Elite Provider Track Webinar: "How To Live the Life You Deserve" January 2022

Hello, Gary and everyone who's here today.

Tanya.

Yeah. It's so good to see you, Gary. I'm Tanya Dunlap. I'm the managing director at Perio Protect and we are thrilled to be with you for our elite provider track. This is a series of courses and principles that Gary and I have worked on for years with periprotect providers, and we approach dental learning. I just want a big shout out and thank you to Dental Learning for hosting this. This dental. This is a track for dentists and hygienists, our elite provider track. We meet once a month on Fridays for half an hour. We kicked it off last time, and I'm just thrilled to have you with us. Gary, thank you for making time out of your day to do this.

Oh, it's a privilege. You know, it's really, really a joy. And I too, want to thank the dental learning community and leaders for the difference that they make and allow us this platform. I was so overwhelmed at the level of just engagement and participation from our first. And I'm glad we have a residency here. You know, Adele was crying because her residency was interrupted in Vegas. And we don't get to cry because we have dental learning. We have a residency here, Tanya. And we have sweaters on today because it is brutal in New York. It is so cold in New York and St. Louis, I'm sure, you know, seven degrees. Yeah. We were. We walked through Central park with our dog, my Judith and I, and it was below zero today. So it was. It was a lot. But so we're going to bring the warm, cozy gifts of like, Christmas morning. Think of. Think of this. Put the fire up, put your feet up. Get relaxed, because we're going to bring some real good stuff for you today on top of what we brought last time, which was incredible from all the people that I met with since our last session.

Yeah. And we just want to thank you, everybody. You're going to have a chance if you want. Gary is really graciously offering to meet with you for 30 minutes each to talk more about your practices and your goals. If you're just joining us, we are going through Gary's book, Million Dollar Dentistry. There's seven editions now. I've got the six, you've got the original.

Tanya, look at this guy. He has dark hair. Yeah. It's been a while.

And yet the principles of the book are so important. So each time we meet, we're going through a chapter. So last time we went through chapter one, we talked a lot about a healthy mouth Baseline as a way to get the team organized and to help you with case presentation today, our focus is on the life you're entitled to lead. And so, Gary, as you think about this, you know, you want doctors, and I, all of us at periprotect want doctors to have all the income that they want to have, the hours that they want. Some of them want to work more, some of them want to work less. Some of you all want your patients to show up on time. There are ways to engineer this, right? You want to be not worried about patient rejection. You want to be doing the right things for the patient and suggesting the treatment that's appropriate for them to get them as healthy as they can be. Right. You want to be able to determine more about your own schedule. So, Gary, you are great at this. You have helped so many periprotect providers. That's why we started this elite provider track. Talk to us a bit about the goal here.

Yeah, you know, well, first thing is, you know, you and I both, and our companies hold our dentists as heroes. And here's why. You have to go and be great clinically, and you leave dental school and you continue to develop your hands. And I was actually, before our session today, I met with a doctor in Colorado, and he's like, gary, I am master at my craft. I'm so good. I love dentistry. I. I'm just so good at it. I enjoy it. And, like, I have friends and colleagues from school that are just making boatloads of cash. They have free time to enjoy it, and their skills are not as good as mine. What's going on now? I'm going to really compound this. Tanya, you ready? He has a master's in finance on top of it all, doing over a million dollars a year, and he doesn't know where his money is. And he's like, his skills don't match the scoreboard of revenue and time. And he has got a wife in his practice now who didn't sign up for it. She did not sign up for being in that practice. She's there, right, because she feels like she has to to protect him and their money and their future. And they have two young boys, 7 and 11. And. And so, you know, my guy now is. He's 17. This is Rome. And one thing that I'm a stand for, for docs out there, is not sacrificing your time when your kids need you most to build something so that you can take care of them in their future. I want to distinguish right out of the box it's not an or world, it's an and world. See, it's not this or this, it's this and this. How do you have three things? So I'm gonna. I'm gonna actually draw it. I've been inspired by John Madden. He used to do the. He was the king of the telestrator and introduced that back in the day. So I want to just really identify, take a note of where you're starting from here. So there's three promises that I think every dentist should deserve and stand for. Debt, freedom, frustration, freedom, and thirdly, time. Freedom. These are the three freedoms that I want you to begin to, like, get in your world right now. I want you to identify where you're starting from. Oh, sorry about that. Let me just get there. So I want to, you know, I'm going to draw this out because I think when you see it drawn, it's like, oh, I can see that's where I am. So the lowest level we find is where people have their head in the sand. Tanya. This is where it's like, I'm in avoidance. And what stops this and what keeps this alive right here? It's the fear factor. It's like you'd rather hang out with the devil. You don't know and, like, survive and. But, like, not really step in. Then the next level is. It's the. It's the reactive zone. You're on your heels, you're putting out fires. You walk into what you don't even know what you're walking into for the day, who's going to show on your team and your patients can't recruit, hire and onboard. The next level is moving from your heels to your toes. That's being proactive. And then the level above that is what I call is thriving. So this is where you have time. Freedom, debt, freedom, frustration, freedom. You don't wake up dreading going to work. You don't wake up with 60 minutes on. On Sunday nights when you're watching football. And then you go, I dread going in tomorrow. Like, that means that you're freed up. So it's really important to identify where you're starting from, because this is why implementation, if you have a challenge with implementation, not telling the truth of where you're starting from doesn't allow you to grow past that. I'm going to give you a quick example here. Personal. I like to share personal stuff because I, you know, I'm like, I have the heart of a dentist, but really where my expertise lies is in team development. Mobilizing the team, engaging the team, and then have. Installing a business model implementation, and teams, happy teams that implement sustainable results. But here's the deal. Like, I know, like, I'm. I'm almost 14 years sober now, Tanya. I can't believe it.

