WEBVTT 00:00:29.448 --> 00:00:31.028 Welcome to Dental Unscripted. 00:00:37.171 --> 00:00:38.552 Where Mike Dinsio and Paula 00:00:38.573 --> 00:00:39.433 Quinn break down the 00:00:39.473 --> 00:00:40.654 practice ownership journey, 00:00:41.154 --> 00:00:46.536 one episode at a time. 00:00:46.576 --> 00:00:47.838 Starting up, buying, 00:00:47.997 --> 00:00:49.838 and running a successful dental practice. 00:01:02.478 --> 00:01:03.737 All right, all right, guys. 00:01:03.777 --> 00:01:04.759 Welcome back to another 00:01:04.799 --> 00:01:08.120 great episode of Dental Unscripted. 00:01:08.159 --> 00:01:10.441 We are in the middle of Shark Week. 00:01:10.521 --> 00:01:12.161 It is here again, back again, 00:01:13.081 --> 00:01:14.462 the third year in a row. 00:01:14.501 --> 00:01:16.022 We may have missed last year. 00:01:16.082 --> 00:01:16.602 I don't know. 00:01:16.623 --> 00:01:17.403 It was a crazy year, 00:01:17.442 --> 00:01:21.024 but we did Kids Week last year. 00:01:21.084 --> 00:01:24.066 So yeah, this is the third Shark Week, 00:01:24.385 --> 00:01:25.605 and I'm super pumped 00:01:25.646 --> 00:01:27.746 because this whole week has been epic. 00:01:28.667 --> 00:01:31.128 uh knowledgeable amazing 00:01:31.468 --> 00:01:33.108 general contractors that 00:01:33.248 --> 00:01:35.968 specialize in dental and 00:01:36.028 --> 00:01:37.608 boy do they know a lot more 00:01:37.629 --> 00:01:38.969 than I do about the topic 00:01:39.689 --> 00:01:40.829 and I'm excited because 00:01:40.870 --> 00:01:41.390 we're getting an 00:01:41.450 --> 00:01:42.989 opportunity to bring steve 00:01:43.051 --> 00:01:44.070 anderson back on the 00:01:44.111 --> 00:01:45.430 program this is his second 00:01:45.790 --> 00:01:47.772 I will say his second time 00:01:47.811 --> 00:01:48.772 being on the program 00:01:49.471 --> 00:01:53.254 And Steve Anderson is with Denco. 00:01:53.995 --> 00:01:55.256 You might know him from his 00:01:55.335 --> 00:01:57.037 book where we'll put a plug 00:01:57.076 --> 00:01:58.278 and a link down below. 00:01:58.317 --> 00:02:00.239 If you want to pick up his book, 00:02:00.259 --> 00:02:01.000 it's an excellent book. 00:02:01.040 --> 00:02:02.861 Steve, welcome back to the program, 00:02:02.900 --> 00:02:03.240 my friend. 00:02:03.301 --> 00:02:03.840 How you doing, buddy? 00:02:03.861 --> 00:02:04.841 Good. 00:02:04.902 --> 00:02:06.022 Thank you so much for having me. 00:02:07.531 --> 00:02:08.812 Yeah, absolutely. 00:02:08.832 --> 00:02:10.054 I threw Steven a curveball. 00:02:10.074 --> 00:02:11.155 This was actually scheduled 00:02:11.194 --> 00:02:12.235 four hours from now, 00:02:12.276 --> 00:02:13.858 but Steve was able to jump on. 00:02:13.918 --> 00:02:15.800 So he just he's just ready 00:02:15.819 --> 00:02:17.622 to go at any moment of time, 00:02:18.162 --> 00:02:19.544 which which is something that I love. 00:02:20.204 --> 00:02:20.564 Steve, 00:02:20.604 --> 00:02:22.486 tell me a little bit about Danko and 00:02:22.526 --> 00:02:23.768 you and your philosophy, 00:02:23.788 --> 00:02:24.889 because you and I get into 00:02:24.929 --> 00:02:26.289 a lot of conversations. 00:02:27.131 --> 00:02:28.891 about the business of 00:02:28.951 --> 00:02:31.712 dentistry it you and I end 00:02:31.752 --> 00:02:33.252 up talking a lot more about 00:02:33.332 --> 00:02:35.234 just hammers and nails you 00:02:35.253 --> 00:02:36.935 know we we talk about the 00:02:37.014 --> 00:02:38.314 business of dentistry and 00:02:38.354 --> 00:02:40.195 being a good leader and how 00:02:40.235 --> 00:02:41.796 to do this right but like 00:02:42.276 --> 00:02:43.336 tell tell us a little bit 00:02:43.356 --> 00:02:44.957 about steve and and denko 00:02:44.978 --> 00:02:45.918 what you guys are all about 00:02:45.997 --> 00:02:46.998 over there in the in 00:02:47.179 --> 00:02:49.020 arizona that's where steve 00:02:49.060 --> 00:02:50.280 is primarily out of I don't 00:02:50.319 --> 00:02:51.721 think he's steve do you do 00:02:51.760 --> 00:02:53.040 stuff outside of arizona I 00:02:53.100 --> 00:02:54.921 don't think so no just arizona yeah 00:02:55.421 --> 00:02:55.861 Yeah. 00:02:55.921 --> 00:02:57.443 So, so give us your little, uh, 00:02:57.462 --> 00:02:59.985 a little plug about, uh, Denco and your, 00:03:00.004 --> 00:03:01.385 your company and, and you. 00:03:01.406 --> 00:03:04.508 Uh, Steve Anderson, uh, 00:03:04.587 --> 00:03:08.971 been doing this just dental since, uh, uh, 00:03:09.091 --> 00:03:12.992 uh, and so we're coming up, gosh, 00:03:13.013 --> 00:03:15.115 I hate to do the math, but it's, 00:03:15.134 --> 00:03:18.296 that's a lot of years, you know, uh, 00:03:18.317 --> 00:03:19.396 but we sure have enjoyed it. 00:03:19.417 --> 00:03:20.138 We've done, uh, 00:03:20.617 --> 00:03:22.058 completed over a thousand 00:03:22.299 --> 00:03:23.699 design build offices and, 00:03:24.587 --> 00:03:26.408 And the fun thing is, is, uh, 00:03:27.370 --> 00:03:28.991 helping people make better choices. 00:03:29.031 --> 00:03:29.731 And that's really the 00:03:29.792 --> 00:03:31.092 premise of everything we do 00:03:31.173 --> 00:03:35.295 is when I first, uh, was looking for, 00:03:35.955 --> 00:03:37.396 what do I do better and how 00:03:37.417 --> 00:03:39.098 can I be a better resource 00:03:39.157 --> 00:03:40.459 at driving work one morning? 00:03:40.519 --> 00:03:42.561 And at that point I was doing everything. 00:03:43.200 --> 00:03:46.764 And I shortly realized that, uh, 00:03:46.824 --> 00:03:48.444 in that short, fifteen minute, uh, 00:03:48.645 --> 00:03:50.907 drive that there was a big 00:03:50.967 --> 00:03:52.388 need in the dental market and, 00:03:53.544 --> 00:03:54.764 It became Denco Dental 00:03:54.784 --> 00:03:56.966 Construction and I ended up 00:03:57.006 --> 00:03:57.727 getting rid of all the 00:03:57.747 --> 00:04:00.328 other clients and really 00:04:00.388 --> 00:04:01.729 started focusing and 00:04:02.209 --> 00:04:03.889 quickly found that there's 00:04:03.909 --> 00:04:05.531 a lot of specialists out 00:04:05.570 --> 00:04:07.472 there that sell their Kool-Aid, 00:04:07.572 --> 00:04:09.432 but they take the client 00:04:09.574 --> 00:04:10.753 and try to put the client 00:04:10.854 --> 00:04:13.256 into their Kool-Aid box and 00:04:13.575 --> 00:04:14.575 make it work for them 00:04:14.637 --> 00:04:16.016 rather than basically 00:04:16.057 --> 00:04:16.778 finding out what's 00:04:16.817 --> 00:04:18.139 important to the dentist, 00:04:18.798 --> 00:04:19.980 what the dentist is about 00:04:20.000 --> 00:04:22.021 and who they are and how unique they are. 00:04:22.665 --> 00:04:24.269 and making their experience 00:04:24.329 --> 00:04:26.514 and making everything about them instead. 00:04:27.495 --> 00:04:29.160 And that's kind of where I took off. 00:04:30.372 --> 00:04:32.334 Yeah. 00:04:32.553 --> 00:04:34.935 And so, Steve, 00:04:36.175 --> 00:04:37.396 because you have so many 00:04:37.475 --> 00:04:39.836 years of doing this, 00:04:41.156 --> 00:04:42.137 how have things changed? 00:04:42.617 --> 00:04:43.158 I'm just curious. 00:04:43.177 --> 00:04:44.139 I haven't asked anybody else 00:04:44.178 --> 00:04:45.158 this question this week. 00:04:45.959 --> 00:04:47.139 How have things changed over this? 00:04:47.180 --> 00:04:48.319 We were kind of just talking 00:04:48.360 --> 00:04:51.500 about how the world has totally changed. 00:04:52.982 --> 00:04:53.201 I mean, 00:04:53.262 --> 00:04:54.942 I can't even imagine how your world 00:04:54.963 --> 00:04:57.004 has changed over the, again, 00:04:57.043 --> 00:04:57.903 can't do the math. 00:04:58.466 --> 00:05:00.086 Well, you know, well, 00:05:00.107 --> 00:05:02.827 first we're talking about, uh, you know, 00:05:02.848 --> 00:05:04.867 the Walmart mentality and then, you know, 00:05:04.968 --> 00:05:06.028 everyone wants a cheaper, 00:05:06.088 --> 00:05:08.009 and then we're talking about the Amazon, 00:05:08.028 --> 00:05:10.988 uh, vibe where you want it faster. 00:05:11.309 --> 00:05:14.949 And then we're talking about COVID and how, 00:05:15.709 --> 00:05:15.810 uh, 00:05:16.029 --> 00:05:18.310 things Dennis for a short time stuck 00:05:18.329 --> 00:05:20.850 their head in the sand and, uh, 00:05:21.091 --> 00:05:23.531 didn't want to even try anything. 00:05:23.591 --> 00:05:25.252 And when instead they should 00:05:25.271 --> 00:05:27.752 have been invested in themselves and 00:05:28.413 --> 00:05:29.834 now we have a new market, 00:05:30.154 --> 00:05:33.216 the new market is the 00:05:33.375 --> 00:05:34.836 operatories look different, 00:05:35.076 --> 00:05:37.016 and the hallways look different. 00:05:37.117 --> 00:05:39.057 And the how people are greeted it, 00:05:39.177 --> 00:05:39.959 it was interesting. 