Dr. Taylor Clark is the author of the hit book Beating All Odds- Discover Exactly How You Can Succeed in Life and Work. He is a practicing dentist, entrepreneur, author, dental success coach and speaker whose passion is making life better for people.
VIDEO - DUwHF #1155 - Taylor Clark
AUDIO - DUwHF #1155 - Taylor Clark
His accomplishments have been recognized in newspapers, magazines, radio, television and podcasts to many cities throughout the United States and abroad. He can tell you how to set and begin to achieve big goals quickly and easily. He can also tell you how to avoid the mistakes that may be killing your chances for personal success and happiness. Be sure to have a pen and paper handy. He’ll be giving you information you won’t want to miss.
Howard: It is just a huge honor for me today to be podcast interviewing Dr. Taylor Clark who is the author of the hit book Beating All Odds Discover Exactly How You Can Succeed in Life and Work. He is a practicing dentist, entrepreneur, author, dental success coach and speaker whose passion is making life better for people. His accomplishments have been recognized in newspapers, magazines, radio, television, podcasts throughout many cities in the United States and abroad. He can tell you how to set and begin to achieve big goals quickly and easy, he can also tell you how to avoid the mistakes that may be killing your chances for personal success in happiness. Be sure to have a pen and paper handy because he'll be giving you information you don't want to miss and I just want to say from a man who has a book I have a book that I sure as heck didn't get Brian Tracy to write an endorsement. Brian Tracy everyone knows the international best-selling author of Crete your net future says this fast-moving impactful book shows you how to do things that can dramatically increase your odds and chances of success and every area of your personal and business life and then you got the late Stephen Covey I mean congrats, he's the author of the seven Habits of Highly Effective People and leader in me and he wrote trying to beat the odds in today's sluggish climate can be frustrating and slow this book offers many proven and effective strategies that can help transform or propel your effort. So congratulations Taylor and then the greatest thing about Taylor Clark is he was named after my granddaughter Taylor Murray Farran, is that right. How did you how did you get named after Taylor when you're slightly past grammar school?
Taylor: You know what we'll just go with that my mother and father they do great things, thank you.
Howard: You know I have four kids they made five grandkids, I always said that writing a book is like having a child I mean it takes nine months to be born and then once it's written then you have to go out there and sell it and publish and all that. So what was going on in your journey that would make you a successful dentist want to write a book?
well you're not kidding about it being like having a kid it actually took me about ten months to write it and get it get it published and doing about 16 years to get it into my head. Howard I've always been an avid student of continuous growth and continuous learning and what goes in garbage in garbage out, well they kind of lied when they said that it's garbage in garbage grows garbage rots garbage days then garbage out and I just learned a long time ago that if it's to be it's up to me. I've got to get the good stuff in my head and so do our patients and you know we remember when the economy tanked back in 2008, 2007 just the Dow went down to what 6400 or something like that 26, 26 thousand right now what is it... twenty six twenty four thousand six hundred anyway it's really high but it got down to like 6400 remember that great recession?
Howard: It was Lehman's day April... Lehman's brothers day was...
Howard: September 15th 2008 which was the largest U.S. bankruptcy filing in history when Lehman's declared chapter 11 bankruptcy for six hundred billion dollars and just tanked and some states got hit more than others. I was in Arizona Arizona Texas in California got lopsidedly slapped hard.
Taylor: Yeah absolutely and you know you remember what happened with your practice and the patience and the look on their faces when they come in if they even came in at all. A lot of people that were regulars ended up not coming in anymore I mean it was just you can't come in if there's a if there's if there's an emergency a lot of people lost their jobs a lot of people lost their houses at least here in Boise. I imagine the market may have been similar there where you're at in Phoenix and and I just see the freaked out on their faces and the gloom and doom on the TV the stock market's going down to zero it said the end of the world's coming everything's doomsday and there's no getting out of this and I was just fed up and sick of the brainwashing by the media and all of the negativity on the talk shows and everything else and your podcast wasn't available back then at least to my knowledge it wasn't and it's just I thought you know what I got a story to tell. I've been studying a success and personal growth and development from the greatest success authors and New York Times bestselling authors teachers and trainers. I've been studying you at the same time as well I thought this this isn't true I got to tell a story and I want every single person that comes into my office and sits in any one of my dental chairs, I want them to know that you know what the futures as bright as our faith and we need to turn our minds off to the TV and to the gloom and doom. We need to turn it on to personal growth and development learning and and I have a story to tell and I thought I think I got a book in me and I'm gonna take the time and a double down and I write a book and every single family that comes into my office they're gonna get a gift copy this the first meeting with me or any of our other associate dentists and I want to give everybody a chance to realize that hey we have two decisions every day we're blessed open our eyes on a new day, we have a pair of glasses two pairs of glasses we can put on Zig Ziglar always said it best my one of my earliest mentors, we can put on our woe's colored glasses and see all the problems in the world and around us and attract ourselves to more problems or we can put on the rose-colored glasses and see all the goods see all the opportunities we focused on opportunities isn't it true Howard we focus on opportunities, opportunities is what we get we focus on problems the problems are what we get. So I wrote a book and that's where it all came out can't start it out.
Howard: and the movie that the Tristar hit movie Rudy was the provider of the frontier book talked about that journey go on?
Taylor: You know I I interviewed some very very very inspiring and successful people some of them very very famous and some of them that you've probably never heard of and Rudy that Daniel Ruettiger is his real name but Rudy the inspiration behind that tristar hit movie Rudy, I interviewed him for my book because his story that he got that you know the movie Rudy you've seen it everybody's seen it right...
Taylor: What an inspiration to get on the field and to make that last tackle and to get carried off the field and be the last Notre Dame football player to be carried off the field since the 70s. The real inspiration and the real story is how the heck did some kid from Indiana get that moguls down there in Beverly Hills to pay attention to him to make a movie out of his life story, that is what I wanted to tell in my book and when I interviewed him he we went over that story and I think that's five times more ten times more inspiring than the movie ever was and after we got that interviewing he was just asking me says well tell me tell me about your story what your story and and I told him my story that I share in the book and he just said wow he says your stories every bit as inspiring as my story and at that moment I was flattered and I took it as a compliment I said well thank you very much for saying that means a lot coming from you in fact would you be willing to provide the foreword for my book and he said absolutely so it just took off from there.
