WEBVTT 00:00:29.368 --> 00:00:30.951 Welcome to Dental Unscripted, 00:00:37.076 --> 00:00:38.158 where Mike Dinsio and 00:00:38.198 --> 00:00:39.338 Paula Quinn break down the 00:00:39.378 --> 00:00:40.579 practice ownership journey, 00:00:41.060 --> 00:00:46.466 one episode at a time. 00:00:46.506 --> 00:00:47.767 Starting up, buying, 00:00:47.926 --> 00:00:49.749 and running a successful dental practice. 00:01:02.866 --> 00:01:04.028 What up, what up, guys? 00:01:04.067 --> 00:01:04.628 How you doing? 00:01:04.649 --> 00:01:07.430 Another episode of Dental Unscripted. 00:01:07.710 --> 00:01:09.432 We are right in the middle 00:01:09.673 --> 00:01:11.073 of Dental Shark Week, 00:01:11.474 --> 00:01:13.615 bringing it back another year. 00:01:14.516 --> 00:01:17.858 And this week is all about construction, 00:01:18.599 --> 00:01:20.061 dental construction, 00:01:20.100 --> 00:01:21.742 so how to build a dental office. 00:01:22.442 --> 00:01:23.862 All the questions that go into that, 00:01:23.882 --> 00:01:25.343 all the concerns, challenges, 00:01:26.364 --> 00:01:27.623 partnerships and questions 00:01:27.644 --> 00:01:29.403 that we could get into, we're going to. 00:01:30.204 --> 00:01:32.765 And so thanks for joining us again, 00:01:32.805 --> 00:01:33.685 Mike Dinsio, 00:01:34.305 --> 00:01:35.245 one of the co-founders of 00:01:35.305 --> 00:01:36.605 Next Level Consultants and 00:01:37.605 --> 00:01:39.846 co-host of this amazing program. 00:01:40.846 --> 00:01:42.387 I've got a request, folks, 00:01:42.906 --> 00:01:43.546 since we're right in the 00:01:43.587 --> 00:01:45.028 middle of Shark Week, I've got a request, 00:01:45.308 --> 00:01:46.227 an ask of you. 00:01:47.248 --> 00:01:49.289 I really need you to give us five stars. 00:01:49.489 --> 00:01:50.829 Hell, if you want to give us four stars, 00:01:50.849 --> 00:01:51.411 I'll take it. 00:01:51.450 --> 00:01:53.691 But I want you guys to give 00:01:53.731 --> 00:01:54.472 us some ratings. 00:01:54.653 --> 00:01:55.272 Review us. 00:01:55.293 --> 00:01:56.254 I talk to you guys. 00:01:56.353 --> 00:01:57.594 There's hundreds of you out 00:01:57.614 --> 00:01:59.215 there every single day. 00:01:59.236 --> 00:02:00.115 I'm getting positive 00:02:00.135 --> 00:02:01.316 feedback on the program. 00:02:01.957 --> 00:02:04.858 Yet we only have ten reviews. 00:02:05.060 --> 00:02:06.820 What in the heck? 00:02:07.501 --> 00:02:09.483 Please get on your program, 00:02:09.502 --> 00:02:10.323 whatever you're into. 00:02:10.362 --> 00:02:12.985 If it's Apple, Spotify, I don't care. 00:02:13.665 --> 00:02:16.729 Just hit the five stars or four, whatever. 00:02:16.829 --> 00:02:17.810 I just need more ratings. 00:02:17.830 --> 00:02:18.830 All right. 00:02:18.850 --> 00:02:20.010 That's my ask of you before 00:02:20.051 --> 00:02:21.132 we get the program started. 00:02:21.171 --> 00:02:23.354 So without further ado. 00:02:24.375 --> 00:02:26.335 today I am interviewing 00:02:26.756 --> 00:02:29.355 another friend and partner 00:02:29.395 --> 00:02:30.156 someone that I've done a 00:02:30.276 --> 00:02:31.236 lot of business with over 00:02:31.257 --> 00:02:33.516 the years um a fantastic 00:02:33.576 --> 00:02:35.056 dental contractor in the 00:02:35.116 --> 00:02:36.957 colorado market chad hill 00:02:36.997 --> 00:02:38.497 with hill commercial 00:02:38.538 --> 00:02:39.758 construction chad what's up 00:02:39.778 --> 00:02:40.438 how you doing brother 00:02:40.579 --> 00:02:41.158 thanks for being on the 00:02:41.179 --> 00:02:43.818 program I'm good I'm good 00:02:43.838 --> 00:02:44.620 mike thanks for having me 00:02:44.699 --> 00:02:45.960 on I appreciate it it's good to see you 00:02:46.792 --> 00:02:47.192 Yeah, man, 00:02:47.352 --> 00:02:49.054 it's been it's been it's been a 00:02:49.074 --> 00:02:50.114 minute since I've seen you. 00:02:50.153 --> 00:02:50.814 You look great. 00:02:51.875 --> 00:02:53.877 Chad and I did a lot of 00:02:53.956 --> 00:02:54.917 projects while we were in 00:02:55.277 --> 00:02:57.718 and when I was at B of A in Colorado. 00:02:57.758 --> 00:02:59.620 So he's primarily serving 00:02:59.659 --> 00:03:00.901 the Colorado market and he 00:03:00.941 --> 00:03:01.822 has done some work 00:03:01.901 --> 00:03:04.043 nationally and he's a 00:03:04.082 --> 00:03:05.304 wealth of knowledge when it 00:03:05.324 --> 00:03:07.025 comes to anything really 00:03:07.064 --> 00:03:07.846 construction related. 00:03:08.145 --> 00:03:09.266 I ask some questions all the time. 00:03:09.887 --> 00:03:11.108 he'll he'll convouch like 00:03:11.367 --> 00:03:13.750 Chad just saw this not sure 00:03:13.770 --> 00:03:15.472 what that is and he'll pop 00:03:15.512 --> 00:03:17.614 me off the answer so uh 00:03:17.633 --> 00:03:19.314 today it's all about Chad 00:03:19.335 --> 00:03:20.515 Hill and Hill commercial 00:03:20.556 --> 00:03:21.417 construction so Chad why 00:03:21.437 --> 00:03:22.437 don't you give us just like 00:03:22.518 --> 00:03:24.118 a like a literally a two 00:03:24.158 --> 00:03:26.662 minute like elevator kind 00:03:26.701 --> 00:03:28.302 of pitch on you and how you 00:03:28.323 --> 00:03:29.843 got where you got and the 00:03:29.903 --> 00:03:31.966 company and um what makes 00:03:31.985 --> 00:03:32.727 you guys so great 00:03:36.127 --> 00:03:36.747 Yeah, you got it. 00:03:37.168 --> 00:03:37.608 Uh, 00:03:37.687 --> 00:03:39.128 I grew up with the construction trades. 00:03:39.169 --> 00:03:40.848 My dad was a, uh, 00:03:40.889 --> 00:03:43.170 owned a small residential, uh, 00:03:43.950 --> 00:03:47.233 concrete company, um, and, uh, 00:03:47.252 --> 00:03:47.973 worked for him from the 00:03:48.013 --> 00:03:51.574 time I was until when I graduated college, 00:03:52.254 --> 00:03:54.475 not a doctor, uh, but, uh, 00:03:54.496 --> 00:03:56.016 took me a hot minute, um, 00:03:56.677 --> 00:03:57.698 and got a construction 00:03:57.737 --> 00:03:59.579 management degree from, uh, 00:04:00.741 --> 00:04:02.042 Colorado State University 00:04:02.723 --> 00:04:05.985 Bachelor in Construction Management. 00:04:06.186 --> 00:04:07.006 Great program. 00:04:07.346 --> 00:04:07.706 Love it. 00:04:08.086 --> 00:04:08.768 It's one of the best in the 00:04:08.807 --> 00:04:10.929 country and it's fed a lot 00:04:10.989 --> 00:04:13.330 of high quality construction companies, 00:04:13.390 --> 00:04:14.292 not only in Colorado, 00:04:14.312 --> 00:04:15.133 but throughout the country. 00:04:16.012 --> 00:04:19.216 I started with a small GC, 00:04:19.855 --> 00:04:21.357 a friend of my dad's golfing, 00:04:21.617 --> 00:04:24.139 like as we all know, golfing for work, 00:04:24.199 --> 00:04:24.420 right? 00:04:24.459 --> 00:04:26.360 That does lead to contacts. 00:04:26.721 --> 00:04:28.182 And it's like, hey, 00:04:28.202 --> 00:04:29.343 I want you to check this guy out. 00:04:29.363 --> 00:04:29.524 And I 00:04:30.531 --> 00:04:31.531 I met my mentor. 00:04:32.831 --> 00:04:34.192 My dad was a great guy. 00:04:34.872 --> 00:04:36.932 At the time, I realized, gosh, 00:04:36.952 --> 00:04:37.874 I don't know if I want to 00:04:37.934 --> 00:04:40.233 lay concrete for the rest of my life. 00:04:41.394 --> 00:04:41.894 I liked it. 00:04:41.994 --> 00:04:42.855 I was in great shape. 00:04:42.875 --> 00:04:44.774 I was strong as an ox and 00:04:45.175 --> 00:04:46.014 worked really hard. 00:04:46.095 --> 00:04:47.915 And the best part of it was 00:04:49.156 --> 00:04:50.096 tangible progress. 00:04:50.175 --> 00:04:50.776 I'd show up. 00:04:50.975 --> 00:04:52.836 There'd be a bad driveway, a bad patio, 00:04:52.896 --> 00:04:53.617 bad steps. 00:04:54.237 --> 00:04:55.737 When I left, it looked perfect. 00:04:56.096 --> 00:04:58.358 And really proud of the work we did. 00:04:59.557 --> 00:05:01.120 And I got to work closely with my dad, 00:05:01.139 --> 00:05:02.841 which was fantastic. 00:05:02.922 --> 00:05:06.404 So there's parts of that I missed. 00:05:06.444 --> 00:05:06.845 It's funny. 00:05:06.884 --> 00:05:07.966 When I started in the 00:05:09.007 --> 00:05:14.913 general contracting world, it's funny. 00:05:15.593 --> 00:05:16.935 You push paper all day and you're like, 00:05:17.773 --> 00:05:18.932 I don't know if I did anything today, 00:05:19.233 --> 00:05:20.473 but when I poured concrete, 00:05:20.514 --> 00:05:22.595 I could walk away and go, 00:05:22.615 --> 00:05:23.535 that's what I did today. 00:05:24.435 --> 00:05:25.355 Yeah. 00:05:26.675 --> 00:05:27.516 And I know that was a 00:05:27.576 --> 00:05:29.637 special time in your life 00:05:29.656 --> 00:05:30.577 because you and your dad 00:05:30.598 --> 00:05:31.338 were super close. 00:05:31.637 --> 00:05:32.197 That's special. 00:05:32.218 --> 00:05:32.899 That's super cool. 00:05:32.999 --> 00:05:34.119 I didn't know that story, buddy. 00:05:34.619 --> 00:05:35.158 All these years, 00:05:35.199 --> 00:05:36.259 I didn't know that story about you. 00:05:36.279 --> 00:05:36.560 Yeah. 00:05:38.139 --> 00:05:39.240 Yeah, super nice. 00:05:39.401 --> 00:05:40.901 This is really dumb and this 00:05:40.961 --> 00:05:42.141 is kind of a dumb movie, 00:05:42.201 --> 00:05:44.002 but I was with my wife and 00:05:44.083 --> 00:05:45.764 I'd met my wife, who I'm still married to, 00:05:45.884 --> 00:05:47.504 twenty six years later. 00:05:47.884 --> 00:05:49.906 And God bless her. 00:05:50.387 --> 00:05:55.369 And I went to a movie and I 00:05:55.990 --> 00:05:57.250 and I didn't know what I wanted to do. 00:05:57.350 --> 00:05:57.610 Right. 00:05:57.711 --> 00:05:58.971 Like when I grew up, 00:05:59.011 --> 00:06:00.771 even though I was twenty five years old, 00:06:00.812 --> 00:06:02.153 twenty six years old, 00:06:02.173 --> 00:06:03.072 twenty five when I met her. 00:06:03.973 --> 00:06:05.634 And I saw a movie called Multiplicity. 00:06:06.564 --> 00:06:10.406 which is Michael Keaton, random movie. 