05:40.780
what timing
1136
01:05:42.223 --> 01:05:49.780
building, diagnosing, developing the prognosis, exploring the chances and probabilities and risk
1137
01:05:49.860 --> 01:05:57.160
assessments and pros and cons and possibilities and simulations and interconnected possibilities
1138
01:05:57.401 --> 01:06:03.380
of different procedures and making all the mistakes on the computer before we touch them up.
1139
01:06:03.821 --> 01:06:04.062
Mm-hmm.
1140
01:06:05.285 --> 01:06:07.291
And then onboarding the patient to the story.
1141
01:06:08.514 --> 01:06:10.660
As I say, diagnose, plan, and present.
1142
01:06:11.830 --> 01:06:12.920
that's where the magic is.
1143
01:06:13.161 --> 01:06:15.840
That's where the revolution of modern dentistry happens.
1144
01:06:17.784 --> 01:06:19.780
We need to become amazing diagnosticians.
1145
01:06:20.504 --> 01:06:21.018
That we are not.
1146
01:06:22.100 --> 01:06:26.480
Dentistry needs to wake up for the fact
1147
01:06:27.043 --> 01:06:30.620
that we are very bad diagnosticians
1148
01:06:31.345 --> 01:06:33.520
because we were not educated for that.
1149
01:06:33.600 --> 01:06:34.380
We were not taught.
1150
01:06:34.920 --> 01:06:36.360
Dental schools not focused on that.
1151
01:06:37.301 --> 01:06:38.499
And the very good ones,
1152
01:06:39.831 --> 01:06:40.780
the ones that are good at
1153
01:06:40.921 --> 01:06:42.119
they are good at
1154
01:06:42.708 --> 01:06:43.500
the traditional
1155
01:06:44.109 --> 01:06:44.820
oral biology
1156
01:06:45.105 --> 01:06:45.899
oral function
1157
01:06:46.246 --> 01:06:47.040
oral structure
1158
01:06:47.264 --> 01:06:48.119
and oral aesthetics
1159
01:06:48.706 --> 01:06:49.979
how shallow is that
1160
01:06:51.210 --> 01:06:52.460
since the mouth is connected
1161
01:06:52.584 --> 01:06:53.019
to a whole
1162
01:06:53.629 --> 01:06:54.260
damn body
1163
01:06:55.832 --> 01:06:56.860
and people have a hard time
1164
01:06:57.023 --> 01:06:57.698
admitting that
1165
01:06:59.573 --> 01:07:00.400
that we are superficial
1166
01:07:00.826 --> 01:07:01.660
that we are biased
1167
01:07:01.782 --> 01:07:03.019
that we are inconsistent
1168
01:07:03.706 --> 01:07:05.120
when it comes to diagnosis
1169
01:07:06.311 --> 01:07:07.179
and exploration
1170
01:07:07.943 --> 01:07:11.520
of the whole body-mouth connection,
1171
01:07:11.900 --> 01:07:13.699
oral systemic link, health.
1172
01:07:14.660 --> 01:07:16.440
I mean, even higher up than that,
1173
01:07:16.922 --> 01:07:19.160
we diagnose in dentistry
1174
01:07:19.784 --> 01:07:22.040
bucketed into different specialties.
1175
01:07:22.664 --> 01:07:23.900
We diagnose in perio,
1176
01:07:24.000 --> 01:07:25.300
we diagnose in caries,
1177
01:07:25.440 --> 01:07:26.220
we diagnose in...
1178
01:07:26.220 --> 01:07:26.620
It's completely fragmented.
1179
01:07:26.941 --> 01:07:28.820
It's fragmented even at that level
1180
01:07:28.921 --> 01:07:30.920
before you even incorporate the rest of the body.
1181
01:07:31.184 --> 01:07:32.280
We're still having a hard time
1182
01:07:32.422 --> 01:07:34.000
integrating ortho and restorative.
1183
01:07:34.343 --> 01:07:34.800
Yeah, exactly.
1184
01:07:34.800 --> 01:07:35.599
Can you imagine that?
1185
01:07:35.881 --> 01:07:40.400
Like, if you're going to move the teeth and restore the teeth, we better plan this together.
1186
01:07:41.002 --> 01:07:43.419
You still need to convince people about that, right?
1187
01:07:44.060 --> 01:07:48.760
Companies, it was very hard to convince companies about that.
1188
01:07:49.220 --> 01:07:56.520
Your software needs to help us understand the connection between moving teeth and restoring teeth.
1189
01:07:56.740 --> 01:07:58.820
Well, that's what you did with Invisalign and DSD, right?
1190
01:07:59.021 --> 01:08:01.040
So it took us several years, right?
1191
01:08:02.247 --> 01:08:04.720
because companies were already making so much money
1192
01:08:04.901 --> 01:08:07.320
in a fragmented way that they were like, why bother?
1193
01:08:07.523 --> 01:08:07.896
No incentive.
1194
01:08:08.483 --> 01:08:08.900
Why bother?
1195
01:08:10.064 --> 01:08:12.220
And the dentists don't even want this.
1196
01:08:12.501 --> 01:08:12.919
Why bother?
1197
01:08:14.803 --> 01:08:16.880
So this is an ongoing mission
1198
01:08:17.001 --> 01:08:19.720
and was one of the first missions, I would say, from DSD.
1199
01:08:21.402 --> 01:08:24.240
Because I was a technician that fell in love with orthodontics.
1200
01:08:25.254 --> 01:08:25.420
Why?
1201
01:08:26.442 --> 01:08:30.380
Because I started to do wax-ups, diagnostic wax-ups.
1202
01:08:31.042 --> 01:08:38.920
guided by the face i don't care about the mouth first i care about the face first so i start from
1203
01:08:38.980 --> 01:08:45.460
the face and when i do a wax up from the face that nowadays i understand is even more beautiful
1204
01:08:45.620 --> 01:08:51.960
because starting from the face means that you're starting from airway as well yeah very much so
1205
01:08:52.221 --> 01:08:58.520
so starting from the face means that you're starting from what makes sense the end in mind
1206
01:08:58.560 --> 01:09:02.280
and every time I would do a wax up with the end in mind,
1207
01:09:02.561 --> 01:09:04.260
I would look at my wax up and say,
1208
01:09:04.380 --> 01:09:07.000
this is not only restorative.
1209
01:09:09.963 --> 01:09:11.940
How can I convince this restorative dentist
1210
01:09:12.302 --> 01:09:16.040
not to jump ortho, not to skip this,
1211
01:09:16.280 --> 01:09:18.760
not to miss the opportunity, right?
1212
01:09:19.063 --> 01:09:20.677
And that was the beginning of DSD.
1213
01:09:21.902 --> 01:09:24.460
Through the drawings to try to convince people
1214
01:09:24.721 --> 01:09:29.320
about the power of connecting what was fragmented,
1215
01:09:30.712 --> 01:09:31.300
thinking bigger,
1216
01:09:33.841 --> 01:09:35.400
exploring a better option,
1217
01:09:35.540 --> 01:09:38.340
giving ideal a chance, right?
1218
01:09:40.384 --> 01:09:42.560
So we are fragmented.
1219
01:09:45.324 --> 01:09:48.080
So we just need to accept that and fight against it.
1220
01:09:48.584 --> 01:09:50.159
I like to talk about these things
1221
01:09:51.066 --> 01:09:53.160
because I'm repeating this to myself,
1222
01:09:53.422 --> 01:09:55.480
not to get stuck on the comfort zone
1223
01:09:56.143 --> 01:10:00.120
and push myself towards the unknown, right?
1224
01:10:00.220 --> 01:10:03.580
Because we don't know much about what is out there.
1225
01:10:03.760 --> 01:10:04.900
That's why it's so uncomfortable.
1226
01:10:06.202 --> 01:10:09.180
That's why the academic world is so uncomfortable.
1227
01:10:09.560 --> 01:10:13.080
It needs to be, you know, I love the concept,
1228
01:10:13.342 --> 01:10:14.520
evidence-based dentistry.
1229
01:10:16.092 --> 01:10:16.319
Cool.
1230
01:10:18.308 --> 01:10:19.100
But give me a break.
1231
01:10:20.647 --> 01:10:23.680
everything that is evidence-based today
1232
01:10:24.950 --> 01:10:26.260
was not evidence-based
1233
01:10:27.830 --> 01:10:29.380
at a certain point in the recent past.
1234
01:10:29.680 --> 01:10:29.780
Yeah.
1235
01:10:30.306 --> 01:10:30.900
So what the hell?
1236
01:10:31.300 --> 01:10:33.420
It's also not based on today's knowledge.
1237
01:10:33.660 --> 01:10:34.700
It's not based on old knowledge.
1238
01:10:34.721 --> 01:10:35.378
So you need to say,
1239
01:10:35.500 --> 01:10:36.499
this is already proven.
1240
01:10:37.265 --> 01:10:38.299
This is not proven yet.
1241
01:10:38.721 --> 01:10:39.779
But it doesn't mean it's wrong.
1242
01:10:40.606 --> 01:10:41.580
It doesn't mean it's wrong.
1243
01:10:41.640 --> 01:10:42.799
You need to leave some space.
1244
01:10:44.103 --> 01:10:45.220
Don't be so arrogant.
1245
01:10:46.463 --> 01:10:46.776
Right?
1246
01:10:48.285 --> 01:10:52.060
So doing something that is not proven, you need to be aware of it.
1247
01:10:53.184 --> 01:10:54.800
And you need to be honest with the patient.
1248
01:10:55.944 --> 01:10:57.500
But patients are getting smarter and smarter.
1249
01:10:58.322 --> 01:11:01.100
They know how much medicine doesn't know.
1250
01:11:02.103 --> 01:11:03.360
We were talking about this yesterday.
1251
01:11:05.982 --> 01:11:09.260
Medicine and dentistry, when it comes to total health,
1252
01:11:10.461 --> 01:11:13.172
maybe knows 5% of the whole picture.
1253
01:11:16.272 --> 01:11:17.140
and we think we are cool.
1254
01:11:17.280 --> 01:11:18.400
We think we are doctors, right?
1255
01:11:18.780 --> 01:11:21.400
Physicians, they always have an answer.
1256
01:11:21.923 --> 01:11:23.314
But in my humble opinion, 95% of the time,
1257
01:11:24.745 --> 01:11:26.480
they have an answer because they feel pressured
1258
01:11:26.641 --> 01:11:29.340
to give an answer about something that they are not sure,
1259
01:11:29.661 --> 01:11:30.980
that they need to pretend that they are sure.
1260
01:11:33.443 --> 01:11:35.560
And the danger is when they think they are sure,
1261
01:11:35.760 --> 01:11:37.520
when we think we are sure, right?
1262
01:11:38.423 --> 01:11:40.020
Like we see with all the trends, you know,
1263
01:11:40.805 --> 01:11:41.820
if I'm an airway dentist,
1264
01:11:42.021 --> 01:11:43.580
I think that all the problems in the planet
1265
01:11:43.905 --> 01:11:44.840
can be solved through airway.
1266
01:11:45.541 --> 01:11:51.840
If I'm a fanatic TMJ dentist, I think that all the problems in the planet can be solved through the TMJ topic.
1267
01:11:52.741 --> 01:11:53.300
Or occlusion.
1268
01:11:53.420 --> 01:12:00.520
You see crazy people about, oh, my device solves even the war in Gaza with my oral appliance.
1269
01:12:02.125 --> 01:12:03.680
Or now biological dentistry.
1270
01:12:03.841 --> 01:12:04.599
We solve everything.
1271
01:12:05.344 --> 01:12:06.200
Biological dentistry.
1272
01:12:06.441 --> 01:12:07.080
We solve everything.
1273
01:12:07.782 --> 01:12:10.860
Even though they just started, they are in the infancy.
1274
01:12:12.364 --> 01:12:18.960
and then the arrogance of humans right say i found something that has potential it's already
1275
01:12:19.040 --> 01:12:25.120
the answer for everything yeah and that works against the trend because then academic world
1276
01:12:25.240 --> 01:12:30.400
is like you're charlatan you're promising things that you cannot promise so the academic world is
1277
01:12:30.480 --> 01:12:35.578
partially right yeah and there's always a commercial interest somewhere along the line
1278
01:12:36.260 --> 01:12:37.020
Comes the money.
1279
01:12:37.260 --> 01:12:37.370
Yeah.
1280
01:12:37.721 --> 01:12:39.120
And then comes social media.
1281
01:12:39.340 --> 01:12:42.880
You know, I'm becoming an influencer on this topic.
1282
01:12:43.983 --> 01:12:46.860
And then we get blind, stuck in our bubble.
1283
01:12:46.980 --> 01:12:55.220
And then Instagram reinforces your story with fans that without knowing are saying that you are amazing, that your story is the truth.
1284
01:12:55.660 --> 01:12:55.760
Yeah.
1285
01:12:56.484 --> 01:12:58.119
And then you reinforce that.
1286
01:12:58.700 --> 01:13:01.320
Because everyone now is looking for the contrarian view as well.
1287
01:13:01.882 --> 01:13:07.400
it's very much like a modern social media environment where nothing of old can be true
1288
01:13:07.541 --> 01:13:12.440
and everything new must be right you know what i mean because we've seen it now we've seen
1289
01:13:13.041 --> 01:13:20.740
various old frameworks be broken down and proven to be incorrect we now assume that everything that
1290
01:13:20.800 --> 01:13:26.240
was old and is a framework should be broken down and repositioned so it's very difficult for people
1291
01:13:26.361 --> 01:13:28.220
to know what's true and what's false.
1292
01:13:28.561 --> 01:13:31.440
So you need to value the past.
1293
01:13:32.863 --> 01:13:34.760
You need to value what was proven.
1294
01:13:36.082 --> 01:13:39.300
You need to value the mistakes that were done in the past.
1295
01:13:41.909 --> 01:13:43.320
We need to value the conclusions
1296
01:13:44.002 --> 01:13:49.420
that are giving us the most common sense solutions of today.
1297
01:13:50.724 --> 01:13:53.380
But we need to be open about what we don't know.
1298
01:13:54.462 --> 01:14:01.700
we cannot be arrogant about what we know today because we know it's just a little piece of
1299
01:14:01.800 --> 01:14:08.320
reality and basically what i'm saying should be common sense right absolutely it should be common
1300
01:14:08.380 --> 01:14:15.300
sense it's it's it's what we know is just what we know so one of the quotes that uh backs this
1301
01:14:15.380 --> 01:14:20.559
podcast is strong opinions loosely held and i think it's exactly that point it's you need to be
1302
01:14:21.442 --> 01:14:27.340
strong in your opinions you need to be passionate and and have um have some vigor that you put into
1303
01:14:27.500 --> 01:14:33.580
what you're doing but you also need to be able to let it go when new information presents itself
1304
01:14:33.680 --> 01:14:38.940
to you and i think that's where a lot of people i see hang on to that strong opinion
1305
01:14:39.020 --> 01:14:44.120
as if their life depends upon it and they're unwilling to accept it's hard it's hard new
1306
01:14:44.162 --> 01:14:44.660
information.
1307
01:14:47.813 --> 01:14:48.020
Having
1308
01:14:48.161 --> 01:14:50.120
certainty is one of the most stupid
1309
01:14:50.261 --> 01:14:52.159
things for a
1310
01:14:52.220 --> 01:14:53.051
human to have.
1311
01:14:53.112 --> 01:14:53.740
I'm certain.
1312
01:14:55.067 --> 01:14:55.960
When you are certain,
1313
01:14:56.200 --> 01:14:57.999
you're lost already because you
1314
01:14:58.101 --> 01:14:59.100
cannot be certain.
1315
01:15:00.768 --> 01:15:01.078
You cannot
1316
01:15:01.180 --> 01:15:03.013
on a blind
1317
01:15:04.201 --> 01:15:04.443
way.
1318
01:15:05.573 --> 01:15:06.118
You need to be
1319
01:15:06.623 --> 01:15:08.280
confident about your decision,
1320
01:15:09.329 --> 01:15:10.000
knowing that nothing
1321
01:15:10.121 --> 01:15:10.545
is certain.
1322
01:15:11.635 --> 01:15:12.080
You need to be
1323
01:15:12.221 --> 01:15:13.520
ethical about your decision,
1324
01:15:14.724 --> 01:15:19.120
knowing that you can only see partially the topic,
1325
01:15:20.122 --> 01:15:22.740
that there's many blind spots that you don't even know about it.
1326
01:15:24.926 --> 01:15:25.960
So we need to be aware of it.
1327
01:15:27.003 --> 01:15:29.000
So I'm not saying that you shouldn't be confident.
1328
01:15:29.080 --> 01:15:30.260
You need to be very confident.
1329
01:15:31.824 --> 01:15:36.000
When you have enough information to make a decision,
1330
01:15:36.160 --> 01:15:36.820
you need to be confident.
1331
01:15:36.860 --> 01:15:38.120
It's beautiful to be confident,
1332
01:15:38.740 --> 01:15:41.340
but I call it humble confidence
1333
01:15:42.891 --> 01:15:44.220
or confident humbleness.
1334
01:15:45.382 --> 01:15:49.140
That I'm confident because of several factors
1335
01:15:49.825 --> 01:15:51.540
that are giving me this confidence,
1336
01:15:52.163 --> 01:15:56.120
but I know that this confidence is just based on probabilities,
1337
01:15:56.923 --> 01:15:57.580
not certainty.
1338
01:16:00.525 --> 01:16:04.300
I believe that there is probabilities that are bigger enough
1339
01:16:06.489 --> 01:16:09.140
for me to be confident about this path,
1340
01:16:09.803 --> 01:16:13.440
this decision, this treatment, this diagnostics, right?
1341
01:16:14.521 --> 01:16:17.900
This suggestion I'm confident about,
1342
01:16:18.844 --> 01:16:21.460
but I'm not certain about anything.
1343
01:16:22.247 --> 01:16:23.040
We shouldn't be certain.
1344
01:16:24.240 --> 01:16:26.560
Yeah, being comfortable with uncertainty
1345
01:16:27.022 --> 01:16:30.380
is a really challenging position to hold
1346
01:16:30.661 --> 01:16:33.191
and one that I think we should all be striving to get to.
