Grow Your Peace, Your Team's Productivity, And Your Company's Profits: I Love Marketing LIVE

Good to see you. We are being live streamed and I am admitting.

Wow.

So four or five people here we have waiting.

Fantastic. Looks like we've got Kim and Schwa and Jeff and Kira. Schwa. Oh my goodness. Wait a second. Not only do you not have a Genius Network shirt, you don't have a shirt period.

Here we have lady, what's going on.

Over there in Dominican Republic or wherever you are. There you go, Schwa. That's much more of a great reputation.

Can you hear me?

How are you, sir?

Very well. Can you hear me?

Yes, we can hear you.

I could barely hear you.

Schwa. Shua. So Shua, you join the I love marketing session every month. You're like our most faithful attendee.

I try.

Good. What do you get from coming?

Oh, man, I learned so much. I mean, I don't know where to start. Well, the community first of all is amazing. I get to spend some quality time with Gina, the best in the business. And then you're so inspiring and the whole group is just amazing, honestly. And I'm working on being there. So I'm going to be a member of Genius Network. I don't know how long it's going to take, but I'm going to get there.

That's good. You know what I saw yesterday? Dave Strain. Now Dave Strainer. I am sure he will be joining us eventually. Maybe I will ask him to tell the story when he gets here. But I was on an ELF coaching session called Yesterday Shua, which is your first step. You need to join ELF eventually. Right. But anyway, Dave Streen. So I am with the ELF members. We did a session yesterday and Dave Streen held up a check. Genius Network, $25,000 and it had 2022, but it didn't have the rest of the date. And he said, I've written the check, I just need to fill in the date here. I don't know when it's going to be, but it's going to be in 2022.

Yes.

That's kind of like you with your luggage tag on your bag.

Yes, I carry it every day.

Good for you, sla. Good for you.

It will happen.

And thank you, Tim. Thank you very much.

Always good to see you. Who else do we have there? I see Mark Johnson's photograph. I see Tom Kirkham's photograph. Are either of you there? Oh, Tom. Unmuted. I think we're getting closer.

Yeah.

Here I am.

Hey, Tom. Iron Tech Security. Where are you joining us from, Tom?

I am in Fort Smith, Arkansas, the big metropolis of Fort Smith. Arkansas.

Nice. How many people live there?

All the MSA is about 350, I think.

Okay.

Yeah, there's like a hundred thousand in the city. Something like that.

Okay, good. Well, I'm glad you joined us. This isn't your first time joining us, is it, Tom?

Yes, it is.

Oh, my goodness. Well, we're going to start in 10 minutes, actually. We're going to have a world premiere video in five minutes and it's called the Genius Network three Year Journey. We've never shown it before. We're kind of in preparation for our today's I love marketing session. We're going to roll it, man. So, Tom, what we're going to do in five minutes, show a video. In 10 minutes we get started. You're going to meet Dean Jackson and Dino Watt and I think you'll like your first session. So welcome.

All right. Thank you.

Frank Metruski. Oh, my goodness. Frank is in the house. How are you, Frank, doing?

If I were doing any better, I couldn't stand it.

Excellent. That's what I like. If you're doing any better, you'd be looking like schwa. Who's right? You see schwa kind of right there?

Yep, right underneath.

So, Frank, you're joining us from where? Stratford, Connecticut. Nice. How about those Patriots, huh?

Yeah, well, whatever.

Well, Frank, have you joined us before? I love marketing.

I have been on once before.

Okay, well, welcome. Thank you. I'm Timothy Paulson. I've worked with Joe for 20 years. So we're gonna get started in nine minutes. Now, here's a familiar face. Here's a familiar face. He's known as the professor. Mr. Russ Hanish. How are you, Russ?

Hey, Timothy. Doing really good.

How about yourself, man? I'm feeling and looking good today, Russ. Thank you for asking. Right on. If I was any better, I'd be Frank. So, Russ, while people are joining us, I mentioned Dave Streen on yesterday's elf coaching session. Elf coaching. What did Dave Strean hold up? Do you remember he held up his.

$25,000 check to join Genius Network. The guy doesn't qualify yet. This is like totally his motivation to get there. And I love the idea. I'm going to put one frame, one and put it on my wall right now.

Yeah.

Now, Dave isn't. The date isn't finished, but it does say 2022, so he's getting closer. Anyone who's into by the way.

You.

Should visit elfmember.com elf the elf coaching program is kind of like the program where people are preparing to become Genius Network members. It's much less expensive, but we have. Russ, what would you say about the ELF coaching program? I don't want to put words in your mouth. It is just one of the greatest groups of people. The only place you can get better.

People is joining the Genius Network.

We have an incredible group. We're all striving for the same thing. To grow successful businesses and join the Genius Network.

And yeah, it's really helped.

I've doubled my business in the last.

Year just because of the group.

Thank you, professor. I hope we recorded that, Gina, because that was really good. Thank you, Professor. I see. Lara Mack. How are you? Laura Mack, where are you joining us from?

Hi, I am in Charlotte, Lake Norman area right now.

Oh, it's so beautiful there, isn't it?

Beautiful day.

Hi, Gina.

Are there any. Are there. Wait, wait a second. How did Gina get in this conversation? I don't understand. No, just kidding. Are there any tornadoes that come through your area, Laura?

No.

Okay, good.

I just want stay away tornadoes.

Very good.

Some hurricanes in Raleigh, but I think that's a. Yeah, no big deal. That's a hockey team.

So in one minute. Here's the deal. We start in six minutes. But we just had created this video and it is the Genius Network three year Journey. So we are going to be showing this to Genius Network members probably at our next meeting, but we want to roll it out. We want you to see that you are seeing the first. This is the world premiere of the Genius Network three year journey and we just kind of want to roll it out, get your opinions on it real quickly and then we'll start in six minutes. But Gina, do we have that video ready to go? It's only for you individuals who have joined us early. You get the world premier schwa. The world premiere. It's never been seen anywhere publicly. So Gina, can we roll that?

You've heard your network is your net worth. You already know that in our meetings, we bring together the world's brightest industry leaders to help high achieving entrepreneurs like you gain access to the most relevant wisdom to grow your business and design your best life. You've probably heard that Genius Network is defined as an ever expanding system of connection, contribution and collaboration not available anywhere else. But what you might not know is there is a success framework set up to Support you through 3 incremental stages of transformation. In Genius Network, we call this three years ingenious. Year one is foundation. Year two is growth, and your third year is acceleration. Here's what this looks like. During your foundational first year, you'll be given access to resources and connections beyond your wildest imagination, powerful tools that can make an instrumental difference in your business and your life. During your second year, you'll enter the growth phase where your business and your personal experience of life will evolve to a point where you may not even recognize yourself for the better. Of course, during your third year, you'll be ramping up and accelerating, rising to epic levels in all areas of your life, from health to wealth, all the way to elf. Easy, lucrative and fun. Throughout your three years in Genius, you'll receive a quarterly communication which will outline the framework for that quarter and these will include specific strategies, resources, tools and curated playlists. In your foundational year, you'll create the perfect intro, get playlists specifically for new members, trainings focused on creating an easy, lucrative and fun business, and resources you can use to develop successful but simple solutions to your biggest growth challenges. You'll also be introduced to health fundamentals because it is so important for driven, successful entrepreneurs to remember the proverb a man who has his health has a thousand dreams, but a man without health has only one. Some of the Genius Network tools you'll focus on in year one are the where are you? Tool, the one page Marketing plan, the First Domino tool, the what Needs Solved tool, and many more. You'll also get Joe Polish's Magic Rapport formula and learn how to best leverage the connections in a group like this. A bonus course this first year is BJ Fogg's Tiny Habits Trainings for Genius Network Members, which will help you establish powerful and transformative behaviors that will be the foundation for continued growth and acceleration. And in year two, the Growth phase, you'll build on your foundation with specific marketing strategies like the free book model, podcasts, YouTube masterclass creation, genius webinars, and more. Some of the Genius Network tools you'll focus on in year two include Half versus elf, not to Do Tool, not now tools, the Genius scorecard, the 10 Minute Talk tool, and more. You'll also start to focus more on wealth, not just making money, but keeping more of it and using it for even greater advantages. In your third year of Genius Network, you'll create the greatest transformation and level up your contribution as growth becomes acceleration. This year, your quarterly emails will provide resources with advanced marketing strategies, top level wealth and legacy planning strategies, breakthrough health and biohacking wisdom, and premier practices for mindset and achieving a highly effective flow state. And some of the tools you'll focus on in the third year of Genius Network include the results, calculator the greatest decision tool, the 60 second sync tool, the Fun times tool, and more. We encourage you to look at the three years in Genius as an ascension plan that you can use and continue to follow even into years four, five and six. Each of your Genius Network three year plan Quarterly emails are strategic rungs in your ladder of success and that will lead to your greatest return on Genius. And each of those emails will also present you with a single powerful question which when you apply focused thinking time to that question and then share your thoughts with another member or one of us on the Genius Network team, you'll be able to trigger specific connections and leverage your Genius Network access to create your very best result. So welcome to your three year Genius journey. Now you know the framework that you'll experience as a member of one of the most collaborative, welcoming and impact oriented entrepreneurial groups on the planet. Remember, any problem can be solved with the right Genius Network. And in Genius Network, we are changing the world.

