Podcasts about arizona dental association

Play Episode Listen Later Jul 9, 2024 80:38

Webinar Description:You can treat 1 in 4 patients in your practice with obstructive sleep apnea (OSA).Dr. Greg Manning will show you how he only needs 5 appliances to treat 92% of his patients. From SomnoMed to Promsomnus and a few other hitters you can simplify your selection and help more patients.In a market crowded with over 130 FDA-approved appliances, knowing which ones truly make a difference is crucial. Streamline your practice and enhance patient outcomes by mastering these top 5 appliances.By this webinar's end, you will be able to:Identify the key indications and contraindications for 5 essential oral appliancesAccurately evaluate which appliance best suits each patientManage and reduce appliance side effectsBoost your case acceptance ratesMeet the Speaker!Dr. Gregory Manning, DDS, is a renowned dental sleep medicine expert from Hooper, Utah. He graduated with a Bachelor of Science in Microbiology from Weber State University and earned his Doctor of Dental Surgery from Ohio State University in 2006. With a deep commitment to advancing dental technology and sleep apnea treatment, Dr. Manning has been practicing since 2008 and frequently teaches courses on sleep apnea to his peers. His professional affiliations include the American Dental Association®, the Arizona Dental Association, and the American Academy of Dental Sleep Medicine, and he is a diplomat of the American Sleep and Breathing Academy. Dr. Manning, his wife Kortney, and their three children—Reese, Truman, and Hank—enjoy golf and traveling in their free time.Thank you to our sponsors for making this education possible:Nierman Practice Management, CAD-Ray, Kettenbach Dental, ProSomnus Sleep Technologies, and Sleep Apnea Leads

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Q&A with Dr. Greg Manning - 5 Appliances to Treat 92% of Your Sleep Patients

Play Episode Listen Later Jul 9, 2024 30:27

In this question-and-answer session, you can join Dr. Greg Manning as he discusses oral appliance selection process, and the five oral appliances which can successfully treat as much as 92% of your sleep patients.Webinar Description:You can treat 1 in 4 patients in your practice with obstructive sleep apnea (OSA).Dr. Greg Manning will show you how he only needs 5 appliances to treat 92% of his patients. From SomnoMed to Promsomnus and a few other hitters you can simplify your selection and help more patients.In a market crowded with over 130 FDA-approved appliances, knowing which ones truly make a difference is crucial. Streamline your practice and enhance patient outcomes by mastering these top 5 appliances.By this webinar's end, you will be able to:Identify the key indications and contraindications for 5 essential oral appliancesAccurately evaluate which appliance best suits each patientManage and reduce appliance side effectsBoost your case acceptance ratesMeet the Speaker!Dr. Gregory Manning, DDS, is a renowned dental sleep medicine expert from Hooper, Utah. He graduated with a Bachelor of Science in Microbiology from Weber State University and earned his Doctor of Dental Surgery from Ohio State University in 2006. With a deep commitment to advancing dental technology and sleep apnea treatment, Dr. Manning has been practicing since 2008 and frequently teaches courses on sleep apnea to his peers. His professional affiliations include the American Dental Association®, the Arizona Dental Association, and the American Academy of Dental Sleep Medicine, and he is a diplomat of the American Sleep and Breathing Academy. Dr. Manning, his wife Kortney, and their three children—Reese, Truman, and Hank—enjoy golf and traveling in their free time.Thank you to our sponsors for making this education possible:Nierman Practice Management, CAD-Ray, Kettenbach Dental, ProSomnus Sleep Technologies, and Sleep Apnea Leads

1650 Dr. Monzer Shakally - From Syrian Refugee to American Dentist : Dentistry Uncensored with Howard Farran

Play Episode Listen Later Nov 9, 2023 54:08

Dr. Monzer Shakally, DDS is a newly practicing dentist in Tempe, Arizona. Dr. Shakally was born and raised in Damascus, Syria until the age of 17 when he was exiled out of his country and forced to become a refugee in Cairo, Egypt. He was later relocated to Des Moines, Iowa, where he finished his last year of high school, and went on to the University of Iowa for his Bachelor's of Science in Evolutionary Biology and minor in international relations. He remained in Iowa City for another 4 years until he graduated with a DDS from the same school. Dr. Shakally is passionate about organized dentistry and is a member on the Council on Government Affairs for the Arizona Dental Association. He recently was recognized as a LEAD Program Graduate, a program that prepares new dentists for roles of leadership in the profession. Join the community on Dentaltown at https://www.dentaltown.com

Q and A with Dr. Greg Manning - The DSM Playbook: Conquering Objections in Dental Sleep

Play Episode Listen Later May 9, 2023 14:11

In this question-and-answer session, you can join Dr. Greg Manning as he answers questions breaking down how to overcome and work through different patient objections to dental sleep patient care!Webinar Description:Have patient objections stopped you from achieving your dental sleep medicine (DSM) goals?Patient objections are cited as one of the biggest obstacles to a successful DSM Practice.What objections have you experienced??I don't think I have sleep apnea.My husband/wife says there's a problem, but she's just dramatic.It's never been a problem before.I'll talk to my medical doctor.Why hasn't my PCP brought this up?How much will my insurance cover?Why doesn't my insurance pay for it?You may have more. Many offices do.These objections impact teams; they struggle to maintain excitement through the objections.They get frustrated that you are making them have these conversations when “no one” is interested.These objections can be overcome – Dr. Greg Manning has been practicing sleep since 2009. His teams have faced the ups and downs of dental sleep medicine, and they are excited that patients are getting helped, despite their objections. It's time to make a PIVOT.Dr. Manning will share the top 5 objections he's experienced over the years and how to overcome them!If you want to:Test or treat more sleep patientsBuild confidence in your teamBuild energy in your teamExperience greater sleep revenueLearn battle-tested verbiage for patient objectionsThen be sure to watch now.Meet the Speaker!Dr. Gregory Manning was born and raised in the small town of Hooper, Utah and is fluent in Spanish. After earning his Bachelor of Science in Microbiology at Weber State University in Ogden, UT, he received his Doctor of Dental Surgery from The Ohio State University in 2006. He has been practicing dentistry in our area since 2008 and vigorously pursues continuing his education in dental technology and sleep apnea treatment; he also teaches courses in sleep apnea to other dental professionals. He is a member of the American Dental Association, the Arizona Dental Association, the American Academy of Dental Sleep Medicine and is a diplomat of the American Sleep and Breathing Academy. As a dentist, Dr. Manning focuses on helping patients understand their dental needs and achieve their goals. Thank you to our sponsors for making this education possible:Prosomnus Sleep Technologies, Kettenbach Dental, Nierman Practice Management, Sleep Apnea Leads, and Dental Sleep Profits

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The DSM Playbook: Conquering Objections in Dental Sleep with Dr. Greg Manning

The Endo Files: The Endodontic Experts Podcast

Play Episode Listen Later May 9, 2023 68:01

Webinar Description:Have patient objections stopped you from achieving your dental sleep medicine (DSM) goals?Patient objections are cited as one of the biggest obstacles to a successful DSM Practice.What objections have you experienced??I don't think I have sleep apnea.My husband/wife says there's a problem, but she's just dramatic.It's never been a problem before.I'll talk to my medical doctor.Why hasn't my PCP brought this up?How much will my insurance cover?Why doesn't my insurance pay for it?You may have more. Many offices do.These objections impact teams; they struggle to maintain excitement through the objections.They get frustrated that you are making them have these conversations when “no one” is interested.These objections can be overcome – Dr. Greg Manning has been practicing sleep since 2009. His teams have faced the ups and downs of dental sleep medicine, and they are excited that patients are getting helped, despite their objections. It's time to make a PIVOT.Dr. Manning will share the top 5 objections he's experienced over the years and how to overcome them!If you want to:Test or treat more sleep patientsBuild confidence in your teamBuild energy in your teamExperience greater sleep revenueLearn battle-tested verbiage for patient objectionsThen be sure to watch now.Meet the Speaker!Dr. Gregory Manning was born and raised in the small town of Hooper, Utah and is fluent in Spanish. After earning his Bachelor of Science in Microbiology at Weber State University in Ogden, UT, he received his Doctor of Dental Surgery from The Ohio State University in 2006. He has been practicing dentistry in our area since 2008 and vigorously pursues continuing his education in dental technology and sleep apnea treatment; he also teaches courses in sleep apnea to other dental professionals. He is a member of the American Dental Association, the Arizona Dental Association, the American Academy of Dental Sleep Medicine and is a diplomat of the American Sleep and Breathing Academy. As a dentist, Dr. Manning focuses on helping patients understand their dental needs and achieve their goals. Thank you to our sponsors for making this education possible:Prosomnus Sleep Technologies, Kettenbach Dental, Nierman Practice Management, Sleep Apnea Leads, and Dental Sleep Profits

Maximize Your Revenue and Your Square Footage | Steve Anderson | The Dental Brief #182

The Dental Brief Podcast

Play Episode Listen Later Feb 28, 2023 17:26 Transcription Available

We are joined by Steve Anderson to discuss How To Maximize Your Revenue and Your Square Footage & much more!In everything he does, DentalEase author Steve Anderson loves to impact others and leave a lasting legacy of improvement. For dentists, that means showing them how to renovate or construct the dental practice of their dreams, save at least ten thousand dollars in the process, and build a dental practice that is stress-free and profitable. The result of 30 years of passionate effort, the DentalEase program is Steve's not-so-secret weapon to practice perfection, and he's here to share his methods with the world.His singular goal is to make any dentist's dream practice a reality. Starting his construction career in 1984, he has specialized in building dental offices since 1997 through his company Denco Dental Construction Inc. In that time he worked with over 1,000 dentists, assisting them in designing and building the dental office they have always dreamed of owning and practicing in. Steve Anderson is the only general contractor in Arizona who is endorsed by the Arizona Dental Association. He also provides CE credits for seminars which he teaches at dental schools and special engagements.His new book, DentalEase: The Essential Guide to Creating the Stress-Free and Profitable Dental Practice of Your Dreams, is a detailed written account of his expert knowledge on the subject. The goal of this essential guide is to assist dentists in making educated decisions effortlessly and minimizing the painful (and expensive) lessons many experiences.Steve knows how to create a dream dental practice from the ground up, literally, so dentists can achieve their goal in their practice that fits their vision. He knows ﬁrst-hand how hard it is for dentists to ﬁgure out where to start or how to build the practice they envision on their own. Dentists have found the guide they've been looking for, calling DentalEase, “An incredible encyclopedia on how to attain success.”Learn more:www.dencodental.com ***** SPONSOR: – Omni Premier Marketing: https://omnipremier.com/dental-marketing/ CONNECT: – Facebook: https://www.facebook.com/thedentalbrief/ – Instagram: https://www.instagram.com/thedentalbriefpodcast/ – LinkedIn: https://www.linkedin.com/in/dental-brief-podcast-564267217 – Patrick's LinkedIn: https://www.linkedin.com/in/pchavoustie/– Youtube: https://www.youtube.com/channel/UCd08JzybKfNH0v12Q9jf50w WEBSITE: – https://dentalbrief.com/

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Live from AAE22 in Phoenix: Rob Roda on why the patient is king, the role of the AAE & why disco diva Gloria Gaynor was right

Play Episode Listen Later May 31, 2022 43:25 Transcription Available

We're coming from you live at the AAE! It was a fantastic conference and to try and capture it for you, we set up our own podcasting booth. This episode features Rob Roda. Rob is a practicing endodontist at Roda, Bennett & Kogan, Ltd. in Scottsdale, AZ and past President of the American Association of Endodontists and the Arizona Dental Association. Kim and Rob Discuss The importance Purpose of the American Association of Endodontics (AAE); How the AAE is adapting to keep up with the changing times and to attract new leaders;has changed since its inception How the AAE is trying to recruit younger members The Importance of Focusing on the Patient – Rob's best Endodontic Advice How the DSO landscape is changing To make sure you never miss an episode of The Endo Files, subscribe on Apple Podcasts, Spotify, the website, or your favorite podcast player. Listening on a desktop & can't see the links? Just search for The Endo Files in your favorite podcast player.