Howard: Wow that was amazing how did you get Steven Covey how did you how did you track that guy down?
Taylor: You know I asked Steven Covey reading that book seven Habits of Highly Effective People and The Eighth Habit and all of his other books very inspiring one of the most inspiring business authors and trainers in the country and I you know I had some networking that I did and I was able to you know through a business associate was able to get ahold of his secretary and she said send the book down and Dr. Covey review it and if he likes it he'll offer your endorsement and thank heavens for me he liked it and he gave me his endorsement and I was just Howard I'm still kicking myself I'll kick myself for the rest of my life but I was getting I was planning with him a trip to his his offices there in Provo, Utah to go get a picture with him holding my book and he had that unfortunate mountain biking accident that he fell and just never did recover, so those plans never unfortunately will never take place but I wish I would have taken advantage of it a lot sooner like I could have but a great man and appreciate his support in my book.
Howard: It's so sad because he was out there you know trying to do the right thing and he was out there exercising and mountain biking and in doing the right thing that ended his life that's always it's sighs it's tough and I don't know how to do a biking I did three Iron Man's three years in a row but my gosh after I was almost killed ran over, I mean every year for those three years one person on a bicycle in our group was ran over and killed and I said it's one a year there's a big thread on dentaltown about it and it's like so then if you go off-road it's just as dangerous to with all the rocks and Saguaro cactuses and all that stuff like that it's it's tough but that was a sad day when he passed. You know a lot of that is there are very afraid and if their patient saw that they owned a Mercedes Benz or a big house or they almost want to not be transparent but you actually give your patients a copy of your book don't you?
Taylor: I do I do every single new patient family we that's the first thing we do it's a gift new patient welcome gift and there's a letter in there and one of the neat things for me is to get a random email or a Facebook requester and or a note on social media or something about somebody who who read the book and they say it changed their life in some way or they passed it onto their struggling adult children or whatever the case may be and yeah single-family and Howard can I tell you what happened couple years ago with that?
Taylor: I got this random letter and and it's happened it's happened again since then but I got this random letter from prison and it was from it was from an inmate up there and the letter was just a heartfelt letter that said Dr. Clark thank you so much for writing your book Beating All Odds, it has changed my life it has has motivated me to not only get out of here but I'm going to get out when I do get out I'm gonna make something myself and basically I'm not coming back and thank you so much for writing that and that's why I wrote it. I wanted to be able to inspire and help make life better for every single person that comes into contact with me, provide increase for them.
Howard: Yeah but but do you agree that a lot of dentists time are very shy about their success to their patients I mean when I asked any Joe Blow on the street from where I was born in Kansas to Arizona and say if you had to have a coronary artery bypass would you rather have a cardiologist that drives you know you go or a mercedes-benz? I mean they know patients kind of equate success with well you must be kind of good I mean I don't know what he call it I mean if you were a rich athlete you were probably good in sports if you're a successful dentist you're probably good in dentistry but it seems like dentists are very shy about their success.
Taylor: Yeah totally agree with you and isn't it true that when we do get success there's nobody out there publicizing it and broadcasting it to all the cars that drive by our office. We as dentists and entrepreneurs we have to figure out how to have that share that success with the people that are trusting us with their teeth and their their health and their lives so yeah it's something that we can't be afraid to do.
Howard: You and I both went to Creighton I obviously was there out 82 to 83 you got out in 2002 but a lot of people are coming out of dental school today and I don't want to listen to grandpa Howie and I don't wanna listen Taylor because times were different back then Taylor graduated during the golden years and now it's just incredibly harder, what piece of advice would you give I'm down here in Arizona we got two dental schools in face ya one in Mesa Arizona AT Still, we got Midwestern and Glendale. These kids are coming out of school $400,000 and debt what is the number one piece of advice you wish you had known as a young dentist fresh out of school and does it still apply today?
Taylor: Oh absolutely the the principles of success Howard wouldn't you agree they're timeless in fact most of them you didn't invent, I didn't invent they they've been around for thousands of years and it's those it's those fortunate ones who pursue the principles of success that are able to find out what they are and they work in any age they work now they work 2,000 years ago they worked when you graduated in 83 when I did in 2002 and you mentioned $400,000 debt Howard I was I was on stage several years ago with gordon christensen in florida and he opened, I closed for this particular event and in his talk he said there are dentists today and this was this was in 2014 he said there are dentists that i know of today that are graduating with north of $1,000,000 debt out of dental school and it's becoming more and more common and you ask me what's the number one piece of advice that I would give to these young dentist coming fresh out of school and it would be this Howard it would be you know what you got to find yourself a mentor you got to find somebody that can help you leapfrog your way to success. You cannot learn you cannot live long enough to make all the mistakes and learn from them yourself you got to find somebody that has made the mistakes or has learned from others who have made the mistakes and you got to learn from them and leapfrog your way to success, your learning curve will be exponentially faster if you do that get yourself a mentor, plug yourself into podcasts like yours.
Howard: Yeah when you're talking about dentist North of a million dollars in debt I've seen them, I mean there was one that was all over the social media and on dentaltown he was in a orthodontist but my gosh if you go to private Creighton University undergrad you might graduate a hundred thousand there if you go to these private schools now there are hundred thousand a year but then they get accepted into grad school which can be three years to become an orthodontist and and then if they settle down and get married and have a few kids in school yeah they come out of school 1 million dollars in debt.
Taylor: Absolutely and it's not it's it doesn't seem to be getting better that the trend is continuing in that direction.
Howard: Right, so another reason I want to have you on the show not just as your book but you're such an entrepreneur you are the leader in Dental Assisting schools and you're always talking about how you know that if a dental office isn't being used on a Saturday that you think that the best idea is to operate a Saturday Dental Assisting school what talk about your journey how did you get into Dental Assisting schools and is that something you still recommend?
