Podcasts about Eitel

Stephanie Rupp (Hoffmann Eitle) and Ryan Phelan (Marshall Gerstein) explore how AI is reshaping medtech innovation and the IP strategies founders need to know. They break down key trends, from traditional model training to today's generative AI workflows, plus common pitfalls like novelty-destroying disclosures in pitch decks, websites, and investor conversations. Ryan explains why “file early” matters in the U.S. (and how provisional applications can backfire if they're too thin), while Stephanie shares how Europe's strict novelty rules and EPO “technical effect” requirements change how AI patents must be drafted. The conversation also covers cross-border collaboration, the Unified Patent Court, and why strong IP can become a startup's moat for investors and future growth. Guest links: https://www.marshallip.com | https://www.hoffmanneitle.com/ | rphelan@marshallip.com | srupp@hoffmanneitle.com  Charity supported: Save the Children Interested in being a guest on the show or have feedback to share? Email us at theleadingdifference@velentium.com.  PRODUCTION CREDITS Host & Editor: Lindsey Dinneen Producer: Velentium Medical   EPISODE TRANSCRIPT Episode 089 - Stephanie Rupp & Ryan Phelan [00:00:00] Lindsey Dinneen: Hi, I'm Lindsey and I'm talking with MedTech industry leaders on how they change lives for a better world. [00:00:09] Diane Bouis: The inventions and technologies are fascinating and so are the people who work with them. [00:00:15] Frank Jaskulke: There was a period of time where I realized, fundamentally, my job was to go hang out with really smart people that are saving lives and then do work that would help them save more lives. [00:00:28] Diane Bouis: I got into the business to save lives and it is incredibly motivating to work with people who are in that same business, saving or improving lives. [00:00:38] Duane Mancini: What better industry than where I get to wake up every day and just save people's lives. [00:00:42] Lindsey Dinneen: These are extraordinary people doing extraordinary work, and this is The Leading Difference.  Hello, and welcome back to another episode of The Leading Difference podcast. I'm your host, Lindsey, and today I'm delighted to welcome as my guests Stephanie Rupp and Ryan Phelan. Stephanie's technical expertise stems from working in various fields of electrical engineering and information technology. She is particularly interested and experienced in communication technology, telecommunications engineering, and artificial intelligence due to her time at the university and various projects in the industry. For example, Stephanie gained industry experience with a leading technology company of measurement and high-frequency technology in the field of measurement technology for LTE. Working with a variety of clients from all over the world, Stephanie specializes in prosecution and oppositions at the European Patent Office and German Patent Office, freedom to operate, and patent drafting, in particular in the fields of computer-implemented inventions. Stephanie studied electrical engineering at the Technical University of Munich. She wrote her master thesis at the Chair of Communication Networks in the field of artificial intelligence with a focus on reinforcement learning. Ryan is a registered patent attorney who counsels and works with clients in all areas of intellectual property with a focus on patents. Clients enjoy Ryan's business-focused approach to IP. With an MBA from Northwestern's Kellogg School of Management, Ryan works with clients to achieve their business objectives, including developing and protecting their innovations and businesses with IP. Ryan has been published in several well-known IP publications, including World Intellectual Property Review, Bloomberg Law, and IP Litigator, and has spoken as a panelist at various IP conferences, including for the International Intellectual Property Law Association and for the University of Illinois Chicago Annual IP Conference. Since 2024, Ryan has been selected for inclusion in The Best Lawyers in America list in the practice of patent law. All right, Ryan and Stephanie, welcome to the show. I'm so glad that you are here. Ryan, this is your second time. Delighted to have you return, and Stephanie, I can't wait to learn more about you and all the ways that you both contribute to the industry. So thank you both so much for being here. [00:02:54] Ryan Phelan: Yeah, thank you. Yeah. Glad to be back. [00:02:56] Lindsey Dinneen: Awesome. [00:02:56] Stephanie Rupp: And thank you v- very much for having me. [00:02:58] Lindsey Dinneen: Yes, of course. Well, I would love, if you don't mind, starting off by sharing just a little bit about yourself, your background, and what led you to medtech. [00:03:09] Ryan Phelan: Yeah. So I'll kick it off. My name's Ryan Phelan. I'm a partner at Marshall Gerstein, which is an IP boutique here in Chicago. I have a computer science background, so I see the world through, you know, everything computers and, of course, nowadays that means AI. On the, the medtech side you know, I, I have, experience in robotics and so, a lot of medtech devices are in the robotics field, so it's very natural for me to apply my skill set, to that, area of expertise, one of which is, prosthetics. So you have a robotic, prosthetic medical device, and that lends itself to, you know, some type of computational control. And there's certain, legal issues that usually come up in, the US practice. So I enjoy, applying that skill set, to the, to medtech space. also, you know, family members als- have, you know, ailments and things that, I have, grown up with, you know, as a, you know, young boy and, now I'm very happy to you know, give back in my own way. I'm not a doctor. I'm just a-- I'm a, I'm a humble patent attorney, but, helping the, IP world, and, doctors and physicians, with not only, you know, in the robotic space, but also, software medical inventions as well, and I, enjoy working in this space. [00:04:22] Lindsey Dinneen: Love it. Thank you so much. Stephanie? [00:04:26] Stephanie Rupp: Yes. So as you hear from my accent, I'm from Germany, specifically from Munich, so that's a city in the southern part of Germany, close to the Alps. people might probably know Munich from the Oktoberfest that we have each year. And, so I'm a German and European patent attorney at Hoffmann Etile. I also throw it in as well, I'm also UPC representative, so we have, for three years now, we have the Unified Patent Court, so a really new court in Europe for centralized litigation for infringement and revocation actions. So I can also represent clients there. yeah, Hoffmann Etile is a, also a p- a IP boutique firm. not only in Germany, we also have offices, in other places in, Europe. And, yeah, my technical background is electrical engineering and information technology. And, during my studies, I just didn't work a lot in the medtech space. I was, ... my work concentrated more on the telecommunications side, working in a, bigger f- company that, concentrated on measurement and high-frequency technology. But, my master thesis was already about AI, so it was at the Chair of Communication Networks, and it was about, like, reinforcement learning, virtual network embedding. I won't say too much about that. I think it will bore the listeners. But so I didn't know at that time, but it opened my way to the medtech space afterwards. because when I joined Hoffmann Etile nine years ago with my training, the partners were really happy to hear that I have experience in the AI field and the technical background on that. And, around nine years ago, we saw a lot of patent applications being filed in the AI space, like using AI technology in different technical fields, and especially also in the medtech, field. And, so I had the opportunity to jump in there, like, right away when I started and was really happy to do that and also, like, still very glad to have that opportunity to work with the medtech, companies and to get the best patents for them in that, especially in that field. [00:06:26] Lindsey Dinneen: Awesome. Thank you so much. Yeah, thank you both. So, all right. I have so many questions, but I will start here. I'll just, 'cause I'm curious. So how, how did you two meet? Do the firms come together and, and, collaborate? [00:06:38] Ryan Phelan: Yeah, absolutely. so Marshall, Gerstein and Hoffmann, Eitel had a relationship prior with, attorneys, that go back a generation or two, before Stephanie and I met. And so, their-- one firm would send attorneys to the other and vice versa. And then, after a while, given that Stephanie and I have similar backgrounds, it was very, simple just to connect us. And then we've worked together on matters, before and have similar backgrounds like Stephanie mentioned. She has electrical background, but has done a lot of stuff with AI. And so whenever you're doing, matters across the pond, as they say, you need expertise, in the EPO and the US and the laws are different, so you have to collaborate. And it's great to have, have people that you can collaborate and work with. [00:07:21] Stephanie Rupp: Yeah, and a lot of clients, they're not only interested in getting an EP patent, but they also want to get a US patent. And, I'm not a US patent attorney, so, usually tell them, "Oh, yeah, I know a really good patent attorney in the US." And, thank you ... so I will, like, hand over the work to him and then the other way around if they have, like, clients that they want to get a EP patent, and that's how we work together and, also dis-discuss these cases together. And, so yeah, I'm currently in Chicago for a week, also to meet Ryan in person again. I do that, usually once a year. And, yeah, just have time to discuss some cases more regularly. [00:07:55] Lindsey Dinneen: I love that. That's cool. [00:07:56] Ryan Phelan: Yeah, I was in, And I was in beautiful Munich last year, so it was, it was great. [00:08:00] Lindsey Dinneen: Very nice. That's wonderful. Okay. So again, so many things to talk about, but I, I, I'm curious in your interpretation of how AI has affected, especially the legal components of, say, filing a patent or IP protection or all of those things. When it comes to medtech founders, what are you seeing the trends to be, and also, what are some of the pitfalls to avoid? [00:08:29] Ryan Phelan: Yeah. So I've seen AI affect everything from filing strategy or information, gathering, like on the pre-stage of a patent, and then also, the invention itself, has also included AI. I think about it as like AI 1.0 and 2.0. before, 1.0 AI is, a lot of software inventions would train their own models with their own data. Maybe you have a, a cardio, application or something like that, that would use existing, information from patients and, that information, would be used to train a model, and that model would be able to output some type of response for a future patient. Maybe that model was inside of a device that was, implanted or, put on top of, a patient where that sensor data would be collected.  Nowadays, in, in tho-those inventions, usually incorporated some type of trained model. Nowadays, you have a lot of generative AI, where newer inventions are using out-of-the-box models from OpenAI, ChatGPT models, or Anthropic's Claude models. And, a lot of the same issues are still being addressed, where data will, will come from various sources, whether it's a patient's data or clinician's, or maybe it's, a diagnostics or maybe it is more in the robotic space for, prosthetics. But that data is now, instead of being pushed into more traditional models that would be trained, is now being used by these generative, LLMs. And then you can have combinations of the two. So it's, become an explosive field in AI at least from what I have seen. People are getting excited that you have these large treasure troves of data that you can synthesize, the information inside of it and then get some type of, useful output, and then you also have inventors that are seeking solutions, asking, LLMs to help find a particular solution, and they'll add to it. And our invention disclosures that we get, I, I typically joke and say, "Used to, it was hard to get an invention disclosure from an inventor." They would send you, like, a paragraph or two of the invention, and you'd be, "Well, is there anything else?" And now it's, they'll send you 100 pages of stuff. And like, "Well, let's, well, let's talk about what's relevant. Let's find the needle in the haystack here." So AI is, is influencing all sides of the invention from when it's coming in the door and then how, how, what the invention makeup is itself and how that's gonna be protected in the future. I, I see a lot-- In, in the future, I, I can predict or hopefully predict, there's gonna be, a lot of litigation or a lot of, like, questions about who owned what in the future for patents. So that's, that'll be interesting to see, too. [00:11:06] Lindsey Dinneen: Yeah. Absolutely. [00:11:07] Stephanie Rupp: Yeah- I think what I just want to add is, that it also changes how we work. I think in the past it was, so we had, like, these different departments. We had mechanics, e-tech, biotech, chemistry, and it was, like, very clear when you get a new patent, like an invention disclosure in which department you will push it and, like, who will work on that. But now we have, like, more these interdisciplinary inventions especially, like, in medtech, pharmaceutical companies that are using AI and, and that also changes how we work, that we are trying to then find a interdisciplinary team as well, having, like, patent attorneys from different technical backgrounds, because I'm looking at a invention disclosure differently than a patent attorney with a chemistry background. And, so that makes very interesting for us as well, 'cause we have to work together and, that's why sometime I get a call from the biotech department saying, "Oh, we have a invention disclosure with a lot of AI in there. Could you maybe help us out?" And, so that, yeah, it, like, changes our way of working in there as well. That makes it very interesting. [00:12:12] Lindsey Dinneen: Yeah. That's very interesting, and I actually love that. It seems like a lot of, ability to learn from each other in that way, and so yeah, I love that exposure. So, okay, when it comes to filing patents, and protecting your IP in general, I'm, I'm curious what your advice is for, for founders that maybe have, like, basically timeline, when should they be thinking about engaging with you all, and h- how do they go about that? Just what is, especially for these younger startup founders, what's some advice that you just, you go, "Okay, now's the time. Here's what we need," and, and whatnot? [00:12:51] Ryan Phelan: Yeah, I always advise as early as possible. Okay. usually it's-- usually most founders or startups are not thinking about patents in the beginning. But, you know, I always like to, to tell them when, when I'm speaking to a founder of a startup, think about it as insurance or similar to insurance, because at the end of the day, if you become very successful with your, medtech product, whatever it may be, people are gonna wanna copy you. [00:13:13] Lindsey Dinneen: Yeah. [00:13:13] Ryan Phelan: And, that, that's probably not only important to you, but also to your investors, if you have them. If, like, you're seeking money from others, whether it be seed money, angel money, or series A, series B the, these people are probably gonna ask you what's your moat, what's your, what's your barrier to entry for others, so if your product, takes off, because they're thinking in terms of, "How much money will I get back if I invest?" It's gonna be s- 20x. And so, it-- they know, and the startup founders should also be aware that if somebody else comes into the market, especially a big player, and they, replicate your product or your software, then that could take market share from you. And so having a patent or building that patent portfolio at the same time, it protects you, from that. It also, of course, there's times, timing, that you have to be mindful of. As soon as you disclose something in the US, it kicks off a, a one-year clock... [00:14:04] Lindsey Dinneen: Hmm ... [00:14:04] Ryan Phelan: ...for you to file something. Just to get an invention in the US, and Stephanie, can let you know about, you know, elsewhere- Mm-hmm ... and in the EU, I understand that there's an absolute bar. Yeah. But for that reasons, for that timing purpose of when someone discloses your invention, and that can be a part of a pitch deck to a set of in- investors, if you don't have a non-disclosure a- agreement, an NDA, then that could also start that clock ticking. So you wanna be mindful. Do this in parallel at the same time, seeking to get your, patent, at least a provisional patent, on file before you go forward. [00:14:37] Stephanie Rupp: Okay. Yeah, as Ryan said, at the, in Europe, we don't have this kind of this year to file a application. Once you publish something, then it's out on, out there in the world and, endangers your own patent application. Because if you want to get a patent the claimed subject matter needs to be novel and inventive. And if you have, like, published this before, then that's prior art with respect to your own patent application. So you always have to keep that in mind and, that's why it's so important to file the patent application first before you use that information for advertisement, for example. And I, we see that often, with startups, and I complete- completely understand. They're super excited with regard to their, like, great idea, and they want to shout it out to the world. But once it's out there that hinders you to get a patent. so- As Ryan said, it's good to think about patents from the beginning and also, the market you're interested in, maybe about competitors and where they're in, which countries they're involved, and then you could also think about, okay, maybe, that is a market of your interest, and then also get advice from patent attorneys in that country because it's different from which d- like, from jurisdiction to jurisdiction how to get a patent, and you want to get the broadest patent as possible. And, especially with AI inventions, where they're the requirements are so different in the different countries, it's, good to have the advice from the beginning on so the patent application is written in the right way. Because once the patent application is filed, we cannot add anything anymore, or we cannot change it. That's why it's, like, good to have really a, like, a well-written patent application also for the jurisdiction you want to go in. [00:16:25] Lindsey Dinneen: Okay. Yeah. Thank you both. That was really insightful. I'm, I'm curious about the patent application itself. Is there-- Well, two questions, I suppose. Is there also a kind of provisional patent opportunity outside of the US, just out of curiosity, as, as well as in the US? And then also, you know, you mentioned being very careful and cognizant about the way that it is written, which of course now you two being experts in this, you know, back, you know, like the back of your hand. But I wonder, if people try to do it themselves. I would love just to hear some advice about that as well. [00:17:06] Ryan Phelan: Yes. Stephanie, do you wanna talk about the provisional outside the US and- [00:17:09] Stephanie Rupp: Yeah. So in Europe, we don't have that provisional applications or non-provisional applications. what you have though is the priority year. So you can, like file an application, for example, first in Europe, and then you have a year to decide which other countries you want to go to, and then claim priority from that European patent application. So, I file a EP application, then after a year I think, okay, I want to go in other countries, I want to maybe file it, one in the US, then you can claim the priority from there. And the previous patent application that you filed will not endanger the other patent application. So that's one way of doing it, to buying yourself a little bit of time. Also, sometimes clients when they're like very cost sensitive, especially for startups, would first think, okay, we file a patent application first to Europe, and you get a, a search report within the priority year from the EPO. And then you already know the prior art that is out there, and you can assess how strong your patent application is, and then you can still decide, how to proceed from there. So there are like some ways of how you could do that. [00:18:19] Lindsey Dinneen: Awesome. Thank you. [00:18:22] Ryan Phelan: Yeah. In the US, of course, we have provisional applications. It, it causes a great, amount of confusion, though, the provisional applications. A lot of startup companies will think that they can file a provisional application and it'll be, you know, a page or two in length, and then they can wait a year and inflate that to 20 pages or, or something like this. And of course, the, the trap for the unwary is, of course, if the claims, when you draft those for the non-provisional or the conversion application, if they are not grounded in that first provisional application, if one element of one of the independent claims, for example, is, s- solely supported by the new material added in the, the new, you know, 20 pages or whatever it may be, then the support gets you the date of your non-provisional conversion filing and not of the provisional. So, usually for startup clients, I have to-- we ta- we have this conversation called the delta. What's the delta between your provisional and your non-provisional? If there's a lot of it, then, that could be a problem because if your claims aren't supported by the text of that provisional application, you're not gonna get that original date. And so, usually that kicks off a conversation of how much of a provisional that you want, or do you just wanna go all non-provisional. Now, I do litigation as well, and I can tell you, the, the, the pitfall is if you file that provisional and you file a non-provisional later and you end up getting that later date, if there is intervening prior art in between, the provisional date and the non-provisional date, that comes before your non-provisional date, that could invalidate your patent despite your provisional. And there's, parties debate this. They, excuse me, fight about this in court all the time. Now, did you have sufficient written description and enablement in your provisional application in order to substantiate your claims later? And if they can find intervening prior art between that year or whatever the time may be, that can be a real problem. So, I, I always c- I always tell clients, like, the, the more you can file up front, the better, because you're gonna get more support or more, possibility to have that support earlier in time. Of course, it takes more work. Most startups don't like to hear that, but it is, but it is the truth, and it does, it does protect them against that insurance policy. You, you add it up front. Like Stephanie said, you wanna, put that information, on file before you go out and do your advertising and marketing. That's also true in the US. Just filing a provisional application, does not in and of itself somehow protect you if, if you don't, if you don't say what it is that you're trying to protect. [00:20:48] Lindsey Dinneen: Yeah. Okay. That makes a lot of sense, and thank you so much for that insight. So you mentioned a couple of times that sort of disclosure component, and so just to d- just be very specific about that whole thing you mentioned that could be-- that could look like even just a, a pitch deck where you think it's potentially within a, a private setting thing. Of course, I would imagine that also extends to talking about it on social media or a website or something like that. So I'm just curious what are some of the things that you see besides maybe perhaps the broader, more obvious, like a website, what are some of those things that you see that people don't think to, be aware of, I guess? [00:21:34] Ryan Phelan: Yeah. I've seen websites. It's super easy to create a website nowadays. You can ask ChatGPT or Claude to generate a website, and if you're putting your invention out in a website form before you file a patent, that could be a novelty-destroying disclosure. if you have a detailed pitch deck that you give to, potential investors without some type of control, like an NDA, that could also be a novelty form of disclosure. Like in the US, for litigation, I, I can tell you one of the questions that always gets asked in discovery is, "Did you disclose