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#24 Building Success with Steve Anderson

The Biz Sherpa

Play Episode Listen Later Jun 8, 2021 68:08

Steve Anderson is the founder of Denco Dental Construction Inc. and author of Dental Ease. Craig and Steve discuss marketing your business as well important factors you need to consider in your office space. Access the FREE first chapter of Dental Ease: https://www.dreamdentalpractice.net/ Action Items: Access our FREE Resources Subscribe to The Biz Sherpa Newsletter Follow The Biz Sherpa on LinkedIn Follow The Biz Sherpa on Instagram Follow the Biz Sherpa Facebook Page Subscribe to The Biz Sherpa Youtube Channel Subscribe to The Biz Sherpa Podcast on Apple Podcast, Spotify, Google Podcast or Stitcher. Connect with Craig on LinkedIn TRANSCRIPTION: Speaker 1: From his first job flipping burgers at McDonald’s and delivering The Washington Post, Craig Willett counts only one and a half years of his adult life working for someone else. Welcome to The Biz Sherpa podcast with your host, Craig Willett. Founder of several multimillion-dollar businesses and trusted advisor to other business owners, he’s giving back to help business owners and aspiring entrepreneurs achieve fulfillment, enhance their lives, and create enduring wealth. The Biz Sherpa. Craig Willett: This is Craig Willett, The Biz Sherpa. Welcome to today’s episode. I’m grateful that you joined me. Today, we’re going to get a wealth of information from one of my good friends and neighbor, Steve Anderson. Steve has written a book, DentalEase, and this is really helpful for almost any business owner—but in particular, dentists. He walks through how to build out your office space and how to save money in the process of doing that. It’s not always the lowest cost bidder that brings the savings. Also, I think he has a lot of insights in where to locate your business and why it’s important. But more importantly, he’s also observed successful dental practices, and what makes a successful dentist also makes a successful entrepreneur. So, I’m glad to welcome today, Steve Anderson. Steve Anderson: I appreciate it. Thank you. Craig Willett: Grateful to have you here and I think this book just came out recently, right? Steve Anderson: Yeah, it’s a labor of love for a lot of years and I didn’t realize how much effort it would be to get it published but it’s self-published and it’s been about a month, and now it’s on eBook and audiobook also. Craig Willett: That’s great. I’ve read your book and it’s really interesting and it appeals to me because you’re a contractor and part of my—a good part of my career was spent in real estate, so I can relate. I’m really curious as to how you figure out how to guide and find dentists, how you market your construction company, and how you find your clients. Steve Anderson: They find me. It’s interesting. Over the years, I’ve worked hard to be a backdoor marketer. To me what that means is first being consistent, working hard to have integrity and be consistent in my pricing, be consistent in everything I do, but at the same time, work hard at being able to market and sell myself. But more importantly, build relationships with symbionic businesses such as—since I’m in construction, a good fit is real estate brokerage and commercial and having and finding those key people that really understand the marketplace and it’s not about just finding the one or two, but finding all the symbionic businesses that can help my business and vice versa. It’s a two-way street. It’s really about giving them value and helping them sell better and be a better professional, and then by doing that, I reap the rewards of referrals and work. Simple things like an equipment person needs an extra operatory and he doesn’t know where to begin for a dentist. So what I do is, I’ll go out and help them figure out how to make it happen and yeah, it might be a simple little job but the one thing that we know is in the dental market alone, every three to seven years a dentist does something and I didn’t realize that— Craig Willett: When you say that does something, means they move, they renovate? Steve Anderson: They maybe paint the carpet. They renovate and move, but what’s interesting is they’re also very solid tenants. Usually once they find the place, they usually stay in that place for an average of 20 to 25 years or more. Craig Willett: So when you say backdoor marketing, you mean you don’t advertise per se. Steve Anderson: No. Craig Willett: You actually make yourself known among the professional community that can be a source of referrals, not just the dentist themselves, you’re marketing to real estate professionals, maybe even certain architects who can then recommend you to know what you’re—You know what you’re doing as far as finish, quality and cost which is information they need in making decisions. Steve Anderson: Well and also, there’s a very important key to that. One, that cost me dearly early in business. The important key is being a referral source to our clients, but making sure that whoever I’m referring has the same standards, someone that you can count on, someone that will return their phone call, someone that will follow up with them, someone that will do what they say and promise, because if you have the reciprocal, it can be as detrimental as—it can actually be worse than doing nothing. Craig Willett: Right, so that’s where you say symbionic is important, that they have similar standards— Steve Anderson: Correct. Craig Willett: —and that they act professionally the way you act. So, that’s what makes it cohesive. Steve Anderson: Yeah, and I want to make sure that you’re on the same page, as far as values. You can recommend anybody but you’re only as good as your word. Craig Willett: Right. Steve Anderson: Then, it just builds from there, and then also supporting whatever area that you’re in. So for me, it’s dentists, so I work hard to support whatever the association is doing. Whether it’s a special event or a vendor fair or something like that, I’m always there to help support it and encourage them in the process, and then get outside my box. I’m really an introvert. Craig Willett: That sounds interesting. So you write a book, and you go speaking at conventions, but you’re an introvert. Steve Anderson: I am an introvert. Craig Willett: How do you overcome that? Steve Anderson: I do my passion. If you’re passionate about whatever it is, you become an extrovert. Craig Willett: That’s interesting. Steve Anderson: My wife is actually the extrovert in our relationship, but when you start talking about dental, you start talking about the business side of things, I started lighting up and— Craig Willett: And you come alive. Steve Anderson: I come alive and it’s interesting, it just becomes a natural affair for me, and it’s something that I love to do, and it’s more important to me than being paid because I just thoroughly enjoy what I do. Craig Willett: I think that’s important and that comes across. I think it’s part of marketing when you’re enthusiastic and passionate about something the people you work with will recognize that and they’ll sense that energy, and also your knowledge. Steve Anderson: Yeah and you talk about—and I mentioned about stepping outside of my box, at the dental convention. I walked around all the booths and everyone is behind the table, and I’m going, “What are you guys doing?” “What? We’re selling,” and then going, “No, you’re not.” So I always make an effort. The first thing I do when I go to a convention is I take my table, and I put it all the way to the back and have open floor space. So, A, I’m inviting and B is then when there’s a lull, go out and talk to the people in the convention, all the other vendors and stuff. It’s amazing how many people don’t do that but it’s amazing, every time I’ve done that something resulted very powerfully from that. It might not be a direct lead, but it might be leaving a good thought or learning something about their business— Craig Willett: Do you have an example you want to share with us? Steve Anderson: We had one that had nothing to do with construction at all and it was a vendor that was selling just apparatuses, and things for the teeth and as I was talking to him, I can see the little light goes off and he says, “You’d be a really good source for my doctor,” and I walked away with a project. Craig Willett: Really. Steve Anderson: It was all because I engaged him. Then, I had another one that comes to mind is I had a video playing over on our booth and the guy across the way was watching it. So, soon as the break is over, he’s coming over and talking to me and asking me all these questions. All of a sudden he became like an ambassador. He’d have people come by his booth, and said, “Well, you should go over and talk to him,” and so you never know. Craig Willett: So they started introducing you to the next lead or making introductions. Great. Steve Anderson: So you really never know who your sales force is. Craig Willett: I think that’s great. I remember a time in my career as a CPA, when I would go to different meetings or conventions, I would always come away with some kind of project. I didn’t go there with that intention, but you’re right. When you meet people, and you carry yourself as one who cares and has a passion for what you do, people sense that. Steve Anderson: People know whether you care or whether you’re about their wallet. Craig Willett: I love that because I’ve always said if you start the business to make money, you’re doing it for the wrong reason. If you’re doing it to make a difference in people’s lives, then the money takes care of itself. Steve Anderson: Actually, when I was teaching over A.T. Still a few years back with another dentist, he was teaching —I had a little segment on how to solve dentistry and man, all the students are sitting up and they’re watching intently. As it unfolded they go, that’s too easy and it just—he had a simple little process of just introducing himself, touching him appropriately on the shoulder, and what he would do is just engage them, and just find a little tidbit about them. Then, he always did a good job of just providing the options but it was about connecting with them. Craig Willett: I think in your book, you talk about him and he listens too. Steve Anderson: Yeah. Yeah, that’s— Craig Willett: He gets real quiet, lays out the options and lets them select. Steve Anderson: Yeah and that’s the key in selling is providing options, but listening and not talking until they respond. Craig Willett: I think that’s great. That’s really very insightful. You said something else that intrigued me early on, and you said offer value. Value is an elusive term, right? Steve Anderson: Yes. Craig Willett: How do you view offering value? What does that mean to you? Steve Anderson: I give of myself and not expect anything in return. Craig Willett: That’s a great definition. So what are some examples that you can think of that really have brought clients back over and over again, you said a dentist does something every three to seven years. So how have you gotten repeat customers from doing— Steve Anderson: First of all, if an issue arises, just take care of it. I’ve paid a lot of money to be right and lost. Craig Willett: Really. Steve Anderson: Big time. Craig Willett: What do you mean by that? Steve Anderson: I had a flooring issue one time and I offered to replace the floor, three, four times and he’d say yes and then he changed his mind and yes, and we went back and forth and I got worn out. That was my key, is I got worn out. So, the battle of attorneys went and at the end, I ended up paying a lot of money for something that I could have resolved so easily. Craig Willett: By just replacing, listening one more time. Steve Anderson: One more time and the issue is things happen. And really, in the big scheme of thing you hear that thing is the customer’s always right and you don’t want to believe in that, but there’s so much truth to that, is when you push the envelope and you really work hard to be right and prove the client wrong and then, you stop listening also. When you stop listening, everything breaks down, and you lose, and attorneys are the only ones that win. Craig Willett: So your recommendation is just to listen and keep the communication line open. Steve Anderson: Yeah, keep it open and when you have those challenges, it’s really—most people just want to be heard. Craig Willett: Right, when it came time to renovate that dental office, did they come back? Steve Anderson: Yeah. Craig Willett: They did. That’s interesting. So what are the things have you done to add value where your dentists want to come back? Because I think a lot of people who do tenant improvements or build out office space think, “Okay, this is a one time thing. I got to make my profit on this,” but you said something interesting to me, that leads me to believe you have a different philosophy. If you know dentists are coming back every three to seven years, this is a recurring client. Steve Anderson: Yeah. Craig Willett: This is not a one-time build out. Steve Anderson: I had an expensive lesson. And I did a 5000 square foot office a number of years ago, and did a great job and helped him through a lot of issues and the project went extremely well. He had two or three other partners and about five years later, they did another office. They chose someone else because—not because of my reputation, but because of out of sight, out of mind and it clicked. What clicked for me is how can I get in front of people and do something different? So talk about added value, so I came up with tidbits for success. I’ve written probably 120 of them now. Craig Willett: Yeah. Steve Anderson: In the process— Craig Willett: I think they’re in here too. Steve Anderson: Well, yeah, it kind of mimics what I do but what I found is by—I started building an email blast list and every once a month, I’d send out tidbits for success. It was a short read and it had usually nothing to do with me or sometimes not even construction. It was just a success thing of things to think differently in business and how could you help yourself? I have a really good opening rate on it and it really amazes me. Then, on top of that, then a few years later I’m going, “Okay, it’d be really be fun to showcase some of the offices that we finished and what things the client said.” So I came up with Dreams Come True. So the alternating two weeks—so they alternate once a month—but they stagger by two weeks, as we send out Dreams Come True. Dreams Come True shows another office that’s just been finished and then it shows just what they say. But more importantly, people love to look at them because they see just the wide variety of offices that can be built and the new styles and things. Craig Willett: Well, I imagine that, the ideas they’re gathering for the three or five years from now when they’re