Taylor: Absolutely absolutely a years ago you're actually almost 15-20 years ago is when I first heard about the concept or the idea of having a Dental Assisting school in your office and I just remember just sitting there late at night one night and just it's actually rocking my newborn baby and I just got to thinking you know I got this facility with all this equipment and I've got this I've got this this physical plant that's just sitting there doing nothing for me on the weekends and it just kind of made me sick because the overhead doesn't go away I'm still paying for it just cuz I'm not open on Saturday doesn't mean that I'm still not paying the overhead and I just and I was actually forced into thinking thinking outside the box a little bit Howard I might I won't go into detail but I had a severe skin sensitivity with wearing any type of health care law and had seen five dermatologists and adhiratha pathologist and had patch testing with 150 plus allergens on my back by the specialist out of state to try and figure out what I was allergic to and long story short I couldn't practice dentistry full-time anymore and I was only three years out of school and I had to figure out a way to carry my business forward and to provide income for my family despite not being able to practice full-time and it was then that I got my first associate and figured out you know what I could take my excellent dental assistant and build a Dental Assisting school program and run half have her teach it and opened my office on Saturdays and bring people into the field of Dentistry so they don't have to go so far into debt like all of the vocational schools around many of our cities where they're going fifteen, sixteen, seventeen thousand dollars and then eight year or eight months full-time Monday through Friday and not getting the wages from their job. It's expensive for people to get into the field of Dentistry that way and I thought why not have an entry-level program and in your dental MBA series you highly recommend doctors consider an entry-level program or getting assistance from an entry-level program and it was a hit Howard it was a hit. We started our first classes about 13 years ago and and the next thing I know Channel 7 News the NBC affiliate has us on there and we're on the five o'clock six o'clock ten o'clock news and then replay it 24 hours 24 hours on the Sunday night or Sun all day Sunday and then Monday morning mid-morning news we're on again and it's just been it's been a dream and ever since then with other doctors from other parts of our state contacted me and we did assist to succeed school to and then the next thing you know Jacksonville Florida we go to Anchorage Alaska as Centerville,Utah and Michigan and there's there's over 115 offices throughout the country that have started the assistive succeed program and it's very very much alive and it is something that every dentist if your areas available I consider I highly recommend you check and see if your areas available and consider operating a Dental Assisting school program in your office it is a great source of additional revenue and provides a way for these people to get into dentistry without going so far into debt.
Howard: So is it a franchise like a territory like if somebody goes to Arizona do they get the whole state I mean I see I'm a school in Show Low, who's your dentist up there in Show Low doing that?
Taylor: Kyle, i'm not remembering his last name right off the book right off of the bat his first name is Kyle but it is not a franchise we don't desire to have any of our clients be financially obligated to us forever like franchise models are but instead yes it's a licensing arrangement where we do have an area of exclusivity that the doctor inquires about the program we see first if there is available if it is we licensed them to lock up that area of exclusivity and we have a simple five year licensing term where they pay us a licensing fee based on their school revenue they don't pay us anything until their school succeeds, we don't succeed until they succeed and then after that five year period we drop our our licensing fee and it goes away and and they get to operate that program forever as long as they're in business and stay active.
Howard: So what's the curriculum like how long does it as the assistance they go every Saturday is some of it online or ours at all on school or how does it actually work?
Taylor: You know it's the most popular way of doing it is on Saturdays and it can be anywhere between 9 to 12 weeks most of our clients including myself we do it in a 10-week course, eight hour sessions and the first two to two and a half hours is PowerPoint lecture and there's procedural videos there's embedded videos within that PowerPoint where the assistant gets up and just clicks from one frame to another to another and then there's that course operations manual that outlines what they're supposed to do in the back the five to five and a half in the in the back-office operatories where they take the people back there and teach them the four-headed instrument transfer the asepsis technique the alginate impressions the the x-rays so on and so forth and it's just a great way to teach somebody how to become an entry-level dental assistant and get into the field of dentistry with a strong foundation that they can build off of wherever they were whichever office they choose to to get into then go from there.
Howard: So on my got your without dr. Kyle D Thomas in us a shallow
Taylor: Yes Thomas,uh-huh
Howard: So is this big I guess you can measure the success very easily do people that get the franchise do they do they keep the franchise that they keep it going or they glad they did it?
Taylor: You know what had so many stories of all this is the best thing that that I've ever done it's one of the best things I've ever done for my dental dental business and like as mentioned before it it's not a franchise it's simply a licensing and arrangement where we're mentoring a doctor into building a business that has everything to do with what the doctor already knows and that's dentistry it's not a car wash it's not a sub sandwich shop it's maximizing and leveraging that physical plant and that equipment that you already have and you're already paying for and yeah absolutely it's kind of the gift that keeps on giving for those that work it and that they keep it active and the other thing that I didn't realize when I first started doing this is the real value at least for me now the revenue and it's great it can be very lucrative having that residual income come in that that's independent from me being inside doing a dob upside down underwater through a mirror all day long on 2:15 this is something where I can drive by my office and smile and see a parking lot full of cars and knowing that machine is working and that that those dollar bills are just printing whether I'm there whether I'm not there and that residual aspect of income has been very very exciting for me and many of the dentists that we work with throughout the country.
Howard: So for people listening to you right now I mean you've got your Dental Assisting school Assist to Succeed. You have your dental office All About YOU Dental all this going on what would what do you think people listening to you right now what do you think they should make their highest priority?
Taylor: If somebody's listening this podcast right now Howard it tells me what type of a person they are, there's somebody that's that's not content with mediocrity they're not content to just sit there and wallow in whatever conditions that they're in. They're trying to improve and better their situation and the highest priority that I think every dentist needs to make in place is on their family when it's all said and done family is our highest priority. They're the ones that are there through thick and thin and by all means make sure those family ties are strong and put your focus your highest focus on them and build everything else around your strong core family values.
Howard: and how many children did you have?
Taylor: I have six children my wife and I had kind of like them, alot
Howard: Yeah I had four, it's funny because there were seven kids in my family so four seems like such a smaller family and now you see people haven't even less but yeah that's amazing. So your boy followed you into dentistry didn't he?
