Ep. 4 | Building the Perfect Team: The Implant Practice Fantasy Draft

WEBVTT
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All of your staff is important.
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Um in it if but if you can make a handful of people in the office um uh or systems uh elite, then you will be successful.
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If you can make all of them elite, you'll you'll find success you didn't even think possible.
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Welcome to another episode of Case Closed from Consult to Crown, a podcast for dentists who want to place more implants.
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I'm your host, Ryan Pritchard, and I am joined by my co-host, AJ DeVino.
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We've officially made it to four whole episodes, AJ.
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What the hell are we doing?
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I just if there were, you know, were people who reviewed us and could control our cancellation, I just assumed we would have been canceled by now.
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Got to be canceled by now.
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So many ratings.
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But alas, we we are not.
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Um people are just loving the show, I guess.
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So uh today we're gonna mix it up a little bit.
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We're gonna talk about um the team, right?
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The office.
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You know, we say it all the time.
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We talk about the all-stars, the implant coordinators, obviously, and the implantologists and and and all that.
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But today we're gonna talk about building the perfect team.
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Okay, and we're going to have a little bit of fun with it.
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Uh Chasen, our producer, has put together uh a draft.
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So essentially, I I guess what we're gonna do, I don't know a lot about it.
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He's gonna explain it to us.
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But just for the audience, that name again?
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Can you can you drill down his name?
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Chasen.
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Like chasing dreams?
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Chasing a dream.
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Okay.
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He loves that.
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If you ever meet him, make sure you say, You mean like chasing a dream?
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Yeah, he loves it.
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So sorry, Chasen.
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Sorry, Chasen.
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So uh what what I think what we're gonna do is we're gonna go through, we're gonna pick the perfect team.
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Okay.
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And then uh as we pick, we're gonna talk about why they're important.
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Before we start, I think it's important to know we're having a little fun with this.
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Um, we're gonna put them in order.
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We won't be able to pick once once you've picked.
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I can't, I can't pick a draft.
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Um, but I think it's important to know every member of our team uh we love, we adore, we think that they uh are super important to a dental office.
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Right, right.
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You know, I've got doctors a lot that will say, Wow, I don't I don't need assistance.
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Holy cow, remember that, doctor.
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I don't need assistance.
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Of course you need assistance, right?
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Of course you do.
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We've had doctors say we don't need a hygiene department.
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Absolutely.
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That's insane.
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Hygiene is one of the most important parts of a dental office.
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So every single team member in an office is super important, but we're gonna have a little fun with it uh today.
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And uh I believe, Chasen, you are gonna go through the rules.
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That is correct, guys.
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Okay, so here's how this works.
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Today you're drafting implant practice X factor roles.
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Think, yeah, think of this like a What's an X Factor?
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An X factor is like this is a transcendent team member of your practice, someone who is really dominating their you know, what they have to do on a day-to-day basis uplifts the rest of the team and is something that you can really rely on.
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So in each role that we get to pick, it's the all-star of this version of this role.
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Yes, and I will explain that further.
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Think of the this like a fantasy draft, but instead of players, you're building the ultimate implant-driven dental team.
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I'm going to give you a list of roles commonly found in a dental office.
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You'll take turns drafting them one by one.
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You look like you're reading something.
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You sound like that too.
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I just want to make it clear and concise for the audience.
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I don't I don't want to screw it up.
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So I guess following along with the if that's okay with you.
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All right, thank you so much.
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Uh so the goal is simple build the team that would give an implant practice the best chance to become a true juggernaut.
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Now, here's the key every role you draft is considered to be best in class.
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If you draft that role, you get a top-tier performer.
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If you don't, you're stuck with an industry average version of that same position.
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So every pick matters.
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Um, and then these are the the ten roles that we've sort of chosen available in your draft.
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Oh, you're gonna list them out?
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Yep, I'm gonna list them out right now.
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Okay, and we have to just listen.
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Okay.
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Yeah, listen and carefully.
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Isn't X Factor also a panel show on television?
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Yeah, I think it's a TV show.
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Yeah, I think it is.
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Ours will be better.
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Stuck on X Factor.
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Okay.
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All right, so like I said, every pick matters, and these are the 10 roles that are available in our draft pool today.
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Uh, so number one, a clinically brilliant lead implantologist.
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Number two, a workhorse associate general dentist.
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Wait, hold on, hold on, go back.
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So clinically brilliant.
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So does this mean are they good at talking to people?
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No, this is simply clinical.
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This is a doctor that is clinical prowess.
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Clinical prowess, yeah.
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But how are they talking to people?
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I was average.
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Average talking to people, clinically all-star.
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Yeah, like they can handle any case that's thrown at them.
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Okay.
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Is this the owner of the practice?
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Many zygomatics.
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This in this scenario, this would be I I I had envisioned it, yes, to be.
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This is the owner?
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Yeah.
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Okay.
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So an owner who's clinically brilliant, people skills, average.
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Yep.
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Got it.
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What do they look like?
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What do they look like?
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I'm just kidding, go ahead.
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Unassuming.
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Professional.
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Do they wear a tie?
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Okay.
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Bow tie.
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They look exactly like you would hope they would expect to look like too much.
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I have a picture in my head.
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From a patient perspective.
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I have a picture in my head.
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He's a real human being.
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All right.
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So number two is a workhorse associate general dentist, someone that the implantologist or the owner of the practice can really rely on on a day-to-day basis to handle that sort of general stuff.
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Alright.
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Like crowns and and and everything and stuff, or are we talking just drill and fill dentistry?
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A little more of the drill and fill the every all the things that help a the implantologist focus on implants.
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What about sleep apnea?
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Yeah, whatever takes up the day today.
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Yeah.
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Okay.
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Alright, so number three, a reliable hygienist.
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Ooh, number four.
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Just reliable.
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Just reliable.
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They just show up.
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As in they yeah, they never call out.
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Not high performer.
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Again, these are these are X factors.
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So it is it is a X factor in reliability or in being a hygienist?
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Yeah, whatever, whatever, as whatever the practice owner values the most, that is the extra.
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That that is what whatever you believe a hygienist is most important for, that's what they are.
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Okay.
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Whatever you value as is as you guys doing the draft.
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Okay.
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Um the next one, uh, this is number four, a dependable dental assistant.
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Um, same type of thing as a hygienist, whatever you believe is is the best um qualities that uh that uh a uh an assistant has.
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Um the the next one, uh, number five is an elite treatment coordinator.
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Uh number six is a highly trained front desk staff.
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Number seven is insurance and billing coordinator.
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Oh my.
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Number eight.
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I love the the back and forth Asia.
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That's great.
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Number eight is a respected office manager.
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What does that mean?
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Uh this is well, the office manager, do a jack of all trades, do it all.
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This is someone who wields the power of the office, someone that the other uh people in the office respect and follow orders from and can get things done to keep things running.
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I know I keep doing this, I keep coming back to to your adjectives here, but they don't need to be liked by the team, do they?
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Yeah, does do they have to uh is this office manager respected or liked?
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Or feared?
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Yeah.
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I would say a combination of both.
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Someone who, again, this is the X factors, so they're people that do the very best that they can.
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Well about now it's of the dental office.
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Oh yes.
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All of them.
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Yeah.
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Okay.
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Like this is you know, office manager, like we talk about a lot of times, is like the right hand person to, you know, the people that are directly in charge.
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All right.
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Got it.
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Um, and then nine is marketing, and ten is an in-house lab.
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Okay.
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Uh okay, so so we we've got we've we've got we've got this list of people.
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They are the most elite, but we got to go back to your first one then, because you said clinically brilliant, but people skills average, are they X factor or not?
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Because the X factor lead implantologist can talk to people.
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Okay.
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Um, I mean, in that scenario, I guess I would use um, I guess maybe we can define that together.
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I guess what I was originally thinking is strictly clinical.
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This is someone who, if someone comes into the office with that with whatever dental problem they have, this is the doctor that can help them know.
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It's important, it's very important for my picks, though.
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If it, for example, if he take if he takes my ITC, I gotta know my doctor can talk to people.
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And if it's X factor, it's X factor, right?
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So it's all of it.
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Well, I guess I would ask you both right now.
