1 00:00:05,489 --> 00:00:08,000 Welcome to the Dental Elements podcast. 2 00:00:08,140 --> 00:00:09,619 I am your host today, 3 00:00:09,630 --> 00:00:10,579 Cindy Rogers. 4 00:00:10,590 --> 00:00:17,139 I'm a hygienist and a compliance consultant who works with a team environment in this episode. 5 00:00:17,149 --> 00:00:19,479 I sit down with Dr Brady Frank, 6 00:00:19,489 --> 00:00:22,340 who is a dentist author and co-founder of Freedom. 7 00:00:22,350 --> 00:00:23,350 Dental partners. 8 00:00:23,360 --> 00:00:29,433 Talks about his passion for elevating the financial positions of not only dentists but also hygienists, 9 00:00:29,443 --> 00:00:32,513 office managers and assistants in the industry. 10 00:00:32,522 --> 00:00:40,842 He talks about unique ownership structures and strategies to help staff members own shares of their privately held companies and achieve financial freedom. 11 00:00:40,853 --> 00:00:45,713 He also shares practical tips on finding deals on practices to buy as a hygienist. 12 00:00:45,722 --> 00:00:50,393 So lots of different things to unpack in this episode and I love his energy, 13 00:00:50,553 --> 00:00:52,026 super fun interview. 14 00:00:52,035 --> 00:00:53,285 So I hope you enjoy it. 15 00:00:53,355 --> 00:00:53,756 Ok, 16 00:00:53,765 --> 00:00:55,355 here's Doctor Brady Frank. 17 00:00:55,546 --> 00:00:55,816 Hey, 18 00:00:55,826 --> 00:00:56,215 Cindy. 19 00:00:56,226 --> 00:00:57,785 Thank you so much for having me. 20 00:00:57,796 --> 00:00:59,395 So excited to be here. 21 00:00:59,425 --> 00:01:00,046 Wow, 22 00:01:00,055 --> 00:01:00,925 exciting. 23 00:01:00,936 --> 00:01:04,085 Your podcast has grown like wildfires. 24 00:01:04,096 --> 00:01:04,265 So, 25 00:01:04,276 --> 00:01:05,805 congratulations to you. 26 00:01:06,036 --> 00:01:06,136 Oh, 27 00:01:06,146 --> 00:01:06,725 thank you. 28 00:01:06,736 --> 00:01:06,835 Yeah, 29 00:01:06,846 --> 00:01:08,486 it's great to have you on here as well. 30 00:01:08,496 --> 00:01:08,706 So, 31 00:01:08,716 --> 00:01:08,805 yeah, 32 00:01:08,816 --> 00:01:13,125 we're really excited to see the growth and the fun everybody's having and to have you as a guest today. 33 00:01:13,136 --> 00:01:13,195 So, 34 00:01:13,206 --> 00:01:13,856 thank you? 35 00:01:14,286 --> 00:01:14,886 Awesome. 36 00:01:14,896 --> 00:01:15,206 Well, 37 00:01:15,216 --> 00:01:16,335 since you're a hygienist, 38 00:01:16,346 --> 00:01:18,305 you've got hygienists on your assistance. 39 00:01:18,316 --> 00:01:29,980 A lot of dentists and I thought it'd be really fun to talk about how it's not just dentists who are elevating their financial status with all this money pouring into the dentistry, 40 00:01:30,230 --> 00:01:31,959 but its hygienists, 41 00:01:31,970 --> 00:01:33,510 it's office managers, 42 00:01:33,519 --> 00:01:38,449 it's assistants and it might be fun to kinda certainly talk about what, 43 00:01:38,459 --> 00:01:41,150 what I'm doing over at freedom partners. 44 00:01:41,160 --> 00:01:42,629 But really talk about, 45 00:01:43,129 --> 00:01:43,419 you know, 46 00:01:43,430 --> 00:01:49,029 this new era of dental staff elevating their, 47 00:01:49,089 --> 00:01:56,239 their finances and really going to the top of their positions because so much more is available now than say, 48 00:01:56,250 --> 00:01:57,160 40 years ago. 49 00:01:57,169 --> 00:01:57,779 Right. 50 00:01:57,790 --> 00:01:58,059 So, 51 00:01:58,069 --> 00:01:59,860 I think it'd be great to chat about. 52 00:01:59,870 --> 00:02:00,110 And, 53 00:02:00,120 --> 00:02:00,129 uh, 54 00:02:00,139 --> 00:02:03,779 what percentages have you seen in the past on your podcast? 55 00:02:03,790 --> 00:02:03,970 Hi, 56 00:02:03,980 --> 00:02:05,459 Genist assistants, 57 00:02:05,470 --> 00:02:06,300 dentists. 58 00:02:06,790 --> 00:02:07,220 You know, 59 00:02:07,230 --> 00:02:08,240 a lot of dentists, 60 00:02:08,250 --> 00:02:08,410 a lot, 61 00:02:08,419 --> 00:02:09,110 a lot of hygienists, 62 00:02:09,119 --> 00:02:09,789 a lot of assistants, 63 00:02:09,800 --> 00:02:10,270 everybody, 64 00:02:10,279 --> 00:02:11,380 a little bit of everybody. 65 00:02:11,399 --> 00:02:12,000 To be honest, 66 00:02:12,009 --> 00:02:16,199 I'm not sure exactly who's who because like I said, 67 00:02:16,210 --> 00:02:17,360 I'm all team oriented. 68 00:02:17,369 --> 00:02:18,940 So I agree with you. 69 00:02:18,949 --> 00:02:21,710 Everybody can elevate and the more people elevate, 70 00:02:21,720 --> 00:02:23,020 the more people elevate, 71 00:02:23,029 --> 00:02:24,119 we elevate each other, 72 00:02:24,339 --> 00:02:25,589 elevate by ourselves. 73 00:02:26,169 --> 00:02:26,429 Yeah, 74 00:02:26,440 --> 00:02:28,639 I might kind of give you the background. 75 00:02:28,649 --> 00:02:29,479 Like you've asked, 76 00:02:29,490 --> 00:02:31,539 how did freedom partners start? 77 00:02:31,550 --> 00:02:31,729 You know, 78 00:02:31,740 --> 00:02:36,350 what's my history and how do all the providers fit into that? 79 00:02:36,360 --> 00:02:38,550 And it really starts back in, 80 00:02:38,559 --> 00:02:39,250 believe it or not. 81 00:02:39,259 --> 00:02:40,669 1999. 82 00:02:40,809 --> 00:02:41,869 I was a, 83 00:02:41,880 --> 00:02:42,440 I don't know, 84 00:02:42,449 --> 00:02:44,130 I was a junior in dental school. 85 00:02:44,389 --> 00:02:53,619 I had a wrist injury and the wrist surgeon said you might not want to choose dentistry as a career in dental school in dental school. 86 00:02:54,720 --> 00:02:54,750 Oh, 87 00:02:54,759 --> 00:02:56,100 my goodness. 88 00:02:56,110 --> 00:03:01,960 I was already a dental school debt and I was past the proverbial point of no return. 89 00:03:01,970 --> 00:03:04,779 I already spent a lot already two years in a dental school. 90 00:03:04,789 --> 00:03:11,210 So I realized I might have to learn how to make money in dentistry without the ability to practice. 91 00:03:11,220 --> 00:03:13,289 So you have all this knowledge from school, 92 00:03:13,300 --> 00:03:13,940 you wanna use it, 93 00:03:13,949 --> 00:03:14,520 right. 94 00:03:14,529 --> 00:03:15,020 Yeah, 95 00:03:15,029 --> 00:03:16,000 you want to use it. 96 00:03:16,009 --> 00:03:17,289 And traditionally, 97 00:03:17,300 --> 00:03:17,809 you know, 98 00:03:18,389 --> 00:03:21,770 my grandpa and my uncle were dentists and you know, 99 00:03:21,779 --> 00:03:24,600 they made money with their two hands doing crowns, 100 00:03:24,610 --> 00:03:24,850 right? 101 00:03:24,860 --> 00:03:26,570 And hygienists make their money, 102 00:03:26,580 --> 00:03:28,619 scaling root planning and doing that. 103 00:03:28,630 --> 00:03:30,570 And assistants are actively assisting, 104 00:03:30,839 --> 00:03:36,699 but few dental providers think about what would happen if I was disabled. 105 00:03:36,710 --> 00:03:37,850 What if I got in a car wreck? 106 00:03:37,860 --> 00:03:40,300 What if I couldn't physically do this stuff? 107 00:03:40,309 --> 00:03:44,380 Where does that leave us with our actual training? 108 00:03:44,389 --> 00:03:47,080 And the answer oftentimes is, 109 00:03:47,360 --> 00:03:48,380 is nowhere. 110 00:03:48,389 --> 00:03:53,369 And so I realized I needed to study the business side of dentistry in 1999. 111 00:03:53,380 --> 00:03:54,500 After getting that news, 112 00:03:54,509 --> 00:03:57,080 I went to the Marquette dental school library. 113 00:03:57,380 --> 00:04:13,500 I studied dental transition books and I ended up making the decision as a junior in dental school that I would to protect myself because I knew at any time fusing my carpal bones together would mean it would make it tougher impossible to practice dentistry. 114 00:04:13,850 --> 00:04:16,380 So I bought two practices. 115 00:04:16,390 --> 00:04:18,079 Uh right out of dental school, 116 00:04:18,089 --> 00:04:19,920 ended up buying five more, 117 00:04:19,929 --> 00:04:23,540 had 28 different associates over a seven year period. 118 00:04:23,940 --> 00:04:25,640 And I realized that yes, 119 00:04:25,649 --> 00:04:28,019 I loved clinical dentistry, 120 00:04:28,089 --> 00:04:31,299 but I also loved the business aspect of dentistry. 121 00:04:31,459 --> 00:04:36,549 And that propelled me on to helping other dentists buy practices, 122 00:04:36,559 --> 00:04:38,299 create groups. 123 00:04:38,309 --> 00:04:42,239 And then as private equity really got deep into dentistry, 124 00:04:42,640 --> 00:04:45,959 I started helping Ds Os expand, 125 00:04:45,970 --> 00:04:49,019 create partner models where assistants, 126 00:04:49,029 --> 00:04:54,869 hygienists and dentists could actually own part of the company because in a DS O structure, 127 00:04:55,019 --> 00:04:55,350 you know, 128 00:04:55,359 --> 00:05:02,920 there's the business assets and the clinical assets and the business assets are what are recapitalized by private equity. 