Taylor: Actually he is actually in undergrad, he's doing his undergrad pre-dental classes right now and he thinks that he wants to be a dentist and I'm doing everything I can to support him whether he goes to dentistry or anything else but right now my oldest is pretty much going in the direction of Dentistry
Howard: Is that Jason Clark?
Taylor: No that's Tyler, Jason's my brother.
Howard: Oh Jason, your brother might God tell him tell him I thought he was your son and he'll uh he'll be skipping on air all day long.
Taylor: You wouldn't be the first person to say that.
Howard: Oh wow so you practice with your brother and now you're suddenly join ya?
Howard: So it's a family affair. When people have inactive patiences what do you think is the best way to reactivate a patient that came to your dental office years ago? What do you try to do to get them to come back?
Taylor: You know one of the things that we've done over the years that's been successful every single time we've done it is we have a well-crafted letter that we send them and we just let them know hey you know what time flies and we miss you we want you back and we we want to provide you a little incentive and there's some offers that we offer them to come back and there's actually three or four offers in our in our inactive patient or overdue recap ancient letter that we send out and we just tell them if you call by such and such date we will give you all four and the four offers I mean they have value every single one of them and they don't cost the practice much at all but in the patient's mind the perceived value is just is wonderful especially if they can get all four and having that deadline you call by this date you'll get all four it just it really sometimes overwhelms the ladies at on the business team because the phone rings so much. So yes sending a letter out a well-crafted letter in any of your listeners if they'd like that letter I certainly welcome them to email me at firstname.lastname@example.org and just let me know you'd like my recare letter and I'll work on shooting it right out to you.
Howard: email@example.com I am that's a pretty easy one to remember. You always talk to your your 86,400?
Taylor: Yes yes, I got this idea from Amy Jones and bless her heart she has since passed on. Years ago I was at a seminar and she was talking about this number that every single one of us has common 86,400 when I first heard I thought 86,400 what she talking about but Howard isn't it true every single one of us no matter who we are no matter what color or skin is no matter how tall we are sure we are every single one of us every day we're blessed to open our eyes on a new day we all have the same amount of time to succeed, we have 86,400 seconds and I like to think of it as work every single day as if we have a terminal illness and let every single second count that's a lot of time isn't it?
Howard: Yes so their is 86,400 seconds in a day there's 3,600 seconds an hour and 60 seconds in a minute just make use of your time. It seems tell me if this is odd change I mean I don't know if it's changed from back in the day but you know I graduated May 11, 87 and had my office open September 21 and almost all that time was construction. These kids come out of school they're they have fear and it's kind of like they need to learn how to swim and they just walk around the swimming pool for years dipping their toe in and all these people tell them oh you should just go be an associate at a DSO and I always say well that's an easy strategy to prove go out and find all the people from your dental school four years ago that went into a DSO and they should all still be there practicing happily ever after and you find out that the average dentist quits the DSO after a year you see them five years out of school they've worked for five different dentists. What is it about facing their fears, I mean they know they, know they should just do it but they they can't face their fears how do you see it more common today than thirty years ago?
Taylor: Well I think in every age and in every decade of Dentistry and any other business the fear is something that creeps up to all of us and even solo practitioners and business owners and associate dentists and a grad their's some great associateship opportunities out there that our long-term and they're they're wonderful opportunities but with everything their's fear and the one thing that I know for sure is if we will face our fear, the fear disappears. Face it look at head-on and start taking action towards it, you face your fear the fear disappears.
Howard: How could they be helped to face your fears, I mean I would say what would is your worst case scenario? We've had several people on the podcast where all they do is loan money for buying a practice and they say they have a only 0.4 percent failure rate. I mean what is the failure rate of opening up a new restaurant in Boise, Idaho is it greater than 0.4%?
Taylor: A restaurant yes I think a restaurant for sure.
Howard: Yeah I mean these restaurants you know 20 to 40% of them are go out of business the first year and then here's the dentist at 0.4% it's like oh my god the odds anybody can open up a restaurant but to open up a dental office you need this little thing called a dental degree which is 8 years of your life. I just they what would he think is greater fear of success or fear of failure?
Taylor: Probably fear of success, if I succeed what am I gonna do, what are people gonna think of me what's my family gonna think of me what are my friends gonna think of me. Whether it's fear of success or fear of failure we just got to look at in the eye and face it and chase it go towards it.
Howard: I was having dinner the other night with the Delta CEO delta dental insurance CEO and i was and we're talking about public speaking how you know we have this townie meeting coming up and it's amazing how some of the greatest dentists I know and the fear of public speaking is just you know it's just so overwhelming they couldn't even consider it and he was telling me he doesn't think there is a fear of public speaking he thinks they're afraid that people will like them that they'll say something it's a fear of getting accepted I thought that was a pretty profound insight from a man that there the fear success or fear of public speaking and just fear being a being not liked.
Taylor: You know whatever the fears are it's when we go and face that fear and we do that thing that we're afraid of we do that unpleasant task. I don't know about you Howard but I do know about you because I've studied a lot about you is it opens up doors facing our fear opens up doors public speaking opens up doors and they're their doors that we sometimes blow me away when I look back and think about had I not face that fear or had I not done that thing that I didn't know how it was gonna turn out I didn't know what the results would be but we my grandpa taught me this before he passed on and he was a very very successful businessman very successful and he said partner I can still see his crooked finger as he's lifting it to point out to me in 93 years 93 and a half when he passed away several years ago and he built a multi-million dollar business and what he said to me was he said partner he says you can't be afraid to go out on a limb because that's where the good fruit is, you go out on the limb you get the good fruit out there and another thing that he taught me was he says from the neck down you're worth what common laborer will pay but from the neck up there's no limit and if will study and build our minds and focus on those opportunities we're gonna get opportunities that are just incredible and some of them are gonna bring us fear and those are the ones I find that we need to we need to tackle first that we need to chase rather than run away from.
Howard: and you know I'm you're up there in Idaho my favorite billionaire has got to be a J.R. Simplot, he passed on didn't he?
