Howard: It is just a huge honor for me today to be podcast interviewing Dr. David black DDS FICD FACD. He owned his dental practice for over 30 years he built a high level of productivity in his little practice was able to sell to a group practice and the rest of his career as a dental practice owner is history. In 2015 Dr. black decided to share his knowledge to help other dentists duplicate his level of success and started his own dental consulting company his niche was treatment planning in case presentation dr. black is currently an associate coach and consultant for dental practice solutions one of the leading consulting firms for nearly 20 years by adding the perspective of a seasoned practitioner. Dr. block adds to the proven hygiene profitability coaching that dental practice is well known for for providing to dental practices on a global level. Dr. blacks expertise as an EQ and dis trainer makes him the best person to help more patients to say yes to your patient care as well as enjoy working together as a team and love what you do for your patients. 43 years of independent practice and group practice purchased in 2011 retired from full-time practice in 2015. Well your bio goes on and on forever and ever I'll tell you why I invited you on the show was because of your book that everyone's talking about on dentaltown Dental EQ, how improving your emotional intelligence impacts your dental practice. I don't know if you wanted to start with your book but do you mind if we start with your book?
David: That would be great yeah.
Howard: EQ so how do you how many children do you have?
David: I have two children and seven grandkids.
Howard: Yeah I have four children five grandkids but I wrote a book and I tell everybody that writing a book is like having a child, I mean it takes nine months in the oven and then when it's born you've still got a lot of work to do that talked about your journey what made you decide you were gonna have a third child and it was gonna be the dental EQ book?
David: My wife has arthritis in her knee and she had to have a knee replacement and she put me on notice that I was gonna be her nurse until she fully recovered and I had been reading all of the emotional intelligence books and I just really got excited about it now read sales EQ and I thought to myself that really we could probably apply on most every point that they make in emotional intelligence to dentistry and so what I did was a book was I took what I learned in all these books I must have read six, eight books on emotional intelligence and I just started doing applications I just started an outline and said well this applies to dentistry and you know I can apply here I kind apply up there and then I'm just broken down and I spent I spent that time outlining the book and starting it and it's really become a passion of mine I just really liked how EQ emotional intelligence can be applied to everything we do in dentistry, leadership and talking to our patients talking to our team not dying of a heart attack after 20 years of doing this that's because we're under stress most the time that we're doing it.
Howard: I have always believed that the most successful dental consultants in America and around the world are all kind of armchair psychologist and if you're not gonna be a armchair psychologist counselor marriage counselor. I mean because when I talk to dentists you would think their most difficult stress would be you know endo oral surgery you know something technical and they always say it's the staff and the patients. I mean they you know I even hope you don't have any dinners in 30 years that I met that thought the panacea was to quit dentistry and start a lab so they wouldn't have to deal with the patients and what did they find out they still had to have staff at their lab and now their patients are now dentists so and I also believe that dentistry it's tough because there's a bizarre natural selection on dentistry where you can't get into dental school, med school or law school unless you got straight A's and undergrad and those really weren't the well-rounded moderate people don't you think dentists, physicians and lawyers are kind of very different than their clientele?
David: I think I know I can remember I was one of the guys who didn't have the highest grades and I got in and I know that there was a couple guys in our class I know this one guy in particular who used to sit on the front on the front row and he would always have his hand up in the air and he was just really really intelligent had a high IQ but he was dumber in a rock and some funny thing is I saw him on our 40th class reunion and he was pretty much the same it was just really introverted and set back but you know he was really top of the class. So yes I do believe that we were sort of pre-selected to not be real extroverts and some of us saw it count somehow it kind of slipped through and I really feel like any success that I did have is really I think because I got along with people and I could talk to people.
Howard: Well you know today is today is dental assistant recognition week it's always the first full week of March and my only post on it was a thank you to all the amazing dental assistants I hope you have a rockin hot happy dental assistants recognition week as Steve Jobs always said it doesn't make sense to hire smart people and tell them what to do we hire smart people so they can tell us what to do and when dentists ask me how do I do it, I actually do the least my president Lori's been there 20 years my dental office manager Don's been there 20 years the original guy who wrote the first ounce of code on dental town ken Scott still there. I mean and that's the part where you talk about the five traits of a person with a high dental IQ are knowing yourself managing your emotion knowing others many relationships and commitment. Well if you can't attract and retain people to stay with you for two decades you're really not gonna build a great company or have a great marriage I mean you can't say married 20 years you know unless you know so well you mind going through the five traits of a person knowing yourself manage your emotions knowing others managing relationships in commitment and tell the dentist's how this knowledge translates to patients trusting you and accepting treatment plan, your dental assistant I'm staying with you for 20, 30 years.
