Dentistry Uncensored with Howard Farran

How to perform dentistry faster, easier, higher in quality and lower in cost. Subscribe to the podcast: https://podcasts.apple.com/us/podcast/dentistry-uncensored-with-howard-farran/id916907356

Blog By:
howard

Howard: it is just a huge honor to be podcast interview Hernan A Varas they say right yes MBA we both have an MBA and he works for my buddy dick Barnes of Arrowhead laboratories in Salt Lake City he's I don't know if you know me and big barns go back aways but I remember 30 years ago he was in my kitchen teaching me how to eat better he was saying you need the pressure but me my first race pressure cooker oh really and he taught me he said that in the morning he gets up and he ages made a whole pot of pressurized rice but I mean back in the day we used to get barns if I'd remember that and you would go to a Dick Barns course I'm right I saw him first in 1987 and you probably weren't even born yet oh yes and now I'm gonna have to see your idea but yeah I'm Bart you're very kind he just just a few of the guys so how first of all I would start with how his big barns done

Hernan A Varas:  he's doing well so he lives in Salt Lake City downtown Salt Lake City and I just talked to you I feel you a few days ago and he was in California vacationing so he's doing well 

Howard: well tell him his bald buddy from Phoenix Arizona says hello I was sure and he's got to come back and teach me a new pressurized race turkey recipe I had no idea he did this yeah yeah you never taught me that's changes diet but I'm dick burns is a maverick how many I mean how many dental labs are owned by a dentist I mean no he owns just one yeah that's a pretty rare healed up it is and

Hernan A Varas:  well he started over 40 years ago we just celebrated our 40th couple years ago yeah and so it was just one lab and he's very picky about who is in the lab - so it's a very exclusive laboratory and we have more full-arch full mouth cases at that lab that any other lab is a very comprehensive laboratory so we are very privileged to work  for a place like that

Howard:  um you know I don't um I I think what dick Barnes gets what everyone else doesn't get and I I'm pulling up this the stickers I don't want to have a butcher but this is you know everybody wants to blame all their problems on it anything in anybody but themselves and the one thing that American dentist ever wanted they always wanted to talk about how bad insurances the economy and everything's Delta dentals fault but look at this this is what big Barnes knew and knows the average new car price in America is thirty-three thousand five hundred sixty dollars according to Kelly Blue Book in the yesterday and on average an American will buy thirteen new cars in their lifetime before they're 76 years old source Anthony Pratt Polk director of forecasting so here's an American no thirteen times will buy a new car and 95% of the dentists in their lifetime will never do one for my three right four thirty three thousand and they'll say well it's because the economy so yeah so an American will find thirty two thousand four and then when you look at that car in a hundred and sixty eight hours in a week that car isn't even moving I mean it's parked in a garage but you're eating drinking smiling so why do you think I'm why do you think some dentists can get Barnes off' eyed and convince you to let's just fix them all up and then any time an American buys a new car like my friends whenever they buy a car they always have to buy your car and you out there and and see the thing you know and get all excited and you want leather seats you want the chrome wheels you want everything else with it so why don't why don't then just see that white light 

Hernan A Varas: I think they see that and in my experience with dentists so I moved here from Chile 35 years ago was it because it was to Chile actually what I live is quite hard it's like equivalent of Arizona so but anyhow so I moved here and I'm 

Howard: Americans don't realize that if Chile was laid out on America it go from Miami Florida to Maine yes I mean were from California to Alaska yeah California to Alaska yeah it's a huge