1347
01:16:35.682 --> 01:16:37.240
It's easier to be certain
1348
01:16:37.522 --> 01:16:39.760
because you eliminate so many things, you know.
1349
01:16:40.661 --> 01:16:42.520
We need to be comfortable with uncertainty.
1350
01:16:42.820 --> 01:16:45.680
Yes, that's the beauty of very wise people.
1351
01:16:45.901 --> 01:16:48.280
You talk to very wise people and that's what they are.
1352
01:16:49.161 --> 01:16:51.380
They're comfortable with uncertainty.
1353
01:16:52.240 --> 01:16:54.420
Well, I mean, that comes down to,
1354
01:16:55.123 --> 01:16:56.740
the first thing I think of is a fear of death.
1355
01:16:56.860 --> 01:16:59.020
And I mean, a fear of death is a fear of uncertainty.
1356
01:16:59.260 --> 01:16:59.356
Yes.
1357
01:16:59.661 --> 01:17:00.560
The fear of the unknown.
1358
01:17:02.103 --> 01:17:05.120
And we have to, hopefully with our passage of life,
1359
01:17:05.280 --> 01:17:06.879
we gain the wisdom to accept it.
1360
01:17:07.221 --> 01:17:12.280
acceptance of how much we have no clue about.
1361
01:17:17.014 --> 01:17:17.280
You know,
1362
01:17:18.636 --> 01:17:18.859
that's,
1363
01:17:19.060 --> 01:17:24.977
and I love talking to people that have that humble confidence and calm
1364
01:17:26.762 --> 01:17:32.879
serenity when facing uncertainties and they're just okay with it.
1365
01:17:33.260 --> 01:17:33.466
Right.
1366
01:17:34.684 --> 01:17:35.820
So as health,
1367
01:17:36.127 --> 01:17:36.680
as doctors,
1368
01:17:37.001 --> 01:17:38.319
we don't have to be certain.
1369
01:17:39.920 --> 01:17:45.560
We cannot feel that we need to give an answer to everything.
1370
01:17:48.903 --> 01:17:51.560
And we need to admit that most of the questions,
1371
01:17:51.840 --> 01:17:53.700
we don't know exactly the answer.
1372
01:17:56.405 --> 01:17:58.240
And when we have an answer,
1373
01:17:58.240 --> 01:18:01.800
the answer is based on the things that we know
1374
01:18:02.244 --> 01:18:03.740
that are just a piece of the total.
1375
01:18:05.889 --> 01:18:08.480
and I think it's just beautiful to admit that in front of the patient.
1376
01:18:09.120 --> 01:18:09.200
Yeah.
1377
01:18:09.840 --> 01:18:12.600
The smart patients will deeply appreciate that.
1378
01:18:13.743 --> 01:18:16.120
They will feel more secure.
1379
01:18:16.300 --> 01:18:17.339
You're going to gain their trust.
1380
01:18:18.542 --> 01:18:21.660
And any patients that expect 100% certainty from you
1381
01:18:21.720 --> 01:18:24.479
are the ones that you should probably have some red flags around anyway.
1382
01:18:24.801 --> 01:18:29.980
And then you need to use your communication skills
1383
01:18:30.081 --> 01:18:32.020
to bring them through this situation
1384
01:18:32.847 --> 01:18:34.500
that they understand what we are just saying here.
1385
01:18:34.641 --> 01:18:38.240
You know, I'm not certain,
1386
01:18:40.805 --> 01:18:43.220
but if I communicate well,
1387
01:18:44.445 --> 01:18:45.879
you as a patient will realize
1388
01:18:46.985 --> 01:18:48.855
that the chances that I'm correct
1389
01:18:50.283 --> 01:18:53.039
are bigger than the others that you're looking into.
1390
01:18:54.509 --> 01:18:55.280
It's all about chances.
1391
01:18:55.580 --> 01:18:56.559
It's all about probabilities.
1392
01:18:57.560 --> 01:18:57.697
Yeah.
1393
01:18:59.344 --> 01:19:01.720
And I don't think trust comes from certainty.
1394
01:19:03.866 --> 01:19:08.100
the people that I trust, I don't trust because I know they are certain about X, Y, or Z.
1395
01:19:10.102 --> 01:19:18.900
I trust them because they are aware of how much uncertainty it is around every decision.
1396
01:19:19.265 --> 01:19:20.420
Yeah, that's a really good reframing.
1397
01:19:22.625 --> 01:19:29.360
i'm keen to make sure that we uh tap into your
1398
01:19:31.486 --> 01:19:36.380
framework workflow mind and provide as much value to the listeners as possible in that in that
1399
01:19:36.480 --> 01:19:44.558
execution you mentioned earlier that diagnose plan present are perhaps the areas where we're
1400
01:19:45.340 --> 01:19:47.880
underutilizing technology currently.
1401
01:19:49.782 --> 01:19:55.280
Are we in a position right now to be able to give the listeners any tools that they
1402
01:19:55.340 --> 01:20:02.000
can use straight away in those areas or even maybe ways in which they can improve that
1403
01:20:02.444 --> 01:20:04.100
crucial part of the patient journey?
1404
01:20:04.802 --> 01:20:07.573
So we need to push the industry to develop the tool.
1405
01:20:09.642 --> 01:20:10.500
Technology is ready.
1406
01:20:10.520 --> 01:20:12.476
as I said
1407
01:20:13.041 --> 01:20:15.099
you start to see companies starting to develop
1408
01:20:17.089 --> 01:20:19.460
tools that will help us where we need the most help
1409
01:20:20.168 --> 01:20:21.220
and the question is very simple
1410
01:20:21.342 --> 01:20:22.640
when you see a new technology
1411
01:20:23.908 --> 01:20:25.940
and you're trying to prioritize your investments
1412
01:20:26.991 --> 01:20:27.840
as a practice owner
1413
01:20:29.232 --> 01:20:30.019
my question is
1414
01:20:30.302 --> 01:20:32.399
is this new technology will help me
1415
01:20:32.986 --> 01:20:33.939
where I need the most help
1416
01:20:34.565 --> 01:20:36.139
and in my opinion is
1417
01:20:36.745 --> 01:20:38.079
can this technology help me
1418
01:20:38.705 --> 01:20:40.480
to diagnose, plan, and present.
1419
01:20:41.300 --> 01:20:41.820
Period.
1420
01:20:42.043 --> 01:20:42.579
As simple as that.
1421
01:20:43.561 --> 01:20:45.340
So when a company comes with something new,
1422
01:20:45.500 --> 01:20:47.260
you ask the company person,
1423
01:20:47.622 --> 01:20:50.560
how can this help me diagnose my patient,
1424
01:20:50.760 --> 01:20:55.040
understand the problems of my patient?
1425
01:20:56.044 --> 01:20:57.220
Because that's the most difficult part.
1426
01:21:00.103 --> 01:21:02.660
I have my traditional clinical examinations.
1427
01:21:02.963 --> 01:21:04.359
I take my x-rays.
1428
01:21:05.262 --> 01:21:06.940
I'm starting to use blood tests,
1429
01:21:07.102 --> 01:21:08.319
maybe saliva testing.
1430
01:21:10.104 --> 01:21:12.420
Now I do CBCT sometimes.
1431
01:21:12.981 --> 01:21:17.739
I have jaw tracking to see the movements in TMJ
1432
01:21:18.261 --> 01:21:21.900
and digital perio charting
1433
01:21:22.060 --> 01:21:27.720
and AI helping me to see maybe
1434
01:21:27.821 --> 01:21:30.100
or confirm things that I'm suspicious about.
1435
01:21:31.080 --> 01:21:33.899
How can this new technology that you're presenting to me
1436
01:21:35.385 --> 01:21:39.600
help me even more understanding what is going on with my patient.
1437
01:21:40.860 --> 01:21:44.040
Yeah, I think the diagnosis part of Diagnose, Plan, Present
1438
01:21:44.943 --> 01:21:49.740
is probably where the technology is most advanced currently.
1439
01:21:49.981 --> 01:21:56.120
Obviously, we've got multiple companies providing AI-assisted radiographical diagnosis.
1440
01:21:56.860 --> 01:22:00.999
We've got, as you mentioned, we've got the salivary testing companies now coming in,
1441
01:22:01.542 --> 01:22:04.540
providing us with additional information around the oral microbiome.
1442
01:22:04.705 --> 01:22:04.895
100%.
1443
01:22:05.000 --> 01:22:06.320
People like Oralis.
1444
01:22:06.560 --> 01:22:09.940
I've got Victoria coming in next week for a pod on that.
1445
01:22:11.480 --> 01:22:13.400
Dentog, what's the brand called?
1446
01:22:14.680 --> 01:22:15.158
Dentognostics.
1447
01:22:15.400 --> 01:22:16.280
Dentognostics, that's it.
1448
01:22:16.360 --> 01:22:17.160
They've got systems.
1449
01:22:17.840 --> 01:22:21.080
I've got a blood testing machine in my practice that gives point of care,
1450
01:22:21.220 --> 01:22:22.437
vitamin D, HP1AC.
1451
01:22:23.862 --> 01:22:26.980
I guess it's connecting all of those pieces together that becomes the challenge.
1452
01:22:26.980 --> 01:22:27.639
We're getting tools.
1453
01:22:28.300 --> 01:22:29.719
We're getting more and more tools.
1454
01:22:31.522 --> 01:22:35.200
you know, the topic of body-mouth connection finally became a topic.
1455
01:22:37.302 --> 01:22:39.920
People are like, okay, so the mouth is connected to the body.
1456
01:22:41.525 --> 01:22:42.160
Breaking news.
1457
01:22:42.500 --> 01:22:45.820
Maybe what we do in the mouth has a consequence in the body
1458
01:22:45.941 --> 01:22:49.700
and maybe what is happening in the body has something that we can see in the mouth.
1459
01:22:52.103 --> 01:22:52.940
Finally, right?
1460
01:22:54.521 --> 01:22:57.600
But still, it's just the infancy of this exploration, right?
1461
01:22:58.505 --> 01:23:01.460
We have companies in a fragmented way giving us tools.
1462
01:23:02.781 --> 01:23:07.540
AI is pretty much focused on imaging, reading images, right?
1463
01:23:10.941 --> 01:23:17.620
So there's much to be developed in terms of helping a dentist to connect all the dots, the big picture.
1464
01:23:18.584 --> 01:23:20.580
So I did a clinical examination.
1465
01:23:21.081 --> 01:23:22.400
I made my list of findings.
1466
01:23:23.065 --> 01:23:24.000
I have a CBCT.
1467
01:23:24.162 --> 01:23:24.738
I have saliva.
1468
01:23:25.042 --> 01:23:25.740
I have blood.
1469
01:23:26.947 --> 01:23:29.180
I have AI imaging.
1470
01:23:30.766 --> 01:23:33.100
I have a sleep quality questionnaire.
1471
01:23:35.527 --> 01:23:37.500
I have a TMJ assessment.
1472
01:23:39.223 --> 01:23:44.120
I have the traditional biology, function, structure, aesthetic assessment.
1473
01:23:48.284 --> 01:23:51.480
General systemic health information.
1474
01:23:51.480 --> 01:23:51.602
man
1475
01:23:54.331 --> 01:23:55.440
bringing this all together
1476
01:23:55.622 --> 01:23:57.019
and getting into some conclusions
1477
01:23:57.100 --> 01:23:57.627
it's hard
1478
01:23:59.269 --> 01:23:59.980
so many variables
1479
01:23:59.980 --> 01:24:00.999
so many unknowns
1480
01:24:01.785 --> 01:24:03.999
the saliva testing is giving you
1481
01:24:05.216 --> 01:24:05.500
something
1482
01:24:06.105 --> 01:24:08.180
and giving you a little script
1483
01:24:08.301 --> 01:24:09.819
of what that little something means
1484
01:24:11.374 --> 01:24:11.979
but blood test
1485
01:24:12.224 --> 01:24:12.980
is another something
1486
01:24:13.202 --> 01:24:15.800
and whatever you're seeing on the CBCT is another something
1487
01:24:17.375 --> 01:24:17.799
we're lost
1488
01:24:19.073 --> 01:24:19.619
I can tell you
1489
01:24:20.846 --> 01:24:23.220
even the people that say no, they are lost.
1490
01:24:24.322 --> 01:24:28.560
The best biological, integrative, functional dentists
1491
01:24:28.924 --> 01:24:30.480
are pretending they are not lost,
1492
01:24:30.580 --> 01:24:33.400
but they are lost with all this information.
1493
01:24:33.920 --> 01:24:35.520
Yeah, they're making the best decisions they can
1494
01:24:35.601 --> 01:24:36.720
with the information they have.
1495
01:24:36.800 --> 01:24:39.300
But to say that I have everything under control,
1496
01:24:39.943 --> 01:24:41.132
it's a lie, right?
1497
01:24:42.320 --> 01:24:46.279
Because we just started to talk about all these things yesterday, right?
1498
01:24:47.101 --> 01:24:49.100
And everybody says something different.
1499
01:24:50.524 --> 01:24:53.720
oh if you see this you need to do that if you see that you need to do this
1500
01:24:54.863 --> 01:25:01.000
and then the problem is that we pick one thing that we like of all these diagnostic
1501
01:25:04.006 --> 01:25:10.540
worlds that i just mentioned we pick something that we like and we deep dive in that and then
1502
01:25:10.660 --> 01:25:17.160
we kind of forget the rest do you not think that's kind of the way we've been trained
1503
01:25:17.541 --> 01:25:23.920
slash the narrative that is in our profession that like i like being what i would define as a super
1504
01:25:23.980 --> 01:25:32.480
gdp uh i like to have a breadth of knowledge but do you potentially by by doing that and by trying
1505
01:25:32.640 --> 01:25:39.440
to stay broad become a jack of all trades master of none whereas the counter to that is what you're
1506
01:25:39.440 --> 01:25:44.820
describing which is i'm an airway dentist and all i look at is airway which is the wrong way to do
1507
01:25:44.820 --> 01:25:49.380
it right we should be looking at the whole picture so who's the that's the problem who's the right
1508
01:25:49.420 --> 01:25:55.660
person to do over we super value the super specialist and we undervalue the super generalist
1509
01:25:56.441 --> 01:26:06.540
dentistry is desperately needing super generalists health care like the old school family physician
1510
01:26:07.592 --> 01:26:08.239
100 years ago
1511
01:26:09.770 --> 01:26:11.119
was doing a better job
1512
01:26:11.665 --> 01:26:13.019
understanding the human being
1513
01:26:13.708 --> 01:26:14.680
than the super specialist
1514
01:26:15.105 --> 01:26:16.340
with all the technology today.
1515
01:26:18.987 --> 01:26:20.040
For me, that is very clear.
1516
01:26:20.140 --> 01:26:20.938
And if you go back
1517
01:26:21.868 --> 01:26:22.151
3,000 years,
1518
01:26:23.481 --> 01:26:26.360
ancient Chinese medicine,
1519
01:26:27.872 --> 01:26:28.900
they were doing a better job
1520
01:26:29.745 --> 01:26:30.610
than 99% of the best physicians
1521
01:26:32.544 --> 01:26:33.400
in the best hospital
1522
01:26:33.502 --> 01:26:34.680
in the best countries in the world.
1523
01:26:35.584 --> 01:26:35.880
In what way?
1524
01:26:36.801 --> 01:26:40.240
Because they were not biased towards one thing.
1525
01:26:41.121 --> 01:26:43.740
They were first connecting to the human.
1526
01:26:44.420 --> 01:26:47.060
Second, they were following that human since baby.
1527
01:26:49.344 --> 01:26:51.200
I've been your doctor for 40 years.
1528
01:26:52.124 --> 01:26:53.420
Because that's the way it used to be.
1529
01:26:53.621 --> 01:26:58.239
So the original bespoke medicine, in essence, based on the individual, not the mass.
1530
01:26:58.580 --> 01:27:05.440
And I have things that I don't even know how to explain about how I understand who you are as a patient.
1531
01:27:05.540 --> 01:27:08.720
I saw you, I was there when you were born
1532
01:27:09.892 --> 01:27:10.559
you grew up
1533
01:27:11.166 --> 01:27:12.259
you're an adult now
1534
01:27:12.928 --> 01:27:13.739
and I know you
1535
01:27:14.989 --> 01:27:16.219
there's no way we can beat that
1536
01:27:16.490 --> 01:27:16.660
right?
1537
01:27:18.021 --> 01:27:19.439
there's things that's hard to explain
1538
01:27:20.185 --> 01:27:22.320
then the way in the old days
1539
01:27:22.644 --> 01:27:24.120
they had this broad perspective
1540
01:27:24.505 --> 01:27:25.538
there was no specialty
1541
01:27:26.105 --> 01:27:27.279
the specialty was health
1542
01:27:28.307 --> 01:27:30.220
I'm gonna help you, I'm gonna try to help you be
1543
01:27:30.364 --> 01:27:30.879
healthy
1544
01:27:32.095 --> 01:27:32.419
that's it
1545
01:27:35.378 --> 01:27:35.660
then
1546
01:27:36.988 --> 01:27:38.940
nowadays we are super specialists
1547
01:27:39.162 --> 01:27:41.059
that means that we are very good
1548
01:27:42.656 --> 01:27:43.040
treating
1549
01:27:44.452 --> 01:27:45.380
extreme situations
1550
01:27:45.946 --> 01:27:47.300
that's where medicine really
1551
01:27:47.911 --> 01:27:48.299
thrives
1552
01:27:49.306 --> 01:27:51.520
and where we shine in dentistry as well
1553
01:27:52.991 --> 01:27:54.220
you got into a car accident
1554
01:27:55.026 --> 01:27:56.760
you lost teeth, bone, everything
1555
01:27:57.708 --> 01:27:59.080
dentistry shines there
1556
01:28:00.813 --> 01:28:01.740
we can reconstruct
1557
01:28:02.588 --> 01:28:03.900
we can solve
1558
01:28:04.061 --> 01:28:05.980
emergential problems, extreme
1559
01:28:06.162 --> 01:28:07.337
problems, right?
