WEBVTT 00:00:29.198 --> 00:00:30.780 Welcome to Dental Unscripted, 00:00:36.905 --> 00:00:37.987 where Mike Dinsio and 00:00:38.027 --> 00:00:39.168 Paula Quinn break down the 00:00:39.209 --> 00:00:40.409 practice ownership journey, 00:00:40.890 --> 00:00:46.316 one episode at a time. 00:00:46.335 --> 00:00:47.597 Starting up, buying, 00:00:47.758 --> 00:00:49.579 and running a successful dental practice. 00:01:02.033 --> 00:01:03.417 All right, all right, all right, 00:01:03.457 --> 00:01:04.039 here we go. 00:01:04.099 --> 00:01:06.364 Another episode of Dental Unscripted. 00:01:07.317 --> 00:01:09.138 This is a special, 00:01:09.399 --> 00:01:11.521 special week as we are 00:01:11.561 --> 00:01:14.442 heading into Shark Week, 00:01:14.623 --> 00:01:16.603 Dental Shark Week. 00:01:16.623 --> 00:01:18.064 I haven't done a Shark Week in, 00:01:18.084 --> 00:01:20.186 I don't know, a year or so. 00:01:20.246 --> 00:01:21.406 I think we just skipped last year. 00:01:21.427 --> 00:01:24.409 But for those of you that are old school, 00:01:24.448 --> 00:01:25.950 that followed me many years, 00:01:26.051 --> 00:01:29.692 many moons ago, I did a Shark Week. 00:01:30.112 --> 00:01:32.734 And that week is essentially 00:01:32.754 --> 00:01:34.115 a week of fantastic 00:01:34.176 --> 00:01:36.737 interviews on one particular topic. 00:01:37.992 --> 00:01:39.634 And we started from the West 00:01:39.653 --> 00:01:41.394 Coast and we would work our 00:01:41.415 --> 00:01:42.715 way across to the East Coast. 00:01:42.734 --> 00:01:43.876 And it was an interview 00:01:43.896 --> 00:01:45.257 every single day on that topic. 00:01:45.316 --> 00:01:45.996 And this year, 00:01:46.557 --> 00:01:48.537 the episodes will be 00:01:48.617 --> 00:01:50.778 dedicated to dental construction. 00:01:51.219 --> 00:01:54.421 And in the world of startups, construction, 00:01:54.480 --> 00:01:55.161 construction, 00:01:55.221 --> 00:01:56.981 construction is what matters. 00:01:58.063 --> 00:02:02.084 And it's the one thing that chews up 00:02:03.061 --> 00:02:04.382 about seventy to eighty 00:02:04.423 --> 00:02:05.644 percent of your total 00:02:05.664 --> 00:02:07.245 budget of a startup. 00:02:07.385 --> 00:02:09.207 So these folks, 00:02:09.367 --> 00:02:10.489 these experts in the 00:02:10.508 --> 00:02:11.871 industry will have so much 00:02:11.911 --> 00:02:14.373 to give to you all throughout this week. 00:02:14.413 --> 00:02:15.775 I'm super excited about it. 00:02:17.205 --> 00:02:18.506 No shark suit this year. 00:02:18.566 --> 00:02:21.669 Maybe we put that back on 00:02:21.710 --> 00:02:22.731 for the last episode. 00:02:22.812 --> 00:02:23.352 I don't know, 00:02:23.413 --> 00:02:25.876 but Shark Week is here and 00:02:25.996 --> 00:02:27.478 let's get the party started. 00:02:28.399 --> 00:02:29.000 Real quick, 00:02:29.039 --> 00:02:30.501 before we pivot into the 00:02:30.542 --> 00:02:31.742 episode and introduce the 00:02:32.062 --> 00:02:32.804 guests of today. 00:02:33.991 --> 00:02:35.111 I do want to remind you all, 00:02:35.171 --> 00:02:36.891 if you are listening to 00:02:36.932 --> 00:02:38.752 this on a startup 00:02:38.832 --> 00:02:40.995 unscripted channel or the 00:02:41.034 --> 00:02:44.376 dental acquisition unscripted channel, 00:02:45.396 --> 00:02:46.477 I need you to flip over to 00:02:46.497 --> 00:02:48.098 the dental unscripted channel. 00:02:48.138 --> 00:02:50.058 It's just dental unscripted. 00:02:50.118 --> 00:02:51.900 It's a turquoise and navy blue logo. 00:02:52.500 --> 00:02:53.941 We're consolidating the two 00:02:53.980 --> 00:02:55.002 programs into one. 00:02:55.921 --> 00:02:57.603 And if you guys have been following us, 00:02:57.723 --> 00:03:00.205 we're not only talking 00:03:00.365 --> 00:03:02.447 about startups and acquisitions, 00:03:02.467 --> 00:03:03.367 but we're also giving you a 00:03:03.487 --> 00:03:05.889 lot of amazing practice 00:03:05.929 --> 00:03:07.009 management episodes. 00:03:07.030 --> 00:03:09.051 So Paula and Stefani and the 00:03:09.072 --> 00:03:09.972 whole team over at Next 00:03:10.012 --> 00:03:11.532 Level have all kinds of 00:03:11.612 --> 00:03:13.534 practice management good stuff. 00:03:13.914 --> 00:03:15.675 It's not just Mike D'Incio's show. 00:03:15.735 --> 00:03:17.397 Now it's Paula Quinn, Mike D'Incio's. 00:03:17.918 --> 00:03:18.798 And for those of you that 00:03:18.837 --> 00:03:19.979 are getting to know Paul 00:03:20.019 --> 00:03:20.838 and the rest of the team, 00:03:20.859 --> 00:03:21.639 you're in for a treat. 00:03:22.500 --> 00:03:23.439 It's a special program. 00:03:23.460 --> 00:03:25.080 We love doing our podcast. 00:03:25.121 --> 00:03:26.281 So, all right. 00:03:26.320 --> 00:03:27.241 Without further ado, 00:03:28.021 --> 00:03:29.823 Shark Week kicks off with 00:03:29.923 --> 00:03:31.903 one of my favorite friends, 00:03:33.024 --> 00:03:34.485 a guy that I respect a ton 00:03:34.504 --> 00:03:35.925 in the industry up here in 00:03:35.965 --> 00:03:37.605 the Pacific Northwest. 00:03:38.306 --> 00:03:39.587 as we are sitting here in 00:03:39.728 --> 00:03:42.009 the Seattle Puget Sound area. 00:03:42.631 --> 00:03:43.991 And I have the pleasure to 00:03:44.212 --> 00:03:45.674 be speaking with Dustin 00:03:45.734 --> 00:03:47.817 Long with Big Sky Construction. 00:03:47.836 --> 00:03:48.657 And he's been wanting to do 00:03:48.677 --> 00:03:50.359 this program for so long. 00:03:50.479 --> 00:03:51.820 Buddy, welcome to the show. 00:03:51.860 --> 00:03:52.722 It's great to see you. 00:03:53.562 --> 00:03:54.183 Mike, you know what? 00:03:54.204 --> 00:03:55.004 This is really cool. 00:03:55.764 --> 00:03:56.225 You're right. 00:03:56.286 --> 00:03:57.687 We have been wanting to do this. 00:03:57.927 --> 00:03:58.027 I've 00:03:58.840 --> 00:04:00.341 Very excited to be on the podcast. 00:04:01.341 --> 00:04:02.140 And while you might be 00:04:02.181 --> 00:04:03.461 sitting in the Pacific Northwest, 00:04:03.861 --> 00:04:05.962 I'm actually sitting in Dallas, Texas. 00:04:06.402 --> 00:04:07.103 Okay. 00:04:07.283 --> 00:04:08.743 Because not only is Big Sky 00:04:09.724 --> 00:04:10.645 taking over the Pacific 00:04:10.705 --> 00:04:12.825 Northwest when it comes to dental builds, 00:04:13.086 --> 00:04:15.907 we are also now taking over Texas. 00:04:16.187 --> 00:04:16.286 Well, 00:04:16.307 --> 00:04:17.588 that makes sense because if you're 00:04:17.608 --> 00:04:19.007 watching on YouTube, 00:04:19.228 --> 00:04:20.249 Dustin's got a big... 00:04:21.564 --> 00:04:23.084 cowboy hat sitting on top of 00:04:23.125 --> 00:04:24.805 his head for the record 00:04:24.846 --> 00:04:26.586 dustin wore cowboy hats 00:04:26.646 --> 00:04:28.208 before his company was in 00:04:28.247 --> 00:04:30.348 texas so this is all part 00:04:30.369 --> 00:04:31.689 of the dustin long show 00:04:31.750 --> 00:04:33.911 dustin that's huge news uh 00:04:34.091 --> 00:04:35.293 and and super exciting for 00:04:35.312 --> 00:04:38.014 you my friend thanks it is 00:04:38.053 --> 00:04:38.814 tell us a little bit about 00:04:38.875 --> 00:04:40.074 big sky man I got to meet 00:04:40.095 --> 00:04:42.036 you uh I don't know 00:04:44.538 --> 00:04:46.139 Six years ago, maybe five years. 00:04:46.261 --> 00:04:46.641 I don't know. 00:04:47.942 --> 00:04:48.442 At least. 00:04:48.523 --> 00:04:48.762 Yeah. 00:04:48.944 --> 00:04:49.223 No. 00:04:50.345 --> 00:04:51.487 Well, you know, Big Sky. 00:04:51.906 --> 00:04:52.827 There are two Big Skies. 00:04:53.588 --> 00:04:54.629 Big Sky Northwest. 00:04:54.891 --> 00:04:56.211 We've been building now 00:04:57.112 --> 00:04:59.675 dental offices for the last ten years. 00:04:59.716 --> 00:05:00.798 We just hit our ten year mark. 00:05:01.220 --> 00:05:03.764 uh which is fantastic I know 00:05:03.863 --> 00:05:04.985 it's it's it's awesome 00:05:05.004 --> 00:05:06.487 we've got a great team we 00:05:06.567 --> 00:05:08.930 know how to do this we walk 00:05:08.971 --> 00:05:10.293 our clients and it's just 00:05:10.372 --> 00:05:10.853 it's been a great 00:05:10.894 --> 00:05:12.495 experience um and so now 00:05:12.536 --> 00:05:14.819 it's really cool to come down to texas 00:05:15.529 --> 00:05:18.432 and take over my family's business, 00:05:18.692 --> 00:05:19.351 Big Sky. 00:05:19.552 --> 00:05:20.413 It's been building here in 00:05:20.432 --> 00:05:22.754 DFW for over forty years. 00:05:23.894 --> 00:05:24.654 And now we're going to be 00:05:24.714 --> 00:05:27.336 expanding our book of 00:05:27.375 --> 00:05:30.158 business here into dental as well. 00:05:31.117 --> 00:05:32.379 So, you know, Big Sky 00:05:33.805 --> 00:05:35.565 I like to share, first of all, 00:05:36.146 --> 00:05:37.947 we're not just a contractor. 00:05:38.947 --> 00:05:40.548 Uh-oh. 00:05:40.829 --> 00:05:42.069 We're getting deep already. 00:05:42.089 --> 00:05:43.630 We're getting deep with this conversation. 00:05:43.870 --> 00:05:44.192 We are. 00:05:44.591 --> 00:05:46.692 We can get deeper later if I 00:05:46.713 --> 00:05:50.014 can get deep now. 00:05:52.677 --> 00:05:53.697 We are a partner to the 00:05:53.757 --> 00:05:55.237 client that assists them 00:05:55.557 --> 00:05:56.759 through not just construction, 00:05:56.778 --> 00:05:58.100 but the entire process, 00:05:58.980 --> 00:06:00.521 which I know we'll be getting into more. 00:06:00.560 --> 00:06:01.221 But Big Sky... 00:06:01.911 --> 00:06:02.994 For today's purposes, 00:06:03.033 --> 00:06:04.175 for the listeners out there, 00:06:04.915 --> 00:06:05.776 we're the best dental 00:06:05.817 --> 00:06:07.019 builders in the Pacific 00:06:07.079 --> 00:06:08.521 Northwest and now moving 00:06:08.560 --> 00:06:09.843 down to the South as well. 00:06:11.165 --> 00:06:12.365 And yeah, 00:06:12.607 --> 00:06:14.129 I think that's high level of who we are. 00:06:15.050 --> 00:06:16.952 I'm going to let you help us dig deeper. 