WEBVTT

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Welcome to Dental Unscripted.

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Where Mike Dinsio and Paula

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Quinn break down the

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practice ownership journey,

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one episode at a time.

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Starting up,

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buying and running a

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successful dental practice.

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What up, what up, guys?

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Welcome back to another

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episode of Dental Unscripted.

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My name's Mike D'Incio.

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You guys know me.

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We are super excited about

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today's episode.

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We're live casting right now,

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and we've already got seven people.

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This is nuts.

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So I think this is going to

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be a hot topic tonight.

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but uh yeah tonight's a

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special episode we are we

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are actually broadcasting

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out of tacoma I got doctor

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from tacoma I got uh nick

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and from the east coast and

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nicole in washington so we

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got four people on the on

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the call today but

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Real quick, guys, what am I trying to say?

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A little housekeeping.

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If you're listening to this

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episode on Startup

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Unscripted or even Dental

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Acquisition Unscripted,

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those are two podcasts that

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have been going on for the

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last five years,

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and we are merging them all

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into one program called

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simply Dental Unscripted.

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So if you guys have been

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subscribing to the other ones,

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I want you to stop.

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and pivot and and I want you

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to start following dental

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unscripted that's where all

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the episodes are going to

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be and I'm super excited

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about it because

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historically it's all been

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about how to start how to

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buy um but now you guys are

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in ownership you've been

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all you you now own and and

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it's been five years we

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started the program

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during COVID and a lot of you guys own.

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So now we're gonna do

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practice management tips.

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So we're gonna be bringing

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in other coaches.

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And today we got a new coach

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on the podcast, which is super fun.

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And so we're gonna be bringing in,

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Next Level is gonna be

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bringing in a lot of other coaches.

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And so practice management

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tips coming at you guys,

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along with still startup

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and acquisition stuff.

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So again, subscribe, follow,

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do all the things.

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And we're excited about the new program.

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But without further ado,

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tonight is special because

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we have a new partnership in Candid.

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If you guys have not heard of Candid Pro,

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just check out the sweet

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shirt they sent me and all

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the gear behind me.

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If you're watching on YouTube,

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I'm totally decked out in red right now.

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But yeah, Candid is an awesome,

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awesome opportunity for you

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guys to grow your businesses and

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Um, a lot of you,

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there's a lot of options out there,

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but we chose Canada for a reason.

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If you haven't heard of Canada,

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let me just give you a

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little bit about them.

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They gave me some things to read.

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I totally suck at this and

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you guys know that,

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but I'm gonna do my best here.

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So Canada is an orthodontic

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technology company that

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strives to make high

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quality oral healthcare

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more accessible and

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affordable to dental

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professionals and the

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patients they serve.

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The company's flagship product, Candid Pro,

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sweet shirt right here and

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all the stuff behind me,

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is a clear aligner system

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and is the number one

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orthodontic system built, guys,

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built for General Dennis.

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So we're going to be talking

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about what that means for you,

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General Dennis.

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But again, continuing on,

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Candid Pro offers predictability.

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efficiency and profitability

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to dental professionals

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through its unique

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combination of

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state-of-the-art aligner

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manufacturing so I'm super

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excited about this

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partnership being a next

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level client you get you

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get a sweet deal getting

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right in with these guys at

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an awesome awesome level

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And if you're interested in that,

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reach out to Next Level.

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We'll hook you guys up.

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But without further ado,

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let me get into who's on the call here.

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It's not about me tonight.

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It's about you three.

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The first one I will

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introduce is the wonderful

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and beautiful Nicole Young,

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one of our executive coaches.

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She's our ortho specialist.

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We're super excited about

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Nicole's ortho program.

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Nicole, welcome to the show.

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Thanks for being on.

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Thanks, Michael.

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Excited to be here.

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And then next,

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I'll introduce the CEO of Candid.

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So Nick Greenfield is the

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CEO and co-founder of

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Candid and is one of the

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founding partners of Redesign Health.

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Candid is a venture backed

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company that works

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exclusively with dental

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professionals offering

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advanced orthodontic technology.

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Via its flagship product, again,

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Candid Pro, the clear liner system.

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A little background, which is super cool,

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is that Nick was part of

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one of the OGs at Lyft.

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He was the CEO there.

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And we all know how successful Lyft was.

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So Nick brings really cool

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stuff to this program.

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So we're super happy to have

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you on the show, Nick.

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Say hi to everybody.

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Hey, everybody.

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Thank you so much, Michael, for having me.

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Oh, dude.

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Of course.

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And I'm really excited to

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tell everybody a little bit

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more about the Candid Pro solution.

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Yeah, we're gonna get into that.

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You're the guy at the top,

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so maybe we'll put you on the hot seat,

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but we're excited to have you.

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And then Candid brought us a

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really cool expert.

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And Dr. Arvind Petri is a

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graduate of University of

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Pittsburgh School of Dental Medicine.

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He went on to complete an

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advanced education in general dentistry,

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AEGD, in Spokane, Washington,

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Washington before returning home to Tacoma,

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the town where I'm from right now,

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to found Petri Advanced Dental.

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He's helped.

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This is super cool.

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He's one of the founders and

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has served on the board of the AACA.

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For those that you don't know what that is,

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that's the American Academy

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of Clear Liners.

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And he's been doing that for

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several years and currently serves.

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So that's super cool.

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So wealth of knowledge on the panel today.

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I'm the dummy today.

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You guys are the experts.

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Let's get into it.

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Nick, give me like,

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what are you guys up to?

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Because you're taking market

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share by storm.

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um we know a lot of people

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that's at your company and

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they're impressive and uh

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next level chose you guys

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for a lot of reasons but um

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how would you describe what

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you guys are doing over

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there at candid yeah so

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first of all um it's really

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awesome that we have dr

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petrie on dr petrie can

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share much more wisdom

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about starting up,

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building and growing your

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practice with clear aligners than I can.

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I can give you a little bit

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about what we deliver,

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which is the most predictable,

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efficient and profitable

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clear aligner system for

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general dentists on the market today.

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Specifically,

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if you are starting up a

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practice or you're new

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to orthodontics you're new

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on what does it mean to

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introduce clear aligners

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for your patients we have a

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great system for you or if

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you are very advanced and

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you want to scale and

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continue to grow we also

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have a great system so this

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the way we've built this

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product is for the novice

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user all the way up to the

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most advanced user now I'll

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walk you through what that means

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Every case,

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there's a US licensed

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orthodontist who actually

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will review and support you

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in the treatment planning of that case.

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Which means if you are a new

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dentist to orthodontics,

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you're always gonna have

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that support and backup

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from an expert on how to set up the case,

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which is super important.

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That's included

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complimentary as part of the case fee.

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The second component is

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you're gonna have monitoring.

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which means as patients are

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going through treatment,

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they're gonna be using

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their mobile phone to scan

00:08:25.920 --> 00:08:27.380
their teeth using the most

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advanced AI technology and

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the only FDA cleared

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monitoring tool out there

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in the market to monitor

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their teeth during treatment,

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which is gonna reduce office visits.

00:08:37.025 --> 00:08:38.427
So the average Candid Pro

00:08:38.466 --> 00:08:39.726
provider is doing three

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office visits per case

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versus competitor solutions

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where the average is closer to ten,

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which means seventy percent

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reduction in office visits.

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If you're building out of

00:08:49.072 --> 00:08:50.192
practice or you're a busy

00:08:50.231 --> 00:08:52.092
practice already saving

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seven office visits,

00:08:53.573 --> 00:08:54.553
you're talking about over a

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thousand dollars in chair

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time productivity lost,

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which again helps you from

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a bottom line perspective

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and helps keep your patients happier.

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So I think that if you look

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at those two components coming together,

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this is how we drive, again,

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predictability and

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efficiency for individual practices.

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And if you're an advanced

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doctor who's done a lot of cases,

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who is really kind of

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knowing what they're doing,

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then I would suggest you

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would listen to Dr. Petrie tonight,

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because Dr. Petrie is a

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very advanced clear aligner provider,

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and he made the switch over to Candid Pro,

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and he can tell you a

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little bit more about what

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that looks like.

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Yeah, let's do that.

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Let's do that.

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Let me pivot real quick

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before Dr. Pichu just takes

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us all by storm here and

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how he incorporates this

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and how he's exploded his

00:09:40.089 --> 00:09:43.230
company and is having crazy

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success with the product.

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Nicole,

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with your background as an

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ex-territory rep and big

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into clear liners and even

00:09:51.255 --> 00:09:52.235
being part of an ortho

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practice and all of that,

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What's one thing that you're

00:09:57.320 --> 00:09:59.160
excited about this new

00:09:59.201 --> 00:10:00.162
partnership with Candid?

00:10:00.182 --> 00:10:01.562
Because I think it's unique

00:10:01.582 --> 00:10:02.604
for a consultant to really

00:10:03.104 --> 00:10:06.446
go all in with a clear liner company.

00:10:07.527 --> 00:10:08.268
And we did.

00:10:08.508 --> 00:10:10.048
And I think it's pretty cool

00:10:10.109 --> 00:10:11.509
what you can do with our

00:10:11.549 --> 00:10:12.730
clients and helping them

00:10:12.750 --> 00:10:14.692
grow their practice.

00:10:14.731 --> 00:10:15.893
Yeah, no, that's a great question.

00:10:15.932 --> 00:10:17.594
And for me, again,

00:10:17.933 --> 00:10:19.174
it's Candid's mission statement.

00:10:19.215 --> 00:10:20.897
It's the predictability, efficiency,

00:10:20.956 --> 00:10:21.537
profitability.

00:10:21.557 --> 00:10:22.717
But when you kind of

00:10:23.606 --> 00:10:25.188
unravel that and peel the

00:10:25.269 --> 00:10:26.610
onion layers back, if you will,

00:10:26.649 --> 00:10:27.431
then for me,

00:10:27.471 --> 00:10:28.991
it's really that these doctors,

00:10:29.011 --> 00:10:30.712
especially in what we're working with,

00:10:30.734 --> 00:10:32.414
a lot of our demographic or listeners,

00:10:32.934 --> 00:10:34.976
our clients, our newer doctors,

00:10:35.398 --> 00:10:37.519
and having the clinical

00:10:37.559 --> 00:10:38.740
confidence of knowing that

00:10:38.760 --> 00:10:40.022
an orthodontist, a trained

00:10:40.442 --> 00:10:41.562
US-based orthodontists

00:10:41.582 --> 00:10:42.644
looking over their cases,

00:10:44.265 --> 00:10:45.888
to me is absolutely huge.

00:10:46.609 --> 00:10:47.590
In my experience,

00:10:47.629 --> 00:10:48.551
when you're incorporating

00:10:48.591 --> 00:10:50.192
this into a GP practice,

00:10:50.312 --> 00:10:51.854
Candid's specific to GPs,

00:10:51.874 --> 00:10:52.735
it's the only product

00:10:52.754 --> 00:10:53.956
that's built for GPs.

00:10:54.356 --> 00:10:55.697
The other one started with Ortho.

00:10:55.798 --> 00:10:58.139
So now to me with the other,

00:10:58.220 --> 00:10:59.422
with competitive companies,

00:10:59.642 --> 00:11:00.743
you started with Orthos,

00:11:00.783 --> 00:11:01.583
but now you're implementing

00:11:01.624 --> 00:11:02.644
the GP practices.

00:11:02.745 --> 00:11:03.206
You are

00:11:03.745 --> 00:11:05.427
kind of having to unravel

00:11:05.466 --> 00:11:07.346
and rewind on on your

00:11:07.386 --> 00:11:09.187
scripting and your training philosophies,

00:11:09.227 --> 00:11:09.927
because it doesn't look the

00:11:09.947 --> 00:11:11.128
same in ortho as it does

00:11:11.288 --> 00:11:12.327
into a GP practice.

00:11:12.347 --> 00:11:12.828
So to me,

00:11:13.269 --> 00:11:15.649
candid for any newer GP in the market,

00:11:15.708 --> 00:11:17.710
anyone again, look again, the scale,

00:11:18.029 --> 00:11:19.090
but specifically our newer

00:11:19.129 --> 00:11:20.311
doctors that are looking to

00:11:20.331 --> 00:11:21.831
grow and add a different

00:11:21.850 --> 00:11:23.051
service candidate is hands

00:11:23.091 --> 00:11:23.951
down going to be the best

00:11:24.011 --> 00:11:24.692
option for them.

00:11:25.205 --> 00:11:26.907
Yeah, no, I'm thinking like our startups,

00:11:26.947 --> 00:11:27.206
right?

00:11:27.268 --> 00:11:29.931
So if you're a startup and

00:11:29.971 --> 00:11:32.013
you're starting from ground zero,

00:11:32.254 --> 00:11:33.414
you have no sales,

00:11:35.157 --> 00:11:36.438
popping a couple ortho

00:11:36.499 --> 00:11:38.922
cases can really make your

00:11:38.981 --> 00:11:40.482
projections look a lot different.

00:11:41.024 --> 00:11:42.845
than just chasing hygiene

00:11:42.865 --> 00:11:43.784
appointments all day.

00:11:43.845 --> 00:11:46.927
So not that that's what we don't wanna do,

00:11:46.966 --> 00:11:48.668
but as startup,

00:11:48.687 --> 00:11:49.528
you guys are just trying to

00:11:49.548 --> 00:11:50.188
pay your bills.

00:11:50.229 --> 00:11:52.750
And so incorporating ortho right away,

00:11:52.830 --> 00:11:54.370
not having to be like a

00:11:54.431 --> 00:11:57.491
total pro at ortho,

00:11:57.511 --> 00:11:58.432
that's a game changer.