00:05:40.038 --> 00:05:43.560 And when COVID happened, all of a sudden, 00:05:43.660 --> 00:05:44.699 Dennis started realizing I 00:05:44.800 --> 00:05:46.161 don't need a waiting room that big, 00:05:46.500 --> 00:05:47.060 because also, 00:05:47.701 --> 00:05:48.822 they had to get real creative. 00:05:49.221 --> 00:05:50.442 And then I still had to do 00:05:50.483 --> 00:05:51.223 better scheduling. 00:05:51.956 --> 00:05:53.137 I couldn't agree more. 00:05:53.658 --> 00:05:54.858 It's one of the very first 00:05:54.879 --> 00:05:55.560 things that me as a 00:05:55.620 --> 00:05:57.120 consultant looks at is the 00:05:57.180 --> 00:05:59.562 front office and the waiting room. 00:06:00.062 --> 00:06:01.524 Nobody's waiting anymore. 00:06:02.144 --> 00:06:03.845 If people are waiting, 00:06:03.904 --> 00:06:04.966 what are you doing in the 00:06:05.005 --> 00:06:06.447 back keeping people waiting? 00:06:06.846 --> 00:06:07.947 Unless you're a Medicaid 00:06:08.007 --> 00:06:09.168 office that has a whole 00:06:09.209 --> 00:06:10.610 family sitting out in the front. 00:06:12.290 --> 00:06:13.971 It's a huge waiting room. 00:06:14.232 --> 00:06:15.213 You're exactly right. 00:06:15.252 --> 00:06:16.694 Well, it was interesting. 00:06:17.675 --> 00:06:19.396 We had an office and we were 00:06:19.475 --> 00:06:21.317 just finishing it right before COVID. 00:06:22.011 --> 00:06:23.892 And they went on and just knocked it dead. 00:06:24.572 --> 00:06:25.853 But the biggest thing she 00:06:25.913 --> 00:06:27.516 said when I went and did a 00:06:27.735 --> 00:06:28.916 one-year review, she says, 00:06:29.697 --> 00:06:31.579 I wish I would have done 00:06:31.619 --> 00:06:32.899 another operatory if I 00:06:32.939 --> 00:06:34.521 didn't have this damn big 00:06:34.721 --> 00:06:37.004 waiting room and I could 00:06:37.024 --> 00:06:37.963 have done more production. 00:06:38.845 --> 00:06:39.766 And it was just, 00:06:40.416 --> 00:06:41.579 great mindset for me. 00:06:41.699 --> 00:06:43.201 But also, you know, it's interesting, 00:06:43.740 --> 00:06:44.362 over the years, 00:06:44.923 --> 00:06:45.624 I've seen where the 00:06:45.663 --> 00:06:46.964 operatories went from two 00:06:47.045 --> 00:06:48.346 sinks in every operatory 00:06:48.406 --> 00:06:50.709 down to one to a T wall to 00:06:51.250 --> 00:06:53.012 now that's just a sink out 00:06:53.033 --> 00:06:54.595 in the hallway and no sinks 00:06:54.634 --> 00:06:55.576 in the operatories. 00:06:55.615 --> 00:06:55.696 And 00:06:56.228 --> 00:06:57.449 no cabinets on the side of 00:06:57.468 --> 00:06:58.750 the operatories as the 00:06:58.790 --> 00:07:00.389 common denominator no 00:07:00.509 --> 00:07:02.189 overhead ceiling post 00:07:02.250 --> 00:07:03.451 lights or track lights and 00:07:03.790 --> 00:07:05.211 I know their loops I mean 00:07:05.230 --> 00:07:06.250 it's it's changed 00:07:06.271 --> 00:07:07.891 dramatically even the 00:07:08.071 --> 00:07:09.771 x-rays you know the x-rays 00:07:09.791 --> 00:07:11.992 on the wall I love I love 00:07:12.012 --> 00:07:13.593 this so so guys like as you 00:07:13.612 --> 00:07:15.192 can tell uh steve gets 00:07:15.312 --> 00:07:16.473 really into the design 00:07:16.512 --> 00:07:17.552 piece and this is exactly 00:07:17.572 --> 00:07:18.514 where I wanted to take this 00:07:18.574 --> 00:07:19.374 episode because 00:07:20.293 --> 00:07:21.454 We've had this whole 00:07:21.495 --> 00:07:23.076 discussion about this whole 00:07:23.096 --> 00:07:24.617 week about design build 00:07:24.677 --> 00:07:27.019 versus bid and all the things. 00:07:27.540 --> 00:07:30.723 And the overwhelming way of doing it today, 00:07:31.064 --> 00:07:32.144 as I interview the top 00:07:32.185 --> 00:07:33.386 contractors in the country, 00:07:33.786 --> 00:07:35.687 is a design build slash 00:07:35.728 --> 00:07:39.531 design assist where you, the contractor, 00:07:39.690 --> 00:07:41.492 has either in-house or 00:07:41.572 --> 00:07:43.894 partnering up with a designer outhouse. 00:07:44.536 --> 00:07:46.596 And you guys collaborate and 00:07:46.656 --> 00:07:47.257 make decisions. 00:07:47.971 --> 00:07:49.492 make a deal happen make a 00:07:49.552 --> 00:07:51.353 budget happen make get 00:07:51.394 --> 00:07:53.415 creative with budgets and 00:07:53.555 --> 00:07:55.935 all the things and um 00:07:56.036 --> 00:07:57.797 anyways one of the best 00:07:57.817 --> 00:07:58.817 things about steve and 00:07:58.857 --> 00:08:00.637 denko construction is their 00:08:00.677 --> 00:08:02.519 ability to really dig in 00:08:02.538 --> 00:08:03.899 and start thinking about 00:08:04.059 --> 00:08:05.500 workflow and the design 00:08:05.560 --> 00:08:07.761 element uh I had steve 00:08:07.821 --> 00:08:08.781 actually on one of my 00:08:09.122 --> 00:08:10.562 clients not too long ago 00:08:11.043 --> 00:08:11.942 and he was giving more 00:08:12.023 --> 00:08:13.764 feedback than the architect was 00:08:14.324 --> 00:08:16.185 And I'm like, dude, 00:08:16.365 --> 00:08:17.947 the roles are kind of reversed here. 00:08:17.987 --> 00:08:18.447 So Steve, 00:08:19.387 --> 00:08:21.629 let's get into some of the design 00:08:21.810 --> 00:08:26.252 and how you collaborate and 00:08:26.353 --> 00:08:29.115 how you get a doctor from, oh, 00:08:29.694 --> 00:08:32.057 here's a shell or a cold shell, 00:08:32.096 --> 00:08:32.576 warm shell. 00:08:32.918 --> 00:08:36.639 How do we go from that to submit plans? 00:08:37.821 --> 00:08:40.582 And what's your part in it as a GC? 00:08:40.623 --> 00:08:43.065 What's your part in that process? 00:08:43.264 --> 00:08:43.985 That's the question. 00:08:44.005 --> 00:08:44.105 Yeah. 00:08:45.470 --> 00:08:47.471 I find what works best for 00:08:47.751 --> 00:08:49.594 myself and our clients is 00:08:49.994 --> 00:08:52.336 to get involved early and a 00:08:52.375 --> 00:08:53.277 lot of times even before 00:08:53.297 --> 00:08:54.518 the architect gets involved. 00:08:54.658 --> 00:08:55.599 And the reason being is 00:08:56.279 --> 00:08:58.182 asking those questions that 00:08:58.822 --> 00:09:00.484 usually don't get asked. 00:09:00.524 --> 00:09:02.524 It's the old adage of you 00:09:02.546 --> 00:09:03.546 don't know what you don't know. 00:09:03.586 --> 00:09:04.746 And a lot of dentists don't 00:09:04.807 --> 00:09:06.808 know what to say or what to do. 00:09:06.889 --> 00:09:10.072 And a lot of times I've seen 00:09:10.131 --> 00:09:11.714 plans developed literally 00:09:12.511 --> 00:09:14.533 by they had the square footage. 00:09:14.592 --> 00:09:15.793 So they just draw something. 00:09:16.293 --> 00:09:18.394 And then the dentist doesn't 00:09:18.413 --> 00:09:19.134 have a clue what they're 00:09:19.153 --> 00:09:20.333 looking at and they're going, well, 00:09:20.794 --> 00:09:21.695 that's the architect. 00:09:21.735 --> 00:09:22.774 So he knows what he's doing 00:09:22.815 --> 00:09:24.775 and they sign off, go to work. 00:09:24.816 --> 00:09:26.255 And I I've literally had 00:09:26.296 --> 00:09:27.756 that happen a number of years ago. 00:09:28.277 --> 00:09:29.476 One that really sticks in my 00:09:29.517 --> 00:09:33.018 mind was a client, uh, over in Mesa. 00:09:33.437 --> 00:09:35.918 And he had a dentist that 00:09:35.938 --> 00:09:36.918 was going to be bigger than 00:09:36.979 --> 00:09:38.620 him coming in partnership with him. 00:09:39.442 --> 00:09:40.864 And he had, 00:09:41.163 --> 00:09:42.745 he was going to build out six more ops, 00:09:43.426 --> 00:09:45.606 but he goes, here's my plans. 00:09:45.826 --> 00:09:46.488 They're permitted. 00:09:46.528 --> 00:09:47.128 Let's go to work. 00:09:47.869 --> 00:09:50.549 And I said, I said, I said, timeout. 00:09:51.410 --> 00:09:53.652 I said, let's talk about who you are. 00:09:53.893 --> 00:09:54.812 What's your agenda. 00:09:54.852 --> 00:09:56.875 What's what's going on. 00:09:56.914 --> 00:09:58.956 What's driving this need for expansion. 00:09:59.870 --> 00:10:01.610 And then can I look at your office? 00:10:02.091 --> 00:10:03.971 And when I looked at his office, came back, 00:10:04.011 --> 00:10:05.633 sat down and I go, 00:10:05.653 --> 00:10:07.153 you probably hate your operatories. 00:10:07.494 --> 00:10:08.774 And his mouth dropped and he says, well, 00:10:08.793 --> 00:10:09.374 how do you know? 00:10:10.154 --> 00:10:10.934 He says, well, 00:10:11.774 --> 00:10:13.155 it's so tight with the headwall. 00:10:13.235 --> 00:10:16.236 You got lots of length, but you have your, 00:10:16.418 --> 00:10:18.097 your utilities were set in such a way. 00:10:18.138 --> 00:10:20.399 And I remember this from ten years prior, 00:10:20.438 --> 00:10:21.639 you hired this professional. 00:10:22.442 --> 00:10:23.744 And he got less than two 00:10:23.783 --> 00:10:24.803 feet at the head wall 00:10:25.203 --> 00:10:26.144 between the head of the, 00:10:26.245 --> 00:10:27.424 it was like eight inches. 00:10:27.485 --> 00:10:27.865 And I said, 00:10:27.884 --> 00:10:29.166 you always have to turn your chairs. 