this prior to the, the filing date?" And, if that person, that person will be required to answer under oath, and if they're, "Yes, I had a website," or, "I, I gave this pitch deck to 50 people for investing," usually that's a problem because that--the opposing side that's defending against that patent will do a, a deep analysis and, and look-- and try to find when that was disclosed, and does it map up to the claims, and that could, create a problem with, validity in the US. [00:22:31] Lindsey Dinneen: Oof. That's no fun. That's why they should talk- Yeah ... to you early and often. [00:22:37] Ryan Phelan: Yeah. Yes. Again, another example of filing early, you know, eliminates some of those issues. i-in fact, I tell a lot of the startup companies or any, any client, like, before you go out there and, you know, have your conference or your, your pitch, then file. Most sophisticated clients know this, but a lot of times startups do not. [00:22:54] Lindsey Dinneen: Sure. Yeah, and if you're a first-time founder or something like that, you wouldn't-- you don't know what you don't know for many different categories, so I can see why that is so critical. Yeah. Okay. So, I was wondering if both of you could talk a little bit about maybe, maybe a moment that has stood out to you as, as you've worked, especially with-within medtech and, and working with some of these founders. Are there any moments that really stand out as just affirming that, "Wow, I, I am doing the right thing in the right industry at the right time"? [00:23:28] Stephanie Rupp: Shall I start? Yeah. yes, I, I've-- So for me it was, like, never the plan to become a patent attorney and, and, like, never had that in mind. And, so it was more of a coincidence that I stumbled upon that and did the training and became a patent attorney and... But I still remember my first day in the office and having the feeling of, "Yes, I think that's what I want to do for the rest of my life." Like, continue learning, like, having, like, this incredible opportunity to speak with so many great inventors. Having, like, I don't know, it's always amazing, to see how their mind works and that they're, like, finding solutions for s- like, very complex problems. And, so that, like, from the day, first day on, I had, like, the feeling, okay, I think I can really help here and, protect their asset the best way possible. And then especially within the medtech field, I think what Ryan also said in the beginning, there's like, it's also for me, sometimes it's a kind of s- scary part thinking about, okay, what if you get sick at one point, or like from closer family that got really sick, and, having like this helpless feeling like that you maybe can't change anything here. And then when you work with the medtech industry and you see that they are working on that problem and have these great idea- to help people to like, that there's also k- some kind of involvem- like involvement in this technology. And, so for example, I, there's like one of my clients, they are, working on histological images and analyzing them also with respect to cancer types, and how AI can be such a great help there. And of course, there are like a lot of these discussions about, how we should be careful with the new technology and how we could re- regulate that and stuff like that, but there's also like so much good in there that can really help people's lives. And I think that's like for me, always very nice that yes, Ryan said we're no doctors. So like, we're just like patent attorneys, but still we could contribute a little bit to that too. Yeah. [00:25:34] Lindsey Dinneen: Love it. [00:25:35] Ryan Phelan: Yeah. I would just, I would just echo everything that Stephanie said. That certainly is why I enjoy working in this space too, is, you, you feel like you have a, a little bit of contribution that you make. [00:25:44] Lindsey Dinneen: Yeah. Absolutely. I, I couldn't agree more. I think, to your point, Stephanie, it's, it's so inspiring to see the innovation that's coming out, and it makes you feel like, especially when there's difficult world news, it makes you think, "Okay, but at least there are still these change makers who are really trying to make the world a better place and, and improve patient lives." And I think that's just a, a wonderful thing to get to witness and be a, a part of. It helps the soul. So, I'm always curious about the personal side of things as well. So just what are, what are some of the things that you all en- enjoy doing, say, outside of work? maybe some hobbies or volunteering or interests and things like that. What are... Let's, let's talk about the people as well behind these amazing patent attorneys. [00:26:36] Ryan Phelan: Yeah. everybody has a hobby, so I, I was, I like to run. I was running since high school, so I like to do that. And then, in the winter I like to ski. and then I'm, recently getting my scuba cert, with my daughter. So we're having a good time doing that this summer. So just trying to stay busy and active. I like to learn always, and so I, I, I love learning, I guess. and one of the reason why medtech is interesting to me 'cause I like to apply that, computer science skill to, the medtech field and continuously learn, in that space and also give back, like we talked about before. So, yeah, I guess I would lump in learning as one of my hobbies as well. I like... I, I'll say, and I, I'm not sure if we'll get into this later I think you had a question about, poss- if we, if we could teach one class or- No, we'll get into that ... [00:27:20] Lindsey Dinneen: Something like that. Yeah. [00:27:22] Ryan Phelan: Yeah, okay. I'll, I'll save that for a later time. So. [00:27:23] Lindsey Dinneen: Okay. Yes. Excellent. Stephanie? [00:27:28] Stephanie Rupp: Yeah, I think that's, one common thing that we have, Ryan and I. It's, skiing. That's also what I enjoy a lot. so as I said, I'm from Munich, and it's very close to the Alps, so it takes us only, like, about, like, two hours to go to Austria. and so, but I really enjoy going there for the weekend, clearing my mind. Yeah, especially when the week was very busy with work. so it's like, thinking about something else. And, besides that, yeah, spending time outside, going hiking at the weekend, like when it's... there's no snow. Also, I picked up some hobbies that I had when I was younger. So for example, I had, piano classes for, like, when I was five years old, and then once I had, like, the training and everything else going on, paused that because, like, so much else going on. But then last few years I, taught myself, "Oh yeah, it would be such a waste not to do that anymore." And, so I'm, like, started playing piano again. I'm not good in it. It's more really as a hobby. And, but yeah doing something else in the evening and clearing my mind. So that's what I usually like to do as well. [00:28:35] Lindsey Dinneen: I love that. That's wonderful. I, yes, I, I understand that sometimes picking up a hobby that you sort of set aside for a while is really fun as an adult, 'cause you have a different way of interpreting that learning, back to your point, Ryan, of how it, it it changes. And I, I actually really enjoy that, of, of revisiting something where I might have thought g- especially growing up. Like for instance, I remember thinking I just could not paint for the life of me, like it was never gonna happen. And then as an adult, with a, an instructor who was... maybe s- spoke a slightly different, in a different way, and then getting to like go, "Oh, maybe I can" is always a nice thing to learn too. But anyway. [00:29:17] Stephanie Rupp: And also taking, taking the pressure out of it. Yes. So it's like, as I said, like piano class is just a hobby. I don't have to be good in it. It's just should give me some joy in it. And so yeah. [00:29:27] Lindsey Dinneen: Love that. Yeah. Yeah, okay. So now you've both been in positions of leadership, and I'm curious, and, and I know it's hard to boil it down to maybe one thing, but what is one or two, three things that you would say is your top leadership advice, especially for those who maybe are more in, middle management trying to continue to build their leadership skills? And what, what makes a good leader, in your mind, and then maybe what's one or two pieces of advice? [00:30:02] Ryan Phelan: Yeah. What makes a good leader in my mind is something that somebody that can lead by example, I guess. On like a first project or a new client or a new matter, I like to do it, do it myself once so I can go through it and, get the feeling for the new technology, that may be at play or the new matter, maybe the client's preferences whether it's a startup or a large company. And then once I have that kind of lead from the front, then I like to do, I guess, a military word, dis- decentralized command, which is get people that I trust and who I have a great assistant. I have attorneys that I work with European attorneys such as Stephanie, and then give them work with them and give them free reign and control, whether it's a colleague like Stephanie or a associate here at Marshall Gerstein to, work with the client or have agency over, what they do, 'cause I think it can also teach in that capacity, like things that I learned from the lead from the front can flow, down or through or out and then, that person can also learn on the job doing it themselves. I believe that, people doing, instead of just listening is the, a best way to learn for them and then also get better. And so I, I tend to approach, leadership, from that perspective. [00:31:12] Lindsey Dinneen: Love that. Yeah. Stephanie? [00:31:15] Stephanie Rupp: Yes. I see myself like still more at the beginning of my career, so I can, talk a little bit more of how I, see or like, yeah, see leadership or like, how I experience it. Yeah. it's more also I... like everything what Ryan said, I completely agree. And also like seeing the person behind that. It's like everyone is like very busy, especially when you're in leadership positions and, very busy schedules and, But also seeing the person as a whole- Mm ... and how could you like support them to be better, to grow and, how to also, yeah- lead them or like, yeah, lead them in the way they w- where they want to be at some point. And, I think that's, yeah, what you should not forget e- especially when you have a really busy schedule. That's it. [00:32:11] Lindsey Dinneen: Yeah. The, the person behind... Yeah. That, that's an interesting theme that continues to come up, time and time again, is, you know, if one of the tricks to being a good leader is to care. It seems so straightforward, but it's if you care about the person and you, you want the best for them, you are going to naturally be a better leader because you're investing in them and, and in their success and goals, and, it's, it's just cool to see. Okay, and then, all right, I'm just going to pivot the conversation a little bit for fun, and this is where exactly what you were referring to earlier, Ryan. So if you were to be offered a million dollars to teach a master class on anything you want, could be in your industry, but doesn't have to be, what would you choose to teach? [00:32:58] Ryan Phelan: I would teach a class called Patenting Software Inventions and, I'm actually currently teaching that class. Oh. they're not-- I'm not getting paid a million dollars to do it, unfortunately. [00:33:07] Lindsey Dinneen: Dang. [00:33:07] Ryan Phelan: But, but it is a, a, a passion and a love. I teach it at, Northwestern Law, where I went to law school. I-- it's, it's my pleasure and joy every year to go back. I teach a power course there every year, I think for the past eight years on, teaching students how to patent software inventions in the US, and I think, elsewhere there's a, you know, there has become, by at least some people, the belief that you can't patent software, you know, which of course is, not true. And so, you know, I teach methodologies in my class about how to, patent software inventions in the US using you know, guidance from the courts, from the Supreme Court, from the Federal Circuit, from the district courts here, in the US. A lot of it covers, things such as Section 101 you know, that changed, in 2014, from the Supreme Court's decision in Alice v. CLS, and how to address, issues, about what the, the court said there. And then also what later courts, the Federal Circuit, said that they wanted to see in order to overcome, Section 101 issues, in the US. A lot of times, too, it's interesting, we have, like, a small slide like that, that deals with EPO-- which Stephanie's much more adept than, than I am-- but what we tell our students is, and maybe Stephanie can address this, is that, you know, there seems to be a convergence, between Section 101 law and, something called a technical effect, an EPO, where it seems like both jurisdictions are wanting to see more of a technical disclosure incorporated into the application rather than just kind of claiming functionally or a high level language. So you need to be very careful in crafting these applications so there's-- they're successful when you're in front of the the patent office in the US. And if you, you do it right, you can, create, you know, not only a US-centric application, but one that might, withstand, the strictures of the EPO. In my opinion, I think that the EPO can sometimes-- and maybe this is just me being a US practitioner-- but the EPO can be somewhat more difficult, to get a patent, application. Maybe Stephanie would disagree and say it's the other way around, but but it's always good, and clients usually, even if they're not thinking about it, to have an application that could survive both places 'cause they tend to be, I think, the, the two more, more difficult, if not most difficult jurisdictions in the world to get a patent application. And if you go into it knowing and how to craft a patent application and you're ready, and you put into that application the right, material, then you can be successful. [00:35:40] Lindsey Dinneen: Awesome. Stephanie, what would you teach? [00:35:44] Stephanie Rupp: Yeah, maybe we, Ryan and I, could do a master class together then because he said, like, then we could explain the similarities or the differences between, US patent law and European patent law, and can also maybe, also add something about the UPC that we have now, the U- Unified Patent Court, and have a, maybe a lively discussion about all of that and, how to get the strongest and broadest, patent in the different jurisdictions. And as Ryan said, there are, like, some similarities, and I also have the feeling when I discuss with Ryan that, when we have a patent application where we struggle to get a patent on, then we usually also struggle with that in the US- Mm-hmm ... or the other way around. And, but of course, there are, like, differences in how the EPO and how the USPTO, like examine these AI inventions and, in the US you have these 101 objections that you usually get. In, Europe it's, they apply the so-called two hurdle approach where they, especially the second hurdle is usually harder to overcome. Mm. And that's also what, Ryan mentioned, is that you have to show the EPO that your AI invention or your AI steps contribute to the technical character of the invention. And that's, often, and I totally understand that, hard to grasp for an inventor because they think we have all these technical means here. We have a server, we have a processor, we have a memory, we have sensors getting data. Do you tell me now that that's not technical? [00:37:18] Lindsey Dinneen: Mm. [00:37:19] Stephanie Rupp: And, but that's not how the EPO thinks. It's, for them, they say, "What is your motivation for that invention?" Or, or in other, more their words, "What kind of technical problem you try to solve?" [00:37:32] Lindsey Dinneen: Mm. [00:37:34] Stephanie Rupp: And that is, what we also usually ask the inventors in our f- like, first meetings with them, "What is the technical problem you're trying to solve with that, and how does the, your AI steps, your method steps contribute to that?" Because that's, if you cannot show that to the EPO, then it's very hard to get a patent on. so maybe my combined master class- yeah ... where we show that and- It, [00:37:59] Ryan Phelan: It would- ... [00:38:00] Stephanie Rupp: Explain that, yeah. So ... [00:38:01] Ryan Phelan: Definitely it would, it would help out my meager EPO slide, any additional information on this, especially the, the UPC, which I'm glad you mentioned. But, maybe, we could take a minute to talk about the UPC and in, in the European area since that's like a new, newer, from what I understand, a newer avenue, the era approach in Europe. [00:38:20] Stephanie Rupp: Yeah. Yeah. It's, so as I said, we have, like, for now three years now, the, Unified Patent Court. And, before that we also had European patents, but once it was granted, was divided into national patents. So if you wanted to, file an infringement action or a nullity action, you had to do that in each specific country. And that made it very complicated because I, I'm a German patent attorney. I don't know anything about Italian law, so you would then need an Italian patent attorney or French and so on. So it was, like, very complicated. And, so what we now have, and that is, like, very exciting to live at that time now, is, the Unified Patent Court, where it's, like, now centralized and you can attack patents at the, like, Unified Patent Court, like, for the whole patent, and you don't have to go to these before the national courts anymore. And, so that's, like, very exciting for us as well because case law is evolving now and, there's, yeah, you can see how, like, how it changes and how the judges are handling these cases and it's, like, also very, like, for us, a lot of new things to learn. [00:39:32] Lindsey Dinneen: Yeah. [00:39:32] Stephanie Rupp: Yeah. [00:39:33] Ryan Phelan: Yeah, I was gonna say, I, I also heard, and, Stephanie can certainly chime on this, that certain cities in Europe, like Paris, or Munich, may have different judges that specialize in different arts or disciplines. I think, was it, w- what Munich was, I can't remember, is that the mechanical or- Yeah. [00:39:49] Stephanie Rupp: Yeah. So that's, like, for the central division, but we also have then local divisions- Mm-hmm ... as well. So we have, four local divisions in Germany, but also in other countries. And that also, changes, of course, a little bit of how they handle the cases because the judges, they often came from the, like, the national courts. So they, like, when you're in Germany, of course, they still have little bit, little bit more of the German thinking in them. When you're going to a Dutch, local division, then they have a little bit of, like, another, like, view on that. And I think over time it will, like, unify a little bit. but these are, like, also differences that, makes it very interesting, to see. [00:40:27] Lindsey Dinneen: All right. Okay, so next question is, how do you wish to be remembered after you leave this world? [00:40:35] Ryan Phelan: I hope that people remember me as, somebody that was fun, like to, you know, either work or hang out with that regardless of whether we're working hard or, you know, playing hard, that, that it was just fun. So that, that's my only wish. So or, or main wish. [00:40:50] Lindsey Dinneen: Love it. Steph? [00:40:52] Stephanie Rupp: Yeah, I think for me that I was maybe, like, a fair and trustworthy person. I think it sounds a little bit boring, but, more when people work with me and they, like, say, "Oh, when she gave me advice, I knew that she had, like, my best interest in mind as well, and not only, like, filling her own pockets or, like, trying to, like, improve it for herself, but having like..." Yeah, when they remember me of a person that you could trust with the advice, I think that would be, like nice to know for me. Yeah. [00:41:26] Lindsey Dinneen: Yeah, for sure. All right. Excellent. And then final question. What is one thing that makes you smile every time you see or think about it? [00:41:37] Ryan Phelan: I guess just sticking with our current theme, if in a work capacity, when a client gets a victory of some type certainly makes me smile. A lot of clients are happy when they get their patents allowed, or if you win that litigation case or you, you do things, a lot of times in the US we'll, we'll have these decisions or these patents, and it it, it, it makes me smile to think that, you know, I helped their business in that way to protect their, their IP and just going forward. I, I imagine it's a pretty standard answer, but, you know, certainly in the context of this podcast, that's absolutely one thing that makes me happy. [00:42:10] Stephanie Rupp: Mm. Yeah. I'm a person, I get excited very quickly or, like, really small things make me smile already. So I arrived on Saturday in Chicago, and I, for example, didn't expect to have a gym in the hotel, and then suddenly I discovered that and was really happy about that. So these are these small things that other people say, "Oh, yeah, whatever." but I think what makes me smile the most is, like, knowing that I have a weekend ahead of me with, like, my family and my partner, and we go ski. And I say that now we have, like, summer outs and, like, very warm temperature here in Chicago. I think it's about 80 degrees, and I'm already thinking about skiing and snow, but it's, more of... [00:42:52] Ryan Phelan: It's never too early. [00:42:53] Stephanie Rupp: Yeah. But more of, like, not the skiing per se, but just having time with family and- yeah ... clearing my mind and stuff like that. So, yeah. [00:43:02] Lindsey Dinneen: Excellent. Excellent. Well, thank you both so much for being here. I've so enjoyed the conversation, and you gave so much amazing advice and guidance, so thank you so very, very much for all of that. If folks who should be looking out for services such as yourselves, how do they get in touch with you? [00:43:25] Stephanie Rupp: I think like through the website, that, I think will be- mm-hmm published, with the, podcast. And, also my email address as well. You can find me on the website, or we can also add it to the, to the podcast info. yeah. [00:43:38] Ryan Phelan: What is your... [00:43:38] Stephanie Rupp: It's the easiest ... [00:43:38] Ryan Phelan: What is your email address, Stephanie? [00:43:41] Stephanie Rupp: It... Hopefully I say it correct now. It's, S for Stephanie, S Rupp, my, last name, @hoffmanneitle.com, so very easy. Yeah. [00:43:53] Ryan Phelan: Perfect. Excellent. Yeah, same thing for me. I believe the contact information will be at the with the podcast, but I can be reached at RPhelan R-P-H-E-L-A-N @marshallip.com, and welcome any questions or comments. [00:44:08] Lindsey Dinneen: Awesome. Well, thank you both so much again for your time today. We really appreciate it. We are so honored to be making a donation on your behalf as a thank you for your time today to Save the Children, which works to end the cycle of poverty by ensuring communities have the resources to provide children with a healthy, educational, and safe environment. So thank you so much for choosing that charity to support, and also thank you for continuing to work to change lives for a better world. Love learning about you, about your areas of expertise, and just really appreciate you, being willing to share with us. So thanks again, and, I suppose until next time. [00:44:51] Ryan Phelan: Thank you. Love to come back. [00:44:53] Stephanie Rupp: Thank you. Awesome. Yeah. Thank you so much. [00:44:55] Dan Purvis: The Leading Difference is brought to you by Velentium Medical. Velentium Medical is a full service CDMO, serving medtech clients worldwide to securely design, manufacture, and test class two and class three medical devices. Velentium Medical's four units include research and development-- pairing electronic and mechanical design, embedded firmware, mobile app development, and cloud systems with the human factor studies and systems engineering necessary to streamline medical device regulatory approval; contract manufacturing-- building medical products at the prototype, clinical, and commercial levels in the US, as well as in low cost regions in 1345 certified and FDA registered Class VII clean rooms; cybersecurity-- generating the 12 cybersecurity design artifacts required for FDA submission; and automated test systems, assuring that every device produced is exactly the same as the device that was approved. Visit VelentiumMedical.com to explore how we can work together to change lives for a better world.