00:06:11.127 --> 00:06:13.788 And if you watched it, you would never say, 00:06:14.149 --> 00:06:15.089 that's what I want to do. 00:06:15.790 --> 00:06:16.670 The whole premise of the 00:06:16.711 --> 00:06:20.233 movie was Michael Keaton 00:06:20.293 --> 00:06:22.214 was a residential 00:06:22.254 --> 00:06:23.696 construction superintendent 00:06:23.855 --> 00:06:25.096 slash project manager. 00:06:25.997 --> 00:06:26.497 And- 00:06:27.627 --> 00:06:30.548 He was just going a hundred miles an hour, 00:06:31.009 --> 00:06:32.870 too many hats and heads and 00:06:32.889 --> 00:06:33.850 just couldn't get it all done. 00:06:33.930 --> 00:06:35.230 And he, and he went to bed and he, 00:06:35.411 --> 00:06:36.730 and he made a wish and he said, God, 00:06:36.750 --> 00:06:37.591 I wish there were two of me. 00:06:38.372 --> 00:06:39.692 And he wakes up and there's two of him. 00:06:40.713 --> 00:06:42.713 And so the rest is the 00:06:42.752 --> 00:06:44.494 comedy of the two of them 00:06:44.553 --> 00:06:45.774 never being in the same room. 00:06:46.314 --> 00:06:48.254 And most people look at that like, 00:06:48.394 --> 00:06:49.716 Oh my God, what chaos? 00:06:49.776 --> 00:06:50.776 That looks crazy. 00:06:51.615 --> 00:06:52.656 I finished watching a movie. 00:06:52.697 --> 00:06:53.797 I turned to my wife and I go, 00:06:54.057 --> 00:06:55.036 that's what I want to do. 00:06:55.858 --> 00:06:56.478 And she's like, 00:06:57.540 --> 00:06:58.939 Okay, well, 00:06:58.959 --> 00:07:03.060 let's go up to CSU and check it out. 00:07:03.100 --> 00:07:04.362 My brother went there for a little bit. 00:07:04.422 --> 00:07:06.182 So went and checked out the 00:07:06.362 --> 00:07:07.642 construction management program. 00:07:08.103 --> 00:07:09.122 I'd always gone to college, 00:07:09.142 --> 00:07:10.702 but never really knew what I wanted to do, 00:07:10.723 --> 00:07:12.124 but was always helping my dad. 00:07:12.144 --> 00:07:15.103 And then I got a degree there, 00:07:15.603 --> 00:07:16.524 went to work for a small 00:07:16.564 --> 00:07:17.904 general contractor in Broomfield, 00:07:17.944 --> 00:07:21.266 worked for him for about six years. 00:07:22.286 --> 00:07:23.867 Yeah, about six, six and a half years. 00:07:24.127 --> 00:07:28.071 And mentor, great guy. 00:07:30.012 --> 00:07:30.973 I wish every worker, 00:07:31.134 --> 00:07:33.134 every entrepreneur has a 00:07:33.175 --> 00:07:34.276 mentor like I had. 00:07:34.295 --> 00:07:35.377 It just was a gift. 00:07:36.156 --> 00:07:38.639 Just a giant of a man in every way. 00:07:39.019 --> 00:07:42.422 And even though he's about half my size, 00:07:42.461 --> 00:07:43.702 I was scared to death of him. 00:07:43.822 --> 00:07:46.425 He was like perfect typecast 00:07:46.444 --> 00:07:47.266 for a mafia movie. 00:07:47.565 --> 00:07:49.146 But he owned a construction company. 00:07:49.187 --> 00:07:51.228 But he was a taskmaster. 00:07:51.269 --> 00:07:51.629 We were... 00:07:52.920 --> 00:07:54.701 Low bureaucracy, high accountability, 00:07:55.482 --> 00:07:59.603 and was really a great fit. 00:07:59.684 --> 00:07:59.903 Okay. 00:07:59.944 --> 00:08:05.305 And is that when Hill Commercial, 00:08:05.646 --> 00:08:06.786 when did Hill Commercial 00:08:06.846 --> 00:08:12.767 jump into the dental scene? 00:08:12.848 --> 00:08:13.187 Yeah. 00:08:13.247 --> 00:08:14.348 So it's funny. 00:08:15.889 --> 00:08:16.550 I was doing that. 00:08:16.589 --> 00:08:17.949 My father-in-law was expanding. 00:08:17.990 --> 00:08:19.911 He was literally expanding from 00:08:21.473 --> 00:08:23.875 a retail strip that he had 00:08:23.894 --> 00:08:25.036 been in for twenty five 00:08:25.055 --> 00:08:28.497 years to a pad site, 00:08:28.898 --> 00:08:31.098 which is a common term in retail centers. 00:08:31.978 --> 00:08:32.879 They'll build a retail 00:08:32.940 --> 00:08:33.600 center and then they'll 00:08:33.620 --> 00:08:34.740 have a handful of pad sites 00:08:34.801 --> 00:08:35.801 out front where you can 00:08:35.821 --> 00:08:37.081 build freestanding buildings. 00:08:37.101 --> 00:08:39.003 So you can build a McDonald's, 00:08:39.043 --> 00:08:41.924 you can build a yoga studio, 00:08:41.945 --> 00:08:43.024 you can build whatever you want. 00:08:43.245 --> 00:08:44.765 You can build a bank building. 00:08:45.726 --> 00:08:48.548 And he bought a plot of land and he's like, 00:08:48.947 --> 00:08:49.327 hey, 00:08:50.942 --> 00:08:51.981 not really a lot of guys in 00:08:52.001 --> 00:08:53.202 the market would you think 00:08:53.222 --> 00:08:54.783 you guys would price it we 00:08:54.822 --> 00:08:56.583 priced it we were low um 00:08:56.724 --> 00:08:57.844 you didn't do me any favors 00:08:57.864 --> 00:08:59.303 we were a little bitter and 00:08:59.345 --> 00:09:01.264 uh we got the job and I 00:09:01.304 --> 00:09:02.445 felt like it was a super 00:09:02.485 --> 00:09:05.666 easy crossover yeah I was 00:09:05.946 --> 00:09:07.706 you know as as much 00:09:07.807 --> 00:09:08.886 technical things as I 00:09:08.947 --> 00:09:10.248 learned about uh 00:09:10.307 --> 00:09:12.548 convenience stores um heavy 00:09:12.587 --> 00:09:14.308 infrastructure underground 00:09:14.328 --> 00:09:15.369 storage tanks which had to 00:09:15.389 --> 00:09:17.710 be certified in the pumps which 00:09:18.716 --> 00:09:19.298 Fuel pumps, 00:09:19.357 --> 00:09:21.099 just for your general knowledge, 00:09:21.239 --> 00:09:23.301 fuel pumps are underground 00:09:24.623 --> 00:09:27.846 where you deliver the gas to your cars, 00:09:27.926 --> 00:09:28.626 the dispenser. 00:09:28.986 --> 00:09:30.508 So people call those gas pumps. 00:09:30.528 --> 00:09:31.668 Those are gas dispensers. 00:09:32.365 --> 00:09:35.027 Just a little thing that I 00:09:35.067 --> 00:09:35.847 learned along the way. 00:09:35.908 --> 00:09:38.129 But and then we got the PLS system. 00:09:38.149 --> 00:09:40.690 We've got car washes, lots going on. 00:09:40.970 --> 00:09:43.870 And the similarity was is 00:09:44.731 --> 00:09:46.873 I've got a ton of third 00:09:46.913 --> 00:09:47.893 party equipment that's 00:09:47.952 --> 00:09:49.714 provided by others that I 00:09:49.774 --> 00:09:51.115 receive a bunch of specs on. 00:09:51.394 --> 00:09:52.215 I coordinate with them 00:09:52.235 --> 00:09:53.115 throughout the project. 00:09:54.113 --> 00:09:55.573 when they show up on site 00:09:55.774 --> 00:09:57.535 with the dispensers, the pumps, 00:09:57.696 --> 00:09:59.736 the canopy, the carwash equipment, 00:10:00.618 --> 00:10:02.600 the point of sale equipment inside, 00:10:02.639 --> 00:10:03.620 the walk-in coolers, 00:10:04.221 --> 00:10:05.121 all of that has to be 00:10:05.142 --> 00:10:06.503 what's called plug and play. 00:10:06.962 --> 00:10:08.865 So they plug it in, 00:10:09.693 --> 00:10:10.774 or it gets hardwired and 00:10:10.815 --> 00:10:12.095 hooked up and it's ready to go. 00:10:12.755 --> 00:10:15.017 So my father-in-law trusted 00:10:15.076 --> 00:10:16.857 us to build his dental office. 00:10:17.557 --> 00:10:17.717 Um, 00:10:18.418 --> 00:10:19.918 and we did that and it was a really 00:10:19.958 --> 00:10:20.840 easy crossover. 00:10:20.960 --> 00:10:23.260 So I kind of cultivated that market, 00:10:23.620 --> 00:10:24.761 did a bunch of work in 00:10:24.802 --> 00:10:27.283 there while I worked for, uh, uh, Bonnie. 00:10:27.562 --> 00:10:31.184 And then I, uh, transferred over to, uh, 00:10:31.504 --> 00:10:32.666 he'd merge with somebody. 00:10:32.865 --> 00:10:33.725 Wasn't a great fit. 00:10:33.745 --> 00:10:34.547 I was there about eight 00:10:34.606 --> 00:10:36.248 months and I felt like the 00:10:36.288 --> 00:10:38.269 culture shifted from, uh, 00:10:39.591 --> 00:10:40.552 low bureaucracy to high 00:10:40.572 --> 00:10:42.274 accountability to just the 00:10:42.354 --> 00:10:43.674 opposite which didn't work 00:10:43.715 --> 00:10:46.717 well with me so I stayed 00:10:46.758 --> 00:10:48.058 about eight months I did a 00:10:48.099 --> 00:10:49.360 couple big projects and I 00:10:49.379 --> 00:10:50.380 just went to him I said hey 00:10:51.142 --> 00:10:52.022 I gotta strike out on my 00:10:52.101 --> 00:10:52.883 own if you're gonna stay 00:10:52.942 --> 00:10:53.703 here I tried to get him to 00:10:53.803 --> 00:10:54.804 leave but he wouldn't leave 00:10:54.845 --> 00:10:59.009 so in oh seven uh with uh 00:10:59.068 --> 00:11:02.532 no sense no no money uh no 00:11:02.631 --> 00:11:05.053 idea what I was getting into uh 00:11:06.894 --> 00:11:08.318 I started a construction company. 00:11:08.679 --> 00:11:09.924 My wife created our logo, 00:11:09.945 --> 00:11:11.529 which is super simple and super cool. 00:11:13.321 --> 00:11:13.961 And here you are. 00:11:14.302 --> 00:11:14.961 Here you are, 00:11:15.923 --> 00:11:16.923 one of the biggest dental 00:11:16.943 --> 00:11:19.985 contractors in dental. 00:11:20.405 --> 00:11:23.126 I think that's a great pivot 00:11:23.167 --> 00:11:24.687 point to really start 00:11:25.009 --> 00:11:26.028 diving into some of these 00:11:26.068 --> 00:11:28.431 dental projects and all the 00:11:28.451 --> 00:11:29.510 things that you've learned 00:11:29.552 --> 00:11:30.851 since two thousand seven 00:11:30.912 --> 00:11:33.053 and just all the practices 00:11:33.073 --> 00:11:34.434 that you've been a part of, 00:11:35.554 --> 00:11:36.716 the knowledge that you have 00:11:36.836 --> 00:11:38.797 now from that journey that 00:11:38.817 --> 00:11:40.899 you just shared to getting into dental. 00:11:44.721 --> 00:11:47.183 The first question, Chad, that I have, 00:11:47.203 --> 00:11:47.504 buddy, 00:11:47.664 --> 00:11:53.250 is when you're looking at a startup, 00:11:53.289 --> 00:11:54.270 like a lot of our viewers 00:11:54.311 --> 00:11:56.212 and listeners are startups, right? 00:11:57.304 --> 00:11:59.846 And they're trying to figure 00:11:59.946 --> 00:12:02.407 out where the best place is to go. 00:12:03.067 --> 00:12:04.268 And they're looking at 00:12:04.307 --> 00:12:05.229 demographics and they're 00:12:05.249 --> 00:12:06.990 doing a business plan with 00:12:07.049 --> 00:12:07.990 me or whatever. 00:12:08.750 --> 00:12:10.610 And we finally find a space. 