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If you when you think of an X factor like the best clinically, you know, the brilliant lead implantologist, when you think of the think of someone in your head as the best that you know right now.
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Is that is that person are they awesome with patients as well?
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Dr.
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Frank Aiello, one of the best.
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Yeah.
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All right, so let's let's define it in that way, that they are in fact not only clinically brilliant, clinically strong, clinically great with patients.
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Hey see, that changes a lot for me.
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Okay.
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Okay, so those are the the ten rules.
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Um, we will flip a coin to determine who goes first.
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After that, we'll use a snake draft format.
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So for the people who are not draft nerds out there, that basically just means that the first pick goes to one of you, uh, whoever wins the toss, and if they decide they want to receive the first pick, then the other person will then get to the next two picks, then it switches back to the other for two picks, and then so on and so forth until all ten roles are selected.
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Uh once every uh position is drafted, you'll each have a full team, obviously.
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Um from there, we'll kind of break it down uh your teams individually and and how they sort of stack up uh comparatively between the two of them and make a case for which one of you wins.
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So if you does the winner win, what do we win?
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Man, you you get a ticket to the next episode.
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You get to stick around.
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Wow, the other one gets fired.
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The other one gets the holy cow.
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Will you be replacing the loser?
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No, I don't uh we'll we'll find someone else, but okay.
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Oh wow.
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This is life or death here.
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Okay, that's important.
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Yeah.
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You know, I was once undefeated.
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High stakes in uh fantasy football.
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I am undefeated.
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I've never been beat.
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Is that true?
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Yeah, I only played once.
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I won.
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Uh little known fact: the only time I ever played fantasy football, my team name was the Festivas, which is a Ford motor car from the early 1990s.
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We've mentioned Ford a few times now.
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We're gonna get a letter.
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Yeah.
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Please cease and desist.
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Quick word from today's sponsor, Care Credit.
00:10:35.200 --> 00:10:42.639
We use Care Credit in all of our own offices, and we recommend it to our clients because it removes one of the biggest barriers to treatment.
00:10:42.879 --> 00:10:43.360
Cost.
00:10:43.600 --> 00:10:51.919
Care Credit gives patients flexible monthly payment options while your practice gets paid quickly, often in just a couple of business days.
00:10:52.080 --> 00:10:59.759
When you're presenting implants or larger cases, having financing built into the conversation makes a huge difference in case acceptance.
00:11:00.000 --> 00:11:00.799
Take it from me.
00:11:00.960 --> 00:11:02.080
I see the numbers.
00:11:02.320 --> 00:11:06.159
If you're not offering it, you're leaving opportunity on the table.
00:11:06.960 --> 00:11:10.240
Alright, so we're gonna flip a coin to determine the draft order.
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I will do that now.
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I will flip a coin and then one of or I'll I guess I will give Ryan the the call of heads or tails when I flip it.
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Um, and then we'll we'll go from there.
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See if you get it, then we'll decide.
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Okay, before you do that, Casey, film Jason, because I guarantee he drops this coin.
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I might.
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All right, here we go.
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Are you ready to call it?
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Yes, go.
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All right.
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Yep.
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I did.
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There it is.
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You didn't also you didn't call it.
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Oh, you ready?
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Yeah, yeah.
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Heads.
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Tails.
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Tails.
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Wow.
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AJ, you now get the option to decide whether you want to draft first overall, or if you want to pass that to Ryan.
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Wow.
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Wait, in in in this draft, whoever gets first, the second person gets second and third.
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And third, and then it goes back to the other person who gets fourth and fifth, and it goes like that all the way until all ten get picked.
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We're doing a snake draft just because, again, very nerdy stuff.
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But this is kind of a more balanced way to do this.
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Otherwise, if we did it back and forth, one of you would sort of have the leg up all the way through.
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This is how we did it in backyard football.
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So um, so yeah, AJ, you it's uh first, uh, you determine whether you want to go first or pass it off to Ryan.
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With the first pick, I trade it back to who is picking second and third.
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You want second and third?
00:12:31.120 --> 00:12:31.440
Yes.
00:12:31.679 --> 00:12:33.440
Shit, I wanted second and third.
00:12:33.519 --> 00:12:35.600
I really thought you were gonna go first.
00:12:37.200 --> 00:12:37.519
Okay.
00:12:39.279 --> 00:12:42.159
Alright, so that means I really oof.
00:12:45.360 --> 00:12:46.320
Alright.
00:12:47.440 --> 00:12:49.200
Wow, the two and three.
00:12:51.759 --> 00:13:01.200
I think I'm gonna go as important as a lead as a uh implant treatment coordinator.
00:13:01.279 --> 00:13:15.039
That was gonna be my number one at first, but as I look at this list, I'm gonna go uh the lead implantologist who we have confirmed they can talk to patients.
00:13:18.879 --> 00:13:19.200
Okay.
00:13:22.799 --> 00:13:25.440
I will I know I have two, right?
00:13:26.320 --> 00:13:33.919
So I will go with uh ITC, implant treatment coordinator.
00:13:36.320 --> 00:13:40.000
And I will also go with front desk staff.
00:13:43.039 --> 00:13:44.320
Front desk staff.
00:13:44.480 --> 00:13:44.879
Mm-hmm.
00:13:45.279 --> 00:13:45.600
Okay.
00:13:46.720 --> 00:13:47.919
Strategery.
00:13:48.879 --> 00:13:50.080
You got it.
00:13:50.480 --> 00:13:58.320
Alright, so uh Chasen, well, what we're doing here is we're gonna pick the teams and then we'll talk about why we picked the team.
00:13:58.480 --> 00:14:00.159
Yeah, I I was I was gonna try to jump in.
00:14:00.240 --> 00:14:04.720
Uh first off, AJ, you just picked treatment coordinator and front desk staff.
00:14:04.879 --> 00:14:05.120
Yes.
00:14:05.679 --> 00:14:05.919
All right.
00:14:06.080 --> 00:14:14.159
Yeah, so if you guys just want to maybe just talk a little bit about kind of your your first overall put uh overall picks, um, Ryan, you went with the implantologist.
00:14:14.399 --> 00:14:19.279
So what uh in your opinion makes that the the number one gotta have it for your first overall pick?
00:14:19.600 --> 00:14:39.919
Okay, so I I feel like it's an instant lose for you here because without an implantologist who's an all-star, I believe that the implantologist slash owner, Jason told us that this is the this is the captain of the ship.
00:14:40.159 --> 00:14:45.919
And all things kind of fall from from where they're at.
00:14:46.240 --> 00:14:58.639
Um and if you've got a strong implantologist, clinically strong, uh a good leader, uh then everything else we can manage.
00:14:59.279 --> 00:15:04.000
Um I think without it though, you're sort of at a loss, right?
00:15:04.080 --> 00:15:10.320
You're your average docs and average talkers and average leaders, of course we can we can work with that.
00:15:10.559 --> 00:15:18.480
Um, but it makes it so much easier with it, which is also why I was very careful to ask, can they talk to people?
00:15:18.879 --> 00:15:21.440
Um now for me, I've never had to deal with this.
00:15:21.600 --> 00:15:23.919
I don't have any clients that aren't implantologists.
00:15:24.080 --> 00:15:29.279
Implantologists call me and then I call you and say, let's bring in an ITC.
00:15:29.440 --> 00:15:35.440
So naturally that was going to be my first guess, but if I'm starting from nothing, I've got to have an implantologist before I have anything.
00:15:37.120 --> 00:15:40.879
So uh Yeah, and AJ, if you want to, just one pick at a time.
00:15:41.039 --> 00:15:42.320
So he that was his first pick.
00:15:42.399 --> 00:15:46.080
So maybe talk a little about what your number two overall pick is.
00:15:46.559 --> 00:15:55.120
So uh I took into account, I I uh thought you might take the implantologist.
00:15:55.279 --> 00:15:56.960
That was my that was my theory.
00:15:57.120 --> 00:15:58.960
I baited you into doing oh, you did?
00:15:59.120 --> 00:15:59.279
I did.
00:15:59.440 --> 00:16:00.320
I've been baited.
00:16:00.559 --> 00:16:04.720
So uh it's gonna make a horrible joke.
00:16:05.120 --> 00:16:06.960
Let your imagination fill it in.