1560
01:28:08.622 --> 01:28:09.880
Medicine and dentistry
1561
01:28:10.104 --> 01:28:11.099
are very good at that.
1562
01:28:12.021 --> 01:28:14.160
Because it doesn't require really a diagnosis.
1563
01:28:14.560 --> 01:28:14.884
No, it's
1564
01:28:16.262 --> 01:28:17.394
the problem is clear.
1565
01:28:17.475 --> 01:28:17.880
It's back to
1566
01:28:17.940 --> 01:28:18.510
point five.
1567
01:28:18.531 --> 01:28:19.080
It's execution.
1568
01:28:19.220 --> 01:28:19.965
It's technique.
1569
01:28:19.986 --> 01:28:20.308
We can do
1570
01:28:22.101 --> 01:28:22.304
that.
1571
01:28:22.508 --> 01:28:23.200
We can do that.
1572
01:28:24.404 --> 01:28:25.820
But when we talk about prevention,
1573
01:28:26.503 --> 01:28:27.620
when we talk about longevity,
1574
01:28:28.481 --> 01:28:30.340
when we talk about chronic disease,
1575
01:28:31.085 --> 01:28:33.060
when we talk about issues that are not clear,
1576
01:28:34.101 --> 01:28:35.340
issues that are just there
1577
01:28:35.562 --> 01:28:37.280
slightly bothering that human being,
1578
01:28:37.720 --> 01:28:41.180
issues that will take 10, 15 years of your life
1579
01:28:41.262 --> 01:28:42.179
at the end of your life,
1580
01:28:42.723 --> 01:28:43.760
little by little,
1581
01:28:45.043 --> 01:28:47.280
things that will harm the quality of living
1582
01:28:47.644 --> 01:28:49.040
on the last 10 years of your life.
1583
01:28:50.343 --> 01:28:52.060
These things, we are not good.
1584
01:28:52.820 --> 01:28:57.200
Yeah, it's the sort of 10% bone loss every 10 years
1585
01:28:57.622 --> 01:29:00.339
that we let it creep up on us.
1586
01:29:00.860 --> 01:29:01.780
Connections into the whole.
1587
01:29:02.380 --> 01:29:03.448
So for me,
1588
01:29:07.703 --> 01:29:10.900
you have dentists doing simple dentistry.
1589
01:29:14.091 --> 01:29:15.820
The GP, the general practitioner,
1590
01:29:16.302 --> 01:29:17.379
is doing simple things
1591
01:29:17.722 --> 01:29:20.380
and the super specialist is doing the complicated things.
1592
01:29:21.563 --> 01:29:23.520
That's why we overvalue the super specialist.
1593
01:29:24.241 --> 01:29:26.060
But for me, above the super specialist
1594
01:29:26.324 --> 01:29:27.440
is the super generalist.
1595
01:29:27.560 --> 01:29:29.260
So you have generalist, specialist,
1596
01:29:29.742 --> 01:29:30.720
and the super generalist.
1597
01:29:31.486 --> 01:29:32.560
The super diagnostician.
1598
01:29:33.062 --> 01:29:33.940
The big picture doctor.
1599
01:29:34.220 --> 01:29:34.780
That's the term, isn't it?
1600
01:29:34.920 --> 01:29:35.336
Diagnostician.
1601
01:29:35.822 --> 01:29:38.020
The big picture doctor, right?
1602
01:29:38.843 --> 01:29:41.520
The one that knows a little bit about everything.
1603
01:29:42.283 --> 01:29:45.160
The one that follows the patient long term.
1604
01:29:46.443 --> 01:29:48.780
The one that is not biased.
1605
01:29:50.822 --> 01:29:52.820
The one that can be a super specialist
1606
01:29:53.003 --> 01:29:54.039
in one of the topics.
1607
01:29:55.512 --> 01:29:56.400
but every time
1608
01:29:57.629 --> 01:29:58.900
this doctor is seeing a new patient
1609
01:29:59.102 --> 01:30:00.820
he's taking his super specialist hat off
1610
01:30:00.901 --> 01:30:02.419
and putting his super generalist
1611
01:30:02.662 --> 01:30:04.259
his super diagnostician hat on
1612
01:30:05.047 --> 01:30:06.359
and unbiasedly
1613
01:30:07.246 --> 01:30:09.180
doing a comprehensive exploration
1614
01:30:10.350 --> 01:30:11.420
a big picture exploration
1615
01:30:11.666 --> 01:30:12.180
and then
1616
01:30:12.646 --> 01:30:13.720
the super generalist
1617
01:30:13.881 --> 01:30:15.720
is the one that needs to activate
1618
01:30:16.450 --> 01:30:17.220
the super specialist
1619
01:30:18.431 --> 01:30:19.420
the super specialist
1620
01:30:20.188 --> 01:30:21.400
need a quarterback
1621
01:30:21.441 --> 01:30:22.900
a leader
1622
01:30:23.355 --> 01:30:23.500
yeah
1623
01:30:24.348 --> 01:30:25.520
the super diagnostician.
1624
01:30:26.644 --> 01:30:28.420
And that is what is missing
1625
01:30:29.314 --> 01:30:29.680
in medicine
1626
01:30:30.571 --> 01:30:31.260
and in dentistry.
1627
01:30:32.747 --> 01:30:33.499
So how does one
1628
01:30:35.171 --> 01:30:36.380
get themselves to become
1629
01:30:36.502 --> 01:30:37.720
a super diagnostician?
1630
01:30:38.181 --> 01:30:39.600
First, you need to love this topic.
1631
01:30:40.447 --> 01:30:41.520
If you're listening to us,
1632
01:30:41.580 --> 01:30:42.420
you need to be listening,
1633
01:30:42.700 --> 01:30:43.879
getting goosebumps about it.
1634
01:30:45.384 --> 01:30:47.040
Like, damn, that's my art.
1635
01:30:47.827 --> 01:30:48.560
That's what I want to do
1636
01:30:48.641 --> 01:30:49.999
and the market is begging for it.
1637
01:30:51.224 --> 01:30:53.160
And smart patients
1638
01:30:53.530 --> 01:30:53.858
love it.
1639
01:30:55.603 --> 01:30:57.320
The good patients, they love this.
1640
01:30:58.025 --> 01:30:59.140
If you put a patient in front of me
1641
01:30:59.200 --> 01:31:00.960
and you give me five minutes to explain this,
1642
01:31:01.040 --> 01:31:03.140
there's absolutely no patient in the world
1643
01:31:03.727 --> 01:31:04.719
that will not agree with it
1644
01:31:05.389 --> 01:31:06.060
and not want it.
1645
01:31:07.763 --> 01:31:09.180
I'm desperately trying
1646
01:31:09.261 --> 01:31:10.579
to find these dentists.
1647
01:31:11.620 --> 01:31:11.700
Right?
1648
01:31:13.544 --> 01:31:14.938
So first thing, you need to love it.
1649
01:31:17.263 --> 01:31:18.260
Because it's a mission.
1650
01:31:19.163 --> 01:31:20.193
It's a purpose in life.
1651
01:31:20.294 --> 01:31:20.899
It's something that
1652
01:31:21.648 --> 01:31:22.760
you need to really embrace.
1653
01:31:23.021 --> 01:31:26.740
Second, you need to identify your biases.
1654
01:31:27.862 --> 01:31:30.820
That means the things that you love doing the most in dentistry.
1655
01:31:32.562 --> 01:31:36.320
The specialties, the techniques, the areas of dentistry that you like,
1656
01:31:36.380 --> 01:31:37.660
and you need to put it aside.
1657
01:31:38.480 --> 01:31:43.840
Say, I'm still want to do this, but after.
1658
01:31:45.442 --> 01:31:48.400
And I need to know the moment that I want to be the super specialist.
1659
01:31:49.844 --> 01:31:55.780
and super specialist, I don't mean only the traditional endo, perio, orto, surgery specialist.
1660
01:31:56.181 --> 01:31:59.320
Anything that you do very well, you become a super specialist on that.
1661
01:31:59.864 --> 01:32:00.960
You need to put that aside.
1662
01:32:01.822 --> 01:32:05.980
And you need to perform the exploration phase, putting that aside.
1663
01:32:07.482 --> 01:32:12.000
And then you need to be very smart reinventing your first appointment.
1664
01:32:13.142 --> 01:32:24.320
You need to be very smart picking just enough from each specialty to generate this amazing new gold standard of first appointment that is a complete exploration.
1665
01:32:25.881 --> 01:32:35.740
And the challenge of this is because you need to learn from specialists just enough to bring just enough to your super exploration first appointment.
1666
01:32:37.163 --> 01:32:46.380
And the challenge is that as you go to the specialist and you say, I need to learn from you just enough, they will try to convince you to be a super specialist.
1667
01:32:47.001 --> 01:32:50.820
Because super specialists think that their specialty can solve all the problems of the world.
1668
01:32:52.242 --> 01:32:55.180
And you need to be strong enough to say, look, calm down.
1669
01:32:55.984 --> 01:32:57.180
This is too much information.
1670
01:32:58.287 --> 01:32:59.020
I don't want to be you.
1671
01:32:59.585 --> 01:33:00.319
I already have you.
1672
01:33:01.586 --> 01:33:02.559
I want to refer to you.
1673
01:33:04.447 --> 01:33:08.080
so you just need to give me enough because i only have one hour an hour and a half first appointment
1674
01:33:08.582 --> 01:33:14.480
and maybe one hour second appointment to present the ideas and i cannot spend eight hours with my
1675
01:33:14.520 --> 01:33:20.920
patient i need to be smart and i need to condense and i need to filter to have the most effective
1676
01:33:21.081 --> 01:33:27.100
efficient first appointment possible that allows me to explore explore the whole so you love airway
1677
01:33:27.341 --> 01:33:32.280
and you're telling me to do a questionnaire that will take a half an hour just about airway
1678
01:33:33.083 --> 01:33:37.700
but area is not everything and if i do all i need is to raise the yellow flag
1679
01:33:38.763 --> 01:33:43.640
and if i find that area is actually the main issue or one of the issues i will activate you
1680
01:33:44.822 --> 01:33:52.900
and i will bring you into the game and then you can deep dive in this because i saw the yellow flag
1681
01:33:53.782 --> 01:34:01.820
right and then we need to do that with airway tmj chronic pain systemic issues aesthetics biology
1682
01:34:02.061 --> 01:34:09.920
function uh structure we need to do that with uh saliva testing blood testing you know we need we
1683
01:34:09.940 --> 01:34:19.160
need uh to to understand the whole as much as we can yeah see the whole field and so
1684
01:34:20.766 --> 01:34:24.280
immediately when you say that i do get goosebumps about that sort of thing because i think that is
1685
01:34:24.320 --> 01:34:31.500
exactly me um but my first concern i guess comes as a realist in terms of
1686
01:34:34.007 --> 01:34:38.620
the business side of dentistry and again this comes down to communication i think but if you're
1687
01:34:38.660 --> 01:34:49.940
going to do this super exploration um patients or potential patients will potentially before they
1688
01:34:50.020 --> 01:34:57.900
meet you view that as a dental exam and they'll compare it against other dental exams and then
1689
01:34:57.980 --> 01:35:06.919
they'll see that your dental exam as they see it costs 300 pounds 300 euros whatever 300 dollars
1690
01:35:07.860 --> 01:35:17.620
um because it's so much more um have you seen this done really well in terms of the communication
1691
01:35:17.741 --> 01:35:21.620
because something i'm redoing my website at the moment and something i've really struggled with
1692
01:35:22.482 --> 01:35:30.480
is knowing how to term what we're talking about here like is it biological dentistry is it
1693
01:35:30.580 --> 01:35:36.720
longevity dentistry is it the mouth body connection is it dental optimization and yeah
1694
01:35:36.820 --> 01:35:41.440
preventative dentistry i don't know what to call it yeah i know it's in there i know it's
1695
01:35:42.443 --> 01:35:48.140
like the as we were discussing last night the peter attia version of dentistry that i want
1696
01:35:48.461 --> 01:35:54.240
for myself and i want it for my patients but how do we how do we frame it for the patient
1697
01:35:54.441 --> 01:35:58.400
in a way they understand so a couple things that's a great question um
1698
01:36:02.329 --> 01:36:07.140
the first thing is that all these names unfortunately already have a negative stigma
1699
01:36:07.526 --> 01:36:08.380
coming with it, right?
1700
01:36:09.262 --> 01:36:11.480
Because all the opportunistic charlatans
1701
01:36:11.722 --> 01:36:14.020
and people taking advantage of all these trends
1702
01:36:14.142 --> 01:36:15.200
and saying that what they have
1703
01:36:15.261 --> 01:36:16.420
is the solution for everything.
1704
01:36:17.624 --> 01:36:18.719
People getting skeptical,
1705
01:36:18.940 --> 01:36:22.260
the academic world saying that this is BS
1706
01:36:22.401 --> 01:36:25.600
and so on with a certain level of reason.
1707
01:36:27.165 --> 01:36:28.680
So we need to be very careful with names.
1708
01:36:28.801 --> 01:36:29.539
At the end of the day,
1709
01:36:30.505 --> 01:36:31.880
for me, this is dentistry.
1710
01:36:33.063 --> 01:36:35.260
We should call it dentistry
1711
01:36:35.683 --> 01:36:38.200
done by an oral physician.
1712
01:36:40.265 --> 01:36:41.720
So I'm upgrading myself
1713
01:36:41.984 --> 01:36:43.120
from being just a dentist
1714
01:36:43.201 --> 01:36:44.500
to an oral physician
1715
01:36:45.149 --> 01:36:45.960
because that's the way
1716
01:36:46.263 --> 01:36:47.960
modern dentistry should be done.
1717
01:36:49.600 --> 01:36:49.680
Okay?
1718
01:36:52.725 --> 01:36:54.219
The best way to frame it
1719
01:36:54.300 --> 01:36:56.539
since you mentioned Peter Attia for me
1720
01:36:57.384 --> 01:37:00.560
and the way I explain it
1721
01:37:00.661 --> 01:37:02.780
in a way that I see the reaction of people like,
1722
01:37:03.400 --> 01:37:04.378
wow, this is it.
1723
01:37:05.661 --> 01:37:12.440
It's like if you choose me as your dentist, you're not choosing me for a treatment.
1724
01:37:13.744 --> 01:37:15.120
You're choosing me for a lifetime.
1725
01:37:17.345 --> 01:37:18.500
It's a forever partnership.
1726
01:37:18.701 --> 01:37:19.319
That's number one.
1727
01:37:21.401 --> 01:37:26.860
It's the same way that when you find your best physician, and we were talking yesterday,
1728
01:37:27.905 --> 01:37:30.220
we are both trying to find our Peter Attia.
1729
01:37:30.360 --> 01:37:31.420
There are not many out there.
1730
01:37:31.481 --> 01:37:33.540
a lot of podcasts and people talking
1731
01:37:33.702 --> 01:37:35.219
and then you go to see them
1732
01:37:35.825 --> 01:37:36.673
and you see them, right?
1733
01:37:37.740 --> 01:37:38.280
Blah, blah, blah.
1734
01:37:39.589 --> 01:37:39.675
So,
1735
01:37:43.213 --> 01:37:44.260
I'm that dentist for you.
1736
01:37:45.260 --> 01:37:45.377
Okay?
1737
01:37:46.402 --> 01:37:47.960
And the best way to explain
1738
01:37:48.786 --> 01:37:50.620
the difference of this dentistry
1739
01:37:51.434 --> 01:37:51.718
is that
1740
01:37:53.995 --> 01:37:54.720
as a dentist,
1741
01:37:55.730 --> 01:37:56.480
I'm focused
1742
01:37:57.405 --> 01:38:00.180
on the impact of our decisions today
1743
01:38:00.987 --> 01:38:02.320
on the last 10 years of your life.
1744
01:38:05.092 --> 01:38:05.280
Period.
1745
01:38:07.926 --> 01:38:08.700
We're all going to die.
1746
01:38:09.648 --> 01:38:10.240
We don't know when.
1747
01:38:11.823 --> 01:38:14.080
You don't know when you're going to enter your last decade.
1748
01:38:16.165 --> 01:38:17.095
If you're going to live until 105,
1749
01:38:18.144 --> 01:38:18.673
when you hit 95,
1750
01:38:20.262 --> 01:38:22.040
the clock is going to start ticking
1751
01:38:22.426 --> 01:38:23.400
without you even knowing
1752
01:38:25.072 --> 01:38:26.100
how you're going to live
1753
01:38:26.564 --> 01:38:28.240
those last 10 years of your life.
1754
01:38:29.551 --> 01:38:30.620
this became my motto
1755
01:38:31.127 --> 01:38:32.120
on every decision
1756
01:38:32.242 --> 01:38:33.099
that I make today
1757
01:38:34.515 --> 01:38:34.980
professional
1758
01:38:35.529 --> 01:38:36.120
psychological
1759
01:38:37.110 --> 01:38:38.100
physical decisions
1760
01:38:38.243 --> 01:38:39.080
that I make today
1761
01:38:39.181 --> 01:38:40.780
that for me was the biggest lesson
1762
01:38:41.229 --> 01:38:41.720
aha moment
1763
01:38:44.134 --> 01:38:45.260
so when I'm having
1764
01:38:45.341 --> 01:38:46.377
a glass of wine
1765
01:38:46.683 --> 01:38:47.120
with a friend
1766
01:38:47.181 --> 01:38:48.120
like we did yesterday
1767
01:38:48.609 --> 01:38:49.180
I'm thinking about
1768
01:38:49.200 --> 01:38:50.400
the last 10 years of my life
1769
01:38:50.542 --> 01:38:51.880
and I'm consciously saying
1770
01:38:52.144 --> 01:38:53.179
this is gonna help me
1771
01:38:55.312 --> 01:38:56.720
this was a great evening
1772
01:38:57.191 --> 01:38:57.436
and I'm
1773
01:38:58.301 --> 01:38:59.779
embracing that glass of wine.