129 00:05:03,000 --> 00:05:09,940 So a lot of differing staff persons in the field of dentistry ended up doing very well, 130 00:05:09,950 --> 00:05:12,519 getting shares of these privately held companies. 131 00:05:12,769 --> 00:05:21,609 And so I ended up helping several dozen Ds Os create unique ownership structures that included staff and hygienists much of the time. 132 00:05:21,899 --> 00:05:23,920 And uh ended up, 133 00:05:23,950 --> 00:05:24,220 you know, 134 00:05:24,230 --> 00:05:29,649 realizing that some of these Ds Os were really good players, 135 00:05:29,660 --> 00:05:34,279 some of them didn't have the clinicians best interests in mind. 136 00:05:34,609 --> 00:05:42,489 So I started supporting just the Ds Os that gave autonomy both from a business aspect and a clinical aspect to the providers. 137 00:05:42,790 --> 00:05:43,829 And from there, 138 00:05:43,839 --> 00:05:53,029 I ended up creating an organization that supported those what we call autonomous Ds Os versus the other type of Ds O that I talk about, 139 00:05:53,040 --> 00:05:59,609 which is a corporate DS O corporate DS O is where they kind of put their brand on your door. 140 00:05:59,619 --> 00:06:02,010 You do what they tell you right? 141 00:06:02,019 --> 00:06:04,709 And you kind of have golden handcuffs. 142 00:06:05,029 --> 00:06:10,630 Whereas an autonomous DS O is where you partner with this big money that's in dentistry, 143 00:06:10,859 --> 00:06:17,489 but there's an autonomous line above it is private equity below it is yourself your pre practice. 144 00:06:17,739 --> 00:06:20,929 So you continue to run your team as you run it, 145 00:06:21,209 --> 00:06:23,350 have your staffing structure as you'd have it, 146 00:06:23,359 --> 00:06:28,950 do your clinical dentistry as you would do it and maintain full autonomy. 147 00:06:29,019 --> 00:06:29,880 So freedom, 148 00:06:29,890 --> 00:06:35,510 dental partners works with a variety of DS OS out there that are autonomous DS OS. 149 00:06:35,809 --> 00:06:39,549 And then we also have our own DS O inside of freedom. 150 00:06:39,559 --> 00:06:52,529 Dental partners that really focuses on practices that in many cases are unwanted by the other Ds OS because we've got a team uh that includes a lot of hygienists that fixes them up, 151 00:06:52,540 --> 00:06:53,760 elevates them, 152 00:06:53,769 --> 00:06:57,190 brings them them to that next level so that they can now, 153 00:06:57,350 --> 00:06:57,679 you know, 154 00:06:57,690 --> 00:07:01,779 not just enjoy kind of the the benefits of in, 155 00:07:01,790 --> 00:07:02,399 you know, 156 00:07:02,410 --> 00:07:06,850 clinical dentistry or clinical hygiene or even the assisting side. 157 00:07:07,140 --> 00:07:11,179 But that can bring them to what I call total dental freedom, 158 00:07:11,410 --> 00:07:11,640 you know, 159 00:07:11,649 --> 00:07:12,829 clinical freedom, 160 00:07:13,019 --> 00:07:16,309 doing the procedures you love in the practice, 161 00:07:16,570 --> 00:07:17,290 lifestyle, 162 00:07:17,299 --> 00:07:17,839 freedom, 163 00:07:17,940 --> 00:07:18,239 you know, 164 00:07:18,250 --> 00:07:19,299 geographically, 165 00:07:19,309 --> 00:07:26,399 being able to have a vacation home if you want or live where you want to and those two are fueled by financial freedom. 166 00:07:26,410 --> 00:07:26,600 So, 167 00:07:26,609 --> 00:07:29,320 the three of those being total dental freedom. 168 00:07:29,329 --> 00:07:30,839 So that's where we're at right now. 169 00:07:30,850 --> 00:07:31,480 And it's, 170 00:07:31,489 --> 00:07:31,500 uh, 171 00:07:31,510 --> 00:07:34,329 exciting to chat with you about some of this stuff. 172 00:07:34,579 --> 00:07:34,910 Yeah. 173 00:07:34,920 --> 00:07:35,149 So, 174 00:07:35,160 --> 00:07:37,250 T D F total dental freedom. 175 00:07:37,369 --> 00:07:38,429 I love it. 176 00:07:38,980 --> 00:07:39,359 Yeah, 177 00:07:39,380 --> 00:07:42,910 I got in dentistry in 1998 but I kind of did the opposite issue. 178 00:07:42,920 --> 00:07:44,429 I got into the business side, 179 00:07:44,440 --> 00:07:44,589 you know, 180 00:07:44,600 --> 00:07:47,589 started in the front office and then decided to go to hygiene school. 181 00:07:47,600 --> 00:07:49,970 And then I learned the clinical side and I always love the business side. 182 00:07:50,204 --> 00:07:52,635 So it's great to have both to have that knowledge behind you. 183 00:07:52,644 --> 00:07:53,554 Makes a huge difference. 184 00:07:53,565 --> 00:07:59,364 Even if you're doing the business side without the clinical knowing that stuff really makes a difference. 185 00:07:59,375 --> 00:07:59,755 I was like, 186 00:07:59,765 --> 00:08:01,154 why do you have to learn about history in school? 187 00:08:01,165 --> 00:08:03,535 But now I see why just the background makes a huge difference. 188 00:08:03,545 --> 00:08:04,095 So that's great. 189 00:08:04,105 --> 00:08:04,274 I mean, 190 00:08:04,285 --> 00:08:06,790 it all worked out for you and if you can't use your hands, 191 00:08:06,799 --> 00:08:07,470 you can use your hand, 192 00:08:07,480 --> 00:08:07,779 right? 193 00:08:07,790 --> 00:08:09,320 That was the point back then. 194 00:08:09,329 --> 00:08:09,480 And, 195 00:08:09,489 --> 00:08:14,559 and I'll tell you what it was interesting because in the early two thousands, 196 00:08:14,570 --> 00:08:14,880 you know, 197 00:08:14,890 --> 00:08:16,320 when you get out of school, 198 00:08:16,329 --> 00:08:18,329 you really are not that great clinically. 199 00:08:18,339 --> 00:08:19,179 You think you are, 200 00:08:19,190 --> 00:08:20,140 you think you're awesome, 201 00:08:20,149 --> 00:08:20,660 right? 202 00:08:20,779 --> 00:08:25,600 And then when you own a business for the first time and I didn't have a business background, 203 00:08:25,920 --> 00:08:26,510 you think, 204 00:08:26,519 --> 00:08:27,309 you know what you're doing, 205 00:08:27,320 --> 00:08:28,570 but you really don't. 206 00:08:28,579 --> 00:08:31,040 And both clinically and business wise, 207 00:08:31,049 --> 00:08:32,070 I think a lot of folks, 208 00:08:32,080 --> 00:08:36,130 including myself fell on their faces and I fell on my face a lot. 209 00:08:36,140 --> 00:08:38,830 And so the term failing forward, 210 00:08:38,840 --> 00:08:46,890 I think for those of you listening that are worried about getting into more of the business side or elevating yourself financially. 211 00:08:47,359 --> 00:08:47,609 You know, 212 00:08:47,619 --> 00:08:49,830 my best advice would be to take action. 213 00:08:49,840 --> 00:08:59,929 It's the action takers that do really well and you have to be ok with failing a little bit right before you kind of get into that groove and find where your place is. 214 00:08:59,940 --> 00:09:01,039 Like learning to walk. 215 00:09:01,049 --> 00:09:03,099 Nobody learns to walk without hauling if you do. 216 00:09:03,109 --> 00:09:04,369 That's just weird. 217 00:09:05,580 --> 00:09:06,750 There's something else going on, 218 00:09:07,020 --> 00:09:07,409 you know, 219 00:09:07,659 --> 00:09:09,075 so tell us about freedom, 220 00:09:09,085 --> 00:09:13,104 dental partners and how's that possible to have autonomy but still be part of A Ds O I mean, 221 00:09:13,114 --> 00:09:19,174 that sounds like having the best of both worlds and some people do would like just hand everything over and that's great and some people want to have autonomy and how, 222 00:09:19,184 --> 00:09:20,525 how do you make that possible? 223 00:09:20,775 --> 00:09:21,284 Yeah. 224 00:09:21,294 --> 00:09:24,635 So I'll give you a little mini history of Ds Os. 225 00:09:24,905 --> 00:09:39,289 There were eight Ds Os that started in the early nineties and only a couple of those actually gave autonomy and those were the ones that were big money partnered with actual dentists. 226 00:09:39,299 --> 00:09:41,710 And there was one high dentist in there as well. 227 00:09:41,960 --> 00:09:47,929 Six out of the eight Ds Os in the nineties bankrupted in the late nineties. 228 00:09:48,640 --> 00:09:59,799 And those six were corporate Ds OS where the providers weren't tied to kind of the financial benefit of conglomerating this business. 229 00:10:00,289 --> 00:10:02,609 And so those two that survived, 230 00:10:02,619 --> 00:10:05,789 and I'll be able to give more details if I don't give names, 231 00:10:05,799 --> 00:10:07,359 if I give the names of these Ds Os, 232 00:10:07,369 --> 00:10:08,960 since I know the inside of them, 233 00:10:08,969 --> 00:10:10,549 I can't really go that detail. 