00:10:29.206 --> 00:10:29.546 Don't you? 00:10:29.566 --> 00:10:30.547 And he says, I hate it. 00:10:31.567 --> 00:10:32.047 And I said, 00:10:32.606 --> 00:10:34.528 rolled out the plants and six more ops, 00:10:34.567 --> 00:10:36.068 exactly the same. 00:10:36.168 --> 00:10:36.788 Oh my gosh. 00:10:37.289 --> 00:10:40.331 And I, and I, and I said, you know, 00:10:40.530 --> 00:10:41.551 that you could fix this 00:10:41.610 --> 00:10:43.052 real easily and says, huh? 00:10:43.172 --> 00:10:43.951 That's possible. 00:10:45.133 --> 00:10:46.774 But again, nobody asked, 00:10:46.953 --> 00:10:47.813 asked the question, 00:10:48.014 --> 00:10:49.615 asked the question and, 00:10:50.308 --> 00:10:51.850 It was head over a six foot 00:10:51.889 --> 00:10:54.552 hallway outside his existing operatories. 00:10:54.932 --> 00:10:57.153 We moved it back a foot and 00:10:57.193 --> 00:10:58.134 we didn't even have to bust 00:10:58.174 --> 00:10:59.576 the floor to change the plumbing. 00:11:00.456 --> 00:11:02.597 And he just he was ecstatic. 00:11:03.918 --> 00:11:06.461 Well, I think I think that's really good, 00:11:06.480 --> 00:11:06.801 Steve, 00:11:06.821 --> 00:11:09.363 because like doctors don't know 00:11:09.383 --> 00:11:10.083 what's possible. 00:11:10.124 --> 00:11:11.745 I'm always talking about my clients. 00:11:12.976 --> 00:11:14.077 They've never done it before. 00:11:16.181 --> 00:11:17.621 They trust the professionals 00:11:17.642 --> 00:11:19.764 to take them on this journey. 00:11:19.844 --> 00:11:26.730 I'm going to go unscripted 00:11:26.770 --> 00:11:27.491 here for a second. 00:11:27.652 --> 00:11:31.176 I feel like there's less trust 00:11:32.625 --> 00:11:35.888 in the world today with my podcast, 00:11:35.927 --> 00:11:38.230 this one, with books like yours. 00:11:38.650 --> 00:11:40.613 There's a lot of information out there, 00:11:40.692 --> 00:11:41.634 Facebook groups. 00:11:42.234 --> 00:11:43.836 People are getting a lot of information, 00:11:43.875 --> 00:11:45.376 dentists that are listening right now, 00:11:45.657 --> 00:11:46.457 driving to work. 00:11:46.477 --> 00:11:48.940 You guys have a ton of 00:11:49.019 --> 00:11:51.241 information and then you digest it 00:11:52.062 --> 00:11:53.543 And then you kind of go 00:11:53.563 --> 00:11:54.784 through this process and 00:11:54.924 --> 00:11:58.466 there's less trust with the team, 00:11:58.667 --> 00:12:00.107 including me and Steve and 00:12:00.528 --> 00:12:01.928 the rest of the dental world. 00:12:02.788 --> 00:12:04.870 And that's where mistakes happen, 00:12:05.110 --> 00:12:05.990 in my opinion. 00:12:06.291 --> 00:12:08.211 And we need to get back to a 00:12:08.371 --> 00:12:12.695 world where our clients trust us again. 00:12:12.835 --> 00:12:14.275 Well, I wholeheartedly agree. 00:12:15.475 --> 00:12:16.057 But also... 00:12:17.812 --> 00:12:18.393 Dentists, 00:12:18.653 --> 00:12:21.294 everyone can truly sense if you 00:12:21.315 --> 00:12:22.355 really care and if you're 00:12:22.436 --> 00:12:24.157 really doing your best, you know, 00:12:24.677 --> 00:12:28.360 you know, you're, most people are, 00:12:28.379 --> 00:12:31.162 can be figured out and you 00:12:31.201 --> 00:12:32.982 can only lie and you can 00:12:33.043 --> 00:12:34.644 only do things for 00:12:34.745 --> 00:12:37.206 different reasons that people won't, 00:12:37.265 --> 00:12:37.807 you know, 00:12:37.826 --> 00:12:38.907 they'll figure it out eventually. 00:12:38.927 --> 00:12:39.268 Yeah. 00:12:39.768 --> 00:12:40.489 A hundred percent. 00:12:40.928 --> 00:12:42.690 But the, but the big issue is, is, 00:12:42.769 --> 00:12:43.530 you know, I tell clients, 00:12:43.591 --> 00:12:44.892 are they about helping you 00:12:45.111 --> 00:12:45.892 and making you better? 00:12:45.912 --> 00:12:46.993 Or are they about your wallet? 00:12:47.958 --> 00:12:48.600 And, you know, 00:12:48.620 --> 00:12:49.299 that's the one thing I've 00:12:49.360 --> 00:12:50.740 always appreciated about you, Mike, 00:12:50.780 --> 00:12:52.361 is you always lay it out 00:12:52.381 --> 00:12:53.442 there and you give a great 00:12:53.503 --> 00:12:54.482 price for what you do. 00:12:54.543 --> 00:12:55.364 It's incredible. 00:12:55.423 --> 00:12:57.225 But on top of that, you care. 00:12:57.485 --> 00:12:59.326 And I mean, I know, I mean, 00:12:59.346 --> 00:13:00.427 I was just listening to a 00:13:00.486 --> 00:13:02.869 podcast of office we did 00:13:02.908 --> 00:13:05.110 together a few years, about a year ago, 00:13:05.149 --> 00:13:08.312 and it was so fun to listen 00:13:08.371 --> 00:13:09.352 to the clients and the 00:13:09.393 --> 00:13:11.114 response and how much they 00:13:11.153 --> 00:13:12.475 enjoyed the process. 00:13:13.154 --> 00:13:14.076 And there's a key is, 00:13:14.676 --> 00:13:15.996 are you enjoying the process? 00:13:16.557 --> 00:13:17.177 Oh, my gosh. 00:13:17.986 --> 00:13:18.687 Yeah. 00:13:18.706 --> 00:13:19.288 Well said. 00:13:19.508 --> 00:13:19.687 I mean, 00:13:19.768 --> 00:13:21.688 there's a lot to a construction 00:13:21.749 --> 00:13:23.950 process between permitting 00:13:24.070 --> 00:13:26.350 and equipment selection and building. 00:13:26.390 --> 00:13:28.072 And there's just so much. 00:13:28.152 --> 00:13:31.613 And it's very stressful to do a startup. 00:13:31.913 --> 00:13:34.855 And do you enjoy it? 00:13:34.875 --> 00:13:35.394 I love that. 00:13:36.014 --> 00:13:38.015 Well, you know, when COVID happened and, 00:13:38.176 --> 00:13:39.236 you know, I had finished my 00:13:40.171 --> 00:13:41.831 first big book the you know 00:13:41.851 --> 00:13:43.113 I did the blueprints for 00:13:43.153 --> 00:13:44.653 success and then I and then 00:13:44.793 --> 00:13:45.594 people said well you need 00:13:45.614 --> 00:13:46.934 to write all the stuff you 00:13:46.975 --> 00:13:48.056 lecture about and I said oh 00:13:48.596 --> 00:13:49.256 I don't want to do this 00:13:49.517 --> 00:13:50.878 more writing more writing 00:13:51.197 --> 00:13:52.739 but I finished it was three 00:13:52.759 --> 00:13:53.658 hundred and twenty some 00:13:53.678 --> 00:13:56.000 pages and and I finished it 00:13:56.721 --> 00:13:58.261 and then covet happened and 00:13:58.322 --> 00:14:01.443 I barely finished it and I'm going damn 00:14:02.950 --> 00:14:04.431 And I ended up rewriting it 00:14:04.490 --> 00:14:05.692 and added a hundred pages 00:14:05.751 --> 00:14:08.094 to it and made five books out of it. 00:14:08.114 --> 00:14:10.054 But what was interesting is 00:14:10.576 --> 00:14:12.037 it was even a learning curve for me, 00:14:12.076 --> 00:14:13.518 because as I was going through that, 00:14:13.557 --> 00:14:15.078 I'm going, I missed out. 00:14:15.359 --> 00:14:16.679 I forgot the first chapter 00:14:16.700 --> 00:14:17.880 and I had to rewrite and 00:14:17.980 --> 00:14:19.001 add a first chapter. 00:14:20.263 --> 00:14:21.624 And the biggest thing, 00:14:21.783 --> 00:14:23.385 as I look back at all the clients, 00:14:23.426 --> 00:14:25.307 the thing that they forget about, 00:14:26.268 --> 00:14:27.969 and it would save them so much time, 00:14:28.208 --> 00:14:30.030 money and effort and focus 00:14:30.051 --> 00:14:30.510 and everything. 00:14:31.201 --> 00:14:32.923 is just realize who they are 00:14:33.864 --> 00:14:34.985 and then hold fast to it 00:14:35.745 --> 00:14:36.966 because so many people have 00:14:37.005 --> 00:14:38.587 these little sales gimmicks 00:14:38.628 --> 00:14:39.969 that they sell them and 00:14:39.989 --> 00:14:40.789 then they go off in these 00:14:40.830 --> 00:14:42.291 tangents and then they you 00:14:42.311 --> 00:14:43.292 have to full ring and come 00:14:43.312 --> 00:14:44.933 back and they waste so much 00:14:44.994 --> 00:14:47.035 time money and effort and 00:14:47.076 --> 00:14:48.397 instead if they fully truly 00:14:48.417 --> 00:14:49.638 understand who they are and 00:14:49.658 --> 00:14:50.458 what they're about what's 00:14:50.499 --> 00:14:52.200 important to them it's 00:14:52.220 --> 00:14:53.642 going to save them time money and effort 00:14:54.317 --> 00:14:55.360 Yeah, no, totally. 00:14:56.301 --> 00:14:56.741 I agree. 00:14:57.222 --> 00:14:59.125 One of the interviews I just 00:14:59.166 --> 00:15:02.250 had with Chad Hill, 00:15:02.309 --> 00:15:04.413 Hill Construction in Colorado, 00:15:04.433 --> 00:15:05.115 and he said, 00:15:06.677 --> 00:15:07.639 you got to find someone that 00:15:07.678 --> 00:15:08.840 says no to you. 00:15:09.812 --> 00:15:10.894 Yeah. 00:15:10.913 --> 00:15:13.115 He was talking about like doctors are like, 00:15:13.154 --> 00:15:13.315 hey, 00:15:13.335 --> 00:15:15.777 I'm going to we need to build out all 00:15:15.797 --> 00:15:17.118 the ops right out of the gate. 00:15:17.597 --> 00:15:19.499 And Chad was and this is 00:15:19.519 --> 00:15:20.659 what you were saying, too, 00:15:20.899 --> 00:15:22.280 is you got to look at you 00:15:22.301 --> 00:15:24.022 got to we got to look out 00:15:24.042 --> 00:15:26.004 for our clients because you can you can. 00:15:26.683 --> 00:15:28.224 you can tell when someone's 00:15:28.264 --> 00:15:29.085 trying to sell you. 00:15:29.184 --> 00:15:29.424 Right. 