00:06:17.312 --> 00:06:19.033 that's great dustin I I love 00:06:19.254 --> 00:06:20.173 I love kind of where your 00:06:20.213 --> 00:06:22.375 head's at right now guys we 00:06:22.394 --> 00:06:23.235 don't prepare for this 00:06:23.295 --> 00:06:24.516 episode at all it's totally 00:06:24.555 --> 00:06:25.976 unscripted hence the title 00:06:26.036 --> 00:06:28.038 so um if it's choppy and 00:06:28.098 --> 00:06:29.579 raw and uncut that's the 00:06:29.598 --> 00:06:30.598 way it's supposed to be 00:06:31.139 --> 00:06:32.199 this is just two dudes 00:06:32.240 --> 00:06:33.401 talking I happen to be in 00:06:33.420 --> 00:06:36.002 the studio but um the the 00:06:36.041 --> 00:06:36.982 truth is is there's all 00:06:37.002 --> 00:06:39.043 there's so much stuff in 00:06:39.103 --> 00:06:40.783 dustin's brain that I need 00:06:40.803 --> 00:06:42.045 to pull out for the program 00:06:42.824 --> 00:06:44.245 And the goal here is just to 00:06:44.326 --> 00:06:45.865 educate you guys all on 00:06:45.966 --> 00:06:47.507 what you're all getting 00:06:47.586 --> 00:06:49.146 into as you pursue a 00:06:49.247 --> 00:06:51.608 startup or even if it's 00:06:51.668 --> 00:06:52.869 established doctor looking 00:06:52.908 --> 00:06:56.529 to relocate and build your dream office. 00:06:57.129 --> 00:06:58.151 We're starting to build our 00:06:58.211 --> 00:07:00.290 community of listeners, 00:07:00.511 --> 00:07:01.471 of practice owners, 00:07:01.531 --> 00:07:02.492 current practice owners. 00:07:02.531 --> 00:07:04.673 So it's not just startups, but startups. 00:07:05.870 --> 00:07:08.252 In typical Shark Week fashion, 00:07:08.312 --> 00:07:09.593 let's start digging into 00:07:09.653 --> 00:07:11.413 some of the things that's in my mind, 00:07:11.514 --> 00:07:12.014 my brain, 00:07:12.634 --> 00:07:15.935 that I would love the audience to hear. 00:07:16.096 --> 00:07:17.396 And so the first thing that 00:07:17.456 --> 00:07:19.718 I just want to go to, Dustin, 00:07:19.999 --> 00:07:23.261 is exactly where you were heading, 00:07:23.321 --> 00:07:25.341 is how does a contractor 00:07:25.841 --> 00:07:29.904 partner with my clients, with dentists, 00:07:30.999 --> 00:07:33.620 earlier on and I'm going to 00:07:33.680 --> 00:07:35.161 preface that is like look 00:07:35.322 --> 00:07:37.524 everybody wants to talk to 00:07:37.564 --> 00:07:38.504 the client talk to the 00:07:38.545 --> 00:07:39.946 doctor super early on 00:07:40.687 --> 00:07:41.567 they're all kind of 00:07:41.668 --> 00:07:44.009 jockeying for position to 00:07:44.048 --> 00:07:46.370 try to gain the the the 00:07:46.451 --> 00:07:47.851 attention of the doctor 00:07:47.892 --> 00:07:49.353 because there's a sale 00:07:49.994 --> 00:07:51.454 involved and I'm doing air 00:07:51.495 --> 00:07:55.738 quotes a sale yep but part 00:07:55.778 --> 00:07:57.060 of my job as a consultant 00:07:57.100 --> 00:07:58.000 is just to kind of like 00:07:58.939 --> 00:08:00.480 let's put all that other 00:08:00.540 --> 00:08:01.920 stuff kind of on hold 00:08:02.401 --> 00:08:03.682 because the first thing we 00:08:03.762 --> 00:08:05.682 really need to do is we 00:08:05.702 --> 00:08:06.963 need to get a space. 00:08:07.884 --> 00:08:09.665 We need to negotiate that space. 00:08:09.785 --> 00:08:11.565 And I did a shark week, real estate week, 00:08:11.586 --> 00:08:12.627 uh, years ago. 00:08:13.947 --> 00:08:14.927 But once we kind of get 00:08:14.968 --> 00:08:15.728 through the meat and 00:08:15.769 --> 00:08:17.149 potatoes of that space, 00:08:17.209 --> 00:08:18.470 now we need to begin due 00:08:18.509 --> 00:08:20.610 diligence on that space. 00:08:21.091 --> 00:08:22.492 And I think the contractor 00:08:22.512 --> 00:08:24.774 has a huge role to play in, 00:08:25.911 --> 00:08:28.132 in that due diligence process, Dustin, 00:08:28.932 --> 00:08:30.754 am I smoking something here 00:08:30.814 --> 00:08:31.994 or am I on the right path? 00:08:32.053 --> 00:08:33.674 No, you're absolutely right. 00:08:33.715 --> 00:08:34.495 And you know, the, 00:08:34.716 --> 00:08:35.995 the air quotes of people 00:08:36.017 --> 00:08:37.937 trying to get a position into the project, 00:08:37.957 --> 00:08:38.418 you've got, 00:08:38.857 --> 00:08:40.038 you've got your contractors 00:08:40.058 --> 00:08:42.299 who are client might have bid on the job. 00:08:42.679 --> 00:08:43.080 Yeah. 00:08:43.100 --> 00:08:45.061 Then you've got big sky. 00:08:46.142 --> 00:08:48.403 Our focal point early on is 00:08:48.482 --> 00:08:49.604 building the project on 00:08:49.724 --> 00:08:53.466 paper that entails the space and 00:08:54.405 --> 00:08:55.686 understanding the challenges 00:08:55.725 --> 00:08:57.147 that come with the space 00:08:57.167 --> 00:08:58.407 that the doctor is looking at, 00:08:58.966 --> 00:08:59.807 understanding that the 00:08:59.846 --> 00:09:00.788 doctor now needs to 00:09:00.847 --> 00:09:02.447 establish a fiscal budget 00:09:02.847 --> 00:09:04.369 to start talking to the bank about. 00:09:04.948 --> 00:09:05.969 We've got to start talking 00:09:06.009 --> 00:09:07.409 to the client about design, 00:09:07.809 --> 00:09:08.389 making sure that we 00:09:08.450 --> 00:09:09.450 understand that the budget 00:09:09.490 --> 00:09:11.370 and the design need to coincide together. 00:09:11.610 --> 00:09:12.591 Yeah, they do. 00:09:12.610 --> 00:09:14.451 Way too often when a client 00:09:16.631 --> 00:09:18.533 kind of steps out of the 00:09:18.572 --> 00:09:19.393 bounds of what we would 00:09:19.432 --> 00:09:20.452 consider to be norm, 00:09:20.793 --> 00:09:23.533 you end up getting a project that is 00:09:25.071 --> 00:09:27.273 designed with all their heart's content, 00:09:27.312 --> 00:09:28.653 their dreams, their thoughts, 00:09:28.673 --> 00:09:29.453 these ideas. 00:09:29.553 --> 00:09:30.835 And then all of a sudden it's like, oh man, 00:09:30.855 --> 00:09:31.576 we never thought about the 00:09:31.615 --> 00:09:33.057 budget during this process. 00:09:33.476 --> 00:09:34.817 Now we're twenty, thirty, 00:09:34.878 --> 00:09:35.879 forty percent over budget. 00:09:35.899 --> 00:09:36.418 What do we do? 00:09:37.559 --> 00:09:38.260 Stepping back, 00:09:39.341 --> 00:09:40.881 taking the proper steps 00:09:41.342 --> 00:09:42.243 through the what we call 00:09:42.283 --> 00:09:43.583 the design build model. 00:09:44.184 --> 00:09:45.245 We are working with the 00:09:45.285 --> 00:09:48.687 client and every just like next level. 00:09:48.988 --> 00:09:50.208 You're also there part of 00:09:50.249 --> 00:09:51.269 the table making sure 00:09:51.289 --> 00:09:53.051 because we all have these special 00:09:54.893 --> 00:09:56.653 skill sets, we've got the knowledge. 00:09:56.974 --> 00:09:58.215 And so now we're taking this 00:09:58.254 --> 00:10:00.135 client from this conceptual idea of, 00:10:00.296 --> 00:10:01.515 I want to start a practice. 00:10:02.976 --> 00:10:04.158 And it could take six, 00:10:04.238 --> 00:10:05.498 nine months of building 00:10:05.538 --> 00:10:06.778 this project on paper 00:10:07.038 --> 00:10:09.000 before we're actually building it. 00:10:09.200 --> 00:10:10.480 You know, it's funny that you say that, 00:10:10.520 --> 00:10:10.721 Dustin, 00:10:10.760 --> 00:10:13.241 because I had my admin track this 00:10:13.261 --> 00:10:13.962 just the other day. 00:10:14.523 --> 00:10:15.543 If you guys know Abby, 00:10:16.063 --> 00:10:17.303 shout out to Abby McCoy, 00:10:17.323 --> 00:10:19.806 the best assistant of all time. 00:10:20.785 --> 00:10:21.687 and I asked abby I'm like 00:10:21.726 --> 00:10:24.107 look go back five years and 00:10:24.168 --> 00:10:26.328 tell me how long from when 00:10:26.349 --> 00:10:29.110 a client signed my contract 00:10:29.350 --> 00:10:30.351 to work with me in next 00:10:30.392 --> 00:10:32.293 level to the time that they 00:10:32.352 --> 00:10:35.235 signed the lease so this is 00:10:35.294 --> 00:10:38.596 like concept to lease nine 00:10:38.657 --> 00:10:40.197 months was the average 00:10:41.533 --> 00:10:42.474 Isn't that crazy? 00:10:42.553 --> 00:10:43.894 So nine months from the time 00:10:43.914 --> 00:10:44.434 that they're like, hey, 00:10:44.475 --> 00:10:45.316 I think I want to do a 00:10:45.395 --> 00:10:47.278 startup to the time that 00:10:47.317 --> 00:10:49.259 they sign the lease, which folks, 00:10:49.298 --> 00:10:50.440 to give you a timeline, 00:10:50.480 --> 00:10:51.801 by the time you sign the lease, 00:10:51.841 --> 00:10:53.001 you need the contractor on 00:10:53.022 --> 00:10:55.985 your team signed, committed, ready to go. 00:10:56.465 --> 00:10:59.006 You need the equipment reps ready to roll. 00:10:59.027 --> 00:11:00.847 You need the architects, space planners, 00:11:00.888 --> 00:11:02.068 if they're involved, ready to roll. 00:11:02.990 --> 00:11:04.071 All these people got to be 00:11:04.211 --> 00:11:05.852 ready to roll when you sign 00:11:05.893 --> 00:11:08.176 the lease so that Dustin and his team, 00:11:08.635 --> 00:11:09.116 architects, 00:11:09.136 --> 00:11:10.197 and we're going to get into that, 00:11:10.599 --> 00:11:13.020 can submit for permits immediately. 00:11:13.041 --> 00:11:14.143 Immediately. 00:11:14.222 --> 00:11:16.764 And so to your point, yeah, you, Dustin, 00:11:16.804 --> 00:11:19.227 could be involved a solid 00:11:19.327 --> 00:11:20.990 six months before the 00:11:21.049 --> 00:11:22.150 doctor even signs the lease, 00:11:22.191 --> 00:11:23.993 before you're even swinging hammers. 00:11:24.052 --> 00:11:24.313 Right. 