234 00:10:10,559 --> 00:10:15,650 So I'm not gonna give Ds O names because then I can go real deep. 235 00:10:15,890 --> 00:10:19,349 So the two of the eight that survived, 236 00:10:19,590 --> 00:10:26,840 um they ended up becoming over $1 billion Ds Os and they were autonomous. 237 00:10:26,849 --> 00:10:29,349 And what they found was this initially, 238 00:10:29,359 --> 00:10:38,340 they thought that having a corporate DS O structure versus an autonomous DS O structure would allow us to have more control of the doctor, 239 00:10:38,349 --> 00:10:40,169 more control of the staff, 240 00:10:40,179 --> 00:10:42,140 more control of the fees, 241 00:10:42,150 --> 00:10:44,059 more control of the systems, 242 00:10:44,070 --> 00:10:45,869 more control of the patients, 243 00:10:45,880 --> 00:10:46,960 more control of the, 244 00:10:46,969 --> 00:10:48,090 the vendors. 245 00:10:48,099 --> 00:10:50,380 And they figured from a business standpoint, 246 00:10:50,809 --> 00:10:51,080 you know, 247 00:10:51,090 --> 00:10:51,909 intuitively, 248 00:10:51,919 --> 00:10:54,190 that's got to be better because we get to control it. 249 00:10:54,619 --> 00:10:55,320 Well, 250 00:10:55,669 --> 00:11:04,700 they found that there's a key word that they really didn't understand at that time and that was alignment and especially financial alignment. 251 00:11:04,900 --> 00:11:05,299 And what, 252 00:11:05,309 --> 00:11:13,650 what that simply meant was that if it was good for the private equity company or is good for the private equity company, 253 00:11:13,659 --> 00:11:15,479 it's gotta be good for the provider as well, 254 00:11:15,489 --> 00:11:17,859 both financially and clinically So, 255 00:11:17,869 --> 00:11:25,849 what they did is they looked back on the two Ds Os that survived out of the initial eight Ds Os that were big ones in the nineties. 256 00:11:26,309 --> 00:11:37,320 They found that when the providers were tied to the financial rewards of that business and they let the clinicians do what they did best, 257 00:11:37,330 --> 00:11:37,919 right, 258 00:11:38,229 --> 00:11:48,049 that the clinicians and their teams were able to elevate those practices financially and it wasn't the big smart Wall Street folks that were able to grow it. 259 00:11:48,539 --> 00:11:53,429 So the autonomous Ds Os now are winning big time. 260 00:11:54,000 --> 00:11:57,640 And so I believe in our profession in dentistry. 261 00:11:57,919 --> 00:12:02,669 It's not a question of will Ds Os win at the end of the day or not. 262 00:12:03,109 --> 00:12:08,840 Everyone believes that dentistry is having big money come in and there's no stopping that. 263 00:12:08,849 --> 00:12:10,799 I believe the battle is this. 264 00:12:11,140 --> 00:12:17,559 Do we become like medicine corporatized with a corporate MS O right now, 265 00:12:17,570 --> 00:12:19,900 all of medicine is corporate MS Os. 266 00:12:19,909 --> 00:12:24,000 They never got the chance to fight the battle and have autonomous MS Os. 267 00:12:24,789 --> 00:12:27,090 You can see it with the insurance companies, 268 00:12:27,349 --> 00:12:29,200 CNA Blue Cross Blue Shield, 269 00:12:29,210 --> 00:12:30,309 they have golden handcuffs, 270 00:12:30,320 --> 00:12:31,140 these physicians. 271 00:12:31,760 --> 00:12:32,809 And right now, 272 00:12:32,820 --> 00:12:38,099 if we can win the battle of autonomous DS O versus corporate DS O, 273 00:12:38,159 --> 00:12:41,919 then we as providers can run our practices like we want to run them, 274 00:12:41,969 --> 00:12:47,429 we can be tied to the financial gains as we are conglomerated as an industry. 275 00:12:47,780 --> 00:12:49,039 And then at the end of the day, 276 00:12:49,049 --> 00:12:55,599 once we do become conglomerated because I think we all understand that that is gonna be a fact. 277 00:12:55,609 --> 00:12:55,979 Well, 278 00:12:55,989 --> 00:13:13,130 at least let's be conglomerated with us providers making our fair share of the tens of billions of dollars that are pouring into dentistry and let us providers continue to have freedom in our practices and freedom equals autonomy. 279 00:13:13,140 --> 00:13:15,789 If we can have autonomy with our patient basis, 280 00:13:15,799 --> 00:13:19,090 with who we add as partners uh to the business, 281 00:13:19,099 --> 00:13:21,109 even hygiene partners, 282 00:13:21,119 --> 00:13:22,349 assistant partners, 283 00:13:22,359 --> 00:13:23,020 managers, 284 00:13:23,030 --> 00:13:29,140 that can be partners at that level because we can do that as opposed to the old PC models do that, 285 00:13:29,150 --> 00:13:30,229 I think is the battle. 286 00:13:30,239 --> 00:13:30,469 We're, 287 00:13:30,479 --> 00:13:31,280 we're fighting, 288 00:13:31,809 --> 00:13:32,109 you know, 289 00:13:32,119 --> 00:13:32,309 the, 290 00:13:32,320 --> 00:13:37,409 the autonomy versus the corporate uh structure in the DS L market today. 291 00:13:37,679 --> 00:13:37,869 Yeah. 292 00:13:37,880 --> 00:13:40,380 And so it's like giving the actual provider and the, 293 00:13:40,390 --> 00:13:41,429 the people doing the work, 294 00:13:41,440 --> 00:13:42,030 the team, 295 00:13:42,039 --> 00:13:44,369 the money instead of the insurance company. 296 00:13:44,400 --> 00:13:44,849 Really. 297 00:13:44,859 --> 00:13:45,450 Let's be honest, 298 00:13:45,460 --> 00:13:46,570 they control everything. 299 00:13:46,580 --> 00:13:47,169 That's, 300 00:13:47,239 --> 00:13:47,409 yeah, 301 00:13:47,419 --> 00:13:50,890 that's the biggest DS L corporate thing ever. 302 00:13:50,900 --> 00:13:55,250 So that's another topic that we need to address at some point. 303 00:13:55,440 --> 00:13:55,729 Yeah. 304 00:13:55,739 --> 00:13:57,049 So I think that's great. 305 00:13:57,059 --> 00:13:57,770 When did freedom? 306 00:13:57,780 --> 00:13:59,119 Demo partners start? 307 00:13:59,130 --> 00:14:00,520 And how did that get going? 308 00:14:00,530 --> 00:14:05,479 And you saw a need for wanting to have Ds Os health practices out with services. 309 00:14:05,489 --> 00:14:06,820 And what do you provide? 310 00:14:06,830 --> 00:14:08,380 And what's all involved in that? 311 00:14:08,390 --> 00:14:12,440 I uh operated something called the D DS O Alliance. 312 00:14:12,450 --> 00:14:23,359 Dennis Own Ds O Alliance wrote a couple of books here and all D D O strategies and talking about thriving in dentistry's new economy. 313 00:14:23,700 --> 00:14:25,919 And through that alliance, 314 00:14:25,929 --> 00:14:43,210 a lot of the dentists were selling to Ds Os and I was helping them themselves and they would tell me what they liked and what they didn't like about their partnership with private equity through A DS O and a lot of them were getting pretty good values. 315 00:14:43,219 --> 00:14:43,630 Right, 316 00:14:43,640 --> 00:14:46,210 better values than if they sold to a dentist. 317 00:14:46,219 --> 00:14:57,789 But what we found is they could reap back a lot more on their sales if they clump together and sell as groups to these private equity firms. 318 00:14:58,030 --> 00:15:02,369 So that's when I started putting groups together to go to my market. 319 00:15:02,390 --> 00:15:07,190 And the dentists would get a lot more like many millions more in many cases. 320 00:15:07,650 --> 00:15:09,369 And beyond that, 321 00:15:09,539 --> 00:15:11,729 they didn't just get higher valuations, 322 00:15:11,739 --> 00:15:13,119 higher sale prices, 323 00:15:13,450 --> 00:15:16,219 they actually got to control their terms better. 324 00:15:16,280 --> 00:15:16,960 So they get, 325 00:15:16,969 --> 00:15:18,239 it was almost like a union. 326 00:15:18,250 --> 00:15:21,340 You get a few people together and you're gonna get better terms. 327 00:15:21,789 --> 00:15:25,840 And so ended up doing that um in small scale, 328 00:15:25,849 --> 00:15:27,799 then we started doing it in larger scale. 329 00:15:27,809 --> 00:15:39,770 So now we have hundreds of dentists banding together to get better pricing and better terms for their unique partnership with private equity when it becomes time for them, 330 00:15:39,780 --> 00:15:44,429 whether they're in their thirties or seventies and it's different for everybody. 331 00:15:44,590 --> 00:15:58,460 So that's kind of where it started uh myself just helping smaller groups end up uh finding their ideal transition strategy to kind of match groups up or dentists or practice up together and have kind of joined forces. 