Hernan A Varas:  so when I moved here and then several years later I came here to get an MBA and then go back home with my wife because I married an American and we decided to come and finish college and then move back it was a trip first kids second kid third kid roots are very deep after that and we ended up staying and I started as a dental technician by chance my wife was a dental assistant and I we have one car and I will drive her to work and then go just cool or my job and then come back and pick her up and they needed help with that little lab that they had in where she worked and that's how I started and then I became a technician and then I started from the bottom cleaning up the lab then I became doing wax ups and then little by little I was a full full-time technician finished college with an MBA and I will I was never going to be in the industry ever again I'm leaving dentistry forever and then I realize that I knew my little things that I observed a lot of things and one of the things that I observed is this I loved to be when the crowns were delivered for somebody that has they haven't had nice teeth for a long time and the tears the joy they resentment with themselves why didn't I do this before and the pride that I saw with the dentist they never lost dentists never say you know I can't believe that I made $20,000 I don't know look at how beautiful it is the money wasn't even a problem I I was charmed but all about then I met dr. dick Barnes that is exactly what he said it is your responsibility as a dentist to tell me everything that I need to restore my teeth to could help or maintain my teeth we could help whether you think I can afford it or not or whether you think I will say yes or not that is none of your business and I think that that's what we're very visit again so is your responsibility to tell me as a patient everything that I need to restore my teeth to good health or to maintain my teeth and good health whether you think I will say yes or not or whether you think I can afford it or not because of my appearance that is none of your business it is your responsibility to tell me comprehensively what is needed because I came to you hoping and praying that you're going to help me maintain my maintain my teeth 

Howard: could you imagine going to a physician he says oh my god I can't tell Howard he's got prostate cancer and lung cancer he just came here for a check I'm just not even gonna bring it up I mean it's

Hernan A Varas:  exactly the same thing yeah and and it is you know we want to be validated after a while I've worked with dentists that they present they keep saying no they present and patients don't want to do it they can't afford there's so many excuses which is valid excuses but it still but I'll give you the antidote dentists young dentist know this for sure for the rest of your career the majority of the patients will tell you know get used to it but no now doesn't mean no tomorrow because my suit my Cisco senses will change financially if I can afford it or even sometimes the aggravation I travel for a living I do a lot of traveling sometimes going to the doctor is an inconvenience but if I see the need I will show it's the same thing with dentistry sometimes you put it off but rest in the assurance that no now doesn't mean no tomorrow and you Howard: talk about and people who sell cars when someone tells them no they're like right on I need 25 knows to sell a car what's expected so thanks for saying now not only need 24 more 23 more I'm I know I know a guy that has one though I know some of these guys have very large offices where every Friday it's just a rehab case but they always proves present complete dentistry and they say I don't even carefully one out of five accepts it because one out of five it means every Friday is a ten fifteen twenty thirty thousand dollar case but that other dentist will never get to sell that new car to the dentist on Friday because they can't handle the five rejections and say no I don't want all that just fix the one that's broken 

Hernan A Varas: so with the parody that you're doing right now also in dentistry you have the flexibility because when you buy in a car is all or nothing at all you have to take your car with you right if you buy it in dentistry I present thirty thousand worth of Dentistry but I always have five I can do the five thousand out of the entire you're not going to change the treatment you're going to start yeah and they're worse to say that it's like you don't like you for you we can get you started we'll get you out of the K we're going to do this that on the other because your circumstances will change and they will get you Oh God so it's not all or nothing at all the medicine you percent comprehensive we and then let's say that I can only afford at the time we'll have the money at the time for a portion of it you start with that

Howard:  so when they when they come out it's a journey I mean when they and when they come out of school yeah it's everything to just do selling or Korea and then after a few years maybe four or five they they expand their mind to quadrant dentistry I think if I'm gonna numb up this to it might as well do the whole quadrant and then later they become right side left side and then eventually they become a comprehensive dentist how if you were a lot of the podcast listeners young how what would you recommend how they can go to expand their journey how could they get Barnes if I'd today okay 