00:11:58.452 --> 00:11:59.212
And then I think of like

00:11:59.253 --> 00:12:00.413
some of our acquisitions

00:12:00.474 --> 00:12:02.794
where I'm analyzing the

00:12:02.835 --> 00:12:03.815
practice and if the

00:12:03.855 --> 00:12:05.096
practice is doing a ton of

00:12:05.115 --> 00:12:06.056
clear aligners and you're

00:12:06.076 --> 00:12:06.976
not comfortable doing

00:12:07.557 --> 00:12:09.357
clear line of therapy or ortho,

00:12:09.418 --> 00:12:10.899
you can easily jump into

00:12:10.980 --> 00:12:13.321
this and offset that risk.

00:12:13.360 --> 00:12:14.322
Because if the practice is

00:12:14.361 --> 00:12:15.283
doing a lot of that,

00:12:15.702 --> 00:12:16.563
you don't want the practice

00:12:16.604 --> 00:12:18.945
to fall and the collections to drop.

00:12:18.965 --> 00:12:21.647
So for a GP or really

00:12:21.726 --> 00:12:24.830
anybody that's not an

00:12:24.889 --> 00:12:27.010
orthodontist to have this

00:12:27.051 --> 00:12:29.153
kind of in their, in their back seat is,

00:12:29.753 --> 00:12:30.274
is huge.

00:12:30.333 --> 00:12:31.754
So doc, I like, I gotta,

00:12:31.934 --> 00:12:34.155
I gotta ask like how, how,

00:12:35.136 --> 00:12:35.898
How do we do this?

00:12:35.937 --> 00:12:37.678
How do we be successful with

00:12:37.719 --> 00:12:39.158
Candid in offices?

00:12:40.279 --> 00:12:41.441
Has it been a game changer?

00:12:41.461 --> 00:12:42.360
Would you mind sharing your

00:12:42.400 --> 00:12:43.981
story and kind of how your

00:12:44.042 --> 00:12:45.923
journey of how you got into

00:12:45.962 --> 00:12:47.104
clear aligner therapy and

00:12:47.144 --> 00:12:49.686
how it changed your whole business?

00:12:49.846 --> 00:12:50.985
And then why Candid,

00:12:51.386 --> 00:12:52.447
it's kind of a loaded question,

00:12:52.486 --> 00:12:54.548
but why Candid is the X

00:12:54.568 --> 00:12:55.668
factor now in your office?

00:12:55.788 --> 00:12:57.049
What time do you have?

00:12:57.129 --> 00:13:00.211
Nah, we we got we got plenty of time.

00:13:00.251 --> 00:13:00.812
Just go.

00:13:00.912 --> 00:13:01.491
Just go.

00:13:02.712 --> 00:13:03.894
I think the audience is

00:13:03.953 --> 00:13:06.375
starving for how to be

00:13:06.455 --> 00:13:07.716
successful in this world

00:13:07.735 --> 00:13:08.696
where dentistry and

00:13:08.735 --> 00:13:10.277
business dentistry is challenging.

00:13:10.297 --> 00:13:12.378
I'll tell you, like, you know, Mike,

00:13:12.398 --> 00:13:14.599
you don't know my backstory completely,

00:13:14.619 --> 00:13:16.120
but I've been there.

00:13:16.139 --> 00:13:16.659
I've been in the trenches.

00:13:16.679 --> 00:13:17.520
I've been beat up, sucked up.

00:13:18.263 --> 00:13:19.224
Cheat up, spit out.

00:13:19.864 --> 00:13:20.083
You know,

00:13:20.104 --> 00:13:21.884
I bought my practice nine years ago,

00:13:22.105 --> 00:13:23.025
two years out of school,

00:13:23.046 --> 00:13:23.905
and I didn't know anything.

00:13:24.547 --> 00:13:25.506
I was by myself.

00:13:25.647 --> 00:13:26.607
I could talk to some people.

00:13:26.648 --> 00:13:27.989
I thought I knew the game, right?

00:13:28.489 --> 00:13:29.549
I actually took a minor

00:13:29.690 --> 00:13:30.990
training one month before I

00:13:31.009 --> 00:13:31.951
started my practice.

00:13:32.471 --> 00:13:33.312
Got into it.

00:13:33.631 --> 00:13:35.493
I did three team members, I believe,

00:13:35.533 --> 00:13:36.212
off the get-go.

00:13:36.854 --> 00:13:38.794
I put inscriptions just level in the line.

00:13:38.815 --> 00:13:40.475
I didn't know what the hell I was doing.

00:13:41.524 --> 00:13:42.544
Okay, two months into practice,

00:13:42.565 --> 00:13:43.926
I'm bankrupt, just so you know.

00:13:44.306 --> 00:13:45.746
I'm working two other jobs on the side,

00:13:45.767 --> 00:13:46.827
growing my business here.

00:13:47.248 --> 00:13:48.028
And little by little is

00:13:48.048 --> 00:13:49.249
trying to figure some things out.

00:13:49.928 --> 00:13:52.410
Ortho, ortho is a tough thing for docs.

00:13:52.650 --> 00:13:54.111
We get very little training in school.

00:13:54.751 --> 00:13:54.932
In fact,

00:13:54.952 --> 00:13:55.993
the training we get is like refer

00:13:56.013 --> 00:13:56.594
to the orthodontist.

00:13:56.614 --> 00:13:57.433
That's my classic training.

00:13:57.453 --> 00:13:58.414
I'm a twenty ten grad.

00:13:58.455 --> 00:13:59.475
You know, I'm not brand new,

00:13:59.495 --> 00:14:00.836
but I'm not out of the game a long time.

00:14:01.797 --> 00:14:02.777
And you go into your own

00:14:02.817 --> 00:14:04.357
practice and dentists,

00:14:04.938 --> 00:14:06.240
we treat what we know.

00:14:07.399 --> 00:14:08.301
And then we refer out.

00:14:08.951 --> 00:14:09.490
Back in the day,

00:14:09.510 --> 00:14:10.611
we take a model here and we

00:14:10.631 --> 00:14:11.812
put a cast on it, sit there.

00:14:11.832 --> 00:14:12.894
We'll get, we'll figure this out.

00:14:13.533 --> 00:14:14.995
You know, Canada has been so,

00:14:16.216 --> 00:14:17.356
so good at what they do to

00:14:17.376 --> 00:14:18.498
come in with the partnership.

00:14:19.244 --> 00:14:21.645
and the fact that you get to

00:14:21.726 --> 00:14:23.187
level your treatments up

00:14:23.488 --> 00:14:25.029
with an orthodontist that

00:14:25.049 --> 00:14:26.010
knows what they're doing.

00:14:26.350 --> 00:14:27.753
Because a lot of ladder companies here,

00:14:27.812 --> 00:14:28.793
man, their refinement rate,

00:14:29.153 --> 00:14:30.655
I was at three hundred percent before.

00:14:31.196 --> 00:14:31.876
Three hundred percent.

00:14:32.477 --> 00:14:34.058
Nick, I had five finishes this week.

00:14:34.580 --> 00:14:35.801
Two of them went to refinement.

00:14:35.941 --> 00:14:37.383
Three was perfect in the first round.

00:14:38.123 --> 00:14:39.144
That does not happen in

00:14:39.164 --> 00:14:40.166
other ladder companies.

00:14:40.745 --> 00:14:41.385
So wait,

00:14:41.826 --> 00:14:43.047
I just want to pause there for a

00:14:43.086 --> 00:14:44.768
second because that is a game changer,

00:14:44.847 --> 00:14:45.128
right?

00:14:45.488 --> 00:14:47.269
An actual ortho.

00:14:47.809 --> 00:14:49.750
I just want to say that out loud.

00:14:50.051 --> 00:14:51.890
An actual ortho is looking

00:14:51.951 --> 00:14:53.471
at every case that you sent.

00:14:53.532 --> 00:14:54.692
Yeah?

00:14:54.753 --> 00:14:55.673
And that doesn't happen?

00:14:55.873 --> 00:14:57.354
That doesn't happen with other companies,

00:14:57.394 --> 00:14:57.634
right?

00:14:57.974 --> 00:14:59.254
No, because you've got a lot of AI.

00:14:59.274 --> 00:15:00.316
You've got overseas techs

00:15:00.336 --> 00:15:01.115
and some other things that

00:15:01.155 --> 00:15:02.937
are creating those treatment plans.

00:15:03.096 --> 00:15:04.418
And over the last two and a half years,

00:15:04.437 --> 00:15:05.498
three years, I've worked with Candid.

00:15:05.577 --> 00:15:06.899
I've actually developed some

00:15:06.938 --> 00:15:07.658
friendships with my

00:15:07.698 --> 00:15:08.960
orthodontist that I'm partnering with.

00:15:10.773 --> 00:15:11.793
And I wanna put this out there.

00:15:11.833 --> 00:15:12.134
It's like,

00:15:12.195 --> 00:15:13.296
why would you listen to another

00:15:13.336 --> 00:15:14.518
GP about another product?

00:15:15.162 --> 00:15:16.042
Okay, because again,

00:15:16.363 --> 00:15:17.263
I went from a bankrupt

00:15:17.602 --> 00:15:19.504
company ten years ago to a

00:15:19.563 --> 00:15:20.465
solo practitioner,

00:15:20.504 --> 00:15:21.585
produced over three million

00:15:21.625 --> 00:15:23.225
and collecting this year, two point five.

00:15:23.846 --> 00:15:25.106
The numbers speak for themselves.

00:15:25.726 --> 00:15:26.528
Wow.

00:15:26.548 --> 00:15:26.628
Nice.

00:15:26.748 --> 00:15:28.509
All productive dentist,

00:15:28.568 --> 00:15:30.850
GP doing a ton of general dentistry.

00:15:31.590 --> 00:15:32.650
And I got to say that for me,

00:15:32.691 --> 00:15:33.510
like the biggest thing with

00:15:33.530 --> 00:15:35.192
Canada was like my chair time,

00:15:35.672 --> 00:15:37.293
trying to cram in my five

00:15:37.393 --> 00:15:38.653
off my six off and do all

00:15:38.673 --> 00:15:39.634
this different dentistry.

00:15:40.174 --> 00:15:41.154
My production per hour can

00:15:41.174 --> 00:15:42.416
be up to fifteen hundred dollars.

00:15:43.227 --> 00:15:44.188
And getting patients out of

00:15:44.229 --> 00:15:45.690
my chairs into a systemized

00:15:45.850 --> 00:15:47.652
approach that can be taken

00:15:47.731 --> 00:15:49.133
over by different people in my team,

00:15:49.192 --> 00:15:51.315
not just me, that's valuable.

00:15:51.455 --> 00:15:52.355
And that's what we talk about,

00:15:52.395 --> 00:15:53.876
like the profit in your chair time.

00:15:53.917 --> 00:15:55.418
We guys know when your chair is valuable.

00:15:55.719 --> 00:15:56.860
As an early GP,

00:15:57.419 --> 00:16:00.081
you don't have a lot of time.

00:16:00.423 --> 00:16:01.442
You try to figure out your business.

00:16:01.462 --> 00:16:02.303
You're just trying to hold your,

00:16:02.344 --> 00:16:03.065
you know what, together.

00:16:04.379 --> 00:16:04.460
Yeah,

00:16:04.500 --> 00:16:06.341
to have that powerful partnership

00:16:06.400 --> 00:16:07.221
with someone that knows

00:16:07.240 --> 00:16:07.860
what they're doing.

00:16:08.441 --> 00:16:09.761
I get especially even the

00:16:09.861 --> 00:16:10.861
even the seasoned GP,

00:16:11.361 --> 00:16:12.162
there's different ways the

00:16:12.201 --> 00:16:13.682
company benefits you for Candid.

00:16:14.322 --> 00:16:15.942
And I just can't keep

00:16:16.303 --> 00:16:17.364
hammering down about what

00:16:17.384 --> 00:16:18.264
that looks like to the

00:16:18.283 --> 00:16:20.384
general dentist because again,

00:16:20.504 --> 00:16:22.304
Candid is catered for the GP,

00:16:22.345 --> 00:16:23.346
not the ortho market like

00:16:23.365 --> 00:16:24.765
the other liner companies started out as.

00:16:25.136 --> 00:16:26.317
Well, we we talk a lot.

00:16:26.758 --> 00:16:27.759
And next time we talk a lot

00:16:27.958 --> 00:16:28.960
about like bringing in

00:16:29.019 --> 00:16:30.421
specialists into your office.

00:16:30.921 --> 00:16:31.160
Right.

00:16:31.201 --> 00:16:32.902
Because because you can't do

00:16:32.942 --> 00:16:34.023
it all and you only feel so

00:16:34.062 --> 00:16:36.043
comfortable doing so much.

00:16:36.104 --> 00:16:36.445
Right.

00:16:36.485 --> 00:16:39.606
And and we're always talking about like,

00:16:39.726 --> 00:16:40.067
oh, well,

00:16:40.506 --> 00:16:42.849
let's stack a Saturday of some implants.

00:16:42.889 --> 00:16:43.028
Right.

00:16:43.068 --> 00:16:44.149
That's that'll change your

00:16:44.190 --> 00:16:45.009
bottom line quick.

00:16:45.049 --> 00:16:45.270
Let's.

00:16:47.011 --> 00:16:47.412
whatever,

00:16:47.451 --> 00:16:49.714
let's say you're a pediatric dentist,

00:16:49.734 --> 00:16:50.734
let's bring in some ortho,

00:16:50.754 --> 00:16:52.174
like whatever you can do to

00:16:52.215 --> 00:16:54.356
try to bring in more procedures in-house.

