2301: AI, Operations, and the Future of Patient Acquisition Pt. 2

Hey Doc, have you decided that 2025 is going to be the year that you take your practice, your health, and your personal and professional relationships to the next level? Well, here at the Dental Success Institute, our simple yet concise mission is to help dentists achieve their full potential in business and in life. If you've previously looked into the DSI programs, you know that we are the most comprehensive performance coaching group in our profession. Our members' results speak for themselves, with an average of 38% top-line growth, 17% reduction in overhead, 49% profitability increase, and a decrease in 1.5 clinical days per week. I'm excited to announce that we've introduced two new tiers to our coaching platform, which will allow dentists from all stages of their ownership life cycle to access our incredible resources, regardless of your budget and ability to travel. So Doc, if you're ready to commit to making 2025 your best year yet, just visit TrueDentalSuccess.com to get more information on all of the tiers and how DSI can help make the transformation you've always dreamt of a reality. And if you'd like to talk to me personally about your situation, my team can make that happen as well. This is your time. Take action today. TrueDentalSuccess.com Hey Doc, are you running or currently building out a large-scale dental practice? Then you already know ambition alone isn't enough. To truly thrive, you need a strategic plan. That's where the expert team at Professional Transition Strategies comes in. PTS works with some of the fastest-growing practices in the country and has put together an exclusive resource for doctors just like you, the three Fs of successfully operating a large-scale practice. In this free ebook, you'll dive into three essential pillars of sustainable growth, footprint, finances, and future. And it all starts with knowing your practice's value. A comprehensive practice valuation is the critical first step. Whether you're expanding your footprint, optimizing your financials, or planning what's next in your career. To get your copy, just email info at professionaltransition.com and ask for the three Fs ebook. That's info at professionaltransition.com. Now's the time to take your practice to the next level with the right plan in place. Introducing your host, Dr. Mark Costas. Hello, everyone. Welcome to another episode of the Dentalpreneur Podcast. I'm your host, Dr. Mark Costas. Hey guys, this is part two of a two-parter featuring Gary Bird, the founder and owner of SMC. We talk about a lot of stuff in this part two episode. If you guys haven't listened to part one, make sure you stop this recording right now. Go on back, listen to part one. It'll make a whole lot more sense. In this part two episode, we talk a lot about how operations and marketing intertwines the importance of knowing how AI can change your operations and your dental marketing. And then we talked a lot about offers that are being made, how quickly you need to follow up on leads that are generated from your marketing and operationally what that means as far as an auditing process. I think you guys are going to really like this part two episode. Gary has a lot of great information because he's a large client base and a lot of data that he's been able to capture from looking at the results of his marketing and his campaigns and just the general kind of percentages and analytics that go into dental marketing and how they affect small group practices and single practices. All right, guys, let me know what you think and we'll talk to you soon. Bye-bye. One of the low-hanging fruit, I guess, solutions to this 35% and then greater percentage during off hours for a lot of people is bouncing to some sort of a call answering service. And we have mixed, I guess, success rates on those. Some are pretty good and some are just downright terrible. And it's hard to justify even overseas low dollars per hour answering services. What we have seen lately, and I'd love to get your opinion on this, is the prevalence and the rise of AI receptionists. They're getting better and better. We're in gen one right now. But we have found that if right off the bat, you have somebody that's an AI bot or an AI representative that is interactive and it doesn't sound robotic and choppy, and they show even a fair amount of empathy, like, oh, I'm sorry to hear that you're in pain. Let's get you in right now. And they can effectively schedule, which we've seen the more sophisticated ones be able to handle the preferences of five doctors and four hygienists, emergency patients versus existing patients, and are able to schedule them accurately for a very, very low barrier of entry price point into this solution. How do you feel about the gen one AI representatives that are answering the phone right now? Well, I'll say this. It's very exciting. But they're not perfect yet, right? And so there's still a lot of issues. They're not better than a human answering the phone yet. Of course not. But I think they will be. However, I was around when dental started doing text messaging and dentists fought it tooth and nail. You can't text people. It's not authentic enough. It's not us. You need a person doing it. Now everybody texts. It's not a big deal, right? And so I think that it's going to be a slow rollout of this. I also think market really matters. Online schedulers, forms, AI widgets, anything tech advanced does really well in tech forward cities and then struggles in other areas that aren't as tech forward. And so we've noticed that. But I would bet the farm on it that in the next this year, next year, that a lot of dental calls just because they have to are going to go through AI and be scheduled that way. But the other thing that I think a lot of people are missing and the dental industry