1774
01:39:00.990 --> 01:39:01.420
And the whiskey.
1775
01:39:01.984 --> 01:39:02.460
And the whiskey.
1776
01:39:03.448 --> 01:39:04.180
And the limoncello.
1777
01:39:05.380 --> 01:39:05.480
Okay?
1778
01:39:07.923 --> 01:39:10.940
And dentistry has a huge impact.
1779
01:39:11.340 --> 01:39:16.020
Huge, huge, but just insanely huge impact
1780
01:39:17.427 --> 01:39:19.980
on the quality of living of your last 10 years of your life.
1781
01:39:20.081 --> 01:39:20.471
Yeah, 100%.
1782
01:39:20.861 --> 01:39:21.560
Like huge.
1783
01:39:23.341 --> 01:39:26.440
So now, patient, you can choose.
1784
01:39:27.644 --> 01:39:33.020
dentists that don't even they never even thought about it and they with the best intentions even
1785
01:39:33.220 --> 01:39:41.080
ethical dentists great clinicians that don't think about consciously intentionally about the impact
1786
01:39:41.361 --> 01:39:49.620
of their decisions on the last 10 years of your life i do yeah i love that that's brilliant so
1787
01:39:51.273 --> 01:39:52.200
I'm saying this to myself
1788
01:39:52.585 --> 01:39:53.620
that's the dentist I want
1789
01:39:55.354 --> 01:39:56.000
every decision
1790
01:39:57.310 --> 01:39:58.480
aligners or no aligners
1791
01:39:58.480 --> 01:40:00.140
it's not about aligning your teeth
1792
01:40:00.201 --> 01:40:01.760
so you look better in six months
1793
01:40:01.922 --> 01:40:03.236
come on I'm going to live until 105
1794
01:40:05.353 --> 01:40:06.240
maybe that is good
1795
01:40:06.342 --> 01:40:07.238
for me as well
1796
01:40:08.050 --> 01:40:08.720
into the future
1797
01:40:10.374 --> 01:40:11.100
doing veneers
1798
01:40:12.430 --> 01:40:13.720
everything changes the perspective
1799
01:40:13.825 --> 01:40:14.057
you know
1800
01:40:16.371 --> 01:40:18.040
I know and Peter Atia
1801
01:40:18.184 --> 01:40:18.720
makes that question.
1802
01:40:18.821 --> 01:40:19.479
How do you want to live
1803
01:40:19.520 --> 01:40:20.128
your last 10 years?
1804
01:40:21.180 --> 01:40:21.620
How do you want to,
1805
01:40:21.640 --> 01:40:22.179
what do you want to do?
1806
01:40:23.263 --> 01:40:24.520
What do you want to continue
1807
01:40:24.664 --> 01:40:25.200
to be doing,
1808
01:40:26.042 --> 01:40:26.820
be able to do?
1809
01:40:28.485 --> 01:40:29.520
And then connect with dentistry.
1810
01:40:31.100 --> 01:40:31.619
Extracting a,
1811
01:40:32.750 --> 01:40:33.680
extracting a tooth
1812
01:40:33.761 --> 01:40:35.560
that is kind of compromised.
1813
01:40:36.866 --> 01:40:37.480
Go study
1814
01:40:38.532 --> 01:40:39.160
the impact
1815
01:40:40.931 --> 01:40:42.300
of extracting teeth long term.
1816
01:40:44.081 --> 01:40:45.160
Mentally, psychologically,
1817
01:40:45.640 --> 01:40:46.600
and physiologically,
1818
01:40:47.200 --> 01:40:47.300
systemically,
1819
01:40:48.684 --> 01:40:51.480
the impact of not having teeth in the mouth,
1820
01:40:52.020 --> 01:40:52.880
doing an all-in-four,
1821
01:40:55.011 --> 01:40:56.080
we don't talk about it enough.
1822
01:40:57.064 --> 01:40:58.060
There's science proven
1823
01:40:58.705 --> 01:41:00.620
that when you don't have teeth in your mouth,
1824
01:41:01.384 --> 01:41:03.300
it's not only about aesthetics or function,
1825
01:41:03.940 --> 01:41:07.460
bite, the superficial diagnostics that we do, right?
1826
01:41:07.840 --> 01:41:08.720
No, bite is good.
1827
01:41:10.220 --> 01:41:10.959
Aesthetics is good.
1828
01:41:12.461 --> 01:41:13.840
Implants are integrated.
1829
01:41:14.610 --> 01:41:15.020
That's all.
1830
01:41:15.646 --> 01:41:15.878
Success.
1831
01:41:16.711 --> 01:41:17.320
That's success.
1832
01:41:17.922 --> 01:41:22.780
the proprioception, the psychological impact of not having teeth,
1833
01:41:22.860 --> 01:41:24.480
the connections with dementia,
1834
01:41:25.380 --> 01:41:28.500
and speeding up so many processes in your body,
1835
01:41:28.681 --> 01:41:33.300
plus chronical issues that can happen when you have extractions
1836
01:41:33.340 --> 01:41:35.860
and when you have implants and when you have metal in your body.
1837
01:41:36.924 --> 01:41:38.054
You're going to deny that?
1838
01:41:38.780 --> 01:41:41.700
You're going to say that implants are amazing?
1839
01:41:43.825 --> 01:41:48.314
and you see suddenly that if your kid is 20 and loses a tooth
1840
01:41:50.980 --> 01:41:54.020
and you see dentists that are placing implants on everybody's mouth,
1841
01:41:55.280 --> 01:41:57.760
say, oh, my son needs an implant.
1842
01:41:59.042 --> 01:42:00.851
And for the first time you see them hesitating.
1843
01:42:03.040 --> 01:42:04.660
Like maybe, you know what?
1844
01:42:06.004 --> 01:42:07.280
I'm going to do a three-unit bridge.
1845
01:42:09.789 --> 01:42:10.160
Damn it.
1846
01:42:10.646 --> 01:42:11.900
Like, really?
1847
01:42:12.343 --> 01:42:13.360
You're the implant guy?
1848
01:42:14.702 --> 01:42:18.800
And you're going to make a crown with a cantilever on your son?
1849
01:42:20.262 --> 01:42:22.680
Because you're not sure.
1850
01:42:24.005 --> 01:42:25.640
But with the patients, you're sure.
1851
01:42:26.987 --> 01:42:27.540
You know what I mean?
1852
01:42:27.841 --> 01:42:28.380
Yeah, absolutely.
1853
01:42:28.660 --> 01:42:28.749
Hmm.
1854
01:42:29.902 --> 01:42:30.520
Find interesting.
1855
01:42:32.800 --> 01:42:38.238
So, because our son is 20, 25,
1856
01:42:40.321 --> 01:42:42.873
And our son is going to live until 105, 10, 15, whatever.
1857
01:42:45.704 --> 01:42:47.180
And you start to think, oh, God damn it.
1858
01:42:47.260 --> 01:42:55.600
This decision now will have an 80 to 90 year impact in this person.
1859
01:42:55.680 --> 01:42:56.580
That is my son.
1860
01:42:58.365 --> 01:42:59.580
Let me think a little bit more.
1861
01:43:01.402 --> 01:43:03.520
That's the type of dentist that I want to become.
1862
01:43:07.012 --> 01:43:07.180
Yeah.
1863
01:43:07.442 --> 01:43:10.440
And then it comes down to working with whatever the latest information is.
1864
01:43:10.620 --> 01:43:22.620
Because when you say that, my immediate mind goes to my dad, actually, who is a dentist as well, and how he's always been of the ethos of save this tooth until it's dying day.
1865
01:43:23.281 --> 01:43:24.540
Keep it going no matter what.
1866
01:43:25.081 --> 01:43:40.020
And I've seen many young associates come through over the years who practice defensively and they will view the prognosis of a tooth to be unrestorable at two or three degrees earlier than my dad would have done.
1867
01:43:40.480 --> 01:43:40.626
100%.
1868
01:43:41.501 --> 01:43:52.100
Then the counterbalance to that is obviously the more modern biological dentist view around root treatment and the chronic connection between that.
1869
01:43:52.140 --> 01:43:54.360
And so it's hard for people, isn't it?
1870
01:43:54.461 --> 01:43:57.420
to know what to do the best that they can
1871
01:43:57.521 --> 01:43:58.540
with the information they have.
1872
01:43:58.761 --> 01:44:01.760
I think that the test, the ethical test here is like,
1873
01:44:03.086 --> 01:44:04.680
I'm not saying what is right and what is wrong.
1874
01:44:05.603 --> 01:44:07.820
And I'm saying that at the moment we think about treating
1875
01:44:07.982 --> 01:44:09.016
when a patient is 40, 50,
1876
01:44:10.264 --> 01:44:12.857
and we think about this human being at 105,
1877
01:44:14.748 --> 01:44:16.020
and we just stop for a few minutes
1878
01:44:16.122 --> 01:44:17.120
and think about our decision.
1879
01:44:17.260 --> 01:44:18.119
It's already great.
1880
01:44:18.500 --> 01:44:19.380
Just this exploration.
1881
01:44:20.222 --> 01:44:22.719
Second exploration, if this was my son,
1882
01:44:24.724 --> 01:44:25.940
Amazing exploration as well.
1883
01:44:26.620 --> 01:44:28.119
So you get out of the auto mode.
1884
01:44:29.922 --> 01:44:32.840
You get out of the, that's what I've been doing, so it's fine.
1885
01:44:32.940 --> 01:44:33.440
It's ethical.
1886
01:44:33.842 --> 01:44:34.620
Ethical enough.
1887
01:44:34.941 --> 01:44:35.419
There's the bone.
1888
01:44:35.580 --> 01:44:36.140
There's the hole.
1889
01:44:36.523 --> 01:44:37.380
There goes the implant.
1890
01:44:37.580 --> 01:44:51.060
So the other thing that I think needs to be said, very controversial, is aesthetics shouldn't be a priority.
1891
01:44:53.974 --> 01:44:55.320
for some reason
1892
01:44:55.827 --> 01:44:56.740
modern society
1893
01:44:57.124 --> 01:44:58.520
had completely distorted
1894
01:44:58.883 --> 01:45:00.740
the meaning of aesthetics
1895
01:45:01.930 --> 01:45:03.080
we destroyed
1896
01:45:03.181 --> 01:45:04.540
the concept
1897
01:45:05.430 --> 01:45:06.240
of natural beauty
1898
01:45:08.437 --> 01:45:08.880
unfortunately
1899
01:45:10.011 --> 01:45:10.900
an aesthetic dentistry
1900
01:45:11.164 --> 01:45:12.178
is one of the
1901
01:45:12.948 --> 01:45:13.880
professions to blame
1902
01:45:14.625 --> 01:45:15.512
plastic surgery as well
1903
01:45:18.291 --> 01:45:19.560
the immediate satisfaction
1904
01:45:19.865 --> 01:45:20.760
of perfection
1905
01:45:21.485 --> 01:45:23.920
as if perfection was the most beautiful thing.
1906
01:45:25.666 --> 01:45:26.740
When in my opinion, it's not.
1907
01:45:31.601 --> 01:45:38.520
So we will, society will be much, much, much, much, much healthier
1908
01:45:40.452 --> 01:45:41.740
when aesthetics is not a priority.
1909
01:45:42.982 --> 01:45:46.380
Just the consequence of the right decisions.
1910
01:45:47.923 --> 01:45:50.299
Because yes, if you're happy, if you're in peace,
1911
01:45:51.688 --> 01:45:52.960
you are a beautiful person.
1912
01:45:54.424 --> 01:45:56.140
If you're in peace, you are a beautiful person.
1913
01:45:57.202 --> 01:46:00.340
How beautiful it would be if we truly believed in that.
1914
01:46:00.903 --> 01:46:01.959
Because I'm saying that,
1915
01:46:03.347 --> 01:46:05.680
but I don't even think like that today.
1916
01:46:06.664 --> 01:46:08.160
When I see a beautiful person,
1917
01:46:09.747 --> 01:46:11.600
I'm biased towards physically beautiful
1918
01:46:12.322 --> 01:46:19.520
instead of mentally and spiritually beautiful.
1919
01:46:20.738 --> 01:46:20.860
right
1920
01:46:21.466 --> 01:46:22.760
like a beautiful soul almost
1921
01:46:24.038 --> 01:46:24.180
yeah
1922
01:46:26.776 --> 01:46:27.360
I'm not saying that
1923
01:46:27.562 --> 01:46:28.859
it's easy to become that
1924
01:46:30.495 --> 01:46:30.999
but we need to
1925
01:46:31.604 --> 01:46:33.620
bring it down a little bit to superficial aesthetics
1926
01:46:36.555 --> 01:46:37.460
we need to be okay
1927
01:46:38.588 --> 01:46:40.059
with natural imperfections
1928
01:46:41.251 --> 01:46:42.200
we need to be okay
1929
01:46:42.240 --> 01:46:44.300
we need to start step by step
1930
01:46:44.381 --> 01:46:46.000
changing society's perception
1931
01:46:46.832 --> 01:46:47.380
of aesthetics
1932
01:46:49.225 --> 01:46:54.280
it's difficult though isn't it i mean it's when you when you define yourself as a cosmetic dentist
1933
01:46:54.621 --> 01:47:01.540
and then you see the the relief and the happiness and the joy that you bring to your patients through
1934
01:47:02.322 --> 01:47:07.419
giving them back their confidence in that smile it's very difficult to
1935
01:47:08.964 --> 01:47:14.800
we we came but we came from a world that was better balanced right people we you
1936
01:47:15.681 --> 01:47:29.740
We started to use our aesthetic know-how and skills to fix people that were mutilated, that were socially impaired because of aesthetic issues.
1937
01:47:31.364 --> 01:47:38.560
now we are grinding down teeth of 20 year old people to put veneers when the teeth are because
1938
01:47:38.780 --> 01:47:46.040
they have an embrasure that is a little bit bigger or a cervical that is a little bit yellower
1939
01:47:47.745 --> 01:47:52.700
or a shape that is not exactly laterals a little bit smaller than they should be
1940
01:47:54.088 --> 01:47:55.940
that's insane because there's a micro
1941
01:47:56.022 --> 01:47:56.578
diastema
1942
01:47:57.726 --> 01:47:59.980
like it's crazy
1943
01:48:01.011 --> 01:48:01.880
because you wouldn't do this
1944
01:48:01.940 --> 01:48:03.740
on your son on your daughter
1945
01:48:05.234 --> 01:48:05.920
you would fight with
1946
01:48:05.960 --> 01:48:07.620
your daughter at 22 years old
1947
01:48:07.722 --> 01:48:08.700
are you crazy
1948
01:48:10.250 --> 01:48:11.498
to change these teeth right now
1949
01:48:13.416 --> 01:48:13.820
in the name of
1950
01:48:13.860 --> 01:48:14.239
aesthetics
1951
01:48:15.669 --> 01:48:17.320
and I don't even think today
1952
01:48:18.974 --> 01:48:19.720
that is more beautiful
1953
01:48:21.598 --> 01:48:21.760
because
1954
01:48:21.861 --> 01:48:24.320
I'm really starting to appreciate
1955
01:48:26.311 --> 01:48:27.659
the people that are
1956
01:48:27.921 --> 01:48:28.567
comfortable.
1957
01:48:29.496 --> 01:48:29.840
If they are
1958
01:48:29.881 --> 01:48:30.158
healthy,
1959
01:48:32.167 --> 01:48:33.940
I really value health
1960
01:48:34.425 --> 01:48:34.748
first.
1961
01:48:35.092 --> 01:48:35.719
Like people that
1962
01:48:36.387 --> 01:48:37.359
are focused on their health
1963
01:48:38.347 --> 01:48:39.960
and are really comfortable with
1964
01:48:40.001 --> 01:48:40.639
the way they look.
1965
01:48:42.767 --> 01:48:43.920
That is so attractive
1966
01:48:44.082 --> 01:48:45.192
to me nowadays.
1967
01:48:45.819 --> 01:48:45.940
So
1968
01:48:46.061 --> 01:48:46.465
beautiful.
1969
01:48:47.658 --> 01:48:47.880
Like you
1970
01:48:47.961 --> 01:48:49.200
see that people are generally
1971
01:48:50.614 --> 01:48:51.200
completely
1972
01:48:52.407 --> 01:48:54.440
embraced the way they look.
1973
01:48:55.304 --> 01:48:56.920
And they're putting all their energy
1974
01:48:58.151 --> 01:48:59.080
on being a better person
1975
01:48:59.590 --> 01:49:00.060
and healthier.
1976
01:49:01.860 --> 01:49:02.070
Healthier.
1977
01:49:03.603 --> 01:49:05.320
Yeah, so as a society of dentists,
1978
01:49:05.401 --> 01:49:06.360
we need to be encouraging
1979
01:49:06.625 --> 01:49:07.480
more in that direction
1980
01:49:07.641 --> 01:49:10.020
than have you thought about the fact
1981
01:49:10.061 --> 01:49:11.460
that your laterals are slightly too small?
1982
01:49:12.041 --> 01:49:13.380
Do you think you're going to care about that
1983
01:49:13.421 --> 01:49:13.814
when you're 98?
1984
01:49:15.546 --> 01:49:16.420
Do you think you're going to care
1985
01:49:16.501 --> 01:49:17.297
that your laterals are...
1986
01:49:19.335 --> 01:49:19.460
Right?
1987
01:49:19.943 --> 01:49:20.878
And how can we...
1988
01:49:23.346 --> 01:49:28.300
of course that if the person is like depressed no i want bigger lateral bigger we we restore them
1989
01:49:28.480 --> 01:49:33.939
i'm not telling you not to do that i'm telling you that is a process that i hope that we as
1990
01:49:34.881 --> 01:49:44.700
society will move towards a situation where we don't do harm to ourselves just because the
1991
01:49:44.760 --> 01:49:46.839
lateral is a little smaller than it should be.
1992
01:49:49.562 --> 01:49:52.120
But I guess then if we're looking more at health and the patient comes in,
1993
01:49:52.160 --> 01:49:55.834
they've got a very narrow arch, nowhere for the tongue to go,
1994
01:49:58.206 --> 01:50:00.340
and there's crowding related to that, then obviously...
