The Millennial Dentist

On Instagram Dr. Sully…@Millennialdentist on Instagram Dr. Peyman…@drpeyray on Instagram

Interview With Sully Sullivan and Peyman Raissi - Dental Profits

Voices of Dentistry

The Dental Profits Academy Course

Bulletproof Dental Podcast

What Got You Here Won't Get You There

076 Dental Marketing With Michael Arias and Joshua Scott Mar 19, 2019

Show notes

Sully meets up with Michael Arias and Joshua Scott to talk about dental marketing. Michael Arias is a dental marketer who focuses on ground marketing. This is literally hitting the ground and going to nearby businesses and building relationships. Michael shares why this method works and how to do it with an objective in mind.

Joshua Scott is the owner of Studio 8E8 dental marketing. His approach is building a brand through story and having an interactive website that is an experience. We talk about the importance of building trust and educating a patient before they ever walk in the practice door. We also talk about the ever changing world of digital and dental marketing and how generational differences play a role.

You can find our Michael and Scott here:

The Dental Marketer

The Dental Marketer Podcast

MIchael Arias The Dental Marketer YouTube

Studio Eighty Eight S8E8

@JoshuaScott Instagram

Joshua Scott

The 8E8 Show

Show Notes:

[01:12] Michael Arias is the developer and founder of Ground Marketing which is an unconventional way of attracting the attention of potential customers or patients.

[01:38] Joshua Scott is the owner of the Studio 8E8 dental marketing company.

[01:50] Scott and Michael are good friends.

[02:30] How marketing is shifting towards storytelling and finding ways for people to relate to you.

[03:16] Michael used to be a nutritionist, and he had a client who was a dental consultant.

[03:40] In the past, Michael helped My Fit Foods build up their client base. The methods that he would use was ground marketing.

[03:58] His dental consultant friend offered him $1,000 if he could find him to 2-5 new patients. He decided to refine a strategy for dental marketing.

[05:03] You have to go in and ask for business cards for the dentist down the street. You also offer them cards and an employee sign up sheet.

[06:13] Joshua calls what Michael does hustle marketing. Marketing needs energy behind it. You have to put energy behind it to put things in motion.

[09:12] Why spend thousands on SEO instead of going next door and talking to people?

[10:20] If a dentist doesn't want to do it, they need someone on their team to do the ground marketing. If you go in, come out with a result.

[12:43] Every YMCA has a health fair. Call to speak to the director or receptionist. Have someone go in and set up a booth and give out floss. Know how to talk to people on the spot.

[14:54] Dentistry is human service. We need to keep the human part in dentistry.

[15:27] Joshua's approach is allowing clients to tell their story in a way that is exclusive to them.

[15:41] For Joshua, dentistry is an inspiring, innovative, beautiful type of business. It's his job to make the websites reflect this.

[16:36] The website needs to be an experience and help dentists tell their story in a way that connects.

[17:35] How a website is an opportunity to tell ourselves before a patient or customer even walks in the door.

[18:37] We should track patients we get to our website.

[19:12] Just looking at the new patient metric can be a short-sighted method.

[20:09] Before making a purchase, people need eight or nine touches before buying.

[20:47] Patients are ready to buy when they come in because of all the previous touches.

[21:21] Sully is into video and telling his story.

[24:48] Why let other people control your practice and deal with patients who make you miserable?

[26:38] When building a business you're trading time for money.

[27:04] There comes a point when the trade-off of time becomes more important.

[28:24] The more you say no to stuff, the more time you have to say yes to the important stuff.

[29:56] At some point, your practice needs to be about you being happy.

[30:39] It's important to step back and ask what do you want and what are your goals instead of blindly following what everyone else does.

[31:29] We need less new patients than you think. We need to actually do the dentistry that the patients need.

[32:44] Building a business is a long-term process. Keeping your patients long-term will give you all the work that you need.

[34:05] Sully's Dad was way more willing to listen to new ideas than many established dentists. By being open-minded, they are unstoppable.

[35:35] The key is getting small victories with the established doctor.

[38:48] Companies that can adapt and shift are always more profitable.

Links and Resources:

MillennialDentist@gmail.com

On Instagram Dr. Sully…@Millennialdentist on Instagram Dr. Peyman…@drpeyray on Instagram

075 Sully and PeyRay Head to VOD Mar 05, 2019

Show notes

Sully and Peyray are on a flight to attend the 3rd annual Voices of Dentistry Summit in Scottsdale, AZ. They are excited to visit the booths of other dental podcasters. Last year, they had their own booth and didn't have time for anything other than recording. Peyray will also be speaking this weekend about dental photography. He has a lot of ideas about how useful photography is for treatment planning. We hope you enjoy the conversation!