Hernan A Varas: so first of all I had the privilege of doing a little presentation for Northwestern University in Chicago just a few years ago and we talked about that when they come out of dental school and actually and they were looking for jobs and I always say well let me let me share with you not to be interviewed but to interview who you want to work for because they need to know certain things that when they go to an interview the people that are interviewing them they know three things they're inexperienced they're broke and they need a job correctly so I always say you need to know certain things about the dentistry you need to know how many new patients you're going to be seen how many existing patients you're going to be seeing and what is in it for them because if I'm going to hire somebody inexperienced I want to get them to continuing education as soon as possible and also I want to expose them to everything that I do comprehensively so they can become more productive for me correct so that's what I'm saying it's like for a young dentist starting in look for a good mentor look and search for somebody that does comprehensive dentistry no just a jiffy lube in kind of practice because I've seen a lot of those practices you know there's in and out and you hope that they come back to you so it's very important for young dentist and I implore them to do this I'll be choosy about where you work sometimes you know the need to get employed as soon as possible you know overwhelms what Howard: you want to do but however always out yeah most of the times ask a question on dental town it's like you can tell by the way they ask the question that they don't even don't even know enough to ask questions you know it's usually something they'll say well this guy pays 25% and I gotta pay all my lab bill and this guy pays 35% but he pays my lab bill which one should i do i mean but based on that match.com and tinder should always be able to pick your wife or your spouse and once I mean well is one guy a mentor is one guy nod is one guy you'd want to be like the other guy not what about average staff turnover it if nobody stays working for this dentist longer than two or three years and this other dentist people stayed by a site for 10 20 30 years I mean there's so much more to the sauce but they just think money money money % % % money money money money money and it's like you gotta look at this as a marathon not a sprint absolutely and so um the one thing that I think is so valuable for a young Dentists I mean when we started dental town it was so that no dentist would ever have to practice so again how many dentists do you work with at Arrowhead dental labs in Sandy Utah 

Hernan A Varas: hundreds hundreds 

Howard: so see this guy he can see the dental industry hundreds at a time while you're driving to work alone in your car going to work in your office all by yourself what do you think I'm the dentist who practices by themselves doesn't see that you see I mean what do you see a way some dentists are more happier productive successful others are more stressed 

Hernan A Varas:  I have many answers to that question because there are different kinds of practices too I have worked in rural areas in Minnesota in North Dakota also in big cities and everything so it's very different for all the different practices however one of the one of the things that always comes back to is relationship building relationships and you know you have the opportunity to do something with a new patient okay it's how you talk to the new patient how you actually introduce it to the practice because it's important to build a high trust low fear from the very beginning it is a huge investment when somebody actually calls and makes an appointment it doesn't happen by magic you have to really advertise nowadays correct I remember  when it was illegal to advertise in dentistry until 1979 it was illegal 

Howard: yeah and now I live in the state word changed the change it was to get us in Tucson that physicians dentists and lawyers all couldn't change and they took it all the way Supreme Court and they won lowered the legal lawsuit covered us that system yeah 73 1973 so 

Hernan A Varas: so that's you need to it's a huge investment for you to have the opportunity to Newark to do a new patient exam and that's what it is important sometimes they don't take time to get to new to know the new patient because you want to be a comprehensive dentist and when you introduce a new patient to the practice you really have to introduce them to the culture that when they come to you you are going to promise them that you're going to help them keep  the teeth for a lifetime and you start from there develop the relationship so that's our the structure that we teach the book the barn started it's a three layer structure one the first is a new patient exam and what it takes you to get there because for you the opportunity for me to be at the chair finally is taking a lot of effort a phone call then scheduling correctly for me to  see you and then to introduce the entire team you are till you're the movie star that comes in at the very end and then you meet me after that you do a new patient when you do a new patient exam you have a diagnosis with the patient a diagnosis appointment coupled with a financial arrangement correct if you're going to do a leg Knossos you have to get paid for it before you schedule so that's the third the third aspect of it so new patient exam diagnosis financial arrangement and then so if you concentrate on focus on that your relationship with the patients will actually be very light and they will have more acceptance because they see their whole process and you know from the very beginning when they get to know your team at the team is  exactly reflecting what you do in the back you know have you always have the front at the back is a little easier to deal with things like that like presenting comprehensive way

Howard:  so dry hands and wet hands yes they call the dry hands answers Phan say yeah I'd like to get my teeth cleaned and today scheduled you to come in for an hour to get your teeth clean and that's the new patient exam in what percent of all the dental offices in the United States yes they date quite a few of them do you know