00:16:07.120 --> 00:16:17.600
Anyway, so I've decided mentally that if the implantologist I end up with is at least bang average, right?
00:16:17.759 --> 00:16:30.000
I'm going to surround said implantologist with an elite team of people who can overcome them not being great at talking to patients, right?
00:16:30.399 --> 00:16:37.120
Uh overcome uh maybe they they can't do every single case that exists in this world, right?
00:16:37.279 --> 00:16:38.960
But they can do enough of them.
00:16:39.200 --> 00:17:13.599
And uh with the right team, uh I can elevate uh a bang average implantologist into something more if I surround them with uh an elite ITC, who ITC implant treatment coordinator, someone who their job is to get people to move forward with big high-end implant treatments and front desk staff, which is uh definitely not something I would sit here and believe I would pick as my my second pick, third overall.
00:17:14.079 --> 00:17:18.720
But ITC and front desk staff are actually pretty pretty linked, right?
00:17:19.039 --> 00:17:21.920
An ITC can't be expected to answer phones.
00:17:22.720 --> 00:17:42.640
An ITC is talking to patients in person, so I need a front desk staff who uh understands how to talk to patients, how to get them excited, how to talk to them on the phone, how to uh keep an office that's focuses on implants.
00:17:42.720 --> 00:17:45.440
I I I I need a cohesive unit.
00:17:45.519 --> 00:17:51.599
And I feel like if I surround uh, you know, and understand what is an average implantologist, we don't know.
00:17:51.680 --> 00:17:53.200
We're just using these words in this draft.
00:17:53.519 --> 00:17:54.240
I yeah.
00:17:54.559 --> 00:17:58.400
Every every dentist ever who's placed an implant is elite.
00:17:59.599 --> 00:18:00.000
Ever.
00:18:00.240 --> 00:18:00.480
Ever.
00:18:00.720 --> 00:18:08.720
So that's that's my reasoning is I'm gonna surround the people who interact with patients to get them to the implantologist.
00:18:08.799 --> 00:18:13.519
I'm gonna surround that person with uh elite team members.
00:18:14.160 --> 00:18:14.559
I see.
00:18:14.720 --> 00:18:21.200
So it's like an NFL coach who's really great, but but maybe doesn't have Tom Brady, whereas Tom Brady can go anywhere.
00:18:21.440 --> 00:18:23.279
Yeah, I'm going with the Sam Darnold model.
00:18:23.440 --> 00:18:24.079
Darnold.
00:18:24.319 --> 00:18:25.359
Yeah, you son of a bitch.
00:18:25.599 --> 00:18:26.880
The Seattle guy, right?
00:18:27.440 --> 00:18:27.920
That's the one.
00:18:28.160 --> 00:18:29.440
Yeah, Sam Darnold.
00:18:29.920 --> 00:18:31.440
Okay, so it's my turn.
00:18:31.759 --> 00:18:32.559
Is this right, Jason?
00:18:32.799 --> 00:18:33.039
Yep.
00:18:33.119 --> 00:18:40.240
So uh if those are uh AJ's uh next two picks, then that we are now at the fourth pick, which uh goes to Ryan.
00:18:40.480 --> 00:18:41.440
You are on the clock.
00:18:41.599 --> 00:18:42.319
I'm on the clock.
00:18:42.720 --> 00:18:43.920
Oh shit, you didn't tell me that.
00:18:44.000 --> 00:18:44.720
It's a big clock.
00:18:44.880 --> 00:18:46.480
Uh no, I I already know.
00:18:46.640 --> 00:18:48.640
I've I've known since the beginning.
00:18:48.880 --> 00:19:00.880
Uh I'm gonna go with marketing uh as my number two, and I'm gonna go with uh elite hygienist as number three.
00:19:05.119 --> 00:19:07.200
Do you want me to tell you why now, Jason?
00:19:07.680 --> 00:19:25.200
Yeah, yeah, just and when you guys go, we I know we're doing two in a row, but you can just do your picks and then explain as you go, so we're just kind of easier to the reason why I'm gonna do marketing is uh it's it is of my opinion that all of this is moot without phone calls.
00:19:25.680 --> 00:19:33.359
If you can't get people to call into the office that want implants, then you're stuck only with existing patients.
00:19:34.079 --> 00:19:42.319
And if I have a bang average team uh and I don't have marketing, well, the people who are there, they're already there.
00:19:42.400 --> 00:19:44.799
They already know this team, they already know the doctor and the staff.
00:19:44.880 --> 00:19:48.240
They obviously like it enough that they're still there, so I don't need elite.
00:19:48.799 --> 00:19:59.200
Um, you know, uh, but but this is never going anywhere if the phone isn't ringing um with people who need in plantology.
00:19:59.839 --> 00:20:03.839
And so uh I'm definitely gonna go with marketing as the second pick.
00:20:04.000 --> 00:20:05.599
And then hygienist.
00:20:06.000 --> 00:20:13.759
Um, you know, in owning dental offices, uh I have offices that have a very light hygiene team.
00:20:13.839 --> 00:20:16.160
Not not bad, just not many hygienists.
00:20:16.240 --> 00:20:16.319
Right.
00:20:16.480 --> 00:20:18.799
And I have other offices that hard to come by nowadays.
00:20:18.960 --> 00:20:21.519
Oh, geez, holy cow, we should do a whole episode on that.
00:20:22.240 --> 00:20:23.680
Jason, write that down.
00:20:23.920 --> 00:20:28.079
Um but yeah, I mean, having, you know, I get this from you.
00:20:28.240 --> 00:20:37.839
First time you ever uh presented, I heard you say that hygiene is the tip of the spear, and it so is when it comes to implantology.
00:20:38.079 --> 00:20:41.279
Um building rapport is everything.
00:20:41.359 --> 00:20:51.839
And in ex in your existing base, you've got people who build rapport with your patients, your clientele, all the time.
00:20:52.000 --> 00:21:02.319
More than you do, more than the front desk does, more than your office manager does, um, and before marketing, uh, even more than your ITC does.
00:21:02.480 --> 00:21:17.759
So uh, if you have a hygienist who can identify a need for implants uh and talk to a patient about that, um, you are going to see great success uh with that.
00:21:18.480 --> 00:21:20.480
Um so there.
00:21:20.799 --> 00:21:22.000
Oh wow, okay.
00:21:22.400 --> 00:21:24.240
Well, that's pretty good.
00:21:24.880 --> 00:21:26.079
I like that reasoning.
00:21:26.640 --> 00:21:28.160
Did we settle on team names?
00:21:28.720 --> 00:21:29.920
No, we did not.
00:21:30.480 --> 00:21:35.359
I was gonna go with festivas, but I am team death strike.
00:21:35.680 --> 00:21:36.480
Death strike.
00:21:36.720 --> 00:21:38.240
Yeah, it just feels right.
00:21:38.559 --> 00:21:38.880
Okay.
00:21:39.519 --> 00:21:40.319
That's aggressive.
00:21:40.640 --> 00:21:48.559
So Team Death Strike is taking dental assistant and office manager.
00:21:49.039 --> 00:21:52.079
I like the tone you use there, like you're really in a draft.
00:21:52.480 --> 00:21:56.240
I was channeling my inner rod Roddy from from uh Price this right.
00:21:56.720 --> 00:21:58.400
You took dental assistant and office manager?
00:21:58.640 --> 00:21:59.039
I did, I did.
00:22:00.160 --> 00:22:06.319
Sticking with the theme of I'm surrounding the implantologist with elites.
00:22:06.799 --> 00:22:07.519
So here.
00:22:07.759 --> 00:22:13.839
Uh for those of you that can't see, I'm I'm feverishly writing dental assistants.
00:22:14.079 --> 00:22:14.799
I see what you're doing.
00:22:14.880 --> 00:22:15.759
I see what your game is.
00:22:16.720 --> 00:22:17.279
It's a good game.
00:22:17.359 --> 00:22:17.680
Yeah.
00:22:17.839 --> 00:22:23.440
And I am also going with office manager.
00:22:24.000 --> 00:22:25.039
I don't know how to spell.
00:22:25.279 --> 00:22:25.599
Okay.
00:22:27.119 --> 00:22:29.680
So dental assistant.