So, Shua and Laura, I've got a. Thank you. Frank, Swa and Laura, I've got a quiz question for you. Who voiced that Draw Shop video?

I was hoping it's Gina.

It's Gina. You are correct.

Well done, Gina.

Okay, welcome everyone. That was the world premiere of that video, the Draw Shop Summer Felix, who's in Genius Network for a lot of years, her company put that together and we again haven't even shown that to Genius Network members yet. So we wanted to kind of premiere it to the I love marketing. So we're going to go ahead and get started. On behalf of Joe Polish and everyone at Genius Network and of course, Dan. Excuse me, Dean Jackson, whose partners with Joe and I love marketing, we welcome you to this session. I'm Timothy Paulson. I've worked with Joe for 20 years. How many years is that? Well, that's a lot of years. So we're just delighted to welcome all of you here. I am pleased to be able to introduce Mr. Dean Jackson. He's a man who needs no introduction. He's been doing I love marketing with Joe Dean, I think now for about 11 years. Is that about right?

Isn't that something? This year was the 10th year of starting it. Yeah, Joe was trying to take a sabbatical after 10 years.

Well, you know what? Joe was able to take a sabbatical in part. Great part because he has such a remarkable team.

Amen.

And certainly stepping away from I love marketing for a year, Dean Jackson has done this brilliantly. So well done, Dean. We appreciate you and all the value you bring to this whole group. Well, I have the opportunity of introducing Dean's. So Dean is going to interview Dino. This is going to be a little confusing, Dean and Dino, but he's going to be talking with him, interviewing him for about an hour and then there's another 30 minutes and that'll be flexible depending on how Dean and Deano want to go, but about 30 minutes of Q and A at the end. So get your questions ready, you can enter them in the chat. Gina is going to capture them and then be prepared to ask them at the end as well. So that is how we'll proceed. So let me introduce our remarkable guest today. Dean Owad is the founder and CEO of Ripple Effect Inc. And one of the most exciting business relationship trainers in the world. As an award winning mentor, author of five books, dynamic speaker and international trainer, Dino is constantly focusing on how he can contribute more positively and productively to every business and person he interacts with. He does this by making things simple to understand and easy to use. Ultimately, he's focused on building trusting relationships where others can count on him. For the past 10 years, Dino has built his business in the private practice world with a special focus on orthodontists. As a high performance practice advisor, Dino has frequently been referred to as the Tony Robbins of private practices. His goal is to help business leaders create more passion, be more productive and create more profit in all areas of their life. Dino has been married to his childhood friend Shannon for over 27 years and they have three adult kids. So would you please help me? Everyone, let's welcome Dean Jackson and Dean Owat.

Wow, thanks.

This is going to be very exciting. Where's Dino? Let me get all situated here somewhere. There he is in the Matrix. How are you, sir?

I'm awesome, thank you. How are you doing?

I am great. Welcome. So where in the world is Dino Watts today?

Yeah, I actually just flew into Minnesota last night. I am. It's freezing here right now.

You do a lot of ice fishing?

No, I have a client up here. You would not ever catch me out ice fishing. That would not be something I would be doing. I have a client here who I'm visiting with our team right now. This is actually her apartment. That's next to her place. And then I do a training all day tomorrow and then a training all day Friday.

Okay, and where do you live? You're.

I'm now living in Salt Lake City, Utah. Right outside of Salt Lake.

Okay, perfect. So I'm excited to get to know you a little bit and spend Some time. Some time. And when Timothy was describing a business relationship expert, that's kind of an interesting thing. You may be the first and only business relationship expert that I know. So I'd love to unpack and see what's the journey that gets to that moment there and how do we.

Yeah, that's interesting. The journey started, I think I could honestly say the journey started when I was 8 years old when my, my. I have a vivid memory of watching my dad pack up his Honda hatchback and driving away from our family and leaving our family in divorce. And I remember standing there on the sidewalk as an eight year old going, I can help you fix this, dad. Like I can help you fix the marriage. I know why when you do this, mom acts like this and vice versa. But I was 8 so no one was listening.

Really. Wow.

Yeah, I've had this ability since I was a kid, just kind of see people and help simplify, especially relationships. And so I kind of went on a journey for the rest of my life. I was that guy in school where every. I was a lot of friend zoned, I'll tell you that. But I was the guy who all the girls came up to ask advice on their relationships with their boyfriends and they knew that I, you know, was going to give them something that was going to help them. And I had teachers at one point, you know, asking me how they can be better in their communication with their spouse. And so I never thought of it as anything other than this is just what I did until I got older and went, maybe I can make a career out of this.

And so that's. How did you go connect that then like, what was your first kind of entree into this as a. Did you get out of high school then put out your shingle or. Yeah. So how did it come. I'm always very interested in people's journey and always look for like, you know, in every journey there's some key vector changing moments where you see something and that you say, ah, that's it. And you calibrate and that's the direction and it changes everything.

Yeah, totally. Well, I had a very specific pivot moment where. So even though I love relationships of growing up, I was a performer and I was the only male dancer in like my three little city area. I grew up in the high desert of California.

That's funny. Joe was the only male dancer in his.

I didn't know Joe was a dancer.

Yeah, he keeps it down while you're lying.

I'm like, nah, you're making it up. I was like, wait a minute. That's something you totally didn't know. No, I loved it. I love dancing and performing and my dad was very much the guy who was like, no, that's not what boys do. And then once my parents divorced, I love that Gina is frozen on her screenshot right there. That was a great frozen screenshot right there. Gina was like, so when my parents divorced, one of the benefits of that was my mom was like, yeah, sure, go dance and perform and do all that stuff. So I always thought that that's what I was gonna do. I was very excited about it. I went. When I was 19, I went and I moved to Japan and I lived in Japan for a couple, a service mission for with my church and then came back and moved immediately to LA for a while. I was a Disney dancer and I had danced in, you know, behind the scenes and little videos and things like that. But I really wanted to perform her. However, I got married pretty young. My wife and I got married when we were 20. I was just barely 22. And we didn't immediately start in a family. But by the time I started on a family, I was working in the movie industry. I was doing that basically to see how I can get kind of behind the scenes and get to know producers and directors and get into the industry. And I ended up getting a degree in makeup artistry. I know totally left field out of what I do now, but I loved the gore and the makeup and all that stuff. And so I got into that. But once we had our first child, Hannah, I was working on a TV show and I was working 14, 15 hour days. I'd only have Saturday, Sunday off. Saturday I spent the day mostly sleeping. Sunday I'd be at church and with my family and then get ready to go back to work. And I really realized that this industry, the movie industry, wasn't conducive to having a family. And although I had the passion of being a performer, I had a bigger passion of wanting to be a dad and be present and be there and be someone who I knew I'd be there for all those moments. I've lived by a rule for years now. I heard this when I was a teenager, which was no success outside the home can compensate for failure in it. And that's where I wanted to live. Like, just like, there's no way I'm going to sacrifice my family. So at one point I actually gave up on my dream and I gave up on the passion and I said I was okay with it. I would be like, hey, I'm doing this for my family. I didn't have any other education. I was going to do this. But I was bitter. I was bitter, I was angry. I would take it out on my kids sometimes, you know, when I'd get angry, like, I left my career, I didn't say this to them, but I said I left my passion for them, right? And I'd get upset. Then one day, this is where the pivot moment was, was I was trying to dabble in real estate and I saw a gentleman on stage. I was at a seminar, I saw a gentleman on stage talking about taxes, which I don't know if there's a more boring subject, but it was taxes, sorry, Jim do and everybody else out there. But he was funny and he was engaging and he told amazing stories. And we were sitting in the audience just like rolling with laughter and thinking, this guy's talking us about taxes and he's entertaining. And I had a moment where I went, wait a minute, he's on a stage, he's performing, I'm in the audience, he's going to get paid. I can do that. And suddenly my life changed because I went, I want to know how to be a speaker on a stage. All I got to do is find the thing I'm passionate about, which just happened to be relationships, and went from there. So that was the pivot moment for me.

That's so great. Isn't that amazing? And then when you get it now, you're right on track there.