00:15:29.465 --> 00:15:33.206 And so and his whole thing was, hey, no, 00:15:33.225 --> 00:15:34.365 it doesn't make sense to do 00:15:34.385 --> 00:15:35.267 those ops yet. 00:15:35.706 --> 00:15:36.986 We'd love to build it out, 00:15:37.047 --> 00:15:38.788 but you're not even close to that. 00:15:38.807 --> 00:15:41.467 You got to find people that can tell, 00:15:41.508 --> 00:15:42.129 you know, 00:15:42.168 --> 00:15:45.068 and I've lost opportunities as a 00:15:45.129 --> 00:15:46.389 consultant by telling 00:15:46.450 --> 00:15:47.789 someone on a consult, 00:15:48.289 --> 00:15:50.091 someone calls me and I'm like, 00:15:50.671 --> 00:15:52.032 I don't love that strategy. 00:15:52.052 --> 00:15:52.971 And here's why. 00:15:54.048 --> 00:15:56.254 I'll help you do anything you want, 00:15:56.315 --> 00:15:58.381 but here's the challenge. 00:15:58.522 --> 00:15:59.004 And guess what? 00:15:59.024 --> 00:15:59.625 They didn't hire me. 00:15:59.686 --> 00:16:00.568 And hey. 00:16:01.311 --> 00:16:02.091 That's okay. 00:16:03.410 --> 00:16:05.591 I think professionals need 00:16:05.631 --> 00:16:08.513 to say no more and we got to care more. 00:16:08.572 --> 00:16:09.533 And I think you're right. 00:16:09.932 --> 00:16:10.192 Okay. 00:16:10.832 --> 00:16:15.354 So this idea from plans to permits, 00:16:15.774 --> 00:16:18.315 you really embrace that process, Steve? 00:16:18.835 --> 00:16:21.195 You help that part? 00:16:22.456 --> 00:16:23.796 And I'll say this, sorry to interrupt, but 00:16:25.136 --> 00:16:27.138 mechanicals engineering 00:16:27.258 --> 00:16:28.298 plumbing you know the 00:16:28.379 --> 00:16:29.219 plumbing electric uh 00:16:29.599 --> 00:16:31.100 electrical hvac those are 00:16:31.120 --> 00:16:32.941 the most expensive things 00:16:33.000 --> 00:16:34.822 of a project that you touch 00:16:34.961 --> 00:16:37.883 right yeah and that's that 00:16:37.923 --> 00:16:39.823 kind of that first set and 00:16:39.984 --> 00:16:41.404 I've seen over the years 00:16:41.465 --> 00:16:44.167 now so many people over 00:16:44.307 --> 00:16:46.227 engineer the crap out of things 00:16:47.288 --> 00:16:48.109 I've just seen it. 00:16:48.308 --> 00:16:48.889 And I just, 00:16:49.429 --> 00:16:51.432 the importance of a contractor 00:16:51.451 --> 00:16:52.392 that knows what they're 00:16:52.412 --> 00:16:54.274 doing and how to like do it 00:16:54.673 --> 00:16:55.654 the right way before it 00:16:55.674 --> 00:16:58.177 gets into the plans to me is invaluable. 00:16:58.297 --> 00:16:59.738 An architect could 00:16:59.878 --> 00:17:01.419 over-engineer the crap out of it. 00:17:01.460 --> 00:17:04.461 So how do you go about that process, 00:17:04.863 --> 00:17:05.303 Steve? 00:17:05.343 --> 00:17:06.124 Like how do you, yeah. 00:17:06.604 --> 00:17:06.884 Well, 00:17:07.003 --> 00:17:09.506 first I asked permission to use an 00:17:09.546 --> 00:17:11.548 architect that I have found 00:17:11.607 --> 00:17:12.769 that will listen. 00:17:13.048 --> 00:17:14.049 He doesn't have an ego, right? 00:17:15.044 --> 00:17:16.464 one that will actually listen. 00:17:16.645 --> 00:17:18.287 And then also when we're 00:17:18.346 --> 00:17:19.607 part of a meeting and we're 00:17:20.209 --> 00:17:21.910 doing the design on the 00:17:21.950 --> 00:17:24.152 floor plan and tweaking it 00:17:24.172 --> 00:17:25.452 and making it more about 00:17:25.512 --> 00:17:28.615 the dentist and asking them some, 00:17:28.675 --> 00:17:28.935 you know, 00:17:29.945 --> 00:17:31.487 giving them feedback of you 00:17:31.507 --> 00:17:32.426 know maybe eighty percent 00:17:32.467 --> 00:17:33.606 of the dentist will do this 00:17:33.666 --> 00:17:34.867 or twenty percent of this 00:17:34.928 --> 00:17:36.228 and they say I want to do 00:17:36.248 --> 00:17:37.949 this and say well you're 00:17:38.068 --> 00:17:39.229 one in fifty that'll do 00:17:39.249 --> 00:17:42.329 that but you know uh is it 00:17:42.369 --> 00:17:43.951 worth the risk and will you 00:17:43.990 --> 00:17:45.270 really have value in it and 00:17:45.872 --> 00:17:46.832 simple little things like 00:17:46.872 --> 00:17:48.112 having a shower you know 00:17:48.932 --> 00:17:50.133 but you know there's all 00:17:50.153 --> 00:17:52.334 these little things that come up and so 00:17:53.415 --> 00:17:54.757 What we do is we design it, 00:17:55.117 --> 00:17:56.398 we get the floor plan. 00:17:56.439 --> 00:17:58.279 And then once that's signed off, 00:17:58.319 --> 00:17:59.441 we do the power and ceiling 00:17:59.461 --> 00:18:01.182 plan and we work hand in 00:18:01.242 --> 00:18:04.045 hand with the client and the architect. 00:18:04.244 --> 00:18:05.486 And then that gets created. 00:18:06.086 --> 00:18:07.827 It goes off to engineering 00:18:07.887 --> 00:18:08.648 at the same time. 00:18:08.669 --> 00:18:09.849 What we do is we do the 00:18:09.890 --> 00:18:11.131 material finishes with them. 00:18:12.031 --> 00:18:13.353 And then when. 00:18:14.096 --> 00:18:15.036 If something changes, 00:18:15.096 --> 00:18:16.237 I get it to the architect 00:18:16.277 --> 00:18:17.257 because once in a while, 00:18:17.356 --> 00:18:18.636 as they go through and we 00:18:18.656 --> 00:18:20.958 start talking about cabinetry and they go, 00:18:21.057 --> 00:18:22.678 Whoa, I don't want this here. 00:18:22.718 --> 00:18:23.557 I need that there. 00:18:23.577 --> 00:18:23.698 And, 00:18:24.479 --> 00:18:26.338 and sometimes we may need to make a 00:18:26.378 --> 00:18:27.519 few tweaks on something 00:18:27.538 --> 00:18:28.118 that's already been 00:18:28.138 --> 00:18:30.400 approved and get the plans modified, 00:18:30.460 --> 00:18:30.920 adjusted. 00:18:30.960 --> 00:18:31.660 They come to me. 00:18:32.480 --> 00:18:33.480 We review them before it 00:18:33.520 --> 00:18:36.461 goes over to the city and at the city, 00:18:36.801 --> 00:18:37.701 once it's permitted, 00:18:37.741 --> 00:18:40.142 we take all the final, uh, 00:18:40.162 --> 00:18:41.222 material finishes, 00:18:41.323 --> 00:18:42.262 all the cabinet drawings. 00:18:42.869 --> 00:18:43.369 and everything, 00:18:43.650 --> 00:18:46.291 and I apply them to the cabinet drawings, 00:18:46.332 --> 00:18:48.813 to the finished permitted drawings. 00:18:48.873 --> 00:18:49.313 I'm sorry. 00:18:50.054 --> 00:18:51.693 And the reason I do that is 00:18:53.315 --> 00:18:54.115 there's one place. 00:18:54.195 --> 00:18:55.296 I want the guys in the field 00:18:55.316 --> 00:18:56.237 to know that there's one 00:18:56.277 --> 00:18:57.396 place to go for everything. 00:18:57.416 --> 00:18:59.538 They're not searching a 00:18:59.577 --> 00:19:00.939 bunch of folders and 00:19:01.078 --> 00:19:01.959 everything's right there. 00:19:02.019 --> 00:19:02.779 And whether we do it 00:19:02.920 --> 00:19:04.780 digitally and pull it up on 00:19:04.820 --> 00:19:06.121 an iPad or a tablet, 00:19:06.442 --> 00:19:09.222 or whether it's the hard plans, but 00:19:09.763 --> 00:19:10.684 And we call those yellow 00:19:10.704 --> 00:19:12.125 plans just for nothing else. 00:19:12.145 --> 00:19:14.047 We literally make the first page yellow. 00:19:15.067 --> 00:19:18.430 And the reason for that is, Hey, 00:19:18.490 --> 00:19:19.471 I want to know when I show 00:19:19.510 --> 00:19:20.932 up on a job that the right 00:19:20.951 --> 00:19:21.912 set of plans are there. 00:19:22.893 --> 00:19:25.674 And, but by doing that, 00:19:25.755 --> 00:19:26.756 I've found that several 00:19:26.776 --> 00:19:28.116 things happen is one is 00:19:30.218 --> 00:19:31.999 usually even though the 00:19:32.098 --> 00:19:33.400 client has signed off in 00:19:33.420 --> 00:19:34.701 the plans and signing off 00:19:35.201 --> 00:19:37.202 on the floor plan, ceiling power plans, 00:19:37.242 --> 00:19:37.323 and, 00:19:38.198 --> 00:19:39.459 uh by the time it gets to 00:19:39.479 --> 00:19:40.538 the permit there's always 00:19:40.578 --> 00:19:42.480 something that changes yeah 00:19:42.579 --> 00:19:43.381 all of a sudden all of a 00:19:43.421 --> 00:19:44.901 sudden they've gone to adec 00:19:45.280 --> 00:19:46.301 and they came back and go 00:19:46.362 --> 00:19:48.202 you know I really like that 00:19:48.242 --> 00:19:50.624 headball system or or they 00:19:50.663 --> 00:19:51.724 come back and say you know 00:19:51.765 --> 00:19:54.066 what I really do want those 00:19:54.246 --> 00:19:56.007 overhead lights you know 00:19:56.047 --> 00:19:57.827 and I took them out or 00:19:58.008 --> 00:19:59.347 whatever it might be but 00:19:59.827 --> 00:20:01.028 you know then there's an 00:20:01.068 --> 00:20:02.029 opportunity to add all 00:20:02.049 --> 00:20:02.910 those things all those 00:20:03.029 --> 00:20:04.790 notes and then we go to work 00:20:05.557 --> 00:20:06.377 I love that. 00:20:06.458 --> 00:20:06.657 Yeah. 00:20:06.698 --> 00:20:08.858 So, so, so, so folks, as you can hear, 00:20:09.358 --> 00:20:09.739 you know, that, 00:20:09.818 --> 00:20:11.740 that process to get you 00:20:11.799 --> 00:20:14.201 from floor plan to 00:20:14.260 --> 00:20:15.480 permitting the contractor, 00:20:15.520 --> 00:20:16.842 the equipment reps are very, 00:20:17.622 --> 00:20:19.103 very important to that process. 