00:16:54.496 --> 00:16:58.580
And ortho is kind of one of

00:16:58.620 --> 00:17:01.061
those things where like from an outsider,

00:17:01.402 --> 00:17:03.123
and you guys are the kings

00:17:03.163 --> 00:17:04.804
and queens of ortho,

00:17:04.824 --> 00:17:06.565
but like from an outsider, again,

00:17:06.785 --> 00:17:08.165
me being the dummy in the room,

00:17:08.727 --> 00:17:11.548
it feels like as an industry,

00:17:12.429 --> 00:17:13.430
it's really exciting

00:17:13.470 --> 00:17:14.631
everybody wants to try to

00:17:14.691 --> 00:17:16.372
do it and then they try to

00:17:16.412 --> 00:17:17.452
do it and it doesn't really

00:17:17.532 --> 00:17:19.233
work super well and I know

00:17:19.253 --> 00:17:20.654
nicole can speak to this

00:17:21.275 --> 00:17:23.356
because um she's had some

00:17:23.396 --> 00:17:24.377
experience with some of the

00:17:24.458 --> 00:17:26.479
others other companies out

00:17:26.519 --> 00:17:28.240
there and and nicole like

00:17:28.921 --> 00:17:30.761
what are the pitfalls of

00:17:30.821 --> 00:17:33.364
gps and doctor doc please

00:17:33.384 --> 00:17:34.263
you guys go off of each

00:17:34.325 --> 00:17:35.664
other like on this but like

00:17:36.306 --> 00:17:38.146
why doesn't it stick why

00:17:38.507 --> 00:17:40.888
why is it hard to get ortho

00:17:40.909 --> 00:17:41.910
in a gp practice

00:17:42.869 --> 00:17:43.131
Arvind,

00:17:43.151 --> 00:17:46.138
I'll take this one and I know you agree,

00:17:46.199 --> 00:17:48.183
but number one,

00:17:48.464 --> 00:17:50.068
it's clinical confidence

00:17:50.088 --> 00:17:51.352
from the doctor's perspective.

00:17:52.520 --> 00:17:55.482
When you're being, again, like Doc said,

00:17:55.502 --> 00:17:56.743
when you are in school,

00:17:56.824 --> 00:17:58.924
your ortho training is minimal.

00:17:58.944 --> 00:17:59.685
And then you get out of

00:17:59.726 --> 00:18:00.486
school and you want to

00:18:00.526 --> 00:18:01.826
implement this into your practice.

00:18:02.227 --> 00:18:04.189
There's a clinical confidence piece to it.

00:18:04.209 --> 00:18:05.369
And that has to be huge.

00:18:05.390 --> 00:18:08.672
But the second component is team training.

00:18:09.192 --> 00:18:10.833
If you go to a course, you go to a CE,

00:18:11.073 --> 00:18:12.094
you come back and you tell

00:18:12.134 --> 00:18:12.953
the team at the morning

00:18:12.993 --> 00:18:13.974
huddle on Monday morning,

00:18:14.035 --> 00:18:15.076
we're going to implement ortho.

00:18:15.904 --> 00:18:16.345
Good luck.

00:18:18.026 --> 00:18:18.425
Here you go.

00:18:18.445 --> 00:18:19.506
This is what I want to do.

00:18:20.226 --> 00:18:21.747
I love my doctors dearly,

00:18:21.807 --> 00:18:24.627
but I saw that model fall

00:18:24.667 --> 00:18:26.147
flat on its face many, many times.

00:18:26.208 --> 00:18:28.028
Unless you had a diamond in

00:18:28.048 --> 00:18:29.848
the rough one time out of

00:18:30.429 --> 00:18:31.910
twenty accounts that someone

00:18:32.410 --> 00:18:33.329
did want to take it on or

00:18:33.369 --> 00:18:34.431
had some experience with it

00:18:34.510 --> 00:18:35.911
in a in a previous practice

00:18:35.931 --> 00:18:37.010
but we want to get the

00:18:37.050 --> 00:18:38.692
entire office thinking of

00:18:38.811 --> 00:18:39.652
ortho treatment as a

00:18:39.672 --> 00:18:40.652
standard of care and what I

00:18:40.672 --> 00:18:42.212
mean by that is you're

00:18:42.413 --> 00:18:43.053
you're setting your

00:18:43.093 --> 00:18:44.212
restorative cases up to

00:18:44.253 --> 00:18:46.034
finish better right so you

00:18:46.334 --> 00:18:47.273
rewind it's not just a

00:18:47.314 --> 00:18:48.434
cosmetic benefit we're

00:18:48.454 --> 00:18:49.214
going to look at this from

00:18:49.355 --> 00:18:50.454
from a restorative aspect

00:18:50.474 --> 00:18:51.935
so there's been a lack of

00:18:51.996 --> 00:18:52.816
the team training and

00:18:52.855 --> 00:18:53.796
implementation and pull

00:18:53.816 --> 00:18:54.576
through which I think is

00:18:54.636 --> 00:18:56.676
huge and what candid offers

00:18:56.817 --> 00:18:57.737
again is that clinical

00:18:57.777 --> 00:18:59.397
confidence of having an orthodontist

00:18:59.958 --> 00:19:01.618
look at your cases, it's predictable,

00:19:02.038 --> 00:19:02.739
it's efficient,

00:19:02.778 --> 00:19:04.680
where there's not a lot of

00:19:04.700 --> 00:19:05.861
chair time because there is

00:19:05.901 --> 00:19:06.641
that confidence and

00:19:07.480 --> 00:19:08.261
responsibility of the

00:19:08.301 --> 00:19:09.122
patient to getting their

00:19:09.142 --> 00:19:10.323
records over to doctor.

00:19:10.403 --> 00:19:13.723
But Arvind, anything to add on that?

00:19:13.784 --> 00:19:14.483
My question is like,

00:19:14.503 --> 00:19:16.785
why doesn't Ortho stick to the GP?

00:19:16.805 --> 00:19:17.726
Because we are afraid to fail.

00:19:19.407 --> 00:19:20.407
We're an awful driven position.

00:19:20.928 --> 00:19:22.189
Because you're afraid to fail?

00:19:22.209 --> 00:19:23.189
Is that what you just said?

00:19:23.709 --> 00:19:24.348
We're afraid to fail.

00:19:25.409 --> 00:19:26.509
Of the ortho case.

00:19:26.588 --> 00:19:27.450
Of the ortho case.

00:19:28.970 --> 00:19:30.349
We're afraid it's not going to turn out.

00:19:31.049 --> 00:19:32.671
We're deathly afraid of, good God,

00:19:32.770 --> 00:19:34.030
I took on a case and I've

00:19:34.070 --> 00:19:36.391
got to send it to somebody else now.

00:19:36.411 --> 00:19:37.030
How's that going to look at

00:19:37.050 --> 00:19:37.811
my social media?

00:19:37.852 --> 00:19:39.051
How's it look at my Google reviews?

00:19:39.092 --> 00:19:40.192
How's it look in front of my team?

00:19:40.592 --> 00:19:41.751
How do I feel going home

00:19:41.771 --> 00:19:42.392
every day looking in the

00:19:42.412 --> 00:19:43.232
mirror and being like, yeah,

00:19:43.252 --> 00:19:44.232
you jacked this up, Petrie.

00:19:45.480 --> 00:19:46.962
You know, it's a horrible feeling.

00:19:47.462 --> 00:19:48.744
Nobody wants to fail for it,

00:19:48.765 --> 00:19:50.046
but when you give yourself permission,

00:19:51.027 --> 00:19:52.048
now here's where it really

00:19:52.127 --> 00:19:52.808
opens up the door.

00:19:53.609 --> 00:19:53.990
Truly.

00:19:54.029 --> 00:19:55.050
I think when you get the docs,

00:19:55.070 --> 00:19:55.971
give yourself permission.

00:19:57.212 --> 00:19:59.355
I can't fail now because I got backup.

00:20:00.176 --> 00:20:01.178
I'm going to have community.

00:20:01.198 --> 00:20:02.259
I'm going to have clinical

00:20:02.298 --> 00:20:04.480
confidence and I've got a

00:20:04.560 --> 00:20:05.982
product that works.

00:20:06.760 --> 00:20:10.143
Yeah.

00:20:10.323 --> 00:20:12.163
And that's what you guys are all about,

00:20:12.284 --> 00:20:12.565
right?

00:20:12.664 --> 00:20:13.925
Is backing these guys up

00:20:13.945 --> 00:20:16.086
from a risk and giving them support.

00:20:16.126 --> 00:20:17.027
That's always been kind of

00:20:17.086 --> 00:20:18.208
part of your model, right?

00:20:18.828 --> 00:20:20.509
It's about providing maximum

00:20:20.569 --> 00:20:21.750
support through a

00:20:21.789 --> 00:20:22.570
combination of the

00:20:22.631 --> 00:20:24.011
orthodontist and technology.

00:20:24.392 --> 00:20:25.053
And the monitoring

00:20:25.093 --> 00:20:26.934
technology does an amazing job,

00:20:26.974 --> 00:20:28.135
not only of keeping folks

00:20:28.256 --> 00:20:29.136
out of your chair for

00:20:29.176 --> 00:20:30.298
unnecessary appointments,

00:20:30.558 --> 00:20:31.980
but driving patient compliance.

00:20:32.000 --> 00:20:33.340
About ninety percent of

00:20:33.421 --> 00:20:35.143
patients take their scans

00:20:35.663 --> 00:20:37.665
on time every one to two weeks,

00:20:38.006 --> 00:20:39.288
and that keeps them going.

00:20:39.327 --> 00:20:41.269
So if a patient is going to go off course,

00:20:42.243 --> 00:20:43.285
you're gonna know about it

00:20:43.384 --> 00:20:44.125
and you're gonna know about

00:20:44.164 --> 00:20:45.546
it early so you can intervene.

00:20:45.925 --> 00:20:48.067
But so much more often than not,

00:20:48.307 --> 00:20:50.148
that patient, because they're monitoring,

00:20:50.189 --> 00:20:50.788
it means they're more

00:20:50.828 --> 00:20:51.950
likely to wear their aligners.

00:20:52.150 --> 00:20:53.951
They're gonna get their cases done faster.

00:20:54.010 --> 00:20:55.632
You can hear that from Dr. Petri, right?

00:20:55.672 --> 00:20:56.832
Three out of five cases that

00:20:56.852 --> 00:20:57.653
finished this week,

00:20:58.212 --> 00:20:59.273
those cases didn't end up

00:20:59.314 --> 00:21:00.273
going into refinement.

00:21:00.595 --> 00:21:01.694
I think the other component

00:21:01.714 --> 00:21:03.016
here that's really critical

00:21:03.135 --> 00:21:04.737
is the patient and the patient desire.

00:21:05.176 --> 00:21:05.376
Again,

00:21:05.416 --> 00:21:06.778
if you're a doctor with a startup

00:21:06.817 --> 00:21:08.179
practice or you're thinking

00:21:08.199 --> 00:21:09.339
about buying a practice,

00:21:10.059 --> 00:21:11.421
and you think about your

00:21:11.461 --> 00:21:12.381
patient base that's in

00:21:12.421 --> 00:21:14.201
there most of those

00:21:14.241 --> 00:21:15.541
patients have some type of

00:21:15.602 --> 00:21:17.103
orthodontic need right

00:21:17.163 --> 00:21:18.762
you've got sixty seventy

00:21:18.863 --> 00:21:19.683
eighty percent of those

00:21:19.723 --> 00:21:20.884
patients have have some

00:21:20.923 --> 00:21:22.605
type of malocclusion and

00:21:22.644 --> 00:21:24.685
they need permission to

00:21:25.465 --> 00:21:26.826
treat that whether it's

00:21:26.886 --> 00:21:28.027
because of an aesthetic

00:21:28.267 --> 00:21:30.367
desire a functional desire

00:21:30.768 --> 00:21:32.429
they have tmd there's

00:21:32.469 --> 00:21:34.809
something going on ortho is

00:21:35.089 --> 00:21:36.250
part of that solution for

00:21:36.289 --> 00:21:38.030
them even if it's pre-restorative

00:21:38.250 --> 00:21:39.391
And I think that's really

00:21:39.451 --> 00:21:42.231
important to understand and

00:21:42.291 --> 00:21:43.432
believe in that

00:21:43.491 --> 00:21:44.632
orthodontics is part of

00:21:44.672 --> 00:21:45.692
that standard of care,

00:21:46.432 --> 00:21:47.212
but you have to be

00:21:47.272 --> 00:21:48.633
comfortable with delivering it.

00:21:48.692 --> 00:21:49.373
And if you didn't learn it

00:21:49.393 --> 00:21:50.213
in dental school,

00:21:50.374 --> 00:21:50.794
but you have an

00:21:50.834 --> 00:21:52.153
orthodontist to partner with,

00:21:52.213 --> 00:21:52.973
with Candid Pro,

00:21:53.354 --> 00:21:55.575
that can help you get over that hump.

00:21:55.595 --> 00:21:57.394
And just starting one case a month,

00:21:57.454 --> 00:21:58.556
or sorry, one case a week,

00:21:58.935 --> 00:22:00.276
if you start one case a week,

00:22:00.875 --> 00:22:02.017
let's say you're doing three

00:22:02.057 --> 00:22:03.438
thousand dollars in take

00:22:03.478 --> 00:22:05.079
home on that case and

00:22:05.259 --> 00:22:06.840
you're starting fifty cases

00:22:06.881 --> 00:22:08.041
a year that's a hundred

00:22:08.082 --> 00:22:09.443
fifty thousand dollars but

00:22:09.483 --> 00:22:11.365
that is a massive number

00:22:11.404 --> 00:22:13.027
for you as a doctor and

00:22:13.067 --> 00:22:13.988
your patients will be

00:22:14.048 --> 00:22:15.028
happier they'll get better

00:22:15.088 --> 00:22:16.650
outcomes they'll need less

00:22:16.710 --> 00:22:18.090
reactive dentistry and they

00:22:18.111 --> 00:22:19.833
will believe more in coming

00:22:19.873 --> 00:22:20.773
back and refer more

00:22:20.814 --> 00:22:21.594
patients so I think when

00:22:21.614 --> 00:22:23.215
you look at that holistically

00:22:24.175 --> 00:22:25.156
Offering orthodontics and

00:22:25.196 --> 00:22:26.499
doing it well in

00:22:26.519 --> 00:22:27.740
partnership with Candid Pro

00:22:27.779 --> 00:22:28.980
is a great way to continue

00:22:29.020 --> 00:22:31.723
not only to drive same year bottom line,

00:22:31.763 --> 00:22:33.726
but long-term growth for your practice.