Show Notes:

[03:47] Peyray has a lot of powerpoints with great information for his presentation.

[04:07] You can see some of his work on his Instagram account. When you take great pictures, you can sell a lot of dentistry.

[04:33] You can learn so much by looking at the pictures of your cases. You can also go back and find any mistakes that you may have made in order to not repeat them in the future.

[04:55] Photography has made Peyray a better clinician.

[05:19] After dental school, he bought a camera and started taking Udemy courses and watching YouTube.

[06:19] He also learned from Eduardo Aguilar.

[07:26] Photography is a lot about the lighting and anyone can benefit from having a softbox.

[07:52] Tomorrow Peyray is going to share the settings he uses, the tools that he uses, and encourage people to go practice.

[08:34] Invest in your future and get a Nikon or Canon DSLR camera. He has the D810 full frame. The D7500 is also a great choice.

[10:36] Photography helps with documentation, and documentation is the key.

[11:39] His full arch patients and aesthetic patients get photography.

[12:46] Sully takes five or six shots of every patient. Patients can diagnose their own dentistry when they see the pictures.

[13:58] They block off some time for new hygiene patients to get photos. To Sully, hygiene is a loss leader.

[15:27] That would be four or five new hygiene patients a day.

[16:36] If a hygienist recognizes that the patient needs more than $2,000 worth of work, they make an appointment to bring them back.

[17:32] Always address the patient's chief complaint.

[21:00] It's important to take the time to communicate with the patient. Having a good team also helps.

[21:51] Sully shares the new patient experience at his office.

[26:24] Sully also does in office payment plans. They are at the point, because they are selling cases not individual procedures.

[28:54] There are a lot of missed opportunities with dentists who don't do sedation dentistry.

[30:51] Peyray goes to ADA sedation meetings. You can do so much more if you learn how to use it. IV brings a level of predictability.

[32:41] Peyray gives people something to relax the night before surgery, then nitrous, and then an IV.

Links and Resources:

MillennialDentist@gmail.com

On Instagram Dr. Sully…@Millennialdentist on Instagram Dr. Peyman…@drpeyray on Instagram

Voices of Dentistry Podcast Summit

Udemy

Nikon D810

Nikon DA7500

074 Mile High Club Feb 26, 2019

Show notes

We are recording this episode live in a plane flying from Nashville to Raleigh. Sully is joined by Dr. Will Jones and Dr. Ford Gatgens. We talk about AEGD, AGD and CE courses and whether they are worth it. We also talk about insurance issues from dropping some types of insurance to going entirely fee for service.

We discuss the fears around losing patients and possible problems if the economy changes. We also talk about buying a practice, hiring and building a team, turnover, and the anxiety it can cause. We talk about discovering what type of boss you want to be, establishing a vision for your practice, using technology to help patients, and more. Join us on our hour long in-flight conversation.

You can find our guests here:

Will Jones Dentistry

Accent Smile Center

Show Notes:

[01:56] Dr. Ford graduated in 2006. He did a residency in 2007. He filled in for a doctor in East Tennessee. He bought his existing practice in 2009. His practice is Accent Smile center in Dickson, TN.

[02:54] He worked over the years to add additional services and create the practice according to his own philosophy.

[03:09] He uses technology to help patient outcomes. He also does digital dentistry, laser dentistry, and implants.

[03:47] Doctor Jones graduated in 2014. He focuses on surgery and sedation dentistry. He bought his dad's practice, and he is 100% owner, but his father is an associate 2 days a week.

[04:24] They are currently struggling with when to add an associate and with hiring the right team members. They are also moving into a new office.

[06:19] For Dr. Jones, taking a year long program allowed him to better implement what he earned.

[09:04] The benefit for Dr. Ford was placing a lot of implants and the opportunity to hear professors from all around the United States. It also gave him the confidence to go out in private practice and tackle some of those bigger cases.

[13:50] Sully thinks a good associateship is the gold standard of what you can do post practice.

[16:05] Being reliant on a PPO makes it hard to be reimbursed for advanced dentistry. Maybe there is a middle ground to become less insurance dependent.

[19:32] You can't just drop your insurance patients, you also have to have enough new patients to cover that gap.

