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This Dental Specific Podcast is dedicated to the Dental "Entrepreneur" Michael Dinsio, Founder of Next Level Consultants, delivers #TRUTH when starting up a dental practice. From the very first step to getting the keys of a dental practice, Michael shares his raw & unscripted playbook with you. Not only does this podcast provide you with "What To Do" but more importantly "What Not To Do". With over over 15 years of experience & over 150 past clients, Michael delivers an educational and informative program in a real and genuine way. Start w/ Episode 01 - as we go through a STEP by STEP process.
00:09
Start up unscripted the questions you have with the truths you need to hear. Now your host, Michael Dinsio.
00:21
Hey, hey, guys. Thanks again. Welcome to Dental Startup Unscritped, the Encore series. So we're going to keep these bad boys going because now that you're open for business as a startup, there's lots of options and lots of different tools and things that can help you be successful. And today is no different. We're going to interview a gentleman from Dental Intelligence, a practice performance software.
00:50
We're gonna go over some really cool things in that we're gonna touch on like front office tools, what they can use at the front to be more efficient, more effective and just better at what they do. So this software helps that. We're gonna go over the huddle, the dreaded morning huddle. You guys, I'm telling you, the majority of dental offices probably more than 75 % of the time have crappy huddles and this tool helps you have.
01:19
a phenomenal huddle and we're gonna get into that. And just big picture, it's gonna help you with what changes you need to do to make your practice perform better. And there's a lot of software out there that kind of does the same thing, but these guys are the biggest and the baddest. So without further ado, let's get going, but don't miss, listen to the whole thing. You're gonna pick up some great tips and tricks. Let's get it started.
01:49
All right, all right, Zach, let's get this party started. This is another encore series of Startup Unscripted. And I'm super excited about today because we've got someone very unique that I utilize as a practice consultant almost every day with my clients. And I'm excited they accepted the invitation of being on the program. But we are in the encore series, folks. So if you missed it, start at the top.
02:18
top of the program because if you're looking at doing a startup, we go through start to finish and how to do a startup from the very first step to the last step. it's a lot of great information. think you'll learn from it. But this Encore series is now that we've got you into opening day and you're now operating and you're now
02:42
You've survived the project and hiring people and all of that. And you're in your first few months of ownership. And the question is, how do you get better? How do you get better? And today's guest has a tool that can help you get better. And so without further ado, I'm gonna introduce you, Mr. Zach McKenzie. Thanks for joining the program. Zach is a partner success manager at Dental Intelligence.
03:13
And Dental Intel, if you folks don't know it, Zach and I were chatting before I hit record here, they help about 10,000 or more dental practices all over the world. So it's fair to say that they are the world's leader in actionable data for dental practice management, which is pretty awesome to throw the word world's leader. So.
03:40
Without further ado, Zach, thanks for being on the program, brother. Yeah. Thank you so much, Michael. It's an honor to be here with you today. Yeah, man. So how would you describe dental Intel to the average Joe? What you guys do, how you do it and just, you know, that that 30 second elevator speech, I suppose. How would you describe dental intelligence? Yeah. So dental intelligence.
04:08
As you said, it is the world's best software to grow and manage a dental practice by focusing on practice profitability, improving team collaboration, and improving patient care. Because at the end of the day, we know how much there is to do every day in a practice. There's just so much to think about that you can't really get all your ducks in a row all the time without assistance of tools and or consultants and or these other things at your fingertips. And so
04:37
At the end of the day, dental intelligence is all about helping you take care of your patients and helping automate some of those processes within your practice to help assist your front office team, help your patients have the best care and feel cared for, and really helping the doctor and the practice owner, the administration know what numbers to look at, what things to really make sure are really helpful on a day-to-day basis is your
05:06
hygiene department performing well? Are you performing well? How's your front office team doing? What are you doing about all those patients that have walked out the back door and all these different things we give insights and on all of those things in addition to the tools to help take care of those things. think the episode's over Zach. You did a great job. No, I'm joking, but in all seriousness, like,
05:33
why dental intelligence is so important in my opinion is because it does touch on so many of the systems in a practice. It was amazing before I really got into practice management consulting, I was a banker, right? And as a banker, you're looking at a practice from a 50, 30, 50 foot view down. And I didn't realize
06:01
that a dental practice, the success of a dental practice lives and dies by every 15 minutes in every unit. Like it blew my mind that if an office was good at selling fluoride, every single 15 minutes or whatever inside every, that it adds up to this monster number at the end of the year, right?