Taylor: He did he's passed on and he's a great inspiration for me and his stories are just an amazing I actually got to associate really closely with his chief operating officer in in some business several years ago and and he told the story about J.R. Simplot and I loved it. He has all of his executives around the table and he'd oftentimes say well gentlemen we don't know where we're going yet but we're on our way and I think his point was is we're gonna do the very best we can to move towards our goals and we're going to take action even if we don't know exactly we're not gonna wait for all of the traffic lights to be green before we go, we're gonna get going and do the best we can along the way.
Howard: My favourite J.R. Simplot quote is, when the time is right you just got to do it. I mean you just gotta do it you don't sit there and live in fear what is shoulda coulda talked yourself out of it when the time is right you just got to do it. I mean when you only got a point four percent chance of going under open up your dental office because you know just do it it just seems so simple and I also like the other quote I'll never forget it I think was in Fortune when they asked him if he was ever gonna get into politics cuz you know run for governor or the US Senate he said why would I run for politics I already owned them all, you remember that quote?
Taylor: I haven't heard of that, sure sounds like him.
Howard: You know another thing that people fear is that if they do it it'll be a failure but you you always talk about the opposite that adversity is your greatest teacher that advert there they're afraid that something will go wrong but you think adversity is actually a great lesson.
Taylor: Oh it's it's the hidden gem to growth and it's an adversity is the greatest University and if we'll focus on on on every challenge that comes our way as as dentists as business owners as entrepreneurs it's inside those adversities it was the great Napoleon Hill coined it best in his book Think and Grow Rich when he said this is my version of it, every failure every challenge every seeming downfall or disappointment carries with it the seed of an equivalent or greater success and we just have to be focused on that seed of success we gonna be focused on how is this downfall how is this challenge or problem how is this going to propel me forward, how can I make this condition serve me and isn't it true that when we have that focus lo and behold that adversity does become the stepping stone it does become the catalyst to the growth that we were in need of to get us to that next level.
Howard: You know a lot of that you know we have a monthly magazine a lot of people are afraid to put into words you know they're they're afraid it'll be wrong and I always thought it was out this like the thing I love about having a monthly column every month since 1994 and doing the podcast is if I'm saying something or writing something I believe it. Well hell if I'm wrong I have the perfect system to get wrong information out of my head I mean trust me whenever I'm wrong I mean you can email me Howard@dentaltown.com if you're watching this on YouTube you should be watch this on YouTube they got two gorgeous bald beauties on this show you don't want to miss that on sound only on iTunes but every time I'm wrong everyone lets me know and I love that ability because think of how many people you know that believe something incorrectly and then they go through their whole life believing that which messes up future decisions so this fear thing, my dad explained fear best to me when I was little kitty said look right now Howie there ain't one person on earth thinking about you so why do you care what anyone thinks. If you want something you got to climb to the tallest mountain and screaming as loud as you can just trying to get their attention and he says everybody who's shy then is afraid of what everybody is thinking I don't have the heart to tell them no one's thinking about them, so just get out there say it write it and and if you're wrong that's that's great that's another form adversity. You're also a big fan of Lou Holtz and his three roles of life talk about that.
Taylor: You know Lou Holtz, coach Holtz is one of the one of the people I interviewed for my book and he said he's a very successful coach those that didn't know about Lou Holtz he's the late to sports at not late but he's not no longer with ESPN as the sports analyst but before he is ESPN sports analyst he was the champion of the or the coach of the national championship Fighting Irish football team and I interviewed him and one of the things he said as he taught every single team every single group of players the three rules of life and he says I've never known anybody that will follow the three rules of life that things don't work out and they don't succeed and so as we're talking until he outlines them in the end and rule the first rule is do what is right and rule number two do your best and then rule number three treat others the way you would want to them to treat you and if you'll do those three things and do your very best then things work out they have a way of working out. I kind of got a bonus nugget from from doctor or from Lou Holtz as we were interview as I was interviewing him for my book and I was right in Fast and Furious Howard and I'm writing fast and furious here with you because I'm learning as I'm talking to you and really appreciate this opportunity but another thing he said he just kind of spilled out and he said he said the time that your children made the love the most is the time when they deserve it the least and I was writing that so fast and thinking what's he saying what's he saying what's he saying and he says hello hello Dr. Clark are you there I said yeah I'm here just a second I'm just right I just writing down what you just said and and at the time that I interviewed him this was 10 years ago Howard I got six kids and back then they were all home right now I have four two of them have gone off to College but they were young they were little they get into things they would spill things and I thought oh my goodness if there's anybody on this podcast it's a parent I have found that advice to be invaluable that time your children need love and a caring and attention the most is the time when they deserve at the least. As a parent unconditionally love your children.
Howard: Yeah that is profound and when you're on your deathbed your family's gonna be all that all that matters. I also love the fact that when Lou Holtz says when when anybody meets you the first thing they wonder is can I trust you are you committed to excellence and you care about me and I mean how would you apply that to the new patient exam?
Taylor: Well I think that new patient exam we have we have the opportunity from the get-go to show that patient that we care about them and if it's just in something little like giving them a gift before they even meet you and with nothing expected in return or we're just sitting there for 30 extra seconds and listening to them and telling them you know tell me more about that if we can provide more in service value to our patients than they pay us in dollars that's the formula for success right there isn't it Howard.
Howard: Absolutely and and it's extra hard in I mean Lou Holtz talking about you know like he's trying to recruit you to play for the Notre Dame you know can you trust them you know but is the coach committed excellence but it's actually harder in dentistry like I know the difference between my iPhone and Android I know the difference of almost everything that I buy but when you buy dental services it's really invisible to the patient. I mean when you say that I need a root canal I mean I don't know if I need a root canal I just I have to blindly believe you, so you know can I trust you and then if I trust you that I do need a root canal then I'm wondering are you committed to excellence I mean are you gonna do a great root canal I mean do you do great root canals, do you care about me it's just extra hard in dentistry same thing with a lawyer you know you don't know if your lawyer is any good or not you know. So how what you know it's just harder trust is so much more important when you sell the invisible, do you agree?