is missing as a whole is that is going to allow for follow up calls for people who missed their appointment. That's going to allow you to reschedule hygiene appointments if someone misses unscheduled treatment. Basically, AI will become your full blown CRM that automatically runs all the time for your patients on an individual basis based on your preferences and desires. I see that happening probably over the next year or so. And that's going to be huge. That's actually a bigger game changer for dental because most people are sitting on a gold mine of like unscheduled treatment, people who missed appointments, stuff like that. Yeah, for sure. Really, really good stuff. So how are you integrating AI into your agency? Great question. So we have a base layer that we use called trackable. It integrates with the PMS. And it actually has all the data from the PMS all the way up to the click. So we can see everything inside the patient journey. That's how I know all these numbers. I'm just not out here studying this stuff for fun. It's like we look at it. This is how we look at an account and figure out what's actually broken when they're trying to grow. And then what we're building on top of that is an AI agent that's going to be able to walk through that whole journey because most dental offices just don't have the time to work through this data. So that's what we're really good at is sitting down and saying, we have to meet with you. And we have to look at this data with you. And this is an interesting thing, Mark, that I've noticed is that the clients that don't like us and end up leaving and not working with us are people who can't meet with us regularly. They try to punt it to their hygienist or the front desk person or their office manager. And those are all great people. And I'm sure they could do a good job. But what most doctors don't realize is that a lot of the things that I'm talking about are operational changes. And most of the people sitting not in the owner's seat can't make those decisions. They can't change hours. They can't change scripting. They can't change how we're capturing this information and putting it into the office using AI versus using an online scheduler, as an example. Like your hygienist isn't going to be able to make that call. And she's not going to be able to explain it to you in a way that's data-driven. And so the doctors that we work with that do really well, they meet with us, whether it's once a week or once a month, depending on the life cycle. Those are the ones that do really, really well. And we're just taking this data and now giving it to AI to do the rest. So that's what I'm most excited about is that a lot of this stuff is just going to be AI-driven very, very soon. And a lot of it already is. I mean, as far as I'm concerned, that's revolutionary. Because I've always been attracted to marketing companies that could deliver a realistic ROI. But there's a lot of speculation and a lot of estimating based on trying to calculate this in the past. Now, if you have an AI feature that is able to track that, go directly into the PMS, you're not missing anything really. So away from AI for a second, operationally, we alluded to it already, answer more phone calls, be able to audit the quality upon which these calls are being answered and closed. And then obviously there's follow-up that's necessary if somebody's responding to some sort of a lead generation ad that you guys are generating. So what does that look like specifically? Like, what do your numbers tell you the most successful dental practices that are implementing your advice are doing as far as follow-up, time frame? How open does their schedule need to be? Like, how quickly do they need to get them in for a new patient exam? Those sorts of things. Great question. So first of all, we segment the data differently than most dentists, the way dentists would normally think through it. So there's been a couple times online where I have a dentist, I talk about leads and a dentist says, they're patients. They're not leads. And I'm like, no, no, no. They haven't been in your office yet. They're not patients yet. They become patients once they walk through the door. So we got to call them something else. So I'm just using that vernacular because it helps us paint a picture. So what you want to look at is you want to look at leads versus qualified leads. This is very, very important. So most marketing companies will just say leads, but you need to know qualified leads. Like people who could actually come in. The reason for that is because your front desk is going to tell you, they'll say things like this. Oh, don't worry, doc. I screened them out. They were a price shopper. And it's like, well, we're only targeting like high-income areas. And they were asking how much veneers cost. Like, yeah, of course they asked how much it was. Like every dentist that has ever called me for marketing before, we work with them. They asked me how much. That's a high intention patient. And so it's like, you can't let your team just squeak, like weed people out because they don't have enough information to make educated decisions like that. The other thing is, I hear doctors will say things like in passing to their team, like, I hate this insurance because they had a particular billing situation and they just, you know, it's not good. And so their team takes that and starts screening out those patients on the phone. I've actually seen this and they're like, Oh no, we're out of network without insurance. We don't do it. You know, and it's like, that's not what the doctor actually wanted in that particular instance, but their team kind of does it. And it makes, to be honest with you, makes front desk job way easier. And so you have to have somebody who actually... There has to be rules to the game of like who's qualified and who's