00:22:34.106 --> 00:22:36.469
We see Jack every day.

00:22:36.648 --> 00:22:38.050
Yeah.

00:22:38.797 --> 00:22:42.398
I, uh, one thing that I picked up in the,

00:22:43.159 --> 00:22:44.799
over the last whatever time

00:22:44.819 --> 00:22:46.260
that I've been in dental is that like,

00:22:46.922 --> 00:22:48.762
I always used to think like, well, gosh,

00:22:48.803 --> 00:22:50.923
like, um, why,

00:22:50.983 --> 00:22:53.164
why don't the orthos hate you guys?

00:22:53.265 --> 00:22:54.506
You GPs, right?

00:22:54.566 --> 00:22:55.365
Like, like you're,

00:22:55.465 --> 00:22:56.366
you're stealing some of

00:22:56.386 --> 00:22:57.567
their market share, but then like,

00:22:58.208 --> 00:22:59.308
I think it was Paula,

00:22:59.328 --> 00:23:00.808
my co-host on this program.

00:23:02.049 --> 00:23:03.549
A light bulb went off and it's like,

00:23:04.310 --> 00:23:05.631
if dentists now are

00:23:05.671 --> 00:23:07.071
comfortable because they

00:23:07.132 --> 00:23:08.952
have the predictability to

00:23:08.992 --> 00:23:11.614
diagnose and they focus on

00:23:11.814 --> 00:23:13.255
the more simple cases,

00:23:13.994 --> 00:23:15.536
they're probably referring

00:23:15.615 --> 00:23:16.816
more out because they're

00:23:16.855 --> 00:23:18.156
talking about it more.

00:23:19.057 --> 00:23:19.317
Nicole,

00:23:19.336 --> 00:23:21.157
is that kind of like the concept of

00:23:22.398 --> 00:23:23.739
just getting the whole team?

00:23:23.759 --> 00:23:24.839
You touched on the team.

00:23:25.400 --> 00:23:26.519
The team is everything.

00:23:26.539 --> 00:23:27.480
You go to these like,

00:23:28.467 --> 00:23:29.748
these conferences in

00:23:29.788 --> 00:23:31.669
Scottsdale or whatever the

00:23:31.709 --> 00:23:32.710
doctor comes back all

00:23:32.730 --> 00:23:33.711
jazzed you talk about this

00:23:33.750 --> 00:23:35.031
all the time but then this

00:23:35.071 --> 00:23:36.952
team has no idea what the

00:23:37.433 --> 00:23:38.473
doctor's all jacked up

00:23:38.515 --> 00:23:39.855
about but he's all excited

00:23:39.895 --> 00:23:41.096
or she's all excited and

00:23:41.115 --> 00:23:42.457
the team's like what is

00:23:42.517 --> 00:23:44.499
this dude talking about um

00:23:44.818 --> 00:23:46.259
but is that what happens

00:23:46.339 --> 00:23:47.280
once you start building

00:23:47.520 --> 00:23:48.761
building on this and having

00:23:48.781 --> 00:23:49.682
a predictable system

00:23:51.807 --> 00:23:52.147
Yeah.

00:23:52.167 --> 00:23:52.627
I mean,

00:23:52.647 --> 00:23:55.648
I always at least love to coach that, hey,

00:23:55.730 --> 00:23:56.390
as a GP,

00:23:56.490 --> 00:23:57.349
I want you to keep your

00:23:57.390 --> 00:23:58.750
relationship and that

00:23:58.790 --> 00:24:00.652
strong referral base with

00:24:00.672 --> 00:24:02.292
your orthodontist, period.

00:24:02.313 --> 00:24:03.113
There are simply certain

00:24:03.133 --> 00:24:04.473
cases we don't want to touch.

00:24:04.653 --> 00:24:06.154
I'm sure Arvin probably,

00:24:06.394 --> 00:24:07.256
correct me if I'm wrong,

00:24:07.276 --> 00:24:08.155
but you probably don't want

00:24:08.175 --> 00:24:09.777
to touch a crazy class

00:24:09.817 --> 00:24:12.878
three or maybe not all the teens, right?

00:24:12.898 --> 00:24:14.398
So we're still keeping that

00:24:14.439 --> 00:24:15.420
relationship strong with

00:24:15.440 --> 00:24:16.059
our orthodontist.

00:24:16.099 --> 00:24:17.161
But what we're trying to do

00:24:17.801 --> 00:24:19.202
is to Nick's point,

00:24:19.583 --> 00:24:20.502
those seventy percent of

00:24:20.522 --> 00:24:21.683
people that we know that

00:24:21.723 --> 00:24:22.663
suffer from malocclusion,

00:24:22.683 --> 00:24:24.003
that we could be talking to

00:24:24.045 --> 00:24:25.924
them about this within our own practice,

00:24:26.005 --> 00:24:27.246
that simple patient base.

00:24:27.786 --> 00:24:28.105
Again,

00:24:28.145 --> 00:24:29.747
this is from a pre restorative angle.

00:24:29.767 --> 00:24:31.307
Some of it's going to be from cosmetic,

00:24:31.346 --> 00:24:31.928
of course,

00:24:32.228 --> 00:24:33.347
but those are simple six to

00:24:33.387 --> 00:24:34.087
nine month cases.

00:24:34.189 --> 00:24:34.949
I've worked with so many

00:24:35.028 --> 00:24:35.909
orthos that would rather

00:24:35.929 --> 00:24:37.509
that their GPs take on that case.

00:24:37.990 --> 00:24:38.871
Yeah, they would rather not.

00:24:38.891 --> 00:24:40.991
They love the two year, three year stuff,

00:24:41.051 --> 00:24:41.313
right?

00:24:41.353 --> 00:24:42.574
Like they they do.

00:24:43.134 --> 00:24:43.713
To be honest,

00:24:43.753 --> 00:24:45.236
in my experience and doing

00:24:45.256 --> 00:24:46.115
this for thirteen years,

00:24:46.396 --> 00:24:47.317
they really do support the

00:24:47.336 --> 00:24:49.479
GP having that and owning

00:24:49.778 --> 00:24:51.980
those simpler cases, if you will.

00:24:53.402 --> 00:24:54.522
I think it's a great relationship.

00:24:54.823 --> 00:24:55.703
I don't think it may have

00:24:55.743 --> 00:24:57.065
disrupted the market at first,

00:24:57.105 --> 00:24:58.566
but I've seen that evolve over the years.

00:24:59.181 --> 00:25:00.501
I mean, what's the stats in this country?

00:25:00.541 --> 00:25:01.801
Three hundred plus million people.

00:25:02.001 --> 00:25:02.823
Am I right on that?

00:25:03.242 --> 00:25:04.083
Somebody at the Almanac.

00:25:04.863 --> 00:25:05.743
Eighty percent of people can

00:25:05.763 --> 00:25:07.564
benefit by some orthodontic intervention,

00:25:07.585 --> 00:25:08.244
malocclusion.

00:25:08.265 --> 00:25:11.326
OK, there's no shortage of dentistry.

00:25:11.365 --> 00:25:11.925
What is it?

00:25:12.226 --> 00:25:13.166
One in three people have

00:25:13.207 --> 00:25:15.107
insurance to come in and out of it.

00:25:15.147 --> 00:25:16.387
We keep doing these math out

00:25:16.407 --> 00:25:17.288
of all those millions.

00:25:17.909 --> 00:25:19.209
There is plenty to go around.

00:25:19.249 --> 00:25:20.069
And I've always said this

00:25:20.410 --> 00:25:22.009
from just a general standpoint,

00:25:22.029 --> 00:25:23.171
like you're not.

00:25:23.769 --> 00:25:24.528
You're not really in

00:25:24.548 --> 00:25:25.729
competition with each other.

00:25:25.749 --> 00:25:27.170
You're in competition with yourself.

00:25:27.269 --> 00:25:28.089
You're in competition with

00:25:28.130 --> 00:25:28.930
all of the commodities that

00:25:28.970 --> 00:25:29.470
are out there.

00:25:29.589 --> 00:25:30.971
There is plenty of dentistry there.

00:25:31.211 --> 00:25:32.851
And keep those relationships happy.

00:25:32.871 --> 00:25:33.611
As Nicole mentioned,

00:25:33.911 --> 00:25:35.050
send those class threes out.

00:25:35.391 --> 00:25:36.432
Send your bilateral cross

00:25:36.471 --> 00:25:37.432
bites if you want to.

00:25:37.892 --> 00:25:39.031
Send your elastic cases out

00:25:39.051 --> 00:25:39.971
for your team orthodontics

00:25:39.991 --> 00:25:41.173
so you can finish them properly.

00:25:41.613 --> 00:25:42.272
Can you do it?

00:25:42.613 --> 00:25:42.972
Yeah.

00:25:43.512 --> 00:25:44.413
Should you start out with it?

00:25:44.432 --> 00:25:44.792
No.

00:25:45.334 --> 00:25:46.153
As Nick's talked,

00:25:46.173 --> 00:25:46.794
start out with the stuff

00:25:46.814 --> 00:25:47.374
that's predictable.

00:25:48.294 --> 00:25:49.275
Yeah, I love that.

00:25:49.355 --> 00:25:51.296
So predictability is is

00:25:51.395 --> 00:25:52.977
obviously is probably the

00:25:53.076 --> 00:25:54.097
first pillar before you

00:25:54.198 --> 00:25:56.619
even get into this next topic,

00:25:56.660 --> 00:25:57.401
which is profit.

00:25:57.881 --> 00:25:58.121
Right.

00:25:58.181 --> 00:25:59.501
So so you got to believe in it.

00:25:59.521 --> 00:26:00.343
You got to trust in it.

00:26:00.363 --> 00:26:01.323
You got to know that you got

00:26:01.644 --> 00:26:03.005
the ortho behind your back.

00:26:03.464 --> 00:26:03.765
Right.

00:26:03.924 --> 00:26:06.287
And and and I'm like a risk taker.

00:26:06.307 --> 00:26:07.548
I'm an entrepreneur by spirit,

00:26:07.567 --> 00:26:08.568
but I'm not a clinician.

00:26:08.588 --> 00:26:09.990
So I I don't know what it

00:26:10.049 --> 00:26:13.491
feels like to like do clinical and not,

00:26:13.731 --> 00:26:14.613
you know, actually

00:26:14.952 --> 00:26:16.193
I don't want to screw something up.

00:26:16.233 --> 00:26:17.834
I'm sure that's a big weight

00:26:18.515 --> 00:26:19.855
lifted up off your shoulders,

00:26:19.914 --> 00:26:21.076
knowing that you do have a

00:26:21.135 --> 00:26:22.435
specialist reviewing those cases.

00:26:23.116 --> 00:26:24.596
So predictability, we covered that.

00:26:24.636 --> 00:26:25.518
I think that's huge.

00:26:25.698 --> 00:26:26.758
I think that's really good.

00:26:27.638 --> 00:26:28.519
It's a big,

00:26:28.558 --> 00:26:29.920
big reason why Next Level

00:26:31.180 --> 00:26:32.141
partnered with you guys,

00:26:32.181 --> 00:26:34.000
because I think that's what

00:26:34.020 --> 00:26:35.561
we hear all the time with our clients,

00:26:35.582 --> 00:26:37.423
what Nicole can speak to that.

00:26:37.462 --> 00:26:38.762
But let's talk profit.

00:26:38.863 --> 00:26:39.763
That's my favorite.

00:26:39.884 --> 00:26:40.663
I'm an ex-banker.

00:26:40.683 --> 00:26:41.324
I love profit.

00:26:41.344 --> 00:26:42.005
I love business.

00:26:42.806 --> 00:26:44.088
We don't do this for free.

00:26:44.871 --> 00:26:45.653
Let's talk profit.

00:26:45.692 --> 00:26:47.438
So so I think, Nick,

00:26:47.478 --> 00:26:48.339
you touched a little bit

00:26:48.380 --> 00:26:49.743
about this and that and that is

00:26:52.288 --> 00:26:53.528
it was a light bulb when I,

00:26:53.588 --> 00:26:54.669
when I met with your team

00:26:54.709 --> 00:26:55.690
and they started talking

00:26:55.730 --> 00:26:59.050
about the number of visits and, and, and,

00:26:59.090 --> 00:27:00.951
you know, you know, as a consultant,

00:27:01.332 --> 00:27:02.031
I get asked how many

00:27:02.071 --> 00:27:03.133
clients can you take on?

00:27:03.313 --> 00:27:04.373
Do you have too many?

00:27:04.393 --> 00:27:04.752
And what they're,

00:27:04.772 --> 00:27:07.074
what they're asking is capacity, right?

00:27:07.213 --> 00:27:09.015
And I think every business owner,

00:27:09.035 --> 00:27:12.435
every person has a capacity that, that,

00:27:12.455 --> 00:27:14.017
that, that there's a break point, but

00:27:15.131 --> 00:27:17.152
When you have less visits,

00:27:17.752 --> 00:27:19.554
you can increase capacity.

00:27:19.913 --> 00:27:20.673
That's a game changer.

00:27:20.693 --> 00:27:21.875
That's called scaling, right?

00:27:21.914 --> 00:27:26.597
So, Doc,

00:27:26.998 --> 00:27:28.999
were you with some others before

00:27:29.019 --> 00:27:30.921
you went all in on Candid?

00:27:31.701 --> 00:27:32.521
And if the answer is yes,

00:27:32.582 --> 00:27:34.021
I think I see your head shaking.

00:27:34.722 --> 00:27:36.044
Has it been a game changer

00:27:36.084 --> 00:27:37.625
with the amount of visits?

00:27:38.224 --> 00:27:39.625
Because that's going to boost profit.

00:27:40.026 --> 00:27:41.027
It's just simple math.