Yes, we're excited about this and celebrate it all the time.

Oh, my God. Every year we've been together for, like, what, six, seven, eight years now.

Yeah, right? Yeah.

Each year we celebrate, and I'm grateful that I can make it to the next year. But, like, when I was about to make my change, I didn't know what life was like without alcohol. And so some doctors don't know what life is like without struggling and. And being a victim to circumstance. Not a bad victim like, that they want to be, but, like, they're just, like. They don't know how to deal. And here's why, Tanya. They were not set up when they left dental school to deal with this stuff. And let's be honest, if you don't know, a lot of doctors are so intellectualized that they want to go get an MBA in something. By the time you do that, you've lost all this time. So. And then, like, just like this doctor, he couldn't apply it, so he was just like, how do I go from point A to point B fast? The first step is identifying where you're starting from. So that's step one.

And some of the docs and I know you've helped that are paraprotect providers, they're really good, but they just stalled out. They had done all the things that they knew. They had done some research, they talked to people. They had made some changes, but then they stalled, and they needed some revival in order to get to that thriving place. So whether they're in avoidance, right? Or whether they're at the proactive stage, whichever, wherever you are, the kinds of principles we're talking about today can help everyone. And I say that because I've seen it for these last. When did we start? These last eight years? Yeah, it's been eight years.

Oh, my gosh. That's incredible. I. You know, my hair is a lot grayer. You have cooler hair than I do. But my hair is a lot whiter than. Than yours.

You know, color it if you'd like, Gary.

Okay, well, you haven't aged a minute. Like a minute, Tanya. Yeah, so. Yeah, so, like, all right, so now you're sitting there and you go, okay, I'm a guy with my head in my sand, or I'm a gal. I'm Putting out fires or I got my spouse in here and, you know, she's a hero because she's sitting there trying to hold everything together and she doesn't want to be there or he doesn't want to be there. You know, I have spouses on both sides. So it's like, where do we go from here? Where do we go from here?

So we know what we want, but we have to be able to get there. So you identified where you could be starting from. Right. And then you want to be able. We're going to talk a lot about the million dollar H. We're going to unpack that for you. But first, and reverse engineer how you get these good things. So talk to us a little bit, Gary, about kind of those stages.

Well, what we want to do is we want to get doctors. Every doctor comes to me and they go, here. She says, can you help me get to pre pandemic levels? I'm like, what about busting out and being like, well beyond that. But here's this. You don't have to use your hands to generate the revenue. And they're like, what do you mean? That would be a miracle. I'm like, well, yeah. It's only because you weren't trained on how to scale a business, meaning to get leverage and multiple things if you have patience and you have a business that alone can be able to produce it. So we're going to unpack this over the next few weeks, but we're going to start with the fundamentals. And the fundamentals you got to look at is I'm going to share my screen again and we're going to look at the four levels of your dental philosophy. Not only do you have to know where you're starting from, you have to know. And I'm liking triangles today, so I'm going with another triangle here. You have to know where you're starting. So are you. That is your dental philosophy. Emergency. So you're sitting there and you know, you have reactive patients think they should yank teeth, not save teeth. Maybe you're doing root canals a step up from that, you know, but you're sitting there and you're doing emergency care mainly. Your schedules have filled. Maintenance is when you step up. And this is where doctors are not doing hygiene. We have so many doctors doing hygiene right now, it's insane.

