WEBVTT 00:00:29.487 --> 00:00:31.070 Welcome to Dental Unscripted, 00:00:37.195 --> 00:00:38.277 where Mike Dinsio and 00:00:38.317 --> 00:00:39.457 Paula Quinn break down the 00:00:39.497 --> 00:00:40.679 practice ownership journey, 00:00:41.179 --> 00:00:42.481 one episode at a time. 00:00:46.604 --> 00:00:47.886 Starting up, buying, 00:00:48.026 --> 00:00:49.847 and running a successful dental practice. 00:01:02.856 --> 00:01:03.475 All right. 00:01:03.536 --> 00:01:03.996 All right. 00:01:04.016 --> 00:01:04.856 Here we go. 00:01:04.956 --> 00:01:07.018 Dental Unscripted episode two. 00:01:07.638 --> 00:01:08.938 We are streaming live. 00:01:08.998 --> 00:01:11.379 I've got two amazing folks 00:01:11.539 --> 00:01:12.519 on the horn today. 00:01:12.579 --> 00:01:13.739 My co-host Paula Quinn. 00:01:13.760 --> 00:01:14.661 Say hi, Paula. 00:01:14.760 --> 00:01:16.460 Hi. 00:01:16.501 --> 00:01:17.802 Stefani Sandoval, 00:01:17.841 --> 00:01:19.182 our front office coach and 00:01:19.242 --> 00:01:21.102 guru of all things front office, 00:01:21.483 --> 00:01:24.123 credentialing, billing, you name it. 00:01:24.164 --> 00:01:25.045 Today's episode is going to 00:01:25.064 --> 00:01:26.424 be super exciting because 00:01:26.625 --> 00:01:28.066 we are talking about a very 00:01:29.253 --> 00:01:29.673 I don't know, 00:01:30.114 --> 00:01:31.694 controversial and sometimes 00:01:32.474 --> 00:01:33.756 challenging topic of 00:01:33.816 --> 00:01:36.637 credentialing and dental acquisitions. 00:01:36.897 --> 00:01:38.378 And it's something that we 00:01:38.397 --> 00:01:42.319 just run across as a team all the time. 00:01:43.200 --> 00:01:44.400 And we're gonna just talk 00:01:44.421 --> 00:01:46.983 about it and break down issues, 00:01:47.043 --> 00:01:48.442 common mistakes, pitfalls, 00:01:49.944 --> 00:01:51.406 things that you guys may consider. 00:01:51.445 --> 00:01:53.447 But before we get into the content, 00:01:53.468 --> 00:01:54.168 I just want to make some 00:01:54.209 --> 00:01:56.210 announcements that if 00:01:56.230 --> 00:01:57.433 you're listening to this or 00:01:57.453 --> 00:01:58.953 watching this on Startup 00:01:59.034 --> 00:02:00.396 Unscripted or Dental 00:02:00.516 --> 00:02:02.617 Acquisition Unscripted, 00:02:02.658 --> 00:02:04.099 those are two separate channels. 00:02:04.480 --> 00:02:06.141 Depending on which one you're on, 00:02:06.201 --> 00:02:07.924 I want to remind you to go 00:02:08.024 --> 00:02:09.725 to Dental Unscripted right now. 00:02:10.146 --> 00:02:10.927 Go to your app, 00:02:11.328 --> 00:02:12.588 Go to Dental Unscripted. 00:02:12.889 --> 00:02:14.031 It's the new channel. 00:02:14.050 --> 00:02:16.173 It's a navy blue and turquoise logo. 00:02:16.673 --> 00:02:18.314 And all of our episodes are 00:02:18.354 --> 00:02:19.836 going to be on this now. 00:02:19.915 --> 00:02:21.358 So at some point, 00:02:21.377 --> 00:02:22.179 we're going to shut down 00:02:22.218 --> 00:02:23.500 those two other programs 00:02:23.560 --> 00:02:25.181 and only be on this one. 00:02:25.241 --> 00:02:26.923 So all things Dental Unscripted. 00:02:26.943 --> 00:02:30.205 And Paula now is a full-timer now. 00:02:30.265 --> 00:02:31.467 She is podcasting. 00:02:31.508 --> 00:02:32.528 You're a podcaster, Paula. 00:02:33.088 --> 00:02:34.750 Do you like it? 00:02:35.009 --> 00:02:36.050 And it's not turquoise. 00:02:36.070 --> 00:02:37.132 It's Tiffany blue. 00:02:37.372 --> 00:02:38.293 Oh, Tiffany blue. 00:02:38.413 --> 00:02:39.973 Is that why you're wearing that today? 00:02:39.993 --> 00:02:40.555 It looks very, 00:02:41.435 --> 00:02:43.417 this is more turquoise or green. 00:02:44.074 --> 00:02:45.735 Oh, maybe that's where I was getting it. 00:02:45.814 --> 00:02:46.235 I don't know. 00:02:46.254 --> 00:02:48.637 I, uh, you know, girls and colors, 00:02:48.676 --> 00:02:49.717 it's just your best, 00:02:50.016 --> 00:02:51.538 your best not to even say a color, 00:02:51.578 --> 00:02:52.299 but okay. 00:02:52.538 --> 00:02:52.899 I hear you. 00:02:52.938 --> 00:02:55.360 Tiffany blue, Tiffany blue, uh, 00:02:55.520 --> 00:02:56.841 dental unscripted is the 00:02:56.881 --> 00:02:58.002 channel subscribe it so 00:02:58.021 --> 00:02:59.443 that you guys don't miss any episodes. 00:02:59.483 --> 00:02:59.703 All right. 00:02:59.742 --> 00:03:01.044 So let's get into it guys. 00:03:01.243 --> 00:03:01.764 Uh, ladies. 00:03:02.644 --> 00:03:02.824 Um, 00:03:02.944 --> 00:03:04.425 I'm super excited because you guys are 00:03:04.444 --> 00:03:05.445 both on, of course, 00:03:05.466 --> 00:03:06.526 on the next level team and. 00:03:07.668 --> 00:03:08.949 I'm excited because this new 00:03:08.989 --> 00:03:10.070 program is all about 00:03:10.770 --> 00:03:12.212 showing off all of the 00:03:12.252 --> 00:03:13.093 coaches and we get the 00:03:13.114 --> 00:03:14.276 chance to talk to Stefani. 00:03:14.316 --> 00:03:15.697 So let's get into credentialing. 00:03:17.038 --> 00:03:17.680 So we do a lot of 00:03:17.719 --> 00:03:19.602 transitions and we're 00:03:19.641 --> 00:03:21.243 fortunate enough to do the 00:03:21.264 --> 00:03:22.705 credentialing for those clients. 00:03:22.786 --> 00:03:22.866 And 00:03:23.526 --> 00:03:25.088 it's just always something 00:03:25.229 --> 00:03:26.370 it's just always something 00:03:26.430 --> 00:03:27.531 and so I thought you know 00:03:27.850 --> 00:03:29.853 uh paula from your from 00:03:29.893 --> 00:03:30.854 your perspective why don't 00:03:30.894 --> 00:03:32.375 I just pass it over to you 00:03:32.514 --> 00:03:33.656 like what are the things 00:03:33.695 --> 00:03:35.176 that you're thinking about 00:03:35.277 --> 00:03:36.419 that these doctors go 00:03:36.459 --> 00:03:37.378 through I mean you went 00:03:37.419 --> 00:03:39.181 through it um with the 00:03:39.200 --> 00:03:40.521 whole credentialing process 00:03:40.562 --> 00:03:42.022 it's a very painful process 00:03:42.044 --> 00:03:44.325 like what um why are we 00:03:44.346 --> 00:03:45.366 having an episode on it 00:03:45.406 --> 00:03:46.907 today because it's it's a hot topic 00:03:48.615 --> 00:03:50.075 Well, I think it just starts with, 00:03:50.195 --> 00:03:52.478 you know, well, there's lots of things. 00:03:52.538 --> 00:03:54.639 I think it's, first of all, just starting, 00:03:54.679 --> 00:03:56.000 like, when do you do it, right? 00:03:56.020 --> 00:03:57.901 If you're acquiring a practice, 00:03:59.263 --> 00:04:01.123 there's a very short amount 00:04:01.144 --> 00:04:02.965 of time that you can actually flip that. 00:04:03.025 --> 00:04:05.847 So, you know, I would say, you know, 00:04:06.046 --> 00:04:06.828 a couple of things they're 00:04:06.848 --> 00:04:08.269 not thinking about is they're thinking, 00:04:08.308 --> 00:04:09.990 well, I'm already credentialed elsewhere. 00:04:10.050 --> 00:04:11.651 Like, what's the big deal? 00:04:11.790 --> 00:04:13.171 You know, it should be easy. 00:04:13.231 --> 00:04:13.513 Just... 00:04:14.193 --> 00:04:15.334 slap my name with a new 00:04:15.454 --> 00:04:16.956 address on it and I'm 00:04:16.995 --> 00:04:19.379 credentialed and there's a lot more. 00:04:19.499 --> 00:04:21.199 I wish it was that easy. 00:04:22.221 --> 00:04:23.062 We can dive in, 00:04:23.101 --> 00:04:24.723 but I think some of the stuff is, 00:04:25.204 --> 00:04:27.206 you know, having all your stuff prepared, 00:04:27.627 --> 00:04:27.906 you know, 00:04:28.288 --> 00:04:29.990 getting it all together so that 00:04:30.490 --> 00:04:32.192 when that time crunch happens, 00:04:32.853 --> 00:04:34.413 it can easily transition. 00:04:35.555 --> 00:04:36.776 I think it's having updated 00:04:36.857 --> 00:04:39.259 DEAs and malpractice and license. 00:04:40.038 --> 00:04:41.100 We get handed a lot of 00:04:41.139 --> 00:04:41.980 things and they're in the 00:04:42.000 --> 00:04:43.262 middle of expiring or 00:04:43.302 --> 00:04:44.562 expired or they have 00:04:44.624 --> 00:04:47.105 malpractice through as an associate. 00:04:47.185 --> 00:04:48.387 It all just looks completely 00:04:48.427 --> 00:04:49.648 different as an owner. 00:04:50.187 --> 00:04:50.988 Sometimes they're not even 00:04:51.028 --> 00:04:52.511 aware that they're not credentialed. 00:04:52.550 --> 00:04:54.132 They think that just because 00:04:54.151 --> 00:04:56.353 they're working that they're credentialed 00:04:56.574 --> 00:04:57.696 you know directly and a lot 00:04:57.716 --> 00:04:59.939 of times it's the you know 00:04:59.959 --> 00:05:01.122 the associate job they're 00:05:01.161 --> 00:05:03.345 at the the owner is the one 00:05:03.365 --> 00:05:05.067 credentialed everyone does 00:05:05.148 --> 00:05:06.891 it a little bit different um 00:05:07.747 --> 00:05:10.709 you know, and it's, it's having patients. 00:05:10.829 --> 00:05:12.089 Once that happens, there's, 00:05:12.569 --> 00:05:13.790 it gets pretty messy 00:05:13.911 --> 00:05:15.451 because of the billing and 00:05:15.812 --> 00:05:18.012 who's not like dental patients, 00:05:18.353 --> 00:05:20.153 not dental patients, but patients, 00:05:21.074 --> 00:05:22.634 patients, patients. 00:05:23.536 --> 00:05:24.235 I'm from Indiana. 00:05:24.276 --> 00:05:25.677 It probably comes out all 00:05:25.757 --> 00:05:28.237 the same word patients 00:05:29.959 --> 00:05:31.439 because it is a long process. 00:05:31.759 --> 00:05:33.841 And there is a point where 00:05:34.480 --> 00:05:35.642 they don't understand that 00:05:35.742 --> 00:05:37.043 it's also not in our 00:05:37.084 --> 00:05:38.526 credentialers hands anymore. 00:05:38.586 --> 00:05:39.987 It's in the actual insurance 00:05:40.026 --> 00:05:40.867 company's hands. 00:05:41.588 --> 00:05:42.910 And it sounds like an excuse, 00:05:42.949 --> 00:05:44.732 but they do what they want to do. 00:05:44.932 --> 00:05:46.514 They go on vacation. 00:05:47.435 --> 00:05:48.497 They've got more vacation 00:05:48.536 --> 00:05:49.937 than the government days. 00:05:51.199 --> 00:05:52.279 You know, it gets, 00:05:52.300 --> 00:05:53.600 it gets thrown on someone's 00:05:53.639 --> 00:05:55.040 desk and Mary points at 00:05:55.100 --> 00:05:56.701 Susie and Jane and, you know, 00:05:56.781 --> 00:05:57.742 all the above. 00:05:58.221 --> 00:06:00.843 So it is, don't get me wrong. 