00:22:30.000 --> 00:22:31.440
Uh okay.
00:22:31.759 --> 00:22:39.200
We have again, I hate to keep saying this average implantologist, but we have an elite dental assistant.
00:22:39.440 --> 00:22:40.640
And what are they gonna do?
00:22:40.720 --> 00:22:43.920
They're gonna be doing a lot of the talking for the doctor.
00:22:44.160 --> 00:22:55.680
They're gonna be the ones that the patient turns to maybe sometimes and gets feelings of feeling like they made the right choice, gets uh affirmations from, right?
00:22:55.759 --> 00:23:04.160
Because they're just so good at their job and they're so friendly and they're so incredible that so what if the doctor is like a little shy or a little quiet, right?
00:23:04.240 --> 00:23:11.119
You've got this unbelievable dental assistant that's doing all this all making up for the shortfall there, right?
00:23:11.519 --> 00:23:18.160
Uh and also an awesome dental assistant can just make a patient feel comfortable, right?
00:23:18.559 --> 00:23:29.279
Because uh some of the best dental assistants I've ever seen, as we've mentioned in past episodes, are not necessarily uh battle-harden lifelong dental assistants.
00:23:29.359 --> 00:23:43.200
They're people that we really like, uh, meet them at a restaurant, at uh, I don't know, uh in in our in our life outside of dentistry, and we really like them as a person, and we assimilate them into our collective, right?
00:23:43.359 --> 00:23:46.319
So I think that they can make up for some shortfalls there.
00:23:46.400 --> 00:23:50.480
And then office manager is the conductor for the office, right?
00:23:50.640 --> 00:24:06.880
Uh the wrangler that's going to make sure that doctor stays on task, that the dental assistants and the front desk staff and the ITC are all moving, they're all synced in their conversation with patients.
00:24:07.039 --> 00:24:10.240
And when the phone rings, uh, you did take marketing though.
00:24:10.400 --> 00:24:12.079
They're your phone's not ringing.
00:24:12.240 --> 00:24:12.480
Dang it.
00:24:12.640 --> 00:24:15.519
Well, it's average, so it's I can deal with average, right?
00:24:15.759 --> 00:24:18.720
I'm gonna make sure make every call count, right?
00:24:18.880 --> 00:24:22.880
Because the office manager is gonna be driving the front desk when someone calls.
00:24:23.039 --> 00:24:27.119
We got to do everything we can to make sure that this person comes in for this consult.
00:24:27.279 --> 00:24:34.079
And uh the office manager and the ITC, instead of having a weird adversarial, possibly uh does happen.
00:24:34.319 --> 00:24:34.799
It does happen.
00:24:34.880 --> 00:24:47.279
They can be a little at odds with each other because uh office manager is looking at things, you know, zoomed out and and not looking at just the implant department, whereas the ITC is just implants, right?
00:24:47.519 --> 00:24:58.880
But I think if I have these four different roles in the office, all with the same mentality, uh, it can overcome, you know, someone who's average.
00:24:59.039 --> 00:25:00.000
I hate saying this.
00:25:00.160 --> 00:25:04.480
Uh on the on the on the the implant placement side of things.
00:25:04.559 --> 00:25:05.039
I got nothing.
00:25:05.200 --> 00:25:05.680
Oh boy.
00:25:05.759 --> 00:25:06.319
Oh boy.
00:25:06.400 --> 00:25:07.359
Well, what's in this?
00:25:09.680 --> 00:25:13.200
All right, so now it swings back over to Ryan for your next pick.
00:25:13.359 --> 00:25:14.799
God, I get one or two.
00:25:14.960 --> 00:25:15.200
Two.
00:25:15.440 --> 00:25:20.160
You get two if you want to go one at a time, but yeah, you get we're now at the eighth overall.
00:25:20.559 --> 00:25:21.759
I know what I'm getting stuck with.
00:25:22.799 --> 00:25:24.240
I know what you're getting stuck with, too.
00:25:24.400 --> 00:25:24.640
Yeah.
00:25:24.799 --> 00:25:25.519
Okay, okay.
00:25:25.680 --> 00:25:30.000
So my next one is gonna be insurance and billing coordinator.
00:25:30.880 --> 00:25:33.759
Um, and I will tell you why.
00:25:34.000 --> 00:25:39.680
So uh RCM, uh, this is called revenue cycle management.
00:25:39.920 --> 00:25:59.119
Um, this is in I honestly, until I owned offices, I had no idea how sloppy most offices manage this, how um unaware most offices are of kind of normal protocol in this world.
00:25:59.359 --> 00:26:15.599
Um uh but I I every office that that we've acquired so far is several hundred thousand dollars um uh exists out there that is in AR or accounts receivable.
00:26:16.559 --> 00:26:22.799
Um, and that doesn't even count the the write-offs, that's just accounts receivable, right?
00:26:22.880 --> 00:26:30.799
So there's a bunch of patients out there over the years, of course, but as over the years you add up several hundred thousand.
00:26:30.960 --> 00:26:47.599
We're talking about four, five, six hundred thousand dollars of outstanding AR that exists in in a space that um, you know, it I I think it I think I say this a lot that doctors sometimes are successful in spite of themselves, right?
00:26:47.680 --> 00:26:51.839
It's it is a dental office does well.
00:26:52.720 --> 00:27:02.880
And um so you're very quick to just say, oh, okay, yeah, you know, this patient owes us 10,000, but they only gave us four right off the other six.
00:27:03.039 --> 00:27:19.839
Um, it sounds crazy, but it happens all the time, and it's both a mixture of we didn't manage uh insurance verifications and submittals properly, uh, and then we don't know how to go and collect said submittal.
00:27:19.920 --> 00:27:20.240
All right.
00:27:20.400 --> 00:27:25.920
Uh big problem we see is insurance companies deny a submission.
00:27:26.480 --> 00:27:35.200
And a lot of offices, especially uh ones that don't have an insurance coordinator, they just go, Oh, okay, I guess they won't pay.
00:27:35.519 --> 00:27:35.839
Right.
00:27:36.240 --> 00:27:46.480
And what really happened uh was the insurance company says, uh, hey, you didn't upload an x-ray here, so we can't pay on this.
00:27:46.720 --> 00:27:56.000
And instead of going and asking the hygienist or the dental assistant or the doctor, can we go get an x ray so I can resubmit this and get paid?
00:27:56.240 --> 00:27:58.400
A lot of offices just write that off.
00:27:58.640 --> 00:28:02.480
The insurance companies are in the business of not paying.
00:28:02.559 --> 00:28:02.720
Yeah.
00:28:03.119 --> 00:28:07.039
How does an insurance company improve their margin?
00:28:07.440 --> 00:28:09.759
It's by rejecting submissions.
00:28:10.480 --> 00:28:13.359
So I just went on a whole thing there on that.
00:28:13.519 --> 00:28:15.680
But but hit home, hit close to home.
00:28:15.920 --> 00:28:24.720
A good insurance billing coordinator will manage that to um in our offices, it is 95% or better.
00:28:24.880 --> 00:28:30.000
So, in other words, 95% of the adjusted amount uh will be collected.
00:28:30.319 --> 00:28:33.200
And most offices flow closer to 75.
00:28:33.839 --> 00:28:37.920
So, you know, you're talking about, again, hundreds of thousands of dollars that and I have an all-star.
00:28:38.079 --> 00:28:38.799
I have the best.
00:28:38.880 --> 00:28:41.680
This is the Helen of insurance coordinators.
00:28:41.920 --> 00:28:42.720
Love that.
00:28:43.119 --> 00:28:50.880
Uh, so the my final pick, number five, that's you're already crossing it out.
00:28:51.039 --> 00:28:53.279
That's gonna be the associate dentist.
00:28:53.519 --> 00:28:57.200
The associate dentist does two things.
00:28:57.359 --> 00:29:10.160
Um, they increase revenue and uh they also relieve my implantologist of general dentistry two major ways to increase revenue.
00:29:10.240 --> 00:29:13.599
So there's just the raw we can see more patients, right?
00:29:13.920 --> 00:29:20.880
Um, but there's also if I have, and I do, I have the X factor implantologist.