David: I wanted to bring up one thing about having people stay with you when I retired I had seven but when I sold my practice I had seven employees with a total a hundred and forty years with me so I really feel like my success was because I was able to keep these good people around I had a chairs out of system dinner with me 34 years and when I sold I love the traits about her that I loved and I actually told her Connie you probably ought to go find another job while I'm still here because I don't think when the new corporate group comes in you're gonna be able to make the cut and so she went ahead and she's she's with another guy that's mine just about my age and she's been with him another five years so yes that's I think keeping people is probably one of them things that well the attributes that I have I was able to talk to the people I was make I made them feel appreciated and they stayed with me. Back to EQ know yourself, I think one of the things you have to know is what do you like to do what you don't like to do what hits your hot buttons what sets you off like sort of situations do you want to avoid and I think that knowing yourself I think you need to be introspective I think you need to take some time alone to be quiet to shut up and just listen to what your body's telling yourself. I think that's that's what builds all the EQ things. The second thing is how to manage your emotions now that you know that I don't like to have a kid at 4 o'clock in the afternoon then you need to handle that you need to know how to handle your emotions and here again it's the knowing what bothers you and how to avoid it how to work around it what is your work around and without knowing what you're thinking of what you're doing you're not gonna be able to do the rest of it. The third point is know others and I think what you do is you realize that everybody's probably gonna have the same range of emotions they're gonna have anger and future hate love joy and what you need to do as far as knowing others is you need to understand that even though they may have the same emotions they probably won't react the things the same way you do and so handling that is how to do that how to work that angle is you have to here again you have to figure out how to talk to people how to approach him here again this is where I sort of overlap with EQ we're endless the disk we're like I'm a driver I'm a DI which is I'm a driver influencer I like to be liked I like to get things done but if most assistants are our s's they're steady you later they don't want things to change and if I go in and jump up and down and say hey we need to get this done today and a lot of times what will happen is you will not get a good response. You need to learn in knowing others how to approach them in a way that they will respond not necessarily out of your own style empathy is really the key word in knowing others it's like you have to put yourself in their shoes. Sympathy is is centered on yourself where you're thinking I feel sorry for you empathy is where you can put yourself in their shoes and know how they are feeling about about certain things. The fourth thing is how the manicure once you put all three of those together if you learn the situations that you're gonna encounter every day you try to manage how the people around you're going to react, you need to be able to when you figure out that your patient is gonna be irritated you need to learn how to calm them down and then commitment is one that's sort of come along later but they're saying that people with time emotional intelligence will be successful because they do get committed to whatever they're doing and they succeed that way.
Howard: When you talk about basic emotions like anger disgust fear happiness sadness surprise or the four pairs of opposite emotions is joy sadness anger fear trust distrust surprise anticipation. What do you think bother what do you think is affecting dentists the most which emotion do you think they have the most trouble with?
David: I think there's a lot of anxiety because of the pressures put on a practice anymore to produce and I am so relieved to not be in clinical dentistry anymore because of all the back office stuff all the HIPAA the OSHA the you know I'm now doing a little substitute work at a clinic where I just check hygiene and you know I take ten minutes to check the patient and fifteen minutes to write up the notes you know you have to write everything up and so I think that there's a lot of stress that goes on with the fear of HIPAA and OSHA and the government and getting all your records right, I don't know where that would fall in if that's fear or anxiety or distress you know stress in general.
Howard: Right so what are you doing mostly, you're working with a Deborah Seidel-Bittke who was the president and founder of dental practice solutions you know Oregon we had her on the show episode 125 is that where you're mostly full-time now?
David: I've only been with Debbie just a short time, she discovered me through a mutual friend and he was sort of talking me up and I have been doing several things I've been doing some consulting on my own but I didn't have all the back office skills like what we're doing here today and all the booking stuff and so I was struggling somewhat with that I also have been speaking I just spoke at Nova Southeast Dental school I'm going to Rutgers here pretty soon and then up to Michigan. So I'm doing some speaking on transitions you know I had a pretty good story this when I decided to retire that I had some things to overcome like not making enough money and not saving enough money and so the last 10 years of my practice I got a consultant and I learned from the consultant and I ended up saving a whole lot more money and being able to sell my build my practice up to where I made a lot more and when I sold it and then sold sold it and then I worked for these guys for four years so that I can be comfortable. I also teach in a couple places the residency program I just and I just finished up a stint with the Virginia Dental Association I was on the board of directors for that I was like a regional director for that too. So I you know crazy the tires off my car.