And it was cool because I went to these different places, you know, whether it be T Harv Eker or different events where I can learn how to be a speaker. But half of the battle was already done. I already knew how to perform on stage. I'd done improv, I performed, I've been on stages. I knew how to work a stage, work a microphone and engage an audience. And so now the biggest challenge was now this wasn't about me being a performance with, like, playing a character, it was me being me. And the more authentic I got, the more I could tell stories about who I was, the easier it was for me. It was really a lot of fun.

So were you seeking out a job for somebody to hire you as a speaker, or did you start out looking to start a business of doing it self employed? Like, what was your.

Yeah, I've always been an entrepreneur. I've never loved to work for somebody. I did at that time. I did take a side job where I was working for an entertainment company. But I was also helping them build the business at the same time. Yes. And we did a lot of like, I hosted game shows for corporate events and we did a lot of emceeing and stuff for different events. So I love that aspect of it. I learned a lot there. We did a lot of weddings. And because I speak Japanese, I did a lot of Japanese American weddings. So there's no tougher audience than a bunch of people who are, number one, they're only for the bride and groom. We don't want to hear some guy in a microphone. But number two, also are from another land and aren't expecting you to speak Japanese.

Right.

Yeah, it was, it was, it was good learning ground. But I've always been an entrepreneur. I was just wanting to go out and do my own thing.

Wow. So what was your first check then? So you got, you decided you were going to do it. What was the first where you put all the pieces together and you had to get people to pay you money to come in and learn from you.

So I was a coach for a little while, but I remember my very first check was from a guy named Mitch. And I was putting on at that time, I was thinking real estate, because that's what I was learning. So I put on a real estate seminar about. It was called Drop that Hammer and get the Deed. It was all about getting houses subject to and not rehabbing stuff.

Right. Okay.

I grew up in concrete construction. And I was like, there's no way I'm doing that again. So I wanted just to get house of, subject to. And I remember Mitch paid me $197 to come to my two day event. And you know those moments where you're. You think you've made it and so you kind of aren't walking, but you're kind of floating as you walk. You're like, somebody just paid me $200 to come to my seminar. And I remember walking out of my office to go tell Shannon, my wife, that we had somebody pay me this. And I was just like, I was John Travolta strutting down the street, you know, and staying alive.

Yes, that's right.

And I was like, check it out. I got $200, you know, from this thing. And it was awesome. It was great. So that was the very first one. There are two moments like that in my life. That one. And then the first time I asked for big money. I had just gotten into this industry in the ortho industry, met a gentleman, I'd done some speeches, and I was at his office. And my offer to him was $10,000 a month for my coaching. And that was a big. That was actually probably. I would contribute a little bit that. To Genius Network. I'd been to a annual meeting before, and I had a coach who was like, go big. Like, all they can do is say no and whatever. And he said yes. And I remember walking through the airport with a literal $10,000 check in my hand, in my pocket, at least. And not walking through the airport, but striding through the airport going, none of these people realize I got 10 grand in my pocket right now. And so it was. Those are the two big, big switch moments for me that were awesome.

That's so great. I love to hear that. So. So fast forward now. What does it look like, the maturity now kind of your business. What's.

Yeah, so it's been. It's been cool because it's a mixture of all of it. I speak a lot all over the country. I do even. I've even gone into doing some emceeing things. So I found a niche right there.

Timothy is retiring, and so the world's greatest MC position is.

I don't know. I don't know if I can fill those shoes.

You might be a better dancer than him, but.

Well, so that's the freedom. Okay. So part of that, of what I get to do is I have the freedom to do whatever I want on stage. And so I literally will have entire audiences standing and dancing with me because I teach them. Part of everything I do has obviously a meaning behind it, but I teach them, like, little dance moves because I still dance to this day. It's my cardio. I hate running on a treadmill. I hate running in general, as somebody's, like, running behind me with a knife. I don't understand it. So I love to dance, though, so I'll still do that. But I get to emcee big events in this industry. I found an industry that needed that. They were looking for me without knowing they were looking for me. They have done the same thing over and over and over again for all these years. They've had the same type of consultant, They've had the same type of speakers. They've had the same type of systems. And so I kind of come in and say, well, I'm not from this industry. And meaning. I'm not an orthodontist, nor have I ever worked in orthodontic office. So let me just show you some things that you're doing that seem 10, 20 years old. You could do This a lot faster or this could be better. At events especially, they're super, they're embassing. MC are usually really bad. Their speakers are usually just PowerPoint speakers and not actually interactive. So that's been really cool. So I do a lot of speaking and then coaching is a lot of one on one. I'm actually moving a lot more, trying to move everything a lot more towards ELF than there's still some half parts of my business. I mean I'd be totally real with everybody here. There's still half parts for sure where it's me, I'm my business. Right. I couldn't take a year off like Joe has and have a team run that for me because I don't have sub coaches and stuff. And the hardest part is that it's people really want me. You know, I'm the author of the book, I'm the creator of the program. So they want that part of it. So that's been hard to, to switch and duplicate. But we're working on that right now.

Well, that's, you know, the greatest thing about that particular transition is that the path has been laid. I mean there's the people who've gone before and kind of see that. And the biggest lesson that people don't really maybe understand about that is that it's definitely that the skills that got you here won't get you there.

Yeah.

Dan Sullivan always says that the skills that got you out of Egypt won't get you out of the promised land. But they're certainly the building blocks, you know, and it's like for you being able to lay out your everything that, you know, packaged up, there's so much freedom on the other side of that.

So it's something that because of strategic coach and because of genius, I've really been focusing a lot on of.

How.

Do you create either the group situation. How do I create a mastermind like this in this industry? I'm learning a lot of lessons around. Probably the biggest challenge I come up against is right now we're all sitting here, we're all entrepreneurs. We have entrepreneur mindset. We could be on a meeting at where I am, 1:40, 1:50 in the afternoon. But my clientele, they're still, even though they're entrepreneurs, they're very much business owners.

Oh yeah.

They're really operators.

Practitioners. They're practitioners, yeah.

So they, they don't have freedom hours.

Right.

So I'm still working around that, trying to make it work with them. Work within the time zones because you got, you know, groups that will be get done at whatever time. And so there's a lot of play around that. But, yeah, it's been an interesting thing to do. I can't complain, though. I mean, I'm super blessed and grateful for what I get to do.

So in all the things that you've seen working with highly skilled practitioners, because it is a difference, there's not a lot of leverage. If you are an orthodontist, you are the one that is required in that skill, because you can't. You've got to replace you with someone who has equal skill, skill in that. So I imagine you've gotten a front row seat to see a lot of things. Why? Kind of. Some of the things that Eunice said you might share with us, imagine they come from that front row seat. And so I'm interested to hear about your observation of some of the factors that kind of lead to burnout that you've seen in these. Because it must be a grind knowing that there's no way out. A lot of my. My friends that I play golf with at my country club are dentists.

Yes.

You know, it's Wednesday afternoon and Friday afternoon that they get to take up at every other moment of their life is booked solid.

Yep.

Just doing what they do. There's no breathing room or create space in that. So.

And dentists have one of the highest suicide rates in the country. Right. And you look at that and a lot of people ask me why when it comes to dentists specifically. And that's where I started, actually, was the dental field. And it kind of evolved over into the ortho field. And it's a little different because in the dental field, they are, you know, they're causing pain to someone. Every single.

Nobody wants to go see you.

No one wants to go see you.

Through their whole life never meeting you. They don't pay you. They.

They're dealing with what, one of the three worst or an ugliest orifices in the body. Right. They are not. They're not appreciated for what they do. Like, nobody gets up from the chair and says, thank you so much. You're the best person ever. Right. Nobody does that. And then you compile that on top of that with. They go through a ton of schooling and years and years and years. And they're the type of people that they skipped going to the parties at college, and they had their nose to the grindstone, and they also knew that if they just, they worked hard enough, they'd be able to figure out the equation and get past It. Well, no one taught them anything about how to run a business. Not a single thing. Like, you do not get trained at all on how to be an entrepreneur, and then you're dropped into owning a practice and having to be a business owner. And no one taught them anything about emotional intelligence and relationship building and communication. And so they are dealing with requirements.

Of having a team.

That's right.

Going right.

That's right. I mean, I. So I have a thing that I work really hard with in this industry, which is around the idea of staff versus team. Right. I don't call anybody a staff because a staff is an infection that nobody wants. But a team wins and loses the day together. Right. Well, they don't even know how to interact with people. Matter of fact, the reason why one of the reasons I got into this industry was there was a gentleman who I was coaching in his relationship and his marriage, which is where I started, and he's like, you know, this is great in my marriage, but I'm married to six other work wives. How do I communicate with them? How do I connect with them? They've got different personalities, and I got to deal with all of that. So that stress on top of no one wanting to come see you, now the ortho world's a little different because they're beautifying you. Right. They're making you look better, but there's still some of that element there. Like, I got to go to this dentist or this orthodontist. So that's where that stress and frustration and trying to figure it out. This is where the biggest burnout comes in. Again, I'll go back to. They lived in a world, especially going through school, that they could just work harder and figure it out. Elf to them is a fantasy.