00:12:12.152 --> 00:12:13.633 I think that one of the 00:12:13.712 --> 00:12:17.735 highest values of a GC is 00:12:17.794 --> 00:12:19.254 looking at that space and 00:12:19.294 --> 00:12:20.775 really helping us determine 00:12:20.816 --> 00:12:22.057 if it's the right space. 00:12:23.616 --> 00:12:24.636 Can you just get into a 00:12:24.677 --> 00:12:25.717 little bit of the things 00:12:25.738 --> 00:12:27.197 that you look at in the due 00:12:27.238 --> 00:12:30.557 diligence process that you 00:12:30.597 --> 00:12:32.259 think is important for a 00:12:32.479 --> 00:12:33.759 dentist to look at, 00:12:33.839 --> 00:12:35.538 for a GC to be looking at 00:12:36.538 --> 00:12:37.980 to help maybe the real 00:12:38.019 --> 00:12:40.580 estate guy negotiate or for 00:12:40.600 --> 00:12:41.580 a dentist to think about 00:12:41.620 --> 00:12:43.020 before they actually take 00:12:43.061 --> 00:12:48.861 this space on for ten years or more? 00:12:48.902 --> 00:12:49.881 Yeah, a hundred percent. 00:12:50.142 --> 00:12:51.261 I usually encourage 00:12:55.123 --> 00:12:55.562 clients, 00:12:55.582 --> 00:12:57.683 whether they come to me first or 00:12:57.724 --> 00:12:59.304 they come to me second, I always say, hey, 00:12:59.684 --> 00:13:01.125 pick two or three spots 00:13:01.145 --> 00:13:02.365 that kind of meet your needs, 00:13:02.666 --> 00:13:05.868 square footage-wise, geography-wise, 00:13:05.927 --> 00:13:07.807 demographic-wise. 00:13:08.568 --> 00:13:09.609 I'll visit each one. 00:13:10.009 --> 00:13:11.250 I'll evaluate each one. 00:13:11.809 --> 00:13:13.831 I'll produce for you pros 00:13:13.850 --> 00:13:14.811 and cons of each. 00:13:16.052 --> 00:13:16.351 Hey, 00:13:17.408 --> 00:13:20.130 Need to update ADA 00:13:20.171 --> 00:13:22.133 accessibility at location 00:13:22.293 --> 00:13:24.975 A. Location B is a little too big. 00:13:24.995 --> 00:13:25.835 We need to see if the 00:13:27.155 --> 00:13:28.597 landlord will subdivide it. 00:13:30.259 --> 00:13:33.120 Location C, gosh, great building, 00:13:33.740 --> 00:13:34.381 good bones, 00:13:34.837 --> 00:13:35.778 Built a little older, 00:13:36.078 --> 00:13:38.461 probably going to run into some asbestos. 00:13:38.941 --> 00:13:40.221 So it's going to raise some costs. 00:13:41.523 --> 00:13:42.884 We look at what kind of 00:13:43.024 --> 00:13:44.144 infrastructure they have. 00:13:44.184 --> 00:13:45.706 And so when I say infrastructure, 00:13:45.745 --> 00:13:51.549 I mean dental, sewer, HVAC units, 00:13:53.211 --> 00:13:54.052 water tap, 00:13:55.673 --> 00:13:57.373 what's available currently, 00:13:57.773 --> 00:13:58.813 and then what are they 00:13:58.833 --> 00:13:59.553 going to need to put into 00:13:59.573 --> 00:14:00.354 the space to make it a 00:14:00.453 --> 00:14:02.033 working dental space? 00:14:02.913 --> 00:14:03.594 Love it. 00:14:03.673 --> 00:14:06.715 So we evaluate each site and 00:14:06.735 --> 00:14:08.875 then I kind of say, here's my thoughts. 00:14:09.695 --> 00:14:10.796 This is my favorite, 00:14:10.936 --> 00:14:13.655 but I'm not attached in any way. 00:14:13.796 --> 00:14:14.735 I'll make anyone work. 00:14:14.775 --> 00:14:17.136 Just know here are the pros and cons. 00:14:17.596 --> 00:14:18.596 Some will cost you money. 00:14:18.636 --> 00:14:19.557 Some will save you money, 00:14:19.596 --> 00:14:22.057 but ultimately location's important, 00:14:22.138 --> 00:14:22.398 right? 00:14:22.518 --> 00:14:23.477 Line of sight's important. 00:14:23.498 --> 00:14:23.977 Yeah. 00:14:24.544 --> 00:14:26.306 So there's a, there's a business. 00:14:26.346 --> 00:14:27.668 That's kind of how we go about it. 00:14:27.748 --> 00:14:30.809 That's why we like the worst 00:14:30.850 --> 00:14:33.331 thing ever is when I have a 00:14:33.351 --> 00:14:35.594 client come to me and they say, Hey, 00:14:35.734 --> 00:14:37.576 not a great space, just signed the lease. 00:14:37.836 --> 00:14:39.317 And I go look at it and I'm like, okay, 00:14:39.336 --> 00:14:41.599 well you got a three quarter inch tap. 00:14:41.958 --> 00:14:43.821 You've got a hundred amps of 00:14:43.860 --> 00:14:46.903 power and you've got heating, 00:14:46.923 --> 00:14:47.663 but no cooling. 00:14:47.923 --> 00:14:48.244 Okay. 00:14:48.344 --> 00:14:49.004 That's a problem. 00:14:49.184 --> 00:14:50.426 So that's why we want to be in early. 00:14:51.320 --> 00:14:51.840 Yeah, 00:14:51.940 --> 00:14:53.541 and that makes a ton of sense because 00:14:54.741 --> 00:14:56.842 I love that you said multiple spaces. 00:14:57.322 --> 00:14:58.643 I've found a trend, 00:14:58.682 --> 00:15:00.264 and I said it in the last interview, 00:15:00.283 --> 00:15:01.625 that some real estate 00:15:01.644 --> 00:15:03.225 people aren't doing 00:15:03.304 --> 00:15:04.885 multiple locations these days. 00:15:04.926 --> 00:15:06.567 It's like it's too much work 00:15:06.586 --> 00:15:08.947 for them to put LOIs in in 00:15:09.008 --> 00:15:10.107 multiple spaces. 00:15:10.769 --> 00:15:12.690 I do recognize that some markets... 00:15:13.649 --> 00:15:15.672 it's difficult to find space. 00:15:15.711 --> 00:15:17.052 And I do want to touch on 00:15:17.413 --> 00:15:19.014 the due diligence of ground 00:15:19.134 --> 00:15:21.376 up because sometimes 00:15:21.876 --> 00:15:23.438 there's no spaces available 00:15:23.479 --> 00:15:25.100 and we got to look at a plot of dirt. 00:15:25.139 --> 00:15:25.240 So, 00:15:26.553 --> 00:15:27.835 I think we covered pretty 00:15:27.894 --> 00:15:29.394 well here on Shark Week 00:15:29.735 --> 00:15:30.355 with the rest of the 00:15:30.394 --> 00:15:31.916 contractors around the rest 00:15:31.956 --> 00:15:32.576 of the country. 00:15:32.655 --> 00:15:33.615 Top, top, 00:15:33.655 --> 00:15:35.756 top dental contracts are in the country. 00:15:36.876 --> 00:15:37.138 Chad, 00:15:37.177 --> 00:15:39.857 you got like this Southwest because 00:15:39.918 --> 00:15:41.839 Southeast, I don't know what Colorado is. 00:15:41.859 --> 00:15:42.739 I guess it's West. 00:15:43.580 --> 00:15:44.580 This market that we've 00:15:44.879 --> 00:15:46.139 carved you out of for the 00:15:46.259 --> 00:15:47.201 expert in your area. 00:15:47.221 --> 00:15:47.640 Yeah. 00:15:48.370 --> 00:15:52.611 We covered due diligence on rented space. 00:15:53.072 --> 00:15:54.052 Let's talk really quick 00:15:54.072 --> 00:15:55.232 about due diligence on 00:15:55.293 --> 00:15:56.552 ground up because I know 00:15:57.254 --> 00:15:58.634 you've done a lot of ground 00:15:58.734 --> 00:16:00.114 up in the last two years. 00:16:00.815 --> 00:16:02.674 And I think Shark Week needs 00:16:02.754 --> 00:16:05.456 to cover due diligence of ground up, 00:16:06.255 --> 00:16:07.775 not to open up a huge, 00:16:08.177 --> 00:16:09.456 huge can of worms here. 00:16:09.476 --> 00:16:10.797 We could probably talk the 00:16:10.836 --> 00:16:13.217 entire episode just on due 00:16:13.258 --> 00:16:15.077 diligence of ground up, 00:16:15.097 --> 00:16:16.019 but you want to hit the 00:16:16.058 --> 00:16:16.839 highlights on that? 00:16:21.333 --> 00:16:22.153 Yeah, yeah, yeah. 00:16:22.333 --> 00:16:23.995 I'll try to highlight and keep it concise. 00:16:24.695 --> 00:16:25.615 What you want to do is you 00:16:25.634 --> 00:16:26.576 want to look for the right 00:16:26.615 --> 00:16:28.076 square footage in the right 00:16:28.115 --> 00:16:29.136 location you want. 00:16:29.817 --> 00:16:31.057 You want to have a rough 00:16:31.177 --> 00:16:34.278 idea of how many square feet of a foot, 00:16:34.398 --> 00:16:34.597 you know, 00:16:34.618 --> 00:16:35.638 what kind of footprint you need 00:16:35.658 --> 00:16:36.298 for a building. 00:16:37.219 --> 00:16:38.938 I think I've shared with you in the past, 00:16:40.279 --> 00:16:40.519 you know, 00:16:40.679 --> 00:16:41.980 an acre is forty three thousand 00:16:42.039 --> 00:16:43.541 five hundred and sixty square feet. 00:16:44.520 --> 00:16:47.461 A loose, loose, loose rule of thumb. 00:16:48.302 --> 00:16:49.842 architects don't cringe when I say this, 00:16:50.003 --> 00:16:52.224 is you take the square footage, 00:16:52.543 --> 00:16:53.543 divide it by six, 00:16:53.583 --> 00:16:55.684 and that tells you what 00:16:55.725 --> 00:16:56.865 your footprint can be. 00:16:57.284 --> 00:16:59.725 Now, depending on the zoning, 00:16:59.985 --> 00:17:03.206 you can go up, you can do one level. 00:17:04.507 --> 00:17:06.507 You also want to look at soil, right? 00:17:06.767 --> 00:17:09.488 Whether you've got expansive soil, 00:17:10.028 --> 00:17:11.208 the history of the property, 00:17:11.268 --> 00:17:13.167 did it get a phase one report? 00:17:13.388 --> 00:17:14.868 So phase one is going to tell you, 00:17:15.685 --> 00:17:17.288 okay here's what the space 00:17:17.307 --> 00:17:19.650 was before it used to be a 00:17:19.829 --> 00:17:21.692 uh and the big scary one is 00:17:21.751 --> 00:17:23.633 used to be a uh dry 00:17:23.673 --> 00:17:25.734 cleaners well historically 00:17:25.775 --> 00:17:28.518 dry cleaners yeah gas 00:17:28.538 --> 00:17:29.919 station's easy because you 00:17:29.939 --> 00:17:31.259 can never sell contaminated 00:17:31.319 --> 00:17:34.103 soil so and I ran into that 00:17:34.143 --> 00:17:35.183 my father-in-law's job and 00:17:35.223 --> 00:17:36.464 helped him get rid of that 00:17:36.644 --> 00:17:38.926 through uh uh shell they 00:17:38.967 --> 00:17:40.909 were fantastic uh he had some 00:17:42.316 --> 00:17:44.057 tanks leak into his property 00:17:44.076 --> 00:17:45.077 and they remediated all 00:17:45.117 --> 00:17:46.999 that no questions asked so 00:17:47.058 --> 00:17:50.000 that part's easy but um you 00:17:50.020 --> 00:17:50.781 know you're kind of taking 00:17:50.801 --> 00:17:51.923 the ground as is and you've 00:17:51.942 --> 00:17:52.722 got to take the good with 00:17:52.742 --> 00:17:54.644 the bad right so ideally 00:17:54.664 --> 00:17:56.105 what you want is some good 00:17:56.185 --> 00:17:57.826 stable soil that lends 00:17:57.886 --> 00:18:01.328 itself to shallow um 00:18:01.808 --> 00:18:04.010 footings and shallow walls 00:18:04.030 --> 00:18:06.553 where you can do a slab on grade um 00:18:07.373 --> 00:18:09.233 and then uh it's zoned 00:18:09.273 --> 00:18:11.074 properly for medical use 00:18:12.035 --> 00:18:13.454 and you're able to park it 00:18:13.734 --> 00:18:14.756 right it's got the 00:18:14.776 --> 00:18:16.997 visibility you want so 00:18:17.017 --> 00:18:17.596 those are the kind of 00:18:17.616 --> 00:18:19.198 things that that that we 00:18:19.238 --> 00:18:20.337 look at and then also just 00:18:20.377 --> 00:18:21.759 price point right because 00:18:22.338 --> 00:18:25.400 that's a huge factor in uh overall cost 00:18:26.334 --> 00:18:27.494 I love that. 00:18:27.555 --> 00:18:31.857 So soil and the right amount of space. 