not. Right. And so if someone's calling and has Medicaid, but you don't accept Medicaid, then that's an unqualified lead. Like that makes sense. But if someone's calling with ABC insurance and your fee for service, and they're just like, Hey, do you have, do you, do you guys accept ABC insurance? Like that's a qualified lead. You need to know how to answer that. Or how much are veneers? You need to know how to answer that. You don't get to just say that's not a qualified lead now just because your team doesn't know how to answer that. So that's number one is getting your team trained on a clear set of rules of what's qualified and what's not qualified. And we do a lot of that heavy lifting for our clients. And then from there, you got to have block scheduling. So when somebody remember earlier, I said 50% of new patients that come in or that call 50% of them are going to schedule. The reason the other 50% don't schedule or it's part partially capability and it's partially capacity. So capacity is, did you train the front desk person properly? And are they following it? So that may be on you or maybe on them, but capacity is actually 100% on the owner, right? That's your problem. Susan at the front desk can't overcome that. So you have to use block scheduling and block. A lot of times doctors are like, Oh man, yeah, I have availability. And we're like, okay, you got one spot on Thursday and then you got like two next Tuesday. And then you don't have anything for the next two weeks after that. That's not availability. Availability is multiple spots every single day open for new patients. And what happens is if you don't do this, what ends up happening with good dentist is you're clinically sound. You fix all your patients problems and your whole hygiene schedule is a bunch of happy, healthy patients. And you're just collecting hygiene fees, but now you can't afford to operate the practice anymore because you weren't built on... You're not a hygiene model, right? Like meaning there's not enough money coming in from healthy hygiene. You have to have problems coming in through hygiene if that's your model. And you have to create the block scheduling for those patients to be able to fit in. Otherwise, you just end up with no room for problems for people who need dentistry. And this is a big, big problem that I've seen a lot of people back themselves into because you start building this out. It's like six months out that you're creating this problem. So you have to actually go back, open up your schedule, say, Hey, Susan, these blocks here, you can get into hygiene. We're going to prioritize those and push new patients through the hygiene schedule that way. That is... You have to do that for your team. If you don't do that for your team, what ends up happening is the patient calls. So let's say it's July. Patient calls in July. You schedule them 3-4 weeks out. They end up coming in. Then you punt the treatment another couple weeks out. And then you go, My marketing didn't have ROI in July. Well, yeah. No, of course not. You're buying cycles two months long. And so it's like you have to wait at least two months before you see any ROI from your marketing. And then that's where people get really confused about ROI and how it's measured and those kind of things. Yeah, it's really good. I want to double down on this capacity slash availability issue that you're talking about. And this goes down to a lot of different things. I see a lot of times people come to me and they're like, I've definitely hit a ceiling when I met with this, let's just say de novo startup coaching group. They helped me with their template. I ended up with four or five operatories based on my budget and the things that I told them that I wanted. Next thing you know, they signed a 10-year lease and they have a four-operatory practice and they're crushing it. And six months in, they hit this capacity ceiling. And it's like, oh no, you have nine years and six months left of this lease. And you're kind of stuck because you didn't realize that, you know, hustling hard and doing, you know, three columns of restorative dentistry plus emergencies and trying to squeeze new patients in and having only one column of hygiene, which we all know that you need at least, you know, kind of two hygienists per every doctor. Now you're kind of in a pickle because you're stuck with a physical capacity that's too small. Secondarily, you know, if you believe it or not, you know, we are consolidating as a profession. And some people estimate that in the next seven to 10 years, we're going to be 40%, 50%, 70% consolidated, which means that when you're turning over your practice, which you will in some capacity someday, you're really going to need to sell that to maybe one of your kids, maybe your associates. But more than likely, if you continue to grow at a steady clip for a 20 to 25 year career, even a 15 year career we're seeing, you're going to need to sell that to some sort of private equity backed DSO or something else like that, because you're going to price yourself out of the market. If the value of your dental practice is $3 million plus, even $2 million plus, it's difficult for a private buyer to be able to qualify for that value. You're going to get a premium. DSOs are going to pay you a premium for a profitable practice, but they're not going to look at a practice that can't fit two full time providers in there because of key man risk. So you're looking at the majority of the buying pool at some stage. And that's where there's, you know, controversy as far as are we going to be 50 or 70% consolidated in the next 10 years? Who knows? All we do know is that it's going to be greater than 30%, 35% where we're at right now. So you're decreasing the availability of buyers if your physical capacity is too small. So this is a drum I've been beating since way before