Right.

Like, that's crazy, because they have all the logic behind of, like, no half is better. I'm gonna have to work hard. I'm going to have to, you know, go through some lame things. Like, they. They just think that's the way it is because that's how they were successful then. And then the last part of it is the perfectionism piece that all of them, especially my orthodontists, live in a world of millimeters.

Yeah.

It's a millimeter off.

Is that I got to imagine that Invisalign has made the orthodontic world much easier on them. In terms of.

No, no.

I would imagine of them having to. I used to have braces, and I have to go to the orthodontist, and he'd have to get in there and twist the things and rewire and tighten and get the elastic bands and the headgear, all of that stuff. You could see that it required the tinkering of an artist to bend your mouth into his will. But it seems like with the Invisalign, it's literally, here, try these for two weeks, and then these for two weeks and these. And you're kind of observing it, kind of.

So what happens is, number one, it's not as. So it's a lot more upfront work. Right. Because they've got to design the smile in the computer and tell the computer the trays they want that'll make the thing happen. Right?

Yes.

However, the stress is. Now, here is a business that they became specialties in. Right. So they went to dental school and then went to specialty to become an orthodontist. But now dentist can do Invisalign.

Sure.

Yeah.

So as a business owner, now I've got. Now more competition because these guys who aren't specialists can do it, because a computer can kind of figure out some of it on the easier cases. So there's that stress. And then now you've got. Because of the liner situation, you've got things like Smile, DirectClub and Candid and these other companies that are now saying, you don't even need an orthodontist, you can just do it at home. So add that to the business pressure of stress and frustration and overwhelm. Yeah. So you're right that the mechanism is easier. They don't have to see you as many times in the office. You can stretch it between appointments. But now you've got to hope that your patients are compliant and actually going to help you and actually change out the trays. Well, you have to wear those trays 22 hours minimum of day. So you're talking. I was literally just in an exam this morning where they're talking to the kid about, do you want braces or Invisalign? And the parents are like, you mean we got to trust our kid to take these out, eat, and put them back in every day, and I'm going to pay five grand for this? No, they're getting braces.

Right, right. That's interesting. Yeah. I wonder if I could have been. Well, I wasn't trusted with my headgear. That was.

I was. I had headgear, too.

Yeah, no, that was. We were probably the last generation to get headgear before they realized it's still available.

Some kids. Yeah. Extreme cases, they have to. But no, I Had. I had braces for four years. So what's fascinating is you, until I got in the center, I didn't really look at how braces itself changed my life. I mean, I had jacked up. I had such jacked up teeth that my front tooth was on top of the other tooth, the other teeth coming in. You know, I tell this joke on stage and it's true, but I had jacked up teeth and parents had just divorced. I had a speech impediment, I have dyslexia and I had the name dino in the 70s. Like, not a lot of things were going well for a little Dino back in the day. Right. So, yeah, I'm grateful for my braces.

That's so funny. It was a good thing. I had such dashing good looks and charm. I could work my way through the I'm totally jealous limitation in any way. That's good. So when you come in to work with these, with these orthodontists, with the teams, you're really kind of approaching it like counseling in a way, I guess. Right. Or with the team dynamics. How do you identify, like the team drama and the, you know, what comes up kind of thing. And imagine that that's just a microcosm, that if we took it into every other type of business, it's the same thing.

Yeah, yeah, that's, that's what's been really interesting is that I have, when I built my ideas around business, combining relationships with businesses, it works for any company, it doesn't matter. But yeah, definitely going into these offices, seeing where the staph infection is right where the trauma is, I do a couple. What's that?

It's you, Nancy, you're the staff infection.

I try not to do that. Like one of the things that I tell all my teams when I go on because. Because where I've made a bit of a niche inside this niche is all of the consultants in this industry are like old school, been around forever. One person lovingly calls them, you know, all the grandmas. It's primarily female, so that's. I stand out a little bit that way too, is there are people who were, were in an office before they figured out something cool or faster, better way to do something. And now they're consultants. I'm not that. And so sometimes team members get a little apprehensive about having a consultant come in because they think they're going to tell them they're doing something wrong. I've heard of people, you know, literally crying when they're talking to these People because they're so mean stuff. And other consultants will come in and say this person needs to go. That person's not a fit. Da da da. And so the first thing I do is after I send everybody a quiz that's a blind quiz just to kind of a survey to find out, you know, how they're feeling about the office and all this stuff when I come in. First of all, I use a lot of humor. I bring a lot of humor in. I let them see that I'm non threatening because I'm be humorous. And I'll tell them straightforward board. I will never go into any business and tell the business owner that this person needs to go. What I'm going to do is I'm going to.

I was going to ask you whether I was half joking about Nancy, but is it ever that it is Nancy?

No.

Is there ever a situation where. And wouldn't that be easy if it was Nancy? And it's like that's the real issue. And Nancy's poison.

There are definitely snap infections that I see all the time. But not going to suggest that person leave. I'm going to ask the owner why are you okay with that?

Yeah.

Are you putting, I don't know if they've got pictures on the owner that they don't want on the Internet. I don't want to come in and do anything like that. So I'm coming in and saying, why are you okay with that Insubordination. Why are you okay with that person not doing what you're asking the office I'm in right now? As a matter of fact, before I even started working with them, she told me all these stories about this one team member who was a pretty crucial team member and how she would be insubordinate, how she tell her, no, I'm not going to do it this way and I'm doing it this way. And she felt like she had her over a barrel because she was the longest employee. She was very vital. And so I just asked questions. I'm like, okay, why are you okay with that? Why are you putting up with that? What is it that you are worried about if you were to let them go? And that way they're making that decision. And it's not about me coming in and messing it up, but the other side of the thing that I come in very quickly do, I'll say this first thing tomorrow in our meeting is I say, listen, my job, when people ask me what I do, I don't make better employees. I think that sounds like A terrible job description. Nobody wants you around because what are you going to do? Like, I don't want that. What I do is I'm going to help you have better relationships in your marriages and your friendships as a citizen, as a sister, as a daughter. I'm going to help you improve that because I'm going to help you get more of what you want in your life. I'm going to help, I'm going to give you the skills and the ideas that will help you communicate better with your kids and grow closer to your spouse. Because when you are doing that outside of the workplace, then you will automatically bring it into the workplace and we don't have to worry about the drama or any of that stuff because you're going to be happier. So it helps them see right away. I'm non threatening. And I really do like my why in life is to contribute to people. I want to contribute a better, faster, easier way. I do that by simplifying things and building relationships of trust with people. And so once they see that, it makes it a lot easier.

Do you ever watch that show Bar Rescue?

I've seen it a few times, yeah.

Yeah, I was thinking about that. Where they come in or the profit with.

I'm more profit than Bar Rescue.

Okay. But I mean, the same issues, though. It's the same thing. It's just a different approach. Like, John Taffer's got a, a very like, you know, bellowing kind of, you know, yelling to get to the point kind of thing. But Marcus Lemonis has the same. It's all the same issues of dealing with the internal team. Everybody's not, nothing's going to happen until everybody is, you know, that that's settled. And I think that that's.

Yeah, I think all of us do this thing. Like, my, my job is to help get rid of the ego that's inside of the office because the product is the same. Like, and I say this to doctors, straightforward, no, first of all, no one needs your product. No one needs braces. You have to help them want it. And doctors will first get a little like hair up their neck of being like, well, no, they do need it. Right. I'm like, no, you think they need it, technically. And I was like, but there are plenty of people on this earth who have lived their whole lives with jacked up teeth and they're fine millions of years. Yeah, like, my grandfather had like four teeth. Right, like, Right, exactly.

Had wooden teeth.

Right, right, exactly. And so I always say, you know, you've got to get rid of that understanding that you're just a product that, by the way, they could also get right down the street by someone else.

Yes.

You got to decommoditize what you do. Yeah. And. And you have to just get rid of this ego, of this is the way we've always done it. So therefore we're going to keep doing it, or I'm the only person. It's like, how do you create. The fastest way to do is build a relationship. So the first thing I do is help create great cultures. That's. That's my sweet spot.

And among the team, then, is that where you start? Do you kind of gather around the. The festivus tree and start with the airing of grievances 100%?