[20:36] The plan is to gradually drop one or two insurance providers first. Patients that value higher level service are what we want.

[21:53] Sully believes that the insurance will get them in the door, but he still has an opportunity to do work beyond what the insurance covers. He doesn't want to lose his initial patients in the door.

[24:01] Dropping some services, you can look at your adjustments and put that money towards marketing and be ahead of the game.

[25:22] Dr. Ford is at the point where he's going to make some decisions about his insurance providers that he accepts.

[28:37] Another option is continuing a discount with some patients even if you drop their insurance.

[29:20] Dr. Jones shares his struggles with buying his father's practice. He also struggles with discovering what type of boss he wants to be.

[31:16] He decided to find a way to be nice, yet let people know that it's his money on the line, and things need to be done a certain way.

[32:00] They've hired three new people in the past two months, and it has been great.

[33:46] In Dr. Jones's practice the staff turnover has led him to discover what type of boss he wants to be.

[35:16] After about six months, Dr. Ford started doing an upgrade on his practice. Not all team members have the same vision.

[36:21] Once you get clear on what type of boss you want to be and what your vision is, there are some things that aren't negotiable.

[37:52] There are challenges when employees have been doing things a certain way, and you want to upgrade to digital from paper.

[39:13] Become clear on what your goals are and then share that vision and that passion. When people aren't on board, that's where the hard conversations come in.

[40:16] Being a good leader is something you constantly have to work at. It's also important to surround yourself with good leaders and good mentors.

[42:05] Your long-term success comes down to your leadership skills.

[43:34] It's important to define roles.

[45:44] The more direction you give, the better the team response.

[49:51] It's human nature not to listen to the new guy.

[52:00] It's realistic to come into a practice and maintain the same team, but you will probably need to add people as you grow. There could be generational issues, and it's always good to take the time to communicate and build relationships.

[54:36] Share your vision with your team, so they will understand where you are coming from.

Links and Resources:

Craig Spodak

Smile Source

MillennialDentist@gmail.com

On Instagram Dr. Sully…@Millennialdentist on Instagram Dr. Peyman…@drpeyray on Instagram

T-Bone Speaks Dentistry Podcast

073 How to go Further Faster with Tbone Feb 19, 2019

Show notes

This is part two of Sully’s chat with Dr. Tarun “T-Bone” Agarwal. In the last episode, we talked about how to take your practice further faster. Today, we kick things off with the difference between a dental practice and a dental business. T-Bone stresses the importance of having a business that allows you to do the procedures you want and work the hours you want.

He also talks about bringing in associates and how to sell your practice for 4X instead of 1X. We discuss how a partnership is like a marriage and how true leadership comes from having skin in the game. We also discuss the possibility of unlimited earning potential and how the dental business mindset is about sustainability and creating a great lifestyle for yourself and everyone else around you.

You can find T-Bone here:

T-Bone Speaks

3D-Dentists

Tarun Agarwal on LinkedIn

Tarun Agarwal on Instagram

Raleigh Dental Arts

Show Notes:

[02:16] The difference between running your practice and running your practice as a business or the difference between a dental practice and a dental business.

[03:49] With a dental practice you are the clinician and the dental practice leader. T-bone wants to see people move towards owning a dental business.

[05:25] It's better to own one practice as opposed to two.

[09:25] Growing from 1 million to 2 million has an overhead of about 45%.

[12:17] There is no point in growing a business if it loses the culture of you.

[12:42] A dental business gives the owner the ability to take almost unlimited vacations and can operate without you. It's all about flexibility.

[14:04] By bringing in someone else, you create a passive income stream.

[14:51] You can also sell 25% four times.

[18:47] A dental practice will have an earning ceiling, but a dental business has unlimited earning potential.

[20:13] Owners can afford to take time off. They need another practitioner to keep the rest of the team working.

[21:46] We go through seasons of life. The dental business mindset is about sustainability and creating a great lifestyle for yourself and everyone else around you.

[28:19] T-Bone is convinced that we will see nurse practitioners and PAs in the dental office during his lifetime.

[29:54] You need a dental business so that if there's a family emergency you will be able to go deal with it without closing down your practice or business.

[31:22] Flexibility gives us choices to do what we want to do.

[32:39] What are the steps for young dentists to take to get over that first hump having a business mindset. Have financial flexibility and control your spending.

[35:12] Early on, it's more of a spending problem than an earning problem.