1995
01:50:01.186 --> 01:50:01.760
That's relevant.
1996
01:50:02.060 --> 01:50:05.900
That is living better towards the future.
1997
01:50:06.843 --> 01:50:10.380
So expanding the arch, opening spaces,
1998
01:50:11.521 --> 01:50:14.040
allowing your tongue to be better positioned.
1999
01:50:15.282 --> 01:50:19.580
opening the base of your nose, allowing more air to come in,
2000
01:50:20.100 --> 01:50:22.600
bring your jaw forward, opening air behind,
2001
01:50:23.340 --> 01:50:26.760
and having a huge impact on the quality of sleep,
2002
01:50:27.404 --> 01:50:28.820
that is investing on the future.
2003
01:50:29.381 --> 01:50:32.300
That is looking better for the right reasons.
2004
01:50:33.862 --> 01:50:38.620
And it's, as you said before, it's facially generated treatment planning,
2005
01:50:38.781 --> 01:50:44.220
but not purely through cosmetics, but through health as a lens.
2006
01:50:44.946 --> 01:50:46.520
that's why airway became so important
2007
01:50:46.851 --> 01:50:47.099
for us
2008
01:50:48.011 --> 01:50:48.740
because airway
2009
01:50:50.491 --> 01:50:51.920
is the best representation
2010
01:50:54.453 --> 01:50:55.740
of aesthetics following function
2011
01:50:58.652 --> 01:51:00.440
there's nothing more important for a human
2012
01:51:00.563 --> 01:51:01.180
than breathing
2013
01:51:03.073 --> 01:51:04.020
and then you sleep better
2014
01:51:04.508 --> 01:51:05.219
you live better
2015
01:51:05.545 --> 01:51:06.378
you're in a better mood
2016
01:51:06.803 --> 01:51:08.500
everything is better
2017
01:51:09.569 --> 01:51:10.920
through better breathing
2018
01:51:12.029 --> 01:51:13.480
so you look more beautiful
2019
01:51:14.676 --> 01:51:14.939
period
2020
01:51:15.877 --> 01:51:16.060
right
2021
01:51:17.952 --> 01:51:19.099
so everything connects
2022
01:51:20.228 --> 01:51:21.660
that's why area is such a big
2023
01:51:21.784 --> 01:51:22.139
topic
2024
01:51:23.507 --> 01:51:25.740
and helping people to breathe better is such a big
2025
01:51:25.843 --> 01:51:26.160
topic
2026
01:51:27.352 --> 01:51:28.039
and it's right
2027
01:51:29.267 --> 01:51:31.240
in our, in front of us right
2028
01:51:31.667 --> 01:51:32.400
we as dentists
2029
01:51:32.985 --> 01:51:34.537
from kids upwards
2030
01:51:34.920 --> 01:51:36.258
I mean that's Megan's
2031
01:51:37.007 --> 01:51:37.959
one year, two years yeah
2032
01:51:39.047 --> 01:51:40.980
start the earlier the better
2033
01:51:42.454 --> 01:51:43.060
because we know
2034
01:51:43.202 --> 01:51:44.418
we need to fight against
2035
01:51:48.297 --> 01:51:48.940
the evolution
2036
01:51:49.849 --> 01:51:50.880
of modern society
2037
01:51:51.203 --> 01:51:52.980
we need to fight against this trend
2038
01:51:53.061 --> 01:51:55.160
that is shrinking our lower third
2039
01:51:55.243 --> 01:51:55.759
of the face
2040
01:51:57.431 --> 01:51:58.680
and we need to help kids
2041
01:51:59.368 --> 01:52:00.440
as early as possible
2042
01:52:01.307 --> 01:52:03.100
to compensate that to naturally
2043
01:52:03.242 --> 01:52:04.639
develop space
2044
01:52:05.468 --> 01:52:06.500
naturally develop space
2045
01:52:08.011 --> 01:52:09.100
so a lot of what we're talking about
2046
01:52:09.181 --> 01:52:11.220
here is our ability to communicate
2047
01:52:11.382 --> 01:52:13.040
or how we communicate with our patients
2048
01:52:14.123 --> 01:52:21.320
and i've heard you talk a lot in the past about the story and i don't think people really think
2049
01:52:21.400 --> 01:52:25.580
about a story when they're talking to their patients they don't think about storytelling
2050
01:52:25.841 --> 01:52:34.620
as a key skill of uh of a dentist but that's obviously a very human skill it's we've told
2051
01:52:34.700 --> 01:52:39.800
stories since the beginning of time all of our modern society is built on stories our stories
2052
01:52:39.880 --> 01:52:44.240
about ourselves, our stories about our gods, our stories about our society.
2053
01:52:46.165 --> 01:52:51.260
Can you tell us a bit about how you believe that people should be focusing in on that
2054
01:52:51.360 --> 01:52:54.000
story and in how they communicate with their patients?
2055
01:52:57.305 --> 01:52:59.620
We humans, we are driven by stories.
2056
01:53:01.903 --> 01:53:03.780
We follow stories.
2057
01:53:04.782 --> 01:53:07.080
We follow storytellers, right?
2058
01:53:08.004 --> 01:53:09.600
So it's all about stories.
2059
01:53:15.338 --> 01:53:15.780
so if
2060
01:53:16.223 --> 01:53:18.639
if you know you have a good cause
2061
01:53:20.191 --> 01:53:21.419
a beautiful mission in life
2062
01:53:21.784 --> 01:53:22.959
beautiful purpose in life
2063
01:53:24.071 --> 01:53:24.859
nothing better than
2064
01:53:25.364 --> 01:53:26.880
becoming a better communicator
2065
01:53:27.307 --> 01:53:28.140
better storyteller
2066
01:53:29.812 --> 01:53:30.780
to make the world better
2067
01:53:31.897 --> 01:53:32.060
right
2068
01:53:36.857 --> 01:53:37.640
we have too many
2069
01:53:39.592 --> 01:53:40.960
selfish, powerful people
2070
01:53:41.081 --> 01:53:42.700
that are great communicators
2071
01:53:43.003 --> 01:53:44.960
influencing people for the wrong reasons.
2072
01:53:46.406 --> 01:53:47.559
So we need more
2073
01:53:49.896 --> 01:53:50.380
generous,
2074
01:53:51.480 --> 01:53:53.260
unselfish people
2075
01:53:55.071 --> 01:53:56.319
pushing the right things,
2076
01:53:56.900 --> 01:53:58.159
becoming better communicators.
2077
01:54:00.360 --> 01:54:01.040
You know, people,
2078
01:54:01.984 --> 01:54:03.340
I love, for example, Simon Sinek.
2079
01:54:05.005 --> 01:54:06.439
You can see the guy is just
2080
01:54:07.782 --> 01:54:08.260
Kind-hearted.
2081
01:54:08.480 --> 01:54:09.420
Just kind, right?
2082
01:54:09.822 --> 01:54:10.520
Just generous.
2083
01:54:11.641 --> 01:54:14.380
And working on the right direction.
2084
01:54:14.961 --> 01:54:18.460
And because he's a great communicator, he's doing so much good, right?
2085
01:54:19.561 --> 01:54:33.680
As oral health providers, we need to practice our communication skills to make these transformations that we are talking about, right?
2086
01:54:35.146 --> 01:54:38.859
so for me it's what I mentioned to you
2087
01:54:41.672 --> 01:54:43.260
I started to think about
2088
01:54:46.671 --> 01:54:49.460
if I have something good to share
2089
01:54:52.071 --> 01:54:53.960
how can I make people listen to me
2090
01:54:55.751 --> 01:54:57.020
how can I increase the chances
2091
01:54:57.202 --> 01:54:58.860
because as I said it's all about probabilities
2092
01:54:59.988 --> 01:55:01.840
of more people listening to me
2093
01:55:01.920 --> 01:55:07.280
I call this the art of making people bet on us.
2094
01:55:10.108 --> 01:55:10.720
What does that mean?
2095
01:55:12.202 --> 01:55:16.440
It means that if we know we have something that,
2096
01:55:16.581 --> 01:55:18.739
if I know I have something that will really help you,
2097
01:55:20.025 --> 01:55:21.259
even if you don't know that yet,
2098
01:55:23.563 --> 01:55:29.200
I know that somehow I need to allow you to see what I'm seeing.
2099
01:55:31.269 --> 01:55:33.700
I need to make you bet on me
2100
01:55:34.989 --> 01:55:36.520
that's what we do in life
2101
01:55:40.151 --> 01:55:42.880
when our kids say yes to what we are asking
2102
01:55:43.950 --> 01:55:44.818
they're betting on us
2103
01:55:45.405 --> 01:55:46.539
for some unconsciously
2104
01:55:47.203 --> 01:55:50.020
they're like I was not thinking about this
2105
01:55:50.121 --> 01:55:51.439
or I didn't want to do this
2106
01:55:51.561 --> 01:55:52.840
but I'm going to do it anyway
2107
01:55:53.685 --> 01:55:55.920
I'm betting on my dad, I'm betting on my mom
2108
01:55:56.969 --> 01:55:58.079
it's probably the right thing
2109
01:55:59.943 --> 01:56:04.260
when we are asking a business partner to invest on a project,
2110
01:56:04.501 --> 01:56:06.039
we need to make them bet on us.
2111
01:56:07.803 --> 01:56:09.899
They need to buy the idea, right?
2112
01:56:10.861 --> 01:56:12.699
When we're trying to create, you know,
2113
01:56:12.840 --> 01:56:16.739
when we are trying to convince our team
2114
01:56:17.503 --> 01:56:20.640
to incorporate a new system or a new workflow,
2115
01:56:21.524 --> 01:56:23.480
we need to make them bet on us first.
2116
01:56:23.660 --> 01:56:24.599
They need to bet on us.
2117
01:56:24.860 --> 01:56:28.820
Not pretend, but really, genuinely bet on us.
2118
01:56:29.744 --> 01:56:31.820
we need to have that skill to make them bet on us.
2119
01:56:33.182 --> 01:56:36.340
When we are trying to convince the bank to give us a loan,
2120
01:56:37.280 --> 01:56:40.980
that manager, you need a 5-15 minute conversation.
2121
01:56:41.481 --> 01:56:42.819
Somehow, you need to do the magic.
2122
01:56:43.921 --> 01:56:47.440
That person needs to bet on you to get the conversation to the next level.
2123
01:56:48.963 --> 01:56:51.460
An investor, they need to bet on you.
2124
01:56:52.262 --> 01:56:56.120
When you're pitching a project, a deck, a slide,
2125
01:56:57.106 --> 01:56:59.280
you're trying for people to bet on you.
2126
01:57:00.942 --> 01:57:04.680
When people bet on you, you create a movement, action.
2127
01:57:05.548 --> 01:57:06.040
There's an action.
2128
01:57:06.160 --> 01:57:08.420
There's a sequence to it, right?
2129
01:57:08.962 --> 01:57:11.940
That's the patient that didn't know you
2130
01:57:12.222 --> 01:57:13.939
and suddenly likes you
2131
01:57:15.667 --> 01:57:18.460
and suddenly starts to ask the right questions.
2132
01:57:19.325 --> 01:57:20.800
And you see that step-by-step,
2133
01:57:20.940 --> 01:57:24.739
that patient is starting to bet on you
2134
01:57:25.143 --> 01:57:27.120
to the point that they make the big bet.
2135
01:57:28.082 --> 01:57:30.520
That is, I don't know why,
2136
01:57:32.769 --> 01:57:34.260
but I'm going to choose you as my dentist.
2137
01:57:35.162 --> 01:57:37.240
That's the big bet for a dentist, right?
2138
01:57:38.186 --> 01:57:38.800
That's the movement.
2139
01:57:38.920 --> 01:57:39.540
So it's energy.
2140
01:57:40.282 --> 01:57:42.280
Because movement, action is energy.
2141
01:57:43.203 --> 01:57:44.800
So how do you create that energy?
2142
01:57:45.021 --> 01:57:48.540
So the word movement, I love the word movement,
2143
01:57:49.445 --> 01:57:50.300
physical movement,
2144
01:57:50.983 --> 01:57:54.020
but also movement in terms of creating a movement.
2145
01:57:55.707 --> 01:57:57.460
in society, historically,
2146
01:57:57.740 --> 01:58:02.200
if you study the biggest movements in humankind history,
2147
01:58:03.809 --> 01:58:05.160
I started to make that correlation
2148
01:58:06.487 --> 01:58:08.820
between the conversation with the patient,
2149
01:58:10.223 --> 01:58:11.920
making the patient make the right movement,
2150
01:58:12.402 --> 01:58:12.876
bet on you,
2151
01:58:13.700 --> 01:58:15.620
with how do you actually create movements.
2152
01:58:16.620 --> 01:58:17.760
So people, I started to ask,
2153
01:58:17.840 --> 01:58:20.976
okay, people say that DSD is not a technique.
2154
01:58:22.220 --> 01:58:23.380
DSD is a movement.
2155
01:58:24.344 --> 01:58:28.240
That was probably the biggest compliment, right, for me.
2156
01:58:29.042 --> 01:58:33.980
When very smart people came to me, Christian, maybe you don't know, but this is not a concept.
2157
01:58:34.120 --> 01:58:34.880
This is a movement.
2158
01:58:36.287 --> 01:58:37.180
You created a movement.
2159
01:58:38.562 --> 01:58:42.820
And I started to ask smart people, what creates a movement?
2160
01:58:43.881 --> 01:58:46.820
What are the factors that create a movement in society?
2161
01:58:47.666 --> 01:58:49.420
because maybe we can learn from that
2162
01:58:49.862 --> 01:58:53.840
and from this macro big picture meaning,
2163
01:58:57.326 --> 01:59:02.480
I can translate this to this smaller situation,
2164
01:59:02.641 --> 01:59:03.219
me and the patient.
2165
01:59:05.741 --> 01:59:08.880
And by studying the creation of movements in society,
2166
01:59:09.202 --> 01:59:12.940
you end up realizing that movements are made of three things
2167
01:59:14.786 --> 01:59:18.940
that you can adapt to every little movement in life.
2168
01:59:19.361 --> 01:59:21.079
It's not only applied to, you know,
2169
01:59:21.220 --> 01:59:23.000
I'm not talking about you dentists now,
2170
01:59:23.521 --> 01:59:26.660
you need to create a movement, change dentistry, change society.
2171
01:59:27.361 --> 01:59:33.800
You can, but you can learn from the movement creation
2172
01:59:34.524 --> 01:59:37.700
for every little simple interaction you have daily
2173
01:59:38.303 --> 01:59:41.120
with your team, with your spouse, with your kids,
2174
01:59:41.240 --> 01:59:42.720
with your friends, with your partners.
2175
01:59:43.367 --> 01:59:44.100
and with the patient.
2176
01:59:44.802 --> 01:59:45.979
Getting people to take action.
2177
01:59:46.343 --> 01:59:46.860
Take action.
2178
01:59:47.684 --> 01:59:48.819
That means betting on you
2179
01:59:48.880 --> 01:59:49.960
because they're taking action
2180
01:59:50.384 --> 01:59:51.960
because they heard something from you.
2181
01:59:53.743 --> 01:59:55.620
Of course, you need to make them own that decision
2182
01:59:55.802 --> 01:59:57.399
and feel like they are part of it.
2183
01:59:57.885 --> 01:59:58.680
It's their decision.
2184
01:59:59.282 --> 02:00:01.980
That's the art of making people bet on you.
2185
02:00:02.780 --> 02:00:05.400
But when do people bet on you?
2186
02:00:05.561 --> 02:00:06.600
Three things need to happen.
2187
02:00:08.021 --> 02:00:09.400
There's charisma.
2188
02:00:09.420 --> 02:00:12.960
you need to have
2189
02:00:13.141 --> 02:00:15.520
you need to find your most charismatic version
2190
02:00:15.661 --> 02:00:19.020
because people bet on charismatic people
2191
02:00:21.076 --> 02:00:21.480
and we need to
2192
02:00:22.002 --> 02:00:25.520
deconstruct the cliche definition of charisma
2193
02:00:25.926 --> 02:00:26.860
that was going to be my next question
2194
02:00:26.921 --> 02:00:27.919
how do you define that
2195
02:00:28.747 --> 02:00:30.060
but charisma is number one
2196
02:00:32.109 --> 02:00:34.680
and the beauty is that if you study history of humankind
2197
02:00:34.922 --> 02:00:36.660
you're going to see that movements were created
2198
02:00:37.628 --> 02:00:39.180
by all kinds of people
2199
02:00:40.691 --> 02:00:41.739
people that follow the
2200
02:00:43.611 --> 02:00:45.160
our modern definition of charisma
2201
02:00:45.423 --> 02:00:47.039
and many that don't follow at all
2202
02:00:47.766 --> 02:00:49.220
so there's space for everybody
2203
02:00:49.686 --> 02:00:50.820
you don't have to be an extrovert
2204
02:00:51.869 --> 02:00:53.060
you don't need to be an extrovert
2205
02:00:53.307 --> 02:00:53.678
at all
2206
02:00:54.927 --> 02:00:56.880
that can play against you sometimes even
2207
02:00:57.548 --> 02:00:58.459
so charisma is the first
2208
02:01:00.894 --> 02:01:01.980
cause is the second
2209
02:01:04.453 --> 02:01:05.539
the cause needs to be
2210
02:01:06.853 --> 02:01:07.440
very clear
2211
02:01:08.773 --> 02:01:09.400
and very beautiful.
2212
02:01:11.867 --> 02:01:12.679
It needs to be inspiring.
2213
02:01:15.403 --> 02:01:17.620
And the third component of creating a movement
2214
02:01:18.167 --> 02:01:19.260
and making people bet on you
2215
02:01:20.249 --> 02:01:21.400
is having the right vehicle.
2216
02:01:23.843 --> 02:01:25.660
Making people see the light at the end of the tunnel.
2217
02:01:26.202 --> 02:01:27.100
They can see the path.
