The Marketing Truth Most Practices Learn Too Late

0:00Podcast. I'm your host, doctor Jim Arnold. And today's guest is someone I've been around quite a bit over the past few years. And I've gotta say that every time I go to one of events, it's a it's a completely different level. Whether it's a closing institute or progressive dental marketing, the education is always phenomenal. The guests are world class. And, I mean, these guys get people like Tony Robbins, Tom Brady, fifty Cent, Ray Lewis, and that's just like over the past year. So it's always fun to go to these events. And, you know, the most impressive thing though is really the level of dentists and vendors in the room. It's a group of people who are all really building stuff at a high level. And I was just with them a couple of weeks ago in Vegas at the Closing Institute Full Arch Boot Camp, and that whole notion was reinforced again at the Fountain Blue, which was an amazing property.

0:45But Garrett spent the last sixteen years, I think, not just in marketing, but designing systems that work with some of the highest producing implant practices in the country. Jared, I've got a lot of respect for what you've built and how you think, and I'm really excited for the conversation today. So welcome to the show, man. Oh, man. Thanks for having me, and nice to see you back from Vegas. And it was great seeing you out there with your wife, and I I know that was the first time in twenty five years she's been out there with you on the road. And you're it seems like you're traveling every week, so it was nice to get your attention out there and love having you out and always supporting the events.

1:22And and I know a lot of vendors and partners love collaborating with you. So thanks for thanks for having me on. Hey, man. It it was, it was my pleasure to be out there. I appreciate the invite. And, you know, like I said, it's always a good time. And, yeah, it's good good to see you here, and I appreciate you spending a little time with me. But, hey, I've got a million questions to ask you. We could go for three hours, I'm sure, but I better just kinda jump into it. But Let's go. You spend a lot of time around high performers. You know, whether they're high performing dentists or, you know, some of these celebrities that I mentioned and, you know, you've built something at a really high level.

1:57And that's why you're rubbing shoulders with such such incredible people. But outside of all of that, like, what are you actually enjoying most about your life right now? I mean, you got a lot of stuff going on, but but what do you really love most about your life? The best that the best thing that I love is out of all of it, like, man, I just I love when I do the big events, I bring my kids in, and they get to see it. And they're like, oh, you know, my kids, they they fill out this little thing at school. You know, I've got a I've got a five year old, a three year old, and a one year old. Well, the three is almost four.

2:32The one's almost two. And, you know, in classes, what does your daddy do? And and my my daughter wrote, he's a doctor. And I go I said I said, sweetie, I'm not a doctor. I said and then she and then I played this song with Drake. I said, I'm not a doc I'm not a I'm I'm I'm a I'm a rock star, not a doctor. So she oh my god. She starts loving it. But she knows I work with doctors, and she goes, these doctors are cool. And, man, I I honestly, I love constantly pushing for new opportunities to think outside the box, pull off events, pull off new partnerships. That that's really what drives me more than anything. And then, you know, seeing my kids and and their reaction to some of it when I when I play a video of of me, you know, getting rowdy on stage or something like that, it's that gets the most satisfaction for me right now.

3:24But love the events and and love the energy behind it and really love seeing the teams come together and and that energy, man, I just feed off of it. That's been the most I think that's the most enjoyable thing for me is the energy from everyone that gets involved with those programs. It's it's a lot of fun. Well, you know, I mean, I think that the the audience really mirrors your energy. I mean, you get up there and and you bring it every time. You know, everybody just just gets into it, and and then that makes it fun. You know, keeps it engaging. And and a lot of that is just the the audience that you attract to. You know, you're not attracting dentists who are just kinda hanging out and, you know, not really focused on growth.

4:07You're attracting the the men and women who really wanna do things at a high level. So that's gotta, like, impact your energy, and then that you know, it's just like this full loop, which I really enjoy. Whenever you do an event, Jim, you never know if anybody's gonna show up, number one. You always hope. You it doesn't matter how many of these you do. You're always worried the night before. It's like, are all these people actually gonna show up? And then you have TSA and all these things. So you're always thinking, oh my goodness. Oh my goodness. Oh my goodness. And remember, like, we've been doing these events for ten plus years. I mean, we used to do events with five people, six people in it.

4:42Like, I can remember one time my first international event, I felt like you, Jim. I was like, I'm an international speaker. You know? I'm like, I'm I'm at Jim Arnold's level now. I I I to Canada, and I was like, this was my first shot. And Bart said, hey. You're running this whole event yourself. And I was like, really? And I'm like, where's the roster? And I got the roster, and there were seven people on it in a basement in Toronto. And I said, well, you know, the cool part was is when I went up there, I was like, yes. I'm an international speaker. But two days with seven people, it was a great course. We had a great turnout. We actually did some phenomenal.

5:19A lot of those guys are still clients today. You know, we we these events used to be seven people, 10 people, 15 people. Last year with Tony Robbins, we had over 2,000 in them. I'll tell you what changed it is right after COVID, we started doing the events and we started bringing music into it and things like that. And that's really when I think the energy level, stepped up a lot. Tony Robbins is big with that. Have you ever been to a Tony Robbins event? Started going to those years ago, and and that's one of the biggest things is he integrates a lot of nostalgic music and different things to to to take people out of their comfort zone a little bit. And there's always been naysayers in the back that are like, this is weird.

6:01This is lame, but, you know, the numbers don't lie. Right? So but it does help. People wanna have fun, man. They wanna grow. They wanna have fun. Hey. You know, Tony's always been all about change your state. You know? And I know that he's very intentional about that, getting people off their feet and all the energy. And, I mean, you guys do a lot of the same things. I mean, you've really created something special. And, I I mean, it's interesting thinking about you going back to that that beginning, you know, seven people in a room. And and it's it's kinda cool because, you know, over the last twenty five, thirty years, like, I've been very involved in in kind of dental education space. And I used to be involved with groups that, you know, we we'd put on an event for a thousand people, you know, or 200 people or 20 people or 10 people.

6:45And, you know, there's value in all of those things. And, you know, the energy from a big group, there's something about that that just it's amazing to be in that environment. I know you really thrive on that. But I love the fact that you started in that smaller group environment because that's kind of what I've gone back to with my events. I I love when you got 10 or 15 people in the room and you can go deep. You know, you can really talk about the stuff that matters, and you get beyond that surface stuff that sometimes is hard to get past in a bigger room. 100%. I mean and and I think what it boils down to, Jim, is you can't you can't go away from what got you to where you are today.

7:26Yeah. I think a lot of times people, as they grow, they think they gotta reinvent themselves completely or do things completely different. Sometimes you just gotta go back to basics. Yeah. And and and, you know, as as the events grew bigger, you know, one of the things that we when Bart and I got this thing going, you know, it used to be, you know, very small numbers, one on one. So, you know, we would literally I would book Bart. Our Bart would say, hey. We're gonna hit up this market. And and, you know, Bart was running multiple jobs at the same time. He was a distributor for Millennium Dental Technologies. He was selling lasers. A lot of people don't know that. Like, they see us as full that.

8:04Yeah. This is full arch. You know, Bart calls me up, and he says and and and I came from the finance world. So I'm I'm I'm like, my business is just crumbling. I had some success right out of college, and then it all just, like, fell off a cliff. And Bart and I are best friends from from high school, and he says, hey. Come check a look at this. I'm starting to do this with my dad. He just put laser technology into his practice, and I think there's something here. And I go, Bart, the economy is crashing. Lasers? I'm like, what are you what are you talking about? You know, Star Trek? Like, what is what's going on? He says, no. It's all about saving teeth and health and all this stuff.

8:41And I'm like, alright. It sounds interesting. I'm like, is there any money in it? Because I'm broke, and I need something. You know? Because I gotta figure out which direction I'm gonna go into. And and my dad told me, he says because my dad ended up having a business. He left that business and ended up going work as an architect for the government. My dad said, just go take a job, you know, because of the economy or because of this, because you could give twenty, thirty years away to a job that gets you nowhere. He goes, you go into business, you take a gamble on yourself. One deal can give you what you make in a year. So I I I kinda stayed true to that.

9:14So I worked jobs in the evening as Bart and I were getting this going, and, you know, I would work part time jobs with a guy, you know, with a degree of mind. It took a lot of humbling to do some of the hourly wage jobs that I did in the night just to make ends meet. And meanwhile, during the day, I'd be brainstorming with Bart, and Bart would say, hey. We're gonna we're gonna work with these doctors with lasers. And I'm like, alright. Let's go to five offices. Let's see what works. I book them, and Bart takes me in, and I'll never forget it. It's like the scene from the movie Wolf of Wall Street where where he where he where he's in the diner, And I go because Bart's starting to make some money.

9:49And I go, how much money did you make last month? And he I'm like, you show me that. I quit everything, and I come work for you. It was just like that. So, literally, he we call we would call on these offices that had just put in this new technology, and we'd go in there, and we'd say, we can specialize in treatment planning and helping you integrate this new tech that you just spent 90 or $100,000 on. And keep in mind, this is in the heart of the great recession. Right. Right. So then it spawned from that. I would reach out to offices and book Bart. So Bart would fly to city by city every every other week, and I'd book him appointments. And then he'd go in and meet with doctors about getting more active with that technology so they could save more teeth and do more full mouth reconstructions in the process.

10:32So it really kinda led into the full mouth world even before we got into implants. For years, people made fun of us in implants, but the the key here is sometimes you gotta go back to your roots. Like, you know, smaller programs, we're now starting to integrate more smaller programs. We just lost our platinum program with our biggest clients. We just had them down in The Bahamas. We had a group of about 25 of them, some of our biggest clients. And you hit the nail on the head, Jim. You gotta have those intimate groups too because that's where the relationships really get fostered. And and, you know, those are the things that got us here today, and those are things now we we've gotta implement to go to the next level.

