Podcasts about reno

The boys are back in town, and Breakin' It Down!
 This one covers some serious ground, and you're gonna want to hang on for the whole ride. From AI and social media madness to grammar, concerts, and Deadhead culture, Chad kicks things off with his recent trip to The Sphere in Vegas to see Bob Weir and John Mayer tear it up live. But when the questions about rock ‘n roll start flying, there's only one man to call for answers: Uncle Ted Nugent. Chad picks up the phone and gets the straight truth from the Motor City Madman himself. From there, the guys talk about what's really happening in downtown Reno, from Narcan bins to homelessness, and the pressure of being a business owner in a city that's changing fast without any real support for hard-working people. They don't shy away from the tough stuff. From politics to family, to regret, to what it really means to want something more out of life. They talk about age gaps in relationships, real connection, and speaking from a place most people are way too shy to speak on. As usual, it's honest, hilarious, raw, and all-gas-no-brakes, and it might be one of the most interesting episodes yet!
This episode is brought to you by Jack Daniel's Tennessee Sour Mash Whiskey, Caesar's Palace and Entertainment, The Provider Culinary, American Almond Beef, Mickey Thompson Tires, Cowboy Choice Horse Feed, Corning Ford, LEER Toppers, BedSlide, Oakley Sunglasses, Traeger Grills, and The Nashville Palace.

Newscast from Capital Public Radio

Kiera is joined by Ted Osterer of Synergy Dental Partners to talk about the money field of dentistry in this moment of 2025, including tariffs, negotiating and raising fees, finding supplies, and more. Episode resources: Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript: Kiera Dent (00:01) Hello, Dental A Team listeners. This is Kiera. And today I am jazzed. I have a super fun guest on the podcast today. We're going to talk about the tariff sheriff, how that's impacting dentistry, the rise of dental supply costs, and honestly what to do because I'm so annoyed by all these pieces. What's the economic outlook? How do dentists freaking survive? Like, gosh, it just seems like a funny world out there. But we have Ted Osterer. He is with Synergy. I love this buying group. I think they're   Absolutely incredible. We're gonna shed some light for you guys. So Ted, welcome to the show today. How are you?   Ted Osterer (00:32) I am doing very, very well. Thank you so, so much for having me. Congratulations on your thousandth episode recently. I'm happy to be a part of this and any value I could bring to your listeners, hey, we're all better for it.   Kiera Dent (00:39) Thank you.   Well, thanks, Ted. And yes, ⁓ I'm still in utter awe that we hit a thousand episodes. Like when I started this, it was just a whim, a pipe dream. Jason and I were hiking. It's not a joke. I literally was hiking half-dome. Mind you, Jason had said, hey, let's go down to Yosemite. I'd love a nice relaxing weekend down there. And I had learned that you could go get, like, this is prior. You can't do this anymore. That you could get these like day passes, like these day camping passes. And if you just went and sat at this little lodge for a few hours.   So I was like, Jay, yeah, of course we'll go down there for this very calm, welcoming, welcome, like very easy, relaxing weekend. Little did he know I had full plans to try and get half dome tickets and like hike half dome. I even brought the gloves, like I was ready to go. And sure enough, I got the lottery, got the tickets. Jason was like, what the heck? We're going to freaking hike half dome. Like, Kiera, we haven't even prepped for this. We haven't done any of this. We don't even have a hotel. We got a hotel an hour away. We had to drive an hour outside of town. It was the nastiest hotel. They were like,   I'm not even joking. There was like hair and like this little pill on the pillow that were not ours. Jason's like had the worst sleep of his night and I'm like listen there's no hotels around me of 70. Like we're filing so we had a place. We went back super early the next morning to hike Half Dome and lo and behold on our hike I said Jay I think we need to build a podcast. This is where it all started. It was like one of those things that I never imagined a thousand episodes would hit and here we are.   Ted, you're hanging out with me a thousand in. And I think it's just fun because of all the value, all the stories, all the people. And like you and I were talking about pre-show, the podcast is really just a place where I get to selfishly hang out and just have a good conversation with people that I like. I get to meet new people in the industry. And as a byproduct of my nerdiness and excitement of meeting people, all of our listeners get benefited by this. So Ted, I'm so happy you're a part of this. Thank you for that. ⁓   Outside of Yosemite, let's talk about the rising cost of dental supplies, the tariffs, how this is going to impact. Because I know people are really nervous about it. I see in lots of dental groups out there, and you guys are really great. That's why I had you come on, because I think you're a huge solution to these problems. So take it away, Ted also, so the listener know how on earth did you even get into dentistry? Let's talk about that first, and then let's talk about what this even looks like for dental practices long-term.   Ted Osterer (03:00) How did I get into dentistry? ⁓ It was fate, it was just destiny. Growing up, I had 13 teeth pulled. I had braces for five years and it was like, well, I'm here for life, I guess. And this is just how we can all grow as a unit. ⁓ I've been in dentistry for about 15 years now. I started out as a dental supply rep. I was going door to door for over five years and...   funny enough that, you know, this isn't the, I grew up in the New York area. This is the major metropolitan New York area. And I had a really good buddy and he was like, I think you'd be a really good fit actually managing anal practices. And I can actually introduce you to someone. And it was like a small like eight practice group. I can introduce you to somebody, the practice on the Upper East Side of Manhattan. Go see if you'd be a good fit. And I'm just kind of like, sure, guess. know, it's like always like have a conversation.   And I had a conversation and sure enough, I got along really well with a particular office manager ⁓ from this group and I went to go work for this office manager. ⁓ Within three months, I had my own practice. I was a practice manager. You know, it's so funny going from a supply rep to an office manager, right? I learned the first and I'm not saying this is everybody, but I learned the first day of being in a dental office that I knew nothing.   Kiera Dent (03:59) Yeah.   Ted Osterer (04:29) about what happens in a dental office, right? Like I'm like, could, God, it's gonna be a piece of cake. I've been in dentistry for five years. And so I could tell you how strong and impressive material was. That does not help with insurance codes or posture downgrade or presenting treatment or creating a schedule or reading a schedule, anything like that. So, much respect to everyone that manages offices that's listening right now that my goodness, you're fighting the good fight. Keep up the good work. ⁓   Kiera Dent (04:40) does not.   Agreed.   Ted Osterer (04:57) I did that for some time. I was recruited to work for care credit. I oversaw New England for a few years where then they moved me to South Florida. And then a few months after that, I was recruited by Synergy. I've been here since 2021. And this is really, really cool. You know, I came to Synergy because the message was, do you want to make an impact in the dental world? You know, like you love what you do, but do you really want to make an impact? Do you want to help independent dentistry? And I was like,   man, what a line, right? Like I was suckered in and I really wanted to make a difference. And sure enough, almost four years later, we're still here at, you know, we're the largest dental buying club in the country. We are the fastest growing dental buying club in the country. And we're just trying to preserve independent dentistry by giving them the same supply and overhead cost at a 20 plus practice DSO would get. that, know, we were founded by dentists. It was as black and white as, Hey,   If enough of us order from the same places, they'll give us a discount. And now we have people in charge of negotiating pricing. You know, we have a dedicated team to each member to make sure that they're getting the values worth here at Synergy and they're not ordering more than they have to. And you you asked about tariffs, the rising overhead costs, all of that really, really fun stuff, right? Let's dive into that, right? You know, the perceived economic uncertainty of everything. Are prices going to go up? Yes, of course.   Does that mean you need to buy everything right now at the same time to save money in like six months? No, you probably shouldn't do that either. You know, the waiting game generally always pays off, be it in dentistry or outside of dentistry when it comes to money, you know, you're better off just kind of, you know, hold the chips, hold down the fort, you know, you're, it's not, you do not sound the alarms, of course, right? You know, the price of your crowns is not going to go up 10,000 % like.   Kiera Dent (06:21) Yeah.   Ted Osterer (06:50) Calm down, chill out, right? It's what we've monitored. Have tariffs affected some prices? Yes. ⁓ Many have already gone down. Many have plateaued with that price increase and we kind of have a safe, what, just gauge on what those actually are, right? The percentages have been minimal. It's a few dollars here and there.   Kiera Dent (06:52) Yes, I agree.   Ted Osterer (07:17) Again, the industry is not belly up. really should not be your ⁓ primary concern. Providing optimal quality ⁓ of treatment should be your number one concern still to this day. I don't think it's going to make a difference whether you're getting a new sensor or not. If your sensor goes, you're OK.   Kiera Dent (07:36) It's It's really true. Well, Ted, I love that. And I love your story. And I love that you have the real life experience in dental practices, because that's something that we pride ourselves on at Dental A Team. It's like, we've been there, done that, and done it successfully. And you're right. Being in a practice is no small task. It's no small feat. And ⁓ I think the supply costs, I do agree with you. think certain people were getting a little bit, maybe extra on this, of how concerned we are of cost. And I don't think it's a wrong thing.   to look at, to project down and to forecast forward to make sure that you keep in line with your overhead. Like people who are looking at this, I'm high-fiving you because you actually are looking at your numbers and you understand the cost of your supplies. But at the same time, I remember I was at a, I have a friend who's very wealthy. We're talking like this person brings in 28, 30 million annually a year. And like, I just giggle because it is a great friend.   Ted Osterer (08:25) Sounds like a great friend. There you go. All right.   Kiera Dent (08:29) I thought he said he was a   cosmetic dentist when I met him and he's surely not a cosmetic dentist. He's a cosmetic chemist. So skincare, things like that. And I remember we were talking and he was like, yeah, I just got so freaked out about the stocks. I pulled everything out of the stock market. This was two years ago. And I'm like, bro, like the amount of gains because you got so scared is incredible. And I had another friend, we were sitting at a wealth conference and we had like Ray Dalio there and Paul Tudor Jones and gosh.   Marks, Howard Marks, like so many of the big players in wealth and they weren't talking. And this guy named Harry Dent came in and Harry Dent has been known for being right and wrong on predictions of the market. And I remember like, I'm not kidding you. We talked in this conference of do not make rash decisions. Like we're here to gather all the information, synthesize it out and then make best decisions. And I kid you not, we are two days into this five day conference and I met this guy and he's like, Harry Dent just freaked me out. I went and sold all my...   like sold everything like that night pulled everything out of the stock market. I was like, dude, you're the reason people talk about what not to do because you should never be this radical. And so I feel like while those are extremes, I feel like dentistry can kind of be that way with the supply. Like we feel it's the stock market plummeting on us within our supply chain because we've got tariffs on there. When the reality is let's remember dentistry by default, a lot of our products already have very high margins on them. Like I'm not going to say it to the world in case there are people who are not dentists listening.   but you can just think about fluoride for one second. So fluoride has insane margins on it, which are very profitable for you. The bulk of dentistry is very profitable. So these small rises, agreed, let's take a look at that. But like you said, Ted, it's not the end of the world. So I am curious though, from my like nerdy side, what things have gone up the most? What are you guys seeing across the board that the tariffs or the uncertainties, like the economy's gone up you guys. Bread, I'm shocked.   or gasoline, you want to talk about gas prices? Like I don't know, in Florida it's way cheap. Here I'm in Reno in California. I kid you not in Truckee it was $7 a gallon and I like wanted to throw up the gases that much money, but I'm like if gas for a gallon is $7, bread prices, I mean you're paying five bucks, six bucks a loaf for bread, like supplies are going to be higher. It's not something that I'm like, oh my gosh, my cotton rolls went up. Well yeah, of course they went up. does like everything in the world has gone up.   Home prices have gone up, but I am curious, what have you guys seen that the tariffs hit the most? Like what are some of those supplies? But we're ashricking this. Everyone listening, you have to promise you will not be either of my two friends who go radical. So when Ted tells you which one's worth a little bit higher, do not go out and give me like your prepping situation where you go buy all this because you're freaking out about it. Like steady the course, stay consistent, and just like watch the scene because most things will level out just like in stocks, just like in investments. But if we're radical and being wild on it, that's where you get.   Like it just does not benefit. So I think Ted, everyone has promised. I made them just promise like everybody. Yes, you promise. Don't be radical. Ted, what are some of the ones that are seeing the highest hits? Like what, what products, what things are you guys seeing?   Ted Osterer (11:33) Since you all promised ⁓ not to be radical, I will go ahead and share. Yeah, unbreakable. We know that's unbreakable.   Kiera Dent (11:36) You promised.   It's unbreakable.   You did that, you like kissed the thumb, something like that. And then you like do a dance. All of them have done that, right? Nobody better lie. Don't be radical. Okay. They're good.   Ted Osterer (11:52) Excellent.   So for those listening at home, I did a very, very impressive interpretive dance, but for those watching, you saw it, it's all good. ⁓ So with a lot of the terrorists I've seen, and look, it's so volatile, you know, and for those, again, listening, I'm doing that thing with your finger, you go up and down a lot about how much it goes up and down. You know, look, I mean, you saw a lot of the anesthetics made in Canada go up a significant percent.   You saw a lot of lab cases sent from overseas or, you know, it's funny enough, for those that don't know what the gray market is in terms of the supplies in the industry, Products are made overseas, totally fine, right? There's nothing wrong with products that are made overseas. However, sometimes they're made in factories that are only authorized in certain countries, even though it could be big name, know, supply partners, major manufacturers.   I won't name drop, you know what I mean? I'm not trying to, you can Google it, you have access to the internet, congrats. When it comes to, these products that are made overseas are only regulated to be in select countries, they still have to be refrigerated certain ways, they still could have, they could have been made a long time ago, they're set to expire. They are mailed here and then they are sold to the United States, they're unregulated. You'll see their costs are...   Insanely low to the point where it's too good to be true spoiler a lot a spoiler it is too good to be true right in the event that someone You know your malpractice insurance Is kicked in you use great, you know gray market products. You might be losing a case and that's not the smoke you want However, in the event of these tariffs funny enough what went up these gray market products, right? ⁓ They went up to the point where   Kiera Dent (13:25) Yeah.   Interesting.   Ted Osterer (13:46) They're the same pricing, if not more than what your rep is offering you now. know, and look, you don't want to be caught with something like that. And it goes to show you that you, again, you're worried about optimal care. You should be worried about what you're putting in your patient's mouth as well. And depending on where you order it from, right? Like picture yourself, you're a patient in a chair, okay? And an assistant walks in to set,   you know, to set the room, to put the supplies that you're going to use on that tray and she opens an eBay box. Imagine what the patient must be feeling knowing that or an Amazon box. It's like, wait a minute, if your patient's aware at all, you probably don't want that. And now that price is the same price that a major dealer is going to offer you or a rep can offer you. That's the worst case scenario. I believe that that's what I've seen went up the most. And there were some labs from overseas.   Kiera Dent (14:23) Yeah, no. No. No.   I'm just.   Ted Osterer (14:44) ⁓ where the tariff was taking effect, a lot of the tariffs they were getting, were passing directly onto the consumer. I've seen that stop also. I'm not gonna say it's not gonna happen again, but it's not like you can order in bulk all these cases, you know? So, you know, again, when it comes to your labs, if you're satisfied with your lab, play the waiting game. You should be fine.   Kiera Dent (14:53) Mm-hmm.   It's true.   Yeah, that's actually really helpful to know Ted, because I was really curious and I think it's one of those things of, I don't know, I'm the clinician inside of me. I originally dental assistant, office manager, treatment coordinator. We have a lot of hygienists on our team. ⁓ I think all of us in consulting, well, yes, we watch the numbers exponentially, which is why I brought Ted on. I wanted synergy to be here. I think it's a great solution for your numbers. The biggest thing I will also say is like,   Please don't be so obsessive with the numbers that you cut your amazing dentistry and you are actually not doing the best dentistry for patients. I believe that when we do good by our patients, when we take care of them, when we use great products, I'm not saying you have to be I have a car. I'm not saying you have to be like high, high end. You can if you choose, but just making sure that we're doing right by our patients. Like I said, dentistry is a very profitable industry.   as is, like we have done a really good job of keeping the practices profitable in spite of insurances and all of that. But I really just want to make sure people, when we're looking at this, let's not penny pinch and nickel, like watching all of our nickels when we're actually doing a disservice to our patients. So agreed, like that gray market, things like that. Yes, I like to be a good shopper. I love to get a good deal, but making sure that it's a good deal that's also taking care of your patients would be my like word to the wise.   Again, I believe that when we are good and we're honest to our patients, people feel that there's good karma, there's good energy, it's all the way around. So Ted, how does synergy work? Like how do you get around this? Because things are going up. Being a business owner, mean, our margins are, they've been high, so maybe they're a little less high. I will also say, like doctors, I hope you've increased your fees too. You should do that. like, it's not just supplies that get to go up.   Dentistry also gets to go up and it should be going up. And if you haven't raised your fees, I'll just asterisk that right now. Like that is very common. It's very normal. It should be done every single year. I think that's a way to offset some of these costs for you too. It's ethical and honest, but Ted kind of walk us through like independent dentists, which are most of the practices listening. We do have some DSOs on there. I think sometimes you can feel like, I don't know. It's like the little brother who's watching the big brother drive the car and it's like, why can't I get these deals? Like I know I'm just one practice, but.   Sometimes you feel neglected. sometimes feel like distributors and manufacturers don't give you as good of a deal. Like, let's be real. The DSOs do get better deals than you do. I I've heard, I go talk to a lot of people and they're like, well, yeah, if you've got 20, 30, 50 practices, we're going to give you like pennies on the dollar compared to my solo practice that's going to be paying more for it due to the bulk distribution. So how can we have that of like, how can Independence Dennis win? Not have these costs hit them and to still play in the big leagues, even though they don't want to necessarily practice that way today.   Ted Osterer (17:53) Yeah, awesome question, right? You hit on the head. What did DSO's do? They strong arm these dealers, manufacturers, distributors, and they say, look, I have 30 offices. We all want to order from you. We'll commit to this amount of spend. We'll commit to this amount of product. Give me the absolute best deal that you will, or I'm going to the other distributor that's on the next page of this advertisement that I am looking at, right? So they're just negotiating fees all day.   That's what the ESOs are doing. They have people in place to negotiate these rates all day. That's what Synergy Dental Partners has, Independent Dentistry, ⁓ I mean, look, it's alive and well. We see it every day, you know, just because there's not major conferences that you're demanded to go to like the ESOs and things like that doesn't mean they're not alive and well and band together and know what's actually going on in dentistry, right? So Independent Dentists will subscribe to Synergy.   to have access to the same pricing that those 20 plus, 30 plus practice DSOs would get, right? We negotiate with these supply partners all day long on the supplies that you're already using, right? I mean, that's what we do. We bully our vendors. We come to an agreement with specific supply partners to be in our network and have very attractive offerings that they will only offer to Synergy members, right? We're partnered with major distributors. We negotiate with...   them all day, we're partnered with different implant organizations, with different rotary organizations, with different services. Depending on what you're looking for, we're going to offer you something that you would not be able to get on your own, right? Do you have to order in bulk with a synergy member? No, that's the point of us because we have enough dentists all ordering from the same place that the bulk is taken care of. Order as you go, right? So Darby is our anchor supplier, shines the largest distributor in the country.   Patterson's the second largest distributor in the country. Darby's the third largest distributor in the country. When you place an order with them, everything comes in one to two days. As a synergy member, any order over $249, there's no shipping charges. And let's think about that in itself. Do you have to order in bulk now? No, do you have to hit a crazy minimum? No, you can order four times a month and not pay shipping. Everything's gonna come in one to two days. Now regarding all these manufacturer deals,   Kiera Dent (20:01) awesome.   Ted Osterer (20:15) Oh, I like to buy four to get one free. like to buy three to get one free. You hear the word free. Awesome. Great. Now we do have a lot of offerings just like that care, right? However, we've negotiated the net costs of those buy four, get one threes, get one free, buy three, get one free for just one. So you can order one. You don't need to spend $700 on your favorite composite to get one free. And now shade C3 is going to sit on your shelf for the next three years and it expires. You're going to throw it away anyway. So you wasted all that money.   Kiera Dent (20:23) Right.   Mm-hmm.   Ha!   Ted Osterer (20:43) The point of us is inventory control. It's cash flow management. I mean, if cash is what you're worried about, well guess what? mean, order as you go, you're probably not gonna pay shipping anyway. You have the supply you need. My goodness, Kara, have you ever had to clean out a supply closet? Is it not the worst day of the month? You know, when people order the wrong things, yeah, maybe you'll return it, or what are you gonna do? You're gonna check it off that checklist and then put it where you think it goes. Now it's gonna sit there forever. Yikes, right?   Kiera Dent (21:02) Yep.   Yep.   Ted Osterer (21:13) You know,   with Darby, things are easy to return. You order as you go, it's not gonna get lost in some shuffle if you order as you go, right? We are partnered getting discounts with Strom and NeoDent for implants and BioHorizons and Zest for the locator attachment through overdenture materials, Comet and Brassler for rotary. ⁓ We just rolled out our partnership with Bisco. We're partnered with UltraDent, Crestor, LB, Phillips. I'm going to put your listeners to sleep as I shamelessly plug these.   Incredible companies offering the incredible deals are giving our members but the whole point of us is Carrie said you love to shop Bad news pal. I'm taking that phone away from you. We've done that shopping for you We know where your pricing should be is every price the lowest price on the market. I can't confidently say yes It's not true. I can confidently say that a lot of them are the best price in the market But every price is going to be competitive and if you're taking four or five hours to place an order with six tabs open   texting four different reps. That's four patients that you could have seen in that time. not only, let's say you order from all those places. Now you got five different shipping charges. And now you don't know when any of these orders are gonna come. It could take weeks. Something could be on back orders. Something could be expired. But hey, you saved a dollar on gloves. Congratulations, you know?   Kiera Dent (22:16) you   I love it. And I think that this, is why I like Synergy. I feel like it's, you get the Costco discounts without the bulk requirements. And that's something that I really enjoyed about it because something we teach with our clients is do not be stocking up. I remember I worked at Midwestern University's dental college for a few years. And I remember I went through their supplies and because there was so much   Ted Osterer (22:44) Yep.   Kiera Dent (22:58) We, like, I remember throwing away boxes and boxes and boxes of expired supplies, things that we couldn't use anymore. And it was disgusting. And I was shocked and I was like, that's it. We have to get this to where we can see everything. And so we're really big in consulting of like tip out bids, having clear things, having it where your order is not like tucked in boxes and nooks and crannies. ⁓ And the way you're able to do that is by buying as you need it, rather than buying. Like I remember buying when I was an assistant ordering.   Ted Osterer (23:07) What a waste.   Kiera Dent (23:25) I think like 10 boxes of gloves. Like we had them stacked everywhere. It was just like an absurd amount because we were like, well, we got the deal. We need to have this versus like, no, like what are we using? That also keeps our costs down. We're not having these high end fluxes and low drops in our supplies. We're able to have that more consistent, have more consistent overhead. And like you said, sometimes Costco is not the cheapest. Sometimes I can get it cheaper at other places, but the reality is the time we're saving and also the more dentists buying within Synergy.   more we're able to get the bulk discount. So it's like, it's the biggest DSO you can be a part of without being a part of a DSO, like air quotes around it, because you're not a part of a DSO, but it's the collective community group that's driving down the pieces for it. And Ted, correct me if I'm wrong, I feel like when I've talked to Synergy in the past, you don't have to give up your reps, because I know people get really weird about like, but like we've been best friends with so and so, and it's like, you can still order from the companies you want. Is that correct? Or do you need to like order through Benco? I thought it was like something with that, but help us understand like,   Do I have to give up my rep? Do I have to only order through your guys' people? How does this work for me to transition over? Because I do know dentists are very loyal and I think that's an amazing attribute. I would say like stay loyal. Also make sure that your overhead's making sense as you're going and buying supplies.   Ted Osterer (24:36) If you're a member of Center Gentle Partners, feel free to order from whoever you'd like. There's no minimums or anything like that. Now, are you better off buying from the suppliers in our network if you're trying to save money and time? Yes, like you just said. So Darby's our anchor supplier. They're the only distributor that we work with. If you're best friends with the Banco rep and you're looking to save money,   and you give us a shot and like I said the sole point is to save money we can very much help you and there's plenty to go around that if you need to order from Banco who you mentioned earlier or any other distributor have at it but I mean if we can cut your supply cost by 25-30 % you keep your reps for service you keep your reps for whatever you choose to keep them for yes by all means we are not offended there's no exclusive like that.   Now relationships are important. know, like you said that regarding manufacturers, if you have a rep already with Darby, you don't have to change who you're already ordering from as long as they're network. We don't force you to do anything differently. But hear me out. You brought up Costco. Now, you know, you went to Costco, you you only have how many free hours in a week? You know, either you can get that at Costco or you could spend the gas money and the time.   Kiera Dent (25:44) Yeah.   Mm-hmm.   Ted Osterer (26:01) to hit up Walmart and Publix and somewhere else on the way home and now you're too tired to go do whatever it is that you wanted to do that night. But hey, you saved like 26 bucks, have at it, well done. How valuable is your time to you? Yeah.   Kiera Dent (26:05) Yeah.   Well done.   Yeah. And if your gas is $7 a gallon, you did not actually make any money. thinking about that, but like for dentists, I think there's a good book, Dan Martell, I raved about him quite a few times to buy back your time. And I think this is a zone where we can have, where you can actually save time. You can save money and you can actually, even your assistant. So doctors, you might not be ordering, but your assistant's ordering. Think of like, if I didn't have to give up five hours or four hours of my assistant's time, which is what I used to have to block off.   Ted Osterer (26:22) You   Kiera Dent (26:43) and you can see more patients with that assistant rather than them ordering that right there is a cost saving. So I did some quick math because I heard what you said. If we are able to save you usually 25 % on your supply costs. So I just thought, okay, let's say there's a million dollar practice. This million dollar, that's about 83,000. We'll just do 84,000 rough math. A month is what this practice would be producing. We like as a consulting company for your supply costs to be about 5 % of that. So I was like, okay.   That'd be like 4,200 bucks that month that could go towards supplies. If you guys save 25%, that's a thousand dollar savings, over a thousand dollar savings on that 4,200 a month. I was thinking about that, like a thousand dollars a month. This is on a million dollar practice. I didn't go for a sky high one. If you're bigger than that, obviously it's way more than that. But I just thought Ted, like, if you could save a thousand dollars a month, cause I know you guys have this, like you guys have sexy stats on how much you're able to save practices. I understand you might have to have two, three conversations with your reps.   of like, guys, for us, we care about you, we love you. The reality is, I'm willing to have that conversation if I'm gonna get thousand bucks a month. Because that's now $12,000 for the year. And I think about, well right there, if you're looking at other things, virtual assistants can cost you $12,000 for a year. They can do all your billing, they can do outsource pieces for you, you could hire a personal assistant for you for $12,000. Even that extra $1,000 a month, I'm thinking, could you bring on different team members for that?   What does that look like? I understand like a full assistance not going to cost you 12 grand, but I'm like virtual assistance are outsourced billing, different things that you could use those funds for that right there to me. I'd be willing to have some conversations and just look at. So that's where I want to, I'm really big on numbers because I'm like, cool, 25%. But I'm like, when it breaks down to like thousands a month that I could then reinvest and use in better areas, just like I'm like, you guys, you can keep spending money on Indeed. Go for it. And I'm not here to say indeed is not great.   but you could also switch to AvaHR, which used to be VivaHR. It's literally 149 bucks a month for unlimited posting of ads. I took my cost of posting ads. I'm doing the same thing. I'm literally posting ads on the exact same platforms. I used to spend $15,000 a year on that, and now I pay about $1,200 a year. Right there, I'm like, that's a switch I'm willing to make. Yes, bummer, I don't get to like post directly to Indeed anymore. Same thing, I don't maybe get to like buy directly from my rep.   you still can keep the relationship. Like if you need to buy equipment or different things like that, like you can still keep the relationship. But I think, and they will try to sweet talk you, but I've seen it with the buying groups, the savings that you get, I just say have the conversation. A thousand bucks a month, go on, get a massage, do something fun. Like, I don't know, take your kids on vacation for 12 grand, whatever it is, but that's just literally buying the same materials through a different platform and getting...   money kickback. don't know. To me, Ted, it's always been a no-brainer, which is why I bring you guys on the podcast. So that's my spiel. But Ted, anything you have to take, wrap this up because I think with the tariffs, with the rising costs, realizing it's not that big of a deal, buy as you go. You can use these buying groups. You can be like a DSO, but you can buy what you need, not having to get all these deals. You're able to cut your costs. You said about 25 % on supplies and just go look at what you spent on supplies last three months. Think if you got 25 % of that back.   I think I'd be willing to have a conversation. But Ted, you tell me what you think. Those are my thoughts on this.   Ted Osterer (30:06) I said, I was going to say like the exact same thing, unfortunately, but I, you know, I'll take that one. I'll take that one second further to really, really simplify it. Right. And just summarize everything you just said. You know, we're partnered with over 50 supply partners, including eight different labs. Right. So as a consulting agency, right. Like we see labs as high as 10, 15%, you know, it should be what six to 8%.   Yeah, so I mean, let's say you're a million dollar practice. That's the practice Kiera just said. If I save you just 1 % of your overhead, that is a $10,000 that Kiera's talking about. And it is so easy to save that as a member of Synergy. And my goodness, thank you so much for having me on. It really means a lot. And thank you for acknowledging.   Kiera Dent (30:59) Yeah,   of course. I think it's a matter where Ted, I, when I get really passionate about things, like I love Swell. They do their Google reviews so well, you're able to save costs on your marketing, but get like really incredible patients. When I see a zone where I'm like, supplies are supplies are supplies. I understand you love your rep, but I'm like, supplies are. If I can get the exact same anesthetic, like I need my Lido, it's certified and I can buy it from Benco or I can buy it from Shine, but I can get it for...   X versus Y and I'm going to save substantially to me that's a way doctors it. I think that this is just being a higher level CEO that realizes just like DSO CEOs do as much as I love the product from X. I'm going to buy it from here because I'm literally able like it's the exact same thing. just get it on sale. So why would I not do that? And as a female like that's girl math for you Ted. Like if I can get it on sale, I'm going to buy it because I can use it to go get what I want over here. I just think like   These are the zones, dentists, that the elites do. These are the zones that the multi-million dollar practices are doing. So learn from their strategies. Again, it's gonna be one, two, three, maybe a little bit uncomfortable conversations. You don't need to burn the relationship. But I would say if I was you sitting there looking at my overhead, looking for ways to do cash flow, I would radically consider something that's not going to impact your patient care, that's going to make your practice much easier and also give you more time back in your life. So that's why I you guys on. Again, I don't work for Synergy. We don't have an affiliate relationship with them.   I love them, I adore them. I truly think you guys are just doing a great thing in the business. We are working on a partnership with them in the future for all of our clients. It's something that's really been big on my mind because I feel like, hey, why not? All of our clients that are with us, let's get them the best deals. But this is why I wanted you guys on the podcast. So Ted, how can people connect with you? How can they try you guys out? Again, you don't have to burn your rep. can just go even test it out. ⁓ But how can they try you guys out just to see what this looks like for their practice?   Ted Osterer (32:53) Go to the TheSynergyDentalPartners.com know, leave your information with us. Please, please, please tell us that the A team sent you, you know, of course extra promotional offers if the A team, I mean, A plus team in my book, of course. ⁓ Yes, yes, A plus plus. And please let them know that you were sent by them so we can make the offering even more attractive for you. And you know, when you join Synergy, you don't even have to have that typical conversation. You can just hide in the bathroom.   Kiera Dent (33:05) Thank you. Thank you. I agree.   Ted Osterer (33:23) and we're all good. It's okay.   Kiera Dent (33:25) Yeah,   it truly is. Don't make this wild, you guys. ⁓ Ted, I appreciate it. Thank you so much for coming and talking about what the reality is and what things have gone up in pricing and how you guys have been able to watch it go up and down. You're seeing so many more supplies than just the solo practitioners seeing. so you're able to see, kind of like stock markets, we're able to see at a bird's eye view of what's really going in the landscape of it. And I want to just remind people, you guys, the future is bright. No matter what's going on, the future is bright. There's always solutions.   Ted Osterer (33:29) Thank you.   Kiera Dent (33:53) And I think right now is where we get a bit more scrappy, a bit more innovative, and truly you shouldn't be seeing much of a hit. Like shoot, if you're seeing a hit, just switch over to Synergy and you won't even see that hit. So try it out. ⁓ Ted, thank you for being on the podcast with me and thank you for everybody. I really think this is an awesome way for you guys to truly take care of your practice, take care of your patients, and make life easier, which is what we're all about. So Ted, thanks for joining me today. I super appreciate you.   Ted Osterer (34:03) Yeah.   ⁓ I'm happy to be here. Thanks again.   Kiera Dent (34:19) And for all of you listening, thanks for listening and we'll catch you next time on the Dental A Team Podcast.