2218
02:01:28.966 --> 02:01:29.900
They love your charisma.
2219
02:01:30.621 --> 02:01:33.600
They love the purpose, the cause
2220
02:01:33.721 --> 02:01:34.860
that you're bringing to the table.
2221
02:01:37.151 --> 02:01:38.900
and they see a path moving forward.
2222
02:01:40.386 --> 02:01:41.740
When you combine these three things,
2223
02:01:41.880 --> 02:01:45.860
you explain absolutely every movement in human history.
2224
02:01:48.745 --> 02:01:50.320
So when you're talking to a patient,
2225
02:01:52.490 --> 02:01:53.440
you need to ask yourself,
2226
02:01:56.248 --> 02:01:59.500
what means being the best charismatic version of yourself
2227
02:01:59.781 --> 02:02:03.600
in your way, in your style, with your characteristics,
2228
02:02:03.943 --> 02:02:05.234
not trying to be somebody else,
2229
02:02:09.393 --> 02:02:10.980
then you need to understand
2230
02:02:12.149 --> 02:02:13.480
that you need to have a bigger cause.
2231
02:02:14.526 --> 02:02:15.540
That is not just the treatment.
2232
02:02:16.222 --> 02:02:17.800
That is not just the beautiful outcome.
2233
02:02:18.260 --> 02:02:21.580
That is not just you succeeding as a dentist.
2234
02:02:22.141 --> 02:02:23.960
Being a great clinician is mandatory,
2235
02:02:24.362 --> 02:02:25.100
is not the cause.
2236
02:02:25.200 --> 02:02:27.720
If you say my cause is to deliver great dentistry,
2237
02:02:28.426 --> 02:02:29.320
that's not cool enough.
2238
02:02:29.642 --> 02:02:30.500
That's not big enough.
2239
02:02:31.021 --> 02:02:32.479
That's not inspiring enough.
2240
02:02:32.723 --> 02:02:33.660
What is your cause?
2241
02:02:36.881 --> 02:02:43.180
The story of changing the way people see dentistry
2242
02:02:43.321 --> 02:02:45.500
and the impact on the last 10 years of your life
2243
02:02:45.621 --> 02:02:49.140
and making this my flag and my story,
2244
02:02:50.726 --> 02:02:53.500
that's a cause inspiring enough, right?
2245
02:02:54.244 --> 02:02:55.580
Or if you have any other cause,
2246
02:02:55.920 --> 02:02:58.320
think about something that you're a part of
2247
02:02:58.441 --> 02:02:59.540
that is bigger than yourself,
2248
02:03:00.303 --> 02:03:02.400
that is bigger than your clinical work,
2249
02:03:02.904 --> 02:03:04.420
that is bigger than your practice,
2250
02:03:06.263 --> 02:03:09.280
that is something that you're proud of,
2251
02:03:09.724 --> 02:03:10.439
that you're part of.
2252
02:03:11.621 --> 02:03:15.860
It can be an association, a project, a research,
2253
02:03:17.662 --> 02:03:25.360
a collaboration, an idea, a philosophy, something.
2254
02:03:26.164 --> 02:03:27.719
You need to bring that to the story.
2255
02:03:28.080 --> 02:03:30.540
Somehow you need to see that new possible patient
2256
02:03:30.663 --> 02:03:31.399
to see that.
2257
02:03:32.262 --> 02:03:32.979
That is not about
2258
02:03:33.245 --> 02:03:33.840
this treatment.
2259
02:03:35.163 --> 02:03:35.580
This treatment
2260
02:03:35.682 --> 02:03:36.500
is going to be amazing.
2261
02:03:37.300 --> 02:03:38.075
But if you
2262
02:03:38.525 --> 02:03:39.059
patient bet,
2263
02:03:39.221 --> 02:03:40.038
if you bet on us,
2264
02:03:40.562 --> 02:03:40.995
you're going to be
2265
02:03:42.793 --> 02:03:43.620
supporting a much
2266
02:03:43.722 --> 02:03:44.319
bigger cause.
2267
02:03:45.661 --> 02:03:46.140
It's like my,
2268
02:03:46.280 --> 02:03:46.480
obviously,
2269
02:03:46.762 --> 02:03:47.680
we're raising money
2270
02:03:47.742 --> 02:03:48.500
for Parler at the moment
2271
02:03:48.500 --> 02:03:49.099
and I'm doing,
2272
02:03:49.706 --> 02:03:50.640
I'm doing my pitch.
2273
02:03:50.780 --> 02:03:51.799
I'm getting these
2274
02:03:51.901 --> 02:03:53.099
investors to bet on me
2275
02:03:53.464 --> 02:03:54.620
and it's funny
2276
02:03:54.722 --> 02:03:55.419
that like the way
2277
02:03:55.440 --> 02:03:55.959
you frame it
2278
02:03:55.980 --> 02:03:56.520
because it's the same
2279
02:03:56.562 --> 02:03:56.999
thing with Parler.
2280
02:03:57.140 --> 02:03:57.918
Like our cause is
2281
02:03:58.447 --> 02:03:59.240
eradicate plastic
2282
02:03:59.240 --> 02:03:59.860
for moral care,
2283
02:03:59.860 --> 02:04:02.220
and make people aware of the problem with plastic.
2284
02:04:02.680 --> 02:04:03.040
That's a cause.
2285
02:04:03.080 --> 02:04:07.300
And then we have the path there with parlor as a solution.
2286
02:04:07.320 --> 02:04:09.460
And you need to use that even talking to patients.
2287
02:04:09.580 --> 02:04:11.980
You may say, but what, patients have nothing to do with that.
2288
02:04:12.561 --> 02:04:15.440
No, but people love investing on good causes.
2289
02:04:16.882 --> 02:04:19.660
Even if I say yes to this treatment with this dentist,
2290
02:04:20.967 --> 02:04:22.580
it's not only because he's a good dentist
2291
02:04:23.224 --> 02:04:25.680
and I'm not going to be only helping his practice,
2292
02:04:27.270 --> 02:04:28.400
I'm going to be helping a cause.
2293
02:04:29.202 --> 02:04:36.580
well i think it expresses about you it shows the individual that you're talking to what you stand
2294
02:04:36.660 --> 02:04:43.320
for and what you're all about and i think with a patient dentist uh connection that's really
2295
02:04:43.400 --> 02:04:49.020
important because they if they don't know if you don't tell them why you're doing what you're doing
2296
02:04:49.120 --> 02:04:55.460
or what your cause is they will guess and the likely thing they will guess is he's doing this
2297
02:04:55.541 --> 02:04:56.880
because he wants to make money out of me.
2298
02:04:57.480 --> 02:04:59.140
And so I think that's why it's so powerful
2299
02:04:59.221 --> 02:05:01.180
in that one-on-one direction.
2300
02:05:01.760 --> 02:05:05.320
So that's why you need to find
2301
02:05:05.340 --> 02:05:07.500
your charismatic, most charismatic version
2302
02:05:08.023 --> 02:05:10.740
because humans are connected through charisma.
2303
02:05:11.423 --> 02:05:13.200
And again, there's not one formula.
2304
02:05:14.021 --> 02:05:15.420
Anybody in this planet
2305
02:05:16.531 --> 02:05:17.440
can become the best,
2306
02:05:17.600 --> 02:05:19.140
most charismatic version of themselves.
2307
02:05:19.953 --> 02:05:20.140
Anybody.
2308
02:05:20.921 --> 02:05:21.700
So there's no excuse.
2309
02:05:22.342 --> 02:05:23.197
Oh, I was not born with...
2310
02:05:23.360 --> 02:05:25.140
Christian, you speak well
2311
02:05:25.381 --> 02:05:30.280
or you dress well, or you look okay, or you have the gift.
2312
02:05:30.420 --> 02:05:32.640
No, no, anybody.
2313
02:05:33.920 --> 02:05:35.540
It's just you need to ask yourself.
2314
02:05:35.782 --> 02:05:36.340
It's a journey.
2315
02:05:37.487 --> 02:05:38.500
It's an internal journey.
2316
02:05:41.185 --> 02:05:45.260
Like the Dalai Lama is charismatic and is extremely cool.
2317
02:05:47.002 --> 02:05:51.460
And Einstein, completely different, right?
2318
02:05:52.366 --> 02:05:53.320
And Simon Sinek.
2319
02:05:53.543 --> 02:05:54.900
Steve Jobs is the one that comes to mind.
2320
02:05:54.920 --> 02:05:55.407
Jobs, right?
2321
02:05:57.083 --> 02:06:00.660
There's some charismatic people that are more traditional,
2322
02:06:01.020 --> 02:06:02.380
following the traditional definitions,
2323
02:06:02.680 --> 02:06:08.400
but you have ultra shy people that are extremely charismatic
2324
02:06:08.762 --> 02:06:11.580
because they found their peace.
2325
02:06:12.320 --> 02:06:14.820
Being peaceful is probably the number one.
2326
02:06:16.063 --> 02:06:18.999
Being in peace with who you are
2327
02:06:19.863 --> 02:06:24.060
is probably the number one coolest, most charismatic thing
2328
02:06:25.665 --> 02:06:26.329
characteristic.
2329
02:06:26.973 --> 02:06:27.899
And I think that's why
2330
02:06:28.984 --> 02:06:32.800
treatment plan conversion, one of the reasons that treatment plan conversion increases
2331
02:06:32.820 --> 02:06:36.600
is people are dentists for
2332
02:06:36.901 --> 02:06:40.880
over five years, let's say, because they've suddenly unlocked that
2333
02:06:41.865 --> 02:06:44.317
awareness that actually they can just be themselves.
2334
02:06:44.337 --> 02:06:44.920
They don't have to
2335
02:06:44.980 --> 02:06:47.294
be somebody else in the surgery.
2336
02:06:47.314 --> 02:06:48.219
They can talk
2337
02:06:48.500 --> 02:06:52.880
as much as possible, and obviously professionally, but
2338
02:06:53.343 --> 02:06:56.380
as if they were talking to a friend and speak to them in that manner.
2339
02:06:56.661 --> 02:06:57.996
But sometimes you meet somebody that is 21
2340
02:06:59.565 --> 02:07:03.219
that naturally already has that peaceful mindset, right?
2341
02:07:04.762 --> 02:07:07.020
So it's not like, okay, I need to work 15 years
2342
02:07:07.121 --> 02:07:09.440
to achieve that charisma level.
2343
02:07:09.563 --> 02:07:09.631
No.
2344
02:07:11.324 --> 02:07:12.559
Of course, we always improve.
2345
02:07:14.624 --> 02:07:16.120
So the question is to ask yourself
2346
02:07:16.301 --> 02:07:21.660
and start exploring it, exercising it, practicing it,
2347
02:07:22.382 --> 02:07:27.175
and finding your power, right?
2348
02:07:30.087 --> 02:07:30.616
So that's one.
2349
02:07:31.504 --> 02:07:33.000
Then you bring the cause.
2350
02:07:34.522 --> 02:07:38.320
Because a beautiful cause with an uncharismatic person,
2351
02:07:38.845 --> 02:07:39.640
it's not going to fly.
2352
02:07:41.884 --> 02:07:43.260
People are like, yeah, sounds good,
2353
02:07:43.942 --> 02:07:47.960
but people will find an excuse not to follow.
2354
02:07:50.607 --> 02:07:51.460
I see that all the time.
2355
02:07:51.541 --> 02:07:54.440
people that have the most unbelievable cause and work.
2356
02:07:56.302 --> 02:08:03.420
And I see it's a waste because they're not working on their natural charisma.
2357
02:08:03.860 --> 02:08:09.160
They're not finding their steady, peaceful, inner connection.
2358
02:08:10.202 --> 02:08:14.320
And they're missing the opportunities because people are not following,
2359
02:08:14.501 --> 02:08:16.300
even though the cause is very beautiful.
2360
02:08:18.684 --> 02:08:28.360
And then the third and final push for people to jump in, invest the money, or say, ask for the treatment, is the vehicle.
2361
02:08:30.460 --> 02:08:33.800
Meaning, because people want to succeed.
2362
02:08:35.101 --> 02:08:38.480
I don't want to jump in the cause that is set for failure.
2363
02:08:39.444 --> 02:08:39.600
Right?
2364
02:08:41.482 --> 02:08:45.180
Even if I love you, a lot of charisma, the cause is beautiful.
2365
02:08:46.905 --> 02:08:48.640
I don't see the light at the end of the tunnel.
2366
02:08:49.447 --> 02:08:50.260
I don't see the path.
2367
02:08:51.121 --> 02:08:54.120
And as a dentist with the patient, we say, oh, the path is the treatment.
2368
02:08:54.864 --> 02:08:56.180
The path is the treatment plan.
2369
02:08:57.465 --> 02:08:58.360
That's not what I'm saying.
2370
02:09:00.782 --> 02:09:04.320
The path is not the specific treatment plan of this person.
2371
02:09:07.500 --> 02:09:12.260
The vehicle is your system to develop great plans.
2372
02:09:14.065 --> 02:09:19.120
so the question with a new patient the question is not if i'm a smart patient i'm gonna be trying
2373
02:09:19.220 --> 02:09:26.660
to see not if my treatment plan will be great but what are the systems that this team uses
2374
02:09:26.740 --> 02:09:36.020
to make all treatment plans great so what is what do you use to guarantee that your diagnostics
2375
02:09:36.341 --> 02:09:42.120
your treatment plan and your execution is great before even knowing before i open my mouth to
2376
02:09:42.845 --> 02:09:44.740
I don't want to talk about my problems
2377
02:09:44.861 --> 02:09:46.400
I don't want to talk about my plan
2378
02:09:47.045 --> 02:09:48.639
because I'm going to invest time
2379
02:09:49.207 --> 02:09:50.160
I don't want to waste my time
2380
02:09:50.221 --> 02:09:51.200
so I want to understand
2381
02:09:54.115 --> 02:09:54.959
what do you do
2382
02:09:57.875 --> 02:09:58.760
to increase the chances
2383
02:09:59.043 --> 02:10:00.539
that this process is
2384
02:10:01.046 --> 02:10:02.120
at the highest level possible
2385
02:10:03.491 --> 02:10:04.540
what are your systems
2386
02:10:04.641 --> 02:10:06.499
to diagnose, plan
2387
02:10:07.312 --> 02:10:07.800
communicate
2388
02:10:08.550 --> 02:10:09.260
and execute
2389
02:10:10.572 --> 02:10:11.419
to increase the chances
2390
02:10:12.289 --> 02:10:13.200
of success at the end.
2391
02:10:14.101 --> 02:10:16.580
And then we can start talking about
2392
02:10:16.621 --> 02:10:17.979
how you're going to use this amazing system
2393
02:10:18.484 --> 02:10:20.360
to find out what is my personal path.
2394
02:10:21.165 --> 02:10:22.520
But what inspires people
2395
02:10:24.050 --> 02:10:25.540
is to see the system
2396
02:10:25.962 --> 02:10:29.180
that will help increase the chances of success
2397
02:10:30.091 --> 02:10:30.800
to the most,
2398
02:10:31.363 --> 02:10:32.680
the biggest amount of people possible.
2399
02:10:34.388 --> 02:10:35.000
So how does that,
2400
02:10:36.990 --> 02:10:38.480
how does that express itself
2401
02:10:38.643 --> 02:10:39.680
in a dental surgery
2402
02:10:39.881 --> 02:10:43.600
with somebody, a dentist, speaking to their patient for the first time?
2403
02:10:44.083 --> 02:10:46.520
How do they show the patient that vehicle?
2404
02:10:49.520 --> 02:10:56.560
So this means that you need to rehearse to yourself,
2405
02:10:57.181 --> 02:10:59.420
and that's what every great speaker does, right?
2406
02:11:00.201 --> 02:11:03.540
You practice in your mind the situations and the answers,
2407
02:11:04.484 --> 02:11:08.600
elegant, beautiful, storytelling, not boring way.
2408
02:11:10.840 --> 02:11:12.780
If you have one minute, you adapt one minute.
2409
02:11:12.840 --> 02:11:14.598
If you see opportunity for three minutes,
2410
02:11:14.800 --> 02:11:16.437
you'd say in three minutes, if you have five minutes,
2411
02:11:16.740 --> 02:11:18.399
you have 15 minutes, you have an hour,
2412
02:11:18.480 --> 02:11:19.535
depends on the situation.
2413
02:11:19.960 --> 02:11:22.660
If it's a social event, if it's a party,
2414
02:11:22.680 --> 02:11:24.377
if it's somebody that you met at the bar,
2415
02:11:24.760 --> 02:11:26.460
if it's an elevator conversation,
2416
02:11:26.480 --> 02:11:29.357
if you're sitting beside somebody on the airplane flying
2417
02:11:29.841 --> 02:11:31.058
and you see the opportunity,
2418
02:11:34.081 --> 02:11:42.400
How do you explain what to do in a way that makes people trust the process?
2419
02:11:43.640 --> 02:11:43.780
Right?
2420
02:11:45.863 --> 02:11:48.420
So you need to ask yourself,
2421
02:11:50.882 --> 02:11:55.980
what is your system to diagnose, plan, present, and execute?
2422
02:11:57.843 --> 02:12:00.259
What are the things that makes you and your team unique?
2423
02:12:01.785 --> 02:12:05.620
the know-how, the technology, the protocols, the workflows
2424
02:12:07.529 --> 02:12:10.020
to increase the chances of making better decisions.
2425
02:12:10.400 --> 02:12:14.100
We use systems to increase the chances
2426
02:12:14.322 --> 02:12:15.800
because it needs to be a humble message.
2427
02:12:15.880 --> 02:12:20.620
Because if you say we always make perfect decisions,
2428
02:12:20.801 --> 02:12:21.214
no, you don't.
2429
02:12:23.223 --> 02:12:26.060
So it's a lot of storytelling and communication skills
2430
02:12:27.146 --> 02:12:29.820
on creating a speech that shows
2431
02:12:30.263 --> 02:12:32.079
that people want to trust, right?
2432
02:12:33.102 --> 02:12:36.240
That's why I always like to talk about increasing chances.