00:20:19.123 --> 00:20:21.824 I, I, I want to pull back. 00:20:22.364 --> 00:20:23.584 There's an element to this 00:20:23.604 --> 00:20:24.884 that we have to touch today 00:20:25.005 --> 00:20:30.247 and it's this design assist idea, 00:20:30.326 --> 00:20:31.606 this design build idea, 00:20:31.707 --> 00:20:32.886 not doing a hard bit. 00:20:33.508 --> 00:20:34.327 And in that, 00:20:36.040 --> 00:20:37.643 In that there's a speed 00:20:37.803 --> 00:20:39.465 element that needs to be 00:20:39.526 --> 00:20:43.431 discussed because... Please. 00:20:43.531 --> 00:20:45.575 In a world where landlords 00:20:45.714 --> 00:20:48.598 are not giving enough free rent... Yes. 00:20:51.134 --> 00:20:52.776 arguably not enough ti 00:20:52.816 --> 00:20:54.336 dollars with the rise of 00:20:54.396 --> 00:20:55.557 the cost of labor and 00:20:55.597 --> 00:20:57.098 everything but that's a 00:20:57.118 --> 00:20:58.279 whole nother topic for the 00:20:58.299 --> 00:20:59.520 real estate guys to answer 00:21:00.020 --> 00:21:01.281 let's see let's just talk 00:21:01.301 --> 00:21:02.863 about well let me give you 00:21:02.883 --> 00:21:04.243 an example let me give you 00:21:04.263 --> 00:21:05.224 an example right now hold 00:21:05.285 --> 00:21:06.265 on let me let me frame it 00:21:06.325 --> 00:21:07.425 up for the for the folks 00:21:07.445 --> 00:21:08.547 that don't even know what 00:21:08.586 --> 00:21:09.768 we're talking about right now so 00:21:10.969 --> 00:21:13.251 So landlords will give free 00:21:13.352 --> 00:21:17.719 rent a period of time to build your space, 00:21:17.739 --> 00:21:19.039 to do all the due diligence, 00:21:19.059 --> 00:21:21.022 to submit the plans, to build it out. 00:21:21.242 --> 00:21:22.625 Steve's part of that process. 00:21:23.541 --> 00:21:25.305 And if there's not enough time, 00:21:25.325 --> 00:21:26.445 let's just say they give you five, 00:21:26.506 --> 00:21:27.247 six months. 00:21:27.548 --> 00:21:29.410 That's oftentimes not enough 00:21:29.450 --> 00:21:31.993 time to get from concept to 00:21:32.074 --> 00:21:34.257 permitting to finish construction. 00:21:34.297 --> 00:21:36.119 And so if you're going to do a hard bit, 00:21:36.339 --> 00:21:38.462 actually, Steve, explain that now. 00:21:38.542 --> 00:21:40.266 How does the design work? 00:21:40.794 --> 00:21:43.536 bid or sorry, design build, 00:21:43.836 --> 00:21:45.517 design build process that 00:21:45.557 --> 00:21:47.097 you guys do that pretty 00:21:47.137 --> 00:21:47.959 much everybody that we've 00:21:47.999 --> 00:21:50.519 talked to this week does. 00:21:51.480 --> 00:21:53.663 Explain how much faster it 00:21:53.722 --> 00:21:55.963 is to get from concept to 00:21:56.023 --> 00:21:58.726 grand opening when you have 00:21:58.766 --> 00:22:01.647 this idea of design build. 00:22:02.448 --> 00:22:04.450 The largest variable is part 00:22:04.470 --> 00:22:06.131 of the country and city 00:22:06.211 --> 00:22:07.872 municipality requirements on 00:22:08.512 --> 00:22:10.554 And the average in the valley here, 00:22:11.273 --> 00:22:13.115 and we have twenty three municipalities, 00:22:14.316 --> 00:22:15.215 is typically about two 00:22:15.276 --> 00:22:16.317 months to get a permit. 00:22:17.277 --> 00:22:20.338 And we actually will have a 00:22:20.558 --> 00:22:23.480 set of plans to the city in 00:22:23.559 --> 00:22:24.401 three to four weeks. 00:22:25.121 --> 00:22:27.001 But then we know whether 00:22:27.041 --> 00:22:28.583 there's red lines or whatever. 00:22:28.663 --> 00:22:29.962 But by the time it's permitted, 00:22:30.544 --> 00:22:31.443 you've got three months. 00:22:32.423 --> 00:22:33.805 Then then on top of that, 00:22:33.865 --> 00:22:34.865 you got construction. 00:22:35.346 --> 00:22:37.747 And I learned an important lesson that 00:22:38.165 --> 00:22:40.607 I add some time to clients. 00:22:40.627 --> 00:22:41.909 So I tell clients five months, 00:22:41.969 --> 00:22:43.250 we typically are done in 00:22:43.970 --> 00:22:46.832 just over four and a half months, average, 00:22:46.852 --> 00:22:48.574 uh, large tenant improvement. 00:22:49.193 --> 00:22:50.234 And the tenant improvement 00:22:50.255 --> 00:22:51.695 is building out whether 00:22:51.715 --> 00:22:52.936 it's a space we have to gut 00:22:53.037 --> 00:22:54.258 out or build it out or 00:22:54.278 --> 00:22:56.038 whatever it might be, uh, 00:22:56.098 --> 00:22:57.099 for a new dental office. 00:22:57.559 --> 00:22:58.941 And that includes everything 00:22:59.000 --> 00:23:00.602 and having everything in place, 00:23:00.642 --> 00:23:01.682 including all the finals. 00:23:02.462 --> 00:23:02.923 Yeah, 00:23:02.943 --> 00:23:04.765 I made was originally I'd say four 00:23:04.805 --> 00:23:05.986 months or four and a half months. 00:23:06.046 --> 00:23:07.587 And then the next day they 00:23:07.607 --> 00:23:09.249 would schedule patients as a, whoa, 00:23:09.529 --> 00:23:09.930 timeout. 00:23:10.329 --> 00:23:12.112 You know, we've got to get Mike in there. 00:23:12.152 --> 00:23:13.653 We got to get his Paula in there. 00:23:13.673 --> 00:23:15.095 We got to do training. 00:23:15.134 --> 00:23:16.135 We got to get, you know, 00:23:16.195 --> 00:23:17.096 organization and 00:23:17.135 --> 00:23:18.377 understanding your process. 00:23:18.417 --> 00:23:20.318 So we tell clients five months, 00:23:20.799 --> 00:23:21.760 but you add that up. 00:23:21.780 --> 00:23:22.421 That's eight months. 00:23:22.441 --> 00:23:24.242 So I tell clients budget nine months. 00:23:25.050 --> 00:23:27.271 And that's for a good smooth process. 00:23:27.412 --> 00:23:28.531 I have a client right now 00:23:28.551 --> 00:23:31.333 that has been doing, they started, 00:23:31.953 --> 00:23:34.153 I looked at my records and 00:23:34.454 --> 00:23:36.836 I met with them in November of last year, 00:23:37.635 --> 00:23:39.036 and they ended up hiring a 00:23:39.076 --> 00:23:40.457 professional company to 00:23:40.836 --> 00:23:42.597 help them navigate the 00:23:42.637 --> 00:23:44.778 process and go out to bid and all that. 00:23:45.739 --> 00:23:47.720 And we ended up doing the project, 00:23:47.819 --> 00:23:49.019 but I just have to bite my 00:23:49.079 --> 00:23:49.819 tongue occasionally. 00:23:49.839 --> 00:23:51.560 I'm just saying really guys. 00:23:52.682 --> 00:23:53.721 And we just, 00:23:54.595 --> 00:23:55.896 They started paying rent 00:23:57.397 --> 00:24:00.621 last month and we're about 00:24:00.641 --> 00:24:01.721 a month into construction. 00:24:03.523 --> 00:24:04.105 So they're going to be 00:24:04.144 --> 00:24:05.266 paying rent for three, 00:24:05.286 --> 00:24:07.027 four months before you're done. 00:24:07.688 --> 00:24:07.948 Yes. 00:24:08.709 --> 00:24:09.128 Yeah. 00:24:09.169 --> 00:24:10.089 And then on top of that, 00:24:10.109 --> 00:24:10.971 they got no tenant 00:24:10.990 --> 00:24:11.951 improvement dollars because 00:24:11.971 --> 00:24:13.594 they negotiated it all themselves. 00:24:14.094 --> 00:24:15.275 They didn't hire a broker, 00:24:15.415 --> 00:24:16.576 which they could have got for free. 00:24:18.736 --> 00:24:20.797 And then on top of that- We 00:24:20.856 --> 00:24:22.038 actually talked about that 00:24:22.117 --> 00:24:23.318 in the very last episode. 00:24:23.419 --> 00:24:23.719 It's like, 00:24:24.140 --> 00:24:25.540 if you don't have someone 00:24:25.901 --> 00:24:27.422 representing you in real estate, 00:24:27.461 --> 00:24:29.683 like just stop what you're doing. 00:24:30.104 --> 00:24:31.845 Stop what you're doing and 00:24:31.944 --> 00:24:34.707 just get someone to help you. 00:24:35.106 --> 00:24:37.769 Where else can you hire the best for free? 00:24:37.788 --> 00:24:40.671 I mean, it's really, it's a no brainer. 00:24:40.691 --> 00:24:41.711 Yeah, yeah. 00:24:42.313 --> 00:24:44.334 And then, you know, there's just- 00:24:45.000 --> 00:24:45.901 It's just so much. 00:24:48.044 --> 00:24:49.945 So this idea of speed, right? 00:24:50.026 --> 00:24:53.851 So you get free rent, 00:24:53.931 --> 00:24:55.153 you get dollars that the 00:24:55.313 --> 00:24:56.253 landlord contributes, 00:24:56.354 --> 00:24:58.256 and it's all about maximizing 00:24:59.179 --> 00:25:00.440 what you're getting from the 00:25:00.460 --> 00:25:02.101 bank and the landlord. 