06:29
That's just a little thing there, right? But the point of that is this software, essentially, your software essentially helps improve those systems. That's how I ultimately describe it. Is that a good way of putting it out there, Yeah, 100%. And just to add on to that, as you're looking at, I mean, those systems in your office, I mean, you have a wonderful front office team.
06:57
and your team that gels together. Sometimes it doesn't gel together, but that's just business as a whole. And as you look at how you're going into the daily and the weekly, mean, every 15 minutes it changes, but what changes do you need to make? What changes do you need to look at in your practice? Dental Intel gives the insights on those high level things. And then as it breaks down on a smaller level, it really
07:27
And you can get into the minutia of, this is exactly what John Smith needs today when they're in the office. And really getting into the minutia of that, but also having larger plans. I mean, historically, dental practices work off of three things, right? Production, collections, and new patients. They haven't really thought about, oh, what is my detailed case acceptance percentage? There are these things that they've thought about.
07:55
but not always really known what to do with or known that their data is good enough to really take action on some of those things. Yeah, totally. I, you know, as a practice consultant, I always get the question like, what should I be doing? What's average? What's normal? And one of my favorite things that dental Intel does is they give us these averages over 10,000 practices. said at the beginning of the episode. And so like,
08:23
no longer are these like ADA random surveys relevant when you talk to a dental intelligence, because they can tell you that your case acceptance by the dollar amount should be around what, 40 to 50 % ish? Is that right? Where every doctor's like, oh, I'm in 90%. It's like, no, bro, you're actually not. And dental Intel can tell you the littlest, granular, most important thing, but we're getting a little ahead of ourselves.
08:53
So let me set the tone, folks. So here we are in startup uncensored. You own a practice, you hire a brand new team, and every team member, specifically the front desk, comes from a background. I always say like the front office person, let's beat them up a little bit, sorry, not sorry, but it's the Ethel Greta Ashley phenomena, or the Ethel Greta Ashley
09:23
method or theory and it's mine, I made it up. So bear with me here. So Ashley, you hire Ashley today. And Ashley's been in the industry for five years and she came from a practice where Greta was the front office manager. And Ms. Greta has been in that dental office for 40 years and she did it the way she's done it for the last 30, 40 years. And guess what? Greta was trained by Ethel.
09:51
a hundred years ago or whatever, right? And I use those names purposefully because it's like the Ethel Greta and Ashley, right? It's so perfect for the generation. The point though is that Ashley is as young as she is, quote unquote Ashley, got trained by somebody who was trained by somebody. And you carry forward some of these old ways, right? And the systems are just...
10:18
a bit broken down and there's technology out there like dental Intel that can really help you like really deep dive and fix some of the things. And so I love dental Intel because cause front office people really can drive a practice forward using it. What are some of those ways Zach? Like I know what we push, but I want you to, you kind of give us that. Like what can the front office do with dental Intel to drive actionable production? Yeah.
10:48
Great question. to like just play off of your Ethel Greta Ashley analogy a little bit, when you have those things, it's just, oh, this is the way it's been done. No one really questions it when they come on into new, no one really questions it or gives that space for like, oh, is there a better solution? Should we change things up? Can we change it up? And I mean, with startups, that's perfect time to be thinking like, okay.
11:15
we're starting from fresh, what kind of systems do we want to implement from the get-go, which is what the main series talks exactly about in this Encore series goes further into that. And so I first of all, just wanted to say like, when was the last time you rethought how things are done in your office? Was it last week? Was it last month? Was it five or 10 years ago? And hopefully on this, hopefully on this episode, right? Exactly. There you go. And no better time than the present to think about it. And so,
11:44
Dental intelligence, we have been just, we made the best analytics platform about, we came onto the scene about eight years ago and we've been continually developing it. We've been continually wanting to be the go-to place and the leader in this actionable data. Now we say actionable because the lagging indicators, as we say sometimes, are like, your production, that's a great thing.