2433
02:12:37.185 --> 02:12:38.259
It's all about probabilities.
2434
02:12:39.245 --> 02:12:40.300
That shows honesty.
2435
02:12:41.424 --> 02:12:42.799
That means that if you choose me,
2436
02:12:44.106 --> 02:12:45.919
there is a chance I'm going to mess up.
2437
02:12:48.806 --> 02:12:49.720
Do you want me to lie to you?
2438
02:12:50.942 --> 02:12:53.660
By the way, I have some patients
2439
02:12:53.923 --> 02:12:55.239
that are not happy with our work.
2440
02:12:56.585 --> 02:12:58.120
Do you have patients that are not happy with your work?
2441
02:12:58.860 --> 02:13:01.300
Now, which dentist says that?
2442
02:13:01.822 --> 02:13:03.020
Starts the conversation with that.
2443
02:13:04.640 --> 02:13:08.700
Like, now, I'm so confident about the systems that we have
2444
02:13:08.780 --> 02:13:12.840
because I know the most common mistakes.
2445
02:13:13.560 --> 02:13:15.319
And I actually, instead of just fixing them,
2446
02:13:16.200 --> 02:13:21.059
I'm all about creating systems to minimize the chances of them happening again.
2447
02:13:21.741 --> 02:13:25.140
If a dentist doesn't tell you the truth, I'm telling you the truth.
2448
02:13:27.045 --> 02:13:33.060
there are chances that things can go wrong but let me explain to you the systems that we use
2449
02:13:33.120 --> 02:13:40.220
that minimizes these chances to almost zero and then you can start listening listening
2450
02:13:41.063 --> 02:13:45.540
so would that be like i'm just using a frame of reference of my own consultation process
2451
02:13:47.045 --> 02:13:51.660
if i'm explaining to a patient that we're going to do a dental implant and i illustrate to them
2452
02:13:51.720 --> 02:13:53.960
that we're going to use a 3D printed surgical guide
2453
02:13:54.061 --> 02:13:55.920
to maximize the predictability of the process.
2454
02:13:56.120 --> 02:13:57.620
So guided dentistry, great story.
2455
02:13:59.742 --> 02:14:00.980
3D digital simulations,
2456
02:14:01.341 --> 02:14:02.620
making the mistakes on the computer
2457
02:14:02.742 --> 02:14:03.820
so we don't do in your mouth.
2458
02:14:04.400 --> 02:14:05.960
Less than 5% of dentists use that.
2459
02:14:06.922 --> 02:14:09.740
Less than 5% of dentists are using guided dentistry for real.
2460
02:14:12.682 --> 02:14:14.660
Guided in general, not only implants, right?
2461
02:14:16.562 --> 02:14:18.820
Most dentists believe that they're good enough with their hands
2462
02:14:18.861 --> 02:14:20.199
that they don't need to guide the procedures.
2463
02:14:20.501 --> 02:14:28.280
For us, we are the best with our hands, but we still do guide it because it increases predictability even more.
2464
02:14:28.761 --> 02:14:34.900
We commit to the plan, meaning that we make outcomes more similar to plans.
2465
02:14:36.862 --> 02:14:39.980
So modern dentists love respecting the plan.
2466
02:14:41.240 --> 02:14:45.880
Whatever we show on the computer doesn't guarantee an outcome but increases the probabilities of that outcome.
2467
02:14:46.582 --> 02:14:47.820
That's why we use technology.
2468
02:14:49.866 --> 02:14:54.960
we are among the best without technology with technology we are even better
2469
02:14:56.444 --> 02:15:02.900
that's the truth of technology we use collaboration with companies and planning centers
2470
02:15:03.683 --> 02:15:08.300
to leverage collective intelligence and artificial intelligence to make every simple decision
2471
02:15:08.501 --> 02:15:14.880
slightly better we focus decisions on the impact on your life on the last 10 years of your life
2472
02:15:15.944 --> 02:15:19.600
so you can be guaranteed that what we decide today
2473
02:15:20.023 --> 02:15:22.820
is not only about looking better tomorrow or next year.
2474
02:15:24.544 --> 02:15:26.480
It's about thinking forward
2475
02:15:26.641 --> 02:15:29.880
because this collaboration, I hope, will be forever.
2476
02:15:31.364 --> 02:15:33.360
I don't expect just to treat you this time.
2477
02:15:34.483 --> 02:15:37.940
I hope that you're going to love us and this collaboration so much
2478
02:15:37.960 --> 02:15:39.080
that you're going to stay with us forever
2479
02:15:39.080 --> 02:15:41.960
and we're going to be able to take care of you forever.
2480
02:15:42.081 --> 02:15:46.140
So my decisions are different than most dentists that are thinking about the treatment.
2481
02:15:47.163 --> 02:15:49.499
We are thinking about 60 years ahead of us.
2482
02:15:50.544 --> 02:15:52.460
And that is true, right?
2483
02:15:53.281 --> 02:15:58.440
That's why we focus on technology that helps us replicate quality and quality control.
2484
02:15:58.560 --> 02:16:00.260
That's another concept that dentists don't use.
2485
02:16:01.141 --> 02:16:02.760
We quality control the outcomes.
2486
02:16:03.882 --> 02:16:07.600
So every time we are slightly better, let me explain how we do that.
2487
02:16:07.680 --> 02:16:09.539
Very simple, right?
2488
02:16:09.760 --> 02:16:15.940
So we use 3D technology to quality control the outcome of our procedures.
2489
02:16:16.581 --> 02:16:26.460
And then we have systems in place, not only to fix things if they are not good, but to evaluate why it was not ideal and how to avoid the problem next time.
2490
02:16:28.385 --> 02:16:29.760
Nobody talks about that in dentistry.
2491
02:16:30.220 --> 02:16:30.280
No.
2492
02:16:30.942 --> 02:16:36.920
it's about processing the quality control procedure not only to fix this case but to
2493
02:16:37.000 --> 02:16:41.500
avoid the chances or minimize the chances of repeating this next time nobody talks about
2494
02:16:41.580 --> 02:16:46.180
that in dentistry no i mean that's very much black box thinking from matthew sire exactly
2495
02:16:46.621 --> 02:16:53.120
how the uh the airplane industry exactly have continued to improve 100 they're very open with
2496
02:16:53.120 --> 02:16:58.420
their failures they're not a blame culture we have a problem plane is gonna fall we need to do
2497
02:16:58.460 --> 02:17:00.660
whatever we can to save that plane.
2498
02:17:01.564 --> 02:17:02.880
But once we save that plane,
2499
02:17:02.961 --> 02:17:03.640
we stop everything.
2500
02:17:03.803 --> 02:17:03.917
Okay.
2501
02:17:05.684 --> 02:17:06.040
Congratulations.
2502
02:17:06.502 --> 02:17:06.917
We saved it.
2503
02:17:07.844 --> 02:17:08.819
That's what we do in dentistry.
2504
02:17:08.980 --> 02:17:11.040
We are every day saving the case.
2505
02:17:12.849 --> 02:17:13.279
We stop.
2506
02:17:14.102 --> 02:17:14.439
Say, okay,
2507
02:17:15.468 --> 02:17:16.000
first of all,
2508
02:17:16.283 --> 02:17:16.900
there was an issue
2509
02:17:17.121 --> 02:17:20.160
and we brilliantly solved the issue.
2510
02:17:20.625 --> 02:17:20.960
By the way,
2511
02:17:21.040 --> 02:17:21.479
dentists,
2512
02:17:22.221 --> 02:17:23.400
good dentists and good technicians
2513
02:17:23.642 --> 02:17:25.440
are amazing solving issues.
2514
02:17:25.601 --> 02:17:26.220
We are amazing
2515
02:17:26.281 --> 02:17:27.320
because we are trained for that.
2516
02:17:27.461 --> 02:17:28.080
There's a problem.
2517
02:17:28.502 --> 02:17:29.806
on the fly, we solve it.
2518
02:17:30.348 --> 02:17:33.620
What we don't do is to, after we solve it, after the celebration,
2519
02:17:33.960 --> 02:17:36.126
after the patient is happy enough, we stop.
2520
02:17:36.727 --> 02:17:37.229
We go back.
2521
02:17:38.011 --> 02:17:39.896
See, that issue happened.
2522
02:17:40.898 --> 02:17:41.480
Why it happened?
2523
02:17:42.541 --> 02:17:43.284
And we go backwards.
2524
02:17:44.006 --> 02:17:48.300
And then we start to analyze all the things that can be improved
2525
02:17:48.882 --> 02:17:52.234
to minimize the chances of that same problem happening again.
2526
02:17:52.836 --> 02:17:53.880
We don't do that in dentistry.
2527
02:17:54.345 --> 02:17:55.397
and we repeat, repeat.
2528
02:17:56.142 --> 02:17:58.060
And we become so good fixing problems
2529
02:17:59.769 --> 02:18:01.960
that solving the actual source of the problem
2530
02:18:03.111 --> 02:18:03.960
doesn't become a priority.
2531
02:18:06.426 --> 02:18:07.500
Yeah, we just constantly live
2532
02:18:07.520 --> 02:18:08.960
in a problem-solving environment.
2533
02:18:09.581 --> 02:18:12.020
So this final speech here,
2534
02:18:12.983 --> 02:18:15.080
if you see a patient that is very analytical
2535
02:18:16.230 --> 02:18:17.420
and you explain this to the patient,
2536
02:18:18.583 --> 02:18:21.160
you make this patient a fan in five minutes,
2537
02:18:21.811 --> 02:18:22.340
immediately.
2538
02:18:23.863 --> 02:18:24.239
Immediately.
2539
02:18:27.124 --> 02:18:28.280
So there's another component
2540
02:18:28.402 --> 02:18:29.320
that is reading the patient,
2541
02:18:30.261 --> 02:18:31.800
understanding the patient's character
2542
02:18:31.961 --> 02:18:34.100
because one story that sticks to one person
2543
02:18:34.202 --> 02:18:35.140
is different than the story
2544
02:18:35.201 --> 02:18:36.280
that will stick to another person.
2545
02:18:37.003 --> 02:18:38.980
So you need to become a master communicator
2546
02:18:39.081 --> 02:18:42.260
that means you need to adapt your story
2547
02:18:43.469 --> 02:18:44.899
to the person that is sitting in front of you.
2548
02:18:45.628 --> 02:18:46.220
And that's an art.
2549
02:18:48.543 --> 02:18:49.449
Is it the same cause
2550
02:18:51.361 --> 02:18:56.780
just framed in a different light for the specific nature of that patient.
2551
02:18:56.982 --> 02:18:57.320
Exactly.
2552
02:18:57.800 --> 02:19:05.900
Like the way, because your cause and your system has many highlights.
2553
02:19:06.081 --> 02:19:09.240
It's a combination of so many great things.
2554
02:19:10.181 --> 02:19:15.160
You need to pick the stories and the points that will create the most impact
2555
02:19:15.261 --> 02:19:16.699
on the person that is sitting in front of you.
2556
02:19:17.762 --> 02:19:20.700
The things that they will value the most, right?
2557
02:19:20.761 --> 02:19:22.900
And every personality value is a different thing.
2558
02:19:24.263 --> 02:19:27.220
So first appointment, second appointment, you need to listen.
2559
02:19:27.540 --> 02:19:33.620
You need to make like a psychological x-ray screening of the person
2560
02:19:34.443 --> 02:19:38.700
and be very fast understanding what makes sense to that person
2561
02:19:40.024 --> 02:19:44.700
and how to connect your strengths to what makes sense to the person.
2562
02:19:45.382 --> 02:19:49.180
What stories you're going to pick from your toolbox, right?
2563
02:19:50.889 --> 02:19:53.000
and point that out because you don't have three hours.
2564
02:19:53.100 --> 02:19:55.240
You have 10 minutes.
2565
02:19:55.700 --> 02:19:55.800
Yeah.
2566
02:19:56.985 --> 02:19:58.460
And I think on the quality control point,
2567
02:19:58.520 --> 02:20:01.340
I think with the way that AI is going,
2568
02:20:03.127 --> 02:20:05.160
it's going to be more and more important
2569
02:20:05.281 --> 02:20:08.460
that we quality control ourselves internally
2570
02:20:09.243 --> 02:20:12.496
before our patients start quality controlling us themselves,
2571
02:20:14.421 --> 02:20:15.196
utilizing AI.
2572
02:20:17.042 --> 02:20:19.160
I mean, it's going to be only a matter of time
2573
02:20:19.240 --> 02:20:22.560
before they start requesting their intraoral scans
2574
02:20:22.762 --> 02:20:24.820
before and after as part of the treatment planning
2575
02:20:25.243 --> 02:20:27.360
or as part of the post-treatment process.
2576
02:20:27.381 --> 02:20:27.979
Comparing and comparing.
2577
02:20:28.301 --> 02:20:29.480
Especially if things have gone wrong.
2578
02:20:30.120 --> 02:20:31.239
So I think we're going to need,
2579
02:20:31.700 --> 02:20:35.020
maybe we've not had enough of a push as a profession
2580
02:20:35.020 --> 02:20:37.420
because we've been so good at solving problems
2581
02:20:37.964 --> 02:20:39.758
to actually do that homework.
2582
02:20:40.500 --> 02:20:41.057
But actually...
2583
02:20:41.281 --> 02:20:43.260
We need to push the company because the tools are there.
2584
02:20:43.544 --> 02:20:43.653
Yeah.
2585
02:20:44.743 --> 02:20:47.200
For many, many things to already be happening
2586
02:20:48.106 --> 02:20:50.260
in terms of effectiveness, consistency,
2587
02:20:50.520 --> 02:20:52.540
the airplane industry philosophy, right?
2588
02:20:53.543 --> 02:20:56.100
The problem is that if you make a mistake
2589
02:20:56.181 --> 02:20:57.280
in the airplane industry,
2590
02:20:57.561 --> 02:20:59.260
you kill 300 people in one shot.
2591
02:21:00.863 --> 02:21:03.480
We make huge mistakes, we kill nobody, right?
2592
02:21:03.660 --> 02:21:06.120
So we get in our comfort zone.
2593
02:21:07.804 --> 02:21:09.420
But if we start thinking about the impact
2594
02:21:09.521 --> 02:21:11.539
on the last 10 years of somebody's life,
2595
02:21:13.085 --> 02:21:14.480
that gives a bigger meaning
2596
02:21:14.662 --> 02:21:16.360
for the decisions that we make today.
2597
02:21:18.708 --> 02:21:21.040
and we need to push the industry to help us with that as well.
2598
02:21:21.120 --> 02:21:27.340
You know, I want to understand what are the recurring mistakes
2599
02:21:28.889 --> 02:21:30.820
and how to minimize the chances of them happening.
2600
02:21:31.880 --> 02:21:36.619
How many, example, how many times you try in anterior crowns
2601
02:21:37.665 --> 02:21:40.640
and the black triangle is slightly too open or slightly too close,
2602
02:21:42.146 --> 02:21:45.140
and you have to send back the case to the lab and say,
2603
02:21:45.180 --> 02:21:47.260
look, open a little, close a little bit.
2604
02:21:48.183 --> 02:21:49.940
Because the patient's like, I don't like that black thing.
2605
02:21:52.222 --> 02:21:56.080
That's just one of millions of little mistakes
2606
02:21:56.482 --> 02:21:58.960
that a restorative dentist has to face, right?
2607
02:21:59.200 --> 02:22:03.760
Limitations will drastically impact the satisfaction of the patient,
2608
02:22:04.983 --> 02:22:06.920
the experience, rescheduling,
2609
02:22:07.500 --> 02:22:11.339
waste of time and money for the patient and for the dentist.
2610
02:22:12.043 --> 02:22:12.520
And the technician.
2611
02:22:12.944 --> 02:22:13.559
And the technician.
2612
02:22:15.429 --> 02:22:17.680
and we fix the problem
2613
02:22:19.031 --> 02:22:20.100
and we continue our lives.
2614
02:22:21.540 --> 02:22:23.220
And black box thinking is like,
2615
02:22:23.320 --> 02:22:25.520
okay, can we eliminate this mistake?
2616
02:22:26.740 --> 02:22:27.140
Eliminate?
2617
02:22:27.260 --> 02:22:27.680
Probably not.
2618
02:22:27.740 --> 02:22:28.740
But can we minimize?
2619
02:22:28.960 --> 02:22:31.818
If it happens three times out of 10,
2620
02:22:32.261 --> 02:22:34.939
can I bring it down to one time out of 10?
2621
02:22:35.141 --> 02:22:36.078
How amazing that will be.
2622
02:22:37.242 --> 02:22:38.479
How amazing that will be.
2623
02:22:39.542 --> 02:22:40.600
So you need to ask the question,
2624
02:22:40.780 --> 02:22:42.560
why the black triangle is too open?
2625
02:22:44.389 --> 02:22:46.620
why the technician didn't close it more.
2626
02:22:47.421 --> 02:22:50.560
Was it because of didn't have the soft tissue information,
2627
02:22:51.141 --> 02:22:52.840
doesn't have the morphological know-how?
2628
02:22:55.686 --> 02:22:58.920
It didn't have, the prep was not allowing to close the space.
2629
02:23:01.343 --> 02:23:03.340
Why we didn't see this problem coming before?
2630
02:23:03.600 --> 02:23:05.320
Why we didn't see this on the provisional?
2631
02:23:05.480 --> 02:23:07.100
Why we didn't see this on the mock-up?
2632
02:23:07.500 --> 02:23:09.500
Why we didn't see this on the digital screen?
2633
02:23:09.600 --> 02:23:12.180
Because the technician shared the link with me.
2634
02:23:12.423 --> 02:23:14.100
I saw the restoration design.
2635
02:23:14.361 --> 02:23:16.200
I approved the restoration design.
2636
02:23:17.182 --> 02:23:20.700
The technician took pictures of the ceramics, shared with me.
2637
02:23:21.001 --> 02:23:22.440
I said, okay, you can ship it.
2638
02:23:22.741 --> 02:23:23.800
They shipped the case.