00:18:31.938 --> 00:18:33.258 I think that's an important thing. 00:18:33.298 --> 00:18:33.838 And you're right. 00:18:33.878 --> 00:18:36.661 We just more recently talked about that. 00:18:36.921 --> 00:18:39.241 And I think startups are 00:18:39.261 --> 00:18:40.782 getting more inquisitive about 00:18:42.902 --> 00:18:44.462 about owning their buildings. 00:18:44.482 --> 00:18:45.042 They're listening to 00:18:45.063 --> 00:18:46.364 podcasts just like this and 00:18:46.384 --> 00:18:47.525 the benefits of owning your 00:18:47.565 --> 00:18:48.484 building right out of the 00:18:48.525 --> 00:18:50.385 gate versus literally 00:18:50.425 --> 00:18:52.146 giving a million dollars to the landlord. 00:18:52.166 --> 00:18:53.907 So if they can find 00:18:53.948 --> 00:18:54.948 something they can purchase 00:18:54.988 --> 00:18:56.368 right out of the gate, 00:18:56.469 --> 00:18:57.169 they're interested. 00:18:57.209 --> 00:18:59.351 The lending is a different conversation. 00:18:59.411 --> 00:19:01.172 It's always a very big part 00:19:01.211 --> 00:19:02.672 of the conversation with lending. 00:19:03.673 --> 00:19:04.353 But if you can get 00:19:04.393 --> 00:19:06.513 yourselves the right amount 00:19:06.554 --> 00:19:08.194 of money and Chad can build 00:19:08.595 --> 00:19:09.915 the building for the right 00:19:09.955 --> 00:19:11.497 price that fits the budget, 00:19:12.150 --> 00:19:13.893 hell, that's the best deal you can get. 00:19:15.615 --> 00:19:17.700 But then it turns into some 00:19:17.740 --> 00:19:18.622 kind of investment 00:19:18.662 --> 00:19:20.023 conversation about renting 00:19:20.104 --> 00:19:21.066 half the building. 00:19:21.125 --> 00:19:22.347 And gosh, like I said, 00:19:22.367 --> 00:19:25.493 we could go down a crazy path here. 00:19:26.384 --> 00:19:28.246 I want to transition this 00:19:28.306 --> 00:19:31.027 conversation to this idea 00:19:31.227 --> 00:19:34.248 of plans to permit. 00:19:34.327 --> 00:19:35.909 That's the next segment of the program. 00:19:35.929 --> 00:19:37.128 And I think, again, 00:19:37.269 --> 00:19:39.170 we've had a lot of conversation about it. 00:19:39.210 --> 00:19:41.371 There's like this idea where 00:19:41.810 --> 00:19:43.290 you hire an architect to 00:19:43.330 --> 00:19:44.852 drive or architect space 00:19:44.892 --> 00:19:46.211 plan or whatever to drive 00:19:46.231 --> 00:19:47.393 the whole project or the 00:19:47.432 --> 00:19:50.074 contractor to assist you or 00:19:50.193 --> 00:19:52.115 even have in-house this 00:19:52.214 --> 00:19:53.954 idea of plans to permit. 00:19:54.295 --> 00:19:54.976 So there's these... 00:19:55.836 --> 00:19:58.136 these sections along the way 00:19:58.798 --> 00:20:00.117 that you've got to get it 00:20:00.157 --> 00:20:02.219 from plans to permit. 00:20:02.278 --> 00:20:04.840 And then Chad, the GC picks up and builds, 00:20:05.401 --> 00:20:07.521 but the plans need to be created to, 00:20:08.616 --> 00:20:09.136 Chad, 00:20:09.178 --> 00:20:11.979 walk us through your collaboration 00:20:12.638 --> 00:20:14.160 with designers, architects. 00:20:16.441 --> 00:20:16.862 Obviously, 00:20:16.882 --> 00:20:18.803 you're a big fan of working with them. 00:20:19.022 --> 00:20:21.003 You don't want to alienate that, 00:20:21.104 --> 00:20:23.244 but is there a preferred method? 00:20:23.285 --> 00:20:24.865 Is there challenges, 00:20:24.925 --> 00:20:28.127 pros and cons of working all in-house? 00:20:30.449 --> 00:20:31.630 What's your take on it? 00:20:34.146 --> 00:20:35.587 yeah so step one would 00:20:35.728 --> 00:20:37.609 always be if you find an 00:20:37.650 --> 00:20:39.250 existing building get a 00:20:39.310 --> 00:20:40.832 dental equipment rep that 00:20:40.991 --> 00:20:42.773 you trust and they will 00:20:42.814 --> 00:20:45.075 give you a initial floor 00:20:45.096 --> 00:20:47.616 plan for free I mean it's 00:20:47.656 --> 00:20:49.278 implied that they do that 00:20:49.318 --> 00:20:50.940 upfront work that you're 00:20:50.960 --> 00:20:51.961 going to buy equipment from 00:20:52.000 --> 00:20:53.642 them so they'll do a layout 00:20:53.761 --> 00:20:55.423 and I'll tell you what those guys do 00:20:57.199 --> 00:20:58.240 Each one of those CAD 00:20:59.401 --> 00:21:02.443 draftspersons does dozens a day. 00:21:02.703 --> 00:21:05.667 So they've seen way more than I've seen, 00:21:05.928 --> 00:21:06.248 right? 00:21:06.689 --> 00:21:08.871 As far as layout works, as far as access, 00:21:08.931 --> 00:21:10.932 as far as flow of the office, 00:21:10.992 --> 00:21:13.715 as far as squeaking number of ops in, 00:21:14.416 --> 00:21:15.877 making sure you account for 00:21:16.578 --> 00:21:18.780 All the treatment areas and 00:21:18.840 --> 00:21:19.980 patient areas that you want 00:21:20.040 --> 00:21:22.282 to incorporate into that space. 00:21:22.502 --> 00:21:24.203 So that would be the first 00:21:24.243 --> 00:21:25.825 start is to just, OK, 00:21:25.845 --> 00:21:26.905 let's see if this pencils 00:21:27.145 --> 00:21:29.307 because let's say I got a 00:21:29.347 --> 00:21:30.587 site in downtown Denver. 00:21:30.909 --> 00:21:31.229 Right. 00:21:31.648 --> 00:21:31.909 Well, 00:21:32.288 --> 00:21:33.549 that price per square foot is going 00:21:33.569 --> 00:21:35.852 to be way different than if we are in. 00:21:36.723 --> 00:21:40.967 Timnath or we're in Colorado Springs. 00:21:41.248 --> 00:21:44.750 It just it makes a big difference. 00:21:44.790 --> 00:21:46.352 So it doesn't cost anything. 00:21:46.372 --> 00:21:47.792 You find a GC that you trust 00:21:47.853 --> 00:21:49.074 and you like and you can say, well, 00:21:49.433 --> 00:21:51.976 that's two thirty five a square foot. 00:21:52.497 --> 00:21:53.336 Downtown Denver, 00:21:53.376 --> 00:21:54.538 you're probably two seventy 00:21:54.577 --> 00:21:55.980 five a square foot because 00:21:56.480 --> 00:21:57.840 I've got parking requirements. 00:21:58.181 --> 00:21:59.962 I don't know where to put a roll off. 00:21:59.982 --> 00:22:00.823 So I've literally got to 00:22:00.864 --> 00:22:02.184 haul trash every night. 00:22:03.065 --> 00:22:05.226 um and I can't uh parking 00:22:05.246 --> 00:22:06.145 you've got to pay a premium 00:22:06.185 --> 00:22:07.425 for parking those things 00:22:07.506 --> 00:22:11.207 now granted there's a 00:22:11.227 --> 00:22:12.288 premium you can charge for 00:22:12.307 --> 00:22:14.288 your services but again 00:22:14.307 --> 00:22:15.489 that goes along with really 00:22:15.509 --> 00:22:17.068 the space diligence but as 00:22:17.108 --> 00:22:18.269 far as the process and the 00:22:18.288 --> 00:22:19.769 flow once we get a floor 00:22:19.789 --> 00:22:21.289 plan we like hand that off 00:22:21.309 --> 00:22:23.090 to an architect that that 00:22:23.111 --> 00:22:24.951 they enjoy working with um 00:22:25.030 --> 00:22:25.990 and it understands their 00:22:26.030 --> 00:22:27.751 vision I always encourage 00:22:27.791 --> 00:22:28.791 dentists to create a 00:22:28.832 --> 00:22:30.853 pinterest board to say and 00:22:32.501 --> 00:22:34.744 They seem to focus in on things they love. 00:22:35.605 --> 00:22:38.849 And I love for them to put 00:22:38.890 --> 00:22:39.570 things they hate. 00:22:39.951 --> 00:22:41.153 So I want them to have two folders. 00:22:41.794 --> 00:22:42.253 I love this. 00:22:42.335 --> 00:22:42.894 I hate this. 00:22:43.336 --> 00:22:44.217 Because that's good. 00:22:44.257 --> 00:22:45.519 What they don't like is just 00:22:45.558 --> 00:22:46.720 as important as what they like. 00:22:46.759 --> 00:22:46.960 Right. 00:22:48.660 --> 00:22:51.040 because you want to steer clear of that. 00:22:51.842 --> 00:22:54.482 And the architect then takes 00:22:54.522 --> 00:22:55.884 that vision and you want to 00:22:55.923 --> 00:22:56.663 make sure that the 00:22:56.723 --> 00:22:57.904 architect you hire is 00:22:57.944 --> 00:23:00.267 somebody that is a good 00:23:00.307 --> 00:23:01.887 listener and is building 00:23:02.968 --> 00:23:05.990 a practice that speaks to a 00:23:06.009 --> 00:23:08.451 your budget be your level 00:23:08.490 --> 00:23:13.073 of service um and then um c 00:23:13.193 --> 00:23:14.933 speaks to your vision right 00:23:15.595 --> 00:23:17.076 uh I've never I've never 00:23:17.155 --> 00:23:20.017 met I've I've never met an 00:23:20.116 --> 00:23:21.377 architect that talks too 00:23:21.417 --> 00:23:22.617 much about budget that's a 00:23:22.678 --> 00:23:24.740 joke that's a joke uh but 00:23:24.819 --> 00:23:26.580 you're you're spot on 00:23:27.161 --> 00:23:29.321 absolutely right I love I 00:23:29.382 --> 00:23:30.702 love that feedback on 00:23:31.604 --> 00:23:34.529 what makes a great architect in your mind? 00:23:34.589 --> 00:23:36.212 It's one that communicates 00:23:36.753 --> 00:23:39.279 super well as creative and 00:23:39.339 --> 00:23:41.203 does have a general sense of the budget. 00:23:41.284 --> 00:23:42.165 Is that what I heard you say? 00:23:44.521 --> 00:23:44.961 Yeah. 00:23:44.981 --> 00:23:45.481 They want to be, 00:23:45.541 --> 00:23:46.481 you want them to be budget 00:23:46.501 --> 00:23:47.762 minded and you also want 00:23:47.803 --> 00:23:49.042 them to capture the vision 00:23:49.403 --> 00:23:52.763 because there's really, you know, 00:23:52.804 --> 00:23:54.943 guys have, you know, 00:23:55.003 --> 00:23:57.125 doctors have ideas in their minds of, 00:23:57.464 --> 00:23:59.865 okay, this is my ideal practice. 