Ben sits with some of the notables that attended Rage Con in Reno to see why the convention is great. Support the show hereBecome a supporter of this podcast: https://www.spreaker.com/podcast/five-games-for-doomsday--5631121/support.

Right before heading to the Dogwater studios for the recording of this week's episode my wife asks me “who is on tonight?”. I say ViceGrip. She replies,”they sound tight.” She's the funniest person I know. Love you baby. When I came home I was pleased to tell her they were indeed tight. With Matt on […]

This week, we're joined by two Reno comedians, Nathan Holland and Will Brisson, for a wild ride through stand-up stories, gold tooth decisions, and hot takes on World Events. We talk about what it means to be funny, how they each found their way into comedy, and what “success” in comedy actually looks like. Then the boys get a wild hair and start yappin about politics. Think Drunk History but more haha. While the world sets itself into chaos we thought now would be the perfect time to talk about it all and get perspective from the lens of two comics who aren't afraid to speak their minds.If you're offended, drop your offense in the comments below ;) (00:00 - 01:04) Introduction(01:05 - 03:39) Will's Gold Tooth(03:40 - 22:44) How does one get into comedy?(22:45 - 54:13) Is there a formula to being funny?(54:14 - 1:36:53) World Events & Hot Takes(1:36:54 - 01:48:28) Where to find Nate and Willwhere to find

The podcast just wouldn't be the podcast without Tom Lennon! OF COURSE you know Tom from Reno 911, The State, @midnight, the first ever episode of this very podcast, and a million movies that he's acted in and/or written...but he is ALSO quite the guitar wizard. At Chris's request, Tom brought one of his fancy guitars to give Chris a couple of pointers. The dudes hung out, noodled, and talked about their musical influences. Also, Tom told a bunch of stories that sounded like bizarre dreams a person might have after eating right before bed but are totally real and from his actual life! You can follow him at @thomaspatricklennon on the socials! Learn more about your ad choices. Visit podcastchoices.com/adchoices

1097. Do you wonder whether "bacon" can be plural? We look at the difference between countable and uncountable nouns. Then, we look at how the Martha's Vineyard accent developed and what it tells us about language and society.The "countable" segment was written by Karen Lunde, a career writer and editor. In the late '90s, as a young mom with two kids and a dog, she founded one of the internet's first writing workshop communities. These days, she facilitates expressive writing workshops, both online and off. Find her at chanterellestorystudio.com. The "Martha's segment was written by Valerie Fridland, a professor of linguistics at the University of Nevada in Reno and the author of "Like Literally, Dude: Arguing for the Good in Bad English." You can find her at valeriefridland.com.

The week on Breaking Bread Kerri Kenney-Silver joins us at the table! She talks starring in the hit show The Four Seasons (based on the 1981 film), the audition process, and working with Steve Carrell. Tom and Kerri also trade stories of almost getting kidnapped and much more. Enjoy!   Catch Kerri in The Four Seasons streaming now on Netflix!  Go to Wildgrain.com/PAPA for $30 off your first box, plus free croissants in every box!  ButcherBox is offering our listeners $20 off their first box and free protein for a year. Go to ButcherBox.com/papa to get this limited time offer and free shipping always. -------------- 0:00:00 Intro 0:00:58 Patreon Shoutout 0:01:22 Wild Grain Ad 0:02:31 Welcome, fried clams, and NYC 0:05:26 Almost getting kidnapped  0:08:45 Seeing theatre growing up and inflation 0:11:21 The Four Seasons film 0:15:00 Auditioning for Four Seasons  0:22:15 Niecy Nash audition for Reno 911!  0:25:00 The State 0:29:10 Wild Grain Ad 0:31:58 Butcher Box Ad 0:34:10 Peewee Herman doc, friendship, and influence 0:43:15 NY vs LA 0:46:00 Uncomfortable moment 0:47:54 Acting in The Four Season  0:51:10 The State to Reno transition 0:56:35 Just acting vs showrunning 1:00:02 Closeted gluten allergy and eating habits 1:04:10 Working out 1:05:22 Band, ticklish, snakes -------------- Tom Papa is a celebrated stand-up comedian with over 20 years in the industry. Watch Tom's new special "Home Free" out NOW on Netflix! Patreon.com - Patreon.com/BreakingBreadWithTomPapa Radio, Podcasts and more: https://linktr.ee/tompapa/ Website - http://tompapa.com/ Instagram -  https://www.instagram.com/tompapa Tiktok - https://www.tiktok.com/@tompapa Facebook - https://www.facebook.com/comediantompapa Twitter - https://www.twitter.com/tompapa #tompapa #breakingbread #comedy #standup #standupcomedy #bread #fourseasons #reno911 Learn more about your ad choices. Visit podcastchoices.com/adchoices

Kirt & Mr. Sal discuss Season 1 Episode 8 of Duster in which Pudding Pie is told to rise and shine. Shoe Hammer some Show Hoppers into your day! Youtube: https://www.youtube.com/channel/UCJb6TAVe_sYmo4G7lAfEYtg Website: showhoppers.com Show Hoppers Twitter: @ShowHoppers Mr. Sal Twitter: @ShowHoppersSal e-mail: showhopperspodcast@gmail.com

Newscast from Capital Public Radio

Today it's the last interview that we recorded at GOA Connect in Reno last month. This time Colin and Eoin are chatting with Jon Frederick of Rab.Jon talks about why Rab has found more traction in the US when other EU based brands have struggled to enter the market. They also discuss Rab's current product initiatives and what Jon would like to see out of the national trade show scene.Then Shawnté Salabert calls in with an update from her three week hike on the JMT to help Colin process his discovery that he no longer likes hiking.Click here to help those in need after the flooding of Texas' hill country. Thanks for listening! The Rock Fight is a production of Rock Fight, LLC. Sign up for NEWS FROM THE FRONT, Rock Fight's semi-weekly newsletter by heading to www.rockfight.co and clicking Join The Mailing List.Please follow and subscribe to The Rock Fight and give us a 5 star rating and a written review wherever you get your podcasts.Want to pick a fight with The Rock Fight? Send your feedback, questions, and comments to myrockfight@gmail.com.