00:06:01.002 --> 00:06:02.764 Sometimes it goes like 00:06:03.043 --> 00:06:04.423 smooth as butter and then 00:06:04.524 --> 00:06:06.564 other times it just doesn't. 00:06:06.805 --> 00:06:09.706 And, you know, our process stays the same. 00:06:09.766 --> 00:06:12.406 So patience is what they need to have. 00:06:12.586 --> 00:06:15.548 And I think that if anyone 00:06:15.588 --> 00:06:17.389 has ever even tried to call 00:06:17.428 --> 00:06:18.970 an insurance company and 00:06:20.428 --> 00:06:21.689 they kind of get a little 00:06:21.709 --> 00:06:23.432 bit of what it's actually 00:06:23.451 --> 00:06:24.653 like to deal with them. 00:06:24.932 --> 00:06:26.634 So that's kind of all of it, 00:06:26.654 --> 00:06:27.995 but I think we should dive 00:06:28.076 --> 00:06:31.098 into a little bit of each one of those. 00:06:31.199 --> 00:06:32.120 So, I mean, 00:06:32.220 --> 00:06:35.423 I would start with what can they prepare? 00:06:36.944 --> 00:06:38.045 Yeah. 00:06:38.084 --> 00:06:39.125 What kind of things they 00:06:39.144 --> 00:06:40.966 should get together before 00:06:40.985 --> 00:06:41.886 they're even thinking? 00:06:42.346 --> 00:06:45.247 Because let's roll this back, Stefani. 00:06:45.266 --> 00:06:46.367 We'll go to you on some of 00:06:46.408 --> 00:06:48.668 the technicalities on the things, 00:06:48.709 --> 00:06:50.389 the checklist that a 00:06:50.449 --> 00:06:51.649 credentialer might need. 00:06:51.689 --> 00:06:53.610 But let's put this in perspective. 00:06:53.649 --> 00:06:54.990 So you're an acquisition. 00:06:55.011 --> 00:06:56.091 You're going through the process. 00:06:56.471 --> 00:06:57.132 You just did the... 00:06:58.653 --> 00:06:59.874 all of the negotiations, 00:06:59.894 --> 00:07:02.055 you're at the final leg of 00:07:02.095 --> 00:07:03.797 the purchase and sale agreement. 00:07:04.237 --> 00:07:05.298 You're stressed out. 00:07:05.598 --> 00:07:07.180 You're thinking about all 00:07:07.220 --> 00:07:08.420 the things of owning a 00:07:08.480 --> 00:07:09.721 practice and the loan and 00:07:09.742 --> 00:07:10.701 the conditions of the loan. 00:07:10.802 --> 00:07:11.762 I mean, it's just a mess, right? 00:07:12.483 --> 00:07:13.303 Your head's in the weeds. 00:07:14.144 --> 00:07:17.829 And then and then someone like us says, 00:07:18.389 --> 00:07:18.689 well, 00:07:18.870 --> 00:07:20.572 if you don't get credentialing going, 00:07:20.591 --> 00:07:21.432 all your patients are going 00:07:21.452 --> 00:07:22.274 to be out of network and 00:07:22.293 --> 00:07:23.574 then you just have a panic attack. 00:07:23.615 --> 00:07:23.935 Right. 00:07:23.954 --> 00:07:26.377 So so so it's like really 00:07:26.418 --> 00:07:28.920 getting the process started early. 00:07:29.019 --> 00:07:31.483 And what all should you be 00:07:31.583 --> 00:07:32.744 like thinking about 00:07:32.863 --> 00:07:34.326 gathering so that you're 00:07:34.365 --> 00:07:35.466 totally organized? 00:07:35.487 --> 00:07:36.788 I'm going to pass that to you. 00:07:37.398 --> 00:07:38.639 want to say one thing though 00:07:38.680 --> 00:07:39.903 too stefani if you can 00:07:39.942 --> 00:07:40.783 bring this because I don't 00:07:40.803 --> 00:07:41.665 know if this is a hundred 00:07:41.685 --> 00:07:43.028 percent true but I would 00:07:43.048 --> 00:07:44.572 think if they could even 00:07:44.692 --> 00:07:45.754 understand who they're 00:07:45.834 --> 00:07:48.017 actually already networked with 00:07:49.341 --> 00:07:49.882 would that, 00:07:49.982 --> 00:07:51.622 and could that help in the process? 00:07:51.682 --> 00:07:53.463 Like I'm an associate, 00:07:53.884 --> 00:07:54.745 I'm directed with Blue 00:07:54.764 --> 00:07:56.346 Cross Blue Shield and Anthem, 00:07:56.526 --> 00:07:58.908 or I'm with this leasing network, 00:07:58.928 --> 00:07:59.588 because I know that 00:07:59.629 --> 00:08:01.170 sometimes we come across like, 00:08:01.870 --> 00:08:03.411 can we just do a tax ID 00:08:03.512 --> 00:08:07.055 update and a location change, blah, blah, 00:08:07.074 --> 00:08:07.495 blah, blah. 00:08:07.555 --> 00:08:10.338 So what all would you say, you know, 00:08:10.497 --> 00:08:13.461 their CAQH isn't up to date, they, 00:08:13.740 --> 00:08:14.040 you know, 00:08:14.120 --> 00:08:16.523 so kind of think about that with, 00:08:16.543 --> 00:08:18.665 you know, as you're talking, sorry. 00:08:21.016 --> 00:08:22.255 No, it's fine. 00:08:22.615 --> 00:08:23.557 You're completely right. 00:08:23.596 --> 00:08:25.177 So it's two parts is how am 00:08:25.416 --> 00:08:27.898 I as the buyer currently credentialed? 00:08:27.997 --> 00:08:29.098 And the second part is how 00:08:29.137 --> 00:08:30.978 is that office currently credentialed? 00:08:31.519 --> 00:08:31.819 Right. 00:08:31.858 --> 00:08:33.379 Because you don't want to 00:08:33.458 --> 00:08:35.820 just go in naive thinking, OK, well, 00:08:35.879 --> 00:08:37.379 I like the way I am at this 00:08:37.779 --> 00:08:39.400 zip code in this location 00:08:39.500 --> 00:08:41.081 and now I'm on the other side. 00:08:41.240 --> 00:08:42.860 side of the state and it you 00:08:42.880 --> 00:08:44.020 know fee reimbursements 00:08:44.062 --> 00:08:46.402 look different um and 00:08:46.461 --> 00:08:47.481 you're just caught with the 00:08:47.522 --> 00:08:49.142 shock that wow okay I 00:08:49.162 --> 00:08:50.503 thought I was just going to 00:08:50.682 --> 00:08:52.102 mirror but it may not one 00:08:52.123 --> 00:08:54.202 be beneficial and two it's 00:08:54.302 --> 00:08:56.303 not mirroring the office so 00:08:56.364 --> 00:08:57.724 when we meet you know these 00:08:57.823 --> 00:09:00.004 acquisitions we try to tell 00:09:00.024 --> 00:09:01.985 you guys get organized find 00:09:02.044 --> 00:09:02.764 out the seller's 00:09:02.804 --> 00:09:04.404 participation right because 00:09:04.465 --> 00:09:05.945 if we can fast track it so 00:09:05.985 --> 00:09:07.044 we can get that turnaround 00:09:07.085 --> 00:09:08.186 time we're just going to 00:09:08.245 --> 00:09:09.605 mirror it right as long as 00:09:09.686 --> 00:09:10.466 you do your duty 00:09:11.413 --> 00:09:12.495 diligence and get us all 00:09:12.534 --> 00:09:13.956 your forms you know we're 00:09:13.975 --> 00:09:15.496 going to set it up to get 00:09:15.537 --> 00:09:16.638 it done as quick as 00:09:16.697 --> 00:09:18.359 possible but with these 00:09:18.418 --> 00:09:19.659 acquisitions because you 00:09:19.679 --> 00:09:20.841 know these are maybe a 00:09:20.880 --> 00:09:22.481 first-time buyer right they 00:09:22.542 --> 00:09:24.263 want to do everything the 00:09:24.322 --> 00:09:25.344 right way they want to see 00:09:25.504 --> 00:09:26.585 all of their options so 00:09:26.605 --> 00:09:29.287 yeah I guess I got it I got 00:09:29.307 --> 00:09:30.307 a question you know what 00:09:30.368 --> 00:09:32.349 they want I got a question 00:09:32.389 --> 00:09:33.230 for you we have people who 00:09:33.269 --> 00:09:35.291 say we want a mirror and 00:09:35.311 --> 00:09:36.091 get this done as soon as 00:09:36.152 --> 00:09:37.592 possible but can you negotiate 00:09:38.620 --> 00:09:38.941 Yeah. 00:09:39.402 --> 00:09:41.702 Well, let's actually pause on that. 00:09:42.302 --> 00:09:43.683 That's a great topic later on. 00:09:43.703 --> 00:09:45.065 Like, can you negotiate? 00:09:45.085 --> 00:09:47.547 And what's that look like? 00:09:47.586 --> 00:09:48.628 And what's that process? 00:09:48.668 --> 00:09:50.068 And how's that delay the process? 00:09:50.428 --> 00:09:51.389 Let's pause on that. 00:09:52.149 --> 00:09:52.850 You said something that's 00:09:52.870 --> 00:09:54.110 really interesting that I 00:09:54.130 --> 00:09:55.312 was thinking as a buyer's rep, 00:09:55.331 --> 00:09:55.952 and that is like... 00:09:56.893 --> 00:09:58.815 knowing what you're 00:09:58.855 --> 00:10:00.116 credentialed with with your 00:10:00.277 --> 00:10:01.538 associate positions that's 00:10:01.597 --> 00:10:03.700 that's solid work with like 00:10:03.720 --> 00:10:04.860 give some tips on that like 00:10:04.880 --> 00:10:05.981 what kind of questions to 00:10:06.123 --> 00:10:07.423 ask the front office gal 00:10:07.783 --> 00:10:09.206 you work for someone you're 00:10:09.285 --> 00:10:10.466 not really sure how it all 00:10:10.506 --> 00:10:11.427 works they did all the 00:10:11.467 --> 00:10:12.308 paperwork you don't 00:10:12.509 --> 00:10:13.089 freaking know. 00:10:13.509 --> 00:10:15.070 So like, what are some of those questions? 00:10:15.529 --> 00:10:16.509 And think about that. 00:10:16.570 --> 00:10:18.971 But like pivoting to knowing 00:10:19.010 --> 00:10:20.131 what the seller, 00:10:20.292 --> 00:10:21.572 how they're participating, 00:10:21.912 --> 00:10:23.091 the challenge on that. 00:10:23.111 --> 00:10:24.472 And this is you guys even 00:10:24.513 --> 00:10:26.033 bust my butt on the buyer 00:10:26.072 --> 00:10:26.854 rep side of like, 00:10:27.114 --> 00:10:28.134 why don't you guys know this? 00:10:28.193 --> 00:10:29.173 Well, first of all, 00:10:29.214 --> 00:10:30.534 broker definitely doesn't know it. 00:10:30.575 --> 00:10:31.455 They don't know anything. 00:10:31.495 --> 00:10:32.456 The broker doesn't they 00:10:32.475 --> 00:10:33.655 don't get into the weeds there. 00:10:34.076 --> 00:10:34.515 Number one. 00:10:34.576 --> 00:10:35.096 Number two, 00:10:35.136 --> 00:10:36.538 the seller usually definitely 00:10:36.577 --> 00:10:37.558 doesn't know it because she 00:10:37.599 --> 00:10:39.080 lets Nancy Joe at the front 00:10:39.440 --> 00:10:40.341 deal with all that. 00:10:40.861 --> 00:10:41.841 And the seller doesn't want 00:10:41.861 --> 00:10:43.163 to tell Nancy Joe that he's 00:10:43.202 --> 00:10:44.784 getting ready to sell the practice. 00:10:45.404 --> 00:10:47.567 And so like that's a strange situation. 00:10:47.586 --> 00:10:49.869 So sometimes not knowing what the you know, 00:10:50.870 --> 00:10:51.649 if you can, 00:10:51.690 --> 00:10:52.730 you got a great relationship 00:10:52.750 --> 00:10:54.552 with the seller and it's all perfect. 00:10:54.613 --> 00:10:56.053 That is best case. 00:10:56.094 --> 00:10:56.293 Right. 00:10:56.333 --> 00:10:57.294 Knowing what the sellers, 00:10:57.434 --> 00:10:58.755 how the sellers participating. 00:10:59.278 --> 00:11:00.837 Well, why can't you just say, hey, 00:11:01.578 --> 00:11:03.359 I'm working with a credentialing company. 00:11:03.899 --> 00:11:04.458 I want to look at 00:11:04.499 --> 00:11:05.740 renegotiation and the way 00:11:05.779 --> 00:11:07.299 I'm credentialed in this practice. 00:11:07.820 --> 00:11:10.880 Nancy Jo, how are we credentialed? 