I know. I talk to them. Yeah, yeah.

And we get them up to optimal, you know, and by the way, we get. We just get the hygienist hired. I mean, I'm not going to get into it. In today's session, there's a reason why you're not able to hire them. When you, when you know the formula, you just get them hired. Complete health is the top. So I'm writing here just for time's sake here. Emergency care, maintenance care, optimal care, complete health care. Those are the four levels. So just identify. You know, most people will tell me, oh, Gary, I'm right in the middle there. Like, you know, I have a hygiene, you know, I have one hygienist. You know, we like nuts and bolts dentistry. And that's fine, by the way. There's nothing bad or wrong with any of these four levels. You just have to own your level and know where to. Like, you have to stay in your lane and be a really good emergency dentist. And they're, you know, I'll meet emergency dentists. I don't usually work with them because they just have good front end marketing where the trigger is painful, the trigger is the symptom. They get them in, they crank them out, and they send them on their way. And even the patients that you attract are different kinds of patients. So the marketing is different. Right. Then you get up to maintenance and that's the very basic one where you're doing like general practitioner work. You're doing maybe some bloody profis, you know, your patients are coming back maybe once a year, maybe twice. You don't know. But then optimal care is like, man, you got soft tissue care set up. You got, you got, you know, patients coming back minimally twice, usually three, four times. You're doing quadrant dentistry. You're not doing single tooth dentistry.

You know, a lot of diagnosing periodontal disease.

Oh, yeah, well, let's talk about that. Let's stop right there for a second. So, yeah, I mean, you're the master at this. You know, give us the nationwide, you know, statistic on, you know, what's out there right now.

Well, so we know that half of American adults over the age of 30 have chronic periodontitis. By the time you get to 65, it's 70%. We can do so much better. We can do better serving them and we can do better preventing it. And that's what periprotect is all about. But Gary, you got these numbers from dental intel that just blow me away. And I know them and I still am floored by them. Right?

Yeah. Over, I think it's like 15 million treatment plans. And when you look at 15 million treatment plans, you know, my son always says, the ball don't lie. The numbers don't lie. 8% diagnostic nationally for anybody over 30, and 4% accepted. So 4% of the 50 of the 60, whatever. Like, you know, look, painters on the George Washington Bridge don't need to look for a new bridge to paint, because when they get to the other side, they got to start all over. You got. I mean, you know, it's. You know, when I asked Dennis how many. If you have a standard of care, which is, you know, 3 to 4 millimeter pockets, no bleeding, like just like very basic stuff.

Right, right.

And I ask a doctor, how many of your patients are healthy? They'll always say, like doctors usually say, maybe 20, 30% of my patients are healthy. Hygienists will say two patients are healthy. Right. So, you know, there's an opportunity here is what we're saying, whatever your interpretation is.

And that's what we talked about last week, right. We talked about creating the standard of health and then getting the whole team on board and following through. And that's a great way to get everybody together, and that helps drive you towards what you need in order to reverse engineer. So our number one goal with the million dollar hygiene formula is to get your patients healthier. And Gary's right. You have the George Washington. The George Washington. What bridge is it? You just said the George Washington Bridge. Yeah, you've got the bridge, you have the patients. So it's a matter of focusing on their health, whether they have gingivitis, whether they have stage one, perio, stage two, perio, stage three. We need to get these folks healthy. And it's not just about their oral health. It's about the chronic inflammatory burden that gum disease places on their immune system and interacts with all the other systems in the body. Right. So the number one purpose is to get them healthy, but you also need to have a purpose for your business. And the million dollar hygiene formula gives you a framework to. To build the business, doing the right thing to create the kind of practice in life you want. And we're going to reverse engineer, right? So talk about reverse engineering. What we want is we want you to be able to have higher case acceptance. We talked a lot about that last time. We want you to have more income. We also want you to have a motivated team so that you really like to be at work, and they like to be at work. And that's what you and your coaches are so good at. Gary.

Yeah. Thank you. And, you know, one of the key things, when I showed you that triangle of what level you're at.

Yes.