Kirt & Mr. Sal discuss Season 1 Episode 8 of Duster in which Nina gets a lollipop. Shoe Hammer some Show Hoppers into your day! Youtube: https://www.youtube.com/channel/UCJb6TAVe_sYmo4G7lAfEYtg Website: showhoppers.com Show Hoppers Twitter: @ShowHoppers Mr. Sal Twitter: @ShowHoppersSal e-mail: showhopperspodcast@gmail.com

Jack Johnson, the first Black world heavyweight champion, and Jim Jeffries, the so-called "Great White Hope", slugged it out in Reno, Nevada on 4th July, 1910 - in one of the most explosive sporting events in American sports history. Literally billed as a battle for racial supremacy, the fight attracted 20,000 paying fans - and sparked the biggest race riots in the United States until the death of Martin Luther King, Jr.  Jeffries came out of retirement for a fat paycheck. Johnson danced circles around him, forcing his corner to throw in the towel by round 15. To many white Americans, this wasn't just a loss; it was an existential meltdown in boxing gloves. In this episode, Arion, Rebecca and Olly explain how Johnson's brashness and defiance made him a marked man; explore how his triumph resonated in Black America, just one generation after emancipation; and reveal what Sylvester Stallone contributed to his place in the history books... Further Reading: • ‘Introduction - Jack Johnson vs. James Jeffries: Topics in Chronicling America' (Library of Congress): https://guides.loc.gov/chronicling-america-johnson-vs-jeffries • ‘Tex Rickard and the Making of Modern Sports' (We're History, 2015): https://werehistory.org/tex-rickard/ • ‘Jack Johnson Vs. James J Jeffries (July 4th, 1910): https://www.youtube.com/watch?v=esnq-orAvo8&t=14s Love the show? Support us!  Join 

Conan talks to Jon in Reno about starting his own juice bar business, the virtues of celery, and how much juice could be squeezed from Conan himself. Wanna get a chance to talk to Conan? Submit here: teamcoco.com/apply Get access to all the podcasts you love, music channels and radio shows with the SiriusXM App! Get 3 months free using this show link: https://siriusxm.com/conan.

Ryan Isaac of Dentist Advisors returns to continue his discussion with Kiera about the future of dentistry, including options aside from DSOs. The question a practice owner should ask themself, Kiera and Ryan say, is what that individual wants out of their life — then consider the best platform to get you there. Episode resources: Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript: Kiera Dent (00:00) Hello, Dental A Team listeners, this is Kiera, and this is going to be part two of mine and Ryan Isaac's conversation where we're digging into DSOs to sell to not to sell, all of that. And I truly am so excited for you guys here, part two. And as always, thanks for listening. I'll catch you next time on the Dental A Team Podcast.   Kiera Dent (00:17) why don't we take a pause and just think of like, what's the future of dentistry as now the future pioneers of dentistry? And what are we going to do to our profession? Yes, there's top dollar. Yes, there's things about it, but is there a way to influence?   and make sure that the integrity of dentistry can maintain long-term. I have no answer to that, but again, this is Kiera Dent sitting on my podcast where I think that there is a voice and an influence and like on Dentist Advisors podcast, is there a way that we can influence our industry in ways that will protect and still pay out? Because I'm like, even if you don't get the 10X EBITDA, you still can get a freaking great payout if you do your life right to where you can be financially set up.   Ryan Isaac (00:33) Mm-hmm. ⁓   Kiera Dent (00:58) still be able to sell your practice, not have to sell it in ways that could potentially hurt the industry. I'm not saying one's the right answer or the wrong answer. There's no judgment on my side. It's just, let's maybe think and consider how it could influence. Can we get people that could be private equity higher up that could help protect it? Those are things that, and again, I'm just Kiera Dent here in Reno, Nevada.   Ryan Isaac (01:03) Mm-hmm. Yeah.   Same, okay.   Okay. Yes. No, these are the questions.   You're totally influential. I think it's just in the opposite direction. ⁓ I don't think we can influence private equity. Private equity is ruthless in every industry. They don't. It feels dirty. It feels dirty. And I have a question for you, but I just want to say really fast. ⁓ I do feel like, yes.   Kiera Dent (01:30) It's dirty. It's dirty.   Is there a way though, Brian, you   don't finance better than me. Is there a way that there could become dentists that could become in private equity where they own it? Because once you, there's no way to insulate, you don't think. Because once you get to that level, you just, I mean, I've had.   Ryan Isaac (01:44) Yeah, but they'll do the same thing. I mean, they'll want the same thing.   Now, money's money. It's why capitalism runs   the world. mean, that's why, you know, it's like why it influences politics and money and business runs the world, you know? ⁓ Okay, hold on. There's so many good things here. Number one would be not every group will be a DSO, private equity backed DSO. And you know, many, many ⁓ clients and just dentists around the country who will end up being owners of   Kiera Dent (02:05) Okay.   Ryan Isaac (02:19) 20, 50, 100 group practices that will stay privately held and ran by owner doctors. That will be a chunk of this ⁓ group practice ⁓ takeover. So in that space, the influence can still be huge. ⁓ I think the chance to influence the integrity of private practice is in those who don't sell to DSOs.   I think it's in the industry, educated in influencing the industry for people who aren't going to sell and who are going to maintain control. Now, I do think that in the future, more and more dentists will be in a group. ⁓ are probably, yeah, be fewer and I can see why it would make sense to do that. There would probably be fewer and fewer people with just solo doc, solo location practices. know, some towns and rural places, that would be hard to do.   Kiera Dent (02:47) Mm-hmm.   I do too.   Ryan Isaac (03:15) So I think you're Dorothy, is that what you said? I'm Dorothy. I think that is possible, not with private equity, but with still the owner doctors that still exist and the group practices that are ran by dentists, not private equity back. I think the influence is still gonna be, I mean, if you took the projections of what will stay private,   Kiera Dent (03:20) Yeah, hi.   I agree.   Ryan Isaac (03:40) and then the chunk of the group stuff that'll be non DSO non-corporate, that's still got to be 40, 50 % of the industry eventually.   Kiera Dent (03:49) I would think so.   I mean, look at it right now. There's corporate dentistry within. And again, there's nothing wrong with any, because I have clients that are in corporate dentistry that run their practices like private. They take care of their teams. So it's one of those things I still think, like even if you are, and that's another way that we can influence this, if you are part of a private equity-backed DSO, you can still influence your practice. You're still the dentist working in the practice. You can still run culture. You can still run change.   Ryan Isaac (03:59) Totally. Absolutely.   Yes.   and hit it.   Kiera Dent (04:16) ⁓ I know the doctors I have, they're part of a very large group corporate and things that we have done together, like I work with them, they're my only corporate practice that I work with, but we have literally influenced the top tier CEO. They've asked what these offices are doing differently. They're taking things that I've helped bring into the practice and they've asked like, what's changed in your practice? Like we hired this girl who teaches us to run it like private practice. Their culture's incredible. We're even right now petitioning up to the top people because they're writing off things that you can actually   bill out to insurance that they're making them write off when it's like, actually, no, we can bill it as a non covered service and actually have the patients cover. So I'm like, I do still think whether you're in private equity, but I think you've got to be a strong enough doctor where you advocate for the rights of your patients and the rights of your practice. And I'm super proud of my client who does this because her and her husband, they go to bat and they're like, they write some pretty direct emails to the CEO of this and say like, hey, and they're a big enough force. Cause I mean,   Ryan Isaac (04:55) Mm. Yes.   huh.   Kiera Dent (05:15) They're the top tier practice in their area. have them making like, we are adding multiple millions to their offices every single year. But I'm like, I think that's also how dentists, even if you're in private equity, even if you're in group practices, I think at the end of the day, are clinicians and clinic, like you are, you are the product. And I think that they have, I think dentists have more say than they might realize that they do to influence the industry and keep it more positive and more ethical than it could be otherwise.   Ryan Isaac (05:38) Yeah.   Yeah, I totally agree. I totally agree with that. We all know people who are in those group models that are still running like amazing, almost privately held practices. The other thing that's interesting that's different than medical, because it always gets compared to the medical field consolidation that happened, is medicine has a distinct difference and advantage in that they have hospital systems where gigantic campuses where they can house hundreds of doctors in one place, right?   It's just not that's not a thing in dentistry, which I think will will force it to stay a little unique, different than medical, because you can never have a giant campus building with, you know, 400 dentists. Yeah, like 500. I mean, I don't know. I guess never say never some some group might invent that and you know, like the dental campus of the city. I don't know. Yes, it's possible. But it seems a lot less likely. Yeah.   Kiera Dent (06:18) Mm-hmm.   500 off, you imagine?   Say hi.   I mean, dental schools have a lot, but   I'm like, okay, I think the piece that would be really hard is to justify 500 beds, like 500 ops. You've got your hygiene that's cranking. So you gotta have, in a 500 bed, would need, like, we can only see 500 patients a day. so you can only see if it's 500 a day, that's how many patients you could actually see. I don't think that would be a full city, and we're basically taking over whole city.   Ryan Isaac (06:55) Yeah.   No. Yeah.   Kiera Dent (07:03) And then you might   not be pulling out that much dentistry outside of all of that to be able to fill that many doctors in their schedules. Cause so much of it's hygiene run, it's like a two to one ratio that I think that would be the zone. ⁓   Ryan Isaac (07:07) No.   I love this analysis. Yeah, I   couldn't go that far, but there you go. That's exactly right. So I do think it'll stay different enough in nature because of that. ⁓ And yeah, I, to go back to the, love your question. We've been kicking this around a lot in dentists advisors and I want to reiterate the same thing. There's no judgment here. There's no right or wrong. For some people, it's absolutely the best decision to exit with the DSO and just find the right one. Take your time. ⁓   Kiera Dent (07:19) There you go.   I agree.   Ryan Isaac (07:43) to go through the deals with someone who really knows what deals look like, not just a friend or a CPA unless that CPA is looking at hundreds of deals. Call Brandon, right?   Kiera Dent (07:51) Seriously, I'm like, why? He's got like every flavor of ice cream available of DSOs for you. And like, what are your goals with your financial advisor? What do you need to retire? And then you make sure that the deal is going to actually get you that because like you said, Ryan, it's your greatest asset. And that's where to me, it breaks my heart when people do this. And I was actually, when we were talking about assets, ⁓ there was a stress test portfolio that I heard at a conference that I thought was really awesome that I think about often. so thinking about when you said like, we're investing into this stock.   Ryan Isaac (07:59) Yeah.   That's it.   Kiera Dent (08:20) portfolio, like we're basically putting so much of our biggest asset and so many of our dollars into one single stock. And they said, just stress test your portfolio. If my two biggest portions of my portfolio. Okay. So the two biggest portions right now. And I think about this often, even you and me, Ryan, if those two asset classes dropped yesterday, cause I always do like, if they dropped tomorrow and you're like, well, I'd freaking move things. No, if it dropped yesterday, so there's nothing you could do. Do you have the staying power for things to recover? So like, I don't need to liquidate my assets.   Ryan Isaac (08:24) in one single, yeah.   Mm.   Kiera Dent (08:50) can still have income from our other assets and buying assets that are down. So looking at that, and I think about that often, like, so if your biggest ones are in the stock market and in your DSO and both of those dropped yesterday, like that's all that's gone. Could you still be okay? And if not, maybe look at other ways to diversify that portfolio. I'm not an advisor, Ryan. So you speak to like, if you agree or disagree on that, because that's my thoughts on it.   Ryan Isaac (09:11) Yeah.   Although yeah, no,   that's a really ⁓ logical way to look at stress testing something. If the stock market disappeared as a whole yesterday, all, yeah, well, we just, every publicly traded company in the entire world would be gone simultaneously. We would all be in so much trouble. Like we just wouldn't have cell phone service or gasoline or, you know, like a million things. Yeah, for a minute.   Kiera Dent (09:26) You say that we're all gonna go to the apocalypse, like.   Good thing you're by the ocean. You at least have a good time there, Ryan. I need   to get out of Reno, Nevada for that one year fact alone.   Ryan Isaac (09:44) Yeah, yeah. For me, yeah,   it would work for a minute, but then we would have no grocery chains, there would be no shipping distribution, there'd be no trucking, there would be no like, you know, we'd be done within like a week. You know what I mean? So, but you're the logic of it is true. It's almost like what if we just looked at stress testing a deal, you know, and you said there's usually three parts in a DSO deal, there's the cash up front, there's usually some kind of earned back, or bonus system, that's usually a smaller piece. And then there's the equity piece.   And if one of those didn't exist, if one of those dropped off, what would this deal look like? And I think the question we have to ask is if the equity didn't hit, you know, if they don't get returns on multiples on their equity, like they're projecting and always, of course, the projections are huge, you know, always, always. If this does not come in like you expect, let's just say it's half of what they expected that which would be probably fair to say, or it's all you do is get your money back one day.   Kiera Dent (10:32) always.   Ryan Isaac (10:43) What does this now look like to you? Is this a survivable thing? And is this even something you would be interested in doing? But again, you said this before, I've been saying this, go talk to someone who knows what these deals look like, like Brandon. I'll give you an example. with a client a few weeks ago who had an offer. They were getting a lot of pressure from the group where this came from. They were kind of involved in like, well, I won't even say it. It was just a group of people of other dentists that were kind of pooling practices together. And this buyer,   Kiera Dent (10:50) you   Ryan Isaac (11:14) just a lot of pressure, a lot of hype, right? A lot of hype. And the deal as the details started coming through started smelling really weird. And even he was just like, I don't know. He talked to Brandon for 30 minutes and it became so obvious so quickly how bad this deal was. And now he's pushing the brakes a little bit. He's going to ramp up his profitability, work on the practices some more. He still wants to consider a sale, which is great with that's fine if that's still what you want to do.   Kiera Dent (11:38) Yep.   Ryan Isaac (11:43) But I think that conversation probably just saved him millions of dollars, literally in 30 minutes of conversation. So just talk to somebody, please, about these deals. There's every flavor out there. There's so many ways that they can twist and bend these things. And yeah, there's just a lot of moving pieces in there. So just be careful. Yeah, just talk to someone. Be careful.   Kiera Dent (12:02) I would like, and what   you said, also think like, make sure that you're also selling it for top dollar. This is something I really love about working with you guys, working with clients is if we know that there's a sell on the horizon, think one of the best things you can do is truly like pulling a consultant, pulling somebody. And like I was talking to a doctor the other day and they're like, KK, we want you to come in and help us like with our systems, but they're selling in a year. And I was like, well, respectfully as your consultant, I'm not going to sit here and deal with systems.   Ryan Isaac (12:13) Yes.   Please.   Kiera Dent (12:31) If you're selling to a DSO, odds are a lot of those systems they're gonna bring into you anyway. Our best thing we can do is make your life easy right now, boost your production, reduce your overhead, increase your EBITDA so you get top dollar on the sale while making it like amazing. Like we'll still put systems into place. We'll still take care of your hot fires with your team right now. But like, why not go, it's like, if I know I'm selling my house in a year and if I did a few things to make it exponentially higher.   Ryan Isaac (12:32) .   Yeah.   Kiera Dent (12:56) in the next year of my sell, why would I not do that now? And for us, it's not even like a house where I'm just painting the walls. We're literally boosting your production. We're pushing your overhead down. We're helping your whole team get on board for that. So that way your asset really is the best asset you can get. And we're not doing it in a hard way. So I know it feels like a push, but just know Dental A Team's way is ease. So it's like, it's going to be an exponential growth for you, but with like ridiculous ease. And most of our clients, we just did a huge study across the board of hundreds of our clients.   Ryan Isaac (13:13) Mm-hmm.   Kiera Dent (13:24) And on average, they're seeing a 30 % increase in their production and a reduction in their overhead within their first three to six months of working with us. So like even if you have a year or two year timeline, that right there, so getting the right deal, making sure you're selling it at top, like squeezing the juice out of every single thing we possibly can get out of your practice. ⁓ But then also I feel like what happens in that scenario, Ryan, I see it all the time, is when we come in and we like powerhouse it up with them.   Ryan Isaac (13:34) Thank   Kiera Dent (13:51) They're like, wow, I'm working two days a week and I would make what this DSO was going to offer me and I don't even have to work. Why would I get rid of this practice right now to the DSO? That happens more than I can tell you because it's like they didn't realize it could happen this way. And I'm like, just tell me what you want. Like you want the DSO, you want to work two days. Why don't we build you that right now and like keep the asset that you've got and sell it when you want, which is going to make you the same amount of money as the DSO, but it's on your terms.   Ryan Isaac (13:59) Yes. Yep.   all the time.   Kiera Dent (14:20) So I think that like people don't realize that you can have the benefits of the DSO today. I think the only piece you can't have like, but I give air quotes on can't is like, you still are an owner, but I'm like, there's literally ways for you to sell to partners, have it pay out to you. And you can actually get rid of that ownership piece if you don't want it ⁓ and still have it be the same type of a deal. I think like, don't forget that there's also deals outside of DSOs that you can do internally. ⁓   Ryan Isaac (14:26) Yep.   Kiera Dent (14:48) but it is shocking Ryan how many practice, like I had a doctor and he's like, Kara, I'm going to get 5 million for my practice on this. And I was like, rock on in two years, we literally will make you 5 million net post-tax in two years. was like, literally, and that's net that's post-tax like in two years. I was like, this is not a good deal for you financially if you're going after the financial dollar. So I think just be smart with how you look at this because I don't know, right. And you do it to me all the time. You're like, Kara, yeah, go sell.   Ryan Isaac (14:58) That's what you're make in two years of income. Yeah. Yeah.   Mm-hmm.   Kiera Dent (15:17) but you can also just get the life you want and have your practice and your business run differently, why not consider that scenario too? So I think.   Ryan Isaac (15:19) Yeah.   Yeah, I'm,   yeah, okay. Sorry, finish your thought. I just like what you just said. I just love that. I was gonna ask you this exact thing. I was gonna ask you this exact thing. I was gonna say, Kiera, aren't there ways someone could step back and pause and say, why am I interested in selling to a DSO and then just try to create it through the work you guys do easily?   Kiera Dent (15:27) Okay, so yeah, take it.   100 % and right you do   it to me all the time. You're like Kiera. Well, what would you want your life to look like if you were to sell it? I'm like, I would care if you stopped if you sold what would your life look like? And I'm like, I do this. I do this. I do this. You're like, all right, then why don't we just make your business do that today? I don't think people realize how like you can manipulate your business to truly support the life, the finances, everything you want. Like it's shocking. I'm like just basically give me the North Star and we will manipulate the entire thing for you.   Ryan Isaac (15:59) Just do it.   Yeah.   Yeah.   Kiera Dent (16:14) in ways you didn't even know. like, I need Ryan to know our North Star where we need to get. Then we break it down to your, like what lifestyle you want to have. And then we just crank, like, it's like shake and bake. It's such an easy thing for us to do. And we're still doing it with like amazing ethics. It's under your control. It's your culture. It's your business. It's your life. But I mean, I have a doctor who's producing over 5 million a year, working two days a week, taking home DreamPaycheck and they were going to sell it to a DSO. And I'm like, it took us two years to get them to the offer.   and they're like, they're so happy and they're able to now, like you said, I think one of the best pieces on this is they got everything that they would have gotten from the cell. But in addition to that, they didn't lose everything that they've built to where now they can go build and create, like you said, the two day a week practice where they're having it, but they've kept their huge asset over here. And so I just think like, I don't know. I feel like there's so many more options on the table than people necessarily think there are. And so.   Ryan Isaac (17:03) Mm-hmm.   Kiera Dent (17:12) Maybe don't listen to all the noise, be the smarter. It's like when everybody's doing X, maybe there's a Y that would actually benefit your life.   Ryan Isaac (17:16) Yeah. A million percent.   Yeah. I mean, Warren Buffett has a quote around that. It's a little bit different with stock market buys and sells and greed and fear. But yeah, that's exactly it. Yeah. I love that you said that. I assume. What are we like 45 minutes already? I assume that you probably want to wrap this thing up, but I wanted to end it with that exact question you went there, which is like, can't we do this? Can't you? No. I mean, that's not the job we do. The Dental A team can help design.   that what you're trying to accomplish that you think some private equity firms gonna come in and give you. And again, let's all just remember, private equity firms, ⁓ they don't love you.   Kiera Dent (17:57) It's true.   Ryan Isaac (17:58) They love your money   and they are not stupid. There's a reason why they gobble up every industry in the economy is because they make us believe they're just giving us sweetheart deals. Like, they're gonna give us so much money. Isn't it so crazy? Like, no, they're really smart. They're gonna get so much more money from you than you're gonna get from them. So if they want your thing so bad that they're gonna chase you down and send you offers and every time you decline, they're gonna be like, okay, wait, what about this one?   Kiera Dent (18:15) They are.   Ryan Isaac (18:26) They want it so bad. You must really be holding something really special. So how can you make that thing become your dream scenario without having to give it up? First, just consider that again, no judgment. There is no right or wrong. Maybe that is your path and that is best for you. Great. If you do the work and the, you know, the research and you're just sitting and you're asking smart people like here in the Dental A Team, you know, about all the details and you're asking yourself why through all this process, that's just, that's the whole thing. So I'm glad you   Kiera Dent (18:31) Mm-hmm.   Yeah.   Ryan Isaac (18:56) Assuming we're ending it soon. I'm glad you ended it with that because that's what I was thinking about   Kiera Dent (19:01) Well, and I'm glad I'm going around the same beach because I feel like DSOs can be such a buzz. I think it's, I don't know. I just thought about, I remember when Jason and I were graduating from pharmacy school and we had a lot of debt on us and it was so tempting to go the 10 year loan forgiveness plan. So tempting. And Jason and I decided like, Hey, we don't want to like hope and bank that in 10 years, we're actually going to get all this paid off.   Ryan Isaac (19:07) yeah.   Mm-hmm.   Kiera Dent (19:29) And if it doesn't happen, what's it going to cost us at that point? And so we elected to just go for it to pay for it and to basically have it like, it's within our control rather than someone else holding my future. And I think that's how I often live my life of like, is there a way that I can get my dream life or I'm not banking on someone else holding up their end of the deal, hoping and praying that their equity makes it and it's something that we can actually do with ease? Why not do that?   Ryan Isaac (19:33) Mm-hmm.   Kiera Dent (19:55) Ryan knows it was a huge issue with me and Jason for about a year to pay off his student loans, but the growth and the life that we were able to achieve that we wouldn't even be done. We still would not even be done with our debt right now. And it would have ballooned and not all of the debt's being eliminated. Like there's so many things around these loan forgiveness programs that I think about that with DSOs too. You have so much banked in, the hope, the promises, like everything has to go right for this huge multiple to have it there.   Ryan Isaac (20:07) yeah. Yeah.   Uh-huh.   Kiera Dent (20:24) Is there maybe a few other paths that you could look at that might get you what you ultimately want, give it to you with more control on your side, and also be able to allow you just more flexibility and freedom. Again, no judgment. think what Ryan and I are trying to bring to the table is maybe just consider looking at things differently to see what's the best path for you. And I say like, right back at you, Ryan, use your financial advisors, know what your magic number is, know what you need, and then figure out which option is going to be that.   Ryan Isaac (20:48) Yeah.   Kiera Dent (20:52) while also providing you the dream life that you want. So Ryan, thanks for the riff today. It was a solid time.   Ryan Isaac (20:54) Yep. Thank you.   It almost felt like planned. was so smooth.   Kiera Dent (21:01) So, mean, it does help when we're good like peanut butter jelly. Like we're very aligned on how we see, that's why I think our clients work so well together because like Denali team clients going to Dentist advisors, it's amazing. We think on similar investment strategies and like just the planning and the protecting clients. And on the other side, it's, Hey, here's our financial number. Denali team literally can like give the gas and give the pieces to it of tactical. So thanks Ryan. was a good time.   Ryan Isaac (21:04) Yep.   Hmm.   We all want to do. Yeah.   Yeah. Yeah. We want to grow and protect that business and make it, you know, it's your whole life. Make it as good as you possibly can. You guys are so good at that.   Kiera Dent (21:34) Great.   Well, Ryan, if people are interested in connecting with you, how do they get connected? Because again, I think for me, before I even talked to DSOs, I always tell them like talk to your financial advisor, figure out your project number. That way you actually can then have even one filter on what deals you're looking for, what plan you need your business to be. So Ryan, how do they connect with you?   Ryan Isaac (21:41) Yeah, totally.   Million   percent. So I'll always say friends of the Dental A Team always can email me directly. I'll always have a conversation with anyone no matter what you're looking for. You don't have to be trying to hire a financial advisor. You might just have a few questions and I will always get on the phone and talk to someone. Just email me directly if you ever want to. Ryan at Dentist Advisors dot com. It's with an O.R.S. You can all just also just go to our website dentist advisor dot com. have   probably thousands of hours of free content on there, podcasts, articles, webinars, everything. You can book a consultation with our whole team there at any time. go learn as much as you want, listen to anything, tons of free stuff on there, but that's the best thing. I'm always happy to have a conversation.   Kiera Dent (22:29) It's amazing. And just so you know, Ryan does not take very many clients. So that's why I love him being on here. He's one of the founders. I think Ryan's one of the smartest people I've ever met. So definitely take him up on it. I know tons of our clients love meeting with Ryan because Ryan will tell you like, Hey, you don't need me or Hey, here's someone better for you. So I think it's just like, you're just an incredible human who ultimately cares and loves about these dentists, which is why I just appreciate you. So check him out. Yeah, of course. And for everyone listening, thank you for listening and we'll catch you next time.   Ryan Isaac (22:31) Yeah.   I do. Yep, I do. Thank you. Thank you.   Kiera Dent (22:59) the Dental A Team Podcast.  