00:29:21.599 --> 00:29:32.720
If I can free them up from general dentistry, um, then I I can increase revenue uh by multipliers of three or four.
00:29:32.880 --> 00:29:36.160
In fact, we're in the process of doing this in one of our offices right now.
00:29:36.319 --> 00:29:44.000
We just hired uh in our office in Cincinnati, we just hired an associate and they're excited because they're gonna come in.
00:29:44.160 --> 00:29:51.519
They're going to uh relieve the our doctor of the general dentistry, which they're younger and and sort of hungry and they want to do that.
00:29:51.680 --> 00:29:51.920
Right.
00:29:52.079 --> 00:29:54.720
Um, but also they're going to be working under Dr.
00:29:54.880 --> 00:29:55.279
Joe.
00:29:55.440 --> 00:29:56.240
And so Dr.
00:29:56.400 --> 00:29:59.920
Joe will be teaching them implantology in a couple of years.
00:30:00.160 --> 00:30:04.640
This person who helped us out is now in a position where they can be uh a Dr.
00:30:04.799 --> 00:30:05.039
Joe.
00:30:05.279 --> 00:30:05.920
Absolutely.
00:30:06.160 --> 00:30:09.519
And so that helps on so many levels.
00:30:09.759 --> 00:30:13.920
Um, and uh I uh to me this is nail in the coffin for you, bud.
00:30:14.400 --> 00:30:16.559
Yeah, uh I mean, oh boy.
00:30:16.799 --> 00:30:22.480
Just to remind everyone, the last thing left is in-house lab, which is hilarious.
00:30:22.799 --> 00:30:23.599
Don't sound so excited, eh?
00:30:24.160 --> 00:30:27.359
Well, it's because he hates labs.
00:30:28.640 --> 00:30:36.400
Those of you that know me, uh Jason, does in-house lab does that include a milling machine?
00:30:37.279 --> 00:30:38.480
And a printer.
00:30:40.960 --> 00:30:45.039
Does it also include an intra oral scanner?
00:30:45.440 --> 00:30:47.759
What do most in-house labs include?
00:30:48.480 --> 00:30:50.319
Also, this is X Factor.
00:30:51.119 --> 00:30:54.240
It is it is like the best lab that you can probably imagine.
00:30:54.559 --> 00:30:57.119
Okay, so then that means that they do have a scanner.
00:30:57.279 --> 00:30:59.279
They probably do have milling equipment.
00:30:59.599 --> 00:30:59.920
Okay.
00:31:00.720 --> 00:31:02.720
Uh okay.
00:31:02.960 --> 00:31:16.000
In this world, right, I would make sure that the office is actually set up to take advantage of having an in-house lab.
00:31:17.119 --> 00:31:22.240
A lot of dental offices get involved, uh, start dabbling in the in the laboratory space.
00:31:22.319 --> 00:31:27.519
Uh, they hear sentences at dental shows and conferences that it's like, you can eliminate your lab bill.
00:31:27.680 --> 00:31:28.720
You can you can do this.
00:31:28.799 --> 00:31:30.880
You get just bring it in-house, do it yourself.
00:31:31.039 --> 00:31:33.039
And it's just not true.
00:31:33.279 --> 00:31:34.160
It's just not true.
00:31:34.400 --> 00:31:34.880
Not yet.
00:31:35.119 --> 00:31:35.680
Not yet.
00:31:35.920 --> 00:31:38.880
Soon, but we're probably we'll be long retired or dead.
00:31:38.960 --> 00:31:40.000
I mean, definitely dead.
00:31:40.880 --> 00:31:42.799
So what do I what do I mean by this?
00:31:42.880 --> 00:31:44.400
I got I gotta I gotta maximize it.
00:31:44.480 --> 00:31:57.279
Okay, so that means that in order to maybe make more profit on implant cases, I'm gonna actually use my in-house lab to offset some of that.
00:31:57.519 --> 00:32:00.240
I'm gonna be able to turn cases around quicker.
00:32:00.400 --> 00:32:10.960
I'm going to be able to literally make it a focal point of the office instead of just saying, yeah, this is something I can do and only saying it to patients when they're there, right?
00:32:11.119 --> 00:32:23.839
Something that I actually maybe market out into the world that I have the ability to do this, because most dental offices don't have the ability to make a same-day crown, right?
00:32:24.000 --> 00:32:27.920
Um, I've I've been in the dental industry long enough.
00:32:28.079 --> 00:32:34.000
I've been around uh this type of equipment, and and a lot of times it's like, oh, you you have a mill?
00:32:34.240 --> 00:32:36.079
I I mean, I didn't know, right?
00:32:36.160 --> 00:32:46.880
And and if you don't make it a focal point, if you don't let others outside of your dental office know, then you might not actually be able to take advantage of why you brought it in in the first place.
00:32:46.960 --> 00:32:54.240
And if we're counting intraoral scanners into this in-house lab world, well, that's also a a big advantage, right?
00:32:54.480 --> 00:33:02.000
Uh everything like you kind of mentioned, we're we're we're not there yet where in-house lab school maybe one day be able to do virtually everything, right?
00:33:02.079 --> 00:33:04.000
But we're we're we're getting there, right?
00:33:04.400 --> 00:33:09.440
Well, it blows my mind when we get into a lab and they don't have an intraoral scanner.
00:33:09.519 --> 00:33:13.599
So if I'm kind of including that into this, which I feel like we probably shouldn't, because that's not really a leader.
00:33:13.759 --> 00:33:14.799
Yeah, you're cheating a little bit.
00:33:15.359 --> 00:33:19.440
Yeah, does this in-house lab a little include a hygienist?
00:33:19.920 --> 00:33:22.640
Does this in-house lab include hands?
00:33:23.200 --> 00:33:23.839
I got nothing.
00:33:24.240 --> 00:33:24.960
Porcelain furnaces.
00:33:25.440 --> 00:33:27.359
Wait, so I have a question, Jason.
00:33:27.519 --> 00:33:32.240
So does this mean I have an in-house lab, but they're average?
00:33:34.000 --> 00:33:37.920
I would say it in well, so perhaps we should have gone over that a little more thoroughly.
00:33:38.079 --> 00:33:38.640
I would say no.
00:33:38.720 --> 00:33:42.400
I would say that you either have an in-house lab or you don't, you you don't have an in-house lab.
00:33:42.640 --> 00:33:42.960
Okay.
00:33:43.359 --> 00:33:44.720
Oh, well, lucky you.
00:33:44.880 --> 00:33:46.079
Yeah, your cup is sweating.
00:33:46.400 --> 00:33:47.119
What's going on here?
00:33:47.359 --> 00:33:48.640
Um okay.
00:33:48.880 --> 00:33:54.000
So I I think to just piggyback off of the in-house lab thing a little bit.
00:33:54.160 --> 00:34:07.200
I think actually, when we talk about it being X factor, I'm gonna change my tune a little on in-house labs because I I do think in-house labs are the future of dentistry.
00:34:07.279 --> 00:34:09.519
I just it's not a lab, right, right?
00:34:09.679 --> 00:34:15.199
It's it's a machine that is sitting chair side that you press a button and broke a denture, here we go.
00:34:15.360 --> 00:34:16.480
Yeah, it just pops out something.
00:34:16.719 --> 00:34:17.360
Well, when it's milled.
00:34:17.679 --> 00:34:19.679
We need a temp after placing implants, here it is.
00:34:19.920 --> 00:34:20.719
Yeah, yeah.
00:34:20.800 --> 00:34:22.480
So it's coming, right?
00:34:22.639 --> 00:34:25.119
Um, right now it's too expensive.
00:34:25.360 --> 00:34:28.320
Uh, and more importantly, no one does it.
00:34:28.559 --> 00:34:28.800
Right.
00:34:28.880 --> 00:34:29.920
Who's gonna operate it?
00:34:30.079 --> 00:34:30.480
Right.
00:34:30.719 --> 00:34:34.800
But in this game Chase has put together, this is the X factor in Hus Lab.
00:34:35.199 --> 00:34:40.159
So someone is there kicking ass at this lab lab.
00:34:40.639 --> 00:34:42.480
We'll call them Rick for some reason.
00:34:42.719 --> 00:34:43.199
Yeah, Rick.