[35:57] Don't get into the mindset of if you earn more you need to spend more.

[36:20] You need to live underneath your means and create financial margin.

[37:00] Treat your business like a business by paying yourself as an associate.

[37:33] Associate pay is usually 30%. Pay yourself 30% of what you collect. This will allow you to create the mentality of what your business actually does.

[40:14] Once you have a mortgage you're tied to it. Renting can allow you to save money and have flexibility.

[41:55] When you treat your pay mentally like a business, you can then start making good decisions.

[43:19] The T-Bone Speaks podcast is going to have a 3 part series on associates.

[43:45] The time to get serious about bringing in an associate is when you're earning around a million.

[44:20] A good business prepares for their future. You have to start getting ready for adding an associate before you do so.

[49:11] Don't waste your time scrimping and saving, learn new procedures and ways to earn more money.

[49:56] You want your team to focus on growth.

[51:00] If you're only doing a few of something, you are way better outsourcing it.

[52:59] Don't take certain procedures in house until you have reached critical mass with them.

[53:29] Your energy and focus should be on building a practice that can sustain two doctors.

[54:43] Focus on creating an environment and culture that can do more procedures.

[57:19] Everyone should have an associate, and it would change their lives.

Links and Resources:

MillennialDentist@gmail.com

On Instagram Dr. Sully…@Millennialdentist on Instagram Dr. Peyman…@drpeyray on Instagram

T-Bone Speaks Dentistry Podcast

T-Bone in the Office (Part 1)

072 Why Goal Setting is So Important to Your Success with Tbone Feb 19, 2019

Show notes

Dr. Tarun “T-Bone” Agarwal is here today. T-Bone is a dentist, a podcast host, and passionate about helping other dentists turn their practice into a business. In this episode, we talk about the importance of planning ahead of time for the following year and writing down your goals and aspirations.

T-Bone shares his wisdom from over 20 years experience and building a practice from scratch. We talk about the importance of clarity, and T-Bone shares the three key focus areas of patients, team, and clinical skills to go further faster. He shares tips on helping your team grow and you scale by learning to replace yourself. This episode is packed with so much knowledge that we had to split it up in two parts. Enjoy!

You can find T-Bone here:

T-Bone Speaks

3D-Dentists

Tarun Agarwal on LinkedIn

Tarun Agarwal on Instagram

Raleigh Dental Arts

Show Notes:

[02:51] T-Bone lost his father-in-law last year and it put a damper on the year. They still grew, but it wasn't his best year.

[03:22] The first step to moving forward is reflecting on the past.

[03:39] T-Bone didn't set goals or plan out his 2018. He feels that this lack of planning showed.

[03:55] He's actually a big believer in sitting down and writing out goals. This year he went to a seminar about planning out your goals for the year.

[04:35] T-Bone was here in town for the seminar and decided to stop by the office for the podcast.

[04:57] It's not only important to write out your goals. It's important to share your goals and have accountability.

[05:14] Last week Sully and his office took half a day to recap what has happened in the past year of 2018.

[05:50] It's important for the owner of the business to recap before he recaps with the team.

[07:53] It's a good idea to map out what you are going to say before you discuss it with your team.

[09:14] For T-Bone, 2018 was a non clarity year. If you don't have clarity you're going to be in trouble.

[10:33] T-Bone makes the same resolution every year. That is to eat healthy and lose weight.

[10:58] He feels that the best time to plan for the following year is in September and October, so that you really have time to set the stage.

[14:10] To get further faster, you have to focus on your patients. You have to focus on your team. You have to focus on your clinical skills.

[14:42] With patients you have to address their time, their fears, and their money.

[15:12] Do more in one visit, make your dentistry last longer, and make appointments more convenient.

[15:42] T-Bone's office is going to go to a 7:00 to 7:00 schedule.

[18:26] Do something different to be there for the patients.

[19:13] The easiest way to address fear is to offer sedation in your practice. Nitrous Oxide, oral sedation, or more advanced sedation.

[22:47] Good old-fashioned TLC also helps address fear.

[23:05] Money boils down to price vs affordability.

[25:02] Affordability is about offering payment plans versus the price of the procedures.

[25:48] Step two is addressing your team and how you lead your team.

[26:17] Teach your team to learn how to replace themselves. Teach your team to know the score. Teach your team to own the space.

[26:38] Replacing yourself is about personal growth. If you train a replacement, you are able to move up.