Howard: So Debbie Siedelbitkey RDH BS is known as a top dental consultant and like I say we had her on the show back in 125. What do you do for her because I think of Debbie as building a productive hygiene department.
David: Well she's had another doctor out of Atlanta Peter van and strumming - there's does a lot of implants and he's just come on board and then I feel like I bring to the table the fact that I'm a dentist that has gone through a lot of this thing a lot of these things that I can see the other side but for Debbie I'm going to just help her to help the class that she has to I've had in clients that I've helped schedule better to do treatment planning better. So I'm going to bring that to the table and we'll help the people be able to and go through the EQ and the discs I'm gonna try to help them to be able to present better and to be able to get people to accept treat them better so I just add an extra little an extra little thing to her very successful career and I came on with her because of her reputation I knew she had a really successful business and had been at it for 20 years and she had all the back-office support.
Howard: I said so many times on this show I don't even want to say it anymore because people are probably getting sick of it but the number one return on investment has always been a consultant and then they'll always go out and buy a hundred and thirty-five thousand dollar LANAP laser $150,000 CAD CAM $100,000 CB CT they basically double their dental school and debt with three purchases and then they still don't know the return on equity their return on assets and they sign up for all you know the average dentist now is signed up for a dozen PPOs so their fillings will get reimbursed anywhere from a hundred and fifty for a posterior composite to 225 and i'll say well how much does it cost you to produce that filling I mean where were you in the room for a half hour and what would it cost you I mean you're selling it for twelve different prices what's your cost they don't know what their costs are they don't know what your labor is they don't know any of that stuff and what's really sad is when I find these kids with really strong work ethics and they'll take that emergency through lunch and they'll stay at the end of the day they don't realize it in lunch they stayed an hour to do an MOD composite for one hundred and thirty dollars and the total cost of that was a hundred and fifty dollars. So they worked through lunch just to open up their wallet and take out a $20 bill and shred it when they could have you know gone and taken a nap you know. I mean so how do you how do you take someone who was born to fix surgery they were born to fix teeth they I mean I can remember when I saw you know when I want to be a dentist and that's what they want to do that want to know their business they don't want to know their numbers they don't want to know any of this stuff how do you be a leader and teach a kid that the business of dentistry is actually more important than the dentistry because if you drive your business into the ground you're not gonna do any dentistry.
David: It's really it's really hard I'm working with a couple young young doctors now who are doing exactly what you said they're buying all the bells and whistles and they're doing they're trying to and working through lunch working till 7 o'clock and just beating themselves up. I know that I guess my business biggest success was as far as a client was I went in and observed for two days watch what they did watch how they scheduled and I mean and I had a very good last consulting firm that worked with me and Debbie probably won't mind that I say it was in Jamison, Jamison made they really took me through the twenty five you know the twenty five systems and I just so happened I wrote them down and remember them so I thought as a consultant I could use some of those and I went in and observed how they were scheduling and I made just a couple what I consider minor changes and they increased their gross production not that's before their insurance they increase their gross production by five hundred thousand dollars in 12 months simple stuff wasn't brain surgery but I think that teaching people time management and how to use your assistants and how to and then like Debbie does it's like you show them how to get their assistants productive and have them participate in in the treatment planning is I mean it's really is where the money is, it's learning how the schedule how to handle yourself how to get your assistants and hygienists to do things that you shouldn't be doing.
Howard: Well you know how when you said you didn't think Debbie would mind if you mentioned that you're with Jamie Cathy Jamison I should say Dr. Cathy Jamison she has a PhD now I'm so proud of her getting that and her husband John Jamison, is because people like Cathy Jamison John Jamison Debbie, they don't think in fear and scarcity like I have people come on tell me all the time you know that they spend half their life competing with the guy cross street well the guy cross street ain't competing with these compete with big screens and SUVs and vacations to Disneyland I mean none of those people think in fear scarcity also when you said Cathy Jamison said I merely thought of her and her husband John Jamison dentist and then it made me also think of the other dynamic doer Deborah Englehart Nash and Ross Nash you and I were at the American Academy of cosmetic dentists annual meeting in Puerto Rico and you me and Ross Nash had our picture taken and we were the three amigos and it was so hilarious because there were three dentists for these three big bald heads do you remember that?