Schweizer, Marina www.deutschlandfunk.de, Sport am Samstag

Schweizer, Marina www.deutschlandfunk.de, Sport am Samstag

Katherine Eitel Belt, Founder and CEO of LionSpeak and dentistry's unscripted communication expert, joins Lester De Alwis to make the case that the path to insurance independence starts with leadership, not a fee schedule. Katherine shares her Leadership Conversation Trifecta, explains the difference between coaching and supervising, and gives practice owners a clear framework for the conversations they have been avoiding. Free resources, the ARCH Courageous Conversation Framework and the Leadership Conversation Trifecta flowchart, are available to download via the QR code in the show notes. Visit lionspeak.net to learn more. Book a complimentary Practice Growth Audit with Ekwa, Most dental practices are losing patients online without knowing it. You walk away with a full online analysis report specific to your practice, your market, and your competition. Claim Your Complimentary Practice Growth Audit If you want to improve how your team presents treatment and communicates value to patients, book a complimentary Practice Breakthrough Session with Gary Takacs, one conversation, a personalized action plan. One conversation with Gary has helped practices recover thousands in unscheduled treatment. Book Your Complimentary Practice Breakthrough Session

What's one thing you've been avoiding in your practice? Maybe it's a slipping standard or a team member no longer pulling their weight — and every week you wait, your practice feels it a little more.In this episode, Katherine Eitel Belt is back to help you finally have these conversations without losing the team you've built. You'll learn how to have what she calls "invitation conversations,” what it takes to get a real commitment, and where coaching ends and micromanaging begins (and why most owners get it backwards).Topics discussed:(00:00) The conversation you keep avoiding(03:29) How a near-firing became an “invitation”(10:01) The clarity that comes before the conversation(12:18) Why owners avoid hard conversations(14:29) When fear-based management backfires(16:06) Team calibration: running the invitation(20:43) Holding boundaries and identifying non-negotiables(23:35) Real-life example of an invitation conversation(27:33) Coaching vs. micromanagingLearn more about Katherine Eitel Belt and the LionSpeak Leadership Academy:https://www.lionspeak.net/This episode was produced by Podcast Boutique https://www.podcastboutique.comInvest in your Team and the Leaders you Need at the DPH Leadership Intensive Here Invest in your Team and the Leaders you Need at the DPH Leadership Intensive Here Join our Newest and Best Coaching Program, Click Here for More InformationTake Control of Your Practice and Your LifeWe help dentists take more time off while making more money through systematization, team empowerment, and creating leadership teams.Ready to build a practice that works for you? Visit www.DentalPracticeHeroes.com to learn more.

La Universidad Carlos III de Madrid (UC3M) está midiendo la vulnerabilidad térmica en hogares de Fuenlabrada y Getafe, dentro del llamado proyecto EITEL (Energía Inteligente para Todos).

Send us Fan MailNoted communications expert, Katherine Eitel-Belt joins the Divas for another great podcast.  In this episode, Katherine and the Divas discuss the importance of communication and team building activities to improve interpersonal relationships, reducing stress at work, enhancing compliance and increasing productivity.  Resources:Katherine Eitel-Belt - LionSpeak  https://www.lionspeak.net/Email Katherine at  info@LionSpeak.net                                                 https://www.thecompliancedivas.com

In this episode, part of a special collaboration between ACM ByteCast and the American Medical Informatics Association (AMIA)'s s For Your Informatics (FYI) podcast, Sabrina Hsueh and Li Zhou host AI safety and ethics expert Ray Eitel-Porter, Luminary and Senior Advisor for AI at Accenture and an Intellectual Forum Senior Research Associate at Jesus College, the University of Cambridge. Previously, he served as Accenture's Global Responsible AI Lead. Ray is the author of Governing the Machine and sits on several boards and councils advising on data analytics and strategy. In the interview, Ray shares how he was inspired to research responsible AI by data privacy concerns and how biased datasets harm models. He describes his objective as helping people understand the potential risks of emerging technologies in order to confidently use them. He discusses case studies from his book where companies successfully implement responsible AI practices in the workplace, and shares how his framework will be useful even as technologies continue to emerge and change. Finally, Ray offers some advice for younger professionals in AI and medicine.