00:11:26.009 --> 00:11:28.149 Let's walk through that due 00:11:28.188 --> 00:11:29.830 diligence checklist that 00:11:29.889 --> 00:11:31.090 Dustin goes through. 00:11:31.110 --> 00:11:32.629 When you're looking at a space, 00:11:32.690 --> 00:11:34.110 what should your contractor 00:11:34.129 --> 00:11:37.110 be looking at and helping 00:11:37.150 --> 00:11:39.490 the real estate guy or gal 00:11:39.910 --> 00:11:41.371 negotiate a better space? 00:11:41.392 --> 00:11:42.211 What are the things that are 00:11:42.272 --> 00:11:43.991 really important for a 00:11:44.072 --> 00:11:45.731 dentist to think about when 00:11:45.772 --> 00:11:47.832 you're looking at a space 00:11:47.873 --> 00:11:49.932 to rent and build out for yourself? 00:11:49.972 --> 00:11:50.592 What do you look at? 00:11:50.852 --> 00:11:51.273 Totally. 00:11:51.832 --> 00:11:52.354 Great questions. 00:11:53.234 --> 00:11:54.813 First, we start with some requirements of 00:11:55.466 --> 00:11:57.412 What are the goals of the client? 00:11:57.894 --> 00:11:58.936 Are they a specialist? 00:11:59.398 --> 00:12:00.419 How many operatories? 00:12:00.861 --> 00:12:02.485 Because we can walk into a space, 00:12:03.288 --> 00:12:04.009 they found a great 00:12:04.601 --> 00:12:05.822 a retail location that's 00:12:05.863 --> 00:12:06.722 fifteen hundred feet and 00:12:06.743 --> 00:12:07.624 they want eight ops. 00:12:08.083 --> 00:12:08.484 OK, Doc, 00:12:08.524 --> 00:12:09.764 we need to step back and rethink 00:12:09.804 --> 00:12:10.585 the size of space. 00:12:10.605 --> 00:12:11.585 So we need to understand a 00:12:11.605 --> 00:12:12.446 little bit of the business 00:12:12.485 --> 00:12:13.927 model of the client before 00:12:14.027 --> 00:12:15.447 even approaching a space. 00:12:15.927 --> 00:12:17.067 Once we've got that established, 00:12:17.227 --> 00:12:18.489 we start looking at some spaces. 00:12:18.889 --> 00:12:21.370 First thing we're doing broker Big Sky. 00:12:21.690 --> 00:12:22.530 We're starting to talk about 00:12:22.571 --> 00:12:23.191 the space and the 00:12:23.230 --> 00:12:24.652 challenges that are brought 00:12:25.152 --> 00:12:25.991 from that space. 00:12:26.552 --> 00:12:28.013 We can build a dental office anywhere. 00:12:28.113 --> 00:12:29.134 I can stick a chair up on a 00:12:29.173 --> 00:12:30.594 roof of a high rise. 00:12:31.934 --> 00:12:32.936 So now it's understanding 00:12:32.975 --> 00:12:34.096 the challenges that this 00:12:34.136 --> 00:12:36.198 particular space is going to bring to us, 00:12:36.639 --> 00:12:37.921 how it's going to impact our budget, 00:12:38.201 --> 00:12:39.562 how it's going to impact our timing, 00:12:39.962 --> 00:12:41.484 what city or entity is 00:12:41.524 --> 00:12:42.524 reviewing for permits, 00:12:42.565 --> 00:12:43.947 because some could take four weeks, 00:12:44.307 --> 00:12:45.707 some could take twenty weeks. 00:12:46.269 --> 00:12:47.629 So now we need to make sure 00:12:47.649 --> 00:12:49.572 the broker understands this 00:12:49.912 --> 00:12:51.033 because they're using a lot 00:12:51.052 --> 00:12:51.913 of that information to 00:12:52.014 --> 00:12:53.254 leverage to the client to 00:12:53.294 --> 00:12:54.096 negotiate the deal. 00:12:54.115 --> 00:12:54.917 That's right. 00:12:56.219 --> 00:12:57.019 Lots of things there. 00:12:57.039 --> 00:12:57.460 Timing. 00:12:57.600 --> 00:12:58.200 Exactly. 00:12:58.799 --> 00:13:00.480 So like the, 00:13:00.541 --> 00:13:01.660 the big things that I'm 00:13:01.701 --> 00:13:02.741 thinking of is no one 00:13:02.782 --> 00:13:04.523 really knows the 00:13:04.562 --> 00:13:07.764 mechanicals like a contractor, right? 00:13:07.783 --> 00:13:09.465 The real estate guy doesn't 00:13:09.705 --> 00:13:10.705 gal guy doesn't, 00:13:11.070 --> 00:13:11.690 definitely not the 00:13:11.710 --> 00:13:13.370 consultant equipment people 00:13:13.711 --> 00:13:16.873 meh not really like 00:13:17.113 --> 00:13:18.312 attorneys definitely don't 00:13:18.832 --> 00:13:20.573 so like all the people that 00:13:20.594 --> 00:13:21.654 are putting these deals 00:13:21.695 --> 00:13:24.115 together on paper as far as 00:13:24.196 --> 00:13:25.615 legal and negotiation 00:13:26.177 --> 00:13:27.376 someone's got to look at 00:13:28.457 --> 00:13:29.857 the mechanicals can you 00:13:29.898 --> 00:13:30.498 explain what the 00:13:30.538 --> 00:13:32.158 mechanicals are when I'm 00:13:33.159 --> 00:13:33.820 you know what I'm talking 00:13:33.840 --> 00:13:35.220 about what are you looking 00:13:35.279 --> 00:13:36.441 at specifically yeah 00:13:37.033 --> 00:13:38.774 We walk into a space, you know, 00:13:38.855 --> 00:13:39.754 a dental office 00:13:40.034 --> 00:13:41.216 infrastructure is quite 00:13:41.255 --> 00:13:43.275 different than an insurance office. 00:13:43.616 --> 00:13:44.557 So when we walk in there, 00:13:44.596 --> 00:13:45.157 we're looking at the 00:13:45.197 --> 00:13:46.498 electrical capacities that 00:13:46.538 --> 00:13:48.038 are there in the space. 00:13:48.578 --> 00:13:49.538 If those aren't adequate, 00:13:49.578 --> 00:13:50.859 we might have to upgrade those. 00:13:51.019 --> 00:13:53.440 That could be six, ten thousand dollars. 00:13:53.900 --> 00:13:54.860 You need to know that. 00:13:55.201 --> 00:13:55.681 Exactly. 00:13:56.181 --> 00:13:56.682 Exactly. 00:13:56.701 --> 00:13:57.481 You need to know that. 00:13:58.001 --> 00:14:00.725 HVAC there's so much heat 00:14:00.764 --> 00:14:02.385 gain and or loss depending 00:14:02.486 --> 00:14:03.628 on the time of year with 00:14:03.648 --> 00:14:05.710 the equipment all the you 00:14:05.730 --> 00:14:06.850 know the chairs the 00:14:06.870 --> 00:14:07.630 sterilization the 00:14:07.650 --> 00:14:10.173 mechanical room reception 00:14:10.614 --> 00:14:12.475 everyone's looking for a 00:14:12.535 --> 00:14:14.557 different the same comfort zone but 00:14:15.506 --> 00:14:16.587 it's going to differentiate 00:14:16.628 --> 00:14:17.668 between different sides of 00:14:17.687 --> 00:14:18.989 the office so understanding 00:14:19.009 --> 00:14:20.809 the hvac what kind of 00:14:20.830 --> 00:14:22.291 challenges can we deal with 00:14:22.311 --> 00:14:23.152 the existing do we need to 00:14:23.211 --> 00:14:24.211 upgrade do we need to add 00:14:24.852 --> 00:14:26.173 same for the plumbing you 00:14:26.193 --> 00:14:28.794 know your average retail 00:14:28.855 --> 00:14:30.096 center is going to have one 00:14:30.155 --> 00:14:31.456 restroom and maybe a staff 00:14:31.496 --> 00:14:32.998 lounge dental offices we 00:14:33.018 --> 00:14:35.139 could add twelve to fifteen 00:14:35.178 --> 00:14:36.460 plumbing fixtures within 00:14:36.480 --> 00:14:37.659 that space do we have the 00:14:37.720 --> 00:14:39.621 adequate water supply and 00:14:39.662 --> 00:14:41.743 the adequate sanitary see 00:14:42.102 --> 00:14:43.144 you don't know this walking 00:14:43.224 --> 00:14:44.345 into it all of a sudden you 00:14:44.384 --> 00:14:45.565 might be hit with twenty 00:14:45.585 --> 00:14:46.306 thirty thousand dollars 00:14:46.326 --> 00:14:47.586 worth of upgrades you had 00:14:47.626 --> 00:14:49.187 no idea about and those are 00:14:49.207 --> 00:14:50.548 not good surprises and it's 00:14:50.607 --> 00:14:52.870 happened look like uh I 00:14:52.889 --> 00:14:53.750 don't want to get into this 00:14:53.789 --> 00:14:55.792 too much but if you watch 00:14:55.812 --> 00:14:57.592 some of the old episodes go 00:14:57.613 --> 00:14:59.833 to dental unscripted.com 00:15:00.634 --> 00:15:02.615 and then go to um archived 00:15:02.676 --> 00:15:04.157 episodes go back five years 00:15:04.197 --> 00:15:05.557 we're talking about the same crap 00:15:06.938 --> 00:15:08.841 go to shark week, real estate week. 00:15:08.880 --> 00:15:10.261 There's seven episodes. 00:15:10.422 --> 00:15:11.682 And I interviewed all these 00:15:11.722 --> 00:15:12.244 real estate people. 00:15:12.264 --> 00:15:14.365 I don't want to go into this, but like, 00:15:15.177 --> 00:15:18.658 The landlord wants a dentist 00:15:18.817 --> 00:15:20.499 in their space because 00:15:20.538 --> 00:15:21.820 you're an anchor tenant. 00:15:21.840 --> 00:15:22.820 You're bringing all these 00:15:22.860 --> 00:15:24.020 amazing patients in. 00:15:24.821 --> 00:15:26.621 You're a safe business. 00:15:26.642 --> 00:15:27.881 You're probably not going to default. 00:15:28.883 --> 00:15:31.263 Odds are ninety ninety nine percent. 00:15:31.283 --> 00:15:32.144 Ninety eight percent of you 00:15:32.163 --> 00:15:33.083 will not default. 00:15:33.144 --> 00:15:33.884 Very safe. 00:15:34.804 --> 00:15:36.466 You're also going to improve 00:15:36.505 --> 00:15:37.525 their space because 00:15:37.586 --> 00:15:38.485 Dustin's going to build a 00:15:38.566 --> 00:15:39.447 beautiful office. 00:15:39.846 --> 00:15:40.547 You're doing all these 00:15:40.667 --> 00:15:42.347 wonderful things for the landlord. 00:15:43.700 --> 00:15:45.441 The landlord, again, 00:15:45.500 --> 00:15:46.741 is gonna give you some 00:15:46.802 --> 00:15:48.323 stuff like tenant 00:15:48.344 --> 00:15:49.684 improvements and free rent. 00:15:49.804 --> 00:15:51.466 Again, go back to that episode. 00:15:51.505 --> 00:15:54.508 But Dustin's the one that's gonna say, 00:15:55.822 --> 00:15:58.543 Hey, what you have here, 00:15:58.583 --> 00:15:59.744 Mr. Landlord is not 00:15:59.884 --> 00:16:01.904 adequate for a dentist and 00:16:01.985 --> 00:16:04.047 you need to help us make it adequate. 00:16:04.167 --> 00:16:05.527 And that's a negotiating point. 00:16:06.128 --> 00:16:06.687 And by the way, 00:16:06.727 --> 00:16:07.849 it has nothing to do with 00:16:08.408 --> 00:16:10.429 Dustin's construction contract. 