David: Oh yes yes I definitely remember that, that's the first time I met you and I think that may be the only time I really run into you and it was it was fun Ross is a good buddy and a lot of fun I see him fairly often and he's only three hours away at Charlotte so I get down there occasionally I've helped him actually I've worked at one of his Continuum's I just went down and sort of shadowed and helped him look over the shoulders of the dentists who were down there so yes we're good friends and yes I enjoyed I enjoyed the AACD meetings that I went to it was a lot of fun.
Howard: Well you know it's nice to make you know when when I look at the dentist my age they've been out thirty years that are collecting two to five million dollars a year in a single location they've had all the consultants. I mean they have they have a different one every year I the the number one practice I know that just crushes it on on all cylinders I don't want to say his name because him I get back to Jerome Smith in Lafayette Louisiana and maybe that's a bad thing but I mean every every year he's gonna try someone else he says I've never ever hired someone that if it costs a dollar I didn't make a dollar ten back number two it makes your life easier and less stressful because they put in more systems and more things and you you tell dentist that and they don't want to do it. I tell them that on dental implants sure it costs more if you buy one from Nobel Biocare or Straumann or Biohorizons or Dentsply's Asteroid or whatever but if you don't have a human relationship of that implant company you're never gonna be a great implantologist. I mean my dental implant rep I mean it's like 10 20 percent information and 80 percent hey we're all meeting at you know at this bar Friday night we're gonna watch this MMA game and you're sitting there watching an MMA game but you're sitting at a table with five guys who place 20 implants a week. I mean so it's all the relationships it's it's all that type of stuff I'm thinking you hope growth and abundance not fear and scarcity, making relationships. I want to go back to your book though one last thing the one thing that is I wanted to bring you on because of your book is the fact that when I go to the store and I buy I'm a health food fanatic so it would be probably something like hot flaming Doritos and a bottle of you know Mountain Dew but I know I know what the products are that I buy I mean I know why I bought an iPhone and not a samsung I know why I what I buy but when I go to the doctor and he says you have four cavities oh how do I have to trust you and it seems like so many of these dentists are so challenged because number one if I tell David black he has four cavities and he doesn't believe me then I just feel shattered it's like oh my god he didn't do it I am I'm shattered. You know how do you get the dentist trained emotionally to not own the fact that yeah for like some dentists will say well I can't tell David he has four cavities and needs a deep cleaning and all I you know I I wouldn't want to go to a doctor that was sitting there saying well I can't tell Howard he has prostate cancer and lung cancers. How this all affect treatment plan presentation because I seriously believe if you don't understand treatment plan presentation then you're you're limited to one tooth dentistry the patient comes in they point to this tooth and needs a root canal and a crown that's her insurance for the year it's just on and on and on then you walk across the street in the same city the same zip code the same country and the dentist presents well you actually have four cavities and need a root canal and a crown so how do you go from one tooth dentistry and then after four or five years some make it up to quadrant dentistry and then at the very end of the game probably only five percent of dentist just live in full mouth comprehensive dentistry, how do you how do you walk them up that stairway?
Daid: This is the I think the main thing is listening skills gets getting to know the person interviewing them find out what they could they are first and then you you go step by step and I think what you have to do is give them complete dentistry, I think you have to tell everything and then you get into are they ready but that takes listening and I think a lot of and a lot of times I'm thinking of course I was in a small city and you know I couldn't be a full-time cosmetic dentist the whole time so I did a lot of read and better stuff but I think that what you have to do is identify everything they need and find out if they're ready and if they're able if not I think you need to do it stepwise but always come back to it and I think that you need to use your hygiene your hygiene group your hygiene your hygienist to show them remind them and I think that intraoral cameras are just a really important thing to actually show them what's going on. I think that you ought to have pictures of what's going on I actually mind when I finally quit I was I thought I was catching on by the time I finally quit after 47 years but I would do a an intraoral camera walk through the mouth with them and I would show them everything and then I would say we can do this or this we can do this or this and here's the best what do you want to do and you have to ask them or they're never hit they're never gonna do it you know. So I think that you have to create awareness and I think that you need to show it to them I think you need to show it to them correctly and a lot of times you have to tell them multiple times.
Howard: You're also the territory manager On Diem, a healthcare staffing platform that combines the flexibility of the gig economy with the benefits of traditional staffing creating an on-demand professional labor force are your mission is to bring benefits to amazing hard-working dental professionals while at the same time helping dental practices achieve high-quality patient care. What is On Diem?