12:14
but like, are you going to do about that today? It's a good thing to set your status quo, know where you've been, but what are your actionable data out of that? And so Dental Intel, we've acquired software such as local med online scheduling, Modento inpatient engagement and communication. And along with our actionable data and the tools that we already had, you have the ability to really take care of the two different kinds of patients that you have in your practice. The patients that are in this chair or on your schedule.
12:43
And the patients that are not on your schedule, that are out of the office, that you're not scheduled to see again. First question is, do you know who those patients are? How many of those patients of your active patient base don't have a future scheduled appointment? And my my favorite, Zach, Zach, let's dig into that because here you are a startup and you've spent 30, 40, $50,000 on
13:12
marketing efforts. And I always say like your first 100 patients are your most expensive patients because you don't have this machine, this referral, patient referral machine. You don't have any Google reviews yet. So it's really expensive. It could be as much as 400 bucks per patient. Don't quote me on that, but the average is like 200, but your first 100 is about 400 bucks per patient. Okay. So is it important?
13:40
for 100 % of those first 100 patients to get rescheduled for their next, of course it is. Okay, and so all the more reason, another system that needs to be tightened. But Zach, like I get this all the time. Well, the dental software has a quick list, an ASAP list.
14:06
why should I use another software? Now I have to toggle to softwares. That's annoying, Zach. I can do all of that with OpenDental. Can't you? The information is there, but the functionality is not. with, and that's, mean, great point, because Dental Intel, where do we get all of our information in our different products and our different offerings? It's through syncing with your practice management software.
14:35
on a nightly basis or with some of our things, it's instantaneous depending on the product. And so that information in the practice management software is invaluable because you're putting it there. I mean, the new patients are there. That's where your treatment planning, that's where you're scheduling. But how easy is it to get a report of your production over the last 12 months on a month by month basis? Just as one example, like
15:03
I don't know how to run, pull that out of a practice management software. And like, I don't even know if it's possible, but with literally like two clicks of a button in dental Intel, you have that information at your fingertips to be able to see that. And for a startup as your, mean, you don't have that 12 months of history, right? But you have the list of these patients just at your fingertips and not only just that list of patients, but then what action are we going to take with them? Do I want to follow up with all those patients? You can have that.
15:33
pre-filled list in dental Intel, have your front office team track them and then have that front office team. Oh, because front office teams, how do you keep track of what they're doing? There's not a really good way to track their performance, right? And so follow-ups in dental Intel, if they're logging their calls, that writes back into the practice management software and tells you, this Donna in the front office made 30 calls this week and 10 of those calls, she actually talked to someone.
16:03
and five of those 10 calls, she actually got someone scheduled and you don't see that without a tool like dental Intel. You know, that is one of my favorite things about DI is that you can see the performance, but more importantly, the team can see the performance because I get a lot of, make all these calls and it sucks. And I pull up the results tool and I'm like, well, let's look at that. Oh my gosh, you put
16:32
$2,100 back on the schedule this week. I know that only 8 % of them you had success with, but it was a $2,100 result. Dude, that is badass. And they're like, oh yeah. I'm like, you're going to get way more voicemails and nos than you are yes, but the one yes put dollars back on the schedule and the doctor loves seeing that. So I love seeing that part, but.
17:00
But the big thing that I heard there, Zach, is what is the next step with that patient? Unfortunately, when a patient walks out the door, there's a 50 % chance that they're not coming back to accept treatment. Or I don't know what the statistic is, and maybe Zach knows, is if someone doesn't reschedule their hygiene, what's the statistic that they don't come back? I don't know. But the point is, is what is the follow-up?
17:30
And I get from front offices all the time, we have these tools, but the thing that Paula and I talk about all the time is sure, you have a list. You have a printed out list of your ASAP. But when you're doing re-care calls, folks, it's not about how many calls you make. It's about the effectiveness and the quality and the frequency of those calls. Because if you start working that 200 patient list ASAP list,
17:57
By the time you get down to the bottom, it's been like four months since you've called that first one. And that's not best practices. Best practices is you call someone today, they don't pick up, you call them again next week, you send them a text next week, you call them again and again until you remove them from your list. And it's about the quality. And that's a great thing about dental intel is you can, the frequency part of it, it's not about the list.