11:08I love that. I really love that. Getting back to your roots, so to speak. And, you know, just going back to that first conversation with him, though, I mean, you thought he was crazy, didn't you? You're like, what the hell? It's a great recession, and these are high ticket items. Like, what are you doing? I mean, like, what actually kept you in the conversation? We were both we were both trying to find anything that would stick at that stage in our careers. Yeah. So, you know, Bart was always the the entrepreneur. You know, I went to University of Miami. He took off and, you know and and keep in mind, Bart's got two sisters that are dentists, his other sister's attorney. And and let's just say and Bart will tell you on stage.

11:47Yeah. He wasn't the best student. He liked to have a little fun. So Bart and I, our first project we our first event we ever did was in health class. We planned his sixteenth birthday party. This was before social. Hey. You ever saw the movie project x? Yeah. I'm telling you, it was project x before social media. We had over 600 people show up. Pops couldn't even break it up. 600? For 16? That's insane. It was I mean, I we we had a we we we took a European exchange student. We had a European house DJ before that was even a thing. Smoke machines, fog machines. It was our biggest success. The only downside is Bart was grounded for about two years after that. So I didn't see him for a while.

12:30And so we had a lot of time to think of new ideas and things we could do next. Oh, Jesus. His sixteenth birthday goes down in Palm Harbor, Florida history where we grew up. Wow, man. That's a that's a good one. Holy cow. Well, I mean, I I feel like I mean, you guys, obviously, the friendship at the core of this that, you know, there's a lot of trust and that that long term relationship, you know, goes a long way, obviously. But, man, during that first year or two, mean, I were there times where we're just like, there is no way this is gonna work out? I mean, there there had to be. Was there any doubt about it? Well, all I remember from University of Miami, and then I I I I got my business degree there, and I I Yeah.

13:14You know, you learn a lot in school. Bart Bart laughs at college education nowadays unless you're gonna be a doctor or an engineer. You know, a lot of people don't gain a lot from it. One thing I always remembered from college was I had this awesome professor, and he said, partnerships never work. And that always was in the back of my mind that partnerships never work, and especially with friends or family. Right? Right. That's like a cardinal, like, sin. You know? That just, like, never works. You know? And and everybody's heard that. Oh, never do business with your family. Never do business with your friends. It never ends well. And and then and then I had this one professor who was really, really bitter. He said no partnerships work, including marriage.

13:58I mean, the guy was really, you know, he'd been through the calls. You know? So I always had that in the back of my head. Yeah. And so that was that was something that I was a little reluctant with at first. You know, I will say that tough times pushed me into giving it a chance where I would say if I wasn't in tough times, I probably would have never gave it a shot. And I'm glad I did. It was the best decision I've ever made in my life. You know, there were serendipitous things before that that you know, with our relationship and how we stayed connected. Because, yeah, I think you're lucky to have a few you have a lot of acquaintances. You have a lot of connections.

14:39And but to have some really true friends from childhood in your life, like, there's you know, I've got a couple of them. And Mhmm. You know, I would say I'm lucky because a lot of people don't have that. You know? And and and now now granted over the years, we've had our tips, but it's it's it's we've always gotten through that. Anytime we've ever had a disagreement or a fight or anything like that, we've always, you know, come back to it pretty quickly Yeah. And say, you know, I I I think the most we've ever fought is for a few hours, and then we've decided, hey. The goal here is much bigger. Let's just be on it. And sometimes you gotta blow some steam off, you know, I can take it out on him, and he could take it take he could take it out on me.

15:22So Right. Right. You you have to be with any partnership. And remember, I always had that, you know, is this person gonna screw me over? Any partnership, you always have it. Am I gonna do more work than this person? Or are they gonna do more work? Partnerships, it's always an issue. There's always a dynamic. If you've got multiple partners, one partner is doing more work than the other, or, you know, this one's financially benefiting more than the other. So you always have to look at it from that vantage point, but you have to go at these things open minded. And and I see so many even practices with partnerships struggle because you you really almost have to treat it like a a marriage. And, you know, I don't believe in divorce.

16:00So, you know, that's just the way I was raised. No matter how tough it gets, you know, I don't believe in divorce. So I love it. I think that mentality has, you know, really gone a long way for you guys clearly because I I agree with your professor. I think partnerships are are difficult. You know what I mean? In dentistry in particular. I mean, a lot of times you got egos and you got disagreements and all that sort of thing. But I I think that that base friendship you guys have, you know, has served you well. But it that even that, it doesn't happen automatically. You see friendships dissolve and evaporate. You see, like, brothers who go into business together I mean, man. Completely falls apart, you know, because of, you know, whether it's money or whether it's time or just disagreements over, you know, your direction.

16:41The fact that you guys have stayed, you know, kinda lockstep for this long is is remarkable. And that, I think, is one of the biggest reasons why you've been so successful. Well, I think you have to be grateful too. Like Mhmm. I was like, life is not easy. Business is not easy. Mhmm. We see so many business owners struggle. We see you see that. And and and you see so many peoples you see so many people in the day to day world struggle, and, you know, Bart brought me in, gave me an opportunity. So no matter what we go through, I'm always ever grateful to him for creating that opportunity for me and my family. And, you know, that was that that was something. And and over the years, yeah, we we have our ups and downs.

17:24But at the end of the day, we're just trying to win for each other to help, you know, support our families and and and grow something that we can be proud of and help people. And that's really the the driver out of it, and, you know, we just wanna see continued progress. But you just always I think when you hit rough roads, you always just have to look and be grateful for the people in your life and and grateful for the opportunities that you have. And, you know, sometimes people can call me like a over the top optimist, but I don't know about you, Jim, but I would rather see it as half full than half empty. I mean Oh, hell yeah. I mean I I I hate the negative narrative out there.

18:00It's just I'm a firm believer in thoughts become things. What you think about is what you bring about. And by the way, whatever frequency you're vibrating out, you're pushing that out into the world, and that's what comes back to you. And if you're walking around negative all the time, guess what? That's what's gonna reflect back to you. If you go out there high energy and positive, that impacts how people interact with you. And and and I agree a thousand percent. I think if you look at the relationship that Bart and I have built, anybody who knows us, we have we have a of similarities, but we're lot we're very different in a lot of ways. So I'm more you know, I was on when I was at rock bottom trying to find my way and then Bart picked me up, I mean, I was watching the movie, The Secret.

18:43I was big into the law of attraction before it became a big thing. Yeah. I'm a big Tony Robbins guy. I'm I'm very spiritual. I'm I'm I'm all about your concept. Thoughts thoughts become things. It's it's it's really how I live my life. Now there's a downside to that in business because I can be overly optimistic sometimes. You know, a lot of times when I go to BART I went to BART five years ago and said, we're gonna get Tony Robbins, and he said, you're out of your mind. We can't afford it. And I said, we're gonna soon. And and and, you know, in those types of things that you work at for years, and then eventually it comes to fruition. But at the end of the day, what's great is when you have a partner like Bart, a CEO, he also is very brass tacks when it comes to strategy, when it comes to finance, when it comes to growing the business, when it comes to strategy.

19:32And, you know, we're sometimes guys like me. I'm big picture. I'm I'm like, we can do anything. We can do anything we put our mind to. And then Bob will bring me down a little bit to reality, but we usually meet somewhere in the middle. And then next thing you know, you're hanging out with Tom Brady, and and the business is growing by percentages you could never have thought of. And it it brings me back to, like, the early stages, Jim, when we were getting the business going. And I don't come from a lot. Okay? I wanted to be a doctor, but I I couldn't get past organic chemistry. And that was the that was the market get past that, my friend. The weed out point for me.

20:06That and South Beach. That's for a lot of people. Seriously. South Beach and organic chemistry did it in for me. You know? Boy, that combination just doesn't seem to work. Holy cow. See, I you know, you say organic chemistry, and that brings back some bad memories. But, dude, I I was at Indiana University. We had 300 people who started that class. You know how many finished it? About 60. That is 80%. It was the weeding out process. I swear it. I mean, dude, I think the average score on our final exam first first semester was, like, 10%. So, I mean, when you can get an a at 20%, you're talking about, like, just stupid stuff. 100%. 100%. And, you know, I I think what's super cool is, you know, why does any why does any kid growing up wanna be a doctor or a dentist, all these things, beyond their parent telling them to go be a doctor?

20:58Yeah. You know? Because that's like, it's a badge of success. More maybe for the parents than the kids. But I can remember that, you know, I was a straight a student. Go be a doctor. You're gonna be a doctor. I was, you know, top of the class, medical management program. And and when when we were in that, we would go and shadow all these doctors. And I looked at it, and I and I remember shadowing all these doctors. I never shadowed a dentist, but I shadowed, an orthopedic surgeon, all these people. And my question was, I'm a young kid, how much money do you make? And how many years of school does you have to and I'm pulling it Alright. This this doesn't make any sense.

21:30You know, I'm trying to, like, figure this whole student loan thing out, and it none of it's adding up. And then I remember the coolest shadowing I did as a kid is I went with a guy who was a hospital administrator of Morton B's Hospital here in Tampa Bay. And I I got in his car. He had, like, a nice big, you know, Mercedes s class sedan. And we went from hospital to hospital, and everybody, you know, when he came in, shook his hands. And then we went to, like, this fundraiser, and the old rich lady would submit checks. And I was like, I like this side of the business. This is kinda cool marketing and sales and business. And I said, this is kind of intriguing.

22:06So, it led me to it. But, you know, when I first got going at this business, Jim, it it it it was you know, I would pencil out how I was gonna actually make any money in this business. Mhmm. And it never penciled out. And it wasn't it was like, man, how many thousands of customers do I need? Like, it was it was like a long shot to get anything going. And I think when you just become passionate about something and you've you become less about the money, you dig in, that's when things start to to to fall in place. And that's really what I enjoy most about this. It's Mhmm. You know? And now now it's trying to pencil out the next level. How do we scale in from it?