[32:19] When you understand what's going on in your team members lives, then you can formulate a plan with those person.

[33:18] Just listen and avoid the advice monster.

[34:03] Ask questions to get them to get to your advice.

[37:56] Number two is about knowing the score. Be specific with your team members about their role and how you want them to grow.

[41:28] Ease people into new roles.

[45:06] Owning your space is about knowing everything that happens in your operatory.

[46:46] People want ownership and leadership. Make certain jobs certain people's responsibilities.

[47:30] Teach people to replace themselves, so they can advance. Know the score and specific things about your part of the practice. Teach people to own their space.

[50:31] Superstars get different treatment but everyone gets treated fairly.

[50:49] Clinical diversity. To get further faster focus on three areas of your professional life.

[51:31] We have to make a progression beyond dental school dentistry.

[52:02] The top five services are perio, hygiene, restorations, extractions, and endo. A practice is moved to a level two practice by implementing the bottom 5 procedures which are socket grafting, implants, ortho, sleep, and sedation.

[52:54] Implement the bottom five procedures at a high level.

[54:23] T-Bones goal for 2020 is to replace himself and only do the procedures he wants to do.

[56:39] It's so critical for young dentists to start to write down their goals.

[59:26] It's never too late to get started and clarify your goals.

[01:00:50] Learning is key and it should never stop.

Links and Resources:

MillennialDentist@gmail.com

On Instagram Dr. Sully…@Millennialdentist on Instagram Dr. Peyman…@drpeyray on Instagram

The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever

The Coaching Habit Podcast

Roy Williams

071 What Makes a Great Website with Jeff Gladnick Feb 19, 2019

Show notes

We are excited to be back. Our special guest today is Jeff Gladnick the founder and CEO of Great Dental Websites a company that focuses on creating and marketing dental websites using their proprietary software platform. Sully also happens to be a client.

We talk to Jeff about what makes a good website and how Google actually looks at a website and ranking factors. We also talk about call tracking, social media, advertising, domain names, the importance of video, and what dentists need to know to have a website that gets views and attracts patient calls.

You can find Jeff here:

Great Dental Websites

Great Dental Websites on Facebook

@GreatDentalWeb on Twitter

Jeff@GreatDentalWebites.com

Show Notes:

[03:42] Having a great website is important for dentists today. Many dentists struggle with SEO and all the aspects of creating a great website.

[05:19] Jeff has a background in software. His Dad was a dentist and Jeff ended up creating a website for his dad. He has eight dentists in his family and word got out and he started creating more sites.

[07:18] Jeff has been an entrepreneur his whole life and creating dental websites seemed like a great business. Things took off, and he now has a staff of 50 or so.

[10:02] What Google cares about is the content. They don't want the same answer on every single website.

[12:12] The age of a domain matters, and it could also take three to six months to start ranking.

[12:26] A lot of SEO has to do with building links that are connected to the original website.

[13:33] The marketing strategy that Jeff uses is creating websites that are useful. The problem with social media is you have to be tuned in all the time and the information just comes and goes.

[16:04] If you want your website to actually rank and be a resource for patients, there are few things you need to do. These include schema.org, landing pages that are about a specific topic, have a page for each service you offer, have video, and reviews.

[20:55] Use call tracking numbers.

[21:43] Jeff's company has special built software that they use for call tracking.

[22:59] Jeff shares a method to tell which advertisements are actually effective by using different domains to see which one gets the referrals.

[26:56] You want to have a landing page with the information that people are looking for. Pictures in bios move the needle. Bounce rate is how long it takes for people to leave a website.

[30:31] People want to socially connect with people. If you are willing to share some personal information people will connect with it.

[33:15] Websites can get people to know you before they actually see you. They are more ready to buy when they first come in.

[34:33] Dentistry is very personal and video is a great way to help introduce yourself to potential patients.

[34:50] Creating an emotional connection will set you further down the path.

[37:16] It's powerful to have a video on your website telling your story to your patients.

[40:52] It's getting more difficult for private practices to stay competitive against large group practices.

[42:39] With SEO you want to get into the sweet spot of popular keywords against less popular keywords.

[45:58] You could use keywords to get people to your website and get calls. You need to use tracking in order to see where the calls are coming from. Look for small wins in a lot of different ways. If you can optimize individual services that's great.

[47:02] You should focus on the services that make you the most money or that you want to emphasize.

[49:28] You don't have to build websites from scratch. There are a lot of content management systems you can use like WordPress.