18:26
I mean, the list is great. You guys make it great. But to me, it's about the frequency. Yeah. And I love that. And just the frequency. And I would add consistency to that, Michael, like, who are we calling? Are we calling? Are we just going A to Z down that list? And every month or two months or four months, we're printing out a new one because that list is out of date as soon as you print it. Right. It's not going to be helpful tomorrow because who knows what if one of those patients called in and got scheduled or whatnot. And then when you call that patient,
18:55
You might look foolish just like, because, oh yeah, we're already scheduled. Didn't you know that? And those kinds of situations can happen. Or Jenny called earlier in the day and Ashley calls because they're on the ASAP list. And the patient's like, dude, Jenny just called me an hour ago. Dental Intel keeps track of this. So, so things like that, it's about systems, it's about tightening up. It's about being smarter with your time, not working harder.
19:26
Um, what other cool tools other than that, Zach, are you guys a big fan of inside dental and tells, uh, family? Yeah. So, um, something so Modento, if you haven't heard of Modento, go, go to Modento.io schedule a demo with us, like learn about what it can do. Cause it's just, when I saw it, like the first time my jaw was just on the floor for a while.
19:55
because it just the ability to just, it's so much more than just forms and patient communication. One feature that a lot of our practices love is called voicemail drops, where you have the ability. So let's say I'm a busy doctor and I have, doing post-ops and I wanna call every patient. I wanna give them that individualized attention.
20:23
but just there's not enough time in the day sometimes, right? Well, as a startup, you have all the time in the day to do that. This is true. Yeah, thank you for that reminder there. And as you grow, whether there's going to be that time where you switch from having all that time to being so busy that you don't have that time. And so the voicemail drop allows you to say,
20:50
I'm Dr. Zach, like, hey, I wanted to call you. I know that we had that procedure today. I just wanted to check in on you. If there's any problems that you have, feel free to give me a call. This is my number. And the way that's delivered to the patient is it rings their phone for half a second and leaves them a voicemail. And so they can see, oh, the doctor actually called me and left this nice voicemail, but it's this like, we can do this en masse and drop it to a lot of people.
21:19
And then if they have a problem, they can call back. I need that for my business. That's amazing. Yeah. Yeah. So times I need to follow up with, with my prospects and that that would be, that's a nice personal touch. And, and frankly, startups have so many startup docs have so many things to worry about. If there was a way to automate that, but keep the personalized touch, it's a win-win. Exactly. And I mean, even if
21:48
Like if you're struggling with hygiene reappointment right off the bat, getting your patients, like your new patients, you want to get them into your hygiene program ASAP, right? Because that is where we see the retention and higher case acceptance from patients that are in your hygiene program than those that are not. absolutely crazy kind of facts that I've seen is if you have a 70%, if you reappoint patients at a seven out of 10 rate, 70%,
22:19
versus a nine out of 10 rate, at the end of five years, you're going to, if you start with a thousand patients and reappoint at 70 % twice a year, you're going to have 30 active patients at the end of five years. But if you reappoint them at a 90 % clip, you have them coming, you have 350 patients that are going to be in your active patient base. And so just the fact of making sure that you're reappointing patients for hygiene is so important. And if that,
22:47
slips than using a voicemail drop or sending a text message with a link for them to schedule their next hygiene appointment. I mean, we're trying to help leverage these things for practices in a very, in a way that the patients want to interact. When I scheduled, when I switched dentists, when I switched insurances a few years ago, it took me literally a week to schedule with that dentist because I did an appointment request online and they emailed me and then I emailed them.
23:17
after their hours when I was looking at my personal email and we were just back and forth. Whereas if they had this, I could have been scheduled at the time that I wanted in five minutes and just been very happy with it. Guys, let's be honest. The millennials, zennials, my daughter and son are the alpha generation, folks. There's a new generation called the alphas. So you got millennials, zennials, alphas.