22:47Right. You know? There's there's ways to do it, and I think ways to bring it closer to you. And sometimes it doesn't always pencil out day one. Mhmm. You gotta think big and you gotta keep moving. For sure. You know, I I shared with you yesterday that I I did some research, you know, just because I I like to to feel like I've gotten to know people at kind of a deeper level so that I've got better questions and all that sort of thing. You know, obviously, part of your background, you know, finance. Coming from outside of dentistry, do you think your background helped you see things and understand things in dentistry that a lot of people who spent their whole career in the industry maybe didn't see or understand the same way?

23:23I think there's a couple things in in understanding finance that are important. And I think a lot of people misconstrue this when it comes to marketing, when it comes to business, when it comes to you know, the number one thing we hear from clients when we when we you know, we're managing, you know, upwards of almost a $100,000,000 in in ads and 80 to $100,000,000 in ad spend Wow. And growing. And, you know, we're one of the largest in the space. I think the largest. Don't quote me on it, but I'm pretty sure we're the largest. Pretty sure you are too. I can't imagine anybody being bigger than that. Here's where people get screwed up with this stuff, and and and I hope people start to put on their finance hat when it comes to growth, when it comes to marketing.

24:04Mhmm. And first thing you gotta understand is most people are living paycheck to paycheck. About 70 plus percent of the population, sometimes some of the reports show higher. Most people and this includes business owners. This includes doctors. This includes dentists. Most of them are living paycheck to paycheck, And expenses in many cases rise to income. And it doesn't matter. You know, you hear the stories of the guy, the NFL player with the 200,000,000 contract who goes broke. You hear about you know, the and I would hear stories from dentists, and I was like, guy's doing $5,000,000 a year, and he's bankrupt. And he's going bankrupt, and he's suicidal. Like, what's going on here? Like, hear these stories. And and it it it's something that plagues everybody, and I think there's a lot of financial illiteracy, and and there's a lot of challenges that affects all of us.

24:57And you start looking at, like, look at marketing as an example, and look at that as an investment. Okay? And this is where people go wrong. Like, literally, I will sometimes I tell my team the worst cancellation we ever see is a guy who's getting a eight or a nine or a 10 times return on ad spend. Yeah. Their cost of goods and their their margins are about 50%. So they're making about a 400% return on investment, and they wanna cancel because it's not enough. Yeah. And you start really looking at it even like a breakeven. When a client break breaks even on a marketing campaign, and you compare that to, like, companies like Coca Cola when they run million dollar ads on the Super Bowl, They're not looking at and I think that sometimes in marketing and finance, they're they're correlated, but we get misconstrued.

25:49When I look at my portfolio, if I make five or 10%, like, that's, like, good. And and, you know, the bank takes their pound of flesh, and everybody takes their pound of flesh, the advisers take their pound of flesh, and the government takes their pound of flesh. And at the end, what type of returns do we really get when we just have money parked? Unless we're focused on some exotic speculative investments with big upsides, but with big upside comes big risk. And I think a lot of times people in prac in private practice struggle with this understanding of true rates of return, and I think that can help practices really scale and understand. And when you really look at what we're looking mean, we have practices that have fifteen, twenty times returns on ad spend.

26:32Yeah. That's Even at a 50% even at a 50% cost of goods through the actual procedures, you're talking 800, 900%, a thousand percent return on investment per month per month, not even annualized, per month. I think sometimes we underestimate how powerful these things can be and how important it is if we can close a case or two extra, if we can get a little bit better at communicating with our patients. The the the returns are astronomical, but I think there's a lot of there's a lot of limited information on financial, and I think some of the biggest challenges in dental is the practices. These guys are just sitting there kinda by themselves. They're they're they're balancing the book almost on their bank balance, what's coming in, what's coming out.

27:19And and I think a lot of dentists struggle with financials. I think that that's a big issue I see. Well, you know, we we don't learn it in dental school. You know, it's not it's not part of our curriculum as a general rule, or if it is, it's very small and we're so focused on the other twenty six credit hours and, you know, all of our clinical responsibilities and all the things that are are feel more urgent in order to graduate that it it maybe doesn't make an impact. And I I think those are some of the things that lead to the the the depression and substance abuse and divorce and and suicide in our profession. And and so that I think I think that anybody in the industry who's helping bridge that gap, helping educate, helping dentists see things in a different light, is creating value that can can kind of start to turn those trends around.

28:08And and I think it's one of the things that differentiates you guys, you know, that that real focus on the business element that that isn't always there. And and would you say, you know, in in terms of what differentiates you guys, because there's a plethora of dental marketing companies out there. I have a lot of friends with marketing companies and got a lot of respect for what everybody does, but everybody comes at it from a different angle. What do you think really differentiates you guys from from most of the competition? I think the biggest thing that that we really hone in on is content and branding is a critical part of your strategy. Yeah. And and I see so many folks and and, again, it comes back to the financial element.

28:52So many practices, we get the calls a lot of times where it's like, hey, man. I'm about to go under. What can you do immediately? You know, I've got $5,000 a month to throw in an ad campaign. Can you get something going? And it's unfortunately, that's the riskiest type of campaign you can do. Yeah. It has the highest degree of cancellation or nonperformance because the practice is desperate. Mhmm. And and and and, unfortunately, a lot of practices get to those points. They're reliant on insurance. Mhmm. They say, oh, we've never marketed. So when they do market, it's a different world, or they've been solely referrals and insurance. So they've never really had a big struggle with case presentation and things like that. So so they're kinda just going through the motions.

29:36And Yeah. In those situations, they don't have big reserves. All of a sudden, one bad month or one bad quarter, and they're in tough situation because why? They've got the big mortgage. They've got the big student loans. They've got the cars. They've got all these bills. They've got kids in private school. I see it every day. And then all of a sudden, it's crunch time, and they start to make quick, decisions when it comes to marketing. So the first thing I say, number one, is you gotta have a good strategic foundation, and you gotta really get specific on exactly what you want. And this is this isn't just dentistry. This is anything. The more specific we can get on our goals you know, if you listen to a lot of the Napoleon Hills and all the gurus in in business and success, there's a lot of similarities.

30:23What do they all say? Get very specific with your goals. Write it down every day. Look at it every day, and and take action towards those goals every single day. A lot of practices will come to us and say, hey. I just wanna grow. I wanna make more money. Okay. Here's a dollar. You made more money. Get more specific is the number one thing. So I think on the strategy side and then dissect that, Jim, how can you break that down? If I wanna grow a $100,000, but I'm built out and I don't have enough ops Yeah. And I'm seeing a 100 new patients a month already Yeah. Like, I can't double my practice by seeing 200 new patients. Mhmm. What am I most passionate about?

31:02Yeah. Implants, full arch, cosmetics, Invisalign, sleep apnea. What is it? How can I make up that 50 k or a 100 k in an ideal world that isn't gonna break your back? That isn't gonna put you in the chiropractor five days a week. Okay? Like, this is real stuff that we talked about. The and and your bodies are also taking a toll too on this amount of dentistry. You don't understand. Yeah. So first thing is you gotta really understand a succinct strategy to get you to where you wanna and what is gonna be the most efficient way to get there based on your clinical skill sets. The strategy is a big part of it. Mhmm. Then it's, okay. How are we gonna go to market?

31:43Every practice says the same thing. What makes you different? What do they all say? We we treat everybody like family. We care about everybody. We do great dentistry. Right. We stand behind our work. Right. So does everybody else. I've never had a dentist tell me we do shoddy we do crappy work. We're not qualified. We learned this in a weekend course. Sorry, guys. I know some of you are gonna be like, oh my god. Did he say that? We learned this in a three day weekend course. We're not that good at it. We've only done a couple of cases, but give us a shot. We'll charge you more. Nobody says that. Yeah. Is everything. Content is everything. Everybody complains we want more quality leads, but then they don't wanna spend money on creating a quality brand.

32:30You got to put your brand out there. You know, I I read years long time ago before I ever started marketing, you know, twenty five years ago, it was like taboo. You know? Oh, marketing and dentistry and all this stuff. And and I kinda drank that Kool Aid for a little while. And and I didn't start marketing until I felt like I had done a lot of CE, and I felt like, hey. You know what? I'm pretty damn good now. And now I'm confident to put my stuff out there. And if I don't tell the world what I do, nobody's gonna know. They're gonna think I'm just like everybody else. And so I read this book. It said exactly that. Get your branding out there first.

33:05You gotta become, like, not not a household name necessarily, but you've gotta be recognizable so that when you start marketing, people know who you are. And the message is more likely to resonate because of that familiarity. Is is that kind of how you see it? The key thing is, you know, how do we differentiate? Yeah. Our content, I think, is that we we invested probably about eight years ago. We started investing heavily in video production, bringing our teams in. I've got a team of I think we're at about a 115 now. But, I mean, we just we just won an Emmy award for the content. I've got a wall full of awards. These guys are like like, I've got some of these guys that I could tell you could make movies.

33:43They're that good. Well, you guys do have amazing content. You really do. That is, I think, one of the biggest things. So, look, first, you gotta start with high end specific to your strategy content creation Mhmm. So that your your marketing can tell a story. And some people will say, well, you know, I don't have ten years to build a brand like Coca Cola or fifty years to build a brand. Yeah. You can cut the line. Kinda like when you go to a nightclub gym, your VIP, you go right to the front of the line. I already cut that. When you're in Dubai on your VIP retreat. I know you guys aren't waiting any lines. So you just pay the piper and you go right to the front of the line.