332 00:15:58,469 --> 00:16:07,739 Kind of like we do a lot of collaborations and join forces and you kind of sell them or you have people invest in them and so that helps keep them going, 333 00:16:07,750 --> 00:16:16,630 gives them resources without all the extra stress to keep their businesses going and then they give some a percentage to the, 334 00:16:16,940 --> 00:16:18,409 the DS O or the manager. 335 00:16:18,739 --> 00:16:18,950 Yeah. 336 00:16:18,960 --> 00:16:23,260 So the way it typically works is to create this alignment. 337 00:16:23,280 --> 00:16:27,539 What happens is this dentist who typically has some debt, 338 00:16:27,820 --> 00:16:28,700 wants to aid, 339 00:16:28,710 --> 00:16:30,039 get rid of all their debt, 340 00:16:30,049 --> 00:16:40,080 both business and personal and then be left with maybe two or $3 million in their retirement account and then have this upside, 341 00:16:40,090 --> 00:16:48,809 this business benefit as from being part of a bigger group that is funded or capitalized by one of these big private equity groups. 342 00:16:49,109 --> 00:16:56,390 And so the dentist typically will partner with private equity on their practice or through A DS O and they, 343 00:16:56,400 --> 00:16:57,090 they on average, 344 00:16:57,099 --> 00:17:06,410 get 70% in cash and 30% in stock in the whole and a lot of this big company with all these general practices. 345 00:17:06,420 --> 00:17:12,709 So what happens is they get a lot more money upfront than they would selling through any other resource, 346 00:17:12,719 --> 00:17:14,150 they get rid of all their debts. 347 00:17:14,848 --> 00:17:24,178 And now they have the ability to be part of a growing company that would eventually be recapitalized again by another private equity company, 348 00:17:24,389 --> 00:17:28,598 but now they're doing it on someone else's dime and that's private equity dime. 349 00:17:28,609 --> 00:17:31,479 So they're not having to take on new debt to expand. 350 00:17:31,489 --> 00:17:33,958 They're not having to pay, 351 00:17:33,968 --> 00:17:34,168 you know, 352 00:17:34,178 --> 00:17:36,668 big sign on bonuses for staff and, 353 00:17:36,979 --> 00:17:37,218 you know, 354 00:17:37,229 --> 00:17:37,639 they get, 355 00:17:37,649 --> 00:17:40,149 of course discounts on supplies. 356 00:17:40,159 --> 00:17:40,718 Lab, 357 00:17:40,729 --> 00:17:41,668 better insurance, 358 00:17:41,678 --> 00:17:42,328 reimbursement. 359 00:17:43,005 --> 00:17:43,425 Yeah. 360 00:17:43,435 --> 00:17:44,895 More enterprise pricing. 361 00:17:44,944 --> 00:17:52,324 And that makes sense to me because talk with a lot of innova innovators and entrepreneurs and a lot of people do like any startups, 362 00:17:52,334 --> 00:17:55,795 they do get private equity money or investments. 363 00:17:55,805 --> 00:17:56,665 And so for, 364 00:17:56,675 --> 00:17:59,824 for one dentist to have to do it all by himself. 365 00:17:59,834 --> 00:18:00,104 You know, 366 00:18:00,114 --> 00:18:01,005 that's a lot to, 367 00:18:01,015 --> 00:18:11,130 besides doing clinically like the business and just holding so much on your back and the team and the responsibility and the only money you have been coming in for some of these people are what the insurance company trickle, 368 00:18:11,140 --> 00:18:11,349 you know, 369 00:18:11,359 --> 00:18:15,869 give you a few pennies here and there and that is a lot to hold for one person. 370 00:18:16,069 --> 00:18:16,630 So, 371 00:18:16,640 --> 00:18:18,479 having that option, 372 00:18:18,489 --> 00:18:19,349 that freedom, 373 00:18:19,359 --> 00:18:19,609 you know, 374 00:18:19,619 --> 00:18:21,910 it is really great for a lot of people I would think. 375 00:18:22,390 --> 00:18:22,640 Yeah, 376 00:18:22,650 --> 00:18:22,949 it, 377 00:18:22,959 --> 00:18:25,109 it isn't for some dentists. 378 00:18:25,119 --> 00:18:25,569 I mean, 379 00:18:25,920 --> 00:18:28,189 they say the majority of dentists, 380 00:18:28,290 --> 00:18:28,530 you know, 381 00:18:28,540 --> 00:18:29,869 don't love the business side. 382 00:18:29,880 --> 00:18:31,069 They love the clinical. 383 00:18:31,079 --> 00:18:33,010 And so this super funds, 384 00:18:33,020 --> 00:18:36,829 the retirement lets them still have full control of their team, 385 00:18:36,839 --> 00:18:47,420 their patient base and they have that kind of weight lifted off their shoulders of the financial side and it can be a lot more fun working in collaboration, 386 00:18:47,430 --> 00:18:47,959 like you said, 387 00:18:47,969 --> 00:18:51,349 with a team of others who have the same goal that are aligned. 388 00:18:51,760 --> 00:18:53,250 And you know, 389 00:18:53,260 --> 00:18:54,930 the ad a had a survey, 390 00:18:54,939 --> 00:18:58,550 it showed that it's almost the majority of dentists are depressed. 391 00:18:58,810 --> 00:18:59,140 Well, 392 00:18:59,150 --> 00:19:03,290 they found that in large part and I think this might hit hygiene as well. 393 00:19:03,300 --> 00:19:07,290 We're in that single room treatment room with one patient, 394 00:19:07,430 --> 00:19:11,729 not a lot of collaboration and it can be very tedious work, 395 00:19:11,739 --> 00:19:13,290 both hygiene and dental. 396 00:19:13,550 --> 00:19:14,829 And you know, 397 00:19:14,839 --> 00:19:16,430 when groups get together, 398 00:19:16,439 --> 00:19:17,530 when dentists get together, 399 00:19:17,540 --> 00:19:18,729 when teams get together, 400 00:19:18,739 --> 00:19:20,150 the collaboration, 401 00:19:20,479 --> 00:19:20,849 you know, 402 00:19:20,859 --> 00:19:23,329 is a lot more of a team environment. 403 00:19:23,339 --> 00:19:24,010 And really, 404 00:19:24,020 --> 00:19:27,670 I found staves off any depression that one might be uh at, 405 00:19:27,680 --> 00:19:28,640 at risk of, 406 00:19:28,810 --> 00:19:29,010 yeah, 407 00:19:29,020 --> 00:19:29,650 the hygienist, 408 00:19:29,660 --> 00:19:35,310 you missed out a lot on that because it's kind of like you're being whipped to get back to work because you're producing and you're costing so much money. 409 00:19:35,319 --> 00:19:35,900 If you talking, 410 00:19:35,910 --> 00:19:43,339 if you're saying hi to any of your team members or if you're even taking a lunch or for a bit and break and then you just feel like you're the enemy, 411 00:19:43,349 --> 00:19:43,699 you know, 412 00:19:43,709 --> 00:19:44,829 and so it is really lonely. 413 00:19:44,839 --> 00:19:46,599 It can't be depressing and only, 414 00:19:46,609 --> 00:19:46,829 you know, 415 00:19:46,839 --> 00:19:49,040 you get to talk to your patients if you're lucky to have enough time. 416 00:19:49,050 --> 00:19:49,410 Some, 417 00:19:49,420 --> 00:19:50,170 some places. 418 00:19:50,180 --> 00:19:50,479 But, 419 00:19:51,030 --> 00:19:51,270 and, 420 00:19:51,280 --> 00:19:54,329 and so a dentist as well and then if you do have a second, 421 00:19:54,339 --> 00:20:02,310 you have to go do the business side and if you're lucky enough to enjoy the business and be good at it and you can balance both of that fantastic. 422 00:20:02,319 --> 00:20:02,619 But that, 423 00:20:02,630 --> 00:20:02,880 I mean, 424 00:20:02,890 --> 00:20:06,989 that has to be rare and to be happy and to have a family. 425 00:20:08,439 --> 00:20:10,050 Guess what I saw today. 426 00:20:10,060 --> 00:20:11,609 A squeezed pee. 427 00:20:11,619 --> 00:20:12,189 That's right. 428 00:20:12,199 --> 00:20:12,640 A squeeze. 429 00:20:12,650 --> 00:20:13,050 Pee. 430 00:20:13,060 --> 00:20:14,790 Do you know what a squeeze pee is? 431 00:20:14,800 --> 00:20:15,079 Well, 432 00:20:15,089 --> 00:20:15,760 if you don't, 433 00:20:15,770 --> 00:20:18,969 I'm gonna tell you a squeeze pee is a pea pod. 434 00:20:18,979 --> 00:20:24,050 So it's a pea pod and there's three little peas in the pod and one of them has a key level smiley face on them. 435 00:20:24,060 --> 00:20:33,369 And what you can do is give these to your patients if they're anxious or nervous or perhaps if you want one yourself and you just squeeze the little pods until you pop the peas out. 436 00:20:33,380 --> 00:20:33,949 Kind of like a, 437 00:20:34,400 --> 00:20:34,660 you know, 438 00:20:34,670 --> 00:20:36,550 you can pop a little peas out anyway. 439 00:20:36,560 --> 00:20:40,239 Super cute little green peas and one of them has a cute little smile, 440 00:20:40,250 --> 00:20:41,449 smiley face on them. 441 00:20:41,459 --> 00:20:42,069 So yes. 442 00:20:42,079 --> 00:20:43,500 Squeeze peas. 443 00:20:43,510 --> 00:20:44,540 I know you want one. 444 00:20:44,589 --> 00:20:45,949 I know you want to squeeze one. 445 00:20:45,959 --> 00:20:46,790 I know I do. 446 00:20:46,800 --> 00:20:47,729 I'm gonna get me one. 447 00:20:47,739 --> 00:20:53,400 So check out Smile Makers dot com and use code D A P 20 to get yourself some squeezed peas, 448 00:20:53,410 --> 00:20:56,449 D A P 20 for 20% off of any order. 