00:27:41.703 --> 00:27:42.884
Dude, it's huge.

00:27:42.944 --> 00:27:45.165
I'll answer here before Nick lies.

00:27:46.867 --> 00:27:47.928
Nick's chopping at the bit.

00:27:48.288 --> 00:27:50.730
Nick wants to talk.

00:27:50.849 --> 00:27:51.911
I'm happy to stay here.

00:27:52.111 --> 00:27:52.711
Stay quiet.

00:27:52.771 --> 00:27:54.152
Let Dr. Petrie do the talking.

00:27:55.373 --> 00:27:56.773
I've used several aligner systems.

00:27:56.794 --> 00:27:57.615
I've been predominantly with

00:27:57.755 --> 00:27:58.895
one for a very, very long time.

00:27:58.935 --> 00:28:00.997
Big name player in a game.

00:28:01.577 --> 00:28:02.157
I'll tell you,

00:28:02.178 --> 00:28:05.400
it was so... I call it the matrix.

00:28:06.560 --> 00:28:07.381
You're just in this

00:28:07.541 --> 00:28:08.821
day-to-day going through.

00:28:08.883 --> 00:28:09.903
It's kind of like a rat race

00:28:09.942 --> 00:28:10.963
of life with that aligner.

00:28:11.593 --> 00:28:13.153
You're constantly paying high fees,

00:28:13.193 --> 00:28:15.076
high refinements, a lot of chair times,

00:28:15.096 --> 00:28:17.317
time attachments, a lot of IPR,

00:28:17.758 --> 00:28:19.499
all of which cost overhead, right?

00:28:19.779 --> 00:28:21.201
These dogs coming out of school, I mean,

00:28:21.993 --> 00:28:23.653
what is it, five hundred thousand bucks?

00:28:23.794 --> 00:28:25.194
I've heard of it.

00:28:25.234 --> 00:28:25.894
For tuition?

00:28:26.394 --> 00:28:27.434
Well, not in Spokane,

00:28:27.474 --> 00:28:29.095
but New York City for sure.

00:28:30.675 --> 00:28:32.076
Yeah.

00:28:32.096 --> 00:28:33.115
You're coming out with all this.

00:28:33.615 --> 00:28:35.376
So overhead and profit is

00:28:35.436 --> 00:28:37.237
keen on your on your eyes.

00:28:37.856 --> 00:28:38.156
Yeah.

00:28:38.997 --> 00:28:39.357
Out there.

00:28:39.837 --> 00:28:41.458
Yeah.

00:28:41.958 --> 00:28:43.377
So you talk about chair time

00:28:43.417 --> 00:28:44.199
and what it costs.

00:28:45.098 --> 00:28:46.219
And I'm kind of losing my

00:28:46.239 --> 00:28:46.939
train of thought because I

00:28:46.959 --> 00:28:48.118
want to talk about so much.

00:28:48.138 --> 00:28:49.319
But you said why for me?

00:28:49.400 --> 00:28:49.720
Right.

00:28:50.380 --> 00:28:51.200
Well, I got challenged.

00:28:51.740 --> 00:28:52.741
my two and a half years ago

00:28:52.761 --> 00:28:53.781
by a good friend of mine,

00:28:53.801 --> 00:28:55.323
who's also in a kind of coaching space.

00:28:55.363 --> 00:28:55.982
And he's like, Arvin,

00:28:56.002 --> 00:28:56.463
what do you got to lose?

00:28:56.503 --> 00:28:57.443
And he literally kept saying,

00:28:57.463 --> 00:28:58.545
I don't know what I'm going to lose.

00:28:58.625 --> 00:29:01.205
I'm a, I'm a provider doing two, four,

00:29:01.286 --> 00:29:03.907
maybe six cases per month, going along,

00:29:04.048 --> 00:29:05.808
talking ortho, got a scanner, got,

00:29:05.828 --> 00:29:07.609
got almost two scanners.

00:29:07.670 --> 00:29:08.329
Now I have three.

00:29:09.411 --> 00:29:11.932
And it's like, damn,

00:29:12.731 --> 00:29:13.813
what do I have to lose?

00:29:13.853 --> 00:29:14.313
Truly?

00:29:14.432 --> 00:29:15.993
Because I was like, I know this product.

00:29:16.013 --> 00:29:16.894
I know this system.

00:29:16.994 --> 00:29:18.174
I know how to do all this stuff.

00:29:19.135 --> 00:29:20.256
And I said, you know what?

00:29:20.757 --> 00:29:21.217
I might, my,

00:29:21.481 --> 00:29:23.383
My director, practice director, Jamie,

00:29:23.403 --> 00:29:24.603
was like, let's just try it.

00:29:24.683 --> 00:29:27.845
I said, fine, let's go all in, okay?

00:29:27.924 --> 00:29:29.945
And just basic metrics and math.

00:29:30.046 --> 00:29:31.446
In the timeframe I worked with Canada,

00:29:31.467 --> 00:29:32.606
the timeframe that I worked

00:29:32.646 --> 00:29:34.028
with my previous allowed company,

00:29:34.567 --> 00:29:35.167
two hundred thousand

00:29:35.188 --> 00:29:36.148
dollars in ortho for that

00:29:36.189 --> 00:29:37.169
timeframe previously,

00:29:37.730 --> 00:29:38.410
six hundred thousand

00:29:38.430 --> 00:29:39.190
dollars in ortho that

00:29:39.230 --> 00:29:39.990
timeframe currently.

00:29:40.411 --> 00:29:42.852
Dude, extra profit?

00:29:44.278 --> 00:29:44.597
Or extra revenue.

00:29:44.617 --> 00:29:45.558
Extra revenue.

00:29:47.339 --> 00:29:47.800
Jeez.

00:29:48.221 --> 00:29:48.500
So, okay.

00:29:49.182 --> 00:29:51.222
But so revenue is one thing,

00:29:51.644 --> 00:29:52.865
but then chair time,

00:29:52.884 --> 00:29:55.406
I'm thinking dental assistant support.

00:29:56.207 --> 00:29:57.868
So, so there's the overhead of,

00:29:58.088 --> 00:29:59.470
of wages and support.

00:29:59.869 --> 00:30:00.170
Right.

00:30:00.671 --> 00:30:02.152
But then there's also lab

00:30:02.172 --> 00:30:03.653
fees and the actual cost.

00:30:03.673 --> 00:30:03.752
Yeah.

00:30:03.972 --> 00:30:04.354
Yeah.

00:30:06.246 --> 00:30:06.846
Both of them,

00:30:07.266 --> 00:30:08.807
both of them are squeezing or

00:30:08.846 --> 00:30:09.406
not squeezing.

00:30:09.446 --> 00:30:09.626
They're,

00:30:09.727 --> 00:30:12.386
they're eliminating costs and that

00:30:12.967 --> 00:30:13.988
what happens that that

00:30:14.028 --> 00:30:15.748
means more falls to the bottom line.

00:30:15.788 --> 00:30:18.388
So I, from a,

00:30:18.689 --> 00:30:20.788
from a profit profit perspective,

00:30:21.269 --> 00:30:23.230
it takes less people to

00:30:23.329 --> 00:30:25.190
service this product and it

00:30:25.230 --> 00:30:27.290
costs less in general, in general,

00:30:27.931 --> 00:30:28.990
especially with next levels

00:30:29.371 --> 00:30:30.570
program that you guys so

00:30:30.671 --> 00:30:32.971
generous generously gave us.

00:30:33.031 --> 00:30:33.672
But again,

00:30:34.031 --> 00:30:35.791
um and our clients the the

00:30:35.852 --> 00:30:37.292
level in and and the

00:30:37.313 --> 00:30:38.653
affordability I mean you

00:30:38.712 --> 00:30:39.833
saw you saw it hit your

00:30:39.873 --> 00:30:41.292
bottom line within how long

00:30:41.853 --> 00:30:43.854
just just switching in six

00:30:43.894 --> 00:30:44.973
months I mean it wasn't

00:30:44.993 --> 00:30:47.653
that long but the actual

00:30:47.693 --> 00:30:48.755
time frame now when I've

00:30:48.795 --> 00:30:49.634
done my numbers and did

00:30:49.654 --> 00:30:50.634
some stuff where I came on

00:30:50.674 --> 00:30:51.654
I was looking to go man

00:30:51.994 --> 00:30:52.634
that's a four hundred

00:30:52.674 --> 00:30:53.795
thousand dollar increase of

00:30:53.835 --> 00:30:54.915
the same time period prior

00:30:54.935 --> 00:30:56.655
wow you know not as much

00:30:56.796 --> 00:30:57.915
ipr going through and you

00:30:57.996 --> 00:30:59.096
know the clear liner market

00:30:59.135 --> 00:31:00.717
is so crowded it's so

00:31:00.757 --> 00:31:01.517
crowded there's a big

00:31:01.557 --> 00:31:02.317
player in the game right

00:31:03.020 --> 00:31:04.026
And everyone's competing for that.

00:31:04.066 --> 00:31:04.145
Now,

00:31:04.165 --> 00:31:05.492
how do you compete with a guy charging

00:31:05.532 --> 00:31:06.355
thirty three ninety seven?

00:31:07.184 --> 00:31:07.785
How do you compete with the

00:31:07.805 --> 00:31:08.905
big orthodontists, right?

00:31:08.925 --> 00:31:09.766
That have lower fees are

00:31:09.965 --> 00:31:10.686
getting that traction.

00:31:10.727 --> 00:31:12.146
How do you as a young GP come in?

00:31:12.567 --> 00:31:13.788
Can you do aligners at three

00:31:13.827 --> 00:31:15.088
thousand dollars with a lot

00:31:15.108 --> 00:31:15.749
of these companies?

00:31:15.808 --> 00:31:16.169
Sure.

00:31:16.828 --> 00:31:18.490
You're going to be losing a

00:31:18.529 --> 00:31:19.611
lot of money if you get

00:31:19.671 --> 00:31:20.871
going and get that traction.

00:31:21.592 --> 00:31:23.412
You're just a pig at the trough here.

00:31:23.471 --> 00:31:24.573
I call it the matrix here.

00:31:24.593 --> 00:31:25.874
Sometimes you just got to stop and say,

00:31:25.894 --> 00:31:27.394
man, everybody's going this way.

00:31:27.773 --> 00:31:28.674
Everyone's doing that.

00:31:29.355 --> 00:31:29.494
Well,

00:31:29.515 --> 00:31:30.756
can it pro off with something different?

00:31:30.915 --> 00:31:31.875
And then monitoring,

00:31:32.195 --> 00:31:33.737
that's the freaking deal changer.

00:31:34.037 --> 00:31:35.417
That was the game changer right there.

00:31:36.115 --> 00:31:39.017
And I know he knows it.

00:31:39.057 --> 00:31:41.199
So when you say the monitoring,

00:31:41.298 --> 00:31:42.660
I actually I want to throw

00:31:42.680 --> 00:31:43.840
that throw that this last

00:31:43.881 --> 00:31:45.623
part about profit to Nicole.

00:31:45.682 --> 00:31:48.005
Any are your wheels turning

00:31:48.045 --> 00:31:49.586
anywhere where where where

00:31:49.625 --> 00:31:50.987
you could see our clients

00:31:51.988 --> 00:31:53.409
maximizing the opportunity?

00:31:53.429 --> 00:31:54.930
Did I did I hit both of them?

00:31:54.990 --> 00:31:57.412
And and is it a real thing?

00:31:57.471 --> 00:31:58.972
Am I talking out out the

00:31:58.992 --> 00:31:59.933
side of my mouth here?

00:31:59.993 --> 00:32:00.213
I mean,

00:32:01.355 --> 00:32:02.875
doctors can see more profit with

00:32:02.915 --> 00:32:03.356
this model.

00:32:04.337 --> 00:32:04.979
Absolutely.

00:32:05.220 --> 00:32:06.000
I mean, absolutely.

00:32:06.080 --> 00:32:06.642
For us,

00:32:06.682 --> 00:32:08.263
we go in and we do a specific

00:32:08.304 --> 00:32:10.367
breakdown on what could be

00:32:10.627 --> 00:32:12.210
just based off of their patient base,

00:32:12.270 --> 00:32:13.051
what we know,

00:32:13.692 --> 00:32:15.455
who within that patient

00:32:15.496 --> 00:32:17.258
population suffers from malocclusion,

00:32:17.278 --> 00:32:18.039
who could benefit,

00:32:18.099 --> 00:32:19.240
where their baseline is.

00:32:19.721 --> 00:32:20.362
and saying, hey,

00:32:20.482 --> 00:32:22.084
if we train and we get

00:32:22.263 --> 00:32:23.724
candid in here and we start

00:32:23.765 --> 00:32:25.605
talking about this, we make it a goal,

00:32:25.665 --> 00:32:25.846
right?

00:32:25.865 --> 00:32:27.247
We're big on goals and

00:32:27.287 --> 00:32:28.827
coaching and setting those

00:32:28.907 --> 00:32:30.868
quarterly goals or monthly goals,

00:32:30.909 --> 00:32:31.588
what have you.

00:32:31.910 --> 00:32:32.609
We're really breaking it

00:32:32.650 --> 00:32:34.611
down to them from a profit

00:32:34.631 --> 00:32:36.673
standpoint and what they

00:32:36.712 --> 00:32:37.732
could be getting and what

00:32:37.752 --> 00:32:38.733
they could be bringing in

00:32:40.055 --> 00:32:40.855
with the amount of time

00:32:40.875 --> 00:32:42.236
that they'd actually be spending on it.

00:32:42.615 --> 00:32:44.436
I think if we went in and

00:32:44.457 --> 00:32:45.458
did an analysis on that,

00:32:45.518 --> 00:32:46.858
it'd be a no brainer.

00:32:47.596 --> 00:32:48.017
Yeah.

00:32:48.097 --> 00:32:49.878
I mean, it's very easy to do.