00:34:43.280 --> 00:34:44.800
Rick is Rick the lab guy.
00:34:45.039 --> 00:34:45.280
Rick.
00:34:45.440 --> 00:34:45.760
Yeah.
00:34:46.000 --> 00:34:46.239
Yeah.
00:34:46.400 --> 00:34:47.760
Yeah, Rick the lab guy.
00:34:48.079 --> 00:34:49.599
He he kicks ass, right?
00:34:49.679 --> 00:34:52.079
So so when you need a denture, Rick's got it for you.
00:34:52.239 --> 00:34:52.400
Right.
00:34:52.559 --> 00:34:57.519
Okay, so that's I wish I would have I wish I would have really you would have amended?
00:34:57.760 --> 00:34:58.079
Maybe.
00:34:58.159 --> 00:34:58.559
I don't know.
00:34:58.639 --> 00:34:59.679
I think I did pretty well here.
00:34:59.920 --> 00:35:10.159
Yeah, I was trying to tell I I literally uh tried to talk myself into an in-house lab, which is just so hard for me because those of you who know me, I'm just so like, oh great.
00:35:10.800 --> 00:35:14.000
You were technically a lab guy by association.
00:35:14.400 --> 00:35:18.559
True story, that's where I actually started my dental career was on the laboratory side of things.
00:35:18.880 --> 00:35:25.360
So uh I love dental labs because you send things to them and you don't do it yourself.
00:35:25.679 --> 00:35:27.920
Yeah, it just it just comes back.
00:35:28.159 --> 00:35:28.400
Right.
00:35:28.559 --> 00:35:43.519
Um one uh a doctor and and mentor of mine, he he once said that what he tries to do all day, every day, is pick the things that they are good at and then just do them and get very, very good at those things.
00:35:43.679 --> 00:35:46.639
And the things that they're not good at, outsource.
00:35:46.719 --> 00:35:47.119
Yep.
00:35:47.360 --> 00:35:48.800
And just be okay with that.
00:35:50.159 --> 00:35:53.440
Um good, good, good dude, that guy, yes.
00:35:53.920 --> 00:35:56.800
Uh okay, so we've picked our teams, Jason.
00:35:56.880 --> 00:35:57.440
Now what?
00:35:57.760 --> 00:36:00.480
So first off, let's let's do a quick recap.
00:36:00.559 --> 00:36:02.079
Um so Ryan's team.
00:36:02.159 --> 00:36:13.199
Um he has drafted a clinically brilliant lead implantologist, marketing, reliable hygienist, insurance and billing coordinator, and a workhorse associate dentist.
00:36:13.679 --> 00:36:24.880
AJ's team, he drafted an elite implant uh treatment coordinator, highly trained front desk staff, dependable dental assistant, a respected office manager, and an in-house lab.
00:36:25.679 --> 00:36:32.719
So now that you guys have drafted your teams, I suppose we should compare and contrast who is the winner of this draft.
00:36:33.679 --> 00:36:34.000
Me.
00:36:34.480 --> 00:36:35.119
Yeah.
00:36:36.800 --> 00:36:38.559
AJ, fight for yourself.
00:36:39.280 --> 00:36:40.559
What's the matter with you?
00:36:41.599 --> 00:36:42.239
I have.
00:36:42.719 --> 00:36:47.679
So I I I I'll plead my case for for why I've I think you're top heavy.
00:36:47.760 --> 00:36:48.400
You're top heavy.
00:36:48.559 --> 00:36:49.760
I'm certainly top heavy.
00:36:49.840 --> 00:36:50.559
I definitely am.
00:36:50.719 --> 00:36:54.800
But uh I have the juggernauts of of production, right?
00:36:54.960 --> 00:37:04.079
I've got I've got the lead implantologist, I've got the workhorse uh general dentist, and I've got the the the elite hygienist.
00:37:04.480 --> 00:37:11.760
These people are going to produce, and when you produce, you uh it everything becomes a little easier.
00:37:11.920 --> 00:37:15.679
All the problems are easier to manage when you are producing.
00:37:15.920 --> 00:37:16.800
That's true.
00:37:17.039 --> 00:37:18.239
And then I got the marketing.
00:37:18.320 --> 00:37:19.360
My phone is ringing.
00:37:20.800 --> 00:37:26.559
I'd like to look at my team as saying I have so many of the support networks.
00:37:27.119 --> 00:37:28.400
Yeah, you took all the support.
00:37:28.800 --> 00:37:30.639
I wish I would have had some more support in here.
00:37:31.039 --> 00:37:33.920
That make the producers produce, right?
00:37:34.320 --> 00:37:34.639
Yeah.
00:37:34.880 --> 00:37:40.880
You know, um, a lot of times we'll visit an office and it'll be like, well, uh I don't understand.
00:37:40.960 --> 00:37:47.440
Why don't or we'll be talking to a doctor and it's like, you know, I do some marketing and the phone rings, but I'm I'm not doing any more cases.
00:37:47.519 --> 00:37:50.559
And it's like, well, who do you have supporting this, right?
00:37:50.880 --> 00:37:58.480
Putting just the declaring I place implants now that's true, isn't necessarily do anything, right?
00:37:58.880 --> 00:38:00.480
Maxilla tracks these numbers.
00:38:00.559 --> 00:38:02.480
You'll hear you will hear that a lot.
00:38:02.639 --> 00:38:18.880
And uh if I'm generating, if the elite marketing is generating 150 calls a week and my front desk true story is booking at six percent, I'm spending a lot of money and it's a disaster, right?
00:38:19.039 --> 00:38:27.199
So that's why I started this by saying we truly believe everybody in in a dental office is really truly important, and and I do believe that.
00:38:27.280 --> 00:38:33.599
Without, you know, we try to get the X Factor employees and every one of these positions, except the in-house lab.
00:38:33.760 --> 00:38:35.039
Yeah, you won't let us have one.
00:38:35.280 --> 00:38:35.920
Oh, Rick.
00:38:36.159 --> 00:38:36.559
One day.
00:38:36.880 --> 00:38:37.440
Rick's out.
00:38:37.920 --> 00:38:41.440
It's all that monomer, they're just breathing monomer, just so much monomer.
00:38:41.920 --> 00:38:43.039
AJ, I have a question.
00:38:43.119 --> 00:38:43.280
Yeah.
00:38:43.519 --> 00:38:48.639
Knowing how these results turned out, do you regret your decision on going first or second?
00:38:49.920 --> 00:38:50.239
No.
00:38:53.039 --> 00:39:09.119
Uh I actually think uh doing it this way uh made this like kind of fun because it it actually put some things into my into my domain here that I don't normally do in my in my day-to-day you know job and life.
00:39:09.280 --> 00:39:15.039
Uh like making the case for an in-house lab, making the case for an office manager.
00:39:15.119 --> 00:39:17.599
I'm not normally doing these things.
00:39:17.840 --> 00:39:21.679
So I actually took it as a challenge, like, okay, you're gonna be doing something.
00:39:21.840 --> 00:39:38.000
ITC is that's that's my life and bread and butter and front desk too, but everything else is a little outside of my you you gotta come up with compelling reasons why uh these people matter, and sitting here and it's like, yeah, I could make the case for for for everyone on my team.
00:39:38.239 --> 00:39:43.840
And uh I feel I feel like I learned something today, and I grew as a person.
00:39:44.559 --> 00:39:45.199
Ryan?
00:39:45.440 --> 00:39:48.159
That's we really got more than we are going to put.
00:39:48.800 --> 00:39:50.719
I don't, yeah, I grew as a person.
00:39:52.639 --> 00:39:54.480
I grew as a person too, yeah.
00:39:55.679 --> 00:40:02.159
Um, but I I think look, I I honestly think you you go X factor on either one of these.
00:40:02.400 --> 00:40:04.239
Both of these offices are successful.
00:40:04.480 --> 00:40:05.679
Yeah, that's a good point.
00:40:05.920 --> 00:40:06.320
Right?
00:40:06.559 --> 00:40:07.119
Both of them.
00:40:07.360 --> 00:40:09.840
As long as you've got average in the things that you're missing, right?
00:40:09.920 --> 00:40:13.280
You know, I truly believe without any marketing at all, you're just never gonna be much.