00:11:11.360 --> 00:11:11.921 Yeah, yeah. 00:11:11.961 --> 00:11:14.861 No, that is- They also have, by the way, 00:11:14.902 --> 00:11:16.962 they also have fee schedules. 00:11:17.082 --> 00:11:18.482 They should have only the 00:11:18.503 --> 00:11:19.822 fee schedules they're using 00:11:20.003 --> 00:11:20.903 in the computer. 00:11:21.504 --> 00:11:21.864 Right. 00:11:21.903 --> 00:11:23.604 Well, we all know that that's not, 00:11:23.823 --> 00:11:25.565 we all know that that doesn't happen. 00:11:25.644 --> 00:11:25.804 So- 00:11:26.845 --> 00:11:28.586 I what guys, you know, 00:11:28.706 --> 00:11:29.826 you know better than me and 00:11:29.866 --> 00:11:32.028 we coach a lot of offices 00:11:32.068 --> 00:11:33.049 with twenty percent 00:11:33.190 --> 00:11:34.410 actually know what the hell 00:11:34.431 --> 00:11:35.311 they're doing up front. 00:11:35.370 --> 00:11:37.173 Like, come on, let's be honest. 00:11:37.232 --> 00:11:39.433 But maybe that's a little aggressive. 00:11:39.614 --> 00:11:40.095 I don't know. 00:11:40.154 --> 00:11:42.035 But I wish they were that organized. 00:11:42.056 --> 00:11:42.755 I don't know, Stefani, 00:11:42.796 --> 00:11:43.636 you were front office 00:11:43.697 --> 00:11:45.197 person for a hundred years. 00:11:45.238 --> 00:11:45.437 Like, 00:11:46.099 --> 00:11:47.379 what are these people thinking and 00:11:47.419 --> 00:11:49.081 how to approach all this information? 00:11:52.482 --> 00:11:52.763 Well, I mean, 00:11:52.802 --> 00:11:54.666 there should always be a paper trail, 00:11:54.745 --> 00:11:55.105 right? 00:11:55.225 --> 00:11:56.888 These are contracts that 00:11:56.927 --> 00:11:59.812 these providers are supposedly signing, 00:11:59.851 --> 00:12:00.011 right? 00:12:00.032 --> 00:12:00.972 Nobody should be signing 00:12:01.033 --> 00:12:02.835 contracts for you to participate. 00:12:03.235 --> 00:12:04.177 You should, right? 00:12:04.216 --> 00:12:05.678 So the best thing I would 00:12:05.798 --> 00:12:07.500 ask any dentist leaving a 00:12:07.561 --> 00:12:10.663 practice to go start, you know, their own, 00:12:10.985 --> 00:12:11.885 whether it's acquisition or 00:12:11.946 --> 00:12:12.767 even a startup is, 00:12:13.222 --> 00:12:14.683 gather your contracts before 00:12:14.724 --> 00:12:16.664 leaving your current employer. 00:12:16.926 --> 00:12:17.905 I'd like a copy of those 00:12:17.946 --> 00:12:18.866 contracts because that's 00:12:18.927 --> 00:12:20.847 also going to help us, you know, 00:12:20.868 --> 00:12:21.808 the credentialing sign, 00:12:21.889 --> 00:12:24.330 getting that information of how are you, 00:12:24.990 --> 00:12:26.451 what are you currently contracting? 00:12:26.511 --> 00:12:27.633 Because, you know, 00:12:27.653 --> 00:12:28.692 you could be contracted at 00:12:28.732 --> 00:12:30.615 location A and it may block 00:12:30.715 --> 00:12:31.274 how you're going to 00:12:31.335 --> 00:12:33.996 participate at location B, right? 00:12:34.017 --> 00:12:36.097 Is there an easier way though to find it? 00:12:36.138 --> 00:12:36.258 Yeah. 00:12:40.293 --> 00:12:41.073 Is there an easier way? 00:12:41.134 --> 00:12:41.975 Yeah, just asking. 00:12:42.174 --> 00:12:42.855 I mean, calling. 00:12:42.875 --> 00:12:45.337 Well, yeah, because what I'm saying is, 00:12:45.418 --> 00:12:46.499 like Michael said, 00:12:47.500 --> 00:12:50.163 like this doctor is leaving a practice. 00:12:50.202 --> 00:12:51.985 He doesn't want to alert his 00:12:52.024 --> 00:12:55.168 associate job besides, yeah, 00:12:55.989 --> 00:12:57.049 D-IV students. 00:12:57.778 --> 00:12:59.380 When you go out in the real world, 00:12:59.841 --> 00:13:00.581 get your insurance 00:13:00.802 --> 00:13:02.043 contracts and keep them. 00:13:02.464 --> 00:13:03.946 But let's say that I've been 00:13:03.985 --> 00:13:05.847 working two years as an associate. 00:13:06.567 --> 00:13:08.269 Now I'm about to buy my own 00:13:08.309 --> 00:13:10.692 practice without going up 00:13:10.732 --> 00:13:14.937 to Nancy Jo and saying, am I contracted? 00:13:15.076 --> 00:13:17.679 What is another way or is 00:13:17.700 --> 00:13:18.541 there another way that 00:13:18.581 --> 00:13:20.182 these docs can figure that out? 00:13:23.736 --> 00:13:23.996 Yeah, 00:13:24.177 --> 00:13:26.778 they can reach out to the insurance 00:13:26.818 --> 00:13:29.779 networks independently, right? 00:13:29.919 --> 00:13:32.600 Hey, here's my name. 00:13:32.681 --> 00:13:33.922 Here's my locations. 00:13:33.981 --> 00:13:35.942 Do I have an active contract? 00:13:36.948 --> 00:13:37.249 It is. 00:13:37.408 --> 00:13:39.311 I mean, it is what it is. 00:13:39.370 --> 00:13:41.192 But insurance companies are 00:13:41.293 --> 00:13:42.453 also getting to a point 00:13:42.474 --> 00:13:44.154 where they are trying to 00:13:44.716 --> 00:13:46.616 stop the multiple contracts 00:13:46.716 --> 00:13:48.399 at different locations, right? 00:13:48.438 --> 00:13:49.440 They're trying to really 00:13:49.799 --> 00:13:51.360 condense it saying, okay, well, 00:13:51.400 --> 00:13:52.302 if you're leaving here, 00:13:52.582 --> 00:13:53.903 we're terming this location 00:13:53.943 --> 00:13:55.245 and adding this location. 00:13:55.605 --> 00:13:57.066 So you don't have, you know, 00:13:57.105 --> 00:13:58.748 a whole bunch of different contracts out. 00:13:59.426 --> 00:14:00.626 really like insurance 00:14:00.647 --> 00:14:02.868 companies are trying to do 00:14:02.908 --> 00:14:05.730 that when on average and 00:14:05.750 --> 00:14:06.910 this is a statistic that 00:14:06.951 --> 00:14:08.011 I've pulled through from 00:14:08.672 --> 00:14:10.232 years and years ago that's 00:14:10.273 --> 00:14:11.714 ridiculous of them because 00:14:12.654 --> 00:14:13.794 so many of our clients 00:14:13.835 --> 00:14:15.636 probably listening or not 00:14:15.677 --> 00:14:17.477 clients just dentists they 00:14:17.518 --> 00:14:19.619 work two jobs most dentists 00:14:19.778 --> 00:14:21.000 actually moonlight for two 00:14:21.039 --> 00:14:22.081 different practices that's 00:14:22.100 --> 00:14:23.922 a very very common thing so 00:14:24.581 --> 00:14:25.503 how ridiculous if the 00:14:25.523 --> 00:14:27.043 insurance companies just try to do that 00:14:30.580 --> 00:14:32.081 Well, I mean, they're going to block you, 00:14:32.120 --> 00:14:33.261 but it's not that to say 00:14:33.282 --> 00:14:34.263 that your contract, 00:14:34.283 --> 00:14:36.604 you can't have two locations, right? 00:14:37.804 --> 00:14:40.746 Under one contract. 00:14:41.107 --> 00:14:41.788 The point is, 00:14:41.807 --> 00:14:42.828 is that they are doing their 00:14:42.849 --> 00:14:43.469 credentialing. 00:14:43.909 --> 00:14:46.171 So many times they're asking 00:14:46.270 --> 00:14:48.192 us to term the seller, right? 00:14:48.232 --> 00:14:49.614 And we're not credentialing 00:14:49.714 --> 00:14:51.215 anything to do with the seller. 00:14:51.254 --> 00:14:52.255 We don't want to touch that, 00:14:52.596 --> 00:14:53.736 but they will not allow 00:14:53.797 --> 00:14:55.398 another contract to go in 00:14:55.418 --> 00:14:57.960 there under a different tax ID. 00:14:59.658 --> 00:14:59.938 Yeah. 00:15:00.918 --> 00:15:03.379 Well, let's get into like that's perfect. 00:15:03.440 --> 00:15:04.399 I think that's a really good 00:15:04.559 --> 00:15:05.620 that's a really good thing. 00:15:06.379 --> 00:15:07.780 So let's go through some of 00:15:07.801 --> 00:15:08.841 like the big things. 00:15:08.880 --> 00:15:09.821 So when you're when we're 00:15:09.880 --> 00:15:11.341 processing Paul and Stefani, 00:15:11.522 --> 00:15:13.042 you guys can you can take 00:15:13.081 --> 00:15:14.881 this together because I know, Paula, 00:15:14.902 --> 00:15:16.042 you touch this stuff, too. 00:15:17.102 --> 00:15:17.942 What are some of the most 00:15:18.003 --> 00:15:19.982 common things that are a 00:15:20.043 --> 00:15:21.303 problem right before you 00:15:21.344 --> 00:15:22.903 guys submit the applications? 00:15:23.443 --> 00:15:24.344 It's like, oh shit, 00:15:24.464 --> 00:15:25.904 the malpractice has expired. 00:15:25.965 --> 00:15:27.284 I hear that one a lot. 00:15:27.705 --> 00:15:29.926 Are there a bunch of things 00:15:29.985 --> 00:15:32.206 or common things that you see that like, 00:15:32.447 --> 00:15:33.006 oh gosh, 00:15:33.126 --> 00:15:35.366 we could have did that a month 00:15:35.427 --> 00:15:37.368 ago while we were... Can 00:15:37.388 --> 00:15:38.288 you guys think about some 00:15:38.307 --> 00:15:39.389 of those things now so that 00:15:39.408 --> 00:15:44.870 these folks can look into this stuff? 00:15:44.929 --> 00:15:46.071 I'll let you start, Stefania. 00:15:46.091 --> 00:15:47.390 Definitely think one is... 00:15:49.412 --> 00:15:50.273 OK, yeah, 00:15:50.452 --> 00:15:51.894 so I definitely think one of them 00:15:51.955 --> 00:15:53.015 is this malpractice. 00:15:53.336 --> 00:15:55.818 These dentists who are an associate, 00:15:56.099 --> 00:15:57.100 they don't necessarily 00:15:57.139 --> 00:15:59.643 cover themselves with the coverage. 00:15:59.722 --> 00:16:01.403 It's covered by an employer. 00:16:02.264 --> 00:16:03.606 So when they're opening or 00:16:03.647 --> 00:16:05.288 they're buying this new practice, 00:16:06.835 --> 00:16:08.696 they have to carry their own coverage. 00:16:09.056 --> 00:16:11.356 So during the credentialing process, 00:16:11.397 --> 00:16:12.538 we get started and we're 00:16:12.658 --> 00:16:15.698 using their malpractice 00:16:15.759 --> 00:16:17.801 that is not theirs, right? 00:16:17.860 --> 00:16:20.642 And so we're waiting now to submit time 00:16:21.937 --> 00:16:24.099 for them to gain coverage, right? 00:16:24.119 --> 00:16:24.739 Because they don't want to 00:16:24.759 --> 00:16:26.740 pay for it unless that sale goes through. 00:16:27.961 --> 00:16:29.503 And so one, that's a delay. 00:16:29.602 --> 00:16:32.125 And two, that bill of sale, you know, 00:16:32.865 --> 00:16:33.706 insurance companies don't 00:16:33.725 --> 00:16:34.886 want to finalize these 00:16:34.947 --> 00:16:35.927 contracts and these 00:16:35.967 --> 00:16:38.791 acquisitions without that bill of sale. 00:16:39.010 --> 00:16:39.311 Yep. 00:16:40.491 --> 00:16:41.673 Paula, you want to add to that? 00:16:41.732 --> 00:16:43.315 So I heard malpractice. 00:16:43.375 --> 00:16:44.417 I heard bill of sale. 00:16:44.437 --> 00:16:44.636 Well, 00:16:46.058 --> 00:16:47.980 I think it's their dental license in 00:16:48.061 --> 00:16:48.662 general. 