Well, we don't air grievances. We don't go that deep. What we do is we say, we help them understand that there's an actual equation to building a culture and it can't happen by default. That's where most people's cultures are and all cultures, every culture. I don't care if it's a culture of your home culture of Google or a culture of chic orthodontics that I'm here today. All starts with relationships. All of them. First of all, the relationship with yourself. Who do you think you are? Who do you feel you are? Do you ask for what you want or just assume people should know?

Self awareness, isn't it?

Total awareness. And what Cameron talks about so much. Right. Is the vision. Like, do you know what your own vision is? Do you know what you want out of this? Because why would anybody follow somebody who doesn't have a vision? And so we start there and it's. Again, it's different because most people expect me to come in and go, well, here's the process to answer phone calls better or make collections better. Talk to insurance companies better, like, nope, we're talking here first. And everything then improves when we can focus on these few things. Everything.

I heard something very simplified but interesting and true, that if people. In order for people to follow you, number one, you have to look like you appear like you know where you're going, and you have to be moving.

Yes. Yep.

That's. If you're moving in a direction that feels like you know where you're going, it's easy to get people to get in and follow looking in the right direction there. Have you heard of the working genius assessment? It's like a. Colby, do you do any of those kind of things, like, for self awareness, where people do. Colby, Colby, Is very interesting because it tells you when somebody's a quick start or whether all of that stuff.

And I love that stuff. I don't do as many personality things I do Colby, and I'm right now doing. I have my own process for the why. But I don't know if you guys. If everybody else saw the yos thing that Mike Koenigs was talking about a couple of weeks ago, I'm doing some certification on that because getting people to know who they are is so helpful in what I do.

Interesting. So the one that I've seen that is my new favorite now is working genius, and it's specifically for teams where it's kind of Colby. And unique ability, like, where it's practical. It shows you what your natural genius is, what you feel like. There's six basic things, and they go from wonder, which is somebody who's looking to see the big picture of how things can be better. Invention to figure out how to do something specific. Discernment, knowing what is the right thing to do. Then there's galvanizing, which is getting people together. Somebody has a genius for galvanizing the team. Someone has a genius for enablement, which is helping everybody get what they need to work together. And someone with a genius for tenacity, which is driving things through to completion. So you can see there's a correlation to kind of fact finding. Quick start, follow through and implement their.

What are you. What's your.

Colby.

So I'm a 4, 4, 10, 1.

Oh, I'm a 3. I'm at 3, 3, 9, 3.

Okay. There you go. Oh, yeah, exactly. So I imagine if everybody has that awareness kind of thing, that nobody's. Any kind of frustration or friction, like it would be so bad to put me in a position of making sure that we're driving this to completion, that that's not the. I'm at the start of something is where my genius is. You know, imagine people get put in a position where they're in charge of now something that's completely off of what they're. What they are. So imagine getting people. Jim Collins used to say, getting people the right people on the bus and then getting the right people on the right seat in the bus, and there's so much of that.

Yeah. To your point earlier, though, with the doctors. Right. So they come to this realization that they're entrepreneurs and they're. A lot of their frustration comes from having people that are working in their office who don't think like them, and they can't understand that, you know, One I'll get all the time that question. I'll go, Dino, how I've explained this to them. 3, 30, 30, 40, 50 times. Why am I having to repeat myself? Or hey, Dino. Like, they don't get. I actually had a phone call once from a dentist who is a female dentist, and she was frustrated and upset about her team. She's like, I just don't understand. Why don't they think like I do? And I said, well, if they did, they would have gone to dental school.

Yeah.

And so when you talk about not having the right people on the bus, they don't even fully understand on a lot of times what types of people they want or need on the bus to then get on the bus. They're literally going up to random parking lots and picking up anybody who's there.

Hey, you want to get on the bus? Come on in. We got a seat.

I have a. My second book was called Hire and Fire Like a Boss. And the whole idea behind it came from a course that I did, which was, by the way, it was a Dean Jackson thing. I did the course first. I just did the audio, and then I made a little book out of.

It.

Which is almost all my books. And the idea of it was to help them understand how to actually find the right people instead of just looking for warm bodies. And especially right now, a lot of people very concerned about this idea of not being able to find anybody in the right amount of time. So they get time pressure, stress. They've got a schedule that's full of patients coming in. We just need a warm body. And of course, we all know that's a terrible way to hire people, but, yeah, trying to get them to understand. So I saw somebody post something in the comments here. So that genius thing, that's a Lencioni thing?

Oh, I don't know. I'm not working.

Genius. I think it's a Lencioni thing. So I do a piece around Lincioni's ideal team players, and that surprises people when you talk about, listen, you got to find people who are humble, hungry, and smart, Right. And how do I find those people, and what am I looking for and what do you mean by that? And so I do this whole training around that now that. That actually leads them to talk about personalities. So I have a personality test that I do from stage, and it's a little different because, as I said, I like to dance. So I call it Dino's D A N C E Personalities from the Opera. And so what happens is I take people through how they show up.

I don't know, Timothy. I'm looking at the backdrop here, and it seems that that table was just pushed a little bit out of the way there. Dino, we could probably demonstrate something.

Let's do it, man.

Everybody.

Everybody is looking for some dance. Come on.

I mean, really, I need this set up and everything. I can walk you through it, though. So what I do is I say that you can actually see people's personality in the office by how they show up on the dance floor. Now, most of these events that I speak at have an evening event where there's an open bar where they get, like free drink tickets and then a dj. And because I like dance so much, I can see people's different personalities to the D, A, N, C and E. And yet on stage, I actually do. We have music built in and I dance out each personality. And it's a funny moment, but the point is to help them see themselves and go, that is how I am in the office. Or the doctors to go, yep, that's totally Linda. Yep, that's Gary. So it's important to know those types of things, those personalities.

So you kind of break that in then, and everybody's there. And so when you're coming into it, everybody's kind of. Imagine that there's some, I don't know, festering is the right word or below the surface drama that you're coming into with the team. And maybe this is an opportunity. As you, as an outsider, do you find that that's something that allows people to kind of address that inner team drama?

Oh, yeah, for sure. So a couple of things I've done is I. In trying to make my business a lot more elf, I definitely have screened a lot more now than I did before, like 10 years ago when I started, I take pretty much anybody in. You know, I would work really hard. Now I work with a lot more teams who I feel are at least halfway, if not three quarters of the way there already where they are. They're good team. They like to work together. They just have some underlying conflicts that we need to resolve or some underlying vision that we need to focus on. But yeah, definitely. And because I can create that relationship with people, because I can go in and help people gain trust with me pretty quickly, they'll tell me their stuff and. And I'm also able to address it, though. So, for example, like, I'll use often I'll be using it tomorrow for. As a matter of fact, I do this survey that I send out before I go to Any office. And one of the challenges in this office is a couple people are frustrated that they're not getting annual raises. Well, I don't believe in annual raises. And so I'll use the Keith Cunningham thing. Well, I'll come in there and I'll say, look, do you think you deserve a raise just because you have breathing the same air as everybody else's last year? No, but let me show you how to get a raise. And so then I show them the secret on how to get a raise, and I give them, like, three or four or five things that they can do the next time they go in for their employee interview. So now I'm able to say the thing that is hurt. Like, it hurts to say that, or it's a little sticky. But I'm also giving them a resolve of, oh, but how. Here's how to overcome it. I'm not just telling you're, you know, an idiot for asking for a raise, for not doing anything right? Saying, don't do that, do this. And then they go, oh. So they see I'm on their side. I'm not there to do anything against them. So, yeah.

Well, that's interesting. I remember, do you think about the love languages in the office, like, learning everybody how to communicate?

So the guy who does love language is Gary Chapman. He joined with A guy named Dr. I think said White. And it's the something of an office, the personalities of an office, but it's basically love languages for an office.

Jo Polish. I mean, I'm laughing on the inside right now, but Joe Polish and I were laughing to the point of tears. One day is sitting in the back of a JJ Virgin event where she was introducing this idea of love languages at work. And we were imagining, like, what could the possible love languages at work be? And we were coming up with the, like, you know, awkward eye contact or, you know, hugging.

We're going dirty. I know you. We all know on this call, Dean, you guys are going dirty. We all know there's not a person like, well, what do they mean?

Like, it was just like, yeah, it was inappropriate touching, or it was. I mean, we were just laughing about.

How I could totally see you guys doing that.

Love languages at work. But I guess essentially he took the same things and applies the same love languages to a work setting, not. Not creating new ones for work. And we were disappointed in that.

In my first book, I did that with support. I called it support. I just changed it with support. Like. And I have everybody do a test on how do they best Feel support. Some people want the reward, some people just want the encouragement. But other people and other people want oversight. So, same type of idea. But yeah, I actually interviewed that doctor man. I can't remember his name. The doctor. I want to say white. But anyways, for. For that. For that book.