00:25:02.240 --> 00:25:04.021 And Steve figures out your 00:25:04.041 --> 00:25:05.522 budget and gets the project 00:25:05.542 --> 00:25:07.944 from concept to delivery as 00:25:08.285 --> 00:25:09.205 fast as possible. 00:25:09.246 --> 00:25:12.288 Because if you are paying 00:25:12.387 --> 00:25:15.170 rent while the construction's happening, 00:25:15.190 --> 00:25:16.671 it's not the worst thing in the world, 00:25:16.711 --> 00:25:18.051 but that's not what we want. 00:25:18.092 --> 00:25:20.232 Like my clients in California, 00:25:20.773 --> 00:25:22.575 they're at six months for permitting. 00:25:22.914 --> 00:25:24.476 So they're paying rent. 00:25:24.675 --> 00:25:25.236 They're paying rent. 00:25:25.256 --> 00:25:27.417 And the other thing on top of that, Mike, 00:25:27.498 --> 00:25:28.939 is to think about is, 00:25:29.835 --> 00:25:31.797 it's time is money but 00:25:31.817 --> 00:25:33.097 what's so nice is if you 00:25:33.157 --> 00:25:34.459 have that conversation with 00:25:34.479 --> 00:25:36.599 your general contractor and 00:25:36.619 --> 00:25:37.820 your broker and your 00:25:37.840 --> 00:25:39.803 equipment guy and you get 00:25:39.942 --> 00:25:41.703 everyone and the consultant 00:25:41.723 --> 00:25:42.825 you get all the same page 00:25:42.845 --> 00:25:43.885 and as they're negotiating 00:25:43.925 --> 00:25:45.586 the space they're saying 00:25:45.626 --> 00:25:46.907 hey this location 00:25:47.028 --> 00:25:48.670 understand it's gonna the 00:25:48.710 --> 00:25:50.171 contractor's going this 00:25:50.211 --> 00:25:51.672 building versus that one 00:25:51.731 --> 00:25:52.813 over there this one is 00:25:52.833 --> 00:25:53.973 going to cost you thirty 00:25:53.993 --> 00:25:55.115 dollars a square foot more 00:25:55.154 --> 00:25:56.596 than this one here this 00:25:56.635 --> 00:25:58.096 one's going to cost you an extra month 00:25:58.782 --> 00:25:59.983 And there's buildings that 00:26:00.023 --> 00:26:01.845 are in high rises or a 00:26:01.884 --> 00:26:03.645 multi-level that will cost more. 00:26:03.665 --> 00:26:04.625 And there are certain subs 00:26:04.665 --> 00:26:05.547 that you have to use, 00:26:05.666 --> 00:26:08.228 or maybe this building over here has, 00:26:08.708 --> 00:26:09.548 it's a new building, 00:26:09.588 --> 00:26:10.970 but there's no demising wall, 00:26:11.029 --> 00:26:12.810 no insulation, no mechanical units, 00:26:12.891 --> 00:26:16.172 no concrete, and nobody's advised them. 00:26:16.231 --> 00:26:16.372 And, 00:26:16.913 --> 00:26:18.394 and they're not getting all that 00:26:18.433 --> 00:26:18.993 information. 00:26:19.054 --> 00:26:19.413 And so the, 00:26:20.214 --> 00:26:21.994 if the contractors are able to 00:26:22.455 --> 00:26:25.277 advise the broker that's on your, 00:26:25.778 --> 00:26:26.438 your team, 00:26:27.276 --> 00:26:28.737 He's able to talk about time. 00:26:28.876 --> 00:26:30.538 He's able also look at what 00:26:30.558 --> 00:26:31.660 kind of conditions are they 00:26:31.680 --> 00:26:32.140 going to give you? 00:26:32.180 --> 00:26:33.080 Are they going to give you 00:26:33.641 --> 00:26:35.482 mechanical units, you know, 00:26:36.103 --> 00:26:37.403 or he's able to look out 00:26:37.443 --> 00:26:38.545 there and it's an existing 00:26:38.565 --> 00:26:39.826 building and find out that 00:26:40.866 --> 00:26:42.328 all three of the mechanical 00:26:42.409 --> 00:26:43.169 units that you're going to 00:26:43.209 --> 00:26:45.070 take over are only twenty 00:26:45.111 --> 00:26:46.832 five years old and they're 00:26:46.872 --> 00:26:47.673 on their last leg. 00:26:48.736 --> 00:26:50.936 And if you know that ahead of time, 00:26:50.997 --> 00:26:52.836 the broker can negotiate 00:26:52.876 --> 00:26:54.797 that in and save you thousands, 00:26:54.876 --> 00:26:56.298 tens of thousands of dollars. 00:26:57.917 --> 00:26:58.617 And folks, 00:26:58.637 --> 00:26:59.939 what are you hearing this whole week? 00:27:00.598 --> 00:27:02.159 Steve, I don't want to hit that too hard. 00:27:02.439 --> 00:27:03.078 We've hit that. 00:27:03.538 --> 00:27:04.880 Every contractor has hit 00:27:04.960 --> 00:27:06.019 what you just said. 00:27:06.680 --> 00:27:07.700 On every episode, 00:27:08.480 --> 00:27:09.820 it's so important to have 00:27:09.840 --> 00:27:11.441 the contractor get in soon 00:27:11.560 --> 00:27:13.241 to help you negotiate and 00:27:13.281 --> 00:27:14.602 pick the right space. 00:27:15.971 --> 00:27:16.872 So important. 00:27:17.271 --> 00:27:18.532 And here it is again. 00:27:18.593 --> 00:27:19.472 Steve brought it up. 00:27:19.573 --> 00:27:22.394 Every great contractor is saying that. 00:27:22.794 --> 00:27:23.854 So guys do that. 00:27:23.913 --> 00:27:24.634 Ladies do that. 00:27:26.055 --> 00:27:27.934 Steve, let's pivot real quick. 00:27:28.335 --> 00:27:29.776 When you're hiring a contractor, 00:27:30.736 --> 00:27:32.656 let's say I'm a dentist and 00:27:32.737 --> 00:27:35.336 I'm interviewing contractors, right? 00:27:35.857 --> 00:27:37.097 How do you know you're 00:27:37.137 --> 00:27:39.357 working with someone that 00:27:39.417 --> 00:27:40.798 knows dental or is 00:27:40.858 --> 00:27:43.159 qualified for this project? 00:27:43.599 --> 00:27:44.299 For all of the... 00:27:45.252 --> 00:27:46.835 Dental projects that are 00:27:46.875 --> 00:27:49.877 happening in all of the state of Arizona, 00:27:49.938 --> 00:27:53.301 and they're talking to random GCs, 00:27:54.041 --> 00:27:55.584 maybe a guy that's done two 00:27:55.624 --> 00:27:57.546 dental offices his entire career. 00:27:58.186 --> 00:28:00.028 Like, what are some questions that we, 00:28:01.130 --> 00:28:01.829 my audience, 00:28:02.290 --> 00:28:04.953 can ask them to just make 00:28:04.993 --> 00:28:06.776 sure they're hiring the right person? 00:28:07.827 --> 00:28:09.950 Do you see where I'm going with this? 00:28:10.830 --> 00:28:11.151 I do. 00:28:11.231 --> 00:28:14.855 In fact, in my rewrite in the first book, 00:28:14.954 --> 00:28:17.156 I have an entire chapter on how to hire. 00:28:17.176 --> 00:28:18.398 Okay. 00:28:18.898 --> 00:28:20.099 So just go down to the link, 00:28:20.621 --> 00:28:22.643 buy the book or get the book and read it. 00:28:22.962 --> 00:28:23.983 What are the top three? 00:28:24.104 --> 00:28:29.509 The biggest thing I find is, you know, 00:28:29.548 --> 00:28:30.150 trust your gut. 00:28:30.619 --> 00:28:31.259 You know, 00:28:31.720 --> 00:28:33.621 women are better at intuition than men. 00:28:33.721 --> 00:28:35.061 They are so much better. 00:28:35.622 --> 00:28:36.582 But on top of that, 00:28:36.821 --> 00:28:39.762 it's are they a yes man or yes woman? 00:28:40.003 --> 00:28:40.324 You know, 00:28:40.384 --> 00:28:41.604 are they just telling you what 00:28:41.644 --> 00:28:42.324 you want to hear? 00:28:44.204 --> 00:28:45.506 When you ask questions, 00:28:46.046 --> 00:28:48.807 is it just a one word 00:28:48.906 --> 00:28:50.067 answer or is it something 00:28:50.086 --> 00:28:51.288 that has some meat and 00:28:51.327 --> 00:28:52.248 potatoes behind it? 00:28:52.688 --> 00:28:54.769 You know, and as you're talking to them, 00:28:55.755 --> 00:28:56.836 you'll quickly find out, 00:28:57.115 --> 00:28:58.096 are they about your wallet 00:28:58.156 --> 00:28:59.817 or are they about making you better? 00:29:00.259 --> 00:29:02.279 And then have them look at 00:29:02.299 --> 00:29:04.301 the plans and just say, 00:29:04.781 --> 00:29:05.501 what do you think? 00:29:05.742 --> 00:29:07.564 And if they haven't talked 00:29:07.584 --> 00:29:09.085 to you and asked you any questions, 00:29:09.705 --> 00:29:10.846 do they just jump in and 00:29:10.885 --> 00:29:11.886 make their assumptions? 00:29:12.928 --> 00:29:14.669 Or do they first stop and 00:29:14.828 --> 00:29:15.650 ask you some questions? 00:29:15.670 --> 00:29:16.130 Because really, 00:29:16.170 --> 00:29:16.971 that's really what should 00:29:16.990 --> 00:29:18.912 be happening is a seasoned 00:29:18.951 --> 00:29:21.834 guy is going to stop and he's going, well, 00:29:21.874 --> 00:29:22.734 tell me about yourself. 00:29:22.775 --> 00:29:23.796 Do you really want 00:29:24.490 --> 00:29:25.872 two sinks in your operatory. 00:29:25.912 --> 00:29:27.511 And do you really want this 00:29:27.592 --> 00:29:28.353 overhead light? 00:29:28.432 --> 00:29:31.814 And do you really need, you know, this, 00:29:31.854 --> 00:29:33.214 these rooms are good. 00:29:33.234 --> 00:29:35.056 Gosh, they're twelve by sixteen. 00:29:35.576 --> 00:29:37.016 You know, what are you doing? 00:29:37.636 --> 00:29:39.196 You know, and, you know, 00:29:39.257 --> 00:29:40.397 just and then seeing big 00:29:40.438 --> 00:29:41.498 rooms and not asking, well, 00:29:41.518 --> 00:29:42.519 where's the med gas? 00:29:43.199 --> 00:29:46.160 And just things of, you know, 00:29:46.221 --> 00:29:48.622 just being able to first, 00:29:49.182 --> 00:29:49.821 they should be 00:29:50.021 --> 00:29:51.563 understanding who you are 00:29:51.623 --> 00:29:53.564 first before they're selling themselves. 