00:16:48.782 --> 00:16:52.785 I think having their CAQH up to date, 00:16:52.905 --> 00:16:54.587 log on there and pay 00:16:54.607 --> 00:16:55.570 attention to that and 00:16:56.451 --> 00:16:57.871 If you're moving states, 00:16:57.912 --> 00:17:01.596 if you're just having that up to date, 00:17:03.519 --> 00:17:04.720 I won't get into details, 00:17:04.779 --> 00:17:06.122 but through Next Level, 00:17:07.022 --> 00:17:08.663 we've partnered with a 00:17:08.703 --> 00:17:09.806 phone system where... 00:17:11.067 --> 00:17:12.087 we can get the phone number 00:17:12.127 --> 00:17:13.009 in advance and they don't 00:17:13.048 --> 00:17:15.049 have to pay in advance um 00:17:15.830 --> 00:17:17.511 you know there's there are 00:17:17.571 --> 00:17:19.074 certain things that they 00:17:19.114 --> 00:17:21.895 can do um you know I I just 00:17:21.915 --> 00:17:22.896 think as soon as they're 00:17:22.916 --> 00:17:24.478 looking if they can even 00:17:25.077 --> 00:17:26.199 meet with someone like us 00:17:26.219 --> 00:17:27.721 just to get that checklist 00:17:27.760 --> 00:17:28.882 of things they can start 00:17:28.902 --> 00:17:30.583 getting in order and then 00:17:30.623 --> 00:17:32.284 just be be diligent about 00:17:32.324 --> 00:17:33.826 it you know we have docs that 00:17:34.506 --> 00:17:36.528 are in such a hurry to credential, 00:17:36.988 --> 00:17:39.150 we give them the list and it takes three, 00:17:39.329 --> 00:17:40.911 four weeks to get that crap in. 00:17:40.951 --> 00:17:41.371 And yes, 00:17:41.951 --> 00:17:43.032 we might still be waiting on the 00:17:43.053 --> 00:17:43.772 bill of sell, 00:17:43.813 --> 00:17:45.275 but sometimes we can get 00:17:45.315 --> 00:17:46.756 those applications even 00:17:46.796 --> 00:17:49.458 filled out if they're not online. 00:17:49.938 --> 00:17:51.438 And we can have them ready and waiting. 00:17:52.298 --> 00:17:53.739 So there are just, you know, 00:17:54.078 --> 00:17:55.940 there's only so much we can do, 00:17:56.480 --> 00:17:58.000 but we can get prepared as 00:17:58.039 --> 00:17:58.839 much as possible. 00:17:58.861 --> 00:17:59.780 When we're sitting waiting 00:17:59.861 --> 00:18:02.181 on a updated malpractice or 00:18:02.221 --> 00:18:04.241 for them to hunt down, you know, 00:18:04.422 --> 00:18:08.103 something, you know, it just doesn't need, 00:18:08.163 --> 00:18:09.884 we just need that bill of 00:18:09.943 --> 00:18:12.804 sale at the close and we're ready to go. 00:18:13.223 --> 00:18:13.605 Yeah. 00:18:15.444 --> 00:18:17.165 yeah I I find it's uh it's 00:18:17.205 --> 00:18:18.626 funny because like I'm not 00:18:18.967 --> 00:18:20.268 a clinical person right at 00:18:20.307 --> 00:18:21.209 all you guys always make 00:18:21.229 --> 00:18:22.249 fun of me I'm the business 00:18:22.308 --> 00:18:23.150 guy of the group and 00:18:24.191 --> 00:18:28.613 definitely don't well michael yeah 00:18:31.335 --> 00:18:34.497 Uh, you guys could, I'm sure hear the, the, 00:18:35.537 --> 00:18:38.258 um, uh, sarcasm there, but, uh, yeah, I, 00:18:38.278 --> 00:18:39.239 I am definitely that, 00:18:39.378 --> 00:18:41.480 that one in the group and, and, you know, 00:18:41.500 --> 00:18:44.540 like these documents like CAQH and the, 00:18:44.740 --> 00:18:44.820 the, 00:18:46.241 --> 00:18:48.502 it's like a Chinese code sometimes I 00:18:48.883 --> 00:18:50.423 I'm getting pretty good at it now, but. 00:18:51.785 --> 00:18:52.905 I'm sure you guys feel the 00:18:52.925 --> 00:18:54.886 same way as providers. 00:18:54.926 --> 00:18:55.227 I mean, 00:18:55.267 --> 00:18:56.127 some of this stuff might be a 00:18:56.147 --> 00:18:57.990 little bit more familiar to you for sure, 00:18:58.029 --> 00:19:00.652 but I get what's a CAQH or 00:19:00.731 --> 00:19:02.452 how do I do the MPI too? 00:19:02.512 --> 00:19:04.894 And all these things, right? 00:19:04.934 --> 00:19:07.297 And so I think before we 00:19:07.336 --> 00:19:08.897 pivot to the next topic, 00:19:09.117 --> 00:19:10.058 which is timeline, 00:19:10.078 --> 00:19:11.460 I'm going to timeline next lady. 00:19:11.500 --> 00:19:12.141 So that's going to put you 00:19:12.161 --> 00:19:13.221 on the hot seat a little bit. 00:19:13.821 --> 00:19:15.583 But before we go to that, like just, 00:19:16.144 --> 00:19:18.226 I think Paul is right on point with, 00:19:18.846 --> 00:19:20.247 You got to work with a professional, 00:19:20.267 --> 00:19:21.867 whether it's next level or someone else. 00:19:22.288 --> 00:19:23.048 And you got to start the 00:19:23.088 --> 00:19:24.911 process early and you got 00:19:24.931 --> 00:19:25.911 to have that conversation 00:19:25.951 --> 00:19:27.712 of what are the things this 00:19:27.772 --> 00:19:29.074 company is going to need 00:19:29.114 --> 00:19:31.214 from you so that when the 00:19:31.255 --> 00:19:33.136 time comes and you're submitting apps, 00:19:34.076 --> 00:19:35.557 you can go because that 00:19:35.597 --> 00:19:37.759 does parlay into timeline now. 00:19:37.819 --> 00:19:39.981 So that is the next question 00:19:40.041 --> 00:19:41.242 is if you guys get really 00:19:41.643 --> 00:19:43.124 dialed in on checklists and 00:19:43.163 --> 00:19:43.904 all the things, 00:19:44.866 --> 00:19:45.846 What's the timeline? 00:19:45.968 --> 00:19:48.067 And there's a lot of crap out there. 00:19:48.087 --> 00:19:49.088 A lot of people say, oh, 00:19:49.108 --> 00:19:50.490 you can get it done in a 00:19:50.549 --> 00:19:51.250 month or two months. 00:19:51.289 --> 00:19:52.931 Two weeks. 00:19:52.971 --> 00:19:53.510 Yeah, two weeks. 00:19:53.530 --> 00:19:54.911 It only takes two weeks for Delta. 00:19:56.352 --> 00:19:56.592 Yeah. 00:19:57.112 --> 00:19:58.153 I love that. 00:19:58.772 --> 00:20:00.513 And then you hear other people, 00:20:00.993 --> 00:20:01.693 other credentialing 00:20:01.733 --> 00:20:03.855 companies say it takes freaking a year. 00:20:03.954 --> 00:20:04.316 And so... 00:20:05.496 --> 00:20:06.737 I think we should talk about this. 00:20:06.797 --> 00:20:08.098 What is the timeline? 00:20:08.138 --> 00:20:09.819 What should be the expectation? 00:20:09.880 --> 00:20:10.181 Yeah. 00:20:10.221 --> 00:20:12.222 You don't have to raise your hand. 00:20:13.022 --> 00:20:15.405 I just want to say there's a 00:20:15.586 --> 00:20:18.588 difference between I'm 00:20:18.628 --> 00:20:20.990 coming in an office as an associate. 00:20:21.951 --> 00:20:23.933 Mary up front needs to add 00:20:24.034 --> 00:20:25.894 me as an associate. 00:20:26.175 --> 00:20:26.635 Yeah. 00:20:26.695 --> 00:20:29.057 Then owning your own business is, 00:20:30.030 --> 00:20:31.471 becoming the business owner 00:20:31.653 --> 00:20:34.556 and now having to have your own tax ID, 00:20:34.596 --> 00:20:38.058 your own MPI to your own credentialing. 00:20:38.578 --> 00:20:38.859 Now, 00:20:39.000 --> 00:20:41.843 if you own for five years and want to 00:20:41.863 --> 00:20:42.804 bring in an associate, 00:20:43.044 --> 00:20:44.025 we might be able to get 00:20:44.065 --> 00:20:45.306 Delta in two weeks. 00:20:45.326 --> 00:20:45.405 Yeah. 00:20:45.445 --> 00:20:46.907 Yeah. 00:20:46.988 --> 00:20:48.068 And it depends on the state, 00:20:48.489 --> 00:20:50.211 but there's a difference 00:20:50.290 --> 00:20:54.154 between buying a business and 00:20:55.050 --> 00:20:56.211 and creating a completely 00:20:56.251 --> 00:20:57.932 different entity than there is, 00:20:59.032 --> 00:21:01.634 I'm now working for Dr. X 00:21:01.874 --> 00:21:03.994 and he's gonna put me under, 00:21:04.115 --> 00:21:05.155 he or she's gonna put me 00:21:05.215 --> 00:21:06.036 under their tax ID. 00:21:06.135 --> 00:21:07.076 I just wanna state that 00:21:07.115 --> 00:21:08.777 because we hear it all the 00:21:08.797 --> 00:21:11.518 time from front offices say, oh, well, 00:21:11.638 --> 00:21:13.859 I got that associate in two weeks. 00:21:15.380 --> 00:21:15.921 First of all, 00:21:16.040 --> 00:21:17.442 I would be shocked if it was 00:21:17.561 --> 00:21:18.383 exactly two weeks. 00:21:18.742 --> 00:21:20.704 However, huge difference. 00:21:20.785 --> 00:21:22.165 Okay, I'm going to let Stefani take it. 00:21:22.185 --> 00:21:22.987 No, I think that's good. 00:21:23.007 --> 00:21:24.488 Stefani, can you touch on that? 00:21:24.508 --> 00:21:26.049 The difference between MPI-I 00:21:26.069 --> 00:21:27.371 and MPI-II and why the 00:21:27.391 --> 00:21:28.372 insurance companies are 00:21:28.432 --> 00:21:29.553 doing it this way? 00:21:30.093 --> 00:21:31.094 I think that's important for 00:21:31.954 --> 00:21:33.056 the audience to understand. 00:21:34.844 --> 00:21:35.023 Right. 00:21:35.084 --> 00:21:36.844 Well, in any type of credentialing, right, 00:21:36.864 --> 00:21:38.944 there's credentialing and contracting. 00:21:39.045 --> 00:21:40.384 And so we have to get a 00:21:40.444 --> 00:21:41.705 contract not only 00:21:41.766 --> 00:21:43.125 established for the provider, 00:21:43.385 --> 00:21:44.925 but for the entity itself. 00:21:44.965 --> 00:21:46.547 So it's kind of like double whammy. 00:21:46.666 --> 00:21:47.027 Right. 00:21:48.106 --> 00:21:50.708 So Paul is one hundred percent right. 00:21:50.807 --> 00:21:53.107 It's not that quick as much as we would, 00:21:53.508 --> 00:21:55.949 you know, and to throw into that as well, 00:21:56.489 --> 00:21:57.829 that then we have to talk 00:21:57.849 --> 00:21:58.970 about terminating. 00:21:59.309 --> 00:21:59.589 Right. 00:22:00.366 --> 00:22:01.907 the current seller so it's 00:22:01.968 --> 00:22:03.209 like three contracts that 00:22:03.249 --> 00:22:05.150 have to be done in order 00:22:05.210 --> 00:22:07.372 for it to be successful and 00:22:07.412 --> 00:22:09.292 it does take time um you 00:22:09.313 --> 00:22:10.834 know insurance companies 00:22:11.815 --> 00:22:15.196 what are you doing wait on 00:22:15.237 --> 00:22:16.357 that termination part 00:22:16.397 --> 00:22:17.618 sometimes don't you have to 00:22:17.699 --> 00:22:20.601 terminate like let's say dr 00:22:20.641 --> 00:22:22.422 quinn is now owning and 00:22:22.481 --> 00:22:24.482 she's with signy here don't 00:22:24.503 --> 00:22:25.463 you sometimes even have to 00:22:25.523 --> 00:22:27.625 terminate my own contract because 00:22:29.885 --> 00:22:31.366 I'm at other locations on 00:22:31.386 --> 00:22:32.446 the participation yeah 00:22:32.467 --> 00:22:34.126 sorry yeah no they'll say 00:22:34.207 --> 00:22:35.406 okay great are you no 00:22:35.467 --> 00:22:36.928 longer going to practice at 00:22:37.048 --> 00:22:38.907 this associate job right so 00:22:38.948 --> 00:22:40.347 there's so many different 00:22:40.387 --> 00:22:42.429 little contractings that 00:22:42.769 --> 00:22:43.909 are contracts that either 00:22:43.949 --> 00:22:45.669 have to be terminated or 00:22:45.749 --> 00:22:48.170 established so yeah ideally 00:22:48.250 --> 00:22:49.549 we would love for it to be 00:22:49.630 --> 00:22:51.790 so quick but again we're 00:22:51.810 --> 00:22:52.790 playing a game with this 00:22:52.851 --> 00:22:54.290 insurance company you know 00:22:54.914 --> 00:22:56.596 we knock at their door every week, 00:22:56.635 --> 00:22:58.957 just being annoying, trying to get, 00:22:59.237 --> 00:23:00.938 you know, it moving along. 