going to renovate. Steve Anderson: And then being of value. On our website, we have 70, 80 offices on our website and people go, “Why do you show so many, you give everything away, Steve,” and I go, “Nobody—I learned an important lesson early on in business, when I tried to mimic someone else’s process,” and I found that nobody else can do it exactly the way they do it. Even if you have the script and what I found— Craig Willett: Like having the secret formula, they can’t mix it quite right. Steve Anderson: Yeah, it’s like, what I share with students when I teach is, it’s like baking cookies and you take all the ingredients, and you just dump them in and stir them up and bake them, it doesn’t work. So the thing I found is being able to—they can firsthand see all this information on our website about offices we finished and lots of ideas and all our tidbits are on there, but the thing I’ve found is it’s really about being an open book and being a resource. People enjoy that, it’s refreshing. Craig Willett: So how do you find yourself helping dentists? Let’s say you get referred to the dentist, whether it’s from speaking at a convention or whether it’s from someone else that has referred you to them, how have you helped save them money and time and made the process easy, because I mean, I think the name of the book is DentalEase, so there’s a way to—you’re taking it and making it simple and this is along the lines of what I did in real estate development, a lot of people wanted to own their own office building, and they should when they spend that much time educating themselves, but they don’t have time to go out and find the right size piece of land in the right location— Steve Anderson: And develop it all. Craig Willett: And develop it all and then get the structure, but what we did is build the shell building and allowed the interior space to be however they wanted it because everyone is unique. Steve Anderson: You did such a great job at that too. Craig Willett: Thank you. Steve Anderson: Just sharing with you the name of the business earlier, I’m shocked and amazed, that was my building standard. When we would have clients go look for a new space, we love those buildings because of all the criteria that were met. Craig Willett: Right, but that was part of our marketing too is that we have your needs in mind and we know what you’re going to need down the road. So we’re going to anticipate that and put it in. So, that all you have to do as a professional is hire an architect for the interior and a contractor to get it done and then, instead of a two or three year process, you take it down to a two or three to five month process. Steve Anderson: Right, yeah. Craig Willett: So anyway, with that in mind, how do you help save them because they really don’t have two to three years to go find a location? Steve Anderson: No. No. Craig Willett: And start from scratch, so they need to start somewhere and then, there’s a lot of decisions that you help them with. Steve Anderson: Yeah, it’s so varied and so wide. So today, I talked with—a dentist called me up and said, “Steve, what do I do?” He was trying to decide, “Do I do a ground-up? Do I do a tenant improvement? Do I buy this whole building? Do I do a stand-up? What is it?” So, we just started talking through the processes and just quick budget numbers. Early on, when I was in business, I would want to get it down to the penny and when people are trying to make the decision, you round it up to the nearest $10,000, $50,000 level because really in the scheme of things, if something is $800,000 and this one is a million dollars, that’s really what you’re wanting to know, or this one is $1.8 million and that’s really what it’s—so just helping them through that and then talking about the visibility and talk about advertising and what are they going to spend more monthly to maintain and gain from. Then, I have the client that comes and one that really comes to mind is a doctor in Mesa that had an office and he already had his permit. He had his plans done. He said, “Steve, I want to build this out. I’ve got a doctor coming on board here in six months and I got to have this done and we’re going to expand.” I said, “Fine. Can I have permission just to set this aside and let’s talk a minute.” He says, “Why? I got all decision—” Craig Willett: I’m ready to go, just bill. Steve Anderson: That was an important lesson I learned a long time ago, is nobody—not nobody—but most of the people, even architects and other contractors don’t ask that extra question. So, at the end of the meeting, he goes, “These plans don’t work,” and then he goes, “So what’s that cost me?” He says, “Well, we’re going to—probably another $3,000 to modify the plans, you lose a month at the city, and go at it and do it right.” He goes “That’s worth it,” because all of a sudden—he shared with me in the meeting, he says, “For 10 years, 10 years ago I hired a professional to help me design my operatories and they’re too tight at the head wall and I hate them for 10 years.” He was going to get a guy, another 50 pounds bigger and six inches taller than him coming on board. Craig Willett: And he’s not going to be able to move around and function on that. Steve Anderson: He couldn’t even function in those spaces and also, you’re going to mimic it over on the other space. Craig Willett: Right, let alone if the doctor is cramped, imagine the patient. Steve Anderson: And what was so sad is the operatories were struggling for space and here, the hallway was six feet wide and you could easily take a foot out of it. It depends on where the dentist is, when we have a dentist that is early on, they’re just in the process and they’re trying to decide where to go. We typically sit down with him and find out—we call it a program meeting and it sounds more terrifying than it is. Basically, it’s just finding out what’s important to them, what are they about, how many operatories are they thinking what kind of practices are there going to be, what kind of demographic? At the end of the meeting, we’re able to go to the broker and say, “Well, he needs 2400 square feet and he wants to be in this general area,” and help him through that, but that’s where we talk about assembling your team and you them together and more than one set of ears are listening to what the dentist wants, and you can help them in that process. Craig Willett: Yeah, I think that’s great. In fact, I think one of the things that your book really brings out that I think is a key, and that is your practice will speak 1000 words when they walk in. Steve Anderson: Yeah. Craig Willett: It’s going to say who you are as a dentist. For any business owner, your office is going to say who you are and you need to be consistent with that. So it’s really important to make that impression. Not necessarily overwhelming and spending a lot of money, but it has to be comfortable and feel right. Steve Anderson: And the key to that is making sure it’s who you are. Craig Willett: So you spend a lot of time with them trying to help figure out who they are? Steve Anderson: Yeah and the reason being is you can build any level of design but you have to be comfortable in your own skin. You have to be comfortable in your surroundings. I’ve always believed that, that if you build at the height of who you are, you’ll succeed. Now, it’s important not to go over it, over design or under design because if it’s under design, you hate going and if it’s over design, then you have an issue where you struggle because people are second guessing and you’re going to think well they’re paying for it— Craig Willett: He’s recommending this so he can pay—yeah, he’s recommending a bridge today, so he can pay for this. Steve Anderson: So what I found is—I think of a gentleman over in East Phoenix, in the Hispanic area. It was the lowest cost per square foot, most basic dental office I’ve ever built in my life, and he knocked it dead. Craig Willett: Really. Steve Anderson: Because that’s who he was. He understood his market and he understood what he was about. I mean it had no soffits, it was just very VCT floor tile, just very, very basic— Craig Willett: Yeah, just vinyl, no tile. Steve Anderson: He started out with Three Ops and then, I saw him at the Expo the next year. He said, “I just added my next operatory and see you at the next show,” and he says, “I’m all built out for all my ops and I’m just killing it.” Then, I’ve gone to a dental office that is just knock-dead gorgeous, very, very pretentious even—rather than one or two soffits, it had like eight layered soffits and it had just all kinds of—especially theirs wasn’t a flat or radius, every ceiling was radius and all kinds of specialties in it, and it was way beyond the doctor. The doctor moved into the space and I went to go see him because he had a little construction issue and he had been in there six to eight months and his production had dived. What happened was, he was very insecure. He had a hard time going to work and just that, he felt that patients when they came were paying for this— Craig Willett: So, you have to have confidence in what you’re doing, and your surroundings have to reflect who you are so that you’re comfortable, and they’re comfortable. Steve Anderson: The key is, so it’s designed for who you are and that’s where found when I started specializing in ’97, that everyone sold Kool Aid. There’s lots of Kool Aids to drink, you can go to this architect, and they’ll sell you their type and I won’t get into the names, but everyone had their package in the way of doing things. Craig Willett: Right, and their signature style. Steve Anderson: Yeah, and I could literally walk in. I could tell you which architect or which firm it was. So what was interesting is, as I started working with them, I’m realizing that it’s not about the client, it’s about them. This is the way you will always do it. Craig Willett: Right, and I don’t want to be detrimental, but I always express it this way. I always say, “Are they building it for someone or are they building a monument to themselves?” Steve Anderson: Right, yeah. Craig Willett: Right, as the design expert, rather than for—and I’ve been through that process with —Carol and I have been through that process in trying to design a home, it kept being designed the way the architect wanted and hence we never built it. Because we never got what we wanted and we spent quite a bit of money and never built it because it didn’t reflect us. Steve Anderson: Yeah. Craig Willett: I think that’s one thing that you can probably help dentists make sure it reflects them. Steve Anderson: That’s really— there’s no greater reward than having a dentist walk in and you see that big smile. Craig Willett: Yeah. Steve Anderson: I go, “Yeah, nailed it,” and just— Craig Willett: Now, you touched on something that I think is important. I don’t want that to go unnoticed, what you just said, the reward you get and the feeling of emotional—I call it emotional currency, that goes beyond the dollars and cents of the transaction, that you can see someone be more successful. That’s how it was and how it is for me in anything that I do. When I did office buildings, when the doctors would say, “Hey, my—” They would write to me and say, “I have more walk-in traffic, and I get more referrals from my location because my office is—” Right? There was nothing that brought greater satisfaction and I’ve talked about that before on my podcast. So, that is key. So many people think business is dollars and cents, but it’s about meeting expectations and then exceeding those. I want to hear more about how you add value. Steve Anderson: It’s about putting the right team together. So, when you have a dentist that’s coming in to look for—or any professional looking for a practice—it’s asking those extra questions and then also trying to match—I work hard to match personalities. The last thing you want is a really good architect, but if they have a conflicting personality with the client, it doesn’t go real well. When you have a meeting, you want to make sure things click, and there’s excitement and it’s fun. That really makes it an enjoyable process, and so they enjoy coming to the meetings, and the key is we also work hard to maximize their time. So we ask for the privilege to deal with a lot of the stuff upfront, because the thing—when I first started in construction, I would notice that most of the contractors is, “Hand me a set of plans and I’ll go build it” and you’re kind of going, “There’s a lot missing here.” Craig Willett: In what way? Steve Anderson: Well, besides just asking extra questions about, “Is the plan right?” but also walking them through that and then helping them envision if—whether it’s a 3D rendering or our drawing or pictures. On my tablet, I usually have anywhere from probably 250, 200,000 pictures of just different offices. But we just share with them just—they’re trying to comprehend what it looks like. So I’ll pull up—I have a category just for waiting rooms and hallways and operatories. So, we can share those with them, but help them with the color process and colorization. We do all that, probably, I would say 90% of the offices that we do, we do all the colorization. Craig Willett: You even have a section in your book on colors and what they mean. Steve Anderson: Yeah. Craig Willett: Yeah. Steve Anderson: Everything has a psychology to it. Craig Willett: Right. Steve Anderson: And it’s about success. Craig Willett: I also noticed, as I read your book, that you keep people from making mistakes. You told me about one just before we went on air today, but one of them that you mentioned in your book is you had lunch with one dentist and she was explaining to you she had an 1800 square foot office and she had found a 6000 square foot building and wanted to get the brokers at the next meeting. You said after the end of the lunch, cancel the meeting with the broker. What happened? Steve Anderson: She first was in shock and then, I explained. I said, “Basically, let’s go back to your office and see what we need to do,” and for what the requests and the needs were, it required $40,000 remodel, and it’s interesting that doctor just shot me an email this week and said, “Okay, now I’m ready for the office,” and it’s going to be about a 3000 square foot office. Craig Willett: So rather than overshoot the mark and overwhelm— Steve Anderson: And they would have been out of business. Within a year, they would have been out of business. Craig Willett: So it’s not just a matter of life is difficult, life could be—business life could be fatal, if you make the wrong decision on location or size. Steve Anderson: It’s huge. I teach a word to dental students and it’s ‘no,’ and they laugh. Then I explain why. I said, “Most of you—” and I said, “In a class of 100, it’s usually one or maybe two that like confrontation.” I said, “The rest of you don’t like confrontation, so all of a