34:20You can do that in marketing. Create and curate high end content. Look at the biggest names in dental that you hear about. Oppa, these guys. What did they do? They just created a lot of content. Look at and and what is marketing today? It's social it's it's it's reality TV. Yeah. So the more you can document patient experience, patient transformation, and allow people to connect with you at a personal level, now all of a sudden, by the time they get to you, they've already chosen you. And that's where people would say, want quality leads. I want quality leads. But they just go right to Meta and Google and start running ads. Without that first piece, a lot of people miss the boat. And and they're not always wanting to make those investments because it's not cheap to do high quality content.

35:05AI is making things a little bit better, but it's still notably, you can tell it's AI. It's not quite there yet. So content is king. But now as you start to go out and drive traffic, understand when you're spending money, Mark Zuckerberg and those guys at Google and Meta, like, they don't care if you get results or not. We care. You care. They don't care because they have a monopoly on the market. Yeah. If I'm gonna spend money to get eyeballs because that's what you pay for when you pay for marketing, and people think they're buying results. Eyeballs. They're buying impressions. Your agency hopes you get the right impressions, but the content is what sticks it together. If the content sucks, you're gonna have a tough time.

35:46Absolutely. And then the last piece, Jim, which I think. So number one, the content and the strategy is our critical differentiator, 100%. Very few companies have the bandwidth to do what we do at scale just because it's hard. And and those that do, a lot of times, they outsource it. We bring everything in house. These are award winning top people, quality control, and we're able to do stuff at a at a reasonable price. On the second end, man, you have to invest in your team, and you've gotta get your team to be able to take a lead and turn it into a paying patient. That is not easy, and that takes work. I've sold hundreds of millions of dollars in business in my career. I'm I'm pretty good at influence, and and I think it my biggest strength is I'm pretty good at sales.

36:31I'm pretty good at closing a deal. I'm I can connect with people. I can close deals. But work at it, man. I spend over a quarter million dollars a year even to this day training, going to retreats, going to different events to try to better my skill sets. And a dentist do it. We're always trying to scale our clinical skill sets. Yeah. But our team, we we usually, when I look at teams, Jim, and even a highly successful office, you usually have a couple all stars in a highly successful office surrounded by a lot of mediocrity. That's true. And and most offices, it's mediocre, and they hire from this gal couldn't cut it at this office, so we hire her. We hire this person. We hire this person.

37:19Guys, I came into dentistry with zero dental experience. I think you can find, and I've seen some of the best administrative team members come from outside dentistry. This is one of the best progressives in the world. Yeah. Is talent galore, but we're just keep trading mediocre performers from one office to another. Let's start bringing it to the office. You get the right people, and you can train them to do anything. I mean, I remember as a young dentist, Jared, where I would I would hire resumes, and it was it was almost always a disaster. They had all this experience and had all these bad habits. And by the way, you can't train a personality. But if you got the right personality, you have the right mindset, you have the right work ethic, then you could train them to do anything.

38:00And if they're part of your culture, which by the way is more important now than ever before. I mean, we both know that it's harder than ever to attract and retain top talent. And so when you get them, you better provide that culture to where they're gonna stay because it's almost as important as as what you pay them. And it's true in any business, in your business, in my business, in a dental practice. It's it's like you gotta invest in yourself, you gotta invest in your people. And that's what's gonna continue to drive growth and put you in a position to continue creating value for the people you serve. Right? I do this thing 100%, Jim. And I will tell you, I do this thing when I get the big groups together and I've got a 2,000 people in a room, I always like to pull the audience because it gives you a good litmus test on what's going on out there.

38:46Yeah. Yeah. Because some of the some of the things that I hear all the time, if I have a room full of doctors, hundred, five hundred, a thousand, and I ask them who's having trouble with staffing, about 95% of them we'll we'll will raise their hand. Yeah. They'll they'll raise their hand. And I think it's plagued by a few things. Biggest challenge in America is employee disengagement. It's not finance. It's not marketing. Mhmm. You've got people who act as owners. I always say act like an owner, get paid like an owner. Those are your right hands. Yeah. Better do something to keep them locked in. Hell, yeah. And that's exactly what Bart did with me. Bart brought me in and made me a partner, changed my life completely.

39:32If he hadn't done that, I probably wouldn't have stayed. He brought me in. He had started the company. He gave me an opportunity, and then he said, you're gonna be my partner. And that's what got me through some of the tough times is because there's there's there's a there's a pot at the end of the rainbow. So at the end of the day, you get those a players, you gotta develop a way to keep them, whether it's commission plans, comp plans, profit sharing. You know, I had one practice that the treatment coordinator did so well, killed it, like, quadrupled the business from, like, 2,000,000 to 8,000,000. Doctor opened up two other practices, made that made that manager a partner on them. I know who you're talking about.

40:10I've seen that done I've seen that done a few times. Yeah. It's like people think that that's impossible. Nothing's impossible. Oh, absolutely. You also have team members that are completely disengaged that are working against you that literally hate your guts. Mhmm. They're working for you just checking in and out. They're sabotaging your business. They hope you go out of business. They're already planning their exit. And then the the toughest ones which we talk about are those that are just kinda coasting. I see the majority of teams in dental are kind of coasting, and they're being carried by a few all stars. The all stars out there know who they are. They carry the weight of the team, then oftentimes they share in a group bonus.

40:47Meanwhile, they deserve it all. And and and and I see that. The other thing that I see is, you know, you got to really build that team. If you invest in the team, it's game over. And and and, again, we get kinda comfortable if we're seeing results, if we're if we're seeing decent performance, we assume we don't need to do any better. And if you're not growing, you're dying. I mean, that's the that's the name of the game. You know, you you touched on something there, Jarrett, that I I think is really important. To to a certain extent, it's counterintuitive. I think a lot of people see themselves as leaders and they're strong and they can do everything and kinda become micromanagers. I think they feel as if giving away control diminishes them in some way.

41:32But the best leaders are the ones who, you know, create other leaders and distribute that leadership, which then gives people that sense of ownership, you know, that sense of autonomy and that sense that, hey, they're not you're not just pitching me stuff to do or delegating. He's delegating to me and trusting me. And that trust, I think, is what really moves the needle. And by the way, doesn't mean that that an employee or a team member is always gonna do everything right. They're gonna make mistakes like we do. You know? And and that's okay because those are learning experiences. And as long as they take that feedback and they get better and they don't make the same mistake again, that's what drives growth individually and as a company.

42:12100%. 100%. And, you know, where focus goes energy flows. I see I see offices that all they do is is is focus on how subpar their team is, how they do anything because of their team, and they can't find any good people, and I can't hire anybody. Exactly. Because that's your it's it's a self fulfilling prophecy, and it plagues demo. I've seen it. But then what what what drives me is I see the other side of it. Yeah. And when I see those offices, like, I can almost doing this for going on almost seventeen years, I can talk to a doctor in one Zoom call or one conversation or one personal interaction, and probably in about fifteen, twenty minutes, I can tell if this doctor is gonna be successful or not.

43:01Mhmm. There's a leadership element to it that is is natural. They've gotta have a positive outlook. And, you know, there are some practice owners that really struggle in that area. And and I don't think it's a bad thing. I think you have to like like, I recognize I have to become a better leader if I wanna go to that next level. Mhmm. Jim Rohn says it best. You know, you have to Jim Rohn, for those who don't know, Tony Robbins learned a lot from Jim Rohn. Jim Rohn was one of the original guys out there, and they've all kinda taken their own spin on personal development. But one of the things that he always said was, like, to be that multimillionaire, you have to become that person before you actually reap that benefit.

43:41You wanna become a billionaire? You gotta become that person. We just had hate it or love it. We just had our first billionaire dentist on Forbes recently. And I think that was pretty cool, to be honest. It was cool. You wore the provocative title. Why would I just wanna punch this guy in the face? Like, wait. What? But, hey. It's a dentist on the cover of Forbes. Yeah. It's a big deal. And look. I mean, I had a practice just the other day. I mean, guy just got a $22,000,000 valuation on his practice. Single practitioner. Like, guys, you can build generational wealth in dentistry. You absolutely can. But I think sometimes as owners, as leaders, we have to look in the mirror and say, when our team falls short, it's our responsibility, and we have to get better as leaders.

44:32And I think a lot of times because we're owner operators still, we we kinda get caught in the weeds, and we just say, I'm gonna focus on doing the clinical work. And then they outsource that to a manager or whatever who doesn't have the same benefit as as they do. So I think overall, I encourage practice owners to really focus on becoming better leaders, and I think that solves a lot of marketing problems. It solves a lot of finance problems. It solves a lot of staffing problems, but we've gotta learn to become better leaders. It's something I have to work on. We all have to work on. And I think sometimes people could take it offensively. It's like when they tell me, you need to lose weight.

45:18Yeah. I know. You know? Nobody wants to hear that, but nobody wants to hear, oh, you're you're a horrible leader. Nobody wants to hear that. But we have to kinda self reflect and say, where am I falling short? How can I get better? I'm constantly trying to look at that every day. Man, that self awareness piece is is in is absolutely critically important to being a leader. Because if you don't have that self awareness, then you're not gonna have empathy for others. And self awareness is where, you know, we become open to feedback. We become open to continue to learn. Because as you said, as soon as you stop learning, you become complacent. You start dying and growth is stifled completely. So no, man. I agree a million percent with that.

45:56You know, one of the one of the things I love about you and one of the things that I see you, like, on social media or you say it in person all the time, you run with runners, man. I love that. I love that mentality and that philosophy because, look, we've got limited days on this earth. And you wanna spend your time if you wanna be a 10, spend your time with tens. Spend your time with people, you know, creating at a higher level who we can learn from. I mean, you just said it. You invest in yourself. You invest at a level that almost nobody invests at. And that's amazing because when you invest in yourself, you've got so much more to give other people.