449 00:20:56,459 --> 00:20:57,829 It doesn't have to be squeezed peas. 450 00:20:57,839 --> 00:21:01,589 Just go to Smile Makers dot com. 451 00:21:01,609 --> 00:21:02,329 Cheers. 452 00:21:04,280 --> 00:21:10,729 And to speak a little bit about the hygiene component of a lot of these groups that we put together through freedom. 453 00:21:11,000 --> 00:21:11,349 You know, 454 00:21:11,359 --> 00:21:20,650 a lot of hygienists because of the shortage of hygiene have asked for higher hourly rates and a lot of them feel comfortable with their hourly rate. 455 00:21:20,810 --> 00:21:28,349 But the reality is many of these models throughout the freedom system relate to the profitability of the business, 456 00:21:28,359 --> 00:21:31,729 which can be a lot higher than the hourly rate. 457 00:21:32,119 --> 00:21:40,819 And so really a lot of the new hygiene models out there relate to that hygienist productivity and the soft tissue program, 458 00:21:40,900 --> 00:21:43,030 not just an hourly rate. 459 00:21:43,189 --> 00:21:44,560 And if I were a hygienist, 460 00:21:44,569 --> 00:21:45,910 I would prefer to, 461 00:21:45,920 --> 00:21:46,160 you know, 462 00:21:46,170 --> 00:21:49,329 have business profits from my sector that I'm working in. 463 00:21:49,339 --> 00:21:51,219 Not just an hourly rate. 464 00:21:51,229 --> 00:21:51,650 Yes. 465 00:21:51,660 --> 00:21:55,479 And you're gonna do better and you're gonna work harder and you're gonna be happy about it. 466 00:21:55,520 --> 00:21:55,530 I, 467 00:21:55,540 --> 00:21:59,829 I just worked for commission for the first time at my last position. 468 00:22:00,084 --> 00:22:01,655 It was so much better before I'd be like, 469 00:22:01,665 --> 00:22:02,275 oh my gosh, 470 00:22:02,285 --> 00:22:03,635 I gotta do a full mouth and, 471 00:22:03,645 --> 00:22:03,824 you know, 472 00:22:03,834 --> 00:22:04,805 I can't want the assistant deal. 473 00:22:04,814 --> 00:22:05,864 They're not doing anything. 474 00:22:05,895 --> 00:22:06,814 And now I'm like, 475 00:22:06,984 --> 00:22:07,234 no, 476 00:22:07,244 --> 00:22:07,714 don't help me. 477 00:22:07,724 --> 00:22:09,295 I got it like I can do this in 10 minutes. 478 00:22:09,305 --> 00:22:12,854 It totally changes your perspective because you're getting paid for it. 479 00:22:12,864 --> 00:22:14,275 It makes it so much better. 480 00:22:14,494 --> 00:22:15,824 And then the assistants are happier. 481 00:22:15,834 --> 00:22:22,635 The front office is happier because you want patients to come in instead of hoping your patients don't show up because you still get paid whatever hour you want them to show up. 482 00:22:22,645 --> 00:22:26,564 So energy in the practice changes because you want your patients to come in. 483 00:22:26,574 --> 00:22:28,810 You're not given that everybody's like, 484 00:22:28,819 --> 00:22:28,829 oh, 485 00:22:28,839 --> 00:22:29,660 please don't come in. 486 00:22:29,670 --> 00:22:29,819 You know, 487 00:22:29,829 --> 00:22:31,079 I just need a break and I get, 488 00:22:31,089 --> 00:22:31,420 you know, 489 00:22:31,430 --> 00:22:32,339 you get paid no matter what, 490 00:22:32,349 --> 00:22:38,349 sometimes you want them to come in and it just changes the whole perspective for everybody. 491 00:22:38,479 --> 00:22:38,849 Well, 492 00:22:38,859 --> 00:22:39,939 and think about this, 493 00:22:39,949 --> 00:22:40,099 I, 494 00:22:40,109 --> 00:22:51,030 I I think hourly pay rate related to both dental assistant management hygiene is antiquated. 495 00:22:51,239 --> 00:22:51,930 Uh you know, 496 00:22:51,939 --> 00:22:58,109 all the models to pay dentists are all based on a percentage that relates to the, 497 00:22:58,119 --> 00:22:59,319 to the business. 498 00:22:59,569 --> 00:23:05,369 And um it not only influences the revenue to the provider, 499 00:23:05,380 --> 00:23:06,650 whether it be a hygienist or, 500 00:23:06,660 --> 00:23:07,550 or whoever, 501 00:23:07,560 --> 00:23:24,579 but it also influences patient care because they have shown in multiple studies that business owners care more about the customer than someone who's hired to manage someone else's business because they care about that experience of the customer or experience of the patient. 502 00:23:24,910 --> 00:23:27,500 And when you're paid on commission, 503 00:23:27,510 --> 00:23:30,060 if you will or a percentage of profit, 504 00:23:30,069 --> 00:23:30,880 if you will, 505 00:23:31,819 --> 00:23:35,689 you actually care about getting great reviews, 506 00:23:35,699 --> 00:23:38,729 having that customer or person come back again. 507 00:23:38,739 --> 00:23:39,410 Right? 508 00:23:39,609 --> 00:23:41,150 A lot more I believe. 509 00:23:41,160 --> 00:23:44,650 And that's kind of the way America's system has been built, 510 00:23:44,660 --> 00:23:46,020 whether we like it or not. 511 00:23:46,209 --> 00:23:53,500 And so I really do believe to treat providers like hourly paid physician positions in some dollar store. 512 00:23:53,510 --> 00:23:55,829 Isn't the way that patients with, 513 00:23:55,839 --> 00:23:58,265 or staff or teams or this as well. 514 00:23:58,276 --> 00:24:00,395 You could tell the difference when you walk into some place. 515 00:24:00,406 --> 00:24:00,645 Like, 516 00:24:00,656 --> 00:24:01,176 oh, 517 00:24:01,316 --> 00:24:02,235 they're working on commission, 518 00:24:02,245 --> 00:24:02,385 you know, 519 00:24:02,395 --> 00:24:06,375 commission or whatever or they're part of the team or they take ownership or, 520 00:24:06,385 --> 00:24:06,485 oh, 521 00:24:06,495 --> 00:24:06,656 they, 522 00:24:06,666 --> 00:24:06,916 you know, 523 00:24:06,926 --> 00:24:08,005 they could care less. 524 00:24:08,286 --> 00:24:10,806 You could just tell when you go into some places as well. 525 00:24:10,965 --> 00:24:13,926 I might say 11 thing that a lot of dentists think, 526 00:24:13,936 --> 00:24:13,985 oh, 527 00:24:13,995 --> 00:24:17,645 I can't pay on profit or commission. 528 00:24:17,946 --> 00:24:18,936 You can, 529 00:24:18,946 --> 00:24:27,102 it is non clinical persons that cannot use those types of profit sharing revenue, 530 00:24:27,112 --> 00:24:28,421 stream sharing, 531 00:24:28,432 --> 00:24:29,781 commission streams, 532 00:24:29,791 --> 00:24:35,482 licensed clinicians like hygienic can receive a percentage of, 533 00:24:35,491 --> 00:24:40,251 of profits and that's due in large part to the movement of, 534 00:24:40,352 --> 00:24:40,641 you know, 535 00:24:40,651 --> 00:24:44,001 a lot of states have adopted this a lot more independence of hygiene. 536 00:24:44,369 --> 00:24:51,619 And so just as a dentist who's employed by another dentist receives a percentage or commission, 537 00:24:51,630 --> 00:24:58,079 commission based paycheck and 95% of the time if you're a hygienist and you're not in one of those systems, 538 00:24:58,089 --> 00:25:09,910 just know that you can find practices out there where you can be paid a percentage of the profits and do two times three times better in many cases and you know, 539 00:25:09,920 --> 00:25:14,680 really run your own schedule and have a lot more freedom uh in practice. 540 00:25:14,689 --> 00:25:14,939 Yes. 541 00:25:14,949 --> 00:25:15,140 So it, 542 00:25:15,150 --> 00:25:17,420 it makes a huge difference for sure. 543 00:25:17,430 --> 00:25:20,560 I think when I first started in dentistry in 1998. 544 00:25:20,719 --> 00:25:21,569 The doctor I worked for, 545 00:25:21,579 --> 00:25:22,209 we did, 546 00:25:22,479 --> 00:25:23,640 it was called Bonuses, 547 00:25:23,650 --> 00:25:24,619 which I know it's kind of, 548 00:25:24,630 --> 00:25:25,810 but it's still profit sharing. 549 00:25:25,819 --> 00:25:26,540 It was, 550 00:25:26,869 --> 00:25:27,189 you know, 551 00:25:27,199 --> 00:25:27,780 you kind of get your, 552 00:25:27,790 --> 00:25:28,920 whatever your salary is. 553 00:25:28,930 --> 00:25:31,260 But then everybody gets a percentage, 554 00:25:31,270 --> 00:25:33,390 the same percentage if we go over that. 555 00:25:33,560 --> 00:25:36,599 And so we all hustled and worked our butts off and we did. 556 00:25:36,699 --> 00:25:36,949 Right. 557 00:25:36,959 --> 00:25:41,989 So everybody profit shared at the end of the month and it made a huge difference and the energy was great. 558 00:25:42,000 --> 00:25:43,510 We did just what you're saying. 