00:32:49.959 --> 00:32:50.880
I think I think we should

00:32:50.920 --> 00:32:51.881
talk a little bit about

00:32:51.901 --> 00:32:54.743
team because because it takes a team,

00:32:54.824 --> 00:32:55.443
takes a village.

00:32:55.484 --> 00:32:55.684
Right.

00:32:56.325 --> 00:32:57.205
You got three scanners.

00:32:57.246 --> 00:32:58.688
You got a lot of people

00:32:58.728 --> 00:32:59.848
serving those scanners.

00:33:00.849 --> 00:33:01.130
Nicole,

00:33:01.150 --> 00:33:02.892
that's what you're such a pro on is

00:33:02.912 --> 00:33:07.015
getting the team dialed in, you know,

00:33:07.035 --> 00:33:09.156
with this system, with this partnership.

00:33:10.218 --> 00:33:11.598
How do you see the team

00:33:11.798 --> 00:33:13.638
taking taking hold of

00:33:13.679 --> 00:33:15.019
something like this versus

00:33:15.059 --> 00:33:16.240
maybe some of the other players?

00:33:16.279 --> 00:33:18.320
And I don't I don't really

00:33:18.361 --> 00:33:20.020
want this to feel like a commercial.

00:33:21.221 --> 00:33:21.622
It is.

00:33:21.662 --> 00:33:23.021
I'm wearing a T-shirt for Pete's sakes.

00:33:23.061 --> 00:33:25.222
But the point the point is,

00:33:25.282 --> 00:33:26.782
is like this is different.

00:33:27.042 --> 00:33:29.403
And I think we got to we got

00:33:29.423 --> 00:33:30.284
to talk about it.

00:33:30.463 --> 00:33:32.204
And I just I'm just curious, like,

00:33:33.384 --> 00:33:34.286
did they have they removed

00:33:34.306 --> 00:33:35.286
some barriers for the team?

00:33:36.325 --> 00:33:37.625
Well, yeah, I mean, it starts at the top,

00:33:37.665 --> 00:33:37.826
right?

00:33:37.846 --> 00:33:39.686
And we talk a lot about that,

00:33:39.807 --> 00:33:40.728
just even within our own

00:33:40.768 --> 00:33:41.548
company at Next Level.

00:33:41.647 --> 00:33:43.489
And if my doctor is

00:33:43.528 --> 00:33:44.750
confident in this product,

00:33:44.829 --> 00:33:45.830
if my doctor knows that

00:33:45.891 --> 00:33:47.672
he's got the backing of an orthodontist,

00:33:47.692 --> 00:33:48.731
that it's predictable,

00:33:49.071 --> 00:33:51.114
that cases he or she's

00:33:51.153 --> 00:33:52.634
dabbled in have turned out great.

00:33:52.974 --> 00:33:54.756
I mean, it starts there, right?

00:33:54.776 --> 00:33:55.895
So you've got that piece.

00:33:55.915 --> 00:33:57.416
We've got doctor communicating it.

00:33:57.778 --> 00:33:58.057
To me,

00:33:58.097 --> 00:33:59.638
it's identifying really a strong

00:33:59.659 --> 00:34:00.538
player in the front and a

00:34:00.578 --> 00:34:01.599
strong player clinically.

00:34:02.059 --> 00:34:03.480
Does everybody have to be on

00:34:03.520 --> 00:34:05.101
board and be an ortho guru?

00:34:05.181 --> 00:34:06.321
No, not necessarily.

00:34:06.382 --> 00:34:07.842
But we want to identify at

00:34:07.882 --> 00:34:09.103
least those two key players,

00:34:09.182 --> 00:34:10.302
one in the back, one in the front.

00:34:11.164 --> 00:34:11.483
And to me,

00:34:11.523 --> 00:34:12.563
it's going in and training on that,

00:34:12.583 --> 00:34:13.244
making sure we're all

00:34:13.264 --> 00:34:14.105
saying the same thing,

00:34:14.784 --> 00:34:15.726
walking the same walk,

00:34:15.766 --> 00:34:16.646
talking the same talk.

00:34:17.126 --> 00:34:18.586
And that goes with any

00:34:18.626 --> 00:34:19.806
procedure that we're talking about,

00:34:19.867 --> 00:34:21.027
making sure that the

00:34:21.068 --> 00:34:23.028
doctor's vision is being pulled through.

00:34:23.068 --> 00:34:24.849
And I think that when you do

00:34:24.869 --> 00:34:26.010
spend that one-on-one time

00:34:26.050 --> 00:34:27.731
with that leader within the

00:34:27.771 --> 00:34:28.831
practice that wants to take

00:34:28.911 --> 00:34:29.851
on some sort of clear

00:34:29.871 --> 00:34:31.072
aligner therapy initiative,

00:34:31.485 --> 00:34:33.485
then then it doesn't take much,

00:34:34.027 --> 00:34:34.766
especially again,

00:34:34.786 --> 00:34:35.927
when doctor when doctor is

00:34:35.947 --> 00:34:37.148
super confident in the product,

00:34:37.188 --> 00:34:39.250
the efficiency and predictability of it,

00:34:39.650 --> 00:34:40.931
which that is going to

00:34:41.010 --> 00:34:42.811
exude down to the down of the team.

00:34:43.492 --> 00:34:44.172
So it's all about pull

00:34:44.193 --> 00:34:44.873
through and how you

00:34:44.913 --> 00:34:46.454
implement and making sure

00:34:46.474 --> 00:34:47.494
that that team believes in

00:34:47.534 --> 00:34:48.615
that vision and believes in

00:34:48.635 --> 00:34:49.635
the product as well.

00:34:50.036 --> 00:34:51.217
And sometimes that does take

00:34:51.297 --> 00:34:52.338
a third party coming in.

00:34:52.358 --> 00:34:53.318
I mean, unfortunately,

00:34:53.338 --> 00:34:54.498
we know our doctors often

00:34:54.920 --> 00:34:56.581
again go in and they want

00:34:56.621 --> 00:34:58.081
to offer a product or start

00:34:58.101 --> 00:34:58.802
something new.

00:34:58.981 --> 00:35:00.362
And again, it's that blank look.

00:35:00.822 --> 00:35:02.623
But if you are saying the same thing,

00:35:02.643 --> 00:35:03.443
they hear doctors saying

00:35:03.485 --> 00:35:04.605
the same thing over and over,

00:35:04.684 --> 00:35:05.606
you've got a third party

00:35:05.626 --> 00:35:07.146
coming in and saying the same things,

00:35:07.567 --> 00:35:08.987
then eventually that's

00:35:09.007 --> 00:35:09.887
going to stick and they're

00:35:09.907 --> 00:35:11.108
going to start to see and believe.

00:35:11.148 --> 00:35:11.889
So for me,

00:35:11.949 --> 00:35:14.329
that's a huge win once you get

00:35:14.389 --> 00:35:16.010
everyone in a cohesive manner.

00:35:16.693 --> 00:35:18.373
Yeah, no, that's that's awesome.

00:35:18.494 --> 00:35:20.014
I guess that that's a great

00:35:20.554 --> 00:35:21.996
place to pivot to partnership.

00:35:22.056 --> 00:35:24.436
So, you know, Nick,

00:35:24.978 --> 00:35:26.958
what do you guys mean about partnership?

00:35:26.998 --> 00:35:27.358
Like what?

00:35:27.619 --> 00:35:29.320
That's one of the three P's for you.

00:35:29.360 --> 00:35:31.320
And you guys are big on on

00:35:31.360 --> 00:35:32.242
the partnership part.

00:35:32.742 --> 00:35:33.643
What's what's the

00:35:33.682 --> 00:35:35.443
partnership mean to you as

00:35:35.503 --> 00:35:37.164
the the leader of this

00:35:37.224 --> 00:35:38.925
organization down to the

00:35:38.965 --> 00:35:40.427
GPs that are using your product?

00:35:41.166 --> 00:35:42.547
Well, I think that, you know,

00:35:42.748 --> 00:35:44.048
you get the combination of

00:35:44.188 --> 00:35:45.769
your executive coach that

00:35:45.789 --> 00:35:47.190
you're working with, right?

00:35:47.331 --> 00:35:48.931
And that's really important

00:35:48.952 --> 00:35:49.672
because they're helping

00:35:49.733 --> 00:35:51.293
goal set within your practice.

00:35:52.076 --> 00:35:53.376
But then you need your

00:35:53.436 --> 00:35:54.338
Candid Pro account

00:35:54.378 --> 00:35:56.460
executive and the marketing

00:35:56.500 --> 00:35:57.440
support that our team is

00:35:57.501 --> 00:35:58.922
able to provide to help you

00:35:58.942 --> 00:36:00.422
with three core components.

00:36:00.684 --> 00:36:01.643
One is training.

00:36:02.184 --> 00:36:03.746
We do a great job of setting

00:36:03.826 --> 00:36:05.547
up foundationally so that

00:36:05.588 --> 00:36:09.070
your front office and back office,

00:36:09.351 --> 00:36:10.152
your clinical and your

00:36:10.192 --> 00:36:11.793
business can be set up appropriately.

00:36:12.092 --> 00:36:13.094
Do you have the financing

00:36:13.173 --> 00:36:14.635
system in place to drive

00:36:14.695 --> 00:36:15.757
patient acceptance and have

00:36:15.777 --> 00:36:16.757
the right conversations?

00:36:17.117 --> 00:36:18.199
Does your hygiene team

00:36:18.619 --> 00:36:20.139
understand and know how to

00:36:20.179 --> 00:36:22.161
talk about malocclusion and

00:36:22.201 --> 00:36:23.681
have the right workflow and

00:36:23.722 --> 00:36:25.063
system built in.

00:36:25.083 --> 00:36:26.103
That's really critical.

00:36:26.382 --> 00:36:27.684
Do you know how to talk to

00:36:27.724 --> 00:36:29.525
patients about malocclusion

00:36:29.565 --> 00:36:32.025
and what teeth shifting over time means?

00:36:32.045 --> 00:36:32.646
Do you know the right

00:36:32.686 --> 00:36:33.786
prompts and the right questions?

00:36:33.806 --> 00:36:35.967
And then are you driving patients,

00:36:36.007 --> 00:36:37.829
both existing patients, but if you're,

00:36:37.929 --> 00:36:39.489
again, building a startup practice,

00:36:39.871 --> 00:36:41.431
new patients into the practice,

00:36:41.731 --> 00:36:42.972
raising their hand and saying,

00:36:43.632 --> 00:36:44.873
I want orthodontics.

00:36:45.172 --> 00:36:46.054
What can I do here?

00:36:46.514 --> 00:36:47.974
And we provide, again,

00:36:48.014 --> 00:36:50.014
through our in-person account executives,

00:36:50.335 --> 00:36:51.835
through our clinical support,

00:36:52.135 --> 00:36:54.056
through our general customer support,

00:36:54.295 --> 00:36:56.277
through our US licensed orthodontists,

00:36:56.416 --> 00:36:57.918
through our faculty members,

00:36:58.338 --> 00:36:59.998
and through our marketing team, right,

00:37:00.117 --> 00:37:02.119
six different layers from the company,

00:37:02.539 --> 00:37:04.519
all built and designed to support you.

00:37:04.599 --> 00:37:05.519
And it really is choose your

00:37:05.559 --> 00:37:06.079
own adventure.

00:37:06.119 --> 00:37:07.139
If you want to lean in,

00:37:07.501 --> 00:37:08.721
we're going to lean in with you.

00:37:09.260 --> 00:37:10.641
If you want to dabble,

00:37:10.742 --> 00:37:11.782
we'll help you dabble.

00:37:12.262 --> 00:37:12.402
Right.

00:37:12.442 --> 00:37:13.862
And I think that the amazing

00:37:14.322 --> 00:37:14.943
thing about this

00:37:15.003 --> 00:37:16.003
partnership is that you

00:37:16.043 --> 00:37:17.164
have an executive coach.

00:37:17.184 --> 00:37:17.923
You're going to help drive

00:37:17.963 --> 00:37:19.224
that accountability with

00:37:19.264 --> 00:37:20.465
you in your practice,

00:37:20.784 --> 00:37:21.846
but also with your team.

00:37:22.485 --> 00:37:23.706
And this is a team sport.

00:37:23.746 --> 00:37:25.206
You mentioned it before, right?

00:37:25.286 --> 00:37:26.666
This doesn't work if you

00:37:26.726 --> 00:37:28.367
don't get hygiene and you

00:37:28.427 --> 00:37:29.148
don't get treatment

00:37:29.188 --> 00:37:30.369
coordination and you don't

00:37:30.389 --> 00:37:31.449
get office management,

00:37:31.648 --> 00:37:33.289
you don't get everybody playing together.

00:37:33.590 --> 00:37:34.411
But when you get that,

00:37:34.590 --> 00:37:37.132
like Dr. Petrie has in his office, right?

00:37:37.413 --> 00:37:39.954
He has fantastic team support.

00:37:40.333 --> 00:37:41.375
That's where you start

00:37:41.594 --> 00:37:43.617
having more malocclusion conversations,

00:37:43.916 --> 00:37:45.117
which lead to more patients

00:37:45.157 --> 00:37:46.038
accepting treatment,

00:37:46.277 --> 00:37:47.639
which leads to more referrals,

00:37:47.679 --> 00:37:49.300
which leads to more positive reviews,

00:37:49.641 --> 00:37:51.061
all those things coming together.

00:37:51.101 --> 00:37:52.581
So again, we help you do that.

00:37:52.682 --> 00:37:53.922
And we want to lean in with you.

00:37:54.264 --> 00:37:56.704
But you've got to want it also, right?

00:37:56.724 --> 00:37:58.025
That's the other component.

00:37:58.585 --> 00:37:59.686
I love that you said that

00:37:59.746 --> 00:38:01.106
because half the time we're

00:38:01.146 --> 00:38:02.226
talking about stuff as

00:38:02.266 --> 00:38:03.407
executive coaches and we

00:38:03.427 --> 00:38:04.768
want it more than our clients.