Pred 3,1-15: Alles ist eitel by Sebastian Heck

Geht mal wieder gut los: Martin erzählt, wie er sich am 1. Mai einen reingeschraubt hat. Seba ist selig, weil er sich einen Wunsch erfüllt hat. Wir sprechen über Müllblumen und unsere ersten Beerdigungen, Skelette am Esstisch und natürlich Himmelfahrt.Außerdem dabei (unter Anderem): Luther, König Salomo, Aristoteles, Edmund Stoiber. Antichrist wollten wir auch noch, aber für den hat die Zeit gefehlt. Huch, nur Männer! Egal.Shownotes: indeon.de/pfarrerundnerd

Ray Eitel-Porter, former Global Lead for Responsible AI at Accenture and co-author of the new book, Governing the Machine, discusses how enterprises can move from abstract AI principles to practical governance. He emphasizes that organizations can only realize AI's benefits if responsibility is embedded into everyday business processes rather than treated as a standalone compliance exercise. Drawing on his experience leading global data and AI programs, Eitel-Porter explains how the release of ChatGPT transformed enterprise attitudes toward AI, accelerating adoption while exposing risks such as hallucinations, reliability failures, and reputational harm. Effective governance has evolved from static principles to operational controls, including workflow checkpoints, red teaming, and technical guardrails, particularly for generative AI systems with inherently probabilistic outputs. On risk, he stresses that not all AI use cases require the same level of scrutiny; governance should scale with potential impact and harm, focusing on what an AI system is intended to do so that non-technical teams can surface high-risk use cases without incentives to downplay risk. On regulation, Eitel-Porter notes that despite uncertainty around the EU AI Act, many multinational companies are treating it as a global baseline, similar to GDPR, while contrasting this with more deregulatory signals from the United States and questioning the global influence of the UK's middle-ground approach. He also shares insights from Governing the Machine, co-authored with Miriam Bogle and Paul Donkhan, emphasizing that AI governance is not a barrier to innovation but the foundation that allows organizations to deploy AI at scale with confidence and control. Ray Eitel-Porter is a Senior Advisor at Accenture and the former Global Lead for Responsible AI, where he designed and scaled AI governance programs for multinational organizations. He previously led Accenture's data and AI practice in the UK and has over a decade of experience advising companies on responsible AI, data governance, and emerging technology risk. Eitel-Porter is the co-author of Governing the Machine: How to Navigate the Risks of AI and Unlock Its True Potential (Bloomsbury, 2025) and has led multi-year programs across public and private sectors, including global banks, retailers, and health brands. Transcript Governing the Machine (Bloomsbury 2025) Lessons from the Frontline – Designing and Implementing AI Governance (AI Journal)    

In this episode, part of a special collaboration between ACM ByteCast and the American Medical Informatics Association (AMIA)'s For Your Informatics podcast, Sabrina Hsieh and Li Zhou host AI safety and ethics expert Ray Eitel-Porter, Luminary and Senior Advisor for AI at Accenture and an Intellectual Forum Senior Research Associate at Jesuit College, the University of Cambridge. Previously, he served as Accenture's Global Responsible AI Lead. Ray is the author of Governing the Machine and sits on several boards and councils advising on data analytics and strategy. In the interview, Ray shares how he was inspired to research responsible AI by data privacy concerns and how biased datasets harm models. He describes his objective as helping people understand the potential risks of emerging technologies in order to confidently use them. He discusses case studies from his book where companies successfully implement responsible AI practices in the workplace, and shares how his framework will be useful even as technologies continue to emerge and change. Finally, Ray offers some advice for younger professionals in AI and medicine.

O conhecimento humano é baseado em quatro grandes arquiteturas: a ontologia, a epistemologia, a ética e a lógica.A teologia cristã também pode ser concebida olhando esses 4 pilares, e todos eles fundamentados em um único princípio que move o próprio ser de Deus: o amor.Lutero dizia que Deus é Eitel Liebe, Puro Amor.O que isso realmente significa?Como entender Deus, a vida, a existência e encontrar conforto nesse mundo frio a partir de um Deus tão sublime?Youtube: youtube.com/c/PrRomuloPereiraInstagram: @PrRomuloPereiraFacebook: facebook.com/PrRomuloPereiraSpotify: Evangelho Puro e Simpleshttps://podcasters.spotify.com/pod/show/PrRomuloPereira

Heute schon in den Spiegel geschaut? Unter dem Podcast-Titel "Spieglein, Spieglein" sprechen wir heute über Eitelkeit und Schönheit. Ist Körperpflege und ein gepflegtes Äußeres wichtig? Welche Rolle spielt die Außenwirkung? Und was genau geht uns bei dem Thema durch den Kopf? Freut euch auf eine sehr diskussionsfreudige Folge. Viel Spaß beim Zuhören. Eure Marion & Euer Manuel!

HOT OFF THE PRESSES: In this special episode of In AI We Trust?, EqualAI President and CEO Miriam Vogel is joined by her two co-authors of Governing the Machine: How to navigate the risks of AI and unlock its true potential, Dr. Paul Dongha, Head of Responsible AI and AI Strategy at NatWest Group, and Ray Eitel-Porter, Accenture Luminary and Senior Research Associate at the Intellectual Forum, Jesus College, Cambridge, to launch their new book released TODAY (October 28, 2025). Miriam, Paul, and Ray share their motivation for writing the book, some of the big takeaways on AI governance, why it is for companies and consumers alike, and what they hope readers will learn from their book. We hope that you enjoy this episode, and please be sure to purchase a copy of Governing the Machine at the link above! And share your feedback at contact@equalai.org! 

„Wir sehen, dass die Politik sich ihre Handlungshoheit und ihren Einfluss auf wirtschaftliche Entscheidungen versucht zurückzuholen.“ Dr. Peter Eitel sieht dazu eine Unternehmerschaft, die sich dieser Tatsache bewusst ist, aber kaum etwas dagegen tun kann. Mittlerweile gebe es genügend Studien, die zeigen: Geopolitik bereitet Sorgen. Für Peter ist eben jene Geopolitik nicht nur ein Bauchgefühl. Er baut bei FTI Consulting den Bereich geopolitische Risikoberatung auf. Er sieht die Möglichkeit, dass eine regulatorische Anforderung zum Thema Geopolitik kommen könnte. Also arbeiten wir die Unterschiede zu ESG heraus, letzteres ist mit Regulatorik mehr als gut ausgestattet. Peter plädiert in seinem Bereich für Benchmarks als Orientierungshilfe. Was Unternehmen machen sollten? Spielräume suchen, sehr genau schauen, welche Faktoren relevant werden könnten, die Übertragung von schon vorhandenen Ansätzen auf die Geopolitik und diese vor allem nicht als Ausrede für andere wirtschaftliche Faktoren nutzen. Auch hier gilt die Regel: Wo kein regulatorischer Druck ist, muss ich mich nicht bewegen. Es geht außerdem um Rüstungsindustrie und Infrastruktur, um Risikoexposition, Peters Zeit an einer britischen Militärakademie, um die Definition von Geoökonomie. „Wenn du dich nicht mit der Geopolitik auseinandersetzt, setzt sich die Geopolitik mit dir auseinander“, sagt er. Und: Geopolitik birgt nicht nur Risiken in sich, sondern auch Möglichkeiten. Peter sieht sogar eine Gewinnerseite.

Tune in to this episode of the Growth in Dentistry podcast, where host Steve Jensen sits down with Katherine Eitel Belt, founder and CEO of LionSpeak, to discuss managing tough conversations in dental practices. With over 35 years of experience as a keynote speaker and communication coach, Katherine shares her proven framework for having courageous conversations that solve problems while strengthening relationships.Key topics covered in this episode:Why most people avoid difficult conversations and the cost of avoidance in dental practicesThe importance of emotional state and taking ownership before engaging in tough conversationsThe ARCH Framework: A four-step process for having productive, courageous conversationsThe Three-Conversation Leadership TierCulture and Communication: How communication skills directly impact practice culture and employee retention...and so much more!Interested in learning more about Katherine Eitel Belt and her work at LionSpeak? Visit their website: www.lionspeak.net. Download your free ARCH Framework: https://www.lionspeak.net/courageous/. Connect with Katherine: info@lionspeak.net. See a demo of DI and get a $50 gift card: get.dentalintel.net/podcast.

Bright on Buddhism - Episode 115 - Who is Kumarajiva? What did he do in his life? How did that affect Buddhism in East Asia?Resources: Chandra, Moti (1977), Trade and Trade Routes in Ancient India, Abhinav Publications, ISBN 9788170170556; Eitel, E.J.; Edkins, Joseph (1871), "Handbook for the Student of Chinese Buddhism", The Chinese Recorder and Missionary Journal, 3, FOOCHOW.: American Presbyterian Mission Press: 217; Greene, Eric Matthew (2012), Meditation, Repentance, and Visionary Experience in Early Medieval Chinese Buddhism (PhD dissertation), University of California, Berkeley; Kumar, Yukteshwar (2005), A History of Sino-Indian Relations, APH Publishing Corporation, ISBN 978-8176487986; Lu, Yang (2004), "Narrative and Historicity in the Buddhist Biographies of Early Medieval China: The Case of Kumārajīva", Asia Major, Third Series, 17 (2): 1–43; Nan, Huai-Chin (1998), Basic Buddhism: Exploring Buddhism and Zen, ISBN 978-1578630202; Nattier, Jan (1992), "The Heart Sutra: A Chinese Apocryphal Text?", Journal of the International Association of Buddhist Studies, 15 (2): 153–223, archived from the original on 2013-10-29, retrieved 2013-10-23; Nattier, Jan (2005), A Few Good Men: The Bodhisattva Path according to The Inquiry of Ugra (Ugraparipṛcchā), University of Hawaii Press, ISBN 978-0824830038; Pollard, Elizabeth (2015), Worlds Together Worlds Apart, New York: W.W. Norton Company Inc, p. 287, ISBN 978-0-393-91847-2; Puri, B. N. (1987), Buddhism in Central Asia, Motilal Banarsidass Publishers Private Limited, ISBN 978-8120803725; Singh, Upinder (2009), A History of Ancient and Early Medieval India: From the Stone Age to the 12th Century, Pearson Education India, ISBN 978-8131716779; Smith, David Howard (1971), Chinese Religions From 1000 B.C. to the Present Day, Weidenfeld & Nicolson; Wu, Ching-hsing (1938), "Some Notes on Kao Seng Chuan", T'ien Hsia Monthly, 7, Kelly and Walsh, ltd.; Zürcher, Erik (2007) The Buddhist Conquest of China: The Spread and Adaptation of Buddhism in Early Medieval China. BRILL. Do you have a question about Buddhism that you'd like us to discuss? Let us know by emailing us at Bright.On.Buddhism@gmail.com.Credits:Nick Bright: Script, Cover Art, Music, Voice of Hearer, Co-HostProven Paradox: Editing, mixing and mastering, social media, Voice of Hermit, Co-Host

Sun, 16 Mar 2025 23:01:00 +0000 https://mainathlet.podigee.io/347-manuel_eitel 04f62486b030ba97892a8600ca7cff5a Corona kurz vor Olympia: Zehnkämpfer Manuel Eitel im Gespräch In dieser Episode des MainAthlet Leichtathletik Podcasts spricht Benjamin Brömme mit Zehnkämpfer Manuel Eitel über die Herausforderungen, die die Corona-Infektion kurz vor den Olympischen Spielen mit sich brachte. Manuel gibt einen ehrlichen Einblick in seine mentale und physische Verfassung während dieser schwierigen Phase und erklärt, wie er mit dem plötzlichen Olympia-Aus umgegangen ist. Was dich erwartet: Training unter schwierigen Bedingungen: Wie Manuel nach der Infektion wieder zurückgefunden hat. Mentale Herausforderungen: Warum ihn das Olympia-Aus emotional tiefer getroffen hat als jede sportliche Niederlage. Sprinttraining und Explosivität: Welche Methoden er nutzt, um seine 100m-Zeit auf Top-Niveau zu halten. Weitsprung und Hochsprung: Wie seine Fußverletzung seine Technik und sein Training beeinflusst hat. Neue Trainingsgruppe & Ziel Los Angeles 2028: Welche Rolle seine neuen Trainingspartner in der Vorbereitung spielen. Manuel spricht zudem über die Bedeutung von Motivation, Selbstvertrauen und die Balance zwischen Ehrgeiz und Regeneration. Ein inspirierendes Gespräch für alle Leichtathletik-Fans und Sportbegeisterten! *Werbung Egal, ob Sprint, Wurf oder Ausdauer – gesunde Gelenke sind entscheidend für deine Leistung. Die Mobility Routine von Avea unterstützt deine Beweglichkeit, Regeneration und hilft, Entzündungen zu reduzieren – mit klinisch getesteten Inhaltsstoffen wie UC-II®, HydroCurc® & Colgevity™. Avea steht auf der Kölner Liste und ist damit sicher für alle Sportler:innen.

Struggling to get your team on board? The answer isn't demanding compliance—it's understanding what's really going on. Let's talk about what's holding them back and how to fix it. Katherine Eitel Belt of LionSpeak is back to break down the four biggest reasons employees don't meet our expectations (and why leaders often overlook the real issues). We dive into strategies for having tough conversations that actually lead to change, setting clear expectations, and recognizing when someone simply isn't the right fit. Find out how to get true buy-in and create a more motivated, engaged team!Topics discussed in this episode:The 4 reasons employees don't follow throughHow to figure out why your team isn't listeningLeading with clarity and setting expectationsAddressing underperformance in a departmentDos and don'ts of getting team buy-inLearn more about LionSpeak's annual retreats:https://www.lionspeak.net/info@lionspeak.netText us your feedback! (please note: we cannot respond through this channel)) Take Control of Your Practice and Your Life I help dentists create thriving practices that make more money, require less of their time, and empower their teams to run the office seamlessly—so they can focus on what matters most. Join the DPH Hero Collective and get the tools, training, and support you need to transform your practice: Comprehensive Training: Boost profit, efficiency, and team engagement. Live Monthly Webinars: Learn proven strategies for scaling your practice. Live Q&A Sessions: Get personalized help when you need it most. Supportive Community: Connect with practice owners on the same journey. Editable Systems & Protocols: Standardize your operations effortlessly. Ready to build a practice that works for you? Visit www.DPHPod.com to learn more.

What if mastering the art of public speaking could revolutionize your professional life? In this illuminating rerun episode of the "Just DeW It" podcast, Anne Duffy sits down with Katherine Eitel Belt, a trailblazer in dentistry and founder of LionSpeak, to explore how unscripted and courageous speaking can elevate your career. Throughout their engaging discussion, Katherine shares the transformative power of public speaking, particularly within the dental industry, and emphasizes the shift from perceiving your audience as a source of judgment to viewing them as individuals in need of your insights. Delve into Katherine's practical advice on overcoming the fear of public speaking, such as embracing empathy and service, which hold the potential to turn anxiety into empowerment. Learn about her unique "bookshelf method" for organizing impactful speeches—centered around a solitary, clear theme enriched by captivating stories. As the episode wraps, Katherine unveils her innovative on-demand video coaching program tailored for professionals aiming to enhance their speaking prowess. Anne eagerly highlights this as a tremendous opportunity for those in the dental industry to amplify their voices and leave a significant mark through their presentations. What You'll Learn in This Episode: How to conduct unscripted and meaningful speeches. Techniques for reframing public speaking from nerve-wracking to empowering. The power of empathy and service in transforming your speaking approach. Katherine's "bookshelf method" for organizing impactful presentations. The essential role of storytelling and physical confidence on stage. Listen now to transform your public speaking hurdles into opportunities for growth! (This episode originally aired on November 01, 2023) Use our special link for Katherine's courses through LionSpeak:https://courses.lionspeak.net/courses/ISW?ref=1bf973 Follow this link for Katherine's courses with an included 3 session bundle: https://courses.lionspeak.net/courses/inspirational-speakers-bundle-course?ref=1bf973 Don't Forget to Sign Up for the Next DeW Retreat! 7th Annual DeW Life Retreat November 13-15, 2025 Charlotte, NC Want to get more involved? Join our membership and community below for exclusive perks! Join the DeW Life movement by becoming a member using this link.Join the Dental Entrepreneur movement by becoming a member using this link.Read the most recent edition of DeW Life Magazine here.Just DeW It Podcast is the official podcast of Dental Entrepreneur Women (DeW), founded by Anne Duffy, RDH. The mission of DeW is to inspire, highlight, empower, and connect all women in dentistry. To join the movement or to learn more, please visit dew.life. Together, we can DeW amazing things! References: LionSpeak CSP - Certified Speaking Professional National Speakers Association Speaking Consulting Network Academy of Dental Management Consultants AADOM - American Association of Dental Office Management Dental Business Institute Dental Speaker Institute ADA - American Dental Association ADHA - American Dental Hygienist Organization Dr. Paul Homoly Mark LeBlanc Linda Miles Warren Buffet Simon Bailey Tony Robbins Mel Robbins Brené Brown TED Talks Debra Engelhardt Nash Dennis Hurley

Courageous conversations are the difference between tension and trust in your practice. In today's episode, Katherine Eitel Belt, CEO of LionSpeak, shares her framework for establishing clear expectations, empowering employees, and building trust through effective communication — all while retaining your top employees.With her actionable strategies and tips, you'll be able to maintain high standards, strengthen relationships with your team, and address conflicts with confidence. If you're dealing with tardiness or performance issues in your practice, tune in to learn how to master courageous conversations and become a better leader!Topics discussed in this episode:What are courageous conversations?Coaching versus courageous conversationsHow courageous conversations transform a workplaceThe ARCH framework for courageous conversationsEffective conflict resolution strategiesThe importance of feedbackLearn more about Katherine Eitel Belt and LionSpeak:https://www.lionspeak.net/Download your free guides on Courageous Conversation!https://www.lionspeak.net/courageous/Text us your feedback! (please note: we cannot respond through this channel))Join our 2025 OmniPractice Group Cohort Kicking off in January at www.dentalpracticeheroes.com/omnipractice Join our 2025 OmniPractice Group Cohort Kicking off in January at www.dentalpracticeheroes.com/omnipractice I teach dentists how to make more money, work less, and create a team driven practice that runs itself. Join the DPH Hero Collective to Learn every single dental practice management tool you need to do it. You will get: ✓Comprehensive Training to increase profit and engagement in your practice✓Live Monthly Webinars to teach you how to run your practice✓Live Question and Answer Sessions to get you help when you need it✓A Community of practice owners to support and cheer you on✓System and Protocol Documents to Edit, to standardize your operations Visit www.DPHPod.com to Learn more.