2639
02:23:24.420 --> 02:23:26.220
I scheduled, I confirmed the patient.
2640
02:23:26.821 --> 02:23:29.040
The patient drove all the way from the other side of town.
2641
02:23:29.723 --> 02:23:30.940
I removed the provisional.
2642
02:23:31.160 --> 02:23:32.379
I placed the ceramics.
2643
02:23:32.660 --> 02:23:37.080
It took us one hour to get to this point after one year of treatment.
2644
02:23:37.661 --> 02:23:39.580
And now I see the problem.
2645
02:23:40.965 --> 02:23:42.120
This is the worst moment.
2646
02:23:42.320 --> 02:23:49.640
This is the most expensive moment to identify a mistake in restorative dentistry when we are trying in the restoration.
2647
02:23:49.720 --> 02:24:02.260
And I can guarantee to you that two-thirds of the problems that we identify on the try-in phase could be identified before the try-in phase.
2648
02:24:02.940 --> 02:24:03.000
Okay.
2649
02:24:06.467 --> 02:24:12.920
in my opinion two-thirds of all the mistakes that we identify on the trying phase could be
2650
02:24:13.000 --> 02:24:21.180
identified before the trying phase by the clinician by the technician or both both both it's uh
2651
02:24:22.603 --> 02:24:28.920
reverse engineering quality control right it's it's and i started to develop content on that
2652
02:24:29.000 --> 02:24:36.380
because as a technician, I was tired of fixing the same problems
2653
02:24:36.642 --> 02:24:38.039
over and over again, right?
2654
02:24:41.122 --> 02:24:44.558
And if we make a mistake, we don't kill 300 people,
2655
02:24:45.480 --> 02:24:50.680
but financially speaking, you know, it has a huge impact
2656
02:24:51.145 --> 02:24:52.580
if we start solving these problems.
2657
02:24:53.162 --> 02:24:56.399
And if we start pushing companies to start developing solutions for us
2658
02:24:56.600 --> 02:25:00.840
in terms of quality control and systematic review of mistakes,
2659
02:25:01.861 --> 02:25:05.900
reverse engineering solutions to avoid mistakes, right?
2660
02:25:06.381 --> 02:25:08.840
Asking the questions, for example, about the black triangle.
2661
02:25:10.322 --> 02:25:13.880
What are the things that we can do when we identify the potential?
2662
02:25:14.261 --> 02:25:18.900
First, how do we identify a potential of a possible black triangle in between teeth?
2663
02:25:19.542 --> 02:25:20.179
That's the first step.
2664
02:25:21.180 --> 02:25:24.320
So it's highlighted since the beginning for dentists and technicians.
2665
02:25:25.183 --> 02:25:29.780
this is a case that we will probably prep in a few weeks
2666
02:25:29.941 --> 02:25:32.800
or still we're going to do ortho or still going to do surgery
2667
02:25:32.962 --> 02:25:34.020
or still going to place implant.
2668
02:25:34.621 --> 02:25:37.280
But we already know that here, here, and here, there's a potential.
2669
02:25:37.880 --> 02:25:41.499
So every decision starts to try to minimize that.
2670
02:25:42.462 --> 02:25:45.020
That impacts the way we do the ortho.
2671
02:25:45.120 --> 02:25:46.780
That impacts the way we place the implant.
2672
02:25:46.960 --> 02:25:49.480
That impacts the way we do perio procedures.
2673
02:25:50.504 --> 02:25:55.280
So we are consciously understanding how to minimize that issue.
2674
02:25:55.841 --> 02:26:02.340
Then the way we prep teeth, huge, as we know the relationship between finishing line and closing the black triangles.
2675
02:26:03.162 --> 02:26:07.540
Then discussing dentist technician about the information that you want to share with the lab.
2676
02:26:09.500 --> 02:26:17.460
And how can you play safe with the design to minimize the chances of having to ship back the restorations, right?
2677
02:26:18.862 --> 02:26:21.680
What are the things that you can solve chair side, right?
2678
02:26:21.901 --> 02:26:23.800
And what are the things that you cannot solve chair side?
2679
02:26:24.862 --> 02:26:27.400
And how can the technician minimize that chance
2680
02:26:28.326 --> 02:26:30.300
by understanding that and changing the design?
2681
02:26:31.482 --> 02:26:33.840
And then how can you do the quality control of the design
2682
02:26:34.141 --> 02:26:38.020
by just, you know, we have so many things to check.
2683
02:26:38.362 --> 02:26:39.895
That's the black box thinking, right?
2684
02:26:40.581 --> 02:26:42.500
It doesn't matter how experienced you are.
2685
02:26:44.442 --> 02:26:45.880
There's so many things we need to check
2686
02:26:45.920 --> 02:26:48.899
that we cannot rely in our memory, in our eyes.
2687
02:26:49.627 --> 02:26:50.319
We need checklists.
2688
02:26:51.964 --> 02:26:53.580
And we need to be disciplined about it.
2689
02:26:54.941 --> 02:26:57.900
So when I share a design with you, dentist,
2690
02:26:59.145 --> 02:27:01.440
if you don't use a checklist, you're going to miss points.
2691
02:27:02.544 --> 02:27:03.960
And then I'm going to manufacture it.
2692
02:27:05.143 --> 02:27:06.960
And then we're going to lose a lot of time and money.
2693
02:27:08.162 --> 02:27:11.960
So why don't we invest a few precious minutes now?
2694
02:27:12.020 --> 02:27:13.500
Because we are always in a rush.
2695
02:27:14.644 --> 02:27:19.880
that's the thing about the airplane industry there's no rush yeah i'm flying a lot and i'm
2696
02:27:20.221 --> 02:27:27.500
so many times so angry with delays and i see the pilot and he's going through the paper and yeah
2697
02:27:27.701 --> 02:27:32.700
and they're not taking off unless they've had a check and then they they see the guy with the
2698
02:27:32.740 --> 02:27:40.259
paper leaving and he's like look then he announces we're gonna you know wait we need to wait 20 more
2699
02:27:40.720 --> 02:27:45.919
minutes because the paper needs to go to somewhere somebody needs to sign and and i'm like damn it
2700
02:27:47.783 --> 02:27:54.820
and then i stop and i said that i shouldn't be complaining yeah right i should appreciate this
2701
02:27:55.160 --> 02:28:07.080
thank god there's no skipping steps there's no bending corners and that's it now in in hospitals
2702
02:28:07.222 --> 02:28:08.400
they have that more, right?
2703
02:28:08.641 --> 02:28:09.231
There's a process.
2704
02:28:10.121 --> 02:28:11.740
You cannot jump
2705
02:28:11.861 --> 02:28:12.670
even though you're 99% sure
2706
02:28:13.885 --> 02:28:14.640
to go this way,
2707
02:28:14.901 --> 02:28:16.980
you don't skip the step.
2708
02:28:18.265 --> 02:28:18.939
In dentistry,
2709
02:28:19.261 --> 02:28:21.020
we are completely amateurs
2710
02:28:21.886 --> 02:28:23.780
on this regard, right?
2711
02:28:25.505 --> 02:28:27.000
We are completely amateurs
2712
02:28:27.524 --> 02:28:29.299
on evaluating a mistake
2713
02:28:30.489 --> 02:28:31.900
and then developing the systems
2714
02:28:32.001 --> 02:28:33.420
to avoid that mistake next time.
2715
02:28:35.288 --> 02:28:36.000
And I believe
2716
02:28:36.081 --> 02:28:38.380
that's a department that companies can help us a lot.
2717
02:28:39.504 --> 02:28:40.380
AI can help us a lot.
2718
02:28:40.460 --> 02:28:41.200
I was going to say, yeah,
2719
02:28:41.441 --> 02:28:42.720
I think AI will help in that space.
2720
02:28:43.206 --> 02:28:43.396
100%.
2721
02:28:44.848 --> 02:28:46.820
But we need to push the industry to develop the tools.
2722
02:28:49.806 --> 02:28:50.139
Well, Christian,
2723
02:28:50.220 --> 02:28:51.960
I think we're going to have to call it a day there.
2724
02:28:52.080 --> 02:28:53.980
I think we've been going for a good couple of hours
2725
02:28:54.061 --> 02:28:56.115
and I've barely touched the surface of the topics
2726
02:28:56.900 --> 02:28:58.020
that I wanted to talk to you about.
2727
02:28:58.140 --> 02:28:59.819
So we'll have to get you back for a round two
2728
02:29:00.022 --> 02:29:00.960
next time you're in town.
2729
02:29:01.501 --> 02:29:02.900
Or maybe Madrid next time.
2730
02:29:02.960 --> 02:29:04.291
Yeah, I'm always here.
2731
02:29:05.421 --> 02:29:07.700
so it will be a pleasure to come back.
2732
02:29:08.602 --> 02:29:12.240
I'd like to finish with just your sort of one thing
2733
02:29:12.341 --> 02:29:14.340
that you're most excited about
2734
02:29:14.481 --> 02:29:16.600
for the next decade of dentistry.
2735
02:29:16.760 --> 02:29:18.879
What do you think is going to have the biggest impact
2736
02:29:21.271 --> 02:29:23.020
with as much specificity as you can do?
2737
02:29:23.080 --> 02:29:24.076
I mean, obviously we all know AI
2738
02:29:24.421 --> 02:29:25.960
is going to change things significantly,
2739
02:29:26.200 --> 02:29:29.120
but what do you think is going to have the biggest impact?
2740
02:29:30.483 --> 02:29:32.160
Maybe towards getting towards that,
2741
02:29:33.403 --> 02:29:35.120
I'm going to call it lifelong dentistry
2742
02:29:35.181 --> 02:29:36.975
or lifetime dentistry that you've defined?
2743
02:29:37.960 --> 02:29:39.020
Longevity dentistry.
2744
02:29:40.568 --> 02:29:41.320
Or just dentistry.
2745
02:29:41.500 --> 02:29:43.380
Or just the right dentistry.
2746
02:29:44.828 --> 02:29:45.680
The right dentistry.
2747
02:29:50.021 --> 02:29:58.900
So two things that I hope will become the biggest trends.
2748
02:30:01.779 --> 02:30:01.880
one
2749
02:30:03.794 --> 02:30:04.620
is the super
2750
02:30:04.661 --> 02:30:05.759
diagnostician topic
2751
02:30:11.216 --> 02:30:12.660
leveraging technology for that
2752
02:30:12.970 --> 02:30:13.178
but
2753
02:30:15.815 --> 02:30:16.620
really connecting
2754
02:30:16.802 --> 02:30:18.920
with the idea of the oral physician
2755
02:30:19.649 --> 02:30:20.480
the oral physician
2756
02:30:20.725 --> 02:30:21.400
exploration
2757
02:30:24.413 --> 02:30:25.940
the exploration phase for me
2758
02:30:27.108 --> 02:30:28.680
the reinvention of the first
2759
02:30:28.760 --> 02:30:31.186
appointment.
2760
02:30:31.366 --> 02:30:33.893
And this is all based on this partnership for life.
2761
02:30:34.835 --> 02:30:36.960
As soon as we embrace
2762
02:30:37.060 --> 02:30:43.860
this idea of a partnership for life, all decisions, we change our perspective on decisions,
2763
02:30:44.840 --> 02:30:46.704
right?
2764
02:30:47.085 --> 02:30:54.060
So this is one field and we can leverage technology, we will leverage technology, AI is
2765
02:30:54.080 --> 02:30:56.487
going to help, but it's a personal decision.
2766
02:30:57.931 --> 02:31:00.760
It requires a lot of human skills to become
2767
02:31:00.860 --> 02:31:09.220
a super diagnostician, an oral physician, the big picture person, the relationship person,
2768
02:31:10.000 --> 02:31:10.983
the doctor for life.
2769
02:31:15.135 --> 02:31:16.980
If you just want to be a cosmetic dentist,
2770
02:31:20.867 --> 02:31:28.520
no judgment but be honest with it don't tell people that you are a health care provider
2771
02:31:29.843 --> 02:31:36.320
because you're not you are just a cosmetic professional you're on the team of plastic
2772
02:31:36.420 --> 02:31:46.040
surgeons and hairdressers and because mysticians and this no and no judgment right um that's all
2773
02:31:46.080 --> 02:31:50.980
you do and you're amazing at it, fantastic, there's space for everybody, but you're not
2774
02:31:51.040 --> 02:31:51.781
a neuro physician.
2775
02:31:55.688 --> 02:31:56.410
That's one thing.
2776
02:31:57.291 --> 02:32:02.280
The other thing is at the end, restorative, aesthetic
2777
02:32:02.360 --> 02:32:05.766
dentistry, the three star Michelin dentist.
2778
02:32:08.110 --> 02:32:11.215
If you want to be resilient to all technologies
2779
02:32:16.382 --> 02:32:19.380
If you want to succeed into the future,
2780
02:32:21.202 --> 02:32:25.340
make the decision of becoming the three-star Michelin restorative dentist.
2781
02:32:27.203 --> 02:32:30.260
And that has very little to do with technology.
2782
02:32:32.963 --> 02:32:35.580
Because everybody's going to leverage technology.
2783
02:32:36.160 --> 02:32:37.740
Technology is going to become a commodity.
2784
02:32:40.363 --> 02:32:42.940
Knowing how to use technology is going to become the normal.
2785
02:32:44.707 --> 02:32:47.880
and technology is going to level the field in a good way,
2786
02:32:48.920 --> 02:32:51.900
guaranteeing a minimum quality in some procedures.
2787
02:32:53.251 --> 02:32:53.600
That's good.
2788
02:32:55.722 --> 02:32:58.820
So that's not going to be the differentiation like it is today.
2789
02:32:59.563 --> 02:33:01.580
That is cool being in digital dentistry.
2790
02:33:02.123 --> 02:33:03.060
It's not going to be cool anymore.
2791
02:33:03.765 --> 02:33:04.440
It's going to be normal.
2792
02:33:05.943 --> 02:33:08.500
So it's going to be all about the three-star Michelin dentist,
2793
02:33:08.621 --> 02:33:12.640
the dentist that I would do my 10 veneers myself with if I need.
2794
02:33:14.967 --> 02:33:18.860
is the dentist that is a master on the art of human skills,
2795
02:33:21.013 --> 02:33:21.860
human perception,
2796
02:33:23.602 --> 02:33:24.800
human connection,
2797
02:33:26.640 --> 02:33:29.160
human artistic interpretation,
2798
02:33:30.822 --> 02:33:31.999
human hand skills,
2799
02:33:38.440 --> 02:33:39.740
human relationship.
2800
02:33:41.553 --> 02:33:42.259
if I'm going to do
2801
02:33:43.810 --> 02:33:45.120
10 veneers on myself
2802
02:33:45.161 --> 02:33:45.202
or
2803
02:33:46.954 --> 02:33:47.480
if one day
2804
02:33:47.824 --> 02:33:49.100
anybody that I love needs
2805
02:33:50.553 --> 02:33:51.240
a better smile
2806
02:33:52.087 --> 02:33:53.640
if it's veneers or a full mouth rehabilitation
2807
02:33:53.660 --> 02:33:55.959
if anybody in the future that I love needs
2808
02:33:56.789 --> 02:33:57.680
a better smile
2809
02:33:59.959 --> 02:33:59.980
I
2810
02:34:00.925 --> 02:34:03.320
want to find a dentist that has these human skills
2811
02:34:05.975 --> 02:34:06.740
and there are
2812
02:34:07.547 --> 02:34:08.839
and there are a lot of room
2813
02:34:09.793 --> 02:34:10.240
at the top.
2814
02:34:12.768 --> 02:34:13.380
Being a three-star
2815
02:34:13.462 --> 02:34:14.118
Michelin chef,
2816
02:34:17.053 --> 02:34:17.940
once you are there,
2817
02:34:20.886 --> 02:34:21.760
there's scarcity there.
2818
02:34:24.084 --> 02:34:25.300
And dentistry
2819
02:34:25.423 --> 02:34:26.160
will be extremely
2820
02:34:26.302 --> 02:34:27.158
generous with you
2821
02:34:27.424 --> 02:34:28.240
and you're going
2822
02:34:28.240 --> 02:34:28.879
to have a great life.
2823
02:34:31.933 --> 02:34:32.159
Love it.
2824
02:34:33.149 --> 02:34:33.720
So the artist
2825
02:34:33.883 --> 02:34:34.980
and the diagnostician,
2826
02:34:35.360 --> 02:34:35.728
those are the two
2827
02:34:36.382 --> 02:34:37.059
bets for the future.
2828
02:34:37.120 --> 02:34:37.520
Super diagnostician
2829
02:34:38.084 --> 02:34:40.660
and amazing human artist.
2830
02:34:42.123 --> 02:34:44.280
Lots of positivity for humanity then
2831
02:34:44.663 --> 02:34:46.380
in our profession moving forward.
2832
02:34:46.740 --> 02:34:48.460
Dentistry is very resilient
2833
02:34:48.742 --> 02:34:52.160
in terms of being substituted by technology.
2834
02:34:53.724 --> 02:34:53.880
Yeah.
2835
02:34:54.953 --> 02:34:55.160
Brilliant.
2836
02:34:55.280 --> 02:34:56.460
Well, Christian, thank you so much for that.
2837
02:34:56.520 --> 02:34:58.340
It was a very wide ranging
2838
02:34:58.703 --> 02:35:00.860
and thoroughly enjoyable conversation.
2839
02:35:01.021 --> 02:35:03.100
And I look forward to having you back on sometime soon.
2840
02:35:03.461 --> 02:35:04.000
My pleasure.
2841
02:35:04.765 --> 02:35:04.938
Cheers.
2842
02:35:05.261 --> 02:35:07.340
So thanks for making it all the way to the end, guys.
2843
02:35:07.501 --> 02:35:10.300
I hope this episode really gave you a lot of value.
2844
02:35:10.501 --> 02:35:14.099
If you did enjoy it, then please do share it with your colleagues and hit the subscribe
2845
02:35:14.381 --> 02:35:19.880
button and like below to help us get bigger guests, bigger value and really help build
2846
02:35:19.922 --> 02:35:20.399
this community.