46:28And creating that value is what creates that, you know, that financial benefit at the end of the day. You don't do well financially unless you're creating real value for other people. And so, you know, for you, that that whole notion, run with runners, who who is the first person or the first people who kind of forced you to raise and elevate your game? Who really inspired you early on? So run with the runners is a saying that I actually used to hear a lot from my brother, and it came from my grandfather who I never knew. My grandfather passed at a young age. My grandfather was was he he came back from the war. He didn't have a lot of education, but he was he was, let's just say he was a pretty influential businessman in the local market.

47:15And he he was a character that I kinda connected to at a young age through stories. And kind of a lot of bravado, you know, would roll around in the newest Cadillacs all the time and real estate develop Developer had a had his own phone line at the local bar. You can kinda put two and two together. Yeah. Yeah. And and and he was he was he was he was kinda the guy locally. He built a lot of the local towns. So growing up, I always wanted to be a developer, and he did this with his brother. He passed young, so I didn't know a lot about him. He passed away when I was just a baby. And I always heard stories about him that I was that that my mother was like, you remind me of him and a lot of his energy.

47:52And but you just have more smarts, book smarts. He was more street smarts. And that was something that always connected with me. And and then my brother, who I was also very close to, I had an older brother who I looked up to a lot, he would always say that because he still hung out with my my grandfather's brother, and that's what they always would say. It was a saying that they said, you gotta run with the runners. And the concept was, doesn't matter where you're at in life. Mhmm. We've always heard, you're the sum of the five people you hang around. Yeah. Right. Run with runners, you run with people who are going after things, who are moving fast. Like, you can't hang out with those people and be mopey.

48:35Like, you can't hang out around a bunch of hustlers who are going for goals and who are goal oriented and be a Debbie Downer. They're not gonna hang out with you. They're not even gonna associate with you. So, naturally, when you run with runners, it's a saying that it was just like, get with people who are getting it. And then you're gonna go places. So what do I try to do? What did I do? I saw Bart running, and I was flat. I my business had failed. And I had I had swung and missed several times, and it just wasn't working out for me. But I knew I had something to go. And and, man, I remember a book too, Trump's art of the deal book.

49:13Hate them or love them. You know? President Trump is for one of his first big books, art of the deal. I read one of the things that connected to me is, like, so many people wanna be the number one, number one, number one in a business. And and he said, you can do really well-being a number two or a number three or a number four or a number five. Yeah. A lot of times ego gets in front of you guys Oh my. That are entrepreneurs that are afraid to be a number two, afraid to be number three. I just saw NVIDIA put out, like, you know, like, 80% of their employees are all worth over $10,000,000, and, like, a chunk of them are worth over 20 I'll be number 50.

49:50I have no problem with that, man. I'll be number I'll be a number 200 at NVIDIA. Yeah. Right. You know what I'm saying? But the point is, Patrick Bet David talks about this. Being a, you know, being a an entrepreneur within a business, Like and and you get in with the right practice. You get in with the right group. You don't have to be on an island all by yourself. So that was a big thing. And run with the runners was huge because I saw Bart was running. I said, this guy's running. I gotta get with this guy. And I knew him. We were tight for our whole lives, but he kept running. And I said, he's moving fast. I wanna get with him. And and at the time, it's just and I I take the same thing into my business today every day.

50:31You know, when I bring in Tom Brady, I wanna run with the runners. Yeah. I'm paying him to speak to you guys on leadership and success and growth, but, man, I wanna be in his presence, shake his hand. You know, he's playing he's playing catch with Bart's son backstage. And when you get in the presence of greatness shake shaking somebody's hand, you know, being with someone like Tony Robbins who's affected millions of people, run with the runners, guys. It rubs off on you. Success leave clues. It success leaves clues. It rubs off of you. And when in doubt, you know, if you got friends, you're alright. Hey, man. You know, I love that. I love that. And it's like, you know, when I started the Foundation Dental Alliance and luxury dental retreats and all that, you know, I I surrounded myself with those people, you know, niche experts, good friends, people I trust, people who elevate me, and people from whom I learn.

51:26You know, and that's why when we went to Dubai last August, you know, I've got Steve Rasner, who's a rock star. I've got Jeff Busky, rock star. You know Jeff real well. I know. Elijah Desmond, who I know is a good friend of yours. I mean, when when I get to spend five days with those guys in a small room with just 12 people, I mean, hey, man. I'm selfish. I was having the time of my life, but the best part of all of that was the value we created for the dentist who paid to be there and be in that room with us. And, you know, yet that's what you do on a very big level to bring these incredible humans into a room where they share their expertise and and what they've accomplished in life with dentists who may not be thinking at that level, but it just forces everybody to think at a higher level.

52:15And and that's that's really a fun thing to do, isn't it? It's what it's all about. I mean and when you get into those rooms, just things happen. Deals happen. Opportunities open up. Bart always said, take the meeting. If you get somebody that wants to talk to you, that's you take the meeting. I don't care if time doesn't permit. You get there somehow, some way. And, like Figure it out. You know, when I saw you last year in Dallas and and we sat there, we were at a a social, event at at the end of one of the, sessions, and we were just rapping. And I could immediately tell, you know, he's a runner. He's a runner. And then as as we become closer friends, and I've watched you and your interaction with a lot of these guys who are all runners.

53:07And and runners are are one of the things about runners and and the whole concept run with the runners, you see this a lot in business and dentistry particularly. You know, you have you have kind of a victim mindset, and you have a victor mindset. Half glass full, half glass empty. You know, hater. We all What? Haters. Haters. There's haters everywhere. It's a measure of success. Don't worry, guys. The more you have, the better. Trust me. But at the end of the day, when I saw that, I was like, hey. This is a guy that I wanna associate with. And and not even, like, you know, what could we do together right out of the gate. You know, when I called you up and say, hey.

53:45I'd love for you to come out to Vegas. I knew Elijah Desmond was gonna be out there. A lot of mutual friends and and collaborators were gonna be out there. I said, hey. If you're available, come out on Vegas. I'd love to have you out as my guest. And really just to run with you, just to hang out with you a little bit, just to spend a little time together. Really no motive. But I know that if I can continually build relationships with people that are thinking at a higher level, that are pushing the envelope, It's only gonna help me get better, which Love it. If I'm not getting better, I'm done. You know? And that's what it is. Jared, I feel the same way, and that's why I came out.

54:21You know? I I wouldn't have accepted an invitation like that from most people just because, hey, man. I was on the road nine out of ten weeks. You know, that was one week where I was gonna be home, but I I was I was I was happy to get the invite. I was excited to come out, hang out a little bit. And, you know, same thing. You hang out with really great people and put on great events, and and I'm I'm glad I did. And, hey, I'm glad we're talking today too. And I I'm telling you, man. I I you're I'm gonna get you on one of those luxury dental retreats sometime too. I'm in. I'm in. I like the sound of Mykonos. Oh, yeah.

54:52I know, man. We're going. We're going October. We did one, you know, we did one a few years ago. And and I will say you inspired me to say we need to do more of this. Like like, two, three years ago, we we took a group out to Mykonos, and it was incredible. So we took, like, 25 of our biggest doctors. We had a course in Vegas. Now this is right up your alley. We had a course in Vegas, and then we flew from Vegas all the way to Mykonos. Wow. Right when we landed in Mee there was tons of delays. I mean, we were flying for days. There was delays galore. We made it to Mykonos. Half of it was already there. We were doing a a dental implant mastery course at this beautiful resort in Mykonos.

55:36Yeah. And and we had some the biggest doctors. They all chipped in. So we had a big yacht one day right up your alley. Yeah. We right there, we're we're we're sea bobbing all around. You know, a couple of the doctors got a little little little had a little too much fun. No. No. We won't name any names. A couple of the doctors, but it's always good. It's always good fun. We do Yeah. Everybody had a good time. And and then one night, we went to Scorpios, and we, like, blew the place out. I mean, it was an absolute phenomenal experience. And many of those doctors most of those doctors today are still great friends, great clients. We've grown together. Some of them have had huge private equity, $2,030,000,000 dollar events, created generational wealth for their family.

56:19And it's just it's awesome to see that. Yeah. And and I think that that's so powerful. So a big push for us this year actually, your big inspiration is we wanna do more VIP retreats, platinum events, because that's really where it starts. When you get those groups together Yeah. And and I'm learning just as much as you know, I might be teaching some of this stuff, but I'm learning, you know, from the folks that I'm with. I mean, I learned from you guys. Yeah. Of course. I mean, that's what it's all about. I mean, you you wanna be with people from whom you can learn. And I I feel like you can learn a little something from everybody, but there's some people I can learn a lot more from.

56:58And and that's why, you know, the again, those small group things are those opportunities where you're sharing those experiences. Because look, man, it's great to have world class education, like, the sort of formal well, it's not even formal. It's conversational education. But then when you're doing VIP activities, and to your point, skipping the line for everything, those conversations continue. And then when you're having fine dining, like, it it continues. And you have a couple of cocktails, and you loosen up a little bit more, and and you're just sharing everything. And then in Dubai, when we're out on that 70 foot two foot yacht where, you know, Elijah's DJing and people are dancing and drinking and jet skiing, all that stuff. I mean, hey. It's not all about the education.

57:40It's about the relationships. And when you share stuff like that, like you did with those docs on Mykonos, those are long term relationships. Every doc who went to a luxury dental retreat last year is a member of my family. I mean, like, they will always have my commitment to help them in any way I can because they're a part of something special that I'm building. So I know you feel the same way. You mentioned at the start of this conversation, when you your first international event, you were in Canada talking to seven people. Most of them are still clients all these years later, and that's what it's about. A 100%. A 100%. So yeah. I mean, again, on one hand, you think, okay. We gotta do things bigger and bigger and bigger, but there's also that power where you have those private events and and the the opportunities to scale with your biggest customers.