David: Well it's like carpe diem the but it's like in one day you know what you can do is you can either you can either post as a contractor as a hygienist or an assistant you put up your profile and so you're on there like I'm here again this is fairly new so I have less than a hundred people in my territory that have there their contact information up. On the other side you have the offices who will create a profile and say I need a temp or I need a full-time person and they post that and then they can actually enter connect they can actually email each other and they can tell what days they're available and and then of course it's well it's really more economical than any of the other sites over the long run of course we still run into the problem with the dentist want to post up for free which this is not a free site this is one of those things where you have to if you hire someone you have to pay a commission. We're also working on a w-2 platform because in a lot of states the 1099 has really create a lot of problems for the hygienist and so just recently On Diem has created a w-2 platform where if you work so many so many shifts per month you can actually get benefits so it's it's just a Lavelle being it's been launched for probably less than a year anyway it's been I think he just didn't I was in the beta test group it started in July with it and I think we launched.
Howard: and that resto Joe fog a CEO in On Diem and Portland Oregon?
David: Yeah yes and it's there's it's in a...
Howard: Is he related to Deborah because she's an Oregon too?
David: No, no.
Howard: No relationship, not her boyfriend or next-door neighbor they're both in Oregon though.
David: They're both in Portland I think or close to Portland.
Howard: Yeah so you think that's so is it more to find is On Diem more to find assistance in hygienists as a temp agency or is it a place to find so say I'm a dentists and I don't want to place implants anymore and I want to have a periodontist come in one day a month and place my implants there's it for that too?
Daivd: Theoretically it hasn't really evolved into that yet I've had a few doctors looking for jobs and and posted on there but I haven't seen any response yet to that. I think that it's a part-time you know some would try it for part-time but it's more quite frankly it's it's mostly hygienist I think second would be assistant and because with assistant's I think there's a whole lot more that people don't want to hire a temp assistant like they would a temp hygienist it's you know they feel uncomfortable having a system coming in and trying to learn the system for a couple days.
Howard: Especially when you're spoiled like I had my first assistant lasted like a week short of 30 years and my other one now is Christine she's been like 20 and I always it's a running joke in the office that if my assistants gonna call in sick that I want you to call me first so I can call in sick to dawn because I cannot stand I mean you're so spoiled working with Jan or Christina or Yoni and to all of a sudden say oh yeah you want to do this molar root canal with the with unknown I mean it's it's tough. You're also a territory manager of the Dental Peeps Network what is what is the Dental Peeps networks though the founder was Lee Duke founder and CEO Donald piece and Cassie Rose is a CEO of Dental Peeps, talk about dental peeps.
David: There's 225,000 people on the Dental Peeps Facebook pages they've broken it down to where each well there's I think there's a hundred and fifty or more dental peeps subsidiaries like I'm on run-up dental peeps and that in Virginia that's kind of a live territory. We go all the way from Bristol Tennessee to almost of Charlottesville Virginia it's about my territories about 200 miles wide. We have a little over 1500 people who have gone on the Facebook page we put out informational stuff we put up actually we have a hygiene study club we can post events on there. It's a social network we also boost because there's a relationship between Dental Peeps Network and On Diem to where we boost people who are looking for jobs on dental peeps network if they've listed on On Diem then we can actually boost them over on to the dental peeps Network page like in Virginia there's Richmond and DC Northern Virginia Tidewater and then Rona and that there so there's four different Dental Peeps facebook pages in Virginia.
David: It's the biggest it's the biggest digital group may be short of yours in the United States because it like said I think there's probably more than 225,000 people that have signed up.
Howard: Wo why should someone the site and join dental peeps network?
David: Several reasons so one is just the social thing you know we're sort of isolated from time to time but the second thing is that because of the connection with On Diem is because you can if you're looking for a job you can boost it to the Facebook page and get more coverage that way.
Howard: Do you know the founder Lee Duke and the CEO Cassie Rose?
David: I don't know Cassie I know I was supposed to have dinner with you my and when I was in Fort Lauderdale he's down the things in Palm Springs West Palm Beach or somewhere like that down there but I've spoken to him several times. As an early beta group there was only like 10 of us that started out the On Diem part and so I got we had conference calls probably once a week for a long time and just try to get the thing up and running.