Laages, Michael www.deutschlandfunkkultur.de, Fazit

 Join John Eitel as he explores Canva's impressive transition from a product-led growth (PLG) model to a robust enterprise-level powerhouse. In this deep dive, we'll uncover how Canva adapted its strategies to scale up, focusing on signal-based selling to enhance B2B engagements. Discover the tactics that propelled Canva's growth, and learn how these approaches can be applied to your business to drive success. Whether you're a startup enthusiast, a B2B marketer, or a sales professional, this video offers valuable insights into evolving business models and maximizing customer interactions through targeted selling strategies. 

Wie gehen Menschen in verschiedenen Teilen der Welt mit dem Klimawandel um? Das beleuchten neun fiktionale aber faktenbasierte Erzählungen in dem von Kathrin Eitel herausgegebenen Band "Klimageschichten. Planet, Krise, Fiction".**********Weitere BeiträgeLiteratur: Ökotopia von Ernest CallenbachKlimaschutz: Was wirklich hilftWirtschaftswachstum trotz Klimaschutz: Ist das möglich?**********Den Artikel zum Stück findet ihr hier.**********Ihr könnt uns auch auf diesen Kanälen folgen: Tiktok und Instagram.

Tired of being pursued, the Re-Slayers take the fight to Dead Man's Table for a final showdown with the Avatar of Rot. The Re-Slayers Take is the story of six misfit mercenaries that are rejected from the elite monster hunting group, The Slayer's Take, who band together forming the second-coolest monster hunting group; The Re-Slayers Take battling supernatural creatures across the rugged continent of Issylra. Listen to new episodes of The Re-Slayer's Take every Monday anywhere you stream podcasts! Listen to this audio adventure two weeks early and uninterrupted by ads with Beacon! Sign up for a Beacon Membership today at https://beacon.tv/join! Game Masters: Nick Williams and George Primavera Cast Members Jasmine Bhullar, Jasper William Cartwright, Caroline Lux, Jasmine Chiong Created by Nick Williams & George Primavera Produced by George Primavera, Nick Williams, and Kirby Winslow Logo Art by Jordyn Torrence Character Art by Elaine Tipping || https://elainetipping.com/ || @TriaElf9 (Twitter) || @triaelf9 (Instagram) “80s” Theme Song by Chill Carrier Additional Music by Zach Carlson “Famous Friend” || @famousfriend (Instagram) Kashaw Vesh by Will Friedle Sweeny by Jack Quaid Gavain von Eitel by Dylan McCollum Hug Hive Goblin (Stableman) by Lelia Symington The Timberblight by Nick Williams Grimm Heldwell by George Primavera Various NPCs by Nick Williams and George Primavera Learn more about Hero Club: https://heroclubpodcast.com/ Follow us! Website: https://www.critrole.com Newsletter: https://critrole.com/newsletter Facebook: https://www.facebook.com/criticalrole Twitter: https://twitter.com/criticalrole Instagram: https://instagram.com/critical_role TikTok: https://www.tiktok.com/@criticalrole Twitch: https://www.twitch.tv/criticalrole Learn more about your ad choices. Visit megaphone.fm/adchoices

Olaf Scholz will 2025 wieder als Kanzlerkandidat antreten. Was die Hauptstadtpresse vor seinem Urlaub noch wissen wollte, klären wir. Und: Warum das Islamische Zentrum Hamburg verboten wurde. (13:34) Stephanie Rohde

Our heroes face their most treacherous fight yet as the time comes to excavate the ghost's lair within the sea caves…but the aboleth isn't the only thing they'll find down there. The Re-Slayers Take is the story of six misfit mercenaries that are rejected from the elite monster hunting group, The Slayer's Take, who band together forming the second-coolest monster hunting group; The Re-Slayers Take battling supernatural creatures across the rugged continent of Issylra. Listen to new episodes of The Re-Slayer's Take every Monday anywhere you stream podcasts! Listen to this audio adventure two weeks early and uninterrupted by ads with Beacon! Sign up for a Beacon Membership today at https://beacon.tv/join! Game Masters: Nick Williams and George Primavera Cast Members Jasmine Bhullar, Jasper William Cartwright, Caroline Lux, Jasmine Chiong Created by Nick Williams & George Primavera Produced by George Primavera, Nick Williams, and Kirby Winslow Logo Art by Jordyn Torrence Character Art by Elaine Tipping || https://elainetipping.com/ || @TriaElf9 (Twitter) || @triaelf9 (Instagram) “80s” Theme Song by Chill Carrier Additional Music by Zach Carlson “Famous Friend” || @famousfriend (Instagram) Duderonomous by Christian Navarro (Guest Player) Thyme by Laura Bailey Gavain von Eitel by Dylan McCollum Maurice by Marty Abbe-Schneider Euphemia by Lelia Symington Dronk Stonefist by Gabe Greenspan Various NPCs by Nick Williams and George Primavera Learn more about Hero Club: https://heroclubpodcast.com/ Follow us! Website: https://www.critrole.com Newsletter: https://critrole.com/newsletter Facebook: https://www.facebook.com/criticalrole Twitter: https://twitter.com/criticalrole Instagram: https://instagram.com/critical_role TikTok: https://www.tiktok.com/@criticalrole Twitch: https://www.twitch.tv/criticalrole Learn more about your ad choices. Visit megaphone.fm/adchoices

What does it take to transform from a dental practice consultant into a renowned speaker and coach? In this replay episode of the Just DeW It podcast, Anne Duffy welcomes the illustrious Katherine Eitel Belt, an expert in communication and training within the dental industry. Katherine shares her captivating journey, detailing how she evolved from managing dental practices to becoming a beacon of guidance in public speaking and training. The episode brims with personal anecdotes from Katherine and Anne, revealing the camaraderie born from shared professional experiences. As the conversation unfolds, Katherine unpacks the art of effective communication, distinguishing the subtleties between training and speaking. She introduces her video on-demand training series, designed to help you learn no matter where you are in your journey. Katherine offers profound insights on overcoming the fear of public speaking, emphasizing audience perception shifts and leveraging her unique "bookshelf formula" for organized and impactful presentations. The episode concludes with a powerful call to improve your public speaking prowess, unlocking new avenues for career advancement and personal development. What You'll Learn in This Episode: Katherine Eitel Belt's journey from dental consultant to speaking coach Difference between training and public speaking Strategies for overcoming imposter syndrome and public speaking anxiety Katherine's unique "bookshelf formula" for effective speech organization Importance of structured practice and adaptability in presentations Impact of effective communication skills on career and personal growth Unlock your potential as a dynamic communicator by tuning into this must-listen episode! You Can Learn More About Katherine Eitel Belt Here:Website: https://www.lionspeak.net/ Email: info@lionspeak.net (This episode originally aired on November 30, 2022) Want to get more involved? Join our membership and community below for exclusive perks! Join the DeW Life movement by becoming a member using this link.Join the Dental Entrepreneur movement by becoming a member using this link.Read the most recent edition of DeW Life Magazine here.Just DeW It Podcast is the official podcast of Dental Entrepreneur Women (DeW), founded by Anne Duffy, RDH. The mission of DeW is to inspire, highlight, empower, and connect all women in dentistry. To join the movement or to learn more, please visit dew.life. Together, we can DeW amazing things!

https://blog.thesaleswhisperer.com/p/its-your-fault   00:00 The Challenge of Sales and Marketing Alignment 03:13 The Role of Location in Alignment Efforts 26:56 The Impact of Brand Advertising and Lead Generation 31:27 Challenges of Modern Prospecting Methods 36:03 Sales and Marketing Alignment in the Digital Landscape The conversation revolves around the challenges of achieving sales and marketing alignment to drive B2B growth, as discussed by Kelly Hopping and John Eitel of Demandbase.  They explore the importance of collaboration, shared metrics, and leadership in fostering alignment. The use of AI in marketing and sales strategies is also highlighted, along with the impact of remote work on alignment and communication. The conversation delves into the practical aspects of account-based marketing and the role of technology in targeting the right audience. The conversation covers topics related to advertising, lead generation, personalized outreach, and the changing landscape of sales and marketing.  It delves into the impact of brand advertising, the effectiveness of targeted ads, the importance of personalized outreach, and the challenges of modern prospecting methods. The conversation also explores the evolution of sales and marketing alignment, the role of account-based marketing, and the need for human connection in a digital world. Takeaways Success in entrepreneurship requires discipline, perseverance, and the ability to learn from failures. Pivoting and adapting to market needs is crucial for the growth and success of a business. Transparency and open communication are essential in building trust with customers and employees. Imposter syndrome is common among entrepreneurs, but pushing through the hard days is what separates successful entrepreneurs from others. Focus on small, incremental steps to build a business from scratch Provide just enough help to overcome obstacles Be willing to do the boring tasks that are necessary for success Hire a virtual assistant to free up time for strategic work Outsource tasks to maximize efficiency Enjoy the journey and celebrate milestones along the way   Market like you mean it. Now go sell something.   SUBSCRIBE to sell more, faster, at higher margins, with less stress, and more fun! https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer TikTok -- https://www.tiktok.com/@thesaleswhisperer Instagram -- http://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Facebook -- https://www.facebook.com/wes.sandiegocrm Facebook Page -- https://www.facebook.com/thesaleswhisperer Vimeo -- https://vimeo.com/thesaleswhisperer Podcast -- https://feeds.libsyn.com/44487/rss Sales Book -- https://www.thesaleswhisperer.com/c/way-book   BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CopyByWes.com https://CRMQuiz.com https://TheBestSalesSecrets.com https://MakeEverySale.com https://www.TheSalesWhisperer.com/

This lecture was given on December 2nd, 2023, at St. Albert's Priory. For more information on upcoming events, visit us at thomisticinstitute.org/upcoming-events About the Speaker: Prof. Adam Eitel (University of Dallas) is Associate Professor of Theology at the University of Dallas. Before joining the UD faculty in 2023, he taught for eight years at Yale University, where he held appointments in the Divinity School, the Program in Medieval Studies, and the Humanities Program. His research and teaching bring topics in the history of Christian theology to bear on questions of fundamental moral concern. A specialist in medieval scholasticism, his particular research interests span topics in doctrinal and moral theology, especially in the works of Thomas Aquinas and his contemporaries.

This lecture was given on December 1st, 2023, at St. Albert's Priory. For more information on upcoming events, visit us at thomisticinstitute.org/upcoming-events About the Speaker: Prof. Adam Eitel (University of Dallas) is Associate Professor of Theology at the University of Dallas. Before joining the UD faculty in 2023, he taught for eight years at Yale University, where he held appointments in the Divinity School, the Program in Medieval Studies, and the Humanities Program. His research and teaching bring topics in the history of Christian theology to bear on questions of fundamental moral concern. A specialist in medieval scholasticism, his particular research interests span topics in doctrinal and moral theology, especially in the works of Thomas Aquinas and his contemporaries.

After the Biden administration released its new Title IX rule on April 19, it took less than two weeks for the Defense of Freedom Institute to file a lawsuit against it. “We are asking the court to … basically stop the effect of the regulations for a variety of legal reasons," says Robert Eitel, the institute's co-founder and president. That's because the rule change is “simply unlawful,” he explained. Among the changes to Title IX, the Biden administration is attempting to redefine sex to include gender identity and sexual orientation. Title IX is an education amendment that was signed into law by President Richard Nixon in 1972 and requires there be equal opportunities for men and women in schools across the country. Eitel says the Biden administration's attempt to redefine sex in Title IX is “federal overreach.” The states of Louisiana, Mississippi, Montana, and Idaho filed the suit with the Washington-based Defense of Freedom Institute, a conservative nonprofit dedicated to providing policy and legal solutions within the spheres of education and the workforce. Eitel joins “The Daily Signal Podcast” to discuss the lawsuit against the Biden administration's new Title IX rule. He also explains what should be done about the ever-growing issue of student loan debt, and why President Joe Biden can't legally issue mass student loan forgiveness. Enjoy the show! Hosted on Acast. See acast.com/privacy for more information.

Dr. Adam Eitel (Yale Divinity School) holds appointments in the Divinity School, the Program in Medieval Studies, and the Humanities Program. His research and teaching bring topics in the history of Christian theology to bear on questions of fundamental moral concern. A specialist in medieval scholasticism, his particular research interests span doctrinal and moral theology, especially in the works of Thomas Aquinas and his contemporaries. His first book, Thomas Aquinas and the Invention of the Preacher, examines the need for gifts of the Holy Spirit in light of the eliminable conditions of human folly; as this volume approaches the final stages of revision, he is also preparing a translation and critical introduction to Aquinas's Contra impugnantes. His contributions to various journals include published and forthcoming essays in the Journal of Religious Ethics, Nova et Vetera, Studies in Christian Ethics, and The Thomist. Longer term aspirations include projects on the virtue of charity, the nature of sin, grace, eschatology, grief, and infant mortality.

Dr. Adam Eitel (Yale Divinity School) holds appointments in the Divinity School, the Program in Medieval Studies, and the Humanities Program. His research and teaching bring topics in the history of Christian theology to bear on questions of fundamental moral concern. A specialist in medieval scholasticism, his particular research interests span doctrinal and moral theology, especially in the works of Thomas Aquinas and his contemporaries. His first book, Thomas Aquinas and the Invention of the Preacher, examines the need for gifts of the Holy Spirit in light of the eliminable conditions of human folly; as this volume approaches the final stages of revision, he is also preparing a translation and critical introduction to Aquinas's Contra impugnantes. His contributions to various journals include published and forthcoming essays in the Journal of Religious Ethics, Nova et Vetera, Studies in Christian Ethics, and The Thomist. Longer term aspirations include projects on the virtue of charity, the nature of sin, grace, eschatology, grief, and infant mortality.