[50:06] Jeff's company likes to have everyone on the same platform.

[50:54] Millennials are more willing to open up and share their lives on Instagram.

[52:31] Great Dental Websites has built a platform to create the best possible dental websites. The quality of an out-of-date website goes down over time.

[53:50] The system they created is always updated. Even though, each client has custom content on their websites.

[54:53] They offer a DIY service for a monthly fee. They also have an agency on top of that to do the heavy lifting.

[01:00:07] Just using the software on Jeff's platform is usually $79 a month. Marketing packages with SEO start around $300 or $400 a month and go up.

[01:02:18] They backup their data four times a day on different physical places. As long as you have really good backups, being hacked isn't the end of the world.

[01:04:46] The client needs to create the content, because it is a partnership to make an amazing personalized website.

[01:08:03] The work and the execution is what it takes to be successful. Do a little bit every day and work on it.

Links and Resources:

MillennialDentist@gmail.com

On Instagram Dr. Sully…@Millennialdentist on Instagram Dr. Peyman…@drpeyray on Instagram

Dr. Paul Bass on LinkedIn

070 Getting Your Team to Share Your Vision Dec 18, 2018

Show notes

Dr. Paul Bass the co-founder and Director of Fortune Management is here today. Fortune Management is a medical coaching practice that helps doctors and owners find out what they want and then achieve that.

Dr. Bass is a dentist who practiced for 21 years, before founding Fortune Management with Tony Robbins and two other founders. Today it is one of the biggest practice management resources available. Dr. Bass shares his story of how he got involved with Tony Robbins and the importance of asking the right questions.

In this episode, he shares smart strategies for dental practices and getting your team to share your vision. He also shares knowledge for how to live a better life by having a vision and creating a life plan and working backwards. This episode is packed with knowledge that you won’t want to miss.

You can find our guest here:

Fortune Management

Dr. Paul Bass on Facebook

Fortune Management Practice Mastery Podcast

Show Notes:

[02:30] Dr. Paul Bass, Tony Robbins and two other people founded Fortune Management in 1990.

[02:46] Dr. Bass practiced for 21 years in Tullahoma, TN.

[02:54] In 1988, Dr. Bass's room mate gave him a copy of Unlimited Power. It took him about four months to get started reading the book, but once he started he finished it in about four days.

[03:36] Make a point to meet your heroes.

[04:23] Dr. bass reached out to Robbins International to see if he could take a seminar.

[05:15] He ended up asking Tony Robbins to come do a seminar where he was at. The fee was $50,000, so he got 50 of his doctor friends to attend the seminar and pay a $1,000 fee.

[06:45] Dr. Bass ended up asking Tony if he wanted to have a branch in healthcare. Maybe it was divine intervention, but a partnership was formed.

[08:56] One of the goals was to preserve private practice fee dentistry.

[09:19] Wants and needs always exceed available cash flow.

[12:27] When your staff has ownership in your vision, it is way different than just the doctor having a vision.

[13:32] Look to the future and take care of your end game and take your team with you.

[14:06] 80% of getting anything done in life Is knowing why to do it.

[14:53] To get your team to buy into the vision, you need to let them help create the vision.

[16:09] When talking about transformation use emotion evoking words.

[16:33] To create a team mission statement have everyone write down emotion evoking words that express their calling in dentistry.

[25:08] The four cornerstones of building unstoppable team include shared vision. Begin your staff meeting by reading the vision and sharing.

[27:22] It's also helpful to acknowledge people.

[28:25] A set of operating principles that we call agreements. These provide certainty. Have the team decide how they are going to be together.

[31:05] Communication is the third cornerstone. It needs to be open positive communication.

[33:41] A reality check is a communication tool that is a series of questions that allows you to stop and reassess the situation no matter how upset you are.

[35:57] The fourth piece is relationships. Having a shared vision, agreements, and communication leads to a positive team relationship.

[37:55] Coaching is taking on someone else's commitment as if it was your own. Then interacting with them in such a way that they get the desired result.

[43:26] If you want to find out what people value, ask questions.

[45:48] Being on a cohesive team is what keeps quality people around.

[48:08] It's not about making money now, it's about creating a plan so that you are free and money is abundant.

[53:11] Sully has been in a funk lately. As the leaders go, so the team goes.

[54:04] We need to be able to manage our emotional state no matter what is going on around us. The most profound thing Dr. Bass learned from Tony is state management.