00:40:13.440 --> 00:40:17.360
But but you've got average marketing there, and I've got an average ITC.
00:40:17.440 --> 00:40:25.599
And so I think with that, you you X factor a few points anywhere in the line, and and you have success.
00:40:25.920 --> 00:40:26.559
Right.
00:40:27.199 --> 00:40:37.360
We also just have a over the years, we uh visiting so many offices, we sometimes visit offices and and find X factors like hidden in practices sometimes.
00:40:37.599 --> 00:40:39.360
Oh, we just did this two weeks ago.
00:40:39.519 --> 00:40:39.679
Yep.
00:40:39.760 --> 00:40:41.679
It's like, holy cow, where has this person been?
00:40:41.840 --> 00:40:42.000
Right.
00:40:42.480 --> 00:40:43.679
Like, whoa, you're doing this.
00:40:43.840 --> 00:40:44.239
Who are you?
00:40:44.400 --> 00:40:45.039
Well, wait a minute.
00:40:45.119 --> 00:40:46.719
Yeah, have you thought about this?
00:40:46.960 --> 00:40:55.039
You know, yeah, so it's it's it is possible to find, you know, recruit from your own your own team already.
00:40:56.079 --> 00:40:56.960
We have done it.
00:40:57.039 --> 00:41:04.239
I'm thinking of uh several people right now that we've been able to do that with over time, and it's like I need to repurpose you what you're doing now.
00:41:04.400 --> 00:41:05.280
Do you like this?
00:41:05.440 --> 00:41:17.679
Yeah, and I'm getting into the weeds here again, but like you know, sometimes just flat out asking some of your team members, do you like this or do you want to do this?
00:41:17.840 --> 00:41:20.159
I don't know how often that gets done.
00:41:20.559 --> 00:41:26.800
You know, I I'd like to think that we do it a a lot, but I uh I don't know if that's being done all the time.
00:41:27.280 --> 00:41:30.559
It's amazing how you can just ask someone, yeah, do you like this?
00:41:30.719 --> 00:41:32.239
And they'll tell you, no.
00:41:32.480 --> 00:41:32.800
Right.
00:41:32.960 --> 00:41:35.840
Like, no, I I don't really wish I was doing that.
00:41:36.000 --> 00:41:37.679
I don't know why I'm the finance coordinator.
00:41:37.840 --> 00:41:40.239
I I I I I don't even know what an interest rate is.
00:41:40.320 --> 00:41:42.239
I don't know why uh but the doctor needs it.
00:41:42.320 --> 00:41:44.079
So I guess so I just do that.
00:41:44.239 --> 00:41:44.480
Right.
00:41:44.639 --> 00:41:46.480
Yeah, that that happens that happens a lot.
00:41:46.719 --> 00:41:49.760
It's trying to sound really profound, but it's I mean it's kind of profound.
00:41:50.000 --> 00:41:50.880
It just didn't work at all.
00:41:51.039 --> 00:41:52.559
Wasn't it profound y science?
00:41:52.880 --> 00:41:56.559
I think we should do this uh not today, but uh I think we should do this again.
00:41:56.719 --> 00:42:10.400
Or may maybe it's a a twist on this, but um the most detrimental person in an office position in an office that if you have someone very, very weak, wow, they'll just ruin the yin to the yang, I see.
00:42:10.800 --> 00:42:11.679
Yeah, yeah, okay.
00:42:12.000 --> 00:42:17.119
Because again, uh both of your office that you've put together, my office, these are successful.
00:42:17.280 --> 00:42:24.559
You have five X factor people in a dental office, it doesn't matter where they are, you are going to be not just people, but things.
00:42:24.719 --> 00:42:24.880
Yeah.
00:42:25.039 --> 00:42:26.159
Uh you're gonna be successful.
00:42:26.400 --> 00:42:26.800
Absolutely.
00:42:27.039 --> 00:42:36.559
You know, but if you if we did this where holy cow, can you imagine five really weak things in a dental office?
00:42:36.719 --> 00:42:36.960
Yeah.
00:42:37.119 --> 00:42:39.519
I mean, again, you're probably not overcoming that.
00:42:39.679 --> 00:42:39.920
Right.
00:42:40.079 --> 00:42:46.400
Uh uh what I found is that one really weak thing in a dental office can we could build the least successful dental office.
00:42:46.480 --> 00:42:47.199
I like this.
00:42:49.440 --> 00:42:52.320
Yes, yes, not in real life, but on the podcast.
00:42:52.639 --> 00:42:54.159
Please, let's by God, no, please.
00:42:54.320 --> 00:42:55.840
Let's not do that in real life.
00:42:56.079 --> 00:42:58.960
Okay, Jason, did is did we do what you wanted?
00:42:59.280 --> 00:43:00.079
There's one more thing.
00:43:00.159 --> 00:43:09.199
Uh so yeah, so now so now that you've went to battle and drafted against each other, you now have to choose your your starting five.
00:43:09.360 --> 00:43:10.639
This is the dream team.
00:43:10.880 --> 00:43:11.679
Oh, we're coming together.
00:43:12.000 --> 00:43:14.480
So now we're at Kumbai Homent, we're all gonna come together.
00:43:14.719 --> 00:43:17.360
Okay, and we're going to pick So we're at the Pro Bowl.
00:43:17.840 --> 00:43:18.480
Yeah, okay.
00:43:18.639 --> 00:43:21.840
Yeah, so now I'm the coach and he's the assistant coach.
00:43:22.159 --> 00:43:24.400
Yeah, all the X factors are here, they're ready to go for you.
00:43:24.480 --> 00:43:26.000
And so now you got to pick up together.
00:43:26.079 --> 00:43:27.679
We're picking the dream team, I think.
00:43:28.079 --> 00:43:28.480
Starting five.
00:43:29.199 --> 00:43:31.360
You know, AJ whipped his card.
00:43:31.679 --> 00:43:32.559
Well, I still got him.
00:43:32.719 --> 00:43:33.440
I got him up here.
00:43:33.599 --> 00:43:33.840
Okay.
00:43:34.320 --> 00:43:38.400
So, I mean, so I think non-negotiables are ITC and implantologists.
00:43:38.639 --> 00:43:39.039
Yeah, right.
00:43:39.119 --> 00:43:41.920
That's that's one and two in whatever order you want to put them.
00:43:42.559 --> 00:43:58.719
You know, I I especially I'll tell you that that one two punch, uh, a team of uh really solid doctor implantologists and a really solid ITC amazing.
00:43:58.880 --> 00:44:04.159
Yeah, but what Next level is when the two of them get along really well.
00:44:04.320 --> 00:44:04.559
Absolutely.
00:44:04.800 --> 00:44:05.760
So Dr.
00:44:06.000 --> 00:44:13.199
Joe and his ITC, they play frisbee golf together, they hang out outside of the office.
00:44:13.360 --> 00:44:20.320
I mean, these two people are professionally connected, they're personally becoming personally connected.
00:44:21.039 --> 00:44:23.519
You can't ask for a better matchup than that.
00:44:23.679 --> 00:44:26.719
So it has to be one and two, and they have to get along.
00:44:26.960 --> 00:44:27.280
Okay.
00:44:28.079 --> 00:44:29.280
I like that.
00:44:30.400 --> 00:44:31.679
I think number three is marketing.
00:44:31.920 --> 00:44:32.800
I was gonna say, right?
00:44:33.440 --> 00:44:34.239
It's gotta be marketing.
00:44:34.559 --> 00:44:35.440
Otherwise, the thing is.
00:44:35.679 --> 00:44:39.039
So ITC, uh implantologist.
00:44:39.760 --> 00:44:52.239
Um, and I I do actually think if you asked me, I get the best implantologist in an average ITC, or the best ITC in an average implantologist, I'm gonna go best ITC and average implantologist.
00:44:52.480 --> 00:44:52.559
Yeah.
00:44:52.800 --> 00:44:53.599
I think that's what I'm gonna do.
00:44:53.840 --> 00:44:55.599
We can raise the level.
00:44:55.840 --> 00:44:56.079
Yeah.
00:44:56.639 --> 00:44:59.199
Um so then marketing.
00:45:00.079 --> 00:45:02.320
Then three four.