Hernan A Varas:  but let's talk about this yeah so they Kelly and say I would like to have my get my teeth clean you know they never care I would like to have a profile right somebody tells you they want to pro feet that you hang out they care for a cleaning so the first question you ask first of all is when was the last time you came to see us never been there before that's a new patient correct because sometimes it's like oh you knew a new patient what do you mean I'm a new patient I pay for doctor Ference like cars and houses and pay for the extra so you never offend the patient so there's this that is to the domino effect that is important you know you have to have somebody in the front answering the phones answering questions and asking question correctly so but we were talking about prophy colors so let's say that they want to have their teeth clean right and it says I would like to have your new you'd never ask that you know patients when was the last time you came to see us never been there so can I have your information can I have your name please so do you write everything down this echidna can I call you Marc sure okay so Marc when was the last time you had a thorough examination well if it's been about four years okay very good you called the right place when it's better for you morning's or afternoons that is the only time you ask somebody when it's better for your morning so afternoon you know exactly where to put it so and then you look for a day you make an appointment then you say your visit you will meet with your hygienist and the doctor and they will determine what kind of cleaning you will have at that appointment because one time I was having a conversation with mr. Anna Coleman she used to teach the whole team training and she tell the story that one of the hygienist says I hate it when you sketch on me like new patients for cleanings that Bursa was a bloody mess oh you should see the blood the gourd the guts and everything there and so too I says well from now I'm gonna ask excuse me sir are you a bloody mess before  he can make an appointment so it's very important to have a system as structure that you know you never schedule a cleaning on your first appointment you always assess what kind of cleaning not to mention little things like it's illegal cleaning without a doctor's exam no  absolutely and

Howard:  this guy this really upset me and my boy my boy um had an issue a bump or something he wasn't sure what it was I said I said what do you want I would never looked at so we I took him on to the emergency room because it was late and schedules whatever and they took about three make a cat scan and then when the doctor sighs is why the hell did they do a cat scan um you know it was just this little l deal it was nothing they say they just irradiated his Jordan which he could only have like five in his entire lifetime and it's like so you can't order a new patient cleaning and have them come in and see the hygienist start taking bite wings and deal without having a doctor's exam so first of all it's not even legal so a new patient cleaning first of all it's illegal a new patient needs to see the dentist the dentist needs to see the patient decide yes do we need x-rays so so it's not even legal what they're doing and what they're doing is new patient cleanings 90% of the time yeah it's 

Hernan A Varas: well is because you know sometimes they have a high new patient flow and they try to be as proficient as possible the problem is with that sometimes you  have the team overworked and then you lose track of what really you're there for because you do you do need a new patient exam before you do anything else now but you is how you sort out the patient's you know how long have you been in dentistry in the state's 30 years 30 years 

Howard: so how is it him how is it changed in 30 years is it how is it different than when I got out of school in 87 so do you think it's getting more challenging was challenging how was it different today than thirty years ago