If you're selling jobs to people, you're not going to get a hygienist. But if you're selling like your practice is packaged as a meaningful, purposeful, purpose driven practice, you're going to get hygienists that have a calling to do their work. When you attract that, when you know how to write first package of practice and then write an ad that attracts that hygienist, here's what's gonna happen. You're gonna get rid of those. This week was amazing. $70 an hour for a temp hygienist. That's, that's like in Michigan, in Michigan, in Maryland, in Florida, in Texas, in California. So that's going on. So at some point you have to run a better, more effective, more profitable business. And this is going to be temporary. It is going to start shifting this whole thing that we've been dealing with. But that's the key thing to this. Now. The other key thing to this is like, if you raise your value proposition, that's what we're doing here. Go from emergency to maintenance, maintenance to optimal, optimal to complete health. It doesn't mean you need to become an md. It just means that you have to have very basic fundamental systems that are already built. Like last time we were here, a healthy mouth baseline, right? Tying it to the body. And then like things like, so many docs are coming to us, they want to put perio protect in, they want to put sleep dentistry in. So they want to tie it. But what happens is if you're even up to a maintenance and you don't have your team in the context of, on a good day, we save a smile and on a great day, we save a life. On a good day, we save, like, this could be a meaningful purpose. On a good day, we save smiles. On a great day, we change lives. We save lives. See, when you get into the optimal and the complete health, it's more offering transformational education, not transactional. You know, a lot of times we'll see with periprotect, they start with us and they're trying to sell, you know, trays. People don't buy trays. Those are logical solutions to problems that they don't think they have. But if you engage them and they're like, you're like me, 58 years old, you want to stay fit, healthy, your longevity is important to you. You know, reversing dementia, you know, heart attack, I have heart attack. I have dementia in my family. If you start being able to communicate from that level, it's Amazing how things happen. You know, we did this back in 2006 with Invisalign. We began the education for Invisalign. They hired us to build this out, and now we're doing it, you know, years later in 2022 with Periprotect. And it just works so beautifully. And you really do good by doing well here. And that's the key.

Yep. So let's look at that formula. If you've got. If you've got it up there, Gary, so we can really start to unpack this for folks. This is the million dollar hygiene formula. And it is designed to help get hygiene to be the driver, to get patients healthier and to build your practice.

Yeah. So, you know, let me. So I got a million dollars. A million dollar hygiene only. Million dollar hygiene department only, not practice. Million dollar hygiene. If you want to take four weeks off, minimally four weeks off, everybody should take that means you're working 48 weeks and you. And you're working four days a week. Right. That's 192 days. Now, when I think about hygienists, you want to set an outcome. The annual revenue per RDH, excuse me, is 300 gram. So you want somebody, you know, who is making a good living and you want to be able to pay them. You want to have 300 grand as your benchmark. You know, it used to be old school where it's like three times whatever you're paying them. So the daily goal then becomes, if I do my math right, 1562 or I like to round it up to 1600. Now, you know, if you're sitting there, you're going, gary, I have PPOs that pay me $80. There's no way I'm going to get there. And Tanya, like you and I know, like when you set the goal and you do, right, and you set your standards for care and then you add perio protect. Let's talk about perio protect for a second. 800 bucks, right? Isn't that the going rate for two trays?

Yeah, it depends where you're in the country, but that's what we recommend. $800 for two trays and four tubes of gel.

Right. So, you know, if you do once, one perio patient per day and then your regular hygiene, you're there, even keeping at PPOs. Then if you have eight patients a day, the dollar per patient is 195. Right. So again, do you see how we're reverse engineering, creating what we call a triple win? And then the revenue per hygienist just to review one more time is 300 gram. We always like a 2 to 1 ratio. See, there's three ways to build the practice, right? Three ways to build the practice. It's case acceptance, retention and the experience for new patients. Two to one for every doctor. So when you add two hygienists at 300 at 600 and then the restorative care coming out of hygiene is 400 now you've gotten to your million dollar practice just in hygiene and the healthier patients is really the key is really priceless. Right. I have a delay here, it looks like. So yeah, it's looking good on my end.

Yeah. So let's pause here for a second. That daily goal of 1600, it comes from your goals and then dividing it by the number of days they're working, right. You're going to see eight patients a day. So you take your eight patients out of. Let's go to 1600 divided by eight, you get 195 a patient, right?

Yep, yep.