Taylor: Yeah absolutely and in dentistry we're in a unique profession where people coming in if they're not a referred patient from somebody who's already a raving fan of us we got to start from Ground Zero don't we Howard and building that trust and I think it's so important that every single practice we've got it we got a look at social proof and we got to have a lot of it, gather those testimonials get those before-and-after photos get those video testimonials and have them on your website and have them where people can see them so they can look and see hey look at all these other people that have trusted Dr. Farran or Dr. Clark or Dr. Jones or whatever the case may be they did okay I want to be okay too.
Howard: Yeah and social proof is like like I don't care about any social proof about I don't want to listen to while your thoughts are on a movie or not I mean I've always thought that the most raved about movies didn't really correlate like you know like whatever but social proof is very important when you sell invisible we you know the the owner of Facebook Mark Zuckerberg his dad's a dentist Ed's Zuckerberg, he's been on the show a couple comes on about it once a year and he was saying that the most important thing on Facebook was that your patients check in because if the average Facebook user has a hundred you know followers and half of America didn't go to the dentist last year then you see your friend surely just checked in at your dental office they're thinking oh I'm looking for a dentist because if you're looking for a great dentist as a consumer I mean without social proof I mean what would you do I mean what would be the process that you would go through to try to find out if Taylor Clark was a good dentist or not. I mean I'm what would you do would you call the Arizona State Board of Dental Examiners would you call the dental schools but the easiest fastest thing to do is just see who your friends and loved ones recommend and then I've seen a lot of high quality research that says that if I was referred to your practice and I come in there already with trust I'm gonna spend three dollars where if I just come in on some Direct Mail Groupon piece and I don't know you from Adam I'm only gonna spend one dollar again because you're selling the invisible. So I'm gonna fall I leave with new patient seems like every time I talk to your dentist if I said if I was a gene you just kicked me over and I popped out and gave you a wish what would be your biggest wish for your dental practice and they always say they want more new patients, you know just new paint new patient flow equals cash flow. What three things should every dentist do to get more new patients to say yes or to even get more new patients period?
Taylor: Well when a patient comes in for the very first time the the first thing they should do is somebody should be there to call them by name to smile agree in my name and welcome to the practice we've been waiting for you been expecting you or were so excited to meet you and if at our office we like to give them we like to give them a gift we like to give them a welcome letter a gift and even a little 60-second tour of the place where they can where they can have that level of fear go down dramatically as they make the loop around the office and they see the 3d cone beam scanner and they see the the wall of fame with the befores and afters of all the people that have been treated and to see the sterilization Center and give them a tour give them a gift and let them know they're in a great place that's number one. Number two is when they when they're when they're taken back to the operatory by the hygienist or the dental assistant or whatever the case may be the person that takes them back needs to edify the doctor and say you know I don't know what I know Dr. Farran's gonna do for that broken tooth but I'll tell you what you're in the right place if anybody can help you with that broken tooth Dr. Farran can and then when a doctor comes in just take them take a moment to smile at them shake their hand look at him listen to them and let them know that they're in the right place. So they come in welcome them give them a gift give them a tour of the office take them back and edify that provider and let them know they're in a good place and that confidence of the is that true Howard that the confidence of your team they exude in you that translates over to the patient doesn't it?
Howard: Edify that's a word I haven't heard in a long time at a fight to instruct or improve someone morally or intellectually and you just said that the person giving the tour should walk around and edify the team correct?
Taylor: Yes everybody edify's everybody. You want to be truthful I mean if you don't believe that your dentist that you work with it provides top-notch care then you need to go find somebody else to work for and in every position in the office needs to edify and lift up and and praise every other position. You're in the back you've got Patti or somebody that's the does financial arrangements is on the business team you've got to be out of funny edifying her or edifying the assistants, everybody brags about everybody in the dental office and if you can't brag about somebody on the team should they really be there?
Howard: Right and that's something when you go to contain education there's there's always the the right half of the room is all the individual dentists that came by themselves to save money let their team at home the left side every row is a complete dental office they got the dentist maybe an associate couple hygienist. I mean there's like they have the whole table and I always had my team always wear a uniform or Today's Dental whatever because that's where we could attract and retain some of the greatest people that were had fell in out of love with their team their team wasn't going for it. In fact a lot of them over the years were staff that actually came to the dental seminar alone and then they would hook up with my staff because half the dentists are just came by themselves and they just want to be on the team that's going for it HR is everything.
Taylor: Can I say something really quick?
Taylor: I learned this from you a long time ago I don't remember when you did when you published your dental MBA CDs or your DVD videos do you remember the year that you published those?
Taylor: 1998 so I wish I would have watched him in 1998 that was my first year of dental school but I was fortunate to watch those early on in my dental career and one of the things that I admire about you that I learned from you is man I watched those I'm like this guy this guy has built loyalty with his staff he's got a staff that's been there for a long long time that's what I want in my office and I was very I was very much in awe about that aspect of your business and one of the things that I learned from you is is you're very good and I imagine you still are I haven't seen dental MBAs for the year for the year 2019 yet but I'd imagine you're still doing things that work back then now. You express gratitude and appreciation early and often with with your team, all the time that's you do that still don't you?
Howard: Absolutely, you know when you sell the invisible that's why I'm not afraid of any of these DSO is because I mean I'm in Phoenix Arizona that patients come in all the time to say well you know I was only I only went there a couple of times and every time I went there is a different dentist and if you when you're selling the invisible you can't have your rapid turnover and the other thing is you just got it you just can't be toxic you got to make your team feel safe. I mean it seems most seen when you come out of school that must be hard to accomplish all that I'm accomplishing right now but it's actually a hundred times easier now than 30 years ago because all my management team has all been there 20 years well when someone's been with you 20 years they don't they're not relying on you, you know what I mean I mean I could literally get ran over by a Mack truck and nothing would happen to my office dentaltown anything and as far as that dental MBA 98 I want to tell you that, what I did is after 10 years of owning a business owning a dental office I thought well I'm gonna go back for a sabbatical and go to evening school get my MBA. That was when I bought my very first laptop and I took my laptop and my new laptop and I only took notes during MBA class that applied to my dental office and it was two classes a trimester three trimesters a year so that's two four six twelve courses over two years and then every time you had to do the project you know they would say well you should do it on Apple or GE or Amazon and I'm like no I'm doing it on Today's Dental and then when I came out I read my notes I wouldn't got a I film my notes it took me 30 hours to read my notes from two years MBA school and they called it the the 30 day dental MBA and it's free on YouTube, it's free on iTunes. If your listeners on iTunes this is demonstration censored but I have a different iTunes show called the 30 day dental MBA and it's just thirty one hour audio tracks and on YouTube and what's so funny about that is it was 1998 and this is 2019, so it was two decades ago and people say this is still apply, well does geometry change in 20 years did algebra change the the Homo Sapien change. I mean everything that Lou Holtz says is gonna apply a century from now, I mean how much of Steven Covey's material is now being deleted because it no longer applies?