sudden, you get sold things that you don’t need, don’t want, but you’re too embarrassed to do otherwise. I share some of my experiences and dumb moves that I’ve made over the years. Craig Willett: That even goes to investing. It can go— Steve Anderson: Oh, everything. I mean, one time I won an award of a spa, and the day finally arrived, and it showed up, and it was in a box, this big. Craig Willett: You were expecting a full size hot tub? Steve Anderson: I had to get over myself, for two years, it sat up in the shelf, and my guys wrote Steve Spa, but I had to get over it and I share that with the doctors, it would have solved so much headache, heartache, frustration, if I just faced up to it and said ‘no’ to begin with. So I tell them, if you don’t have the guts, make sure that you —whether it’s a spouse or a loved one—someone that can help you in your process, that’s always with you to be the bad person, be the person that say, no, this doesn’t— Craig Willett: Right, good cop, bad cop. “Hey, we can’t do this.” All right. Steve Anderson: Yeah, this doesn’t work for me. They go, “Ah,” you see a sigh of relief, “Oh, I don’t have to do this.” Craig Willett: That’s interesting. You also told me a little bit about somebody who you were helping, even recently that was looking at an older building. And I kind of want to talk about location because in real estate, they’ll say location, location, location is important and I think so from a point of visibility, but you’re working with someone now who’s trying to decide between a new building and an old building. Talk about that. Steve Anderson: We got two issues there. So first is—one thing I teach is the importance of understanding what’s important. So I give an example of, is it location, is it your skills as a dentist and most dentists will say, “This is real important.” Is it your staff and how they relate? Is it relationships? Is it the location? We list those five or six items up on the board and everyone goes to location. And I said, “Actually, that’s probably down two or three and number one is relationships.” Craig Willett: You make my dad turn over in his grave saying that, but I like the relationships, but location—yes, relationships. Steve Anderson: In perspective and that’s where—they’re all important. Craig Willett: Right. Steve Anderson: If you don’t have that relationship, and I’ve proven this as I’ve seen two practices, opposite corners, same great location and one flourished and one didn’t. Craig Willett: And the reason? Steve Anderson: Relationships. Craig Willett: So, one dentist—how do you build good relationship? Steve Anderson: And it’s about connecting with your patients and they’re not just a dollar sign. When they walk in, you provide options for them, you help them through the process, you help them understand what’s important and it’s not just dentists, it’s any business. It’s really providing them options and letting them make the choice of what’s best for them at that time, because it’s different for everybody. You go into these really hard-sale, gimmicks sometimes. I remember early on going to some of these seminars, and I’d be overwhelmed with all the information when I come back from it. The important thing was to just grab one or two tidbits. So, it really comes down to relationships, and then part of that—so talking about the businesses, so location came up in that conversation we had just a little bit ago was there’s two businesses, a quarter mile apart. One is sitting on a corner, it’s an old building. It’s going to need some improvements, but the landlord was going to do some refurbishing of the outside of the building. The square footage was going to max him out. He’s not going to quite—he was wanting to do a couple extra operatories, but the location will just kill her, and parking was tremendous. He was going to have to demo the entire inside and start over. A quarter mile down the road, great condo complex, but it was the last one in the very back of the building. Craig Willett: Brand new. New, not built out. Yeah. Steve Anderson: Yeah, never built out, it hadn’t recovered from ’08 and it was done just right at that timeframe, and what was interesting is, there’s very few of those left but it was one of those buildings in which—brand new building never been built out, but it was going to cost them $20 to $25 a square foot more to do that location than over here. What was interesting is I told the doctor and said, “You think about it, you’re sitting on a corner, and three directions, you see it instantly and you’re a standalone—free standing building.” I said, “You’re not going to have to pay for advertising. Though over here, you’re going to spend $3,000 to $5,000 a month.” Craig Willett: It was going to cost him more at the end of the day anyway plus that. Steve Anderson: Yes. Craig Willett: That’s interesting, and that’s why I always say it’s important to have that visibility. You don’t need to have a neon sign, but if you’re in a path of where most of your patient’s potential clients or customers are going to go and they’re passing by, on the way to school, church, home, from work, they’re going to see that name and it’s going to reinforce whatever referral they get. Steve Anderson: Yeah, and it’s so important, but it’s not always location. I’ve seen just the opposite happen and I’ve seen certain situations where it’s not quite as a good location, but because of the demographic and what was in the center. So I’ve had people in a center that have done extremely well, and they ended up renting rather than buying the other building because the foot traffic—because it was a grocery store. Craig Willett: Okay. Steve Anderson: They knocked it dead. So there’s all these things that you have to put into the hopper. It’s not just location or it’s not just the cost per square foot or whether I can buy or sell. It’s always better to buy for long-term investment. I’ve done one off, one client I had, we did six offices for over the years and he never owned any of them. Craig Willett: Really. Steve Anderson: They’re all in someone else’s space, but they made a very good living and I said, “So how can you justify this?” I have students that ask me this and said, “How do you feel comfortable putting in 200, 300, $400,000 in someone else’s building and not own it?” He said, “Well, number one,” he said, “I don’t have to think about the maintenance and the care of the building and I don’t want to have extra tenants because then I don’t have to be a project manager and I don’t have to do all that kind of stuff, and I said, “Basically, it simplifies my life and I do what I do extremely well.” He said, “Yeah, it costs me some money, but in the long term, it’s in a center, in an area where there wasn’t a building available or a site available.” Craig Willett: Right, he couldn’t buy it, probably couldn’t even buy it at that location. Steve Anderson: There’s a lot of situations like that around town and around the country, that land isn’t always available. And really, it’s about your business and making a good business decision, and putting all that together. Craig Willett: I think you said something there too, that I think that—a point that I know you make in your book, and that is that, there’s some advice about getting it stress-free too and being able to eliminate some complications. What advice do you have for business owners and what advice do you give to dentists to kind of help—he said to—this one guy, he didn’t have to worry about the building. So, that doctor went ahead and was very successful, he didn’t have to worry about some of the worries of ownership. Steve Anderson: Well, and what we do, the advice and helping him through the whole process, it’s more like a project manager than it is being a contractor. It’s a design-build and we take them through that entire process and the value to that is tremendous. What they receive, but also having that—being surrounded by so many good accountable professionals, and I can’t stress the accountable portion enough. When you have a good accountable team, they’re taking care of all those details and working— Craig Willett: And working together to make sure it happens timely. Steve Anderson: Yeah, and you can concentrate on your business and they’re accountable to you, you know they’re accountable, because then what they’re doing is they’re providing you with a timeline, “Here’s our timeline, here’s our agenda. Here’s our target dates and here’s how we’re doing on those target dates.” Craig Willett: Here’s our updates. Steve Anderson: Yeah. Craig Willett: I think that’s great. Accountability is really important and I think that goes to all businesses when you hire outside professionals. They should be accountable and they should have similar values, like you said and if they have those similar values, it’s more of a pleasure to do business, right? Steve Anderson: It is, it is and it’s always tough to work with someone that’s not in sync, someone that doesn’t have quite those same values, but by some reason, those cases happen and you have to make the best of them. Craig Willett: That’s interesting. I look through and you would think at the end of the day, that saving money is usually most people’s motivation, and I know you kind of say something in your book that I thought— I think it’s an important thing to talk about and that is, you mentioned that you don’t like to see them competitively bid and someone might say, “Well, yeah, Steve says that because Steve doesn’t want them going out and bidding against other contractors if he’s invested all this time upfront.” More so, what are the hazards to just doing competitive bid? Steve Anderson: Well, just— Craig Willett: For building out improvements. Steve Anderson: It doesn’t matter whether it’s improvements or equipment or whatever it might be. For myself, what happens is, I take a lot of pride in what I do and I always want to give my best. When people start going into the competitive bid mode, all of a sudden, it’s kind of like it’s not as important to them anymore, so it’s kind of, not as important to me anymore, either. Craig Willett: I see. Steve Anderson: I hate to say it, but I have a little bit of an ego there. Craig Willett: Right. Steve Anderson: What’s interesting is when we go— Craig Willett: So, you’re sacrificing good execution for lowest price. Steve Anderson: Yeah and it happens so often, and you can always take all the hard work of someone that’s gone before you and if they’ve done a great job, and you can always undermine it and undercut it. Are you going to get the same thing? No, because the attention, the detail and the value that happens, and what I find and when I have a client that has chosen someone else in the process is usually the next time I get them, because they come back to me and say, “Okay, I understand what you’re talking about now, and I paid dearly for that.” Craig Willett: Right and it usually comes from, well, just allowances being too skinny, and they’re going to pay more. Steve Anderson: Actually, that’s what’s so frustrating. Craig Willett: Then, the changes cost more— Steve Anderson: You can make a number look like anything, and I share this with students. I said, these are actually all identical quotes and they go, “Well, they vary by $150,000. How can that be? Well, you see that little NIC or you see that little mission where it doesn’t say anything about it or you see that PBO or provided by others, you can make any proposal look like anything you want just by pulling it out.” Craig Willett: Just by leaving a few things out. Steve Anderson: Or, you see an allowance here, that’s $30,000 and over here, it’s $5,000. Well, what does that mean? Well, that means that, all the cabinetry in the entire office will probably cost $30,000 but they’re giving you a $5,000 allowance, so they’re going to hit you with a big change order, plus additional markup on top of that. Yeah, it looks great now, but you’re going to pay dearly. In this world, right now, with lenders, what they’re doing is, it used to be standard practice. Remember, the days when they give you an extra 10% over the contract? That was standard practice. It doesn’t happen anymore. If a lender gives you a letter these days, that’s it. Craig Willett: Right. Steve Anderson: If it’s a half million dollars, and all of a sudden, you’re at $650,000, that $150,000 is coming out of your pocket. Craig Willett: Right, the equity in your house or friends and relatives, yeah. Steve Anderson: They will literally stop the project until you pay up. So, it can cause a delay, it can cause a lot of grief, it can cause a lot of problems. I was checking at the end of last year, I’m going, “So how am I doing with change orders?” Because I’m always curious and so, out of all the projects we did last year, if I pulled three clients out and those three clients are ones that, they had no budget and every time they turn around, they wanted some additional work done. So once, I just pulled those out and we were at 0.8% change orders. I said, “So why is that?” Well, if you define the scope of work really well, and you’ve done a good job listening and putting it all together, then it all comes together. Craig Willett: Right, then there are no surprises. There aren’t these big delays and those are what cost people money, right? A dentist is trying to open an office if they have a four or five month delay of anticipated approvals or things not ordered timely or they had an allowance, but they hadn’t gone to pick it out, now, they have to go pick it out and it’s backordered. Steve Anderson: That’s where I found the importance of asking all those questions up front. That’s where we talked earlier about why I ask clients the permission to have those meetings up front, they’re going, “Boy, these are intense,” and so in a matter of three hours, we finalize their floor plan and looked at the ceiling and power plan. We’ve got 80% of their material finishes done, and in the second meeting, it’s not uncommon to have the ceiling plans approved, cabinet details are reviewed and material finishes are approved. Craig Willett: In the end, you’re saving them a lot of time. Steve Anderson: Rather than the stigma, the standard for the industry is you’re making decisions throughout the process, so you’re constantly getting interrupted and all of a sudden you get a phone call and you’re in the middle of procedure, whatever it might be and say, “You know, what color of carpet do you want to go with or where do you want that accent wall?” Craig Willett: What stain did you want on those cabinets? Steve Anderson: Yeah. Craig Willett: Right. Steve Anderson: And asking just stupid questions at the very end. So, before we start, we have all those answers into the nth detail. Craig Willett: I think that’s great. One of the things that I can tell that you really care about your business is—one of your attributes is you’re one of the only ones—in fact, I think