Howard: What do you say to the baby boomer who comes out of school now the schools are all up to $100,000 year tuition because every time the dental schools razor tuition ten thousand dollars a year it has no elastic effect on the demand there's just people you know that I mean I couldn't believe it I can't believe how many dental schools charge over $100,000 a year but they're coming out four hundred thousand dollars in student loans are saying David black come on Howard Farran, Ross Nash, you guys graduated three decades ago in the golden years of Dentistry you guys didn't have all the big student loans, do you think and a lot of them wonder if they even made a good decision. If someone comes out of dental school four hundred thousand dollars in student loans are you more of the camp thinking that was a really bad idea or do you think it was still that it still is a good idea and that they're gonna find value for their eight years and $400,000 student loans being a doctor dental surgery in America at age 25?
Daivd: Yes I think it's I had to do it over again I would I think because it's been on so many levels has been such a good life, I know everybody has problems of course we had a 16% interest under Jimmy Carter when he get out so it was hard to even borrow money back then but yeah it's I mean these guys are starting I don't know one hundred fifty hundred eighty thousand dollars a year a lot you know I don't know if they have the same demographic that was with us where we were the first in the family to graduate from college you know I was you know obviously I was one of four and I was the second I was the second child of four and I was the first one to graduate college and I think that the capability to make three a four hundred thousand dollars a year is within reach and I think what they need more than anything is to learn how to manage their money and how to not buy the some of the things I bought the the water layes and the and all those sorts of in the CAD CAM that I bought you know toward the end of my practice.
Howard: Okay now do you say I'm gonna hold your feet to the fire are you saying you're glad you bought the water layes and the cad/cam or do you think it was too much money and not a return on investment?
David: I think it was too much money and not about a good return on investment I could do a crown prep in 40 minutes and here I was dragging out two hours using my CAD cam it was a nice you know it was nice if I here again if I had better skills in marketing myself the CAD cam would have been a wonderful thing because I could have gotten you know advertised the you know do it in a day to get a quick get it in that no temporaries that sort of thing I love my water layes it was an extravagance but I loved what it could do and now I'm not talking about cutting hard tissue I'm talking about doing the surgical stuff and actually I did a lot of crown lengthening on crown preps where I could do that and not send them off to get a flap surgery and heal up for two weeks I could use that and I think I got good margins and so water layes was it was, it was good it was I paid too much for it but...
Howard: What did you spend on it?
David: I'm sorry
Howard: What did you spend on it?
Daivd: I think was 72 thousand.
yeah that that's gosh it and then whenever they start talking about down there their lasers are like oh they're good for frenectomy it's like frenectomy I got homeless listen to this show that didn't do it for that frenectomy this year and it's already it's already March. Yeah I don't understand it with dentist I mean I can give you a 15 blade for $1 and you can do a frenectomy with it and then throw the blade away you don't have to sterilize just throw the damn thing away. I mean I can take an empurgum impression for 17 bucks set it down the street to my lab who's who's been who's had the lab the whole 30 years I've had in my dental office and make me a zirconium crown for a hundred bucks technology yeah I think the oral scanners is great because what I liked about the oral scanning is you know especially now that I'm 56 and half blind is you know you you scan that prep and you see it 40 times bigger on the screen why I've never seen my prep 40 times larger where I didn't immediately go back in there and try to salvage my self-esteem and clean it up you know to some degree but yeah they just got they love spending big money and in fact I tell everybody if you want to make millions of dollars in dentistry just build a machine that cost a hundred thousand with a bunch of blinking lights on it and shiny objects and maybe have it look like r2d2 and maybe all it will do is hold the suction but you can guarantee a 5000 dentists will spend 50 grand on it. What technology do you recommend to have a dental office that's more faster easier higher quality lower cost and more profitable?
David: I've sort of step back one step from that but I think that the scanners are getting down to where they're a whole lot more affordable and also there's some new lasers that I'm not exactly sure which ones they are but I think that really use an electric surge that getting one of those low low costs maybe the co2 scanner I mean a co2 laser to do some of the stuff with your crown and bridge or probably be and doing some perio with it to would be I think that would be plenty.
Howard: There's so many software company for first of all the big question they have is what practice management software do you recommend I mean Henry Schein owns Dentirx Patterson owns Eagle Soft you have you know you have so many different systems I use Open Dental what would what do you were and by the way that's an Oregon where Deborah is from I don't know if that makes you're partial to Open Dental or what but what practice manager software do you recommend?
David: I started out with Softdent I thought it was sort of an awkward platform. The last few years I used the Eaglesoft I liked it quite a bit Dentrix I never really got into and now I'm working this part-time job with Open Dental and I still like Softdent the best.