00:29:53.584 --> 00:29:54.144 And if they're just 00:29:54.679 --> 00:29:55.739 Selling themselves, 00:29:56.500 --> 00:29:58.599 that's usually a big concern. 00:29:59.200 --> 00:30:02.541 Is there a professional lingo? 00:30:02.561 --> 00:30:04.541 Well, actually, 00:30:05.942 --> 00:30:08.242 I oftentimes see quotes 00:30:09.263 --> 00:30:10.884 with very little detail. 00:30:12.065 --> 00:30:13.244 How do you feel about that? 00:30:13.765 --> 00:30:15.165 Quotes with very little detail. 00:30:15.365 --> 00:30:18.026 It scares me. 00:30:18.145 --> 00:30:19.666 We spell everything out. 00:30:20.309 --> 00:30:20.910 you know, and it, 00:30:20.930 --> 00:30:23.250 and it's so important in whatever you do, 00:30:23.310 --> 00:30:24.570 whether it's buying a home 00:30:24.590 --> 00:30:25.371 or car or whatever, 00:30:25.791 --> 00:30:27.051 you got to know what you're getting. 00:30:27.551 --> 00:30:29.712 And the big, big thing is, 00:30:29.752 --> 00:30:31.613 is I'm actually thrilled 00:30:31.653 --> 00:30:32.594 when someone says, well, 00:30:32.673 --> 00:30:33.713 what does NIC mean? 00:30:33.854 --> 00:30:36.315 Or what does PBO mean? 00:30:36.875 --> 00:30:39.536 Because you know, they're reading, reading, 00:30:39.655 --> 00:30:39.955 looking. 00:30:39.996 --> 00:30:41.056 Yeah. 00:30:41.135 --> 00:30:43.696 I've had, I've had dentists, you know, 00:30:43.737 --> 00:30:44.297 literally I've been 00:30:44.336 --> 00:30:45.356 standing in the same room 00:30:45.396 --> 00:30:46.217 with them and they have a 00:30:46.337 --> 00:30:47.917 hundred and ten page lease and they, 00:30:48.509 --> 00:30:48.970 Oh, great. 00:30:49.009 --> 00:30:49.411 Thank you. 00:30:49.431 --> 00:30:50.330 And go to the last page, 00:30:50.351 --> 00:30:51.352 sign it and hand it back to 00:30:51.372 --> 00:30:52.472 the broker and away they go. 00:30:53.512 --> 00:30:55.595 And, and they didn't, you know, 00:30:55.615 --> 00:30:57.336 I've seen brokers, you know, 00:30:57.375 --> 00:30:59.676 that have done some unscrupulous things. 00:31:00.577 --> 00:31:02.159 I had one client that found 00:31:02.239 --> 00:31:03.440 out five years ago that 00:31:03.839 --> 00:31:04.621 they were getting ready to 00:31:04.740 --> 00:31:05.740 sell their practice and 00:31:05.780 --> 00:31:07.561 found out that the place 00:31:07.582 --> 00:31:08.482 they were leasing from, 00:31:08.502 --> 00:31:09.644 we get ten percent of the 00:31:09.683 --> 00:31:11.664 deal just because it was in their lease. 00:31:11.684 --> 00:31:13.346 Oh, wow. 00:31:13.445 --> 00:31:14.586 I mean, there's just, 00:31:15.184 --> 00:31:17.125 By having those key professionals, 00:31:17.586 --> 00:31:19.387 it's so valuable to you. 00:31:19.488 --> 00:31:19.788 It is. 00:31:19.928 --> 00:31:21.469 It really is. 00:31:22.209 --> 00:31:22.548 Okay. 00:31:23.170 --> 00:31:24.851 As we're getting to the end 00:31:24.911 --> 00:31:27.673 of your guys' ride to work or home, 00:31:28.553 --> 00:31:30.594 they say in the podcast world, 00:31:31.035 --> 00:31:33.135 if we don't end the program by like, 00:31:33.175 --> 00:31:34.676 twenty-five, thirty minutes, 00:31:35.693 --> 00:31:37.115 They're they're probably at 00:31:37.174 --> 00:31:38.296 home or they've made it to 00:31:38.316 --> 00:31:39.277 their destination. 00:31:39.336 --> 00:31:40.557 So fun fact, 00:31:40.577 --> 00:31:41.838 the average ride home is 00:31:41.878 --> 00:31:42.720 twenty five minutes. 00:31:42.740 --> 00:31:44.080 So we're at the top of the hour, 00:31:44.141 --> 00:31:44.621 I suppose. 00:31:45.301 --> 00:31:46.682 My last question for you, Stephen, 00:31:46.702 --> 00:31:47.923 it's been it's been great. 00:31:47.963 --> 00:31:48.844 I love having you on. 00:31:48.864 --> 00:31:49.704 I love your energy. 00:31:49.724 --> 00:31:50.766 I love your acumen. 00:31:50.806 --> 00:31:52.467 I love the way you approach. 00:31:53.387 --> 00:31:55.869 clients and think through a holistically. 00:31:55.910 --> 00:31:57.771 That's all really good stuff. 00:31:57.791 --> 00:31:58.853 My last question is more of 00:31:58.893 --> 00:31:59.854 a leadership question. 00:31:59.913 --> 00:32:02.675 It's not related to to to construction. 00:32:02.737 --> 00:32:04.738 And I think I think, you know, 00:32:04.877 --> 00:32:06.200 as I interview people, 00:32:06.640 --> 00:32:08.020 most of us own our company. 00:32:08.101 --> 00:32:08.642 I own mine. 00:32:08.682 --> 00:32:09.261 You own yours. 00:32:10.063 --> 00:32:11.084 It's a grind owning, 00:32:11.423 --> 00:32:13.424 and I find that owner 00:32:14.025 --> 00:32:15.826 owning a business is no is 00:32:15.865 --> 00:32:18.826 very it's more similar than different, 00:32:18.886 --> 00:32:20.268 whether it's a dental business, 00:32:20.307 --> 00:32:23.449 a dry cleaner, a construction company. 00:32:23.689 --> 00:32:24.589 It's very similar. 00:32:24.650 --> 00:32:27.530 The grit, the ability to lead teams, 00:32:28.192 --> 00:32:30.692 effective communication systems. 00:32:31.012 --> 00:32:32.053 There's a lot of stuff 00:32:32.073 --> 00:32:35.015 that's similar in the things that we all 00:32:36.240 --> 00:32:37.500 struggle with as owners? 00:32:37.520 --> 00:32:40.481 Do you have a leadership tip, impartment, 00:32:40.662 --> 00:32:41.423 something that you'd love 00:32:41.442 --> 00:32:43.482 to share to folks that are 00:32:43.583 --> 00:32:44.983 either in ownership or 00:32:45.044 --> 00:32:46.324 thinking about ownership? 00:32:47.023 --> 00:32:49.045 All these years you've owned your company, 00:32:49.484 --> 00:32:50.424 what does it take to be 00:32:50.505 --> 00:32:53.925 successful and be in ownership? 00:32:54.366 --> 00:32:55.807 Give of your best and don't 00:32:55.866 --> 00:32:57.207 expect anything in return. 00:32:58.768 --> 00:33:02.269 I would also say the importance of 00:33:02.693 --> 00:33:04.094 hiring better than yourself 00:33:04.174 --> 00:33:05.275 and surrounding yourself 00:33:05.295 --> 00:33:05.974 with those people, 00:33:06.174 --> 00:33:09.056 whether it's in house or out of house, 00:33:09.236 --> 00:33:10.676 meaning that if you have to 00:33:10.696 --> 00:33:15.038 hire those professionals and hire, 00:33:16.318 --> 00:33:19.000 I've heard this for years, but hire slow, 00:33:19.599 --> 00:33:23.621 fire quick. 00:33:24.520 --> 00:33:25.942 That's been a painful one 00:33:26.142 --> 00:33:27.021 over the years where I've 00:33:27.041 --> 00:33:28.282 made a mistake of trying to 00:33:28.863 --> 00:33:30.502 keep someone on and try to make it work. 00:33:30.542 --> 00:33:32.003 And, oh, what am I going to do? 00:33:32.625 --> 00:33:33.144 without it. 00:33:33.326 --> 00:33:34.326 And, you know, 00:33:34.365 --> 00:33:35.928 recently we lost someone 00:33:35.948 --> 00:33:37.368 that had been with us for twelve, 00:33:37.409 --> 00:33:38.190 thirteen years. 00:33:38.269 --> 00:33:39.871 And she said, you know, 00:33:39.891 --> 00:33:41.271 I just I just decided I 00:33:41.311 --> 00:33:42.773 want to change profession. 00:33:42.854 --> 00:33:44.115 And she had no plans. 00:33:44.275 --> 00:33:47.336 But I'm going, oh, my gosh. 00:33:48.117 --> 00:33:48.919 And I said, 00:33:49.118 --> 00:33:50.099 something will be there and 00:33:50.140 --> 00:33:50.700 something better. 00:33:50.759 --> 00:33:52.541 And I set my expectations higher. 00:33:53.583 --> 00:33:56.545 And while I got someone that 00:33:56.585 --> 00:33:58.846 was probably the the 00:33:58.866 --> 00:34:00.048 knowledge and the stuff 00:34:00.067 --> 00:34:01.048 that was brought in, 00:34:04.009 --> 00:34:05.808 by understanding that there 00:34:05.828 --> 00:34:07.209 was more needs than I 00:34:07.249 --> 00:34:11.610 really had and looking for opportunities. 00:34:12.070 --> 00:34:13.550 Well said. 00:34:13.951 --> 00:34:15.891 I think that's really good, Steve, 00:34:16.152 --> 00:34:18.132 that all of us owners have 00:34:18.172 --> 00:34:20.733 had to go through. 00:34:21.052 --> 00:34:22.914 And I personally have gone 00:34:23.094 --> 00:34:24.273 through that with employees 00:34:24.333 --> 00:34:25.574 and admins and stuff. 00:34:25.614 --> 00:34:27.114 And what's amazing is 00:34:29.096 --> 00:34:30.898 it usually gets better every time. 00:34:31.358 --> 00:34:33.500 And, and, but we, 00:34:33.599 --> 00:34:35.722 especially if you get comfortable or, 00:34:36.081 --> 00:34:36.302 you know, 00:34:36.362 --> 00:34:37.282 like you've been in business 00:34:37.302 --> 00:34:37.824 with somebody, 00:34:38.384 --> 00:34:39.905 a partner or an employee for two, 00:34:39.945 --> 00:34:40.525 three years, you do, 00:34:40.927 --> 00:34:42.427 you can't imagine doing 00:34:42.467 --> 00:34:44.170 what you do without them. 00:34:44.969 --> 00:34:46.391 And then it gets, 00:34:46.512 --> 00:34:47.992 it's so much better afterward. 