00:23:02.538 --> 00:23:03.439 That's why we're so 00:23:03.519 --> 00:23:05.740 successful because we're so annoying. 00:23:05.900 --> 00:23:09.902 I'm not sure what the key is, 00:23:09.962 --> 00:23:11.722 but patience is obviously 00:23:11.762 --> 00:23:13.023 something that has to be 00:23:13.703 --> 00:23:16.546 established and expectations. 00:23:16.625 --> 00:23:17.445 If you think you're going to 00:23:17.865 --> 00:23:19.586 get in there day one and in 00:23:19.626 --> 00:23:22.429 thirty days out of sight, out of mind, 00:23:22.449 --> 00:23:22.969 you don't have 00:23:23.351 --> 00:23:24.431 Any other credentialing issues, 00:23:24.451 --> 00:23:27.152 you're sadly mistaken. 00:23:27.571 --> 00:23:28.712 So what are we talking about, ladies? 00:23:28.752 --> 00:23:30.573 Are we talking about worst case? 00:23:32.653 --> 00:23:35.253 Sorry, best case, you know, four months, 00:23:35.914 --> 00:23:37.234 worst case, twelve months. 00:23:37.335 --> 00:23:39.434 Like, what do we like? 00:23:39.455 --> 00:23:41.016 Can we put some brackets on it? 00:23:41.076 --> 00:23:42.855 Like I if a credentialing 00:23:42.895 --> 00:23:44.916 company like us is touching 00:23:44.977 --> 00:23:46.897 it and owning it and 00:23:46.938 --> 00:23:48.337 following through and all the things. 00:23:48.377 --> 00:23:49.258 And and look, 00:23:49.698 --> 00:23:51.439 I always say on the podcast like this is. 00:23:52.118 --> 00:23:53.380 This is like in theory, 00:23:53.400 --> 00:23:55.221 this is like theory class textbook, 00:23:55.402 --> 00:23:55.662 right? 00:23:55.781 --> 00:23:57.282 We're giving you textbook answers, 00:23:57.343 --> 00:23:59.163 but like Stefani said, 00:23:59.203 --> 00:24:00.204 if you're an associate 00:24:00.224 --> 00:24:01.465 somewhere else and this and 00:24:01.506 --> 00:24:03.508 that and the MPI too, like it's, 00:24:03.807 --> 00:24:04.387 it all changes. 00:24:04.407 --> 00:24:05.750 There's variables to this, right? 00:24:05.789 --> 00:24:06.710 But in theory, 00:24:06.730 --> 00:24:07.971 if the perfect world was 00:24:08.010 --> 00:24:09.873 happening and everything 00:24:09.932 --> 00:24:11.213 worked out really great and 00:24:11.233 --> 00:24:12.355 it was super clean and not 00:24:12.414 --> 00:24:16.678 complicated bracket from what to what, 00:24:16.738 --> 00:24:17.818 what are you expecting here? 00:24:18.759 --> 00:24:19.759 What should you expect 00:24:19.819 --> 00:24:21.922 post-close after you buy the practice? 00:24:24.708 --> 00:24:26.249 I would say we're probably 00:24:26.328 --> 00:24:28.309 around a twelve week turnaround. 00:24:29.250 --> 00:24:30.851 You know, that's what insurance companies, 00:24:31.030 --> 00:24:32.951 you know, twelve weeks and business days, 00:24:33.010 --> 00:24:33.731 you know what I mean? 00:24:34.412 --> 00:24:35.372 But to Paula, you know, 00:24:35.392 --> 00:24:36.673 at the very beginning of the show, 00:24:36.752 --> 00:24:39.534 she said they are never in office. 00:24:39.614 --> 00:24:39.933 Right. 00:24:39.973 --> 00:24:40.914 They're always out. 00:24:41.615 --> 00:24:44.135 A part of what can delay 00:24:44.175 --> 00:24:45.215 things is if you're not 00:24:45.256 --> 00:24:47.076 truthful on these applications, 00:24:47.436 --> 00:24:48.538 if they're not complete, 00:24:48.637 --> 00:24:49.897 if they're missing something, 00:24:50.178 --> 00:24:50.858 because then you're 00:24:50.898 --> 00:24:52.499 starting all over again. 00:24:52.558 --> 00:24:52.778 Right. 00:24:52.798 --> 00:24:54.259 You got to go back into the line. 00:24:54.750 --> 00:24:59.458 So I do think insurance 00:24:59.479 --> 00:25:01.141 companies give us a timeframe, 00:25:02.458 --> 00:25:03.679 whether they stick to it or 00:25:03.739 --> 00:25:04.838 not is a whole nother 00:25:04.878 --> 00:25:07.260 conversation we can have. 00:25:08.280 --> 00:25:08.601 But you know, 00:25:08.621 --> 00:25:09.541 these are the guidelines that 00:25:09.582 --> 00:25:12.743 they give us, but always we're expecting, 00:25:12.763 --> 00:25:13.223 you know, 00:25:13.243 --> 00:25:15.444 we have more volume than we can handle, 00:25:15.724 --> 00:25:18.307 or we are behind this many weeks. 00:25:18.886 --> 00:25:20.827 So I think it is, 00:25:21.749 --> 00:25:23.910 I would say a minimum to 00:25:23.950 --> 00:25:25.851 give yourself is twelve weeks. 00:25:26.791 --> 00:25:27.031 I mean, 00:25:27.251 --> 00:25:29.653 we've definitely seen Delta a 00:25:29.693 --> 00:25:32.256 little bit quicker, but again, 00:25:32.276 --> 00:25:33.497 it has to go perfect, 00:25:34.478 --> 00:25:35.558 like really perfect. 00:25:35.618 --> 00:25:37.200 But we have definitely seen 00:25:37.640 --> 00:25:39.240 that one good thing is we 00:25:39.280 --> 00:25:41.502 can not even think and put 00:25:41.782 --> 00:25:43.384 that application in pretty 00:25:43.423 --> 00:25:45.165 quickly right when the sell happens. 00:25:45.885 --> 00:25:47.866 They don't typically negotiate. 00:25:47.906 --> 00:25:49.767 So even when a doc wants to 00:25:49.886 --> 00:25:51.107 look at all the fees and 00:25:51.188 --> 00:25:53.147 all their options, Delta Swan, 00:25:53.167 --> 00:25:54.548 we just kind of say you're 00:25:54.588 --> 00:25:55.769 kind of you get what you get. 00:25:55.888 --> 00:25:57.710 So let's just fill that out 00:25:57.930 --> 00:25:59.190 and get going on it. 00:25:59.891 --> 00:26:01.171 So that's number one. 00:26:01.310 --> 00:26:02.490 And then we have, you know, 00:26:02.530 --> 00:26:03.451 we have the whole. 00:26:06.433 --> 00:26:09.055 Right now, it's Anthem, used to be Cigna. 00:26:10.415 --> 00:26:11.457 It's taken nine. 00:26:11.958 --> 00:26:13.919 We've had a year on some of these. 00:26:14.960 --> 00:26:17.361 The other thing about leasing networks is, 00:26:18.241 --> 00:26:19.563 and Stefani might have to correct me, 00:26:19.762 --> 00:26:20.323 once you... 00:26:21.384 --> 00:26:22.744 If you're using a leasing network, 00:26:22.904 --> 00:26:24.566 once you're credentialed 00:26:24.605 --> 00:26:26.967 with a leasing network or in contract, 00:26:27.007 --> 00:26:28.487 I don't know the proper words for it. 00:26:29.228 --> 00:26:30.387 They get up to ninety days 00:26:30.428 --> 00:26:31.729 to actually notify the 00:26:31.808 --> 00:26:33.388 actual individual insurance 00:26:33.449 --> 00:26:34.990 carriers under there. 00:26:35.089 --> 00:26:36.351 So, you know, 00:26:36.651 --> 00:26:39.711 I might I might be in with connection, 00:26:40.172 --> 00:26:41.512 but connection might not 00:26:41.613 --> 00:26:43.233 notify Humana for an 00:26:43.273 --> 00:26:44.594 additional ninety days. 00:26:44.634 --> 00:26:45.375 So guess what? 00:26:45.515 --> 00:26:46.775 I'm out of I'm having out of 00:26:46.795 --> 00:26:48.236 network conversations now. 00:26:48.455 --> 00:26:49.576 with my patients. 00:26:49.656 --> 00:26:51.837 So I think that's probably 00:26:52.538 --> 00:26:55.421 the next place is how to be prepared 00:26:56.275 --> 00:26:57.776 when you open and you are 00:26:57.836 --> 00:27:00.837 not in network with insurance companies. 00:27:01.157 --> 00:27:01.338 Yeah. 00:27:01.398 --> 00:27:02.219 You're, you're reading, 00:27:02.439 --> 00:27:03.559 you're reading my mind. 00:27:03.619 --> 00:27:04.780 I had it queued up here. 00:27:04.820 --> 00:27:05.821 What's the impact. 00:27:05.862 --> 00:27:06.821 Nice work, Paula. 00:27:07.041 --> 00:27:07.762 It's weird. 00:27:08.222 --> 00:27:08.743 Brain waves here. 00:27:08.763 --> 00:27:11.265 We have worked together for a while. 00:27:11.285 --> 00:27:11.885 We have. 00:27:11.965 --> 00:27:14.287 And so, so just to put like a, 00:27:14.407 --> 00:27:16.189 an explanation point on, on those, 00:27:16.308 --> 00:27:17.589 those two first topics of 00:27:17.630 --> 00:27:20.672 getting organized and pitfalls folks, 00:27:20.711 --> 00:27:22.192 if you didn't, if you didn't hear it, 00:27:22.373 --> 00:27:23.053 I'll just say it. 00:27:23.913 --> 00:27:25.115 Dummy Denzio style. 00:27:25.435 --> 00:27:28.921 Get extremely organized and 00:27:29.240 --> 00:27:32.065 cross every T and dot every 00:27:32.424 --> 00:27:34.949 I. And get lots of patience. 00:27:36.089 --> 00:27:37.712 And have lots of patience. 00:27:37.732 --> 00:27:38.473 That's right. 00:27:39.275 --> 00:27:39.654 Because... 00:27:40.665 --> 00:27:42.166 Like as a buyer rep, 00:27:42.186 --> 00:27:43.988 before we brought this in house, 00:27:44.229 --> 00:27:44.929 because we brought it in 00:27:44.969 --> 00:27:47.270 house a while ago and we process, 00:27:47.290 --> 00:27:49.731 I don't know, a lot every year, 00:27:49.772 --> 00:27:52.795 probably close to forty of these a year. 00:27:52.934 --> 00:27:56.477 And before I'd refer like other companies, 00:27:56.517 --> 00:27:58.499 said name companies and 00:27:59.019 --> 00:28:00.700 I mean, what the hell is taking so long? 00:28:01.039 --> 00:28:01.859 What's their problem? 00:28:01.900 --> 00:28:03.601 Now I feel those companies pain. 00:28:03.721 --> 00:28:05.241 I know exactly what. 00:28:05.442 --> 00:28:06.321 And my clients, 00:28:06.362 --> 00:28:07.762 like even now hearing you 00:28:07.782 --> 00:28:09.742 guys that manage this department, 00:28:09.782 --> 00:28:12.463 like it's like you guys 00:28:12.523 --> 00:28:13.744 never can get their their 00:28:13.785 --> 00:28:15.586 documents and the details 00:28:15.625 --> 00:28:16.746 are terrible and their 00:28:16.786 --> 00:28:18.247 malpractice is expired. 00:28:18.287 --> 00:28:19.446 And I'm just thinking to myself, 00:28:19.487 --> 00:28:21.268 these are dentists who are very. 00:28:21.367 --> 00:28:23.189 very educated guys. 00:28:23.548 --> 00:28:25.089 If you're listening, you're very educated. 