you’re the only general contractor that is endorsed or approved by the Arizona Dental Association. Is that correct? Steve Anderson: That’s correct. Yeah. Craig Willett: What was that process like? Steve Anderson: In Arizona, we are the only general contractor that specializes in dental offices. Craig Willett: That’s great. So that goes back to importance of a niche. You told me in 1997, so the name of your company is Denco. Steve Anderson: Yeah. Craig Willett: You decided to specialize, what were you doing before 1997 that led you—or what led you to specialize in dentistry? Steve Anderson: I got tired of being everything to everyone. I was driving to work one day and I’m going, “I am so fed up in being a number,” and I had just gone through a seminar and it was an eye opener and I had this thing that said that I have a need to be needed. Also, I have a lot to give and I have a lot of value, and I’m going, well, they don’t go hand-in-hand, when you’re constantly just being—throwing a number out and you have no value. So, as I was driving to work, I’m going, “Okay, so who needs help and all the different businesses, I had done that part, and you have to understand I’ve done residential— Craig Willett: That’s what I want to hear, so homes. Steve Anderson: Yeah, we’re talking homes, residential, remodeling. We’re talking commercial, we’re talking strip centers, industrial hazardous, I did work at the milk plant. We’ve done work at just every kind of commercial setting you can ask. Craig Willett: So if they needed a contractor you were bidding on it? Steve Anderson: Yeah and dentists came to mind. Craig Willett: Why is that? Why did they—of all things, why would they come to your mind? Steve Anderson: We were doing a walkthrough one day and I still picture it. We were walking through and doing the final punch on the job, and we open up the door and he goes, “God, that’s beautiful. What is that?” He said, “That’s your $750 mop sink,” and his mouth dropped and he got really read, and he was very upset. He says, “I told the architect that I wanted a $50 mop sink, the cheapest thing I could get.” I just kind of—one of many things that hung with me, but it comes back to listening and why I really encourage the team of professionals at each stage, being there and listening and being attentive. So if I don’t catch it, you do or vice versa or the architect might catch it, or whatever it might be. Steve Anderson: So, that stuck with me and I’m going, “Dentists. I see where they’re constantly being taken advantage of, up sold, sold things they don’t need, just all kinds of things. Craig Willett: So you thought, “Hey, there’s an opportunity for me to come in and help. Steve Anderson: Yeah, and make a difference. Craig Willett: Truly help with an eye to make a difference. Steve Anderson: Yeah, so I wanted to make a difference in the dental field and impact them in a unique way and that same time, within a few months, I’m going okay, “I’m going to write a book, and I’m going to teach at the colleges,” and I’m going okay. You have to understand, I never went to college. Craig Willett: But you’re teaching at college. Steve Anderson: I teach at a college, miracles happen but it comes back to the passion and it comes back to what you know. Craig Willett: I like it though too, it’s specialization. You chose a niche and then, you just kept refining and refining. So since 1997, I mean, this book is replete with pictures, examples, floor plans and processes to go through to build out a dental practice of your dreams. I think it reflects your passion for that and in that, we’re not talking just dentistry here today. We’re talking, this applies to any business. When you can narrowly define your market and then, understand that the more you know about that market, the better off you are. You’re going to know your customers so well, your potential customers so well. You’ll know who knows them to refer them to you. You also know what their needs are before they know what they are. You will anticipate that and you can make their life a lot easier, and that’s where you add value. Steve Anderson: Yeah, and that’s the key. It’s fun going to a meeting and my sales pitch has changed over the years. In the past, I start off by talking about me. That’s the worst thing you can do, in my mind when you want to try and get across your value. Instead say, what are your needs or sometimes I’ll just walk in and say, “Well, you really have an issue with this and this right now, don’t you?” He goes, “How do you know?” Yeah, because I can just see some pain points that are in an existing office just by looking at it, and then speak to those and make sure they’re heard. I’ve had offices—another one that comes to mind was one in Yuma. I was asked to go down and they had drawn —the equipment company had drawn like eight drawings for this guy. He was frustrated and he’s about to lose the client. He said, “Steve, would you come down. Let’s just kind of look at it and maybe you can help a little bit, maybe not? I don’t know.” So I just went down and listen to them and just ask some pointed questions about things and I didn’t even want to see the other floor plans. Let’s just see what it is that you’re about. So two days later, I shot him an email with two plans that says, “This is the one I think you’re going to like and this is the one that I would do.” Craig Willett: Which did he pick? Steve Anderson: The one he wanted to do. Craig Willett: Really. Steve Anderson: They were a minor change. Craig Willett: Okay. Steve Anderson: It was just position of the doctor’s private office. Craig Willett: Okay. Steve Anderson: I won’t get into the details. Craig Willett: The equipment company ended up keeping the deal. Steve Anderson: Yeah. Craig Willett: Because of your expertise. Steve Anderson: Yeah. Craig Willett: That’s interesting, because you possess an expertise that’s pretty deep and I think that carries credibility with reputation. People—I asked someone the other day on our podcast, how does someone go about finding a professional to help them? They said, “Ask others in the industry?” Steve Anderson: Yeah. Yeah. Craig Willett: So, I would imagine if I went into a few dental offices, I’d hear about Denco. Steve Anderson: Well, I hope so. Craig Willett: I would imagine so. So no one can escape The Sherpa’s Cave without answering—and I think you answered it once. I’m going to ask you again, though. I didn’t even ask you, but you told me about the spa and having to get over yourself, but everybody has a failure. I want to know one of your biggest failures, besides winning the award for the spa and having to look at it for two years— Steve Anderson: Yeah. That’s just a small little piece of my failure. Craig Willett: Okay. Steve Anderson: I’ve had so many learning experiences over the years and the book is a compilation of taking those learning experiences and help people receive success from them. My pain points. So the biggest, personally, is my marriage and my family. My wife said she had it on two occasions, one at seven years of marriage, and then we put a bandaid on it. At 15 years, it was almost irreparable. Fortunately, what I did as the result of that is I stopped and looked around and I’m going, “Things aren’t working,” by results and that’s an important thing, and sometimes we don’t stop and look around, but I stopped everything I did and realized this is very important to me. I got counseling and then, we counseled together and it scared me to death because I thought that the counseling can go on forever, like Bob Newhart. Craig Willett: Right, I remember watching that show. Steve Anderson: I’m telling my age but we’ve been married over 42 years now. So, I think we did a good job. I worked hard at it and I still work hard at it. Craig Willett: So what did you learn from that experience? Steve Anderson: Priorities. It’s really—I was a workaholic and I learned it well from my parents. My dad worked six, seven days a week and worked late. My mom was always doing something and to be still was not a good thing in their minds. So from that, I realized that, “Hey, something’s got to change,” and yes, I’m a workaholic but there is help. So setting some healthy boundaries and finding the areas that can make me a better person and help me be more balanced in life in that process. Craig Willett: I think that’s so important and I wonder, I just have to ask this question, maybe it’s relevant, maybe it’s not, but when you started to specialize in dentistry, did that help you with managing that time becoming less of a workaholic per se, and more available to your wife? Steve Anderson: It was a dangerous time because it needed more, when you’re just starting something, it’s kind of scary. Craig Willett: I remember those feelings. Steve Anderson: Especially, because, also you have to understand business-wise, my biggest failure is personal and business bankruptcy. What happened was, basically, I put everything into the one basket and I did a number of different things, and we can talk about that, but it was very, very devastating and I was fortunate that I’d fixed the marriage before that transpired, but to survive that and all the other challenges we’ve had in our lives, I feel very blessed. Craig Willett: I think that’s great. I appreciate your honesty now. So often, we’re not willing to talk about some of the challenges we face. As with everyone, we face extreme lows to experience extreme success and when I’m talking extreme success, I’m not talking about dollars and cents, because we haven’t talked anything about what your revenues are and I don’t really care, and I don’t think it’s important. What I think is important is what you said, is when you walk in and that dentist has a smile on his face. I’m sure when you walk home from work, and your wife has a smile on her face, knowing that you’re going to spend time with her tonight, instead of helping somebody else out. Steve Anderson: Yeah and my nature is to always be there for everyone, and so that doesn’t work, you have to have—there’s a balance and it’s going to be different for everyone and everybody’s going to have different criteria, what that looks like and— Craig Willett: Right, but you don’t want your business to own your life. You need to own your life and put those priorities in place. Steve Anderson: What I found going through business bankruptcy was just … not only I’m understanding how important that balance of life was, but also just learning some new words like blind trust versus earned trust. I can say, “Well, my controller put me in bankruptcy. No, I put me in bankruptcy. I chose to go on bankruptcy.” People say, “What?” What it really amounts to is, if you’re mentally not well … and I wasn’t, I had a low self-esteem. So part of my counseling was building on that and learning … Because if you have a low self esteem, you’re open to everyone and there’s times, I can look back and I self sabotage myself. I hate to admit that but it was some very painful lessons, but not only the lessons I put myself through, but my family, Craig Willett: Right, because you set the lower expectations for yourself and you don’t rise to it. Yeah. Steve Anderson: Yeah, and then understanding the accountability portion of that. So as I … and that comes to earned trust, is that blind trust I put into a controller that not only did she … she even did Sewing Bees with a staff at my office, but the results of what we did is I had falsified reports, I had three sets of records, I had my … I found my taxes in the bottom drawer and I’m going “Oh, crap.” From there, the peels kept coming off and I kept throwing money in it personally. Not knowing how deep- Craig Willett: Thinking how to bail it out. Steve Anderson: Yeah, not knowing how deep the hole was and that the hole is a lot deeper than I ever anticipated and it causes personal bankruptcy. So, I have about seven or eight attorneys at one time. It was that big of a mess. Craig Willett: It probably resolved not to have that many attorneys ever again and be careful who you put your trust in. Steve Anderson: Yes. Craig Willett: I think those are all important lessons. I appreciate you sharing those. Those are tough things to discuss, but great when we can learn from them. I think … and I know you because you want to share and make a difference in other people’s lives and I appreciate you sharing it here on the Biz Sherpa because this podcast is about helping other people become or able to be more successful. I’m not just talking dollars and cents because I believe the money takes care of itself, when you’re passionate, you feel your niche well and you add that value. That emotional reward is … it takes you home at night and put you on a cloud. Steve Anderson: Every day I feel just so overwhelmingly blessed and just to be able to thoroughly … and you have to understand as early on, my life as a young married person with children, our relationships for the kids were everything from … far from perfect but it’s really interesting as every time I hang up the phone … 90% of the time, I have my phone with my oldest son is he says, “I love you dad.” What a report. Craig Willett: That’s great. Steve Anderson: I’d like to share one other thing, is that— Craig Willett: Sure. No, go right ahead. Steve Anderson: One thing that I’ve found, and I put it in towards the end of the book was FISTS for Success. That’s one thing that business people should remember, FISTS for Success. It just hit me one day. As I talk to professionals and they’re getting ready to do their job, so often, it’s like, this little wall is there and they don’t realize it. They’re blind to it and it’s keeping them from their future. It’s keeping and it’s holding them back and they don’t realize it. So, what’s interesting is—and it’s like fists. You’re literally—if you’re the lender or the broker or whatever, you’re holding back your own future, how can that— Craig Willett: You’re trying to protect your territory. Steve Anderson: Yeah and you talk about the closed position versus the open position. What’s interesting is you take—so I came up with FISTS. The F is the FICA, the FICO score. In this day of the economy, that’s become so important. Craig Willett: Right. Steve Anderson: I tell people that, really, if you can keep it in the at least in the low 700, 720, right in there and up is really to your advantage, because lenders will look at you more— Craig Willett: Right, and help you through anything. Steve Anderson: Then, the I, intelligent spending, and people go, “What?” Well, what I saw firsthand is people doing their spending in the wrong order and “Well, what do you mean?” Well, dentists, especially, they go from school, making nothing to all of a sudden they’re making some really good figures every month and first thing I want to do is go buy the real nice house and buy the real nice car. Well, what’s interesting, when they do that, they don’t qualify now, to d