On this episode we talk to Reno Rosser from Flying U Rodeo.Send us a textSend your thoughts and feedback to nospinfeedback@gmail.com or text 817-668-2395

Join us as we celebrate WLP founding member Josh “Chewie” Martin's birthday with a trip to 1990's Reno. From Chewie's personal archive of cassettes and compact discs we get crazy eclectic with tracks from metal act War Maggots, indie masterminds Grey Mauzer, hardcore Reno hip hop from The Line and the western surf sounds of […]

Kiera is joined by Ryan Isaac of Dentist Advisors to dive into DSOs. They discuss such questions as: Are they the best financial choice for your practice? The best life choice? Are the horror stories true? And so many more. Episode resources: Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript: Kiera Dent (00:00) Hello, Dental A Team listeners. This is Kiera and I am freaking jazzed for today's podcast. It has been way too long. Me and this guest talk quite often on like life and personal and business, but podcasting it's been a hot minute. I've got Ryan Isaac from Dentist Advisors, my personal advisor, one of my dearest friends. I think we're siblings in another life. Ryan, welcome to the show today. How are you?   Ryan Isaac (00:07) Mm-hmm.   Thank   Thank you.   I'm really good. just realized I was trying to hit mute and cough, but I hit like a chapter marker instead. So there you go. To your listeners or your ⁓ editing team, then there's a chapter marker while I'm coughing. So in your intro. Yeah. Tis the season.   Kiera Dent (00:35) You're welcome. Yeah, that's fine. I'm   okay with it. This is real life. We're sitting on, I mean, Ryan, you're sitting on the couch. I should get like my posh chair. I've been considering changing up my podcasting zone. Yeah, of course. All of us can see it. We're excited for that.   Ryan Isaac (00:40) Hahaha   Can I show you? Can I just give you a little vibe check here? I mean, it's actually, that's   the ocean. I'm on a little summer getaway for a second. So yeah. Yeah.   Kiera Dent (00:54) my gosh.   That's amazing. So that's Ryan's   life. Ryan's living his rich life over there. He's like truly. So, okay. If you're new to the podcast, Ryan is my personal advisor. Like truly he actually works on. We talk about my life. He's helped me make some really good decisions and not make some bad decisions. So I feel like financial advisors. My best advice is you gotta just find someone you trust. And I know Ryan is way more conservative than me, but cares about me as an individual so strongly. And Ryan, huge kudos to you.   And so we talk about it a lot, but something we talk often is like, what's our rich life? And I remember Ryan for years, you were like living in your van, truly driving to California all the time to be by the beach, because you love surfing so much. So it just makes me so happy to see that you are living your best life by the ocean. You're doing what you teach all of your clients to do of living their version of a best life. Something that we try to do in dentistry and dental team too, like, hey, let's help your business provide you the best dream life you want. So that's Ryan.   Ryan Isaac (01:36) Yeah.   Thank you.   Yeah, yeah.   Yeah, thank you. And there's no there's no right way to do that. I mean, everyone has their own thing that's worth the money or worth spending on. We're just kind of joking around about this, too. There are people who will sit in ⁓ small rentals or apartments on millions of dollars because to them having lots of security and liquidity is more valuable than houses or everyone's got something different. But, you know, we're all we're all chasing it, hopefully.   Kiera Dent (01:57) Catch y'all.   I think it's called the like emotional ROI and what helps you sleep at night in your financial world. So Ryan and I usually get on the podcast and we'll talk about finances. I mean, obviously dentist advisors, Ryan do a spiel. What is dentist advisors? Just so people know. I think you guys are financial advisors for dentists specifically. I'm not a dentist, but I can speak honestly, but a spiel. And then we're going to actually go like a hard left turn of what we're going to talk about today. Like really.   Ryan Isaac (02:26) Ooh. Uh-huh.   Yeah. Thank you. ⁓   Yeah, yeah, our   on ramps coming up here really soon. We got to get over it. We got to get into the right lane. Dentist advisor started ⁓ almost A Team years ago now with me and Reese Harper. Shout out to Reese Harper. And yeah, we were dedicated to being ⁓ an independent fiduciary fee only ⁓ advisor for dentists to manage investments and give financial advice. Ultimately,   Kiera Dent (02:51) Yep.   Shout out to Reese.   Ryan Isaac (03:17) you know, a dentist path through school and debt and taxes and all the stuff they go through, ⁓ you know, buying a practice, building businesses. There's no reason why all of that should not pay off every it should pay off for every dentist. There is enough money to be made in dentistry. And so our job really and you kind of said this with the you know, in the intro, ⁓ I really do feel like just protecting my clients, you know, and that's a philosophy that we've.   built into our business. There's no reason why dentists shouldn't make it to the life they want and to the finish line financially. so, you know, ⁓ it's more about consistent, small, good decisions for long periods of time and avoiding like a few big mistakes that could derail you forever. So yeah, we have a custom financial planning process, ⁓ a lot of like reporting and data, and we just manage and track ⁓ dentist finances and make sure they end up in a good spot, safe and healthy and   Happy, hopefully.   Kiera Dent (04:15) which I love about you guys, Ryan, and I really think you guys do a great job. And this is something you've taught me. And we have a friend who said a great quote that I feel should be your quote. I can't give it like, so you can take it and like make your version. But they said like regular investing is like vanilla ice cream. It won't make anyone jealous, but it always tastes good. And I felt like that's such a great way to look at how you've taught me how to invest. ⁓ At the end of the day, it's just a small, consistent thing. So I think Dentist advisors does really well. And Ryan, something you've done for me. ⁓   Ryan Isaac (04:24) well. Okay, okay.   Mm.   Mm-hmm. Mm-hmm. Mm-hmm.   .   Kiera Dent (04:44) Like it's so dumb, but I know you're watching me and I know like when I, like you're really not watching me, but I feel like you're watching me.   Ryan Isaac (04:49) Yeah, well, let's   hold that disclaimer here for a second. I see your numbers. I see your accounts. I see your emails. Every time you save money, I'm like, Kiera, good job in the email thread. Gold stars. Yeah.   Kiera Dent (04:53) Like, I know he's not, like, he watches my account for sure.   That's   all it is. And I just know having Ryan there where I need to send it in every single month of what we're going to invest. We've talked about the plan has been such a game changer for me. So that's why I love Dentist Advisors. And like we said, we're now like taking our off ramp because Ryan and I want to talk about DSO sales. I think this definitely implies to a financial advisor. We have a lot of clients that we send to Dentist Advisors. We work such hand in hand with both sides. Like we love what you guys do. You love what we do. It's   Ryan Isaac (05:19) Mm-hmm.   Kiera Dent (05:30) Truly like the best peanut butter and jelly sandwich or whatever your favorite. If you want this to be meat and cheese, peanut butter and honey, whatever it is, I think it's the best duo. Yeah, exactly. That is the best. Captain Crunch, but would you rather Captain Crunch or Reese's? Or.   Ryan Isaac (05:37) Captain Crunch in 2 % milk, you know.   No. I would actually say   fruity or cocoa pebbles, to be honest with you. Or cinnamon toast crunch. Can we arrive there? Okay.   Kiera Dent (05:52) We both disagree on that. So cool. Okay, can handle Golden   Grahams or are we like back to the s'mores run? Remember the s'mores Golden Graham?   Ryan Isaac (06:00) Yeah, I do remember   the scores. How are we like not landing on the same one at all? What about honey butches of oats? Wow. Okay. ⁓   Kiera Dent (06:05) It's okay. That's fine. I'm not like the biggest serial fan and I go through phases. I love Lucky Charms, but I'm not joking.   Those marshmallows give me the chills. Like I can't crunch into it without it being like full body chills. So I don't know. weird. But back on this. So we've actually had a lot of clients that are debating of do I sell? I sell to a DSO? And I'm like, talk to freaking Ryan.   Ryan Isaac (06:18) Yeah, it's like biting Styrofoam. Okay. All right. Okay. Okay. Anyway. Yeah. Yeah.   you   Kiera Dent (06:32) I don't know what you want to do for your retirement. I have no clue how this is gonna impact you with your taxes. I don't know all the stuff, but what I do know is I'm a freaking miracle girl, so we're gonna get you top dollar for your cell, but like let's talk DSO. Cause also like DSO to not DSO, like I don't know Ryan, there's a million things. So let's Rift. You wanted to talk about this. I love this. Let's do it.   Ryan Isaac (06:41) Yes.   Yeah, yeah. Yeah,   well, and so you said something a few minutes ago about ⁓ dentist investments. And yeah, like our job is to help manage investment money for people ⁓ in a really long term kind of boring way, if we're being honest. But yeah, it's very yeah, it's just like it'll be there forever. Just let it do its thing. But the biggest investment any owner is going to have is their practice. And that is the thing   Kiera Dent (07:08) vanilla ice cream ish.   Ryan Isaac (07:18) is why you and a team is so important because the thing they should protect above everything is their practice investment, their business investment. There's nothing more impactful to a dentist's entire life and not just their money, but their entire lifestyle, probably their mental health, their wellbeing, where and who they spend their time with. So it is by far the most important factor in all of this. And so the world that we're in now is that   DSOs are an option to sell to, to work with, to become a part of. They are in some shape or form, you know, supposed to become the majority of the industry in the future. I think that's a broad category. think the category is more like group practice will become the majority of the industry. I'd love to hear what stats you've heard and what you actually see. think people talk about, you know, 60 to 70 % consolidation in the industry.   becoming some kind of DSO or group practice. ⁓ yeah.   Kiera Dent (08:19) Yeah, I was actually at an AI conference with   that just literally this last week. And they said that they're estimating 65 % of the market will become in the DSL world in the next like five to 10 years. So I think a lot of people are expecting, which is so funny to me because I remember, gosh, I think I was Mark, this is a long time ago, we were at the dental college. And so we're probably talking like,   Ryan Isaac (08:32) Uh-huh.   Yeah, okay.   Kiera Dent (08:46) 2018, 2019, I remember talking to the students, like, what do you think is gonna happen? And I'm like, I know I'm unpopular, because even Mark wasn't on board with this. And I'm like, I think I'm unpopular, but I'm pretty confident DSOs will be the future. And they're like, you're full of it. They're like, there's no way. And I'm like, I mean, I'm not emotionally invested in this, but if I look at what's going on, my husband's in healthcare. This is what happened to pharmacies. This is what happened to mom and pop shops, like for medical.   Ryan Isaac (08:57) Mmm.   Yeah.   Kiera Dent (09:14) I cannot think for one second the dentistry and with the EBITDA like offers that you're getting, it doesn't matter. And Jason, were talking about this the other night. I'm like, even if doctors want to have a legacy practice, that's great. You sell to this person, but this person now is younger. They have more debt and DSOs is like one bad day and this DSOs right on their doorstep. They're going to sell. Like it's just, I mean, you've got to some really strong guts around you to not think about a DSO. And I think DSOs,   Ryan Isaac (09:42) Hmm.   Kiera Dent (09:44) can often hit you at emotional times. Like Brian, you know me. There have been times that I told you like someone offered me a buck for Dental A Team, they could have it like one bad day. It's just like shirt. Like everybody has it in business ownership. So I think that that's where the DSOs are super attractive to people. But like I was talking to an office yesterday who's considering working with us and they're like have a one year buyout. And they're like, we're thinking about doing this DSO. And I was like, all right, but like what's your ultimate end game? What are you trying to achieve?   Ryan Isaac (09:46) Mm-hmm.   yeah. Yeah. yeah. We all have those days. Yeah.   Kiera Dent (10:12) you met with other people to talk about DSOs, there are other options and he's like, well, it's too big for these partners to buy. I'm like, well, it's actually not like there's ways for partners to buy you out if you want. think it's just, DSOs feel like the easy button, but I don't know if they're really easy. And I think that that's where I'm a little bit on the fence and I'm super jazzed for us to rift on. Is it really the best financial choice? Is it the best life choice? I don't know, Ryan, you know, the finances more than I do. just.   Ryan Isaac (10:14) It's on.   Mm-hmm.   Same. Yeah.   Yeah.   Kiera Dent (10:40) I do good job of helping people get their assets where they want them to be. So they have choices and options of what they want to do.   Ryan Isaac (10:42) You do.   Yeah, so I think, you know, it makes a lot of logical sense, especially the way it started with DSOs, that it would have gobbled up a lot of the industry. Hearing 70 % made a lot of sense to me. Maybe we're just in a dip in a lull, which we totally have become, we've entered into that because of the, you know, the debt and rate situation that happened over last few years in inflation and, you know, just interest rates. Money got really expensive. It was hard for a lot of companies to grow across a lot of industries.   And, uh, but, and I, I'm, uh, I want to say these statistics correctly, uh, from smarter people than me in the DSO space. I think there's something like maybe, you know, 350 to 400 technical DSOs in the country right now. And I've heard in multiple sources that up to a third of them are in some kind of financial receivership right now. Meaning, and I know you've seen this with clients too. DSOs have grown and they purchase and they borrowed money and then   rates hit them and they grew too fast. They went ahead of themselves and they defaulted. And ⁓ there are some major DSOs, huge ones that I did not ever think would happen that went into default that are going bankrupt that are changing ownership. ⁓ People are losing their equity money, they're not going to get their payouts. ⁓ And they're they don't own their practices anymore. I mean, there, we have some clients in that situation. So   Yes to the consolidation in the future of that because of just that's the nature of economy sometimes in industries. And I don't know if it's going to hit 70. I don't know. It makes me wonder. ⁓ Those multiples are down a lot than they than they used to be. And they'll probably you know, they'll probably fluctuate, come back up a little bit more when money gets easier. ⁓   Kiera Dent (12:22) I don't know anything.   Ryan Isaac (12:36) Also, I think people are getting a little bit wiser to it. Do you see this? I mean, let's say three to five years ago, it was the most exciting thing to get an offer sheet across your desk and be like, know, some multiple of you, but this is insane, I'm done. I do find people way more hesitant and not as excited about that number anymore. What have you seen with that when people see those initial numbers?   Kiera Dent (12:47) Made it.   think people are way smarter. think the grads coming out of school have been trained on business a lot more than say dentists 20, 34 years ago are trained and not to say dentists 20, 30 years ago weren't. I just think it wasn't like we weren't talking EBITDAs. You weren't selling like this. So you didn't there was no need for it. ⁓ And I think in the past, I think the reason people are more skeptical right now, Ryan, is because they're hearing the like horror stories coming through. So people are like, hold on. Maybe it's not as like   Ryan Isaac (13:12) It's different. Yeah.   Kiera Dent (13:28) rosy as it was. I honestly like DSOs might be a little bit of dentistry's dirty secret. Like there's a small piece of me feeling that way and not all DSOs I'm not here to blanket statement it, but I do think there's like, think the dentist is the one getting ripped off in the whole scenario. like, because Ryan helped me, this is where I, guys welcome. This is what Ryan and I used to talk about off camera, but I'm just going to like have the conversation here because I'm curious. So your clients, okay, so hold on.   Ryan Isaac (13:43) Mm-hmm.   Yeah, let's do it. Yeah, huh?   Kiera Dent (13:58) answer your question, no, they're not as excited about it. And also I think that they're being flooded with a bajillion offers. And so almost like overwhelm of who the heck do I have? Who do I trust? Who do I know? 400 DSOs out there. They're being bombarded every single day. I have heard dentists tell me they get four to five offers every single day of a DSO, which is why I'm like one bad day, you click open an email and like bottom, bottom, there you go. So I do think Bron and Man.   Ryan Isaac (14:02) Yes.   Yep. Yeah.   Yeah, you're done. Like, yeah, that's the buyer. Yeah, take it. Yeah.   Kiera Dent (14:22) Brandon Moncrief with Dental Transitions is probably the smartest DSO man I've met and I think you and I have circled. He's really brilliant on like who he knows offers that you can get like he kind of knows how to navigate the DSO world of what you want, which I think is awesome. But what I'm curious on Ryan. Okay, so you said you have clients. So when you sell to a DSO, there's lots of different makeups of how they can do these deals for you. But let's say there's I think the most standard one I usually hear is they pay you about 50 % of your practice is worth like you're giving it to them.   Ryan Isaac (14:24) Yes.   Yeah, I still send people there. Yeah.   Mm-hmm.   Kiera Dent (14:52) You also have them 50 % in equity in their business, hoping like with stock shares, hoping that it builds and that's like basically your payout. So it helps with tax. It helps with like future investments of the EBITDA. Those are the things that they're going to be dealing with. But my question is, so like your clients, they sold, they don't own their practices anymore. They're an associate there now ⁓ and they're getting paid. They don't have to do the management, billing's taken off of them, hiring, all that. But let's say these, so let's say I sold to Ryan Isaac DSO.   