23:45
This is where the world is not where the world is going, especially since COVID. This is where the world is. If you can't make it easy to schedule, to collect money, which Modental does, if you can't make that easy, it's not going to happen because like I'm an, I apparently I'm old. Like I I'm in the, the, the, gen X by I'm a very young gen Xer, but the point is, is even me, I'm not even a
24:14
millennial, zennial or alpha. And I'm so busy, like it has to be easy, otherwise it's not gonna happen. And I read an article that most people spend 53 seconds on a webpage on average. That's it. 53 seconds, not even a minute. The point is, is we're not holding people's attention. It's just the way of life. And so if you don't make it easy to make payments,
24:41
make it easy to schedule payments, you're missing the boat. Hey, back to the analogy of the night reappointment at 90 % versus 70%. We always say at next level that like all of these systems are like spilt milk. So I say spilt beer, Paula thinks it's not appropriate. So she goes with milk, I go with beer, but it's always a beer foul, right? When you spill your beer.
25:11
The theory is how do you get 100 % of that beer back in the glass, right? You could wipe it up with a rag and wring it. You could funnel it and squeegee it into the glass. You're never gonna get 100%. And having the tools that DI has, you can really keep a tight, tight track on that and save as much beer as possible.
25:38
Let's switch gears. You mind if I comment on that, Michael? Yeah, please. So talked about the like the two kinds of patients, patients that are in the office and patients that are out. We have a tool to help you have the most wonderful morning huddle, whether you call it a morning huddle, morning meeting, whatever you want to talk about. You beat me to it. That was my segue. Okay. Morning huddle, morning huddle. Go. Yeah. And so
26:05
talking about, okay, we're seeing these 10 patients, these 20, 30 patients today, who is responsible for making sure they get reappointed? Who is responsible for these things? Having those discussions, because a patient that has their butt in your chair is so much easier to talk to than the patient that is not in your chair, right? It's going to take, on average, we see seven to 10 calls or attempts to reach them outside in order to get them back. And so if you can take care of those things while they're in the office.
26:35
that's going to just improve that. So we have the tools for both of those things. We have a morning huddle. We have the tools with your schedule today. And then you have the tools to help identify the patients that are outside of your practice. And what are we going to do to kind of focus on bringing them back? Okay. You just hit a lot there and it's a perfect segue. Morning huddles. So as a practice consultant, we always get
27:01
we always ask, know, consultants love to ask the annoying questions. Do you do a morning huddle? And everybody's like, no, I don't do them. They're so stupid. Like we all just sit in a circle and kumbaya and just read the schedule. It's so dumb and pointless. And I love that answer, by the way. Like that's my favorite because it just teased me up to just like knock this out of the park because I agree.
27:31
That huddle sucks. There's no reason to do that huddle. The huddle that you just described folks is pointless. Everybody can read. Everybody. Everybody can see. Profit cleaning exam, crown, tube, blah, blah, blah. That is not what a huddle is for. A huddle is to get prepared for the day so that it can be the most effective.
28:01
efficient and frankly profitable day and the best patient experience possible. And so dental intel has this amazing huddle tool, daily huddle tool. it tells you, and sorry, I'm totally stealing your thunder. It's like, it's my episode. Zach, what does the daily huddle give you? My God, my God. So I mean, the morning huddle, we like to break it.
28:31
into yesterday, today, and tomorrow. So yesterday, why in the world would we talk about yesterday? Because you want to, if you're actively focusing on something, then you'll improve it. I mean, one example, there was a practice that I worked with a few years ago that decided, hey, you know what? We're at 70 % hygiene reappointment. We're at the bottom of that. Like we don't want to be there. We want to be better.
28:57
And so they're like, okay, we're going to identify that each day in the huddle, we're going to celebrate some wins. We'll celebrate two or three things that went well yesterday. And then we're going to just focus on one thing each day. And that practice, they focused on hygiene reappointment and making sure they were reappointing hygiene. And they went from 70 % to 95 % in six months. And that was even over the COVID bubble where they weren't working for a month, but they still kept that up before COVID.
29:26
And then after they reopened after that. so just the point of like, okay, what are we going to focus on today? Cause if you're like me, when I set goals at the beginning of the year, I set like probably 10 and then I'm like, Oh, those seem easy. I'm going to just keep setting more. And then nothing gets done because there's so much to think about. And if I just pick one thing, like today, I'm going to be, I'm going to put my energy into talking with Michael on startup uncensored. And naturally there are other things that I'm focused on too, and that I'm doing.