00:16:10.929 --> 00:16:11.910 Any of these contractors 00:16:11.931 --> 00:16:12.792 that we interviewed this week, 00:16:13.652 --> 00:16:16.594 that is all high value ad. 00:16:17.014 --> 00:16:17.714 That's why it's a 00:16:17.754 --> 00:16:19.174 relationship in the front end. 00:16:19.235 --> 00:16:20.556 So, yeah, 00:16:21.644 --> 00:16:22.465 I think this is really 00:16:22.504 --> 00:16:23.765 important because the 00:16:23.826 --> 00:16:24.807 contractor that you choose 00:16:24.826 --> 00:16:26.268 to partner with can save 00:16:26.307 --> 00:16:27.489 you a lot of money. 00:16:27.589 --> 00:16:28.409 They're going to cost you a 00:16:28.429 --> 00:16:30.331 lot of money just by the 00:16:30.390 --> 00:16:32.052 nature of the business that they're in, 00:16:32.072 --> 00:16:32.893 but they're also going to 00:16:32.993 --> 00:16:34.553 save you a lot of money too. 00:16:34.594 --> 00:16:35.335 Absolutely. 00:16:35.995 --> 00:16:36.316 Right? 00:16:36.796 --> 00:16:37.937 And that goes all the way to 00:16:37.976 --> 00:16:40.178 the negotiations of the space. 00:16:40.399 --> 00:16:41.860 So would you say that's 00:16:41.879 --> 00:16:43.181 where the beginning of your 00:16:43.221 --> 00:16:45.582 relationship begins then, Doc, or Doc, 00:16:45.844 --> 00:16:47.004 Dustin, 00:16:47.764 --> 00:16:50.927 is helping the doc look at the space, 00:16:51.932 --> 00:16:53.994 And unfold the vision there 00:16:54.114 --> 00:16:55.855 and try to help the real 00:16:55.875 --> 00:16:58.837 estate professional negotiate. 00:16:58.857 --> 00:16:59.638 That's probably the biggest 00:16:59.697 --> 00:17:00.739 piece in this first start. 00:17:02.059 --> 00:17:02.921 That's exactly right. 00:17:04.422 --> 00:17:05.522 It's understanding that real 00:17:05.583 --> 00:17:07.105 estate to help the broker 00:17:07.545 --> 00:17:08.645 leverage to the landlord. 00:17:09.006 --> 00:17:10.467 But then that information is 00:17:10.688 --> 00:17:12.689 also utilized to now 00:17:12.749 --> 00:17:13.950 transfer to the designer. 00:17:14.570 --> 00:17:14.891 Yeah. 00:17:14.931 --> 00:17:15.551 So this is... 00:17:16.820 --> 00:17:18.041 I'm glad you're 00:17:18.082 --> 00:17:18.883 transitioning to this 00:17:18.903 --> 00:17:19.723 because we're going to go there. 00:17:19.784 --> 00:17:20.585 Go ahead. 00:17:20.884 --> 00:17:22.166 The foundation continues to 00:17:22.186 --> 00:17:22.926 build on paper. 00:17:23.288 --> 00:17:24.068 We're now using that 00:17:24.128 --> 00:17:25.549 information to transfer to 00:17:25.589 --> 00:17:26.691 the designer and say, hey, listen, 00:17:27.231 --> 00:17:28.252 this is where the existing 00:17:28.272 --> 00:17:29.034 infrastructure is. 00:17:29.634 --> 00:17:31.155 These are how tall the windows are. 00:17:32.116 --> 00:17:33.738 Here's where the beams are located. 00:17:34.239 --> 00:17:34.759 That way, 00:17:35.200 --> 00:17:36.500 when we're doing our initial 00:17:36.540 --> 00:17:39.944 concept designs, we don't have to 00:17:40.785 --> 00:17:42.366 completely change them or 00:17:42.646 --> 00:17:43.968 make major modifications 00:17:44.008 --> 00:17:45.670 because we weren't aware of 00:17:45.750 --> 00:17:47.411 what challenges the shell 00:17:47.471 --> 00:17:48.813 might have presented to us 00:17:49.252 --> 00:17:50.054 we don't want to stick a 00:17:50.094 --> 00:17:51.815 mechanical room all the way 00:17:51.835 --> 00:17:53.777 across uh the other side of 00:17:53.797 --> 00:17:54.978 the space when the main 00:17:55.018 --> 00:17:56.219 water line is on the 00:17:56.279 --> 00:17:57.661 opposite side yeah now we 00:17:57.681 --> 00:17:58.561 have to extend the main 00:17:58.602 --> 00:17:59.502 water all the way so we're 00:17:59.563 --> 00:18:00.923 looking at all these you know hey 00:18:01.715 --> 00:18:02.497 Maybe that's only a few 00:18:02.517 --> 00:18:04.337 thousand dollar increase, but still, 00:18:04.478 --> 00:18:05.239 that's a few thousand 00:18:05.259 --> 00:18:07.079 dollar that we can save 00:18:07.119 --> 00:18:08.181 from day one just knowing 00:18:08.201 --> 00:18:08.862 that information. 00:18:09.041 --> 00:18:09.962 That's a sensor, guys. 00:18:10.002 --> 00:18:11.423 That's a sensor, right? 00:18:11.483 --> 00:18:12.124 Absolutely. 00:18:12.325 --> 00:18:14.066 So I think that's really good. 00:18:14.686 --> 00:18:15.366 I think that's really good. 00:18:15.386 --> 00:18:16.647 So we covered due diligence 00:18:16.768 --> 00:18:18.068 and where the partnership begins. 00:18:19.109 --> 00:18:20.631 You kind of alluded to where 00:18:20.711 --> 00:18:21.751 I'm heading with the program, 00:18:21.791 --> 00:18:23.272 and that is our relationship, 00:18:23.453 --> 00:18:25.836 our relationship from a 00:18:25.935 --> 00:18:27.977 client and a contractor and 00:18:27.997 --> 00:18:29.538 a space planner slash architect. 00:18:30.704 --> 00:18:31.626 I really want to get into 00:18:31.646 --> 00:18:33.570 this because Dustin, you're really good. 00:18:33.611 --> 00:18:36.136 I've worked with you for many years now. 00:18:36.297 --> 00:18:37.319 We've built a lot of 00:18:38.228 --> 00:18:39.588 Beautiful offices. 00:18:40.368 --> 00:18:41.229 Our clients have really 00:18:41.269 --> 00:18:42.789 benefited from working with Big Sky, 00:18:43.789 --> 00:18:44.789 which is why you're on the program. 00:18:45.590 --> 00:18:46.111 You do a great job. 00:18:46.131 --> 00:18:47.431 Thank you. 00:18:47.570 --> 00:18:48.432 One of the things that I 00:18:48.471 --> 00:18:50.112 really like about you is 00:18:50.172 --> 00:18:52.893 how you truly hold my 00:18:52.932 --> 00:18:54.453 client's hand through the 00:18:54.513 --> 00:18:56.054 permitting process. 00:18:56.355 --> 00:18:58.015 And I have to say, 00:18:58.055 --> 00:19:00.016 this is one of the more 00:19:00.096 --> 00:19:02.237 complicated conversations 00:19:03.336 --> 00:19:05.178 that I have with my clients 00:19:05.317 --> 00:19:06.317 because they all want to 00:19:06.377 --> 00:19:08.838 bid they want to bid 00:19:09.179 --> 00:19:10.118 because they don't want to 00:19:10.159 --> 00:19:11.640 take be taken advantage by 00:19:11.960 --> 00:19:13.599 construction knowing that 00:19:13.619 --> 00:19:14.540 construction is going to be 00:19:14.701 --> 00:19:16.480 seventy plus percent of 00:19:16.500 --> 00:19:18.201 their entire budget they 00:19:18.241 --> 00:19:18.981 want to make sure that 00:19:19.001 --> 00:19:20.221 that's a good number right 00:19:20.241 --> 00:19:22.202 absolutely I get that you 00:19:22.242 --> 00:19:23.383 would too ever anybody 00:19:23.442 --> 00:19:24.564 would especially if it's 00:19:24.644 --> 00:19:26.223 that big of a ticket item 00:19:26.243 --> 00:19:27.424 yeah right for sure for 00:19:27.444 --> 00:19:28.045 sure construction's your 00:19:28.144 --> 00:19:29.065 biggest one that you have 00:19:29.105 --> 00:19:30.144 to manage otherwise you're 00:19:30.326 --> 00:19:31.605 you're in trouble with with lending 00:19:33.167 --> 00:19:34.470 But at the same time, 00:19:35.172 --> 00:19:36.734 we need your help so much 00:19:36.775 --> 00:19:39.359 to get through the planning. 00:19:39.400 --> 00:19:41.383 So I would love for you to 00:19:41.463 --> 00:19:43.607 just describe the process. 00:19:45.321 --> 00:19:47.343 whether it's you by yourself 00:19:47.423 --> 00:19:48.803 or you in partnership with 00:19:48.843 --> 00:19:50.763 somebody and how you get a 00:19:50.804 --> 00:19:54.224 client from concept floor plan and, 00:19:54.365 --> 00:19:56.224 and a floor plan is just chicken scratch. 00:19:56.244 --> 00:19:57.786 It's oftentimes the 00:19:57.826 --> 00:19:58.865 equipment guys are putting 00:19:58.885 --> 00:19:59.665 a floor plan together. 00:19:59.726 --> 00:20:01.467 Next level oftentimes 00:20:01.507 --> 00:20:02.807 provides a floor plan. 00:20:02.886 --> 00:20:04.106 I outsource that service, 00:20:04.586 --> 00:20:05.567 but it's just like kind of 00:20:05.587 --> 00:20:07.528 like a rudimentary floor plan. 00:20:07.548 --> 00:20:08.828 It's not the final floor plan. 00:20:09.388 --> 00:20:11.048 Someone's got to take that floor plan, 00:20:11.068 --> 00:20:12.230 that concept and, 00:20:13.650 --> 00:20:15.671 and get it to permits that 00:20:15.730 --> 00:20:18.051 the city will approve and 00:20:18.071 --> 00:20:19.492 there's a lot to say about 00:20:19.553 --> 00:20:21.273 that so dustin how do you 00:20:21.294 --> 00:20:21.713 how are you going to 00:20:21.733 --> 00:20:22.814 approach that question 00:20:22.834 --> 00:20:23.474 that's a tough question 00:20:23.494 --> 00:20:24.894 it's a loaded question how 00:20:24.914 --> 00:20:26.115 do you get it from concept 00:20:26.375 --> 00:20:28.737 to permit go well 00:20:31.604 --> 00:20:32.604 Hey, 00:20:32.624 --> 00:20:33.845 I think we need to educate the 00:20:33.924 --> 00:20:35.045 audience in this process. 00:20:35.065 --> 00:20:35.605 It's weird. 00:20:35.665 --> 00:20:36.566 And we got to talk about it. 00:20:37.046 --> 00:20:37.486 Totally. 00:20:38.047 --> 00:20:39.307 A lot goes into that. 00:20:39.386 --> 00:20:40.728 So at concept, 00:20:40.788 --> 00:20:43.388 we've got the basic flow of the practice. 00:20:43.628 --> 00:20:44.548 We've got the basic 00:20:44.588 --> 00:20:45.670 requirements set of what 00:20:45.710 --> 00:20:48.131 the doctor wants in that moment. 00:20:48.644 --> 00:20:51.005 Now we need to dig deep into 00:20:51.045 --> 00:20:52.026 the nuts and bolts of the 00:20:52.105 --> 00:20:52.945 actual practice. 00:20:53.606 --> 00:20:55.248 Is this, you know, 00:20:55.367 --> 00:20:57.008 what is the now and what 00:20:57.028 --> 00:20:58.388 does the future look like 00:20:58.449 --> 00:20:59.250 for this business? 00:20:59.529 --> 00:21:00.790 Are you going to add another 00:21:00.830 --> 00:21:01.911 doc at some point? 00:21:02.310 --> 00:21:03.832 Are you going to have associates? 