00:28:25.130 --> 00:28:26.971 You took the test you and 00:28:27.031 --> 00:28:28.352 sometimes took the boards. 00:28:28.392 --> 00:28:30.814 You dude, you're doctors. 00:28:31.835 --> 00:28:34.355 This is the time to dial in 00:28:34.395 --> 00:28:36.637 and get detailed and cross 00:28:36.698 --> 00:28:38.638 every T dot every I and get 00:28:38.719 --> 00:28:40.079 organized because the work 00:28:40.099 --> 00:28:41.361 that you put in on the 00:28:41.421 --> 00:28:43.521 front end bears the fruit 00:28:44.221 --> 00:28:45.083 on the back end. 00:28:45.262 --> 00:28:45.403 And, 00:28:45.643 --> 00:28:48.224 and so that tees us really nice for 00:28:48.625 --> 00:28:49.705 what's the impact of 00:28:50.777 --> 00:28:52.336 If you don't get it going 00:28:53.458 --> 00:28:54.657 and you're not prepared and 00:28:54.678 --> 00:28:55.958 you close on the business 00:28:56.857 --> 00:28:58.179 and now all of a sudden 00:28:58.199 --> 00:28:59.499 these patients you're 00:28:59.519 --> 00:29:00.679 meeting for the first time 00:29:00.719 --> 00:29:02.720 and you got to say, oh, 00:29:03.480 --> 00:29:05.000 we're out of network with you. 00:29:05.200 --> 00:29:06.040 We're working on it. 00:29:06.861 --> 00:29:08.040 They hate you right now, right? 00:29:08.080 --> 00:29:10.481 So not really, but that is the impact, 00:29:10.541 --> 00:29:11.082 right, ladies? 00:29:11.122 --> 00:29:13.041 Like the patients and let's 00:29:13.061 --> 00:29:13.862 have that discussion. 00:29:13.922 --> 00:29:15.002 Paula, when you owned, 00:29:15.343 --> 00:29:16.222 I think you were out of 00:29:16.282 --> 00:29:17.323 network for a hot minute 00:29:17.343 --> 00:29:17.982 with some of these. 00:29:18.022 --> 00:29:18.423 I don't know. 00:29:21.644 --> 00:29:23.704 What are our clients facing 00:29:24.405 --> 00:29:27.446 by not taking this extremely seriously? 00:29:28.227 --> 00:29:29.587 Does that make sense, what I'm asking? 00:29:29.607 --> 00:29:33.869 Well, before we go there, 00:29:34.250 --> 00:29:35.109 there was just one more 00:29:35.130 --> 00:29:36.451 thing we wanted to mention 00:29:37.111 --> 00:29:38.771 that we forgot on the pitfalls. 00:29:39.152 --> 00:29:40.272 The other thing is that we 00:29:40.333 --> 00:29:42.233 run into is offices or 00:29:42.753 --> 00:29:44.414 dentists need re-credentialed. 00:29:45.015 --> 00:29:46.675 So they're right. 00:29:46.715 --> 00:29:47.915 They've been credentialed 00:29:47.935 --> 00:29:49.116 with their associate job. 00:29:50.458 --> 00:29:51.638 And we go submit an 00:29:51.659 --> 00:29:53.621 application for because 00:29:53.641 --> 00:29:54.080 there are different 00:29:54.121 --> 00:29:55.942 applications for different things, too. 00:29:56.423 --> 00:29:57.744 Just so everyone knows it's 00:29:57.785 --> 00:29:59.626 not some some insurance companies. 00:30:00.188 --> 00:30:01.028 It's all one. 00:30:01.409 --> 00:30:04.491 But others, it's like, are you doing this? 00:30:04.551 --> 00:30:05.393 Are you doing this? 00:30:05.452 --> 00:30:06.314 Are you doing this? 00:30:06.914 --> 00:30:08.416 And sometimes it's. 00:30:09.315 --> 00:30:10.875 You know, it's different for each one. 00:30:10.935 --> 00:30:12.396 So we'll submit a particular 00:30:12.477 --> 00:30:14.057 application based on them 00:30:14.137 --> 00:30:15.939 now being an owner. 00:30:16.500 --> 00:30:17.440 And it'll be like, oh, 00:30:17.480 --> 00:30:18.580 you need to be recredentialed. 00:30:18.681 --> 00:30:19.701 So there's a whole nother 00:30:19.741 --> 00:30:20.662 process for being 00:30:20.721 --> 00:30:22.282 recredentialed if you've 00:30:22.303 --> 00:30:23.163 been credentialed before. 00:30:23.223 --> 00:30:24.144 So I wanted to throw that 00:30:24.223 --> 00:30:25.625 out there because it is 00:30:25.684 --> 00:30:27.926 another thing that we we 00:30:28.067 --> 00:30:29.307 come across as a pitfall. 00:30:30.167 --> 00:30:31.888 But as for the out of network, 00:30:33.250 --> 00:30:34.191 it literally is. 00:30:35.577 --> 00:30:35.758 okay, 00:30:35.818 --> 00:30:38.042 I'm going to say this because I'm 00:30:38.123 --> 00:30:39.125 experienced. 00:30:39.365 --> 00:30:41.390 When someone says, I'm going to say this, 00:30:41.410 --> 00:30:41.990 you got to like, 00:30:42.833 --> 00:30:44.695 people are turning up the volume. 00:30:45.272 --> 00:30:45.532 Yes. 00:30:45.893 --> 00:30:47.294 It's not that hard. 00:30:48.074 --> 00:30:50.054 Dental offices make it very 00:30:50.094 --> 00:30:52.234 difficult when they're out of network. 00:30:52.954 --> 00:30:53.214 Um, 00:30:53.994 --> 00:30:55.175 there's two different things when 00:30:55.195 --> 00:30:56.516 you're completely going out 00:30:56.536 --> 00:30:58.215 of network for real, for real. 00:30:58.797 --> 00:31:00.356 There's one conversation 00:31:00.396 --> 00:31:03.117 that can be a little bit more, uh, 00:31:03.377 --> 00:31:03.778 you know, 00:31:03.958 --> 00:31:07.098 of a process and really need to 00:31:07.118 --> 00:31:08.419 dial in everything. 00:31:08.778 --> 00:31:10.000 But when you're only doing 00:31:10.099 --> 00:31:11.579 it in the interim, 00:31:12.221 --> 00:31:14.482 and you can still honor the 00:31:14.563 --> 00:31:16.103 insurance network fees, 00:31:16.462 --> 00:31:17.762 the allowable amount, 00:31:18.503 --> 00:31:20.344 that's not a hard conversation. 00:31:22.163 --> 00:31:23.384 They make it very hard. 00:31:24.644 --> 00:31:25.285 What do you mean? 00:31:26.484 --> 00:31:26.845 Why? 00:31:26.904 --> 00:31:29.165 Why are they making it hard, Paula? 00:31:30.286 --> 00:31:31.205 Walk us through that. 00:31:32.846 --> 00:31:35.867 What you mean is Mary and Nancy Jo, 00:31:36.248 --> 00:31:37.208 they're making it hard? 00:31:37.907 --> 00:31:38.867 Sorry for all the Mary's and 00:31:38.887 --> 00:31:39.608 Nancy Jo's out there. 00:31:39.868 --> 00:31:41.028 Well, and even the dentist, 00:31:41.048 --> 00:31:41.969 because they don't know and 00:31:41.989 --> 00:31:43.269 they hear it and they start 00:31:43.369 --> 00:31:44.630 flipping out because Mary 00:31:44.670 --> 00:31:46.010 Jo said something and it's like, 00:31:46.050 --> 00:31:46.671 calm down. 00:31:47.230 --> 00:31:48.230 We give them this. 00:31:48.290 --> 00:31:50.451 It's just that I don't know what happens. 00:31:51.092 --> 00:31:52.472 Anyway, I would say, first of all, 00:31:52.613 --> 00:31:53.932 nothing should change. 00:31:54.492 --> 00:31:56.374 If you have fee schedules in 00:31:56.394 --> 00:31:58.294 your software and we'll 00:31:58.334 --> 00:32:00.015 just use Delta as an example. 00:32:00.174 --> 00:32:01.015 Well, let's not use Delta. 00:32:01.055 --> 00:32:03.536 Let's use Guardian as an example. 00:32:04.590 --> 00:32:06.372 You're nothing's going to change. 00:32:06.551 --> 00:32:07.472 Your conversation with the 00:32:07.492 --> 00:32:08.973 patient is not going to change. 00:32:09.314 --> 00:32:10.515 The way you submit a claim 00:32:10.555 --> 00:32:11.455 is not going to change. 00:32:11.496 --> 00:32:12.317 The only thing that's going 00:32:12.336 --> 00:32:13.518 to change the amount you 00:32:13.538 --> 00:32:15.058 get back from the insurance company. 00:32:15.098 --> 00:32:16.319 That's it. 00:32:16.380 --> 00:32:17.540 And no one really knows that. 00:32:17.701 --> 00:32:18.922 So it's not a big deal. 00:32:19.721 --> 00:32:21.823 Don't delete your fee schedules. 00:32:21.863 --> 00:32:23.423 Don't stop attaching them. 00:32:23.463 --> 00:32:25.585 Just treat it like you normally do. 00:32:26.125 --> 00:32:28.286 I would say most doctors go 00:32:28.766 --> 00:32:30.527 with the exact they mirror. 00:32:30.586 --> 00:32:32.548 So your dentist is going to 00:32:32.587 --> 00:32:34.209 mirror what the seller is going to do. 00:32:34.709 --> 00:32:36.250 Your process doesn't change. 00:32:36.789 --> 00:32:38.792 So stop making it complicated. 00:32:39.313 --> 00:32:40.734 You're going to honor the 00:32:40.775 --> 00:32:42.517 patient's allowable amount, 00:32:42.696 --> 00:32:45.019 their copay that you would have before. 00:32:45.401 --> 00:32:46.281 You're going to submit the 00:32:46.362 --> 00:32:47.983 insurance claim in your UCR. 00:32:48.463 --> 00:32:48.845 And yes, 00:32:48.884 --> 00:32:50.226 the insurance company is going to 00:32:50.287 --> 00:32:51.407 pay you a little bit more 00:32:51.448 --> 00:32:52.108 because you're out of 00:32:52.169 --> 00:32:53.851 network in the interim. 00:32:54.070 --> 00:32:54.852 It's that simple. 00:32:56.231 --> 00:32:58.733 Now you've taught me for the 00:32:58.794 --> 00:33:00.296 folks that know their stuff, 00:33:00.615 --> 00:33:01.517 other consultants, 00:33:01.557 --> 00:33:02.577 other credentialing companies, 00:33:02.617 --> 00:33:04.138 whatever you've taught me 00:33:04.179 --> 00:33:06.842 that that does impact, uh, well, I'm, 00:33:07.201 --> 00:33:08.482 I'm the dumb one here in the room. 00:33:08.542 --> 00:33:09.503 So, uh, 00:33:11.066 --> 00:33:13.428 but so we should probably mention 00:33:13.448 --> 00:33:15.309 that though, you know, 00:33:15.329 --> 00:33:16.170 where I'm at right now. 00:33:16.250 --> 00:33:17.791 So let's mention it. 00:33:17.832 --> 00:33:20.894 Well, it does impact their maximum. 00:33:22.627 --> 00:33:24.650 So a patient gets a thousand 00:33:24.670 --> 00:33:25.569 dollar maximum. 00:33:26.371 --> 00:33:27.432 It's going to impact it 00:33:27.471 --> 00:33:28.272 because the insurance 00:33:28.313 --> 00:33:29.252 company is actually going 00:33:29.272 --> 00:33:30.314 to reimburse more, 00:33:30.334 --> 00:33:32.236 which is going to quickly eat that up. 00:33:32.935 --> 00:33:33.576 But honestly, 00:33:33.717 --> 00:33:36.479 anybody over a crown and a 00:33:36.519 --> 00:33:37.619 root canal is going to have 00:33:37.640 --> 00:33:38.800 to pay out of pocket anyway. 00:33:38.941 --> 00:33:40.402 They've just they're a 00:33:40.462 --> 00:33:42.223 maximum benefit anyway. 00:33:43.464 --> 00:33:45.467 I can't stress it enough. 00:33:46.330 --> 00:33:47.531 front office people, 00:33:48.271 --> 00:33:49.211 you do not work for the 00:33:49.313 --> 00:33:50.153 insurance company. 00:33:50.192 --> 00:33:51.374 You work for your dentist 00:33:51.453 --> 00:33:52.413 and the patients. 00:33:53.114 --> 00:33:54.454 And that's it. 00:33:54.474 --> 00:33:55.776 They've got to learn that. 00:33:55.875 --> 00:33:57.896 Stop worrying about, yes, 00:33:58.176 --> 00:33:59.738 we have to be honest. 