Professor Eitel is Associate Professor of Theology at the University of Dallas. Before joining the UD faculty in 2023, he taught for eight years at Yale University, where he held appointments in the Divinity School, the Program in Medieval Studies, and the Humanities Program. His research and teaching bring topics in the history of Christian theology to bear on questions of fundamental moral concern. A specialist in medieval scholasticism, his particular research interests span topics in doctrinal and moral theology, especially in the works of Thomas Aquinas and his contemporaries.

Professor Eitel is Associate Professor of Theology at the University of Dallas. Before joining the UD faculty in 2023, he taught for eight years at Yale University, where he held appointments in the Divinity School, the Program in Medieval Studies, and the Humanities Program. His research and teaching bring topics in the history of Christian theology to bear on questions of fundamental moral concern. A specialist in medieval scholasticism, his particular research interests span topics in doctrinal and moral theology, especially in the works of Thomas Aquinas and his contemporaries.

Professor Eitel is Associate Professor of Theology at the University of Dallas. Before joining the UD faculty in 2023, he taught for eight years at Yale University, where he held appointments in the Divinity School, the Program in Medieval Studies, and the Humanities Program. His research and teaching bring topics in the history of Christian theology to bear on questions of fundamental moral concern. A specialist in medieval scholasticism, his particular research interests span topics in doctrinal and moral theology, especially in the works of Thomas Aquinas and his contemporaries.

Prof. Adam Eitel (Yale Divinity School) holds appointments in the Divinity School, the Program in Medieval Studies, and the Humanities Program. His research and teaching bring topics in the history of Christian theology to bear on questions of fundamental moral concern. A specialist in medieval scholasticism, his particular research interests span doctrinal and moral theology, especially in the works of Thomas Aquinas and his contemporaries. His first book, Thomas Aquinas and the Invention of the Preacher, examines the need for gifts of the Holy Spirit in light of the eliminable conditions of human folly; as this volume approaches the final stages of revision, he is also preparing a translation and critical introduction to Aquinas's Contra impugnantes. His contributions to various journals include published and forthcoming essays in the Journal of Religious Ethics, Nova et Vetera, Studies in Christian Ethics, and The Thomist. Longer term aspirations include projects on the virtue of charity, the nature of sin, grace, eschatology, grief, and infant mortality.

Prof. Adam Eitel (Yale Divinity School) holds appointments in the Divinity School, the Program in Medieval Studies, and the Humanities Program. His research and teaching bring topics in the history of Christian theology to bear on questions of fundamental moral concern. A specialist in medieval scholasticism, his particular research interests span doctrinal and moral theology, especially in the works of Thomas Aquinas and his contemporaries. His first book, Thomas Aquinas and the Invention of the Preacher, examines the need for gifts of the Holy Spirit in light of the eliminable conditions of human folly; as this volume approaches the final stages of revision, he is also preparing a translation and critical introduction to Aquinas's Contra impugnantes. His contributions to various journals include published and forthcoming essays in the Journal of Religious Ethics, Nova et Vetera, Studies in Christian Ethics, and The Thomist. Longer term aspirations include projects on the virtue of charity, the nature of sin, grace, eschatology, grief, and infant mortality.

Prof. Adam Eitel (Yale Divinity School) holds appointments in the Divinity School, the Program in Medieval Studies, and the Humanities Program. His research and teaching bring topics in the history of Christian theology to bear on questions of fundamental moral concern. A specialist in medieval scholasticism, his particular research interests span doctrinal and moral theology, especially in the works of Thomas Aquinas and his contemporaries. His first book, Thomas Aquinas and the Invention of the Preacher, examines the need for gifts of the Holy Spirit in light of the eliminable conditions of human folly; as this volume approaches the final stages of revision, he is also preparing a translation and critical introduction to Aquinas's Contra impugnantes. His contributions to various journals include published and forthcoming essays in the Journal of Religious Ethics, Nova et Vetera, Studies in Christian Ethics, and The Thomist. Longer term aspirations include projects on the virtue of charity, the nature of sin, grace, eschatology, grief, and infant mortality.

Prof. Adam Eitel (Yale Divinity School) holds appointments in the Divinity School, the Program in Medieval Studies, and the Humanities Program. His research and teaching bring topics in the history of Christian theology to bear on questions of fundamental moral concern. A specialist in medieval scholasticism, his particular research interests span doctrinal and moral theology, especially in the works of Thomas Aquinas and his contemporaries. His first book, Thomas Aquinas and the Invention of the Preacher, examines the need for gifts of the Holy Spirit in light of the eliminable conditions of human folly; as this volume approaches the final stages of revision, he is also preparing a translation and critical introduction to Aquinas's Contra impugnantes. His contributions to various journals include published and forthcoming essays in the Journal of Religious Ethics, Nova et Vetera, Studies in Christian Ethics, and The Thomist. Longer term aspirations include projects on the virtue of charity, the nature of sin, grace, eschatology, grief, and infant mortality.

Breaking into a new market is no small feat. It's a labyrinth of challenges, uncertainties, and endless decision-making. But as with any maze, there's always a path to the center if you navigate it.  In this podcast episode, we had the privilege of navigating this complex terrain with John Eitel, former Head of Sales at Canva. This company grew exponentially from 500 to 4,000 employees in just a few short years.  Highlights include: The Journey to a New Market (1:30), Local Knowledge: A Must When Opening a New Market (6:07), Selling to American Companies vs. European Companies (8:51), What was the Initial Sales/Marketing/PLG Mix for Canva (13:57), and more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching  

Kathrin Eitel's book Recycling Infrastructures in Cambodia: Circularity, Waste, and Urban Life in Phnom Penh (Routledge, 2022) examines the recycling infrastructure in Phnom Penh, Cambodia. It considers the circular flows of waste and practices through 'infracycles', maintenance practices that tinker with the social and capitalist order, and postcolonial ways of doing politics that co-constitute predominant waste fantasies from which naturecultures ooze out, shaping urban life in their own way. In this context, socially marginalized waste pickers contest the capitalist system by creating tropes about freedom, labor autonomy, and the will to survive. In this regard, they are also meddling about a new social order that represents the fine line Cambodia is sashaying between tradition and modernity. Waste fantasies that are a result of environmental problematizations, however, perpetuate postcolonial ways of doing politics by exuding notions of waste as detached from its sociocultural context. But ultimately, waste slips through the cracks of these dominant imaginaries and global waste reduction models enacting new versions of what waste and the city is, providing opportunities for another future waste policy. This book is a unique contribution to the field of infrastructure studies emphasizing the importance of perceiving infrastructure as circular in smaller 'infracycles', rather than linear. It will be of interest to researchers in the field of environmental anthropology, science and technology studies, urban studies, and Southeast Asian studies. The Introduction of this book is available for free in PDF format as Open Access from the individual product page at www.routledge.com. It has been made available under a Creative Commons Attribution-Non Commercial-No Derivatives 4.0 license. Kathrin Eitel is a Postdoctoral Fellow in the Department of Social Anthropology and Cultural Studies at the University of Zurich. Professor Michele Ford is the Director of the Sydney Southeast Asia Centre, a university-wide multidisciplinary center at the University of Sydney, Australia. Learn more about your ad choices. Visit megaphone.fm/adchoices Support our show by becoming a premium member! https://newbooksnetwork.supportingcast.fm/new-books-network

Sales Growth Tools Mentioned In The Sales Podcast Hire The Best Speaker for your sales meeting or marketing conference Take The CRM Quiz: then schedule a free call to ask any questions about your results Sendoso: reach and connect with the toughest prospects The Sales Agenda: take control of every sales opportunity like a pro. Leadferno: Turn lurkers into leads Founders Card: Get $20k in free processing from Stripe and more… Send Drunk Emails: ...that get opened and get you paid! Phone Burner: work the phone like a machine so you can be a human when you connect. GUEST INFO: Guest Site: https://www.demandbase.com/ Guest LinkedIn: https://www.linkedin.com/in/johneitel/ PODCAST INFO: Support The Sales Podcast: https://bit.ly/3JOJ6jC Podcast website: https://www.thesaleswhisperer.com/podcast Apple Podcasts: https://apple.co/3PeYzKL Spotify: https://spoti.fi/2nEwCF8 YouTube: https://www.youtube.com/@TheSalesWhispererWes SUPPORT & CONNECT: Check out the sponsors above; it's the best way to support this podcast Support on Patreon: https://www.patreon.com/TheWes Twitter: https://twitter.com/saleswhisperer Instagram: https://instagram.com/saleswhisperer LinkedIn: https://www.linkedin.com/in/thesaleswhisperer/ Facebook: https://www.facebook.com/thesaleswhisperer Medium: https://medium.com/@saleswhisperer YouTube: https://www.youtube.com/thesaleswhispererwes