TMB E34: Public Dentistry Registration During COVID-19

Tucson Means Business

Play Episode Listen Later May 9, 2021 49:28

Kevin B. Earle, MBA, MPHwww.usdentaltriage.com for the patients and thenwww.drivendentalmarketing.com/emergencyMr. Earle has been working with the dental profession for much of his career. He led the Arizona Dental Association for eleven years from 2007 through 2019. He came to organized dentistry from a distinguished career in healthcare regulation, having previously served as the ExecutiveDirector of the Arizona Board of Dental Examiners, the NewJersey Board of Dentistry and the New Jersey Board of Medical Examiners. He is an Honorary Fellow of the American College of Dentists, the International College of Dentists and the Pierre Fauchard Academy. He holds a BA in Public Affairs from George Washington University, an MBA from Rutgers University and an MPH from Columbia University.In an effort to help emergency room doctors keep the focus on COVID-19 patients, Kevin has launched a special emergency response campaign for dental procedures.Every 14 seconds someone goes into the emergency room for a dental related issue. Emergency rooms are not equipped to handle definitive dental care. With the government limiting many dentist offices to handling urgent care and some of them actually closing, people are having challenges finding a dentist to treat their dental emergency or, they simply aren't going into the emergency rooms out of fear of contracting the coronavirus. Dentists are experts in infection control. This is why it's so important for patients to get connected to a dentist when experiencing pain or infection. I recently launched the U.S. Dental Triage so that we can help keep people out of the emergency rooms by connecting them with dentists who can treat them.What other precautions will dentists take to make sure the patient stays safe when visiting their office?The dentist will ask you to call them once you arrive at the office and they will come out to the car to get you and take you directly to a pre-sterilized room. The dentist and dental assistants will be wearing gloves and masks, and you will be isolated from any other patients on the premises.How will this also aid the healthcare workers in the dental community?Since many dental offices are closed across the country and only able to operate for dental emergencies, we are providing a solution to that. Many patients are unable to reach their dentist offices to schedule appointments and we are able to help thedentists with scheduling and new referrals to allow them to stay in business and provide lifesaving emergency services to people who need attention asap.For Dentist:Why is it important to you that a service like this exists? The coronavirus pandemic has added so much stress to the dailylives of our fellow Americans, we can address the additional stress of finding a dentist to handle an emergency dental case.Why is it beneficial to see a dentist as opposed to going to the emergency room?Emergency rooms are only equipped to handle to address the symptoms - - addressing pain or infection with pain medication orantibiotics. They aren't staffed to handle definitive dental treatment like fillings, root canals or extractions. These areservices that can really only be addressed in a dental office.What is considered a dental emergency?The American Dental Association Dental recently published a statement about dental emergencies. These are conditions that “are potentially life-threatening and require immediate treatment to stop ongoing tissue bleeding [or to] alleviate severe pain or infection.” Conditions include uncontrolled bleeding; cellulitis or a diffuse soft-tissue bacterial infection with intraoral or extraoral swelling that potentially compromises the patient's airway; or trauma involving facial bones that potentially compromises the patient's airway. As part of the emergency guidance, the Association added urgent dental care which “focuses on the management of conditions that require immediate attention to relieve severe pain and/or risk of infection and to alleviate the burden on hospital emergency departments.”We are available 24 hours a day and we will direct you to an available dentist that accepts your insurance and will see you right away. The dentist will then be able to do an online screening with the patient to make sure that they don't have symptoms of coronavirus themselves, and that their symptoms comply with the American Dental Association's list of urgent care procedures.Rhonda Peoples, Licensed & Certified B.A.N.K. TrainerRhonda Peoples Sales & Leadership Tucson, AZ 85746520-245-68211-844-222-9565rhonda@rhondapeoples.comhttps://dentalvss.comSOCIAL MEDIA: Facebook | Linkedln |Rhonda Peoples has over 20 years'experience as a sales consultant and Director of Finance and insurance for the automotive industry. She currently owns a Sales & Leadership business that focuses on women making 6-7 figures. She is licensed and certified in the B.A.N.K. methodology for sales training. Working with business owners, entrepreneurs and sales consultants teaching them how to use the B.A.N.K. system to increase their sales in less time.As Rhonda puts it, she is "married to the man of your dreams." Rhonda's husband owns a club basketball team and has been working with kids for 20+ years, teaching them life skills, love skills, and business skills through the art of basketball.Rhonda sits on the board of directors of The Haven, a center for women of substance abuse that allows women to recover with their children how, and support 100+ Women, a charity that donates over $100,000/year to local nonprofits, She also volunteers for Downtown Tucson Partnership, Eagles Wings of Grace and Landmark Worldwide, which is a personal and professional training and development organization that has been in existence since the '80s.Rhonda has taken her talents to the dental industry, working with Performance Partners who have supported dental offices forseveral years. Rhonda Performance Partners have created a training program that includes the B.A.N.K. methodology and comes with a risk-free guarantee of 10x investment to the dental office's revenue.Rhonda Peoples Sales & Leadership Training is about people getting what they want out of their life. It's about standing in your power and getting into action and you were searching for training content that would land better with women and you found Ms. Cheri Tree's methodology of buy ology!! I knew this content would resonate better with women in  business and I could directly influence more women with this training to reach the 6·7 figure income mark. Being taught for years that sales was a numbers game and you needed to go through the Nos to get more Yeses, this training shows you how to get more Yeses, in less time and it's about PEOPLE. Perfect timing for where we are in today's world.

3 Steps for Building a Profitable Dental Practice of Your Dreams

Get Off the Dental Treadmill Podcast: Great Dentistry by Dentists Who Lead

Play Episode Listen Later Mar 5, 2021 25:03

When building a dental practice, being profitable is always one of the main goals. Steve Anderson is with us today to discuss 3 steps to get you there: 1. FISTS (FICO score, Intelligent spending, Satisfy passion, Time for relationships, Savings) 2. Real Estate Broker 3. Accountable Professionals Build a solid foundation so that you can build the profitable dental practice of your dreams! In everything he does, DentalEase author Steve Anderson loves to impact others and leave a lasting legacy of improvement. For dentists, that means showing them how to renovate or construct the dental practice of their dreams, save at least ten thousand dollars in the process, and build a dental practice that is stress-free and profitable. The result of 30 years of passionate effort, the DentalEase program is Steve’s not-so-secret weapon to practice perfection, and he’s here to share his method s with the world. His singular goal is to make any dentist’s dream practice a reality. Starting his construction career in 1984, he has specialized in building dental offices since 1997 through his company Denco Dental Construction Inc. In that time he worked with over 1,000 dentists, assisting them in designing and building the dental office they have always dreamed of owning and practicing in. Anderson is the only general contractor in Arizona who is endorsed by the Arizona Dental Association. He also provides CE credits for seminars which he teaches at dental schools and special engagements. His new book, DentalEase: The Essential Guide to Creating the Stress-Free and Profitable Dental Practice of Your Dreams, is a detailed written account of his expert knowledge on the subject. The goal of this essential guide is to assist dentists in making educated decisions effortlessly and minimizing the painful (and expensive) lessons many experience. Steve knows how to create a dream dental practice from the ground up, literally, so dentists can achieve their goal in their practice that fits their vision. He knows first-hand how hard it is for dentists to figure out where to start or how to build the practice they envision on their own. Dentists have found the guide they’ve been looking for, calling DentalEase, “An incredible encyclopedia on how to attain success.” dreamdentalpractice.net

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Episode 241 - "Specialists Should Do Special Things" (part 2)

Play Episode Listen Later Jan 12, 2021 74:11

(PART 2) The current ADA President, Dr. Dan Klemmedson, classes up the joint as he joins Dr. Moody and Dr. Kris Aadland in the studio. It was truly an honor to have him here! Dr. Klemmedson has been actively involved at the ADA for many years, serving on the ADA Council on Dental Benefit Programs from 2007 to 2011 and a strategic planning committee from 2009 to 2012. He was the 14th District trustee on the ADA Board of Trustees from 2015 to 2019, and he was a delegate in the ADA House of Delegates from 2005 to 2014. From 2019 to 2020, Dr. Klemmedson served as president-elect of the ADA. In addition to Dr. Klemmedson's achievements at the ADA, he is a past president of the Arizona Dental Association, Southern Arizona Dental Society, Western Society of Oral and Maxillofacial Surgeons and Arizona Society of Oral and Maxillofacial Surgeons. Throughout his career, Dr. Klemmedson has earned multiple awards, including the Dentist of the Year Award and the Hall of Fame Service Award from the Arizona Dental Association. In 2018, he received the Gerald E. Hanson Outstanding Service Award from the Oral and Maxillofacial Surgery Foundation. Dr. Klemmedson is a fellow of the American Board of Oral and Maxillofacial Surgery, as well as a member of the Academy of Dentistry International, American Cleft Palate-Craniofacial Association and American Medical Association. He has received fellowships from the American College of Dentists, International College of Dentists and Pierre Fauchard Academy. After graduating from the University of Southern California School of Dentistry, Dr. Klemmedson earned his medical degree from the USC School of Medicine. Dr. Klemmedson maintains a private practice in Tucson, Arizona, and serves as an attending oral and maxillofacial surgeon on the cleft palate and craniofacial team at Children's Clinics.

Episode 240 - "I'm Just a Temp" (part 1)

Play Episode Listen Later Jan 5, 2021 52:25

The current ADA President, Dr. Dan Klemmedson, classes up the joint as he joins Dr. Moody and Dr. Kris Aadland in the studio. It was truly an honor to have him here! Dr. Klemmedson has been actively involved at the ADA for many years, serving on the ADA Council on Dental Benefit Programs from 2007 to 2011 and a strategic planning committee from 2009 to 2012. He was the 14th District trustee on the ADA Board of Trustees from 2015 to 2019, and he was a delegate in the ADA House of Delegates from 2005 to 2014. From 2019 to 2020, Dr. Klemmedson served as president-elect of the ADA. In addition to Dr. Klemmedson's achievements at the ADA, he is a past president of the Arizona Dental Association, Southern Arizona Dental Society, Western Society of Oral and Maxillofacial Surgeons and Arizona Society of Oral and Maxillofacial Surgeons. Throughout his career, Dr. Klemmedson has earned multiple awards, including the Dentist of the Year Award and the Hall of Fame Service Award from the Arizona Dental Association. In 2018, he received the Gerald E. Hanson Outstanding Service Award from the Oral and Maxillofacial Surgery Foundation. Dr. Klemmedson is a fellow of the American Board of Oral and Maxillofacial Surgery, as well as a member of the Academy of Dentistry International, American Cleft Palate-Craniofacial Association and American Medical Association. He has received fellowships from the American College of Dentists, International College of Dentists and Pierre Fauchard Academy. After graduating from the University of Southern California School of Dentistry, Dr. Klemmedson earned his medical degree from the USC School of Medicine. Dr. Klemmedson maintains a private practice in Tucson, Arizona, and serves as an attending oral and maxillofacial surgeon on the cleft palate and craniofacial team at Children's Clinics.