00:23:59.984 --> 00:24:01.405 I absolutely want this. 00:24:01.546 --> 00:24:02.625 I want a toy, you know, 00:24:02.645 --> 00:24:03.586 a pediatric dentist. 00:24:03.705 --> 00:24:05.326 I want a prize bin right here. 00:24:05.846 --> 00:24:07.727 I want it to be this kind of theme. 00:24:07.807 --> 00:24:10.826 I love these colors, all those things. 00:24:11.188 --> 00:24:13.008 And then you get a design back and it's, 00:24:14.365 --> 00:24:15.786 You know, when you got the wrong architect, 00:24:15.826 --> 00:24:17.507 when it's like, OK, 00:24:17.807 --> 00:24:18.826 I don't see one element I 00:24:18.886 --> 00:24:22.347 spoke about and I don't see any, you know, 00:24:22.627 --> 00:24:25.249 there's none of my vision in this. 00:24:25.489 --> 00:24:25.669 Right. 00:24:25.709 --> 00:24:28.808 It's more of a monument to themselves. 00:24:29.308 --> 00:24:30.890 And there's a lot of those out there, 00:24:31.190 --> 00:24:31.950 a lot of them. 00:24:32.170 --> 00:24:33.730 And so you want to steer 00:24:33.770 --> 00:24:34.611 clear of those guys are 00:24:34.671 --> 00:24:35.691 usually more expensive. 00:24:36.151 --> 00:24:37.393 And it's going to drive the 00:24:37.432 --> 00:24:38.594 cost of the space up. 00:24:38.653 --> 00:24:41.457 So and we're always cognizant of, OK, 00:24:41.537 --> 00:24:42.798 is this a startup doc? 00:24:42.919 --> 00:24:44.279 Is this a second location? 00:24:44.760 --> 00:24:46.442 Is this man? 00:24:46.643 --> 00:24:47.624 I've had two offices. 00:24:47.644 --> 00:24:48.585 This is my Taj Mahal. 00:24:48.605 --> 00:24:48.765 Right. 00:24:48.785 --> 00:24:48.904 Right. 00:24:50.586 --> 00:24:52.910 And I always try to find out from them, OK, 00:24:53.029 --> 00:24:55.211 what's your what's your hot 00:24:55.251 --> 00:24:56.272 button points like? 00:24:56.333 --> 00:24:56.594 What? 00:24:58.165 --> 00:24:59.787 What do you hate at your current office? 00:25:00.146 --> 00:25:02.308 Like what aggravates you? 00:25:03.630 --> 00:25:05.171 Is your sterilization way 00:25:05.191 --> 00:25:06.612 too far away from hygiene? 00:25:08.252 --> 00:25:10.234 Do you not have a place for cart storage? 00:25:11.395 --> 00:25:13.416 Is your x-ray too close to the front? 00:25:13.696 --> 00:25:15.097 So you want to think about 00:25:15.137 --> 00:25:15.999 those things that don't 00:25:16.038 --> 00:25:19.801 work because a lot of docs, you know, 00:25:19.862 --> 00:25:20.821 some of them do this once, 00:25:20.981 --> 00:25:21.722 some of them do it twice. 00:25:22.587 --> 00:25:23.869 three times in their whole life. 00:25:23.950 --> 00:25:25.173 They'll do a startup, 00:25:25.313 --> 00:25:26.494 they'll do a mid-range, 00:25:26.515 --> 00:25:27.376 and then they'll do a 00:25:27.416 --> 00:25:28.238 freestanding building. 00:25:28.258 --> 00:25:29.641 That's the evolution of them. 00:25:30.080 --> 00:25:31.022 Then you've got the DSOs who 00:25:32.368 --> 00:25:35.309 Just kind of go to town on those things. 00:25:35.410 --> 00:25:37.310 But we really kind of focus 00:25:37.391 --> 00:25:39.750 on patient impact areas and 00:25:40.251 --> 00:25:42.432 then try to make some shush there. 00:25:42.711 --> 00:25:45.373 You want to balance the 00:25:45.472 --> 00:25:46.433 level of the finish of the 00:25:46.534 --> 00:25:48.753 office with the level of 00:25:48.773 --> 00:25:49.795 service they provide. 00:25:49.875 --> 00:25:51.815 So if it's a cosmetic dentist, 00:25:52.336 --> 00:25:53.155 that build out is going to 00:25:53.175 --> 00:25:54.455 be different than if it's a 00:25:54.516 --> 00:25:55.797 general dentist or if it's 00:25:55.836 --> 00:25:56.557 an orthodontist. 00:25:59.159 --> 00:26:02.181 I just literally had a 00:26:02.260 --> 00:26:04.623 conversation with one of my clients, 00:26:04.643 --> 00:26:05.943 a pediatric dentist, 00:26:06.743 --> 00:26:08.384 and he's going to be 00:26:08.464 --> 00:26:12.127 serving a Medicaid population. 00:26:12.929 --> 00:26:15.570 And I looked at his Pinterest board, 00:26:15.691 --> 00:26:17.251 and it looked like one of 00:26:17.271 --> 00:26:18.393 the most high-end websites. 00:26:19.173 --> 00:26:20.753 uh cosmetic dental offices 00:26:20.794 --> 00:26:22.494 I've ever seen before and I 00:26:22.515 --> 00:26:24.076 was just like hey maybe we 00:26:24.115 --> 00:26:25.336 need to talk about what 00:26:25.497 --> 00:26:27.239 what what what this looks 00:26:27.278 --> 00:26:29.000 like I I think that's 00:26:29.079 --> 00:26:30.961 perfect chad that you're 00:26:31.000 --> 00:26:32.342 getting into a lot of this 00:26:32.382 --> 00:26:34.584 stuff my my my key 00:26:34.604 --> 00:26:35.983 takeaways is do what you 00:26:36.045 --> 00:26:37.846 don't like I I find that a 00:26:37.885 --> 00:26:39.846 lot of clients don't go to 00:26:39.886 --> 00:26:41.448 like a dental assistant 00:26:41.728 --> 00:26:44.809 friend or another dentist friend 00:26:45.931 --> 00:26:47.372 and get their opinion 00:26:47.991 --> 00:26:49.772 because those poor dental 00:26:49.792 --> 00:26:51.094 assistants are doing are 00:26:51.233 --> 00:26:52.294 they're putting the steps 00:26:52.374 --> 00:26:53.595 in they're going to the 00:26:53.634 --> 00:26:55.096 sterilization they're 00:26:55.115 --> 00:26:56.516 they're they're doing all 00:26:56.536 --> 00:26:58.396 the hard work and and the 00:26:58.436 --> 00:26:59.438 dentist has their feet 00:26:59.458 --> 00:27:00.637 kicked up in the back room 00:27:00.678 --> 00:27:01.618 waiting for their next 00:27:01.838 --> 00:27:05.019 hygiene exam um you know 00:27:05.039 --> 00:27:06.661 what I mean figuratively 00:27:06.701 --> 00:27:07.961 but but yeah you don't have 00:27:07.981 --> 00:27:08.602 too many cooks in the 00:27:08.622 --> 00:27:09.382 kitchen but you want to 00:27:14.537 --> 00:27:16.238 yeah you where I was going 00:27:16.258 --> 00:27:17.779 with that was to your point 00:27:17.920 --> 00:27:18.941 you don't want to you don't 00:27:18.961 --> 00:27:19.842 want to have too many cooks 00:27:19.882 --> 00:27:21.722 in the kitchen but you do 00:27:21.742 --> 00:27:22.784 want to involve your key 00:27:22.824 --> 00:27:25.326 staff to say okay where 00:27:25.346 --> 00:27:27.567 we're at now or in past 00:27:27.627 --> 00:27:29.589 offices what worked well 00:27:29.650 --> 00:27:32.172 what didn't work well right 00:27:32.251 --> 00:27:33.752 again you don't want ten 00:27:33.792 --> 00:27:35.114 opinions but if you could 00:27:35.134 --> 00:27:36.415 get two or three of your 00:27:36.476 --> 00:27:37.476 top people to say 00:27:38.395 --> 00:27:39.576 Hey, front end, 00:27:39.936 --> 00:27:41.298 what is the most efficient 00:27:41.337 --> 00:27:43.299 way for us to do check in, check out? 00:27:43.839 --> 00:27:44.760 What's the most efficient 00:27:44.800 --> 00:27:48.723 way for us to present treatment plans? 00:27:49.825 --> 00:27:51.727 When we're doing treatment, 00:27:54.368 --> 00:27:55.769 what does the layout look like? 00:27:55.970 --> 00:27:57.991 Do you want a counter on both sides? 00:27:58.132 --> 00:27:59.153 And tell me why you want a 00:27:59.212 --> 00:27:59.932 counter on both sides. 00:27:59.952 --> 00:28:00.933 You got to push them because 00:28:00.953 --> 00:28:01.954 these things cost money. 00:28:02.474 --> 00:28:04.416 And is it a want to have or need? 00:28:07.017 --> 00:28:08.923 so uh it's important to 00:28:08.942 --> 00:28:09.925 involve the whole team if 00:28:09.945 --> 00:28:11.088 you've got a trusted team 00:28:11.128 --> 00:28:13.615 around you to really want 00:28:14.723 --> 00:28:17.765 Well, I want to kind of pivot then. 00:28:17.805 --> 00:28:20.826 So what we've covered is due diligence. 00:28:20.846 --> 00:28:24.768 We've covered architect and that process. 00:28:26.189 --> 00:28:29.130 I'd love to ask the question 00:28:30.750 --> 00:28:32.892 of this idea of a hard bid. 00:28:34.571 --> 00:28:36.252 Hard bids are becoming few 00:28:36.292 --> 00:28:37.854 and far between these days. 00:28:38.513 --> 00:28:40.154 There's a lot of reasons for it. 00:28:41.451 --> 00:28:42.153 Back in the day, 00:28:42.173 --> 00:28:43.973 there used to be what I 00:28:44.035 --> 00:28:46.596 call the negotiated bid 00:28:46.616 --> 00:28:47.436 where you could just talk 00:28:47.477 --> 00:28:48.617 about a percentage and then 00:28:48.638 --> 00:28:50.220 it would be open book. 00:28:50.259 --> 00:28:51.201 That's old school. 00:28:51.661 --> 00:28:54.864 But this idea of hard bid, 00:28:55.003 --> 00:28:57.026 I think there's a lot of 00:28:57.086 --> 00:29:00.127 challenges with it that 00:29:00.148 --> 00:29:00.949 we've kind of already 00:29:00.989 --> 00:29:02.369 talked about this week. 00:29:03.451 --> 00:29:03.731 What... 00:29:04.934 --> 00:29:06.618 What do you find when you 00:29:06.679 --> 00:29:07.961 get like this high-end 00:29:08.082 --> 00:29:10.989 architect that isn't sensitive to budget? 00:29:11.490 --> 00:29:14.317 How does that impact the hard bid process? 00:29:15.103 --> 00:29:17.625 When it hits your desk and 00:29:17.684 --> 00:29:19.625 you bid it out based on 00:29:20.047 --> 00:29:22.067 what was provided to you, 00:29:22.647 --> 00:29:23.528 and then the number 00:29:23.888 --> 00:29:25.009 obviously isn't really 00:29:25.029 --> 00:29:26.590 where everybody wanted it to be. 00:29:27.031 --> 00:29:28.051 Can you go through that 00:29:28.593 --> 00:29:29.653 process or how you 00:29:29.794 --> 00:29:31.615 communicate that to the 00:29:31.654 --> 00:29:33.135 dentists out there? 00:29:33.155 --> 00:29:34.777 Communicate that to the 00:29:34.817 --> 00:29:35.637 dentists out there? 00:29:35.718 --> 00:29:35.917 Yeah. 00:29:36.104 --> 00:29:37.845 Yeah, communication is key. 00:29:37.865 --> 00:29:40.105 I always say C is the most important. 00:29:41.467 --> 00:29:42.627 C for communication is the 00:29:42.647 --> 00:29:44.868 most important C in construction, right? 00:29:45.388 --> 00:29:46.470 Everybody has to be reading 00:29:46.490 --> 00:29:47.690 from the same sheet of music. 