Introducing the Full-Arch Framework "The fastest way to practice growth"

(upbeat music) - All right, welcome to the Full Art Secrets podcast. This is the podcast where we will share and discuss strategies to dominate your dental implant market and grow your production beyond your wildest dreams. That is our goal and we are on a mission to help as many practices grow and to help change as many patients lives through dental implant treatment. So we love your support and getting the word out there by commenting, liking, and subscribing. And help another doctors learn about this as well and get the message out there. So thank you for listening today and we are excited to introduce ourselves. We are the new owners of dental implant machine. Now, as new owners, that does not mean that we have just come in. We've actually been involved with dental plant machine for years and been involved with dental plant marketing and sales for a number of years and we are excited to introduce ourselves and before we do that, just wanna give you a quick rundown on what we are up to and what we will be discussing on this podcast. And that is that over the years, we have had the privilege of working literally with hundreds of doctors in actually multiple countries learn how to market and sell dental implants. And as we've done that, it is especially lately with the current state of dental implant economy. We've seen some doctors start shrinking in production while others are having the best months they've ever had. It's really growing a competitive field out there and I kinda liken it to the early stages of clear liners if you remember that. So anyway, we over the past few months have been digging in and saying, okay, why are some of these doctors just crushing it? What are the, why are some doctors inspired by the state of the economy? Why are they having the best months they've ever had and why are some shrinking and what's the difference? And we're gonna talk about that. We have discovered a framework that we call the Full Arch Framework and those doctors that are crushing it, follow the framework really well and those that are shrinking don't. And quick background of story is the previous owner of dental implant machine that was somebody I knew and I brought him a dentist who was a client of mine. So this dentist became a mutual client and we worked together to develop the first dental and plant marketing funnel and it worked really well. And it was very exciting. We created a info guide and eventually we created an eVal form, you know, one of those like fill out this form to find out if you're candidate. You probably, if you're listening to this, have seen some of those out there. It has become kind of the gold standard in marketing. I think 100% of our competitors use those tools that we've developed and that's been the nature since the GICCO is kind of leading the market staying at the cusp of it and figuring out what's working today to develop that, right? So excited to bring you those tools in this podcast and talk about what's working now, what's working to help you in your production today. So over the past few years, these amazing guys here on this call with me have been added on to our executive team, joined our team and they are some of the best of the best out there and helping us and helping you. And I'm excited to introduce them. So that's a little bit of background on me. Kevin Vaughn, do you want to introduce yourself? - Hello everybody, I'm Kevin Vaughn. I joined the DIM family just weeks before COVID hit America in 2020. I've been with the company ever since. It's been a great ride. I've had the privilege of working personally with many of you listeners probably and hundreds of clients over the years to help them achieve this great award that's in our background that is called the two comic club award. And it's just been a great ride ever since I joined. So thanks for having me on the podcast and happy to help all of you listeners grow your dental implant production yourselves. - Awesome, thanks Kevin. Chad and Young, do you want to introduce yourself? - Yeah, of course. So I'm Chad and Young. I've been in marketing for about 10 years now and I originally fell in love with marketing because it was an opportunity to work with entrepreneurs trying to help them achieve their dreams. Since then, I have worked for a few different agencies but I've always been on the agency side of things. And when the opportunity presented itself just by happenstance to come over and work at dental implant machine, I jumped on that opportunity. I absolutely fell in love with what we were doing and the process and our service that we have. And when the opportunity presented itself for us to purchase the company, we absolutely jumped on that opportunity. On a side note, I actually served and still served in the US Army in the Utah National Guard. So most of the time I'm here working in the office but occasionally if you reach out to me, I'm not around because I'm out shooting guns or blowing things up, having a good time. One last thing, I as the VP of client success, I still handle a couple of our offices and in fact, some of the two comic awards behind me are actually offices that I personally work with and I just love, no matter what I do, I still love talking to the entrepreneur, I still love having those conversations, it really just gets me