AI and way before all of this kind of ROI on marketing has come to light. If for no other reason, you're going to have a limited buying pool when you're ready to transition, if your physical capacity is too small. There's only so much you could do with scheduling and block scheduling if your practice is too small to have availability for all the new patients that want to see you. Very true. Yeah. And the other thing that I don't think most people think about, it's actually right now, it's a competitive advantage. If you can get patients in same day next day and do treatment same day, that's a huge, like most people cannot do that right now. And so you are now instantly, that makes you different in almost every single market. And regardless of what people say, no one wants to go to the dentist multiple times in a row. For something they could go once. It's so true, man. It's so true. All right. So let's, let's switch gears just a little bit. You and I, during the pre-chat, we're talking about some of the things that are hot button issues for dentists. And I think, I mean, even if you wanted to, you couldn't see all the, all the, you know, the tam of dentists that need a new marketing firm, right? So you can only see what you can see. You have capacity just like everybody else is, everybody else does. And there's this competitive landscape for you, but what are some of the things that you see people making mistakes with as far as the call to action? Like, how do you feel about, you know, discounted new patient exams or 50% on off of crowns and, and those sorts of things. That is something that I think a lot of people it, it feels like the most logical thing to do to get warm bodies in butts and seats, but it could end up being. It could, it could crush you. It could end up being very short, short sighted with the wrong types of patients that are flooding your practice. Yeah. So I find this, this is a really hot topic. I love talking about it because it does trigger dentists like, and I understandably, so you went to school for a long time for a profession and then you're like, you got people coming in and talking about Groupon, your services. So it, it, it does trigger people. So couponing is bad. I'll start with that, but strategic pricing and loss leaders, all businesses do those. The most successful businesses in the world does this. Apple does it. Whole foods does it. Louis Vuitton and these kinds of stores do it. Costco does it. And there's a difference between strategic, strategically pricing something out to take advantage of an opportunity in your market and to drive people back to your profit centers and just couponing things because you want to attract a certain kind of buyer. And so those are two radically different things. And so the best way to like break this down is you should be competitive on things there's price transparency on. And then you should be in the better, more at the top of the funnel. And you should be in like the most expensive at the things that are, don't have price transparency and in charge of the most for, I believe that like if I was a dentist, that's what I would do. And so the best way I can probably picture this is like with oil changes. Anytime I've spoken on stage, I always ask people, okay, how much is an oil change in your market? And they always know $99, $59, $39. And I can Google search it and actually confirm that. Right. And I can go anywhere in the United States and tell you how much a cleaning is and how much an examine x-ray is in every single market. It doesn't matter where it's at. And I can quickly tell you, okay, this is about how much people are charging here. It's about $99 for a cleaning. It's $59 for a cleaning in this market. It's $159 for a cleaning in this market or examine x-rays. And what you want to do when you go and get an oil change, why are they giving the oil change for $99? They don't make money on that. It's a loss leader, but everybody's been trained to get their oil changed every three to 4,000 miles. So we all know that take our car in, they get it up in the rack and then they tell us what's wrong. And then they say, Hey, your flat, your, your flex capacitor is broken. And you're like, Oh man. Okay. How much is that? $4,000. Yeah. It's like, okay. You can't even Google that. Right. Like you have no idea how to Google that. You can't even call a mechanic and ask him how much it is. Cause they're going to be like, well, it depends on this. Right. So it's like, you end up getting the work done. Dentistry is exactly the same. So what I see Dennis make huge mistakes on is like, they go, well, I want to charge $299 and put it on my website for a cleaning and everybody else has $99 in their market. And then they go, my marketing isn't working. No, you, you, you strategically priced yourself out of the conversation. The other thing that I see Dennis do is they say, well, I want to attract more quality. So I'll charge more. Listen, if I, I work with Dennis and Dennis have a lot, like they have money. Right. If I went out there and said, I'm charging more than all the other marketing companies. How many dentists do you think would sign up with me? Nobody. Right. So it's, it's not, no, there's people with money aren't out there like, oh, I want to overpay for my cleaning. They must be better. Right. So, and you don't have to do cleaning. So you, if you say, well, I collect a lot of money from insurances, so I don't even want to do the cleaning thing. That's fine. Do you examine x-rays or do a consultation for bigger treatment? Now the caveat to all of this is when you get into things like full arch and the bigger treatments at the other end of the spectrum, you either that, that is a different ball game and a different kind of marketing. So I'm not referring to that. I want to call that out very clearly. I'm referring to more of the