00:21:04.593 --> 00:21:06.534 What's the hygiene versus restorative? 00:21:06.594 --> 00:21:08.114 Or if you're a specialist, you know, 00:21:08.153 --> 00:21:09.134 what does that look like? 00:21:09.535 --> 00:21:09.674 Now, 00:21:10.194 --> 00:21:11.556 then we start talking about equipment 00:21:11.576 --> 00:21:12.175 needs as well. 00:21:12.516 --> 00:21:14.096 You know, delivery units. 00:21:14.356 --> 00:21:15.077 Are they at the twelve? 00:21:15.117 --> 00:21:15.877 Are they at the chair? 00:21:16.337 --> 00:21:18.598 X-rays, TVs on the ceiling. 00:21:18.878 --> 00:21:20.500 Are you educating and 00:21:20.660 --> 00:21:23.781 wanting entertainment for 00:21:23.821 --> 00:21:26.722 patients while in a restorative case? 00:21:26.762 --> 00:21:27.002 You know, 00:21:27.343 --> 00:21:28.844 all these questions go into 00:21:29.223 --> 00:21:32.945 finalizing the details of that practice. 00:21:33.026 --> 00:21:33.465 That's right. 00:21:33.865 --> 00:21:34.967 Now, once we've got that, 00:21:35.027 --> 00:21:36.669 then we have to understand, okay, 00:21:36.709 --> 00:21:38.230 what is the city now going 00:21:38.269 --> 00:21:39.471 to be looking for from us 00:21:39.832 --> 00:21:41.794 to approve a permit? 00:21:42.273 --> 00:21:42.974 I love it. 00:21:43.654 --> 00:21:46.678 So there's this kind of like step one, 00:21:46.698 --> 00:21:47.179 step two. 00:21:47.219 --> 00:21:47.778 There's like, 00:21:47.838 --> 00:21:50.182 what do you need to do what 00:21:50.221 --> 00:21:51.363 you're trying to do? 00:21:53.055 --> 00:21:53.315 Right. 00:21:53.996 --> 00:21:56.597 And then there's what is the city need? 00:21:57.238 --> 00:21:57.659 Correct. 00:21:57.858 --> 00:21:59.279 And every city is different. 00:21:59.299 --> 00:22:00.260 That's the that's the 00:22:00.300 --> 00:22:02.162 complexity of this freaking 00:22:02.201 --> 00:22:03.923 conversation is I might 00:22:03.963 --> 00:22:05.164 have a client in 00:22:05.664 --> 00:22:09.248 Tallahassee and a client in Tacoma, 00:22:09.288 --> 00:22:12.750 Washington, and a client in the East Bay, 00:22:12.830 --> 00:22:13.692 California. 00:22:14.372 --> 00:22:15.772 And my answer is not the 00:22:15.833 --> 00:22:17.193 same for all of them. 00:22:17.974 --> 00:22:19.395 Because I don't know what 00:22:19.435 --> 00:22:20.736 Tacoma is going to say 00:22:20.816 --> 00:22:22.136 compared to Tallahassee, 00:22:22.156 --> 00:22:23.196 compared to East Bay. 00:22:23.817 --> 00:22:23.957 Right. 00:22:23.977 --> 00:22:26.719 Because all those cities are different. 00:22:26.798 --> 00:22:30.460 So, Dustin, help us out with the city. 00:22:30.759 --> 00:22:33.381 And do we need partners? 00:22:33.681 --> 00:22:35.301 It's an option to get a partner involved. 00:22:35.781 --> 00:22:36.982 But do we need partners? 00:22:37.002 --> 00:22:38.462 And how does that work with 00:22:38.522 --> 00:22:40.743 contractors and all that? 00:22:41.384 --> 00:22:42.404 Well, Mike, 00:22:42.424 --> 00:22:44.385 I'm going to step back just one 00:22:44.425 --> 00:22:45.066 step real quick. 00:22:45.506 --> 00:22:45.885 Beautiful. 00:22:46.246 --> 00:22:47.366 In my design-build model… 00:22:48.553 --> 00:22:49.413 I've had the conversation 00:22:49.432 --> 00:22:50.453 with the client that says, listen, 00:22:50.913 --> 00:22:53.193 I understand this idea. 00:22:53.354 --> 00:22:55.375 We are the biggest part of the budget. 00:22:56.075 --> 00:22:56.335 Um, 00:22:57.375 --> 00:22:59.316 six to nine months of my upfront time 00:22:59.415 --> 00:23:01.076 is going to be given to you for free, 00:23:01.457 --> 00:23:02.616 regardless of whether you 00:23:02.737 --> 00:23:03.876 use big sky or not, 00:23:04.217 --> 00:23:05.377 just because that's who we are. 00:23:05.458 --> 00:23:06.458 And I want my knowledge 00:23:06.498 --> 00:23:08.638 given to every client to 00:23:08.699 --> 00:23:10.358 set them up for success. 00:23:10.378 --> 00:23:10.618 That's right. 00:23:10.638 --> 00:23:11.739 That's part of that due 00:23:11.778 --> 00:23:13.259 diligence that we talked about earlier. 00:23:13.700 --> 00:23:13.980 It is. 00:23:14.079 --> 00:23:15.641 Now there is a point though, 00:23:15.661 --> 00:23:17.221 where I tell the doc, okay, listen, 00:23:18.047 --> 00:23:19.028 give me the benefit of the 00:23:19.067 --> 00:23:20.750 doubt let me get you all 00:23:20.769 --> 00:23:21.371 the way through this 00:23:21.431 --> 00:23:23.032 process let me get you to 00:23:23.073 --> 00:23:25.555 the budgeting stage once I 00:23:25.634 --> 00:23:27.217 budgeted if I'm hitting 00:23:27.237 --> 00:23:28.739 your budget let's keep 00:23:28.778 --> 00:23:30.220 going because that next 00:23:30.259 --> 00:23:31.582 step you're right if we get 00:23:31.622 --> 00:23:32.663 into permits and they're 00:23:32.762 --> 00:23:35.125 not design building this uh practice 00:23:35.625 --> 00:23:36.826 you do have to bring in 00:23:36.965 --> 00:23:37.946 outside partners that are 00:23:37.967 --> 00:23:39.086 going to cost a lot more 00:23:39.366 --> 00:23:40.827 going to take quite a bit 00:23:40.867 --> 00:23:42.188 more time and they're going 00:23:42.228 --> 00:23:43.209 to they're going to design 00:23:43.249 --> 00:23:44.788 and engineer systems that 00:23:44.848 --> 00:23:47.029 the city will approve but 00:23:47.069 --> 00:23:49.230 traditionally are way over 00:23:49.270 --> 00:23:50.631 engineered than what is 00:23:50.750 --> 00:23:52.290 actually needed we are the 00:23:52.352 --> 00:23:54.332 dental specialist we design 00:23:54.372 --> 00:23:56.053 build in-house in-house 00:23:56.153 --> 00:23:57.593 engineers we know exactly 00:23:57.673 --> 00:23:59.673 what is needed yes 00:24:00.402 --> 00:24:01.663 I love that you said that. 00:24:01.763 --> 00:24:03.307 So you're using this word 00:24:03.326 --> 00:24:04.548 called design build. 00:24:05.109 --> 00:24:05.190 Yes. 00:24:05.289 --> 00:24:07.874 And from plans to permit and this topic, 00:24:08.134 --> 00:24:09.757 this is very important. 00:24:09.777 --> 00:24:10.919 You've got two paths. 00:24:11.977 --> 00:24:14.258 you got one path to get an architect, 00:24:14.278 --> 00:24:15.357 like Dustin said, 00:24:15.458 --> 00:24:16.298 space planner slash 00:24:16.357 --> 00:24:20.659 architect to drive it from plans for plan, 00:24:20.878 --> 00:24:22.099 basic rudimentary, 00:24:22.619 --> 00:24:24.839 basic plans to permitting 00:24:24.880 --> 00:24:26.181 without the contractor. 00:24:26.780 --> 00:24:26.961 Right. 00:24:27.060 --> 00:24:28.421 And then the contractor will 00:24:28.461 --> 00:24:29.442 pick it up from there and 00:24:29.461 --> 00:24:31.142 bid it or another, 00:24:31.422 --> 00:24:33.282 another route is design build. 00:24:33.303 --> 00:24:34.742 And he used the word design build. 00:24:34.762 --> 00:24:36.303 And that's a very important 00:24:36.323 --> 00:24:38.263 thing because some contractors are, 00:24:39.226 --> 00:24:42.189 don't need architects and 00:24:42.229 --> 00:24:43.670 too much help from space planners. 00:24:44.250 --> 00:24:45.372 And they can take it from 00:24:45.412 --> 00:24:46.992 that floor plan all the way 00:24:47.054 --> 00:24:47.894 into permitting. 00:24:48.615 --> 00:24:50.135 And there are some benefits 00:24:51.096 --> 00:24:52.778 to design build. 00:24:53.339 --> 00:24:55.141 So let's talk about that. 00:24:55.561 --> 00:24:58.443 Staying within this plans to permit topic, 00:24:59.405 --> 00:25:01.626 let's talk about design build. 00:25:01.926 --> 00:25:03.807 So what are the benefits? 00:25:04.067 --> 00:25:05.107 I know I'm, I want you to say it. 00:25:05.127 --> 00:25:06.169 Yeah, absolutely. 00:25:06.308 --> 00:25:07.469 What are the benefits? 00:25:07.489 --> 00:25:08.328 You said it fast. 00:25:08.368 --> 00:25:09.289 I want you to slow down and 00:25:09.569 --> 00:25:10.609 describe what you mean 00:25:10.630 --> 00:25:15.271 there of design build totally where, 00:25:15.372 --> 00:25:17.032 where the builder takes you 00:25:17.073 --> 00:25:18.972 from floor plan to permit. 00:25:18.992 --> 00:25:19.653 Go ahead. 00:25:19.874 --> 00:25:20.913 Yes. 00:25:20.933 --> 00:25:23.035 The design build model is a 00:25:23.095 --> 00:25:26.355 collaboration of the contractor, 00:25:27.557 --> 00:25:28.497 They're still a designer, 00:25:28.836 --> 00:25:30.137 whether they're in-house or 00:25:30.438 --> 00:25:33.019 a separate vendor and the client. 00:25:33.818 --> 00:25:35.358 We are building this project 00:25:35.419 --> 00:25:36.400 on paper together, 00:25:36.480 --> 00:25:38.599 making sure that the needs 00:25:38.619 --> 00:25:40.381 and requirements plus the 00:25:40.520 --> 00:25:43.961 budget are all hit prior to 00:25:43.981 --> 00:25:45.201 submitting for permit. 00:25:45.642 --> 00:25:46.883 We are giving the city 00:25:46.942 --> 00:25:48.323 exactly what is needed in 00:25:48.442 --> 00:25:53.125 order to approve this dental office. 00:25:53.505 --> 00:25:53.904 Beautiful. 00:25:54.365 --> 00:25:54.545 Now, 00:25:54.644 --> 00:25:57.185 what that does is it's saving you time. 00:25:57.970 --> 00:25:59.510 Because in the other model 00:25:59.711 --> 00:26:01.510 where you have an architect and engineers, 00:26:02.852 --> 00:26:04.432 the engineers I can a 00:26:04.492 --> 00:26:05.553 hundred percent guarantee 00:26:05.593 --> 00:26:06.913 to you are over-engineering 00:26:07.114 --> 00:26:09.013 because they're not building. 00:26:09.555 --> 00:26:10.154 Yeah, exactly. 00:26:10.375 --> 00:26:11.234 They're not building these 00:26:11.275 --> 00:26:12.816 systems or warranty this system. 