1527 American Dental Association President Dr. Daniel Klemmedson on the State of the Dental Profession : Dentistry Uncensored with Howard Farran

The Implant Pathway Podcast

Play Episode Listen Later Dec 23, 2020 56:03

Dr. Daniel J. Klemmedson, an oral and maxillofacial surgeon in Tucson, Arizona, is the president of the American Dental Association. From 2015 to 2019, Dr. Klemmedson served as the Fourteenth District trustee to the ADA Board of Trustees and served in the ADA House of Delegates from 2004 to 2014. He is a past president of the Arizona Dental Association, the Southern Arizona Dental Society, the Western Society of Oral and Maxillofacial Surgeons and the Arizona Society of Oral and Maxillofacial Surgeons. During Dr. Klemmedson’s career, he has received numerous awards for his dedicated service. Dr. Klemmedson earned his dental degree from the University of Southern California School of Dentistry and his medical degree at the USC School of Medicine. Join the community on Dentaltown at https://www.dentaltown.com

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#25 › One Decision Away from Crushing It - Lessons from a World Class Athlete

The Authentic Dentist

Play Episode Listen Later Oct 22, 2020 19:43

In this episode of The Authentic Dentist, Allison shares a story of her friend, Jessica. Jessica is a world-class athlete who was invited to go to the Colorado Olympic Weightlifting Training Center. Along the way, she was faced with a choice; she had to decide if she was going to just be a fan of the other world-class athletes there or if she was going to become one herself. The story tells of a shift in mindset, and how crucial it was for her to decide before she became. Shawn and Allison dive into the power of decision and how crucial it is to see success in any area of life, particularly in the realm of dentistry. From running Track and Field to stepping into the role of presidency for the Arizona Dental Association, they discuss how making a decision led them to see greater success and share their stories of the journey along the way.

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'I Wanna Be Sedated' - Sedation Dentistry

Play Episode Listen Later Apr 28, 2020 59:04

Two stellar Implant Pathway mentors join us in-studio to discuss IV sedation for dental procedures, "THE" Ohio State, and what their experience has been mentoring. Dr. Justin Moody joins us as well! Dr. Rajan Sheth is a leader in the field of restorative and implant dentistry. He has rehabilitated thousands of patients and maintains a simple vision of "Fear Free Dentistry" and "No one should have to suffer wearing a denture or the embarrassment of missing teeth." He focuses his scope of practice on comprehensive restorative dentistry with a strong focus on IV sedation, extractions, dental implants, dentures, bone reconstruction, and immediate teeth in a day dental services. Dr. Sheth has been routinely removing wisdom teeth from simple cases, to complete boney extractions in private practice since 2011. Dr. Sheth has been performing IV sedation since 2010, and he obtained his credentials from The Ohio State University General Practice Residency. He maintains his Advanced Cardia Life Support (ACLS) and Basic Life Support (BLS) and continually trains with other dental surgeons both nationally and internationally. It is Dr. Sheth's belief that no patient should struggle with their smile, dental fear, or anxiety. He believes there is a dental solution for everyone, and it is his passion to find that solution for you. He proudly serves patients in Scottsdale, Greater Phoenix, Peoria, and the surrounding areas in Arizona. Dr. Nagao earned his Doctor of Dental Surgery from The Ohio State University. In addition to his general dentistry experience, Dr. Nagao received advanced surgical training working with an oral surgeon in Ohio. He gained valuable experience in sedation dentistry, implant placement, routine root canal procedures and wisdom teeth extractions. Dr. Nagao is a member of the Academy of General Dentistry, the American Dental Association, Arizona Dental Association, as well as, the Southern Arizona Dental Association. Charitable organizations like Give Kids a Smile, the Smiles for Schools program and Physicians Care Connections have benefited from Dr. Nagao's time and talents. Dr. Nagao and his wife Lacey have three beautiful children June, Thaddeus and Knox. Dr. Nagao loves hiking, biking and spending time with his family.

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TMB E34: Public Dentistry Registration During COVID-19

Tucson Business Radio

Play Episode Listen Later Mar 27, 2020

GUESTS: Kevin B. Earle, MBA, MPH www.usdentaltriage.com for the patients and then www.drivendentalmarketing.com/emergency Mr. Earle has been working with the dental profession for much of his career. He led the Arizona Dental Association for eleven years from 2007 through 2019. He came to organized dentistry from a distinguished career in healthcare regulation, having previously served […] The post TMB E34: Public Dentistry Registration During COVID-19 appeared first on Business RadioX ®.

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TMB E34: Public Dentistry Registration During COVID-19

Tucson Means Business

Play Episode Listen Later Mar 27, 2020

covid-19 public mba mph dentistry earle business radiox arizona dental association

Using Scan Day To Grow Your Orthodontic Practice

The In Your Face Podcast

Play Episode Listen Later Mar 18, 2020 26:11

Dr. Blair Feldman and Craig Weiss are co-hosts of the In Your Face Podcast. They are also the Founders of the Retainer Club, an innovative company that helps orthodontists grow their practices. Dr. Blair Feldman, DMD is an orthodontics specialist who has been in practice for more than 20 years. He is a former Adjunct Professor of Orthodontics at AT Still University in Mesa, AZ, and is a member of the American Association of Orthodontists, the American Dental Association, and the Arizona Dental Association. Craig Weiss is the former CEO of a company that he helped scale up to over a billion-dollar valuation. He is also the Founder & CEO of Aladdin Dreamer, Inc. a technology company that's passionate about giving people better quality of sleep. Prior to starting Retainer Club and Aladdin, Craig was the CEO of NJOY Inc., Managing Member of JCJ Capital Partners LLC,and Partner at Weiss & Moy, P.C. Here is a glimpse of what you'll learn: What is scan day and how orthodontists can attract new clients for their practice using this event How scan day works and how The Retainer Club manages the process (with their partner clinics How to reactivate former patients through scan day The common mistakes practices encounter during scan day and the support that retainer club provides them The benefits of having scan day in your clinic and in being a partner clinics of The Retainer Club The technology behind Retainer Club's 3D scanner and how practices can get the scanner Common challenges faced by orthodontic practices Blair talks about boiling mouth guards vs getting a custom-made mouthguard How to do a community-based scan day In this episode… Managing client relations can be tough for orthodontists. Some patients stay but for the most part, patient retainment can be fleeting. But if you have a system in place that makes dental appointments hassle-free and convenient for them, the chances of them staying as your patient for the long haul increases. The Retainer Club has created a revolutionary way of attracting and retaining new patients into your practice. How? Through their innovative events such as scan day and through the use of their 3D scanners. Join Retainer Club founders Craig Weiss and Dr. Blair Feldman as they get interviewed by Rise25 Media's Dr. Jeremy Weisz about the perks of hosting a scan day in your clinic, the benefits of being a Retainer Club partner clinic, and how you can best get your clients to stick with you for the long haul. Stay tuned. Resources Mentioned in this episode The Retainer Club The Mouthguard Club Craig Weiss on LinkedIn Dr. Blair Feldman on LinkedIn Sponsor for this episode... This episode is brought to you by The Mouthguard Club and The Retainer Club. Both services help drive new patients, reactivations, and referrals to your orthodontic office. The Mouthguard club provides personalized custom mouthguards that are perfectly fitted to your teeth. You can fully customize the design and even put your team logo on it. The Retainer Club is the easiest way for orthodontists to provide their patients with perfectly fitting retainers at a great price, while also sending you a steady stream of new patients in your office who are actively interested in getting treatment. Over 1000 patients already love Retainer Club and use it's easy to use online services to regularly order and replace the retainers without the need to bother their offices. Orthodontists love Retainer Club because they feel confident that the smiles they created are being maintained for life and that their long term fans continue to refer new patients to their offices. To learn more about becoming a Retainer Club partner and to bring in more patients go to https://retainerclub.com/partner.

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Case Study of a Texas Orthodontist Partner with Blair Feldman of The Retainer Club

The In Your Face Podcast

Play Episode Listen Later Feb 10, 2020 16:33

Dr. Blair Feldman, DMD is an orthodontics specialist who has been practicing for more than 20 years. He is a former Adjunct Professor of Orthodontics at AT Still University in Mesa, AZ, and is a member of the American Association of Orthodontists, the American Dental Association, and the Arizona Dental Association. Dr. Feldman completed his undergraduate studies at the University of Michigan and went on to receive his DMD at the University of Pennsylvania. Dr. Feldman partnered with his friend Craig Weiss, a former CEO of a company that he helped scale up to over a billion-dollar valuation, to set up the Retainer Club, where they help other orthodontists grow their practices.

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Dental Anesthesiology Is Now Recognized Specialty of Dentistry: What This Means for Your Practice - Ep.27