58:34We went to the biggest event the bigger events over time because it wouldn't be so many places at once. Yeah. But now as we scale, you know, it's the old eighty twenty rule. I mean, we've got some pretty big clients that, you know, invest, you know, 7 figures plus with us a year. So, you know, we we we wanna really build and foster those relationships because those are, I mean, those are the trendsetters. And I think a lot of times people you hear about these KOLs and you hear about all these guys on stages and stuff, but I'm telling you, you know, the the same names that you hear in education over and over and over again. What I've seen is a lot of those guys, respect to all of you, but a lot of them really aren't doing a whole lot when it comes to clinical.

59:18And when I see the guys that are actually rolling the sleeves up, that are growing, you know I'm talking I'm talking dental practices doing $1,520,000,000 dollars a year. Mhmm. Non corporate owned or backed. Like Right. That exists. And I think a lot of people don't realize that that is out there and that is achievable. And, you know, I'm a big advocate for, you know, building generational wealth and leveraging private equity and those things in the right way. But I've also seen a lot of negative scenarios from it too. Yeah. My advice to my clinicians is if it's worth selling, it might be worth keeping too. So you have to think at that, and it you gotta look at what your what's best for you. And that's why I align with some of the best guys in the country like you, Elijah, and and guys who are gonna really give people good, honest feedback when it comes to transitioning and building generational wealth and setting it up properly, because you can really build something pretty unique nowadays because competition is weak, guys.

1:00:21I know a lot of you think competition is fierce. Competition is weak. That's right. I mean, you just have to make a decision to differentiate yourself and invest in yourself, invest in your team, and make the decisions that other people aren't willing to to make. Maybe work a little bit harder, but probably more than anything, work a little bit smarter. And if you want to achieve something, if somebody's already done it, then it's doable. It's just like spend some time with them. You don't have to reinvent the wheel. I mean, maybe you're super creative and you have a new idea and great. Run with it. But, if if doctor Jones is doing what you wanna do, it's doable, go figure out how they did it.

1:01:00Whether you go straight to them or you go to the people who mentor them, that's how it happens. And that's why, you know, with our Foundation Dental Mastermind, it's the same thing. We got all these great educators who've done all the stuff. And so we're hell bent on helping other dentists bend time, condense time, fast track success, learning not just from our successes, but from our failures. And and that's what moves the needle, and that's what drives growth to $15,000,000 practices, $20,000,000 practices, having the right marketing message. But as you've said before, growth isn't all about the marketing. It's about the systems. You know, you could have the best marketing in the world, but if your systems are broken or if your team isn't elevating, you know, isn't operating at that elevated level, then it ain't gonna happen.

1:01:43And I'll tell you what, one of the things I respect most about you, Jarrett, and what you guys have built is you're not just a marketing company. You're also an education company because you recognize that systems were broken. And so let's talk about that a little bit, about those systems that are broken and the things that have to change for practices so that the great marketing comes in and actually has the impact that they want it to. You know, I I like the concept of everybody's heard about the eighty twenty rule. Okay? And and Pareto's Pareto's principle. K? And and you can kind of apply that to a lot of different things. But, you know, how I apply it is is you can get 80% of the result doing 20% of the work.

1:02:29You could apply it as, you know, 20% of of the market does 80% of the business. You could apply it those ways. The one of the things I was working with a coach, and and they said I liked how they applied it. They said, you have a goal, and you start breaking down. So here's my goal. I wanna grow to a $5,000,000 practice. And I'm at at 2,000,000, I wanna grow to 5,000,000. So then you list out, okay, the top 10 things that are gonna get you there. Boom. Boom. Boom. Boom. Boom. Yeah. Select the 20% of those 10 things. And what you oftentimes find is if you pick the top two or three things in there, it'll get you 80% of the way there.

1:03:14So I I try to look at this from a different vantage point. So there's a there's a million things systems wise you can get into. I'm gonna tell you one of the biggest things that I see most common in almost every single office that struggles with marketing. Almost every single office on a sales and conversion standpoint. The biggest challenge when we when we studied this across thousands of campaigns, most offices on average take about eight hours to connect with an actual patient lead. And and a lot of offices will fight me tooth and nail, literally, no pun intended, and they'll say, we call them. We do everything. We do this. We do so we said, look. Let's track it. Let's put mechanisms in place using automation, using AI to really look at that.

1:04:09And and if you look just in general, this isn't just in dental. This is in all areas of business. Response time is the most critical element required to see optimal results in marketing, and most offices are not set up for it. They try to outsource this to call centers. They try to do this, but what happens is they lose the empathetic piece. Few years ago, we had Chris Voss, FBI hostage negotiator, author of the book Never Split the Difference, and he had a term that he coined strategic empathy. A call center overseas cannot master strategic empathy and connect at a high level with a prospective patient looking to come in and do a thirty, forty, or fifty thousand dollar full mouth reconstruction, cosmetic procedure, multi implant, or all on x case.

1:04:58It can't happen. So not only and we have to bridge the gap there between connect connection, but then we also have to build a connection with them on that phone, on that call. The sale is made on the call. A lot of people said, oh, we're in this AI world, OpenTable world. Let's just let them book online. What did we see? Show rates plummet. K? The biggest, I think, thing that a lot of offices can do yes. We can all get better at influence and negotiation and financing. But at the biggest thing, if you're going to market, number one thing, get targeted on what types of procedures you wanna get in. Do not spend a ton of money trying to drive general dentistry. Focus on niche areas where you can see larger incremental gains.

1:05:46It could be an Invisalign procedure. It could be a cosmetic procedure. It could be an All On X. Anything there this works in all these avenues. Mhmm. But you have to become obsessed with connection rate and booking rate. It's the most overlooked metric that we see in offices. And data that we've seen across the board, the difference between sixty second response time and a five minute, which is, like, stellar for most offices Yeah. Is almost four times the result. If if if we look at that, that one little thing, and any marketer that knows that knows anything about marketing in the country, there's a lot of marketing agencies, They'll all say the same exact thing. It's the biggest thing, but it's hard because it goes back to leadership.

1:06:35It goes back to systems. Mhmm. Offices, when they struggle, this is where they struggle, and they have a hard time admitting it. It's where we struggle. If I start generating hundreds and hundreds of leads for an upcoming course with Tom Brady, I deal with the same issue that all of our practice every marketer deals with this issue. So in the coming days, months, years, AI is gonna help us a lot with this, but it won't replace it completely because you still need that strategic empathy, guys. And I think everybody at admin jobs is so afraid, is AI gonna take my job? AI is gonna help us better connect quickly with these prospects, but it still needs our help with that strategic empathy. And that's where we can really hone in on.

1:07:20Become really good at strategic empathy, and all that means is sell from your heart. Coach Jay was big on that. He said, lead from your heart, sell from your heart. How do you sell? You actually truly care, and you wanna help people. People feel that. If all you're trying to create is a transaction, you're dead in the water. But I'll tell you, biggest thing that practices can look at systems wise is minimize time of lead to connection. You really want that patient still sitting in front of the computer. They literally clicked enter, and within sixty seconds, they're getting multiple calls, emails, and texts, and we're trying to make a connection. Then we gotta go into strategic empathy overload, and that cell begins on the call.

1:08:04Mhmm. To do that, you're in the best industry on planet Earth. You can make any of your dreams come true in dental. You can learn all the sales techniques. You can have the best marketing in the world. But if you don't have that piece mastered, you're always gonna struggle with marketing, guys. Man, that's that is those are just great words of wisdom, Jared. Thank you. I mean, these are good reminders for everybody. I mean and it and you said it, it's it's industry agnostic. It's just human relationships and just that being being available, being responsive, those things that my dad taught me. My dad's a real real estate agent. He's eight almost 84, and he still does it full time. And guess what? We're out to lunch, we're out to dinner, it doesn't matter.

1:08:48His phone rings, he answers it. He is available immediately. And I guess, you know, when you think about it from a consumer standpoint, when you're ready to make a sale or or I'm sorry, buy something or schedule something, in that moment, that's how you're feeling. As soon as you send that message or make that call, it kind of starts to fade away over time. So that makes perfect sense, Jared. And I to be frank, I've never really thought of it like that. That's a huge deal. Well and and and I I sent this to my team this morning, and I I liked it a lot. I said, that every single person you meet has a sign around his or her neck that says, make me feel important.

1:09:28Not only will you succeed in sales, you'll succeed in life. You know? People wanna feel important. You know? And and and that's if you look back to sales psychology, life psychology, what are most of our problems come to? We don't feel like we're loved enough, and we feel like we're not good enough. Like, that's where most problems arise. That's where most addictions arise. That's where most most challenges arise, and we all have our shortcomings, myself included. But if you look at the root of almost all of your problems, it's usually trying to fill some of those voids that has developed over years. And and dentists aren't immune to it. Team members aren't immune to it. I don't care how successful you are, you're not immune to it.

1:10:14Elon Musk is not immune to it. Jeff Bezos is not immune to it. The billionaire dentist is not immune to it. Everybody is constantly battling that. And just a rule of thumb, like, people say, oh, you guys teach sales training. We get a lot of critics, as you can imagine. We're the biggest in the space. We're we're 20 times larger than our next competitor, and a lot of people don't know that. We don't quote about it. People speculate. We have a lot of naysayers. We have a lot of critics. But what keeps me driving is I also change a lot of lives, and that's why we're successful. And and and and if I hone in on that and people say aggressive, high pressure sales tactics, no.