00:34:00.498 --> 00:34:01.898 We have to tell patients, 00:34:01.959 --> 00:34:03.539 but you tell them positively. 00:34:04.079 --> 00:34:04.339 Actually, 00:34:04.359 --> 00:34:05.980 Stefani's got a great way she 00:34:06.020 --> 00:34:07.161 talks about assisting. 00:34:07.221 --> 00:34:09.081 Stefani, go for it. 00:34:09.121 --> 00:34:11.182 Do your verbal skills on that. 00:34:12.724 --> 00:34:14.105 No, it's just, you know, 00:34:15.668 --> 00:34:17.110 Any news is good news when 00:34:17.150 --> 00:34:19.411 it comes to insurance coverage, right? 00:34:19.871 --> 00:34:20.893 We have to get out of the 00:34:20.952 --> 00:34:22.914 mindset of entitlement, right? 00:34:23.014 --> 00:34:24.815 And think of it that it's great news. 00:34:24.835 --> 00:34:25.896 They're going to assist you 00:34:26.217 --> 00:34:27.577 with twenty five percent 00:34:27.617 --> 00:34:28.759 rather than no percent. 00:34:29.099 --> 00:34:30.679 And we behind the scenes are like, God, 00:34:30.699 --> 00:34:32.260 that coverage is terrible. 00:34:32.380 --> 00:34:32.722 Right. 00:34:33.081 --> 00:34:37.184 But any news is good news. 00:34:37.264 --> 00:34:37.565 Right. 00:34:37.585 --> 00:34:38.385 And so it's always 00:34:38.445 --> 00:34:40.086 assistance when people start. 00:34:41.168 --> 00:34:43.010 Start thinking as an entitlement. 00:34:43.489 --> 00:34:44.510 Oh, well, this, you know, 00:34:44.710 --> 00:34:47.192 cleaning is free or, you know, 00:34:47.251 --> 00:34:48.132 I don't have to pay. 00:34:48.452 --> 00:34:50.753 It's not you in all of that coverage, 00:34:51.333 --> 00:34:53.313 you know, and that's an estimate. 00:34:53.353 --> 00:34:54.735 Let's just make that very clear. 00:34:55.135 --> 00:34:57.076 But I think to go to what 00:34:57.115 --> 00:34:58.916 Paula was saying about these front office, 00:34:58.996 --> 00:35:00.056 I think what's really, 00:35:00.097 --> 00:35:01.538 really hard is at the 00:35:01.577 --> 00:35:03.318 moment you try to change something. 00:35:03.798 --> 00:35:05.179 And now we've got a new dentist. 00:35:05.219 --> 00:35:09.041 So they're already, you know, on guard. 00:35:11.163 --> 00:35:13.025 But then we are and, you know, 00:35:13.045 --> 00:35:15.067 our estimates are really, really off. 00:35:15.527 --> 00:35:17.528 We're just losing, you know, 00:35:17.889 --> 00:35:19.190 the chance to maintain them 00:35:19.230 --> 00:35:20.952 and really sell this new doctor. 00:35:21.431 --> 00:35:23.554 So I would really, really recommend, 00:35:23.813 --> 00:35:25.936 you know, to Paula, keep it the same. 00:35:26.155 --> 00:35:27.496 Business is normal. 00:35:28.137 --> 00:35:30.659 What it looks like on the billing side, 00:35:30.780 --> 00:35:31.639 we'll handle that. 00:35:31.679 --> 00:35:32.021 Right. 00:35:32.501 --> 00:35:33.422 Claims come in. 00:35:33.782 --> 00:35:35.003 We are electing not to 00:35:35.023 --> 00:35:36.423 charge anything in addition, 00:35:36.523 --> 00:35:37.425 which we can. 00:35:37.865 --> 00:35:38.085 Right. 00:35:38.106 --> 00:35:39.327 But that's that's. 00:35:39.847 --> 00:35:41.288 the offices part. 00:35:41.367 --> 00:35:43.028 Don't let the patients feel that. 00:35:44.548 --> 00:35:45.289 What I heard was, 00:35:45.349 --> 00:35:46.891 is don't overcomplicate this. 00:35:46.951 --> 00:35:49.271 And I think this is a very, 00:35:49.311 --> 00:35:51.112 very complicated subject. 00:35:51.172 --> 00:35:52.932 It's really hard to do a podcast on it. 00:35:52.952 --> 00:35:53.813 So ladies, 00:35:53.833 --> 00:35:55.655 you're doing a great job trying 00:35:55.675 --> 00:35:58.036 to explain literally a Chinese menu. 00:35:58.076 --> 00:35:59.996 And after three years or 00:36:00.137 --> 00:36:00.876 however long we've been 00:36:00.896 --> 00:36:01.818 doing credentialing, 00:36:01.958 --> 00:36:03.057 I finally feel like I got 00:36:03.117 --> 00:36:04.338 ten percent of what the 00:36:04.358 --> 00:36:05.500 hell you guys are talking about. 00:36:05.559 --> 00:36:05.739 But 00:36:06.619 --> 00:36:08.360 um the point the point is 00:36:08.440 --> 00:36:09.581 this is a very complicated 00:36:09.621 --> 00:36:11.342 situation you've got you 00:36:11.362 --> 00:36:12.862 got nancy joe telling you 00:36:13.003 --> 00:36:15.003 one thing post close you 00:36:15.023 --> 00:36:15.824 got your credentialing 00:36:15.844 --> 00:36:17.065 company telling you another 00:36:17.085 --> 00:36:18.005 then you got the law 00:36:18.065 --> 00:36:19.226 telling you one thing and 00:36:19.246 --> 00:36:20.226 the insurance company and 00:36:20.266 --> 00:36:21.146 contracts telling you 00:36:21.166 --> 00:36:22.507 another thing so you're 00:36:22.547 --> 00:36:23.628 getting all of this 00:36:23.728 --> 00:36:26.050 information it's really tough for you all 00:36:26.809 --> 00:36:27.971 I think at the end of the day, 00:36:27.990 --> 00:36:29.331 I think Paula said it perfectly. 00:36:29.371 --> 00:36:30.672 So rewind and listen to that 00:36:30.733 --> 00:36:32.534 part is just just chill and 00:36:32.554 --> 00:36:34.135 keep doing what what you're 00:36:34.175 --> 00:36:35.074 doing and have the same 00:36:35.135 --> 00:36:37.197 conversations and and 00:36:37.436 --> 00:36:38.637 everything's going to be fine. 00:36:38.677 --> 00:36:40.518 But it is a it is a creepy 00:36:40.559 --> 00:36:41.800 topic and there's a lot of 00:36:42.039 --> 00:36:42.980 opinions out there. 00:36:44.260 --> 00:36:45.681 So with that being said, 00:36:46.262 --> 00:36:47.583 you'll and then you'll also 00:36:47.663 --> 00:36:49.463 notice that this 00:36:49.503 --> 00:36:50.804 conversation is about credentialing. 00:36:50.844 --> 00:36:51.766 But here we are talking 00:36:51.786 --> 00:36:52.726 about verbal skills. 00:36:53.047 --> 00:36:53.927 I think everything comes 00:36:53.967 --> 00:36:55.467 down to verbal skills, Paula. 00:36:55.668 --> 00:36:55.967 I mean, 00:36:56.648 --> 00:36:58.590 don't you agree on how you deliver 00:36:59.130 --> 00:37:00.530 how you deliver what a 00:37:00.590 --> 00:37:02.172 complicated situation or a 00:37:02.251 --> 00:37:04.132 hard conversation or a treatment plan, 00:37:04.393 --> 00:37:05.213 a treatment that's gone 00:37:05.253 --> 00:37:06.414 wrong or a billing thing? 00:37:06.474 --> 00:37:08.235 It's all about how we communicate. 00:37:09.954 --> 00:37:12.574 Yeah, and I think that for me, 00:37:12.594 --> 00:37:14.896 I'm going to state this very simple. 00:37:16.655 --> 00:37:18.496 Why trust someone who's done 00:37:18.536 --> 00:37:20.036 it one time in an office 00:37:20.077 --> 00:37:21.556 for an associate versus a 00:37:21.637 --> 00:37:24.257 company who's done it hundreds of times? 00:37:24.757 --> 00:37:26.038 And not just hundreds of times, 00:37:26.117 --> 00:37:27.898 hundreds of times for acquisitions, 00:37:27.958 --> 00:37:29.478 hundreds of times for startups. 00:37:29.518 --> 00:37:33.458 Like why we're on a forum 00:37:33.498 --> 00:37:34.679 listening to other dentists 00:37:34.699 --> 00:37:36.519 who have never credentialed themselves. 00:37:37.199 --> 00:37:37.380 Right. 00:37:38.228 --> 00:37:39.568 They've gone through a process. 00:37:39.588 --> 00:37:40.769 They have no idea what 00:37:40.829 --> 00:37:42.050 process they've gone through. 00:37:42.431 --> 00:37:43.771 Oh, I became an associate. 00:37:43.851 --> 00:37:45.012 I was credentialed in two weeks. 00:37:45.311 --> 00:37:46.413 Number one, you don't know. 00:37:46.612 --> 00:37:47.673 You truly don't know. 00:37:48.173 --> 00:37:50.795 Number two, phone offices work in one, 00:37:50.876 --> 00:37:52.777 hopefully max five places 00:37:52.797 --> 00:37:53.498 their whole life. 00:37:53.898 --> 00:37:55.298 How many times are they credentialed? 00:37:55.878 --> 00:37:57.340 listen to a professional 00:37:57.400 --> 00:37:59.521 company we have nothing to 00:37:59.621 --> 00:38:02.143 gain by extending your 00:38:02.704 --> 00:38:04.525 credentialing time why 00:38:04.545 --> 00:38:06.465 would why would our team 00:38:06.846 --> 00:38:07.847 want to track your 00:38:07.887 --> 00:38:09.467 credentialing for nine 00:38:09.507 --> 00:38:10.748 months or a year why would 00:38:10.768 --> 00:38:12.030 we want to do that we want 00:38:12.050 --> 00:38:14.030 to like there's nothing we 00:38:14.050 --> 00:38:15.231 want more than for you to 00:38:15.251 --> 00:38:16.532 be off our plate in three 00:38:16.572 --> 00:38:17.554 months and not because we 00:38:17.574 --> 00:38:19.114 don't love you but because 00:38:19.494 --> 00:38:20.434 we're just getting more and 00:38:20.454 --> 00:38:21.876 more credentialing the 00:38:21.916 --> 00:38:23.396 quicker we can track this 00:38:23.538 --> 00:38:25.259 get it because it's a lot of tracking 00:38:25.998 --> 00:38:27.278 It's a lot of front leg work. 00:38:27.599 --> 00:38:28.659 It's a lot of during work 00:38:28.739 --> 00:38:29.739 and it's a lot of tracking. 00:38:30.280 --> 00:38:31.400 Nobody wants to do this. 00:38:31.800 --> 00:38:32.420 I promise. 00:38:32.820 --> 00:38:35.780 So trust us when we say we 00:38:35.800 --> 00:38:37.101 do everything in our power 00:38:37.141 --> 00:38:38.481 to get you credentialed as 00:38:38.661 --> 00:38:40.561 fast and as painless as we can. 00:38:41.202 --> 00:38:43.342 Now it's up to you to 00:38:43.561 --> 00:38:45.402 understand the process and 00:38:45.442 --> 00:38:47.282 the timelines and give 00:38:47.322 --> 00:38:49.963 grace because it is there 00:38:49.983 --> 00:38:51.182 is a point that it's out of 00:38:51.242 --> 00:38:52.623 our hands and there's 00:38:52.844 --> 00:38:54.704 nothing we can do but check on it. 00:38:55.188 --> 00:38:57.690 We can yell, we can scream, believe me, 00:38:57.730 --> 00:38:58.411 we have. 00:39:00.052 --> 00:39:02.092 We can hang up on people. 00:39:02.132 --> 00:39:04.215 We can threaten, we can threaten. 00:39:04.235 --> 00:39:06.876 At the end of the day, you call, 00:39:06.976 --> 00:39:07.958 and that's the other thing. 00:39:08.038 --> 00:39:08.858 Let me just state this. 00:39:09.579 --> 00:39:11.460 When you call majority of 00:39:11.561 --> 00:39:12.280 insurance companies, 00:39:12.340 --> 00:39:13.722 so I'm Nancy Jo at the 00:39:13.742 --> 00:39:14.922 front desk and I call and say, 00:39:15.284 --> 00:39:16.463 how's our credentialing going? 00:39:16.784 --> 00:39:17.724 You're speaking to a 00:39:17.806 --> 00:39:19.527 representative that doesn't 00:39:19.586 --> 00:39:21.829 even have access to the backend. 