00:38:04.867 --> 00:38:06.789
I'm glad you, I'm glad you said that.

00:38:06.849 --> 00:38:10.170
But, but doc, uh, I want to ask you, so,

00:38:10.389 --> 00:38:11.530
so like,

00:38:11.789 --> 00:38:13.951
were you always a big ortho guy

00:38:13.990 --> 00:38:14.851
like day one,

00:38:14.911 --> 00:38:16.050
or this is just something

00:38:16.090 --> 00:38:17.532
that you just kind of got into and,

00:38:18.291 --> 00:38:19.731
and then to parlay that, like,

00:38:19.771 --> 00:38:21.592
how did you get the team behind you?

00:38:22.072 --> 00:38:22.873
Because I think that's,

00:38:23.112 --> 00:38:24.494
that's the big thing is, um,

00:38:25.074 --> 00:38:27.215
you came home from the seminar or whatever,

00:38:27.556 --> 00:38:28.715
and you're like, I want to do this,

00:38:28.795 --> 00:38:30.416
but just saying it doesn't

00:38:30.456 --> 00:38:31.177
make it happen.

00:38:31.538 --> 00:38:33.978
How did you do it?

00:38:34.039 --> 00:38:36.181
Because it takes a village.

00:38:36.806 --> 00:38:38.507
You know, when I established my practice,

00:38:38.547 --> 00:38:39.648
I put advanced in the name

00:38:39.668 --> 00:38:41.251
because I was always forward thinking.

00:38:41.431 --> 00:38:42.751
I want to be a digitized office.

00:38:42.811 --> 00:38:44.514
I want to use more modern technologies,

00:38:44.554 --> 00:38:45.074
techniques,

00:38:45.414 --> 00:38:46.635
and continue to advance what

00:38:46.655 --> 00:38:47.657
we were doing in our field

00:38:47.697 --> 00:38:49.039
and bring that into my patient flow.

00:38:49.099 --> 00:38:50.701
Part of that was Clearlight Orthodontics,

00:38:51.021 --> 00:38:51.961
which when I came out in

00:38:55.746 --> 00:38:55.985
you know,

00:38:56.065 --> 00:38:58.068
top straight wire in school and

00:38:58.088 --> 00:38:59.230
coming into my practice,

00:39:00.271 --> 00:39:01.351
I never really took off

00:39:01.411 --> 00:39:03.273
much with the ortho and then, you know,

00:39:03.293 --> 00:39:04.735
do some work with ACA and

00:39:04.795 --> 00:39:05.876
then getting a community,

00:39:05.896 --> 00:39:06.637
which I didn't have.

00:39:07.036 --> 00:39:09.119
That was huge to get my numbers up.

00:39:09.159 --> 00:39:10.681
That started about in twenty seventeen.

00:39:11.260 --> 00:39:12.202
And then that went up and

00:39:12.222 --> 00:39:13.664
kind of just sort of stagnated there.

00:39:13.744 --> 00:39:14.623
And then it occurred to me a

00:39:14.664 --> 00:39:16.186
couple of years back that

00:39:16.206 --> 00:39:17.427
the rate limiting step in

00:39:17.467 --> 00:39:18.788
my practice was actually me.

00:39:19.309 --> 00:39:20.128
Because I was trying to be

00:39:20.148 --> 00:39:21.090
the center of the universe.

00:39:21.150 --> 00:39:22.590
I was the one going through my CE.

00:39:22.869 --> 00:39:24.650
I was going through my events,

00:39:24.670 --> 00:39:25.231
my retreats.

00:39:25.271 --> 00:39:26.630
I'd come back, like Nicole mentioned.

00:39:27.092 --> 00:39:27.452
And it's like,

00:39:27.472 --> 00:39:28.592
how do you rob some troops

00:39:28.632 --> 00:39:30.833
when they haven't woken up

00:39:30.873 --> 00:39:31.672
in the matrix and done

00:39:31.693 --> 00:39:32.313
anything different?

00:39:32.672 --> 00:39:34.074
And part of this candid

00:39:34.094 --> 00:39:35.353
leadership pathway and the

00:39:35.373 --> 00:39:36.255
pathway in general is the

00:39:36.295 --> 00:39:36.914
people component.

00:39:38.222 --> 00:39:38.382
Okay.

00:39:38.402 --> 00:39:39.304
And basically go into and

00:39:39.324 --> 00:39:40.344
find someone to take over

00:39:40.384 --> 00:39:42.443
the clinical backside beyond me,

00:39:42.483 --> 00:39:43.224
beyond the dentist,

00:39:43.644 --> 00:39:44.605
somebody in the front side

00:39:44.625 --> 00:39:46.005
to take over on the financial aspect,

00:39:46.025 --> 00:39:46.945
the treatment coordinator,

00:39:47.186 --> 00:39:48.626
whoever's doing the money, you know,

00:39:48.746 --> 00:39:49.726
not enough to close her.

00:39:50.186 --> 00:39:52.027
This is, this is big three.

00:39:52.106 --> 00:39:52.867
And that has to come down to

00:39:52.887 --> 00:39:53.646
the rest of the team.

00:39:53.967 --> 00:39:55.248
Candid had come in and done

00:39:55.288 --> 00:39:57.909
some great introductions in office.

00:39:57.969 --> 00:39:59.009
We've gone through as a team.

00:39:59.449 --> 00:40:00.309
We set goals.

00:40:00.730 --> 00:40:01.630
I'm going to put this out

00:40:01.650 --> 00:40:02.992
there right now because we

00:40:03.032 --> 00:40:04.273
did something which I never

00:40:04.293 --> 00:40:05.673
thought in my life was possible.

00:40:05.833 --> 00:40:07.335
But on our ten-year anniversary day,

00:40:07.675 --> 00:40:08.795
I did a hundred and fifty

00:40:08.835 --> 00:40:11.097
thousand dollars in services.

00:40:11.478 --> 00:40:12.599
Thirty-four clear liner

00:40:12.639 --> 00:40:13.318
starts with Canada.

00:40:13.338 --> 00:40:17.983
Wait, the first in one day?

00:40:18.103 --> 00:40:18.463
One day.

00:40:20.043 --> 00:40:23.286
What?

00:40:23.306 --> 00:40:24.027
We've got a few of these

00:40:24.067 --> 00:40:25.849
events now with similar numbers.

00:40:26.340 --> 00:40:27.824
And I never thought that was possible.

00:40:28.023 --> 00:40:28.885
It was possible though,

00:40:28.905 --> 00:40:30.630
because I gave the team a

00:40:30.690 --> 00:40:31.994
goal and we made it fun.

00:40:32.554 --> 00:40:32.996
Okay.

00:40:33.077 --> 00:40:34.621
And we, we blew our goal out of the,

00:40:34.800 --> 00:40:35.141
out of the.

00:40:35.748 --> 00:40:36.548
out of the water.

00:40:36.568 --> 00:40:37.409
And part of that was like,

00:40:37.449 --> 00:40:38.329
let's have fun with this.

00:40:38.389 --> 00:40:38.550
Right.

00:40:38.570 --> 00:40:40.389
I actually, you know, I like my team.

00:40:40.530 --> 00:40:42.150
I love my team.

00:40:42.731 --> 00:40:43.731
You should like your team.

00:40:43.751 --> 00:40:45.251
You should like your team.

00:40:45.291 --> 00:40:47.132
If you don't know how to manage,

00:40:47.152 --> 00:40:47.711
you can get rid of it.

00:40:47.771 --> 00:40:47.972
Yeah.

00:40:48.291 --> 00:40:49.032
We got, we got,

00:40:49.632 --> 00:40:50.992
we got other stuff to talk about,

00:40:51.012 --> 00:40:52.992
but we took the team to the

00:40:53.032 --> 00:40:55.213
weekend in Suncadia, got a nice house.

00:40:55.253 --> 00:40:57.114
We had a fantastic time bonding.

00:40:57.693 --> 00:40:57.994
You know,

00:40:58.054 --> 00:40:59.155
and we continue to try to have

00:40:59.175 --> 00:41:00.054
these events and set these

00:41:00.094 --> 00:41:01.335
goals that Nicola talked about earlier.

00:41:01.356 --> 00:41:02.436
They're really, really important.

00:41:02.795 --> 00:41:03.836
But mostly even back to like,

00:41:03.856 --> 00:41:04.536
what's the purpose of what

00:41:04.556 --> 00:41:05.396
we're doing all of this?

00:41:05.577 --> 00:41:05.777
You know,

00:41:05.797 --> 00:41:06.958
you've got to get down to what's

00:41:06.978 --> 00:41:08.117
your why for the practice.

00:41:08.458 --> 00:41:11.099
And part of your why is to help people.

00:41:11.139 --> 00:41:12.519
People want two things out

00:41:12.539 --> 00:41:13.541
of dentistry big time.

00:41:13.701 --> 00:41:14.701
Okay, they want white teeth.

00:41:14.760 --> 00:41:15.961
They want straight teeth.

00:41:16.322 --> 00:41:17.061
Straighter teeth and whiter

00:41:17.081 --> 00:41:17.601
in general here.

00:41:17.621 --> 00:41:19.043
So there's a two for one, right?

00:41:19.402 --> 00:41:20.643
Forget clean teeth.

00:41:20.664 --> 00:41:21.483
Forget clean teeth.

00:41:21.523 --> 00:41:22.204
They want white teeth.

00:41:22.224 --> 00:41:23.125
They want clean areas.

00:41:23.144 --> 00:41:23.684
I don't know.

00:41:25.592 --> 00:41:26.552
but they want,

00:41:26.572 --> 00:41:27.474
they want to look good

00:41:27.494 --> 00:41:28.474
because what is this?

00:41:28.514 --> 00:41:29.414
This is emotion.

00:41:29.936 --> 00:41:30.956
We want to look at ourselves.

00:41:30.976 --> 00:41:31.876
We want to feel good about

00:41:31.916 --> 00:41:33.739
ourselves as a client, as a consumer.

00:41:33.759 --> 00:41:33.838
Okay.

00:41:33.858 --> 00:41:36.161
So give them that.

00:41:36.221 --> 00:41:37.882
Yeah.

00:41:37.922 --> 00:41:38.563
That's awesome.

00:41:38.722 --> 00:41:40.083
Nicole, anything to touch on that?

00:41:40.123 --> 00:41:43.487
Because I, I just, I think, um, uh,

00:41:43.507 --> 00:41:44.748
you can hear it in doc,

00:41:44.788 --> 00:41:46.708
in doc's voice and his passion.

00:41:46.728 --> 00:41:47.869
And we, we don't,

00:41:47.889 --> 00:41:49.550
we get to see that sometimes in our,

00:41:49.692 --> 00:41:50.391
in our clients.

00:41:50.431 --> 00:41:51.172
And I, and it,

00:41:51.193 --> 00:41:52.534
and it does start with the

00:41:52.574 --> 00:41:53.394
leader at the top.

00:41:54.054 --> 00:41:54.195
Um,

00:41:55.416 --> 00:41:56.856
Yeah, I, I, I just,

00:41:57.197 --> 00:41:58.057
so the partnership's a

00:41:58.097 --> 00:42:01.880
little special where you guys are truly,

00:42:01.920 --> 00:42:02.760
what I'm hearing is you're

00:42:02.780 --> 00:42:03.780
truly trying to help that

00:42:03.820 --> 00:42:06.103
doctor just take their, their,

00:42:06.202 --> 00:42:07.384
their level where they're

00:42:07.443 --> 00:42:09.105
at and take it to like another level,

00:42:09.144 --> 00:42:10.224
but it doesn't have to be

00:42:10.706 --> 00:42:11.525
Dr. Petrie's level.

00:42:11.545 --> 00:42:13.007
It could be just dabbling,

00:42:13.027 --> 00:42:13.827
but you'll meet them.

00:42:14.367 --> 00:42:14.527
Nick,

00:42:14.547 --> 00:42:15.568
that's what I heard you say is you'll

00:42:15.588 --> 00:42:16.528
meet them where they're at.

00:42:16.548 --> 00:42:18.170
A hundred percent.

00:42:18.250 --> 00:42:18.710
Yeah.

00:42:18.731 --> 00:42:19.251
That's awesome.

00:42:19.271 --> 00:42:19.391
Yeah.

00:42:20.677 --> 00:42:21.677
I think that's huge, Michael.

00:42:21.697 --> 00:42:22.737
I'm just going to say one more thing.

00:42:23.458 --> 00:42:23.958
To me,

00:42:24.440 --> 00:42:26.021
with some of the other liner

00:42:26.061 --> 00:42:29.043
companies out there, unfortunately,

00:42:29.083 --> 00:42:30.264
their support is trained to

00:42:30.304 --> 00:42:32.226
get them to be the top tier provider,

00:42:32.425 --> 00:42:34.668
that top two, four percent,

00:42:34.927 --> 00:42:36.028
and it's not realistic.

00:42:36.849 --> 00:42:37.550
So to me,

00:42:37.570 --> 00:42:39.231
Candid and the partnership they offer,

00:42:39.251 --> 00:42:40.873
that it's okay, they give you permission,

00:42:40.893 --> 00:42:41.914
that it's okay that you're

00:42:41.934 --> 00:42:42.833
dabbling and that we're

00:42:42.873 --> 00:42:43.695
building your clinical

00:42:43.715 --> 00:42:45.896
confidence here as we go, that's huge.

00:42:46.336 --> 00:42:47.177
It's absolutely huge.

00:42:47.398 --> 00:42:49.681
Well, I mean, that's good.

00:42:49.782 --> 00:42:50.021
I mean,

00:42:50.081 --> 00:42:51.985
because you can't just be the top

00:42:52.025 --> 00:42:53.086
performer right out of the gate.

00:42:53.106 --> 00:42:54.148
You got to start somewhere,

00:42:54.548 --> 00:42:55.891
especially startups, you know?