So, yeah, well, here's. This is something that, you know, when we have a guest like you for a show like this, we put out promotional materials to tell you, come to listen. And here is just a taste of what you're going to get. And we use these things we call fascination and teasers that are going to bring people in. Now, this is the one I've been waiting to ask you. Oh, yes. How can someone become a better leader, a better influencer and a better lover? I know this is the one everybody came here for. So we've been salting the communication, we've been getting to this point, and now the big. The payoff.

Well, here's the secret that I believe, and I've been yet to be convinced that I'm wrong. You have to start backwards.

Okay?

Start first to be a better lover in your home. Be a better communicator with your loved one, whoever your partner is, your spouse, your kids. But let's just go with spouse or partner if you can. So I believe you have only so much bandwidth in your brain. And I'm just going to go off of my experience. This is just what I felt. And how I came up with this idea was obviously I came from not just one divorce, but both of my parents have been divorced twice. And so I've seen that. Right. And so when I got into the. You asked earlier, like, kind of, what was that pivot moment? The real pivot moment for me was when I decided to get married to my wife and we both sat down and I've known her since I was five, so we've literally known each other whole lives. She saw what my parents went through and what I went through. But we sat down and said, how are we not going to do that? Right? Like, my parents taught me a lot of things not to do, which I'm so grateful for. Right. It was very traumatic as a kid, but I joke with my parents at this point all the time. I've made a ton of money off of your divorce, so thank you. It's like a good thing. But I. So we sat down and we said, what are the systems, literally systems and processes we're going to put into our relationship so that doesn't happen? What are our core values that Go beyond, I'll be honest with you, you know, or you know, we love each other, so we started creating those. Well, as a entrepreneur, you've got a lot of stuff going on in your head. You only have bandwidth for so much. We talked about frustration, overwhelm. Well, that's where it comes from. If I'm not happy in my relationship, it is the underlining factor. Everything else I do. If I had a fight with my wife in the morning and I'm sorry, well, you guys talked about this enough in Genius Network. This is a big shock. But excuse my for everybody. If I haven't had sex with my wife in over a week and we just had an argument, I go to the office and the underlying things going on in my brain that's taking up bandwidth. Even if I say, well, my office is my assistant escape place or this is where I keep my focus, it's there. It underlines everything I do. If I'm not happy with my wife and I go to work, something small is going to piss me off with my team members. Something small is going to annoy me with a client. And so if I'm not happy there, then it affects everything else. So the opposite has to be true as well. So if I'm happy in my relationship, if I'm focused on creating a better relationship between my wife and my kids, then I'm going to not have to. That frees up so much more bandwidth to be creative, to be focused, to be in flow, to be attentive, to be present. And so if I can master that, then I can go and master this over here. And so I always start with lover. So focus on lover again. I'll go back to that saying, there's nothing will no success outside the home will compensate for failure in it. My first and most important relationship is that with my spouse. Even my kids know this. Since my kids were little, I would sit them down and say, I love you, I would die for you, I'd do anything for you. But your mom is number one. You will never divide us because like now I'm an empty nester and it's just the two of us. So I needed to make sure that that was good for the rest of my life. Yeah, right. Like I go to the end with her, not you. Like you're going to find somebody else and abandon me. So that is the first piece. Then when it comes to all the other things, it makes it so much easier if you live in that space. I can an integrity walk into one of these offices and Say, I am here to help you have a better relationship with yourself first, then your team members and then your patients. Well, yourself includes your spouse or your loved one or your partner. And so I can walk in integrity and say that. And they take me seriously. I talk freely about how much I enjoy and love my wife. I talk about also where I'm an idiot in my relationship, but I'm working on it. Like we used to start off, we used to have marriage seminars that we would do that were based on, therefore, hiring entrepreneurs. And I would start off every single one. I'd stand up on stage and I'd say, how many of you guys want to hear about the fight Shannon and I had last night? Or how many guys want to hear about our most recent argument? And the reason is because we're like normal people. We argue, but we understand the power of that. So if I can focus on lover, then I can focus on a relationship when it comes to my. And my influence and then leadership, it's just a backwards scenario.

That's fascinating. That's good. So then. And then you mentioned then taking that and kind of now shifting it outward to your relationship with your. With your clients, with your.

That's right.

Yeah. So, yeah. What's some.

As a leader, I. So one of the core values I have, my relationship is radical transparency.

Okay.

We don't have honesty. We have radical transparency. And my business ownership, I say the same thing with my business owner. So the first thing you have to be is be a hundred percent authentic with who you are, authentic with your team members and love them enough to say no or to say goodbye. So what I mean by that is there's a lot of people that hold on to people in their businesses, employers, as employees, because they feel bad, because they, you know, deep down, that person's a good person.

Oh, yeah. They've been here so long.

Yeah.

However, they're not being honest and they're not being in integrity with that person. This is that. This is the test. I always say I do this from this stage. I say, doctors, if you walk in in the morning and you see Sally, and Sally walks by you and you say, good morning, Sally. And she says, good morning, Doctor. And you think in your head, man, I wish you had quit. That is your cue that you're out of integrity and you need to let her go. It's not that she's doing anything wrong. Maybe Sally does want to come to work 10 minutes late. Maybe Sally does like the drama. Maybe Sally is somebody who is insubordinate. That doesn't make Sally wrong. And that's what we do as leaders is we tend to make them wrong. But true leadership is saying, huh, you know what, they're not wrong for wanting those things. I want to help them not want those things, but they're not wrong. They're just not the right fit for our business or we're not the right fit for them. So we love them into another job and love them enough to say goodbye. That starts, that's where all leadership starts, is that authenticity of that. And then you can build upon empathy, you can build upon having a good vision and culture for your business. But if you can't be authentic and real and create that safe environment, then it's never going to be, never going to work out the way you want.

How long a process is that initial process kind of getting into laying it all out, getting everybody kind of going through that transparency. And then what are the phases here? Because from what I can gather, it starts with that internal get everybody, then everybody on the team focused on that same hierarchy of your own relationships, then your relationships here and then our relationships with the marketplace. That's really. When do you make those transitions? And I would love to hear a couple of the strategies of what you're calling a relationship based business too.

Yeah, well, it's, it depends on the team member. Some are tougher nuts to crack. Right. Some people are just really stuck in their victimhood and that's challenging with the doctors. Typically it takes me the first quarter, it's usually about a year long contract is what people go into me going with me. And I take the first quarter to focus on culture. So I have a process which is called core C O R E. And the first is culture. And within culture, then we focus on vision, the expectations and support. Then we go into the operations. But starting not with how you do stuff, but with why. Just like you know, Simon Siena talks about with your why, then your systems and your responsibilities. Then we go into relationship with yourself, then your team, then your patients and then excellence. How do you take it to the next level with mentors, continual learning and celebrating success. And so I take them through that whole process. That's a year long process that I take them through.

And so what would be some of the things that you would talk about then with how we can apply that idea of becoming a relationship based business?

The most important thing is treating yourself so knowing how to treat yourself and to love yourself. So Dean, when you, I don't know if you, if you got it. I don't know if anybody else did, but when you first we got on today, I don't know if you asked me or maybe Timothy asked me. I think you did. You asked me how I was doing. Do you remember how I responded?

I don't recall. Sorry.

Does anybody remember how I responded? Put it in the chat if you remember. Let's do it. We'll give away a gift to Barstow, California. Anybody remember what I said?

Go to the transcript.

Dean asked me, how are you? And I said, because it's the way. Yep, Simon got it. Great. Yep. I said, I'm awesome.

Okay.

I'm awesome. This is the only way I ever reply to that is because I didn't believe I was awesome for a very long time. Right. I was that kid who had all those challenges. And so as about 15 years ago, I started just going, you know what? I'm just going to reply to everybody that I'm awesome. I'm awesome. You know, I'm awesome. And the reason why I bring that up is because I think our inner dialogue is the number one thing that stops us from getting what we want. And it's still to me too. I mean, it's not. I haven't mastered it, but it's why I continue to do it is to say, I'm awesome. I'm awesome. So to start with that relationship, you have to start with yourself. Let me give you an example. I think too many people, so many people, everybody wants love. Everybody wants to be loved, to feel loved, to be told they're loved. However, the majority of us never ask for it directly. We all manipulate it. So we manipulate love. When we've been taught how to do this since we were kids by saying I love you to someone when what they're really wanting to say is, will you tell me that you love me or will you tell me that I'm loved? So instead, if I were to sit here and let's just take somebody, let's take Angeline, she's sitting here with a big old smile. So if I were to say, hey, Angeline, you are feeling that you want to be loved, so what are you going to say to me? And she's going to say, oh, Dino, I love you. And if I were to say something like, well, thank you, most of the people on the call would be like, oh, he didn't say it back. That's so rude. Especially if I'm her husband or I'm a loved one or anything like that, right?