Taylor: None of it and you know the way you know it's Steven Steven Covey's business partner back back in the early days Hyrum Smith just sits there and shakes his head and just he says what is original about start with first things first sharpen the saw Stephen Covey took principles that have been around for thousands of years and just put them together in his own way that made the sense to him they didn't invent the seven Habits of Highly Effective People they've been around for thousands of years.
Howard: Yeah I remember when the new big deal for my boys was Tony Robbins and he was saying you know you attitude affects your altitude affects your aptitude and they were saying all that and they were all quoting on him and it was like I can remember being in the car listening to Zig Ziglar saying the same thing, your attitude determined you're altitude. I heard that was Zig Ziglar in my dad's car when I was 10 and my boys all thought it was original from Tony Robbins and I bet it wasn't original for Zig Ziglar either I mean these are just timeless things. I mean like when you hear a Christian person talking about well Jesus had treat other people like you want to be treated yeah that was in Hinduism 5000 years ago. I mean so there's many constructs in religion that I'm are dated Hinduism 3200 BC from the hit taupe Edessa one should always treat others as they themselves wish to be treated I mean we're in the people business you gotta treat other people like they wanna be treated they have to trust you, you have to trust them. I mean it's a people people who are good at people do well in business and people who do not do well with people have a very hard time in business would you agree with that?
Taylor: Absolutely and and some dentists are naturally great with people and isn't it true that we can help compensate for that by hiring and surrounding ourselves with with a team that that is greater than greater than we are in our weak areas, make our weak areas become strong.
Howard: and it's also the to me the signal of a heist all the same person like like let's say you I'm if you're always your goal should be to always hire people that are smarter and better than you. I mean your goal if you're the CEO I mean you want to be the dumbest person in the entire organization and you see it as in these companies where they're afraid to hire an assistant that would outshine them because maybe they won't get promoted up the ladder or whatever and it's just very very high self-esteem to hire people that you think are smarter faster better than you I mean I do not think I can run my company better than Lori Zillowsky, I cannot run my Today's Dental better than my office manager Dawn who's been with me 20 years. I mean they're better at what they do than I am and I feel grateful that they're on the team I'm always telling me Oh Lori said something the other day and I said Lori seriously man thanks you're always helping me and she goes oh you're welcome but you know I mean I just I just could not do with what I do if I had an an environment where I wasn't looking for the smartest people and then the other thing is so many people are afraid to make a mistake and I'm back to sports you're talking about Lou Holtz there's a reason the NFL does not like the partying in the end zone when you make a touchdown and spiking footballs because what's the opposite that when you lose you chose to cry throw a fit take off your shoes and throw them at somebody. I mean you should hate winning like losing and we have made a lot of really big mistakes over the last three decades and we just look at every one of our mistakes is a lesson and sometimes people have said to me say you probably wish I never hired you I said you know that lesson is so important that you're never gonna forget it I want you on the team now more than ever because I know one thing you're never gonna forget and that's what you just did and I do not over celebrate success for the same reason I don't cry and mourn when we fell. Their they're just they're not failures or just lessons I've had million-dollar lessons where I believe something and lost a million dollars cash in it but what I have lost a million dollars in I will not forget. You talk about Toma though what is Toma and how could every dentist leverage it following every patient appointment?
Taylor: Toma is a "top of mind awareness" and with every one of our patients that come into our office not only are we having a chance to do dentistry and make their teeth better or make their mouth healthier it's an opportunity for us to build Toma in their mind. You have 3500 dentists in your city is that what you were saying yeah well you you have obviously been good well your staffs probably a lot better than you are at building that helping build that culture of Toma but we want to we want to build top of mind awareness in the minds of every single patient that comes into our office so we put an iron cage around them so whatever they have an issue or a concern with a tooth or somebody they know a loved one has a tooth problem we want them thinking about us we want you want them thinking about Today's Dental, I want them thinking about All About You Dental and one of the things that we do to help build Toma and the minds of every patient is when they go and check out for their appointment we have a vase and I got this I got this idea it was an original of me heck hardly nothing I do is not original I try to swipe ideas that have worked for other people and and benefit from their success Dr. Brewer up in Montana got this idea from his practice haven't we have a vase of flowers carnations beautiful carnations and they cost what maybe I don't know 49 cents for a carnation and they're long stems and we have a little vial with water that keeps them fresh and we have a little send a friend card that talks about our referral reward program and there's a ribbon that's tied to each flower and every time somebody comes out we offer to get we offer them a flower and darned if there aren't patients that come to us that the one thing they want when they they come in for their appointments they want that carnation because it lasts for ten to fourteen days when they get home and that's something that we just we give out every single time we've been doing it for I don't know three or four years now and I just found that little things like that are the big things. It's not it's it's not the difference between an ordinary practice and an extraordinary practice isn't something great and grandiose it's just that little extra and that's just one of the things that we do that that helps people it reminds them they go off to work they have a little card there oh my gosh I had a great experience here I'm gonna give this away to a co-worker and it's gonna benefit me and it's gonna benefit them so love doing that anything else that can build top-of-mind awareness in the minds of the patient.