00:42:56.070 --> 00:42:56.271
Yeah.

00:42:56.751 --> 00:42:57.132
Yeah.

00:42:57.172 --> 00:42:58.454
And it's like we talk about all the time.

00:42:58.474 --> 00:43:00.317
You implement one thing and

00:43:00.356 --> 00:43:01.179
you do it really,

00:43:01.199 --> 00:43:02.581
really well before we move

00:43:02.621 --> 00:43:03.141
on to the next.

00:43:03.679 --> 00:43:04.099
That's right.

00:43:04.340 --> 00:43:04.800
That's right.

00:43:04.920 --> 00:43:05.079
Yeah.

00:43:05.320 --> 00:43:05.679
You can't,

00:43:05.719 --> 00:43:09.621
you can't be number one as a startup.

00:43:09.681 --> 00:43:11.202
You got, you got to take baby steps.

00:43:11.222 --> 00:43:12.262
So I love it.

00:43:12.402 --> 00:43:12.802
I love it.

00:43:13.402 --> 00:43:13.722
Guys,

00:43:13.981 --> 00:43:15.382
this is kind of the moment of the

00:43:15.402 --> 00:43:16.443
show where we got to shut

00:43:16.503 --> 00:43:18.202
down and start closing out any,

00:43:18.764 --> 00:43:20.143
any last things that we all

00:43:20.164 --> 00:43:20.923
want to get out,

00:43:21.583 --> 00:43:23.304
get out there about the

00:43:23.344 --> 00:43:26.085
topic and getting aligners into,

00:43:26.244 --> 00:43:27.606
into your business and taking,

00:43:27.686 --> 00:43:29.065
taking your business to another level.

00:43:30.606 --> 00:43:31.867
Whoever wants to jump in as

00:43:31.907 --> 00:43:32.527
final thoughts.

00:43:33.811 --> 00:43:34.672
I would say, look,

00:43:35.452 --> 00:43:36.594
there's a reason that nine

00:43:36.634 --> 00:43:38.155
out of ten dentists who go

00:43:38.215 --> 00:43:39.936
through clear liner

00:43:39.976 --> 00:43:40.858
training with other

00:43:40.898 --> 00:43:42.579
companies end up doing one

00:43:42.619 --> 00:43:44.681
case or fewer per month, right?

00:43:44.701 --> 00:43:45.961
There's a reason for that.

00:43:46.041 --> 00:43:47.503
It's because other systems

00:43:47.563 --> 00:43:48.925
are not built around you.

00:43:49.065 --> 00:43:49.844
They're not built

00:43:50.565 --> 00:43:51.887
for the general dentist to

00:43:51.947 --> 00:43:53.027
make you successful.

00:43:53.547 --> 00:43:54.728
And so I would challenge the

00:43:54.768 --> 00:43:55.710
assumption that just

00:43:55.750 --> 00:43:56.630
because something's been

00:43:56.650 --> 00:43:57.771
around for a long time,

00:43:57.831 --> 00:43:58.871
or it's a brand name or a

00:43:58.931 --> 00:43:59.813
company that you know,

00:43:59.833 --> 00:44:00.554
and there's a lot of them,

00:44:00.594 --> 00:44:01.273
it's not just one,

00:44:01.293 --> 00:44:03.416
there's all the big public

00:44:03.496 --> 00:44:04.697
dental supply companies,

00:44:04.717 --> 00:44:05.677
they've all got something.

00:44:06.697 --> 00:44:09.119
I would challenge you to

00:44:09.340 --> 00:44:10.721
open your eyes in a similar

00:44:10.780 --> 00:44:12.422
way to what Dr. Petrie did

00:44:12.521 --> 00:44:13.702
and give this a shot

00:44:14.163 --> 00:44:15.083
because I think you will

00:44:15.143 --> 00:44:16.525
see from a predictability

00:44:16.565 --> 00:44:17.766
standpoint and then, of course,

00:44:17.786 --> 00:44:18.485
the efficiency and

00:44:18.525 --> 00:44:19.606
profitability coming

00:44:19.626 --> 00:44:21.487
thereafter that you can do

00:44:21.547 --> 00:44:23.909
orthodontics and you can be supported.

00:44:24.409 --> 00:44:26.170
And we want to help you do that.

00:44:26.311 --> 00:44:27.072
And yes,

00:44:27.092 --> 00:44:28.353
you might start with one case a

00:44:28.432 --> 00:44:30.494
month or one case every couple months,

00:44:30.914 --> 00:44:32.556
but our team is there to help you grow.

00:44:32.655 --> 00:44:33.675
So if growth is something

00:44:33.695 --> 00:44:35.356
that you care about, then, you know,

00:44:35.438 --> 00:44:35.717
again,

00:44:36.297 --> 00:44:37.137
this is, I think,

00:44:37.177 --> 00:44:40.159
the best option in the market for you.

00:44:40.179 --> 00:44:42.920
Doc, anything to add to that?

00:44:42.980 --> 00:44:43.159
I mean,

00:44:43.179 --> 00:44:44.280
that's about as good as it gets

00:44:44.320 --> 00:44:44.739
right there.

00:44:44.840 --> 00:44:48.101
I really want to speak to the dentist,

00:44:48.181 --> 00:44:48.840
you know, with docs.

00:44:48.880 --> 00:44:50.902
It's like, man, give yourself permission.

00:44:51.461 --> 00:44:51.641
You know,

00:44:51.661 --> 00:44:52.681
I hammered down on permission

00:44:52.702 --> 00:44:54.163
here because I gave myself permission.

00:44:54.182 --> 00:44:55.682
I gave myself permission to fail.

00:44:56.222 --> 00:44:56.943
And I didn't fail.

00:44:57.204 --> 00:44:58.244
In fact, we blew it up.

00:44:59.043 --> 00:44:59.983
And it was the opposite of

00:45:00.003 --> 00:45:00.804
what I expected there

00:45:00.824 --> 00:45:01.684
because of my mindset.

00:45:02.628 --> 00:45:03.728
So give yourself permission

00:45:04.068 --> 00:45:05.309
to do something and I'll

00:45:05.349 --> 00:45:07.190
know that it's predictable.

00:45:07.871 --> 00:45:09.172
You're going to make money at it.

00:45:09.992 --> 00:45:10.293
Okay.

00:45:10.353 --> 00:45:11.032
And you're going to have

00:45:11.052 --> 00:45:12.034
partnership and support

00:45:12.054 --> 00:45:13.835
around this community because we dentists,

00:45:13.934 --> 00:45:14.795
we hate being alone.

00:45:14.835 --> 00:45:15.876
We feel that way a lot of the time.

00:45:15.916 --> 00:45:16.916
Okay.

00:45:16.956 --> 00:45:17.898
So when you get into this,

00:45:18.478 --> 00:45:19.358
speaking from a doc,

00:45:19.378 --> 00:45:21.800
that's been every little paper imaginable,

00:45:21.900 --> 00:45:23.400
Nicole has been someone

00:45:23.440 --> 00:45:24.322
I've known for a few years,

00:45:24.382 --> 00:45:25.922
even through the rep world,

00:45:26.664 --> 00:45:28.485
we know what we struggle with.

00:45:28.605 --> 00:45:28.844
Right.

00:45:29.846 --> 00:45:30.266
And Ken is offering

00:45:30.286 --> 00:45:30.945
something that you can

00:45:31.027 --> 00:45:32.706
bring into your practice

00:45:32.726 --> 00:45:35.288
very predictably.

00:45:35.327 --> 00:45:36.168
That's awesome.

00:45:36.188 --> 00:45:36.867
That's perfect, dude.

00:45:37.007 --> 00:45:37.688
That's perfect.

00:45:37.849 --> 00:45:38.268
Nicole,

00:45:38.829 --> 00:45:40.608
anything to put a cherry on top

00:45:40.648 --> 00:45:41.570
before we shut this down?

00:45:42.230 --> 00:45:42.929
Yeah, absolutely.

00:45:42.949 --> 00:45:43.750
I would just invite our

00:45:43.769 --> 00:45:44.951
clients who are listening to this,

00:45:45.030 --> 00:45:46.670
our prospective clients, reach out.

00:45:46.731 --> 00:45:47.972
Let's have a conversation.

00:45:49.052 --> 00:45:50.271
I'm happy to give you my opinion.

00:45:50.331 --> 00:45:51.112
I've been doing this for

00:45:51.152 --> 00:45:52.632
thirteen years with experience.

00:45:53.246 --> 00:45:54.885
Many different aligner companies,

00:45:54.945 --> 00:45:56.447
Bracket and Wire, all the things.

00:45:56.507 --> 00:45:58.347
And I just invite you just to call,

00:45:58.487 --> 00:45:59.768
pick up the phone, reach out to us.

00:45:59.788 --> 00:46:02.148
Let's have a conversation on why.

00:46:02.728 --> 00:46:03.768
And I'll give you the pros

00:46:03.788 --> 00:46:04.708
and cons of all of them.

00:46:04.768 --> 00:46:05.608
But at the end of the day,

00:46:05.648 --> 00:46:07.949
I think you'll find that to me,

00:46:08.009 --> 00:46:10.309
what Candid can offer you

00:46:10.429 --> 00:46:11.949
individually and wherever

00:46:11.969 --> 00:46:12.971
you're at in your journey,

00:46:13.650 --> 00:46:14.751
it's really going to stand out.

00:46:15.291 --> 00:46:17.431
So I do invite anyone to reach out to us.

00:46:19.960 --> 00:46:20.541
That's perfect.

00:46:20.601 --> 00:46:21.961
You got to have fun.

00:46:22.001 --> 00:46:23.583
And to the listeners out

00:46:23.623 --> 00:46:25.684
there thinking ownership

00:46:26.905 --> 00:46:28.867
and maybe holding back, to me,

00:46:29.266 --> 00:46:31.849
this is something like a lot of things.

00:46:31.929 --> 00:46:35.251
But dentistry is the

00:46:35.291 --> 00:46:36.532
business of dentistry with

00:46:36.572 --> 00:46:39.175
the DSOs and some consolidation going on.

00:46:39.775 --> 00:46:41.617
You have to be a business owner now.

00:46:42.157 --> 00:46:43.717
You can't just kind of hang out,

00:46:43.777 --> 00:46:44.838
do some dentistry and think

00:46:44.878 --> 00:46:45.659
it's going to be fine.

00:46:46.599 --> 00:46:48.721
um fortunately the industry

00:46:48.740 --> 00:46:50.360
is so solid still default

00:46:50.400 --> 00:46:52.461
rates are crazy low uh

00:46:52.501 --> 00:46:54.603
still but um there is a big

00:46:54.643 --> 00:46:55.563
difference between someone

00:46:55.603 --> 00:46:56.744
crushing and someone just

00:46:56.784 --> 00:46:59.664
kind of making it and you

00:46:59.724 --> 00:47:01.324
gotta just put more tools

00:47:01.364 --> 00:47:03.045
in your toolbox and maybe

00:47:03.065 --> 00:47:04.465
it's a coach like us maybe

00:47:04.505 --> 00:47:05.567
it's candid maybe

00:47:06.166 --> 00:47:07.228
Maybe it's something else,

00:47:07.248 --> 00:47:08.309
but you got to find more

00:47:08.349 --> 00:47:08.990
tools to put in your

00:47:09.010 --> 00:47:09.931
toolbox so that you can

00:47:10.072 --> 00:47:11.052
differentiate yourself.

00:47:11.094 --> 00:47:13.195
And it's things like this

00:47:13.235 --> 00:47:14.557
that get me excited about

00:47:14.617 --> 00:47:16.440
the industry and you all to

00:47:16.460 --> 00:47:18.001
think about startups and acquisitions.

00:47:18.362 --> 00:47:19.483
Get in the game and start

00:47:20.264 --> 00:47:21.967
having fun like Dr. Petrie is.

00:47:22.007 --> 00:47:22.407
And so...

00:47:23.268 --> 00:47:24.809
I guess with that being said,

00:47:24.831 --> 00:47:26.032
guys and lady,

00:47:26.112 --> 00:47:27.652
thank you so much for

00:47:27.713 --> 00:47:28.974
spending time with me tonight.

00:47:30.434 --> 00:47:31.896
Down below in the description,

00:47:31.916 --> 00:47:33.538
we're going to have some information,

00:47:34.518 --> 00:47:35.298
some links,

00:47:35.398 --> 00:47:36.800
and some opportunities for you

00:47:36.900 --> 00:47:40.083
all to get in touch with the Candid crew.

00:47:40.983 --> 00:47:42.465
Even Dr. Petrie,

00:47:42.505 --> 00:47:43.385
I'm sure you'll be

00:47:43.425 --> 00:47:44.646
available to support people

00:47:44.686 --> 00:47:46.489
if they have some questions or some

00:47:47.789 --> 00:47:48.889
about maybe even buying.

00:47:49.289 --> 00:47:50.451
You bought your practice and

00:47:50.871 --> 00:47:52.492
you went through an almost

00:47:52.532 --> 00:47:54.333
bankruptcy situation, it sounds like.

00:47:54.353 --> 00:47:56.333
So he's got some grit.

00:47:57.034 --> 00:47:58.315
He's got some grit as his

00:47:58.394 --> 00:48:00.715
ownership journey unfolded.

00:48:00.755 --> 00:48:02.996
So again, guys,

00:48:03.137 --> 00:48:04.438
thanks so much for your time tonight.

00:48:04.458 --> 00:48:06.057
And let's close it down.

00:48:06.097 --> 00:48:08.480
Thanks, Michael.

00:48:08.519 --> 00:48:09.079
Thanks, Nick.

00:48:09.119 --> 00:48:10.880
Thanks, Doc.

00:48:10.920 --> 00:48:11.360
See you guys.

00:48:22.844 --> 00:48:24.186
Let us know how you like the show.

00:48:25.969 --> 00:48:31.094
Rate us on Apple and Spotify.

00:48:31.114 --> 00:48:32.657
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