00:29:48.010 --> 00:29:49.171 And you want to make sure 00:29:49.691 --> 00:29:52.732 that as you've got design development, 00:29:53.493 --> 00:29:55.875 you're seeing this kind of 00:29:56.674 --> 00:29:57.596 come to fruition. 00:29:57.695 --> 00:29:58.375 And yeah, 00:29:58.395 --> 00:29:59.916 this speaks to what we talked about. 00:29:59.997 --> 00:30:02.818 You go back and yep, this makes sense. 00:30:03.797 --> 00:30:05.238 uh because the worst thing 00:30:05.278 --> 00:30:07.579 you want is okay we started 00:30:07.599 --> 00:30:09.580 here uh startup dentist 00:30:10.080 --> 00:30:12.143 medicaid um you know to 00:30:12.182 --> 00:30:14.124 your point earlier why do 00:30:14.144 --> 00:30:14.943 we have a fountain in the 00:30:14.963 --> 00:30:16.384 waiting room like who's 00:30:16.645 --> 00:30:18.426 who's that for like I'm not 00:30:18.446 --> 00:30:19.386 sure this is the plastic 00:30:19.406 --> 00:30:20.627 surgeon's office let's what 00:30:20.647 --> 00:30:23.910 are we doing um so you you 00:30:23.990 --> 00:30:25.791 want to speak to the level 00:30:25.852 --> 00:30:29.273 of service they provide um and 00:30:29.769 --> 00:30:33.593 Uh, so what we do when that happens and it, 00:30:33.673 --> 00:30:35.534 it does happen is we 00:30:35.594 --> 00:30:36.734 identify those things. 00:30:36.994 --> 00:30:39.717 And like, I always use a simple example of, 00:30:40.137 --> 00:30:40.397 uh, 00:30:40.837 --> 00:30:43.539 our particular architect who is 00:30:43.619 --> 00:30:44.520 phenomenal. 00:30:45.461 --> 00:30:48.544 They do a crazy laundry area 00:30:48.584 --> 00:30:49.404 that's built in. 00:30:49.805 --> 00:30:51.586 It costs like forty five hundred dollars. 00:30:52.406 --> 00:30:53.688 It looks beautiful. 00:30:54.048 --> 00:30:54.548 And I'm like, 00:30:55.970 --> 00:30:57.550 let's spend your money front of house. 00:30:58.202 --> 00:30:59.564 Let's spend your money on 00:31:00.204 --> 00:31:03.028 lab sterile treatment, reception, 00:31:03.228 --> 00:31:04.269 patient waiting room. 00:31:05.654 --> 00:31:09.115 and let's make sure that we 00:31:09.135 --> 00:31:10.936 spend your dollars in the smart places, 00:31:10.977 --> 00:31:11.237 right? 00:31:11.297 --> 00:31:12.196 It doesn't mean that the 00:31:12.237 --> 00:31:13.237 back of house areas are 00:31:13.257 --> 00:31:14.157 dumbed down or that the 00:31:14.178 --> 00:31:16.798 break room needs to be subpar. 00:31:17.159 --> 00:31:18.959 It just needs to be nice enough, right? 00:31:20.079 --> 00:31:21.900 Because really what's bringing you back, 00:31:22.180 --> 00:31:23.121 what's bringing patients 00:31:23.141 --> 00:31:25.381 back are your staff and 00:31:25.401 --> 00:31:26.721 then just the environment 00:31:26.942 --> 00:31:29.923 that you bring them into to 00:31:29.942 --> 00:31:31.623 do practices and selling cases. 00:31:31.942 --> 00:31:32.903 I'll just use the example of 00:31:32.943 --> 00:31:33.584 my father-in-law 00:31:34.304 --> 00:31:35.684 He practiced for twenty five 00:31:35.704 --> 00:31:37.085 years in a retail center. 00:31:37.525 --> 00:31:38.425 Great dentist. 00:31:40.026 --> 00:31:41.067 We built him that building. 00:31:41.247 --> 00:31:42.146 I could throw a football 00:31:42.227 --> 00:31:43.528 from his retail old 00:31:43.548 --> 00:31:45.068 location to the new location. 00:31:46.048 --> 00:31:49.289 He quadrupled his practice in two years. 00:31:50.371 --> 00:31:54.472 And he told me one time at a holiday party, 00:31:55.173 --> 00:31:57.094 you know, it's funny in my new building, 00:31:57.213 --> 00:31:59.694 he goes, people walk in and it's nice, 00:31:59.755 --> 00:32:00.714 but it's not over the top. 00:32:00.775 --> 00:32:02.536 But all of a sudden, 00:32:03.066 --> 00:32:04.249 the level of my office 00:32:04.269 --> 00:32:07.075 finish tells people I'm a good dentist, 00:32:07.797 --> 00:32:08.117 right? 00:32:08.538 --> 00:32:09.842 So it gives them confidence 00:32:09.862 --> 00:32:12.848 to spend big money on larger cases, 00:32:12.888 --> 00:32:13.148 right? 00:32:14.603 --> 00:32:16.683 So the environment you work in is great. 00:32:16.804 --> 00:32:17.204 And again, 00:32:17.525 --> 00:32:20.846 speaking to Medicaid and Medicare, 00:32:21.386 --> 00:32:22.926 you want those to be very nice. 00:32:23.146 --> 00:32:25.107 You want to be back a house to be hard, 00:32:25.147 --> 00:32:27.910 durable surfaces, very functional, 00:32:28.109 --> 00:32:29.109 long lasting. 00:32:29.631 --> 00:32:30.550 But, you know, 00:32:30.851 --> 00:32:32.352 maybe we don't have a coffee bar. 00:32:32.412 --> 00:32:33.932 Maybe we have just a beverage bar. 00:32:34.393 --> 00:32:36.653 Maybe we have a water filler. 00:32:36.973 --> 00:32:38.194 you know water fillers since 00:32:38.255 --> 00:32:40.276 covet are huge those ones 00:32:40.316 --> 00:32:41.116 that tell you how many 00:32:41.156 --> 00:32:42.438 plastic bottles they say 00:32:42.958 --> 00:32:44.499 and nobody wants to put 00:32:44.519 --> 00:32:45.539 their mouth on a drinking 00:32:45.559 --> 00:32:46.700 fountain anymore anyways 00:32:47.441 --> 00:32:50.962 right so um that's uh 00:32:51.002 --> 00:32:52.104 that's a problem but yeah 00:32:52.144 --> 00:32:53.525 we just pull those things 00:32:53.664 --> 00:32:55.546 out and we say hey doc I 00:32:55.586 --> 00:32:56.787 love this what you don't 00:32:56.807 --> 00:32:57.788 want to do is get into 00:32:58.367 --> 00:33:00.609 to let the architect, 00:33:00.670 --> 00:33:01.790 if you're working as a team, 00:33:02.031 --> 00:33:02.751 you don't want them to get 00:33:02.872 --> 00:33:05.634 so far down the road that when you say, 00:33:05.996 --> 00:33:08.438 hey, wow, this is a great design, but 00:33:10.838 --> 00:33:13.000 You're here, you can afford this. 00:33:13.359 --> 00:33:14.701 And then you get design regret. 00:33:14.980 --> 00:33:16.381 And then the rest of it 00:33:16.401 --> 00:33:17.662 feels like a compromise to 00:33:17.701 --> 00:33:19.942 them because the architect 00:33:19.962 --> 00:33:23.243 has gone bananas with, oh, well, yeah, 00:33:23.263 --> 00:33:24.064 you like that wallpaper? 00:33:24.104 --> 00:33:24.904 We can do this wallpaper 00:33:24.964 --> 00:33:26.065 here and there and there. 00:33:26.085 --> 00:33:27.865 And let's do this niche and 00:33:27.885 --> 00:33:29.987 let's do this artwork and 00:33:30.047 --> 00:33:31.346 these vaulted ceilings and 00:33:31.366 --> 00:33:33.327 all those things that cost money, 00:33:33.367 --> 00:33:37.609 but take away from their patient base, 00:33:37.630 --> 00:33:38.690 take away from their vision, 00:33:38.730 --> 00:33:39.790 take away from their bottom line. 00:33:41.451 --> 00:33:42.352 Yeah, 00:33:42.372 --> 00:33:44.252 I think that's exactly how I would 00:33:44.292 --> 00:33:45.474 describe the situation 00:33:45.494 --> 00:33:48.457 because you can really get 00:33:51.900 --> 00:33:53.781 off kilter quick with budget. 00:33:54.321 --> 00:33:55.522 That's why I made that joke 00:33:55.583 --> 00:33:57.365 earlier about do architects 00:33:57.404 --> 00:33:58.806 really pay attention to budget? 00:33:58.846 --> 00:34:00.086 Of course they do. 00:34:00.708 --> 00:34:02.088 But when you're a startup 00:34:02.489 --> 00:34:03.589 and if an architect, 00:34:03.650 --> 00:34:04.310 I think that's a good 00:34:04.330 --> 00:34:05.151 question to ask an 00:34:05.211 --> 00:34:06.172 architect space planners. 00:34:06.192 --> 00:34:07.432 How many startups do you do a year? 00:34:08.193 --> 00:34:09.635 dental startups do you do a year? 00:34:09.655 --> 00:34:12.137 Because if the number is a lot, 00:34:13.139 --> 00:34:14.000 let's just say five. 00:34:14.019 --> 00:34:16.902 Let's just say I do five startups a year. 00:34:17.744 --> 00:34:19.525 Then they know how to design 00:34:19.746 --> 00:34:21.106 a budget-friendly startup. 00:34:21.126 --> 00:34:22.748 They also know that you 00:34:22.789 --> 00:34:25.490 can't afford all glass and 00:34:25.510 --> 00:34:26.751 you can't afford the curved 00:34:26.793 --> 00:34:27.572 walls and all that. 00:34:27.592 --> 00:34:27.693 So 00:34:29.394 --> 00:34:30.675 And it's really tough for a 00:34:30.715 --> 00:34:31.697 contractor to have that 00:34:31.737 --> 00:34:32.597 conversation because 00:34:32.617 --> 00:34:35.500 they're already thinking 00:34:35.519 --> 00:34:36.740 that Chad's the guy that's 00:34:37.061 --> 00:34:38.282 making all the money and 00:34:38.322 --> 00:34:39.983 with all the margin. 00:34:40.023 --> 00:34:40.523 But really, 00:34:41.403 --> 00:34:43.485 a lot of it is the design features. 00:34:43.505 --> 00:34:45.007 All right, let's pivot. 00:34:46.226 --> 00:34:48.208 Let's pivot to the last question, 00:34:48.228 --> 00:34:50.630 the last topic here. 00:34:51.170 --> 00:34:51.911 And that is, 00:34:52.992 --> 00:34:55.474 where do you see construction right now? 00:34:55.693 --> 00:34:57.675 Kind of like a market watch situation. 00:34:58.108 --> 00:34:59.329 Where are we at with construction? 00:34:59.349 --> 00:34:59.469 I mean, 00:34:59.489 --> 00:35:00.951 there's a lot of conversations that 00:35:00.990 --> 00:35:02.413 people ask me all the time. 00:35:02.532 --> 00:35:06.996 I definitely don't want to 00:35:07.016 --> 00:35:08.097 get political on the show, 00:35:08.137 --> 00:35:10.179 but with the tariffs and 00:35:10.239 --> 00:35:11.000 there was a problem with 00:35:11.039 --> 00:35:12.320 inflation a minute ago. 00:35:12.360 --> 00:35:13.641 My eggs are still ten bucks. 00:35:13.661 --> 00:35:14.822 I don't know what's going on there. 00:35:15.422 --> 00:35:16.204 But whatever. 00:35:17.045 --> 00:35:19.847 Is that affecting construction right now? 00:35:20.067 --> 00:35:23.230 And are you seeing projects slow down, 00:35:23.289 --> 00:35:23.829 pick up? 00:35:25.831 --> 00:35:26.932 What are you seeing out there? 