going. And I get really excited and energized talking with business owners and entrepreneurs about marketing and more specifically dental implant marketing. So, hey, and I have to just say really quick, chain in and I have something in common. So I don't anymore, but I did serve in the Army National Guard, I spent a year in Iraq. And but I will say that chains way more tough than I am. This guy is a green beret, like legit green beret, special forces guy. So hats off to you, 10 thanks for your service. Over the next few weeks and months, as we get on here, hopefully you guys will get to know these guys that we just introduced to you better and as they bring their rich experience to your practices. So, what is the state of the current dental implant economy? What do you guys see out there? I mean, we hit on competition a little earlier, it seems like every weekend, what do we say earlier? There's a church on every corner and a dental implant training program on the other corner right now in America and every general dentist out there is getting their implant wings, right? Like every weekend, another one gets their implant wings. So a lot more doctors wanting a bite of the pie and getting a piece of that pie. And then what else are we seeing out there? Guys, we have 10,000 senior citizens reaching retirement any day. And so we have more people coming into this demographic that are adventurous or will be adventurous. And so there's a lot of providers, the supply of providers is going up as so as the demand for service to answer that demand. - Yeah, that's perfect, it's through 2030, right? Baby boomers? - Yeah, baby boomers, they're just gonna keep coming. - Yeah, and we actually had a meeting with one of our proceed financial, one of our partners and they actually said the state of the dental implant economy, there is more production in the economy now than there ever has been in the past. So to your point, what's the difference between the offices that are being successful and seeing success and those that aren't? And we're really, really excited to talk about the framework that you're gonna go into. - Yeah, well, and I don't wanna throw too much water 'cause that's true, all of that stuff is good. You do have increased competition, we are seeing increased inflation and we are seeing the Fed tightening, the financial market which tightens it up and makes it a little bit more difficult. It seems like the average bicycle score needed in order to qualify for implants as it keeps kind of creeping up a little bit recently 'cause of the market and tightening it up, making it a little bit more difficult. These patients have to spend more on get milk and gas and so do we, hate that. But anyways, it just makes it a little bit tighter on the wallet and so fortunately, there are people coming in to the market but it's also tighter on the market and so we're seeing this place where they're being more cautious in how they spend their money with whom they spend their money. And that's where the framework comes into place, right? Because if there are more options and they're more careful in how they spend their money 'cause the economy, then that means you, as a doctor, have to stand out. You gotta make sure that you have your systems and processes and the full-arch framework that we're gonna share with you in just a second. So you gotta have this in place. If you do, this is literally the best practices from the very top performing dental and clent doctors in the nation. We're gonna share that framework with you guys right now. So if you're listening to this podcast, we'll describe it. If you're watching, we're gonna share the screen here and here we go. Okay, we got it up here. Here is the dental and clent machine full-arch framework and if you're listening and imagine an edifice with like this building and it has three arches. Kind of like a Roman or Greek building, you know, with three pillars under it. If you were to take one of the pillars out, kind of like a three-legged chair, the building starts to crumble or falls over, right? It can't be sustained. And that is what we've seen, right guys? Like across the board, these offices that are struggling are weak in one or more of these areas, one of these three pillars. And those three pillars are the authority architecture, the marketing architecture and the closing architecture of the framework. So let's talk about those really quick. This is just a quick introduction to this framework and then in subsequent episodes, we're gonna deep dive. And it's gonna be awesome. We're gonna invite people on. We're gonna invite clients on and we're gonna talk about all the best practices and share these secrets with you guys over the next weeks and months. So, authority architecture, anybody, any of you guys wanna talk about that? What is the authority architecture? - I'll take the authority architecture. So this really comes down to how you set yourself apart and how you position yourself as an authority figure in your local community for all of the dental and plant patients that are out there, right for the taking. Available for anybody else to do the treatment. So it comes down to three things. The first one is the unique value proposition that you and your practice put out there. It's like the reason why someone would choose you over anyone else. The next aspect of the authority architecture