559 00:25:43,520 --> 00:25:44,020 And so, 560 00:25:44,079 --> 00:25:44,670 and that was in the, 561 00:25:44,680 --> 00:25:44,900 you know, 562 00:25:44,910 --> 00:25:46,250 for an office or office manager. 563 00:25:46,260 --> 00:25:46,729 And so, 564 00:25:46,959 --> 00:25:47,359 you know, 565 00:25:47,369 --> 00:25:48,750 I was able to participate in that as well. 566 00:25:48,760 --> 00:25:50,449 Not even being a clinician, 567 00:25:50,609 --> 00:25:51,430 it changes everything, 568 00:25:51,439 --> 00:25:53,160 somebody calls in and wants to get in. 569 00:25:53,329 --> 00:25:55,030 I find room for on the schedule. 570 00:25:55,040 --> 00:25:56,079 They're not sad about it, 571 00:25:56,089 --> 00:25:57,290 they're happy about it. 572 00:25:57,300 --> 00:25:57,630 You know, 573 00:25:57,640 --> 00:26:00,680 they say they're happy about it instead of pouting about it. 574 00:26:00,689 --> 00:26:02,380 And for a good reason, 575 00:26:02,390 --> 00:26:02,660 I mean, 576 00:26:02,670 --> 00:26:04,170 really agree with you. 577 00:26:04,180 --> 00:26:07,459 The best alignment financially is where the, 578 00:26:07,469 --> 00:26:14,030 it's not just certain providers like hygienists are tied into you and then you're extra, 579 00:26:14,270 --> 00:26:17,989 it's gotta be the whole team and yes hygienists, 580 00:26:18,000 --> 00:26:19,930 it costs more to go to school. 581 00:26:19,939 --> 00:26:27,959 They are providing the actual service they usually do end up because of what they put in having a bigger chunk of that piece. 582 00:26:27,969 --> 00:26:30,819 But when the whole team is added to that. 583 00:26:31,069 --> 00:26:31,660 You're right. 584 00:26:31,670 --> 00:26:36,239 Then people aren't lamenting why the hygiene department gets X Y or Z. 585 00:26:36,250 --> 00:26:42,400 So there's really good holistic ones nowadays that align the whole team and, 586 00:26:42,410 --> 00:26:42,699 you know, 587 00:26:42,709 --> 00:26:44,130 so I might say this Cindy, 588 00:26:44,140 --> 00:26:46,599 so that whole ecosystem of, 589 00:26:46,609 --> 00:26:47,599 of having a good, 590 00:26:47,609 --> 00:27:05,770 what we all refer to as bonus system in the practice really is the main difference between an autonomous DS O and a corporate DS O A corporate DS O runs their DS O as a dental practice does with paid employees who check in, 591 00:27:05,780 --> 00:27:06,660 check out, 592 00:27:06,810 --> 00:27:07,969 just do their job, 593 00:27:08,130 --> 00:27:08,670 right? 594 00:27:08,920 --> 00:27:22,189 An autonomous DS O if you were to liken it through an analogy with the dental practice would be a situation where that practice is rewarding its employees as a revenue share from the whole practice. 595 00:27:22,275 --> 00:27:23,765 They got retirement accounts, 596 00:27:23,775 --> 00:27:24,285 right? 597 00:27:24,295 --> 00:27:26,305 They get to choose that treatment for their patients. 598 00:27:26,314 --> 00:27:32,744 They work hand in hand with the doctor to get it done diagnosis wise and the whole teams involved. 599 00:27:32,775 --> 00:27:36,084 So that's really in the DS O world. 600 00:27:36,094 --> 00:27:38,204 What an autonomous DS O is it, 601 00:27:38,214 --> 00:27:44,244 it's like the best dental practice that has the whole team on a wonderful revenue sharing platform. 602 00:27:45,000 --> 00:27:45,130 Yeah, 603 00:27:45,140 --> 00:27:45,640 I was just thinking, 604 00:27:45,650 --> 00:27:45,819 man, 605 00:27:45,829 --> 00:27:47,400 ha and the best of both worlds. 606 00:27:48,380 --> 00:27:48,780 That's right. 607 00:27:49,160 --> 00:27:50,400 Like because it really is, 608 00:27:50,410 --> 00:27:50,439 it, 609 00:27:50,449 --> 00:27:51,270 it just sounds, 610 00:27:51,280 --> 00:27:51,520 I mean, 611 00:27:51,530 --> 00:27:52,439 it sounds great. 612 00:27:52,650 --> 00:27:53,130 So, 613 00:27:53,140 --> 00:27:53,349 hey, 614 00:27:53,359 --> 00:27:53,719 Cindy, 615 00:27:53,729 --> 00:27:59,040 what states now is independent Hien through the boards and, 616 00:27:59,050 --> 00:27:59,439 and good. 617 00:27:59,449 --> 00:28:00,949 I know Colorado. 618 00:28:00,959 --> 00:28:02,619 Uh what other states or? 619 00:28:02,630 --> 00:28:03,790 I'm in Oregon. 620 00:28:04,219 --> 00:28:07,770 And so we could do a lot more than most states. 621 00:28:07,780 --> 00:28:12,949 I think there's some business owners as well and they're independent hygienists. 622 00:28:13,380 --> 00:28:16,180 I'm not sure of all the terms or legalities of that. 623 00:28:16,439 --> 00:28:16,949 I'm not sure. 624 00:28:16,959 --> 00:28:20,650 Probably Washington because they're pretty advanced as far as hygiene. 625 00:28:20,900 --> 00:28:21,849 Colorado. 626 00:28:21,859 --> 00:28:22,040 I don't, 627 00:28:22,050 --> 00:28:22,819 I don't know for sure. 628 00:28:22,829 --> 00:28:23,650 To be honest, 629 00:28:23,699 --> 00:28:25,229 they're so different across the states, 630 00:28:25,239 --> 00:28:26,050 which is crazy. 631 00:28:26,079 --> 00:28:26,329 It, 632 00:28:26,339 --> 00:28:27,130 it is true. 633 00:28:27,140 --> 00:28:27,689 Well, 634 00:28:28,020 --> 00:28:36,939 so there is a movement right now where hygienists are owning practices and a lot of hygienists think that their ownership of a practice, 635 00:28:36,949 --> 00:28:43,199 a dental practice is related to what the hygienist can do in that state. 636 00:28:43,209 --> 00:28:45,920 So any of you hygienists that are listening right now, 637 00:28:45,930 --> 00:28:50,300 your ability to own a practice is more related to DS O law, 638 00:28:50,510 --> 00:28:54,849 the separating of the business assets from the clinical assets. 639 00:28:55,219 --> 00:28:58,319 So I believe in the next five years, 640 00:28:58,329 --> 00:29:04,829 more and more hygienists will own practices because I believe there are hygienists that have been around for a while, 641 00:29:04,839 --> 00:29:06,219 have great patient base, 642 00:29:06,229 --> 00:29:08,500 understand running a business. 643 00:29:08,790 --> 00:29:09,650 And sadly, 644 00:29:09,660 --> 00:29:13,890 a lot of our dentists getting out of school are not business people. 645 00:29:13,920 --> 00:29:15,209 Have you noticed that? 646 00:29:15,219 --> 00:29:15,430 Yeah. 647 00:29:15,439 --> 00:29:17,849 And I think a lot of them would love to work for a hygienist. 648 00:29:17,859 --> 00:29:18,689 Honestly, 649 00:29:18,939 --> 00:29:20,020 that's what some of us, 650 00:29:20,119 --> 00:29:20,339 you know, 651 00:29:20,349 --> 00:29:22,979 having the dental business background. 652 00:29:23,180 --> 00:29:23,449 Well, 653 00:29:23,459 --> 00:29:25,339 if you think about hygienists, 654 00:29:25,349 --> 00:29:30,569 the ones that are really running great soft tissue programs that are leading teams. 655 00:29:31,069 --> 00:29:37,859 They are hygienists that have worked their way up the business ladder as office managers first then became hygienists. 656 00:29:38,040 --> 00:29:42,449 They are awesome uh prototypes for practice ownership. 657 00:29:42,790 --> 00:29:44,599 And so uh freedom, 658 00:29:44,609 --> 00:29:53,619 dental is also about empowering uh any clinician or any person in dentistry to own a practice, 659 00:29:53,630 --> 00:29:54,300 right? 660 00:29:54,969 --> 00:29:55,459 Practice. 661 00:29:55,660 --> 00:29:56,140 Practice. 662 00:29:56,150 --> 00:29:56,339 That, 663 00:29:56,349 --> 00:29:56,979 that's right. 664 00:29:56,989 --> 00:29:57,579 And then they, 665 00:29:57,589 --> 00:29:58,099 and, 666 00:29:58,109 --> 00:30:01,319 and in that model that they bring on dentists, 667 00:30:01,329 --> 00:30:01,650 yes, 668 00:30:01,660 --> 00:30:03,400 they're hiring the dentist. 669 00:30:03,430 --> 00:30:04,540 But once again, 670 00:30:04,550 --> 00:30:06,260 that dentist is also, 671 00:30:06,270 --> 00:30:07,380 if you do it right, 672 00:30:08,010 --> 00:30:10,959 aligned incentivized by the business profits, 673 00:30:10,969 --> 00:30:12,459 they just didn't take on, 674 00:30:12,619 --> 00:30:12,910 you know, 675 00:30:12,920 --> 00:30:15,189 the financial obligation to buy the practice. 676 00:30:15,199 --> 00:30:15,420 Right. 677 00:30:15,430 --> 00:30:15,619 But, 678 00:30:16,010 --> 00:30:16,540 but they, 679 00:30:16,550 --> 00:30:21,040 you have the stress that they can become a minority owner and all these good things. 680 00:30:21,050 --> 00:30:23,760 But so I think we're gonna see that in the next five years, 681 00:30:23,770 --> 00:30:26,479 more and more hygienic owning practices, 682 00:30:26,489 --> 00:30:30,380 not through this independent hygiene movement, 683 00:30:30,390 --> 00:30:37,520 but more through the legal structure of a true Ds O which costs a little more to set up. 684 00:30:37,569 --> 00:30:37,750 Um, 685 00:30:37,760 --> 00:30:41,329 it's getting more and more reasonable as more and more Ds Os get out there. 