00:35:30.179 --> 00:35:31.619 uh we've got a great back 00:35:31.920 --> 00:35:34.661 backlog um I'm seeing about 00:35:34.742 --> 00:35:37.744 the same right um number of 00:35:37.784 --> 00:35:40.007 projects it was funny right 00:35:40.027 --> 00:35:40.706 around the first of the 00:35:40.726 --> 00:35:42.047 year we got all these scary 00:35:42.088 --> 00:35:44.449 tariff notices and I had a 00:35:44.510 --> 00:35:46.010 steel guy on a on a vet 00:35:46.050 --> 00:35:47.192 space we were doing and he 00:35:47.231 --> 00:35:48.432 said well unfortunately 00:35:48.472 --> 00:35:49.753 because of the tariff this 00:35:49.773 --> 00:35:50.775 has gone up thirty five 00:35:50.835 --> 00:35:53.117 percent so quick ai search 00:35:53.597 --> 00:35:54.657 the tariff is twelve 00:35:54.697 --> 00:35:56.298 percent and and the twelve 00:35:56.318 --> 00:35:57.480 percent tariff does not 00:35:57.519 --> 00:35:58.320 mean a twelve percent 00:35:58.360 --> 00:35:59.561 increase in cost right 00:36:00.222 --> 00:36:01.824 There's many factors that go 00:36:01.844 --> 00:36:03.706 into that that I won't deep dive into. 00:36:04.146 --> 00:36:05.989 It usually boils down to by 00:36:06.009 --> 00:36:07.090 the time it gets to that guy, 00:36:07.329 --> 00:36:08.751 a three to five percent increase. 00:36:08.811 --> 00:36:12.094 So I sent it back to him and said, hey, 00:36:12.155 --> 00:36:13.036 I'm only seeing the twelve 00:36:13.056 --> 00:36:14.418 percent there if he never got back to me. 00:36:15.619 --> 00:36:17.219 A lot of suppliers will use 00:36:17.239 --> 00:36:19.300 that as an example, right? 00:36:20.742 --> 00:36:22.163 One of the best things that 00:36:22.202 --> 00:36:24.063 came out of COVID was it 00:36:24.103 --> 00:36:25.405 made us more creative. 00:36:27.005 --> 00:36:30.847 So that was a bigger blow to 00:36:30.947 --> 00:36:31.827 everything because 00:36:31.967 --> 00:36:33.248 literally we had rooftop 00:36:33.329 --> 00:36:36.090 units that were eight months out. 00:36:36.590 --> 00:36:37.931 You've got a twelve to 00:36:37.971 --> 00:36:40.572 fourteen week build that doesn't work. 00:36:40.972 --> 00:36:41.193 So 00:36:43.362 --> 00:36:44.882 What we learned to do there 00:36:45.182 --> 00:36:48.083 is we've got a rooftop unit 00:36:48.304 --> 00:36:50.025 and it's brand A. We would 00:36:50.065 --> 00:36:54.166 find brand B that is same performance, 00:36:54.405 --> 00:36:55.527 might cost a little less, 00:36:56.067 --> 00:36:57.347 might cost a little bit more. 00:36:57.568 --> 00:36:58.148 You never know. 00:36:58.347 --> 00:36:59.447 But, you know, 00:36:59.487 --> 00:37:00.748 the opportunity cost of not... 00:37:01.733 --> 00:37:03.134 being open makes a big 00:37:03.173 --> 00:37:04.815 difference so we just go 00:37:04.914 --> 00:37:06.436 out and we source things do 00:37:06.476 --> 00:37:07.838 that all the time did that 00:37:07.858 --> 00:37:10.438 with doors we do uh we have 00:37:10.458 --> 00:37:11.659 a large veterinary practice 00:37:11.699 --> 00:37:15.463 we do in town um and simple 00:37:15.503 --> 00:37:16.623 doors and we work with the 00:37:16.744 --> 00:37:17.784 biggest door manufacturer 00:37:17.804 --> 00:37:18.585 in the western united 00:37:18.625 --> 00:37:20.025 states they could not get 00:37:20.045 --> 00:37:21.748 these eight foot maple doors for 00:37:24.235 --> 00:37:24.956 Fourteen weeks. 00:37:25.496 --> 00:37:26.175 I bought the doors from 00:37:26.195 --> 00:37:30.577 Minneapolis and same cost with shipping. 00:37:30.597 --> 00:37:31.199 It's fine. 00:37:31.378 --> 00:37:32.679 Same door looks great. 00:37:33.018 --> 00:37:35.019 So it just makes you more creative. 00:37:35.039 --> 00:37:36.021 Keep showing your toes. 00:37:36.340 --> 00:37:38.202 And same thing with tariffs. 00:37:38.282 --> 00:37:39.802 You just got to be creative 00:37:39.842 --> 00:37:42.282 and try to find other alternatives. 00:37:42.342 --> 00:37:44.264 And that's why that's the 00:37:44.324 --> 00:37:45.664 difference between a 00:37:46.585 --> 00:37:47.668 We talked about delivery 00:37:47.708 --> 00:37:48.630 system a little bit. 00:37:48.650 --> 00:37:50.697 We might get more into that later, 00:37:50.737 --> 00:37:54.146 but there's the traditional design, bid, 00:37:54.186 --> 00:37:54.527 build, 00:37:55.447 --> 00:37:56.887 a model and then there's the 00:37:56.927 --> 00:37:59.128 design build model where me 00:37:59.168 --> 00:38:00.909 and the doc and maybe the 00:38:00.929 --> 00:38:01.969 equipment rep and the 00:38:02.030 --> 00:38:04.190 architect for sure are 00:38:04.210 --> 00:38:05.451 sitting around a table and we're going, 00:38:05.670 --> 00:38:07.192 okay, what do we want to do? 00:38:07.431 --> 00:38:08.692 How many ops are we going to equip? 00:38:09.313 --> 00:38:10.572 What's the feel of the office? 00:38:10.672 --> 00:38:11.494 What's your vision? 00:38:11.693 --> 00:38:12.793 Give a Pinterest board. 00:38:13.514 --> 00:38:15.675 And then we're all, like I said, again, 00:38:15.855 --> 00:38:16.775 reading from the same sheet 00:38:16.795 --> 00:38:18.476 of music and we go down the road. 00:38:18.516 --> 00:38:19.317 Yeah, we collaborate. 00:38:20.036 --> 00:38:20.836 It's a collaboration. 00:38:20.896 --> 00:38:21.338 Yeah. 00:38:21.438 --> 00:38:23.117 I love that. 00:38:23.197 --> 00:38:24.219 At the end of the day... 00:38:27.389 --> 00:38:27.668 No, no. 00:38:27.748 --> 00:38:29.650 At the end of the day, go ahead. 00:38:30.710 --> 00:38:31.592 Well, I was just going to say. 00:38:31.612 --> 00:38:32.592 Well, at the end of the day. 00:38:36.315 --> 00:38:37.175 Go, go. 00:38:37.255 --> 00:38:40.237 It's your turn. 00:38:40.257 --> 00:38:41.777 Well, at the end of the day, 00:38:42.177 --> 00:38:43.079 it's going to cost what 00:38:43.099 --> 00:38:44.400 it's going to cost for a startup. 00:38:45.342 --> 00:38:47.043 a specific location and it's 00:38:47.063 --> 00:38:47.862 going to cost what it's 00:38:47.882 --> 00:38:50.764 going to cost for a oral 00:38:50.804 --> 00:38:52.125 surgeon at a specific 00:38:52.166 --> 00:38:54.146 location right to be done 00:38:54.186 --> 00:38:56.648 by a qualified um 00:38:56.688 --> 00:38:57.827 contractor who knows what 00:38:57.847 --> 00:39:00.369 they're doing um you know I 00:39:00.389 --> 00:39:01.449 know a lot of guys give 00:39:01.489 --> 00:39:04.211 teaser rates for oh square 00:39:04.231 --> 00:39:05.552 foot wise yeah when when 00:39:05.592 --> 00:39:06.512 the whole market is 00:39:07.338 --> 00:39:09.079 to fifty, they'll give a teaser rate of, 00:39:09.119 --> 00:39:11.380 well, this guy's to fifteen. 00:39:12.199 --> 00:39:13.519 And, you know, 00:39:13.981 --> 00:39:16.101 I never sell myself on my competitors. 00:39:16.121 --> 00:39:17.561 I always sell myself on service. 00:39:18.661 --> 00:39:20.063 I look at my job as 00:39:21.422 --> 00:39:22.923 education and communication, 00:39:23.264 --> 00:39:24.043 and I want my clients to 00:39:24.063 --> 00:39:26.144 know everything about the process. 00:39:27.106 --> 00:39:28.206 I want them to be as 00:39:28.266 --> 00:39:30.027 involved or as uninvolved 00:39:30.067 --> 00:39:30.766 as they want to be. 00:39:31.657 --> 00:39:32.759 but still make sure they get 00:39:32.778 --> 00:39:34.159 the right finished product they want. 00:39:34.920 --> 00:39:35.260 Yeah. 00:39:35.619 --> 00:39:37.961 I love, I love that, Chad. 00:39:38.342 --> 00:39:41.923 Um, I, this is, um, one thing that's, um, 00:39:42.003 --> 00:39:43.085 I think you nailed that. 00:39:43.485 --> 00:39:45.865 I think, um, I agree with you. 00:39:45.925 --> 00:39:47.686 Projects are not slowing down. 00:39:48.228 --> 00:39:51.369 They, um, startups are happening. 00:39:51.628 --> 00:39:54.550 Established doctors are remodeling, uh, 00:39:54.650 --> 00:39:57.072 expanding, relocating, you name it. 00:39:57.112 --> 00:39:57.253 So, um, 00:39:58.152 --> 00:40:01.213 I think the overall mood is 00:40:01.273 --> 00:40:02.735 if you want to make a move 00:40:02.755 --> 00:40:03.974 with your business, expand, 00:40:03.994 --> 00:40:06.295 make it better, get into business, do it. 00:40:06.416 --> 00:40:07.496 There's no better time than 00:40:07.556 --> 00:40:08.376 now because it's probably 00:40:08.436 --> 00:40:10.538 only going to go up from here. 00:40:11.257 --> 00:40:12.239 This is the last part. 00:40:12.278 --> 00:40:13.679 We're at a forty minute mark 00:40:13.719 --> 00:40:14.579 and I hope we haven't lost 00:40:14.659 --> 00:40:16.480 anybody on the drive. 00:40:17.059 --> 00:40:17.581 You know, Chad, 00:40:17.621 --> 00:40:19.380 you're one of my go to's 00:40:19.420 --> 00:40:20.621 for leadership tips. 00:40:20.661 --> 00:40:23.123 I know you're constantly reading stuff. 00:40:24.143 --> 00:40:25.543 You can see these books behind me. 00:40:25.603 --> 00:40:26.324 I've probably read 00:40:27.047 --> 00:40:28.288 Most of them, not all of them. 00:40:29.027 --> 00:40:29.688 Chad, 00:40:29.829 --> 00:40:31.349 what's your leadership tip for the day? 00:40:31.369 --> 00:40:32.628 You're a big leadership guy. 00:40:32.668 --> 00:40:33.668 You own your business. 00:40:33.710 --> 00:40:35.630 You took the risk and now it's paid off. 00:40:36.210 --> 00:40:37.829 For the listener right now 00:40:37.849 --> 00:40:38.630 that's thinking about 00:40:38.670 --> 00:40:41.630 getting into ownership, isn't sure, 00:40:42.130 --> 00:40:42.871 not sure if they want to 00:40:42.911 --> 00:40:44.791 bet on themselves or whatever, 00:40:44.952 --> 00:40:45.931 what might have you, 00:40:46.472 --> 00:40:47.793 what's your tip for them? 00:40:48.432 --> 00:40:49.972 What advice do you have to 00:40:50.032 --> 00:40:52.773 business owners or future business owners, 00:40:52.954 --> 00:40:53.693 leadership-wise? 00:40:55.273 --> 00:40:58.615 Well, just do your homework. 00:40:58.876 --> 00:41:01.659 Communicate clearly with the team. 00:41:02.559 --> 00:41:03.300 Make sure you've got the 00:41:03.340 --> 00:41:05.061 right people in place that 00:41:05.081 --> 00:41:06.422 are looking out for your interests. 