is social proof. And this is just proof that you help patients achieve their dream outcome. That you've helped other people go from beginning to end in this process. And then the third aspect of the authority architecture is producing educational content. It helps patients like and trust dental and plants while also establishing you as a trusted authority figure. - So, when I think of the marketing architecture, always think about the patient journey. So, where's the patients and how are they engaging within the implants? And what the marketing architecture is gonna do is find out, hey, where are these patients? And how are they describing their situation and their pain? And a lot of these people are not yet ready to come into an office to sit in a chair, but they are ready to get educated. They are ready to get a better understanding of what the process is, how it might cost them. And so the full-arge funnel is about creating that patient journey within your own office so that you can start to get those hand raises and then go out there and find the traffic and connect the dots for them. So, for those of you who are able to find patients who aren't yet ready to come into the office, but still engage them and nurture them into your office, you're gonna find that you can fill your funnel, you can fill your practice with a lot easier than otherwise. - I love that. I envision this as like a big funnel, the world, your full market at the top and then at the bottom, a happy pain patient. And it's like, if you can get them in, the traffic portion of this is like getting people in and then nurturing them and building that relationship to get them to come all the way through that funnel to where they're paying me, right? And making sure you have that system that will enable you to do that. And we will go into depth about that, the different types of tools you can use to nurture and build that relationship, with different types of ads that will track people in. And then a little secret lets you in. The authority architectures a big part of that, just gonna throw that out there. So this is why we'll all ties together, all right? Chaden, you wanna go over the closing architecture? - Absolutely. And to introduce the closing architecture, I wanna tell just a quick story. We had an office that was targeting in a very specific area. The office wasn't seeing success, so we adjusted their targeting and the area that they were targeting was then opened up for anybody to target. A new office came in and they were able to have a ton of success and I personally believe a lot of that was due to the closing architecture. And let me explain. So the closing architecture is knowing the patient, knowing how to best serve the patient. In addition to that, you mentioned that that I'm in the military behind every great organization, whether it's military, business, you name it, is a great team. So having that great team in every individual on that team knowing their specific role or how they operate inside of the team. The next thing is the set. So calling these potential patients and talking to them, figuring out how we can help them move forward and how we can eliminate obstacles that stand in their way of getting the treatment they need to really help improve their lives and quality of life. And then lastly is the consultation. So when they're actually in your office, what are you talking to them about? Even down to when you leave the consultation to bring in somebody else, what is the patient doing during the time that you're gone? Are you being purposeful in that? Are you giving them something to do or are you just letting them play on their phone? So I really went over the closing architecture briefly, but there is so, so much that's involved in that. And I personally believe of the three, they're all very, very important. And we could have an argument all day long about which one is the most important. I personally believe that the closing architecture is the difference between an office that has a little bit of success and an office that is a top performing office doing multiple million dollar months, month over month over month. So. - Well, and Tade, none of us are gonna argue with the green beret, man. So you could take us all out with your little pinky. So, but yeah, like there's some really great stuff on here. To your point, take one of your team members in there and increase their results just a little bit and you could literally double production. Really easy with just a few tweaks to what they're doing. And having the right team and having the right training for them is incredibly important. That makes your marketing budget go a lot further. So, all right, that is the introduction to the full arch framework. Like I said, we're gonna dive, deep dive on this. We're very excited to go over that. We're very excited to be at the helm of Denyl Kamehseem and helping doctors and sharing the insider info that we have. Our goal as Kevin mentioned earlier is to change lives. Like we wanna help as many people as we can. And we really, really appreciate respect that opportunity to be involved with you all. Have you listening to us? Again, please like, subscribe, share. And let's get the word out there and let's go change lives together. So, all right. Until next time, everybody, appreciate you all. Have a wonderful day. We'll see you. (upbeat music)