1:10:54Guys, it's about connection, and it's about understanding human behavior, and it's about helping people see and believe that there's a better version of themselves. And if we show that we care, guess what? You're gonna do alright in business. You're gonna do alright in practice. And and if you lead with that, but you need opportunities coming in the door. You care more than everyone. Yeah. If you don't have a team to to roll out that red carpet for patients and you don't have a mechanism to drive those patients in the door, well, you could also suffer that way as well. So, you know, I think everybody has the opportunity to serve at a high level. And, you know, coach k, I think, he was he was one of our, I think, one of our best speakers we ever had, from Duke, one of the most winningest, college basketball coaches in history, but a phenomenal leader.

1:11:45And really just kind of an average guy next door, but super, super big heart and wrote a book. It's called Leading with the Heart. You know? And I I have it right here. I mean, leading leading with the heart. Selling with the heart. Yeah. You do that, I think you're gonna really do well in anything you do. Well, you know, you've you've obviously spent some time with some pretty big names. I mean, I know I mentioned them in the intro. We briefly alluded to coach k and, you know, Tom Brady and Tony Robbins and all these kinds of people. And I I think that's amazing. And and then the money that you've invested in yourself, I think it's really great. You know, those people, when you get around those people, what do you think that I mean, what do they understand about performance that, you know, maybe average Joe or, you know, the average dentist out there doesn't really understand?

1:12:37And what can we take from them? Tom Brady, I mean, he he crushed it for us a couple years ago in Orlando. He was so good. Tom Brady, Mark Wahlberg. We had Ray Lewis there. We had Andrew Bustamante. A lot of great clinicians speaking as well. The biggest thing that I learned from Tom and and some of you that that that know about Tom Brady's story, he was not really set out to be anything special. He if you look at the videos, I mean, he was pretty darn slow. Yeah. Combine, I mean, he looked like he had lead lead in his cleats. You know? He he wasn't the most athletic. Hey, man. If it wasn't for Drew Ledsoe's injury, you never know what might have happened.

1:13:16And and Tom said something really interesting. And in dealing with him, you see that this is one of the key things. The turning point for Tom was he worked with a, sports psychologist, and he he did a lot of internal self work on managing his own, psychology and his own mental state. And, you know, a few years ago when Tom came here to Tampa and actually the bucks, I mean, sucked forever. And then Yeah. And and and and Tom shook him up. And, of course, I mean, go figure. He comes in and first year in wins the Super Bowl. Unbelievable. Unbelievable. Then the next year, he almost had it again. I I took the team. I took a bunch of my sales guys out to see a Monday night football, and I said, you know, hopefully, we get to see a Tom Brady moment.

1:14:05And everybody knows what that is. A Tom Brady moment, if you don't, you should know it's it's it's the the comeback from the impossible in the fourth quarter. And he's done it time and time again, and he's most known for that. You look at guys like Michael Jordan. They're known for when it's down to the crunch time, that fadeaway jumper, they don't miss. And it's just like electric. Tom Brady, when he gets into that zone, he's marching down the field with couple minutes left on the clock, and he won't just score one touchdown. He'll score two or three. They haven't scored any all game. He'll do it all right at the end just to, And it's like, oh my goodness. He they were playing the New Orleans Saints, and we got to watch it 50 yard line front firsthand.

1:14:49And I said, that takes a level of composure psychologically. And and and, actually, he elevates under pressure. And that was the biggest thing that I learned from him was just really spend time on your psychological state. You know, we talk about being a better leader, all those things feed into that, but be self aware of your psychology, good, bad, and ugly, and and really understand it. You know, whether that's through a personal coach, whether that's through a psychologist like he did. You know, you look at, there's a show called Billions, and they they literally would pick traders and the hedge funds. They would literally have a psychologist in there to work with these guys, and a lot of high level executives, believe it or not, guys do this.

1:15:37Yeah. There's executive psychologists out there leverage it because when you're dealing with partners, when you're dealing with investors, when you're dealing with patients, you're gonna get thrown a lot of stuff out of you. I mean, you may have a patient you may have a patient die. You may have a patient write a scathing review or sue you. Guys, if you're not tough mentally, that could take somebody out. You could go you could you could have embezzlement. It happens in a lot of practices. Something real it's not a question of if, it's when. Something bad is probably gonna happen at some point in your life. You're gonna lose a loved one. You're gonna you know, you may lose a relationship. You may lose a spouse. You may lose a child.

1:16:21We we we we don't guys, bad things can happen in life, and you have a lot of people counting on you from your patients, your team. But if you're not tough psychologically, you're gonna you're gonna crash out. I saw it with my brother. You know? I lost my brother. He was my hero, and, he was ultra successful. He he crushed it in business. He was he would I looked up to him. He was ultra successful. He always had the sports cars and the big houses, and he was the developer. And, like, I wanted to be just like him. And he was kind of emulating that vision of my grandfather run with the runners. He was picking up where he left off. And, you know, Tim Grover, we had him, Michael Jordan's coach.

1:17:05He talks about generational curses. My grandfather, you know, didn't make it too long. Was ultra successful, didn't make it too long. My brother, ultra successful, didn't make it too long. I've gotta break the generational curse. So we have to be aware of that. And and and I have I have I have five different coaches I work with at different levels, but you have to really work. Tom Brady, I think, hit that nail on the head psychological. Mark Wahlberg, different vantage point. I'm also very similar. Mark Wahlberg blew me away. I'm gonna tell you why. Mark Wahlberg is ultra successful, guys. Business ventures galore. The guys had a career beyond anything, and his past wasn't super great. Big, big, big faith. Biggest faith. And Tony Robbins talks about it.

1:17:57You know, it doesn't matter what you believe in, but he talks about it as great psychological connection. Mark Wahlberg was probably one of the best guys I've met. So genuine, so cool. And you could just tell that he has a very blessed life. Opportunities fall in his lap, and he attracts that. That's just who he is, and he he does a lot of great things to give back. Actually, when he was there, he had a family member that he was helping out, and and that was one of the reasons why he did that event. He had a family member. They were almost doing kind of like an intervention, and he was there to help a family member. And he had another guy with him who needed his all his teeth done, and he said, can we set someone up for him?

1:18:43He was he was just there to give back. Like, he wasn't there for, you know, the money. The money gets him there, but at the end of the day, you could just see a big, big connection to god. Ray Lewis. Ray Lewis had a What a guy. Major major tough life with really close call it, his life being over with with what happened, for those that know the story. And he gave his life to faith in God. And and I'm not saying, you know, to be a holy roller, do what you what you believe in, but you gotta have grace too in everything that you do. And there is there is there is part of that, and that's psychological. That's your team. That's you being a leader.

1:19:25That's you just being positive. That's one of the big things I learned from these guys is they're they're they're pretty deep at a spiritual level. They're pretty deep at a spiritual level. That's that's amazing. It it's so great to hear that because, you know, sometimes when you look at people who are really financially successful, kind of make assumptions about, you know, whatever. And and the fact that spirituality or faith or whatever, gratitude, vibrating at a different frequency. I mean, those things are all, I think, so important. And everybody has different points of view and, you know, respect all of that. But I do think there's power in, like, believing in something greater than yourself, and that's a perfect testament to that. Just believe you have favor.

1:20:09Yeah. Believe it. Believe if you do good by other people Mhmm. You make an impact and you help other people. Like, how often do you hear a story of somebody that goes all in, that's relentless, that never gives up, that puts their whole purpose around helping people Yeah. That gets stone stored out on critics, but they still keep going and they still keep going. Guys, I don't know who you are, but most of those people end up changing the world in some way or the other. Hell yeah. Like, will Love it. How are you gonna beat that? How are you gonna beat that? You you you you you you can throw anything you want at individuals like that. And and if you're relentless and you never quit, you could never fail.

1:20:50I mean, that's one of the thing my dad taught me. My dad I don't come from a lot of money, Jim. And my dad I I remember I wanted to quit playing football because I was so caught up in being a straight a student because my dad gave me a $100 every time I got straight a's. And I was like, dad, I don't know if I'm gonna be able to play football and do this. Right. Because I was up. And he said, look. Go to practice. Get your get your get your that's gonna build those leadership characteristics. Don't be a part of it. Be involved. Don't you know, the the kids that don't weren't involved in activities and sports, they got into trouble. We all know that.

1:21:24And and because idle hands, you know, create problems. And he he trained me. He said, get up at four in the morning and study and do your homework in the morning before school. So I started doing that. I'd go to bed. I was so tired. Go to sleep. Wake up. He goes, but you don't quit. When when I was coming out of college, student loan debt, like a lot of our dentists, not sure where I was gonna go. I really hadn't got anything going here with BART. When I started with BART, I mean, I was making $300 a week. You know, we weren't making any money. We were trying to figure this thing out as we go. I was working as a as in a telemarketing center at night.

1:21:59I was doing this. I was making $10 an hour Yeah. With a with a, you know, with a $150,000 education, private school education. And it's like, you know, what are you doing? You start to, like, feel my dad called me up. My dad said he goes he goes, you make sure you have your food, your car, and your house. Matter if you have to work at McDonald's. He goes, but don't do what I did, which is you know, my freshman year in college, I flew out to Dallas, Jim. My my godfather had passed away. And my dad, we flew out flew me out from University of Miami. I flew out to Dallas, and I went to a building. And at the top of the building, it was a it was the name of the firm.

1:22:41And my dad's my name was on the building. Wow. Aura was on the building. I go, woah. Woah. Woah. Woah. Woah. Woah. What's going on here? And it walks in, and it's a huge architectural firm. Multiple floors. Long story short, my dad was part of a firm. They were taking off. They hit rough economic times. My dad didn't have the reserves. My dad sold his rights to the name for $10,000. And we moved to Florida, and my dad took a government job, which is great. He's got a pension and everything, and he was never but but I always feel I always felt that maybe he regretted that a little bit. And I went in there and and and go figure, not too long after my dad left, they they landed the contract for every blockbuster video in The United States.