[55:15] You can change your focus by asking yourself a better question. This can change your thought process immediately.

[58:14] A coach can ask you questions that drives you towards your vision.

[58:37] The ultimate success formula. Number one know your outcome.

[59:42] 500mg of niacin every day to lower your cholesterol and two tablespoons of Metamucil in water before each meal.

[01:02:27] A decision is to cut away from something. If you have a behavior that isn't empowering cut away from it.

[01:02:55] Master your mind, body, and relationships.

[01:04:04] Create a lifetime plan and work backwards.

[01:05:00] Create outcomes as opposed to goals.

[01:05:19] To accelerate numbers in your practice, accelerate your hygiene re-care program.

[01:10:09] If you schedule your re-care patients 6 months and 2 weeks in advance, then if you have cancellations, you can call the next schedule of people and have them fill those spots.

[01:12:18] Fortune Management is a franchised company.

[01:19:48] The three domains of knowledge. What you know. What you don't know. What you didn't know you didn't know.

Links and Resources:

MillennialDentist@gmail.com

On Instagram Dr. Sully…@Millennialdentist on Instagram Dr. Peyman…@drpeyray on Instagram

069 Staying Humble and Always Learning with Dr. Michael Pikos and Dr. Rick Sullivan Dec 04, 2018

Show notes

We have two amazing guests today. Dr. Michael Pikos of the Pikos Symposium took time out of his busy schedule to talk about the importance of always learning, the future of dental learning, new materials being introduced, why he believes in humility, and more. Sully’s dad Dr. Rick Sullivan is also here to talk about the importance of learning and share his perspective on the recent symposium.

Dr. Michael Pikos started out as pre med and in a roundabout way became an oral surgeon. He did his first implant in 1983 and is the founder of the Pikos Implant Institute. He has a private practice that is limited to implant surgery. He is a well published author and loves learning, teaching, and dentistry. Dr. Rick Sullivan is a fourth generation dentists and practices at Sullivan Dental Partners where he is joined by Sully. He is heavily involved in continuing education to ensure the latest and best possible patient care.

You can find our guests here:

Pikos Institute

Coastal Jaw Surgery

Pikos Symposium

Sullivan Dental Partners

Show Notes:

[02:00] This is the fourth year of the Pikos Symposium. This one was the most fun and had a great lineup of speakers.

[03:26] They received excellent feedback. Everything needed to be clinically relevant and evidence based.

[04:44] Sully's dad Dr. Rick Sullivan is also here.

[05:24] Dr. Rick Sullivan thought the symposium was impactful and one of the best CEs that he has ever had.

[08:11] Dr. Pikos was interested in biosciences and studied premed. Then he tried door to door sales. He wanted to go back to school and dentistry was a natural choice for him.

[13:35] He then went into oral surgery and it was a perfect fit for him.

[15:57] It's so important to look at the process as opposed to the results when choosing to become a surgeon or implant surgeon.

[17:21] Restorative dentists drive everything. It's imperative for a surgical dentist to have a handle on the restorative aspects.

[18:34] A hybrid dentist has equal skills in bone and soft tissue. With these skills, the sky's the limit.

[19:21] It's important to know your limitations whether you are a generalist or a specialist.

[19:52] Learning from Dr. Pikos and seeing how he works is an amazing form of mentorship for young dentists.

[22:35] Dentists today have access to anything they want to learn. Technology has changed everything.

[23:09] If you don't implement what you learn at the course, nothing happens.

[23:40] Do what you are comfortable doing and build on the fundamentals.

[25:01] Dr. Pikos sat in for a friend who needed someone to teach an implant class, and he got hooked on the process.

[28:03] He did his first implant in 1983, and it's been a great ride.

[31:00] Even though there is new technology, dental schools sometimes teach the same old things. Your career really begins to unfold as you start taking more CEs.

[33:29] Dr. Rick Sullivan has used all of the advanced information that he has learned from Dr. Pikos.

[34:30] The Pikos Institute opened in 1991. Dr. Pikos has spent a lot of time trying to instill what needs to be done day to day and applied immediately.

[35:41] There is a live surgery, hands on, questions, and everything done in a sequential order. Dr. Pikos whole family gets involved.

[37:37] Dr. Pikos thinks of teaching dentistry as play. He enjoys what he is doing and respects what dentists have to learn. He packages things so that they will be understandable.

[39:50] You need to enjoy the journey because dentistry is constantly changing and evolving.

[41:04] There are a lot of International speakers.