Hernan A Varas:  technology is skyrocketing I mean every year we have new things throwing in dentistry which is fantastic you know we have materials that are inert thank goodness you know that is not affecting the mouth like metals and things like that coming out and also we have technology as you know that digital we have at Arrowhead this we can now scan we can we can meal we can I mean we can do so many things just if you go as beautiful to see this young people in front of computers designing now 3d and based on nomenclature that people send to us you know databases and stuff that we can now version and  married and do okay so other so that technology wise you know let's say the hardware the hardware that we produce as in dentistry is gets better is user-friendly is there's so many wonderful things we can do now the that's the tangible part the intangible what the patient is going to get out of it that is more challenging now because you have to have that communication with people and dentists are notorious you know what I'm going to do I'm going to do up first of all I'm going to prep you and then I'm going to do a build up and then maybe a root canal right here and I'm going to do a limb flat next to it and some they look at you like okay they think money right and the only thing I want to know so am I going to get out of pain here okay you're going to be able to save that so that's the intangible is what is in it for me I don't care what you do I have several surgeries one major surgery I never asked for details now tell me you're gonna cut my god are you gonna punch me with the camera I mean how are you gonna do that and then you're gonna tear the ligaments and then you're gonna stitch me up and are you going to like catalyze me I mean I just wanna know I don't want to know all that I want to know that at the end of the day when I leave your office I'm going to be smiling and I'm going to have that tooth restore so that is the challenge now and how to communicate whatever you can do for the patients that is communication is number one and I think is getting more challenging even in the dental office sometimes I don't see people calling to remind people of appointments and sometimes just to to have a conversation it's all texts and it's all that now the new generation we want that I said all day I should say day because I'm another new generation they wanna text they want everything but also you have to remember that we're human beings and we can now be cattle with you know databases we have to have that personal communication and  you ask what is the best form that I can communicate with you would you like a phone call would you like a test will you like an email and they will tell you people my age I want a phone call I don't want to text I want a phone call to remind me that I have an appointment with them my kids wanna text that's  but if you know that will be a very good pure way of communicated with them and I have to tell you something really funny so I have surgery and then I get a text and that's what I'm saying okay let's no share that it was it was a minor surgery but it was actually I was a hernia that I have to you know it was a check checkup after the surgery no location place it was just a abdominal abdominal one so and then I realize that sometimes when we send Max and the ex to our patients we never cut it while we're sending out never one audit of what we're sending out we figured that they get the text correct so this is what what what happened to me I get a text saying appointment reminder Tuesday whatever 18 to 30 dr. Clark to cancel if there was a number to cancel a number and then if you're a surgical patient disregard this text and then signed the whole  oh the hope and I started to laugh first of all they gave me a number to cancel I have a way out I can cancel just by pushing the number and then I wanted to know who the hole was it for my de haut so I showed up to an appointment and the first thing I said there were two ladies sitting next to each other I says good morning and they gave me a clipboard of course do you know our clipboard this is before I start and I would like to talk to the hope this lady goes who and I got the help so I showed in the email she says oh I'm so sorry that went for from corporate so they'd send that to all the patients and I go yeah but you guys have to take a look at that and I go so who's the ho and she giggle and she pointed next to the lady next to her I thought that was quite you the point of that is sometimes we we really have to watch what we're sending out and also you know to to give a way to cancel I don't think that's a good idea do you think I'm corporates been a big change there are stores they change little change because it change it change ah well you know I always I don't make fun of it but that's an analysis that I have when I was getting my MBA one of the things you always have to pay attention to the industry how the industry moves and one of the things that I warned dentist Yantic young dentists is this is very important for you to be a comprehensive dentist don't become a Jiffy Lube dentist because the Jiffy Lube is really easy to do I get to your chair and I tell you what what is wrong with me you fix that and you send me home and you forget that you have a chance to present to me comprehensively so that is the only problem with sometimes corporate offices and also some of the young dentists they don't even get to meet the patient until the day they do the procedure so that to me is like is losing that personal communication that high trust low fear

Howard:  I want to switch gears completely and it's one thing to decide on what bonding aging you're going to use you know it's a $50 bottle and you'll use it all anyway but when you're gonna go out and buy a 10 or 15 thousand dollar intraoral scanner to switch from you know vinyl police lexington are all scanning that's a big decision and they spent a lot of time on that decision on dental town and we get to see the metrics on what they're doing and so you have you work in a lab you see hundreds of Dennis is is it do they need to spend fifteen thousand dollars on a intro what does it make their dentistry faster easier better well 

Hernan A Varas: that is a discretionary expense as we know it all depends first of all can you really afford it and what you want to do with it because the return on investment can be huge because you know you can be more savvy in your case presentation I should to show how you know he's like you have a crack here you know this is let me show you what it looks like but also can you really can you practice your business are for making that investment because sometimes just like buying a electric handpiece you're not gonna see a return investment is what you need now I mean I'm sorry but lectric handpiece is what you need nowadays to do it because of economies of scale correct i mean like the faster you are the less materials you use the same thing rather than prepping one card at a time if you can prep three you use almost exactly the same materials correct and the same time and everything but it's amazing that so to answer your question is is it necessary I don't think it's necessary would it be great to have you know the state of the art absolutely but just pay attention to your numbers to you know work with  or you learn you know industry averages in regards to cash flow and everything to see where your business is and whether no you can afford buying something like that