general dentistry side. And so you want to be competitive and then you want to make sure your, your, your targeting is correct. So I've seen this before, like I actually made this mistake early on, uh, or very, very early on when I started working with a dentist, they, um, they were in Detroit in a nicer part. And we did a free exam and x-ray and we targeted a lower income part. And it absolutely just blew the door out with a bunch of people who couldn't afford treatment. That's the wrong way to do it. That's called a spray and pray and marketing. And that's how most marketers market today. What you want to do is you want to do a competitive landscape of your area. You want to look at, okay, where's the high income patients from that in our office that we already get. Let's plot those against these areas, middle class, high middle class, low middle class. You can do this all in like, uh, income brackets. You can look at it by population size as well. You can also plot out your competition. And then you can look at where they're pricing things that you want to attract, as well as how many Google reviews they have. Cause that comes into the equation as well, right? So if you're $99 and have 10,000 Google reviews, somebody else is at $59 and they're at two Google reviews, you're probably going to beat them every single time, right? Even though there's a discrepancy there. So, so you've got to look at the, this in conjunction, and then you got to think as the patient, not as the doctor. And when you do that, you can actually, this is one of the biggest things that you can do to like quickly gain ground, get ground. And it doesn't, I know doctors, they're listening to me now and they're like, Oh, it's going to bring a bunch of bad patients. You, if you track the ROI and you're attracting people who have money to buy treatment, this almost always wins. It almost always wins. That's so good. It's so good. Okay. So, what do you suggest then? What's the, what's the trigger point? Like if, if we're looking for ways in a super competitive market to attract high quality patients, qualified leads, what type of bait are we dangling out there? It depends on your availability. So, I put that back on you. So, I'd say, tell me what's your average time to appointment right now for your hygiene department. If you have an online schedule, I'd just go look at it. And then I would say, let's look at your doctor's schedule now. And then I would say, what other kinds of treatments are we trying to lead into? And so, if you say, well, I got a bunch of availability and hygiene. So, I just need to fill that. And then that's going to backload my doctor's schedule. Great. Then let's look at the hygiene in your area. How many Google reviews do you have? Are you the number one person on Google? Like as far as reviews in your little three mile circle, then that gives us a lot more room to play. Like you don't have to do as many things. Are you a brand new startup with one Google review? Then, and everybody else has 10,000, then we're going to need to be hyper competitive with this cleaning to drive people in. And we can change that as you get Google reviews. If your hygiene department is filled, then I would say, let's push to like emergencies or consultations. Now, here's where it gets really interesting. Depending on what kind of office you are, if you say, well, I'll do implants and aligners. Well, to generate an implant patient or an aligner patient, if you're just directly marketing for those is actually more expensive than attracting an emergency patient or a hygiene patient. So, you can go target those and drive them through the doctor's schedule or through like a treatment coordinator type schedule, but like consultations, everybody kind of does that differently. And that's great, but your CAC is actually going to be much higher than if you drove them through just like, Hey, I have this need, I need to get my teeth cleaned. And then 10% of them need implants or 10% of them need aligners. You actually end up way ahead from an ROI standpoint and a way lower CAC. So, there's some, there's some nuance there in the conversation based on how the doctor is going to structure their office. Yeah. Really good stuff. I can't believe it's already been 48 minutes. So, we got, let's just say we got five minutes left. I want to end with allowing you to lead the conversation a little bit here, Gary. So, first of all, what do you see that's new and exciting in the dental marketing world that people aren't currently taking advantage that they can take advantage of? Secondarily, how do you think AI is going to change patient acquisition moving forward? Yeah. It's pretty, AI is pretty cool, but there's a lot of, it's like the internet boom. And you know, when that first came out, where it was like all these companies opened up and they were all dot com and everybody's like what does that mean? Like you just put your money in them and then like eighty percent of them went out of business. But if you got in the right ones, then you, you won, right? If you got in Google, then you did pretty good. If you got an Amazon, you did pretty good. AI is going to be very similar to that. However, the only difference is AI is like the internet. So I don't think internet or like internet itself, people aren't like making money investing in internet. They invest in companies that use internet. AI is going to be the same way. Um, and so, and that's going to be the same thing for your dental marketing. It's not going to be like an AI widget that you get that changes everything. It's going to be the companies that are leveraging AI, the best on your behalf across multiple different sectors in your practice, that things are really going to work in a good, a perfect example of this is like Google just rolled out their AI feature. So if you go on Google's browser right