Howard: I also want to say something you know sometimes people will say you know they'll get out of school and they'll say well this guy is the top brand or I remember when I was got my first cell phone it was Motorola and Nokia and Motorola and Nokia owned the cell phone business and everybody said you know you could never go into the cell phone business now Motorola and Nokia aren't even there I want to say so I'm not the average lifespan of companies on the S&P; 500 is under 20 years the average age of S&P; company is down from 60 years in the 50s to now 20 years. So just because just because someone else is all that in a bag of chips and you're coming out of school and you're saying I can never be like that I mean my god the I mean it's just amazing. I mean you would think that by the time you were a fortune 500 company you have figured it all out you were invincible and in 20 years you're just gonna be gone and they're almost never do a car wreck where they they're looking out the windshield and stare into a wall and never looking in the rearview mirror and they always get passed from behind there everyone's so afraid about preserving what they have they never innovate. So a young company which doesn't have any legacy staff and legacy teams and the best way to explain the legacy look at your remote control I mean I've never met anyone in 56 years I knows what every button on a remote control does and that's the the concept. I mean all these people met and they all had to get their buttons on I'm from the CD you're from the VCR you're from the cable you're from the TV and the next thing you know you have a remote control with 30 buttons on it and but if someone was starting out brand-new fresh for their remote control it'd probably just be like an Xbox joystick it'd probably just have a up down left or right, I mean when you come when your car comes to an intersection you can stop and turn left, stop and turn right or go through the intersection and if anybody started their own television remote control from scratch that have four buttons. So just you know don't be afraid of who is currently the top of mind awareness big boy on the block because they always get ran over from behind. In your book you talk about a twenty five hundred dollar piece of a twenty five thousand dollar piece of advice every dentist should follow.
Taylor: Well years ago a dental consultant went into a large corporation and this corporation multi-million dollar business had kind of plateaued and I'm sure you've heard this story before it's and this was years ago so that twenty-five thousand dollar piece of advice would be more like a three hundred thousand dollar piece of advice today but the consultant was hired to come in and said look I was the executive of this business brought in this consultant said look I want you to I'm gonna study our operations and I want you to figure out what are we doing wrong what's keeping us from getting over the hump we're getting past this Plateau and the consultant said fine I'll take on that challenge give me a few days and he did. He stayed in business he looked at how things being operated and when things were done at the end of the period of time, he gave the business executive some formula to get over that hump to go to that next level and he said here's my advice for what your company needs to do, I want you to implement it and when you find out what it's worth I want you to just pay me what you feel that advice is worth and he left on his way and here is the advice. The advice was is have your key people in the business including yourself identify every single day the top four things that you could do that would have the greatest impact on your business and rank them from number one two three and four in terms of highest return on investment or return on equity of time and then go to work at the beginning of the day you go to work in earnest on number one and you don't leave number one until it's done when number one is done you go two, when two's done go to three and we all have the whirlwind we all have everything else the swirls around us and that's distracting we got to do the dentistry we got it we've got to take care of the patient we've got to do all those things but if we'll have that number one priority and try every every bit of our spare time to focus on that number one this business implemented that advice from top down in their leadership and just blew the barn doors off their production went just crazy above this plateau and they turned around and wrote this dental consultant, I mean not dental, they wrote this consultant a check for $25,000.
Howard: Interesting, I want to go back to the toma which is the top of mind awareness this'll blow your mind let's just look up from 2000 to today. In 2000 what were the top the top 15 best global brands ranked by a Forbes and fortune number of sorry number 1 coca-cola, Microsoft, IBM, Intel, GE, Ford, Disney, McDonald's, AT&T, Marlboro, Mercedes, Hewlett-packard and what is it now Apple, Google, Coke, Microsoft, IBM, Toyota, Samsung, Amazon, GE. I mean I am seen the biggest brands in the world be imploded in just like the last since the year 2000 so so you know there's always going to be you you just don't live in fear just open up your office as some guys said to me at dinner he says you know who's gonna be the next Frank Spear or or John Kois or whatever I'm saying I said it could be you I mean white I mean I've met John Kois just the loveliest guy in the world why could you not be the next John Kois. I mean if that's your goal to overtake Apple or coca-cola or Motorola just do it I'm going to end on this I can't believe we went over an hour we're 10 minutes over our brand they got an hour commute that's why we do an hour or they're gonna be on the treadmill an hour so we got people sitting on the treadmill right now saying shut up I want to get off the treadmill and go shower. You're a motivational speaker author and business mentor for dentists what mission statement do you live by with every one of your business endeavors?
Taylor: To make life better for people it's as simple as that. I want every person that comes in to come to contact with me to walk away having and being a better person and having a better life because of the interaction they have with me and with dentistry with our Dental Assisting school programs with the speaking anything else I want to make life better for people.
Howard: That is amazing and my biggest one that I love I'm so that I podcast you today was the child basically what you said the child who needs you the most deserves you the least is that do a paraphrase all right?
Taylor: Yes yes, the time that they need your love and attention the most is when they deserve it the least.
Howard: Man I'm writing that down the child that needs your time and attention the most is usually the one that deserves it the least. I mean because people don't need you when they win the Super Bowl they need you when they lost all 19 games in the season and I've seen that and I've had several patients tell me that over the years having patients for three decades I'll never forget at least four or five men told me they go yeah when my business was booming I had so many friends I was always going to parties but you know one of my business went bankrupt and I lost everything I found out that of all those friends I only had one true friend who wasn't a family member and lo and behold and one guy said I'm even here until me his name and all about him it was one of his friends that people didn't like him to be around because back in the day he did something stupid he actually served jail time in Florence for five years and then you know life goes on he got rich and famous he got caught up in the Lehman's they deal bust lost everything and guess which one turned out to be his only true friend the guy who served five years in Florence, that was his true friend not all the other people who were there for the good times not the bad and that's why I love most I tell my four boys all the time I said yeah when you're young and healthy and everything's great you'll have a lot of friends but if you snapped your neck and you were a quad can you name the only people who would be taking you to the bathroom and wiping your butt and changing your diapers, yeah it'd be your family. So our family is first business a second seriously thank you so much for taking your time today Taylor to come on to my show. His name's Dr. Taylor Clark go to his websites www.allaboutyoudental.com www.beatingallodds.com and www.assiststosucceed.com and if you want to get a copy of that letter that he sends to re-ignite patients who have fallen off the recall to come back in send them an email to firstname.lastname@example.org Dr. Clark thank you so much for coming on the show today.
Taylor: Thanks Howard it was a pleasure thank you so much.