29:55
but what is my energy? What is my focus? So when we talk about yesterday, that's kind of the idea there. And then today and tomorrow- You better goals, by the way. You need better goals if your goal is to be on my program. No. Okay, yesterday. So today, so today's the most, to me is the most important. Go ahead. 100%, because you're all there today. These patients are coming to see you today. And how often does your schedule at the beginning of the day look like it does at the end of the day?
30:25
Never. Right. And so when we're looking at the schedule at the beginning of the day, we want to be prepared and just knowing, okay, who's going to be talking about these things? Who, are the big points of interest? And kind of like I alluded to earlier, if we're focusing on hygiene reappointment, then who's talking to who are the handoffs going well from the back to the front is the hygienist scheduling that before they even bring them up to the front with a whatever treatment option. I mean, that's what my hygienist did a couple of weeks ago. And I
30:55
had a hygiene appointment, got scheduled in the chair and then move forward to schedule my treatment before I left. And so like, what are the coordination things and whatnot today? And then are there empty holes in the schedule today that like may be there? Dental Intel will give you a list with a smart AI to know, these are the best patients out of our database that we should be reaching out to first to try and fill this spot.
31:25
I, before you move on to tomorrow or the future of the daily huddle, I want to point out something that we love to talk about, and that is just chart auditing. So it's so easy to chart audit with your tool. You can, you can go in there and you can see who's, who's up on their FMXs, who, who doesn't have another, who doesn't, who has family members that are not scheduled, who's got money that we need to collect.
31:55
who I mean, it literally sets you up for the most success possible. That's again, folks, that's what daily huddles are for. It's not about what's on the schedule. It's about what opportunity could we get out of the patients that we're gonna see today. It could be collecting money. It could be getting an FMX. It could be getting mom.
32:23
to schedule for Johnny, Susie and Marie. You get three reappointments and one shot. I mean, it gives you birthdays. mean, there's so much opportunity in every given day, unscheduled treatment. Who on the hygiene schedule has unscheduled treatment? And to your point, where can we fit them in? Same day treatment. So forget reading the schedule, folks. Find opportunities, but...
32:52
The thing about dental intel is it makes it just right in front of your face. Like you don't even have to go and dig for this stuff. So yeah, great, great, great tool. What about, is it the future or the next day? So tomorrow looks at the next day that you have patients scheduled. So if you're looking at this on a Thursday and you don't have the office is closed Fridays, it's going to show you next Monday. So what are some of the things that we might want to just mentally prepare for, or are there blocked spots in the schedule that we need to fill?
33:22
And so really the bulk of your time is spent on today because that's what matters today, right now in the office. so, and then after you're done with tomorrow, we always have an, we call a motivational minute. We provide a quote and we provide a video, a short minute long or so video that is funny or inspirational just to get your team set off on the right foot for the day in seeing all the patients. Because I mean, all of you know that work in the office, it can be emotionally exhausting throughout every day.
33:51
And so if you come into your morning meeting, dreading it, like what Michael was saying earlier, like we just don't like it. We're just reading through like, what's the point of this? But this is your real time to like come together as a team. And because you're working in your silos throughout the day and it can hard, be hard to have that camaraderie within the office. But there's this opportunity for 10 or 15 minutes every morning to highlight a couple of things, make sure that you're all on the same page about things that need to be discussed.
34:20
and then just start the day off on a good foot. Yeah, it's about as good as it gets when it comes to huddles. It's a must in every practice. So yeah, definitely check out a demo on that folks because especially a startup, you're starting up from scratch. You don't have to carry over Greta's morning huddle. You can carry over Ashley 2.0's.
34:49
with Dental Intel's tools. It's all great stuff. Zach, I wanna end with this tool or this last question, sorry, not tool of like, what value do you see? Cause a lot of consultants use Dental Intel and I don't think that's a misnomer. think that's like, there's something to that, right? Like we require our clients to be on it.