Ryan doesn't have a DSO just for clarity, but let's pretend I'm dentist. We got to make sure I don't want him getting in trouble. He's a financial advisor. So Ryan doesn't have it. okay, we're selling, okay, lies. We're selling it to Captain Crunch DSO. All right, let's just go safe. Captain Crunch DSO. Captain Crunch buys me. I'm now, I got my 50 % payout. have 50 % equity in Captain Crunch DSO and I'm now working as a dentist there, but I don't own my practice anymore.   Ryan Isaac (15:23) Yeah, just so we're clear here. Yeah, yeah. I've highly regulated. Yeah, might be in trouble for that.   Kiera Dent (15:49) Captain Crunch DSO is growing, growing, growing. Everything's looking good. I've got my stock in it. Captain Crunch loses its funding. They go bankrupt. What happens to me? Because odds are they go bankrupt. Another like lucky charms DSO is going to come buy Captain Crunch. Like they get a penny, dollar. What happens to me as the dentist when Captain Crunch goes under, but then lucky charms comes to buy me. How does that work for me as a dentist?   Ryan Isaac (16:02) Yeah.   Yeah,   I'm watching that happen right now with a gigantic national specialty DSO with some clients. And what has happened is that their equity money is likely gone. So they got their payout money.   Kiera Dent (16:19) Mm-hmm.   Even   with Lucky Charms coming in to buy it. My equity money's gone because it was with Captain Crunch. Do you love that I did cereal for you?   Ryan Isaac (16:28) Thank   I love it. It's so good. And I'm trying   to like, like who's more evil in this hierarchy, you know?   Kiera Dent (16:35) I think Lucky Charms isn't more evil. Lucky Charms is one who capitalized. They saw a dill. They don't care about the dentist. I'm not saying that they don't, but it's like hungry, hungry hippos. One goes out, someone's going to come buy it all. That's what they're going to do.   Ryan Isaac (16:37) Who's more well capitalized? Yeah.   Yeah.   Yeah.   Yeah, this   would be such a good question for Brandon again, and I'll just second that every time someone has questions about deals, or they want to compare things, ⁓ or get to know the space a lot more, I send them to Brandon. So just find Brandon Monacree, if he's on all over the internet and all of our content. Yeah, there you go. So it depends on the structure of the deal. It depends on the fine print and the paperwork. ⁓ In the ones I'm seeing right now, these dentists   Kiera Dent (17:04) dentaltransitions.com. Yeah, he's everywhere.   Ryan Isaac (17:17) lot, their practices are not there. So their practices are still gone. And they likely are not going to they're definitely not going to get any return on their equity. Some of them depending on how early they got in might get their equity back or, or parts of their equity back. But a lot of it's just, you know, when another company when a big financial company comes in to save a bankrupt company, it's ruthless, you know, I mean, they're they're cutting and they're scrapping   as much as they possibly legally can. they'll do that, of course, because that's good business for them. So what I'm seeing, and again, I'll just say that it's probably different in every single scenario of this. But what I'm seeing is one that happens. ⁓ These dentists are losing their practices, they're not getting any return on their equity money, and many of them probably won't even get their full equity back. Luckily, some of my clients that I'm thinking of were in early enough and the fine print of their deals was good enough that they're going to get some of their equity money back.   Kiera Dent (17:48) course.   Ryan Isaac (18:15) ⁓ that's it. They're done. So what really happened in that transaction was they got front loaded a certain amount of years of income, paid some taxes, paid off their debts and lost their practices and worked a job for three or four years at a very low salary compared to what they produce. ⁓ many of them got really burned out, bombed out, kind of lost their fire and spark for the work. ⁓   And they're back to square one. Some of them have enough money to be finished. What is interesting though is even the ones who have enough money to be finished are still contemplating starting or buying another practice where they can legally and doing like a really chill lifestyle two day a week thing. Really common. Other people will fully lose their equity. And in a situation, again, back to your point, a lot of people are   Kiera Dent (18:54) and   Ryan Isaac (19:05) Maybe it's not as excited about this. The multiples aren't what they were. Then they could come back. I don't know. A lot of people just say the longer this goes, the smaller the multiples will become, which is, yeah. No, we're definitely not. And so now we're talking about an offer where someone's coming to you to take away like your main, main asset, your cash cow, the biggest thing in your whole life. They're going to front load five or six years of income. You have to pay taxes and pay off your debt with that money first.   Kiera Dent (19:13) which I would agree on that completely. I don't think we're half as high.   Ryan Isaac (19:33) The deals that you mentioned, some are 50-50. I've seen them in thirds where it's like third buyout, third earn out where you have to keep producing and then a third equity. I've seen them 70-30, 60-40. They can really be any shape or size. ⁓ Yeah, but they're smaller. And so now we're talking about, you know, five or six years of front loaded income. You pay taxes, pay off your debt, and then you just hope that this company that bought you and essentially what's happening if you think about it.   Kiera Dent (19:48) They really are.   Ryan Isaac (20:02) You're taking like seven figures of money and you're putting it into a single stock. You're investing into a single stock and it's a very small privately held company. I know it feels safe and secure because it's your field, it's dentistry, know, all these things are, but you're taking seven figures of your money and you're putting into one single company where right now maybe up to a third of these companies are failing.   Kiera Dent (20:08) Thank   Ryan Isaac (20:30) It's not not a gamble, you know, and the whole kicker in all these deals, as you know, and your audience knows, Kiera is all in that equity piece. Everything else is just front loading your income for the next five or six years and taking away your ownership. And then, you know, really changing the nature of your career and your work. And it really does change people. It changes. And I'm not saying it's always for the worse, but it is change changes, teams changes, the patient experience changes, the culture and the vibe.   Kiera Dent (20:34) huh. ⁓ huh.   Mm-hmm.   Ryan Isaac (21:00) And so if that one little equity piece does not pan out the way that they say it's going to, ⁓ you know, that's the part that everyone's kind of wising up to. And if you're under, let's say, your late 50s, if you're younger than your late 50s, I think it's becoming a tougher decision for people to make. in late 50s or above, it's kind of like, I'm done anyway in three or four or five years. Might as well get top dollar.   even if the equity doesn't fully pan out all the way, it might be more than a private buyer. But even then, I've seen the math on a lot of things and like, it's close. And yeah, you've seen it all too. So yeah, it's tough. It's tough to watch the ones that fail. ⁓ Some of these, some of these, and you've probably seen, we're not going to name anybody, but you've probably seen them too. Huge practices, multi-location, huge DSOs that now...   Kiera Dent (21:25) Mm-hmm.   Agreed.   Mm-hmm.   Ryan Isaac (21:52) own these practices. And okay, here's a question for you. What do you think is going to happen, let's say 10 years down the road or longer, when all these DSOs have been bought by the next company and been bought by the next company? And then in the end, some like third and fourth party removed private equity firm, international private equity firms holding 10s of 1000s of dental practices around the country?   What is that like in the industry? mean, you're in the practice as you know that you're like in the heartbeat of that. What does that mean for the industry? What does that feel like? Does it feel weird?   Kiera Dent (22:27) It does feel weird. And I think this is where I've been, I don't know, Ryan, you know me. just sit over here and think of ideas all day long. I've been like, how can we like, hi, I'm Kiera. I live in Reno, Nevada right now. It's like, how can some, I feel like I'm like Dorothy in Kansas right now. It's fine. It wasn't the destination, but it ended up being, it's fine. It's got really great. No state income tax. All right. That's really one of the main reasons we're here. It's not.   Ryan Isaac (22:42) I like to write now by the way. Just a little shout out. like to write now. Yeah. Loud and clear. Yeah.   Yeah, fine. It's pretty in some seasons. There you   Kiera Dent (22:55) But it's okay. We have Lake Tahoe. ⁓   Ryan Isaac (22:55) go. Okay. Okay. All right. Okay.   Kiera Dent (22:59) But only half of Lake Tahoe because California owns the other half. So it's okay. But I've thought about it. like, how can, like, it's like I'm Dorothy in Wizard of Oz right now. It's like, how can we somehow influence these private equity firms? And there might be no way. But these are the questions I think of often, because I do think if we're not careful, it will radically shift the way dentistry is done. And it will turn into a business rather than into our   Ryan Isaac (23:02) Yeah, you're half.   Okay.   Kiera Dent (23:24) our healthcare profession. I mean, I look at modern medicine, my husband's in it and it is a freaking drill machine. Like his number one thing was patient productivity and they had to have so many patients, otherwise they were going to fire providers. And their providers worked hard. They weren't getting paid what they like want to get paid. And so I'm actually watching in healthcare, lots of my friends in healthcare, nurse practitioners, doctors branch off and go open up their own practices because they're sick of working in modern medicine. So I'm like,   Ryan Isaac (23:24) Mm-hmm.   Yeah.   Kiera Dent (23:51) if we can look at modern medicine and see how the healthcare system has been working and how can we do something now as like you said, third, fourth remove private equity, owning all these dental practices, like is there a path? And I don't know, right? Like this is I feel like I'm like Dorothy sitting in Kansas of like how on earth can we influence it? But I'm like, if enough brilliant people start thinking this way, what can we do now to show that you can be profitable and ethical and still give great dentistry where we're not having to like,   Ryan Isaac (24:08) Hmm.   Yeah.   Kiera Dent (24:21) not running it like a private equity business, but still showing. so Britt was like, we need to become the Wegmans. Like, have you been like up north, like Wegmans is an amazing grocery store. They're not the biggest, but they still are ethical. And I'm like, if we even had a few private equity that's third and fourth removed that would still run practices that way, I think dentistry would still feel the same. Something else though, that I think of like new dentists coming in that I think is really paramount is you've got to look at the future of the industry. I think the current doctors,   Ryan Isaac (24:39) Mm-hmm.   Kiera Dent (24:50) that have been in dentistry have like safeguarded and kept dentistry like we're healthcare when we want to be and we're not healthcare when it doesn't benefit us. Like we literally have straddled the spine line. It's still a little bit of the wild wild west dentistry is not as regulated as far as like our fees and like what we're able to charge in every single practice and like insurance is schmuck. get it. But I'm like, you also only have $2,000 of max most of the time that we're dealing with rather than it being like a hundred percent of what your patient base is and like what the patients are paying out. So I'm like,   Ryan Isaac (25:11) Yeah.   Kiera Dent (25:19) I feel the pioneers of dentistry have actually done a really good job of setting it up to where dentistry is still very profitable. It's still able to be its own thing that I'm like, let's, again, I feel like I'm like Dorothy sitting on my soap box in the middle of prairie fields and saying like, hey, why don't we take a pause and just think of like, what's the future of dentistry as now the future pioneers of dentistry? And what are we going to do to our profession? Yes, there's top dollar. Yes, there's things about it, but is there a way to influence?   and make sure that the integrity of dentistry can maintain long-term. I have no answer to that, but again, this is Kiera Dent sitting on my podcast where I think that there is a voice and an influence and like on Dentist Advisors podcast, is there a way that we can influence our industry in ways that will protect and still pay out? Because I'm like, even if you don't get the 10X EBITDA, you still can get a freaking great payout if you do your life right to where you can be financially set up.   Ryan Isaac (25:51) Mm-hmm. ⁓   Kiera Dent (26:17) still be able to sell your practice, not have to sell it in ways that could potentially hurt the industry. I'm not saying one's the right answer or the wrong answer. There's no judgment on my side. It's just, let's maybe think and consider how it could influence. Can we get people that could be private equity higher up that could help protect it? Those are things that, and again, I'm just Kiera Dent here in Reno,   Ryan Isaac (26:22) Mm-hmm. Yeah.   Same, okay.   Okay. Yes.   Kiera Dent (26:38) Yeah, of course. And for everyone listening, thank you for listening and we'll catch you next time.   Ryan Isaac (26:37) Thank you.   Kiera Dent (26:42) the Dental A Team Podcast.  

Tom Lennon tells us he's not working that hard on the unbelievably large number of projects he never stops working on. From writing movies (including a “HALL OF PRESIDENTS” SciFi comedy) to acting in 100s of shows to playing in a Smiths tribute band Thomas Lennon doesn't stop. And don't try to stop him. Bio:  Thomas Lennon is an actor, producer and New York Times Best Selling author from Oak Park, Illinois. He attended the Tisch School of the Arts at New York University, where he was a member of the influential sketch comedy group The State. The State's hit television series ran on MTV for three seasons and received an Ace Award nomination for Best Comedy Series.  After his work on The State, he created two more popular series: Viva Variety and Reno 911!, on which he also played Lieutenant Jim Dangle. Lennon has also written numerous feature films, including Night at the Museum, Night at the Museum: Battle of the Smithsonian, Reno 911!: Miami, The Pacifier, Balls of Fury and Hell Baby. In addition to writing films, Lennon co-authored, Writing Movies for Fun and Profit, a book about the studio system that Anna Kendrick called, “The Best Book about Hollywood… Hilarious and insanely accurate,” in the New York Times. In 2019, Lennon debuted on the New York's Bestseller List with his children's book Ronan Boyle and the Bridge of Riddles. In March of 2020, Lennon released the sequel with Ronan Boyle and the Swamp of Certain Death followed by the third installment of the series, Ronan Boyle: Into the Strange Place in 2022. A DreamWorks Animation feature film of the Ronan Boyle series is currently in development.  As an actor, Lennon has appeared in the films Transformers: Age of Extinction, The Dark Knight Rises, Le Divorce, Heights, Conversations with Other Women, Memento, 17 Again, I Love You, Man, Cedar Rapids, Knight of Cups, Bad Teacher, Harold and Kumar 3D and What to Expect When You're Expecting. His other credits include Netflix's A Futile and Stupid Gesture, Half Magic opposite Heather Graham and Clint Eastwood's The 15:57 to Paris. He can be seen in the Russo Brother's film CHERRY, with Tom Holland. In television he has been seen in How I Met Your Mother, Sean Saves the World, The Odd Couple, Drunk History, The Santa Clarita Diet, Supergirl, Lethal Weapon, and The Twilight Zone.  Lennon also recently produced a musical stage adaptation of the beloved 1980's film TRADING PLACES.  Lennon lives in Los Angeles and Wisconsin with his wife, the actress Jenny Robertson, and their son, Oliver.Aired 7-2-25

activist and human rights advocate Randy Peter Akah dives deep into the soul of Nigeria's dysfunction. From failed institutions to mental slavery, voter apathy, poverty, and the myth of democracy — nothing is off-limits.

When vocalist ANAÏS RENO burst onto the scene in 2021 with her debut album, ‘Lovesome Thing: Anaïs Reno Sings Ellington & Strayhorn,' I had the distinct pleasure of featuring this young and talented  vocalist in Season 2-Episode 11. At the time,  listeners were delighted - and surprised - to learn that she had recorded it a year earlier when she was just 16 years old.  There have been a number of significant changes in the life of this noteworthy singer four years after releasing her debut recording. No doubt, people will be making even more comments about Anaïs' ability to interpret song lyrics with emotional depth, enhanced musical maturity, and style after discovering more about her latest release. She has, once again, tackled the Great American Songbook with her newest album, LADY OF THE LAVENDER MIST, the inspiration which began while taking a train ride and listening to the music of Duke Ellington.

Coaches trip to Reno.

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The newlyweds, Alvin and Gladys, were on a little vacation at the Big Chief Auto Court in Truckee, Calif. — it may have been their honeymoon — when they went out together to the local cinema to see “The Postman Always Rings Twice.” It was September of 1946, so it was the old film-noir version starring Lana Turner. As you'll surely remember if you've seen it (or a more recent remake of it), this is a film in which Turner's character, Cora Smith, seduces a drifter named Frank and convinces him to murder her husband for her so that the two of them can take over ownership of his restaurant. After the film, Gladys was in a pensive mood as she turned to Alvin, the eager 23-year-old cowboy she'd married in Reno a day or two before. “It's too bad something like that can't happen to the doctor,” she remarked to him, innocuously. By “the doctor,” she meant Dr. Willis Broadhurst, a prominent Jordan Valley rancher and chiropractor — her other husband. Or, rather, one of her other husbands. At that particular moment, Gladys, a strikingly pretty and charismatic 40-year-old, was married to three different men, and there were four additional failed marriages in her rear-view mirror. If there was anyone for whom the wedding bells sounded like the alarm clock, it was Gladys. Or, maybe they sounded like funeral bells. Because less than a month later, Alvin actually did it.... (Jordan Valley, Malheur County; 1940s) (For text and pictures, see https://offbeatoregon.com/2503a.gladys-broadhurst-film-noir-murderess-691.516.html)

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Graduates of the RenoWorks+ program were honored at city hall with a graduation ceremony. Vice Mayor Kathleen Taylor played a pivotal role in getting the program started.See omnystudio.com/listener for privacy information.