Pedo Teeth Talk

Play Episode Listen Later Jan 8, 2020 28:54

As of several months ago, Dental Anesthesiology is the 10th specialty recognized by the American Dental Association. With the growing need for general anesthesia services in the pediatric dental office, the creation of this newest specialty is certain to expand opportunities for providers and especially for our patients. Listen to Dr. Jeff Brownstein, Pediatric Dentist, Anesthesiologist, and practice owner in both areas, talk about his views on how anesthesiology will grow and will provide fantastic new opportunities to all. You will learn many new things in this enlightening podcast. Jeffrey N. Brownstein, DDS, MeCSD is the senior partner at West Valley Pediatric Dentistry & Orthodontics, a multi-facility Pedo-Ortho group practice situated in the western suburbs of Phoenix, Arizona providing dental & orthodontic care for infants, toddlers, adolescents and adults with special healthcare needs. He is also a partner in Arizona Dental Anesthesia and Nebraska Dental Anesthesia, dental anesthesia groups providing mobile office-based care for pediatric and adult patients. Dr. Brownstein completed his graduate dental training at the Medical College of Virginia/Virginia Commonwealth University and his pediatric dental specialty training at the University of Florida where he served as chief resident during his final year of training. Following his pediatric residency program, Dr. Brownstein completed an extensive Craniofacial Fellowship in the dental management of Cleft Lip & Palate in the Department of Pediatric Plastic Surgery at Washington University School of Medicine/St. Louis Children’s Hospital. In 2009, after nine years of providing care in a private practice setting, Dr. Brownstein returned to the University of California at Los Angeles to further his training in the area of anesthesiology. After completing a year of medical anesthesia training at Harbor-UCLA, a major trauma center in Southwest Los Angeles, he was appointed to the position of chief resident in the Department of Dental Anesthesiology at the School of Dentistry at UCLA where he eventually attained his certificate in Dental Anesthesiology. Dr. Brownstein is board certified and a Diplomat of the American Board of Pediatric Dentistry, American Dental Board of Anesthesiology and National Board of Dental Anesthesiology. He is an oral board examiner for the American Board of Pediatric Dentistry and is a clinical oral conscious sedation and general anesthesia permit examiner for the Arizona State Board of Dental Examiners. Dr. Brownstein was appointed by the American Academy of Pediatric Dentistry to a position on the AAPD Council on Clinical Affairs. He is a member of the Dental Patient Safety Foundation, a Surveyor for the American Association for Accreditation of Ambulatory Surgical Facilities, and a member of the Arizona State Board of Dental Examiners’ Anesthesia & Sedation Committee. As a full-time clinician in private practice, Dr. Brownstein’s primary emphasis is in the area of pharmacologic management of special needs children and adults, while providing care in office, hospital, and surgical center settings. He is a Clinical Faculty Member at the Midwestern College of Dental Medicine and in the Department of Anesthesia/Dental Medicine at NYU-Langone Hospital. He helps to instruct oral and intravenous moderate sedation courses, provides medical emergency seminars, and is a certified Basic Life Support, Pediatric Advanced Life Support & Advanced Cardiac Life Support instructor. Dr. Brownstein has authored and coauthored an array of published journal articles and textbook chapters on topics including craniofacial disorders, pediatric physiology and office-based general anesthesia. He also provides peer review for articles within the American Society of Dentist Anesthesiologists journal publication, Anesthesia Progress. He is actively involved in several ongoing clinical research at Midwestern College of Dental Medicine including projects focused specifically on improving the quality of pediatric sedation and general anesthesia. Dr. Brownstein is a past president of the Arizona Academy of Pediatric Dentistry and is an active member of the American Dental Association, American Academy of Pediatric Dentistry, American Board of Pediatric Dentistry, Arizona Dental Association, Central Arizona Dental Society, Southeastern Society of Pediatric Dentistry, Western Society of Pediatric Dentistry, International Association of Pediatric Dentistry, California Association of Pediatric Dentistry, California Dental Association, California Pedodontic Research Society, Academy of Dentistry for Persons with Disabilities, American Society of Dentist Anesthesiologists, American Dental Board of Anesthesiology, Arizona Society of Dentists Anesthesiologists, American Dental Society of Anesthesiology, National Dental Board of Anesthesiology, California Society of Dentist Anesthesiologists, International Federation of Dental Anesthesiology Societies, Society for Ambulatory Anesthesia, Society for Pediatric Anesthesia, Arizona Academy of Pediatrics, Society for Pediatric Anesthesia, American Academy of Pediatrics, American Cleft Palate – Craniofacial Association, Special Care Dentistry Association, American Association of Hospital Dentists, Malignant Hyperthermia Association of the United States, and several local study clubs. Dr. Brownstein was a past Bank Director on the Board of West Valley National Bank/Arizona Dental Bank, a community bank specifically dedicated to financing private medical and dental ventures throughout the state of Arizona. As an active member of the Arizona Special Olympics, Autism Speaks, Council for Exceptional Children, Make-A-Wish Foundation, and Federation for Children with Special Needs, Dr. Brownstein dedicates much of his free time advocating for the nearly 5 million school-aged special needs children living throughout the United States. Dr. Brownstein is a second-generation pediatric dentist, and has spent a majority of his life, in one way or another, involved in the field of medicine & dentistry while working with special needs patients. For over thirty-years his father, Dr. Marshall Brownstein, served as Dean of Admissions & Student Affairs at both the Medical College of Virginia School of Dentistry and University of Nevada at Las Vegas School of Dental Medicine and is regarded nationally for his dedication to dental academics. While his mother, Dr. Marjorie Brownstein, obtained her doctorate in Special Education and focused her career on the education for this underserved population. On a personal note, Dr. Brownstein’s wife, Dr. Sheri Brownstein, also a second-generation dentist, is an Associate Professor & Director of Preclinical Faculty at Midwestern University College of Dental Medicine in Glendale, Arizona. Sheri & Jeff have three wonderful children, Emma, Rogan and Landon and enjoy an active lifestyle, which includes photography, hiking, running, basketball, and traveling.

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1277 Managing Orofacial Pain with Dr. Seena Patel : Dentistry Uncensored with Howard Farran

Play Episode Listen Later Oct 22, 2019 66:29

Dr. Seena Patel currently serves as the Associate Director of Oral Medicine and Associate Professor at the Arizona School of Dentistry & Oral Health at A.T. Still University. She is also an associate at Southwest Orofacial Group in Phoenix, AZ, limiting her practice to orofacial pain, oral medicine, and dental sleep medicine since 2012. She is a Diplomate of both the American Board of Orofacial Pain and the American Board of Oral Medicine. Dr. Patel simultaneously earned her dental and master’s in public health degrees from the Arizona School of Dentistry & Oral Health in 2010, and completed a 2-year residency in both orofacial pain and oral medicine at the Herman Ostrow School of Dentistry at the University of Southern California in 2012. Her educational interests are in myofascial pain, head and neck cancer and dental management, oral mucosal diseases, management of obstructive sleep apnea with mandibular advancement devices, and the dental management of medically complex patients. She has authored numerous publications and abstracts and also serves as a reviewer of several peer-reviewed dental journals. Furthermore, she has spoken nationally and internationally on orofacial pain, oral mucosal diseases, dental sleep medicine, and the dental management of head and neck cancer patients and has given over 50 professional continuing education courses. Dr. Patel maintains her membership in the American Academy of Orofacial Pain, American Academy of Oral Medicine, Central Arizona Dental Society, Arizona Dental Association, American Dental Association, American Dental Education Association, and Special Care in Dentistry Association.

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1073 Dental Legislation with Rob Roda, DDS, MS : Dentistry Uncensored with Howard Farran

Play Episode Listen Later Jun 26, 2018 86:25

Dr. Roda graduated from the Faculty of Dentistry at Dalhousie University in Halifax, Canada in 1981 and maintained a full-time private general practice in Dartmouth, Nova Scotia for ten years. He returned to school at Baylor College of Dentistry in Dallas Texas, and received his Masters of Science (Oral Biology) and Certificate in Endodontics in 1993. He became a Diplomate of the American Board of Endodontics in 1998. Dr. Roda has published and lectured internationally, most recently co-authoring the chapter on non-surgical retreatment in the 11th edition of Pathways of the Pulp. He is a Visiting Lecturer at the Arizona School of Dentistry and Oral Health, Past President of the American Association of Endodontists, Current President of the Arizona Dental Association, and is an active member the American Dental Association. Dr. Roda is an Associate Editor of the Journal of Endodontics, and is an Endodontic Consultant to the Arizona State Board of Dental Examiners. He maintains a private practice limited to Endodontics in Scottsdale, Arizona. https://www.endoaz.com/

991 Empower Your Practice! with Jeanie Ju DDS, Shelly Goff, and Patrice Bonnell : Dentistry Uncensored with Howard Farran

Play Episode Listen Later Apr 18, 2018 78:39

Dr. Jeannie Ju graduated from the University of Southern California (USC) cum laude with a B.S. in Health Promotion and Disease Prevention Studies and a Minor in Natural Sciences. She stayed at USC for an additional four more years to earn her Doctor of Dental Surgery and graduated with honors from the dental school. She also completed an Advanced Education in General Dentistry residency program from the Lutheran Medical Center. She is member of Omicron Kappa Upsilon Dental Honor society, American Dental Association, Arizona Dental Association, Southern Arizona Dental Association, Pima Dental Study Club and CEREC Doctors. She enjoys reading, watching Jimmy Fallon and spending quality time with her husband and 4 year old son. http://www.creativesmilesdentistry.net/

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705 The Importance of Dental Politics with Kevin Earle : Dentistry Uncensored with Howard Farran

Play Episode Listen Later May 11, 2017 80:51

Kevin Earle has been the executive director of the Arizona Dental Association since 2008. In that role, he serves as the principal lobbyist for dentistry and better oral health care at the State Legislature. He is the former executive director of the Arizona Board of Dental Examiners. Before his move to Arizona, he spent twenty years regulating professionals in the New Jersey Division of Consumer Affairs. He was the Executive Director of the New Jersey Board of Dentistry for many years, and in the past regulated several other categories of health care professionals, including the Board of Medical Examiners. He holds a BA in Public Affairs from George Washington University, an MBA from Rutgers University and an MPH with a concentration in health policy from Columbia University. www.AzDA.org

Episode 39: The Mayor of Dentaltown (Part Two)

Play Episode Listen Later Jul 15, 2016 60:44

By now you've probably listened to Part One of our interview with Howard Farran. If you haven't, what are you waiting for?!? Listen to Part One and then come back here and listen to Part Two! In case you don't know who Howard Farran is (and if you don't you should be ashamed) here's his bio, courtesy of his dental practice, Today's Dental: Dr. Howard Farran earned his dental degree from the University of Missouri School of Dentistry in Kansas City. He obtained his Master's Degree in Business Administration from Arizona State University and has achieved Mastership in the Academy of General Dentistry. His other memberships include the American Dental Association and the Arizona Dental Association. Dr. Farran has achieved high acclaim over the years. He was named Alumni of the Year by the University of Missouri and Dentist of the Year by Arizona Public Health. In addition, he was given the Arizona Award by the Arizona State Dental Association for outstanding contributions made to the profession of dentistry because of his efforts to fluoridate the water of Phoenix. When he isn't learning about new treatment options for restoring and preventing worn teeth, he enjoys spending his spare time with his four wonderful sons. Interested in being a guest on Howard's podcast through Dentaltown? Contact Ryan at ryan@farranmedia.com for more information. Howard is always looking for guests to be on his show. If you haven't checked out Howard's podcast yet, be sure to do so! You won't regret it. Visit www.dentaltown.comto listen or check him out on the various podcast sources such as iTunes, Pocketcaster, Stitcher, etc. WITH DENTALTOWN . . . NO DENTIST WILL EVER HAVE TO PRACTICE SOLO AGAIN WWW.DENTALTOWN.COM - WHERE THE DENTAL COMMUNITY LIVES® www.Dentaltown.com, www.Orthotown.com, www.Hygienetown.com, www.TownieMeeting.com, www.HowardFarran.com, and www.TodaysDental.com

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Episode 38: The Mayor of Dentaltown (Part One)

Play Episode Listen Later Jul 12, 2016 56:38

Looks like we're going downtown... to Dentaltown this week! Howard Farran, also known as The Mayor of Dentaltown, finally had the chance to appear on our podcast. Since we've literally been bugging him to be on the show since our launch back in February... we just had to make this a two part episode. So, without further ado... here's Part One of our interview with Howard Farran. In case you don't know who Howard Farran is (and if you don't you should be ashamed) here's his bio, courtesy of his dental practice, Today's Dental: Dr. Howard Farran earned his dental degree from the University of Missouri School of Dentistry in Kansas City. He obtained his Master's Degree in Business Administration from Arizona State University and has achieved Mastership in the Academy of General Dentistry. His other memberships include the American Dental Association and the Arizona Dental Association. Dr. Farran has achieved high acclaim over the years. He was named Alumni of the Year by the University of Missouri and Dentist of the Year by Arizona Public Health. In addition, he was given the Arizona Award by the Arizona State Dental Association for outstanding contributions made to the profession of dentistry because of his efforts to fluoridate the water of Phoenix. When he isn't learning about new treatment options for restoring and preventing worn teeth, he enjoys spending his spare time with his four wonderful sons. Interested in being a guest on Howard's podcast through Dentaltown? Contact Ryan at ryan@farranmedia.com for more information. Howard is always looking for guests to be on his show. If you haven't checked out Howard's podcast yet, be sure to do so! You won't regret it. Visit www.dentaltown.comto listen or check him out on the various podcast sources such as iTunes, Pocketcaster, Stitcher, etc. WITH DENTALTOWN . . . NO DENTIST WILL EVER HAVE TO PRACTICE SOLO AGAIN WWW.DENTALTOWN.COM - WHERE THE DENTAL COMMUNITY LIVES® www.Dentaltown.com, www.Orthotown.com, www.Hygienetown.com, www.TownieMeeting.com, www.HowardFarran.com, and www.TodaysDental.com

92 Fads In Dentistry with Arian Deutsch : Dentistry Uncensored with Howard Farran