Join this podcast's Facebook Group: The Dental Marketer SocietyJoin my newsletter: https://thedentalmarketer.lpages.co/newsletter/[Click here to leave a review on iTunes]‍‍Guest: Katherine Eitel BeltBusiness Name: LionSpeakCheck out Katherine's Media:‍LionSpeak Communication Training OptionsLionSpeak Calibration Retreat‍‍Other Mentions and Links:The 5AM Club: Own Your Morning. Elevate Your Life.Wizard of OzInvisalignBlue Cross Blue Shield InsuranceLions Peak Winery‍‍Host: Michael Arias‍Website: The Dental Marketer Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍‍My Key Takeaways:Communication is essential to building a strong team and patient relationships.Don't forget to invest in team culture! It's not all about how much you're paying employees. They want purpose, support, and acknowledgment as well.Always lead with what your practice DOES offer rather than what it DOESN'T. This is especially true when handling those tricky questions involving insurance.Don't be afraid of the price question. If a potential patient is asking about price, it means they are looking to buy!When on the phone with potential patients, be sure to establish a relationship before asking for details.If you aren't the cheapest practice in town, you will have to sell the value of your practice rather than the price point.‍Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]‍p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.‍Our Sponsors & Their Exclusive Deals:‍‍‍‍Dandy | The Fully Digital, US-based Dental Lab‍For a completely FREE 3Shape Trios 3 scanner & $250 in lab credit click here: meetdandy.com/affiliate/tdm !‍Thank you for supporting the podcast by checking out our sponsors!‍Episode Transcript (Auto-Generated - Please Excuse Errors)Michael: Katherine, how's it. Katherine: It's going great. So glad to be with you this morning. No, Michael: thank you for being on. We truly, truly appreciate it. I know we're not far from each other. You're experiencing We just had a ton of rain, huh?Katherine: We did, but it's made everything, uh, gorgeous and green and the snowcap mountains. And I heard we're gonna have a super bloom because of the rain on the Michael: flowers. Oh yeah, yeah, yeah, yeah. So it's gonna be beautiful here in southern California. , but Awesome, Catherine. So can you tell us a little bit about your past, your present?How'd you get to where you are? Katherine: Yeah, so I come from dentistry. I started in college as a chairside dental assistant and eventually worked my way up to the front office area in the administration area of a practice and managed a large practice. eventually my career led me into practice management consulting for several decades, and then about 10 years ago.I narrowed my focus to communication skills, coaching only, and primarily still within dentistry though, we do some corporate work and some work, uh, in, I would call it discretionary healthcare fields, but primarily dentistry. And, we like to describe our company. My company is Lion Speak and the overarching umbrella is communications coaching.But under that umbrella, . We basically deliver that in three different sectors. So one sector we describe as patient facing or customer facing communications. So we talk and teach a lot on telephone skills and converting new patient phone calls, especially difficult ones. And then also case presentation, financial discussion with patients.We have a lot of practices transition off of insurance plans and all the communication that's needed for that. Our second lane is described. Team facing communications. So, team culture, leadership. We turn a lot of managers on how to have something we call courageous conversations in a really productive way.I'm writing a book on that right now, and we're getting ready, to release an on-demand video training series on that in April. . And then our third lane is described as audience facing communication. So we have a train the speaker and a train the trainer program there. and that's for anybody who wants to speak from the stage or even for practice owners that have large practices that may need to address their company or a board or anything like that, uh, on a regular basis.Then we help them with their presentation skills. So, Where I've come from and, and where we are today. Michael: Okay, nice. So let's rewind a little bit. You said you started as a chairside dental assistant, Uhhuh, and then you worked your way up to the. , why, why didn't you just stick to, you know what I mean? Like, okay, you know, I'm gonna do more clinical and stuff like that.Yeah, Katherine: well, I think, I think I got there a, the way a lot of administrators got there, I was sort of thrown into it. Uh, our, the administrator office manager that we had was in a car accident and actually didn't come back to the practice for over a year. So we were all just sort of pitching in, you know, pinch hitting for our team and it stuck, I guess I was.Had some talent or was good at it and good on the phone, good with patients. And so I ended up, they ended up hiring another assistant and I ended up staying up front, and eventually moving on to manage a practice. and so I love both. I loved them equally. I loved chairside, with patients. I loved dentistry and providing it, but I also loved, the management of a team and, the systems, you know, management that was required from an administrator's position.Okay. Wonderful. Michael: Yeah. And then why did you narrow your focus to just communications? Katherine: Ah, interesting question. So I think something happens when you hit your fifties . I think you're looking at your, you know, yardstick of your life and one half's looking a little shorter than the other half. Mm-hmm. . and I think, you I looked at my business, it was a very successful prac, uh, dental practice consulting business.but there was a sliver that I enjoyed more than the rest. it's not that I don't understand how to set goals and track metrics or read a p and l. Uh, obviously I own my own business and, and helped many, but, or that I don't understand insurance coding and things like that. But that was never, it never lit me up.what did light me up was helping dental professionals step into their potential by communicating at a much higher level. And so it was a bit of a jump off the cliff. I mean, I had people say, you know, I don't think, I don't think dentists or really small businesses are gonna pay for communications coaching only outside.Practice management and I wasn't sure they would either, but uh, turns out 10 years later, here we are and turns out they will. So, I think I have a knack for it. It was definitely, I wanted to spend the rest of my career working on the topics that I most enjoy teaching, and also with clients that I most enjoy working with.So it was a bit of a narrowing of my focus. Michael: That's nice. I like that. Yeah, you're like inching down, you know what I mean? And it's good. Yeah. Inching down. Exactly. Right. I like it. So out of the, the three lanes that you mentioned, which do you see people returning and kind of saying like, we need this. I would assume it's team because, you know, teams are changing all the time, but like, where do you see where it's never ending?All Katherine: three. all three. Okay. So patient facing, obviously we have new people coming on board. We have, you know, older, personnel that's been with us a long time or been in the industry a long time that sometimes needs a refresher. so we see. ongoing there. We have clients returning year after year, after year.Mm-hmm. , but certainly for team facing. We do something called, um, what in our leadership coaching we do, something called a calibration retreat. And many of our clients have us back year after year to facilitate that retreat. It's called a calibration retreat because it calibrates it's intention is to calibrate the team with the owner's future vision.At that moment, how they see the future and what they're trying to create from that vantage point. and also the standards, the cultural standards that they, that are important to them. And so our job is to make sure that the owner's crystal clear about that for themselves first. Mm-hmm. , and then articulates that very clearly to the team.And that we are able to facilitate a discussion at least once a year about, inviting people, which is a very d. Idea than demanding, inviting people to, cross the threshold into helping us achieve this vision and to align with these cultural standards. So there is no doubt right now given the shortage of employment that we're seeing sort of at a crisis level, we had clients that we've worked in different, maybe different areas that have come back, maybe post Covid.They were like, well, you know, culture, you know, it's important, but I don't know if I wanna, mm-hmm. And all of a sudden they're calling and going, okay, I get it. I can't, I can't keep people, I mean, they're going down the street for a few dollars more an hour because, , they feel there's, that the cultures are the same.Yeah. Or one is better than the other. And so I get now that it's more than just what I pay. Yeah. I have to create a work environment where people have clarity, where they have, they feel a part of something bigger and they feel supported. So, helping. Owners and managers and leadership create that environment is what we're all about.So you can imagine there's just like booming business in that lane. Yeah. Yeah, yeah. And then, you know, as, as practices have scaled with multi-location, lots of doctors, There's a point, sort of kind of a crossover point about five practices in, if their intention is to grow, and scale at about that juncture, we find that they need to create a middle layer of management and often of training, internal training.And so in our third lane, we're doing a very robust business right now in helping. Managers or, or dental personnel that gets, advanced or promoted into those, uh, training or management positions to learn how to coach their people. They often are really good at their job. It'd be a, someone gets promoted cuz they're a great hygienist or a great administrator, but when we promote them into a leadership position or a management position, even a team lead, they often fail because the skills you need to.Really great hygienist and team player are a little different than what you need to grow and coach your people. So we're doing a lot of work in that area to help these new managers learn those skills. So it's hard for me to pick a lane cuz we're busy in all of them. Yeah, Michael: no, that's good though. That's good.And I like how you mentioned on the other one where it's like you want to feel, you want your team to feel bigger than it. they want, they wanna feel a part of something bigger than, you know what I mean? What it is. I know a couple of hygienists, they're hygienists, Catherine Hygienists and dental assistants who left for like, oh, in and out, has way better structure and organization and I feel like I'm, I'm going somewhere with them, you know, or another, you know, it's so different industry, but they're doing that.So, I wanna ask you, I wanna dive into two specific ones. Okay. Ones that we, uh, discuss all the time. Here is one of 'em. Let's, let's dive into that. One is telephone skills and converting difficult New patient phone. . Okay. How can we, what are some pointers, instructions that you can give us for this?Katherine: Well, we're known as the unscripted communications coaching company because I dislike scripts very much. I don't think they work. I get why we invented them, very popular in the seventies and eighties, even into the nineties. Scripting was really popular. . And I remember my boss at one time hiring a consultant, and it was overall a really great experience, but I remember the day he plopped down a three ring binder full of scripts for everything we were supposed to do in the dental practice.And I remember reading some of those and thinking these were the Hokies things I ever read. Like I couldn't, yeah, I couldn't imagine th saying it that way through my personality and sounding mm-hmm. like normal and so, . I get why scripting came about though, because as a businesswoman, I definitely want to have consistency of service and consistency of brand and messaging in my company.Like I wouldn't want you to call and talk to Kelly and have a completely different experience and get completely different information than you might if you talked to Stacy, right? Mm-hmm. . I do. I do. I do think that the idea of scripting was to give us consistency for branding, for messaging, for all of that, and so I get.and I do think it's important, but I'm the kind of gal that says, why do I have to choose between consistency of message in my business and authenticity and connectivity with my patients. and my customers. Mm-hmm. . And so likewise, I don't want you to call and talk to Kelly and get a robotic. , like she's a robot.And then it's the same exact experience when you talk to Stacy. Mm-hmm. . So I want, I want their personalities to come through. I want you as a customer to think, I, I spoke to a human being who heard me and had a, developed a relationship with me and was present in this moment, not reading from a memorized script.So I'm the kind of girl who says, I don't wanna choose, I want both. And I think you can have both. And you do. With frameworks. Frameworks similar to scripting in that we require everyone to agree to that framework and we hold them accountable. We test them, we teach them, we train them, and we hold them accountable through ongoing coaching to that framework.But within the framework, they get to be who they are as long as they hit the points of the framework. We say if they're funny, we want 'em to be. . If they're kind and sweet and gracious, that's how they're wired, then let's be a big version of that. We teasingly say if they're direct, they just need to be careful.yes. But, but they get to be who they are and, I like that. I think patients respond well to that. It's how we train everyone, that we train on communication. If we're training a speaker on the stage to be a better speaker, we don't want them to sound like Catherine. , we want them to sound like the best version of them, their personality to come shining big through that stage performance.But we do want them to get the points across to the audience that they've agreed to speak on. You know, so they're, again, there's a framework, but within their framework we get to be who we are. So that's first. tips on telephone skills. So our framework is a simple four step Process for.almost every single new patient phone call that you could imagine. And there's really a top five. There's the patient that calls and asks the price of something, which is challenging. There's the patient that calls and asks for a checkup or a cleaning, you know, they're not really, they have no real urgent need.they just wanna stay current. Right? And so they call asking, usually the question is a checkup or a cleaning. The third one is, they have an emergency, they have some level of urgency of a toothache, or they have a broken tooth or something doesn't feel quite right. Or they have, you know, they want something whitened before their wedding.There's some sense of urgency. Mm-hmm. and some more immediate need. there is also a couple of other questions that come up. They're, they're not actually. A need, but they're the first question that gets asked. One of those is, are you on my plan? Now, that's not actually why they're calling. It's usually something else.It always is something else, but it's the first question that they ask, and it's what administrators are faced with. Answering, and that's easy to answer if you are a provider on the plan. It's a little more challenging if you're not, and lots and lots of practices struggle with that question. So those are the kinds of questions that we coach on.and so my t my quick tips, I mean, of course we, we take a lot longer than this interview to, to train people to be experts at this, but high level tips would be this. the first thing you have to accomplish is get in relationship with this caller. So what tends to happen is they'll say, hi, I was calling, I've got a a bit of a toothache, and I was wondering if the doctor could see me today.and what we hear we do, we do thousands of mystery shopper calls a year for our clients. And I'd love to talk about how we do that a little differently, in a, in a bit. But we, but we, we listen to a ton of calls every year and more often than you might think. It's, it's actually very frequent and very, uh, often that we hear someone will answer that question with a another question of, what insurance do you?So here they've said, I've got a tooth that's bothering me. I'd like to know if I could be seen today. And they say, okay, well do you have insurance? What insurance do you have? So what happens with that response? It's not coming from a mean person. It's coming from a person who's got three lines on hold and two people are checking out and they got a lot going on.Mm-hmm. . And they're trying to be efficient, but what, how it sounds to a patient is all you care about is getting paid. and so what we first teach. Before you ever answer any question, say, well, I'm really glad you called. I mean, again, in your own words, but I'm really glad you called us. Welcome to our practice.My name is Catherine, and what was your name, right? Let's get on a first name basis. . So the first thing I think is how can I get their name? How can I welcome them? And then I will usually, if they don't offer, I was referred by this person, or I found you on the internet, or however. So if they say, I was, my neighbor said I should call you.I say, oh, well who's your neighbor? that's so awesome of her to refer you. And how long have you guys. Next to each other. You know, just I, if, if someone says, you know, I just moved to the area and my someone at work said I should call you. I say, well, where'd you move from? How long have you been here?How do you like it so far? I mean, there's a thousand questions you could ask. That's the no scripting part. Mm-hmm. , ask whatever feels natural to you and to the conversation, but don't skip the principle of walking through the door and getting in relationship with that person. So one way to get in relationship is to walk through any open door They.Now that's gonna be really annoying to a patient that's in pain. So if a patient that is in pain and they express that, or even any high urgency, . We don't wanna say, well gosh, how long have you worked there? You know, and it's annoying. So what we wanna connect with is empathy. We wanna say, before we ever answer their question, we wanna say, well, I'm, I'm really sorry to hear that you've been in some discomfort.I'd love to learn a little bit more about that and how we can get you seen quickly and get you feeling better soon. So I just want you to know, I, I get it and I'm, and I'm really sorry to hear that, you know, just some empathy that says, I heard you and I actually care about it. it's less than 30 seconds.It's not a long time, but do not skip this step. So that would be my first tip. Second tip is get in control of the phone call. And I'll tell you, Michael, if your listeners took only one thing away from this, Discussion about telephone skills. Mm-hmm. and even maybe communications in general. If they took this next point away, they'd have the keys to the kingdom if they would remember that.Whoever, in any conversation, Like in this interview, in any conversation, the person that's asking the questions is actually controlling the direction of the conversation. So in our exchange today, you're asking the majority of the questions. You're steering what we're gonna talk about. You're steering the direction of our conversation, which is as it should be, it's your podcast.But when people call a dental, it's usually the patient that's holding that baton of control because they say, are you on my plan? How much do you charge for a crown? can I get my teeth cleaned? You know, can I be seen today? so they've got the control and instead of thinking, my job is to answer all their question.An administrator would be better served to say, my job is to gently reach through that phone, connect with them personally, gently grab that baton of control and bring it back over here where I can steer and control the conversation. That's the biggest mistake most people make in our mystery calls is they don't get control of the call early.And how you do it is you answer their question with another question. So I might say, if they said, you know, how much do you charge? whitening. I might say. Well, I'm so glad you called. We do whitening. A lot of whitening, really good at it. So welcome to our practice. Uh, my name's Catherine and what was your name, right?I connect with them somehow. Then one, once I felt like I've connected, then I say, so I'm happy to answer your question about the whitening. I just wanna make sure I give you the right information, and schedule the right appointment. So, would you mind if I ask you a few more questions or a couple of.now who's got the baton of control, they feel like they're gonna get their question answered. So they're not resistant in any way. But I have not answered their question. I've actually just reached through the phone and brought the control over to me. Mm-hmm. , and now I get to steer this with a line of questioning that will help me determine, really the only two things that an administrator ever needs to determine on a new patient call.One is, which of the two appointments we have to offer is best a comp. or a limited exam, which of those is the best for this patient? And it is often different than what they asked for. Lots of people asked for a cleaning, but what they really want is to have a tooth checked. Lots of people asked to have a tooth checked, and what they would be more than willing to do is have all their teeth checked.So, I mean, that's not always the case, but it often is the case. So when someone says, I was wondering if I could schedule a cleaning, I think in my mind, well, we'll see. We'll see. Depends on how you answer my questions. Mm-hmm. , I'm not just gonna schedule you for a new patient exam and cleaning until I've taken you through a line of questioning and my, all my questioning is about urgency.That's, it's all about urgency because the only thing that drives them, or should drive them to a limited exam that I'm gonna shove into the middle of a full schedule should be urgency. And if it isn't urgent, then I'm gonna try to direct them and steer them to a comprehensive exam. that's the one thing I have to determine.The second thing I have to determine with my line of questioning is, what else do they care about? What are other hot buttons? is it the discomfort? do they also have some money concerns or financial concerns? Do they have, maybe they're concerned about getting some, you know, disappointment but missing too much work.maybe they have an upcoming event. They want the work to be done before, so I'm trying to find out what else do they care about so that when I step into to my step number three in the framework, I can give back to them. The right appointment and why it's perfect for them. Options on times and dates, and then I'm also gonna promote the practice.back through the filter of what they said they cared about. So if I discerned that they cared about money, then I'm going to maybe mention, I'm so glad you found us because you mentioned that you were a little bit concerned about the cost of this treatment and, we have lots of patients that have expressed that concern and we are really exceptionally good at helping patients with a variety of.Financial options to afford the care that they need and want. So once you come in, we'll find out exactly what you need, and then the two of us will sit down and we'll look at a variety of options. And we almost always are able to help patients find something, that helps them afford the care that they want comfortably.So I