When you add perio protect into this, you blow it out of the water, that daily goal. And just think about how many patients can benefit and actually need help. I would ask all the docs on who are listening, how much bleeding is acceptable in your practice? Gingivitis, they don't have periodontitis. Maybe they're bleeding at 68 sites in their mouth. That is just totally unacceptable. When we can do better tray therapy. If you have gingivitis, this tray therapy is going to knock that out in a month. I mean you really can get significant improvements in a short period of time. We expect at least 50% in two weeks. So gingivitis, we want to avoid periodontitis. We want to enter and intervene in the earliest stages of disease possible. If they're in maintenance, your goal is to help them to prevent another scaling to get them so healthy they never have to go through scaling again. Or if they're like stage two or three, like you can't always avoid surgery, but it would be nice if you could intervene and avoid surgery. These are the goals for your patients, is to get them healthier, to keep them healthy long term. I mean, we are passionate about this. So the question is like, do you really think you can do this for your patients? Yes, you can, you can do better. And so can your practice. Your practice will benefit also because you're doing the right work.

And I want to talk about overwhelm right now because we're, we're challenging the doctors and the hygienists on this call today. Like, yeah, because you don't want to stay the same. We're challenging you now. If any of these numbers, you're going, yeah, right. And all that stuff. That is this book. I got a book for that. Hey, most people have apps for that. I have a book for that. It's called raise your healthy deserve level. See, it means that in life and in practice, you don't get what you deserve. You get what you think you deserve sometimes, like I said, you know, I'm going to be coming up on my 14th anniversary of sobriety, God willing. And I didn't get there alone, but I also had to, like, know that I deserve to live in the world without being addicted to alcohol. And that if you don't raise the bar on that, then you're just going to stay in that spot. So we want you to go, oh, my gosh, that seems so out of reach. And my life as a sober man, Tanya, seems so out of reach. If you drank every single day and then you're telling me I'm never going to drink again. That was the same equivalent of climbing Mount Everest to me. And now it's just the new normal. So it's like normal interruption, new normal. This is when you have your hygiene department. Now we're downstream. We're going to add on to getting treatment coordinators in and how to educate patients. We didn't get to that yet. Man. If you don't start with knowing where you're starting from, is your head in the sand? No. Are you proactive, reactive, or thriving? And. And then what's your philosophy? Start up leveling your philosophy, and then if you have that, then you just reverse engineer. And by the way, this is how we get dentists to be debt free. You know, only 4% of dentists retired debt free, and their retirement has gone from. From 62 to 70 in 10 years. Like, doctors are now having to work longer, and that's just unacceptable. They should work on their terms, Tanya. And this is the beginning of your future if you're living in those types of experiences.

That's right. And we want to give people an opportunity, Gary, to reach out and meet up with you. Because people have individual situations and they have different goals and what you are, what your team does so beautifully, what you are so good at is figuring out where people are walking them through. Sometimes they don't even know what their goals are. Right. They think they want to retire, but they're not sure. So I'd like to put up this QR Code that people could look at so that they can schedule with you. And thank you again, Gary, for making your time available. Can you stop sharing your screen for a second? And I will show the QR code so they can get there. But I want to encourage people. The reason we do this kind of work at Periprotect is to get your patients healthy. The reason we do this work with Gary that's so important is so you can get out of this kind of rat race. Or you used to love dentistry and you want to. Or maybe you're at that point and you're good, you're good, but you know, there's another level or you want this next level of excitement into your practice. I just know so many doctors who've done this work over the last eight years, and not only are their practices thriving, but they're really happy. They're happy with where they are. Sometimes they're working three days a week. Sometimes they open a second practice. That's a whole nother level. It's going the other direction. But they're doing this really good work. And once you start focusing on your perio, there's a lot of things to do. There's sleep to do. Right. There's. And maybe you focus on implant care tray therapy is still good for you there, but that's your bread and butter. That's terrific. But there's still another level and a freedom that can come from having good systems in place so that you've got greatly organized teams and they do really well. And you can be so proud of the work you're doing. Some of your maintenance patients, they're just so frustrated. They really are trying hard at home and they can't get better. And you can do better. 8% diagnosed and 4 accepted. We can do better.

Yep. Yeah, there's no doubt about it. And, like, you know, if you're sitting there and you've been on the fence and it like, make this your time. Like, make now. And by the way, Tanya, I got to update my picture there. That looks like, you know, a few years old. I got different colors.

So easy to do. Right? Time just flies.