00:45:04.079 --> 00:45:08.880
I think any either front desk or office manager.
00:45:11.199 --> 00:45:12.639
So yeah, stick to these producers.
00:45:12.960 --> 00:45:14.800
No, but we can we can have both.
00:45:15.199 --> 00:45:15.840
That's true.
00:45:16.719 --> 00:45:18.239
I feel like we need a conductor.
00:45:18.480 --> 00:45:19.760
So maybe office manager.
00:45:20.000 --> 00:45:31.920
Because an office manager can in this uh world would pick up the phone and hear a front desk person struggling with a call or something and be able to I have a lot of probably more than anything.
00:45:32.159 --> 00:45:34.320
Office manager slash ITC.
00:45:35.119 --> 00:45:47.760
And in fact, two weeks ago, we were in an office together and we were sitting with our uh assistant office manager, and I said to her, Do you do you think that you would ever want to be an ITC?
00:45:47.840 --> 00:45:49.440
And she said, Yeah, I I was one.
00:45:49.519 --> 00:45:52.480
I've always been an office manager in an ITC.
00:45:53.519 --> 00:45:56.639
And I said, Oh, well, we're very against that.
00:45:57.199 --> 00:46:00.159
And she said, Well, you haven't met me yet.
00:46:01.519 --> 00:46:02.719
And I thought that was an awesome answer.
00:46:02.800 --> 00:46:04.559
And then I said, Yeah, no, it's not gonna happen though.
00:46:05.840 --> 00:46:06.159
Not here.
00:46:06.400 --> 00:46:07.039
Yeah, yeah, yeah.
00:46:07.199 --> 00:46:07.760
That's wonderful.
00:46:07.920 --> 00:46:09.360
Love the confidence, not happening.
00:46:09.599 --> 00:46:14.320
Um, because you can't do both of those jobs really, really, really well.
00:46:14.480 --> 00:46:28.079
But at Crown, our office managers do double as front desk because I think an office manager who can also talk to people and and patients and and help when needed.
00:46:28.239 --> 00:46:28.400
Right.
00:46:28.559 --> 00:46:28.719
Right?
00:46:28.800 --> 00:46:31.280
They're sort of backup help, but they're there.
00:46:31.599 --> 00:46:32.400
So I agree.
00:46:32.480 --> 00:46:37.920
I think I can forego great first front desk as long as my office manager can be both.
00:46:38.079 --> 00:46:38.480
Right.
00:46:38.719 --> 00:46:40.800
And just be elite to just drive.
00:46:41.119 --> 00:46:41.360
Yeah.
00:46:41.599 --> 00:46:42.000
Push.
00:46:42.159 --> 00:46:42.559
Yeah, yeah.
00:46:42.639 --> 00:46:43.199
Okay, I'm with you.
00:46:43.280 --> 00:46:44.639
So push expectations.
00:46:44.880 --> 00:46:45.679
That was four.
00:46:46.000 --> 00:46:47.360
Well, I think they're interchangeable.
00:46:47.679 --> 00:46:49.840
Does the does the sequencing matter, Jason?
00:46:50.000 --> 00:46:52.079
I ideally rank them in your your top five.
00:46:53.280 --> 00:46:53.760
It's your starting five.
00:46:54.000 --> 00:46:54.400
We're not doing that.
00:46:54.639 --> 00:46:55.039
We're not doing it.
00:46:55.679 --> 00:46:56.320
You're starting five.
00:46:56.480 --> 00:46:59.039
Hygiene hygiene and hygiene office manager.
00:46:59.199 --> 00:46:59.360
Yeah.
00:46:59.440 --> 00:47:00.719
Hygiene office manager.
00:47:01.039 --> 00:47:02.079
That's the five.
00:47:02.559 --> 00:47:02.800
Yeah.
00:47:03.039 --> 00:47:04.239
The whole the holy five.
00:47:04.480 --> 00:47:07.199
Yeah, and uh I'll I'll say it one final time.
00:47:07.360 --> 00:47:13.199
This is not to say all of these other people and things are not vitally important to the office.
00:47:13.760 --> 00:47:16.880
Yeah, Rick is still, he's out there and he's helping someone out.
00:47:17.360 --> 00:47:19.039
He's probably smoking a cigarette out there.
00:47:20.000 --> 00:47:21.360
Sorry, it's probably a vape.
00:47:21.440 --> 00:47:22.239
That's my bad.
00:47:24.000 --> 00:47:27.280
So uh if if we have to pick, that's the five.
00:47:28.480 --> 00:47:29.199
Did we win?
00:47:29.360 --> 00:47:30.000
Did we win?
00:47:30.079 --> 00:47:30.639
Who won?
00:47:30.800 --> 00:47:33.840
Well, I guess uh well because the other person gets fired.
00:47:33.920 --> 00:47:34.480
That's what you said.
00:47:34.800 --> 00:47:36.079
I know it gets replaced.
00:47:36.320 --> 00:47:37.199
Is this my choosing?
00:47:37.360 --> 00:47:37.599
Yeah.
00:47:38.000 --> 00:47:38.159
Wow.
00:47:38.320 --> 00:47:40.639
I just noticed we're wearing almost the same color top.
00:47:40.880 --> 00:47:41.519
Yeah, you are.
00:47:41.679 --> 00:47:46.000
Well, they can't see that, so you have to believe me, folks.
00:47:46.320 --> 00:47:49.280
And those of you that are that are colorblind, you'll never believe me.
00:47:49.519 --> 00:47:49.840
All right.
00:47:49.920 --> 00:47:51.599
I think I think we've done it here.
00:47:51.760 --> 00:47:54.559
I think uh Jason, would you say we we've we've done it?
00:47:54.800 --> 00:48:00.880
The uh I I hope the the moral of the story of today is that all of your staff is important.
00:48:01.440 --> 00:48:11.199
Um in if but if you can make a handful of people in the office um uh or systems uh elite, then you will be successful.
00:48:11.360 --> 00:48:17.119
If you can make all of them elite, you'll you'll find success you didn't even think possible.
00:48:17.599 --> 00:48:27.440
The first time I saw a dental office were this one and a half doctors and they're doing$4.2 million a year.
00:48:27.599 --> 00:48:28.960
It was like, how are you doing this?
00:48:29.039 --> 00:48:29.440
Yeah.
00:48:29.760 --> 00:48:31.119
It was because of the support staff.
00:48:31.280 --> 00:48:31.599
That's true.
00:48:31.840 --> 00:48:35.199
Amazing front desk, awesome office manager, great hygienist.
00:48:35.360 --> 00:48:35.679
Yeah.
00:48:35.840 --> 00:48:37.840
Um, doctors, good doctor, right?
00:48:38.000 --> 00:48:44.639
And associates never lasted longer than two months at that office, yet 4.2 million.
00:48:44.800 --> 00:48:47.039
That was an awesome staff, great positions.
00:48:47.119 --> 00:48:47.519
Yep.
00:48:47.760 --> 00:48:49.679
So I follow.
00:48:50.079 --> 00:48:50.480
All right.
00:48:50.639 --> 00:48:53.360
Well, that is it for today.
00:48:53.599 --> 00:49:04.079
Uh, if again, if if any of of what we talked about has got you thinking about the office, please feel free to reach out to myself, to AJ, go to our website.
00:49:04.159 --> 00:49:07.599
It'll be up on on the screen if if you're watching there.
00:49:07.920 --> 00:49:09.920
Um, thank you for joining us.
00:49:10.000 --> 00:49:12.880
And until next time, that's another case closed.
00:49:13.840 --> 00:49:14.800
I did it, I remembered.
00:49:15.039 --> 00:49:15.599
We did it.
00:49:15.840 --> 00:49:16.800
You did it.
00:49:20.480 --> 00:49:23.440
Ah, tastes like schnaws berries.
00:49:24.000 --> 00:49:28.079
Thanks for tuning in to Case Closed from Consult to Crown.
00:49:28.159 --> 00:49:30.079
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00:49:30.239 --> 00:49:36.800
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00:49:36.960 --> 00:49:41.599
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00:49:41.760 --> 00:49:43.519
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00:49:43.679 --> 00:49:50.000
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00:49:50.159 --> 00:49:53.119
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