On this week's episode, writer and comedian, Amy Silverberg, is back to chat about her new book (First Time, Long Time), shrimp emojis, airplane confessions, kooky aunts, and so much more.Pre-order Amy's new book, First Time, Long Time!Los Angeles! Go to Amy's book release event in Los Angeles at Skylight Books: Thursday, July 24, 2025!~ NEW JJGo MERCH ~Jordan's new Spider-Man's comic is out now!Order Jordan's new Godzilla comic! Be sure to get our new ‘Ack Tuah' shirt in the Max Fun store.Or, grab an ‘Ack Tuah' mug!The Maximum Fun Bookshop!Follow the podcast on Instagram and send us your dank memes!Check out Jesse's thrifted clothing store, Put This On.Follow brand new producer, Steven Ray Morris, on Instagram.Listen to See Jurassic Right!

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In this episode, Rob Griffin unpacks the story of the Ethiopian eunuch in Acts 8, inviting us to see it not just as a story of conversion, but as a radical moment of inclusion. With historical insight and theological depth, Rob explores how eunuchs in the ancient world represented gender and sexual minorities—and how scripture speaks directly to their belovedness.Through passages from Isaiah, Matthew, and Acts, this teaching reaffirms God's welcome to those often left out. Recorded during Pride Month, it's a timely reminder that the gospel is good news for everyone.Kindred Church is a Christian community gathering in Reno, Nevada. We are a 501c3 non-profit organization. If you believe in the ministry of Kindred Church and would like to support our efforts, visit kindredchurchreno.com/donate to make a contribution. If you'd like to join us for a gathering, please visit kindredchurchreno.com/gatherings for our location and service times.Thanks for listening.

On April 13, 2011, Pat Carnes and his dog Lucky were almost back home to Reno, Nevada. They had spent some time in Toledo, Ohio looking at retirement homes and visiting family.Pat was pulled over near Wells, Nevada at 9:00 p.m., for not moving over for a truck on the side of the road. He was given a warning and sent on his way- but not after the Troopers dash and audio cams caught something interesting. Of course, the trooper didn't know this was interesting at the time.The next monring Pat's car was found abandoned a short ways up the road, with no signs of Pat- or Lucky- anywhere.What happened to Pat Carnes & Lucky?*****************Follow us on:Facebook: www.facebook.com/wherearetheypodcastInstagram: @thewherearetheypodcastEmail me: Canwefindthem@gmail.comJoin our online detective group at Patreon: ⁠⁠⁠www.patreon.com/wherearetheypodcast⁠⁠⁠Support our mission:⁠⁠⁠https://www.buymeacoffee.com/wherearethey⁠⁠

Joanna Sokol spent years as an EMT, including working as a wilderness EMT and a ski patroller. She also has worked in the desert in Reno and in the Tenderloin district of San Francisco. Now she chronicles 15 years of her experience as a paramedic in her new memoir, A Real Emergency: Stories from the Ambulance. Sokol discusses, and listeners call in to speak about their time working as an EMT.

In this explosive episode of The Honest Bunch, Reno Omokri goes UNFILTERED.If you're Nigerian, political, or just curious, this is one episode you can't afford to miss.

Local governments struggled to balance their books for the current fiscal year. But while Reno and Washoe County avoided layoffs, the City of Sparks lost staff.

Seine erste Begegnung mit einem Bären in seinem Zelt hat Reno Sommerhalder so fasziniert, dass der Schweizer Koch seitdem in den kanadischen Rocky Mountains lebt - wenn er nicht in der russischen Taiga verwaisten Bärenkindern hilft, allein in der Wildnis zurecht zu kommen. Mehr als 10000 Begegnungen mit Bären haben ihn zu deren Botschafter weltweit gemacht. Wir wiederholen zum Bären-Gedenktag ein Gespräch aus dem Jahr 2021.

This week, Jamie and Jerri are joined by veteran education leaders Dr. Susan Enfield and Dr. Kristi Wilson to unpack their new book, On Fire, Under Fire, or Fired: Superintendents in the Pandemic. This book and this conversation shine a light on the emotional toll, public pressure, and deep commitment it takes to lead a school system today.Susan and Kristi share the inspiration behind the book and highlight some of the most memorable, raw, and impactful stories from their interviews with superintendents, and explain why these stories need to be heard by more than just other school leaders. Together, they underscore the urgency of fostering understanding and empathy for those in the superintendent's seat and advocate for systemic support to sustain leadership longevity. The conversation is both eye-opening and affirming, giving listeners a rare look behind the scenes of district leadership and the passion that drives it.---ABOUT OUR GUESTSDr. Susan Enfield is the former Superintendent of the Washoe County School District in Reno, Nevada. Prior to this, she served as Superintendent for Highline Public Schools in Burien, WA, for ten years. A former high school English, journalism, and ELL teacher, Susan served as Chief Academic Officer and then as Interim Superintendent for Seattle Public Schools before joining Highline in 2012. She was named the Superintendent of the Year by the National School Foundation Association in 2018 and was the 2022 Washington State Superintendent of the Year.Dr. Kristi Wilson served as superintendent of the Buckeye Elementary School District in Buckeye, Arizona, for eleven years, facilitating the delivery of an outstanding education for approximately 6,000 students and nine campuses. Prior to her superintendency, Wilson had a robust educational career as an assistant superintendent, executive director, special education director, school administrator, teacher, and adjunct professor. Her passion and transformational leadership have helped design new schools focused on the lens of the learner and overall systematic change. Dr. Wilson is one of the nation's top thought leaders in public education.---SUBSCRIBE TO THE SERIES: ⁠⁠⁠YouTube⁠⁠⁠ | ⁠⁠⁠Spotify⁠⁠⁠ | ⁠⁠⁠Apple Podcasts⁠⁠⁠ | ⁠⁠⁠YouTube Music⁠⁠⁠ | ⁠⁠⁠Overcast⁠⁠⁠FOLLOW US: ⁠⁠⁠Website⁠⁠⁠ | ⁠⁠⁠Facebook⁠⁠⁠ | ⁠⁠⁠Twitter⁠⁠⁠ | ⁠⁠⁠LinkedIn⁠⁠⁠POWERED BY CLASSLINK: ClassLink provides one-click single sign-on into web and Windows applications, and instant access to files at school and in the cloud. Accessible from any computer, tablet, or smartphone, ClassLink is ideal for 1to1 and Bring Your Own Device (BYOD) initiatives. Learn more at ⁠⁠⁠classlink.com⁠⁠⁠.

Newscast from Capital Public Radio

Newscast from Capital Public Radio

Tiff and Dana give guidance on how to successfully manage a practice through an office manager, including long-term business vision, powerful leadership, productive systems, and a ton more. Episode resources: Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript: The Dental A Team (00:01) Hello Dental A Team listeners. Dana and I are back at it again today ⁓ with our podcasting spirits behind us and we are so excited to be here with you guys today. Gosh Dana, this is like the beginning of summer for us right now and no matter where you're at in the country, I think you've either been on summer for a few weeks or you're just barely getting there. feel like summer breaks are wild. Like Brody is in school two weeks past my niece. Like it's just been crazy but.   The most fun part about this for both of us is that, I don't know if you guys know this or not, we get asked this question a lot, where is your headquarters? Like, where are you guys based out of? And Dana and I, Britt and I, gosh, I think most of the consultants at this point are in Arizona. Our HQ is actually Reno, Nevada, but we work from home. So, fun part about podcasting during the summer is that each of us have some sort of little or family member or someone   At the door honestly like I had to text in our you know got a family chat go and that's like hey guys FYI and Dana's like let me put a sign on the door so Dana welcome I know I know being a mom is something that lights both of us up and I think one of the best I don't know most I don't know it was like fun parts of our relationship is being able to also laugh about what it's like to be a mom in   Arizona in the sports and in the summer and I love that about the two of us and Dana tell me what has what's the start of summer looking like for you guys over there you've got your I have it easy I will never never discredit the amount of moming that you do over there so tell me how is mom life today Dana   Dana (01:47) it's good. You know, I mean,   it's wild, right? Like, there's a beauty of being able to work from home in that, like, I can very quickly throw chicken nuggets out the door and everybody is fed, right? Yes. But they like all summer long, there are no go zones, depending on what I am doing during the day. So like, if I am on calls, the front room is off limits, because it's directly beside my office. And so I can hear everything that you do.   The Dental A Team (01:58) You just turn them down the whole way, get it. Yep.   I love   that.   Dana (02:17) So I'm constantly like chunking my windows of time as to like where they can be in the house and I've had to put signs up because my neighbor kids also want to come get my kids and I'm like well we just can't knock on the door right now.   The Dental A Team (02:31) Yeah,   yeah, please just give us a moment. I love that. And honestly, though, it's kind of ⁓ like time blocking for practices, right? Because like, when can you do certain procedures? Like you don't want, you know, sedation in the front room with everybody walking by, you've got to have a very specific place for the sedation and a very specific, like no-go zone of do not pass this line once we've started. So it kind of kind of makes me think   Dana (02:34) Yeah.   question.   The Dental A Team (02:59) of how synchronistic life is in general. I say this a lot, with clients that tell us work-life balance, right? We just talked to a client about this together recently, and I'm like, goodness gracious, like we just need a life-life balance, because if we take the systems that work in whatever aspect of life it's coming to you, and if you've got systems that are working at work,   you can probably duplicate them at home and vice versa. If you have systems that are working at home, you can probably take that same thought and that same theory and apply it at work. And it works truly like tremendously because your brain's already wired to think that way. So when you can just stop trying to recreate the wheel and use what you know works, applying it in all areas of your life, things just are easy. I feel like that's how you create easy discipline.   and how you create easy habits. So taking that like time blocking and room blocking and like, guys, from these hours, this is what you're gonna be doing. It's very similar. Billing, you know, all those things. Billing coordinators need to be like, don't bother me between these hours. It's just like, you've got your kids on the other side. I tell doctors constantly or office managers, leadership teams that people are people. We learn how we learn. And if we look at how we teach our children, we can duplicate that.   Dana (03:59) Yeah.   Thank you.   The Dental A Team (04:18) in training systems as well. So Dana, I just spiraled my whole brain right there. I love it. Thank you. Thanks for being such an incredible mom. You are truly impressive. And for those of you who don't know, she's got a slew of children and animals and happenings at her home constantly. And the way that you manage all of that truly is impressive. I think you're an incredible person, Dana.   Dana (04:41) Thank you, Tib. It is a whole lot of winging it. So I appreciate that.   The Dental A Team (04:44) But winging   it, I mean, I think we all wing it when it comes to parenting. I don't think anybody actually knows the step-by-step on what we're doing. So we're all winging it and we're all doing the best that we can, but you also make time for you. You make time for work. You make time for making sure that you're prioritizing what makes you happy and fulfilled because I think that is then teaching your children to do the same and it's super cool to watch. So having an almost grown kid.   I live vicariously through you watching you parent your children and it's super fun from over here. So thanks. Thanks for continuing to have more for us. I'm here for it. I'm here for it. And I hope all of you are here for it too. know you guys, I know you guys get a kick out of my questions I give to Dana because Dana just intrigues me her life and really her choices intrigue me. She's always got something that I'm like, give me all the goods. What can I do now? Brody brought home a soda the other day or I guess the water.   Dana (05:11) you   Keep enjoying the video, Jeff.   you   The Dental A Team (05:38) that you had mentioned a couple weeks ago and I was like, oh my gosh, I know what that is because Dana told me. So you guys, she's here for the tips. If you want them, write in, ask them. Ask Dana, go on Instagram on Mondays now I think it is. Mondays or Fridays, it pops up all week for me. I find them, but she's on there too you guys. She's constantly just divvying out the tips. Find Dana, she's our tip master. And today I'm going to pick your brain some Dana. I want to talk about really effectively   Dana (05:41) you   The Dental A Team (06:06) running a practice through an office manager. And doctors, I don't want you to hear that and think, OK, I don't have to listen to this. Let me go get my manager. Nope, this is for all of you guys. This is for everyone. This is for dentists, owners, office managers, leadership, anyone aspiring to become an office manager, anyone aspiring to just give good tips to the team. Office management can come in varying sizes. And the label office manager, we found even just in hiring consultants, right?   hiring when we were in practice that office manager really doesn't have a good definition for it in the industry. Anything can be an office manager. Most of the time, Dana, maybe you could speak to this as well, I have found that the office manager position, like quote unquote there, usually narrows into billing or dealing with upset patients and really doesn't broaden outside of that. Have you found that as well, Dana? Yeah.   Dana (07:04) Mm Yeah. Yep.   And I usually feel like anytime it is promoted within right, it's typically like, well, she's really good in those insurance. So yeah, yep, I agree with you. Sometimes, you know, yeah, there's some HR pieces added in there or like, you know, I, but I feel like it does encompass mostly keeping track of AR and the money, which is fine.   The Dental A Team (07:11) Yeah.   Yeah, yeah, I agree. I think that's one aspect of it, right? And being able to oversee everything. So there's different avatars for a billing representative, a billing person, and most other positions in the practice. That's gonna come with a different kind of avatar. So depending on the type of office manager that you want in your practice, that's gonna be making a decision there on what your avatar is going to look like. And for us, your office manager in your practice is really helping to run the practice. think Dental A Team considers an office manager   like a secondary owner almost, right? You're looking at it as this is my practice. This is something that I'm fully invested in growing and I love it the same as I would if it were my own business. So that kind of investment really comes from a certain personality type and a certain leadership type. So that style of office manager is really what we're speaking to today. And there's nothing wrong with any type of office manager, any style, any avatar, like you do whatever your business needs.   is what your avatar needs to look like. So today we're speaking towards that different kind of mindset of really growing the practice and being fully invested in it. The reason that we look at it that way is we really think that there's two different minds between a dentist and the office manager that needs to push the agenda of the practice. Our dentist is kind of our idea maker. They're the person who's just coming up with all of the plans. And I think we all   can name a few of these. have one on our team. Ms. Kierdent is fantastic at this. She has the brains and the ideas behind most of the things that we do. And they're just shouting things out, right? They're like, my gosh, we could do this. We could do that. We could do this. And the team is like, stop changing things. Well, when you leave the practice management up to the dentist who's there to create ideas, and there's no one there to filter ideas through,   and to project manage when things do make it past go and we're like, yes, we're gonna do this. When it's all on the doctor, you are gonna suffer those changes consistently because no one's there to say, hey, is this projecting us towards the goals we're working on or is this confusing us and keeping us from reaching those goals? So then we do have teams that are in constant chaos and constant change and they're like, Dana, I can't take another word from this doctor. It's like, well, that's.   We gotta get the doctor out of that position. So that's the type of office manager we're speaking to today is a type of office manager that can say, yes, that's a fantastic idea. Let's see where it will take us. Is this going to push us towards those goals? I have to just brag a little on a client that I've worked with for a while now. Near and dear to my heart, like just two of my favorite humans in the whole world. And honestly, their whole practice is full of some of my favorite humans, but.   not that they didn't start as my favorite humans, but they didn't start there, right? They didn't start where they are today, years later. They started in a very different position. And when they came to me, their goals were to grow production. were like, everybody's goal, right? I want to grow production, which actually means I want to grow collections, right? I want more income. We want more saved on the side. They wanted to reinvest in the building. They wanted to do a little bit of a build out, but they knew that they didn't have a lot of space, so they needed to work with what they had.   And the dentist who was there, he really, really wanted to be a dentist. He loves having a business, but entrepreneurship just is a path for his dentistry. So he truly wants to be a dentist, and he wanted to do more surgery. He wanted to do more involved dentistry. So I was like, fantastic. Office manager, let's talk. Now this specific office manager had never been in dentistry before, at all.   at all, very different career path. could tell you all about it on a whole, it would take a whole podcast because the career is just so cool. Very different career path, probably about as far from dentistry as you could possibly get. And he made the decision to support the doctor and said, I'm going to figure this out. And he was a great manager, right? He managed expectations, but really felt stressed out, second guessed his decision.   He's like, don't think this was right for me. I don't think I'm cut out for this. And I was like, well, let's test the waters. Let's see. And we went down a journey together that has changed, I think, the course of both of our lives, probably. It's just been so cool to take this journey with them. But taking an office manager, Dana's done this too. I think all of us at some point have taken an office manager who's never worked in dentistry before and helped to create an amazing office manager.   So all of you dentists who are like, well, they don't have experience. It's not always necessary if the other pieces are there and if the dentistry can be taught if there's space for it. So keep that in mind. I don't I'm not telling you go find someone with no experience. I'm not telling you you have to have experience. Like I'm telling you it's just got to fit for you. This specific manager and a couple others that I've worked with didn't have that experience. And what we worked on then was what it takes to be an office manager, which is actually leadership.   And Dana, I know you work on this a lot with a lot of practices, starting with the leadership and really becoming the person that a team can look up to, starting with the culture and creating what you want your practice to look like. Because without that, Dana's freaking systems queen. But Dana, how difficult is it to create systems for a practice that we can't imagine what we want it to look like?   as compared to being able to imagine what we want the business and the practice to look like and what the leadership should look like, then the system's followed. Which do you feel like in your experience, especially with an office manager who's never been trained in dentistry, which do you feel like is the path that you take the most frequently?   Dana (13:06) Thank   ⁓ hands down it's building the vision and figuring out what you want because anywhere in dentistry when it comes to the schedule when it comes to your leadership team when it comes to goals like you have to know what you're trying to achieve before you build the pieces to achieve it   The Dental A Team (13:41) Yeah, exactly. And I think a lot of people start with the systems, right, Dana? And that's where it gets really confusing. And it's like, the systems are so tailored to an individual. Systems are so tailored to a specific practice, and that practice is goals. So when you start out just blanket systems, it could be anything. You could create anything, and it will or won't work. It's it's hard to tell. It's like throwing spaghetti at a wall and hoping that it sticks, that it's done.   you just, don't know. But when you have a vision and you can create something that supports that vision, which you want that to ultimately look like, you're able to custom tailor it. And that's what we were able to do with this practice and working side by side with the office manager in leadership, teaching him how to speak to people, how to have conversations hard or easy, how to invest in other people and really showing him or giving him the opportunity to see what it feels like.   when you put yourself aside and you put someone else almost ahead of you without it being ahead of you. Like that's hard to say out loud. Like him investing in his team and his team's success in the practice gave him such a high, I couldn't even stop, like his trajectory. He was just running because he felt so good about having this higher purpose. And his higher purpose truly turned out to be   investing in ⁓ leading and guiding his team members for them to be their best selves. So within that, we learned, ⁓ what he learned is really like hiring and firing the systems behind a five star patient experience, the handoffs, like what creates this relationship that I'm having with my team members, with my team members and my patients. So it started to spin once we got some really good leadership footholds in there, some really good communication skills and practicing.   ⁓ weeding out the team members that didn't need to be there and replacing them with team members that should be there, narrowing down those avatars, narrowing all of this down. He was really able to see how the slightest movements that he made truly affected every piece of the practice. He would move one needle just slightly. I always think of implant torquing, right? Like two millimeters is a lot when it comes to an implant. And that two millimeter change in a system   or in a statement or a word that you use can create a massive difference. It's the success or the failure of an implant. And same goes for everything you do in life. said earlier, everything you do, you just duplicate it. So if you're making a two millimeter change on an implant, what's going to happen in that respect when it comes to words, to leadership, and to guidance? And he truly took all of that and invested in people. And he said, hey, I'm learning too. Help me learn. And he got his team on board. It's been.   Incredible to see their success and so between the leadership and then the systems which gosh guys we talk systems constantly Dana Dana we did NDTR I Mean you guys are basic our basic core systems of Dental A Team truly work and they are case in point leadership is an ideal leadership is kind of that like personal side of it, there's not a   Dana (16:43) you   The Dental A Team (16:59) black and white, follow these steps and now you're a great leader. It's a learning system. It's something that is in you, something you have to desire, something you have to want. But the core systems, the handoffs, the NDTR, the ICRP, the communicating between team members, ⁓ gosh, blocked scheduling. We implemented blocked scheduling. We implemented time management skills. We implemented avatars for every team member, avatars for our patients, marketing.   All of the core pieces of what Dental A Team has to offer, we've implemented with this practice and gained his leadership skills as well as an entire team full of leaders at this point. They have leaders of departments, but you guys, every single team member on their team is a leader because they are manning their ships and they're acting as if they're leaders for the good of the practice overall. And it's been incredible. So that first year we worked on core systems of NDTR.   blocked scheduling and just literally ICRP handoffs to your side. Leadership in conjunction with that. So getting rid of some team members that no longer fit the needs of the practice or just weren't on board with the trajectory, replaced some great new team members in there, got them trained up. And you guys within that first year, remember their goals were to increase production, start a build out, right? And get the doctor doing dentistry.   So we were able to remove the doctor from a lot of those pieces, a lot of the decisions that he didn't have to make, we took them away from him. He didn't have to make them anymore and he trusted doctors, he trusted the process, he trusted the office manager. So things that the office manager could decide that if, you know what, if the office manager decided incorrectly, could be fixed, right? Or it's like, it's not that big of a deal. We could have gone the other way, but it's not that big of a deal, okay? Strategically moving those decisions over to the office manager.   We started doing that so that the doctor was in the chair more. He increased his surgery so much, you guys. increased, they were able to with one doctor and two hygienists, they were able to increase their production by $800,000 that first year just by narrowing down the systems and the leadership, getting the right people in the right seats, getting the right systems in place, using them and really knowing where they were going. And that first year was incredible. Stack on top of that.   They've decreased the decisions from the doctor, increased the amount of productivity that he was able to do without, by the way, expanding his hours. He stayed within the same hours. And we also, the end of that first year, got them ready for that associate space because they wanted to see that expansion. So they started the conversations on what it looked like to expand the physical building, and then what is it going to look like to add another dentist. And we projected.   five years out and then worked backwards on one, three and five years of even down to like how many hygienists and how many assistants will we need to hire? What will your overhead cost be based on current employee numbers, et cetera, all of those pieces. And we were able to just spear this incredible trajectory of growth, not even just for their first year, but gosh, five years later now, Dana, you know, they've got this massive building. They have impacted the community.   so much. Like there are people that come up to them on the streets of their community and thank them for what they were able to do for a friend or a family member, not even for themselves. They have had literal strangers say, I know who you are and you changed my friend's life. Like that's crazy, Dana, crazy. And to think that it started from leadership skills, just from someone who is invested in that blows my mind, you know?   Dana (20:53) Yeah, yeah. And I think that it's when you have an office manager that can make a mindset shift of leading versus managing, right?   And I know it's called an office manager, right? So we can kind of get ourselves stuck in that place, but it's like managing is the tasks, right? That's the tasks, the leadership, right? That's the people and the culture. And when you have those pieces running smoothly, then the task part becomes so much easier. And so I do feel like that is when you have a manager who is focused on the people, the culture and leading.   leading to the tasks versus like being the one that feels like they have to complete all the tasks themselves.   The Dental A Team (21:35) Yeah, yeah,   that's a great point. I love that because that's massive, I think for everyone listening. you've got, gosh, like if there's KPIs on you, right? There's a measurable that you're responsible for. I think one of the biggest things that we do really well, is getting people to understand you don't have to do all of the pieces to create that result. You just have to make sure the result happens.   To your point, a lot of managers and lot of doctors who are managing hold it all to themselves in order to manage the results to get the right result. But then we end up not having space for whatever it is that we need to get done, right? And we get lost in that and it gets a little chaotic. I know I've done that. I did that as a manager in practice and my team suffered tremendously because I kept everything. So one, I was not empowering my team.   I was basically telling them that they couldn't do it, right? They didn't know how to do it. I could do it better. I was overworked, overburdened and burnt out. I was angry constantly. Like I woke up one day and I was like, this is not who I am. What have I done? What have I done and how can I change this? And it was that exact thing. It was the fact that when you become an office manager, sometimes it feels like you're supposed to do all of the things.   And we forget that we have an entire team of people who want to help us. And I think Dana doctors do that too. We've seen that as well. And coaching them out of that, think is sometimes part of our biggest jobs as consultants. The biggest contributor is coaching them out of holding all of the cards to themselves. Would you agree?   Dana (23:26) Yeah, yep, absolutely.   The Dental A Team (23:28) Yeah. Well, guys, I know that sometimes we can chat and you can say, gosh, I see myself in that. I hear that. I've done that. ⁓ Or I want to do that or something similar. So I hope that today you heard something that you can take for face value, something that you can utilize if it's systems that you need to go back to. You guys, there's a slew of podcasts all over the place. We have a million of them.   Just search NDTR if you don't know what that is. We're not explaining it today because we've done it a million times. So search it on our website, you guys, on our website, TheDentalATeam.com. can go to podcasts and then you can search within our podcast. So search some of those systems, you guys. Search Avatar. Search all of those pieces and figure out where are you at right now and how can you guide yourself towards those goals. Dana, thank you so much for doing this podcast with me. I love our time together as always and I know.   It's busy season for everybody right now, so thank you for carving out the time. I appreciate you. Listeners, thank you so much for being here. We find this so valuable. We love our time together. You give us this opportunity to be quote unquote face to face. Thank goodness for visual podcasts nowadays. And you give us this opportunity to give our speech to the world. So thank you. Please drop us a five star review below and let us know how valuable you felt this was. And as always, reach out   Hello@TheDentalATeam.com. We're here to help. Thanks guys.  