[42:23] Clinicians overseas can't use the same bone materials that we use in the US like cadaver bone.

[46:44] The future of dental learning is moving towards some of the smaller meetings and real teaching. They now go to more focused meetings where they can interface with the presenters. We also have 3D learning now.

[49:06] Dr. Pikos would also like to have something online to compliment his courses.

[50:18] The next symposium is in Orlando on March 1st and 2nd.

[52:11] All of the speakers are very credible and yet very humble. It's important to always remain humble. Dr. Pikos is a product of all of the people that he has learned from.

[54:23] Dr. Rick Sullivan was blown away by the quality of the speakers at the symposium.

[56:02] Dr. Pikos is looking forward to Tetranite as a bone adhesive. It should be a game changer in a couple of years.

[01:03:39] It's our goal to learn what we can and really showcase what the millennial generation has to offer.

Links and Resources:

MillennialDentist@gmail.com

On Instagram Dr. Sully…@Millennialdentist on Instagram Dr. Peyman…@drpeyray on Instagram

Next-Generation Biomaterials for Bone & Periodontal Regeneration

Launchpad Medical

068 Millennial Mastermind with T-Bone Speaks Host Dr. Tarun Agarwal Nov 27, 2018

Show notes

One of our favorite people Dr. Tarun Agarwal is herewith me today to talk about the Millennial Mastermind event we will be hosting together in January. Dr. Agarwal is known as T-Bone and the host of the T-Bone Speaks podcast. He also the founder of Raleigh Dental Arts. He is excited about sharing his experience and mistakes with younger dentists to help them move forward faster.

He has been a mentor of mine and had a huge impact on my life and practice. Having accountability and access to a group of like minded individuals makes progressing so much faster and easier. There will be weekends, monthly coaching calls, individual sessions, and the ability to have office meetings and watch clinical dentistry. All aspects of dentistry will be covered from clinical, business, and mindset including short-term, medium-term, and long-term thinking.

You can find our Dr. Tarun Agarwal here:

T-Bone Speaks Podcast

T-Bone Speaks Facebook

@Tbonespeaks on Twitter

Tarun Agarwal on Instagram

drA@Raleighdentalarts.com

Raleigh Dental Arts

Show Notes:

[01:40] Dr. Agarwal feels that a millennial mastermind will allow him to make the most impact while also having a positive impact on himself.

[01:56] He wants to disrupt and help people figure out how to get on the right track.

[02:48] Dr. Agarwal has had a ton of success and a millennial mastermind and giving back is really his sweet spot.

[03:22] Dr. Agarwal is only 42 years old. He has been in the business for almost 20 years.

[03:53] He started a practice from scratch and had to deal with insurance issues.

[04:29] Great things happen when you put together a small group of motivated individuals who want to achieve great things for themselves and others.

[04:48] Dr. Agarwal calls himself experienced not an expert. He pivoted from a fee-for-service practice to an insurance based practice to focusing on cosmetics and adding services.

[05:36] The mastermind is about helping people and assisting young dentists to getting where they want to be faster.

[06:05] The first two years of your practice are the most important of your profession.

[06:35] This is great for other people who want to be part of a group and associated with those who are trying to push the envelope.

[07:00] Dr. Agarwal feels that people spend too much time consuming information and not enough time doing and practicing.

[07:52] Another important thing is to actually define what you want and what your values are, so you know that the things you are trying are in alignment with what you want.

[08:20] Short-term thinking is about survival. Medium-term thinking is about creating the procedures and practices that you actually want to do. Long-term thinking is about generating personal balance.

[09:50] They'll also cover clinical aspects in the mastermind group. Dr. Agarwal wants people to gain from his experience and mistakes. His wife will also talk about the mental attitude.

[11:34] There will be weekends, monthly coaching calls, individual sessions, and the ability to have office meetings and watch clinical dentistry.

[12:16] Accountability is a huge part of the mastermind.

[13:53] Dr. Agarwal has been a great mentor for Sully.

[14:59] If you want to participate get in touch with Dr. Agarwal or Sully.

[15:43] The first weekend is in January.

[16:02] Dr. Agarwal promises that it will be worth it, or he will personally write you a check.

Millennial Mastermind Event:

Sign up Link: https://drsullysullivan.lpages.co/millennial-mastermind-2019/ Contact Aubrey at arosenbaum@sullivandentalpartners.com

Links and Resources:

MillennialDentist@gmail.com