Howard: You said you're working part-time with Open Dental?
David: I like Eaglesoft the best I'm sorry.
Howard: Okay Eagle soft now do you know it does Debbie Seidel-Bittke the founder president of dental Park solutions she's an Oregon does she ever go visit open dental who's an Oregon also?
David: I'm not sure I mean here again I'm only heaven I've only been in business working for her for less than a month so I'm just now switched over for my own can point yellow consulting to this to dental practice solutions.
Howard: Tell her I asked you that because I am the reason I switched opened that I was just simply because of the name it's open its open dental I've got five programmers that build dental town and hygiene town in ortho town and what I like about open dental is it's open so we can write code to it. There's also a lot of dashboards now I mean if you go around dendrix in Provo Utah there's so many dental software companies that popped up from around there the do you recommend any other dental software dashboards or any of those types of technologies?
David: I've looked over SolutionReach and I like it I've also and some belong to a speaker's consulting SCN speech consulting network and ADMZ so I'm run into Alex Newdell with revenue well too so it's but I think I tend to like solution reach a little a little better I just think that I've also worked with Weave some which is out there in the same area with their with their phone systems and I'm trying to figure out instead of having two or three things that overlap I'm trying to figure out if someone will come out with one particular platform that will you know pretty much do it all and I think solution reaches as close to any of them. I think that they've now brought in a thing that takes over some of the things that the Weave company had been doing but they're where they'll do the phone calls and follow up on that. Anything else no I can't think of anything right now Howard.
Howard: I mean you think of the Silicon Valley everybody thinks Silicon Valley like Google and Facebook and uber and all these companies but for dentistry Silicon Valley is really Utah which they call Silicon slopes I mean look at this is in Utah, all Americans sleep dentistry, Angie's Dental Supply, Arrowhead dental lab, B and D dental, Boomcloud Dental Membership Software, CA OH group, Cottonwood Orthodontic Labs, Curve Dental, Dental ATN, Dental Intel, Dental Marketing, Gordon Christian, Henry shines Dentrix, Jive communications, My Social Practice, OraTeach, OrthoSelect, Pioneer lasers, Podium, Decision Dental Products, Prosper healthcare. I mean my god you can't UltraDent, Weave, Ortho we white cap Institute. I mean when I go to when I first of all if you drive from if you're going if you're in Phoenix Arizona you got to go to Salt Lake City you know do not fly an airplane at 35,000 feet because you're gonna miss the most beautiful part of the entire planet driving up through Sedona around the Grand Canyon Bryce I mean my God talk about the most unbelievable drive you'll ever have but once you get to Salt Lake City's on the drive from Salt Lake to Provo I mean you you could if you just rolled out in the window and through an apple it hit a dental company why do you think it's like that?
David: Gordon Christison probably.
Howard: You think he was the forefathers of all that?
David: Yeah I think so and the research that Rella his wife did and then the fact that they brought great minds into there and educated people out of there and I guess that they were just attracted to some of the you know sort of same reason that Silicon Valley's where it is it's just a couple got there and then the rest I want to be me too.
Howard: There's also Utah has an incredible work I think I mean when I go to see those dental companies I mean it seems like their whole team does like Monday through Friday they'll do like ten-hour days and then on the weekend Saturday and Sunday they catch up on all their emails. I mean the work ethic there is pretty intense.
David: Yeah imagine I know even in Virginia we have we admit usually I think between eight and ten students from Utah and I've worked with them in some of the clinics as a I've been a preceptor to some clinics and these kids are hardworking people too so I think you know if the kids that are coming to dental school or any example of what their parents and all the rest of people out there like it's really they're really hard-working.
Howard: Was there anything else you wanted to talk about that I was not smart enough to bring up?
David: Well the only thing is you know if you feel good our website www.dentalpracticesolutions.com we have a lot of free resources there that people can go to and click on and you know I have my book on my ebook on transitions and you know how what to do when you first get out of dental school and that's when Debbie has a lot of things as far as hygiene production there too. So there's a lot of resources there that people can get for free.
Howard: Well you didn't actually cover transition so talk about transitions.