00:41:07.458 --> 00:41:10.942 um do your research make 00:41:10.961 --> 00:41:12.123 sure you understand things 00:41:12.402 --> 00:41:13.864 we love to look at leases 00:41:14.125 --> 00:41:15.985 we love to be involved I do 00:41:16.005 --> 00:41:18.007 a lot of free work up front 00:41:18.288 --> 00:41:20.429 so you know I I've done I 00:41:20.469 --> 00:41:21.170 can't tell you how many 00:41:21.210 --> 00:41:22.411 jobs I've taken to the goal 00:41:22.452 --> 00:41:23.552 line and not and never 00:41:23.592 --> 00:41:25.434 gotten and I don't care if 00:41:25.554 --> 00:41:26.534 my partners in the market 00:41:26.574 --> 00:41:28.277 get it and it's a winner for the doctor 00:41:29.925 --> 00:41:30.625 I'm good with that. 00:41:30.784 --> 00:41:31.864 But what I don't want them 00:41:31.885 --> 00:41:34.206 to do is is go down the wrong road. 00:41:34.766 --> 00:41:35.025 You know, 00:41:35.186 --> 00:41:36.706 business ownership is not to be 00:41:36.746 --> 00:41:37.485 taken lightly. 00:41:37.885 --> 00:41:40.527 And you want somebody who 00:41:41.226 --> 00:41:42.347 you want a contractor who 00:41:42.387 --> 00:41:44.768 is not afraid to tell, you know, because, 00:41:44.847 --> 00:41:47.128 you know, example, I had a doctor say, 00:41:47.688 --> 00:41:50.748 gosh, you know what? 00:41:50.789 --> 00:41:51.748 We got four ops. 00:41:52.009 --> 00:41:53.389 I've got two equipped. 00:41:53.989 --> 00:41:55.110 I've got those other two. 00:41:55.269 --> 00:41:56.630 And there's a little embarrassment. 00:41:56.690 --> 00:41:56.949 Right. 00:41:56.969 --> 00:41:57.650 Which you shouldn't be. 00:41:59.371 --> 00:42:00.152 those other two ops are 00:42:00.253 --> 00:42:01.293 empty and I just kind of 00:42:01.333 --> 00:42:03.036 feel like you know it 00:42:03.056 --> 00:42:04.557 wouldn't cost me much to 00:42:04.717 --> 00:42:07.521 equip those and I go doc 00:42:07.541 --> 00:42:09.182 that money right now is 00:42:09.222 --> 00:42:10.284 going to look way better in 00:42:10.304 --> 00:42:12.405 your account than it is in 00:42:12.445 --> 00:42:13.947 my mill workers account and 00:42:15.856 --> 00:42:17.378 the dental equipment guys account. 00:42:17.878 --> 00:42:19.159 And trust me, 00:42:19.539 --> 00:42:20.719 if you want to equip those ops, 00:42:21.800 --> 00:42:22.722 we build them to the point 00:42:22.742 --> 00:42:23.722 where they're plug and play. 00:42:23.983 --> 00:42:26.023 So literally all I need to 00:42:26.063 --> 00:42:27.184 do is send an electrician 00:42:27.204 --> 00:42:27.965 to wire the light. 00:42:28.206 --> 00:42:28.927 Other than that, 00:42:29.447 --> 00:42:30.427 dental guys can hook up 00:42:30.487 --> 00:42:31.909 everything and they can go. 00:42:32.009 --> 00:42:34.731 So I'm a big, big part of the bucket, 00:42:35.170 --> 00:42:35.871 but I know there's other 00:42:35.891 --> 00:42:36.592 parts of the buckets. 00:42:36.612 --> 00:42:37.733 There's operating capital, 00:42:37.773 --> 00:42:39.375 there's marketing, there's staff, 00:42:40.380 --> 00:42:42.380 um you know there's signage 00:42:42.961 --> 00:42:45.262 um all those things that go 00:42:45.302 --> 00:42:47.083 into the picture so you 00:42:47.123 --> 00:42:48.403 want a contractor who's not 00:42:48.423 --> 00:42:49.864 afraid to tell you you know 00:42:49.905 --> 00:42:52.206 what not now and when I go 00:42:52.246 --> 00:42:54.286 to cut things I try to cut 00:42:54.327 --> 00:42:56.367 things in a way that cut 00:42:56.407 --> 00:43:00.250 things that we can add later right so man 00:43:01.431 --> 00:43:03.311 This this niche at the end of the hall. 00:43:03.472 --> 00:43:05.672 I really want this to be a waterfall. 00:43:05.753 --> 00:43:05.932 Right. 00:43:06.132 --> 00:43:07.293 Water runs all the way down. 00:43:07.333 --> 00:43:08.474 Or I saw this really cool 00:43:08.534 --> 00:43:10.034 geode in Santa Fe and I 00:43:10.054 --> 00:43:11.414 want to buy that and hang it down there. 00:43:11.434 --> 00:43:12.875 And I'm like, hey, Doc, 00:43:13.034 --> 00:43:14.476 let's get a print for now. 00:43:14.815 --> 00:43:15.076 Right. 00:43:15.155 --> 00:43:15.876 And hang that up. 00:43:16.436 --> 00:43:17.637 And that'll be your gift to 00:43:17.737 --> 00:43:19.458 yourself at month three 00:43:19.478 --> 00:43:20.557 when you're killing it and 00:43:20.577 --> 00:43:21.777 you're expanding other ops. 00:43:21.797 --> 00:43:23.338 So I love that. 00:43:23.358 --> 00:43:24.278 That's the important thing 00:43:24.338 --> 00:43:25.900 is just be honest with you 00:43:25.940 --> 00:43:27.440 and just and find somebody 00:43:27.460 --> 00:43:28.760 who's solution minded. 00:43:29.240 --> 00:43:30.282 I always pride myself on 00:43:30.322 --> 00:43:32.181 never sending a doc an 00:43:32.242 --> 00:43:35.744 email or a text at a Friday and say, oh, 00:43:35.764 --> 00:43:36.664 man, bad news. 00:43:36.985 --> 00:43:38.244 Rooftop units are another 00:43:38.985 --> 00:43:39.786 three months out. 00:43:40.065 --> 00:43:40.686 I know we're supposed to 00:43:40.766 --> 00:43:42.347 open in two weeks. 00:43:43.527 --> 00:43:44.688 I'll find out more Monday. 00:43:45.068 --> 00:43:46.509 You know, that's why I have the gray hairs, 00:43:46.548 --> 00:43:49.411 because I figure out how to 00:43:49.451 --> 00:43:50.311 make that happen. 00:43:50.871 --> 00:43:51.711 And then I'll bring them at 00:43:51.751 --> 00:43:52.652 least one solution. 00:43:52.873 --> 00:43:55.193 So if I know there's no way around it, 00:43:55.273 --> 00:43:56.813 it's going to cost them money right now. 00:43:57.135 --> 00:43:57.594 I tell them. 00:43:58.840 --> 00:44:01.400 If I can do that sausage 00:44:01.440 --> 00:44:02.541 making and then present 00:44:02.581 --> 00:44:04.382 them with the challenge and 00:44:04.402 --> 00:44:05.222 then the solution, 00:44:05.882 --> 00:44:07.083 I'd much rather do that 00:44:07.123 --> 00:44:08.103 than them to worry because 00:44:08.664 --> 00:44:11.505 I know whatever I worry about day to day, 00:44:11.885 --> 00:44:12.864 they got a hundred other 00:44:12.885 --> 00:44:15.346 things because more times than not, 00:44:15.385 --> 00:44:16.507 they don't know what they don't know, 00:44:16.827 --> 00:44:17.086 right? 00:44:17.367 --> 00:44:19.728 About business, about construction, 00:44:20.068 --> 00:44:20.909 they're good dentists. 00:44:21.449 --> 00:44:22.389 It's no different than being 00:44:22.409 --> 00:44:24.250 a contractor when I started, right? 00:44:25.309 --> 00:44:26.050 I didn't know what I didn't 00:44:26.090 --> 00:44:27.190 know about being a GC. 00:44:27.451 --> 00:44:28.650 I knew what it was to be a 00:44:28.670 --> 00:44:29.692 great project manager, 00:44:29.992 --> 00:44:31.371 but there's all this other 00:44:31.592 --> 00:44:32.333 accounting piece, 00:44:32.393 --> 00:44:34.833 there's this marketing piece, 00:44:35.634 --> 00:44:36.833 and I did a lot of that before. 00:44:36.974 --> 00:44:38.954 I love that. 00:44:38.994 --> 00:44:39.135 Really, 00:44:39.155 --> 00:44:40.416 that's where the education piece 00:44:40.436 --> 00:44:41.876 comes in and just find 00:44:41.896 --> 00:44:43.036 somebody you trust. 00:44:43.117 --> 00:44:44.396 I think that's great advice. 00:44:47.083 --> 00:44:47.563 I love that. 00:44:47.603 --> 00:44:48.583 I don't think enough 00:44:48.643 --> 00:44:51.306 professionals out there say no, Chad, 00:44:51.326 --> 00:44:52.126 to your point. 00:44:53.228 --> 00:44:55.409 And I think that goes for all of us. 00:44:56.409 --> 00:44:57.791 My biggest job is to tell 00:44:57.831 --> 00:44:59.492 people no all the time. 00:44:59.913 --> 00:45:01.012 But I would love to share 00:45:01.052 --> 00:45:03.195 that responsibility with the contractor, 00:45:03.215 --> 00:45:06.036 the equipment people, all the people. 00:45:06.097 --> 00:45:07.797 And I think that's really good advice. 00:45:07.978 --> 00:45:10.139 And that tells you you've 00:45:10.159 --> 00:45:11.760 got a partner in this. 00:45:11.860 --> 00:45:13.782 It's not just a vendor, but a partner. 00:45:14.663 --> 00:45:17.684 And I think that's really, really key. 00:45:18.224 --> 00:45:20.385 Well, with that being said, 00:45:20.405 --> 00:45:21.425 we're forty five minutes in. 00:45:21.465 --> 00:45:22.405 Great interview, Chad. 00:45:22.425 --> 00:45:23.346 Thank you so much for your 00:45:23.385 --> 00:45:26.306 time and your knowledge and 00:45:26.527 --> 00:45:28.266 investing in all of us today. 00:45:29.327 --> 00:45:29.588 Folks, 00:45:29.628 --> 00:45:31.088 I just want to give you another 00:45:31.148 --> 00:45:34.329 reminder that we need some reviews. 00:45:34.449 --> 00:45:37.250 Please pop us off a review 00:45:37.289 --> 00:45:38.791 if you can for a quick second. 00:45:38.811 --> 00:45:39.070 If you're 00:45:39.630 --> 00:45:41.452 Spotify or Apple Tunes. 00:45:42.755 --> 00:45:43.615 And stay tuned. 00:45:43.896 --> 00:45:45.539 We're gonna keep Shark Week 00:45:45.579 --> 00:45:47.121 rolling here this week and 00:45:47.141 --> 00:45:48.121 continue to give you great 00:45:48.262 --> 00:45:49.643 information about this 00:45:49.744 --> 00:45:51.326 whole idea of construction. 00:45:52.367 --> 00:45:53.329 Thanks so much, Chad, 00:45:53.369 --> 00:45:54.530 for being on the program. 00:45:54.550 --> 00:45:56.052 We're gonna put his contact below. 00:45:56.773 --> 00:45:58.153 If you have a question for Chad, 00:45:58.313 --> 00:45:58.914 I know him. 00:45:59.315 --> 00:46:02.315 He would love to invest in you more. 00:46:03.097 --> 00:46:04.418 If you've got a question, 00:46:05.518 --> 00:46:06.518 he'll be happy to answer, 00:46:06.539 --> 00:46:08.559 so we'll put his contact info below. 00:46:08.579 --> 00:46:09.380 Thank you so much, Chad. 00:46:09.400 --> 00:46:12.262 I appreciate you, brother. 00:46:12.322 --> 00:46:13.123 Yeah, thank you, Mike. 00:46:13.163 --> 00:46:13.882 Good catching up, 00:46:13.963 --> 00:46:15.364 and thanks for the opportunity. 00:46:15.503 --> 00:46:16.264 Appreciate it. 00:46:16.324 --> 00:46:17.746 Yeah, absolutely, man. 00:46:18.206 --> 00:46:18.585 Be good. 00:46:18.686 --> 00:46:19.427 Talk soon, guys. 00:46:19.487 --> 00:46:19.586 Bye. 00:46:31.081 --> 00:46:32.402 Let us know how you like the show. 00:46:34.186 --> 00:46:39.315 Rate us on Apple and Spotify. 00:46:39.356 --> 00:46:40.878 Subscribe and follow for more.