686 00:30:41,339 --> 00:30:48,569 But hygienist owning practices through a compliant DS O structure will be really big across our nation in the next five, 687 00:30:48,579 --> 00:30:49,989 probably 10 years as well. 688 00:30:50,640 --> 00:30:50,930 Yeah, 689 00:30:50,939 --> 00:30:51,489 I see that. 690 00:30:51,500 --> 00:30:51,719 I think, 691 00:30:51,729 --> 00:30:54,910 I think that would be great for sure and preventative care, 692 00:30:54,920 --> 00:30:55,150 you know, 693 00:30:55,160 --> 00:30:56,099 a lot of dentists know, 694 00:30:56,109 --> 00:31:07,800 because we do preventative care and pretty much we don't do everything but we do a whole assessment and the dentist will come in and pretty much we kind of kind of tell them what's there and they just have to go confirm, 695 00:31:07,810 --> 00:31:08,109 you know, 696 00:31:08,119 --> 00:31:09,000 so they really, 697 00:31:09,010 --> 00:31:13,400 a lot of them already do rely on us because they trust us and they know that, 698 00:31:13,410 --> 00:31:13,650 you know, 699 00:31:13,660 --> 00:31:16,670 we can see things and then they kind of see and confirm and so, 700 00:31:17,640 --> 00:31:19,250 or some of us are already doing that anyway. 701 00:31:19,260 --> 00:31:21,750 So why not make it more beneficial? 702 00:31:21,760 --> 00:31:22,260 Yeah. 703 00:31:22,760 --> 00:31:22,949 Yeah. 704 00:31:22,959 --> 00:31:26,010 So how does somebody get into that if they were interested in starting their own, 705 00:31:26,020 --> 00:31:26,930 owning their own, 706 00:31:27,089 --> 00:31:27,109 um, 707 00:31:27,119 --> 00:31:28,569 business as a hygienist, 708 00:31:29,079 --> 00:31:29,089 uh, 709 00:31:29,099 --> 00:31:29,920 is, 710 00:31:29,930 --> 00:31:29,939 uh, 711 00:31:29,949 --> 00:31:34,449 something that they would contact like you or for like a DS O or the, 712 00:31:34,459 --> 00:31:36,390 to get the legalities of that? 713 00:31:36,400 --> 00:31:36,790 Yeah. 714 00:31:36,810 --> 00:31:43,949 So if you're a hygienist and you want to be able to own here are the really good opportunities that are out there. 715 00:31:44,290 --> 00:31:54,069 The Ds Os are only really partnering with or buying practices over 1.4 million and those practices are pretty expensive. 716 00:31:54,160 --> 00:32:02,469 Most hygienists that have been around a while realize how quickly a practice can grow with just some good business practices in there. 717 00:32:02,479 --> 00:32:03,910 A nice bonus system, 718 00:32:03,920 --> 00:32:05,619 getting some marketing out, 719 00:32:05,630 --> 00:32:07,540 a good recall system, 720 00:32:07,869 --> 00:32:10,010 keeping more of the procedures in house, 721 00:32:10,020 --> 00:32:12,969 not referring all the root canals out and implants. 722 00:32:13,369 --> 00:32:22,089 And so the hygienists that have done the best doing this are typically the ones that find practices that are doing under 1.4 million. 723 00:32:22,689 --> 00:32:25,050 And because the Ds Os don't want those, 724 00:32:25,250 --> 00:32:27,589 you can buy them dirt cheap, 725 00:32:27,619 --> 00:32:28,349 ok, 726 00:32:28,359 --> 00:32:29,459 dirt cheap. 727 00:32:29,469 --> 00:32:34,839 And so what you want to do is buy a practice where the provider, 728 00:32:34,849 --> 00:32:44,560 the dentist provider is also in minority ownership because a hygienist that owns a practice without a doctor is at risk. 729 00:32:44,569 --> 00:32:48,280 So if you have a doctor and you let the doctor own 20% of, 730 00:32:48,290 --> 00:32:49,449 of the practice, 731 00:32:49,479 --> 00:32:50,579 then you're in great shape. 732 00:32:50,589 --> 00:32:53,959 You've got that doctor and you can add another doctor to that, 733 00:32:53,969 --> 00:32:57,819 an associate or partner or what I call a trial partner. 734 00:32:58,439 --> 00:33:04,030 And so you can also get really good deals on these practices where the sellers actually sell or finance, 735 00:33:04,040 --> 00:33:04,449 you, 736 00:33:04,459 --> 00:33:06,060 you don't have to go to the bank. 737 00:33:06,280 --> 00:33:09,300 And so in every community out there, 738 00:33:09,410 --> 00:33:11,369 there are practice deals available. 739 00:33:11,380 --> 00:33:12,670 So if you're a hygienist and you're, 740 00:33:12,680 --> 00:33:14,439 you want to look for an opportunity, 741 00:33:14,540 --> 00:33:17,550 oftentimes what you would do is find a, 742 00:33:17,560 --> 00:33:18,449 a dentist, 743 00:33:18,459 --> 00:33:20,670 many hygienists know of a, 744 00:33:20,680 --> 00:33:22,270 a dentist that they've met, 745 00:33:22,280 --> 00:33:22,810 right? 746 00:33:23,199 --> 00:33:29,869 Who may work for a DS O may work for someone else if you can bring a dentist with you to do that. 747 00:33:29,880 --> 00:33:30,290 And you can say, 748 00:33:30,300 --> 00:33:30,420 hey, 749 00:33:30,430 --> 00:33:31,170 dentist, 750 00:33:31,180 --> 00:33:32,300 let's do this together. 751 00:33:32,310 --> 00:33:33,699 Let's buy a practice, 752 00:33:33,900 --> 00:33:34,530 right? 753 00:33:34,579 --> 00:33:36,630 I'll take on X Y and Z. 754 00:33:36,750 --> 00:33:40,810 Those have been some of the best situations where hygienists can get into. 755 00:33:40,819 --> 00:33:41,630 They've got a dentist, 756 00:33:41,640 --> 00:33:44,050 they're partnering with maybe a minority partner, 757 00:33:44,109 --> 00:33:52,339 the hygienic has found this deal they're gonna do and now they end up going in kind of being the practice manager, 758 00:33:52,349 --> 00:33:55,969 managing the manager growing it as an investment. 759 00:33:56,239 --> 00:33:58,800 And that has worked really well. 760 00:33:58,810 --> 00:34:01,359 And there's also sorts of combinations in between. 761 00:34:01,369 --> 00:34:03,719 But this practice is all over right now. 762 00:34:04,079 --> 00:34:07,739 And once you get them over that 1.4 million a year threshold, 763 00:34:07,750 --> 00:34:08,989 they become really, 764 00:34:09,000 --> 00:34:13,419 really valuable like 2 to 3 to $4 million upside. 765 00:34:13,560 --> 00:34:18,620 And just one practice that a hygienist can buy for like four or 500,000, 766 00:34:18,780 --> 00:34:20,270 the cost of a rental house, 767 00:34:20,280 --> 00:34:20,810 right. 768 00:34:21,120 --> 00:34:27,878 That one practice you buy can totally fund your retirement with 23 or $4 million if you, 769 00:34:28,019 --> 00:34:28,339 you know, 770 00:34:28,349 --> 00:34:31,358 go out there and figure out how to do it. 771 00:34:31,368 --> 00:34:44,079 And I can certainly recommend certain legal firms that are able to set up that compliant DS O structure that allows you whether you're a hygienist or just a layperson who isn't even in down street to own a practice. 772 00:34:44,089 --> 00:34:46,789 So anybody can own a practice if they have a dentist, 773 00:34:46,799 --> 00:34:48,678 does the dentist do, 774 00:34:48,688 --> 00:34:50,178 does it have to be 20% at least? 775 00:34:50,188 --> 00:34:56,679 And do they have to actually practice dentist or do they just have to be an owner the way it works for the DS O structures? 776 00:34:56,689 --> 00:35:00,639 You don't have to even have a dentist owner involved. 777 00:35:00,649 --> 00:35:08,040 You do have to have a dentist that signs these agreements between the DS O or the management company and the PC, 778 00:35:08,050 --> 00:35:08,620 which would be the, 779 00:35:08,629 --> 00:35:09,790 the clinical entity. 780 00:35:09,939 --> 00:35:15,679 And it's that clinical entity that has to be owned by a licensed person. 781 00:35:15,800 --> 00:35:16,399 OK. 782 00:35:16,419 --> 00:35:23,020 So typically you would have a dentist in that state sign on behalf of that entity, 783 00:35:23,260 --> 00:35:37,209 but all the money then rolls up to the management company and that dentist does not need to own any part of your management company or DS O but you usually want them to because if they don't own a part of the management company, 784 00:35:37,219 --> 00:35:40,574 there have been some cases where the dentist tries to run away with the business, 785 00:35:40,584 --> 00:35:41,705 which makes sense, 786 00:35:41,715 --> 00:35:42,004 right? 787 00:35:42,014 --> 00:35:45,385 Because they're there signing on behalf of that PC. 788 00:35:45,395 --> 00:35:46,975 So the best models are where, 789 00:35:47,155 --> 00:35:47,395 you know, 790 00:35:47,405 --> 00:35:54,604 the hygienist might own 80% of the DS O and the dentist 20% and the dentist owns the PC underneath of it. 791 00:35:54,969 --> 00:35:56,370 And those have been great, 792 00:35:56,379 --> 00:35:58,489 great working relationships. 