35:19
a lot of other consultants do as well. Why do you think consultants love it so much? And what role do consultants play? I mean, you have so many relationships with so many other consultants like us. Like, what do you think their role is in all of this with dental Intel? Because I definitely don't think it replaces us. what's your, what's your 100 %? Yeah. 100 % does not replace you as the consultant. And the thing that I love
35:49
about just dental Intel and the data. I'm a math nerd. I enjoy my data. I enjoy the numbers. I know not everyone is that way. And what dental Intel is so good at is providing that data. And like, hey, here is the data. Here's some action that you can take with it. But what is the story of that data? One of my favorite things to do is pulling up a production year over year graph and say, hey, looking at this production over time,
36:18
what differences do you notice? What changes happened in your office? I noticed this real drop in production or this real spike in production here, or maybe you've been consistent for a long time. And as a startup, it's going to look a little bit fun because you're like, okay, we're just jumping right up on that. And so the value of a consultant, and I'm as a partner success manager at Dental Intel here, as you said, Michael, I get to work with a lot of...
36:48
our partners here that can range from marketing to business consulting to clinical, that's the word I'm looking for. And anything in between when it comes to the practice. And the value of that is as a software, we can give you this data. We can say, hey, like these are some good things that you need to do and you definitely need to utilize in your office. And then as the consultant comes in, they can say, hey,
37:15
Here are the trends that we're seeing. Here's the impact that we've implemented. And I mean, also dental Intel, we've talked about a ton of different features that we offer, and that's just scratching the surface of all the different things that you can do with our suite of products. And so having someone to help walk you through that, keep you accountable over time, and also introducing the other aspects that they bring to the table. mean, Michael, you're an expert when it comes to startups and working with people in that space.
37:45
And so you have that expertise, you have that experience, and then you add the data and the software to it to help them take quick action on these things. I mean, that is just a match made in heaven. Yeah, it really is. You kind of teed it up really nice and for me, someone once told me when I was a young banker and maybe a bit naive, was another consultant that had been in the industry for a long time. And I said, as a banker, I'm like, well,
38:14
You know, why do I need a consultant when I have a CPA?
38:20
And this was one of my favorite questions that stuck with me for so long. And it's kind of the same question. Why a consultant if I have dental intel? And it's as simple as this, self-serving, I know, but still the CPA dental intel can tell you the what, but the consultant can tell you how to fix that, right?
38:47
you guys can say your reactivation sucks. Let's get that up. But the consultants are going to be there and say, you need to carve this amount of time out. need to have this system call, call, email, text, call, deactivate. Like here's the system. Here's how you do it. And oh, by the way, you probably need some scripting along with that, right? And so it's the what and the how combined. And I think you said that perfectly. So that's number one.
39:17
And so yeah, that's the biggest piece there is I think it does make a nice pairing. Final thoughts there, Zach, as we head into the finale here. How do people get a hold of you? What is the process here if people are interested? Yeah. If you're interested, I mean, I'll leave some contact info.
39:44
with Michael that he can share in the notes or whatnot as well. But if you visit us at dentalintel.com or modento.io or localmed.com, those are all websites that you can come find us. If you talk to Michael, know that he's, I mean, as he's spoken, he works closely with our products and he and I work closely together to help his clients have success. so
40:11
even if you're not looking for an entire client relationship or something like that, Michael knows his way around this software well to help you get an idea of, how can we leverage this in our practice? How can we really help with this? And so, and then yeah, if you want to contact me, Z Mackenzie at dentalintel.com and I'm more than happy to answer any questions or point you in the right direction. Even if I'm not the primary contact you'd go to, I can make sure you get there. Yeah, no, perfect. Zach, complete.
40:40
A pleasure, man. Thank you so much for representing. I love working with your product and folks in the show notes below, you're going to see some contact information and maybe I can get Zach to share in there some percentages and industry averages and stuff just to kind of show off their knowledge and acumen in the space.
41:07
I also love their profitability formula that potentially we could share in the show notes. So all great things, all great resources to help you guys be more successful right out of the gate, because every person that walks into your practice matters as a startup and it's an opportunity and dental and something help you do that. So Zach, so much, man. Thank you so much. It's pleasure. It was all mine. Thank you so much for having me. It was wonderful to chat with you.
41:37
in this fashion. Yeah, yeah, right on. All right, guys, well, stay tuned for the next episode. We're going keep these things going. reach out to Zach if you have any specific questions about his amazing product. Thanks so much. Thanks for listening. Tune in next week for another truth-filled episode of Startup Unscripted.