now, if you look right to the left, it'll say AI right there. So it's right in the search, which it used to not be that way. And, but if you look at it and you just type in Dennis near me or any, any keyword, what you'll notice is an AI performance versus the regular performance. They're almost exactly the same. So AI has to use information and it has to pull that from Google or the internet. So a lot of AI is just being built on the internet. And so whatever's already out there is going to show up on, uh, on AI. So people were like freaking out, like, do we have to optimize our website differently? Do we do things differently? No, it's, it's more of the same right now. Google reviews, you know, uh, your, your copy on your website, how your website's built, uh, age of your URL. Those are like really, really important and still really, really important. So AI is definitely coming, but it, I don't think it's going to roll out the same, like the way that people think with like flying cars and things like that. Um, as far as like, what could people could do today is to grow is change the way that you're thinking there is, if you've worked with like five or six different marketing companies and none of them have worked, it's more than likely you. And it's your, and when I say you, your operations in your practice. So work with somebody that can help you untangle that and actually look at data before you just kick marketing companies to the curb, like go look at the data. And if you don't have data, work with somebody, get the data. It doesn't have to be us. There's other people who can do it out there. And there's, there's lots of good people out there. And, um, and figure that out, like figure out your operations and I bet you, you grow, like I'll bet, like I'm almost always funny. I sometimes will be online with people and they're like, well, this doesn't work. This isn't work. And I'm like, what's your phone conversion? What's your unanswered call rate? What's your average time to appointment? I have no idea. It's like, I'm willing to bet that that's probably a big part of your struggle. So I would just say, change the way that you're thinking a little bit. There's a, I will finish with this. There's actually an abundance of new patients out there. There's not enough doctors to see them in a timely manner right now. Interesting. Yes, I, I agree with you a thousand percent. Um, great stuff. Gary, what's the best way that people could reach out and maybe have a discovery call or what's the process for getting engaged with your agency? Yeah, just, you can reach out to me on social media, the Gary bird, all spelled normal, and you can just reach out to me and DM me or hit me on Facebook, Instagram, any of the social media is I'm, I'm online all the time. And then, uh, you can check out our company at SMC. SMC national.com. Do you guys have a podcast that you do regularly? Oh yeah, yeah. We, so we have dental marketing theory where we bring on awesome people like Mark and just have them share cool stuff that they're doing. And then we also have a daily podcast that we do dental marketing, go where we go over like tactical advice and we have hundreds of episodes and you can just like dig into those and we try, I try to give everything away, like, and tell people this is the problem. This is how you fix it. And you could, if you have the time and energy and you go through and listen to it, you could fix a lot of your problems in your practice all by yourself. Awesome. Awesome. Well, Gary, um, as always, great talking to you. That was a 52 minutes and 43 seconds of jam packed content. Um, I never seemed to be able to stump you and you, you have great insights and great information based on the data that you collect from the large company that you have. So respect a lot, uh, of what you're doing and I can't thank you enough for being on the show. Thank you, sir. It's a pleasure. And thank you for having me on really good. And that quote was really good. I dropped it in the, uh, in our Facebook group. Uh, the one about, uh, procrastinate or busyness is procrastination. I love that. I love it. All right. Ladies and gentlemen, Gary Bird, the founder and owner of SMC. Hey, dentalpreneurs. If you're dreaming of launching your own dental startup, I've got the event. That's right up your alley. Join me and my good friend, Dr. Chris Green for the plan, the project, the practice, a night for dental startups. It's going down on Thursday, September 18th, from six to 9 PM in the heart of New York City at the New York County Dental Society. This event is free. Yes, completely free. And it's hosted by the practice launchpad along with we care practice advisors and provide bank expect expert presentations, dinner and drinks, and powerful networking with people who know how to build practices from the ground up spots will go fast. So register today at the practice launchpad.com that's the practice launchpad.com mark your calendars and I'll see you in NYC. Thank you for taking the time out of your busy schedule to listen to today's podcast. As you know, the fundamentals of a good business are universal, a solid flow of new customers, systemization, human resources, and cashflow. That's exactly what I cover in my first book pillars of dental success. If you'd like a free downloadable copy and other valuable practice building resources, just go to DentalSuccessNetwork.com forward slash pillars. That's DentalSuccessNetwork.com forward slash pillars. We'll see you at the next episode. And that wraps it up for another episode of the Dentalpreneur podcast. Look forward to reconnecting on the next episode. Thank you so much for joining us today on the Dentalpreneur podcast. Check out TrueDentalSuccess.com for full recaps of every show, a schedule of our live events, free video tutorials, and a whole host of practice building resources.