793 00:35:58,500 --> 00:36:02,780 Even there's some 50 50 deals where a dentist and a hygienist partner together, 794 00:36:02,909 --> 00:36:05,620 the hygienist usually is kind of the business person. 795 00:36:05,709 --> 00:36:07,510 The dentist is someone that's like, 796 00:36:07,520 --> 00:36:10,159 I see all these great opportunities in dentistry. 797 00:36:10,409 --> 00:36:12,709 I want her to deal with that team. 798 00:36:12,719 --> 00:36:13,350 Right. 799 00:36:13,540 --> 00:36:14,729 Because let's face it. 800 00:36:14,739 --> 00:36:20,000 Most introverted dentists get steamrolled by their type. 801 00:36:20,010 --> 00:36:21,409 A oftentimes, 802 00:36:21,419 --> 00:36:22,810 majority female teams, 803 00:36:22,820 --> 00:36:23,050 right. 804 00:36:23,060 --> 00:36:25,659 These dentists who are introverts, 805 00:36:26,129 --> 00:36:28,149 they are not good at managing teams, 806 00:36:28,179 --> 00:36:28,979 they're really, 807 00:36:28,989 --> 00:36:30,010 really bad. 808 00:36:30,020 --> 00:36:30,629 Right. 809 00:36:30,889 --> 00:36:37,639 And so a introverted dentist with a type A and let's face it hygienist uh, 810 00:36:37,919 --> 00:36:39,949 it's hard to get into the hygiene school. 811 00:36:39,959 --> 00:36:41,949 A lot are driven, 812 00:36:42,149 --> 00:36:42,159 uh, 813 00:36:42,209 --> 00:36:45,330 achievement oriented females in hygiene. 814 00:36:45,340 --> 00:36:47,719 They're like awesome managers. 815 00:36:47,750 --> 00:36:48,389 So that it's, 816 00:36:48,399 --> 00:36:56,129 you're generally an introverted dentist with an awesome business hygiene manager type person that team up together. 817 00:36:56,719 --> 00:36:57,669 And that has been a, 818 00:36:57,679 --> 00:36:59,330 a winning combination, 819 00:36:59,419 --> 00:37:06,239 which by the way is neat for your podcast because you've got Dennis and high Ds and you could create a little matchmaking thing. 820 00:37:06,250 --> 00:37:06,610 right? 821 00:37:06,620 --> 00:37:10,590 Because it's pretty powerful for folks watching your podcast. 822 00:37:11,219 --> 00:37:11,540 Yeah. 823 00:37:11,550 --> 00:37:11,709 Yeah. 824 00:37:11,719 --> 00:37:12,510 And I think it's great. 825 00:37:12,520 --> 00:37:18,540 I think this is great information for people that aren't even aware of this and it's something that people could be aware of and, 826 00:37:18,719 --> 00:37:21,409 and you bringing this out and letting people know about it. 827 00:37:21,419 --> 00:37:26,010 It's great what they can do in the industry and the business side and what's out there, 828 00:37:26,020 --> 00:37:30,629 there's so many different options that are available that we don't even hear about. 829 00:37:30,639 --> 00:37:32,070 So it's, 830 00:37:32,080 --> 00:37:32,280 yeah, 831 00:37:32,290 --> 00:37:33,580 it's so true and it, 832 00:37:33,590 --> 00:37:41,000 it'll be an exciting five years and really what a lot of this relates to with hygienists investing in practices. 833 00:37:41,050 --> 00:37:46,550 Dentists investing in multiple practices is really just about, 834 00:37:46,780 --> 00:37:47,219 you know, 835 00:37:47,229 --> 00:37:51,600 how do we a keep dentistry in our own hands, 836 00:37:51,610 --> 00:37:54,479 keep it autonomous or having that freedom? 837 00:37:54,699 --> 00:38:01,439 But b how do we make sure that from the tens of billions that are pouring into dentistry, 838 00:38:01,469 --> 00:38:12,679 how can we as providers that really are the lifeblood of the whole dental ecosystem in the US how do we as providers end up with a big chunk of those billions? 839 00:38:12,689 --> 00:38:13,050 Right. 840 00:38:13,060 --> 00:38:16,399 And not just let it go to the Wall Street suits. 841 00:38:16,729 --> 00:38:18,090 And at the end of the day, 842 00:38:18,100 --> 00:38:20,290 that's what freedom dental partners is all about. 843 00:38:20,300 --> 00:38:22,010 Maintain your freedom as a clinician. 844 00:38:22,439 --> 00:38:26,810 But getting your fair share of the tens of billions that are pouring into dentistry. 845 00:38:26,879 --> 00:38:28,879 And that's whether you're a dentist, 846 00:38:29,320 --> 00:38:30,600 a high dentist, 847 00:38:30,939 --> 00:38:34,149 an office manager or even a dental assistant. 848 00:38:34,159 --> 00:38:39,070 So this is really the age of empowerment of all providers at the practice level, 849 00:38:39,080 --> 00:38:39,649 I believe. 850 00:38:40,489 --> 00:38:40,770 Yes, 851 00:38:40,780 --> 00:38:41,260 I love it. 852 00:38:41,270 --> 00:38:41,639 Yes. 853 00:38:41,649 --> 00:38:41,750 Well, 854 00:38:41,760 --> 00:38:43,219 thank you for being on the show today. 855 00:38:43,229 --> 00:38:44,290 I could talk to you forever. 856 00:38:44,300 --> 00:38:49,219 I have so much insight and maybe we can have you back again someday to, 857 00:38:49,229 --> 00:38:49,340 uh, 858 00:38:49,350 --> 00:38:52,379 follow up and talk some more. 859 00:38:52,389 --> 00:38:55,169 How can our listeners find you or get a hold of you? 860 00:38:55,500 --> 00:38:59,719 There's a website that I think is Doctor Brady Frank dot com. 861 00:38:59,729 --> 00:39:00,100 I'm gonna, 862 00:39:00,110 --> 00:39:01,260 I should check it out. 863 00:39:01,270 --> 00:39:03,100 I think it's Doctor Brady Frank dot com, 864 00:39:03,300 --> 00:39:03,919 um, 865 00:39:04,040 --> 00:39:07,919 or become the DS O dot com. 866 00:39:07,929 --> 00:39:11,350 Freedom Dental Partners is out out there as well. 867 00:39:11,459 --> 00:39:11,689 Um, 868 00:39:11,699 --> 00:39:12,979 but there's a bunch of, 869 00:39:12,989 --> 00:39:13,000 uh, 870 00:39:13,010 --> 00:39:17,639 supporting information that folks can grab there and I can certainly give that to you, 871 00:39:17,649 --> 00:39:18,080 Cindy. 872 00:39:18,090 --> 00:39:21,020 So you can share it with any of your listeners. 873 00:39:21,070 --> 00:39:21,439 Uh, 874 00:39:21,870 --> 00:39:25,250 and if you are a dentist and you do have a practice and you're like, 875 00:39:25,260 --> 00:39:25,489 hey, 876 00:39:25,500 --> 00:39:27,310 I wanna add it to the mix. 877 00:39:27,399 --> 00:39:32,120 We do a seminar for about 100 dentists every 10 weeks and, 878 00:39:32,215 --> 00:39:44,185 and it's to become the DS O seminar where the dentist become the DS O and that really allows you to free up a lot more finances for yourself and maintain that freedom also. 879 00:39:44,195 --> 00:39:44,514 So, 880 00:39:44,524 --> 00:39:45,824 coming to a seminar, 881 00:39:45,834 --> 00:39:45,844 uh, 882 00:39:45,854 --> 00:39:49,834 may be a good idea for a lot of you or checking out one of our websites. 883 00:39:49,844 --> 00:39:50,114 Ok, 884 00:39:50,125 --> 00:39:50,395 great. 885 00:39:50,405 --> 00:39:54,764 We'll put your link in the show notes as well and then also on the website root you on dot com, 886 00:39:54,774 --> 00:39:57,215 we'll have that and then if you can provide those resources, 887 00:39:57,225 --> 00:39:58,885 we could get those up there as well. 888 00:39:59,439 --> 00:39:59,729 Well, 889 00:39:59,739 --> 00:40:00,120 thank you, 890 00:40:00,129 --> 00:40:01,239 Doctor Brady Frank. 891 00:40:01,250 --> 00:40:03,409 Cheers to the future in the next five years. 892 00:40:03,459 --> 00:40:03,989 Yes. 893 00:40:04,000 --> 00:40:04,389 Right. 894 00:40:04,399 --> 00:40:06,000 Empowering our providers, 895 00:40:06,010 --> 00:40:06,290 right. 896 00:40:06,300 --> 00:40:06,850 Hygienist, 897 00:40:06,860 --> 00:40:07,550 dentists, 898 00:40:07,560 --> 00:40:08,689 office managers, 899 00:40:08,699 --> 00:40:09,310 staff, 900 00:40:09,320 --> 00:40:11,129 everyone empower each other. 901 00:40:11,139 --> 00:40:12,020 Everybody. 902 00:40:12,530 --> 00:40:16,379 Thank you for listening to this episode of the Dental Elements podcast. 903 00:40:16,389 --> 00:40:23,439 We truly appreciate your support and helping all these fine dental professionals share information with you, 904 00:40:23,449 --> 00:40:25,340 our listeners and a very special. 905 00:40:25,350 --> 00:40:29,719 Thank you to smile makers for helping us make that happen. 906 00:40:29,729 --> 00:40:36,459 They are offering our listeners 20% off of any order by using code D A P 20. 907 00:40:36,469 --> 00:40:37,100 That's right, 908 00:40:37,110 --> 00:40:38,739 20% off any order. 909 00:40:38,750 --> 00:40:41,459 So D A P 20 smile makers dot com, 910 00:40:41,469 --> 00:40:42,280 check them out.