00:26:12.875 --> 00:26:13.655 So they're going to 00:26:13.736 --> 00:26:14.737 over-engineer to make sure 00:26:14.777 --> 00:26:17.298 that they're meeting the need, 00:26:17.538 --> 00:26:19.398 but traditionally they're way more. 00:26:21.159 --> 00:26:22.680 Contractors stepping in 00:26:23.500 --> 00:26:25.101 after all these systems are built, 00:26:26.259 --> 00:26:27.862 Or designed, not built, designed. 00:26:28.162 --> 00:26:29.304 Designed, excuse me, yes. 00:26:31.767 --> 00:26:32.386 Over budget, 00:26:33.147 --> 00:26:36.692 we're now having to value engineer the... 00:26:39.457 --> 00:26:42.240 the mental enjoyment of the 00:26:42.299 --> 00:26:44.021 experience is going down 00:26:44.082 --> 00:26:45.423 because now the client's looking at, 00:26:45.844 --> 00:26:46.585 what do I cut? 00:26:46.865 --> 00:26:47.767 How do I delete? 00:26:48.287 --> 00:26:50.230 And you're usually the bad guy. 00:26:50.269 --> 00:26:52.291 The contractor's usually the bad guy. 00:26:53.173 --> 00:26:54.374 Let's take a step back. 00:26:54.433 --> 00:26:56.916 So I like what you're saying. 00:26:57.096 --> 00:26:57.877 And do I think... 00:26:58.558 --> 00:27:00.320 Having an architect involved 00:27:00.361 --> 00:27:01.442 is a terrible idea. 00:27:01.502 --> 00:27:02.663 The answer is no. 00:27:02.683 --> 00:27:03.825 And I think even Dustin will 00:27:03.845 --> 00:27:05.307 say it's a no also. 00:27:06.067 --> 00:27:06.828 However, 00:27:08.431 --> 00:27:10.432 this design build model is you're 00:27:10.472 --> 00:27:11.253 truly partnering with the 00:27:11.294 --> 00:27:12.955 contractor and they're 00:27:12.976 --> 00:27:15.318 trying to be as fast as 00:27:15.358 --> 00:27:16.861 possible to get you into permits. 00:27:17.858 --> 00:27:20.259 with budget in mind and and 00:27:20.299 --> 00:27:21.121 the reason I say that 00:27:21.161 --> 00:27:23.061 that's really cool because 00:27:23.221 --> 00:27:24.522 I was an ex-banker you all 00:27:24.563 --> 00:27:25.623 know that if you've been 00:27:25.663 --> 00:27:26.723 following the program for a 00:27:26.763 --> 00:27:28.684 while I was an ex-banker 00:27:29.224 --> 00:27:30.326 and I'm gonna tell you 00:27:30.586 --> 00:27:32.046 right now this is a true 00:27:32.086 --> 00:27:33.567 story I'm not exaggerating 00:27:33.727 --> 00:27:34.807 I tend to sometimes 00:27:34.847 --> 00:27:36.348 exaggerate to prove a point 00:27:37.269 --> 00:27:38.930 I am not on this on this 00:27:38.990 --> 00:27:41.490 comment in the in all the 00:27:41.530 --> 00:27:43.613 years that I have worked as 00:27:43.653 --> 00:27:45.993 a lender and a con a consultant 00:27:47.219 --> 00:27:49.540 Not one architect would call 00:27:49.580 --> 00:27:51.143 me on one of my client's 00:27:51.182 --> 00:27:53.285 projects as a banker and 00:27:53.325 --> 00:27:56.107 consultant and ask what the budget was. 00:27:57.465 --> 00:27:58.605 They never asked me. 00:27:59.527 --> 00:28:02.567 So an architect sometimes just, well, 00:28:02.627 --> 00:28:03.268 not sometimes, 00:28:03.327 --> 00:28:04.928 pretty much just designs it 00:28:05.848 --> 00:28:10.670 and gets it prepared for the city, 00:28:10.690 --> 00:28:11.830 which is very important. 00:28:12.671 --> 00:28:14.551 But they're just kind of designing it. 00:28:15.031 --> 00:28:16.872 And then we throw it at the contractor. 00:28:16.912 --> 00:28:18.053 This is the bid, right? 00:28:18.532 --> 00:28:19.375 The bid route, 00:28:19.394 --> 00:28:20.355 we're not talking about design build, 00:28:20.415 --> 00:28:21.417 the bid route. 00:28:22.019 --> 00:28:23.642 And we throw it to the contractor and say, 00:28:23.662 --> 00:28:25.404 hey, we just designed this thing. 00:28:26.465 --> 00:28:27.047 Can you quote it? 00:28:27.808 --> 00:28:29.371 And no one up to that point 00:28:29.411 --> 00:28:31.634 has even discussed budget yet. 00:28:32.599 --> 00:28:34.561 And the funny thing is, is most of my, 00:28:34.582 --> 00:28:36.383 the very first thing that the designers, 00:28:37.403 --> 00:28:39.285 architects say to my client 00:28:39.345 --> 00:28:41.365 is get a Pinterest account 00:28:41.926 --> 00:28:44.709 and start giving me your ideas. 00:28:44.769 --> 00:28:44.909 Well, 00:28:45.028 --> 00:28:46.650 what do you think everybody's 00:28:47.310 --> 00:28:49.491 interested in, in Pinterest? 00:28:49.511 --> 00:28:51.134 It's the nicest stuff. 00:28:51.673 --> 00:28:54.115 It's most beautiful finishes. 00:28:54.256 --> 00:28:55.076 And that's what you're 00:28:55.135 --> 00:28:56.356 pinning and sending into 00:28:56.396 --> 00:28:57.678 the architect and the 00:28:57.758 --> 00:28:59.380 architects creating that. 00:29:00.059 --> 00:29:01.902 And giving it to Dustin and 00:29:02.983 --> 00:29:05.807 more than fifty percent of the time, 00:29:06.868 --> 00:29:08.611 the budget is blown and 00:29:08.671 --> 00:29:10.113 then we have to go backwards. 00:29:10.133 --> 00:29:10.854 And that's exactly what 00:29:10.874 --> 00:29:12.695 Dustin was saying is it's 00:29:12.776 --> 00:29:13.717 not a very pleasant 00:29:13.758 --> 00:29:15.700 experience when you tell me the client, 00:29:15.740 --> 00:29:17.602 hey, you can have this beautiful office. 00:29:18.685 --> 00:29:19.926 let's design it and have the 00:29:19.967 --> 00:29:20.907 contractor bid it. 00:29:20.948 --> 00:29:21.928 And then all the contractors 00:29:21.988 --> 00:29:23.368 come in way overpriced. 00:29:24.130 --> 00:29:25.990 And now my client, now the client's like, 00:29:26.131 --> 00:29:26.352 man, 00:29:26.392 --> 00:29:28.093 I was kind of bummed because I saw a 00:29:28.133 --> 00:29:29.933 lot of glass and great 00:29:30.013 --> 00:29:33.497 lighting and amazing wall covers. 00:29:33.596 --> 00:29:34.537 And now they got to strip 00:29:34.596 --> 00:29:36.137 all that out because you're the bad guy, 00:29:36.159 --> 00:29:38.440 Dustin. 00:29:38.500 --> 00:29:38.839 Exactly. 00:29:38.880 --> 00:29:39.681 Something different. 00:29:40.422 --> 00:29:41.982 I want to add to that real quick. 00:29:42.002 --> 00:29:43.324 So when you have found 00:29:43.364 --> 00:29:45.224 yourself in that position, yeah. 00:29:45.821 --> 00:29:48.563 We now need to figure out how to delete, 00:29:48.762 --> 00:29:51.482 reduce, cut, and then redesign. 00:29:51.762 --> 00:29:53.423 And then redesign. 00:29:53.763 --> 00:29:54.544 And then rebid. 00:29:55.003 --> 00:29:55.743 Which time? 00:29:56.183 --> 00:29:57.664 You're talking about eight, ten, 00:29:57.785 --> 00:29:58.565 twelve weeks. 00:29:59.325 --> 00:30:01.285 What does that twelve weeks 00:30:01.384 --> 00:30:03.185 equate to seeing patients? 00:30:03.266 --> 00:30:05.445 In business, yeah. 00:30:05.546 --> 00:30:06.425 I could tell you what it 00:30:06.465 --> 00:30:07.707 equates to as a startup. 00:30:08.666 --> 00:30:09.967 The first two months of a 00:30:10.007 --> 00:30:13.827 startup are somewhere around five months 00:30:14.315 --> 00:30:15.455 depending on how busy you 00:30:15.476 --> 00:30:16.316 get right out of the gate 00:30:16.355 --> 00:30:17.336 with some of our marketing 00:30:17.376 --> 00:30:19.438 efforts and stuff, for the first month, 00:30:19.478 --> 00:30:20.939 somewhere between five and 00:30:20.979 --> 00:30:22.098 ten thousand dollars. 00:30:22.278 --> 00:30:23.220 And then the next month, 00:30:23.279 --> 00:30:24.240 usually somewhere between 00:30:24.380 --> 00:30:26.040 ten to fifteen thousand dollars. 00:30:26.582 --> 00:30:27.761 So you might be looking at 00:30:27.862 --> 00:30:29.403 first two months is twenty 00:30:29.442 --> 00:30:30.683 five thousand dollars of 00:30:32.180 --> 00:30:34.121 sales that you're you're not 00:30:34.181 --> 00:30:35.221 getting and then you're 00:30:35.281 --> 00:30:36.281 also spending it on the 00:30:36.321 --> 00:30:38.603 front end so it does add up 00:30:39.002 --> 00:30:41.903 um so thank you dustin for 00:30:41.944 --> 00:30:43.904 that so so when a 00:30:43.944 --> 00:30:46.767 contractor um does bring up 00:30:46.807 --> 00:30:48.287 this idea of design build 00:30:49.928 --> 00:30:50.667 what are some great 00:30:50.708 --> 00:30:55.730 questions to ask them to kind of get out 00:30:56.788 --> 00:30:58.429 the inner in the interview process, 00:30:58.449 --> 00:30:59.069 what are some good 00:30:59.109 --> 00:31:00.890 questions that the audience 00:31:00.910 --> 00:31:04.310 should be asking you, Dustin, about, Hey, 00:31:04.371 --> 00:31:05.632 what's the process like? 00:31:05.711 --> 00:31:06.932 And, um, 00:31:07.311 --> 00:31:08.451 how do you guys help me through 00:31:08.471 --> 00:31:09.492 this and how to, you know, 00:31:09.512 --> 00:31:10.772 what are the right questions asked? 00:31:10.833 --> 00:31:11.133 I guess. 00:31:11.272 --> 00:31:11.913 Are you with me on this? 00:31:11.952 --> 00:31:13.894 Uh, yeah, no, totally. 00:31:14.413 --> 00:31:16.074 You know, when a client, uh, 00:31:17.555 --> 00:31:18.494 here's what a client should 00:31:18.515 --> 00:31:19.976 be asking their contractor. 00:31:20.715 --> 00:31:23.056 Um, and, and I would expect to be asked is, 00:31:23.076 --> 00:31:24.757 you know, 00:31:26.112 --> 00:31:30.334 Or to be told, Dr. Smith, listen, 00:31:32.054 --> 00:31:33.954 we've done this hundreds of times. 00:31:35.875 --> 00:31:36.496 Not only, 00:31:36.836 --> 00:31:38.977 and this is a big point that I 00:31:38.997 --> 00:31:41.097 want to press upon is, you know, 00:31:41.137 --> 00:31:42.018 a lot of contractors are 00:31:42.038 --> 00:31:43.058 going to tell you there's 00:31:43.078 --> 00:31:45.759 three things in the industry you can have, 00:31:45.980 --> 00:31:47.319 but you can only get two of the three. 00:31:47.839 --> 00:31:50.760 It's price, it's schedule, it's quality. 00:31:51.102 --> 00:31:51.922 Pick two of the three. 00:31:53.101 --> 00:31:55.724 With Big Sky and with your contractor, 00:31:56.066 --> 00:31:56.926 you should actually be 00:31:56.967 --> 00:31:58.910 getting all three but a fourth. 