look forward to that com. You know, so it's mm-hmm. , my, my feeling is that it's our. to promote the pr. It's not the patient's job to sell themselves on us. It's our job to sell them on us. And so once in step two, I've discovered what really matters to them and which appointment would be appropriate.Then in step three, I'm actually giving that to them, but I'm, but I'm stepping into actively promoting this practice through the filter of what I've discerned they care about. So, and then in step four, take care of the details. That's where we get insurance details. That's where we give them directions and that's where we reconfirm the appointment or get whatever, you know, whatever the details are.But one of the big mistakes, Michael, that administrators make without training, and I'm, I've made all of these mistakes, one of the mistakes we often make is we let the computer screen for a new patient account guide our. And the computer screen for a new patient account wants to know address and phone and email and insurance information.None of those help us with those two questions. What appointment is appropriate and what else do they care about that I can promote the practice to? So those questions, in my opinion, should be later in the call. Once we schedule an appointment, then all those things matter. But what does it matter what their address is or their email is?if I haven't even sold them on the practice and we don't have them scheduled for an appointment. So I, I wanna, my questions on step number two are geared toward discovering the level of urgency and what else do they care? What are their hot buttons so that I can manage that well in step three. So those are some tips that I think, if people could really focus on restructuring where they guide and how they guide a patient, they'd do so much better, in those phone calls. Michael: Wow. Okay. So these are the four major steps for this framework. And you mentioned you do mystery shopper calls, Uhhuh for your clients. How does that work?Like what were, how do you do. . Katherine: It's really kind of a scary proposition for most administrators if they're honest. . it's scary for anyone, you know, I'm a speaker and trainer and coach and, I've been invited to do some pretty big keynotes here in the next year or so. Mm-hmm. and, uh, they're bigger audiences than I'm used to addressing normally.And so I reached out for some additional coaching for that keynote and the first thing my coach said is, I want you, One of your next upcoming speeches, I want you to record it and I want you to watch it and self evaluate your, you know, your performance. And then I will do the same and we'll come together and talk about it.And it was painful. It was painful to listen to myself, to watch myself. It's very hard. But as a professional, . I wanna continue to grow. I wanna grow my income. I wanna grow my value, I wanna grow my performance. And so to do that, I've gotta have the courage to listen and watch myself. And so I would say to administrators or anyone, in the dental field, if you want to advance your career, if you wanna be paid top dollar, I mean, imagine being able to lay down at your next review, your next performance review, four or five mystery shopper calls that were perfectly score.and you've got tens across the board. I mean, those are the kinds of talents that, managers and leaders and owners are wanting. to pay for. So I like that. Um, one of the things I'll say about Mystery Shepherd calls is that we have some competition that I think does it very poorly.And because they have done it very poorly, it has turned a lot of people off to the idea as a whole. And I think we're throwing the baby out with the bathwater. I think it's just been done poorly. So for example, We don't do any sneak attacks. If we're gonna do mystery sharper calls and we agree to do them and a client hires us, it's with the understanding that we will train first.We will help people to get better first, and we will show them the scorecard. We will train them against the scorecard so that they have some input, they have can, can ask their questions, get whatever. We're not trying to catch people doing. We're trying to help them get better and so no sneak attacks.The other thing is we don't use, we use normal people for the calls, asking normal questions. We're not trying again to trick people. We're trying to say, can we get you and help get you significantly better with the normal caller? So asking the normal questions that that patients ask. So, you know, we're not dragging people off the street to do this.We. , regular moms and dads or even have a couple of retired dentists that make calls for us, but they're asking normal questions and, and I think if we get good with those, then we've, you know, we've, we've scaled the mountain. so those are some of the things. The others, we never play these calls before, anybody without their permission.Hmm. So sometimes. Somebody says, I want my team to hear this call. I want 'em to hear how much noise they were making in the background while I was trying to handle this call and how that sounds on the phone. So sometimes they say, please do play it, but unless we get their permission, well, first of all, unless we get their written permission, we never even make the calls we want.Mm-hmm. , the individual's written permission over the next year to do these and to sit down with them and to go over the results and help them get better. with one exception. Of course, whoever hired us to do these, they get to listen to it. But other than that, we wouldn't play it before a department or a team or anyone else, unless we had that person's permission.Again, we're not interested in embarrassing or catching someone. We wanna build you up and make you say, that was one of the best things I ever did and it, and it helped my career. it's, it's important I think that we treat people the way we would wanna be treated. So if you're interested in advancing your career or you're interested in helping your people advance their careers, and convert more callers on the phone, I think teaching them well and then getting them a coach that can be their support person to, you know, hold them accountable to, to what we've agreed to is, is super, is super important.Yeah. Michael: What about Catherine, the type of, patients that. I a hundred percent agree. Like we, we do need to get control of the, I love that how you said, like, and that's a huge principle. Like what, okay, the one asking the questions is the person, you know what I mean? And then at the same time, you wanna show that empathy.Like, sure, who doesn't want, who doesn't love that? Who doesn't like you get it? You, you get that? I'm in pain, right? But what about those patient. Because I remember working in the front office and we would get a lot of the times where they're like, well, what does that matter? Like, it's almost like they were really short with me, where it's like, just, do you take it or do you not?That's all I need. Do you take it or do you not? And I'm, I kinda Katherine: wanna you insurance on Michael: insurance when, whether it comes with insurance or whether they're like, do you have an appointment right now, or no? Yes or no? Like, they were very short. So how do we, how do we deal with that? Like I feel like when that happened, everything went out the window that I Katherine: learned, you know?Well, it doesn't really, So, you know, if I were, I travel a lot because I speak a lot. Mm-hmm. . so if I, let's say I, I'm waiting for a plane. I bite down on something. Maybe I have a little popcorn or something. I bite down. I think maybe, Ooh, I think I, maybe I chipped that tooth, right? I'm on the Jet Way board in the plane.I call in office. If I say hi, look, my name's Catherine. I tell Belt, I live in Temecula. I'm actually boarding a plane. I just think I bit down on something. I think I might have chipped part of my tooth. It's not hurting. but I would like to get it checked when I return on Monday. and I can come anytime next week.I don't have insurance. I'll be paying cash. I just like to get something if I could, early afternoon next week, I can come any. , you pr pretty much have skipped over the four step process because I've given you every, I've given you. , my urgency where I am on the scale of urgency. It's not very urgent.I've already answered questions about how, how I'll be pain, what I expect when I can come, so you can, it would be silly to try to go back to step one and try to walk down this floor. Mm-hmm. , it's like I've catapulted. So it's really, you have to use your head about the framework. The framework is more for someone calls you have limited or no information.I wanna know how much you charge for a crown. if you answer that, it's like you're throwing some, you know, it's like you close your eyes and shoot the arrow and hope that you come anywhere near the target. But when someone, someone gives you enough information up front that the target's now clear, just shoot the target.Right. Yeah. Just, just take 'em there. Now I'll give you one exception and that is the question about insurance. And it's similar to the question about price. I contend nobody is sitting around on their sofas at night scratching their heads, wondering what the price of crowns are these days. That's not why they're calling.Yeah, they're calling because, and asking this question because there's, it's sort of like the Wizard of Oz. There's something behind the. , right? There's, there's this little thing behind the curtain of this big scary question that's actually really important. And so rather than address the big scary question, I wanna kind of be good enough to peel back that curtain and say, well, what's what's behind there?Because the truth is, unless you are the cheapest in town, if you are the cheapest in town and somebody is, somebody is, if you are, that question's not. , right? Mm-hmm. , if you're the cheapest crown in town, cheapest Invisalign. Cheapest whitening. Cheapest implant. you can answer that question they're not gonna find it any less.But if you're not the cheapest in town, then we won't win on answering that question. We will have to win in some other way. We'll have to win on value. And to do that, we've gotta get behind why are they calling, why are they asking this question in the first place? And if we can get behind that, and that's why I say, Honor the question.Say that I'm, I'm so glad you called us. I'd love to talk to you about that. I wanna make sure I give you the right information. So would you mind if I ask you a couple of questions and then of course, I'm gonna start with why. Why is it that you think you need, first of all, is this for you? And if it is, or whoever it's for.why do you think you need a crown? are you experiencing some discomfort? If they say yes, I'm gonna explore that, cuz I'm still trying to figure out am I gonna schedule them for a, an immediate exam mm-hmm. , you know, a limited exam or am I gonna get them into a comprehensive situation? I'm trying to decide now on the price question we teach to.avoid that question upfront and do use these techniques of questioning and then offer them some appointments. And another tip I'll give right here, stop asking, do you perform mornings or afternoons or do you prefer a day of the week? Stop it. The reason is, if you ask Catherine, do you prefer mornings or afternoons?Catherine's gonna say mornings because I would rather come in eight o'clock, get my appointment done, have my day to go back to work, and, and be productive. But if you had a one o'clock in the afternoon open tomorrow that you wanted to fill, and you asked me, do you perform mornings or afternoons? I say eight o'clock, you now, it doesn't even make any sense to offer me the one.but that's what you really wanna fill. But if you said to Catherine, you know what I, Catherine, I have a, an appointment doc, uh, doctor has some, an opportunity to see you for that either tomorrow at one or, next Thursday at 10. Which of those would work best for your schedule? I might pick the one tomorrow if it was available.So you've scored big with me. Now what I know is that three outta four people will go where you lead them. if you lead them. In other words, if you give me a choice, three outta four people will pick one of those choices. You score big on three people. If you just don't ask 'em morning or afternoon, just take 'em.Give them your hardest to fill times and see what happens. One out of four, Michael, mm-hmm. will not go where you lead them. They are assertive enough personalities that unless you can give them an eight o'clock on a Monday, they're not coming there. And so if you offer me one in 10. . Then that assertive person's gonna say, well, actually, the only time I can come is eight o'clock on a Monday morning.Can you see me? Right? And so what have you lost with that person? You've lost nothing. You'll direct them to your next available early morning, which might be a while, but you've scored big on the other three that wouldn't have picked the one o'clock, but took it because you offer. , do you see?Mm-hmm. . So free yourself up. Stop that habit of, of doing that, and just offer them, direct them where you want to go, where, where you want them to go. so back to my question of the shopper and the insurance on the shopper, I am going to try to guide them and a lot of them will never ask that question a second time, and they will come in, but some will, some will say, well, I, I'm not ready to schedule cuz you never answer my question about how much it costs.So I contend administrators need to sit down with their manager or. and they need to ask, they need to say, I'm feeling very skilled to avert that question at least once, maybe twice. But if they push me a second or third time and say, I need the, I need to know how much it is, I need to know from you which way you want me to go, because whether I, whether they quote it or refuse to quote it, they're going to lose some people. if you quote it and you're not the cheapest, you're gonna lose some. If you refuse to quote it, you're gonna lose some. So I think it's a great trade to an owner or manager for an administrator to say, I'm not gonna answer it on the first go round. I'm gonna use this technique. I'm gonna try to get them in here where we can see them eyeball to eyeball and we can quote the fees.Then I'm gonna do my very best. And if for those. Circle back around and force me, how do you want me to respond? And really, it's a, it's just a choice. my preference is to, uh, quote range if you're pushed into the corner to quote as wide a range as is reasonable or truthful. But not to do it right away, not to do it on the first go round, you know, to have some skills to try to avoid that question.We're not trying to avoid the question. We're trying to get them there to see and only quote what is real. We're also trying to get them in so that they have an experience of what our fees afford them. We can't give them that experience of what our fees afford them over the. completely. So if we can get them in, we have a chance of them falling in love with us, falling in love with our office, our doctor, our hygienist, our team, our technology, all of that.But we, it's harder on the phone. So, so those are some tips for that, for insurance. you know, it's easy if you're on the plan, but if you're not, my suggestion very quickly would be don't tell them what you're not. , tell them what you are. So instead of saying, I'm sorry, we're not a provider on the plan, you're gonna lose a hundred percent of those people, wouldn't you?Mm-hmm. , you're gonna lose a hundred percent. But if you say, I'm so glad you called. And we work with a lot of patients who have, blue Cross Insurance, we are considered what is known as an unrestricted or, you could say, I've heard people say, uh, non-preferred. I don't, I don't like that term. I think non-preferred sounds like the insurance company doesn't prefer you.Mm-hmm. . But my favorite term of all is either unrestricted or non-contracted. So if someone says, you know, I was wondering if you accepted my Blue Cross Insurance, then I would say, well, I'm so glad you called. we help a lot of patients with that insurance.We're considered what's called a non-contracted provider. Here's how your insurance would work in our practice. And we help them understand. So what we're doing is we're saying, here's what we are instead of what we're. Here's what we can do instead of what? What can't be done, here's how you can use it instead of how you can't use it,So it's the other side of the coin. I'm never asking people to say something untrue or something that is a lie. It's a bait and switch, and I don't believe in it. I don't believe in saying, yeah, you can use your insurance. Come on in. And then revealing once they're there that we actually aren't a provider on their plan.I think we need to be truthful, but again, . I often will say, you know, I'm curious why you're looking for a provider on the plan. Is there some particular reason that you're wanting to be seen by a dentist? And if I can find that reason, I can sell my practice back to that reason. And often I can get them in even when we're not providers often, but if we do not reach to that phone line and convince them that they shouldn't make a decision till they meet our doctor.They're, they're gonna go someplace else. Cuz in their mind, all dental practices are kind of the same. They all went to dental school, they all do a crown. They, you know, it's all the same. So unless we can kind of enlighten them that it isn't the same, then we're playing the wrong game. We're playing the wrong game.Michael: Yeah. really like that. Uh, especially, and I, I kind of see now that you're talking to me, This involves a lot of consistency, like training, right? Like, it's not just like a here's a thing and then get it, get it together. Because I remember when I think we had like somebody talk to us about print office training on how to handle new patients phone calls.And I did the same thing, but then when, when that happened, when someone's like, oh, I just need like the plane and, um, and metaphor, right? I, I forgot everything and I, I just went back to my old habits and then I just went like, okay, well, uh, let me just check real quick and then, and I was like, why I, I, I failed.I gave up. You know? So I feel like that that's a thing that can happen quite often. Katherine: yeah. We wanna support people with a system that they feel like they can be who they are, but they have some guidance. I know how to handle this question. I mean, there's only a handful of common questions if we're going to get four or five.In some practices, it's many more than that a day. , are you on my plan questions or how much, you know, if you're, you're, you're really, promoting different ways of marketing practices. So I mean, I feel like we're always marketing. We're, there's never a time, we're not marketing, right. We're, we're always putting forth an image of who we are.And so you can't not market, but you cannot. Market on purpose. You can market accidentally, and sometimes not the way you meant to. And so you know it, so maybe all you have is a website and you're, maybe you're not, you don't have a social media campaign. You're not doing direct mail, you're not, you don't have a billboard, you whatever.but regardless, they're gonna find you some way, they're gonna find you through referrals, the, the relationships you've nurtured. That's a marketing activity. So however they come to you, we have to have people on the phone that are skilled at the common questions those people would ask. And I find the more we do external marketing, the more we are doing direct mail, the sort of a cold call, the more we are doing social media outreaches and things like that, the more we're doing those kinds of things, the more we generate shopper questions and.a lot of administrators because they struggle with the question, they're not very successful with them. And anything you're not very successful with, you're going to avoid and not like, we wanna get 'em way more successful.So they actually go, oh, goodie a shopper question. A price question. Because a price question says I'm interested, it's actually a really great question. It's basically a screaming neon sign saying, I'm in the market. I'm, I'm interested, but I have a, uh, this little roadblock of price. And often they don't know what else to ask.often, those price shoppers wouldn't choose the cheapest if they knew it meant. Quality. Nobody stands behind the work. The place is dirty, the service is terrible. the experience is terrible. It's unskilled people, all of that. If they knew it, they'd say, well, I'd rather pay a little more and get a different experience. But it's up to us to make sure that they understand the experience with us. So I think that's the key, is getting your people trained, not just handing them a phone and a pat on the back and saying, good luck. Yeah. And that's how a lot of administrators are trained.No, I Michael: agree a hundred percent. Wow. Catherine, thank you so much for being with us. We had, I wanted to ask you more stuff, more questions, but this was so jam packed. We definitely gotta invite you back on again, but, oh, I'd Katherine: love to be back on so much to talk about. I mean, communication runs the world, right?It, it just, everything happens through communication. So there's lots to talk about. Michael: that's true. Yeah. Communication. I really appreciate it though the, a lot of these principles that you, you mentioned here, especially when it comes to new patients and And diving into that, where can our listeners find you if they need to reach out to you?Katherine: Well, they can reach out, through our website, obviously, which is lion speak, l i o n s p e a k.net. the.com is owned by Lions Peak Winery, so if you want wine, we say go there, . But if you want communications training, come to lion speak.net. And, if you go to, patient service skills, the tab there.There'll be a dropdown menu and it'll show you, a lot of the programs we have, uh, an audio download. It's kind of a do-it-yourself, telephone training program, so you can buy that audio download. It comes with a workbook, and your people can listen to it and learn how to do all of this much better.So it's a very affordable, very easy sort of do it yourself. if you, Some ongoing help. We have an annual program that includes that training, but it also includes virtual time with a live trainer, and the Mystery Shepherd calls throughout the year and, you know, more handholding and more, hands on, training for your team.So, lots of different options. we do some onsite visits, uh, if we wanna combine some topics for teams. And, so you can learn a lot, a lot about us there. Michael: Awesome. So guys, that's gonna be in the show notes below, so definitely check that out. And Catherine, thank you so much for being with us. It was a pleasure, and we'll hear from you soon.Thank you.‍‍

This talk was given at the Dominican House of Studies in Washington, D.C. as part of the intellectual retreat, "Grace," offered for students and young professionals in the Washington, D.C. area, Sept. 30-Oct. 1, 2022. For more information on upcoming events, visit us online: thomisticinstitute.org. About the speaker: Prof. Adam Eitel is an Assistant Professor of Ethics at Yale Divinity School. Dr. Eitel focuses his research and teaching on the history of Christian moral thought, contemporary social ethics and criticism, and modern religious thought. Dr. Eitel has roughly a dozen books, chapters, edited volumes, and articles published or in progress. These include an ethical analysis of drone strikes and a theological account of domination. His current book project explores the role of love in the moral theology of Thomas Aquinas. A 2004 Baylor University graduate and a Fulbright Scholar at the University of Fribourg, Dr. Eitel received his M.Div. and Ph.D. from Princeton Theological Seminary, completing the latter in 2015.