Yes.

Because we've been taught that if I want to feel it. I must force or manipulate you to say it back to me. And what the whole point of all this is, the number one way to build your relationship with yourself is to start asking directly for what you want. Hey, I'm having a bad day. Can you tell me that you love me now? I know some people on this call be like, well, they should just know that I want to be loved. They should just know that I want to hear it. No, they shouldn't. Nobody should. Nobody as mind readers, right? To be able to say, dean, I need you to tell me that I'm doing a good job. So I'll give you an example. My wife and I have this question that we ask ourselves. We've done this for now 27 years, is we ask each other. We have a marriage mastermind. I've actually thought about doing a 10 minute talk about this. It's called a marriage mastermind where we get together every month and now it's a lot faster. When we first started, it took a little bit more time, but we ask specific questions in specific categories and the one question we ask at the end is if I was talking to Shannon, I'd say, how am I doing as a husband? And Shannon now knows that's the cue. It's the cue for Shannon to be gentle with me. Right? She's not going to go, well, let me tell you how you like. She's going to be like, oh, okay, well in this area you've been doing great. I really like this and maybe we can work on this. You haven't told me you love me in quite a while. So I'd love for you to like just to say you love me a.

Little bit more, tell me you love me.

Right, exactly. Then going on to and. But then after. And I am also in the place because I've asked it of the mindset of going, I'm here to receive and hear.

Yes.

I'm not here to fight back, like nuh, remember that time Or I want to know how I'm doing. So the point of that is to be more willing to ask the questions of the people around you. How am I doing as a boss? How am I doing as an employer? How am I doing as a partner in our business? How am I doing as a mom? How am I doing as a dad? How am I doing as a member of Genius Network? Right. So therefore now you're getting reply back and data that you can actually use and it's in a moment where everyone is on board with why you're Asking for it. And that's where you start building that. So asking for what you want as opposed to manipulating it when you get all frustrated and upset. Well, they should just know that I need to be told that I'm doing. I tell doctors all the time they should. I joke around with them. I think it's a fun joke because it's so blasphemous, but it's fun, is that I say they should get done with the patient. Right. Doing their little magic on the teeth and stepping back and put their hands on their waist and be like, check it out. Like, how awesome am I? I fixed what God couldn't fix. Right? Like, that's pretty awesome. I'm gonna struck down someday. I'm struck down.

That's so funny. Wow, wow, wow. That's the best. Yeah. Yeah. That whole. And I think when you think about the, you know, asking for what you be acknowledging it, what you're really looking for. I remember the. With the love languages, we often. We give love in the way that we want to receive it. So even though you're. If somebody's words of affirmation, they're looking for somebody to say, I love you, but the other person may be, well, you know why. I made you the sandwich. I made you the sandwich. That's how I say I love you. Right. The gift of service.

And that's the key is, right, that all the love languages are good. Like, none of them. We all like all of them. I use my mom as an example with love languages all the time. Because my mom's definitely a gifts person.

Yes.

And I'm not. It's the least of mine. And so it's harder, but means more. Yeah. Mine's his words and touch as well. But my mom, like, I could tell her I love her, I could help her move, whatever. But if I don't give her a card on Mother's Day and her birthday, I will get the call. Like, what I do. What's wrong? Nothing, Mom. But what the power of that is. This is that again, part of building a relationship with yourself is really understanding how to connect with other people. Because the more you connect, the more you get. I have this quote that I say that the quality of the questions of your life. Sorry, the quality of the questions you ask yourself will determine the quality of your life. So I need to know how to ask people a better question and build that relationship with them. That means that with my mom, for example, when I give her a gift, it's coming from a true, the highest sense of love from me because it doesn't mean all that much to me, but I know it means a lot to her. My wife's is acts of service. So if I take the time, even if I'm tired, even if I've been traveling all week and I go and I, you know, hang a picture, I put up a shelf, or I clean the bathroom, she feels way more of that. And it's not that that's my lowest, but it's not my favorite thing. But I'm doing it because I love her, and that builds my relationship. Not just her, but myself. That's what's really cool. The thing about. Have you read the Go Giver?

Yes.

Okay, so that piece in the Go Giver is so vital to our own growth as human beings, which is you can't be just a great giver. You have to be a really good receiver. And the reason is because that is where growth is. I mean, look, I do this joke to my clients often where I'll say, especially, and this is totally stereotypical. I get it. Please don't send me any bad emails. But typically, more women have a challenge with accepting compliments than men, right? I can say, wow, you know, let's see who's on here. Jane, your hair looks great today. And Jane might go, oh, well, I was driving with the window down, and it was really the natural blow of the hair. And, like, she'll dismiss it instead of going like, well, thank you. Yeah, I look great. I did, don't I? You know, and so it's being able to take that compliment in that's part of that receiving that we. Oh, but I'm going to give, give, give, give, give until I empty and dry. And we talked about burnout. Burnout comes from giving and giving and giving and giving and not receiving and not asking for what you want. That's where burnout always comes from in my book.

Love it. I love it. Well, I want to. I want to continue talking about a couple of things that if you have some other things that you want to share, but I also want to cue it up. I think maybe Gina can help us. If anybody has any questions or wants to kind of steer the. The discussion here. She's already two steps ahead of us. Look at this. I can. It's hard to.

Gina is like, I don't know how she.

She's like, she's done this before.

She comes from the future, right? Like, she's like, oh, I know it's gonna happen next. She'll start typing before we finish Saying something.

I love it. That's so good. So what would be the thing like that was. I can't believe how fast that. When we covered a lot of ground. But is there anything that I should have asked you but didn't, or anything that you would make sure, like in addition to what you did share that this is the kind of marching orders or thing that would. And of course, we want to give people resource for where to go to move forward towards you, if there's anything you can help them with.

Well, yeah, I really appreciate that. One of the things that I am doing now, I've been in this industry about a decade. I'm kind of expanding a little bit. The same ideas outside of the ortho industry. I've just been very blessed in this industry. But I've been lucky enough to lately be talking to real estate companies and financial companies and stuff. So I am bringing that out too, because the principles are the principles of the principles.

Right, Exactly.

You work everywhere. Gosh. Something that you didn't ask that I should have said. I know. I just think I'll just reiterate again. It's easy enough to understand that. It's one of those things. I think Brendan Burchard says this. I'm sure other people say this too, where it's like, common knowledge isn't always common practice. Right. And it's just so easy for us to get in this victim and this sacrificial victim mentality of. It's not about me. I shouldn't focus on myself. I should focus on everybody else and my team. And, you know, I love your concept of free days and being able to just be like, all right, like, I need this for me. I need to focus on me. And I think the more you do that, the better your relationship with yourself is. And then you can easily have good relationships with everybody else. Yeah. It's not that hard. It's just, you know, I would even say that when BJ talks about habits, we all have the bad habit of not taking care of ourselves, of not being a little selfish. I don't consider being selfish a bad thing. They can get bad. It can get extreme, just like anything. But being able to really say, I'm going to do this for me so that I can be there or do this for other people.

There's a certain health. Healthfully selfish or appropriately selfish or there's something in that. Right. Within the boundaries of. Yeah.

I mean, being elf is selfish.

Yes, exactly. Happily selfish. Joyfully selfish.

Yeah. It's a great thing.

All in the motion towards there.

Well, because we've. I think we've been trained to believe that this idea of self flagellation.

Yes. Is the.

That self sacrifice is. Is true giving. And. And you're, you know, not being that you're. That's true humility. I had a mentor once told me that the true definition of humility was. Speaking of genius earlier on, that you said was that knowing that you are a genius at something every single person stands in front of you is not. And that they are a genius at something you are not.

Right.

And to be able to have that understanding that we're both geniuses in our own world.

Unique genius.

Yeah, that's right. Then it's. Then it makes it okay for me to say, yeah, I love relationships and I can totally help you with your relationships. Like.

Yeah, I love that. So where does. Where do we go to get sort of into Planet Dino here? Where's the starting point?

Well, if you really want to get into Planet, you know, and probably don't want to is. No. So I'm on everything like TikTok. I. I've been building my TikTok audience right now. TikTok and social media, all the socials, the Facebook and stuff. Dinowatt.com is my website, which is undergoing a big change right now. But that's where we are now. But yeah, I've been building up TikTok because it combines my two loves of business and relationships and dance. Right.

So I love it.

Be silly on there and dance and the TikTok dance.

So this is where we actually get to see some dancing that you're.

Oh, you definitely will see dancing on TikTok.

Okay. It's made for. You must have, like when you first discovered this, you must have been going, are you kidding me? My wife was like, this is business and dancing. Come on now.