00:31:59.451 --> 00:32:01.032 You should get the competitive pricing. 00:32:01.453 --> 00:32:02.976 You should get the quality work. 00:32:03.356 --> 00:32:06.000 You should get within 00:32:06.040 --> 00:32:07.442 schedule and you should get 00:32:07.522 --> 00:32:08.724 the experience. 00:32:09.958 --> 00:32:12.058 That is one of the biggest 00:32:12.118 --> 00:32:13.259 parts of the design build 00:32:13.298 --> 00:32:15.039 is the experience for the client. 00:32:15.519 --> 00:32:16.800 They should not be stressing 00:32:16.901 --> 00:32:18.280 out on a day-to-day basis 00:32:18.760 --> 00:32:19.961 while seeing patients. 00:32:20.362 --> 00:32:21.342 How am I going to get this built? 00:32:21.423 --> 00:32:22.482 How am I going to get it paid? 00:32:22.563 --> 00:32:23.603 How am I going to get it done? 00:32:24.784 --> 00:32:26.503 They need a team like Next 00:32:26.565 --> 00:32:28.765 Level and Big Sky that is 00:32:29.105 --> 00:32:30.806 working behind the scenes, 00:32:30.905 --> 00:32:32.686 getting this done for them. 00:32:33.920 --> 00:32:35.441 and letting them enjoy this 00:32:35.480 --> 00:32:37.122 experience as much or 00:32:37.182 --> 00:32:38.342 little as they want to. 00:32:38.942 --> 00:32:43.125 So a couple questions should be, listen, 00:32:43.545 --> 00:32:45.365 are you coordinating everything for me? 00:32:46.493 --> 00:32:48.174 absolutely the contractor 00:32:48.194 --> 00:32:49.715 hey are you coordinating 00:32:49.756 --> 00:32:52.077 this yeah exactly uh you 00:32:52.097 --> 00:32:54.078 know how much engagement uh 00:32:54.118 --> 00:32:55.641 do you need of me during 00:32:55.661 --> 00:32:57.221 this process throughout do 00:32:57.261 --> 00:32:59.363 you have all the resources 00:32:59.442 --> 00:33:00.584 necessary to make this 00:33:00.624 --> 00:33:02.424 happen a lot of contractors 00:33:02.484 --> 00:33:04.086 don't know the next levels 00:33:04.146 --> 00:33:06.508 they don't know the uh it 00:33:06.969 --> 00:33:08.169 uh and tech reps they don't 00:33:08.209 --> 00:33:09.309 know the best equipment 00:33:09.349 --> 00:33:10.351 reps out there they don't 00:33:10.411 --> 00:33:11.811 know the best designers 00:33:12.011 --> 00:33:13.073 there's designers out there 00:33:13.942 --> 00:33:15.143 giving startups a fifty 00:33:15.182 --> 00:33:16.223 thousand dollar proposal 00:33:16.324 --> 00:33:17.084 and they're thinking that's 00:33:17.124 --> 00:33:19.346 the norm it's not the norm 00:33:19.846 --> 00:33:20.967 that's not making sure that 00:33:20.987 --> 00:33:22.228 your general contractor has 00:33:22.268 --> 00:33:23.769 the resources to design 00:33:23.808 --> 00:33:27.051 build your project yeah um 00:33:27.092 --> 00:33:28.393 because design build might 00:33:28.432 --> 00:33:30.354 not be that big sky is 00:33:30.413 --> 00:33:32.395 handling all of that stuff 00:33:32.435 --> 00:33:33.797 to get you from correct 00:33:33.817 --> 00:33:35.157 floor plan to permitting 00:33:35.218 --> 00:33:35.817 but they're going to 00:33:35.877 --> 00:33:37.118 partner with folks to make 00:33:37.179 --> 00:33:37.960 it happen is what you're 00:33:37.980 --> 00:33:39.000 saying exactly they'll 00:33:39.040 --> 00:33:40.422 either have it in-house or 00:33:40.481 --> 00:33:41.542 not and that's okay 00:33:42.344 --> 00:33:42.884 Exactly. 00:33:43.105 --> 00:33:43.365 Yes. 00:33:43.385 --> 00:33:43.465 Okay. 00:33:44.326 --> 00:33:44.867 That's great. 00:33:45.670 --> 00:33:45.890 All right. 00:33:46.171 --> 00:33:46.791 That's awesome. 00:33:48.954 --> 00:33:50.037 The last question that a 00:33:50.057 --> 00:33:52.039 client and most critical question is, 00:33:52.681 --> 00:33:55.326 how are you going to hit my budget? 00:33:56.128 --> 00:33:56.509 Yes. 00:33:57.049 --> 00:33:57.951 Let me show you. 00:33:58.451 --> 00:33:59.551 Yes. 00:33:59.571 --> 00:34:00.673 That's a critical one. 00:34:01.073 --> 00:34:01.292 Yeah. 00:34:01.733 --> 00:34:03.515 I often find to put an end 00:34:03.555 --> 00:34:05.296 cap on the question is timelines. 00:34:06.057 --> 00:34:07.218 Did sometimes I get 00:34:07.397 --> 00:34:08.778 contractors on my projects 00:34:08.878 --> 00:34:10.139 and the projects just keep 00:34:10.179 --> 00:34:13.422 going and going and going 00:34:13.483 --> 00:34:14.324 and they give me a date. 00:34:14.384 --> 00:34:15.644 I even send you texts all the time. 00:34:16.405 --> 00:34:20.188 I'm like, Hey, when is the ETA to open? 00:34:20.369 --> 00:34:21.630 Like I'm always asking like, 00:34:21.909 --> 00:34:22.530 what's the opening? 00:34:22.570 --> 00:34:24.411 Because a startup and, 00:34:24.532 --> 00:34:25.932 and established practices too, 00:34:26.213 --> 00:34:27.333 they really need to know 00:34:27.353 --> 00:34:28.295 that date because then 00:34:28.315 --> 00:34:30.536 that's when the marketing launches, 00:34:30.577 --> 00:34:32.077 they need to hire their team. 00:34:32.679 --> 00:34:34.380 All of this expensive stuff 00:34:34.440 --> 00:34:35.780 needs to get deployed. 00:34:36.141 --> 00:34:36.722 Right. 00:34:36.782 --> 00:34:38.302 And if you're not open and 00:34:38.322 --> 00:34:39.764 we got to push everything back a week, 00:34:39.804 --> 00:34:41.505 that's a whole week of payroll, right? 00:34:42.146 --> 00:34:43.306 that I didn't want to have 00:34:43.527 --> 00:34:45.608 so so having your 00:34:45.648 --> 00:34:46.927 contractor dialed on 00:34:47.007 --> 00:34:50.208 timelines um is so 00:34:50.289 --> 00:34:52.250 important and give us some 00:34:52.489 --> 00:34:54.971 um I always heard debunk it 00:34:55.211 --> 00:34:57.472 or agree with it that on 00:34:57.632 --> 00:35:00.094 average by the time drywall 00:35:00.114 --> 00:35:03.215 gets completed how far out 00:35:03.255 --> 00:35:05.496 are you from opening day typically 00:35:06.128 --> 00:35:07.231 From opening day? 00:35:07.512 --> 00:35:07.751 Well, 00:35:08.012 --> 00:35:09.876 we're about six weeks from finishing 00:35:09.896 --> 00:35:11.780 getting final occupancy and 00:35:11.820 --> 00:35:13.043 we're about eight weeks 00:35:13.103 --> 00:35:14.465 from seeing patients. 00:35:14.925 --> 00:35:15.146 Okay. 00:35:15.206 --> 00:35:15.927 Six to eight weeks. 00:35:16.007 --> 00:35:16.989 I've always said six. 00:35:17.070 --> 00:35:17.271 Okay. 00:35:17.311 --> 00:35:17.911 Perfect. 00:35:17.972 --> 00:35:18.152 Yeah. 00:35:18.965 --> 00:35:20.264 And I liked your response 00:35:20.284 --> 00:35:20.846 for the one that we're 00:35:20.865 --> 00:35:22.126 building together right now and rent. 00:35:22.166 --> 00:35:23.887 And Mike asked me, Hey, what's, 00:35:23.947 --> 00:35:25.447 what's our ETA on, on opening day? 00:35:25.467 --> 00:35:26.206 And I gave him the date and 00:35:26.226 --> 00:35:27.108 he thought I was full of shit. 00:35:27.148 --> 00:35:27.728 He was like, no way. 00:35:27.748 --> 00:35:28.427 It's going to take you way 00:35:28.467 --> 00:35:28.887 longer than that. 00:35:28.907 --> 00:35:30.648 I was like, no, we're halfway there. 00:35:30.929 --> 00:35:32.789 You guys are, you guys are fast. 00:35:32.809 --> 00:35:33.429 And that matters. 00:35:33.469 --> 00:35:35.710 Another question is, is on average, 00:35:35.730 --> 00:35:36.590 great question to ask your 00:35:36.610 --> 00:35:38.951 contractor on average, how, 00:35:39.512 --> 00:35:41.072 how quickly could you build 00:35:41.211 --> 00:35:42.693 out this office? 00:35:42.833 --> 00:35:43.693 You know, um, 00:35:44.753 --> 00:35:46.476 On average, your typical startup, 00:35:46.976 --> 00:35:47.938 we will be ready for 00:35:48.018 --> 00:35:49.559 equipment after twelve weeks. 00:35:51.201 --> 00:35:53.224 We say fourteen weeks until 00:35:53.244 --> 00:35:54.865 you're ready to see your first patient. 00:35:55.266 --> 00:35:58.449 Twelve to build, two to equip, stock, 00:35:58.590 --> 00:35:59.130 supply, 00:36:00.572 --> 00:36:01.673 and start seeing your first patient. 00:36:02.713 --> 00:36:03.775 I'll ask that question the 00:36:03.815 --> 00:36:04.715 rest of this week. 00:36:04.916 --> 00:36:06.978 So your answer on record is 00:36:07.038 --> 00:36:08.938 how many weeks from start to finish? 00:36:09.460 --> 00:36:11.121 If you had permit in hand. 00:36:11.702 --> 00:36:12.481 Fourteen weeks. 00:36:13.083 --> 00:36:14.224 Fourteen weeks is Dustin 00:36:14.324 --> 00:36:15.485 Long and Big Sky's answer. 00:36:15.505 --> 00:36:15.824 I like it. 00:36:15.844 --> 00:36:17.126 We'll ask that question the whole week. 00:36:17.246 --> 00:36:18.427 My portion, twelve. 00:36:18.887 --> 00:36:20.369 A lot of contractors won't give you 00:36:21.436 --> 00:36:22.597 the added time at the very 00:36:22.697 --> 00:36:24.398 end to move and equip. 00:36:24.757 --> 00:36:25.077 Got it. 00:36:25.099 --> 00:36:25.778 Yes. 00:36:25.838 --> 00:36:28.199 Well then let's get, let's put the, 00:36:28.300 --> 00:36:29.360 let's land this bird. 00:36:29.380 --> 00:36:30.721 It's been a great conversation. 00:36:30.740 --> 00:36:31.701 It's exactly what I wanted 00:36:31.721 --> 00:36:32.360 to get out of it. 00:36:32.942 --> 00:36:36.643 The last question I'll say is, is why my, 00:36:37.143 --> 00:36:38.264 why in, 00:36:38.764 --> 00:36:40.844 so you're in Texas and you're also 00:36:41.405 --> 00:36:43.525 in Seattle and Puget Sound. 