00:39:22.429 --> 00:39:24.030 They don't even because I get it. 00:39:24.391 --> 00:39:26.773 And I say, there's no way I have proof. 00:39:27.072 --> 00:39:28.193 Well, then I'll get pushed through, 00:39:28.233 --> 00:39:29.375 pushed through, pushed through. 00:39:29.735 --> 00:39:30.094 Finally, 00:39:30.155 --> 00:39:32.516 I can get a hold of somebody that 00:39:32.597 --> 00:39:34.719 actually knows and can give me an answer. 00:39:34.759 --> 00:39:36.559 But when you call up and say, oh, 00:39:36.599 --> 00:39:37.340 am I a network? 00:39:37.360 --> 00:39:38.101 And they say, no, oh, 00:39:38.121 --> 00:39:38.722 we don't even have an 00:39:38.742 --> 00:39:39.902 application on file. 00:39:40.509 --> 00:39:42.291 Like, don't have a heart attack. 00:39:42.371 --> 00:39:44.632 That is not true. 00:39:44.652 --> 00:39:46.235 We submit applications. 00:39:46.735 --> 00:39:48.117 They're submitted to usually 00:39:48.137 --> 00:39:49.818 an entirely different team 00:39:50.259 --> 00:39:52.481 than the front end when you 00:39:52.521 --> 00:39:54.242 call to check on a patient. 00:39:54.483 --> 00:39:56.465 The outsourced call service 00:39:56.505 --> 00:39:57.326 company that they've 00:39:57.405 --> 00:39:59.347 outsourced in India or something. 00:39:59.447 --> 00:40:00.409 When the roosters are 00:40:00.429 --> 00:40:01.889 crowing in the background. 00:40:01.969 --> 00:40:02.490 Right. 00:40:03.110 --> 00:40:05.612 You just it's such a process. 00:40:05.771 --> 00:40:07.231 And again, I'm going to state it. 00:40:07.612 --> 00:40:09.512 We don't want you any longer 00:40:09.552 --> 00:40:11.233 than you want to be with us. 00:40:11.313 --> 00:40:12.594 And it's not you. 00:40:13.193 --> 00:40:15.815 It's it is one more thing on 00:40:16.034 --> 00:40:17.275 our credentialers plates. 00:40:17.436 --> 00:40:18.916 It's it's almost like a joy 00:40:18.936 --> 00:40:20.277 for us to check the boxes. 00:40:20.336 --> 00:40:22.536 So if we get to check a box 00:40:22.637 --> 00:40:24.697 and you graduated from college. 00:40:24.818 --> 00:40:26.719 you know, here to here to here to, Oh, 00:40:26.739 --> 00:40:27.259 we're done. 00:40:27.360 --> 00:40:27.559 I mean, 00:40:27.619 --> 00:40:29.081 it is the happiest day of our life. 00:40:29.121 --> 00:40:30.081 So yeah, that's awesome. 00:40:30.822 --> 00:40:32.822 And I'm sure that, you know, 00:40:32.922 --> 00:40:33.902 a lot of companies out that 00:40:33.922 --> 00:40:34.443 feel that way. 00:40:34.963 --> 00:40:36.505 But I think that, you know, 00:40:36.684 --> 00:40:38.846 the other thing I just want 00:40:38.925 --> 00:40:40.347 everyone to know is as 00:40:40.387 --> 00:40:41.688 compared to other companies, 00:40:41.748 --> 00:40:44.429 I want them to know why we're different. 00:40:44.570 --> 00:40:46.331 And I think why we're 00:40:46.371 --> 00:40:49.112 different is we are a fairly small team. 00:40:49.152 --> 00:40:49.713 We're not, 00:40:50.543 --> 00:40:52.364 We're not a big, big company. 00:40:52.623 --> 00:40:54.005 And a lot of times we're 00:40:54.045 --> 00:40:55.525 dealing with our own clients. 00:40:55.565 --> 00:40:56.927 So these are clients that 00:40:57.407 --> 00:40:58.168 we're going to have in 00:40:58.268 --> 00:40:59.409 membership or practice 00:40:59.469 --> 00:41:01.530 management or billing. 00:41:01.731 --> 00:41:03.052 And we want that 00:41:03.092 --> 00:41:04.793 relationship to be amazing. 00:41:04.853 --> 00:41:06.353 So we do everything in our 00:41:06.393 --> 00:41:09.135 power to be boutique and 00:41:09.175 --> 00:41:11.036 make sure that they're 00:41:11.077 --> 00:41:12.518 getting white glove. 00:41:12.538 --> 00:41:13.998 And I know it doesn't feel like it, 00:41:14.039 --> 00:41:14.900 but I think the reason it 00:41:14.920 --> 00:41:15.780 doesn't feel like it is 00:41:15.800 --> 00:41:16.420 because they just don't 00:41:16.501 --> 00:41:17.882 understand the process. 00:41:19.583 --> 00:41:21.463 If they could live a day in our shoes, 00:41:21.483 --> 00:41:22.885 they'd be like, holy crap. 00:41:24.525 --> 00:41:25.407 These guys care. 00:41:25.447 --> 00:41:26.987 They're doing everything they can. 00:41:27.007 --> 00:41:28.929 I love that. 00:41:28.949 --> 00:41:29.389 Stefani. 00:41:31.715 --> 00:41:34.577 no I mean how so it it's 00:41:34.617 --> 00:41:35.817 easy to get passionate 00:41:35.836 --> 00:41:37.018 about this topic stefani 00:41:37.038 --> 00:41:38.478 any last comments from you 00:41:38.518 --> 00:41:39.898 that that's in the weeds 00:41:39.938 --> 00:41:40.838 and grinding with these 00:41:40.878 --> 00:41:42.039 insurance companies every 00:41:42.079 --> 00:41:44.699 day getting the the emails 00:41:44.739 --> 00:41:46.219 from the clients of worry 00:41:46.280 --> 00:41:49.041 and and distress any final comments 00:41:56.605 --> 00:41:57.405 oh we got a delay on 00:41:57.465 --> 00:42:00.389 stefani's end um I yeah I 00:42:00.528 --> 00:42:01.750 think that it's really in 00:42:03.490 --> 00:42:06.474 oh sorry now you're you're 00:42:06.673 --> 00:42:07.954 you're you're fine stefani 00:42:07.994 --> 00:42:09.536 uh if you if you want take 00:42:09.556 --> 00:42:10.878 it away and any any final 00:42:10.918 --> 00:42:20.726 comments okay yeah yeah I think you know 00:42:21.393 --> 00:42:22.014 The same thing, 00:42:22.554 --> 00:42:24.376 comparing credentialing to a claim, 00:42:24.496 --> 00:42:24.775 right? 00:42:24.835 --> 00:42:26.496 Trying to give the insurance 00:42:26.916 --> 00:42:28.418 company's networks 00:42:28.838 --> 00:42:31.539 everything and then some, you know, 00:42:31.619 --> 00:42:32.581 so they don't have to come 00:42:32.641 --> 00:42:34.242 back and ask us for anything. 00:42:34.922 --> 00:42:37.262 But even though credentialing, you know, 00:42:37.282 --> 00:42:38.083 could be complete, 00:42:38.885 --> 00:42:39.567 in your case, 00:42:40.286 --> 00:42:41.628 you are still going to run 00:42:41.708 --> 00:42:44.289 into issues with the carriers, right? 00:42:44.510 --> 00:42:46.351 And it's really important to 00:42:46.411 --> 00:42:48.052 know what's the difference 00:42:48.072 --> 00:42:49.094 between a credentialing 00:42:49.173 --> 00:42:51.255 issue and what's the difference between, 00:42:51.735 --> 00:42:53.958 you know, insurance processing issue, 00:42:54.137 --> 00:42:55.298 whether it's they are 00:42:55.338 --> 00:42:56.679 showing you out of network 00:42:56.739 --> 00:42:59.681 or they're having you with the, you know, 00:42:59.822 --> 00:43:00.882 incorrect fees. 00:43:01.043 --> 00:43:05.226 It's really important to be 00:43:05.286 --> 00:43:07.927 resourceful during your credentialing. 00:43:09.445 --> 00:43:09.885 journey, 00:43:09.985 --> 00:43:12.027 just knowing who you should be going to, 00:43:12.086 --> 00:43:13.847 what questions you should be asking. 00:43:14.427 --> 00:43:16.548 And if somebody's never been in here, 00:43:17.009 --> 00:43:18.469 they can feel like they're 00:43:18.509 --> 00:43:20.869 just drowning and they 00:43:20.909 --> 00:43:22.210 don't know where to go. 00:43:22.371 --> 00:43:24.210 So I think it's important to 00:43:24.670 --> 00:43:26.672 really educate the team saying, 00:43:26.711 --> 00:43:29.353 if this is an issue, here's where we go. 00:43:29.472 --> 00:43:31.693 If this is happening, this is where we go. 00:43:32.981 --> 00:43:33.581 That's perfect. 00:43:33.942 --> 00:43:36.184 I think that's on point, Stefani. 00:43:36.324 --> 00:43:41.532 Yeah, this is an interesting topic. 00:43:42.012 --> 00:43:43.235 We didn't get into kind of 00:43:43.275 --> 00:43:46.458 like the strategy and how 00:43:46.498 --> 00:43:47.601 to maximize and how... 00:43:47.960 --> 00:43:49.702 to get that bigger fees 00:43:49.722 --> 00:43:50.824 because you can there's too 00:43:50.864 --> 00:43:51.704 many people saying you 00:43:51.744 --> 00:43:53.487 can't you absolutely can 00:43:53.507 --> 00:43:55.809 get better fees and um to 00:43:55.849 --> 00:43:56.849 paula's point of being a 00:43:56.889 --> 00:43:58.731 boutique uh organization 00:43:58.751 --> 00:43:59.432 that's what we pride 00:43:59.452 --> 00:44:00.414 ourselves on getting 00:44:00.934 --> 00:44:02.635 getting our buyers uh 00:44:02.775 --> 00:44:04.177 higher fees than the seller 00:44:04.197 --> 00:44:05.197 and that's a bump that 00:44:06.119 --> 00:44:07.960 um that's a free bump 00:44:08.119 --> 00:44:09.081 congratulations you get 00:44:09.121 --> 00:44:10.021 more money for doing the 00:44:10.041 --> 00:44:11.362 exact same procedures and 00:44:11.882 --> 00:44:13.983 you can do it no not from 00:44:14.043 --> 00:44:15.784 delta not from some of the 00:44:15.903 --> 00:44:18.786 ones that have us um uh 00:44:20.706 --> 00:44:21.847 have the biggest stick in 00:44:21.867 --> 00:44:22.927 the in the on the 00:44:22.967 --> 00:44:24.889 playground no you can't beat them up 00:44:25.429 --> 00:44:27.150 but there's a lot of other ones you can, 00:44:27.170 --> 00:44:28.411 and it can give you a serious bump. 00:44:28.431 --> 00:44:30.010 So maybe we can touch that 00:44:30.431 --> 00:44:31.592 on a future podcast. 00:44:31.871 --> 00:44:32.972 We've also done this 00:44:33.793 --> 00:44:35.333 credentialing episode in the past. 00:44:35.393 --> 00:44:36.414 And so check that out if 00:44:36.454 --> 00:44:37.414 anybody's doing that one. 00:44:37.934 --> 00:44:40.255 But ladies, thanks so much for joining us. 00:44:40.315 --> 00:44:41.137 And Paul, of course, 00:44:41.516 --> 00:44:43.777 helping me co-host this new 00:44:43.797 --> 00:44:45.378 brand of Dental Unscripted. 00:44:47.179 --> 00:44:48.619 Mike D'Incio, Paula Quinn, 00:44:49.320 --> 00:44:51.422 Stefani Sandoval here signing off. 00:44:52.121 --> 00:44:52.242 Guys, 00:44:52.262 --> 00:44:53.782 we've got a lot of other episodes 00:44:53.822 --> 00:44:54.762 coming down the pipe, 00:44:55.862 --> 00:44:57.483 and I'm really excited 00:44:57.503 --> 00:44:58.402 about the lineup we have in 00:44:58.422 --> 00:44:59.204 the next few months. 00:44:59.244 --> 00:45:01.523 So stay tuned and subscribe 00:45:01.543 --> 00:45:03.284 and follow us along the way. 00:45:03.603 --> 00:45:03.945 Cheers. 00:45:04.025 --> 00:45:17.467 Take care. 00:45:17.487 --> 00:45:18.248 Thanks for listening. 00:45:18.688 --> 00:45:19.927 Let us know how you like the show. 00:45:21.797 --> 00:45:26.733 Rate us on Apple and Spotify. 00:45:26.932 --> 00:45:28.478 Subscribe and follow for more.