Oh, my gosh. I'm looking at that. I'm like, but. But don't be there. Like, you know, maybe that was five years ago or whatever. And I'm sitting there going, like, don't stay in the suffering. Because I, you know, like, when I was drinking, I was in secret shame. I was, like, living miserably, chronically down deep inside, and I wasn't free to be in the world because I was just bogged down. Please don't. You don't. You don't have to live like that anymore. And imagine having your power back plugged in. Control, certainty. And then what we call, you know, I call it, you know, movie producer. Lights, camera, action. That's how we build it out. You walk in, it's lights, camera, action. Everybody knows what they need to do. And you got your arms around this bad boy, you know. Yeah.

One of the things, I just want to make sure we hit home the lights, camera, action. We didn't discuss this, Gary, but it's important for people to remember what we're talking about with this million dollar hygiene department. It's not just the numbers. It is a business model. And that's an important thing. It's also about patient education. We hit some of that last week. We're going to hit some more again in future episodes. And it's also about the right science, pulling that oral system systemic component into the practice so it's a complete health practice. That really is what this formula is about and it's about. And we really will hit more on this. Making other leaders in your practice. A good leader makes other leaders.

Well, yeah, you know, like, this is very funny where the bottleneck comes from in that, in those upper levels when you start getting into proactive. What's between proactive and thriving and is this thing called good enough? Like, I can skate through the rest of my career, it's going to be good enough. And people tend to leave a lot on the table that, you know, if, if the lower level is fear breaking through that once, you know, you didn't die after you confronted your fear above, that is like, oh, it's good enough. And like I've been just kind of coasting but like challenging yourself to climb a little higher. You know, my grandfather used to always say, win place show. The wind horse could be this much, this much ahead of the place horse. But the payout is tenfold and that's what happens. And like, I want to talk to people that are in overwhelm right now. So if you're an overwhelm, it is the indicator that you're on the precipice of a breakthrough. Because what's happening is you've maximized your practice to be where it is right now. You've done everything you can to get it there. There's a diminishing return from like going on a podcast or getting a gem nugget or pearl somewhere. And it's like it's time to really look past this, like this thing. Because what Overwhelm is to Tanya is, you know, that there's a better world on the other side. But here's what's happening. You're afraid to let go because our doctors are perfectionist control freaks. You know, they mean that nicest way.

Because they tend to be really good doctors that way.

No, in the domain of doctor, you need to be a control freak perfectionist, right? In the domain of creating leaders among leaders, that's the mission here that you're talking about. It's not about like, it actually gets in the way. So you have to know this very simple formula of shifting and putting leaders around you. You know, it's funny because you know where we got this million dollar practice from or million dollar hygiene department from is Jeff Lowe out in Hays, Kansas. Jeff and Janet, people ask, they go, does this work in rural? It works in rural. It works in cities because if people are breathing and they have soft tissue and hard tissue and you have a dental practice, it works. And it just, it doesn't matter because these are the fundamentals of business and human nature, right? But here's what was happening. They he, like, doctors will call him and they're asking all these like, micromanaging questions, like, what do you do when this happens and what do you do when that happens? He goes, I don't know, I don't know, I don't know. And he's like. I go, you talked to Jeff. What do you say? He goes, he didn't know anything. I go, yeah, he has everything taken care of and he can focus in on being a great clinician and a great leader for the future of dentistry because that's what he's passionate about. And he loves learning and he loves toys and he loves new modalities. So he's always hungry to do that stuff, but he doesn't know the day in and day out. And he used to be, this is how far he's come. And he'll say it. I used to see if the toilet roll in the, in the bath, the patient bathroom was filled and he used to get twisted when it wasn't. And the guy who goes to Costco to get those toilet rolls and he's like, I stopped doing all that. I let it all go. I have my team do it. And guess what? Now his team is a high performing team, not a high maintenance team. See, you manifest high maintenance team when you micromanage people. And it's not the dentist fault, it's just because they don't have a business model in place and people, leaders among leaders, not. Not control freaks among puppet puppets. It's like you're not puppeting your way to running a business. Your team knows exactly what they need to do, their responsibilities, their measures, and they just go do it. And then if they're off, you have somebody monitoring that, of course. And we set up the practice so you can run it from your smartphone. Game over.

That's right. Well, Gary, our time is over already this fly time. Yeah. So I want to thank you again for participating with me on this track, this series, so that everybody can begin to benefit from the experience and all of the amazing business points you bring out. And again, thank you, Dental learning. We are really proud to be a part of the mission that you have to help dentistry.

Yeah. Thank you.