00:34:48.193 --> 00:34:50.255 It's amazing how we get into that. 00:34:50.534 --> 00:34:54.199 We get into our comfort zone and, you know, 00:34:54.858 --> 00:34:55.280 that, that, that is, 00:34:55.916 --> 00:34:56.775 That's dangerous. 00:34:56.956 --> 00:34:57.916 And that's something that I 00:34:57.996 --> 00:34:59.858 continually challenge myself in is, 00:35:00.318 --> 00:35:00.478 you know, 00:35:00.498 --> 00:35:01.759 what other contractor would 00:35:01.938 --> 00:35:03.179 write and rewrite a book? 00:35:03.219 --> 00:35:06.300 And I'm going, but it's a passion of mine. 00:35:07.061 --> 00:35:08.121 And the issue is, 00:35:08.181 --> 00:35:10.121 is challenging myself to 00:35:10.161 --> 00:35:11.222 continually be better. 00:35:11.871 --> 00:35:13.132 And that's what you have to 00:35:13.152 --> 00:35:14.213 do to stay on top of your 00:35:14.253 --> 00:35:16.574 game and challenge your team members. 00:35:16.614 --> 00:35:17.514 That's a beautiful tip. 00:35:17.554 --> 00:35:19.635 Don't be afraid of firing 00:35:19.896 --> 00:35:24.376 and hire slowly and work on systems. 00:35:24.597 --> 00:35:27.958 And change is good going through growth. 00:35:28.039 --> 00:35:30.179 I listened to a thing the other day, 00:35:30.699 --> 00:35:32.021 another consultant, actually, 00:35:32.081 --> 00:35:34.422 not in the dental world, basically say, 00:35:34.481 --> 00:35:34.802 hey, man, 00:35:34.842 --> 00:35:37.063 it's awesome when you go through 00:35:37.103 --> 00:35:37.663 challenges. 00:35:38.422 --> 00:35:39.443 It's awesome because you just... 00:35:40.938 --> 00:35:43.019 you just come out so much better. 00:35:43.541 --> 00:35:43.800 And, 00:35:44.201 --> 00:35:45.481 and if you don't go through any 00:35:45.521 --> 00:35:46.041 challenges, 00:35:46.061 --> 00:35:47.503 you don't go through anything better. 00:35:47.523 --> 00:35:49.563 If a client came to me and said, Mike, 00:35:49.623 --> 00:35:50.465 you guys suck. 00:35:51.284 --> 00:35:52.045 It would hurt. 00:35:52.885 --> 00:35:54.527 I would be devastated. 00:35:55.206 --> 00:35:56.588 I would feel horrible. 00:35:56.728 --> 00:36:00.911 I, all the things, but man, 00:36:02.050 --> 00:36:03.072 we would make it better. 00:36:03.251 --> 00:36:05.432 And, and then everything else goes up. 00:36:05.472 --> 00:36:07.293 So that's a great leadership tip. 00:36:07.494 --> 00:36:07.673 Yeah. 00:36:07.693 --> 00:36:10.195 So leave you with one visual. 00:36:12.492 --> 00:36:14.434 When I finish up a lot of seminars, 00:36:14.514 --> 00:36:15.393 I show a slide. 00:36:15.414 --> 00:36:16.554 And it's a picture of these 00:36:16.795 --> 00:36:18.815 aspen trees across from our family cabin. 00:36:18.876 --> 00:36:20.615 It's been in my wife's 00:36:20.635 --> 00:36:22.617 family for like seven years. 00:36:23.958 --> 00:36:25.918 And picture this aspen. 00:36:25.958 --> 00:36:27.079 And the one thing I found 00:36:27.139 --> 00:36:29.460 over the years is these aspen grow tall. 00:36:31.021 --> 00:36:32.362 But what's interesting is 00:36:32.402 --> 00:36:33.661 the wind makes them strong. 00:36:34.342 --> 00:36:34.963 What is wind? 00:36:35.282 --> 00:36:36.163 Wind is diversity. 00:36:36.182 --> 00:36:37.503 And they found when they did 00:36:37.543 --> 00:36:38.844 the biosphere that what 00:36:38.884 --> 00:36:40.085 happened when they didn't have wind? 00:36:40.831 --> 00:36:41.891 the tree limbs would break 00:36:42.090 --> 00:36:43.771 and they'd fall down and 00:36:43.791 --> 00:36:44.612 they wouldn't last. 00:36:44.972 --> 00:36:45.572 So wind, 00:36:45.632 --> 00:36:47.554 our adversity is actually what 00:36:47.594 --> 00:36:49.393 makes us strong and last 00:36:49.434 --> 00:36:51.934 longer and really persevere. 00:36:52.554 --> 00:36:53.976 And then the other thing 00:36:54.135 --> 00:36:57.197 about the Aspen trees is as they grow, 00:36:57.657 --> 00:36:59.018 they drop their branches. 00:36:59.518 --> 00:37:00.257 It's really interesting 00:37:00.277 --> 00:37:01.438 because the leaves and 00:37:01.458 --> 00:37:02.318 stuff are at the top, 00:37:02.699 --> 00:37:04.539 but they drop what they don't need. 00:37:04.780 --> 00:37:06.561 They get rid of the stuff they don't need. 00:37:06.581 --> 00:37:07.621 They get rid of the clutter. 00:37:07.661 --> 00:37:08.820 They get rid of all the stuff. 00:37:08.840 --> 00:37:09.641 And the other thing- 00:37:10.786 --> 00:37:11.585 other thing that's really 00:37:11.606 --> 00:37:13.306 cool about these trees is 00:37:13.766 --> 00:37:15.586 when you cut them down they 00:37:15.626 --> 00:37:17.987 come back multi-fold and 00:37:18.248 --> 00:37:20.568 it's they their their roots 00:37:20.648 --> 00:37:21.208 all of a sudden will 00:37:21.588 --> 00:37:23.628 produce multi-fold so when 00:37:23.648 --> 00:37:24.449 they're going through 00:37:24.548 --> 00:37:27.550 severe uh devastation they 00:37:27.590 --> 00:37:31.630 come back strong stronger 00:37:31.731 --> 00:37:32.851 and bigger and more wow 00:37:32.911 --> 00:37:34.692 that's super cool that's 00:37:34.811 --> 00:37:36.771 awesome uh I think we 00:37:36.791 --> 00:37:38.492 should change our our logo 00:37:38.572 --> 00:37:40.152 to an aspen tree I love that 00:37:41.842 --> 00:37:42.643 That's great, Steve. 00:37:43.103 --> 00:37:43.704 I love that. 00:37:44.965 --> 00:37:46.706 That's a fantastic tip and I 00:37:46.746 --> 00:37:48.806 think a great place for us 00:37:48.847 --> 00:37:52.309 to exit the program. 00:37:52.949 --> 00:37:53.190 Steve, 00:37:53.210 --> 00:37:56.271 thanks so much for always investing 00:37:57.233 --> 00:37:59.594 into the community, this podcast, 00:37:59.614 --> 00:38:00.054 your book. 00:38:00.887 --> 00:38:02.148 seminars all the things you 00:38:02.168 --> 00:38:03.548 do thank you so much for 00:38:03.588 --> 00:38:06.050 doing what you do I love it 00:38:06.090 --> 00:38:08.670 too we're passionate I I I 00:38:08.710 --> 00:38:10.070 hope I'm just as passionate 00:38:10.692 --> 00:38:12.311 as you are at your age and 00:38:12.431 --> 00:38:13.893 I and um thank you for 00:38:17.333 --> 00:38:17.494 Well, 00:38:17.514 --> 00:38:18.855 just thanks for investing your time 00:38:18.894 --> 00:38:20.476 and giving it to the audience. 00:38:20.516 --> 00:38:21.197 I really appreciate it. 00:38:21.257 --> 00:38:22.898 And that concludes Shark Week, uh, 00:38:23.318 --> 00:38:24.539 two thousand twenty five. 00:38:25.338 --> 00:38:26.960 Uh, Steve Anderson with Denko. 00:38:27.260 --> 00:38:28.621 We finished with, uh, 00:38:28.721 --> 00:38:30.661 one of the best folks again. 00:38:30.681 --> 00:38:32.983 I'll remind you, please, please, please. 00:38:33.543 --> 00:38:34.724 Review the program. 00:38:34.945 --> 00:38:37.027 I always get great feedback. 00:38:37.068 --> 00:38:38.648 You guys are calling me every week. 00:38:39.150 --> 00:38:40.311 Hundreds of people telling 00:38:40.331 --> 00:38:42.213 me every year how awesome the show is. 00:38:42.253 --> 00:38:44.054 Yet we only have ten reviews. 00:38:44.614 --> 00:38:46.697 Whatever you're listening to, Spotify, 00:38:48.039 --> 00:38:49.119 YouTube, Apple Tunes. 00:38:49.139 --> 00:38:50.081 I mean, there's a hundred of them. 00:38:50.833 --> 00:38:52.514 Just please hit the five-star. 00:38:52.735 --> 00:38:53.914 Hell, I'll take a four-star. 00:38:53.974 --> 00:38:54.414 I don't care. 00:38:54.775 --> 00:38:56.195 I just want a review. 00:38:56.655 --> 00:38:58.376 Please give me some reviews. 00:38:58.597 --> 00:39:00.538 It helps the program rank higher. 00:39:01.518 --> 00:39:02.838 I know there's hundreds of 00:39:03.659 --> 00:39:04.320 you guys out there, 00:39:04.340 --> 00:39:06.079 so please just give us a review. 00:39:06.139 --> 00:39:09.842 So with all that being said, again, Steve, 00:39:10.202 --> 00:39:11.021 wealth of knowledge. 00:39:11.081 --> 00:39:12.083 All of his stuff is going to 00:39:12.103 --> 00:39:13.123 be in the link literally 00:39:13.782 --> 00:39:15.583 below in the description, his book. 00:39:15.764 --> 00:39:17.864 And thank you again, Steve, 00:39:17.885 --> 00:39:18.684 for your time today. 00:39:18.804 --> 00:39:19.646 I really appreciate you. 00:39:20.365 --> 00:39:20.786 Likewise. 00:39:20.847 --> 00:39:21.367 Thank you, Michael. 00:39:21.407 --> 00:39:22.208 All right, buddy. 00:39:22.268 --> 00:39:23.009 Make it a great day. 00:39:23.028 --> 00:39:23.949 We'll talk soon, okay? 00:39:24.349 --> 00:39:24.670 Okay. 00:39:24.730 --> 00:39:25.070 Take care. 00:39:25.130 --> 00:39:25.471 Thank you. 00:39:25.510 --> 00:39:25.851 Take care. 00:39:25.891 --> 00:39:35.458 Bye-bye. 00:39:36.380 --> 00:39:37.181 Thanks for listening. 00:39:37.581 --> 00:39:38.922 Let us know how you like the show. 00:39:40.704 --> 00:39:45.807 Rate us on Apple and Spotify. 00:39:45.847 --> 00:39:47.369 Subscribe and follow for more.