1:23:32Oh my god. So complete different trajectory by a decision. My dad my dad always was a great great mentor with me. He look. No matter how tough it is, he goes, don't throw in the towel. Don't give up. Don't give back to that relentless. And, you know, I think it sounds like you learned that lesson early on. And I I think that being involved in a lot of different things and being well rounded are things that that shape us and shape our character and teach us life lessons that we take, you know, throughout our life, whether it's academics or sports. Like like for us, we we I think we we had both. Or music, it doesn't matter what it is. Just be a relentless worker towards whatever it is you wanna achieve.

1:24:15And, man, Jared, I I look at you and you're at 42 years old. I mean I'll be 43 this month. Dude, you're so young and you've accomplished so much already. I mean, it's really extraordinary. I mean, again, researching you, I was I was pretty blown away. But, you know, looking at that and all that you've done at such a young age already, I mean, what are you still chasing, man? Like, what's what's next? What are you what are you inspired and motivated to do with the rest of your life? In my dream is again, I'm ever grateful for Bart Nellinger, my business partner, my best friend, CEO. He he he made all this possible, and none of this would be possible without him. I mean and and, you know, I wanna I wanna take this thing to the moon.

1:24:59I still think we're just scratching the surface. I think there's so much opportunity in in dental alone to really impact a lot of lives. I think a lot of people are afraid of, you know, what the future may hold with robotics and AI and this and that. And I still think we're a little far out on all that. We're investing millions into AI, and it's a big part of our initiatives, to to make this easier and more predictable for the practices that we work with. But, really, my goal, my vision is to create an operating system where practices can become a 100% independent from insurance where they can do the type of dentistry they love. They can create generational wealth. The teams can also partake in that.

1:25:51I wanna see teams I wanna see team members becoming wealthy. Bart did something for me years ago. He wrote an article. He was featured in a 40 under 40 thing years ago. And one of the things that Bart wrote in there was his dream wasn't for him to make all this money is he wanted me to make over a million dollars a year. And that was one of his goals, you know, when we weren't making anywhere near that. And, you know, I wanna see million dollar office managers. I wanna see dental continue to grow. We look at dental. It's one of the biggest industries out there. We've seen it compared to, like, the NFL and MLB. Like, dentistry is huge, guys. It's so massive, And it's not massive because, you know, we're all just trying to take everybody's money.

1:26:35It's massive because there's a lot of people that need what it is we're doing. So my vision is is I wanna I wanna perfect this process. I wanna help more practices. I want to see my team grow. I wanna take this to a whole another stratosphere as far as, you know, let's make let's make dental fun. Let's make it a cultural movement. Let's make it exciting. And, you know, like the song I talked about at the front end, and I could cue that video. It's it's the one where it's Drake and, like, Justin Bieber comes in, and he's like I I don't know if it's I'm a pop star, not a doctor. Like, guys, you guys are rock stars. The dentist that I see really take it out to the next level.

1:27:18They're rock star leaders. Their energy, they become infectious. We've seen it in some of the courses. Like, there's so much more here for us that I think we can tap into. So so that's really my goal. I wanna create a system. I want this to become more of a predictable system. You know, we have a lot of data over many years. I wanna create this to where it's so predictable to where an office can can really scale with a level of confidence and predictability and and and really just I wanna see this industry continue to thrive and grow, and I wanna see private practice continue to thrive and grow. And and, yeah, we'll help the the corporate groups, and we'll help strategize with them as well because there's a lot of entrepreneurs in those groups as well.

1:28:08Yeah. That have gotten to those groups. So it it's it's demo as a whole. I wanna see continue to grow and and become more fruitful and and more satisfaction for all. But but big picture, what are we really looking at here? We're looking at, you know, longevity. How do we how do we live better, longer quality of lives? And, you know, how do we impact that? And and part of that is the smile. It starts with that. You know, we hear stories about patients that get their smile makeovers, and they live an extra ten years than they normally would because their quality of life, their diet, everything goes on, their confidence, their energy. There's been studies about, you know, when people retire and they lose that that that drive and what what is the average person dies within six or seven years of retiring.

1:28:57They get all the money and then they die on a beach. You know? Right. Sense purpose and growth. And and, yeah, it's it's I think that's the biggest thing. It's it's really growth. And, you know, my big my big vision is to create something, impactful enough that, you know, I can create something truly generational for my kids as well. You know, I was that kinda leads me to the last question I have for you, Jared. I was gonna ask about that. Like, as your kids get older and they look back on, like, what you built, you know, what do you want them to really understand about that? I think it's the same thing that my father has taught me, that Bart has taught me, that my mentors have taught me is you just you just you just live with passion, put your heart into it, and you never quit.

1:29:48And amazing things can happen, and you find yourself in very unique places when that happens. You find yourself in things that maybe you never even thought possible, whether it be an event, whether it be an experience, or whether it be a vacation, things that you couldn't fathom years before. When I started this many years ago and where I was penciling it out and I couldn't see the financials working out ever, you just keep going and things fall in place. And, you know, I want my kids to be able to continue with that. And, you know, my ultimate dream would be for my kids to to continue with that same type of mindset, and and I still have a lot of work to do as well.

1:30:30So I'm I'm I'm in it. And and to build more relationships with folks like you, Jim, that, you know, are are pioneers that are looking to to push the envelope and improve and really just help others. And and, you know, in our business as a marketer, there's a lot of marketing agencies. There are dime a dozen. We're the biggest, so sometimes we can take a lot of critics. We we we can be villainized sometimes as you know? But we're also heroes to many. And I think that's the story some people don't always hear. And, you know, we be a hero for somebody. I want for dentists out there, you get to be a hero for somebody. Like, you said, really, what is my vision or dream?

1:31:16You know? I wanna be a hero for you guys. And if I can help change your trajectory, maybe give you a second chance, like, that's really what I'm looking for. And if I can do that at scale, I got a feeling that will pay off pretty well and not just monetarily. Man. Hey, Jared. This this has been great. I mean, I really enjoyed the conversation. I'm really I'm I'm proud of you. I'm proud of all the things that that you've done and the way that you've done it. And I I got a lot of value out of the conversation. I mean, I learned and I've been inspired. And I know that every dentist or every industry person who watches this is gonna get value out of it, and they they got to know you.

1:31:53They got to know you as a person beyond just all the great things that you've built, and I appreciate that. You know? Thanks for spending some time with us. We got some big things coming up, Jim. It'll be a lot of fun. End of this year, we we've got a couple big announcements coming out that are gonna we're gonna rock the industry. So we wanna bring culture, fun, leadership experience, iconic experiences, and there's gonna be a hero theme here coming up soon. Oh, man. That's a teaser. I want you guy I want you guys to to really know that that what you do does make a difference. And even though it might get hard sometimes financially, get a good plan, get a marketing strategy in place, get your team in in get your team dialed in.

1:32:39And it's it's it's not about micromanaging them. It's about getting them dialed in with your vision and and creating the vision and and going after it. And and sometimes you just need a little jolt. Sometimes you just need to get a little re reenergization, and the future's bright. We got a lot of great things ahead. So November, we've got that into Dallas. We're gonna be in July. We've got a lot of big things coming on the AI front. I know there's a lot of talk in AI. We've been investing significantly millions and millions of dollars into doing something that's gonna change the game for us. And, we've got some amazing speakers coming. We've got some amazing entertainment. We got some amazing partnerships and clinicians that are gonna be joining.

1:33:26And and one big thing that I wanna end with, you know, a lot of a lot of people, Jim, we've been doing this for now seventeen years. We started in saving teeth. For years, people criticized us because we didn't do implants. Now people think all we do is implants and full arch. And I want to change that narrative of what full arch is because we work with some of the biggest cosmetic players in the country, some of the biggest full mouth reconstruction players in the in the country. It's not all about yanking teeth and putting in all on x. It's about providing the best clinical outcome for our patients based on their needs. And when you do that, the money follows your business scales. Full arch over the years, I think to some, and even to myself, has had somewhat of a negative connotation.

1:34:17Biggest challenge we see over diagnosis. Getting back to our roots is one of the themes of today's call to more intimate events, but also understanding that full arch is not just all on x. Full arch, full mouth is really full mouth comprehensive dentistry. We started saving teeth with laser perio protocols. The success there was full mouth reconstructions that we saw inadvertently. We had no idea. It was massive. That's how we grew in the heart of the great recession. From ortho to, you know, complex cases to reconstruction. Patients that wanna keep their natural teeth to high end cosmetics. Yeah. The principles apply to all of these areas, and we've got a lot of great surprises for you guys this year. But, I mean, we are working with some of the biggest names in cosmetic dentistry and reconstructive industry.

1:35:08My my first areas that we integrated with Dawson Academy, Coyce. I won a big award for Dean Coyce's site, Coyce Dentistry, Pankey. You know, we launched our education program at the Pankey Institute on Key Biscayne. I met my wife there. And that is our core roots. It's not one dimensional treatment focused. It's how do we help more patients providing custom bespoke solutions to help them live a better longer life. That's what we're going for, and I'm excited for the industry. I think, there's a lot of change in the industry right now. There's a lot of unknowns, but I can tell you guys interest rates are coming down. Opportunities are happening within corporate dentistry, within private practice. There's a lot of things that are coming down the line.

1:35:59So don't quit. Keep moving. Run with the runners. Let's make it happen. Hey, man. I love it. That's a a great note to to close on. Thanks again, man. It's been a lot of fun. And everybody watching today, if you got any value out of this, please share this episode with somebody who could could get value out of it as well. So have a great day, and we'll see you again next time. Awesome. Thank See you soon. Take care.