It's true, it's true. It's just so much fun.

It's.

I don't know, I just. I love. And I'm, you know, I'm not the weight I was when I was a dancer and I'm not. But I just enjoy.

Yeah.

As part of it is. Part of the fun I know is having people, especially when I'm on stage being like, look at that almost 50 year old up there trying to do that dance, you know, but ever have.

Those dances, you know, where they're standing and then the legs going like higher and higher over your head?

Yeah, I used to do that. Dean, that used to be. No, that used to be. I used to be Able to take my leg and kick it up to my head and bring it back down. I still to this day can do the splits if I stretch enough. But, yeah, it's. Wow, that was back in the day. I'm very bendy.

Yeah, exactly. There you go. Okay. Yeah. Let's see.

Sorry. All of my, all of my social media is Dino Watt. Just TikTok is Dino Watt. Facebook is Dino Watt. All that.

That's great.

Perfect. Yes. That was one of them. All right, Claudia. Well, first, Amy had asked a bit.

That's a good freeze right there.

That's a great freeze right there.

What are you. Oh, sorry, guys. Maybe if I don't have my video on. Amy had asked, is this better? Now, Amy had asked if you're doing work with nonprofits, and how do you help a nonprofit if you do well.

That is such an interesting question because literally Monday I had a really cool call with a company called Smiles Change Lives. And they're a nonprofit where they find underserved kids and underprivileged kids in underserved communities. And they don't give them treatment for braces for free. They do make them put some skin in the game, but it's usually like around $600 or whatever. And they could pay it off through the treatment time, but it gives them the ability to feel like they have some ownership. And I'm doing a really cool thing with them this year where I'm going to help them get some more donations coming into their business. They don't necessarily work off of donations. They work off of doctors donating their time and their appliances a little bit. But that's one that I'm working with there. And there's another one that I've worked with for about, gosh, probably going on six years. It's called Cultiva. And they're down in South America and Guatemala. They, what they do is they help the Guatemalan people learn how to build garden boxes or box gardens. I didn't know this until I got involved with them, but the Guatemalan people's diet is one of the worst diets in the world. Their growth is stunted so badly because of they don't even know, typically, how to grow vegetables. And so their diet is mostly corn and maybe a little bit of lettuce or whatever. So this friend of mine, Greg, started this company called Cultiva down there. It's a great organization. And they go and they want to help them live sustainably. So they help them learn how to build the box. They help them build the box but then how to grow gardens in their boxes and create, you know, nutrition for their. Their families for now generations. It's awesome. It's a great company. So those are the two that I work with. Thanks. That's a good question. I've never. Don't really get asked that question a lot.

You help them the same way.

What's that?

Same strategies that you help with for other business owners. Any different new marketing strategies that you do with them?

Oh, do I help them?

Yeah.

Do I help them with them? So, yeah. So here's the marketing strategy I'm doing for the Smiles for Life. And this might be good. Dean, you probably heard this before. I actually learned this probably a decade ago, and I've never used it until now. So they're going to take my book, the Practice Rx, obviously, because it's focused for practice owners, and they're going to buy my book at a little bit above my cost, which is like, I think, six bucks. And so they're going to pay $8 a book to me, and then they're going to ship out my book to every single person on their roster. It's about 600 doctors across the country. And they're going to put a note in there, we're going to put a sticker on the book that's exclusive gift from Smiles Change lives. And then they're going to send a letter in there that says, hey, we wanted to give you a special gift. I did a lot during COVID so I'm kind of well known in my industry right now and so want to give you a special gift and remind you that we have a goal this year of having at least 500 kids get braces. So all we need is every doctor on this list to commit to doing one free treatment per quarter. Would you be willing to commit to whatever? So it's giving them the gift using law of reciprocity, personalize it with the Smiles Change live sticker, and then asking for something. So that was a marketing piece that I kind of came up with them to say, hey, what if you guys did this and they're over the moon to do it?

Oh, that's great.

Yeah, so they're gonna do that. And then with Cultiva, we actually got them. I was actually one who helped them design a whole process to do youth leadership retreats down in Guatemala where they bring down 20 youth and they do this marketing piece and they bring in 20 youth. Now that 20, then they have to raise a certain amount of money to come down to donate to Cultiva. And then they go back as ambassadors to Cultiva. So that was just another thing that we did. But again, it's all about building relationships. Right?

That's awesome.

And that's a perfect lead to the next question, which is from Claudio. What are the three best books to learn how to connect to people?

Oh, okay. One of my favorites right now is it's by Vanessa Van Edwards and it is called Starts with a C. Bang. Let me open up my books. I'm an audiobook fiend.

Oh, there you go.

Captivate. Captivate is a great one. Another. And she's just so. She's done so much crazy, crazy good research around how to connect with people and body language and all that stuff. I just love her stuff. Another one is anything by John Gottman. Dr. John Gottman. He runs a thing up in the University of Washington called the Love Lab. He can literally. I mean, his research is so amazing. Again, based upon research and data, not emotions and feelings. He can predict the success of a relationship, like if a couple is going to divorce or not with 98% accuracy.

Wow.

Just by a few little things. Let me just give you one little thing right now just so you can do this tonight with your spouse and just be like, no, you need to look. He has this thing called bidding that if you're in a relationship. And if you are, his example is you're sitting at breakfast and you look outside and you say, wow, it looks like it's going to be a nice day today. And if your spouse or loved one doesn't reply in any way, if they just ignore it, that's a huge red flag in a relationship. But if they simply just go, yeah, it looks like it's gonna be nice, isn't it? That's a win. And that little prediction alone, because there's all this stuff behind. I won't get behind it, but that little stuff. So John Gottman is amazing. And then if you want to know, also a little bit around body language and connection and all that stuff, there's a book called what Everybody is Saying by Joe Navarro. He used to be an FBI profiler and not negotiated, sorry, profiler and investigator. And has some really great stuff. I know Chris Voss has a lot of conversation about him there. I love. Never split the difference. That is like a bible to me. Seriously. I brag all the time that I'm actually in a virtual meeting where Chris Voss has been because he's like my celebrity guy.

The Velvet Fog.

I did a 10 minute talk and he commented on it and I was like, even he. And he corrected me and I didn't care. I was like, he corrected me.

Check it out. That's great.

Hey, Chris Voss is actually one of the featured speakers at the February 2022 big event we're doing and when we're all going to be there to welcome Joe Polish back from the one year sabbatical. Wow.

Chris is amazing. He's so cool.

So speaking of that, Gina, that would be wonderful to maybe share a little bit about that and about what's coming up here for our next we've. I can't believe how fast this year has gone by. We're already now into December. So what have we got coming up here?

Well, we'll have another I love marketing in December and in January. But February 20, sorry, February 11, 12 and 13 is a big Genius Network event, 100% in person. And Joe Polish, our founder. Right. Our fearless leader who's been on the sabbatical for a whole year. And Jean's co host on I love marketing, except not this year, will be returning with an incredible amount of awesomeness, bringing lots of great friends, lots of Genius Network members coming, and many speaking. So you can get more information about that@gieniusnetwork.com and just click on event. And there's details about the February 11, 1213 event in Scottsdale, Arizona.

I love it.

Yep. But we will always have these. These open for you on the third Wednesday of every month also.

I like it. And do we have our guests lined up for the next. For December right now? No, not yet.

Not that I know of.

Okay. All right. I'm not going to say. I'm not going to say that it's not Santa. I'm not going to say that. But there's a good chance that, that it's not Santa.

What do you guys want us to have, really?

You just grow this out a little longer. Put a hat on and the little.

That's why I'm, you know, I'm just, you know. All right, that was good, Dino. I enjoyed that so much. That was really. Thank you. Really great conversation. I appreciate everything that you shared with us. I'm sure that a lot of people will be following through to kind of get on this path. And we'll look forward.

It's a great honor. Dean. I've been. It's one of those weird things that, like, I've known and followed and stalked and listened and learned from you for years. And so it's one of those things where you're like, we have a, like, we have a relationship. Right. Because like I. I know you.

Right, Exactly. Yeah. Yeah.

But you don't know me. I have a lot of people in my life like that.

Yeah. Well, I'm excited Now we have a nice foundation here, so.

Yeah, I appreciate that.

Great.

We'll dance together next time. Get Timothy out on the February. There we go. I like it. There you go.

I'll have to come up, I'll do the dance personalities and I'll let you join me on stage when I do the dance.

Perfect. Okay, guys, well, that is it. Stay connected through the socials here, as they say, where we'll post up all the details about our next. We do know the time and we know the date. It's always on that third Wednesday at 2:30 Eastern Time. So we will look forward to seeing you back here and hope you have a wonderful Thanksgiving and we'll talk to you next time.

Bye, guys, everybody.