Howard:  some people have told me that and if that the oral scanning is far more accurate and the labs have less remakes and that some labs have reported they've gone from five percent remakes to one percent on their accounts which other people said it doesn't matter if you get oral scan and if you're still not cutting nice margins and packing the cord and you know it's still if it's still it's quality its quality or it's not quality whether you scan or impression have used do you think the average dentist has less tree mates with oral scanning or is that a fallacy 

Hernan A Varas: see yes because I we were actually and this is not to advertise anything when the technology came  available through I Carol we saw the opportunity we actually purchased several of them and we gave them to the high producing  dentists because we saw the remake margin for the lab minimize you know extremely so you know it's a good technology to have absolutely yes but once again yet again though if you're going to prep a crown I mean you're gonna have about prep this get the scanner the only thing is going to do is scan the bad prep sizzle if someone said to you what oral skin do you recommend would it be the I Tarot no necessarily it all depends to what you want to I think they're doing really great with Invisalign I Tarot and by alloying technology online visit and I Tara and but you know it sometimes this is how you use it on everything so I couldn't really tell you how great it is or how not great it is so I really couldn't tell you so um I wonder I wonder if that I know I know I ain't see it but I wonder even saw it in the 80s that he would see the new thing at the time was the pfm yeah does Arrowhead even make a PFO it's not extinct oh no not at all it's not a it's not a Tyrannosaurus right no it's not we still have a department actually the does that yeah well now the porcelains are beautiful nowadays you know that is just it's not like the old PA family so but once again it's all depends on we work by five prescriptions you guys send us the prescription we do it we do advise however you know we have a very excellent team of technical support that will advise you on the different materials and everything continuty you know how to do this that on the other and a pfm still pretty much alive and there and they're more beautiful than me oh absolutely the personnel are much more I mean they reflect that is your question but the minute

Howard:  I asked you the question I know my homies gonna say ah he's bias he's from my lab how could he give that honest opinion about a CAD CAM but what do you think about dentists doing chairside can't can buying buying a CEREC machine now obviously that would hurt your business instead of saying your impression you but what do you think about 

Hernan A Varas:  let me talk to you as a business man rather than a dental technician I just I'm going to analyze the situation personally I would have won and the reason why is because let's say that I work in a rural area and really they need a 1 crown I will definitely do that because sometimes people in North Dakota they look like two or three hours to see the dentist if they need one crown fine but be warned sometimes and I see this dentist they'd lose opportunity by the opportunity of presenting comprehensive way because they see one crown or the time because they have this camera and they invested all our money and they have to use it so sometimes you presenting comprehensively is cued by well I'm just gonna do that now maybe I'll tell them next time the rest of the stuff but however let's say that I do one crown or two crowns and then a year from now I tell you that you know what you're wearing your teeth really bad and we need to do something we need to open you up and everything so am I going to charge you for do in fact I mean for those counts that I did a year ago now have two vertical eyes here so am I going to discount those two crowns because actually they're not gonna meet a cushion correct so that sometimes that's what we do we postpone treatment and then when we do it says well everything is fine everything was fine and now you did that you did those crowns what are we gonna do 

Howard: and everybody out there lecturing says that you know we it only takes an hour you know I'm proud yeah so he goes oh no oh my god in the field you know whatever the time is that it takes to do that it's like almost three yeah you know down thousand people no obviously