Happy Pride Month! Holy moly y'all Kadillac booked another banger! Radio DJ, actor, former WLP cohost and current Brewery Arts Center special event coordinator/social media manager, Jamie Lynn Woodham joins us with all the 411 on BAC and Sassabration events.  One man band and electric emo folk singer songwriter, Ribcage provides the songs this week. […]

Christina is sailing the high Mediterranean Seas with unstable internet, trying to process questionable catchphrase's. Jen is fresh back from Reno (if there's such a freshness) and has clearly still got it

This episode was recorded in Reno, Nevada, during the 2025 Western Dairy Management Conference. Dr. Hemme begins with a demonstration of three different-sized glasses of milk representing the daily average dairy consumption in China, Europe, and the world as a whole. He explains that when you make predictions, it's good to identify the two main drivers of uncertainty in your industry. In the case of dairy, he cites whether or not people like dairy and whether or not they can afford it. He goes on to describe the four scenarios that can be created from those main drivers: people like dairy and can afford it, people don't like dairy but could afford it, people like dairy but can't afford it, and people don't like dairy and can't afford it.  (4:05)Walt asks Dr. Hemme to give some perspective on what makes a country a reliable exporter built for the global economy. He gives a unique example of how American football versus soccer compares to exporting dairy from the US to the global market. Matt chimes in with his perspective on how DFA is positioning the industry for exports. He notes that we live in the world of VUCA - volatility, uncertainty, complexity, and ambiguity - and that we have a lot of VUCA happening in the US right now. In general, he's very bullish on our natural resources, management skills, and technical capability in the US dairy industry.  (10:17)The panel discusses who in the world is going to be able to meet the building demand for dairy products, and what the US might need to do to be a major player - in essence, moving from playing football to playing soccer. Dr. Hemme gives culture, policy, and relationship building as potential challenges for the US. (16:37)Matt is encouraged by the new investments in processing plants in the US and looks for a “build it and we will grow into it” scenario as we move forward. Dr. Hemme agrees that the processors are on board. But he wonders about the dairy farm side - no growth in cow numbers, not much growth in production, and breeding so many cows with beef semen makes him think the US is not believing in a growing dairy industry. He also talks about changing interest rates over time and impact on capital management. (25:50)The panel discusses the US milk price compared to the world milk price, the cost of production, and exchange rates. (29:45)Matt gives some perspective on beef-on-dairy. As the beef cycle levels back out and more beef heifers are retained, he forecasts fewer dairy cows being bred to beef semen and an increase in the supply and retention of dairy heifers. (34:31)Dr. Hemme talks about dairy demand and global population growth trends and predictions. (39:38)Panelists share their take-home thoughts. (42:02)Please subscribe and share with your industry friends to invite more people to join us at the Real Science Exchange virtual pub table.  If you want one of our Real Science Exchange t-shirts, screenshot your rating, review, or subscription, and email a picture to anh.marketing@balchem.com. Include your size and mailing address, and we'll mail you a shirt.

In this timely and challenging message, Ron Toft reflects on the early church's response to oppression in the book of Acts—and asks what it means for us today. As progressive Christians navigating a shifting cultural landscape, are we preparing to grasp power or lay it down? Drawing on Jesus' teachings and the actions of the apostles, Ron explores what it looks like to resist the cycle of retaliation and instead build resilient communities grounded in love, witness, and Spirit-led courage. A powerful word for anyone wondering how to live faithfully in the face of injustice.Kindred Church is a Christian community gathering in Reno, Nevada. We are a 501c3 non-profit organization. If you believe in the ministry of Kindred Church and would like to support our efforts, visit kindredchurchreno.com/donate to make a contribution. If you'd like to join us for a gathering, please visit kindredchurchreno.com/gatherings for our location and service times.Thanks for listening.

Go to www.LearningLeader.com for full show notes The Learning Leader Show with Ryan Hawk ​The Arena​ gives you direct access to some of the most respected coaching minds in the world. Led by HOFer Sherri Coale, Brook Cupps, Geron Stokes, and Eli Leiker. Leaders who have built winning programs, led at the highest levels, and shaped the next generation of elite performers. The Arena is a Learning Leader Circle for Coaches only. We are opening applications now for our first cohort. If you'd like to be part of it, ​CLICK HERE to apply​. Once the cohort is full, we will be pausing applications. This is brought to you by Insight Global. If you need to hire 1 person, hire a team of people, or transform your business through Talent or Technical Services, Insight Global's team of 30,000 people around the world have the hustle and grit to deliver. www.InsightGlobal.com/LearningLeader In Patient Pursuit of Greatness – In the spring of 2012, General McChrystal was teaching a leadership class at Yale. That's when he met Tony Reno. He said about the meeting, “Not many things materially affect my trajectory. But this time was different. What was different? Coach Reno.” The goal of the program: “Leave the jersey better than you found it.”  The team creed, a pledge written by players on Team 142 (the 2014 squad), as they do at the start of every practice: “I vow to believe in the process, I am mentally and physically tough, I compete with passion and overcome any challenges. I stand tall alongside my family at all times, I challenge my brother, believe in him, hold him accountable. As I create my own path I always put team before myself, I strive for excellence on and off the field, I hold myself to a higher standard. I am a Yale football player.” Standards - Every player must recite the creed. The younger players are coached by the older players. The brick tradition - At each practice, one player presents his brick, then adds it to the others in the tunnel-- a visual reminder of the team's solidarity. Reno instituted the tradition to build camaraderie through candid reflection. Hero, Hometown, Hardship, Highlight. Someone who has impacted you. One word for the season. His players went to bat for him. On December 28, Casey Gerald '09, a cornerback, and 63 other former players sent a letter endorsing Coach Reno's candidacy to athletic director Tom Beckett, and later to president Richard Levin and provost Peter Salovey. 12 days later, he earned the job. Gettysburg Retreat: Yale's football team takes an annual retreat to Gettysburg with McChrystal to focus on leadership, bonding, and team culture. Presidential Leadership - Lead people, but don't do it for them. When his players host recruits, they will tell Coach Reno if their character aligns with being a Yale football player.  Coach Reno names a player of the day for each practice. The one who lives out their values and the Yale football player creed. Life/Career advice - Help you become the best version of yourself in all you do. Make you an elite leader. Maximize you as a football player. Help you find your passion.

4pm: Heading to Trump’s military parade? Here’s everything you need to know // Gavin Newsom on Trump’s parade // ‘No Kings’ protests Saturday in Seattle and around WA: What to know // Protesters will be “Graveyard Dead” in Florida // JFK and the “Mississippi Crisis // Air India crash rescuers haunted by what they’ve seen // The Man in Seat 11A Who Walked Away From the Air India Crash // In 1985 Galaxy Airlines Flight 203 crashed near Reno killing 70 of 71 passengers 

Reno joins the fun for the hour, clocks are not managed super great, and Chuck Esposito teaches us why to bet 11 on -110