00:36:45.338 --> 00:36:46.800 when when folks are 00:36:46.840 --> 00:36:48.202 listening to podcasts just 00:36:48.222 --> 00:36:49.762 like this or online 00:36:49.922 --> 00:36:52.606 trolling and sleuthing all 00:36:52.706 --> 00:36:54.547 over the internet and they 00:36:54.688 --> 00:36:57.130 see construction costs per 00:36:57.190 --> 00:37:00.092 square foot yes I work with 00:37:00.112 --> 00:37:01.414 a contractor in florida 00:37:01.434 --> 00:37:02.594 it's the same contractor 00:37:02.675 --> 00:37:03.876 and he services 00:37:04.396 --> 00:37:05.378 jacksonville and he 00:37:05.438 --> 00:37:09.521 services um tampa those are 00:37:09.541 --> 00:37:10.722 pretty far away from each other 00:37:12.463 --> 00:37:15.643 He quotes a cost per square foot for Tampa, 00:37:16.324 --> 00:37:17.465 and then he quotes a 00:37:18.525 --> 00:37:20.106 dramatically different cost 00:37:20.126 --> 00:37:21.525 per square foot in Jacksonville. 00:37:22.126 --> 00:37:23.766 I would argue that Texas and 00:37:23.806 --> 00:37:24.847 Seattle are two different 00:37:24.887 --> 00:37:25.907 markets as well. 00:37:26.507 --> 00:37:27.768 I'm not asking you to tell 00:37:27.807 --> 00:37:29.128 me what those costs are. 00:37:29.228 --> 00:37:31.108 What I'm asking you is why 00:37:31.168 --> 00:37:34.690 is it so different across the country? 00:37:34.951 --> 00:37:36.190 Do you know the answer to that? 00:37:37.014 --> 00:37:37.375 You know, 00:37:37.755 --> 00:37:39.175 I've actually had recent 00:37:39.215 --> 00:37:40.215 conversations on this 00:37:40.255 --> 00:37:41.556 because you're right. 00:37:41.597 --> 00:37:43.777 Texas is damn near half the 00:37:43.797 --> 00:37:44.978 cost per square foot. 00:37:44.998 --> 00:37:45.759 It's wild. 00:37:45.858 --> 00:37:46.478 I know it is. 00:37:46.838 --> 00:37:48.300 I wasn't going to say it on air, 00:37:48.320 --> 00:37:50.101 but same metal studs. 00:37:50.201 --> 00:37:52.201 It's the same drywall builder, 00:37:53.101 --> 00:37:57.264 same builder, same probability model. 00:37:57.344 --> 00:37:57.784 What is it? 00:37:57.824 --> 00:37:58.164 Labor? 00:37:58.503 --> 00:37:59.945 It's labor, right? 00:37:59.965 --> 00:38:01.344 A lot of, a lot of it is labor. 00:38:01.605 --> 00:38:01.804 Yeah. 00:38:01.925 --> 00:38:02.085 Yeah. 00:38:02.126 --> 00:38:02.646 The, the, 00:38:04.793 --> 00:38:05.713 The unions a long, 00:38:05.753 --> 00:38:07.615 long time ago set a baseline, 00:38:07.675 --> 00:38:08.876 and it continues to rise. 00:38:09.257 --> 00:38:10.498 The cost of living in the 00:38:10.539 --> 00:38:11.398 Pacific Northwest, 00:38:11.920 --> 00:38:14.302 we're so constrained space-wise. 00:38:15.003 --> 00:38:16.644 Land values are just so much 00:38:16.704 --> 00:38:17.244 more expensive. 00:38:18.867 --> 00:38:20.449 What about material in a 00:38:20.548 --> 00:38:22.510 world where Donald Trump 00:38:22.530 --> 00:38:23.670 gets into office? 00:38:23.951 --> 00:38:25.273 And actually, 00:38:25.293 --> 00:38:26.393 I'm not even going to say Donald Trump. 00:38:26.413 --> 00:38:29.556 Biden put a stamp timestamp. 00:38:29.996 --> 00:38:30.197 You know, 00:38:30.297 --> 00:38:31.958 Biden had some crazy inflation in 00:38:31.998 --> 00:38:32.478 his term. 00:38:32.538 --> 00:38:34.019 Trump's seeing some with the tariffs. 00:38:34.519 --> 00:38:36.081 I don't care about the politics. 00:38:36.181 --> 00:38:38.523 I'm just saying we have seen 00:38:39.324 --> 00:38:41.085 a crazy amount of fluctuation. 00:38:42.045 --> 00:38:43.166 as it relates to tariff 00:38:43.186 --> 00:38:45.929 stuff tax stuff in just 00:38:46.369 --> 00:38:49.530 just inflation loaf loaf of 00:38:49.570 --> 00:38:52.612 bread eggs is that an issue 00:38:53.114 --> 00:38:55.514 with construction uh 00:38:55.614 --> 00:38:56.655 differences between seattle 00:38:56.675 --> 00:38:57.637 and texas absolutely yeah 00:38:58.077 --> 00:38:59.197 yeah think about the 00:38:59.237 --> 00:39:00.478 warehouse storage rental 00:39:00.498 --> 00:39:02.539 fees in seattle compared to 00:39:03.039 --> 00:39:03.840 somewhere here in texas 00:39:05.501 --> 00:39:05.702 Okay. 00:39:05.722 --> 00:39:06.884 But the materials themselves, 00:39:06.903 --> 00:39:09.688 like wood and steel for the 00:39:09.748 --> 00:39:11.873 framing and just material. 00:39:11.893 --> 00:39:13.034 Same material, but you don't know. 00:39:13.195 --> 00:39:14.597 It's absolutely more expensive. 00:39:15.333 --> 00:39:15.414 Yeah. 00:39:15.434 --> 00:39:17.135 In different markets, in different markets, 00:39:17.394 --> 00:39:18.775 potentially twenty five to 00:39:18.815 --> 00:39:20.056 thirty percent different. 00:39:20.335 --> 00:39:22.597 Is it an access or a lack of 00:39:22.757 --> 00:39:24.197 access to materials in 00:39:24.237 --> 00:39:25.297 different parts of the country? 00:39:25.559 --> 00:39:26.458 Think about all the ports we 00:39:26.498 --> 00:39:27.099 have in Seattle. 00:39:27.259 --> 00:39:28.199 There's no ports in Texas. 00:39:28.539 --> 00:39:30.079 I know that I'm just trying 00:39:30.099 --> 00:39:30.960 to figure it out, 00:39:31.001 --> 00:39:34.842 like why a metal stud would 00:39:34.882 --> 00:39:36.543 cost double here in the 00:39:36.603 --> 00:39:38.463 northwest than it would in Texas. 00:39:38.903 --> 00:39:40.224 And it has nothing to do with labor. 00:39:40.885 --> 00:39:41.585 Other than, well, 00:39:41.606 --> 00:39:43.268 it kind of does because the 00:39:43.327 --> 00:39:46.811 labors of the steel stud. 00:39:46.851 --> 00:39:47.652 So, yeah. 00:39:47.954 --> 00:39:49.396 I tell you what, when you figure that out, 00:39:49.456 --> 00:39:51.177 let's strategize because 00:39:51.197 --> 00:39:51.818 there's got to be some 00:39:51.858 --> 00:39:52.478 leverage we can take 00:39:52.498 --> 00:39:53.740 advantage to build our businesses. 00:39:53.780 --> 00:39:54.722 But for the time being, 00:39:55.342 --> 00:39:56.804 I don't know what the answer is. 00:39:56.864 --> 00:39:57.485 No, no. 00:39:58.306 --> 00:39:59.226 I think that's I think 00:39:59.266 --> 00:40:00.007 that's really good because 00:40:00.027 --> 00:40:00.806 these are the questions 00:40:00.827 --> 00:40:01.887 that my clients ask and 00:40:01.967 --> 00:40:02.989 it's just sometimes it's 00:40:03.028 --> 00:40:04.429 just a great mystery and 00:40:04.509 --> 00:40:05.789 they think you mr 00:40:05.829 --> 00:40:07.130 contractor are the guy 00:40:07.150 --> 00:40:08.150 that's screwing them over 00:40:08.170 --> 00:40:10.152 like why is dustin two 00:40:10.213 --> 00:40:12.514 fifty or whatever plus in 00:40:12.534 --> 00:40:13.914 the northwest and he's one 00:40:13.974 --> 00:40:16.476 fifty plus in texas he must 00:40:16.516 --> 00:40:17.536 be trying to screw me here 00:40:17.556 --> 00:40:18.577 in seattle and that's not 00:40:18.597 --> 00:40:19.938 the answer that's not like 00:40:20.018 --> 00:40:21.318 an electrician here in 00:40:21.338 --> 00:40:22.719 texas journeyman 00:40:22.739 --> 00:40:25.320 electrician fifty five to 00:40:25.360 --> 00:40:27.581 sixty five an hour seattle 00:40:28.608 --> 00:40:29.409 One hundred and thirty to 00:40:29.429 --> 00:40:30.510 one hundred and fifty an hour. 00:40:30.769 --> 00:40:31.269 There it is. 00:40:31.650 --> 00:40:33.471 Same guy, same skill set, 00:40:33.871 --> 00:40:34.771 same certification. 00:40:35.132 --> 00:40:36.152 Yeah. 00:40:36.172 --> 00:40:36.893 Different locations. 00:40:37.393 --> 00:40:38.153 Wild. 00:40:38.253 --> 00:40:38.574 Unreal. 00:40:38.994 --> 00:40:40.235 Well, with that being said, 00:40:40.295 --> 00:40:41.436 I think we debunked and had 00:40:41.456 --> 00:40:43.036 a fantastic conversation today. 00:40:43.096 --> 00:40:44.677 I think our clients and 00:40:44.717 --> 00:40:45.657 prospective clients and 00:40:45.697 --> 00:40:46.838 folks looking to do startups, 00:40:47.418 --> 00:40:48.298 they're going to get a lot 00:40:48.318 --> 00:40:51.041 of information out of this episode. 00:40:51.121 --> 00:40:52.541 That's what Shark Week's all about. 00:40:52.880 --> 00:40:53.922 We're going to get more 00:40:53.961 --> 00:40:55.543 information this whole week. 00:40:56.302 --> 00:40:57.184 All construction. 00:40:58.306 --> 00:40:59.306 Great contractors, 00:40:59.365 --> 00:41:01.027 just like Dustin Long and Big Sky. 00:41:01.686 --> 00:41:02.608 I thank you, my friend, 00:41:02.628 --> 00:41:03.768 for being part of the program. 00:41:04.208 --> 00:41:04.447 Dude, 00:41:04.467 --> 00:41:05.849 it's been how many years you've been 00:41:05.869 --> 00:41:06.889 trying to get on this podcast? 00:41:06.949 --> 00:41:07.570 Years, right? 00:41:07.909 --> 00:41:08.449 Years. 00:41:08.630 --> 00:41:10.210 I don't know why it took so long, 00:41:10.251 --> 00:41:11.231 but you are one of my 00:41:11.771 --> 00:41:12.690 favorites and I appreciate 00:41:12.710 --> 00:41:13.552 you being on the show, buddy. 00:41:14.132 --> 00:41:14.891 Absolutely, Mark. 00:41:15.152 --> 00:41:16.612 I appreciate you and all the 00:41:16.652 --> 00:41:17.972 listeners here that are 00:41:18.012 --> 00:41:19.173 listening now and gonna listen. 00:41:19.746 --> 00:41:20.987 If you need to get a hold of Dustin, 00:41:21.007 --> 00:41:22.148 I want to ask him some questions. 00:41:22.809 --> 00:41:25.210 Links below, contact information below. 00:41:25.871 --> 00:41:27.692 If you're in the Northwest 00:41:27.891 --> 00:41:29.152 or if you're in Texas, 00:41:29.172 --> 00:41:29.873 you definitely need to 00:41:29.914 --> 00:41:31.315 consider him to build your project. 00:41:31.735 --> 00:41:32.135 Absolutely. 00:41:32.175 --> 00:41:33.416 Call my cell, text me. 00:41:33.956 --> 00:41:36.117 I work a twenty, twenty hours a day, 00:41:36.157 --> 00:41:36.757 seven days a week. 00:41:36.818 --> 00:41:37.739 Let's go. 00:41:37.759 --> 00:41:38.418 This is true. 00:41:38.940 --> 00:41:40.701 With that being said, thank you, sir, 00:41:40.721 --> 00:41:41.161 for your time. 00:41:41.181 --> 00:41:41.860 Appreciate it. 00:41:41.880 --> 00:41:42.561 See ya. 00:41:58.148 --> 00:41:59.489 Let us know how you like the show. 00:42:01.271 --> 00:42:06.378 Rate us on Apple and Spotify. 00:42:06.418 --> 00:42:07.940 Subscribe and follow for more.