Hernan A Varas:  I've seen docs do it in one hour whatever but sometimes I see that he breaks and they yet they have to do it again and you have a very aggravated patient at the chair well then you'd be committed to Smith if you've been in the chair let's say it takes two hours and then I go to submit it's not right I don't have the guts to tell you oh it's gonna be two more hours you know celery looks good okay a little bonding here I think that would work no seriously you compromise things that my biggest concern is this as a businessman I want you to percent comprehensively I want you to really restore your patience to you know to a good video and everything and to do that he takes a lot of skills you know to actually present that and also the continuity of the treatment you know let's say that the patient doesn't have the money for that but then how are you going to do one tooth at a time sometimes you can't 

Howard: I am what I wish you would do is um there's a whole generation of kids command school that aren't gonna have the experience I had which was to go see dick Barnes live and yet Barnes if I'd and now we have this digital opportunity on dental town leave we've put up four hundred courses on dental town and they've been viewed almost a million times and there's so many kids dick cash to make an online seahorse on Dale down mr. um I remember going to his course I mean I went two or three different times because I would come back and I tell another buddy and then he'd say oh I wanna go see you and I'd go back and he did a lot of them I said I mean you talk of time it was California these original practice was in southern counties Rialto Rialto yes and so I'm sending my love tell him that in this new age of digital cameras he has to come down from the mount and do a course on dental town because so much of Dentistry success is just an attitude

Hernan A Varas:  it is it is absolutely it is this it's how you see your world is looking at your world differently dr. Barnes taught me that's the first thing he told me you have to look at your world differently always because it's always changing anyways you know what was the idea always still told me the story and he told me a hundred times that I'd loved it every second of it because I told my kids this what was the what was the  they believed during Christopher Columbus time the earth was flat that was traditional thank you right theologians knew it scientists everybody and he was you know what it's like looking at things it's not greatest carriers came about because he brought for traditional thinking right now Galileo Copernicus the same thing we were the center of the university right he says you know looking around the Stars and we're not oh my god just about everybody died you know when they found out that we were just part of it expecting something wonderful great discoveries came about so that's what you always have to look at your world differently and focusing on things is important to always having a goal of what you're going to do and the goal will change and get Gabe young dentist get used to this things will always change your practice is not going to be fixed ever you get to a level and then you have to start all over again and it's fine and also when you do things so I say that you have goals and missions from time to time they change that is perfectly fine dr. Barnes taught me this and my kids hated it too you can tell somebody you know what I analyzed this and I changed my mind but you can change your mind I just did I changed my mind so always have the flexibility to change your mind and explore other possibilities 

Howard: and you know it's done because when a executive does it it's like good business we've reanalyze this and we're gonna need direction or the politician always flipping he's flipped his stance he doesn't know where he's going you take so it takes guts to think differently and to actually stop saying you know what we're gonna go in a different direction

Hernan A Varas:  it takes a lot of guts you feel like you feel alone because you're gonna get a little resistance but sometimes you need to do things differently

Howard:  well I'm thank you so much for stopping by and talking to my homies today and tell dick Barnes that if he ever wants to come on the show I'd love it but he has to at least do an online sea horse because it just wouldn't be fair tokoto appreciation for you having me here if they contact me you they have the information

Hernan A Varas:  I can actually literally send them aid to day presentations and audio a scenario today presentation of dr. dick Barnes himself okay where do they or do they send it to they they can email me and my email is H and then by last name Baris be a Ras at Arrowhead dental calm and request the two day audio presentation from dr. dick Barnes that I'll be happy to email that link to them it's a cdbaby.com they go to that link I give him a little code that they can use as a one-time download and they can listen to him and I'll be happy to go over the materials with them the letters are 

Howard: nice and weigh them er okay but uh thank you last one at least tell them where you're born choice it goes from California Alaska were

Hernan A Varas:  I was born in Copiah PO is that's where the 33 miners got lost it was a movie you mentioned there's a movie about this and that's the town that is closest to that the big town I was born in Koval yeah and how many they saved 3300 no one time and you know it's funny because I they never gave up 33 days yeah and other you know other mining accidents like two days okay let's see you like this tilde cave no this people really work hard and they say every single one of them oh why dream is a great movie

Howard:  thank you so much thank you appreciate your time