Max Trescott welcomes aviation columnist, aerobatic instructor, and DPE Dr. Catherine Cavagnaro to explore smarter ways to plan cross-country flights. The conversation is inspired by Catherine's June 2025 AOPA article titled “The Benefits of Getting High,” which argues that pilots often default to lower cruising altitudes or direct GPS routes without considering efficiency or safety trade-offs.Catherine explains that pilots should dig into their aircraft's POH (Pilot's Operating Handbook) to find performance charts that highlight how altitude affects both time and fuel efficiency. For her Bonanza, she found that the highest true airspeed at 65% power occurred around 7,000 to 8,000 feet, but fuel efficiency kept improving all the way up to the service ceiling. Using a sample 650-NM trip, she shows that cruising at 12,000 feet—despite a longer climb—saved enough fuel to eliminate a fuel stop, making the total trip time shorter.   They discuss how terrain, restricted airspace, and drop zones make GPS direct routing risky or impractical, especially across mountain ranges. Catherine shares how Victor airways, often dismissed as outdated, still provide safer terrain routing and proximity to emergency airports. Max adds real-world examples, including dangerous direct flights through the Sierra Nevada that ended in CFIT accidents. He outlines three major cross-country paths—northern, central (I-80 corridor), and southern—each with their own altitude and weather considerations. The two agree that pilots often forget how minor route deviations can vastly improve safety with negligible time penalties. Catherine uses a mathematical analogy involving railroad tracks expanding in the sun to illustrate how small vertical detours can stem from large lateral gains. They also dive into the importance of using supplemental oxygen—not just at legally required altitudes but even as low as 9,000 feet. Catherine explains how oxygen concentrators work, how they eliminate the need for tank refills, and how much better she feels after using them on long flights. Max echoes the sentiment, comparing it to the dramatic improvement that came with noise-canceling headsets. Together, they underscore how improved oxygenation can enhance alertness, decision-making, and post-flight fatigue levels. When it comes to safety, Catherine highlights the “5 Fs” checklist she uses for personal go/no-go decisions, emphasizing that fatigue is the hardest one to self-assess. She emphasizes building “outs” into every flight plan, from not booking hotels in advance to carrying backup airline tickets in case weather or fatigue prevent safe continuation. Max shares a similar experience of aborting a leg from Reno when he realized how exhausted he was just after takeoff. They also cover inflight considerations like maneuvering speed and turbulence. Catherine explains that because true airspeed rises with altitude while calibrated airspeed (which affects structural stress) stays lower, flying higher can reduce aircraft stress during turbulence—provided pilots understand how those values relate. Finally, they joke about snacks in the cockpit—Catherine once flew past the Grand Canyon while munching a chocolate croissant from a bread-baking class. The lighthearted close reinforces the theme: safe flying is not just about skill, but about preparation, flexibility, and a little indulgence to make the journey enjoyable. For any pilot planning a summer trip—or just wanting to sharpen their cross-country thinking—this episode is a goldmine of practical tips, insightful math, and hard-won wisdom. If you're getting value from this show, please support the show via PayPal, Venmo, Zelle or Patreon. Support the Show by buying a Lightspeed ANR Headsets Max has been using only Lightspeed headsets for nearly 25 years! I love their tradeup program that let's you trade in an older Lightspeed headset for a newer model. Start with one of the links below, and Lightspeed will pay a referral fee to support Aviation News Talk. Lightspeed Delta Zulu Headset $1299 Lightspeed Zulu 3 Headset $949Lightspeed Sierra Headset $749 My Review on the Lightspeed Delta Zulu Enter to WIN a Lightspeed Delta Zulu® ANR headsetAviation News Talk is excited to partner with Lightspeed for a quarterly giveaway of a Delta Zulu headset! Enter once and be eligible for all four giveaways in 2025! Send us your feedback or comments via email If you have a question you'd like answered on the show, let listeners hear you ask the question, by recording your listener question using your phone. Mentioned on the Show Catherine Cavagnaro YouTube Channel Ace Aerobatic School Buy Max Trescott's G3000 Book Call 800-247-6553 Free Index to the first 282 episodes of Aviation New Talk So You Want To Learn to Fly or Buy a Cirrus seminars Online Version of the Seminar Coming Soon – Register for Notification Check out our recommended ADS-B receivers, and order one for yourself. Yes, we'll make a couple of dollars if you do. Get the Free Aviation News Talk app for iOS or Android. Check out Max's Online Courses: G1000 VFR, G1000 IFR, and Flying WAAS & GPS Approaches. 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Tiff and Britt dive into the nitty-gritty details of turning all that CE energy you have into an implementable system in your practice. They give insight on establishing a point person, training the team, identifying patients, and more. Episode resources: Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript: The Dental A Team (00:01) Hello, Dental A Team listeners. Thank you for being back here with me and I have Miss Brittany Stone. What is it? No BS Brit. Miss BS Brit. I don't remember what Carrie calls you. This is one of them, right? One of them. But also soon to be Grand Canyon champion. If you didn't listen to our case acceptance one, go listen and hopefully soon we will have some results from Brit killing it. Yeah, you will be a survivor.   Britt (00:10) What fun of them!   Winner survivor. One of the two. At least one.   The Dental A Team (00:29) but then I wanna know how much you sleep on Saturday when you're done. So that'll be the big question. Exactly, yeah, how long does it take for you to get back on the bike once you're done? But thank you for being here with us today, Britt. I think we've gotten, I love podcasting with you, your hygiene brain, like Dana's hygiene brain, you guys just kind of come at it from a different angle. I know the rest of us all have dental assisting backgrounds and.   Britt (00:32) Yeah, like that. I if I can reach my legs or not.   The Dental A Team (00:55) you know, hygiene assisting, but that hygienist brain just shares a different section. ⁓ And I think you do really well relating with the doctors and kind of that support team space like we spoke to on the case acceptance one. So I'm excited for today, Brett. Thank you for being here. ⁓ You've got the Grand Canyon, but like, gosh, what else is what else is new and exciting? You just went to one of our favorite Mexican restaurants not too long ago. So that's true.   Britt (01:21) conferences, I went to PNDC, that   was a good time. Luckily it was gorgeous weather there. mean, podcasting today is special. I wear my tooth earrings for us today since we're podcasting, know, just lots of fun things.   The Dental A Team (01:35) Getting a little fancy. I like it. And you guys, so you just went to that conference, you went to the Arizona Dental Convention that was in March, right? I think that one's always March for like the last, I don't know, 50 years. It's always been in March. ⁓ And then you just went to the other one and then you're heading out again in a couple weeks to dentist advisors. Yeah.   Britt (01:55) Yeah, Dentist Money Summit   is by Dentist Advisors, which will be in gorgeous Park City, Utah. So, you know, it's a rough life over here.   The Dental A Team (02:01) Yeah, I   know, right? And actually it's perfect timing because they, I think we've all like our, our seasons were a little bit off this year. So we are barely getting hot, which normally we're at like 110 already, um, which has been fantastic in Arizona, but that meant that Nevada and, um, Salt Lake area, both Reno and Salt Lake area have had snow longer. So I think you're going to hit Salt Lake for Dentist Money Summit right as the like peak.   summer season starts. So you're gonna get some beautiful weather and I'm a little jealous. I will be in California or something like that. But anyways, somewhere.   Britt (02:36) somewhere else. It'll be great.   And my second, my nephew, second of my nieces and nephews graduate. So I won't go to graduation, but I'll get to go. I'm like, I'll be coming like a couple weeks later to see you. So I'll go get to see them while I'm up there too.   The Dental A Team (02:50) Okay.   Okay, good, good. I was like, wait a second, how do we get you there? That's good.   Britt (02:55) I'm not fighting the crowd up there for graduation,   which he's like, mom, everybody graduates. I'm like, no, it's still a big deal. We'll just celebrate when I come see you on my own instead of along with everybody else.   The Dental A Team (03:06) gosh,   that's funny. I was just talking over the weekend, we had a graduation party that we had to drop in on yesterday. So was like, gosh, I'm gonna have to, which is, I don't like thinking about it, but I have to start thinking about it that Brody's in a year. So was like, Aaron's like, is he gonna want a party? And he, said, no, he's gonna be the kid that's like, everybody graduates. It's fine. Like it's no big deal. But it is a big deal. same, Exactly.   Britt (03:26) But they still want it, even though you know it, even though they're like, they're   disappointed, it's like, oh, come on. But like, they want it.   The Dental A Team (03:33) Exactly. It's like my birthday where I was like, it's fine. Like just a dinner, but like, had they not done a big deal for my 40th, I probably would have, you know, been in shambles. So when it comes, he's surely going to want it, but graduation season is upon us and it's wild that we are in the space of life that we're experiencing it with them. think that's crazy. And anyways, you've got some fun travels. if you guys aren't heading CE events, make sure that you do and make sure that you check out.   a lot of RCE events. So if you're a listener, if you're a client, whatever, you're a listener and a client, like whatever you guys want, we have, what is it? Every third Wednesday, we have a CE webinar. We've got a really cool webinar coming up in August that we do. ⁓ Every year the content shifts and changes, but.   Britt (04:20) to like check out our Instagram if you don't follow us. If I'm there, come find me. Let me know, message us. I got at PNUC to see a few clients which is really fun. It's always nice when we get to meet up in person. So, whether you're a client or just a listener, come find me.   The Dental A Team (04:22) Yeah.   Yeah.   Yeah,   especially in Brits position because you have a handful of your own clients, but you oversee a lot of the company. So you know all of the client names, but you don't get to see them and meet them. So I know I have a few clients that are asking if I was going to be there and I'm not. I was like, you got to go find, seek out Brit, like go meet Brit. So definitely, definitely follow the Instagram, make sure that you reach out to Brit.   If you're there, look for her, say hello, take a little picture with her, and then make sure you're hitting those CEs and make sure you're hitting all the free ones, you guys. We put out a ton of free CE and why not? Because I know you need to stack those hygienists and doctors. You guys need to stack those CE credits. So do it for free wherever you can. And then, like I tell one of my prized clients, set up a CE bucket so that you're saving money for the CE that's not free. And on that note...   I think, ⁓ we were actually just talking and I think it's funny because I do think this was like super high thing and right now it's like, I think it's kind of stabilized. It's not quite as sought after as heavily as it was, but for the clients that are doing it or still trying to implement it, there are still some really great CE avenues out there. Today we wanted to talk a little bit on the sleep apnea avenue, systems wise, not to sleep apnea. That's not our genre. You can go take CE for that, Britt can probably tell you a ton.   medically, but you know, that's not our genre, but our genre, our space, our niche is the systems behind it. And so on the note of CE and implementing, do think even if you're not doing sleep apnea, or you're not considering sleep apnea, a lot of what we talk about today is copy pasteable, like systems are systems, you guys, and we we overcomplicate it in life. And what we say for one thing can easily be duplicated and slightly altered for something else. So if there's CE that you're doing, which doctors we love you.   so much. And when you go to CE, you come back just like ecstatic. And if you didn't take team with you, you're the only one. And it's so hard sometimes to get that generating. Typically, it's that there's not, it's just all a fun idea. There's not a really good system behind it to get that momentum. So taking these systems, even what we talked about for sleep apnea, whatever CE you do, apply it to that. And like you said with the sleep apnea, if they're not taking team members, like it can be really hard to implement. And that's a space too.   if you can bring team members to any of that CE or sign them up for the webinar and get them included in it, I think that's a great space too. anyhow, sleep apnea side and system side, Britt, you've worked out the hygienist. So I know that this is some of the stuff like the questionnaire style and that stuff. Like what do you see and what you've actually helped practices implement the systems for sleep apnea. So what do you see as?   Britt (07:10) Thank   The Dental A Team (07:24) the biggest ticket items of implementing sleep apnea or just CE style in general that is easy, that's duplicatable like that.   Britt (07:34) And I think sleep and my yo that's coming in pretty strong for a lot of people too. I think you can similar areas when it comes to looking to implement something successfully. I think that you would look for. So if you're doing one or the other, ⁓ number one, I think is making sure that our team knows what it is. Like Tiff said, doc, you can go to a CE and you get all excited and you understand all the things behind it to see all the dots connect and why this is so important.   because it is, but the team often is behind. So whenever you're looking to do something, you might just take a course as like an exploratory, right? And then you're like, no, this is something I really want to do. When you start to get into that phase of like, no, I really want to work on implementing this. I want you to look for things that are going to help train your team because your team is going to be needing to have 90 % of these conversations with patients and you're going to   Goal is for you not to have all of the conversations with all of the patients. The goal is for the team to be able to help support you, identify patients and start to educate patients and warm them up to the idea. Because just like for your team, it's kind of a newer thing or a different thing or something they don't know all the details about, it doesn't come easily to them. Patients even more so. So that's why our team needs to be really confident in knowing what it is, the reasons why, and being able to talk about it.   I think is number one place to start. Along with that, would say have someone call it your champion, call it your lead of that thing, whatever title you want to give them of someone who is going to be that person who is going to make sure the team has all the things. We educate the team on all the things and they're going to be the one to really ⁓ kind of take point on implementation and keeping this going and getting it to where it becomes a program that's ingrained within our practice.   we need someone to be that person. So from the get-go, education, someone who's gonna be a point person before we even start on implementing anything with our patients. So that would be my number one thing, Tiff, to start with is education and identify as someone who's gonna be the point person, because they're gonna start thinking of implementation, what are all the things we need in our practice to get this program going.   The Dental A Team (09:54) Yeah, and even like ortho, I have like the same I'm thinking the same thought process because anything that you're trying to grow that doesn't you don't put attention on isn't going to grow. So to your champion conversation there, whether it's sleep, my ortho implants, like anything that's not crowns, fillings, bridges, you know, and even I do have a lot of practices that even do it for crowns, whatever that champion making sure there's a   Britt (09:57) Hmm. Yeah.   The Dental A Team (10:22) a job description. And I love that you said the education piece because that I think even when I've seen practices implement the champion space, it's still the education piece falls back to the doctor. But putting that I think that's brilliant putting that on the champion of scheduling out the lunch and learns making sure that they're doing the role playing with the with the team and that they're having these meetings with the team on the education and the why behind it, so that they can take that information and   and tackle it with the patients. And then it made me think too, like KPI is their key performance indicator. So that champion is responsible for seeing, how many times, how many patients do we need to talk to about this to get our case acceptance where we want it or to get that many cases? I know like for ortho, we might do, we want five starts this month or 10 starts this month. So then you look at how many patients do we need to talk to about ortho in order to get.   that because your case acceptance might be like 25%. So you're doing the math for that. then, Brett, I'm thinking that champion is then responsible for collecting the data from the team on how many patients do we talk to, how many patients signed up, and kind of championing all of the results and then looking at how do I control and manipulate the results based on the education implementations, all of those pieces.   Britt (11:46) agreed and that's I think probably you Tiff right with clients. Like you said, the new thing, right? Name the new thing that we're doing within the office and you know, they want to do more of that thing and I'm like, alright, well, what's going on? Why aren't we even getting it presented to patients? What's happening? Well, we're just not talking about it, right? Like it really comes back to that. That's one of the biggest hurdles to get over is just talking about it and making sure patients know what it is.   The Dental A Team (12:05) Yeah.   Britt (12:16) what benefit it would be to them if they're a candidate, if this is something that they need. So that's why I say, make sure we've got that foundation first. And then we go into, okay, we've got a team more comfortable talking about it. How do we identify opportunities with patients? And then that's where we move into what kind of screening do we want for this specific treatment for sleep apnea? Then all right, what kind of screening do we wanna incorporate?   across the board. So it's not reliant on a human thinking, this one would be a candidate. Like, no, what are you screening to where we know when these things are checked or we get this answer to this question, they are someone then that we are going to talk to about a sleep appliance or sleep apnea, we're working on getting them tested, whatever it may be.   The Dental A Team (13:01) Yeah. And within that, asking those leading questions so that the patient starts thinking, because I think like back to, I think a lot of people do ortho. So back to ortho, you come in and you're hot and heavy. Like I got to get, I'm getting ortho cases and the patient has not had any like leading questions to make them start thinking that there's a problem or a solution needed for a problem. And then you come in and you're like, have you ever thought about ortho? And they're like, no, I haven't.   Right? Because we didn't make them think about ortho kind of the same. Like, do you, you know, ⁓ I hear you might be a snorer, right? Or just coming in and being like, Hey, you've got these weird scallops on your tongue and I think you might need this. And then we just go on this tangent of sleep apnea and they're like, I have no issue sleeping. But if we start asking those leading questions of, do you find yourself tired in the middle of the day? does your partner, you know, do you wake your partner up a lot? Do you toss and turn a lot?   night? Like, are you getting up to use the restroom a lot at night? Like different things that are preheating and leading into there might be something going on there, I think is a space that we kind of overlook sometimes. And we just jump into this is the solution. And it kind of gets lost in translation. And then right on to like layering on top of that, you've got your questionnaire, you've got your team, they're ready to go. You've got all of these pieces.   there, you know what your lead and lag measures are, then you set like identifying the patients, we're identifying the patients and then that layer, like it never stops, there's always the next layer. And that next layer is okay, if we can identify the patients, now we get to track and see, are we getting those patients? So then we say, okay, well, most of my patient base is 18 to 26 years old.   might not be getting like that might not be the patient base you need for sleep apnea or for implants or whatever it is that you want to specialize in. then you've got to look and see, do I need to determine something different in my patient avatar to fit what I'm trying to implement what I'm trying to get because there's only so much you can do with the patients that you're getting in. So it just like keeps layering but comes down to I love like step one it feels like Brit from what you're saying is   Find that champion and make sure that champion is thoroughly educated in what their job is and what the procedure is so then they can, step two, help you to train the team, get the team on board, figure out the why. Step three, find the patients. Step four, how do we get more of those patients?   Britt (15:42) Yeah, which I think then plays into marketing, right? Marketing at the end of the day is the number of times of exposure. So, right, when it comes down to it, then what are we putting out there? What do we have around our office? What, even if it's peripherally, are our patients seeing to know that this is a thing and that it exists? Because then it won't be as much of a surprise to them when we have a conversation or they're like, well, why aren't you know, I don't even know what that is. They at least, oh, I've seen XYZ about that.   thing in your office or on the TV out in the waiting room, whatever it may be, to start warming them up to it as well. And then depending on how much you want to grow that and be known for that thing, mean, Tiff is the marketing queen. Then there's like a lot more marketing that goes behind it.   The Dental A Team (16:29) Yeah, I do love marketing. don't know why, but I really do. ⁓ But you're making me think of, because it's subliminal. I think that's why I love it. Because it's like, what can I do to make someone think this way, right? Like I love, I love the way the brain works. I love communication. That's why. So I'm thinking as you're speaking to that, like you're saying like have it off to the side and have it on a TV like 100 % because most of the time we're just being again, preheated.   to the possibility of needing something. So if you think of like a Doritos commercial, right? Like they don't just in the beginning come out with the, like they're not like Doritos, right? It's like, hey, we're grabbing some Doritos out of a chip bowl and all of the like tortilla chips, the unnamed tortilla chips over there is full, but the Doritos are like empty, but we're having conversation, we're having fun, we're in a party because now you're thinking about Doritos associated to fun. So that's how marketing works. It's like little snippets of   this thing and how it's going to benefit your life. Not just like, hey, have some Doritos. Because if somebody came by and they're like, hey, Doritos are amazing, have Doritos. They're just, they're so tasty, you're gonna love them. You're like, I'm okay actually, like, I don't need a Dorito, right? But if they're like, hey, like, let's have fun, let's have a party, let's get people talking, it's gonna be so amazing and you can have these Doritos over here that's gonna, everybody's gonna stand around the bowl and they're gonna socialize.   then you're like, yeah, let me try these Doritos. So it's kind of that same thing. Like how is this thing, this sleep apnea, this ortho, this Botox, these injectors, the fillables, how is this going to benefit the patient's life and speak to the benefits and the problem, not the solution? Because being like, Botox, Botox, Botox, Botox, right? Like Botox is cool, but like why do I want Botox? Because I wanna look 30 when I'm 45.   That's why I Botox. And when do I need to start? When I'm 28. Like, how do we get this subliminal messaging into different aspects of our practice and our speaking? And then what it also does is gets your team speaking that language too, because they're constantly seeing it. So they're constantly being reminded. And as you guys are checking on...   Britt (18:23) Perfect.   The Dental A Team (18:44) KPI is and how is it working and how is it growing? We're constantly coming back to this space that you're trying to implement and grow. Caveat of one at a time. Botox and color is fine. Sleep apnea.   Britt (18:56) I was thinking the same exact thing.   The Dental A Team (19:01) you can't come home and be like we're doing sleep apnea we're gonna ramp up our ortho and guess what guys I need five more implants and it's like I don't know which one to focus on so one major change at a time and let it sit let it ruminate and see how it goes I like six months at least for like a big implementation like that ⁓ but   Britt (19:22) Be   good at that thing, right? I think that's when we do too much at once. You and your team, right? And the bigger the team, the more people you're trying to move. You're not gonna get good at it. And then let's be honest, if I'm not good at it, I'm not gonna do it as much. Let's just welcome to human nature again. Like it's a harder thing to do. It takes more effort. But if we focus on one and that one thing we get really good at and it becomes really easy, then that will stick and then we can move on to the next thing.   The Dental A Team (19:52) Yep. Yep. And always come back again to everything else too, because I've had clients that I've done, you know, let's focus in on implants. we're getting we're talking about it this many times, we're getting this many, we're looking for this many, you know, whatever all the pieces so   we're speaking to implants, we get really good at that. And they're like, cool, like, I want to do more ortho. It's like, okay, well, now we're laying on ortho. But then they're like, hey, wait, I haven't done an implant. I'm like, well, why? Because you lost focus on the implants, because you're so focused on the ortho. So you've got to just layer it in there and be like, on top of like being good at this, we also need to become good at this. So don't lose sight of it or stop tracking the one because you layered on something else, you literally just layering another level to it. And now you're doing both because   honestly, just those two, right? Implants and ortho go hand in hand, you know, do ortho before you place the implants or do ortho so that you can place an implant because the space is too small. Like how are you, how can your team help layer those together and support you in getting those things done? And firstly, Baphne, it's exactly the same. How can your team support you in getting it done? Because you've got what? 1500 to 3000 patients. You've got a team of five to   25 30 you cannot do it all you've got to have at least one champion who is helping you and when you do have those spaces to Britt's point of not doing too many and losing sight if you have a champion of each your phone you they are focused on that thing and so they're ensuring their thing their needle is moving so you've got your   champion of sleep apnea that's like, hey guys, nope, we lost focus, don't forget. And you got your champion of ortho that's like, cool, I've got my metrics over here and making sure that those are staying in line.   Britt (21:41) And I think once you start doing some cases, especially things where there's more of a knowledge gap, even in Visalign, right? Make sure you're getting results. So like you're getting testimonials, you're getting pictures at the end. Whenever there's a big investment, people want to know like what that means for them. Like what can that be for me? And so that's where   Having something to look at to see before and after and having testimonials for people goes a long ways, especially on things where there's more of a knowledge gap like sleep apnea. Because those patients are gonna really highlight what is important to them, which then is gonna be most likely what's important to all of your people that are in their same seat.   The Dental A Team (22:22) Yeah, I love it. love it. one, step one, figure out what you're going to do. If it's sleep apnea, it's sleep apnea. One thing, choose the one that you're gonna focus on right now. Step two, figure out what your champion's position looks like or lead or whatever you wanna call it. Quarterback, I don't care what you call it. That position, what's that job description? What are the metrics? Like what does that person need to do? So step one, figure out what you're gonna do. Step two, find your champion.   Britt (22:26) One thing, one thing.   The Dental A Team (22:52) figure out what that champion's gonna do. Step three, train your team. Step four, do the thing and track the results every time. I think really easy duplicatable systems that we tagged here as like Sleepapnea, Myo, whatever you wanna focus it on, but literally this system can be duplicated for any major change you're trying to make in procedures within your practice. And then I think the last layer is   within your metrics, watch your marketing and figure out what needs to shift and change there. Brit, brilliant. Brilliant Brit. That's the one. Brilliant Brit. Brilliant Brit.   Britt (23:27) That's the one I like   more. That's the better one.   The Dental A Team (23:32) one   I'm gonna use. Brilliant Brit. ⁓ thank you or brainy Brit right but anyways thank you ⁓ for being here with me today for doing this. I knew ⁓ with the implementations you've done before with Sleep Apnea and Mayo you've worked with the you've worked with that before so I knew that you would have some great ideas so thank you so much for being here. I can't wait to hear from you on Saturday that you survived the Grand Canyon Rim to Rim happily and you're still smiling and you're just sleeping.   Britt (24:02) Maybe I'll stream my before and after. We'll see. Maybe even with Dental A Team. We'll see. It depends on how bad it is afterwards.   The Dental A Team (24:08) Yeah.   Oh my gosh, that's fair. Yeah, that's fair. You can at least share with me and then we can decide. everyone, go find your thing. What's your one thing right now? What are you going to put? This is something I've been living by. You guys, we can talk about the book. can Hello@TheDentalATeam.com and ask me for it. But what are you putting a 10x effort into? What's your 10x problem that you're putting 10x effort into? Choose that thing. Focus there. Go do it. Duplicate.   create a system that can be duplicated and have so much fun doing it. Again, if you need help with it, you have questions, you want recommendations, Hello@TheDentalATeam.com. We are all here to help. We all help answer those questions. So reach out and as always drop us a five star review below. We love to hear that this was implementable for you, that it was helpful and any ideas you guys have for future ones, we're always open to those. So Britt, thank you for being here. Listeners, thank you for being here and we'll catch you next time.