David: Well I have a couple presentations I do on different variations off that but of course I do think I have a nephew who's in oral surgery school so I've gone up to the dental school at West Virginia University where I graduated and I gave a free talk on you know what are you going to do them when you graduate you know and gave them an outline of the people you need to contact but then the licenses you need to get and that sort of thing but the main transition that I talk about is my transition it was when I decided at 55 that I was in trouble that I was gonna have to work forever and so that's when I went out and got my consultant and they helped me to get my systems in order increased in one year my production about 30% I kept it that way and we saved my wife and I saved most of that money they put it in our retirement plan and then I was able to build up the worth of my practice to where it was worth 30% more, I sold it I worked for him and did I retire and so that transition is the one that I know that you know I lived firsthand and so I have a and so I can speak to that as far as to the guys like me I'm 72 now.
Howard: Are you really?
Howard: You look awesome buddy.
David: Dentistry is easy man you know that but it's yeah and so I've you know I've been able to retire but I'd like to go back and do all this other stuff the reason I'm doing this other stuff is because I want to not because I have to and I think that teaching these guys that come from small cities like me that don't do full mouth rehab every week and can make it, they can actually make it and I think that's I think that's really the strongest story that I have that I can share with the people out there and you know I like to speak about that and I'm actually going to go to Michigan I guess in September I'm going to go up the Upper Peninsula and speak to their society about transitions they said in Michigan they're actually trying to help their boomers that are struggling to come to grips with the fact that they're gonna have to get their button year or they're gonna have to work forever.
Howard: The funny thing about America is I'm down here in Phoenix where you know today it's 70 degrees and it's a blizzard in New York so if you're east of the Mississippi River you retire to Florida if you're west of the Mississippi you come to Phoenix so Phoenix Believe It or not 10 percent of the homes are owned by Canadians and then when you said Michigan you know Michigan North to South Dakota you know Iowa Nebraska Kansas but it's so funny my patients from Michigan because you just said Upper Michigan it there's no such thing as your when you say oh are you from Michigan if they're from Detroit they'll say yeah but if they're from Upper Michigan they'll say no I'm from Upper Michigan and it's like it's so hilarious are you from Michigan oh I'm from Upper Michigan oh excuse me but they really like to define themselves that they're not Michigan and they're they're Upper Michigan but I just want to end on this I mean you guys you know you jump at all that so shiny objects but if you go to dentalpracticesolutions.com look what they get the different products have Purpose Driven production, cracks the cancellation code, treating the gingivitis patient a paradigm shift, hygiene Department video training ebooks, 45 day online dental hygiene Department training and care books, propel your practice in 30 days, six month dental hygiene training program, in office comprehensive consulting, dental hygiene Department consulting, one-on-one coaching. and then I want you to ask yourself this too than today and we'll see who who knows what's going on more at the end of the day I want you to say goodbye to your hygienists at the end of the day and as she's leaving sit there and say wow she was busy today she had eight patients say she worked eight to five had our lunch saw eight patients and I'll say hey buddy did that hygiene department that day did you make a hundred and twenty-seven dollars after taxes or did you lose $48 and don't even know it and if you can't tell me the answer to that then I know where you're headed on Friday you're headed to a bone grafting seminar you're headed towards and I love that I mean I would I want to be worked on my dentist who would rather go to a bone grafting seminar then go watch some Netflix baloney all weekend long. I love dentist they all got a lot of college they're all smart I do I love my homies but but as a leader I have to tell them if I walk in your office and you can't even tell me what we have to do to break even for the day before we all go home. I mean what's the break-even point my dad called it the BAM bare-ass minimum, my MBA instructor said we shouldn't use a bare ass minimum and use break-even point and so you know if you can't tell me your break-even point and on the way home and can't tell me how much money you made or lost then you need to be focused on the business and what's so amazing with consultants is they bring down your they make you more money while they bring down the stress so and the other thing consultants do is they can walk in your office and find out oh my god why is this toxic person working there and then I know what the dentist's gonna tell me, oh I could never practice without her oh yeah she's just a till of the hon she's the only person who's scared Genghis Khan all the way back to Mongolia and she's been your assistant for seven years. So just get it get your house in order and if you get in out your house and already gonna make more money you're gonna be less stressed and then you can buy all those toys you can decide do I want to buy a Porsche or a laser do I want to buy a cabin or a CAD cam I don't care I know boys love toys but get your house in order and I want to thank you David Black for coming on the show today and talking to my homies for an hour in the hopes that they'll get their house in order too.
David: I want to thank you for allowing me to come on board it's good to see you again.
Howard: Yeah you know I'll never turn down one of my bald brothers to come on my show. If you bald and your a dentist if you look like Ross Nash, David black or Howard Farran you have an open invite to my show. Thanks David for coming on, I hope you have a rockin good day.